Join the Sales Rebellion, with Dale Dupree [Episode 713]

Dale Dupree, the legendary Copier Warrior, joins me on this episode.

Key Takeaways

  • Dale is known as the Copier Warrior, a title he picked up from selling copiers for his father’s company. Dale covers his career path (including lead singer in Heavy Metal band Imperial) from then until now.
  • Dale explains his vision for the Sales Rebellion, based on his sales walk. He emphasizes the humanity of “the true form of sales,” in cadences, processes, and interactions.
  • Selling is basic human interaction. Dale warns against having a selfish mindset. Technology can be a crutch.
  • Year after year, the percentage of reps making quota falls. Dale describes the questions sales reps ask him. He says their biggest problem is they have stopped thinking about the buyer. Downplay the processes and really interact.
  • Top performers are motivated more by service, accomplishments, and achievements than by money. The money comes after the performance.
  • Andy notes that training focuses on top-of-funnel activities but no one wins a sale on the initial outreach call. Training is needed in discovery, needs analysis, qualification, and disqualification. Sellers are ‘lost.’
  • Dale says salespeople don’t know how to set up a third appointment or a presentation close. They don’t know what questions to ask. Dale and Andy have had years where they didn’t make a cold call and still sold a lot.
  • Dale says the problem is people are looking for new ways to prospect because the old ways of prospecting aren’t working; they don’t think about what to do with the lead.
  • Instead of maximizing the number of people in the pipeline, try increasing the percentage of leads that close. Dale talks about hurdles along the sales process. Why does it get down to price? Are we buyer-centric?
  • Dale talked about the approach his father gave him one day: This is the price for these reasons. This is what I will do for you. It’s all about the relationship. When Dale approached the customer that way, the customer bought.
  • ‘Handling objections’ should be replaced with ‘answering questions.’ Every objection is really a question. Solve real problems for the customer.
  • Dale invites listeners to read his funny and wise copier sales stories at Dale Dupree on LinkedIn, follow him @SalesRebellion on social media, and listen to his Selling Local podcast.

Episode Transcript

Andy Paul  0:00  

Hey friends, this is Andy. Welcome to Episode 713 of Accelerate! the sales podcast of record. I have another excellent episode lined up for you today. Joining me as my guest is Dale Dupree Now many of you might know Dale From his posts on LinkedIn, he is the copier lawyer. He’s an articulate advocate for keeping and emphasizing the human element in sales. Now we’re going to talk about why Dale thinks the time is ripe for sales rebellion. And what the sales rebellion means for the average b2b seller, once again to why Dale believes many sellers are struggling, and he believes because they’re focused on the sales process to the exclusion of the buyer, and for anybody that’s listened to the show at all, you know that I wholeheartedly agree with that. That is one of the fundamental problems we’re facing in sales today. So we’re also going to talk about some of the basics and Dale is going to share his story about the customer focused sales philosophy that he learned from his father in the business that he now runs today and how that still guides him in his day to day selling. Now, before we get to Dale, I want to take a quick second to talk about the Sales House. The sales performance program for B2B sellers. Now in the Sales House, I give you the tools to master the skills, they’re going to elevate you from average to excellent. First and foremost, winning more of your opportunities. I mean, you know how to build a relationship with a prospect you’ve been taught that but do you know the four core relationship skills, the four core skills that will enable you to build a trusted relationship with any prospect? When you’ve been trained how to do a discovery call? Certainly. But do you know the two most important pieces of information you need to learn from your prospects and knowing these will make the difference between winning and losing? And I’m sure you’ve been coached on a qualifying opportunity, but you know, the one agreement above all others that you need to reach with your prospect before they can become truly qualified. If you’re not completely satisfied with your ability to win deals, then the sales house is the perfect resource you need to reach the next level and the level above that. members get unlimited access to checklists, playbooks courses, coaching, mentoring, An engaged community to help you sell with more confidence, trust, impact, and acumen. So come learn how to become the best version of yourself in the sales house. Alright, let’s jump into it. Dale, welcome to the show.

 

Dale Dupree  3:20  

Thanks, Andy, appreciate you having me.

 

Andy Paul  3:22  

Well, hey, would you know we’ve been exchanging communications on LinkedIn for a long time sharing content. So tell people a little bit about yourself?

 

Dale Dupree  3:32  

Yeah, me. So people will probably know me better is The Copier Warrior other than Dale, when you make a personal brand for yourself and then it overtakes your actual person that you are.

 

Andy Paul  3:48  

And so the The Copier Warrior is what?

 

Dale Dupree  3:52  

So The Copier Warrior is a young man who was born back in 1985 with toner running through his blood because his father owned a copier firm when He made his son.

 

Andy Paul  4:01  

Yeah

 

Dale Dupree  4:03  

So, my whole entire upbringing in my father’s small business. And I actually got into music at the time I was 17 toured around the world, headed back to my father’s businesses. They say the prodigal son returned, got into full time sales at that point where for about four and a half years under him, and then he sold the company to a much, much larger firm became their number one rep my first fiscal year and eventually became their VP of Sales after hitting that number one button too many times moved on from them to zeno office solutions, which was a global core, which is a Xerox company, so billion dollar, ran the sales department in Orlando for them and then woke up one day and decided that what I was doing was bigger than just for copy machines and copier sales. And that I needed to start to expand my horizons a little bit and take some risks. So jobs started the sales rebellion.

 

Andy Paul  5:01  

Okay, so tell us about music. You toured the world doing one.

 

Dale Dupree  5:06  

So I sang in the band. I played a lot of the instruments as well too. Or I guess I played the Middle East.

 

Andy Paul  5:14  

Was the name of the band? 

 

Dale Dupree  5:15  

The band was called Imperial.

 

Andy Paul  5:17  

And is there like music out there? We can hear.

 

Dale Dupree  5:20  

Yeah, totally. You can still buy my albums if you want to get paid. It’s heavy metal!

 

Andy Paul  5:27  

Heavy Metal. Oh man.

 

Dale Dupree  5:29  

It was a lot of fun.

 

Andy Paul  5:36  

And you can still hear?

 

Dale Dupree  5:39  

Yeah, okay, so I I wore my headphones or my earplugs every night.

 

Andy Paul  5:44  

Excellent. So what it just wasn’t going anywhere or… 

 

Dale Dupree  5:48  

No and we were doing absolutely fine. Matter of fact, we were at that breaking point where we were about to take off but that lifestyle wasn’t necessarily what I wanted for my family. And it wasn’t what I wanted for some of the members who were struggling with addictions to certain drugs. So it became bigger than just playing music. It was people’s livelihoods and their futures and I had a vision for moving in a different direction. So we all mutually decided to stop doing it. Although we did continue to play even when I came back and started to help my dad with sales at his company. We continued to play locally around the southeast, but it just fizzled out. But we were signed to an indie label called Pluto records and then ended up on Warner Brothers Music Group, so very cool.

 

Andy Paul  6:43  

So is there a reunion in the future?

 

Dale Dupree  6:46  

Reunion? Sure, funny because we actually have an album pretty much done right now that we haven’t released and I don’t know why we haven’t really honestly, we could do it at any minute if we wanted to, but just haven’t really felt called to it. Never know, I might be the reunion

 

Andy Paul  7:02  

I was gonna say you’re afraid of being sucked back in.

 

Dale Dupree  7:06  

Probably rebel. It’s all.

 

Andy Paul  7:09  

Alright, well, let’s let’s talk about the sales rebellion. So my first question is what are you rebelling against?

 

Dale Dupree  7:21  

So my vision for the sales rebellion is based on my walk as a salesman as an individual contributor and a sales manager. As it was both though the way that I looked at my sales walk is that everybody told me that I had to go to the right or to the left for one way or another, I was told that I had to do it this way. Right, I have to call this way I have to set appointments this way. I have to converse with my prospects and clients this way. And none of it really seemed like the right thing for me to be doing, quite frankly, even through sales training that I had taken. I took multiple different forms of sales training, but the one that I actually liked the most was sand. Sandler, that was probably the one that I identified the most. And I don’t actually open my mind even further to the thought process that, again, you know, bore the sales rebellion, which was that we don’t have to be, you know, standard salespeople in our walk we just have to be standard people is what we’re really trying to convey to our buyer that I’m a human on the other end of this phone call, I’m a human on the other end of this walk in sales call. And what we were doing was creating this just extremely intricate machine in the sales world from what I was observing, to the point that we were driving ourselves and our buyers away from the true form of sales. So that’s why the sales rebellion was more.

 

Andy Paul  8:40  

Alright, so point lots of points to unpack there. So what’s the true form of sales?

 

Dale Dupree  8:46  

To me the truth of our sales is that there is no right answer to that. There is no wrong answer to that either. But to me, the true form of sales is my individual personality, my individual touch that I put into my cadences into the process. says that I take my prospects through the workflows, the whole nine yards but, to me what the true current sales is is just communication basic human interaction. That’s what it really boils down to is that taking the hello how are you to the level of the basics instead of going in and having a conversation with somebody because we’re trying to get somewhere with them or to accomplish something for ourselves. That’s a selfish mindset and selfish attitude. Right? So, but that’s how I look at it.

 

Andy Paul  9:28  

Okay. So, again, rebelling against something. And so what you’re saying is that not disagreeing necessarily at all. If you’ve paid attention to what I talked about as it is.

 

Dale Dupree  9:41  

I know you get it.

 

Andy Paul  9:42  

Yes. Is Yeah, from my perspective, I yeah, I see this increasing emphasis on conformity and sales. I mean, I’m substantially older than you are and been through several sales, revolutions and rebellion, so to speak. But it seems like they’re given sort of the introduction blob of technology into the sales space these days . It sort of encourages this conformity, this compliance to a specific model, if you will. And which is really sort of ironic, because you know, these are industries that are really set about and created for the express purpose of disrupting markets. And yet, now we have sales processes that are scripted and robotic and so on. Sure, yeah.

 

Dale Dupree  10:29  

Yeah, I mean, it. Technology has definitely made it worse, in my opinion. I mean, quite frankly, because instead of using it to accommodate the things that we’re trying to accomplish as salespeople, we use it as a crutch constantly, we say, Well, I’m just going to automate all my outreach. And here’s my generic message that I’m going to write to send to 4000 people and I’m going to hit go and I know that 10 will at least write me back. So that’s good enough, I’ll hit my quota this month. So I do agree with you in that I don’t think tech necessarily helped us the way that it should have but it did help me I mean, extraordinary So Sure.

 

Andy Paul  11:00  

So what do you think? I agree and I was just writing something for one of my upcoming daily emails. This is. Yeah, a friend of mine wrote something on LinkedIn this morning talking about taking the tasks, what he called supposed sales experts for claiming that it wasn’t all about the basics and Sure. And the feedback there. But the fact is, it’s not. I mean, I’m not the bigger advocate for mastering the bass basics than I am. But it’s not all one way or the other. I’m sure. Your point is we need to learn how to integrate the technology to help us do better because I think one things that’s missing least my perspective, interesting years is that you look at all the research research data, and it’s just saying that sort of year over year, we seem to be doing less well as an industry, right percentage of rep making quota and so on. So how do we turn that around?

 

Dale Dupree  12:00  

I hope to turn it around with the mindset that I’m bringing to the table from this perspective of what the rebellion stands for, which is that we have to start taking things back. Like we think a lot about ourselves. When I think of sales, I think of salespeople, I think of all the things that they want to accomplish inside of their own walk. Right. If I can think of the last 10 salespeople I talked to, even the conversations typically go like this, they they, there’s a complaint about something. And it’s usually a process for their boss. There is a mindset that is consistent across the board, which is that I got into sales to make a lot of money is usually what people tell me. And And And last but not least, is that everybody asks for help. document and I’m talking about people that have been in sales for 20 years and people who have been in sales for two. You know, it’s pretty consistent across the board. It’s funny how it works, right but, but really what I hear when everybody gets to the end of the statement is that they’d like things to change. They’d like a different mindset and the mentality they’d like leadership that understands their breaking points and and what their perspective on sales is as well, too, which, to me is is where we’ve we’ve disconnected it is that we’ve stopped thinking about our buyer, we say we think about him because we say things like, you need to know what your who your buyers target market is. And you need to understand how your product works for your buyer. Well, the buyer understands all that shit just the same as we do. And so it is important for us to understand it, but at the same time, it’s not a magic pill that’s going to suddenly allow the buyer to open up to Oh my god, you know, my customers, I mean, good for you, salesperson. That’s what I think in my head and most buyers I talked to feel the same way. So when I was out doing outreach, just to kind of give you an idea, you know, really wrap up the answer to the questions that when I was out doing outreach, and my mentality was like, I’m just gonna go shake hands and learn. That’s what I’m gonna do. I could care less if anybody’s buying a copier, but in the same instance when I would walk in and have those conversations, I always had a piece of interrupt marketing with me, such as, you know, brand or something specific that allowed first. Yeah. Well, and there’s a funny one too, is that doughnuts are a great thing. But what about an empty box of doughnuts for your buyer with a message on it that says, I ate these in the car on the way in? Because this is the ninth time I’ve tried to bring you some and you won’t get back to me. Right? So you know, the idea, though, that to be fun and to be interactive and create entertainment for hire, right? I think that if we would stop looking at everything as a process, and start looking at everything as as just basic, regular human interaction that, again, is short lived, because if you’re going to be in a career for 2530 years, or retire, it’s not a lot of time as it is in the copier industry every five years a lease renews right? On average, it’s like 42 months or something like that, right? So, I mean, there you go. Like you’re gonna do a transaction with this customer four times in your career on average. They stay. So I just don’t think that we think big enough about sales anymore. We’ve dumbed it down to these processes and these robotic habits instead of thinking about the bigger picture, which is life.

 

Andy Paul  15:12  

Interesting, man, which I don’t disagree with, I think that the basic rules for sales to succeed at sales, and I’ve got this acronym, you may have seen what I’ve written called ball bld. You know, four core rules to succeed and in relationships in life. Yeah, transfers over. But yeah, I think I think it’s less about money motivation, at least what I’m seeing is Yeah, people say I want to make a lot of money to come into sales because I think they feel like if they don’t say that people will look badly on them, right? It’s like, Yeah, why are you getting into this if you don’t wanna make money right. But now the research is fairly consistent as top performers are motivated more by service and accomplishment than money because they know that it comes if they achieve those others. But it seems like yeah, it’s it’s to me if sellers are lost. And and if they’re more lost than they’ve ever been in the past, I mean, it’s just it’s just seems different today somehow interested in your opinion on this because I’ve just been on several conferences last few days and a consistent message that we hear is and the reason we launched the sales house was Yeah, I’ve been trained, but now what? Yeah, what? why I’ve been trained, but when I actually get into with a buyer, yeah, no one’s really taught us how to think about the situation we’re in. And so we’ve kind of all this training that’s really disproportionately oriented toward top of funnel activities. And while there’s no disputing how important it is to get a prospect if you’re not, you know, winning the order most of the time in your initial outreach call. And it seems like sure, when you get people in cash, they have to do meaningful discovery and need analysis and quiet Application disqualification. It’s lost in the woods.

 

Dale Dupree  17:07  

Yeah, I would agree with you. I think that I think that it’s noisy right now out there in the sales world. It’s noisy in a lot of different ways too. And as a millennial gets into sales, you get on Google and say, Okay, I’m selling this product and I need to learn more about how to do it. Right. There’s about 1100 different answers to that question, how do I be better at sales inside of this industry? Everybody’s got an opinion on it. So it can cause people to become quite lost. So I think that the statement that you made about salaries being lost, I mean, that’s, that’s a very well put very well articulated statement.

 

Andy Paul  17:42  

But I certainly had the question behind that question. That was because I started my career selling mini computers, so not too dissimilar from selling copiers. Yeah, get in the car and go to business parks. I’d make 3040 cold calls a day. You know, I didn’t know I thought I was doing it initially But eventually got good at it. But it seems like so much of the stuff that’s written about sales days is about, you know that that initial outreach. And again, it’s important, we got to learn how to do it. But I just feel like we are spending too much time focused on that and not enough on the rest of what it takes to actually bring somebody across the finish line. Yeah, I

 

Dale Dupree  18:23  

i think that’s a good question.

 

The

 

focus is a little too much on on the outreach, mostly because that’s what sells to a manager or VP to bring you in to train in the first place to train all these people, hey, I’m going to teach people how to how to get, you know, business through the door, not necessarily close it. So we do put a lot of weight on that front end of the sale in the industries. You know, when it comes to sales training it can be very convoluted for the salesperson because they don’t almost get to a point where they don’t know what to do next. They don’t know how to set up a third appointment. Or a presentation close? Or I mean, they don’t even know what questions to ask, outside of, you know, do you have this product? And can we meet to talk about mine. So it is a great point. And I think, really that the key to it is, that we have just created this monster on the inside of the first touch because we say, it’s all about a massive amount of activity. And I think you and I both were raised in an industry where you had to have a massive amount of activity, but I had a whole year that I didn’t make one cold call and I wrote well over a million dollars in sales.

 

Andy Paul  19:31  

I mean, it was that’s why I sort of question this and I first of all, you know, love a lot of the guys that are pushing this and and, you know, it is a necessary part of, of sales, but it’s like, have we gone too far in this in terms of just the percentage of mindshare that you need to devote to it as a seller? This is just one yeah, granted, we’re seeing a lot of specialization sales certainly inside sales teams SDRs. Handing things off to ease, fine for work in The business or in some industries is not working very well and they’re making changes to it. But, and I agree that everybody should have the ability to prospect. But if you’re just from another planet and come down and do a survey of all the sales literature that’s being written, you would think 99% of it is about prospecting. And I’m like, Okay, well, great. We’ve got all these shows inbound outbound, which are fabulous content, but don’t we need a conference on qualification and don’t need a conference on Discovery?

 

Dale Dupree  20:31  

Yeah, definitely. I would think so. For sure. Yeah. Is there anybody even out there talking about it? Me?

 

I know, you’re

 

Andy Paul  20:42  

very adamant. I’m building momentum for that. So

 

Dale Dupree  20:46  

yeah, and I think so I think the problem is this is that like, most people don’t, aren’t focused on that. The problem is, they’re not getting any new business right now. Because the old way doesn’t work anymore. And so they’re looking for all these you know, new tricks and tips. And tools in order to make that part of their business thrive more, they’re not focused on, on the long term effect that they’re trying to accomplish in the first place. They’re more interested in the instant gratification of setting 10 appointments a week, and that’s all they care about. So they want your calendar to be full. And that’s all when they look at their reps. And they look at the sales processes and maybe in their head too at the same time. I mean, I know some managers that definitely think this way that they’ll help them close the sale. Oh, you know, I just made my rep set the appointment and I’ll help them. So I mean, that’s, that, to me, this is the wrong attitude. So

 

Andy Paul  21:34  

Well, yeah. I mean, if I was, it was to me, it was mortifying, to have to have my manager come with me to close the sale when I was early in my career. I mean, there was nothing more motivating for me than to have my manager say, yeah, on this next call, I think I’ll go with you. It’s like, that’s not gonna happen. Yeah. Yeah. So I was like, Alright, I’m gonna go out and I’m going back to that customer right now.

 

Dale Dupree  22:00  

You think that?

 

Andy Paul  22:00  

Yeah, well, but it’s to your point that was I think that that we see now with with, again, a certain businesses is this, this attitude you talked about is, you know, the manager is gonna help close or to point you made earlier about the sort of excess of top of the funnel activity is, you know, we got this, I think in certain segments, we’ve got this epidemic of low close rates and interest in your opinion, because I just came from sort of a similar background than I did is certainly, like sort of software space, it’s not SAS space, not unusual here, you know, managers being told they need to have five x pipeline coverage, you know, each month and, and, and then they have a one out of five close right. Now, they’re most qualified opportunities, and it’s like, crazy right here, you’re burning through all these prospects. And I’d written a piece a couple weeks ago about not thinking about what if your manager came and told you? Yeah, effective immediately your quota stays the same, but you can’t go over to x pipeline coverage. What would you do?

 

Dale Dupree  23:03  

That’s a great question.

 

I might probably ask, Who is inhabiting his body now?

 

Andy Paul  23:10  

Right. But from a from a, from a tactical standpoint, if that was the case, and see, I think every company could learn to adapt to that pretty much, or what are the steps you would take? And instead of saying, Yeah, let’s maximize the number of people in our pipeline, because meaning that’s meaningless, is Yeah, how do we get to the point where we can do a better job discovery, qualification and so on, so that at the end, in our pipeline early, we’re talking to people we’re gonna close? Yeah,

 

Dale Dupree  23:37  

yeah, I always looked at, I looked at the cold calling aspect of it to be a very, very small part of the puzzle. And I think that’s where most of my success came from. And I always trained my reps as a VP and a manager to do the same thing and that once we have them through that first initial hurdle, and there’s like 19 or 20 more that we’ve got to jump through, right, but the idea was, is that that’s it Your work, it’s not the prospects. So you’ve got to get them over that first hurdle, which can seem almost impossible. But the problem is, once they’re in, you have a 99% chance of losing them pretty much every time because if you don’t follow up deals are gone, especially in the copier industry, right? it for us and what the way that we compete to and the Orlando market where it was really an issue is that everything is hyper inflated. So you’ve got a bunch of people that are coming in like a boss or a VP of the company saying, here are the 10 things that you got to do inside of the closing appointment or the discovery appointment, build this value, do this, do that. And then you come back to your boss and you go, Hey, they’re gonna leave, they’re gonna go with this other guy because he’s cheaper and your boss just gives them the lowest price. Like, okay, well, why did we do all this other stuff? What is this mind numbing game that we’re playing at this point? And so, reps eventually just stopped doing all the other steps and just said, How low Do you need me to go?

 

Andy Paul  24:55  

Well, no, no, there’s an intermediate step. That’s the reps would just wait till the last month or last week of the month, and then go to the manager and say, hey, I’ve done everything you said and then it’s down to a price. Yeah, yeah. I mean, it’s funny how we have a hard time with our motivations as an industry, I mean sales industry because we say we want to believe that we are buyer centric. And we want to be able to convince the buyer that, you know, we have their best interests at heart, and we’re just there to serve them until it gets the last week of the month, and we haven’t closed the deal. And oh, by the way, here’s a discount to close. As soon as the buyer says, Oh, my gosh, that was never really about me. Because we love you love it. We’re here to help but the closest month will give an extra 5%. And suddenly, yeah, you might get the deal, but the buyer is never going to trust you the way they were before. Sure.

 

Dale Dupree  25:57  

Yeah. I remember the first time I was in a sales cycle. When the customer came back to me this was probably about a year into working with my father full time, the customer came back to me and said, Can you match this price? And it was probably about $30 less per month. And I remember in my head, I just thought, yeah, of course I can buy it for me, but I, I respectfully told them, let me get with my boss, you know, who is my father? I took it. And I’ll never forget what he said because it affected my career. And that he told me to tell the customer No, basically, in a nutshell, but he gave me a great, he gave me a great outlook on how it was that I was supposed to handle and carry myself inside of that conversation, which was to just have an intelligent an honest conversation in my rebuttal to say, like, Look, the price is this from the start and to the finish for these reasons. And if you’re not, if you’re not comfortable with that, then you know, please, by all means, go with the competition, but, but again, here’s X, Y, and Z as I’ve laid out inside of this whole entire religion. tip that I’ve been building with you. And if you don’t go with me, I’ll see you in a year because I’ll have to restart the cycle, you know, for four years down the road when you buy again, right? Because all about the relationship for man. Although I did scratch my head, I remember in the beginning and thought, it seems like it’s gonna be harder for me to get a sale that way. That person bought from me, and I did not have to crack on the price. And I felt like I had just, I don’t know, witnessed, you know, glory in its finest form and that my father had like, given me the keys. Right. And yeah, it was wonderful. It was a wonderful feeling. And from there on out, I did have an epiphany and it’s what you’re talking about in that we have this very, we have a rapid paced approach in sales, and we’re always working toward the end of the month. And for me, it was like, Well, hold on, you know, because this customer could now be mine for 20 years, just based on that one conversation. I just have to nuance what I just did for the next 20 years. That’s literal. It all clicked for me. And so from there on out, it was much more Low pressure, you know, sales tactics. And eventually I turned, you know, I turned a complete page in the way that I sold all together. You know, and again, my father didn’t teach me the high pressure stuff in the first place, there’s more or less me being rebellious and going and learning from other people. So once again, to your point, that’s, you know, that’s something that we don’t focus on anymore. So

 

Andy Paul  28:19  

what I think along that same line, this is a point that I get concerned about is another area we seem to obsess on in sales, and I think incorrectly is this whole idea of objections. I mean, to me, that wasn’t a price objection. They were just trying to get some money off. And Zack, and it was really what they were doing is they’re asking a question, and the question really was, you know, it was a way to get this price lower because this or feel obligated to do that. Wasn’t they objected to your price. And I’m sort of amused that so many of these techniques that people talk about handling objections where you just need to find out the question they’re asking, that’s rejecting objections. Yeah, not sure. What’s what’s the problem we’re trying to solve here? And you know, it could be in some cases, maybe a little more complex sale is in certainly I sold some complex stuff over my career. Yeah, our somebody had a quote with unquote concern about price. Law, our conversation was okay, well, fantastic. And we’d established that we were still the best solution for them. So maybe we’ll just deliver a little less, right. Maybe there’s part of our offer that will take out the doom so you just maybe this is not as important and we can learn how to help you hit your price objective. It was always No, no, no, no, no, we want that too. Okay, right. That’s right. So are we good to go ahead. Yeah. You did a little trick. You do that little trade off game, and then I bought in,

 

Dale Dupree  29:43  

right. Sure. Absolutely. Okay. Really, it’s, I think what inside of negotiations, that it really is just our buyer being honest about the way that they’re feeling at that moment, you know, because maybe they did through research, expect to spend a little less or maybe They had a budget that the boss asked them to hit. And so they’re just being honest inside of their objection, as you put it with us. And I think because I think it’s the best thing that they can do in the first place, because it allows us to see where they’re at and how they feel. And I like I like the way you put it to the they kind of feel obligated as well, to some degree and most and most of that is because of the other salespeople that have been in there, in most cases and shown them these lower prices, but they didn’t like them, obviously, because they’re sitting with me. So I take those types of things into account. Again, I think that we take everything out of context. The objection really is just an emotion. And it’s and it’s honesty, that’s all it is. It’s a raw human emotion. And I’m saying like, well, I can go with x product or y product. I like my product because it’s with you. But x product is like 10% less. So can you match it? I mean, really, they’re just in their mind. They’re just putting it all together. So that whole process

 

Andy Paul  30:55  

Yeah, and yeah, it’s not really an objection. So yeah. See, we could simplify all this. But we just need to keep talking about simplifying the world. Boil it down to its essence, one area at a time one interview at a time. Well, that’s what I’m doing here on the show after 707 or one this week. I’m sorry, I’ve lost track. Oh, yeah, interviews. So we’ll talk Well, great. Well, unfortunately to cut it short here at this point, but tell people how they can find out more about the sales rebellion.

 

Dale Dupree  31:26  

Yeah, you can find me on LinkedIn as Dale pre obviously I have a company page as well too. But the content that I post on LinkedIn comes directly through Dale for free so if you enjoy stories, you know, funny or not. I think they’re funny about old copier battles that I’ve been in. And then also some wisdom and things that I share as well too, just from my walk. You find me on LinkedIn, but you can check me out on Instagram, Facebook, YouTube, everything is at sales rebellion. So feel free to follow me on any social sites and then I’ve got a great podcast called selling local that I I think most people will enjoy we just kind of dumbed down the sales process, kind of like we just did right now to make people think a little bit more humanistically about their approach to sales and less robotically. So

 

Andy Paul  32:11  

yeah, I might quibble with the fact saying we dumbed it down, but I think we elevated it. And that helped me know that hey, sometimes there’s factors. Yeah. It’s not hard to make things simple, right? So it is Yes. All right, Dale, it’s been a pleasure, and we look forward to chatting with you again soon.

 

Dale Dupree  32:29  

Thanks, Andy. Appreciate you having me on.

 

Andy Paul  32:34  

All right, friends, that was accelerated for this week. First of all, as always, I want to thank you for joining me. I also want to thank my guest, Dale Dupree. You want to stick around till next week as my guest with David mass over David’s the author book titled salesman’s Guide to Dating a sales book about making connections with an unexpected twist which the book certainly has. David is going to talk about his interesting journey. A sales expert from the US and living in Hungary. And we’re also gonna dig into why sales training and the development of sales reps the professional development of sales reps hasn’t really progressed over the last several decades, and how that needs to change. You’re really gonna enjoy this conversation. So be sure to join us then.