The Commission Code for Success
Does your gross revenue come from commissions, fees, and other types of 1099 MISC income? If you answered yes, then the Commission Code for Success is a podcast created specifically with you in mind. Each episode is designed to deliver a concept or idea that will help you increase your revenue and have more time to enjoy it.
If you are an employee on 100% commission or an independent contractor you are a business owner when it comes to how you go about doing your daily work. The mindset of a business owner puts you in exactly the right spot to maximize your revenue and maximize the impact you have with your clients and customers.
The Commission Code is the library of knowledge and the set of skills you need to grow your business and reach your desires. Please join us and our guests at The Commission Code Podcast! I look forward to seeing you there, I'm your host, Morris Sims.
The Commission Code for Success
The Small Words That Win Big Trust: Lynne Jensen-Nelson
Buyers don’t crave a pitch; they crave progress. We sat down with Lynn Jensen Nelson, founder of Conversion Omics, to unpack the language, mindset, and micro-moves that turn sales from pressure into partnership. From the first hello to the final paperwork, small word choices change how customers feel, think, and decide—and those feelings are what they remember.
We break down the real power of “let’s,” “solutions,” and “next steps,” and why “easy” isn’t a buzzword but a blueprint. You’ll hear practical ways to replace stiff scripts with authentic phrasing that fits your voice, ask smarter questions that surface what matters most, and frame options that reduce overwhelm. Lynn explains how online shopping has reset expectations and how to mirror that clarity in person: make it easy to find you, schedule with you, pay you, and work with you again. We dive into email language that builds confidence—no more “I just”—and show how to end every message with a clear, simple action path.
This conversation also tackles mindset. Desperation leaks through your words; service does too. We share how to keep the focus on the customer’s goals, articulate what you’re doing on their behalf, and avoid phrases that stall momentum. Whether you sell services, homes, tech, or travel, these tools help you guide decisions without pressure and build relationships that last.
If you’re ready to create a buying experience that feels respectful, clear, and easy to act on, this one’s for you. Subscribe to the show, share it with a teammate who needs a language refresh, and leave a quick review telling us your favorite “next step” line.
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And we find that, again, back to our original conversation about language. People really like the word easy. The customer wants to hear how do we make it easy for you? How do we make it convenient? If you don't like the word easy, how do we make it convenient? And it is okay to articulate to your customers how you do that. Whatever that is, whether that's online options, make it easy. You know, one of our top three rules of sales is make it easy for customers to move forward.
SPEAKER_02:Welcome again to the Commission Code Podcast. We appreciate you taking the time to listen and join us here today. We're here to help you increase your business revenue and have time to enjoy it. I'm your host, Morris Sims, and I've been consulting and training business people for, well, let's just say over 40 years. We're focused on increasing revenue and having time to enjoy it. After years as a professional salesperson, I spent 32 years in the corporate world. I retired as vice president and chief learning officer of the sales department of a large insurance company where we designed and built and delivered training for over 12,000 professional salespeople. Now I get to consult one-on-one, helping people grow their business and organize themselves to make the most of the time they have. We also build online courses to support business owners in their work as they strive to build the business that they've always wanted. Our objective is really very simple. It's this we're here to help you get what you want from your business and your life. So, right now, let's get on with this episode. Today on the Conversion Code, Lynn Jensen Nelson is our guest. She's the founder and owner of Conversion Omics. Now, I'm sure that all of you out there, when you hear Conversion Omics, you know exactly what Lynn does. But let's try and focus that just a little bit. Conversion Omics is a talent bureau, but really and truly, uh, you know, you could call it a speaker's bureau, but there's so much more that Lynn and her company do that uh makes it a really interesting, interesting business to be in. And I'm so happy you're here, Lynn. Thanks for coming.
SPEAKER_01:Thank you so much, Morris. I appreciate your time. Looking forward to chatting with you today.
SPEAKER_02:One of the other things you do that that interests me a lot is you you're a sales strategist and and you really know what goes on with that and how it works and how to make it better. So can we talk about that a little bit?
SPEAKER_01:I hope that we will. That sounds great.
SPEAKER_02:Sounds good. Well, we can certainly do that. Uh yeah, I can talk about sales for days. But uh one of the things that that I find when I'm working with folks who are in the world of sales is that sometimes you forget the basics. And to me, the basics is the tools that you use in the sales process. And chances are that's a conversation, isn't it?
SPEAKER_01:Absolutely. Absolutely. Thinking about how do we, the language that we choose, the questions that we ask, how we build rapport, obviously, all of that helps us as we get farther along in the process and ultimately get to that helping the customer make the best choices they can.
SPEAKER_02:And yeah, I tell you what, words and language matter. I say that a lot and I write that a lot, and it is so very, very true. Words and language do matter. But I think before even that comes back to those words and language got to be you. You got to be yourself. Right.
SPEAKER_01:Absolutely. You know, when we do, so as a sales strategist, you mentioned I have done years and years of sales training, and certainly we talk a lot about language. But personally, I'm not a script fan. I don't believe this is the question, this is how you use it. I think language is a tool in the sales process. And certainly being thoughtful about when and how you use words is important. But what might sound great from you to one of your clients may not be as natural for me. And I think people can tell if it's not natural, if you're not confident in it, if it's uncomfortable for you, clients pick up on that very, very quickly.
SPEAKER_02:And they immediately turn you off.
SPEAKER_01:Yes, exactly. We use the analogy, it's like back in the day when you would channel surf. Customers do that too. If you whether that's language or timing or eye contact, I mean, there's a lot of choices in the world. And so thinking about and focusing on those things that we can control in that buying process makes all the difference. It's it's the difference between the success of the sale or or not getting anything at all.
SPEAKER_02:Yeah, and it it just makes all the difference in the world. The authenticity authenticity and sincerity of what you say and how you say it, how you say it is really what we're talking about. Absolutely. That is just so very, very critical. And again, it's not it's not a script. However, there are some times when specific words make a difference. Absolutely. I had a manager long many, many years ago. We were we're going through uh some sales training that we were building for our organization, and yeah, it came down to this is the kind of person I'm looking for. And then I changed the words, and he said, No, no, you must use these words. Oh would would you help me if you could? And I thought, you know, kind of makes sense. Interesting. Yeah. I do this, that, and the other, and I sell green widgets, and I'm looking for folks who are looking like this. I'd I'd like to work with people, whatever the case may be. Would you help me if you could? And to this day, I love it and I use it all the time, not as a technique or a uh uh a script, but rather it's good language. Right. Right. Yeah. In other words, not who do you know, but rather would you help me if you could? Right. And it's not uh would you help me if you could? Right. It's it's in my tone. It's in my would you help me if you could?
SPEAKER_01:One of my favorites is I love the question, what else is on your to-do list? Oh, you know, like when you're working with somebody, so we've accomplished this task. What else is on your to-do list? Now, you may or may not be able to provide the solutions they need, but it it also extends the relationship. It shows that you care beyond this one widget or this one solution. And I've always really, really enjoyed that question. I find that that opens up a lot of dialogue. One of the other questions I love too is have you ever had this, Morris, where a customer, you ask them what they're looking for, what they need, and they describe, you know, champagne and they've got another budget, right? Whether that's beer or water or tap water, whatever else it might be. And I think too often I see people dive into a lot of explanation about, well, this is why you can't have that. This is expensive or that's expensive or or something else. And they kind of rule the customer out before they even know for sure. And that's why simple questions like, what's most important to you? Of everything you listed, what's most important to you? Before I start lecturing you on how your expectations are wrong, let's get to what it is that people are looking for. Because as we both know, we talked about this earlier, just offline. What people remember is how you make them feel.
SPEAKER_03:Yes.
SPEAKER_01:How did I feel about going in and buying this car or talking to you about my dream vacation or walking through your model home? I remember how you made me feel. And we want to help our customers feel successful, no matter what the outcome is. Because even if we're not the right fit, I still want them to feel good about their experience working with me or my business or my store. And thinking about that language and the the questions we ask to help our customers move forward in their decision making is really, really valuable.
SPEAKER_02:Yeah, because it it always comes back down to um building a relationship. Right. We're we're about building a relationship here. And if you're if you're not authentic, if you're not sincere, if you're there just to gain a commission to pay the mortgage, uh it's gonna come through. And and you're not gonna build a relationship. People are gonna start putting up walls, right?
SPEAKER_01:Right. No, it's true.
SPEAKER_02:It's just it's it's uh the basics of the whole thing is we need to build a relationship. And it's not about one transaction, it's about a long-term relationship in most professional sales situations.
SPEAKER_01:Right. And speaking of that, may I share with you my absolute favorite word to use? Well, you see because it's all about relationships, it's all about collaboration, and it's all about moving forward, which is that's what we're trying to do in a sales process. We're always trying to think how do we help this person move forward in the next step. I have seen what was been proven to me over the years, the most valuable word to use is let's let's talk about what's important to you. Let's schedule a time to meet, let's schedule a time to meet with the you know, mortgage, the lender. Let's schedule a time to walk through your current space, let's let's look at the calendar, let's talk budget, whatever else it might be. Because back to your point about relationships, it's all about collaboration. And we know that people come in and they're trying to figure out are you with me or against me? Are you working with me here? Are you trying to sell me something that you want to sell? And I find that just using the term let's demonstrates that no, we're on the same team here, our goals are the same, but also let's has that forward momentum. And it's interesting in years and years of doing sales training, I find that when I when I get invited back to maybe do another level, it is the one, it's the sales strategy that people are most likely to use and they're most comfortable using. And they will come back and say, Oh my gosh, I did that. So it was an industry where they needed to schedule appointments. They it wasn't a one-stop sales situation. They had to schedule the next step. And I've had people come up to me over and over and say, I started just saying, let's take a look at the calendar and schedule the next step. And they and it works, it works, it's great. And I I feel comfortable, they're happy that we're moving forward. Instead of saying, Would you like to schedule this next step? Would you like to schedule a meeting? And and it's I think that's powerful. I always tease them. I wish you weren't so surprised that that was gonna be helpful, but I'm very glad to hear that it is. And and it really checks a lot of boxes for customers. So I always recommend that.
SPEAKER_02:Oh, I agree wholeheartedly. It it uh closed-ended questions are just not necessarily gonna do you a whole lot of good in building relationships. And oh, yeah, there are times when you have to do that, but we're not about putting people in a box and and asking them a question that we've already set them up that they've got to answer it a certain way. That's not what we're talking about, is it?
SPEAKER_01:Right, right. No, it's true. And that's why it is using language, asking good open-ended questions. Um, you know, the other thing I think is really valuable as far as language is next steps. You know, our number one role as sales professionals is to teach your customers to be great customers. And I think too often, especially really experienced salespeople, you know, we've been there, we've done that, we've answered the same questions. We assume everybody knows the next steps. And the best way to help your customers move forward is to make it crystal clear. And we see that on online shopping, right? When you shop online, it impacts everyone's perception, even if you're not involved in online sales. But people understand going online, and I know exactly it's very easy to purchase. I know exactly what to do, how to do it. Usually across the top, it shows you exactly what you've accomplished so far. And and that's impacted our interpersonal communication and our interpersonal processes too. So, do we make it easy? Do we clearly outline those next steps, or do we wait for the customer to ask us? And and frankly, a lot of people won't ask. If it's not easy and it's not clear, then they won't do anything at all.
SPEAKER_02:Lynn, I just did a uh email to my my email list about words and some of the buzzwords that have been around in the industry and around and about for years. And I'm gonna use one right now. Okay, and just it's just part of the deal. What you just described is Amazon, because Amazon has become you ready, ubiquitous lives. Nice, but but it's an example of a buzzword that doesn't do any good to help the person you're speaking with understand. Right. In fact, it does something that that causes them to stop and think, what the hell does that mean? You know, or at least it did for me the first time in the group.
unknown:Right.
SPEAKER_02:I gotta go look that up because I'm really not, I think I know, but I'm not really words have got to be words that people use regularly so they can understand it. And it's it's funny, you do the research, we talk generally, and we read on a seventh to eighth grade level.
SPEAKER_01:Right. Right.
SPEAKER_02:So if you're using if you're using words that ten dollar words that you think are gonna be making you look good, that's not gonna be very helpful, is it?
SPEAKER_01:Right. No, it's true. It we always talk about the five C's. So customers crave confidence, clarity, to your point. It needs to be crystal clear. We don't need to impress people with our our word of the day book or our word of the day, you know, game that we play. But it's gotta be clear. It needs to be clear, easy to understand, easy to process, because we know in a lot of situations, people are dealing with psychological noise. You know, they're worried about their budget, they're worried about their other people, how this decision might impact other people in their business or in their personal lives, or if now is the right time to make this decision. And so all that psychological noise is impacting their ability to listen, which I'm sure you've done many episodes on listening skills on the side of the salesperson, but we need to make sure it's easy for the customer to listen and understand as well. And what to your point, that's where choosing language that's easy to understand, that's very, very clear about what they should be doing. Also, what you are doing on their behalf. I think too often we don't articulate clearly what we are doing on their behalf. And so again, you were talking about travel agents or travel agencies. It's okay for people. I I think they, if they don't understand the process, they don't understand what you do to best support them. Take a minute and explain what you're doing on their behalf. I I think that's really valuable and often missed.
SPEAKER_02:Uh yeah, I would agree with that wholeheartedly, especially the word and a minute. Right. It it can't be, you know, five or ten minutes worth of your bio and your history and somebody in the entire world wants to buy your blue widget. I mean, that didn't mean it's it's about them. It's not about me. It's about it's always about them.
SPEAKER_01:I I when I do training, I always talk about customers care about two things themselves and their project, or themselves and their needs, and everything that we direct to your point. I shouldn't give you my my bio. You know, speakers will get up on stage and have a 20-minute bio of every award they've won, every book they've written, and bless their hearts. That's fantastic. But people care about themselves and their problem. So, what it should be is here's how we can help you. Here's how we make it easy for you to get exactly what you're looking for. And it's it's in that context.
SPEAKER_02:To get exactly what you're looking for. That's our job is to help them get what they want, right?
SPEAKER_01:Exactly. We make it easy to get you exactly what you need. That's we use that line all the time. Yeah. I mean, it's and it's true. It should be true. If it's not true, don't say it. But if it's not true, you probably shouldn't be in business.
SPEAKER_02:You certainly shouldn't be in a be calling yourself a professional salesperson. Yes, exactly. That's that's for certain. Our friend Zig Ziggler does such a beautiful job of explaining that in a YouTube video. I wish I had the link. I'd put it in here for you. But it's just it it he boils down to if you're not here to help them get what they want, then you're nothing more than a con man.
SPEAKER_01:Right.
SPEAKER_02:And that's that's the best Zig Ziggler voice I can do.
SPEAKER_01:I like it. I thought he was in the room with us there for a minute.
SPEAKER_02:It's just it it really comes back down to that. If I'm authentically and sincerely there to help you get whatever it is you want, then we have an opportunity to build a relationship.
SPEAKER_01:Yes, absolutely. And we find that again, back to our original conversation about language. People really like the word easy. The customer wants to hear how do we make it easy for you? How do we make it convenient? If you don't like the word easy, how do we make it convenient? And it is okay to articulate to your customers how you do that. Whatever that is, whether that's online options, make it easy. You know, one of our top three rules of sales is make it easy for customers to move forward. So make it easy for them to find you, make it easy for them to schedule with you, make it easy for them to pay you, make it easy for them to make selections, make it easy for them to order more from you, work with you again. That really, if you don't do anything except figure out how it is easier to work with you than the other options that are available, that will set you up for success. Just make it easy for people.
SPEAKER_02:And and Staples taught us that with their button, right?
SPEAKER_01:Yes.
SPEAKER_02:You gotta push the easy button, folks. It's just oh wow, yeah. I it if it's not easy, they're not gonna do it.
SPEAKER_01:Right. And even for things, I'll have people look at me and say, Lynn, this is not easy. As you well know, Morris, my background is heavy in construction. There's nothing easy about remodeling or building. But we still need to make it easy for the customer. We need to be able to articulate that clearly clearly and be able to show them here are the things that we do here. That's this is what differentiates us. We do care about you. We very much care about your buying process, and here's how we make it easy for you. And that is something your your customers want to hear. And all not just the construction industry, all industries they want to know how do you make it easy for me?
SPEAKER_02:And easy for the the sales process itself. Yes. The the hardest thing for me to do is listen to somebody go on and on and on about this is how you close a sale. Yeah, last time I checked, I can't make anybody buy, no matter what I say. It's their decision as to whether or not they're gonna buy. So let's give them that opportunity. And that's the way I teach folks to close is we're gonna give you a couple of options at least, and then we're gonna simply ask the question. Lynn, which one of those do you think is best for you and your family?
SPEAKER_01:Exactly. Yep, that's exactly what we that's what we do too, Morris. We just so the my favorite people always say, What's your best cloth? I'm like, there's no silver bullet, it depends on the person. But my favorites are let's get this wrapped up. Yeah. Or I will my my favorite is here's the next step. We're going to place the order. Here's how we'll collect that deposit, or here's how you can do your online option, whatever it is. Here's the next step. There is no big magical, you know, the jazz hands and fireworks close. And it shouldn't be because most of us, very few prof sales professionals, want it to be a one and done. No matter what you're selling. Again, even homes or cars or these big ticket items, we don't want that perception. And so closing implies that it's over. And any good sales professional or sales leader knows that's not the case. Hopefully, this is the start of whether that's additional solutions you provide or referral sales or alternate, you know, future experiences. We want, there is no closing of any relationship. Not if you want to be a long-term successful sales pro.
SPEAKER_02:Oh, I agree. You know, it's as I said, it's which one do you think is best for you and your family? That's great. Well, in order to get you a plan like that, in order to move forward, in order to whatever, yes, I need to. When when when I was selling insurance, it was always great. In order to get a plan like that for you, I need to get a little information. How tall are you, Lynn?
SPEAKER_01:Sure, yeah, exactly.
SPEAKER_02:And I start filling out an application. It we could we called it an assumed close, but but that's that's basically you know what it is. They just said that's the one they wanted, so great. In order to get you a plan like That we're going to need to do this. Which is the best fit for you. That next step you got.
SPEAKER_01:Yep, that next step. Actually, and I love that too. Giving people two choices, both of them are great choices. I'm not a fan of getting into three, four, or five because the human brain starts being able to process. And if you give two choices and they say, I hate both of these, it's okay to say that is such good feedback. Thank you. Let's bring up another option for you to consider. Because we, Morris, you and I are going to work together to find the best solution for you. Let's talk about that, right? Like we are on the same team. We will find the best solution. Here's the first two for you to consider. What do you think? I love this. Great. Here's the next steps. Or I hate them both. Okay. That's such good feedback. That's the answer, right? That's right. That's such good feedback. Because in most organizations, you have far more than those options. But you and I, we're going to work together to find the best solution. That's our goal today. So here's what we're going to do the next step.
SPEAKER_02:Oh, yeah. Absolutely. And it just makes things, as you said earlier, easy. And that's what we're trying to do is make it easy. Right. And, you know, okay, if that's the one you want now, then we're going to have to do these other things, Lena, in order to get started. Yeah. It doesn't make it sound easy. It doesn't do easy. It is difficult. And it makes it even more difficult for them to feel comfortable about their decision and what we've done.
SPEAKER_01:That's true. I think I'd shared with you in a conversation you and I had before about I saw a salesperson, I'll call this person a person, not a professional, who used to sit down to do the paperwork and say, okay, this is the worst part. The only person who hates this more than you is me. And I was like, oh my goodness, there's got to be a better way. Get the hook. No, but no. I'm like, you know, we have got to come up with a better way of doing that. And so and so I just said, why don't you give it a shot? The next week, instead of that, let's try. Hey, this is the most important part. We're going to ensure this ensures you and I are on the same page and that you're getting exactly what you're looking for. If you have any questions along the way, I'll answer every question I can. If I don't know the answer, I will get the answer. This is all about you. And I said, I just want you to say something like that. That might use your words, but I, and even if you're convincing yourself, try it. And I checked back in with this person and she was like, okay, yeah, that was better. I was psyching myself out and my customers. So it's just again, language matters for yourself too. You're the language you what you say in your head. I had to work with a team that didn't believe anybody who walked in, you know, nobody has this and nobody did that. I said, I just want you to think to yourself, that's my next that person walking out, that's my next best customer. This is gonna be my next best project. And that kind of that self-talk impacts us as well, which I'm sure could be a whole other podcast. But be aware of that too. Yeah, be aware of that too.
SPEAKER_02:I was just about to say, mindset is another whole hour. Yes, for sure.
SPEAKER_03:For sure.
SPEAKER_02:But it is so very, very important. If I walk in there thinking, oh my god, I've got to make this sale or else I'm gonna lose my car. Yes. Not gonna work. Not gonna work.
SPEAKER_01:People can can sense it because again, that you're focusing on yourself, not them. And people can pick on that, pick up on that so quickly.
SPEAKER_02:Very, very easily. Yeah, we started our conversation about words and language and how they matter. What are some of those other words that that you either like a lot or don't like?
SPEAKER_01:Well, I've shared with you most of my favorites. Let's solutions. We all know that too. The word solutions is your highest uh dollar value word you can use. So if you want people to be per you want people to perceive you as being a higher value offering, again, whether that's a vacation solution or a car or a home or a widget, the word solution is the highest dollar value, both in words that you say, but also in writing, like on your website. Um, next steps is, in my opinion, one of the strongest tools in your toolbox. It's just helping people move forward, whether they're in the buying process or there's something else going on. Um, easy is another one of my top five lists that I like to make sure. And in fact, every email, even now, even in my current business, I have it's easy, is always on there. Confident is at the beginning. We're 100% confident we'll find the right fit. And easy is at the bottom. So I end every email with next steps. Here are the next steps, whether that's you email me an approval or you sign the docusign or you fill out this online application, whatever else it might be. Every email ends with next steps. What I'm doing on your behalf and what you're going to be doing as part of the partnership, those are my favorites. But I'd love to hear from you. What are your least favorite words, Morris, when you hear people in the process from the sales side?
SPEAKER_02:Oh, I love the one you did just a minute ago. I mean, you know, this is the worst part. Yeah, that's I have I had never heard that, but I tell you what, that's that's now on the top of my list. The other one is the guy that tried to sell me a car, and it was well, Mr. Sims, what can we do today to earn your business?
SPEAKER_01:Ew.
SPEAKER_02:And then his sales manager came out, which at that point in time, and this is 30 years ago, that was their their strategy, their process was, you know, the salesperson would say, Well, I gotta get my manager. Manager came in, sat down, said, Hi, so nice to meet you, Mr. Sims. What can we do today to earn your business? And I thought, you guys need to go back to the drawing board. I bought a car from the I bought a car from the kid, okay? But still, you know, I'm still still sitting there going, my lord, I wish I could teach you guys how to sell.
SPEAKER_01:Nothing good ever happens when you start, or you unfortunately, and unfortunately, we can't do that for you today. Okay, let's focus on what we can do, right? Like let's let's focus on what we can do rather than what we can't do. I'm also not a big fan of could, would, should, either do it or don't. In my house, we say I'm married to a builder, so we always say brick it or don't. Brick it or don't. I could do this for you. I should do this. You know, you will be clear, be positive. I don't like anything starting with not, you know, what you shouldn't do or what you can't do. People don't like to be told that. So those are just a few of mine. And then my can I give you one more? I know we're the word just. I was just checking in. I just wanted to ask you a question. I first of all, do not start emails with I. Certainly don't start them with I just. Every email starts with a thank you of some sort, a focus on the client, a happy holidays, a happy Friday. The number of emails that go out, and the first words are hi customer. I just blink blink blink. Nobody wants to get those emails. Nobody. Because it not only is it the word just takes away from anything you're gonna say. And some people are just I'm an I'm a just overuser. I can admit it. We're friends now, but it takes away, it has no value. So those are those are my top like what not to say lists.
SPEAKER_02:One of the most exciting things about being a host of a podcast is what you learn on the on the podcast. You just don't know how many emails I send that say, hi, I just wanted to check in.
unknown:Oh no.
SPEAKER_02:I do it all the time, Lynn. Oh, thank you. Thank you. I just learned a big thing that I've got to do differently.
SPEAKER_01:Well, keep in mind most people only read the first sentence or two of an email. And so you want that to be, I always say you want them to feel something, feel appreciated, feel happy, make them laugh, make them cry, but make sure they know it's about them. So though otherwise, once they start with those, like, oh, this is about you, and it's just meaning it's has minimal value, it it just it distracts, it doesn't, and we want to be careful about that. We can control the words that we use.
SPEAKER_02:So now you know there's somebody out there, Lynn, that just is sitting back and going, you know, these guys talk about all this about being authentic and sincere, but yet they just told us what words I should and shouldn't use. Yeah, it it's two different things. I think they are it's totally two different things. I can craft my language because I want to help you. Right. And if I don't use good language and words, I'm not gonna get to be, I'm not gonna be able to help you get what you want.
SPEAKER_03:Right.
SPEAKER_02:And it's it's a case of being professional, right? It's a case of knowing your craft. I mean, sales is a skill. Is it an art? Yeah, okay. There's some things about it that could be said, yeah, it's an art, but you're not born to be a salesperson. You learn how to be a professional salesperson.
SPEAKER_01:Absolutely, absolutely. I couldn't agree with you more. I think there's this perception that you're born being good at it or you're not, and it's it's like anything else. You're and every day you're getting better or getting worse. I think that's the other thing. You're not you're not born good and then you stay good forever. I mean, just like professional athletes are constantly improving and getting coaching and working on skill development, we owe the same dedication to our craft because it's pretty easy to argue that the outcome, whatever we're involved in, is so important to our customers and we want to use the tools that are available to us. And to your point, I would use the same example. That'd be like if I'm a craftsman, maybe I'm a person who does custom cabinets in a home. If I don't use the tools that are available to me, I mean, could I build it without using the best tools? Sure. But is it gonna be the level of quality that our customers deserve? And I think not. I think we owe our customers to create the best possible buying experience we can. And that means using these tools. No, they're not gonna use them the same way I do, but I do think there are people who think I can do or say anything I want, and that's not going to impact. And it's just not the case. We do need to be thinking about how do we craft that great experience for our customers and the language we use is part of that.
SPEAKER_02:It's building a again, I go back to it all the time, I guess, but it's about it's about building a relationship. And that comes from asking questions and getting answers and going back and forth. And literally, I know we're not trying to find a new spouse here, but it's literally the same kind of thing that happens back when we were out there uh, you know, meeting people and thinking, gee, do I want to ask this person out or do I want to go out with this person? Uh, you know, it's the same kind of dance, isn't it?
SPEAKER_01:It's building a relationship, whatever the relationship, whether that's a business partnership, whether that's a a sales professional customer, friendship, whatever else it might be. You're to your point, it's they're very similar. I mean, you're building a relationship and that can only be done by dialogue and trust. And trust comes about based on valuable, meaningful conversations.
SPEAKER_02:We do business with the people we like and trust.
SPEAKER_01:That's true.
SPEAKER_02:And and that's that's just that's the way it works out there in the human world.
SPEAKER_01:That is true. Whether it's B2B or B2C, I know people probably ask you that all the time. Well, does this work with B2B? At the end of the day, it's always about people buy from people. Yes. It's always about relationships and trust and do even again in construction, which is I'm heavy in construction, the at the end of the day, the builders will tell us I buy my products from people who care about my business. That's what's most important. I can buy lumber a lot of places. I can buy doors and windows and flooring, but at the end of the day, I want to work with people who care about me and my business because it's still at the end, there's always a human somewhere, at least for now. There's always a human making that ultimate decision. And we want to make sure that they understand those things. We care about you, we care about your needs, and we care about bringing you the very best solution and making it easy for you to be able to have that solution available to you.
SPEAKER_02:My mentor has been with me for decades. And the one thing Randy taught me about speaking in front of groups of people applies just as well to speaking one-on-one, is that the three things that you need to do. You've got to be yourself, you've got to love your audience, and you've got to know your stuff.
SPEAKER_01:Yes.
SPEAKER_02:And if you're not, if you don't know your stuff, you're not credible and they're not going to listen to you. If you don't care about them, they're going to sense it and and know that you care more about yourself than you do about them. And if you're not yourself and they think you're putting on airs or trying to be somebody you're not, that too is just going to blow the whole thing out of the water. So be yourself, love your audience, and know your stuff. Man, that's that's still, to me, the key to the whole thing.
SPEAKER_01:I couldn't agree more. I I think every day uh I'm honored to serve and support my customers. And that's been my mantra through whether I was a teacher back a hundred years ago or I was in sales, running businesses, and even now as a professional speaker and owner of a bureau, it is an honor to serve and support our customers. And if you don't feel that way, then you're probably not doing the right thing. Whether that's your internal customers, right? So some people, I'm sure, listening to your podcast are business leaders. They may or may not be frontline salespeople, but our internal customers are just as important as our external customers. And if every single day I have felt that about even when I was in retail, I felt that way. Like it is an honor to serve and support our customers. And if you don't feel that in your heart, then this isn't the right gig.
SPEAKER_02:No, not at all. Not at all. Because that's that's what we're talking about, is is how to to craft things to help other people. We want to help those folks. And if that's not your objective, if that's not your purpose, if your purpose is I've got to go out there and and make a sale, I can't help you. If you don't change that mindset, I'm not gonna be able to do you any good. And that's that's really what it all boils down to. Lynn, this has been so much fun.
SPEAKER_01:It's wonderful. Thank you so much, Morris. I it's I could talk with you about this for hours, but I'll take I very much appreciate being here. And I again, it truly is an honor to serve and support you and all of your listeners. It's been a joy being here today.
SPEAKER_02:Thank you so much, Lynn. And uh I'll I'll do this, although we don't know when this will be published. Merry Christmas. We hope you have a great, great holiday and a wonderful new year.
SPEAKER_01:Thank you so much. Happy holidays.
SPEAKER_02:Well, that does it for this episode of the Commission Code Podcast. This is the place where we want to help you find the Commission Code to success in your business. Remember, go to Morris Sims.com for more information. And in the meantime, hey, have a great week. Get out there and meet somebody new, and we'll see you again next time right here on the Commission Code. Best wishes, I'm Morris Sims.