Podcast Interview - "Know Thy Product" with Jacob Galea, Nini Tolson & Daniel Tolson

Podcast Interview – “Know Thy Product” with Jacob Galea, Nini Tolson & Daniel Tolson

Jacob Galea is a bestselling author, global speaker, success coach, business mentor, and the founder of #GCorp Advisory. He has trained more than 10,000 executives across 10 countries and has closed more than $504 million of client deals.

Today, he is going to show you how to improve your product knowledge so you can double and triple your sales results.

Learn more about Jacob Galea: www.jacobgalea.com

Learn More about Daniel Tolson & Nini Tolson: www.winsalesnow.com/wsn

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Podcast Transcript


Daniel Tolson (00:01):

Ladies and gentlemen, good morning, good afternoon, and good evening. Our guest today is a bestselling author, global speaker success coach, business mentor, and the founder of GCorp Advisory. He has trained more than 10,000 executives across 10 countries and his claws more than $504 million of client deals. And today, he’s going to show you how to improve your product knowledge so you can double and triple your sales. Ladies and gentlemen, please help me welcome to the Win Sales Now Podcast, Jacob Galea.

Jacob Galea (00:35):

Thanks guys. Thank you. Great to be here.

Daniel Tolson (00:39):

Now before we begin, please show me the watch and I know you’re wearing that to tease me because it’s on my wishlist.

Jacob Galea (00:47):

Okay, yeah. I’ll just give you a quick glimpse show you, there you go. Bye.

Daniel Tolson (00:50):

Okay, there we go. Now you’re, you’ve been a busy man over the years. You have a black belt in martial arts. You’ve represented Australia at the highest level. What are some of your sporting highlights and how have they got you from off the factory floor to where you’re advising some of the most powerful CEOs and executives around the world?

Jacob Galea (01:11):

Yeah, look first of all, thanks for having me guys and it’s great to be here with you guys. I think for me, you know, the biggest highlights of my martial arts career w was, was winning against the odds, winning against, you know, in tournament against you know, I’m not the tallest guy in the world. I’m multi so you know, a bit short, but you know, competing against really tall guys and really big guys and, and winning against all odds where people can say, you know, you’re never going to beat that person. You never got a shot. And using mindset, power and discipline and consistency to take down bigger opponents. It’s for me, I love the David and Goliath story because that’s what I’m all about as well. There’s not a thing I can’t achieve.

Daniel Tolson (01:53):


Jacob Galea (01:59):

I think for me the most important thing is the power of discipline and never giving up and what martial arts has really taught me, guys, I’ve got the power of absolutely never, never giving up.

Daniel Tolson (02:11):

I like what you say. There’s, we believe there’s four D’s to success. The first one is desire. And you have to want this thing really bad and I believe that you’ve gotta be able to bleed for it. If you can blame for that thing that you want, then nothing will stop you. The second thing is you’ve got to make a decision. And I believe most people don’t make decisions. They get stuck in the comfort zone. They’ve got the door open, they got foot, one foot in, one foot out at the determination. They don’t see things through the end, but they don’t have the discipline to do what’s hard. And Les Brown says, if you do what is easy, life will be hard. But if you do what is hard, then life will be easy. And there’s a lot of discipline in success. W what was the discipline that you learned in martial arts and how does it to business if you could break that down for our friends?

Jacob Galea (03:02):

Yeah. I think if you look at, if you look at business in general, to me there’s no difference between martial arts and business. Martial arts is a combative sport about, you know, to never give up and keep going. And the discipline is around keep going no matter what, whether it’s, you know, you’ve got a broken rib or a broken nose or a broken toe or fingers that we always got. Just keep going. Now, you know, one of the things I mentor entrepreneurs and business people about is exactly that. Like some of these young entrepreneurs today are really soft. You know, they get a little ding on their career, a little ding, you know, scratch on them in business and they’re willing to give up and Chuck it all away and go find something else. And you know, Daniel, what martial arts really, really teaches you is no matter what, don’t you dare give up and don’t you dare.

Jacob Galea (03:57):

I get off that pathway to abundance because you know, success is a long game and martial arts is a long game. And if you want to be successful, one of the key things to do, anyone listen to this, you know, amazing podcast that you guys deliver is this. You know, if you always do what you’ve always done, you’ll always get what you’ve always got. So the thing is that you, you know, you can’t keep doing the same things and expect a different result. So martial arts teaches you gotta be adaptive. You’ve gotta be agile. You’ve got to be, you know, you gotta be warrior, you gotta be meditative, you’ve gotta be Zen. And then you also have to have this amazing self-drive about you that because why I love martial arts oversight football for example, is it’s not a team sport. It’s you versus you.

Jacob Galea (04:40):

You know, if I lose, I lost. I’m not that someone didn’t pass me the ball or couldn’t school. So it’s a daily discipline of being a better version of you. So it’s all about breaking barriers and it’s all about pushing through and businesses exactly the same. You know, there’s days where you don’t make money. There’s days where people reject you. There’s days where times are tough, but you just have to keep going and you can not give up. And I think there’s a massive lesson for people in business today to go back to basics on what it takes to be successful and discipline and courage and being bold. And having some, some way about it needs to come back into play.

Daniel Tolson (05:21):

W w w we talk about this in Taiwan and in Taiwan at the moment, these men particularly who are in their forties, early forties, they, they called distraught regeneration because for the past 40 years, they’ve, they haven’t gone without anything. They haven’t seen a tough time. The parents have done the hard yards, the parents have given them the stat and they get touched just like a strawberry and they bruise. The suicide rate is huge because they get their first obstacle and they eject. That’s it. They’re out and they’ve gone soft. And, and I like what you’re saying, that you usually can’t go soft. Bad things are going to happen. But you’ve got to learn to deal with it.

Jacob Galea (06:03):

And, and you know, Daniel, not only a bad thing’s going to happen, but as a business person, whether you work for yourself or someone else, you almost have to expect it. Because I’ve got a quote that I use that people reference a lot around me, which is the days that break you other days that make you, so you’ve got to think about how diamonds are real. Diamonds are built under pressure. So when I’m having a bad day, when something’s not going my way, I don’t whinge and cry and be that strawberry bruise that you talk about. I just look up and say, the universe really is that all you’ve got is that as hard as you can hit, it’s going to take a lot more than that to stop me and to stop my journey. So if you’re going to hit me a better hit me a lot harder.

Jacob Galea (06:39):

And that builds a really strong warrior ethos and DNA around me that no matter what comes my way and massive things have come my way in my life and still do. But I, I just look up and so really that’s all you’ve got. And that’s why I love the warrior sports and the combat sports that teach you, no matter, you know, if you, if you’re laying on the canvas to somebody here too. If you could look up, you can get up and let me tell you, if you could look up and that goes looking at you, you better get up and you better give you twice as hard as what you, what he gave you and businesses exactly the same. You know, if that, if the world hits me really hard today or something happens like the GFC or something happens like this, everyone’s talking about the coronavirus don’t be as you say, then you’re Bruce strawberry.

Jacob Galea (07:21):

Just look up and say, really, what’s the opportunity in the coronavirus to make money? What’s the opportunity in the GFC to make money? I made more money in the GFC than any time in my business because sun Tzu Wright wrote in his book the art of war. We’re in chaos and confusion lays opportunity. So for me it’s like stop being a puppet like everybody else. It’s walking the streets and think, Oh no, we have this issue. Embrace this issue and say, what is the lesson in this issue and how can it help me be a better person?

Daniel Tolson (07:52):

I love it. How powerful it is is powerful. Like, I feel like, yup. Yup. Don’t be a strawberry. Yep. You’ve gotta be, you gotta be a warrior. It comes from a young age. Talking about mindset. My daughter her name’s Dan EGA and this name comes from the warrior princess who shot the sons out of the sky too hot on this planet. And she has that worry mindset and I look at her. So when she runs and plays and she falls down, I don’t Monte model Kali her, I don’t wrap her up in cotton wool. If she falls down, I’ll ask her what are you going to do? Yup, absolutely she will. And she will get back up and if she cries I’ll let her cry. But most of the time she doesn’t. She looks at me for that response. Like what should I be doing? My response is keep moving forward, take another step. Absolutely love it. Good opportunity, great train. So you also talk about no yield product and having to know your product inside out. So where do execute if for and what the image

Jacob Galea (08:56):

Is doing to their reputation and the income. Yeah. Look, you know, guys are more and more. I do sales, coaching and mentoring around the world. The more I realize that people just don’t know how to sell anymore. People are really good on devices. So you know, whether it’s their iPhones or their laptops, but when it comes to talking to people one on one and selling a product, they’re only doing the top of the iceberg stuff. They’re not going deep underneath and talking about the benefits and the unique selling proposition of, and they’re only just skimming the surface. So what I’ve found that, especially in the last two years, that there’s no real good industry experts out there that really know their product inside out, upside down and round and round. And I’ve been able to stump all of them in boardrooms over and over again actually with ease.

Jacob Galea (09:42):

So for example, you know, I’m working with a company at the moment and they’ve got some properties, sales reps selling some apartments in Brisbane off the floor, off the plan, and they’ve got some people coming in now. It’s a beautiful, beautiful product. It’s high end gear. But when a consumer comes through and says to the, the sales rep, tell me about the apartment. They’re pretty good, right? So they’ll say three bedrooms, two bathrooms, whatever. As soon as I say, where’s the local hospital? Where’s the local schools? Where’s what? What bus stop number? Do I need? What’s that? The person just falls over every time. So what I’m finding is that people today are just doing what they have to do to get by. They’re not being like, I call it a craftsmen like it in the old days when [inaudible] or you know, a great Italian tailor made a suit or a an Italian guy made shoes where every bit of stitching and every bit of detail was absolute King.

Jacob Galea (10:34):

That people that there’s no more craftsmen out there today. There’s just general, I call them transactional salespeople. And let me tell you guys like anyone watching this that thinks all year, but I’m not in silos. This is not irrelevant. This is not relevant for me. Let me say this to you yourself right now are a brand. Even if you’re not selling a product, you are a product. And unless you get savvy on how to saw you in today’s disruptive market, you will die. So the thing is, if you don’t want to get left behind, it’s not just about selling. You know, Daniel’s beautiful Tyler Daniel’s beautiful tie clip you, you’re selling yourself every day and a lot of people don’t even know when, you know, when we, when I was studying Daniel and I was, I was in the CEO groups in Sydney and we did things like, show me your 32nd elevator pitch. Do you know even today most people come pitch me their business or their ideas in 30 seconds and they stumble, let alone talking and pitching to a board for two hours. So I call this generation the last generation and I feel sorry for them because they’ve got all the tools, they’ve got all the technology, but they just don’t have that cross when mindset.

Jacob Galea (11:43):

I just pulled out this card because it’s so important. There you go. When you look at things like the terror, you know this card here, number eight of Pentacles, they’d been talking about

Daniel Tolson (11:54):

Craftsmanship for thousands of years. What happens is with the comfort zone, people don’t want to leave the comfort zone. It’s like the death. It’s like the death postcode. Most people live and die within 25 miles of where they are born. Absolutely. Perfecting your craft you do it is a journey. You have to perfect it. You have to perfect it at many different levels. You have to perfect it in many different markets and organizations. You’ve got to perfect it with different customer styles and taught and buyer attitudes, but a lot of people don’t actually turn their career into a craft and if you go to martial arts, you just can’t go out and fight, you know, or majority of time, 98% of your time is spent in training preparation for your 60 seconds. And then I don’t understand that. Why do you know if you look at the sporting arena, like you said, 80% of a team or an individual in sport they like, if you look at a soccer team, I did some work with elite gym.

Daniel Tolson (12:52):

The wonder is in a 12 week preseason I got hired by Tony Popovich to be their mind coach and work with them. And if you have a look at them, right, so they, they train. If there’s seven days in a week, these guys trained six days a week for one 90 minute game on the weekend. Okay. Now I don’t understand what business people that are going into business deals or going into boardrooms to perfect something. What didn’t you practice that pitch six times more than you play the game? Wouldn’t you train in the boardroom six times more? Like if I’ve got a pitch tomorrow and I know that’s a 90 minute pitch, like a football game, why wouldn’t I go and train for the six days before and then sometimes these guys trained to three times a day just for that one game these people got yeah, no worries.

Daniel Tolson (13:34):

You know it’s really simple. I’m just going to go out and pitch it and ring it and fluke it and then they wonder why they’re not successful. They’ll wonder why they’re not breaking through the wonder why they’re not making money. Cause they got the transactional mindset, not the craftsman mindset. The other thing where you find as well is the comfort zone to live in Australia. You can have everything that you want within the comfort zone and you can get rewarded for poor performance and you can make your six figures without even trying hard. But yet, you know, there’s an American mentality where people are still earning commissions, straight commissions where people are working on bonuses in these different environments. You have to perfect your craft because you only get paid when you perform. And this comes back to sports. If you win, you get all the glory.

Daniel Tolson (14:20):

But if you come sick and you don’t get paid, that’s it as no glory. And the same in business, unfortunately in Australia, if you come first, if you come second, if you come third, if you come last, unfortunately you still get paid. So you get rewarded for poor performance and we keep encouraging poor performance or live performance. I think, you know, I could travel the world for business and I think there’s a real problem in Australia. And I think that we are training our people to be lazy. And that’s why I love the U S so much. And I love going offshore because it’s, I mean, you know, it’s a different mindset.

Jacob Galea (14:52):

It’s, they, let’s talk about the U S the U S really has a hustle is day and night. You know, you look at their success stories, you’ve got, you know, let’s look at a guy like, you know, 50 cent, the rapper who grew up on the streets of Harlem. And you know, the guy was w was a pimp and a drug dealer. And his book, the 50th law with Robert Greene, talks about, you know, he was at the lowest of lows and now he’s a successful producer of shows. He’d sold a mineral water company for billions of dollars. He’s an artist, he’s, you know, a Hollywood celebrity. It’s like they really understand what’s called the hustler’s mindset. And in Australia, people just don’t, I don’t know what it is about it. Maybe it’s cause you know, we’ve got a small population of 26 million compared to 330 million in America. So a lot of us live on the coast, on the East coast of Australia.

Jacob Galea (15:40):

There’s not much people living in the middle. Maybe it’s because it’s a lifestyle country and people go surfing and they want to go to the beaches and relax. But you still have to make money. You still have to pay your mortgage, you still have to feed your children. Yes. Do you have to put them in school? You have to have some sort of warriors, hustlers mindset to get somewhere. And I think Australia will learn. I think they’ll pick up. And you know, part of my role is to go into organizations in Australia and around the world. And, and I challenged them and, and I, and I, I play them against what they’re doing to make them want to be better. And it’s a massive market and I think every company and every business person needs a wake up in a shakeup call. So for those ones who need a real shake up right now and they may want to make more money and they know they’re going to work a little bit harder, but they’re prepared to do it what are a couple of ideas that you could share with our friends and followers so that they could double or even triple their sales in the weeks and months ahead?

Jacob Galea (16:33):

Yeah, for sure. Look, number one by far, guys is get a coach or mentor. You cannot do this by yourself. If you look at someone that trained in the gym, so bodybuilder and I live 10 reps doing boss hip girls, it’s the extra five ribs that the partner who’s watched them that they can’t get out, that they live, that helps them grow. That muscle ride you even I pay ’em. I have a, I have mentoring groups all around the world and I coach people one on one and companies, but I still pay for my mentor. I still pay for weekly sessions with my mentor to hold me accountable to the plan. It’s the most important thing. We can’t do this by ourself because we get complacent. We’ve got past conditioning, we’ve got thought processes. So you need an outside party. You need someone that holds you accountable, someone that cares about you enough to call your bullshit.

Jacob Galea (17:19):

When you say, Hey, listen, you know, I can’t do that today because I’ve got that excuse and that excuse. You really need someone to wake up and shake up your conditioning and your habits and to break you out of conditions. For me, the second thing was, it’s really, really important is you’re going to get outside your comfort zone. So many people are in their comfort zone. So they are going to work. They’re doing their [inaudible], they’re finishing work, they’re getting on a bus, they’re going home, making dinner, go in the gym or whatever they do, they get up the next morning, they do it all again. Yeah. So that, that’s, that’s, that’s in your comfort zone now. Nothing happens in your comfort zone. If you want results, if you want to live some sort of life and leave some sort of legacy to say, I walked this planet and I did something of substance.

Jacob Galea (18:02):

You have to get out of routine. You have to get out of a structure that doesn’t serve you. Now, that’s why if you, if you look at the economy and you look at people and where they’re at, that’s what a lot of people are struggling is because they try to get something different by doing the same thing. And the, and the last thing I’d say guys honestly is readers are leaders. You have to read and educate yourself. And learn, I mean, I catch 16 plates a month domestically. I catch a couple of international flights a quarter. I’m always reading. I’ve got, I’ve got new books, new content, new case studies, new white papers. I am constantly feeding and nourishing my subconscious mind with the most powerful of information that is expansion and expansion, what it’s all about. So I think if your audience can do those first three things there, I think it would really help them get to some sort of next level.

Daniel Tolson (18:55):

I love it right now for our friends and followers who want to learn more about Jacob [inaudible] and make sure you go to the website straight away because it’s absolutely phenomenal. Definitely one of the best branded couches up saying not just in Australia, but probably globally right now. I love it. At the website is Jacob [inaudible] dot com head over to Instagram as well, more than 70,000 followers over there, and this man will change your life. So Jacob, thanks for joining us today and we’ll see you soon. Thank you so much. My pleasure.