Episode 4: DISC Personality Type – Steadiness

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John

Alright, in this episode, we take a deep dive into Nanette and the S personality type. And the things that I hope you take away from this episode is how people driven she is. She treats everybody with the same level of respect no matter what, they’re a gatekeeper or decision maker, and her level of authenticity is really, really high. She’s worked in two of probably the hardest sales industries on the planet, pharmaceutical sales and medical device sales and has been successful on both of them. I hope you take a lot away from the episode. Follow us on social media, share this with other people, whether they’re in medical sales, or if they’re S’s or just struggling in sales in general, please share it. Leave us a review. be brutally honest on the reviews. That’s how we get better. Hope you get a lot from the show. Enjoy.

Announcer

Ladies and gentlemen, welcome to the main event. In the D corner we have clint the cleaver Bigelow. In the I corner, we have Al The Gambler, Daniel. In the S corner, we have Nan the Promoter Fallman. In the C corner, we have John Small Mountain Hill.

Let’s get ready to throwdown.

John

Episode 004. We’re here talking about sales, DISC. You know, if this is your first time joining us a little bit of catch up. Certain people are going to be very task oriented. And those are going to be D’s and C’s. Some people are going to be people oriented, what you’re going to be the I’s and the S’s. On the other side of looking at things. Some people will follow their gut, the D’s and the I’s are very gut driven. C’s and S’s are going to be very fact driven. Today, we’re here to talk a lot about s personalities specifically. Nan is our S. That’s me. That’s you. She’s awesome. So we’re going to take a deep dive into what it looks like to be an S, what it looks like for her to be an S in her field, and how she deals with it and how she gets past her her nature to be successful. So why don’t you start and tell everybody what you do now.

Nannette

So currently, I’m working with Dr. Daniel.

Al

That’d be me.

Nannette

The I. Kind of thinking irritant at this moment.

Al

They weren’t here for, they weren’t here for the pre game.

Nannette

Okay, so I love working with the Dr. Daniel, it’s very good.

Clint

Can I stop you for saying.

Nannette

I’ve said nothing. Go right.

Al

Back up and talk about before you work for me, right?

John

We’re gonna get there.

Al

Oh, okay. Sorry, my bad.

Nannette

I’m having to rack my brain a little bit. So I get what you’re saying.

John

How long have you worked with Al?

Nannette

Can we work together? Almost 10 years?

Al

What’d you do before that?

Nannette

So I’ve worked with Dr. Daniel for 10 years. And it’s been great.

John

And you made a pretty hard leap to come over to working for Al, a lot of people that have tried to do it don’t always make it successfully. So what do you do before working with Al?

Nannette

Prior to Dr. Daniel, I was selling pharmaceuticals, which is pretty easy. You’re just willing people with yourself, basically. Yes, Dr. Daniel?

Al

When you work for pharmaceuticals, though, that was sort of in the heyday of the pharmaceutical, right?

Nannette

It was completely in the heyday.

Al

That was the that was the pinnacle of success in sales, right to be a pharmaceutical rep. It was huge!

Nannette

It was cool. So initially, I was given a territory. And this was before this is how old I am, this was before Google Map. So literally, literally…

Al

A lot of people just turn it off.

Clint

Did you say maps or Google Maps?

Nannette

So don’t don’t turn off because I have a lot of wisdom because of that experience. But so I literally had to, you know, pull out a paper map and go to the territory. And I don’t know if you want me to go into the plan of what I did. But literally, they tell me, you know, go go create some business and learned very quickly. The way you do that is you work hard, you wake up, you go to work, and you don’t you can’t be lazy, and you have a plan. And even though everyone at this table is probably gonna throw up, I you love people. You put them before you you go, What do you need? And how can I you know, you relate to other people. So that that was the key.

John

How big was your territory? Was it like multiple states?

Nannette

So yeah, well, it wasn’t multiple states, but they would you know, they go to Dallas, I live in Arlington and you know, go to Dallas. Alright. So how do you eat an elephant is something I always say, one bite at a time. So I would take a zip code and a zip code. And to this day, I think that is a really good plan. You know, don’t try to eat, you know, don’t fry up the whole elephant basically.

Clint

But you had no process at this time. Nobody formally trained you in sales, not to give you any advice. They just said, Go. Go get one.

Al

So I’ll even add to that, Nan was a soccer mom that got a, an invite, right? If I remember correctly, to, you know, somebody who’s starting their own pharmaceutical company. So not only did Nan crush, but from what I understand, she worked with a new company. So she didn’t have all the big accoutrements that a lot of these other wimps that came out of college had, right they were fresh out of school, she got invited because of just the interactions in Arlington and the people she kind of knew, and it landed the job.

Nannette

For that to be said, I think I think it’s really important to be humble. And I To this day, like people that are arrogant, I just look at them and laugh. Yeah, I mean…

John

How do you talk to Clint?

Nannette

I love Clint

Clint and I, I think…

Clint

Arrogance and right are completely different.

Nannette

I will not comment in on that. Anyway, I love Clint. I think I basically think Clint and I started this whole thing.

John

So So what year was this? Can you give us a range? I don’t think you want to.

Nannette

Sorry, I’m that you’re so young, and you know you don’t ask me those questions.

Clint

1973 to 2003.

Nannette

Oh, what year was this? I’m literally, ’90, ’86 maybe. No, I think it was ’92.

John

’92. Right? So so back then, as bad as it is now in the world, you know, people not really being set up for success in sales roles and stuff. I’m sure it was even more so back then.

Nannette

Well, I do that I think I was going somewhere with the whole humility thing. Like, I do think it’s really important to if you’re listening to this, and you just graduated from Yale, or you are listening to this, and you just graduated from a, where’d you graduate?

Al

The local junior college.

Clint

Tarleton.

Nannette

The point is, I believe wholeheartedly. It is not about what you’ve got in your brain, unless it’s screwing with you. But it is totally about what you have in your heart, what you want to do with what you want. You know, you got to go out there and help people and it’s not about I’ve kind of make money. If that’s your motive, you will be screwed. I promise you, you have to go out there and with just fortitude and and persistence. And I just anyway, I diverted a bit but I know Don’t be it’s really important not to head trash. I hope it’s okay. All right. Okay. I think it’s really important not to, you can just talk yourself out of I remember, I would, I was training, this really amazing girl, and she would sit in our car and she’d go, you know, she called me and go, Oh, God, I just, they’re not gonna, you know, you don’t care, then, you know, she was in a panic. And I was like, that’s, it’s not true. Like, just go do your job. That and I say that to everyone out there. Just go have a plan. And go do it. And you will succeed. The people that don’t succeed are the people that go you know, it’s just, it’s too hard. Or I’m going to take the easy route and just, you can never fail if you never give up just go go…

Al

City College

So Nan, you bring up a good point. Because I think maybe aside from the D, you know, I’s I think face this, C’s may face this to a certain degree, when you’re about to walk in on a call. Right? Because that’s what you were relating when you said this other rep just was having trouble getting out of the car. I mean, what what’s your gear up to go in and make your sales call?

Nannette

Okay, so one of my, very quickly, I so I’m calling on doctors, and you know, now I call on surgeons and they’re my, you know, I love them, like, So, what is so funny, as I think a lot of times people look at someone they look at a neurosurgeon, for instance, I’m going to take the, one of the top guys like, you look at your, a neurosurgeon, and you go, oh my gosh, they’re a neurosurgeon. I’m just like this college graduate, or less, you know, you know, you’re not really even. But very quickly, you see that they have a scale factor. That you know, they that’s what they learned to do you learn to do something to you know, I it’s not it’s it is really about who that person is. And if you if you only focus, I mean, yes, they gain a lot of respect. I mean, you know, if you become a neurosurgeon, you’re a pretty smart guy, but outside of being in surgery with them, you know, when you’re in surgery with them, you they say jump you jump as high as they asked you to. But outside of that, so when you’re calling on them, you just relate with them as a human being. I think across the board, you can do that and very quickly, I mean, like my very first year, in pharmaceuticals, was like man, these guys are doctors and turn us. You know that you just can wrap your head around that and get all stressed out and then you just gonna, they’re just people just like the rest of us. And I think that is a valuable not you know, like, you can listen to Superman over here and if you…

Clint

That’s be me.

John

She’s talking about Clint.

Al

Her hand sort of waved towards me. I though she was inviting me to the club.

Nannette

So I think John is wanting to ask me how do i do deal with D’s?

Clint

No, I would like to interject here a little bit because, Nan, what you’re all the things that you’re saying. They really speak a lot to you as an S. All these, all this love, all of this person personalities and getting to know somebody.

Al

Did you notice the way Clint said love? Like it’s out there? Yes, none of it in him right? It’s like moisture on the table.

You’re talking about love.

This love, not not love like he has any of it.

Clint

Sorry, I didn’t mean that. I just…

Al

‘Love.’ He even did his hand out here like he’s holding it outside.

Clint

So I think that you will you’ll find if you go back in episode any listen to Doc, a storytelling, right? John, you’d mentioned it like Doc’s gonna tell some stories. And boom, right off the bat. He told the story. We know Nan’s an S because of who she is, where she falls in that spectrum. It’s going to hit on a lot of things like love and people and care and all these things. And you can kind of hear that coming out.

Al

Okay, so you we talked about natural states, right? I mean, the D, the I, the S, the C, and we haven’t gotten to John yet, guys. I guarantee you as a listener, you’re gonna have some it may come off as suspect. But when you hear us talk, and everybody here is making a living at this, in our natural state, being ourselves. Because it’s hard to be anything else. I mean, in the short run, we can all be something different. But in the long run, we all gravitate towards who we are.

Clint

And the point of it is is to utilize the tools that you have in your toolbox right. Not to create new ones, use what you have that come naturally because that’s ultimately what’s going to make you successful. And for for me, as a D, that’s a lot of things compared to the rest of you guys. They’re all better…

But But as as Nan talks, you’re going to hear a lot of the things that makes Nan feel the way she does react the way she does. Talk to customers, the way she does, creates trust. It’s different, that we all create those things, but we all create it in different fashion. And and you can hear it in your voice in the in the sincerity and what you’re talking about.

Nannette

Absolutely. When you come across an S What do you think I’m asking the D in the room, I’m going to ask all the guys. Is that just an irritant or just like Oh, God.

Clint

So, you know I like task, you know, so that’s hard to it’s hard to mean you are on opposite sides of the spectrum. A D to an S is a big slide and an S to a D is a big slide. We talked about last week with the I’s and the C’s. For me to you, you know, if I were to sell to an S which I don’t know that I’ve had much experience in, it really really is hard for me to kind of backseat my ego to let you talk because typically S’s are soft spoken. They’re not ones to go out there and grab attention. So for me to let you have your your time is tough for me.

Al

Okay, but hear me out. She doesn’t care if you talk, she cares if you buy. Right, talk all fucking day long. But sign on the line which is dotted.

Clint

Sure, I get that if it’s the flip side.

John

I don’t know that I believe that.

Well, I think I think you’re saying that Al. I don’t know that she shows up each day just trying to make someone sign. Nan? Do you do, i mean…

Al

I guess where that might have been taken out of context. Nan let’s D’s do what D’s do best, right? Be that big guy in the room swell up walk around, they love to, because I’ve been in sales calls with her. They love to act like peacocks right? And I come look at this and Nan’ll go What is that? Like pointing to something on the wall? And they’re like, Well, let me show you let me and she runs them through the paces.

Nannette

I really think it’s important that you know, it’s sincere like an S isn’t going show me that on the wall just being patronizing, I truly believe. I’m like, that’s cool, because I think that I think that’s why Mr. D Superman, Clint did connect with me. I think we did connect because I genuinely wanted to. And he was excited to tell about a…

Al

When a woman calls you Superman. How’s it? How do you not connect? I’m like, yeah, watch me jump over this. Right.

Clint

I think that, man, what you’re talking about to with you and Al, and I and S, are very much people oriented. It comes off a little bit different. You’re sincere, you truly care. Not saying Doc doesn’t care. But you don’t care on the same level that she does.

Al

You know, I think Nan has deeper relationships. I think that yes, there’s definitely a difference.

Clint

I think Nan always kind of hits me on a moral level instead of a business level.

John

Well, so part of that, though, is because then is a very faith based person. Right? So it’s true. So not not all S’s have the spiritual level that Nan does, and that’s okay. But speaking back to the genuineness and the authenticness, for an S to speak up and ask questions. That doesn’t happen very often, because they’re not known for running towards conflict. Right? They don’t like they want to do what’s best for the team. And if that means that they have to, like maybe not ask a question or maybe not plant their feet in a sales call. Most S’s are really good about not doing that. But so I’m curious, right? So you’re in pharmaceutical sales, sounds like you were successful?

Nannette

Very.

John

Why? Why leave there? What prompted you to move over into the more competitive realm?

Nannette

One day, I’m at Jasons deli, and one of my friends introduced me to this guy, he pulled up his little sunglasses, and I went oh dear, we’re in trouble now.

Al

Bam, baby, Who else wants a job?

Nannette

And then he was like, would you like a job? And I’m like, Please? I’m kidding.

John

But, were you burnt out? Was it the lure of money? I mean, what?

Nannette

No, it was just personal BS, to be absolutely honest. And I was ready to…

Al

That industry was cratering, though at the time.

Nannette

I was in one of my offices just this afternoon. And there’s a little rep standing there. And she’s holding her little pad. And she’s just standing there and I went, Oh, my gosh, two hours have gone by and she’s in the same spot, just standing there. And the doctor who I know very well, what you mean, you know, kind of rolled his eyes and he was like, saying go, you know, and I went at least and… Oh, I feel bad that I just said that to absolutely honest, I really do. Because there’s nothing wrong with that. That’s if you know, whatever your job is you do it. And you do it to the best of your ability. I just got to get into this field. That’s pretty dang exciting. And it was my choice. And you know, you can make a lot of money in pharmaceuticals. But it’s been good. Thank you, Dr. Daniel. I’ve really enjoyed it.

Clint

You just told the story, and to probably the rest of us up here. We didn’t even hear any negative connotation to anybody. Oh, yeah, you pulled it right out like, Oh, I feel bad about even saying this.

Nannette

Well, because I feel bad. I don’t want anyone that’s in pharmaceuticals to think, oh, should I be in this field? You’re not, I mean, it’s all good.

Clint

I mean, that that highlights exactly who you are to a tee. And that’s what we’re always that’s what we’re trying to create here as a DISC, is as you are an S and that is how you you feel you you just got a really inside look on on what you’re talking about.

Al

So okay, here’s an observation, I think out of all of us, an S is somebody that you’re just like, Oh my God, they are so damn genuine, right? I mean, now they can be upset because Nan can throw fit about stuff.

Nannette

I’ve never thrown a fit in my entire life.

Al

You throw a very polite one, right? You know, you’re just like, is that a fit? Or you just, you know, you know, picking out a you know, the color of your next car.

Nannette

The royal blue, have ya’ll seen the royal blue. That’s a pretty color.

Al

So, that natural state, sometimes is unsettling. How can somebody be so nice, right? And then very seldom deviates from that, as far as I know. I mean, unless she’s, you know, got a Dr. Jekyll, Mr. Hyde kind of scenario going on. But I don’t think that’s the case.

Nannette

If anyone would know, you would Dr. Daniel.

John

Well, I think it’s super easy to come across is disingenuous if you’re not used to it. Right?

Al

Absolutely. Some people don’t believe it till they’ve been around long enough. And they’re like…

Clint

And that’s how I would read it.

John

Well, honestly, I’ve never said this to Nan, but like, whenever we first met, I was like, there’s no way this woman is this nice? Yeah. Like, absolutely. And especially after Al had told me how cutthroat the industry was. He was like, don’t tell anybody you’re new. Sit over here. Don’t say anything. Wait for instruction. And Nan is just so nice. And she’s like, come over here, sweetie. Let me help you out. And like, let’s stay over here, and this is this person…

Clint

But John, don’t you think that’s her tools of how she navigates through them.

John

No. Absolutely. Right. But I’m thinking, Oh, what? When does the what is the shoe drop? Sure. Right. Okay. I just thought that there’s no way that anyone can be this nice in a sales role and be successful. I was, thankfully very wrong, right. I mean, how jaded am I?

Al

Okay, exactly. Because you’re thinking of traditional sales. What the fuck, man, that is what gets everybody in trouble. I gotta be this way. Instead of showing up with this genuine, this is me. Now, here’s my process, right? Because remember, we distinguish who we are from the process that we go through. Because we all use the same process. We’re just different people as we go through it.

John

Absolutely.

Al

Keep that in mind.

John

So you make this leap. Was it? Was there any kind of expectation about it being difficult? Did you just think it was going to be as easy as pharmaceutical sales?

Nannette

My favorite story of its okay, I’m going to share this. Okay. So my,

my favorite stories, and…

John

We’re giving you permission, go right ahead. It doesn’t matter about Al.

Nannette

I don’t know if I can say the company. So I work for this. Okay, I worked for this big company. And they sent me to training. And it was so bad. So I fly out to another country, it felt like literally, so I get…

Al

That’d be the East Coast.

Nannette

Yeah. And so I get there, and this limo picks me up, and I’m like, Oh my gosh, this is so cool. I’ve made it. Like, I’m super excited.

Al

Pharmaceutical thing got shit on this!

Nannette

There’s like, they pull up in this amazing. And we get to the location and beautiful and we have, you know, this great hotel, excuse me. And the next morning, they’re like, okay, be at the class for training at you know, 7am or whatever. So I’m like, cool, you know, like I can I get in there and my little suit in my little perfect suit my little Ann Taylor suit. And I walk in and up on the screen. They show this little, I wish she was a little girl, this girl. And this guy holding a fire hydrant, I mean hose. And it’s like, in her face, the water. And the instructor goes, this is y’all. You’re the little girl for the next five days. And I went, Oh my gosh, I’m like so scared, and then I was like, okay, that’s a little intense, you know, they’re exaggerating. And then the next thing that happens, everyone in the classroom pulls out this journal, this huge book, like, huge book. And they’re like, Okay, take out your books, and they start talking about and I’m like, I don’t have a book. A book. Now I have to finish. I don’t have a book. This is the S that’s turning into a D right now. I don’t have a book and I’m like, Oh, my gosh, why don’t you have a book? And I was like, we’re…

Al

We’re subcontractors to the manufacturor. Sure.

Nannette

Everyone in the classroom goes, we’ve had the book for four months we’ve been studying.

Al

I forgot all about that. Yes. Welcome to birth by fire in a bigger way than probably anybody’s ever had to face.

Nannette

This was probably the easiest training in America. But for me, literally, I set my alarm. I would go to sleep at 2am, and I sent it to wake up. And I said, no to steady. And I woke up at from two to four. I slept every night. That’s all Anyway, it was funny, you know, in retrospect, but so that that was funny, and then, you know, just being the wimpy girl that I am probably.

Al

Okay, but alright, so guy to my right, guy to my left here. We’ve all kind of faced that right? Where you know, you’re like, shit, I’m not prepared. And you know, D does it the D way.

Clint

Fake it till you make it.

Al

Well, okay. That was the Nan’s version of you. Right. That’s Nan’s version of of you, John.

John

I just don’t get started. We’ll talk more about that next week.

Al

Oh, okay. Yeah, I mean, so inherently.She brought the S attitude to how do I get this done? Right. And, and so no matter what personality you are, it is the same game.

Nannette

Acclimate, acclimate, acclimate. I just I think that all the time, when you’re in an office, and you, someone’s giving you some major push back, push back. Thank you, Dr. Daniel, you just go. All right. So what I’m going to do now, and that’s what you have got to do, you will succeed if you persevere.

Clint

How many? How many S’s have you ever sold to? And I don’t mean like, what percentage, are they 1%?

Nannette

How many S’s do ya’ll know, I would like to know all of you. I just don’t there’s not a lot of S’s.

John

That’s not true.

Al

There’s a lot of S’s.

It’s more than you think.

John

S is the most popular.

Clint

It is.

Nannette

Is it, okay. I’m an idiot.

Clint

Not in this business. Yeah, don’t get me wrong. It’s not sales, in life. Most people are S’s.

John

But the interesting thing is that they’re also the best chameleons, right? Because they’re so concerned about blowing up a relationship or making someone mad, that’s life.

Clint

You don’t know that they’re there. Because they’re asking you, they’re talking about you. They want to know about you. So you end up doing all the talking, you do all the puking of what you’re talking about. So you don’t you don’t even think to talk about them.

Al

D, that’s a perfect day statement. Right? Yeah, I don’t recognize S’s, that would be a D, right. Whereas in where I sit, but but in all honesty, where I sit, you walk in and you do see the S.

Nannette

Hi Clint, I love you.

Clint

I love you too.

Al

And so Nan’s, you know, sitting there as an S. So talk about when you go to a difficult situation. How do you how do you get around? How do you man up? I mean, what’s your ballsiest move as an S?

Nannette

Yeah, ya’ll are gonna laugh but, I don’t know if I can even want to say ballsy, but…

Al

You just did.

Clint

Get over it.

Nannette

The ballsiest thing I’ve ever done…

Al

Say ballsy one more time.

John

Okay, let’s stay on task.

Nannette

Isn’t he just the weirdest man in America?

So Clint has an S. Daniel has a W. We all know why now that I said that. Okay, so, um, anyway, what was the question?

John

How do you how do you plant your feet? How do you how do you build next steps? How do you set expectations? How do you do these things that are so important as a salesperson?

Nannette

I always see people the way I want them to be. So it’s super easy. I just go. I just thinking, I forgot what you were saying a little a few minutes ago just about Oh, no, we can’t bring that up. Okay. So just sometimes you just have to sit back and say nothing. And at that point, something is created. Because when you, I don’t like the word shut up, just when you’re quiet, people identify, and then you can just you’ve learned so much. So the worst thing you can do I am, you know, poor Al’s heard this a hundred times, but here, I’m going to say it, you are a master of your unspoken word. So don’t talk. You are a slave. And you know, like, here we are in a podcast, but you are a slave. When you talk, you better backup those words. You better know what you’re saying. And so when I’m working with someone that’s difficult, I just, I stop talking. Just be quiet. I promise you there’s such leverage in listening and being quiet.

Clint

Well, that’s that’s probably most of our biggest weakness is that we don’t do that. That is mine. Right. So when I’m faced with confrontation, I want to overtalk, I want to overstate.

Nannette

I mean, it hasn’t hurt you. I mean,

Clint

Well, yeah, that’s not true. My biggest losses have…

Nannette

I knew it wasn’t, I was just trying to get you to say that.

Al

Shit, that’s a bitch slap from an S, bro.

That’s great. That’s greatness.

Clint

The salesman got sold.

No, I will say that, you know, that’s always been my biggest weakness is that when somebody challenges me, and I’m faced with the competition, a lot of times, I’ll try to overstep what they’re saying or, or kill them with a lot more information, John, that’s probably your style. Doc, kill them with kindness, you know, like, give them all that uh…

Al

I always go for, I go for the confusion. Yeah, it’s like, I’m having a hard time understanding this, please explain and they’re like, what do you don’t understand? I’m like, nothing. I’m dumb as shit.

Clint

I think I think one of your biggest strong, strong points, Nan, that I know you, I know you to a pretty good degree. And all the S’s that I know, what’s great about you guys is you’ll interrupt that common business talk, that tick. And you’ll kind of just break that up with with sincerity, with kindness. You’ll do that that’s and that’s your, we always talked about your biggest strength is also your biggest weakness. We’ll get into that weakness side of a bit more but but for your strength right now is that you can break a very dominant, very to the point conversation of with kindness and sincerity and kind of bring us back to that level.

Nannette

Was there a question there?

Clint

I mean, I wasn’t asking questions. I’m stating facts, baby.

John

Okay. So now, right. You’ve been in this role for 10 years, he said, you know, you’ve been successful. What do you think separates you from the other people that tried to make the leap from pharmaceutical sales to hardware sales and have not been successful? Is it just that drive of not giving up?

Nannette

Oh, for sure. But when I for sure think that I just you just persistence across the board for everybody if you’re a D, an I, an S, a C? I mean, does anyone on this panel disagree with persistence is what makes everyone work?

Al

Well, I can add to that. Nan’s not afraid to get out of her comfort zone. Right. We she was very familiar with the, like a frontline clinic and, you know, four walls and treatment rooms. And from there, we need the training she received, you know, she had to go into hospitals. She had to deal with administration, she now deals with a lot. Yeah, the hole in the barrage is twice as big with, you know, materials not liking you, which is the guys who you have to turn your slips into. Then, you know, scrubbing in or walking into a OR, what to touch, what not to touch and just those kind of protocols can be a little intimidating.

Nannette

Two things, I’m interrupting. But I want everyone to make sure they remember this. All progress is in an uncomfortable zone. It is not when you’re comfortable. When you’re comfortable, you’re just going to sit back and just flounder. I mean, it’s just not going to happen. You have to be uncomfortable.

Clint

So to that point, when you’re uncomfortable dealing with the so across the spectrum to a guy like myself, which I would expect it’s it’s a lot of your sales are to a D and to an I…

Nannette

D’s mainly.

Al

D’s and S’s, D’s and S’s.

Clint

Wow, okay.

Nannette

No, D’s and C’s.

Al

But I think with the compassion for healthcare, you do get an S in there.

Clint

Yeah, so, so when you’re dealing with, with a high corner D, what, what’s your what’s your tact? What do you what do you go in there expecting? What do you think?

Nannette

Well, I go back to what I said, initially that I eat, I can think of my most favorite neurosurgeon. He is the coolest guy. And he’s beyond smart. He’s just super savvy, and you just go in and he has earned respect. He gets respect. But he also gets kindness. And I, you know, I don’t, I don’t, I don’t carry him around on a little silver platter. But I’m like, you know, you. I…

Al

Can I ask you a question? Yes, sir. Do you think that when you talk to the doctors that you speak to that, that they feel comfortable in being able to just talk to you? I think they’re, I mean, do you tell now, do you think their guards sort of comes down just a little?

Nannette

One time one of my telling this and not in I’m not being humble? I’m going to tell you this, but there’s a reason I’m going to tell you this. But one time, I had a doctor that was very sought after to be called on. And he wrote on his business card, anytime. Any day, you know, like the whole, it was just like, really cool.

Al

Which is the golden pass, no matter what from the front desk.

Nannette

She doesn’t have to check in.

Al

The bitch at the front desk. No offense, you girls, I know. That’s what you’re paid to do. It’s like the free. It’s like the Willy Wonka Chocolate Factory, I get to go, boom.

Nannette

Well, I mean, at that point, I didn’t even have to do that. But I had it. And I kept it because I remember thinking, I knew what got me there. I knew why I got that golden ticket. It wasn’t anything. It wasn’t, wasn’t what I sold. It wasn’t what I did. It’s what I didn’t do. I didn’t be obnoxious. Good lord. It’s amazing to me. And sometimes I’ll just go oh my gosh, like people can be so obnoxious and just overbearing, and they can’t, you know, do not go into an office thinking only about yourself, because if you’re all you’re thinking about is, I have to make this sale, I have to make the sale, you’re not going to make that sale. Like make it not about you or your product or just go in there go you know, like just be truthful, and be kind and be respectful. It’s just so easy. It’s just it. It literally blows my mind. What I have heard people, you know, sales reps, some of the comments just like…

John

One of the sorry, did you have more?

Nannette

I rambled, go ahead.

Al

So I just want to interject, I have no golden tickets. So

John

I worked with Nan, right? And we did sales calls together. And one of the things that I think is really interesting is your ability to build rapport with that front office staff, right. You know, and to Al’s point of a moment ago, gatekeepers are there. They’re going to be part that you’re part of being a salesperson, right? And you are going to treat those people however you treat them. And Nan is amazing at making them part of the conversation, making them feel like they have value. And most of the salespeople, they’re just trying to swim past them. Like they use gimmicks and tactics and bullshit.

Al

Well Nan’s natural tendency is to not overlook anybody, you go into a room…

Nannette

Exactly. That’s the whole point.

Al

She’s gonna see everybody. Clint’s gonna see nobody and you and I are gonna see a few people.

Clint

Well I see the target.

Al

There’s the kill go.

Nannette

What is so sad is but I don’t I don’t even want to say this. But you’re successful. So there’s validity in what you do also but…

Clint

That’s the whole point of this.

Nannette

Exactly.

John

You don’t have to be a D to be successful in a sales role, like…

Clint

You don’t have to be an I. It’d be more correct to say you don’t have to be in I to be successful.

John

That’s true, right? Because everyone who is like Al has got some family member who’s like, Oh, you like to talk to people, you should be in sales. And that’s…

Clint

So the craziest thing to me is that, Nan, you’re you are successful in what you do. And I’ve watched you navigate some conversations, even with myself. And you, you’ve gotten stuff out and…

Al

She just owned you, bitch.

I wrote it down was not being forgotten.

Clint

All I can say is great job. You broke through the wall.

John

She’s so disarming,

Clint

But yeah, and she is and the and the crazy part about that is that you are probably the your personality type is the least of salespeople. An S is not typically a go getter salesperson. So it’s interesting to me that you’re out there every day in the in the same grind that I’m in, the same rock the, same grind that Al’s in and John and and you’re killing it just the same, with a completely different tact. Right. So So I’m curious out there, you know, for for S’s out there, how, what do you doing? And what’s your daily grind? How are you? Are you killing them with kindness, right, kill them with facts? What’s going on.

Nannette

So S/C I always say is facts. A D is always just aggressive and just not putting up. And I just was on with their phone. But I think an S, before I make this statement, I think you give you can bring in a dynamic, you know, identify that’s what I think the purpose of this podcast, I think it’s so important that you know, all of it. So I love it. But okay, so an S is just when y’all were talking about the gatekeeper, the girl at the receptionist, or whatever. I literally don’t look at them. I don’t I don’t discount them. I don’t just want to woo them and try to fake, be fake with them.

Al

She’s pointing at me.

Clint

Yeah, she did.

Nannette

Or be analytical about the whole like…

I think it’s really important to you know, I, oh, this is probably bad. But I think it’s so important. If everybody in the world would look at so think of your child, if you have a child. If you look at Think of your child, each time. Maybe you give your child each time that that’s somebody’s child. And they’re just another person and they have issues too. My favorite story right now in my life is the Black Hawk Down and I don’t I can’t give it but just the, you know, the the captain going get in the plane or get in the truck or whatever he tells them and the guys laying there and he goes, Captain, I’ve been shot. And the captain is like, we’ve all been shot, like given the freakin truck, you know. And I’m like, That is so true about life like this person that is sitting there I can that right now in my head. I’m thinking of one of our surgeons, scheduler, surgery schedulers. And she has like so much crap going on. And, you know, if you only see her as this person that you’re just like, really do, I asked you to, you know, whatever we asked her to do? Well, I mean, she has crap going down to, so just like the rest of us, just see people who they really, everyone’s dealing, everyone’s been shot. Basically, that’s all I’m gonna say.

Al

But let me ask you this, you set your alarm as early as we ever said ours, and you stay as late as we all stay, correct?

Nannette

Hundred percent. If you don’t do that, you’re you will fail. If you don’t work, success is only through work.

Al

So where I’m going with that is, the S has the same process we have, got to get up early. So what get up early, gotta stay late. So what stay late,

Nannette

It’s called proven method.

Al

Just there you go, guys, listen to what she said. Take your personality, and then just go through the process. I keep I keep, I’m probably gonna wear that word out.

Nannette

Someone that I mentioned…

John

I didn’t mean to pile on you about that word, because the other guy who loves process is this guy.

Clint

We’ll attack that side of the table.

John

That you brought up a solid point a moment ago. And we talked about this on the very first episode, this is not meant to be used as like a black or white assessment, right? It’s not, if you’re using DISC as the measure of if you’re going to hire someone as a sales role or not, you’re doing it wrong. Because it’s not for that. It’s meant to showcase this is where you’re going to kill it, you’re gonna have lots of empathy, you’re going to have amazing conversations, you’re gonna treat everybody like a guest.

Nannette

Don’t be one way.

John

Now, here’s where you’re going to struggle, right, you’re going to struggle with, you know, kicking down doors, you know, being task driven, moving conversations forward, you know, stepping into what can be kind of conflict driven conversations. But as long as you have processes and accountability, and all the things that we know are important about being successful. It doesn’t matter where you are on this thing, right? And honestly, I think that if you are an S, and you’ve got good accountability, and you’ve got good process, and you’ve got people out there like watching out for you, arguably you’re probably going to be having more success than than me.

And maybe the I.

Clint

Not the D.

Al

Well, okay, And then, so they see Clint looking for a fight. They don’t want to fight, Nan, they don’t give a shit about me. And they don’t understand you. Right?

John

I’m the nerd, right?

Al

They’re like, okay, that guy’s the Yeah. So your audience is going to perceive you the way you approach them, which is okay, right? If they say, Well, I see this D coming? Well, okay, how are you going to hide, you’re not going to tell a lie. So you’re going to deal with them from that standpoint, and they’re going to try to dodge and they’re going to behave differently. So this is what this is about. Yeah, you know, as you go to your audience, go with some recognition of who you are, and then recognize who you’re talking to.

Nannette

Whether you’re comical like the I, demanding like the D, just analytical like the C, then. Or, I don’t know what my title is. But anyway, I think if you don’t, if your client doesn’t trust you, if there is not confidence, you will fail. You better have confidence, you better create confidence. And the only way you create confidence is you, you state something and you do it, you know, don’t, don’t go in there acting like you’re all anything because you’re you’re, see each other as across the board, we’re equal. We’re trying to create something that’s productive. And you’re, you’re the neurosurgeon, you’re amazing. I’m just, well, I don’t think that I’m not just the salesperson.

Al

I’m the girl that will sell you a million dollars worth of stuff.

Nannette

I can make your situation better, because you’re so busy doing whatever you’re doing. And I’m working here to help you in your practice. And they go, Oh, my gosh, you’re going to you’re going to do that. And I can trust and I create trust, create trust, guys. That’s all it takes. I really believe that.

John

That’s an amazing takeaway.

Clint

That’s probably the easiest thing for you to do is is to create for us where I think us three have to, us three boys here have to work a little harder at it. I do know a few sales people that are our high S’s. You’re one of them. I don’t know, maybe two, two or three others. Their their biggest weakness in my book is the fact that they, and I don’t mean it negatively. Because we’re talking about it right now, is that when faced with confrontation, it’s easy to sidestep, it’s easy to not face it. How do you deal with that personally, because I think there’s going to be a lot of people listening to you focus in on what you are and and see that in themselves. And in the day to day grind. It’s a lot of conflict. How do you push through that as an S?

Nannette

Well I think you have to really master your emotion you cannot emotions. Okay, so like when people go, I just don’t really know news about this. Well…

John

You don’t get nervous anymore?

Nannette

Oh, no, I would literally cannot think In fact, it’s another thing that’s really important is habit. So now, I am creating a habit and the habit has taught me that I kind of enjoy a confrontation a little more. I don’t I don’t enjoy maybe but I think every…

Al

Beat the shit out of Clint for me please.

Nannette

I think it’s really important to be the, hate to always keep saying master, but I think it’s really important to master your emotions and you know, just, you know, first of all quit saying you know, like, like, hear yourself. I think that’s really good that I just did that. But mastering your emotion like and like my like a valley girl, the only been known valley girl in valley girl is…

Clint

It’s every girl on Snapchat

Nannette

So it’s you can just not work off of your emotion and work off of your plan. Create a plan. Who here doesn’t have a plan and…

John

You’re speaking my language right now and it is amazing.

Nannette

It is so huge to have a plan. Because if you don’t have a plan, you know, you think of fly fishing, which I got to fly fish. Anyway, so cool in Colorado, but anyway, and you know, I love it, because that’s the best analogy. You know, you put this little fly and not an actual flies like everyone knows what fly fishing but you put it on this.

Clint

Cuz we wouldn’t want to hurt that.

Nannette

Okay, but anyway, you put it on then you throw it out. Are you looking at the fly? Are you looking at the rod? Are you looking at the reel? What are you looking at? Where you want to drop that fly in the water to catch the perfect rainbow trout in Colorado? So same thing. Don’t be just like, I’m really feeling depressed today? Well, who gives a crap? Like, think about how you’re not going to be feeling depressed today? Because you’re going to go do your job and you’re going to go make some money and then it’s going to be fantastic. Instead of thinking I’m not really happy today. Girls, especially and I’ll get slapped probably for this but females are the worst about just I’m not happy and this is not happening. Well, girls, I’m glad you slept here Good. big girl panties and go out there and do it like, man. It is so I do think it’s really bad when you get wrapped up in your emotion so much.

Al

But, but in all truth and telling, there are a bunch of whiny bitch guys.

Nannette

I’s are the most emotional.

Clint

So shot across the bow.

John

Okay, so anyone who knows you…

Al

How many episodes do we have? Four?

John

So anyone who knows you knows you have a family, right?

Yeah, yeah, you’ve got three kids.

Nannette

Amazing. Amazing children!

John

Where do you peg them on DISC? Your kids, just out of curiosity.

Nannette

My daughter’s the combination of the four. I’m not kidding.

Clint

She’s in a mental asylum.

Nannette

She’s a wild woman. I love her so much. She’s just an amazing chick. Al, can you help me with Tyler?

Tyler, D? Tyler Okay, so, my oldest son…

Al

He worked for me, so yeah, D.

Nannette

Okay, so that’s interesting. So okay, so he’s a D, but he’s so coddling to me? Like he just like you’re the mom mom. Man, Keegan my youngest is an S. Oh, yeah, he’s a tender heart. Oh, god. He’s the sweetest man.

John

They worked for Al and they’re still in the industry. Yeah.

Al

So um, so yeah, they spring boarded and from where we where we work now and and do quite well. And so yeah, D and an S.

John

But you can’t hang out with Nan for longer than an hour and not hear about her family. Right. She’s so, she’s so relationship driven, which is, once again, that S is showing up. Right?

Al

So which is going to be very cool when we have a big block party and everybody comes out mean when we throw down like in a street way.

Nannette

Maybe a grandmother someday and my name is gonna be the lovey.

John

So we’re gonna start wrapping up. So let’s talk about some actionable items that people can take off the field. So for other S’s just in sales, one piece of advice.

Nannette

It might not make sense. Just go do it. Do not live off of emotion. Go help somebody. You will succeed. I said it earlier, you will succeed if you help someone else.

Al

Okay, let me add to this. Nan is talking about her strongest emotion. Right? And use it as leverage to go through the process.

John

But what’s crazy is like you are calling that leverage. That’s not even leverage to her. It’s just like how her authentic self works.

Al

That’s what pushes her to help somebody else. See that smile? Whenever? Yeah, that is her, I’ve seen it. Yeah, she’s the best. Alright, so that is so that is amazing.

Nannette

That’s the reason I’m doing this podcast is because these guys are jokers. And they’re so cute.

Al

Oh trash talking now?

John

So, for other people in the medical device realm or medical sales, right? What’s one piece of advice that they need? That might be different?

Nannette

Just don’t think you’re bigger than your then you are awesome. nicely. Don’t think you’re bigger than you are. Be respectful. Dr. Daniel taught me that. Like, when you go into the OR, and you’re like you thinking, Oh, my gosh, I’m a big freakin deal. They’re letting you in there. Follow the rules.

Al

You can definitely get kicked out.

Nannette

And don’t touch anything. So basically follow the rules. Be there before you know something else. He always says, Be there before the surgeon, be there before the circulator, basically be there. Don’t think you’re so, so special. And I don’t think S’s have that problem. I literally don’t. But I think that’s the failure of life is across the board is when all you think about is yourself and you think you’re so special. You are going to be screwed. I promise you, across the board, all of us.

Al

So I’ll add to this I don’t think S’s get drunk on their own Kool Aid. Right?

John

So does that mean, if I’m hearing you correctly, that that all of us are humble?

Al

But well, I don’t think that they take their success as seriously as made they don’t do as many endzone dances maybe. Or they tend to quell their their their success and put it in probably the best box of all three of us.

Clint

Well, S’s are no doubtedly, the people that are out for other people. Yeah. Right. So, Nan everything you do, and correct me if I’m wrong. But everything you do, and your sales and your day to day and even in your own life is is not necessarily for you. That’s that’s an important to keep you as a whole, but it’s to project goodness upon other people. So even when you sell a piece of medical equipment, you you know that that’s going to help somebody. Whereas I don’t view it that way. But as an S, that’s what you think is that, hey, as I sell this piece of equipment going in somebody’s body to help somebody out so that they can be better down the road physically. Am I wrong about that?

Nannette

No, no, no. So I one of the things that I sell, I won’t go into that, but I get to go to patients homes and see them and talk to them and have a relationship with them. Oh my gosh, that that is in the most wonderful thing because relating with people is really amazing. And that’s what makes me successful is relating with people and parenthetical you know, like, to the negative part. It also makes you successful. So awesome.

John

I’ve seen you in patients homes, right, you know, following up with them, you know, seeing in your genuine level of care about Are you feeling better, right? How are things going? And for me in that room, I could not really give a shit less, I mean like, let’s get this thing on there and…

Al

Did I hear you say you wanted them to die?

John

No, it’s not that I want them to die. It’s just that I want to move on to the next thing.

Al

Dr. Kevorkian over there.

Nannette

These guys are great guys, ya’ll. I would not be doing this. They really are. All three of these guys are sweet men.

Clint

It doesn’t have anything to do with us not…

Al

Watch YouTube guys, these guys show up at your door…

John

It’s gonna be a long night.

Al

I hope everything’s in order, because you’re going six feet under.

Clint

Because we’re if you’re talking, what you’re talking about is going through a post sale process and making sure that everything works out. There’s a different motivator for you then there is for me and john and Doc, you actually give a shit about how they feel and how they’re doing. I care about what whether my product’s working or not. It’s two totally different processes.

Al

Similar, you just focus on a different portion of the outcome.

Clint

I still care about the the outcome of what happened and they benefit along the ride benefit along the ride, but it’s happenstance, right, exactly.

Where it says you don’t care about the product you care about the person. You’re looking at with these puppy dog eyes like you don’t get what I’m fucking talking about.

Nannette

No, what I’m thinking now is? Okay, so that one little sentence say it one more time, you don’t care about?

Clint

I don’t know.

Nannette

So you said you don’t care about…

Clint

I don’t care about

I do I care about the outcome always, of what the product did. I don’t care about how anybody feels about it. I care about that my product that I’m sold is performing. Do you care about how the people are doing and feeling?

Nannette

If you’re a D and you completely concur with Clint? And he’s a very sweet man.

John

Call him right now. Phones are lighting up.

Clint

555-5555?

Nannette

I would say big picture. So Doc, what do you always say? He always think with the end in mind. And so I don’t think that’s true about you. I think you think that but I think your heart is bigger. Because if you don’t think with the end in mind, there’s always an end.

Clint

But what we’re talking about is pretty. We’re talking about personality traits, so naturally, I’m inclined that way. That’s not i’m not saying that’s the cold hard truth. I’m not a evil person. Now. I feel like a battle that every day, you know, so I truly do care. But that’s through a lot of self recognition. There’s a lot of things. We’re talking about these corner personalities that are very strong suited to one thing and naturally slide that way. You naturally slide to care about people, I would naturally slide to care about the product.

Nannette

Okay, so this is very good, because we’re close to the end. I think this is a good point that you said that because that shows how one, an S I felt like we really like, an S. Let’s talk about a negative and an S real quick. And then I hope the takeaway would be that you need to acclimate to everything you need to figure out all of the DISC because it’s relevant to every aspect of our lives. So Mr. Hill, could you?

John

I have one more question for you.

Nannette

Little hill?

John

Small mountain.

So on the first episodes, we talked about..

Nannette

Had way too much water, so sorry,

John

Nan, is super hydrated. So in the first episode we talked about one of the hardest things to do is to sell to your own personality type, right? It’s really hard to sell to a D if you’re D, I to an I. Curious, for you as an S selling to other S’s? Where do you get bogged down? How do you keep it on track? Like Like, what’s something that other S’s that are listening to this can take away and start implementing into their conversations.

Nannette

So then my brain goes to with the weakness of an S. The weakness of an S is just, just being a little too. You know? A long time ago, people used to go, you’re a foofoo bunny, which I know that sounds silly, but it was just like, everything was rainbow and sunshine. Well, that’s not true about anybody. Nobody’s rainbow and sunshine all the time. And so when you’re trying to be positive, and I struggle with my best friend on this, that sometimes when you are just you don’t want to say anything negative because you’re like, you know, in your brain, you’re always like negative makes negative, positive makes positive. Well, that’s, that’s great. But there are negatives in the world. So there’s negatives to selling, there’s negatives about the situation, you know, you have to identify that. So if you are an S, you still need to discuss some not great things going on. Because and that brings a positive, I think because that’s the reason you’re there. You know, you’re helping someone.

John

Clint is shaking his head over there.

Clint

I mean, I don’t disagree. That’s just crazy to me to think about, that was fantastic. I wish I knew that.

Al

Seriously, could you walk a day in her shoes?

Clint

I couldn’t walk three inches. I would trip over my own feet in 30 seconds. Okay. But what you’re saying is it’s fun. It’s fantastic stuff. I I’m taking away stuff as a D, I’m taking away these things that I wish I did a little bit more of. I absolutely next time will think about stuff like that. We’re it’s man, we’re having fun, we’re having a good time. But there’s some business stuff that we got to get to. And it’s not it’s not sunshine and rainbows. It’s ugly. But the way I present that ugly, right? The way I present the ugly versus how you as an S present the ugly are two totally different things. And I think you do it in a really good way to present and say hey, you kind of kind of soften it right?

Al

You’re probably not gonna like this.

Clint

Where as I’m like, hey douche bag. We got some shit to talk about.

Al

Now work with me, Clint. You’re probably not gonna like this.

Clint

You’re probably not gonna like this.

Can I do with a British accent?

John

No, we don’t have time for you to figure that out.

Alright, everybody, so we’re going to wrap up.

Clint

Thanks, Nan.

John

Yes, Nan. Awesome. I know you don’t like this much attention on you normally. So it’s super great to take that dive.

Al

Well done.

Nannette

Just really treat people the way you need to be treated. So simple.

John

Leave us a review. Right. That’s how we get better. We’re going to read every one of them. So go leave us review on iTunes on YouTube. Wherever you’re taking into pod casts. Follow us on social media. Everything is at sales throwdown. Instagram, Twitter, Facebook, follow us. Stay up with us. That’s how we all keep getting better. Next week. love to hear from you. Absolutely. Next week, we’re talking about C’s. I’ll be bringing my slide rule, my protractor.

Al

Same bat time, same bat channel.

John

Seven spreadsheets.

Clint

So it’ll be it’ll be pretty quick because you only talk in one word answers back. So true. Be 10, 5, 10 minutes. Somewhere in there.

John

Maybe? Hopefully cool. Alright everybody. Have a great day. Bye.