You Will Never Be Able To Sell Until…

Summary

In this video, the speaker shares his journey from a struggling salesperson to a top performer, emphasizing the importance of not being desperate for sales and understanding the law of averages. He discusses the concept of pre-indoctrination, building trust through content, and the power of serving others to naturally attract customers. The speaker also provides practical sales tips, such as handling objections and closing deals effectively.

Takeaways

• 😀 Selling is a skill that can be learned and improved over time, even if one starts off being terrible at it.
• 🚀 Success in sales is not immediate; the speaker took a significant amount of time to make their first sale but then became the top salesperson.
• 💡 The key to successful selling is not being desperate for the sale; the speaker emphasizes a genuine lack of vested interest in whether the customer buys or not.
• 📉 Understanding the law of averages is crucial; it means recognizing that a certain number of presentations will lead to sales, and this average varies per person.
• 🌟 Pre-indoctrination can significantly increase the likelihood of a sale; it involves teaching potential customers about the results they desire before making an offer.
• 📈 The speaker's business has generated substantial revenue without spending on ads, highlighting the power of organic reach, particularly through a YouTube channel with millions of views.
• 🤝 Building trust takes time; the Dunbar number suggests that it takes about seven hours of interaction before people feel comfortable buying from you.
• 🌱 The 'law of the farm' is a metaphor for the idea that every action is a seed sown for future harvest, emphasizing the importance of putting good content and effort into the world.
• 📚 Education is a powerful tool in sales; the speaker suggests writing a book that solves the problems of your ideal clients, which can naturally lead to sales.
• 🔍 Making oneself findable is more effective than actively seeking out customers; the speaker believes in serving content to the world and letting interested customers find you.
• 💼 The speaker advocates for selling to groups rather than individuals for efficiency, suggesting that higher-value offers can then be closed one-on-one if necessary.

Q & A

When did the speaker start selling insurance and investments?

The speaker started selling insurance and investments in October of 1985.

How long did it take the speaker to make their first sale after starting in sales?

It took the speaker until April of 1987 to make their first sale.

What was the speaker's sales strategy that helped them become the top salesperson in their office?

The speaker focused on not being vested in making a sale and understanding the law of averages, which helped them become the top salesperson in their office.

What is the law of averages as explained by the speaker?

The law of averages, as explained by the speaker, is the concept that out of every X number of presentations, a certain number of sales will be made, and this average varies for each person.

What is the concept of 'pre-indoctrination' in the context of sales?

Pre-indoctrination is the idea of teaching potential customers about the results they desire before making an offer, which increases the likelihood of them saying yes to the offer.

How has the speaker's YouTube channel contributed to their business success without spending on ads?

The speaker's YouTube channel has generated over $15 million in revenue by providing valuable content and building trust with the audience, leading to sales without the need for paid advertising.

What is the significance of the Dunbar research mentioned in the script?

The Dunbar research suggests that a person has to spend seven hours with you before they feel like they know you well enough to trust you and potentially buy something from you.

How does the speaker describe their approach to selling on their YouTube channel?

The speaker describes their approach as providing valuable content and not directly selling products. They focus on educating and helping their audience, which indirectly leads to sales.

What is the 'law of the farm' as mentioned by the speaker?

The 'law of the farm' is the speaker's philosophy that every deed, word, thought, and dollar is a seed sown into the garden of their future, and if they sow good seeds, they will reap a good harvest.

How does the speaker recommend handling objections in sales?

The speaker recommends not allowing questions to turn into objections by promptly answering them. They believe that an objection is a question that festers by not being answered in the presentation.

What is the speaker's advice on how to close a sale effectively?

The speaker advises asking the potential customer what they like best about the presentation, answering their questions, and then asking if they have any more questions. Once they run out of questions, the speaker suggests asking a few questions to guide them towards making a decision.

Outlines

00:00

😲 Overcoming the Challenge of Sales

The speaker reflects on their initial struggles with sales, starting in 1985 and not making their first sale until 1987. They then became the top salesperson in their office, selling various products. The key to their success was understanding the law of averages and adopting a non-invested attitude towards sales, not caring if the customer buys or not. They introduce the concept of 'pre-indoctrination,' which involves teaching potential customers about the results they desire before presenting an offer, thus increasing the likelihood of a sale. The speaker emphasizes the importance of content creation and building trust with the audience, as evidenced by their YouTube channel's success without spending on ads, and the power of pre-indoctrination in sales.

05:01

🤔 The Art of Patience and Trust in Sales

The speaker discusses the importance of patience in sales, drawing a parallel to the process of a farmer planting seeds and trusting nature to do its work. They emphasize the value of content creation, using their YouTube channel as an example of how they provide free, valuable content to their audience, which has led to a sense of obligation from viewers who then become more likely to purchase when the speaker offers something for sale. The speaker also references the 'Dunbar research,' which suggests that it takes about seven hours of interaction for someone to trust you enough to buy from you. They argue that by providing consistent, valuable content, they have effectively 'indoctrinated' their audience, leading to high sales without aggressive selling tactics.

10:04

💼 The Power of Serving and Educating Customers

The speaker shares insights on the sales process, advocating for a customer-centric approach where the focus is on serving and educating rather than on making a sale. They argue that by providing value and building trust, customers will naturally seek out the seller when they are ready to buy. The speaker also discusses the importance of being findable and approachable, rather than chasing customers. They highlight the value of content creation in attracting potential customers who are already interested in what the seller has to offer. The speaker encourages sellers to focus on serving people and to care more about their customers' results than about their money, promising that sales will follow naturally from this approach.

15:05

📈 Selling as Persuasion, Not Convincing

The speaker differentiates between persuasion and convincing in the context of sales, arguing that the latter is a sign of poor salesmanship. They emphasize the importance of not trying to convince someone to buy but rather to persuade them by answering their questions and addressing their concerns. The speaker shares personal anecdotes, such as the story of a tailor who contacted them unexpectedly and successfully sold them custom suits because the speaker was already in the market for such a service. They stress that there are many people who would buy from you if they knew you existed and that sellers should focus on making themselves findable rather than aggressively pursuing sales.

20:08

📝 Strategies for Effective Group and One-on-One Sales

The speaker provides advice on improving sales skills, starting with becoming a better buyer and adopting a positive attitude towards being sold to. They recommend selling to groups rather than individuals for efficiency and suggest a strategy for handling sales presentations and closing deals. For higher-value offers, they propose one-on-one closing after a group presentation. The speaker outlines a specific sales closing sequence that involves answering potential customers' questions and then asking them questions to gauge their interest and close the sale. They emphasize the importance of immediate action in closing sales and provide a step-by-step example of how they secure sales without relying on follow-up links or delayed payment.

🤝 The Closing Sequence for Successful Sales

The speaker concludes with a detailed explanation of their sales closing sequence, which involves asking the potential customer what they liked best about the presentation and if they have any questions. They stress the importance of answering all questions to prevent them from becoming objections. Once the customer runs out of questions, the speaker uses the law of reciprocity to ask questions about what appeals to the customer and when they would like to start benefiting from the product or service. The sequence culminates in asking for the customer's name and payment details, emphasizing immediate action and securing the sale on the spot. The speaker assures that this method has been effective for them in closing millions of dollars in sales.

Keywords

💡Sales

Sales is the process of persuading someone to purchase a product or service. In the video's context, it's presented as an art that requires understanding and not merely a transactional exchange. The speaker emphasizes the importance of not being overly eager for the sale but instead focusing on providing value and letting the law of averages work in one's favor.

💡Law of Averages

The law of averages, as mentioned in the script, refers to the statistical concept that over a sufficient number of trials, the average of outcomes will approach a certain value. In sales, this means that for every X number of presentations, a salesperson can expect to make Y number of sales, with these values varying per individual. It's used to illustrate the idea that salespeople should not be disheartened by rejections, as they are part of the process.

💡Pre-Indoctrination

Pre-Indoctrination in the video is a concept where a salesperson educates potential customers about the results they desire before making a sales pitch. It's about teaching and creating an internal understanding in the customer's mind about what they want, which increases the likelihood of a successful sale when the offer is made.

💡YouTube Channel

The YouTube channel is used in the script as an example of a platform for providing value and content to the audience without directly selling anything. It's a method of building trust and rapport with the audience, which indirectly leads to sales by establishing the speaker as an authority and a helpful resource.

💡Dunbar Research

The Dunbar Research mentioned in the script refers to the idea that it takes approximately seven hours of interaction for someone to feel they know, like, and trust you enough to make a purchase. This concept is used to emphasize the importance of building relationships with potential customers over time rather than rushing the sales process.

💡Content Value

Content value in the script is the strategy of providing valuable information or content to the audience for free, with the belief that this will eventually lead to sales as the audience comes to appreciate and trust the provider. It's about offering something of worth without immediate expectation of return.

💡Law of the Farm

The law of the farm is a metaphor used in the video to explain the concept that every action is like a seed sown, and the results will come in due time, much like a farmer trusts the process of growth for his crops. In sales, this means that by consistently providing value and good service, one will inevitably reap the benefits.

💡Persuasion

Persuasion in the video is differentiated from convincing. It's about guiding potential customers to a decision rather than pressuring them. The speaker believes that true salesmanship involves persuasion, which is more about providing information and letting the customer come to their own conclusion.

💡One-on-One Selling

One-on-One Selling refers to the direct interaction between a salesperson and a potential customer, where personalized pitches and negotiations occur. The script suggests that while this can be effective, selling to groups can be more efficient and profitable, except for high-value offers.

💡Closing

Closing in the context of the video is the final stage of the sales process where the salesperson secures the customer's commitment to purchase. The speaker describes a direct and interactive closing method where questions are asked and answered in real-time, leading to a sale without the need for follow-up links or delayed payment.

Highlights

The speaker emphasizes the difficulty of learning to sell and shares their own journey from being terrible at it to becoming a top salesperson.

Selling is presented as a skill that can be mastered regardless of the product or service being sold, from real estate to coaching.

The importance of not being overly invested in making a sale is highlighted, as it can be a common mistake for new salespeople.

The concept of 'pre-indoctrination' is introduced as a method to increase the likelihood of a sale by teaching potential customers about the results they desire.

The speaker shares their business success without spending on ads, attributing it to their YouTube channel's educational content.

The 'Dunbar research' is mentioned, suggesting that people need to spend significant time with a seller before trusting them enough to make a purchase.

The speaker discusses the effectiveness of content-based videos on YouTube as a form of community service that indirectly leads to sales.

The 'law of the farm' is introduced as a metaphor for sowing good seeds (good deeds and words) to reap a good harvest (successful sales).

The speaker advocates for daily content creation on YouTube to provide value and stay connected with the audience, fostering trust and eventual sales.

The concept of serving people and focusing on their results rather than immediate sales is presented as a key to long-term success in sales.

The speaker argues against the pressure to sell immediately, suggesting that patience and providing value will attract customers.

The importance of making oneself findable by potential customers who are already looking for the solutions one offers is emphasized.

The speaker shares a personal story about being sold custom suits by a tailor who reached out to them, illustrating the power of being in the right place at the right time with the right solution.

The value of becoming a better buyer and a happy payer is discussed as a way to improve one's sales skills and attitudes.

Group selling is recommended over one-on-one selling for efficiency and higher revenue, with a focus on high-value offers for one-on-one closing.

The speaker outlines a sales closing sequence that involves answering questions, leveraging the law of reciprocity, and directly processing payments, which has been successful for them.

The transcript concludes with a reminder to focus on providing value and serving others, which will naturally lead to sales and success.

Transcripts

when I think about how hard it seems to

me for some people to learn how to sell

it blows my mind but it shouldn't cuz

when I first started selling I was

terrible I got started selling insurance

and investments in October of

1985 I did not make my first sale until

April of

1987 within a very very short period of

time after I made my first sale I became

the top salesperson in our office month

after month after month after month

after month what I'm going to share with

you on this video is how I did that and

it doesn't matter if you sell real

estate if you sell insurance if you sell

cars if you sell shoes if you sell

information if you sell coaching if you

sell agency work it doesn't matter I'm

going to share with you multi-level

marketing all of it I'm going to share

with you how I sell and selling to me

now it's easier than taking a nap and

I'm good at taking a nap I make sure I

take at least one a day sometimes two so

here we go selling is hard the number

one reason selling is hard is because

you want them to buy that is the number

one mistake new sales people make in

selling they want the people to buy now

one of the reasons sales is easy for me

I am not

vested like I like I don't pretend I

don't care if they don't buy I actually

don't care now why don't how can I say I

don't care if they buy I'm in sales I'm

out talking to people I'm making

presentations but I'm saying I don't

care if they buy I'm saying I don't care

if they buy because I understand a law

called the law of

averages and the law of averages says

out of every X number of presentations I

do I'm going to make why number of sales

for everybody that average is going to

be different so for some people that law

of average is going to say well for

every 10 presentations I make I'm going

to make one sale for somebody else it's

every 20 presentations I make I'm going

to make one sale for another person it's

every 30 for one person might be for

every four presentations I make I make

one sale well here's what's really cool

you can

increase your

average through a concept called pre-

indoctrination pre indoctrination

sounds but it's not so think about the

word Doctrine what is the word doctrine

mean the word Doctrine means teaching so

Doctrine IND Doctrine means teaching

that's inside them so if you can teach

them

something about the result they desire

not about your stuff not about your

product not about your offer not about

your service but if you can teach them

something about the transformation

they're already looking

for before you make them the offer the

likelihood of them saying yes to the

offer increases

exponentially it's it's it's it's

mind-blowing we have by the way I'm not

Pat oh my you're so wonderful well some

days I'm wonderful some days not so

much but this is October

13th

2023 we're not even halfway through the

10th month yet and our business has

generated over $15 million in revenue

and we spent $ zero doar on ads do you

know why because we have a YouTube

channel that

gets I'm going to look it up I'm going

to look it up so I want to I I'm going

to tell you we have a YouTube channel

that gets about 2.1 million views a

month which is about on the 9th we got

78,000 video views on the 9th of October

78,000 video views now when I'm talking

about

pre-indo-european believe they're

credible and then know them enough to

believe they have your best interest in

mind and you have to believe on some

level they are better at getting the

result you lack than you

are so I don't sell stuff on my YouTube

channel and that like in general I mean

every now and then we might promote a

challenge or something but I don't

generally sell things I I'll probably do

10 to

20 content value based videos

on YouTube for every one time somebody

sees me do a promotion I mean wrap your

minds around that so the there's this

research called the Dunbar research

where they where they discovered that a

person has to spend seven hours with you

before they feel like they know you like

you and trust you enough to buy

something from

you and see unfortunately for you you're

trying to sell the person as soon as

they meet you

and it's like saying hi my name is myON

will you marry me no bro I just met you

are y'all

tracking now the day that I met my wife

I went back to my dorm and I told my

brother I met the girl today I'm going

to marry but if IID have told the girl

that I'd had to marry somebody else cuz

she'd been she'd have been it have been

over before it got started how many

y'all tracking okay how many hours are

there in a

day

24 or it depends on Whose day

now my indoctrination days are long how

long are they on the 11th we got 10 thou

we had

10,641 hours on the 11th so my days my

indoctrination days have thousands of

hours in

them so people are watching me for

thousands of hours do you think they

feel like they know me I'm going tell

you how much they feel like they know me

people I've never met call me Uncle

myON

I'm just saying okay wait a minute wait

a minute wait a minute the the 21st of

September that day had

18378 hours in it in one day that's how

much time people spent watching my and

here's what's cool here's what's cool I

ain't trying to sell them

anything why cuz I know I don't have

to when the farmer plants the seed in

the ground he doesn't go out there every

day say you going to grow or

not

he the farmer does what the farmer does

and he trusts the soil and the Sun and

the water to do what only the Sun the

soil and the water can

do I'm not I'm not I when I go on

YouTube I ain't trying to get anything

from anybody I'm just say hey hey I

learned this really cool thing you'reall

going to love it and then I get all

excited about and then people oh my

goodness that thing change my life and

then they say I can't believe he's

teaching this stuff for free you know

what that means when somebody says I

can't believe he's teaching this stuff

for free do you know what that means

that means I feel like I owe him

I don't feel like they owe me but I

don't mind them feeling like they owe

me and so when they find something that

I have for sale the thought that comes

to their mind if this man helped me this

much for free I can only imagine how

much he's going to help me if I pay

him

Tada you know what I call YouTube you

know what I call my YouTube channel the

content on my YouTube channel I think

it's like 416 or 420 videos you know you

know what I call that that's my that's

my community service

content that's the stuff I put out into

the world just to help people even if I

never meet them if they never pay me a

dime I'm okay with it why because I

understand the law of the farm what is

the law of the farm every deed is a

seed every word is a seed every thought

is a seed every dollar is a seed that

I'm sewing into the garden of my future

if I sew good seeds it's impossible for

me not to reap a good har it's

impossible for me not to reap a good

harvest are y'all tracking and so I just

so good SE so good SE so good seed so

good seeds I literally put up a video

watch watch this now I put up a

video every day on YouTube Every Day

either a long form or short form video

every day on YouTube I give the people

who want to hear from me something to

hear from me every day you don't have to

be that

obsessive I'm just obsessive what can I

say but

but I only make like a big offer once a

month wrap your mind around that in a

31-day month they get 31 30 days of

community service they get 31 days of

community service one

offer ah

see you we've all heard it said that an

educated customer is going to be your

best customer we you all heard that but

when was the last time you you watching

this video you in this room when was the

last time you wrote a book that solved

the

problem of your ideal

client and all they had to do was read

the book and it helped

them this book right here this book

right here I got a guy in Canada English

is his second language French is his

first language he read this book He said

myun

my WR I read the

book I did what was in the book this is

a terrible French accent I know don't

judge me pray for me I did what was in

the book I poed all my Fon okay I'm

done I made $800,000 in the last two

months I did what was in the

book guess what else he

did he came and bought my $155,000 inner

circle I didn't have to go knock on his

door I don't have to ask him he said you

help me so much in that book I want to

give you some of this money so you can

help me make some

more are y'all picking up what I'm

putting down see what I realize I'm not

in a hurry to make a sale you're in such

a hurry to make a sale you're chasing

people

away you know what I do put out

content you know what I do I wait for

them to come looking for me here's what

I know see here's what's amazing people

they don't really like me enough to buy

something because I need to make a sale

so me needing to make one is not going

to do anybody any good it ain't going to

do me any good ain't going to do them

any good so I might as well just look

out for them and if I look out for them

long enough they gonna come looking for

me so they can pay me for some

more here's what I realize I realize

that there are already in the world

right now hundreds thousands tens of

thousands hundreds of thousands of

people who would love to pay me

millions of people who would love like

would love to pay me if they only knew I

existed and had their

solution and see the reason I make so

much money and we make so many sales is

because I don't go looking for those

people I make myself so findable that

they stumble upon me and ask this

question where have you been my whole

life and you're so worried about what

you think somebody's going to think

about the sound of your voice or how

your hair looks or how you look or how

much you

weigh you won't put any content out for

the marketplace to serve

them I'm just keeping it real and and

here's the thing all of us know

something that will help somebody other

than

us all of us know something there's a

group of there there was a group of

people out there in the world waiting

for Miss Homemaker Martha Stewart to

write a book on how to decorate your

house and now she's a billionaire with a

B

baby see we think it's some

big

breakthrough well it is here's the

Breakthrough go serve the people he will

be greatest among you let him be servant

of all care more about them getting

their result than you do about their

getting their money and I promise you

you'll start making sales that's where

it starts law of averages okay so we

talked about the law of averages talk

about don't like I I am never trying to

make a I'm I'm I'm never trying to get

anybody to

buy I'm to me selling is not about me

trying to get you to buy to me selling

is me persuading you which is not the

same as convincing you I believe that

convincing is the opposite of sales I

think convincing is what people who are

bad at sales resort to because they're

so terrible at sales and that's why

people think they don't like sales

because they don't like it when people

try to convince them I don't like it

when people try to convince me bro leave

me alone I already said no leave me

alone you don't have to convince like

you you can't you by the way you can't

convince me if my know don't mean maybe

not right and

so but but I know what I'm I know what I

want I think about I think about my

tailor Tiffany she she called me back in

January I didn't know her and I don't

like telephones and I don't like talking

on the phone even if I like you I don't

want to talk to you on the phone I don't

I it's not because I don't like I just

the phone is like a

handcuff

right and so when my phone rings and I

don't I see a number I don't recognize I

don't answer

it but I answered it this day cuz I

think I was waiting for a plumber I was

waiting on somebody to come do something

in this building come do something in my

house and I answered hey this is Tiffany

and um so- and so gave me your name and

when she said so- and- so's name I

didn't know them either and now I'm

looking at my phone like why are you

calling me and how did you get my number

and she said I said' who gave you my

number and she told me the guy's name

Rod something I said I don't know him

and I said I don't know him and I wasn't

being mean but I was being direct I

didn't want her to be confused and think

I was okay with

this I'm keeping it real she said well

my name's Tiffany Taylor and and and I'm

I'm I mean my name's Tiffany Taylor my

name's Tiffany Sanders and I'm Ron I'm

Rod's Taylor and he thought you might be

interested in some suit some dude I

don't know think I might be interested

in some custom suits I said you make

custom suits she said

yeah yeah I might be interested in that

come by and see me

why not because I not it wasn't anything

she said there was nothing she said it

was not her presentation it was the fact

I was looking for a

tailor I was I was like I was like man

you know what I need in fact I was going

to I was I one of the guys in my inner

cirle I was going to call his tailor but

he lives somewhere else this person

lives locally I got I can have a tailor

that lives locally this is going to be

great so okay I'll look at some of your

stuff she comes by my house she sells me

fa suits and it was

$26,000

but that's not the point the point is I

didn't know her didn't didn't want her

calling my phone didn't know the person

who gave her my number but I already

wanted the custom

suits see there are already out there in

the world millions of people who'd love

to buy what you'd love to sell if they

only knew you

existed and she did cold Outreach it

wasn't cold I mean it was like a antar

Antarctica Cod

car

calling my

phone and I think I bought 15 suits and

a tuxedo from her since

January why cuz I wanted a

tailor I already wanted it there are

people out there who already want what

you have they're already waiting for you

to show up so you they can buy the stuff

that you

sell I'm just keeping it real there was

she didn't have to do any high high

pressure

clothes I I already wanted a

tailor I'm telling you there are people

who are looking for you right now in

your town okay you got that part so

now let's get to the part where Let's do

let's do some one-on-one

selling okay

so you like sales requires some

intestinal fortitude but the one of the

first things you're going to have to do

if you're going to be how many how many

are going to be committed to be getting

better at sales okay so here's what you

got to do first thing you got to do to

get better at sales get better at

buying stop having an attitude every

time somebody wants to sell you

something like my attitude with Tiffany

wasn't that she wanted to sell me

something my attitude with her was that

she called my phone and I don't know you

and you got my number from somebody I

don't know and now I don't know how you

got my number I don't know how they got

my number now everybody gonna be calling

me that's why I had attitude right and

so um so so become a better

buyer become a happy

payer

why because everything reproduces after

its own

kind you know why the people that pay me

are so happy to pay me because the

people I pay I'm so happy to pay them I

don't hesitate either like Fast pay

makes Fast

Friends y'all tracking okay that's first

now my recommendation when it comes to

selling and when it comes to

coaching groups are better than

one-on-one

so if you can figure out a way to sell

what you sell to a group versus selling

it to one person at a time you will make

way more money way more

faster way more like way more okay

so do your presentation to a

group and then if the offer gets to be

above

$5,000 do your closing oneon-one

that way the people who it's not for can

disqualify themselves without wasting

any of your

time does that make sense so it can be

you can do a

webinar s now

because I'm just who I am like we do we

do we have we have our sales guys our

sales guy closed oneon-one for our

$55,000 offer and above everything below

that 25,000 27,000 20,000 we don't we

don't we don't book calls those people

you just tell them go buy it if you want

it go buy it if you don't want it don't

go buy it I'm going to the golf course

I'll see youall later right that's I

mean that's pretty that's pretty much my

clothes right but when you're when you

get on a booked call when you're new if

you're selling something for 5,000 or

even 2,000 you might want to start

booking calls with people just so you

can get good at

it so the presentation happens to the

group maybe it was a webinar maybe it

was a challenge maybe it was a um video

sales letter maybe it was an automated

webinar it doesn't matter so they see

the presentation then you go on and you

ask them the first question I always ask

in sales is so what did you like best

about what you saw in the

presentation and they tell me great what

questions of any do you have that's the

second question I ask and they ask a

question guess what I do when they ask

me a question I answer

it and then guess what the question I

ask next what other questions do you

have ask me another question and I

answer

it I hope they ask me 15 questions if

they ask me if they ask me 15 questions

they buy if they ask me seven questions

or more and they're qualified they're

buying why because I how do you overcome

objections I don't let questions turn

into

objections what is an objection an

objection is a question that you allow

to Fester by not answering it in your

presentation I know there are people who

there'll be people who disagree with

me

okay all I can say is do you boo but I'm

telling you like me me a I wish I looked

like I thought I was going to overcome

an objection my I I don't I'm not sure

why I'm looking at so- and so's coaching

program and looking at yours how why

should I buy yours you shouldn't you

should buy

theirs not with an attitude like

literally you shouldn't you should buy

theirs well don't you want to convince

me

no I already know I already know who I

am and if you don't know go buy

theirs yeah I'm done like like I there's

I don't have I don't have a half an

ounce of convince in me

anywhere

anywhere and

so what other question you have I ask

them what other questions do you have

until they run out of questions and then

finally they say I don't have any more

more questions I say great do you mind

if I ask you a few questions the law of

reciprocity says they have to say what

no I don't mind

great what appeals to you the most about

what you saw so

far like building a super successful

business and creating generational

wealth for your family are doing that in

the next three to five years or both

guess what they always say both why it

was the last thing I

said

they don't want to think about it so

they'll say

both I say great if you had an

opportunity to start benefiting from

both sooner or later would you choose

sooner or would you choose later I mean

no I say would you choose later or would

you choose sooner would you choose later

or would you choose sooner so I say if

you had an opportunity to start

benefiting from both sooner or later

would you choose later or would you

choose sooner so I asked the question

would you choose sooner but I'm ending

with the phrase choose sooner and guess

what they say sooner great how do you

spell your first

name

that's how I

close they already know the price they

already know all the information how do

you spell your last name how do you

spell your first name b o b okay got it

how you spell your last name SM SM i t h

i don't care what their name is how do

you spell your first name how do you

spell your last

name most people pay with be the initial

payment is $22,000 most people pay with

Visa Mastercard American expressor

discovered the rest is wired which card

will you be using to get started today

American Express great what's that

number like when I'm when I'm closing

somebody on one of my offers I don't

send them a link and let them pay I

close them on the spot I'm right right

right there un filling it out

myself you're going to get an email when

you get that email it's going to give

you the wire instructions you have to

wire the balance by XYZ time in order

for you to get access to this by that

date b

boom and um you're going to have an on

on onboarding and the first training is

next blah blah blah and then you're

done I am telling you that closing

sequence I've closed millions of dollars

in sales one-onone cross the kitchen

table belly to belly nose to nose toes

to toes cross the kitchen table it works

it's not theory if you will take all of

those things into heart and you will do

them you will get better at sales and

stop trying to get people to buy just

realize some will some won't so what

someone's waiting

next SWS SWS SW n it's a wrap I hope

this helps you go make some sales make

some money set your family free in the

meantime in between

peace out C Scout