sale sales sales the sales sales the sales failed sales sales sales and for
sales failed sales sales sales and for
sales failed sales sales sales and for like an entrepreneur not a salesperson
like an entrepreneur not a salesperson
like an entrepreneur not a salesperson I’m not just an entrepreneur we look at
I’m not just an entrepreneur we look at
I’m not just an entrepreneur we look at the start of business well if you can’t
the start of business well if you can’t
the start of business well if you can’t sell if you can’t influence you can’t
sell if you can’t influence you can’t
sell if you can’t influence you can’t persuade good luck trying to get your
persuade good luck trying to get your
persuade good luck trying to get your business off the ground I’m not just
business off the ground I’m not just
business off the ground I’m not just your customers I’m talking about the
your customers I’m talking about the
your customers I’m talking about the bankers the people of venture
bankers the people of venture
bankers the people of venture capitalists your vendors your credit
capitalists your vendors your credit
capitalists your vendors your credit card processor the people who work for
card processor the people who work for
card processor the people who work for you how do you get people to work for
you how do you get people to work for
you how do you get people to work for you excited how’d you get them excited
you excited how’d you get them excited
you excited how’d you get them excited to get into want to buy into your vision
to get into want to buy into your vision
to get into want to buy into your vision at the highest level what sales really
at the highest level what sales really
at the highest level what sales really is the transference of emotion and the
is the transference of emotion and the
is the transference of emotion and the emotion you’re transferring is this
emotion you’re transferring is this
emotion you’re transferring is this emotion of certainty that don’t feel
emotion of certainty that don’t feel
emotion of certainty that don’t feel certain yet it’s a good thing that’s
certain yet it’s a good thing that’s
certain yet it’s a good thing that’s going to help me it’s gonna fill my need
going to help me it’s gonna fill my need
going to help me it’s gonna fill my need when you’re an entrepreneur you’re
when you’re an entrepreneur you’re
when you’re an entrepreneur you’re trying to start a business and you’re
trying to start a business and you’re
trying to start a business and you’re recruiting people while you’re selling
recruiting people while you’re selling
recruiting people while you’re selling people on your vision for the future
people on your vision for the future
people on your vision for the future your vision for this company if you
your vision for this company if you
your vision for this company if you can’t do that good luck trying to get
can’t do that good luck trying to get
can’t do that good luck trying to get great people to work you it’s very it’s
great people to work you it’s very it’s
great people to work you it’s very it’s almost it’s nearly impossible which is
almost it’s nearly impossible which is
almost it’s nearly impossible which is why we see you know the people if they
why we see you know the people if they
why we see you know the people if they say oh he’s a visionary well that’s true
say oh he’s a visionary well that’s true
say oh he’s a visionary well that’s true but typically not only they visionaries
but typically not only they visionaries
but typically not only they visionaries they also possess the ability to sell
they also possess the ability to sell
they also possess the ability to sell the vision to other people to inspire
the vision to other people to inspire
the vision to other people to inspire them to motivate them so selling is not
them to motivate them so selling is not
them to motivate them so selling is not just like you know people think of
just like you know people think of
just like you know people think of selling oh well a lot of salesmen I
selling oh well a lot of salesmen I
selling oh well a lot of salesmen I don’t either
don’t either
don’t either well yes you do you need to learn how to
well yes you do you need to learn how to
well yes you do you need to learn how to influence how about trying to get your
influence how about trying to get your
influence how about trying to get your kids to make their bed or do that
kids to make their bed or do that
kids to make their bed or do that homework or believe in the value of
homework or believe in the value of
homework or believe in the value of education how about trying to get a
education how about trying to get a
education how about trying to get a landlord give you a reduction on your
landlord give you a reduction on your
landlord give you a reduction on your rent ought to extend the lease the way
rent ought to extend the lease the way
rent ought to extend the lease the way you want have-nots trying to negotiate
you want have-nots trying to negotiate
you want have-nots trying to negotiate terms you understand it cuts to
terms you understand it cuts to
terms you understand it cuts to everything you need to be able to sell
everything you need to be able to sell
everything you need to be able to sell whether it’s Kickstarter whether it’s
whether it’s Kickstarter whether it’s
whether it’s Kickstarter whether it’s near times whether it’s your local
near times whether it’s your local
near times whether it’s your local newspaper you need to be able to
newspaper you need to be able to
newspaper you need to be able to communicate effectively and so which is
communicate effectively and so which is
communicate effectively and so which is why when entrepreneur’s ask me for books
why when entrepreneur’s ask me for books
why when entrepreneur’s ask me for books to read outside of business books I say
to read outside of business books I say
to read outside of business books I say on writing well bird by bird all books
on writing well bird by bird all books
on writing well bird by bird all books on writing improving communication
on writing improving communication
on writing improving communication David Ogilvy Ogilvy on advertising study
David Ogilvy Ogilvy on advertising study
David Ogilvy Ogilvy on advertising study print ads where you have very little
print ads where you have very little
print ads where you have very little space I think those are all very very
space I think those are all very very
space I think those are all very very affected the best entrepreneurs I’ve
affected the best entrepreneurs I’ve
affected the best entrepreneurs I’ve ever met are all good communicators it’s
ever met are all good communicators it’s
ever met are all good communicators it’s the one perhaps one of the very few
the one perhaps one of the very few
the one perhaps one of the very few unifying factors they’re exceptional
unifying factors they’re exceptional
unifying factors they’re exceptional communicators practice is the only way
communicators practice is the only way
communicators practice is the only way to get better at communicating and
to get better at communicating and
to get better at communicating and practicing speaking does not provide you
practicing speaking does not provide you
practicing speaking does not provide you generally with something to review later
generally with something to review later
generally with something to review later which is why the written word is so
which is why the written word is so
which is why the written word is so powerful writing is thought crystallized
powerful writing is thought crystallized
powerful writing is thought crystallized on a piece of paper that can then be
on a piece of paper that can then be
on a piece of paper that can then be reviewed it’s very difficult to do that
reviewed it’s very difficult to do that
reviewed it’s very difficult to do that with speech which is why I recommend
with speech which is why I recommend
with speech which is why I recommend people focus on honing their skills in
people focus on honing their skills in
people focus on honing their skills in writing and take time to study good
writing and take time to study good
writing and take time to study good direct response ads take time to for
direct response ads take time to for
direct response ads take time to for instance maybe develop a swipe file so
instance maybe develop a swipe file so
instance maybe develop a swipe file so one of the things that I did four years
one of the things that I did four years
one of the things that I did four years is any time I bought something I would
is any time I bought something I would
is any time I bought something I would identify the ad the phone call the print
identify the ad the phone call the print
identify the ad the phone call the print ad the the offer whatever it was that
ad the the offer whatever it was that
ad the the offer whatever it was that made me decide to buy it
made me decide to buy it
made me decide to buy it and I would either cut it out or record
and I would either cut it out or record
and I would either cut it out or record it put it into Evernote whatever it
it put it into Evernote whatever it
it put it into Evernote whatever it might be and save it so I had a record
might be and save it so I had a record
might be and save it so I had a record of everything that I bought and why I
of everything that I bought and why I
of everything that I bought and why I bought it and then I could go back and
bought it and then I could go back and
bought it and then I could go back and review it and I’d be like oh looks like
review it and I’d be like oh looks like
review it and I’d be like oh looks like I fell for this this and this not a bad
I fell for this this and this not a bad
I fell for this this and this not a bad way it looks like this tipped me from or
way it looks like this tipped me from or
way it looks like this tipped me from or not interested – yeah all spent five
not interested – yeah all spent five
not interested – yeah all spent five fifty five hundred five thousand dollars
fifty five hundred five thousand dollars
fifty five hundred five thousand dollars on that I save all that everything that
on that I save all that everything that
on that I save all that everything that works in sales has been done already you
works in sales has been done already you
works in sales has been done already you do not need to reinvent the wheel so
do not need to reinvent the wheel so
do not need to reinvent the wheel so just keep track of the crap that you buy
just keep track of the crap that you buy
just keep track of the crap that you buy or the awesome stuff that you buy and
or the awesome stuff that you buy and
or the awesome stuff that you buy and decide what was the trigger what pushed
decide what was the trigger what pushed
decide what was the trigger what pushed me over the edge and then just sell the
me over the edge and then just sell the
me over the edge and then just sell the people like you that’s what I do it’s
people like you that’s what I do it’s
people like you that’s what I do it’s really easy
really easy
really easy people are like who’s your market I
people are like who’s your market I
people are like who’s your market I might well you know I’m a 30-something
might well you know I’m a 30-something
might well you know I’m a 30-something SF based tech savvy male so why don’t I
SF based tech savvy male so why don’t I
SF based tech savvy male so why don’t I just solve those people it’s a lot
just solve those people it’s a lot
just solve those people it’s a lot easier than trying to guess Boston I
easier than trying to guess Boston I
easier than trying to guess Boston I think you need to reverse engineer who
think you need to reverse engineer who
think you need to reverse engineer who you’re selling to so if I were you
you’re selling to so if I were you
you’re selling to so if I were you Austin I would spend all of January
Austin I would spend all of January
Austin I would spend all of January taking people out to lunch and dinner or
taking people out to lunch and dinner or
taking people out to lunch and dinner or drink or getting them on the phone but
drink or getting them on the phone but
drink or getting them on the phone but literally spending the entire month of
literally spending the entire month of
literally spending the entire month of January not
January not
January not selling to people and just listen to the
selling to people and just listen to the
selling to people and just listen to the people that you sell to to figure out
people that you sell to to figure out
people that you sell to to figure out what their pain points are I would walk
what their pain points are I would walk
what their pain points are I would walk in and be like hey Dirac you know I sell
in and be like hey Dirac you know I sell
in and be like hey Dirac you know I sell you computer stuff and things that
you computer stuff and things that
you computer stuff and things that nature
nature
nature what are your pain points what’s your
what are your pain points what’s your
what are your pain points what’s your problem what just struggles in your
problem what just struggles in your
problem what just struggles in your business like let’s let’s cut the crap
business like let’s let’s cut the crap
business like let’s let’s cut the crap like yes I want to sell to you but let’s
like yes I want to sell to you but let’s
like yes I want to sell to you but let’s take a step back I want to sell to you
take a step back I want to sell to you
take a step back I want to sell to you by providing you some sort of value
by providing you some sort of value
by providing you some sort of value maybe I have a friend maybe I will
maybe I have a friend maybe I will
maybe I have a friend maybe I will recommend that you watch the askgaryvee
recommend that you watch the askgaryvee
recommend that you watch the askgaryvee show to make your business better maybe
show to make your business better maybe
show to make your business better maybe I will do a lot of things but what I’m
I will do a lot of things but what I’m
I will do a lot of things but what I’m doing is I’m providing value and our
doing is I’m providing value and our
doing is I’m providing value and our conversation and our relationship is not
conversation and our relationship is not
conversation and our relationship is not just predicated on on me cell you know
just predicated on on me cell you know
just predicated on on me cell you know it’s kind of like I was talking to one
it’s kind of like I was talking to one
it’s kind of like I was talking to one of my friends he’s like I want to have
of my friends he’s like I want to have
of my friends he’s like I want to have better relationships with girls I’m like
better relationships with girls I’m like
better relationships with girls I’m like cool why don’t you make it something
cool why don’t you make it something
cool why don’t you make it something about other than sex like if your whole
about other than sex like if your whole
about other than sex like if your whole relationship is like I want to hang out
relationship is like I want to hang out
relationship is like I want to hang out with you every time to just hook up
with you every time to just hook up
with you every time to just hook up there’s probably a good chance that
there’s probably a good chance that
there’s probably a good chance that person doesn’t think that you’re
person doesn’t think that you’re
person doesn’t think that you’re providing them much value outside of
providing them much value outside of
providing them much value outside of that execution which is a fine execution
that execution which is a fine execution
that execution which is a fine execution everybody needs it I get it Bob LA same
everybody needs it I get it Bob LA same
everybody needs it I get it Bob LA same way I think about sales if you’re just
way I think about sales if you’re just
way I think about sales if you’re just selling every single time that is what
selling every single time that is what
selling every single time that is what your foundational relationship is based
your foundational relationship is based
your foundational relationship is based on and you become BAM and sales all the
on and you become BAM and sales all the
on and you become BAM and sales all the time why don’t you spend all of January
time why don’t you spend all of January
time why don’t you spend all of January not selling ever once and opening your
not selling ever once and opening your
not selling ever once and opening your ears and listening and trying to help
ears and listening and trying to help
ears and listening and trying to help even outside of the context of you even
even outside of the context of you even
even outside of the context of you even out of a outside the context of you
out of a outside the context of you
out of a outside the context of you meaning how can you help them beside
meaning how can you help them beside
meaning how can you help them beside just their business maybe you’ll get to
just their business maybe you’ll get to
just their business maybe you’ll get to know the rock and find out that his aunt
know the rock and find out that his aunt
know the rock and find out that his aunt is a huge Dallas Cowboys fan and you
is a huge Dallas Cowboys fan and you
is a huge Dallas Cowboys fan and you just get a Dallas Cowboys hat say hey
just get a Dallas Cowboys hat say hey
just get a Dallas Cowboys hat say hey you go to eBay and buy a you know a Tony
you go to eBay and buy a you know a Tony
you go to eBay and buy a you know a Tony Dorsett opened starting lineup for 49
Dorsett opened starting lineup for 49
Dorsett opened starting lineup for 49 cents three dollars shipping but you
cents three dollars shipping but you
cents three dollars shipping but you send and say hey give this to your aunt
send and say hey give this to your aunt
send and say hey give this to your aunt it’s not what you spent it was the
it’s not what you spent it was the
it’s not what you spent it was the thought that stuff matters top sales
thought that stuff matters top sales
thought that stuff matters top sales people commit themselves to lifelong
people commit themselves to lifelong
people commit themselves to lifelong learning
learning
learning this by the way changed my life so
this by the way changed my life so
this by the way changed my life so dramatically when I was 24 almost like I
dramatically when I was 24 almost like I
dramatically when I was 24 almost like I tripped over something and picked myself
tripped over something and picked myself
tripped over something and picked myself up and it was a great treasure the
up and it was a great treasure the
up and it was a great treasure the treasure was that your mind is your most
treasure was that your mind is your most
treasure was that your mind is your most precious asset and the quality of your
precious asset and the quality of your
precious asset and the quality of your thinking determines the quality of your
thinking determines the quality of your
thinking determines the quality of your sales career if you commit yourself to
sales career if you commit yourself to
sales career if you commit yourself to lifelong learning you will achieve such
lifelong learning you will achieve such
lifelong learning you will achieve such extraordinary success and I can’t
extraordinary success and I can’t
extraordinary success and I can’t emphasize this too often we
emphasize this too often we
emphasize this too often we this into audio programs attend seminars
this into audio programs attend seminars
this into audio programs attend seminars and never forget that the most valuable
and never forget that the most valuable
and never forget that the most valuable asset you will ever have is your mind as
asset you will ever have is your mind as
asset you will ever have is your mind as you continue to learn you’ll eventually
you continue to learn you’ll eventually
you continue to learn you’ll eventually become one of those valuable salespeople
become one of those valuable salespeople
become one of those valuable salespeople in your company the more knowledge you
in your company the more knowledge you
in your company the more knowledge you acquire that can be applied to practical
acquire that can be applied to practical
acquire that can be applied to practical purposes the greater will be a reward
purposes the greater will be a reward
purposes the greater will be a reward and the more you will be paid to see the
and the more you will be paid to see the
and the more you will be paid to see the clouds this is about rain making about
clouds this is about rain making about
clouds this is about rain making about sales these are the things I learned
sales these are the things I learned
sales these are the things I learned about sales first thing is that 100
about sales first thing is that 100
about sales first thing is that 100 flowers blossom this I stole from
flowers blossom this I stole from
flowers blossom this I stole from Chairman Mao although it’s not clear to
Chairman Mao although it’s not clear to
Chairman Mao although it’s not clear to me he implemented getting 100 flowers
me he implemented getting 100 flowers
me he implemented getting 100 flowers blossom 100 flowers blossoms means that
blossom 100 flowers blossoms means that
blossom 100 flowers blossoms means that at the start of a company you’ll often
at the start of a company you’ll often
at the start of a company you’ll often see your people who are not your
see your people who are not your
see your people who are not your intended customers using your product or
intended customers using your product or
intended customers using your product or service and they’re going to be using it
service and they’re going to be using it
service and they’re going to be using it in ways you didn’t anticipate many
in ways you didn’t anticipate many
in ways you didn’t anticipate many entrepreneurs go crazy my god the wrong
entrepreneurs go crazy my god the wrong
entrepreneurs go crazy my god the wrong people are buying our products in large
people are buying our products in large
people are buying our products in large quantities what are we doing wrong let’s
quantities what are we doing wrong let’s
quantities what are we doing wrong let’s get marketing and sales in here we need
get marketing and sales in here we need
get marketing and sales in here we need to reposition the product because we
to reposition the product because we
to reposition the product because we know who should buy our product
know who should buy our product
know who should buy our product well it’s categorically stupid
well it’s categorically stupid
well it’s categorically stupid fundamentally when you see this
fundamentally when you see this
fundamentally when you see this happening first of all take the money
happening first of all take the money
happening first of all take the money take the money there’s two theories in
take the money there’s two theories in
take the money there’s two theories in engineering for revising a product one
engineering for revising a product one
engineering for revising a product one is you go to the people who aren’t
is you go to the people who aren’t
is you go to the people who aren’t buying your product and you ask why
buying your product and you ask why
buying your product and you ask why aren’t you buying our Macintosh mr.
aren’t you buying our Macintosh mr.
aren’t you buying our Macintosh mr. fortune 500 CIO and the CIO will say you
fortune 500 CIO and the CIO will say you
fortune 500 CIO and the CIO will say you don’t have a letter quality printer
don’t have a letter quality printer
don’t have a letter quality printer driver you don’t have notice one two
driver you don’t have notice one two
driver you don’t have notice one two three come back to the lab you’re
three come back to the lab you’re
three come back to the lab you’re convinced Lotus to do it you get another
convinced Lotus to do it you get another
convinced Lotus to do it you get another quality printer driver you go back to
quality printer driver you go back to
quality printer driver you go back to the fortune 500 CIO you say all right we
the fortune 500 CIO you say all right we
the fortune 500 CIO you say all right we missed it now there’s a printer driver
missed it now there’s a printer driver
missed it now there’s a printer driver now there’s one two three they still
now there’s one two three they still
now there’s one two three they still won’t buy it they still won’t buy it
won’t buy it they still won’t buy it
won’t buy it they still won’t buy it the other theory in engineering is you
the other theory in engineering is you
the other theory in engineering is you go to the people who are buying your
go to the people who are buying your
go to the people who are buying your product mr. desktop publishing or miss
product mr. desktop publishing or miss
product mr. desktop publishing or miss desktop publishing why are you buying
desktop publishing why are you buying
desktop publishing why are you buying our product because it’s WYSIWYG because
our product because it’s WYSIWYG because
our product because it’s WYSIWYG because it’s high-resolution printing so you
it’s high-resolution printing so you
it’s high-resolution printing so you come back to the labs and you say wow
come back to the labs and you say wow
come back to the labs and you say wow people are buying our product the user
people are buying our product the user
people are buying our product the user for desktop publishing not spreadsheet
for desktop publishing not spreadsheet
for desktop publishing not spreadsheet database and word processing like we
database and word processing like we
database and word processing like we intended and what do they need for
intended and what do they need for
intended and what do they need for desktop publishing system they need
desktop publishing system they need
desktop publishing system they need bigger monitors they need higher
bigger monitors they need higher
bigger monitors they need higher resolution printers they need higher
resolution printers they need higher
resolution printers they need higher resolution monitors they need all these
resolution monitors they need all these
resolution monitors they need all these things to make desktop publishing better
things to make desktop publishing better
things to make desktop publishing better that’s my theory fix for who’s by ignore
that’s my theory fix for who’s by ignore
that’s my theory fix for who’s by ignore the people who are atheists atheists are
the people who are atheists atheists are
the people who are atheists atheists are too hard to convert to your religion go
too hard to convert to your religion go
too hard to convert to your religion go for agnostic s– and
for agnostic s– and
for agnostic s– and go for believers forget the eighth is
go for believers forget the eighth is
go for believers forget the eighth is second point is need to enable people to
second point is need to enable people to
second point is need to enable people to test-drive your product that you’re
test-drive your product that you’re
test-drive your product that you’re saying to them I think you’re smart and
saying to them I think you’re smart and
saying to them I think you’re smart and because I think you’re smart I’m not
because I think you’re smart I’m not
because I think you’re smart I’m not going to bludgeon you into becoming my
going to bludgeon you into becoming my
going to bludgeon you into becoming my customer take all my product take all my
customer take all my product take all my
customer take all my product take all my service try my software try my website
service try my software try my website
service try my software try my website then you decide the third point is to
then you decide the third point is to
then you decide the third point is to suck down one of the fundamental
suck down one of the fundamental
suck down one of the fundamental shortcomings of sales training is that
shortcomings of sales training is that
shortcomings of sales training is that you think or many people think that
you think or many people think that
you think or many people think that selling a new product is about sucking
selling a new product is about sucking
selling a new product is about sucking up you need to suck up the cxo level
up you need to suck up the cxo level
up you need to suck up the cxo level people suck up to a CIO suck up the CTO
people suck up to a CIO suck up the CTO
people suck up to a CIO suck up the CTO suck up to a CEO a CMO sucking up the
suck up to a CEO a CMO sucking up the
suck up to a CEO a CMO sucking up the CXO level people it has been my
CXO level people it has been my
CXO level people it has been my experience that particularly from a tech
experience that particularly from a tech
experience that particularly from a tech startup the people who truly make the
startup the people who truly make the
startup the people who truly make the decision to try a product or service are
decision to try a product or service are
decision to try a product or service are not the people with CXO vice-president
not the people with CXO vice-president
not the people with CXO vice-president or director level title they are the
or director level title they are the
or director level title they are the people who are administrative aides and
people who are administrative aides and
people who are administrative aides and database administrators and tech support
database administrators and tech support
database administrators and tech support people they’re the interns they’re the
people they’re the interns they’re the
people they’re the interns they’re the summer hires they’re people without
summer hires they’re people without
summer hires they’re people without titles they’re the people who really do
titles they’re the people who really do
titles they’re the people who really do the work however and so if you want to
the work however and so if you want to
the work however and so if you want to be successful in sales you have to
be successful in sales you have to
be successful in sales you have to understand something that in most
understand something that in most
understand something that in most organizations the higher you go the
organizations the higher you go the
organizations the higher you go the thinner the oxygen and therefore the
thinner the oxygen and therefore the
thinner the oxygen and therefore the more difficult it is to find intelligent
more difficult it is to find intelligent
more difficult it is to find intelligent life right so if you dedicate yourself
life right so if you dedicate yourself
life right so if you dedicate yourself in a sales effort to sucking up you’ll
in a sales effort to sucking up you’ll
in a sales effort to sucking up you’ll be sucking up to the dumbest people in
be sucking up to the dumbest people in
be sucking up to the dumbest people in the organization you need to learn to
the organization you need to learn to
the organization you need to learn to suck down and you need to learn to suck
suck down and you need to learn to suck
suck down and you need to learn to suck cross because that’s where the decisions
cross because that’s where the decisions
cross because that’s where the decisions are made for a high tech startup suck
are made for a high tech startup suck
are made for a high tech startup suck down suck across don’t just suck up and
down suck across don’t just suck up and
down suck across don’t just suck up and this is one where Allah knows I don’t
this is one where Allah knows I don’t
this is one where Allah knows I don’t want to be a salesperson right you know
want to be a salesperson right you know
want to be a salesperson right you know one of the things that we do in our
one of the things that we do in our
one of the things that we do in our business is we take experts and we teach
business is we take experts and we teach
business is we take experts and we teach them how to package their information up
them how to package their information up
them how to package their information up into products like ebooks and other
into products like ebooks and other
into products like ebooks and other information products and sell them well
information products and sell them well
information products and sell them well when I start talking to these experts
when I start talking to these experts
when I start talking to these experts almost universally they say things like
almost universally they say things like
almost universally they say things like I’ve got all the content I just need to
I’ve got all the content I just need to
I’ve got all the content I just need to find someone who can mark it and sell it
find someone who can mark it and sell it
find someone who can mark it and sell it for me and when I say to them well you
for me and when I say to them well you
for me and when I say to them well you know what would probably be good for you
know what would probably be good for you
know what would probably be good for you is to actually learn some more
is to actually learn some more
is to actually learn some more getting in sales they go oh I don’t want
getting in sales they go oh I don’t want
getting in sales they go oh I don’t want to look I’m not a Salesman they kind of
to look I’m not a Salesman they kind of
to look I’m not a Salesman they kind of like look down at salespeople like it’s
like look down at salespeople like it’s
like look down at salespeople like it’s some like lower form of human business
some like lower form of human business
some like lower form of human business scum or something like that and you know
scum or something like that and you know
scum or something like that and you know you imagine okay I have to put on a
you imagine okay I have to put on a
you imagine okay I have to put on a funky like a weird suit and like a
funky like a weird suit and like a
funky like a weird suit and like a windbreaker like a car salesman or the
windbreaker like a car salesman or the
windbreaker like a car salesman or the sell my product would never want to do
sell my product would never want to do
sell my product would never want to do that well when you really learn sales as
that well when you really learn sales as
that well when you really learn sales as I know you know because your various
I know you know because your various
I know you know because your various you’re a fantastic salesperson that the
you’re a fantastic salesperson that the
you’re a fantastic salesperson that the best selling methods are consultative
best selling methods are consultative
best selling methods are consultative selling where you don’t sit down and try
selling where you don’t sit down and try
selling where you don’t sit down and try to talk someone into buying you sit down
to talk someone into buying you sit down
to talk someone into buying you sit down and you say let me ask you some
and you say let me ask you some
and you say let me ask you some questions let me learn about you and
questions let me learn about you and
questions let me learn about you and find out what all your problems are and
find out what all your problems are and
find out what all your problems are and let me see if what I have is even a fit
let me see if what I have is even a fit
let me see if what I have is even a fit and then once you’ve found out where
and then once you’ve found out where
and then once you’ve found out where they’re at what their problems are what
they’re at what their problems are what
they’re at what their problems are what all the challenges they’re facing or and
all the challenges they’re facing or and
all the challenges they’re facing or and what they’d like to accomplish then you
what they’d like to accomplish then you
what they’d like to accomplish then you sell solutions you sell them fixing
sell solutions you sell them fixing
sell solutions you sell them fixing their problems you sell them getting
their problems you sell them getting
their problems you sell them getting what they want not your thing and the
what they want not your thing and the
what they want not your thing and the best of the best of the best salespeople
best of the best of the best salespeople
best of the best of the best salespeople are the ones that walk in and sit down
are the ones that walk in and sit down
are the ones that walk in and sit down and ask a bunch of questions and then
and ask a bunch of questions and then
and ask a bunch of questions and then say my product can’t help you let me
say my product can’t help you let me
say my product can’t help you let me refer to some you know refer you to
refer to some you know refer you to
refer to some you know refer you to someone who can is those are the people
someone who can is those are the people
someone who can is those are the people that win the trust and that when they
that win the trust and that when they
that win the trust and that when they say this is the thing that will solve
say this is the thing that will solve
say this is the thing that will solve your problem the prospects is that’s the
your problem the prospects is that’s the
your problem the prospects is that’s the thing I need because they’re trustworthy
thing I need because they’re trustworthy
thing I need because they’re trustworthy so learning consultative selling and
so learning consultative selling and
so learning consultative selling and really learning how to sell like a
really learning how to sell like a
really learning how to sell like a professional is very important do not
professional is very important do not
professional is very important do not try to sell something that you wouldn’t
try to sell something that you wouldn’t
try to sell something that you wouldn’t buy yourself okay so if you don’t truly
buy yourself okay so if you don’t truly
buy yourself okay so if you don’t truly think it’s something that you would
think it’s something that you would
think it’s something that you would yourself be a customer of don’t try to
yourself be a customer of don’t try to
yourself be a customer of don’t try to pitch it you know don’t be a used-car
pitch it you know don’t be a used-car
pitch it you know don’t be a used-car salesman so please make sure that
salesman so please make sure that
salesman so please make sure that whatever you’re trying to come up with
whatever you’re trying to come up with
whatever you’re trying to come up with is compelling enough that you would
is compelling enough that you would
is compelling enough that you would yourself deeply be deeply interested in
yourself deeply be deeply interested in
yourself deeply be deeply interested in buying that product I spent 17 years
buying that product I spent 17 years
buying that product I spent 17 years getting a formal education competitions
getting a formal education competitions
getting a formal education competitions good competitions healthy for who
imagine if you were the only marketing
imagine if you were the only marketing company in the world is that better than
company in the world is that better than
company in the world is that better than having millions of marketing companies
having millions of marketing companies
having millions of marketing companies exactly I want to own the sector I want
exactly I want to own the sector I want
exactly I want to own the sector I want to own the sector I want somebody when
to own the sector I want somebody when
to own the sector I want somebody when somebody thinks about sales training I
somebody thinks about sales training I
somebody thinks about sales training I want them to equate
want them to equate
want them to equate grant cardone and whatever I have to
grant cardone and whatever I have to
grant cardone and whatever I have to spin to get there I’ll spend to get
spin to get there I’ll spend to get
spin to get there I’ll spend to get there I want to own the sector
there I want to own the sector
there I want to own the sector completely I don’t want to compete in it
completely I don’t want to compete in it
completely I don’t want to compete in it so one way you could own a sector is by
so one way you could own a sector is by
so one way you could own a sector is by tweeting okay if you’re not tweeting or
tweeting okay if you’re not tweeting or
tweeting okay if you’re not tweeting or facebooking or youtubing okay or using
facebooking or youtubing okay or using
facebooking or youtubing okay or using LinkedIn if you aren’t using these free
LinkedIn if you aren’t using these free
LinkedIn if you aren’t using these free mediums to communicate to the world
mediums to communicate to the world
mediums to communicate to the world you’re not in the game and you’re not in
you’re not in the game and you’re not in
you’re not in the game and you’re not in the game okay now this morning if you
the game okay now this morning if you
the game okay now this morning if you look at my Twitter account today because
look at my Twitter account today because
look at my Twitter account today because this is more than just about selling and
this is more than just about selling and
this is more than just about selling and closing a transaction if I don’t have
closing a transaction if I don’t have
closing a transaction if I don’t have anybody to pay attention to me I can’t
anybody to pay attention to me I can’t
anybody to pay attention to me I can’t sell our clothes would you agree but
sell our clothes would you agree but
sell our clothes would you agree but look there’s nobody here man hey man I’m
look there’s nobody here man hey man I’m
look there’s nobody here man hey man I’m a good salesman I can shut you down
a good salesman I can shut you down
a good salesman I can shut you down right now Who am I talking to myself
right now Who am I talking to myself
right now Who am I talking to myself I need people obscurity obscurity is the
I need people obscurity obscurity is the
I need people obscurity obscurity is the biggest problem your business has there
biggest problem your business has there
biggest problem your business has there is no bigger problem than obscurity it’s
is no bigger problem than obscurity it’s
is no bigger problem than obscurity it’s not money it’s not financing it’s not
not money it’s not financing it’s not
not money it’s not financing it’s not price it’s not value it’s not package it
price it’s not value it’s not package it
price it’s not value it’s not package it is one thing obscurity all those media
is one thing obscurity all those media
is one thing obscurity all those media programs that you saw me on this morning
programs that you saw me on this morning
programs that you saw me on this morning they all tell you that there’s not
they all tell you that there’s not
they all tell you that there’s not enough money the banks aren’t loaning
enough money the banks aren’t loaning
enough money the banks aren’t loaning consumers don’t have confidence people
consumers don’t have confidence people
consumers don’t have confidence people aren’t healthy the economy’s in trouble
aren’t healthy the economy’s in trouble
aren’t healthy the economy’s in trouble dude none of those are the problem the
dude none of those are the problem the
dude none of those are the problem the problem is nobody knows you I don’t know
problem is nobody knows you I don’t know
problem is nobody knows you I don’t know you man I don’t know you who are you
you man I don’t know you who are you
you man I don’t know you who are you right price doesn’t matter at this point
right price doesn’t matter at this point
right price doesn’t matter at this point value doesn’t matter at this point the
value doesn’t matter at this point the
value doesn’t matter at this point the package to offer the problems I don’t
package to offer the problems I don’t
package to offer the problems I don’t know you if you don’t know me you can’t
know you if you don’t know me you can’t
know you if you don’t know me you can’t buy my books obscurity is a bigger
buy my books obscurity is a bigger
buy my books obscurity is a bigger problem than money okay so I’ll go broke
problem than money okay so I’ll go broke
problem than money okay so I’ll go broke just trying to get out obscurity and I
just trying to get out obscurity and I
just trying to get out obscurity and I may use these free mediums to do so they
may use these free mediums to do so they
may use these free mediums to do so they did a study at Harvard of the the
did a study at Harvard of the the
did a study at Harvard of the the different levels of sales techniques
different levels of sales techniques
different levels of sales techniques that were the most in top sales guys in
that were the most in top sales guys in
that were the most in top sales guys in the world and women used versus those
the world and women used versus those
the world and women used versus those that were average they went through
that were average they went through
that were average they went through several steps about getting rapport
several steps about getting rapport
several steps about getting rapport about understanding the client’s needs
about understanding the client’s needs
about understanding the client’s needs you know about you know being able to
you know about you know being able to
you know about you know being able to demonstrate that the features and
demonstrate that the features and
demonstrate that the features and benefits the product and and
benefits the product and and
benefits the product and and going through overcoming objections and
going through overcoming objections and
going through overcoming objections and then closing the sale and you know they
then closing the sale and you know they
then closing the sale and you know they looked at it and what was surprising was
looked at it and what was surprising was
looked at it and what was surprising was that the people who were the absolute
that the people who were the absolute
that the people who were the absolute cream of the cream the top 1% of the top
cream of the cream the top 1% of the top
cream of the cream the top 1% of the top 1% of sales people on the planet
1% of sales people on the planet
1% of sales people on the planet did exactly the same steps as those who
did exactly the same steps as those who
did exactly the same steps as those who were average the difference was that
were average the difference was that
were average the difference was that those that were exceptional focused on
those that were exceptional focused on
those that were exceptional focused on the first part which is being able to
the first part which is being able to
the first part which is being able to build rapport being able to understand
build rapport being able to understand
build rapport being able to understand the client’s needs in other words there
the client’s needs in other words there
the client’s needs in other words there was a sincere level of appreciation for
was a sincere level of appreciation for
was a sincere level of appreciation for what the client wanted the intention
what the client wanted the intention
what the client wanted the intention that was set the congruence that was set
that was set the congruence that was set
that was set the congruence that was set was how can I serve you how can I
was how can I serve you how can I
was how can I serve you how can I understand you not how can I sell to you
understand you not how can I sell to you
understand you not how can I sell to you in other words how can I contribute
in other words how can I contribute
in other words how can I contribute rather than how can I take now here’s
rather than how can I take now here’s
rather than how can I take now here’s what’s interesting the people that
what’s interesting the people that
what’s interesting the people that focused more on that spent far less time
focused more on that spent far less time
focused more on that spent far less time on the closing and overcoming objections
on the closing and overcoming objections
on the closing and overcoming objections it was almost a natural progression of
it was almost a natural progression of
it was almost a natural progression of the sale those that spent less time on
the sale those that spent less time on
the sale those that spent less time on building rapport and understanding the
building rapport and understanding the
building rapport and understanding the client’s needs and creating the
client’s needs and creating the
client’s needs and creating the relationship of trust based upon a level
relationship of trust based upon a level
relationship of trust based upon a level of sincerity appreciation authenticity
of sincerity appreciation authenticity
of sincerity appreciation authenticity of who they were those spent less time
of who they were those spent less time
of who they were those spent less time and that one got through to the sale at
and that one got through to the sale at
and that one got through to the sale at no or got through to trying to close the
no or got through to trying to close the
no or got through to trying to close the sale had to spend more time on
sale had to spend more time on
sale had to spend more time on overcoming objections and closing
overcoming objections and closing
overcoming objections and closing techniques to make up for a lack of
techniques to make up for a lack of
techniques to make up for a lack of authentic connection and at wanting to
authentic connection and at wanting to
authentic connection and at wanting to add value to the clients that make sense
add value to the clients that make sense
add value to the clients that make sense you don’t have to learn better closing
you don’t have to learn better closing
you don’t have to learn better closing techniques unless you focus on being
techniques unless you focus on being
techniques unless you focus on being less than or think about adding value to
less than or think about adding value to
less than or think about adding value to the client hello so going on sales
the client hello so going on sales
the client hello so going on sales training is usually a substitute and a
training is usually a substitute and a
training is usually a substitute and a poor substitute for coming to the table
poor substitute for coming to the table
poor substitute for coming to the table from a place where you say you know
from a place where you say you know
from a place where you say you know something I am willing to let this sale
something I am willing to let this sale
something I am willing to let this sale go if I sincerely and every core of my
go if I sincerely and every core of my
go if I sincerely and every core of my being every cell in my body vibrates the
being every cell in my body vibrates the
being every cell in my body vibrates the fact that this really isn’t the best
fact that this really isn’t the best
fact that this really isn’t the best product or you know type of deal for the
product or you know type of deal for the
product or you know type of deal for the client if you can come to the table from
client if you can come to the table from
client if you can come to the table from that place rather than be hooked on the
that place rather than be hooked on the
that place rather than be hooked on the fact that your manager has given you a
fact that your manager has given you a
fact that your manager has given you a sales target and you need to make you
sales target and you need to make you
sales target and you need to make you close this Friday
close this Friday
close this Friday then by contrast by paradox your sales
then by contrast by paradox your sales
then by contrast by paradox your sales tend to go up you spend less time
tend to go up you spend less time
tend to go up you spend less time prospecting because there’s people that
prospecting because there’s people that
prospecting because there’s people that you do connect with have such a level of
you do connect with have such a level of
you do connect with have such a level of trust an appreciation for what you’ve
trust an appreciation for what you’ve
trust an appreciation for what you’ve done and how you work with them they’re
done and how you work with them they’re
done and how you work with them they’re far more likely to recommend you so your
far more likely to recommend you so your
far more likely to recommend you so your referral bank starts building now if you
referral bank starts building now if you
referral bank starts building now if you can come from a place of authenticity
can come from a place of authenticity
can come from a place of authenticity and sincerity I guarantee you you spend
and sincerity I guarantee you you spend
and sincerity I guarantee you you spend time there not just your clients not
time there not just your clients not
time there not just your clients not just your prospects not just your
just your prospects not just your
just your prospects not just your potential sales yet will start to
potential sales yet will start to
potential sales yet will start to increase but the richness of who you are
increase but the richness of who you are
increase but the richness of who you are comes out and that’s in your
comes out and that’s in your
comes out and that’s in your relationship with your spouse your
relationship with your spouse your
relationship with your spouse your relationship with your kids your
relationship with your kids your
relationship with your kids your relationship with with everybody people
relationship with with everybody people
relationship with with everybody people want to do business with you rather than
want to do business with you rather than
want to do business with you rather than people are being convinced to do
people are being convinced to do
people are being convinced to do business with you make sense go out this
business with you make sense go out this
business with you make sense go out this week and try that go out this week and
week and try that go out this week and
week and try that go out this week and say you know something before I walk
say you know something before I walk
say you know something before I walk into that meeting I’m going to sit there
into that meeting I’m going to sit there
into that meeting I’m going to sit there for a minute or two and just connect and
for a minute or two and just connect and
for a minute or two and just connect and think you know is my intention pure am I
think you know is my intention pure am I
think you know is my intention pure am I going to come from a place of adding
going to come from a place of adding
going to come from a place of adding value and if I walk into that meeting
value and if I walk into that meeting
value and if I walk into that meeting understanding that yeah this has to
understanding that yeah this has to
understanding that yeah this has to match this how am I going to show up
match this how am I going to show up
match this how am I going to show up differently and I think you might be
differently and I think you might be
differently and I think you might be surprised what happens now of course
surprised what happens now of course
surprised what happens now of course ladies and gentlemen everything is
ladies and gentlemen everything is
ladies and gentlemen everything is selling and everybody is a sales person
selling and everybody is a sales person
selling and everybody is a sales person whether you’re a dentist a doctor a
whether you’re a dentist a doctor a
whether you’re a dentist a doctor a preacher a teacher a coach a child
preacher a teacher a coach a child
preacher a teacher a coach a child music matters doesn’t make any
music matters doesn’t make any
music matters doesn’t make any difference what it is that you do
difference what it is that you do
difference what it is that you do everybody is a salesperson let me share
everybody is a salesperson let me share
everybody is a salesperson let me share a couple of examples with you of what
a couple of examples with you of what
a couple of examples with you of what I’m talking about when I was between the
I’m talking about when I was between the
I’m talking about when I was between the 11th and 12th grades during World War
11th and 12th grades during World War
11th and 12th grades during World War two I went to junior college so I could
two I went to junior college so I could
two I went to junior college so I could pick up some extra classes so I could
pick up some extra classes so I could
pick up some extra classes so I could get in the Naval Air Corps all right now
get in the Naval Air Corps all right now
get in the Naval Air Corps all right now I had to pick up an extra course in
I had to pick up an extra course in
I had to pick up an extra course in history in order to graduate and so I
history in order to graduate and so I
history in order to graduate and so I would be free then the following my
would be free then the following my
would be free then the following my senior year to take a lot of extra math
senior year to take a lot of extra math
senior year to take a lot of extra math and science well I didn’t want to take
and science well I didn’t want to take
and science well I didn’t want to take American history what possible good is
American history what possible good is
American history what possible good is it going to do me you know to learn
it going to do me you know to learn
it going to do me you know to learn something that happened
something that happened
something that happened hundred years ago or 200 years ago but I
hundred years ago or 200 years ago but I
hundred years ago or 200 years ago but I had to learn it so I was going to go in
had to learn it so I was going to go in
had to learn it so I was going to go in there and I was at least going to pass
there and I was at least going to pass
there and I was at least going to pass but don’t think I’m going to try to
but don’t think I’m going to try to
but don’t think I’m going to try to remember it I’ll just transfer the
remember it I’ll just transfer the
remember it I’ll just transfer the knowledge from the teacher to my mind to
knowledge from the teacher to my mind to
knowledge from the teacher to my mind to the pad and then I’ll get out of there
the pad and then I’ll get out of there
the pad and then I’ll get out of there and they’ll end it but the teacher threw
and they’ll end it but the teacher threw
and they’ll end it but the teacher threw me a curve he was coached Joby Harris at
me a curve he was coached Joby Harris at
me a curve he was coached Joby Harris at Heinz Union College in Jackson
Heinz Union College in Jackson
Heinz Union College in Jackson Mississippi and you’re talking about a
Mississippi and you’re talking about a
Mississippi and you’re talking about a Salesman folks he was a Salesman he
Salesman folks he was a Salesman he
Salesman folks he was a Salesman he spent that entire first period selling
spent that entire first period selling
spent that entire first period selling me on why I had to learn my history he
me on why I had to learn my history he
me on why I had to learn my history he really put the story on me he also sold
really put the story on me he also sold
really put the story on me he also sold me that as an individual if I had any
me that as an individual if I had any
me that as an individual if I had any ability that permitted me to do more
ability that permitted me to do more
ability that permitted me to do more than support my family that I had a
than support my family that I had a
than support my family that I had a moral obligation to my fellow human
moral obligation to my fellow human
moral obligation to my fellow human being and my community to donate some of
being and my community to donate some of
being and my community to donate some of my services for the betterment of
my services for the betterment of
my services for the betterment of mankind I walked out of that classroom
mankind I walked out of that classroom
mankind I walked out of that classroom that day history major on the subject I
that day history major on the subject I
that day history major on the subject I made consistent A’s in throughout the
made consistent A’s in throughout the
made consistent A’s in throughout the time I was in college what I do today
time I was in college what I do today
time I was in college what I do today and all of the activities outside of my
and all of the activities outside of my
and all of the activities outside of my actual business was directly
actual business was directly
actual business was directly emphatically influenced by that salesman
emphatically influenced by that salesman
emphatically influenced by that salesman a schoolteacher coach still be Harris
a schoolteacher coach still be Harris
a schoolteacher coach still be Harris everything is selling I’ll never forget
everything is selling I’ll never forget
everything is selling I’ll never forget when our second daughter was born our
when our second daughter was born our
when our second daughter was born our first child was three years old at the
first child was three years old at the
first child was three years old at the time and I’ve been out on the road not
time and I’ve been out on the road not
time and I’ve been out on the road not long after our baby Oh Brock came home
long after our baby Oh Brock came home
long after our baby Oh Brock came home from the hospital I’ve been out on the
from the hospital I’ve been out on the
from the hospital I’ve been out on the road and I got stuck there was a
road and I got stuck there was a
road and I got stuck there was a snowstorm and I spent the night in a
snowstorm and I spent the night in a
snowstorm and I spent the night in a Greyhound bus fortunately on the side of
Greyhound bus fortunately on the side of
Greyhound bus fortunately on the side of the road when I got in the next morning
the road when I got in the next morning
the road when I got in the next morning I was exhausted that was about ten
I was exhausted that was about ten
I was exhausted that was about ten inches of snow on the ground and I’d no
inches of snow on the ground and I’d no
inches of snow on the ground and I’d no sooner walked in and just had my top
sooner walked in and just had my top
sooner walked in and just had my top coat and my gloves in my head off when
coat and my gloves in my head off when
coat and my gloves in my head off when the redhead said to me well honey
the redhead said to me well honey
the redhead said to me well honey uh we got to go to the store we got we
uh we got to go to the store we got we
uh we got to go to the store we got we need some things so I reluctantly put
need some things so I reluctantly put
need some things so I reluctantly put all the gear back on and my
all the gear back on and my
all the gear back on and my three-year-old said daddy I want to go I
three-year-old said daddy I want to go I
three-year-old said daddy I want to go I said all Susie I said the weather’s too
said all Susie I said the weather’s too
said all Susie I said the weather’s too bad it’s too cold and wet and I won’t be
bad it’s too cold and wet and I won’t be
bad it’s too cold and wet and I won’t be gone long
gone long
gone long but you said daddy I’ll be so lonely I
but you said daddy I’ll be so lonely I
but you said daddy I’ll be so lonely I said Oh Susie you won’t be lonely I said
said Oh Susie you won’t be lonely I said
said Oh Susie you won’t be lonely I said your mother’s here the mage here your
your mother’s here the mage here your
your mother’s here the mage here your baby sister is here I said you won’t be
baby sister is here I said you won’t be
baby sister is here I said you won’t be lonely she looked right at me she said
lonely she looked right at me she said
lonely she looked right at me she said but daddy I’ll be lonely for you I don’t
but daddy I’ll be lonely for you I don’t
but daddy I’ll be lonely for you I don’t need to tell you she went to the store
need to tell you she went to the store
need to tell you she went to the store with me you see the truth of the matter
with me you see the truth of the matter
with me you see the truth of the matter is the truth of the matter is everything
is the truth of the matter is everything
is the truth of the matter is everything is selling the third example at our
is selling the third example at our
is selling the third example at our church we recently got a new music
church we recently got a new music
church we recently got a new music minister now please understand that I’ve
minister now please understand that I’ve
minister now please understand that I’ve got the kind of voice that prompted
got the kind of voice that prompted
got the kind of voice that prompted Mitch Miller to write me a personal
Mitch Miller to write me a personal
Mitch Miller to write me a personal letter asking me not even to bother to
letter asking me not even to bother to
letter asking me not even to bother to sing along with and I you know I want
sing along with and I you know I want
sing along with and I you know I want you to understand it my own children
you to understand it my own children
you to understand it my own children asked that I not sing in church but last
asked that I not sing in church but last
asked that I not sing in church but last Sunday was our first Sunday and this
Sunday was our first Sunday and this
Sunday was our first Sunday and this Minister had the congregation so excited
Minister had the congregation so excited
Minister had the congregation so excited he sold him so much on participating now
he sold him so much on participating now
he sold him so much on participating now he knows his music too but he had a so
he knows his music too but he had a so
he knows his music too but he had a so gung-ho that for the first time in my
gung-ho that for the first time in my
gung-ho that for the first time in my life I actually enthusiastically got
life I actually enthusiastically got
life I actually enthusiastically got involved in the singing process
involved in the singing process
involved in the singing process everything ladies and gentlemen is is
everything ladies and gentlemen is is
everything ladies and gentlemen is is selling I mean everything is selling and
selling I mean everything is selling and
selling I mean everything is selling and that’s one of the reasons that I’m so
that’s one of the reasons that I’m so
that’s one of the reasons that I’m so excited about it thank you guys so much
excited about it thank you guys so much
excited about it thank you guys so much for watching I’d love to know which of
for watching I’d love to know which of
for watching I’d love to know which of the videos resonated the most with you
the videos resonated the most with you
the videos resonated the most with you leave it in the comments below I’d also
leave it in the comments below I’d also
leave it in the comments below I’d also love to know either what your biggest
love to know either what your biggest
love to know either what your biggest sales challenges right now or what your
sales challenges right now or what your
sales challenges right now or what your biggest sales advice would be or both
biggest sales advice would be or both
biggest sales advice would be or both leave in the comments below I’m going to
leave in the comments below I’m going to
leave in the comments below I’m going to join in the discussion thank you so much
join in the discussion thank you so much
join in the discussion thank you so much for watching
for watching
for watching continue to believe and I’ll see you
continue to believe and I’ll see you
continue to believe and I’ll see you soon
soon
soon you
”
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