On our way to the airport.
Going to Boston, Massachusetts for a client meeting
gonna meet my co-founder for the first time in person.
So, stay tuned.
Flying Spirit, the world's cheapest airline.
Just landed in Boston.
Going over to International.
Gotta go find Robert.
He said he was at a bakery,
let's see if he's out here.
Let's see where he is.
Little does he know, I don't have a bag.
There he is.
What's up, man?
- Is this live? Hey!
- [Alex] This is not live
(laughter)
- [Robert] How are you?
- [Alex] Good, man.
So we're here in Boston. Remember Robert?
- Hey
- [Alex] What's the secret of life?
What's the secret of living a good life?
The secret of living a good life.
Find out what you like doing and just do that
for the rest of your life, I think this is it.
- [Alex] How do you do that?
- Well, the best part is try as many things as you can,
figure it out,
and most important is pick good people to do it with
because shitty people always ruin your day,
just pick better people.
- You heard it here first.
The hustle never stops.
About to do a paid consult.
- Thinking, talking with Alex about how ...
We're like in a random neighborhood.
I mean I'm sure this is richer than most others
but even so,
it's just so weird that Americans complain so much
like whenever you look at the news,
they complain about this and that.
And it's like, look you have an amazing life.
You should come to like a town in Romania to see
the amount of poverty you get to witness sometimes.
And even here, just go to whatever place
and you won't really see
anyone that is literally dying of hunger
because anyone can get support from the government.
It's just, stop complaining, seriously.
It's so amazing here.
Be grateful for what you have
and go from there
and start building from there.
- Robert's grinding away.
Creating the presentation.
You're going to present tomorrow.
Pumped up, man?
- Of course. (laughs)
The moments in which you're defined
like how good you are
in sales or whatever role you have,
like for example I'm now dealing with,
let's say, rejection, quote unquote.
Because we contacted the company we really wanna work with
and the company says that they already have suppliers
in the areas in which we offer services,
but I'm trying to explain
and I will continue the discussion with them
that our goal is not to replace their current suppliers
because they're obviously doing an incredible job,
that's why we wanna work with them
because their marketing is on par,
their website looks amazing, et cetera.
Our goal now is to see if there is any way in which
we can augment the current,
let's say, business processes that they're dealing with
whether it's in marketing,
or whether it's human resources, et cetera
And if I really manage to engage in a conversation
with the client,
have them have me on the list of whomever they contact
whenever they need something,
and I keep following up maybe every two months, et cetera,
that client will eventually be ours.
And that's the important part of account-based selling.
If you really want a client, you just keep after it.
Just because they tell you,
"No, I don't want anything right now."
Doesn't mean they don't want anything six months from now
or a year from now.
Business is patience.
If you wanna build something big,
you literally need to keep at it, keep at it,
until you get to the position you want.
- We're headed out to the presentation
and Robert is wearing the fanciest suit I've ever seen.
He is a grade A businessman.
Robert, any tips on dressing for success?
- Always look it up on the internet.
Just don't think you know how to dress.
Just look it up or ask someone.
And when you get a suit,
make sure it's always molded to your body.
It looks like a million-dollar suit after.
- So, the reason we're out in Boston is for a client review.
We're looking over the project over the last quarter,
seeing how we do,
and actually what I wanna implement going forward
is some kind of review process for all of our accounts.
I actually really like the idea of sitting down,
looking as an outsider, how you're doing
and breaking it down.
So, if this one goes well,
hopefully there's gonna be a lot more in the future.
(cars driving by)
Hey, Robert, how'd the meeting go?
- (laughs) It went great, it went great.
Had a lot of back and forth regarding ideas, brainstormed,
presented everything we have.
All in all, we have a much better picture
of what we're gonna do
and in the months that go along from now in,
I think we have a better chance of having success with,
how do you call it?
With the channels we choose from now on.
- [Alex] You think the suit paid off?
- I don't know.
I like it (laughs).
For me, it personally paid off.
- Thanks for watching.
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more B2B sales training.
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Thanks.
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