Will Batista has worked on several presidential campaigns and other political campaigns throughout the country. He recently led a state ballot initiative to change Nevada’s constitution and now he is now working in the energy sector, particularly in the communications and investor relations of the company. Jonathan Diaz works in the university setting where he serves as an adviser and he also teaches classes.
This phrase originates from an article that Will discovered while he was looking at political media companies. Shooting the donkey means removing obstacles in your course.
In the movie Patton, based on true events, the characters were heading up a mountain but there was a donkey in the way. Failure to get the donkey out of the way would put them in a dire situation resulting in casualties, so they sent out some of the guys to move the donkey. Nothing worked so the general said, ‘Shoot the donkey!’
When we were in college, our obstacles were our beliefs. We didn’t believe in ourselves as much as we should have. There are times that we don’t give ourselves credit when we should. This is true in sales as well. You might not trust your sales ability and you keep telling yourself that you’re no good at it. This idea is difficult to overcome but it’s imperative that you get through it because it’s the only way for you to become successful.
For example, back in college when we were selling water, the first obstacle that we had was that we spent a lot of money to get a booth and to get all the water, and eventually get my money back. In order to do that business at a bigger scale, we needed more people, so we went to Idaho Falls and that’s when we did a better job.
The third time, we ran out of water and we could have given up, but we didn’t. Will went to Sam’s club and got ice and made it happen.
We succeeded on a small scale. We didn’t make hundreds and thousands of dollars but it was proof that when you put a desire into action, you can make it happen.
Sometimes we fear obstacles and see them as a negative thing because they do have a negative impact at that moment. There is, however, an opportunity for growth and change in every obstacle, and the ability to tackle problems in a different way. It is a great time for a change and to challenge your ability to think differently.
The water selling was very basic but year after year, we saw that we’re not doing so great and that became an opportunity to improve the process. Obstacles are typically not good things, but they are opportunities for us to grow and to think critically so that when we are faced with another problem in the future, we will be able to overcome the challenge.
A lot of times when you are trying to get something done, there are always goals that you need to meet. Will was thrown into the fire in his first year working as field staff in Reno because he had no experience recruiting volunteers or meeting metrics.
He had to learn the ropes quickly and the obstacles he faced were the goals that were being imposed on him. He had to find ways to meet the goals regardless of whether he had volunteers or not.
Will needed to get into these gated communities but he couldn’t get in. Sometimes, they’d follow another car and find a way to get to the individuals and voters to get their contact information. He had to do whatever was necessary to meet their goals. They had goals in mind and they focused their actions to meet the goals.
Obstacles will always be there but you’ve gotta do what you’ve gotta do.
Another challenge was getting people into the office to make the calls for the campaign so sometimes, Will had two phones going at the same time. He’d be leaving a message on one phone and talking on the other. Hustling is when you do what you need to do to hit your goals.
John advises students of three main things as they seek the best fit:
For students, the biggest obstacle is the parental control or familial influence. Students now are pressured with the idea that they need to choose a major that will provide them with stability in the future. Many are being pushed into taking courses that they aren’t interested in, courses that they aren’t good at, and courses that are not even aligned to their values.
John tells his students that for them to shoot the donkey, they need to remove the barrier and talk to their parents. They need to choose the major of their choice because, at the end of the day, it’s them who will go through all the studying and not their parents.
John helps the students remove the barrier of parental control to see the other options and areas that can work for them.
A typical challenge in sales is the people. Sales leaders manage sales teams and often they feel like they don’t have enough qualified workforce or that they don’t have enough people with qualified sales experience. Sales leaders overcome this obstacle by trusting the skills that people bring from all different walks of life.
If you are experiencing a barrier in your sales, and you’ve hit a plateau even when you already have a very good team, try to think outside the box. Bring in somebody from outside of the organization who can break down the barriers that your current sales team cannot.
Whether it’s in politics, in the corporate world, or in sales, people often fail to recognize the skills that people from other industries have. It’s time to break down that barrier and start looking outside your comfort zone.
Keep it real without being rude. Give real feedback without being demeaning. You don’t want to waste time so it is important to make the choice that you really want.
Whatever role you are playing in your industry, I challenge you to go out and look for the challenges that are in your way. Remove the challenges, make the hard decisions, and make things happen.
If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register!
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Ted has been a health and fitness professional for the past 17 years in Miami Beach. He has worked with tons of celebrities, CEOs, multi-million dollar companies and personalities like Richard Branson and Robert Downey, Jr. He now has a health, fitness, and personal development podcast called Legendary Life Podcast.
Ted figured out early on that he actually is a salesperson. Sales never came easy for him and so today, he shares with us the challenges he faced and how he overcame them so you can learn from his experience.
Ted poured a lot of effort and resources into the fitness industry, and though it helped, he hit a plateau where he wasn’t getting more clients. For the money he invested, he expected to have a mile-long waiting list.
He was in desperate need of new clients when a guy expressed interest in training with him. Ted saw it as a chance to grow his client list and raise his prices.
Looking back, he realizes that because he didn’t have confidence in his business or his cost, he didn’t justify the cost to his prospect.
Determine your value, and stick to it.
Once you play the price game, everyone loses, including other people in your industry. You have to differentiate yourself and have a reason for charging as much as you do. You must explain it so that the prospect can understand the cost.
Have a reason for charging more, not coming from a place of being awesome but in a way the prospect can understand.
In Ted’s case, he realized there would always be people who would work for less money, so he started to highlight how his training was different.
He offered a holistic approach that included sleep and other physical and health challenges, and he specialized in injuries. He also had a background of working with CEOs, so he marketed himself accordingly.
Don’t sell yourself or what you want to sell. Sell exactly what the client wants.
Ted worked to determine exactly what his clients needed, and then he sold them exactly that instead of selling what he wanted to sell.
He also made peace with the idea that some customers would need something different than what he was selling, so he would be willing to refer them out.
Match what you do with what someone else needs.
Once you’ve narrowed your message, find ways to reach the people who can benefit from your product or service. This is a great way of selling yourself without selling yourself.
Go out there and do more presentations. Do a podcast. Eventually, they will look at you as a leader in your industry.
People will apply the things you’re sharing, and if it helps them succeed, they will view you as a subject-matter expert.
Take things step by step. Stay at it. Take lessons and courses. Listen to podcasts. Stay on course to make consistent improvements. In 3-6 months time, you’re going to see major changes.
Stay consistent, keep at it, and don’t give up.
You can connect with Ted on the Legendary Life Podcast, and check out the Be The Change group.
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