You Will Never Be Able To Sell Until…

Summary

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

Takeaways

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

Q & A

When did the speaker start selling insurance and investments?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

How does the speaker recommend handling objections in sales?

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

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

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