What is value?

Summary

The video script conveys a profound message about the value of confidence in sales. It features a man offering an ounce of gold for free, demonstrating that when you have something truly valuable, the fear of rejection diminishes. The man's confidence stems from his belief in the value he's providing, not the need for others to accept it. The script suggests that focusing on delivering value to customers can transform the sales process, making it effortless and bolstering one's confidence, shifting the mindset from seeking acceptance to recognizing the customer's potential loss if they refuse the offer.

Takeaways

• 💡 Confidence in sales comes from knowing the value you offer.
• 💰 The fear of rejection diminishes when you're giving away something of great value.
• 🤔 Rejection reflects more on the person rejecting than on the value being offered.
• 🚫 Having a mindset of giving rather than taking builds a strong foundation for sales.
• 🔄 The focus should be on delivering value to customers, making sales a natural outcome.
• 💼 Salespeople who are confident in their offerings have an 'impenetrable' confidence.
• 🌟 When you believe in the value you provide, you're less concerned about rejection.
• 🛡️ Rejection becomes a sign of the other person's loss, not a reflection of your offering.
• 🎯 Aiming to provide more value shifts the sales mindset from desperation to empowerment.
• 🤝 A sales approach centered on value creation leads to easier transactions and satisfied customers.

Q & A

What is the main message conveyed by the man offering an ounce of gold for free?

The main message is that when you truly have something of value, rejection no longer feels terrifying. The man's confidence stems from knowing the value he's offering, and he is more concerned about potential customers missing out than about their rejection.

Why does the man feel he has more to lose if someone says 'yes' to taking the gold?

The man feels he has more to lose if someone says 'yes' because he is giving away something of high value for free, and his real loss would be in the form of the gold he would part with, rather than the rejection itself.

What is the significance of the man's reaction when people refuse the gold?

The man's positive reaction to rejection signifies a shift in perspective where he views the refusal as a loss for the potential customer rather than a failure on his part, highlighting his confidence in the value he is offering.

How does the man's approach to sales differ from those who lack confidence?

The man's approach differs in that he focuses on giving value rather than taking or extracting it. This mindset allows him to have unshakeable confidence, unlike those who fear rejection and lack confidence in the value they provide.

What is the psychological impact of having 'nothing to lose' in the context of sales?

Having 'nothing to lose' can lead to impenetrable confidence in sales, as the fear of rejection is diminished. This mindset can make the sales process easier and more enjoyable, as the focus is on delivering value rather than on the outcome of each sale.

Why do some people hate sales according to the script?

Some people hate sales because they are not confident in the value they are providing. This lack of confidence often stems from a focus on taking or extracting value rather than giving it.

How can focusing on delivering value change one's perspective on sales?

Focusing on delivering value can transform sales from a transactional process to a value-adding one. This shift in perspective can make sales easier, as the salesperson is more concerned with providing benefits to the customer than with securing a sale.

What is the difference between hoping for a 'yes' and thinking potential customers are 'insane' if they say 'no'?

Hoping for a 'yes' reflects a need or desperation for the sale, while thinking potential customers are 'insane' for saying 'no' indicates a strong belief in the value being offered, suggesting that the refusal is a loss for the customer.

How does the man's attitude towards rejection affect his approach to potential customers?

The man's attitude towards rejection, viewing it as a missed opportunity for the customer rather than a personal failure, allows him to approach potential customers with confidence and a focus on providing value, rather than seeking their approval.

What is the core belief that allows the man to have impenetrable confidence in his sales approach?

The core belief that allows the man to have impenetrable confidence is his understanding and conviction in the high value of what he is offering, which makes him believe that any rejection reflects more on the potential customer than on him or his product.

Outlines

00:00

💼 The Power of Value in Sales

The speaker discusses the concept of offering immense value in sales and how it can transform one's approach to rejection. They use the analogy of a man offering an ounce of gold worth $2,000 for free to illustrate the point. The man's confidence stems from the understanding that he has more to lose if people accept his offer than if they reject it. This scenario is used to convey the message that when one is confident in the value they are providing, rejection becomes less intimidating. The speaker argues that the fear of sales and lack of confidence often come from a focus on extracting value rather than giving it. By focusing on delivering value to customers, sales can become easier, and confidence can become unshakable. The speaker concludes by suggesting that instead of hoping for acceptance, one should feel that a 'no' is a loss for the customer, not for the seller.

Keywords

💡Value

In the video, 'value' refers to something of worth or significance, like the ounce of gold being offered. The speaker emphasizes that knowing the true value of what you offer, whether in sales or life, gives you confidence. Rejection becomes less intimidating because the worth of what you're providing remains unchanged. This concept is central to the message, as the speaker suggests focusing on delivering value to others rather than extracting it.

💡Rejection

'Rejection' in the script is portrayed not as something to fear, but as a natural part of offering value. The speaker shows that when you are confident in the value you bring, being turned down doesn’t harm you. In fact, the rejection reflects more on the person rejecting the offer than on the offer itself, as seen when people refuse the ounce of gold.

💡Confidence

Confidence here is described as 'impenetrable,' stemming from a deep belief in the value you're providing. The speaker contrasts the common fear of rejection in sales with a strong sense of self-assurance that comes from focusing on giving value. The individual's confidence remains unshaken, whether or not the other person accepts the offer.

💡Sales

'Sales' is used broadly to describe any exchange where value is offered. The speaker addresses why many people dislike sales: it’s because they lack confidence in the value they provide. By shifting the mindset from taking value to giving it, sales becomes easier, and confidence naturally follows.

💡Giving vs. Taking

The speaker contrasts a 'giving' mindset with a 'taking' one, where giving means offering value generously without focusing on personal gain. This shift in focus makes sales effortless and rejection less painful, as your confidence is tied to what you're giving, not what you’re hoping to receive. The video’s message emphasizes giving more and extracting less.

💡Impenetrable Confidence

This phrase is used to describe the state of being so sure of the value you offer that no rejection or outside opinion can shake your confidence. The speaker explains that when you have something truly valuable, rejection doesn’t feel personal because your confidence remains intact.

💡Ounce of Gold

The ounce of gold serves as a metaphor for offering something valuable. The speaker uses this to show that even when something valuable is presented for free, people might still refuse it. This highlights the idea that the value of an offer doesn't change based on whether someone accepts it.

💡Rejection Reflection

This concept describes how rejection says more about the person doing the rejecting than about the one offering value. The speaker points out that if someone turns down something as valuable as an ounce of gold, it reflects their own judgment or perspective, not the actual value of the offer.

💡Delivering Value

Delivering value refers to providing something beneficial or worthwhile to others. The speaker encourages focusing on how much value can be delivered to potential customers rather than worrying about personal gains. This creates a natural confidence in sales and in life, as you're centered on providing rather than taking.

💡Insanity of Rejection

This phrase reflects the speaker's view that rejecting something of clear value, like an ounce of gold, seems irrational. It serves as a bold statement to illustrate how, when you're offering true value, the rejection is more puzzling and says more about the rejecter than the offer itself.

Highlights

The value of each ounce of gold is $2,000 and the speaker is offering it for free.

The speaker uses the example of offering gold to illustrate the concept of value and rejection.

Rejection becomes less terrifying when one has something of great value to offer.

The speaker suggests that confidence in sales comes from knowing the value of what is being offered.

The fear of rejection is replaced with a sense of impenetrable confidence when one is giving away value.

If potential customers reject the offer, it reflects more on them than on the value being provided.

Lack of confidence in sales often stems from a focus on taking rather than giving value.

Focusing on delivering more value to customers can make sales easier and boost confidence.

The speaker argues that salespeople should aim to provide so much value that potential customers would be 'insane' to say no.

The speaker contrasts the fear of rejection with the empowerment of offering something of undeniable value.

The power dynamic shifts when the salesperson is confident in the value they are providing.

The speaker emphasizes the importance of not needing the sale, which can lead to greater sales success.

The speaker suggests that a shift in mindset from hoping for a 'yes' to expecting a 'no' can lead to more sales.

The speaker uses the analogy of gold to demonstrate the psychological impact of offering high value in sales.

The speaker implies that true sales confidence comes from a deep understanding of the value one is offering.

The speaker concludes that sales should be about providing value rather than extracting it from customers.

Transcripts

I'm going to load up this tracks pack

each one of these ounces is 2 Grand

let's see if somebody wants it for free

sir you are

smart bam an ounce of gold come on take

it come on you got it another potential

sir man an ounce right it's good when

they don't want to take an ounce it

feels so good so I watched this

and I

thought there's a powerful message

in this right and that's that when you

truly have something of value rejection

no longer is this terrifying thing you

see this guy knows that he's giving away

so much value that he has more to lose

by them saying yes than he has if they

say no and this gives him a sense of

impenetrable confidence I have nothing

to lose if they say no and in fact if

they say no it says more about them than

it does about me or what I'm offering

because I know the value and the reason

so many people hate sales and so many

people don't have this unshaken

confidence is because they're not

confident in the value they're providing

and this stems from a desire to take or

extract value rather than to give value

If instead we focus on how we can

deliver more and more value to our

potential customers then sales becomes

easy and our confidence becomes

impenetrable and instead of thinking oh

I hope they say yes I really need this

you'll be thinking if they say no

they're insane