Selling Without Being Salesy: The Kind Way to Sell.

Summary

In diesem Vortrag teilt der Sprecher seine Erkenntnisse aus Projekten über 200.000 Dollar und betont die Wichtigkeit, die eigenen Verkaufsstrategien zu überdenken. Er beschreibt, wie introvertierte Designer ihre natürlichen Fähigkeiten nutzen können, um effektiver zu verkaufen, und gibt praktische Tipps zur Veränderungsverwaltung im Verkauf. Der Vortrag umfasst Geschichten und Lektionen aus seiner Karriere, die die Bedeutung von Fragenstellen, Zuhören und Empathie im Verkaufsprozess hervorheben. Er schließt mit der Empfehlung, wertvolle Inhalte kostenlos anzubieten, um Vertrauen und Verbindungen zu potenziellen Kunden aufzubauen.

Takeaways

• 😀 Wenn du an einem bestimmten Punkt in deinem Leben bist und an Projekten über 200.000 $ arbeitest, musst du verstehen, dass die Kunden jeden auf der Welt einstellen können.
• 😀 Deine Konkurrenz hat sich komplett verändert, und du kannst keine 'Minor League'-Strategie mehr verwenden, um in der 'Major League' zu spielen.
• 😀 Was dich bis hierher gebracht hat, wird dich nicht weiterbringen; du musst etwas Neues lernen, um weiter zu wachsen.
• 😀 Intuition, dass man immer weiter wächst, wenn man einfach weitermacht wie bisher, ist falsch; man stößt irgendwann auf eine Decke oder eine Wand.
• 😀 Introvertierte können genauso erfolgreich im Verkauf sein wie Extrovertierte, wenn sie ihre natürlichen Fähigkeiten nutzen.
• 😀 Verkauf ist Veränderungsmanagement: Du hilfst Kunden, von ihrem aktuellen Zustand zu ihrem gewünschten zukünftigen Zustand zu gelangen.
• 😀 Verkaufen bedeutet nicht, aggressiv zu sein; es geht darum, Wert zu schaffen und im Einklang mit sich selbst zu handeln.
• 😀 Deine Aufgabe ist es, den Kunden zu helfen, ihre Probleme zu verstehen und klar zu definieren, was sie tun müssen, um sie zu lösen.
• 😀 Fragen zu stellen und aktiv zuzuhören sind die Schlüsselkompetenzen im Verkauf.
• 😀 Verkaufen ist ein Akt der Großzügigkeit: Du hilfst den Kunden, ihre Herausforderungen zu meistern, indem du ihre Bedürfnisse in den Mittelpunkt stellst.

Q & A

Was ist die Hauptbotschaft des Redners über den Wettbewerb auf dem Markt?

Die Hauptbotschaft des Redners ist, dass auf einem höheren Wettbewerbsniveau die Konkurrenz global ist und man eine Strategie auf Major-League-Niveau benötigt, um erfolgreich zu sein. Das, was einen bis hierher gebracht hat, wird nicht ausreichen, um weiterzukommen.

Warum ist es wichtig, seine Verkaufsstrategie zu ändern, wenn man größere Projekte angeht?

Es ist wichtig, die Verkaufsstrategie zu ändern, weil größere Projekte eine andere Wettbewerbslandschaft und höhere Erwartungen der Kunden mit sich bringen. Man muss sich auf größere Probleme konzentrieren und Lösungen anbieten, die echten Mehrwert schaffen.

Wie beschreibt der Redner die Beziehung zwischen Verkaufsfähigkeiten und kreativen Menschen?

Der Redner beschreibt, dass viele kreative Menschen introvertiert sind und den Verkauf als etwas Extrovertiertes und Manipulatives ansehen. Er will kreativen Menschen helfen, den Verkauf als eine Möglichkeit zu sehen, echten Mehrwert zu schaffen und damit ihre Karriere voranzutreiben.

Was bedeutet 'Verkauf ist Veränderungsmanagement' laut dem Redner?

Verkauf ist Veränderungsmanagement bedeutet, dass der Verkäufer dem Kunden hilft, von einem aktuellen Zustand zu einem gewünschten zukünftigen Zustand zu gelangen. Dabei muss der Verkäufer die Hindernisse identifizieren, die den Kunden daran hindern, dieses Ziel zu erreichen.

Welche Rolle spielt Empathie im Verkaufsprozess laut dem Redner?

Empathie spielt eine entscheidende Rolle im Verkaufsprozess, da sie dem Verkäufer ermöglicht, die Probleme und Herausforderungen des Kunden wirklich zu verstehen. Durch Empathie kann der Verkäufer eine tiefere Verbindung zum Kunden aufbauen und vertrauenswürdige Lösungen anbieten.

Was sind die Schritte, die der Redner vorschlägt, um den Verkauf zu humanisieren?

Die Schritte umfassen: 1. Einen Dienstleistungsansatz verfolgen, 2. Mehr Fragen stellen, 3. Aktiv zuhören, 4. Empathisch auf Kundenprobleme reagieren und 5. Die Gespräche zusammenfassen und auf den Punkt bringen.

Wie kann man laut dem Redner eine gesunde Beziehung zum Verkauf aufbauen?

Man kann eine gesunde Beziehung zum Verkauf aufbauen, indem man den Verkauf als Dienstleistung betrachtet, die dem Kunden hilft, seine Ziele zu erreichen. Indem man sich auf das Lösen von Kundenproblemen konzentriert und nicht auf den reinen Abschluss, kann der Verkauf als eine wertvolle und erfüllende Tätigkeit empfunden werden.

Welche Technik empfiehlt der Redner, um die Verkaufschancen zu erhöhen?

Der Redner empfiehlt, sich auf die größten Probleme des Kunden zu konzentrieren und diese am Anfang des Gesprächs zu identifizieren. Dadurch baut man sofort Vertrauen auf und zeigt, dass man die Bedürfnisse des Kunden versteht.

Wie kann man laut dem Redner Vertrauen und Goodwill in Verkaufsgesprächen aufbauen?

Vertrauen und Goodwill kann man aufbauen, indem man offene, neugierige Fragen stellt, aufmerksam zuhört, die Probleme des Kunden empathisch versteht und die erhaltenen Informationen genau zusammenfasst. Dies zeigt, dass man wirklich an den Bedürfnissen des Kunden interessiert ist.

Was bedeutet es, im Verkauf 'nicht zu verkaufen' laut dem Redner?

Im Verkauf 'nicht zu verkaufen' bedeutet, dass man nicht aggressiv versucht, ein Produkt oder eine Dienstleistung zu verkaufen, sondern vielmehr als Berater agiert, der dem Kunden hilft, seine Probleme zu lösen und seine Ziele zu erreichen. Dieser Ansatz baut Vertrauen auf und führt oft zu besseren Ergebnissen.

Outlines

00:00

📈 Wachstumshürden bei Projekten über 200.000 $

Der Sprecher teilt seine Erkenntnisse darüber, wie man bei Projekten mit einem Wert von über 200.000 Dollar erfolgreich bleibt. Er erklärt, dass Kunden weltweit jeden einstellen können und daher die Wettbewerbssituation sich ändert. Er betont, dass es kontraproduktiv ist, weiterhin dieselben Strategien anzuwenden, die man bisher erfolgreich war, da man sonst einen Wachstumshürden erreichen wird. Er erzählt von einem Erlebnis, das ihm half, sein Geschäft in einem Jahr zu verdoppeln, und stellt seine Präsentation 'Natural Born Seller' vor, die darauf abzielt, die natürliche Gabe zu nutzen, um Menschen zu beeinflussen und zu überzeugen.

05:00

🤔 Die Herausforderung des Verkaufens für Introvertierte

Der Sprecher identifiziert die Vorstellung von Verkaufskraft als etwas, das nur für extrovertierte Menschen zugänglich ist. Er stellt fest, dass viele Designer Introvertierte sind und diskutiert das Problem, dass extrovertierte销售人员 oft die Aufmerksamkeit erhalten, während introvertierte Kreative im Hintergrund bleiben. Er möchte dieses Paradigma ändern und stellt die Idee des Verkaufs als Change-Management dar, bei dem man versucht, Probleme für Kunden zu lösen, indem man sie bei der Überwindung von Hindernissen unterstützt.

10:01

🔄 Vom Verkaufsverständnis hin zum kundenorientierten Denken

Der Sprecher erklärt, dass man sich vom Verkaufsverständnis hin zum kundenorientierten Denken verlagern muss. Er betont, dass man auf den Kunden konzentrieren, Fragen stellen und durch Zuhören und Empathie eine Verbindung aufbauen sollte. Er plädiert dafür, den Verkauf als einen Dienstleistungsprozess zu betrachten, bei dem man den Kunden hilft, ihre Ziele zu erreichen, anstatt sie nur davon zu überzeugen, etwas zu kaufen.

15:01

🚀 Vom Hassen zum Lieben des Verkaufs

Der Sprecher teilt seine persönliche Reise von einem Verächter des Verkaufs zu jemandem, der es liebt und gut darin ist. Er erzählt von einem Wendepunkt in seinem Leben und seinem Unternehmen, als er erkannte, dass er für größere Projekte eine neue Denkweise benötigte. Er beschreibt, wie er mit Hilfe seines Coaches Kier McLaren sein Geschäft verdoppelte und wie er den Verkauf als eine Möglichkeit sah, um anderen zu helfen und dabei erfolgreich zu sein.

20:01

💡 Der Mut, Fragen zu stellen und Chancen zu erschließen

Der Sprecher erzählt eine Geschichte über seine Erfahrung mit einem Fischotell, bei dem er gelernt hat, dass man Mut braucht, um Fragen zu stellen und nach zusätzlichen Gesprächen zu fragen. Er betont, dass es wichtig ist, auf die Bedürfnisse anderer zu hören und zu verstehen, um erfolgreich zu sein. Er nutzt diese Geschichte, um zu zeigen, wie man durch einfaches Fragen und Anbieten von Hilfe Geschäfte generieren kann.

25:04

🤝 Die Kunst des Verkaufens als freundliche Unterhaltung

Der Sprecher teilt seine Ansichten über das Verkaufen als eine Art freundliche Unterhaltung, bei der man auf die Bedürfnisse des Kunden achtet. Er erzählt von einem Buch, das er gelesen hat, und wie er es in die Praxis umsetzt, indem er auf die Probleme des Kunden achtet und diese durch gezielte Fragen anspricht. Er betont, dass man durch Beobachtung und gezielte Fragen einen Verkaufsprozess beginnen kann, der auf dem Bedürfnis des Kunden basiert.

30:05

🎯 Identifizierende Kundenschmerzen als Schlüssel zum Verkaufserfolg

Der Sprecher diskutiert die Bedeutung, die Schmerzpunkte der Kunden zu identifizieren und wie man diese nutzen kann, um Vertrauen aufzubauen und erfolgreich zu verkaufen. Er teilt einige Techniken, wie man durch die Erkenntnis dieser Schmerzpunkte schnell zu einer Lösung übergehen kann, die auf die spezifischen Bedürfnisse des Kunden zugeschnitten ist.

35:05

🗣️ Die Macht der Fragen und des Zuhörens im Verkauf

Der Sprecher betont die Wichtigkeit von Fragen und Zuhören im Verkaufsprozess. Er erklärt, wie man durch gezielte Fragen und das Eingehen auf die Antworten des Kunden ein tieferes Verständnis für deren Bedürfnisse und Schmerzpunkte erlangen kann. Er teilt einige Tipps und Tricks, wie man durch Fragen und das Spielen zurück die richtigen Fragen stellt und die richtigen Antworten erhält.

40:07

📚 Ressourcen und Tools für den erfolgreichen Verkauf

Der Sprecher teilt einige Ressourcen und Tools, die er für den Verkauf nützlich findet. Er gibt einen Überblick über Bücher, die er empfiehlt, und stellt ein Scorecard vor, das hilft, die Qualität von Fragen und das Zuhören im Verkaufsprozess zu verbessern. Er betont, dass man durch das Anwenden dieser Ressourcen und Tools den Verkaufsprozess verbessern kann.

💡 Der Schlüssel zum effektiven Verkauf: Fragen stellen und zuhören

Der Sprecher fasst seine Ansichten über den Verkauf zusammen und betont erneut, dass Fragen stellen und zuhören die Schlüssel zum effektiven Verkauf sind. Er teilt, wie man durch gezielte Fragen und das Eingehen auf die Antworten die Bedürfnisse des Kunden besser verstehen kann und wie man dadurch erfolgreich Verkäufe schließen kann.

Keywords

💡Wettbewerb

Wettbewerb bezieht sich auf die Konkurrenzsituation, in der sich jemand befindet, insbesondere in einem Geschäftsumfeld. Im Video wird erklärt, dass bei Projekten über 200.000 Dollar die Konkurrenz global ist und man sich daher auf einem neuen Level des Wettbewerbs befindet. Dies erfordert eine Anpassung der Strategie, um wettbewerbsfähig zu bleiben.

💡Verkaufsstrategien

Verkaufsstrategien sind die Methoden und Techniken, die eingesetzt werden, um Produkte oder Dienstleistungen erfolgreich zu verkaufen. Der Sprecher betont, dass die üblichen Methoden nicht ausreichen und neue, kundenorientierte Ansätze nötig sind. Ein Beispiel ist der Wechsel von einer aufdringlichen zu einer beratenden Verkaufsweise.

💡Kundenbedürfnisse

Kundenbedürfnisse beziehen sich auf die Anforderungen und Wünsche der Kunden, die ein Produkt oder eine Dienstleistung erfüllen soll. Im Video wird erklärt, dass es wichtig ist, diese Bedürfnisse zu verstehen und zu erfüllen, um erfolgreich zu verkaufen. Dies wird durch Fragenstellen und Zuhören erreicht.

💡Empathie

Empathie ist die Fähigkeit, die Gefühle und Perspektiven anderer Menschen zu verstehen und nachzuempfinden. Im Verkaufsprozess hilft Empathie, eine tiefere Verbindung zum Kunden aufzubauen und dessen Probleme besser zu erkennen. Der Sprecher betont, dass Empathie ein Schlüsselelement für den erfolgreichen Verkauf ist.

💡Fragenstellen

Fragenstellen ist eine Technik, bei der offene Fragen gestellt werden, um mehr über die Bedürfnisse und Probleme des Kunden zu erfahren. Im Video wird betont, dass gute Fragen dazu beitragen, dass der Kunde sich verstanden fühlt und dass dies den Verkaufsprozess unterstützt. Beispiele sind Fragen nach den größten Herausforderungen des Kunden.

💡Hören

Hören ist der Prozess des aktiven Zuhörens, bei dem man dem Gesprächspartner aufmerksam folgt und seine Aussagen versteht. Im Kontext des Videos bedeutet gutes Zuhören, dass man auf die Antworten der Kunden eingeht und darauf basierend weitere relevante Fragen stellt. Dies stärkt das Vertrauen und die Beziehung zum Kunden.

💡Verkaufspsychologie

Verkaufspsychologie bezieht sich auf das Verständnis der mentalen und emotionalen Prozesse, die Kaufentscheidungen beeinflussen. Im Video wird erläutert, dass Menschen oft aus emotionalen Gründen kaufen und dass es wichtig ist, diese emotionalen Trigger zu erkennen und anzusprechen, um erfolgreich zu verkaufen.

💡Problemidentifikation

Problemidentifikation ist der Prozess, bei dem die aktuellen Herausforderungen und Hindernisse eines Kunden erkannt werden. Im Video wird betont, dass dies ein entscheidender Schritt ist, um den Kunden zu helfen und passende Lösungen anzubieten. Ein Beispiel ist die Identifikation des sinkenden Kundeninteresses bei einem Angelresort.

💡Lösungsorientierung

Lösungsorientierung bedeutet, dass man sich darauf konzentriert, praktikable und effektive Lösungen für die identifizierten Probleme eines Kunden zu finden. Im Video wird diese Herangehensweise als Alternative zu aggressiven Verkaufsmethoden vorgestellt, bei der der Verkäufer eher als Berater fungiert.

💡Vertrauensaufbau

Vertrauensaufbau ist der Prozess, bei dem man durch ehrliches und transparentes Verhalten das Vertrauen des Kunden gewinnt. Im Video wird erklärt, dass dies durch das Vermeiden von Manipulation und durch das ehrliche Ansprechen von Herausforderungen und Lösungen erreicht wird. Ein Beispiel ist die Vorwegnahme von Einwänden bezüglich der Preisgestaltung.

Highlights

Lesson learned about the importance of adapting strategies when working on high-value projects to compete at a global level.

The realization that continued use of minor league strategies will eventually lead to a growth ceiling.

Introduction of a presentation on harnessing natural influence and persuasion skills for sales.

Observation that sales are often associated with extroverted behavior, which may not align with many designers' personalities.

Challenge faced by creatives in receiving recognition and reward for their work due to the extroverted nature of sales.

Empowering creative people to make a living doing what they love by reframing the concept of sales.

Sales as change management and the importance of identifying what clients want and what's in their way.

Understanding that clients already know they need to spend money to solve a problem.

The mindset shift required to focus on serving others rather than selling, and the importance of asking questions.

Emphasizing the value of empathy in building meaningful connections with clients.

The importance of summarizing client needs and concerns to ensure understanding and alignment.

The speaker's journey from hating sales to loving it and becoming a sales nerd.

The story of a fishing lodge that needed help to attract younger clientele, demonstrating the courage to ask for business.

The win without pitching manifesto and the idea of sales as a conversational process.

The power of asking the right questions to allow clients to sell themselves.

Advice on raising objections first and educating clients on what to look for in a service provider.

The perfect sales pitch example that addresses pain points and offers a solution.

The importance of listening and summarizing during sales conversations to build trust and rapport.

The concept of Full Value Listening and its role in effective sales communication.

Using hypothetical questions to gauge client interest and move towards a sale.

The idea that selling is not about convincing but about helping and understanding client needs.

Transcripts

here's the big lesson that I learned

when you get to a certain level in your

life and you're working on projects

north of $200,000 you have to understand

something the clients can hire anybody

in the entire world so your level of

competition has completely changed if

you're using a minor league strategy to

play in the Major League it's

counterintuitive that if you just keep

doing what you're doing today that

you'll just keep growing but eventually

you hit a ceiling or a wall what got you

here won't get you there so I needed to

learn something to different and what he

taught me allowed me to double my

business in one

year what's up beautiful people the

video you're about to watch is my

presentation that I just did here at rgd

design thinkers it's called Natural Born

seller to tap into your natural gift to

influence and persuade

people all right hi everybody so happy

to be here I feel like I did something

wrong and I was sent to jail because

it's been like four or five years since

I've been here I'm so happy to be here a

couple different things number one is I

just realized something and that I've

been doing something wrong all my life

I've been saying Toronto and the tea is

silent it's so I'm supposed to come out

here and say hello Tana is that right

okay you learn something new every day

okay some points there uh I'm going to

jump right into my my presentation here

and hopefully we'll have some time for

some Q&A the first thing I wanted to

share with you is I have this

observation this observation is that

when we talk about sales we tend to

think that if you're big boisterous

extroverted energy then you do sales and

if I know my people most designers are

introverts just by a show of hands how

many people self-identify as

introverts okay all right and everybody

else what are you doing here because

it's not real right so here's the

problem the problem I see is that the

the extroverts are gregarious they're

Social

Butterflies they have The Gift of Gab

you know what I'm talking about they can

walk into to room full of strangers and

strike up a conversation and feel like

family right away and I'm outside in the

window looking out in the cold like how

do I do that cuz I can't and and they're

they're Charming they draw people to

them and they seem to get all the glory

and this is a struggle I think a lot of

creative people deal with because you're

in the back room you're doing the work

the good work and you don't get the

reward I'd like to change that and

perhaps one of some of the most famous

sales people are people on this list but

I want to draw your attention to one

person in particular Jordan bord he's

the The Wolf of Wall Street you guys

have you seen that movie Leo DiCaprio

Wolf of Wall Street and so he's doing

all these aggressive things and

manipulation and and selling a lot of

junk bonds and so we kind of have this

impression that you have to be like this

to do this so what about all of us what

are we supposed to do and I'm here to

try to empower creative people to make a

a living doing what it is they love so

we kind of have to entertain this idea

of sales and I'm not talking about just

selling your idea selling your vision

I'm talking about sales like sitting in

front of a client and be able to do a

business transaction with

them so if I were to ask you all how do

you feel about salespeople what kind of

image would come up to your mind maybe

they're very aggressive manipulative and

we have that classic used car

salesperson vibe that we get from them

and I don't know if you've ever been the

victim or had sit through a times share

sales pitch I have it's horrific so

don't go for the free breakfast Nothing

in life is free okay and I almost bought

a Time sh I didn't want so you get this

really icky feeling about it and so if

we walk around we have this impression

that to sell is to be like a snake well

then we're not going to want to do it or

we're going to have a bad attitude

towards doing it that feels fair right

if you hate doing something you're not

going to get good at it so I think what

we do is we need to have an alternative

to Mr Jordan Belfor The Wolf of Wall

Street

one where it's more permission based

where you're actually giving or creating

value to others that feels in alignment

with who we are that's led by

curiosity and given in the spirit of

generosity that sounds a lot more pable

right but that's probably not the image

that you have of a salesperson so I'm

going to help to reframe sales for you

today so that you have a healthier

relationship with idea of sales I'm

getting messed up I'm stand over here

okay so couple things you need to know

number one sales is change management

have you heard of it described this way

change management okay so I'm going to

hopefully make a case for this concept

here so another way of looking at change

management is somebody wants something

and can't get it this could be your

client wanting a customer your customer

wanting a certain result and you helping

them to figure out what that looks like

and how to get it so you just have to

ask yourself two questions what do they

want and what's getting in their way and

because we're in a room full of

designers I made a graphic for you much

simpler okay so just three parts just

remember these three parts number one is

there's a current state where you are

today and then there's a desired future

state so all of you I'm going to make

this assumption that you're here today

and you've given up some of your free

time given up some of your resources and

the things you have to get done on that

to-do list because you want to achieve

something there's a result that you want

to achieve that's fair right and so then

you go buy a ticket to achieve that

result so if organizations like this

understand you really well what they

need to do is communicate to you the

desired future state that you're

interested in so some of you want to

network some of you want to connect with

people you've not seen in a really long

time some of you just want to escape the

house and get out but some of you want

to learn something that you can walk

away with today that you can apply today

and tomorrow to change your life so we

know this that if there's a current

state and a desired future State there's

something that's getting in the way so

if you want to be more effective in your

skills of persuasion or helping clients

achieve that you have to identify what's

the obstacle or the challenge that's

getting in the way that's clear right

there's no obstacle then there's no

friction they're already in the desired

future state number two you have to

understand this that people know this

already you know this as well that only

by spending money will the problem go

away I give you a really basic example

if you need to make a flyer and you

don't have a printer you know you have

to go to a print shop and have it done

if whatever reason your plumbing

explodes at your house in an really

inconvenient time and I guess there's no

convenient time you know that the only

way you can do this is either you know

how to fix it or you have to call

somebody to come to your place and fix

it we have to spend money to make a

problem go away so it doesn't feel so

gross and people already know this when

they're reaching out to you now this is

a critical piece of information how much

they spend is proportionate to the size

of the problem relative to the person

who's buying not to you but to them so

what you want to do is you want to start

looking for big problems to solve as it

relate to the potential buyer of

whatever it is that you do small

problems small budget big problems big

budget number three when a prospect

reaches out when they call you when they

shoot you an email when they slip in

your DM you are already qualified so

many of us feel like oh how do I prove

myself to them what do I need to say the

fact that they're taking out time from

their day to reach out to you means

they've seen enough already so you don't

need to sell them at all so at the

beginning of the conversation you have

goodwi and everything that you do

afterwards is either going to erode or

build on that will to build or diminish

trust keep this in

mind number

four and I think this is something that

once you realize is realize this it

takes a lot of pressure off your back

and that not all clients or not all

prospects or clients

they have at least three options that

I'm aware of they can hire you of course

that's a preferred option they can hire

someone else or they can do nothing at

all so when I started out my career as

an entrepreneur trying to build a design

practice I always felt that there was

only one option anybody ever feel this

like you must hire me that's a lot of

pressure to feel to have on that call so

you're bringing a lot of nervous energy

and it's going to affect the way you

talk the way you behave and the way that

you listen so when you realize this is

great because your job on that call in

that meeting is to help them understand

their problem and get clarity about what

they need to do so they can make the

best decision for themselves I know you

can hire someone else so let's have a

conversation about what your needs are

to see if there's a potential good fit

and if there is one that might warrant

another

conversation and sometimes the best

thing you could tell them is I don't

think you need to do anything at

all so we don't want to sell

what we want to do is we want to help

the clients align or we decline align

with their goals with their resources

with their outcomes and get them over

their challenges or to say this is not a

good fit not a good fit you don't have a

real problem or you don't have a problem

I can solve so we're going to make this

shift we're going to go from being

self-centered talking about what it is

that we do how beautiful that we how how

beautiful the things we make are and the

equipment that we use or our process we

want to shift away from us to focus on

on the clients so we have to have an

attitude or a mindset of serving others

we we use this word in two areas that I

can think of usually in church and

usually in the

military thank you for your service

we're willing to do something put

someone else's needs ahead of ours

number two is we want to shift away from

giving advice or advising people what to

do and what we want to do is get really

good at asking questions beautiful

open-ended questions which we'll dig

into more a little bit later we want to

shift away from talking and listening

more and you could use you could play

this game whoever asks more questions

wins whoever asks more questions is in

control of the

relationship think about that and then

just listen the next thing we need to do

is when the clients tell us about the

last bad experience they had with a

creative what we need to do is we need

to look at that and feel that with them

and empathize with what they're going

through we have to empathize in that

they have a lot of other problems that

they're dealing with not just the one

that we want them to focus on and this

is how we build meaningful connection

with people and the last part is instead

of selling we want to summarize so we

want to serve we want to ask listen

empathize and summarize and that happens

to be This Acronym of sales we're going

to reframe it have the mindset of

service we're going to ask more

questions and the cousin asking

questions is listening we want to

empathize and we want to summarize and

if you do this and you you follow this

exact framework you'll never have to

sell again or at least you won't have to

sell in the way that feels super salesy

um I was really attracted to this book

written by Zoe chance and the book is

called influence is your superpower and

so Zoe posits this idea that we all have

this natural ability to influence people

pre- language when you wanted to be fed

as a baby you know what to do when your

diaper was dirty you KN you knew what to

do so in a way then we're all natural

born sellers and we have to tap back

into the energy and maybe set a

different example of what it means to

sell so that the world doesn't feel like

it's so icky and gross and before I

continue on I have a little confession

to make I'm not a sales trainer I'm not

a sales

expert I haven't received any formal

sales trending in fact I used to hate

selling I hated

it and I want to do something here I I

want to dispel this this idea that's

been perpetuated throughout design

schools in that if your work is good

enough you won't need to sell how many

people have heard this how many people

have said this how many people believe

this because there's a lot of you out

there so what happens is if we believe

this then we never acquire the skills

that we need to acquire to flourish as a

business to have a conversation with

business owners and will always be

regulated to the person who works on the

box nothing wrong with that I think

there's a lot to love about that but

that should be by choice not by

default so I'm going to tell you in a

little bit about how I shifted away from

hating cells to actually loving it and

feeling really good about it and I'm I'm

a bit of a sales nerd and I only use the

word nerd because it allows me to steal

a joke from Don McMillan and I'll share

it with you Don McMillan is a really a

true nerd he's a comedian that uses

graphs and vend diagrams so I'm going to

show it to you right now right so he

says that to be order to be considered a

nerd you have to have three things you

have to be really smart you have to know

what you're talking about okay to be a

nerd you have to be socially awkward I

see all of you okay we'll just look down

at each other it's all good and you have

to be really obsessed about certain

things that's what is required to be a

nerd and I am a sales nerd okay so then

he asked this questions like what if

you're really smart and obsessed what

does that make you that makes you a a

geek and what if you're really smart and

you're socially awkward well that would

just make you a dork

so you know we can all figure out who's

who in this room in a little bit okay so

then the big question is what if you're

obsessed and socially awkward that would

just make you a

stalker see how he makes use of this

beautiful diagram so this is kind of

where we all net out you'll have to

figure out whether you're nerd geek dork

or a stalker it's okay if you are one or

the other I won't judge you so then you

might be sitting there asking yourself

well if he doesn't know anything he's

not an expert he's not been trained why

am I here teaching you or talking about

sales well because I think it's a

critical skill for for you to have

that's going to take you to the next

level and My Story begins here it's like

I started my design firm in 1995 and in

2002 something seismic changes my life

everything is different from this point

I meet my first and only business coach

he since passed away his name is Kier

McLaren and

Kier asked me about my sales process and

to give you some context back when I was

working I'm like five uh six years into

my business at this point and I'm

getting to a certain point and I'm

feeling really good about how it is that

I I'm able to do what I do so he's like

so what's the problem then I said here I

feel like I'm hitting a financial

ceiling that every job where we bid

above

$200,000 our win rate drops down to

about one in every five

jobs it was horrible because it was

extremely demoralizing I just felt like

I was throwing stuff at the wall and

nothing was working and it was just

really bad for the morale for the team

and everybody and it turns out I had

been been doing everything wrong

everything wrong and I was just like

shocked when he told me Chris how this

is how you've learned how to do sales

yeah because no one ever taught me so

here's the big lesson that I

learned he said that when you get to a

certain level in your life and you're

working on projects north of $200,000

you have to understand something the

clients can hire anybody in the entire

world they can literally hire anybody

from the UK from Canada from Asia so

your level of competition has completely

changed you know that right I'm said no

I didn't so he said you're using a minor

league strategy to play in the Major

League I was like whoa I oh my gosh okay

so it's

counterintuitive that if you just keep

doing what you're doing today that

you'll just keep growing but eventually

you'll hit a ceiling or a wall so what

you what got you here won't get you

there so I needed to learn something

totally different

and what he taught me allowed me to

double my business in one year so in

2002 we're doing 2 million plus in

Revenue gross revenue not in profit and

this is what it looks like here so we're

doing about $2.2 million and in course

of one year I think it was three

conversations three coaching sessions I

had with Kier that allowed us to almost

double our Revenue to $3.9 million never

look back it increased our close rate

from 20% to 75% to a point in which I

felt like I there's no job I cannot

close if it's a legitimate buyer who has

a need and a problem and they're

legitimate considering multiple options

put me on a call with them I would close

that job so I'm going to circle back now

I'm going to tell you five stories and

hopefully you'll get some you there will

be some learnings here for you number

one is OES OES is this amazing fishing

lodge on the other side of Canada it's

on the West Central Coast of Canada and

I went there and it's this beautiful

thing you fly in this remote fish fing

location where there's more trees than

people and all of civilization

disappears and it's wonderful thing I

love to do this and I meet the general

manager that's him his his name is Ernie

I like to think of him as a Canadian

Crocodile Dundee complete with a Bowe

knife it's the knife is right there

behind his hand by the way okay and this

is where you spend all this time and

towards the end of our trip it's like a

4-day fishing trip where we literally

live on that Lodge never touch feet on

ground again for 4

days one of my fishing buddies somebody

had just met a guy named Jeff says Chris

with all that you know how to do with

design and marketing and all that you

know how to do I bet you Oles could

really use you right now I'm like yeah

he goes did you ever think about talking

to them and this is me pre-learning how

to do sales I'm like yeah but I don't

know what to say he goes yeah I'm gonna

go talk to him I'm going to get you the

gig and we'll work together and so he

goes into the lodge it's the last day

we're waiting for our plane to come in

he goes into the lodge he sits down I

can can only see from the outside very

much like the introvert way to do things

looking through the window I'm like what

is he doing they talk there's some

nodding I'm like oh

shoot and I started to get upset at

myself I like if I had the courage and

the skills I wouldn't have to have

Jeffrey go in there and talk to Ernie

for me so that he can take most of the

money and pay me something is that can

you touch a sore spot here everybody so

he comes out he looks at me I'm like and

he's like and what I'm like and so did

you get it he goes no what did he say he

goes I didn't know how to ask him I'm

like some people all talk right okay so

here's the thing I went back into that

room and I sat down with Ernie and I

knew time is drawing close here because

I I feel like the engine of the

airplanes come I could hear it roaring

in the distance I'm like shoot now's

your moment this is it so I asked Ernie

something he said Ernie I love being

here this is an incredible

place you must be booked solid all the

time and then Ernie pauses and he looks

at me he goes actually that's not the

case our season's getting shorter season

getting shorter because it's not

fishable he goes no because there are

fewer people booking fishing trips and

he told me something he says our

clientele are literally dying CU they're

all older and eventually they die and

they don't have a way to attract young

people so they can't replenish their

clientele and then this is I saw an

opening and it was like the skies had

parted my gosh a wonderful place I love

it and they're getting fewer and fewer

clients so I told Ernie this thing I

said Ernie I don't know if you know this

but in the outside world the real world

I work in marketing and design I would

love to help you does this warrant an

additional conversation he goes Chris

I'd love to talk to you so we exchanged

information and eventually a year later

I wind up doing a bunch of projects for

them including a video marketing ads

everything so the learning from this

story is that you have to have the

courage just to ask you have to have a

conversation with a person and that's

all it is just to have a conversation to

find out something that they want help

with there's the current state our

seasons are getting shorter clients are

literally dying so I don't know what to

do I've done too many things and nothing

seems to be working and once you find

that paino you can ask for an additional

meeting or for the sale make sense if

you're enjoying this video I just want

to ask you to hit like make a comment

and possibly hit subscribe so what I

would love for you to do tonight

tomorrow whatever it is that you have an

opportunity to learn to ask questions

with the intention of just learning

about what it is that somebody's trying

to accomplish and find out what is

holding them back it could be a mental

state it could be a tool or resource and

just try to serve them to get in the

practice of learning how to do sales the

correct way and you need to do this in

practice before you actually stand in

front of a real client because when you

stand in front of a real client you have

all the The Habit you've had and you'll

try to pitch and sell and you'll forget

everything we talked about today is that

clear okay please try to do that and

you'll start to see there's a whole new

way of doing this and all of a sudden

you'll start to become the most

interesting person to the person you're

talking to because you know what people

love they love attention it's all about

me so give them more attention and see

what happens so don't pitch and don't

sell Story number two have you guys read

this book The win without pitching

Manifesto if you haven't I highly

encourage that you go pick up a copy of

this book today I'm not affiliated with

Blair ends in any way I've helped him

sell lots of books he's Canadian as well

read the book study the book then act on

the book so I had this idea since there

are 12 proclamations these manifestos

that Blair has written I asked him on a

social media audio room called Clubhouse

hey why don't we do 12 nights of the win

without pitching Manifesto each night

we'll deconstruct one of the manifestos

right he's like that's a lot of nights

Chris I'm like you want to do this or no

so we wind up doing these calls just out

of curiosity was anybody in Clubhouse

Live for any one of those calls okay

there's like seven or eight people in

there cool that's kind of the fate of

Clubhouse anyways it's all right okay so

with Blair what happening what was

happening was he was describing a bunch

of different things and we went into

this roleplay mode where we asked people

to pitch to a sales expert and Blair is

kind of dry and a little cantankerous so

I knew this is going to be this is

comedy gold here as you get a bunch of

awkward designers trying to pitch blare

something and they tried and burned each

and every single one of them and you

know what I did in conversation I turned

to Blair virtually and said hey Blair

you know I noticed something I love the

design of your books you use Mrs EES

it's like this cloth covered book it

feels so everything's so well designed

and I've seen some of your presentations

it feels different to me are you happy

with the way that going he goes no what

about the printed materials that support

your workshops are you have he's like no

I said is this a problem you'd like to

have Sol because I think I might know

people to help you he goes absolutely

now my friends who were on the call knew

exactly what was happening because

they're signaling to me in the DM like

dude you're selling him right now aren't

you I'm like yes but don't say anything

and Blair did not even know I was just

pretending he was ready to buy a service

for me and then what happened was we

would end the conversation I told him

and he he laughed he go see that's what

sales sounds like it sounds like a

conversation between two

friends and that's what it's supposed to

be like so what you want to do in a

sales conversation is you want to

manufacture problems you want to find

something that already really care about

so it was an observation notice I Ed

neutral language lots of open-ended

questions because I didn't want to lead

him anywhere I didn't say I've seen your

marketing materials and they suck I just

said I noticed a difference between what

I love and what you're doing now so I

know many of you might do this

especially if you're a little bit more

aggressive you sliping the DMS and say

hey look at your website I'm a big fan

it sucks you want to hire

me no you you're rude I'm just going to

delete that and block you right now so

when you have this conversation

hopefully a problem surfaces that you

can help them with and you can flow

really seamlessly into a solution and

propose something selling is

conversational Story number three this

is not what he really looks like but he

looks a lot like this person if you know

who I'm talking about you'll know in a

second so I'm friends with a graphic

designer who's turned into a fitness

coach kind of looks like this okay and I

noticed something he shifted his career

from designing logos to just working out

and he's very fit six-pack eight pack

abs the whole bit and I noticed

something he posted something on social

media and says hey I have a resource

that I want to give to three people if

you need help with getting fit I was

like I know you so I reached out to him

on Facebook like hey I'm interested I

need some help

and then he dm'd me right back and he

said are you serious or just

curious yeah I'm really serious I'm

trying to get that six-pack app I don't

know if it's possible but I am really

serious okay so he then scheduled a call

with me and I was a little surprised

because I thought I was going to get a

free resource of what he said and I

didn't know it but I stepped into a

sales funnel and those of you who are

hearing this story are like dude I could

see it a mile away well to me I didn't

cuz it felt conversational between two

friends so we get on the phone we do a

zoom call and he asked me why is getting

fit really important to you I said well

I need

energy I want to be a positive role

model for my

kids and I'm vain I want to look good in

the clothes that I have I'm just telling

you the truth he goes okay well so he

gets into this whole thing and he's he

asked me one more question on a scale of

1 to 10 how important is getting fit to

you I said it's eight and here's the

thing that he did that wasn't I wasn't

expecting he goes why is the score not

lower why is it not a six or five I said

well I I I just told you it's really

important I believe in action and I want

to make sure my kids have a positive

role model to

follow and I want to be able to do this

for a really long time I'm 51 years old

and I want to do this for another 10

years at least I know my energy is

related to how fit I

feel notice what he just did

there he asked me to tell him what's

important to me and he made me prove to

him how important it was by asking me

why isn't the score lower Tony Robbins

talks about this is the the number one

driving character or behavior for people

is the need to be consistent

with

ourselves he didn't sell me anything he

just kept asking me why is this so

important why not do something

else and you got into the emotional part

of it not the the datadriven part

because he also knows that people buy

based on emotions not on

facts so by asking the right questions

the clients will sell themselves this is

what I mean to sell without being salesy

it's the art of having conversation and

asking big beautiful wonderful questions

in service of other

people Story number four is Carrie

that's not her real name Carrie called

me in a panic she goes Chris I'm just

really tired and frustrated at what's

happening and she told me that there was

another designer who was in the same

coaching Community as her who is ripping

off her website her language and talking

about doing brand strategy and every

time she gets a conversation with a

prospect what happens is she's underbid

every single time at less than half of

what she's proposing and she didn't know

what else to

do and it really affected her she was

the primary bread winner for her family

okay so they said krie

if you see the problem more than once

whose fault is it is it their fault or

is it your

fault if you see the problem more than

once well of course it's her fault she

hadn't changed her game at all so I gave

her some clear instructions I said you

know what I want you to do I want you to

raise the objection first at the start

of the call if you know every single

time it's going to be about money say

this before we get started I just want

to let you know I'm most likely going to

be the highest person who's going to bid

on this

is your primary decision based on how

cheap it is or based on

price and so I told her to do something

flip the conversation take the power

back tell the person they should talk to

other people first and if they find out

what they need there's no need to have

this conversation with you at all and I

said but before you let them go I want

you to educate the client about what to

look for what are the warning signs that

somebody doesn't know what they're

talking about she goes oh I could do

that I said yeah yeah it's called

Throwing Shade on your

competition duh come on and then you end

it with this super powerful move and say

call me only if you don't feel fully

confident in the options that you

have here's the crazy thing Carrie gets

a lot of sales calls so she got someone

who called The Very NE this very same

day and then she calls me back the next

day she goes Chris you won't believe

what happened I'm like what I did what

you told me to do and they're not

calling me back I'm like so what's a

surprise I said just wait it out it may

not work out who

knows and then surprise surprise couple

days later the same client reaches out

and says you know what I asked them the

questions they didn't give me good

answers I don't feel good about this

let's talk and in making this one change

Carrie then went on for the next year to

double her revenue and she said I've

made more money in four four or five

months than I have all of last year

doing this one thing so sadly car and I

stopped talking you're just too busy

with work

go figure okay last story I want to

share with you is the most perfect sales

pitch I've ever heard in my life and I

want to share it with you okay all right

so we usually work with sales reps and

we wanted to try something

different and this person I've never

talked to would get on the phone and he

goes

Chris do you know what we do I'm like no

he says can I have a few minutes to tell

you what we do I'm like sure sure go

ahead he goes what we do is we take away

the pain point of what you're feeling

let me make a wild guess here when you

work with sales reps it takes too long

to see results it could take three or

four months before you find out if

you're going to get any new leads and

the way that sales reps work

traditionally is they knock on doors

they make calls you have no idea what

they're doing how they're doing all you

do is get a bill every month for the

money that they're spending and you're

paying them the

retainer and then if you don't like what

you get with

them you have to start over and you're

going to burn another another three

months so what is this really costing

you I'm like wow this was

incredible and I don't know what he said

after that but all I knew is we hired

him because he spoke to me he touched on

my pain points it felt like he was

looking into my

soul and this is the tool that you can

use without getting into too much of the

Gory details so if you can identify the

top three pain points your clients have

all the

time try this one technique bring it up

at the beginning say something like this

whenever I speak to customers or clients

just like you they usually tell me their

top three biggest problems are and then

fill in the blanks just try it and see

what happens okay now what you want to

do is if you don't have enough data

don't do this if you've been in business

for some time and you keep hearing

certain things then then you can do it

so don't guess be specific and if you're

able to nail this it's an instant

credibility

Builder and then when you're done saying

it ask this one question

is that right and what you're looking

for is that's

right okay so a couple things you can do

to prepare for this next sales call so

here are things you may want to take a

photograph of this you don't need to but

ask yourself this question what pain

does your client experience that's

functional Financial or emotional just

Workshop it with yourself you need to

figure this stuff out and you should if

you've been in business long enough you

will know the answer to this question

number two what negative outcomes are

your clients fearful of or trying to

avoid number

three this is the important one what

objections or accusations might new

clients raise with you most likely

they're going to raise issues about

experience um vertical expertise about

price probably about timeline and about

the size of your team it's usually one

of those five things so what you want to

do is you want to write them down and

you want to start thinking about what

the answer is going to be prepare for

this so here's a quick reminder sales is

is not convincing it's not persuading

it's not manipulation selling is helping

it's about being curious selling is

learning selling is an act to

[Music]

generosity so that's a lot to remember

in process so serve ask listen empathize

and summarize I just want you to focus

on the two key skills you don't need to

know anything else if you can do the

these two asking and listening listening

you'll nail this thing so focus on these

two

things to me when you ask a really good

question it's like magic you open the

s's mind and there's a great book I

don't know if you read it it's called

the coaching habit and there's a

framework in there that Michael bung

here talks about I'll share the

questions with you but I didn't realize

this is an amazing sales coaching book

it's not it's about something else but

in it as I read it I'm like that's how I

sell this is

perfect number one he says be slower to

give advice ask more questions be

curious

longer and here are the six or seven

questions that he has

and the ones that I highlighted for you

is what's on your mind and then you keep

asking and what else and what else and

then you ask and what's the real

challenge for you on a sales training

call I did with my uh my group I

literally just read the script and I

didn't even respond to anything the

other person said I just literally went

down the list and like that was amazing

Chris I'm like thank you I just read a

script here's a script you can use it

too it works so if you're terrible just

literally read the script okay the next

thing you need to know is if you ask

because you don't listen the question is

worthless and people do this all the

time and you they'll do this later today

with you they'll ask you a question

about what how your life is going and

then their eyes will be somewhere else

they don't really care so you have to

listen they're twins asking and

listening so you want to do this thing

that Kevin Dy talks about it's called

Full value listening full value

listening is whatever the other person

says is the most important thing you've

ever heard you have to listen with great

attention to detail with what they're

saying and to feel what they're

feeling the mistake that I'm talking

about here is when you ask a question

they give you an answer the very next

question should be a followup to the

answer they gave you that's how you know

you're listening and I see this happen

all the time somebody asks a question

you get an answer and then just ask a

totally different question unrelated to

the first question because then you feel

like oh I think you're reading a script

right now and unfortunately this is how

most podcasters interview people they

have 75 questions they literally just go

from question to question and when they

do this to me I'm bored out of my mind

okay so there's a stack here you start

with the current state when you're when

you're listening like what what is going

on right now in their life okay cool I

get that what is the desired future

state where would they like to go what

kind of transformation what kind of

result what kind of change do they

want and what is standing in their way

how would they measure

success what is valuable to them if you

can find out what this is you're going

to do a great job at it and then when

you hear all these things you're going

to process it you're going to do

something that Kevin refers to is

playing back and

summarizing and it's very important that

you use the same words that they use if

they say I'm really fatigued with this

thing don't say you're really tired say

fatigued you're using exact same

language because language is important

and it matters you change the word you

change the meaning of it and then when

you summarize all of this stuff you say

did I miss anything is this correct it's

an opportunity for you to learn new

information and then nope I think you

got it all here's how you close the sale

you ask a hypothetical question we all

love H asking hypo hypothetical

questions an if then question so what I

heard you say was blah blah BL blah so

if you saw a solution that did this this

and that in this time for this amount of

money then you would be willing to move

forward and you're waiting for an

emphatic yes not a pregnant pause not a

strained yes an emphatic yes when you

get the emphatic yes you say I'll have a

proposal to you by end of business day

today I'll follow up with you tomorrow

is that okay so you've gone through the

problem you talked about the price

you've gotten verbal agreement from them

that this is how they want to move

forward and you won't realize how

powerful this is in terms of them

committing to their own words and ideas

that's the

secret so I found this quote from

Jeffrey gmer don't tell your customers

something they don't know about you tell

them something they don't know about

them that's a big

unlock asking great questions will give

you an unfair legal competitive

Advantage if you make a practice of this

you'll start to see your close ratio go

up the budgets go up and your friction

go down so here's some quick here's some

resources for you people always ask for

the book list there it is take a

picture and I have a little scorecard

for you and then I'm going to get off

stage I can't believe I did this on time

here we

go here's your question scorecard every

time you advise talk make an assumption

you're ambiguous with your questions and

you're being too assertive with your

tone take away a point this is how you

decrease trust and Goodwill and how you

kill Rapport every time you ask a big

beautiful smart specific question every

time you listen intently and play back

what you've heard every time you ask a

question that is full of curiosity

that's focused on the client's needs and

not yours every time you're ask a clear

question and you use the the late night

FM DJ voice

you get a point I don't have an FM DJ

voice I'm horse it's cold I'm sorry

thank you very much everybody that's my

time we got time we have time for some

questions yeah we have two

minutes um folks you can send in some

questions for Chris type quickly if you

head to Instagram in the stories there's

a question box but I have one already

which is amazing so someone was fast

what is a mistake that you've learned

from when it comes from selling turning

this on you I I'll tell you before I

learned how to sell I did something

terrible I thought it was my job to tell

the clients what I think they should

have and it did this amount own

detriment so I'd get on the phone they

would describe the brief and I'd start

immediately pitching ideas we could do

this we could shoot it with this camera

and use these lenses and sequence it

this way and like thanks they hang out

the phone and I'm like I don't know why

they never called me back I don't know

what

happened so it's making a lot of

assumption and not being curious that's

the biggest

mistake do you sometimes think think

that clients do need you to tell them

what to do though I'm thinking about my

own experiences yeah eventually but I

try to make it as painful as possible

for them for them to do all the talking

and I will tell them this when I first

learned how to ask these questions and

the big sales unlock mystery thing it

was like wow I tell them I'm going to

talk to you I'm going to ask you lots of

questions and it might be really

uncomfortable but it's important for me

to understand what your needs are What

in inspires you what a win looks like

where it's failed where you've succeeded

so I can give you a solution that is

tailored for you and they accept that so

a 30- minute call turns into a 90-minute

call and we're all exhausted and you

will be exhausted if you're doing this

correctly but here's the here's the

beautiful thing about this is you only

then propose one solution so back before

I learned how to do this we would pitch

and we would do 17 different ideas 17

different logos three different

storyboards CU we don't know we had no

idea so it's just a guessing game yeah

what are you thinking about in your own

business right now when it comes to

selling well that's a good

question I think I did my job right this

is what he needed me to come out and do

yeah I don't think I'm selling anymore

what I do is I try to create content

okay I know what it is okay here here's

my strategy for selling make content so

good give it all away for free as much

as possible with no strings no funnels

no email traps to guilt you into buying

something that's it that's the secr

there's a gentleman here who working

backstage he goes hey I just had to say

thank you to you for my friend who

literally made a million dollars

watching your content I'm like tell him

to send me a check a million dollars

she's like literally a million dollars I

haven't seen the check yet I don't know

not feeling so guilty Are there specific

things about selling you are thinking

about though you obviously think about

this a lot beyond what you've presented

what are you sort of rolling around in

your mind I'm trying to sell you

something yeah or even just the sort of

like ethos about selling has anything

changed in your thinking in the last

little bit not changed but it's it

continues to evolve and I think if I try

to help whoever's in front of me all of

you or you to the best of my ability the

selling has begun it really has and

here's the weird thing I'll just tell

this and I realized we're out of time I

just finished doing a workshop in Miami

with no intention of selling them

anything and all of a sudden people like

I want to buy more from you like oh okay

let me figure this thing out I was even

trying that's that's the most beautiful

part of this so if you help somebody so

if I'm trying to sell you I would just

really get into your whatever your

business is is and I bet you I can

figure something out with you and tell

you something you didn't know and to

that you'll start to feel an emotional

connection with me right now I feel like

it's a

challenge I'm not doing it right my f DJ

voice all right folks give it up for

Chris one more

time thank

you