How I Close Million Dollar Sales 1 On 1

Summary

In this video, the speaker shares his sales expertise, guiding viewers on how to close high-value deals through one-on-one interactions. Drawing from his experience in financial services and network marketing, he emphasizes the importance of listening, asking questions, and addressing the client's needs rather than focusing on product features. He debunks common sales myths, highlighting that selling is a learned skill, not an innate talent, and demonstrates a step-by-step closing process to convert prospects into sales effectively.

Takeaways

• 🚀 The speaker emphasizes the importance of mastering the art of closing big sales, regardless of the size, by understanding the value the customer is seeking.
• 🔧 The speaker's first entrepreneurial venture involved buying and selling cars, which taught him the basics of business but not necessarily sales skills.
• 📈 He transitioned into financial services and faced initial struggles, highlighting the common issue that many entrepreneurs lack sales skills despite their business acumen.
• 🏫 The speaker points out that traditional education, even at prestigious institutions, often fails to teach essential skills like sales, which are crucial for business success.
• 👂 The key to successful sales is listening and asking the right questions, rather than simply being able to talk well, which counters a common misconception about sales.
• 🔑 Understanding the customer's needs and desires is paramount; the salesperson should focus on what the customer cares about, not just their own product features.
• 🤝 In network marketing, the ability to sell is crucial, but equally important is the ability to train others in sales to build a successful distribution network.
• 💡 The speaker discovered that people with higher levels of institutional education can be more challenging to coach in sales because they are often too vested in their own knowledge.
• 🛍️ Selling is about creating an environment where the customer feels like buying, which is a principle that can lead to significant sales success.
• 🤔 The speaker suggests using embedded commands and guiding questions in the sales process to naturally lead the customer towards a 'yes'.
• 💳 When closing a sale, the speaker recommends taking an active role in the payment process, filling out forms for the customer, and making it easy for them to commit.

Q & A

What is the main topic of the video?

The main topic of the video is teaching viewers how to close big sales, ranging from smaller amounts to multi-million dollar deals, through one-on-one interactions.

What was the speaker's first entrepreneurial endeavor?

The speaker's first entrepreneurial endeavor was buying used cars, fixing them up, and selling them for a profit.

How did the speaker initially get started in sales?

The speaker initially got started in sales through a multi-level marketing company called Al Williams, which later became Primerica.

What challenges did the speaker face when first starting in sales?

The speaker faced the challenge of not knowing how to sell effectively, resulting in many rejections during the first 18 months.

Why does the speaker emphasize the importance of listening and asking questions in the sales process?

The speaker emphasizes the importance of listening and asking questions because it allows the salesperson to understand the customer's needs and desires, which is crucial for closing a sale.

What is the speaker's view on the correlation between education and sales skills?

The speaker believes that higher levels of institutional education can sometimes hinder sales skills, as individuals may become too vested in their own knowledge and fail to connect with the customer's interests.

What is the speaker's approach to handling objections during the sales process?

The speaker's approach is to ask the prospect what other questions they have, addressing each one to eliminate objections and build trust.

What is the significance of the phrase 'if there were a way' in the sales conversation?

The phrase 'if there were a way' is used to frame the sales pitch without implying that the salesperson knows more than the prospect, avoiding creating a sense of opposition.

What is the 'embedded command' technique mentioned by the speaker?

The 'embedded command' technique is a method of asking a question that subtly guides the prospect towards a desired response, such as choosing 'sooner' over 'later' when considering the timing of a purchase.

How does the speaker describe the process of closing a sale?

The speaker describes the process of closing a sale as a series of steps that guide the prospect towards making a purchase, emphasizing that selling is a process, not an event.

What is the speaker's perspective on the role of confidence in sales?

The speaker believes that confidence is crucial in sales, as it stems from knowing that the salesperson can deliver on the promises made and meet the customer's needs.

Outlines

00:00

🚀 Introduction to Closing Big Sales

The speaker begins by setting the stage for a discussion on closing large sales, regardless of the size, from thousands to millions of dollars. They share personal anecdotes about their initial foray into sales through buying and selling cars, which was more about fixing and selling rather than actual sales skills. The narrative transitions into their experience in the financial services industry, specifically with a multi-level marketing company, where they faced initial rejections but eventually honed their sales skills. The speaker emphasizes the importance of understanding value and the need for sales skills even among entrepreneurs and business owners, who often lack this crucial ability.

05:02

🛠 The Art of Selling in Multi-Level Marketing

This paragraph delves into the specifics of selling within a multi-level marketing framework. The speaker highlights the importance of not only being adept at sales but also at training others to sell, as this is essential for building a successful network. They discuss the common pitfalls of novice salespeople, who often focus on the wrong aspects of their offerings, leading to failed sales attempts. The speaker also touches on the challenges faced by individuals with higher levels of institutional education, who may struggle with sales due to being too vested in their own knowledge and not focusing on the customer's needs.

10:03

🔍 The Importance of Listening and Asking Questions

The speaker emphasizes the critical nature of listening and asking the right questions in the sales process. They argue against the common approach of talking too much and instead advocate for understanding the customer's desires and concerns. By asking questions and waiting for answers, salespeople can tailor their pitch to what the customer truly cares about, thereby increasing the likelihood of a sale. The speaker also discusses the concept of creating an environment where the customer feels compelled to buy, aligning with their personal reasons and feelings rather than logical persuasion.

15:04

🍽️ An Analogy of Customer Service and Sales

Using a dining experience as an analogy, the speaker illustrates the importance of not altering the customer's request but rather fulfilling it as stated. They draw a parallel between poor server behavior, which tries to change the customer's order, and poor sales practices that push products the salesperson prefers rather than what the customer wants. The speaker stresses the need to listen to the customer's needs and facilitate their desires, not impose one's own preferences.

20:05

📈 The Closing Sequence for High-Ticket Sales

The speaker outlines a detailed closing sequence for high-value sales. They start by asking the customer what they liked best about the presentation, encouraging the customer to express their desires and interests. The speaker then addresses any questions the customer might have, using this as an opportunity to eliminate objections and clarify doubts. By asking if there are any more questions, they ensure all concerns are addressed. Once the customer is satisfied with the information, the speaker moves to close the sale by subtly guiding the conversation towards a purchase decision, using embedded commands and the law of reciprocity to facilitate a smooth transaction.

💳 Handling the Payment Process with Confidence

In this final paragraph, the speaker discusses the payment process, emphasizing the importance of confidence and directness. They suggest that instead of asking the customer if they would like to buy, the salesperson should assume the sale and proceed to handle the payment details themselves. The speaker also mentions the common methods of payment and guides the customer to choose one, creating a sense of normalcy and momentum towards the sale's completion. They conclude by addressing potential concerns about manipulation, asserting that their approach is based on understanding and fulfilling the customer's desires, not on deceptive practices.

Keywords

💡Closing Sales

Closing sales refers to the process of persuading a potential customer to make a purchase. In the video, the speaker emphasizes the importance of this skill in achieving success in sales, regardless of the size of the sale. The speaker shares personal experiences and strategies for closing sales one-on-one, highlighting the significance of understanding customer needs and providing value.

💡Value Proposition

A value proposition is a promise of value to be delivered, and it's central to the sales process. The speaker discusses how to communicate the value that the customer is seeking, using it as a foundation for closing sales. The script mentions having conversations about value that the speaker can provide, which is key to convincing potential customers.

💡Entrepreneur

An entrepreneur is an individual who creates a new business, bearing the risks and rewards of the venture. The speaker identifies as an entrepreneur and shares their journey, starting with buying and selling cars, which was their first entrepreneurial endeavor. This term is used to illustrate the speaker's background and their transition into sales and financial services.

💡Financial Services

Financial services encompass a broad range of businesses that manage money and include banks, credit unions, insurance companies, and investment firms. The speaker mentions getting started in sales with a financial services company, which is where they began to develop their sales skills and understand the importance of selling in this industry.

💡Multi-Level Marketing (MLM)

Multi-Level Marketing is a business model where salespeople earn not only from their own sales but also from the sales made by the people they recruit. The speaker discusses their introduction to financial services through an MLM company, which later became Primerica, and how this experience shaped their understanding of sales and team building.

💡Sales Skills

Sales skills are the personal abilities that help in persuading another party to buy a product or service. The script highlights that many entrepreneurs lack these skills, which is a gap the speaker aims to fill through their teachings. The speaker's narrative emphasizes the importance of learning and mastering sales skills to succeed in business.

💡Listening and Asking Questions

The speaker stresses the importance of listening to the customer and asking the right questions as a core component of the sales process. They argue that being able to listen and inquire about the customer's needs and desires is more beneficial than simply being able to talk well. This approach helps in understanding what the customer cares about, which is crucial for closing a sale.

💡Institutional Education

Institutional education refers to the formal education system provided by institutions such as schools and universities. The speaker observes that people with higher levels of institutional education can be more challenging to coach in sales because they may be too vested in the knowledge they have acquired and may struggle to connect with customers on a level that motivates sales.

💡Embedded Command

An embedded command is a persuasive technique where a suggestion is subtly placed within a question, influencing the response. The speaker uses this technique in their sales process, for example, by asking 'if you had the opportunity to benefit from both sooner or later,' implying that the customer would choose 'sooner,' which aligns with the goal of closing the sale.

💡Law of Reciprocity

The law of reciprocity is a social norm where people feel obligated to return a favor or respond in kind to a gesture. The speaker mentions this law in the context of answering customer questions and then asking for their contact information, suggesting that the customer is more likely to comply due to the reciprocal nature of the interaction.

💡Miseducation

Miseducation refers to incorrect or inadequate education. The speaker humorously refers to the formal education system as 'Miseducational Misdirection System' or 'government indoctrination camps,' suggesting that people have been conditioned to respond to questions, which can be leveraged in the sales process.

Highlights

The speaker shares personal experiences and strategies for closing high-value sales, emphasizing the importance of understanding the customer's perspective.

An anecdote about the speaker's first entrepreneurial venture in buying and selling cars, which introduced them to the concept of making a profit.

The realization that selling skills are often lacking in entrepreneurs, including those with high levels of education, due to a focus on their own expertise rather than the customer's needs.

The importance of listening and asking questions in the sales process, as opposed to simply talking about one's own product or service.

A critique of traditional education for not teaching sales skills, despite their importance in various professional fields.

The concept of creating an environment that makes the customer feel like buying, rather than trying to convince them through logic or persuasion.

The role of 'feeling' in the decision-making process of customers, highlighting that they buy based on their emotions, not just rational considerations.

The speaker's transition from an entrepreneur to a sales professional in the financial services industry, and the challenges faced in learning sales skills.

A discussion on the importance of training others in sales within a multi-level marketing structure to build a successful distribution network.

The common mistakes made by novice salespeople, such as focusing on the wrong aspects of the product or service and failing to address the customer's actual concerns.

The significance of the law of reciprocity in sales, where answering the customer's questions builds trust and obligation for them to reciprocate.

A step-by-step guide on how to close sales effectively, including asking the right questions and addressing potential objections.

The use of embedded commands in questions to subtly guide the customer's responses towards a positive outcome.

The speaker's personal sales technique of filling out the payment form for the customer, streamlining the process and demonstrating confidence in the sale.

The assertion that selling is a skill that can be learned and mastered, not just a talent, and that it is essential for financial success.

A closing statement that challenges the notion of manipulation in sales, arguing that the speaker is merely facilitating the customer's pre-existing desires.

The final encouragement for entrepreneurs to learn and implement effective sales techniques to achieve financial freedom for their families.

Transcripts

on this video I'm going to show you how

to close big sales whether big for you

is a $500 sale $1,000 sale a $10,000

sale a $100,000 sale or a million doll

sale I'm going to show you how to close

big sales one-on one and I've closed

lots of big sales to the tune of

millions and millions of dollars

oneon-one nose to nose toes to toes

belly to belly across the kitchen table

having conversations with individuals

about value that they are looking for

that I can provide and I'm going to show

you how I do that and my process

so um in full disclosure when I first

got started in selling I got started in

the financial services industry well

that's that's that's kind of not true um

and what I mean by that I did I was an

entrepreneur before I knew I was an

entrepreneur I don't know if anybody

else here has had that experience right

so when I came home from college um my

first year when I got home I bought a

1972 Buick Skylar

for $50 out of the Pax Tang Herald in

Harrisburg Pennsylvania I drove that car

around all

summer and I didn't do any body work on

it I didn't fix the engine I didn't take

it to the car wash I didn't vacuum it

out I didn't do just drove it around all

summer and I got ready to go back to

Indiana to go back to college and um

that car is not going to Indiana it

might get on the way to Indiana but it

ain't going all the way to Indiana and

so so I thought well I'll just just sell

the car so a friend of mine offered me

$300 for it so I sold it to him so I

drove the car around all summer and then

made $250 profit literally made a 6X

return on my

money and then I just started buying

cars and fixing them up and sell that

was my first entrepreneurial Endeavor

but that was that was a little different

because I didn't see that as sales I

just saw that as being a mechanic right

cuz I really good at fixing stuff and

really good at doing body work and can

change an engine or transmission I don't

do that stuff anymore but I used to do

it all the time um and so that was my

first entrepreneurial Endeavor but it

didn't really require a lot of sales

skills because people knew if they

wanted a car and they knew what price

they wanted to pay and so I would just

advertise the car in the newspaper

remember newspapers those things they

used to have back in the olden days when

Abraham Lincoln was President okay so we

I'd advertise it in the newspaper in the

classified section and then people would

call and then they'd come by and look at

the car and if they liked it enough and

they and the price was right or they

negotiated they would buy the car right

so that was that was that and I I was

okay at doing that but it wasn't because

I was good at sales it was just because

people wanted the product right so then

I got introduced to financial services

through a multi-level marketing company

called Al Willams which later became

Primerica and um I got started in

October of 1985 and I did a lot of

presentations but everybody said no for

the first 18 months and I did a lot of

presentations and everybody was no no no

no no no no no no no no no no I was

terrible I was terrible at sales because

I didn't know what sales was and there

are so many people who are at

entrepreneurs and they're in business

but they don't know how to sell and it's

really fascinating to me that even if

you go to business school even if you go

to like Harvard Business School they

don't teach you how to sell you go to

medical school you learn how to work on

the human body but they don't teach you

how to close PE patience on letting you

work on their human body right you go to

law school and they teach you how to

practice law but they don't teach you

how to get any clients to practice law

four and so most entrepreneurs are

terrible at sales and so um I've got

some highle clients and we were

traveling this week and like they went

with me to Dallas like some of my VIPs

and royal family clients and and those

are people who are um who either paid

$350,000 for a day of coaching for eight

hours of coaching with me or they paid a

million dollars for 4 eight hour days of

coaching over a over a year and I'm

having conversations with them and I'm

listening to the way they talk and I'm

thinking this person like and it's not a

judgment it's like okay this person has

to learn how to close and I'm so I'm

having the conversation no the reason

you're struggling with what you're

working on right now is because you

you've never been in sales and so when

you talk to people about things in your

business the conversation that you have

doesn't lead to a sale right I can tell

by when I'm having a conversation with

you the stuff you're talking to me about

if you were to talk to me about that and

I was a potential client nothing you're

saying would cause me to say yes to your

offer right and so people who have not

learned how because selling is not a

talent oh oh yeah I'm really good at

sales I can talk good well talking good

is not um it's not a requirement number

one and it's not necessarily even a

benefit being able to talk to sell more

of a benefit is being able to listen and

ask questions and then wait for the

answer and then respond to the answer

because the the answer they give you is

going to show you the things they care

about and if you're talking to them

about the stuff you care about they're

not buying but if you talk to them about

the stuff they care about then they are

okay so so um and I remember when I was

in multi-level marketing if you're going

to be successful in multi-level

marketing you have to be good at sales

but you also have to be good at training

people on sales right because if you can

sell and you can sell the opportunity

and you can sell um the products of your

multi-level marketing company then you

can make some money but unless you can

build a big team of people who also have

the ability to sell then you are not

going to make a lot of money because

multi-level marketing is not about it's

not about selling the products it's

about building the distribution channel

right and so what you do is you go out

and sell people on the opportunity so

that other Distributors can join your

team and they can go out and multiply

your distribution Network that's what

network marketing is designed to do okay

so here's what I discovered when I used

to build my network marketing teams it

felt like and even when I trained

Network marketers and that was my

business and I would training Network

marketers and I would ask people

questions and I'd recruit people and um

I'd go with them on presentations and

watch them attempt to recruit somebody

and it seems like they all went to the

same University of anti- selling right

it's like the first thing that comes to

the mind of a novice

salesperson is the worst possible thing

you could say to make a sale it's not

like it's neutral it's not like it it's

not helpful it's actually harmful like

the stuff they're saying like cause

people to say

no because you're talking to them about

the wrong stuff so

and

usually the reason people who are not

good at sales talk to clients about the

wrong things is because usually they

were educated in a discipline that

taught them to Value the education that

they

have and so they're vested in the

education so that's the value in their

minds and so they talk to the people

about the stuff they know about and

about the stuff they care about like

I've discovered that some of the hardest

people in the world to coach to a

successful outcome are people who have

higher and higher levels of

institutional education right it's way

easier for me to coach somebody who's a

blue collar worker or coach somebody who

doesn't have a college degree if

somebody has a college degree it's

really really challenging to help them

succeed if they've got a master's degree

it's even harder if they have a PhD it's

so hard because they're so vested in all

of the stuff that they've learned and

they want other people to care about the

stuff that they spent decades or years

of their life learning about and

figuring out and nobody cares people

only care about the things people care

about and so so until you get good at

learning how to talk to people about the

things they care about and then asking

them questions and then WFA wait for an

answer you're not going to be good at

sales because the answer that they give

you is what ought to guide the

conversation if you are going to make a

sale it is what will guide the

conversation because people do things

for their reasons not

yours are y'all tracking and so when you

understand and when I say when they do

things for their

reasons they basically have one reason

that's going to one there's there's only

one thing you've got to get them to do

to get them to buy

one one how many one okay what's the one

thing you got to create an environment

that makes them feel like buying people

do things for one reason and one reason

only because they feel like it they

don't do it because they understand it

they don't do it because it makes sense

they don't do it because um The Price is

Right they do it because they feel like

it and so your job in selling anyone

anything is to get is to create an

environment that makes them feel like

buying and if you can do that oh there's

no limit to the number to the amount of

s money you can make in sales there's no

limit to the amount of sales you can

make like

when you can it it like this doesn't

sound like a business principle when you

read it in the Bible it doesn't sound

like a business principle but it's one

of the greatest business principles ever

Jesus said he who will be greatest among

you let him be servant of all that

doesn't seem like a business principle

it's one of the greatest business

principles ever so when you serve other

people the things they desire to be

served instead of the things you desire

to serve them oh don't even get me

started yes

so um I had dinner with um Jerry and P

Jerry and prilla shrier and two of their

sons and one of their son's friends so

Priscilla shri's Dr Tony Evans daughter

and so we had dinner and so we go to the

steakhouse and the guy who comes to wait

on me and I'm not a super fan of guy

servers I mean I've had some good guy

servers but most guy servers are just

most guy servers that I've had have been

terrible um I'm just like like like I

just like but I went into it with no

preconceived notions he asked me what

I'd like to order and I proceeded to

tell him I said I would like a fet Minon

butterflied medium well plus which means

oh you want it Well

Done can I finish my

sentence that's why I can I finish my

sentence medium well plus which

means I don't don't want any blood and I

don't want it burnt on the outside so

that's why butterfly cook it slower

medium well plus cooked all the way

through not

charred oh that's medium that's that's

well

done okay well the chef can can you take

my order well the chef can't do it that

way okay I don't want

anything I don't want anything I'm good

I just drink water

I'm sorry sir I'm sorry sir right you're

sorry but you you you're a pretty sorry

server for

one this is not a soup

kitchen we are paying for this

food I am giving you the content you

provide the context the context cook the

food the way I'd like it right so anyway

so he asked me for my order and when I

gave him my order he wanted to change my

order into something that he could

understand you don't need to understand

it just go tell the chef what I said

right right okay but that's how most

people sell they're so this is what's on

the menu this is what the chef said they

can do you ain't working for the chef

right now the chef ain't paying

you so when you're selling don't be that

server don't sell people what you want

them to

buy are y'all tracking okay so they've

seen your presentation maybe your

presentation was a webinar let's say

you're going to sell a 5,000 offer just

whatever that is maybe it's a coaching

program maybe it's a course or a $2,000

course or whatever so they go to a

webinar automated webinar they book a

call to have a conversation with you you

get on the phone with them or you get on

Zoom with them I like Zoom better than

the phone because then you can see their

faces you get that feedback energy and

then you start asking them questions so

here's how you here's the closing

sequence that I have used to make

millions and millions of dollars

oneon-one having conversations with

individuals y'all ready okay so the

first question I ask is this what did

you like best about what you saw in the

presentation now why do I ask what did

you like best I never say what did you

think I never say are do you think you'd

be interested interested is a kiss of

death

word right interested is asking for

commitment before Prov providing value

if I could show you a way if I could

show you a way which is a terrible thing

to say by the way if I could show you a

way to AB bcde e FG would you be

interested

so

terrible a better way to say that

is if there were a way because if you

say if I can show you a way you're

already telling them I know something

you don't know which which to them

sounds like I'm smarter than you and so

now you've already created opposition

because what they're going to do is

they're going to say well I don't know

if I would be interested or not because

they don't want to feel like they're

dumb to help you feel like you're smart

so don't say if I could show you a away

never ask somebody if you could show

them a away always ask them if there

were a way if there were a way that

removes you and them from the

conversation if there were a way that

you could AB bcde e

FG is that something that you would like

to know more about

potentially well potentially I would

like to know more about that right so

they've seen the presentation they've

seen a webinar they've seen whatever I

don't have time to teach you how to do a

webinar or a zoom or live or whatever

sales presentation right now they've

already seen your presentation they've

booked a call if they've seen your

presentation and booked a call they did

not book a call because they don't care

about more details about your offer they

didn't book a call because they don't

desire the outcome that you promised on

that presentation they booked the call

because they do desire the the outcome

now they just want to figure out if it's

worth it that's why they're having the

conversation with you does that make

sense to everybody yes okay so what you

say is you say if the um you say based

on what you what you saw in the

presentation whether it be a webinar

Zoom call automated webinar whatever

based on what you saw in the

presentation what do you like best about

what you've seen so far and you just let

them talk

why because in a in a in a selling

environment with a pro the person who's

the prospect or the client provides all

of the

content and the closer just provides the

context what is the content the content

are the reasons why they would say yes

or no so the more you get them to say

the more clarity you're going to have on

their desires and the more likely they

are to

buy the reason some of you can't sell is

because you talk too much and listen too

little I heard somebody say one time

they might be right the Reason God gave

you one mouth and two ears because

you're supposed to listen twice as much

as you talk that's especially true in

selling right and so so what did you

like best they tell you great what else

did you

like why I want them talking as much I

want them to do most of the talking when

I am selling I don't ever do most of the

talking when I'm selling I don't even

care if I'm selling to a group I'll get

the group to talk back to me does that

make sense to everyone say yes yes see

you just did it and I'm not even selling

anything okay so then after that I

say um based on what you've seen so far

so they've already seen what the product

is or the service they already know how

much it costs based on what SE you've

seen so far what questions if any do you

have well question one what about this

you answer that question

and then you say what other questions do

you have and they ask you another

question great and then you say what

what other questions do you have and

they well what about this and then you

say and you answer that question what

other questions do you have see here's

part of your problem you're afraid of

their questions because you're afraid

you might not know the answer so learn

the

answer I will I I I if here's what I

know for a fact the more times I ask

what other questions do you have and the

more times they give me an answer the

more likely they are to

buy

what yes why because what I'm doing is I

am eliminating objections how do you

eliminate objections don't have

any you answer them when they're

questions before they get see an

objection is an infected question that

did not get answered in the presentation

or the close

an unanswered question is like an open

wound that doesn't get

cleaned are y'all tracking and so what

other questions do you have what other

questions you have man I used to love it

when people ask me 15 questions they're

buying I don't even have to think about

it they're

buying why because then I say what other

questions you have eventually guess what

they're going to say I don't have any

more questions you know what that means

there's not even a slight possibility

for them to come up with an

objection great

NOW Watch What Happens Next when they

say I don't have any more questions you

say do you mind if I ask you a few

questions what are they going to say the

law of reciprocity says because you

answered 15 questions for them or seven

or however many they feel obligated to

let you ask them a few

questions

Oh So based on the presentation and the

questions you've asked and the answers

I've

given so because I teach people how to

make money and how to make a whole bunch

of money

faster I might ask this question um

based on the presentation you've seen

the questions you've asked the answers

I've

given what appeals to you the

most making the really big money or

having more free time or both now

95% of the time they are going to say

both why because two things that

influence people a lot are recency and

frequency

the more often you say something the

more likely it is to setto in and the

most recent thing is the thing people

are going to lock into so if I say what

appeals to you the most the big the big

money or the free time or both they're

likely to say both because it was the

last thing I said and they don't have to

think about it and I already know

they're gonna say

both so I don't I'm not asking any

question I already know the answer to

I'm just guiding the presentation see

you think your job is to convince

somebody to buy I realize my job is just

to facilitate somebody who already

desires to buy and not to get in their

way are y'all tracking Okay cool so so

um they say both I say great if you had

the opportunity to benefit from both

sooner or later now notice how I phrase

this would you choose sooner would you

choose later or would you choose

sooner would you choose later or would

you choose sooner so I'm asking them a

question but at the end of my question

I'm telling them to choose sooner it's

called an embedded command so it's a

question it's a statement that's dressed

up in a

question if you had an opportunity to do

both sooner or later would you choose

later or would you choose sooner sooner

excellent how do you spell your first

name Bob b o great how do you spell your

last name s SMI T great Bob and if I'm

mailing something to them what what

address would you like your product

shipped

to okay uh give me a couple give me your

the um the best phone number to reach

you as well as an email address

now when you get to the point where

you're asking for the

money you don't say um um so would you

like to buy it they've already said

yes so what you say is most people pay

now when I'm closing High ticket sales

or premium value offer sales I don't let

I don't send them to go fill it out I

pull it up myself and fill it out for

them right so most people pay with Visa

Mastercard American Express or discover

which are you going to use to get

started

today it is so good first thing I said

was most people

pay and everybody wants to do what

everybody's doing and nobody wants to do

what nobody's doing most people pay with

Visa Mastercard American Express or

discover which one will you be using to

get started

today American Express great what's that

number what's the expiration date you

say people won't give you that I've had

when I used to do multi-level marketing

because it was a business opportunity

they would give me their name their

address their phone number their email

address their social security number and

their credit card

number people that I've never even

talked to before ever why because okay

I'm going let you'all on a little secret

before we end this

video they went through the Mis

educational misdirection system aka the

government indoctrination camps also

known as child prisons um or schools um

their whole life and they've been

programmed to answer

questions so when you ask them questions

they feel obligated to answer because

that's what they're in the habit of

doing

anyway so I'm going to end with

this you say Marin that sounds like

manipulation okay so let me let me break

something to you baby I'm G look in the

camera for this

one if you're grown and broke you've

already been

manipulated because nobody set out at 18

to say you know I can hardly wait to get

Gran so I can be

broke so grown and broke equals already

been

manipulated I'm not manipulating anybody

they already told me what they desire I

know I can help them get it so and and

by the way I know that sound that

probably sounds a little bit too

confident to some of you I can't fix it

because I know I don't hope I don't

think I'm not wishing we've already done

it too many times with too many people I

know it works it's a skill set the

difference between a talent and a skill

is a talent is god-given and skills can

be acquired by anyone who's willing to

do the work and closing is a skill and

it can be acquired even if you're an

introvert I know I am an introvert I

know that's hard for y'all to believe

but deal with it um so so when you

master these this this way of having a

conversation it'll blow your mind how

many sales you'll make it'll blow your

mind because you're taking people

through a closing sequence and you're

understanding that selling is not an

event it's a process and when you go

through all the steps of the process out

pops a sale I hope this helps you and

blesses you in your endeavors as an

entrepreneur to make more sales and more

money so you can set your family

financially free stay blessed by the

best and we'll see you in the next video