SALES with ASLAN Ep. 128 – The Tom Brady of Selling

Welcome to SALES with ASLAN, a weekly podcast hosted by ASLAN Co-founders Tom Stanfill and Tab Norris, geared at helping sales professionals and sales leaders eliminate the hard sell. At the end of the day, we believe that selling is serving. ASLAN helps sellers make the shift from a ‘typical’ sales approach, to one that makes us more influential because we embrace the truth that the customer’s receptivity is more important than your value prop or message.

The goal of these interviews is to spotlight various experts in the world of sales and sales leadership – sharing informational stories, techniques, and expert interviews on the sales topics you care about.

 

The following are notes from Ep. 128 – The Tom Brady of Selling

In this episode, Tom and Tab (the newly dubbed Chuck Norris of Sales Training) chat with Tyler Bergman, the #1 seller in his firm for 2021. There is much to learn from this former QB turned sales star who outsold the #2 seller by 2X.

 

Listen to the conversation here: 

 

Or check out the full transcript:

00:13

Tom Stanfill

Well, welcome to another episode of SALES with ASLAN. I’m your host, Tom Stanfill. I’m here with, of course, none other than the tab Norris tab. How you doing my friend?

 

00:26

Tab Norris

Fantastic, Tom. Great to see you this morning. And I’m just glad to be here.

 

00:32

Tom Stanfill

Yeah. Great. You’re not tired of me yet. After we spent the weekend together in Asheville.

 

00:36

Tab Norris

Nope, just makes it richer. Tom just makes it,

 

00:39

Tom Stanfill

Which makes it richer. Or we both realize how smaller houses are by going through. The Biltmore is state with 170,000 square feet and 65 fireplaces. I feel like I live in a little shack, so, but we had a great weekend. Good to see you again, my friend, but we’re super excited about our guest today. One of the goals, objectives of this show is to interview people that are number one in their organization, either the number one sales professional, the number one leader, because obviously we can learn from people who’ve risen to the top. This is one of those opportunities, so super excited. Why don’t you Tab, know Tyler better than I do? Why don’t you introduce our guests today?

 

01:22

Tab Norris

Yeah. Yeah. Tyler Bergman is, we’re really excited to have him here. I, I, I’ve got, I met Tyler back in 2014 and I had the privilege of being the first person that trained him on kind of 1 0 1 selling. He was pretty much right out of school and it was the start of his career. And, and this is one of the things I do love about what we do, Tom, is to be on this podcast with Tyler. These are very special because I mean, I’ve watched his career, I’ve watched it, just shoot up. I mean, I know you started at Fs investments and it just as a sales associate and then became an internal then, and then eventually went over to preferred capital securities and became a was I think you started as an internal, right?

 

02:11

Tyler Bergman

Correct.

 

02:12

Tab Norris

Moved into an external role and then just kind of moved into superhero role. He just put a Cape on. It is really a pleasure to watch as he is now. I, I know one of the top, if not the top wholesaler at preferred capital and has been for awhile and I’m so just really excited to have you with us tower.

 

02:34

Tyler Bergman

Yeah, no, it’s a pleasure to be here. I mean, thankfully starting with new training, Tab didn’t derail my career too bad,

 

02:41

Tab Norris

But see, that’s always encouraging. It really is. I, you, it wasn’t so bad that you couldn’t recover from it. That’s what I like to say. 

 

02:51

Tyler Bergman

Thankfully, I mean, you guys have had such a big impact, not only on how I sell, but also how I influence kind of more importantly, in my personal life with my family and everything in between.

 

03:04

Tab Norris

Excellent. Well, Tyler, before we get into it, I did want to give you a big congratulations to understand you just got married this weekend.

 

03:12

Tom Stanfill

Wow. And you’re on this podcast. You got married this weekend and you’re on a honeymoon,

 

03:17

Tyler Bergman

Sorry, honey.

 

03:19

Tom Stanfill

Well, you did ask for permission?

 

03:22

Tyler Bergman

 I did ask for permission.

 

03:25

Tab Norris

That’s good. Oh, I like it. He’s already slinging it around Tom. It’ll be good. Forget anything I’ve ever taught. I just called Tyler.

 

03:33

Tom Stanfill

I love that. So you got married this weekend. Congratulations, my friend.

 

03:38

Tab Norris

Awesome. Well, listen, I thought a great place to start, Tyler would be, if you could just give us just tell us about your sales career, anything, just anything, just to kind of get us started and then we’ll dig in.

 

03:53

Tyler Bergman

Yeah. Let me backdrop, just so the audience knows about me. I grew up, wanting to be kind of see my background and that’s the next Tom Brady for those of you that are listening that are like, who is Tyler Bergman? Obviously I did not become the next Tom Brady… what you do after you get done playing college football and holding a clipboard? You get into sales, I started really in the trenches kind of, cold calling prospecting and doing it behind the phones and eventually worked my way up. Now, I see customers in the field, financial advisors.

 

04:37

Tab Norris

Yeah. That’s awesome. Well, and I know, I thought a great place to start would be, if you could kind of give us what you think or what you see as the secret of success selling today, in this current environment that we’re in, what are, what are some of the secrets that you’ve found helpful?

 

05:00

Tyler Bergman

Yeah. I mean, to me personally, I think it starts with receptivity and this is not a plug, but I think there’s so much information out there nowadays. I think when you’re taught early on, a lot of sales managers want to tell you that you’re the best fit for everyone. Your product is a fit for everyone. We know that’s just not the case. If you can target the right people, but more so come in with that mindset of, before trying to help someone, you have to see if they’re open to helping. I think that’s one part of it. The second part is I just learned, going through this marathon wedding planning process, I think there’s so much information out there today where in the old days there wasn’t information. The salesperson kind of provided some information. I think today our roles are almost as like a guide to basically help people guide through the decision-making process and tell them what they’re not thinking about.

 

06:01

Tyler Bergman

For example, our wedding planner told us, Hey, you’re going to be overwhelmed at some point during your wedding, you guys should have a spot that you can go to and have five minutes of alone time. That made all the difference on Saturday. Those are what I think are the keys to selling in today’s world; really receptivity and trying to be a guide.

 

06:22

Tom Stanfill

Tab, I think I want to make sure that we know things about Tyler that the audience doesn’t know yet. I think it’s really important when we start to listen to the advice that he’s giving Tyler, you are unbelievably successful at the firm that you’re at right now. I mean, if I remember our last conversation and kind of preparing for this, you are, you’ve lapped the field. If you looked at the second, the person in second place in your organization, you sell twice. What they sell, is that correct? Am I understanding kind of where your success level?

 

06:52

Tyler Bergman

Yeah. In 2021 now is the case. Yeah.

 

06:55

Tom Stanfill

Okay. You sold to whom don’t know exactly how to say this, but you sold two times more, the second place seller in your organization. You’re not just more successful. You’re, you’re really doing something in your organization that obviously separates you from the pack. Right. I know you humbly don’t really want to talk about that, but that’s really critical for, I think the listeners to know something’s working, that you’re doing. Just to kind of, I want to unpack what you’re saying. You’re saying if you go to the customer and you kind of have this mindset of like, we may be a fit, we may not be a fit. In other words, we can’t help everybody. We can’t. Okay, cool. That I think that’s.

 

07:36

Tab Norris

Can I, I wanted to add something to this too. I think, which is really important perspective because I know I’ve worked with the organizations that Tyler works for and works for, and it’s not like he just has more opportunities. He has oftentimes less opportunities, less targets. If I remember correctly, you were definitely in the lower tier of targets. It’s not like he’s just in this target rich environment where he’s got lots of opportunities and that’s the thing that’s been so impressive to me is he’s digging in deeper and he’s finding opportunities where other people didn’t find opportunities. I think that’s, it’s important to point that out when you’re giving us some of your secrets, because I think those are two,

 

08:22

Tom Stanfill

All of that. The key is creating receptivity by offering choices and communicating upfront. You’re not a fit for everybody. You’re here to meet her guide. Talk to me about the guide idea. I love that. I love that term of kind of, I think that positions us nicely is that we’re supposed to help them, navigate this process, this decision-making process versus push our stuff on them. Right. Push our solution. Tell me more about how you think about your role as a guide and what you tell the or anything you tell the customer about your role.

 

08:58

Tyler Bergman

Yeah. I mean, I think the beauty of our role is that I get to be in top advisors offices across the country. They don’t really care what I think, unless it’s coming from the extent of this is what XYZ top firm is worried about ever here. To go in there and say, this is what these firms are worried about. How are you guys handling that? All of a sudden, you may, I don’t know if you guys still talk about this tab, but early on you talked about gap questions, which were good at the problem. That’s what I think is really a key to my success.

 

09:37

Tom Stanfill

Got it.

 

09:37

Tab Norris

You got so basically, asking people don’t disagree with their own data, right. You’re asking questions to where they’re involved in figuring things out for themselves versus you just telling them what they should do or shouldn’t do.

 

09:53

Tom Stanfill

Yeah. I love the idea too, of leveraging what you learned from other people, because that has a nice, you’re positioning yourself as again, kind of a servant, a guide, like I’m here to share what I’ve learned from other people that are successful in the, or in, in this industry, which always, I feel like sales professionals don’t leverage that knowledge that much. I mean, like I know this decision makers that we work with regardless of industry, they may only talk to if they’re lucky, a handful of people in their role, whereas a sales professional could talk to hundreds of people in their role and they can glean that information and then share it. I mean, I know when sometimes I meet with executives, one of the first thing they’ll ask me is what are you learning about this industry? What are you hearing from other people?

 

10:42

Tom Stanfill

What, what don’t I know I’m in my little bubble. Tyler is that, it sounds like that’s something that works really well.

 

10:48

Tyler Bergman

Well now I wish I could say that it was, I’m smart and I figured this out. It was kinda like the listeners can’t see this I’m 29 years old. I still look like I’m 12. When I started, I was 24 in the field. In an industry where the average age of a client is probably 55 to six years old, to get past that phase of them thinking you’re like their grandkids.

 

11:18

Tom Stanfill

Seriously.

 

11:21

Tab Norris

Well, and I’ve know I’ve watched it work and I know you’ve done it. I wanted to kind of, I wanted to kind of double click into something super specific that I know you do well, because I’ve seen you in comparison to other folks. I think our listeners can appreciate that this is one of the big challenges in sales. I know in your world where you’re going after a group, that’s hard to get to, like the big players are very insulated. It’s not like you can just easily get meetings with some of these top Wells at wealth advisors. Those folks I would love for you to share with your listeners, the secret of success specifically on getting meetings. I feel like you always do that better. You’ve always done that extremely well. You’ve gotten more meetings with advisors than others. You’re able to pull that off. Can you give us some insight into that?

 

12:13

Tyler Bergman

Definitely. I mean, that’s really the input to the sales number and to kind of our success. I think it comes down to three things. It’s picking up the phone. I still think because we get so many emails nowadays, most of my meetings are booked on the phone, but when you’re on the phone, I think a lot of people, they get an assistant, they get a gatekeeper, they get an office manager. They’re either trying to get around them or they just dismiss them and say, I’ll call you back. Know I’ll call them back later. If you can prove to even that gatekeeper, that you’re different and ask great questions. I think all of a sudden the gatekeeper is almost on your team and that office manager will help put that follow-up email in front of the advisor, or we’ll tell you when to call the advisor and when’s a good time.

 

13:01

Tyler Bergman

So I think that’s the second key. Now that I’ve been outside for the last five years in our industry, like the drop ins aren’t really that popular or that they’re not that common. What I’ve started to do is I write handwritten notes and leave my card in there. I may drop off a little promo item and just, I’m not looking to take their time there. I’m just looking to introduce myself and just stand out and be different from the 1000 other calls and emails that they’re getting.

 

13:35

Tab Norris

Of course, what it reminds me of Tom is Wall Street. Remember trying to get the meeting with Gordon, get it go. What does he do? What does bud Fox do? He’s kind of connected with the assistant. He gets the cigars. They become great buddies. I love it.

 

13:52

Tom Stanfill

I love that. I love the idea of picking up the phone, like, oh, you actually wait, whatever that means to who, your industry, but like you have to do the work. I think one of the consistent things I’m learning from people I’m interviewing that are successful in the Pandora. I mean, I’m talking to some people that are outperforming other people four to one in the same market, doing the exact same thing and like, well, what are you doing? Well, I’m not participating in the pandemic. You know? It’s like, I’m just going to continue. It’s like, if you believe you can get a meeting, you get a meeting. If you believe you can’t get a meeting. It’s like the idea of do the work. I love the idea of like treating the gatekeeper, like the decision maker. I think that’s kind of what you were saying is like, I’m not going to just look past them.

 

14:40

Tom Stanfill

I’m going to look at them and treat them like you’re important. You make the decision about who gets in the organization. I love that. The handwritten note, which is unexpected, I guess that kind of gets their attention. I want to know what you put on that note. Like, is there anything, like, when you think about the content of your message, when you’re trying to get a meeting or something that you do, that’s unusual that you think you’ve found sparks the interest of the decision-maker?

 

15:07

Tyler Bergman

Yeah, usually it comes down to two things. One, I want to put something individualized to them. So I’ll look at their website. If I see, for example, their big Georgia bulldog fans, I’ll say, congratulations on your national championship win.

 

15:21

Tom Stanfill

Beautiful.

 

15:22

Tyler Bergman

The second part of it is usually kind of, you guys talk about leading with our whiteboard. It’s a problem that is on their mind. I don’t, I don’t talk products at all. It’s more so of a, Hey, is this a problem that you deal with? If so it may be worth, a 10 minute conversation.

 

15:41

Tom Stanfill

Yeah. I love that. Yeah. What are you going to say Tab?

 

15:44

Tab Norris

Well, now I’m, it was funny. I was just talking to him about someone that has worked with Tyler. I was, I was digging on why he’s been successful. That was one of the things that he told me. He said, he’s all about the white, but he’s all about them, about their white boards, their problem, everything always comes from that perspective. He goes, I think that’s one of the reasons he’s had a lot of success.

 

16:12

Tom Stanfill

Well, and it goes back to the guide idea. Like if that’s your sincere role, like if you sincerely mean that you’re trying to guide the customer, it has to be to their destination. Like it has to be about them, versus, so you’re leading with them, whether it’s I, a Georgia bulldog fan or I love wine or whatever it is, you’re, you’re holding up a picture of them. If you do that, they’re going to look at it every time they care about what they care about. You’re putting them in the front and center. It’s really just not that difficult, but because we, is there anything you do because I think most people would agree with that. This is the thing that I always find interesting when I’m working with sellers or even I, I, I focus on my B own behavior when I’m selling. We all, most of us agree with that idea, right?

 

17:02

Tom Stanfill

We agree that we’re supposed to be customer centric and focus on the customer. Very few people do even like, even we do breakouts and we’re training, and we’ve talked about this concept and we go to our little breakout. Everybody just goes back to their same thing, which is my stuff, which is such, cause there’s such a gravitational pull to that. There anything uniquely that you think you do before the meeting or sometime during the meeting or during the day or week or whatever that gets you to tune into that?

 

17:34

Tyler Bergman

I think it’s just repetition. I think in my meetings, I usually start most of my meetings by saying, let’s appreciate you investing the time to meet my goal of this meeting is to figure out, either, we are a good fit and we can help each other or, we’re not a good fit. And at that point that’s okay. Cause we’re not a good fit. We can’t help everyone. I think starting that, the meetings off that way just really shows that, basically the customer’s in control in the way of choice is that I’m not going to pressure them or I’m not going to do any of that kind of the old school sales tactics.

 

18:12

Tom Stanfill

That you really buy into what we call drop the rope concept.

 

18:17

Tyler Bergman

Yeah. If only I could learn to do it with my wife,

 

18:24

Tab Norris

Tyler I’m if I hadn’t mastered that yet, and I’m a lot older than you, I may not if need be maybe unmastered,

 

18:32

Tom Stanfill

Because that is why those of you that are familiar with drop the rope. It comes from this principle called the tug of war principle. That the idea is when you try to pull somebody to your position, you try to force them to do something. They’re going to pull back. Even if it’s in their best interest to listen to you or follow you, they’re going to instinctually pull back. I saw a cartoon the other day where a sign said don’t juggle machetes. The man leaned over to the woman that he was walking with, I guess it was his wife and said, I have this strange urge to juggle machete.

 

19:10

Tab Norris

Yeah. Don’t you tell me I can’t. Yeah.

 

19:11

Tom Stanfill

Yeah. It’s like, I could be about to put my seatbelt on and somebody says, put your seatbelt on. I’m like, well now I’d rather go through the windshield. Yeah. We don’t like to be told what to do. So there’s that. We, we believe in this concept called drop the rope, right. Each communicate, there’s this freedom to choose. People are more likely to listen to us. It’s so hard to do that when a lot is on the line, whether it’s our commission, our relationship with somebody we really care about, it’s so difficult to say, Hey, like I’m having conversations currently with my wife about her health because she struggled with her health. I want to pull her to the direction that I think will best for her. It’s so hard to say, this is your choice. How did what’s your, anything you do, Tyler that gets you, is it repetition?

 

20:01

Tom Stanfill

Like you’ve just done it enough to know that it works. There any secrets that you have of applying this drop the rope concept?

 

20:10

Tyler Bergman

I guess just seeing it work, not only, with my wholesalers that did it before me and then seeing it firsthand and I’m not perfect with, being other centered, but when I am other centered, I find that I win more and maybe that’s because it’s a better fit for the client at that point. I’ve always found that telling my advisors, Hey, this is not a good fit for this situation. All of a sudden you gain so much more credibility than anything you would have said before that.

 

20:43

Tab Norris

Yup. Yup. That’s good. I was curious, asked another question too around, you’ve covered a lot of things that you do from a capability perspective. Things like dropping the road can be another centered and, and how you craft your message in order to get their attention all extremely important. I wanted to see if there was anything that you do from a work ethic perspective. Let’s just talk, work ethic here for a minute that do you think impacts or separates you from other sellers?

 

21:21

Tyler Bergman

I, if there was something that separated me, I think it’s a couple of things. First, I spend a lot of time listening to podcasts, listening to audio books. Sharpening the saw and the old paradigm. If you give me 24 hours to chop down a tree, I’m going to spend 23 hours sharpening the saw. Right. I try to spend a lot of time from that perspective of listening to people that have done it before me listening to your guys’ podcasts and all the other sales book. I think number two is taking care of my health. I, I’ve found just being a former athlete when I’m, when I work out in the morning, when I eat healthy, when I’m not drinking the night before, I just feel better and I’m able to perform better. The last thing I think in our role as outside sales people, we have an internal partner that is pivotal in our business.

 

22:14

Tyler Bergman

I think a lot of teams leave the prospecting aspect of our territory solely to the internal partner. Since I’ve been an external, I’ve always made more prospecting calls and scheduled more prospecting meetings than any other wholesaler and almost any other internal. I think that’s the three things that it comes down to for me,

 

22:39

Tab Norris

Which is a huge, it’s not complicated. I talk about it all the time. It is were talking about Tom, it’s just not that complicated. It’s just, you’re outworking your competition. You’re really good, but you’re outworking them. Even if you weren’t as good, you would beat them. And, and I, which I think is phenomenal. And, and I want to go back to the first point. You said, you’re always sharpening the saw I get, I’ve been doing this awhile. I’ve trained a lot of salespeople over the years. It always amazed me that Tyler multiple times over the last seven or eight years, even when he was on top of his game, I would get a phone call. Hey, can you give me some insight? What would you, how would you handle this? What would be your perspective? I mean, it’s just a hunger to drive towards excellence and I’ve just seen it.

 

23:37

Tab Norris

And it’s a big separator.

 

23:39

Tom Stanfill

That’s such a great, that’s such a great point. You, you remind me of all the top sellers I’ve met with over maybe doing this 27 years. One of the things I’m always fascinated by, which is the behind the scenes goal of this podcast is just to meet with the people that have been there, doing it and making it work right. And they’re successful. That’s the consistent thing I hear from them to have is they’re hungry and humble,

 

24:04

Tab Norris

Hungry, and.

 

24:04

Tom Stanfill

Humble, hungry, and humble. They’re like, so when I remember talking to a seller, he was in the building business and he was the number one guy by far kind of just like Tyler. And, and he said, yeah, this comp the competitive builder came into the market and said, everybody was afraid of this competitor builder. And I go, so what’d you do? He goes, I went over to look at their houses. He goes, I know he goes, I know more about their build their houses than their sales reps know about their houses.

 

24:36

Tab Norris

Yeah.

 

24:37

Tom Stanfill

It was another, so there’s something about knowledge and work ethic and humility. It’s this pock tale that people that are successful, they’re just hungry and humble, versus the people are like, yeah, I can all the other end of the spectrum where I meet with people that like aren’t successful. I always say, well, what are you willing to do this and their answers, even though they may not exactly say it. No,

 

25:01

Tab Norris

They have a lot of nos and they have a lot of things they won’t do. I’m like, well, tell me what you will do, because you’ve made it real clear, all the things you won’t do.

 

25:08

Tom Stanfill

I go, what are you interested in talking to someone? Oh, we can’t get meetings in this environment. You can’t get me. Like, would you like to talk to somebody who’s getting meetings? They don’t say no, they change the subject. Yeah. Which is fine. I mean, we do, everybody’s got their own choice in their own path, but if that’s not what you want, don’t do it. That’s great. Go do something else. If you’re just be honest, like be honest that go ahead, Tyler.

 

25:33

Tyler Bergman

I was going to say in time, and that’s kind of what I believe. I mean, I think not only feeding like your diet, but I think you have to feed your mind as well. If you hang around people that say, oh, we can’t get meetings. I mean, that will cripple you to listen to a podcast and hear from, sales leaders and stuff like that. I mean, I think that’s like a part of just the routine. It just empowers you almost to know that you’re in control.

 

26:01

Tab Norris

Well, and I’ve got another little piece of feedback and see some of this stuff, Tyler, I didn’t even know. See, I’m always learning about Tyler. I share stuff with.

 

26:07

Tyler Bergman

Them.

 

26:09

Tab Norris

That he doesn’t know. One of the words that always comes back when I ask people about Utah is consistency. You are consistent. You’re not up and down and all around. You just do the right thing over and over again. And there’s a consistency about you. I think that’s important for listeners to hear I, that is a trait that I do see in successful salespeople.

 

26:34

Tom Stanfill

That, that is leads me to a question I wanted to ask Tyler, it’s kind of related to that. I want to get him to rank that because I do think that’s one of the drivers. I always thought that sales really boils down to, for drivers it’s mindset, which is how do you think about your role? What are your beliefs and your values, your mindset know, like you talked about being a trusted guide or a guide, that’s your mindset, right? Versus I like some people that are, have commission breath, they’re there. Their mindset is how can I talk the customer into buying something, but they’re money driven or self serve, self centered mindset. And then the second one is disciplines. Like, the planning, creating your plan, working your plans, following your process. Okay. Mindset discipline, then there’s knowledge and skills, right? What do I know about my solution and my customers?

 

27:31

Tom Stanfill

And then lastly skills. So mindset, disciplines, knowledge, and skill. How would you just off the cuff, how would you rank those? If you had to say, what was number one, if you had to pick.

 

27:43

Tyler Bergman

To me, it’s discipline, just the consistency aspect of doing it over and over again. I’m convinced that if I stopped doing these things, I will go to the bottom of the board.

 

27:55

Tab Norris

Even if you had the knowledge and you had the skill and you had the right mindset and you didn’t have the discipline, you would drop.

 

28:02

Tom Stanfill

All of that. What would you say is number two?

 

28:07

Tyler Bergman

I think mindset for me.

 

28:12

Tab Norris

Is it drives a lot of,

 

28:14

Tom Stanfill

Because then I would guess you’d say knowledge and then skill.

 

28:17

Tyler Bergman

I think so.

 

28:18

Tom Stanfill

Okay.

 

28:19

Tyler Bergman

I, it’s funny. One of my groomsmen reminded me growing up in his speech that, I wasn’t the most athletically talented guy, but he said, I’m like, oh, thanks Tommy for that. That’s back around and said, but no one was more consistent or work harder. I may be a little biased, but I thought it would be my order.

 

28:43

Tom Stanfill

Yeah. I love it. No, it’s what, it’s what works for you. That’s that’s what we wanna know. We wanna know what works for you. I think that, I think that pretty lines up with a lot of people that I’ve asked. I got one more question for him tab. You got, you got something you want to throw out.

 

28:59

Tab Norris

No, you go. I’ll, if you don’t pick up mine, I got one more. I want to ask him to go.

 

29:04

Tom Stanfill

I want to ask you Tyler. What’s the biggest challenge that you’ve overcome. I always feel like we learned something from people who are on their pathway to success. There’s something that was blocking them, that they had to overcome to get there. I was inspired by that story.

 

29:23

Tyler Bergman

Yeah. I think my greatest challenge was it’s very tough to get off the internal sales desk or you’re the guy making cold calls. And, thankfully I’d gotten the opportunity that our last place territory was Northern California. So, our CEO came to me and basically said, Hey, Tyler, there’s not much you can do to screw this thing up. We’re going to give you a chance out in Northern California. The territory was in last place had no customers. It was a pretty tough and a foreign area for me, I’m from Florida. There’s a pretty tough place to start within a year. We had got that territory to number three in the company. I think it’s just, it’s crazy to me that people don’t ask more. I think what helped me is just simply not trying to reinvent the wheel and just asking people before me that had been through it, what to do.

 

30:24

Tyler Bergman

I think for every problem we have is as human beings, there’s another human being. That’s had the exact same problem. That’s been able to make it through it. Why try to figure it out on your own when you can call tab and the Chuck Norris of constipated,

 

30:44

Tab Norris

He just made my day time.

 

30:50

Tom Stanfill

That is your new intro tab, Chuck Norris of consultation. So thank you, Tyler. That was rich. I Chuck Norris.

 

31:03

Tab Norris

Oh yeah. You gotta to see me.

 

31:07

Tom Stanfill

Video.

 

31:11

Tab Norris

That is really, that is powerful. Tyler. And you are like that. You’re tenacious.

 

31:17

Tom Stanfill

Well, it’s true. It’s like, it’s like, that is so true. It’s like everybody wants something and there’s someone that can help them get it. If they would just ask. I was sitting in an airport, wait for a plane, sit at the bar. I was sitting next to this guy. He was probably 25 years old and he was an inside seller. Right. Use your internal. It’s like just really inside sale. He said, so what do you do so well, I, I basically train inside salespeople. This was back when I was, that’s all we focused on Tablas inside the scope. Well, who do you work with at tell me to work with? He goes, yeah, I’m an inside sales. That’s great. He never once asked me a question. All I do.

 

32:01

Tab Norris

Is.

 

32:01

Tom Stanfill

Train inside sales rep. That’s my profession. You’re inside sales and people pay me for their advice and I’m here and I’ll give it to you for free. Would you like it? No. It’s like, I want to go. What, what is, what’s the barrier there? I don’t it’s crazy. Cause then people like you, Tyler are just like, well obviously just ask. Cause it’s not, maybe it’s they don’t want to know. Maybe they don’t want to do it and there’s nothing wrong. You know, nothing wrong with that. It’s just makes the opportunity for you.

 

32:37

Tab Norris

I just think a lot of people are not hungry. I mean, they’re not humble. They’re not I don’t know. What are we gonna say, Tyler?

 

32:45

Tyler Bergman

I mean, the other thing is, I don’t know why people don’t ask, because if you don’t like what they say, you still don’t have to do it.

 

32:55

Tom Stanfill

Yeah. I do think there’s a hidden reason. I’ve heard people say this before, is it makes them feel stupid. Because it’s, if you tell them something, they, it puts them in the position of not knowing something. If I, and so there’s an internal struggle to like, because they may feel insecure. If I ask I’m revealing that I’m less than, or they think of it as it’s putting the position of less than which is not true. Anybody that’s successful, you’ll see what they do. I mean, I’ve looked at pro coaches, you just have like football. I’ve studied. When writing the book, I studied these people who’ve been super successful. They are the best coaches in pro football. They come out of a meeting. The first thing they go is how to do the most successful people. They’ll go on these talk shows. I remember her hear Oprah Winfrey, say, what could I have done better?

 

33:41

Tom Stanfill

How did I do they, they asked these questions, but so I think there’s something to learn there.

 

33:47

Tab Norris

Yeah. It is funny. I have one time I was at doing some coaching at preferred and you had called me about a question or something. One of the guys turned to say, why is he bothering you? He’s killing it. He’s like wave over quota. Why is, why does he have anything to ask you? He should be telling you things now. I’m like, that’s why he’s so successful. He’s never going to stop asking. He’s never going to stop learning. So.

 

34:10

Tom Stanfill

That’s great here tab. Did you have another question?

 

34:13

Tab Norris

No, you actually took mine.

 

34:15

Tom Stanfill

Oh man. I’m sorry about that.

 

34:16

Tab Norris

It’s okay. I love it. I did. If we, if we’re not, of course I do my non-sales question. I have, I want to ask, but I don’t want to go there until we’ve really, unless you have anything else you want to dig into.

 

34:31

Tom Stanfill

I there’s so much here to chew on this. This has been amazing. Tyler. Thank.

 

34:35

Tab Norris

You. Great takeaways.

 

34:37

Tyler Bergman

For you guys.

 

34:38

Tab Norris

I did have a kind of a, just a fun question because we’re fun. What is cause you’ve been along. You’ve, you’ve lived in different places. You’re young, but you’ve done a little polit. You’ve done some traveling, you’ve lived in different spots. Do you have a favorite vacation spot?

 

34:58

Tyler Bergman

Ooh. Favorite vacation. Yeah. So I would go with lake Tahoe. The reason for that is growing up in Florida. The only elevation we have, if you see elevation, it’s unbelievable.

 

35:22

Tom Stanfill

Or it’s a dude made by Pete dye,

 

35:27

Tab Norris

But it didn’t natural.

 

35:28

Tom Stanfill

Yeah. He made this dude. Yeah. I love it. Any resort in particular that you like it like Tahoe,

 

35:35

Tyler Bergman

We’ve bounced around with, we’ve done the Hyatt at the incline village. I’ve done lake Tahoe. I think if you’re looking for more action, south lake Tahoe is the way to go.

 

35:53

Tom Stanfill

The Chuck Norris he’s action. He’s all action.

 

35:55

Tyler Bergman

Yeah. I don’t think you can go wrong now. You can go summer winter. It’s just a great place.

 

36:00

Tab Norris

Yeah. Wow. That’s great. I took my first trip out there a couple of years ago and was just blown away when you can look down and see that lake when you’re skiing. I mean, it’s just magnificent. So,

 

36:11

Tom Stanfill

So much, so much to learn Tyler. So, your number one, selling number one at getting meetings and why you talked about drop the rope, be a guide to help the customers to basically just make the best decision and serve them disciplines. Key learnings, key. There’s just so many great things I had. I took a ton of notes. Also. We got tabs, new label, the Chuck Norris of sales training, and that’s going to stick forever and he’s going to love that. And that’s great. I think that’s very much well,

 

36:46

Tab Norris

Can I let me, can I make one more step? Cause I was pulling this together too. The thing that kinda jumped out at me that I felt was a great leave behind Tom. I love you know, me. I love a good leave behind.

 

36:58

Tom Stanfill

Love it.

 

37:00

Tab Norris

You said number one, you always are sharpening the saw. This is always sharpening. The saw to you take care of your health. Always more, make more prospecting calls than anybody else. I thought that was a great kind of net out thing as well.

 

37:18

Tom Stanfill

Which you, which the number one driver for you said was discipline, right? Follow the disciplines. That’s so true because you, everybody can do the thing they’re supposed to do regardless of how well you can just do, come up with a plan, work your plan, do the disciplines, make the calls, just, just do the work. Right. That’s beautiful. Also I think it’s really important that Tyler said, if you want to be number one, you listened to sales with Atlin. I feel like that was brilliant.

 

37:46

Tab Norris

That was really,

 

37:47

Tom Stanfill

That was really, I should podcast. I think he said podcasts like this one. I think we can extrapolate and say that it was his favorite podcast. I think easily say that. I think we could pull that out of that.

 

38:00

Tyler Bergman

Did they give any travel pits or anything? Like a couple of podcasts, a guy then top 20 hits of the year.

 

38:05

Tab Norris

Was that not awesome? There was some great takeaways. What do you have for travel tips? I’m always looking for a good travel tip. Something jumps off the top of your head.

 

38:17

Tom Stanfill

Yeah.

 

38:17

Tyler Bergman

So it’s funny. We’re going to use Tom. When we go on our honeymoon about booking a room, looking at the three and then looking the rest with points, the normal room. I think my travel tip just because I’m forgetful is in my suitcase. I always have a toiletry bag and running shoes.

 

38:35

Tom Stanfill

So.

 

38:35

Tyler Bergman

That every time I travel, I don’t have to rethink that. I get my toothpaste, that I get my razor. I get my running shoes.

 

38:41

Tab Norris

That’s a great idea. You just have a separate travel bag. You’d always keep it there. You’d never worry about it. Chargers. And you got a whole little back. Oh my gosh. That’s beautiful.

 

38:53

Tom Stanfill

Yeah, I have to. Yeah. That’s going to have to lug all my hair products Tab. That’s going to be expensive.

 

38:57

Tab Norris

That’s when you don’t have hair products like me, you don’t have to worry about that.

 

39:01

Tom Stanfill

I love it. Well guys, a great episode, Tyler. Thank you. We are honored that you joined us. I hope this was helpful for everybody that’s listening. So, and those of you who did listen to the podcast like us, give us comments, let us know that we should continue to do this or how we can serve you better in the future. Thank you for joining another episode of SALES with ASLAN.

 

ASLAN teaches sellers an easier, better way to gain access & influence unreceptive customers, by eliminating the hard sell.

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About ASLAN

The best way to get to know us is to know what we value. If we teach it we live it, because what we do speaks far more eloquently than what we say. We’ll always choose people over profits, and we’re most fulfilled and effective when we serve. It drives our culture, frames our training programs and transforms the lives of the clients we partner with.