The Commercial Break - Meet The Tripod of Sales

Episode Date: February 15, 2023

Bryan & Krissy reminisce on their very professional career in sales, and bring back an old favorite: Paul Cruz! Pauly P introduces us to the "tripod of sales," which really feels more like a triangle. Groucho Marx makes an appearance on TCB Bryan & Krissy are blown away by technology! TCB relives their chaotic Clear Channel days. A nurse in Germany was so hungover that they gave patients extra drugs and ended up killing two people Hoadley takes us back to her hotel impossible days The trouble with sales jobs... Paul Cruz Sales Agency returns The tripod of sales (spoiler alert: its a triangle) Pauly P likes the intimacy of phone calls Paul teaches us how to find something in common with potential clients Do the 7 pillars of sales include a call to D? The secret to sales: the old razzle dazzle Just tell them you also get these phone calls…boom, closed TCB Outake: TCB LOVES Germany! (But y'all just weird in bed...) LINKS: Send us show ideas, comments, questions or concerns by texting us or leaving a voicemail at: 1.855.TCB.8383 Speak to TCB LIVE by calling 775.TCB.LIVE (1.775.822.5483) Tuesday-Thursday 12pm-5pm EST Watch TCB on YouTube Creator: Bryan Green Co-Host: Bryan Green Co-Host: Krissy Hoadley Written By: Bryan Green Exec Producers: Bryan Green & Krissy Hoadley Content Production & Research: Tina Khano YouTube Producer & Editor: Morgan Please Audio Editing: Christina A. Executive Director: Astrid B. Associate Producer: Gustavo Episodic Contribution: Marianne, Diane, Natalie, Will The Champ, Will D** Learn more about your ad choices. Visit podcastchoices.com/adchoices

Good morning TPS students it is testing week and it's time to slay all day. Eat, stay woke, be on fleek and get that Gucci breakfast. Goals, say bike Felicia to that testing stress. Sweather's gonna be tarp, right Chris? Yes! To be the weather gonna be the lit during testing week, a hundo pee chance and success. You've got this kids, Steve, about that trap. Now we look at...

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This is my dear friend and beautiful co-host, Kristen Joy, holy best of you, Kristen. Hi, Cathy Brian. This you out there in the Bobcat universe, and out of episode of the commercial break, you see? Okay, okay. I love that. Who is that? I think it's Groucho Marx.

Yeah, yeah, you see? I'm gonna get... I'm picturing like a black and white. Who stole Flers? Who stole Second? You see? You see? You see? I'm gonna put a bullet in his head, you see? That's what I'm gonna do. I'm gonna fill him full of lead gravy.

That's what I'm gonna do. Ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha ha He'll be eating metal meatloaf for the rest of his life. You see? You never cross crouch old marks. Actually, I think crouch old marks is a comedian. I'm not so sure that's correct. I don't know, but I'm picturing it. Who is that? Yeah, yeah, sure. Yeah, sure. I'm very hangin'.

Like a cigar, this mouth. That's a fring, rang, rang, rang. It's like how everybody talked back then with a faint British accent and really weird. Like, hey, ah, you see? Yes, see. It's just like I watch so many of those old videos that go around the internet and then on the internet archive, I watch so many old videos in the 40s, 50s and 60s and you can

see how American culture has changed. Sure. I mean, obviously, you know, I'm not yeah Sorry to talk so sorry to dumb down the entire audience. Yeah, but you can also see how changed how yeah, what? What say what you see that using cell phones. I don't even know what that is a cell phone It's in your body. You see you pick up your hand and you call them like this. And I just, you know, you can see the vernacular, hear the vernacular change. And slowly, but surely all these actors,

they lose that faint British accent that they have, like this colonial accent that they have. It's true. It slowly goes away over time. And the technology gets better. You can also see, actually see stuff. You know, they take those old videos and they make them from 2D or whatever

was going on back then into 4K. Yes. And they look amazing. But I want to know what that process is. I know. What is the process? Say, I, it's a shit, man. G-P-T come and take the commercial break away from you.

But I've started going through some old pictures actually that my dad brought over in some boxes and 70 years old. Oh, 70 years old. Yes, so from the 1950s my grandmother had created this whole scrapbook of pictures and letters and all kinds of things a high school girl would put in the 50s into a scrapbook. I'm gonna create a scrapbook and put it on the Instagram, you see? So it's a tedious process though for me to try and document this. I have to use three different apps, one for photos,

one for documents and one to just do the whole page. Is there a service where you can just send away for that, you? Yeah, but I'm not sending this away. It's too delicate and it's like, it's family stuff, so I'm just gonna do it myself. But isn't this the whole point of these services? Is that they protect your stuff and make sure that it's handled well.

Yeah, but this is this graph book that's like disintegrating. Oh, is it? It was on paper. Oh, really? Yeah, and it's at least 75 year old paper now. So now you use this app and then you just scan everything in. Yep, you can scan it all in. Photo, my's are mine. Photo, you can scan it all in. Photo, my's, or mine.

Photo, mine. And it's really cool because it changes black and white photos to color. Yeah. And how cool is that? Yeah, that's really cool. Yeah, that's really cool. I've seen some of those like the Colorized World War II videos

where they colorized them. It's quite frankly unbelievable how they get that stuff right based on black and white photographs. But I guess you don't really know if it's right. I guess my grandmother was really no difference. That's right. He was right up. Please water. You know, like 10 years ago, my dad got this video. My dad was like an early adopter for all technology. He had the original Apple computer. He had the original internet, which was hook a phone up on one end and then hook a phone up on the He what he would do is he took a phone up at the house to the Mac, right or to the Apple and then he would hook a phone up to the computer

I'm victory weird science. It's totally weird science He didn't create Kelly LeBrock for you though. No, I wish he had created Kelly LeBrock He didn't create Kelly LeBrock for you though. No, I wish he had created Kelly LeBrock. I wasn't even... I wasn't even... I wasn't even... I wasn't even... I wasn't even...

I wasn't even... I wasn't even... I wasn't even... I wasn't even... I wasn't even... I wasn't even... I wasn't even... I wasn't even...

I wasn't even... I wasn't even... I wasn't even... I wasn't even... I wasn't even... I wasn't even... I wasn't even... I wasn't even... I wasn't even... I wasn't even... I wasn't even... but then she gets in the shower and you're like, oh, we fucking shit. Now those are a pair of the divis.

Yeah, every kid that's my age, no longer a kid, now we're in the, we call this the second half. This is the back nine right here. It's the second half of the play. But every boy that even, I'm sure a lot of people that are young have seen weird science. Yeah. And we're all masturbating over Kelly LeBrock because she really was one of the most beautiful women. But then again, you didn't have that many choices when it was 1982.

You could either see girls on movies, see them in JC Penny catalogs or see them in real life. And of course we had no chance with any women in real life. We would just look at the JC Petty catalog and weird science over and over again. But my dad was like this early adopter of technology. So he had one of those huge VCR cameras. So you know what I'm talking about? The kind like literally seven to 10 pounds

where you put it on your shoulder. The news cameras now. Yes, the news cameras don't even look like that now. Now they're using their iPhone to record everything. So they had one of these clunky, bulky fucking things that he held on his shoulders. They put a tape into. But a tape into, and then one of those Maxwell tapes

and then it would record. So we took a cross-country trip as a family. We got in this conversion van, this huge van where you got the lay down bed in the back and the two captains chairs in the middle and the two captains chairs up front. No seat belts to be found. Like everybody's just rolling around

the back of the van, right? And my dad took this clunky video camera and he recorded a lot of this trip. Well, it's been sitting in boxes for years and years. So Kevin, like 10 years ago, he says, hey, dad, why don't I take those? I'll send it off to one of those services. They can digitize all of this. And they ended up putting it on CD, ROM or whatever. Back 10 years ago, DVD.

Yeah, we did that and got ours on a thumb drive. So, but yeah, we got to do something with it. Because now, I have a DVD of my wedding video. I know where is a DVD player being found in my house. And I'm not going to go out and buy one even though they're $10 of Walmart. So Kevin takes these and he digitizes them and then one day we all get together and we're like, okay, let's have a few beers and we'll watch these old movies. Yeah.

Snorfs. They're boring. They are so boring. Yeah. Besides the like the novelty of seeing yourself so young, there's nothing else interesting. I mean, my dad was literally pointing, there's a-

I'm glad I did the same thing and like, he'd always be like, say hello and I'm so really happy. Because no one had ever seen a camera before, we're all like, and then as my dad's like walking through a crowd, people would be like, huh, what's that?

I'll let him through. What's that? Let him through. The crowd part is. He's got a UFO in his hand. He's an alien. Quick, someone find a pay telephone. We got to call the police.

And so you can see people reacting weirdly to this clunky video camera because it's not a very common thing at the time. Yes. But then the other thing that happens is my dad becomes Steven fucking Spielberg, right? He's recording four to eight five minutes of the Grand Canyon, zoom in. Zoom out, zoom in, zoom out. The Grand Canyon sits a one mile across,

and one mile deep, you know, my dad's narrating it like Steven fucking attenborough. It's like that, settle down. You know what we need now? Now that we got to digitize, we need final cut cut pro and we'll turn that bad boy into a real I got that just Brian Kevin Dan Patrick dead Grand Canyon There's nothing else to be said in some ways technology has heard us and in a lot of ways I think it's helped us all There's like this be more concise. Yeah, there's like this. Be more concise.

Yeah, there's a, there's a there's a condition to life now that there wasn't before. And, you know, I like Island time as much as the next guy, you know, I like a girl. I like to just hang out and take things slow when I'm on vacation. But otherwise, I don't have 13 hours to sit around and watch my dad film, The Fisherman's Warp and San Francisco. Right.

His boys are like, Dad, stop. Well, I'd be interested to see what all you filmed on the cruise. Oh, the cruise is a different story. I'm a late night crew. Late night crew. Yeah, for the kids. That's the name of the movie.

For the children. Those of you that just jumping in on the commercial break, I've been on a couple Disney cruises during the pandemic, because I didn't feel like standing in all the lines of Disney World, so we took them on the Disney cruise, which really, quite frankly, was a lovely cruise. And at night, after the kids went to bed, I took my camera, two different versions of the camera.

I took it out to take photographs and little videos of stuff around the boat, so when they were older, they could remember. And people were getting creeped out by my midnight rendezvous, by myself, like filming stuff. Like teenagers run around. This couple of teenagers got in the elevator. I was like, have my camera and my camera.

And they pressed the seventh floor, but then as soon as they got in the elevator, we got on to the first floor. They pressed seven. And as soon as we got into the elevator and the doors closed they pressed to For you like say hello. Yeah, hey, it's for the kids say hello Whatever dude fuck off

Tell your parents I'm doing it for the children I got like we were trying to get away from our parents. Yeah. Now we just ran into another one. My dad told me not to talk to people like you. Do me a favor. I want to get a couple shots of you guys running up and down

the stairs. It's for the children. Tell them Brian does it for the children. Well, someday my my kids are going gonna have like, you know, little microchips and planted into their eyeballs and be able to blink and, you know, look back on whatever moment. They're gonna record all their lives

and just be able to blink and look back on it. So, my technology that I took at the Disney Cruise will soon be outdated in some way, shape, or form. They'll be like, we are right now. They're looking back at Scrooze. Yeah. There's dad. Imagine your grandma.

Filming the zis-ding coat. That's imagine your grandma, right? Imagine your grandma, like 1952. She's taking all of these photographs that she just had. I don't even know what you did back then. How did you even get photographs made? There wasn't like a codec stand anywhere. I don't know.

Remember those things, which you kids don't realize is that in the 70s, 80s, and probably early 90s, there were Kodak photo booths in every single parking lot in America. And they were the size, they were like five foot by five foot, the size of a jail cell. And you would literally drop your photo, your, your film. Negative, yeah, your film photo, your, your film. Negative, yeah, your film. Or your, your slides. Or the instant camera. Oh yeah, the instant camera,

you would take the whole camera and you would give it to them, put it in the bag and then they would say, you come back in three days and it'll be ready. Or you had the one hour photo places that were really expensive, like, you know, 50 cents a photo. But can you imagine taking all of your photographs from your

iPhone now and handing them to a stranger and telling them to look through them? There's a sign felt episode about that. Oh my god. But also, too, do you remember like all the pictures you would get back you're like, oh, yeah, they're awful. Picture of the floor. Picture of the floor. Extra bright light. Right. Somebody's got a booker in your nose. Yeah, someone's eyes are really red. Somebody's eyes are really red. Yeah, someone's eyes are really red. In my case, a few booby picks that I had, you know. I got a few looks at those one hour photo plates. I was gonna say,

they'd be like, oh yeah, dude. The people developing them. New, what you were taking pictures of. Hey man, I saw your girlfriend. It was awesome. Because that's the only way to do it. That's the only way you had to do it. Yeah, I remember for years, I had this instant camera

and I took some photographs. And then one afternoon, I was with a girl that I was dating and she was like, let's take some photos, right? Okay, so I took some photos and then I give them to the photo, eventually I get them to the photo place. And the guy gives me a look. He's like, yeah, dude, thanks.

He's probably making three copies. Right, oh, of course he did. He made three copies of it because that's what he can do. And what can I say about it? Like, I'll never know. Yeah, I'll never know. I'll never know. But then I stuffed those in like a little box

and then I moved from place to place to place to place. And I'll never forget that my first wife was organizing the house in some way shape or form and I get home from work and she is just on fucking fire. She's like, what the fuck is this? And I'm like, those were taken years ago. How do I know that? Look on the back of the photograph because they put a date.

They did. Every time. And they did date every time. They did. And they did. Thank God. Thank God. I mean, didn't really matter in the end. Right. No.

I'm going to just shorten that. That's some of that, Mary. As you said, your first wife. My first wife. Second wife is, you know, it's a little too hot, little too cold, just perfect. Just right. And that's who Astrid is.

I read the most insane article and I found it hard to believe when I saw it first, I think I was flipping through TikTok or something, but then I dug into it and it's true. Do you remember we used to go to Clear Channel? Yes. On minutes of sleep, smelling like a brewery. Powder's still hanging out of our nostrils. Oh, yeah. But by the way, everyone else was too. At least we got minutes of sleep. Yes. There's some of those sales managers got no sleep for weeks on end.

They were getting a little weird towards them. Everybody hit the coffee. Yeah, they were a little weird towards them in the morning. The toward the afternoon. That's right. Everyone was hitting the coffee. It was just the way that the business worked. And then everybody be out drinking it five o'clock that day.

Four. Four. Noon. That tech guy would be out of the strip club at like 10 30 AM. You'd be like, hey, my computer's broken. I'll be back at 3 30 after the shrimp and dip special over there at the local shoe show. So everybody just got hammered. It was the nature of the business.

It was a lot like the restaurant business only you put on a tie to go to work most days, right? And so we used to work hung over left and right. And it was miserable. It was normal. But it was normal. It was miserable in the first part of the day. Yeah.

And once you got drunk, it was fine. That's what you drink again. Once you started in the first part of the day. Yeah. And once you got drunk, it was fine. That's what you drank again. Once you started getting the little air of the dog. Well, we had, I mean, we're working in the radio. So there's music and booze. And booze and free you wear. Yeah. There's booze in every studio.

There's a keg of beer down in the music room. I mean, you don't, it wasn't frowned upon to drink during office hours. I mean, no, they rolled it out of Margarita machine. I know. They were on Fridays. That's right. They were rolling around a fucking Margarita machine. Can you imagine in 2023 and office calls and being half drunk and I'm talking to perspective, making a lot of calls

actually drunk. Totally. Spikes clients. It's like that. I'm talking to perspective making a lot of calls actually drunk Totally It's like that. What is that? We work remember we work remember that movie where they just spent the entire time just getting drunk and doing drugs That was a lot like our adventure and radio sales But getting getting drunk you had to deal with the consequences the next day and that was working hungover You just did it you You just powered through. But one nurse in Germany took this further.

He took this further. And he didn't want to work during his hangover. He wanted to take a nap. He was so hung over that he needed to take a nap. But he was being bothered by the patients who were critically ill in his war. So what he did was just give everybody a little extra sedative, a little extra morphine, a little extra Xanax. Everybody passed out.

Yeah, why not? You better shut up. He just was drugging him. That's what he was doing. He was drugging him so they'd fall asleep so he could fall asleep. And two of the patients died. Two of the patients died. Because this motherfucker couldn't deal with the hangover.

You can't deal with the hangover. First of all, you're a nurse. You got the best drugs in the world. You're hungover, give yourself a shot or something. Right? Am I right? Get a fight. Yeah, just let it roll.

You got some, like, don't you have access to it? But also, don't be a nurse. Don't be a nurse. Go into radio sales. Yeah, just let it roll. You got something like, don't you have access to it? But also, don't be a nurse. Don't be a nurse. Go into radio sales. Yeah, radio sales. Go to the bar. Come to the commercial break. We take it.

We're having anybody work for us. Just like, I don't know. I'm having a hard time wrapping my head around this. How you're so hungover that you kill people. Yeah. I'm sure it was an accident. I'm sure a hard time wrapping my head around this. How you're so hungover that you kill people. Yeah. I'm sure it was an accident. I'm sure it was. I don't think this guy, I think it was.

No, I think it was. But I think it was an accident. He sounds apologetic. Doesn't really mean much when people are dead. But that's unbelievable how just like, I don't know, just irresponsibly. Took's responsible, he took it to another level. He, he, in a game, Colin sick.

Colin sick and you have access to some of the best drugs in the world. Do they still have liquid cocaine around? Yeah, they really monitor all that stuff now, though. No, it's Germany, they don't do that. So, those Germans, by the way, we have a lot of German, a lot of German listeners. And so I will say, I love, love, love my German listeners.

And I love the culture. And it's a beautiful place. I've been there. It's beautiful. But they have zero hangups about anything. They party hard, they drink hard, they drug hard, they club hard, they fuck hard. I mean, they do a lot of stuff.

Full bore, 110%. Right% right true and so you I'm sure that they have some kind of drug monitoring program over there Yeah, but you know is someone gonna fault you for just dealing you know taking a few extra hits of liquid grade cocaine No, all you gotta say is it's either that or I kill somebody And then you know smooth things over a little bit with your boss or call in sick, like every other human being does. We know, I know for effect, and let me explain.

When I'm hungover, the only time that I really call in sick to work is when I'm just having one of those days, I can't do it today, right? Or I'm horribly, horribly sick, because, I can't do it today, right? Mm-hmm. Or I'm horribly horribly sick, because I mean, my job doesn't require much. It requires me getting on the microphone and talking or picking up the phone and calling.

Or I will call and have called and sick because I am that hungover that I cannot bring myself to get up and shower. A deal. A deal with it. Yeah. I remember when we worked at that damn fucking sales place, we, Chrissy, I can remember at least five occasions, just right off the top of my head when I was thinking about this, where you and I rolled straight from the bar into work. Yeah. Like there was

zero sleep in full. We just went, we went bar, bar, bar, after party in my house called the go to work morning meeting morning meeting and then I'll I've got to get out and go see clients. Yeah, I would go straight home to now it's straight home. Yeah. Oh, that was the best thing about show back up later the day. Show back up. I talked to a bunch of people. I was that meeting. It was great. It's great. That's the day they want to buy. They're not gonna buy now. They're right in the day. But they're gonna buy soon. Who'd you talk to? Can't remember. New guy. New dude.

There was no one else in the office. No one else saw me. But the new dude, can't remember his name. He's gonna pass it along to his boss. I got the proposal out there. They're ready to sign any day now. I love it because it's true. It's so true.

I was managing some of those people and I knew exactly what they were doing, and they'd come back in and be like, how'd you're meeting? Oh, it was good, but you know, they're not ready to buy now, but they're really interested. They really like the,

I'm gonna put a proposal together. I'm gonna put a proposal together, and I'm gonna send it off. Great, who'd you meet with over there? Uh, Dan? I didn't know there was a Dan working over there. Brand new, brand new guy. Why were you going for four hours traffic?

Here's awful I mean I do have to say in some instances where I actually did go to far away meetings Yeah, it would take sure I'm driving my car using my own gas to drive like an hour and a half Yeah, to some little tire store. Yeah, to the laundry, Matt. Fucking four-cycami. That was advertising somewhere, so we knew they had advertising money.

Yeah. Go there for that $300 ad buy. I mean, what a joke that place was. Honestly, it's like. It was like a multi-level marketing, really. It honestly was. I guess if you weren't in on the ground, if you were new. If you were new, you were fucked.

Yeah, because all the good accounts were taken. That's right, you're gonna spend all the money trying to make money. But if you were in on the ground floor, 1965, you're making a million dollars. Right, people made bang. They did. And they got the Margarita machine right?

So they're next to their desk along with the facts Machine that would just send in orders left and right meanwhile everybody else is fighting for scraps They're down with the laundry mat and four sites hung over and their boss is calling them. Where are you? Talking to Dan. That's right and and by the way the second you walked into that place It was as if you had stepped into Spain you want wanna know why? Ciesto from noon to three. Going that office from noon to three. See if anybody was there. No, it was a ghost.

Ghosts. Made worse by the managers who would be like, you gotta be out on the street. Get out there and make meetings. I don't know. I don't know. If it was like the beautiful spring day too. Oh yeah.

Oh yeah. Everybody was out drinking on patios. That's right. I mean. Where's everybody? Hello? It's Monday at 2.30. The janitors watching by like,

haven't seen them since time I have. Happens every day the sun's out. It's 70 degrees. I've noticed. I'm a brand new to another sales organization and the same thing, this girl that was mentoring me. I mean, we got in her genetic convertible, PM-tope. Is this the same girl you went to,

hotel impossible with? You're selling SEO services? She would come pick me up. Bebe, I jump in the car, she'd drop the top, we'd head straight into endless easier. Ever. Ever. It's too tiny.

Every acre of myster shot. Yeager of myster shot. So my god, it's the worst. Yeah, that's the, that's, and the thing about sales is, you really have to be a self starter, right? You can't, like, you can't rest on your laurels. No one's going to hand it to you unless you just get one of those kush sales jobs that everybody wants your, your product. But most sales jobs, especially ones that are, you know,

when you're a beginner in the media, sell it. Yeah, that really work for you. You really have to work for it. And guess what? I got news for you about human beings in general. Most of them don't want to work at all, but alone work hard. I've ever been getting a couple of good accounts, finally, after working so hard, getting a couple of good accounts, and I was like, yeah, I don't know, I wasn't in the office. She got a couple of great accounts, and then, when you do, you may have some success, and everybody lets you do whatever you want. Whatever you want. Whatever you want. Whatever. Whatever you want.

I'm serious. And so between the new people who showed up at like 7.45 in the morning, but were gone by 11.45 to go take their nap or whatever they were doing, go run their errands for the day. It was, pick up dry cleaning. You haven't picked up dry cleaning, but go to the grocery store, go home, feed the cat,

watch prices right, I'll be back at Exactly what you would do It was a it was work at home before work at home was a thing right and by the way No one was working at home at all. Yeah, you could get a hold of these people. I was in a meeting I Was in a meeting it was a great meeting. Yeah, would you sell well nothing yet? But it's a good prospect. I'm super interested. Put that on my projection.

That's a projection. What's the name of that shop? Uh, laundry, man. Fast laundry. Where's that located? Not sure. Really far away, congers. Yeah.

Then they bring their expense reports in. It'd be like $500 for meals with pretend clients. Hey, who did you take out to Croger for $163? Oh, we got some wine and cheese. We went to the park. It was unbelievable. Sales is a constantly, and the job of sales is a constantly fascinating thing

to me because I've been, was in it for so long. And I know the lay of the land and the job of sales is a constantly fascinating thing to me because I've been was in it for so long and I know The lay of the land and the tricks of the trade I manage sales people I was a salesperson, you know, it's just such an interesting thing so I Six months ago we found this guy who was doing sales training at the very base level right at the very base male I'm gonna like Cold calling setting appointments, you know, pressuring people to close on stuff they didn't need. His name was Paul Cruz and we had such a great time with him and we never got back to him. We had a bunch of material but we never got back to him. So I thought as we are, you know, easy back

end of season four. Yeah. Episode four in the season number four of four thousand episodes we're going to do. That we should go back and revisit Paul Cruz, sales agency. What do you think? I think that you're correct. Okay, Paulie P. Show me what you got. I was trolling on the internet. As you do.

As I do, I'd like to do. G-C-B. Hey everybody out there in the podcast universe, it's time for the dreaded commercial break inside the commercial break. It's season number four, you've heard it all before, so let's get to it quickly. You can text us or leave us a voicemail at 1-855-TCB-8383. Questions, comments, concerns, or content ideas, send them to 855-TCB-8383 toll free from anywhere in the world. Visit our website, tcbpodcast.com to listen to any of the audio, watch any of the video,

or send us a message, hit the contact us button. Instagram and TikTok at the commercial break. And now YouTube videos the same day they air on the audio feed, villareutube.com slash the commercial break. Chrissy and I are very grateful every time you choose to listen to the commercial break. to break. And here we go. We're going to go back to the Paul Cruz sales agency and find out. Look at that branding. Yeah, I know.

He's actually stepped it up a little bit. He's got this whole YouTube channel. And you know what? I don't know, Paul. Seems like a perfectly lovely human being, by the way, perfectly lovely human being. And people comment on this stuff all the time. Great. It's sales information.

And I'm like, is he watching the same video that I'm watching? Now, granted, Paul is out there doing sales right now and I am not. So for that, I have to give, he's probably making a lot more money than we'll ever make here on the commercial break, doing whatever he's doing. So, but I just find Paul's style to be very funny and I love watching it.

And Paul here is going to give us the tripod of consultative sales. Are you ready? Sweet. Okay. I don't know how landscaping is consultative sales, but let's let's take a look at Paul and see what he has to say here. We're sales happy. Okay. All right. There's a lot of books out there about psychology of sewing and the psychology of this and blah blah blah blah. I'm gonna tell you all about it. I want to buy something blah blah blah blah. I bring a hammer and I threaten bodily injury. I'll give it to you real. I'm gonna tell you what they don't teach you in books or they don't teach you in school. Okay, I call it the tripod. Old tripod. You're trying to go into the tripod. I don't know why I think that's so funny. There's a lot of books and training and all kind of different stuff. You don't know why I think that's so funny.

There's a lot of books, training, and all kind of different stuff. You don't need any of that. You just need poker, just drop out of sales. Is that a trapezoid? Did you mean to say trapezoid? Okay. You got the business owner. Let's call it salesman.

Let's call it salesman. I've really thought this all the way through yet. I learned how to draw a triangle yesterday. I find it pretty cool. This is more. Yeah. Let's call this business owner. This is called sales training on the fly.

Sales. Okay, so now just to let you know for those of you that watching enough. It should sales be at the top. Yeah, sales should be at the top for sure. But okay, we're getting there. At least he's got it on the triangle. Ball crews. It's ripon. It's ripon.

Tripod. Paul Cruz is in some non-descript room somewhere that looks much like all of the rooms where Chris and I work. Yeah, the sales room. Sales room where they have random files sitting in the corner. Not a white board, but a paper, but a paper white board that's sitting on an actual tripod of sales. And then Paul has drawn a triangle at the top. He's putting business owners at the left side.

He's putting sales people and then he's putting sales on the right. So so far, I'm completely lost. No sales training I've ever been to looks like this, but okay. And we had a ton of sales training. I do have a sale. That was one thing they would, I mean, they had to have spent so much money on all these extensive sales training or was that S&M? I'm not really sure.

Fucked wads in there putting 80 of us in the same room with 80 telephone setup. Go go go go go. Okay. Now. 80 telephone setup. Go, go, go, go, go, go! Ha, ha, ha, ha. Okay. Now, one of the most powerful things you can do is whether you're co-calling, you're doing texting, you're doing emails, however people communicate on. Pigeons, sending things, messaging a bottle.

However, wrote a retellifold. pigeons sending things message in a bottle However, wrote a retell if phone Come on me personally. I like calling people because this personal is intimate. It's real you get to determine how the conversation goes You can determine. Yeah, they can hang out. I like it intimate. I show over the front door and my banana hammock. Welcome in the eye. For the business card. And I said, have you seen my tripod? I said, hey. I like to introduce my tripod of sales.

This is my left, my right, and my center tripod. Let me extend that for you, ma'am. You get the best effective engagement because you control it. Texting social media sometimes that gets too impersonal where you just texting. I'm not saying doesn't work, but for me personally, I like creating my own engagement because I know where the conversation's gonna go. But it applies to anything. The first thing you have to do,

I just see nowhere the conversation's gonna go. No, it does. I think that was a part that I missed in sales trading. And I probably got wrong a lot. It's that I had no control over where the conversation would go. A lot of times I'd get on a cold call and I'd be like, hey, it's Brian from the radio station and I'd say you some internet and stuff like that.

And they'd be like, oh, the internet, I've heard about that. And I'd be like, yeah, it's this really cool thing. If you heard of this website, and by the end of the radio station, I just saw you some internet and stuff like that. And they'd be like, oh, the internet, I've heard about that. And I'd be like, yeah, it's this really cool thing. If you heard of this website, and by the end of the phone call, I'd have a friend I'm going out for a drink with, but they're not interested in anything I have to say. Yeah. That happened. How'd you meet and go?

Got laid twice. Thanks for asking. Here's their expense report. Yeah, here's the expense report. We had six shots of Yeager. And I one of those pay by hour motel rooms. Talk to you later. They're gonna buy it at some point. They're gonna buy it at some point. Don't you worry. Put that on your projections. Sometimes I'd have projections that rolled over for years. The same account. Someone would come in and they'd hand me their projections and I'd be like this has been on here since 2007

it's 2010 Well, I talked to them yesterday and I'm pretty sure they're getting close to buying Okay, so you want to move that and then you'd wait the projections So people so the sales people would come in and they'd wait the projections. So let's say you know laundry mat Grocery store 50 50 yeah Say say oh the laundry mats had 50, 50. I put out a proposal, but I'm not 100% sure that they're gonna buy.

So I'm putting it in a 50, 50. And what would happen is that because there's so many, there's so much napping going on and no one's actually doing anything, is that the projections just would roll over week after week. No one would follow up, or the customer would say no, but they refused to take it off their list, or tell anybody they said no.

Then they hand you their projections or email them to you, and then you'd look and you'd be like, that fucking laundry man spent on there for three years. I call them in and I'd be like, hey, what's up with the laundry man? We've had this on there for a long time. And they'd be like, it'd be at 95% ready to close, right?

And they'd be like, I think they're so close. I just talked to them yesterday. I'm gonna go have another meeting with them in another hour. Let's put it up to 97% and I'd be like, I think they're so close. I just talked to them yesterday. I'm going to go have another meeting with them in another hour. Let's put it up to 97% and I'd be like 97%. So things would oftentimes get to 99% and then mysteriously drop off. Oh, they said. Oh, yeah. And then there were all the projections about projections. I mean, it's all the managers. That's all we did. That's all I did. That's all I did. That's all I did was go into projection, meeting up to projection. That's right. And honestly, none of us had any idea what we were doing. We were being forced to project things that weren't true.

Basically under under direction to just make things look better than they are. Okay. Okay. Okay. Is when you call somebody, you always have to consider that you're calling a business owner. And that's that you're the salesman and the business owner for your show. Okay. You're the salesman and the business owner for yourself. I have no idea what he's talking about.

He's about to unwind. You're the salesman and business owner. Salesman and business owner. Oh, so now Paul is saying that two of the points of the trying or the tripod are the same thing business owner and salesperson Hmm, how do you sell to yourself? I don't know I Buy for me though. Yeah, I would Hey, Brian. Hey buddy. How are you? I'm doing good. How are you doing real good? You want to buy some internet? Uh, I don't know. I don't think I'm ready for that. What does that entail?

Well, I can sell you streaming spots for a dollar at piece, but I'll tell you what I've given to you for free if you just agree to give me 50 bucks So I can tell my boss I sold something. Yeah, I'm not so sure. Come on man, we're the same person. You can't do that for me I don't know 50 dollars is a lot of money and I don't really believe in the internet. I think it's a fad that's going away You're probably right, but we got to sell it anyway. So just give me 50 bucks right to get damn check and let's get out of here. No, I'm not so sure. Fine, I'll go back to your boss. Hey Brian. Hey buddy, it's me. I just wanted to come give you my projections. Okay, what's going on? Well, I talked to myself and I can't get that 50 bucks in streaming. Well, that really sucks.

Yeah, but I'm pretty sure they're gonna buy. It's just gonna be next week. So let's move it up to 99.997%. Well, it's already at 99.97%. Let's move it up to 99.978%. If you don't mind, is that okay? Yeah, sounds good to me. You're in charge.

Well, you're really in charge because I'm talking to myself. Well, thanks Brian. I appreciate it. See you later. Bye. Bye. Well, you're really in charge because I'm talking to myself. Well, thanks Brian. I appreciate it. See you later. Bye. Bye.

You have to understand that when you're co-coiling businesses, they need to know that not only they're a business owner, but they're customers. And you have to make sure that you let them know that you know your business owner and you are a customer, right? And the next thing you totally confused. I mean it gives me the saying that like you run your own business like you're trying to find some common ground. Yeah, we're both sleeping with the same woman. Oh, okay. Well, I guess I'll buy some internet. Thanks, buddy. Yeah, he's trying to say like,

you are the customer and the salesperson, you could be the customer. I don't know. It sounds really ethereal for a sales call. You know what I'm saying? Sounds pretty spiritual. I feel like I'm in a tantra conference. Tell me, Miss Lucent.

I don't know if I knew Mr. customer, but poor cruise, I pay for value. I just don't like to get a roof thought. I like to overpay. Do you feel the same way? When they say yes, what did they just do? Wait, he said, I like to overpay. He said, I don't like to overbebe. He said, I pay for volume. Value. Oh, value. I thought he said, I do like to overpay because remember last time we talked to Paul Cruz and he was telling the guy I'm not the cheapest. It's made a fact I'm probably the most expensive.

They just without knowing they just bought you they bought me. Now I'll give you an example. I call the guy that's wanted. The guy that you know, the hat that runs the state buildings all over the state. He runs the state buildings. Hey, he runs the state buildings. All over the state. You know that guy. Hey, my name is Gratio and I run all the state buildings. You know me. I'm a state building guy. What the fuck? This guy talking about he runs all the state buildings. I do know that guy actually. The runs all the state buildings. He's in charge of all the state buildings. He called me. He's like the governor of buildings. the governor of buildings. Back.

This is the head guy. The guy. And he said, man, I like your pitch. But I know a few. I think he said I like your dick, Paul. Get your ears cleaned up. So individual business owner, I already got that Duru Par had 10 buildings today. I had confidence in that.

But at the end, is you always want to convey to your customer that you understand their customers and that your customer. And your job is to help them do what? Generate sales, right? And who are those salespeople? Who are those sales for the customer? Business owners? Oh my God. Oh my God. This is like, it's all overlapping with everything. I read the Baga on Vita and I think it was less complicated than this. This is crazy. Well, I mean, he does a good job of trying, trying, trying.

I'll give you an example. Let's say you're networking, you're going to a network. And let's say, for me, I actually use golf as an example. So let's say you meet with somebody, and they like golf, and you like golf. Now you start to talk about something in common, right? Golf. That's called being a human ball.

That's how you interact with other people. I've only been to devil for like 3000 million years, but whatever. Let's say you find something in common with somebody. Now you've sold them. They've already bought from you. You know what I'm saying? I'm in jail, You're in jail. We got something in the comments.

On business, you know what are the seven pillars we talk about? We talk about leads, sales, sales process't remember stress. I can't remember. That's four of the seven. I'll get back to you later. We talk about seven. There's this. Every time we talk about seven, I only remember four. And there are sales people, sales training, sales process, sales nap.

The sales nap. Sales heavy hour. The seven pillars of sales. Sales called the D. To wake you up. Well, any revenue profits and we all have that cut. So we talk about that. Talk about something that you have in common. That's something that you're going to disagree with right away. Now, what you may disagree you're going to disagree with right away. Now what you may disagree with is how to go body, that's different, that could be solved,

but you want to ask something in common. So when you talk to a prospect and you tell them, listen, I understand you get a lot of these calls. I respect that. I'll be briefed to the point. You're in with them. I'm a business owner. I get this call all the time. You basically close it the second you say I know you get a lot of calls. Are you ready to sign? You close them. You got them. That's it. So I gotta say. Let's go play golf. Yeah. Let's go play golf. Yeah. Paul Cruz sales agency. Ring me up another sale.

What the fuck is he talking about? I love you, Paul. I love you. I love you. I love you. He's believing everything he is saying. He's got his tie on. He's ready to do it.

There's no listen. You got to give it to Paul. He's out there. He's making content. Regardless of whether or not he knows what he's talking about, he's just falling forward as if he does. You got to give it to him. Yeah. It takes balls. Gotta make a soul and shoot those who don't coach. And when you tell them, listen, your customer like me, I buy you buy all the BS objections they may have is just gone. You just do the razzle dazzle where you tell them I'm you,

you're me. I'm gonna go over to your side of the table, sign the contract. And then you come over to my side of the table, celebrate the sale. It's done. We're good, right? You had objections, but I overcame them by saying, I know you get a lot of these phone calls. So I'll be brief. Sign here. Sign here. Wait, I'll sign here, because I'm you and you're me.

But I'm gonna sign in your name. Is that okay? Just come on. And here I'm gonna to help you there. And that's what we did. I called call you. We met twice. We signed the deal.

I'm here. Three deals and another one coming and he's out there doing right now. Now I don't know to do it that you guys do. But the mindset, the attitude that you guys develop with and that allowed you to open that door right? So their office is on us just like you are just like I am. Triplock. Bang bang bang. Triplock. Sold.

Wait. another sale. Sorry, Chris, I'm just bringing up the sales over here. Is the tripod, is the tripod sitting on the pillars? Of course it is. I just sold you. All your objects are gone. Go! I think I think I know. I guess so. I can't either.

I think it's another video that we were making. He did talk about signing the customer's name. Yes. He did remember that. Signing the customer's name. No, he totally talked about it. He did. Can we can you sign it and we'll put it on reserve.

Right. Like a layaway program. So I can tell my boss I sold something, but you don't have to pay me until you're ready. You tell me when to go. Technically, you're legally bound to the contract, but I promise, Pinkie swear that I won't send it in until you're ready, or I'm about to get fired. One of the two. Yeah. Because he's always in a different environment. I know.

I think he doesn't move like places. Like always a true contract salesperson, even care what he's selling. No. Because he's got this trifecta of sales or whatever he's doing over here. Where the business people are owners and the owner people are sales people.

And I'm not really sure. Everyone's all everybody. Boom, boom, boom, boom. Tripod. Honestly, let's listen to the rest of video. But I'd. Boom, boom, boom, boom, boom. Tripod. Honestly, let's listen to the rest of video. But I like to, there's going to be a test on this afterwards. We're going to find out exactly what you learned. OK.

That's the psychology. Now, long, good. That's the psychology. OK. You got this? Is it made sense? All right. OK, now we're going to go into this.

If it does it, I'm ready to race it. Yeah, now I'm about to show this. If it does it, I'm ready to race it. Yeah, now I'm about to show you the act of gun of sales. There's three steps to selling anybody. You don't need to know a lot of rebuttal, you don't need to know a lot of sales techniques, you need to know three powerful techniques. Thank you for listening.

Oh my god, it just ended like that. What? I thought we were about to actually learn something. That is insane. Okay, on this question. Yeah, just cut off, by the way, that was the end of the video. Horrible editing there.

He's got a great intro and you know, he paid for that. Like that must have been expensive, that intro and outro. Listen, we still can't get an intro and outro. Here's a commercial break. This guy's got one. But let me ask you, did you learn a fucking thing on that video? No. Was there anything that you took away from there that would

help you sell? No. When you go back to sales after this job eventually ends. That is the only industry that would take me. The commercial break also has a, yeah, that is because it's a good idea. I've seen guys selling multi-million dollar sales solution with tattoos on their face. They don't give a shit. It's like bus boys and sales people. We'll take warm bodies anyway. We know that eight out of 10 aren't going to work anyway,

so it doesn't really matter. Just higher, higher 10, so we can get to the two really quickly. But let me ask you, we also have a tripod over here at the commercial break. It's called bad content. No listeners, angry advertising. No advertising, yeah. But, say it, another sale,

all objections are gone. What? Ha, ha, ha. I love Paul. We'll get back to him, I promise. Yeah, that's crazy how it ended there, that's funny. I mean, he was just getting into the meat. Yeah, I'll see if I can find the second part of the video.

There's gotta be, right? Yeah. Being. Oh. There's gotta be another part of that video, right? Okay. I'll see if I can find it. Bad ending on his part, bad choosing on my part. I should have stopped that a couple seconds before you started talking about part number two

But what do you expect I've got the trifecta of bad content here Brian Chrissy in the camera. So there you go All right, you want to talk to us live in the studio. You have an Ask TCB question. You have advice. You want to find out more about us. You just want to hear your own voice on a podcast. 775 TCB live. 775 TCB live. Tuesday through Thursday. Noon to 5 p.m. give us a call.

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of bring up everything that we do. Oh yeah, look at this. And look, we are sending out our first batch of stickers. We got stickers and postcards on the way and we sent a personalized note to everybody who asked for it. So God bless you. You want your sticker? You know, good.

Astered came in here with the stack and was like, hey, can you sign these? I was like, but we actually had people that wanted to. Oh yeah, we had a lot. I just got four requests yesterday alone. Fantastic. So there you go. TCB Podcast hit the contact us button. Give us your address and your name.

And we'll send you a sticker and a personalized note with an autograph that will never be worth anything. Okay, there you go. Alright, I guess that's all I can do for today, Chrissy. I think so. I would say I love you. I love you. Best to you.

Best to you. And best to you out there in the podcast universe until next time. Chrissy and I always say, we do say, and we must say, Goodbye. And we must say goodbye! I don't care about your philosophy bag! Yeah, he doesn't like serious stuff. Well, yeah, apparently not really. He's just like, he lost his nursing license and he might have to spend it.

Yeah, he might have to spend a couple years in jail, but a couple years in jail. It's like, you kill somebody because of a hangover, you go to jail forever. Yeah. My opinion. But those Germans are weird over there. Hi Germany, love our fans over there. But y'all are weird, you have a lot of sex hangouts. Actually, you're totally liberated sexually. Oh, you're so gay, yeah.

You're just weird socially. I don't know. you