about sales and motivation by guru

Posted by pitse R life on

 

about sales and motivation by guru

in the twenty first century you must be very clever and asking these quality questions getting answers to them so that you do so in a man or that present as being a service to the customer see the biggest mistake

and that's what we're going to cover here are some basic biggest mistakes that

you will make in asking questions number one

because mistake you just going to ask you don't take the time to investigate

or determined what's important why it's important why are they here today what exactly they look and form what do they not want to repeat number two

you ask questions and don't get answers as he salespeople do this constantly

you know you're in road issues of money grant yours and they'll be I never say anything I'm just looking and you'll never go back and say in your name search you have to get an answer to

so a question you know what do you like about your present situation they don't answer asked the questioning gain get and answer number three

don't ask questions that are relevant this is a mistake you want to be relevant in the questions you ask they need to make sense segue they need

somehow bridge between what the customers interested and what they're asking about maybe objections their haven't and segue or bridge you know

with relevant questions and number four

this take you to ask bad questions us questions that offend people

things like where you're going to bad a day if I come out there were you commit am I going to be waste in my term of I come out there those are questions they're not quality

is their bad questions because you're customers or guarded and protected there

trying not to give much they have bad perception or salespeople and possibly consider

that they were manipulated before and now we'll resist answering your questions see that's why you're attitude is critical I can just tell you asked

forty questions getting it you have to deal with all the other

[UM] of the twenty-first century gaston your attitude is critical and that you present and attitude of service

not just control of service of helping people not just manipulation then you will get your question of answer

see all of this is about putting your by he so that they will answer questions as why there's the road to the sale

the greeting putting Monday is getting a common ground all that is critical to what

we're going to do in the later steps this is a way in which you're going to present yourself different than your competitors

do you care more you need to get this you care more and you need to present that that's why I'm asking the question you give more

and that's why you're asking you're more willing more helpful you're going to follow what mourn you get more of yourself



you're entitled to ask more see if you're truly different than you have to be different than your competition so the mistakes and asking

questions are what never want to remember don't ask the number two didn't get an answer number three the questions us

or not relevant you wanted to be relevant steep and then before you ask bad

questions they're just done questions a how much money do you have down what is your budget these are bag questions they turn

you off they turn them off look have to get to quest is down and more importantly, you don't want you're

attention on the question that's why you want to know this you want your attention on what

the answer and remember the answer

and make sure that the questions you're asking a relevant so the information you get us

while the and look avoid asking back questions because the moment you don't you end the questions and collection

answers cycle example I give an example here because some say I don't have time and you say hey how much time you have and you get an answer

he says twenty minutes and you that great in the next twenty minutes you use that data that information so in the next twenty

that's something could you price downpayment not the payment you all the information

you know what you want he says but you do all that and twenty minutes and say no problem would you just found out

well grant I found out he's going to be making a downpayment and monthly payments in the once information of a particular

was the such a big deal because I asked one

first in and got multiple answers to see quality questions

his have to relevant they not only get you information they also caused by her to dropped their guard watch what happened

so in the next twenty minutes, I've satisfied the objection are concerned

I mean because you prize dumping that not the payment and all the information about the product you

I drop is guard I tell them up space can do everything and I'm asking questions while I do it and he does that no he tells me

I'm going to be making the pain that I'm going to have a downpayment I'm not just to price bar learned this information quality questions great answers

it'll direct on the road or the sale

 about sales and motivation by guru


yes of anything three or four five days here has this go off and your head I eat this business

yeah

what i have found after doing twenty years as seminars is many people who are having trouble or difficulty was cell

why because they don't know about that in result called money

the chump is the truth is there is

no money and selling the money is not in the cell your money is in closing a deal when I'm with the customer not trying to close the deal and i can't get it done because of that

well to know what's happening or I don't know what the objection is but don't know the actual solution I end up with a no

if your single homies single people in wrote you

google and you're job to going home and not by yourselves but you keep go and home and write about yourself right

because you get now it's because you don't know something it because you miss and some no

i don't know how to get something and announced are using force and typically would happen when I use all this force I bring it which means I end up with a no

a stands for knowledge domestic guns for wisdom and it's obvious what the no stands for imagine into didn't now come and if you like to know to mourn ok and I'm about money

the truth is the truth is there is no money and selling the my is not in a cell in your money is in closing the deal

i try to get some but I say yes we try to get them some yes in them take action exchange

money for your product they take the product you take the money you know my know how much money you make you can't make too much because of three years and now they'll still have that product and you will be out of the money

most of you'll be the money to first fifteen minutes they give us a money boom it's

be on where's the money going for our gases at a problem for you do you believe that say problems

three ago milk is that a problem for you because it does I must show you today it's not a problem you can't be your problem heavy gratitude is a cliff

if I know how to get a yes would matter to jake

we know we don't more people well what more deals when it's more absolutely

some get us is yes is a wins the wind in one

is critical to survival in life it is

or to call the jew went and is critical to get yes is it is

critical that you get people and say yes let's do this someone who rolled with

you if you not found in educating yourself to win

and you're going to lose in life if you don't know about the money you think that have any money if you don't know

i have no money if you got no money no and no money because you don't know something about the money you're and goes down about money then you don't have the right

approaches because one of the things we want to handle days your approach how do I know it's money how to approach people how do I get people to say yes when arguing with mei don't get people to look

just something though I also a new way I don't want to do that right and then they say when to men would you look at it right there is that that there's something else

one to improve you add to come and lastly want to improve you're designed a take action

and this is for far too as a cube a huge

critical to surviving allowed to do approach inaction any of these

so you're at your in some about the great

you have all for you this management to be in you can have wanted to have these it's not enough to have

salesperson build a positive attitude the new salesperson comes in job business he's got great at to these cells product UK cell said but like one

[SMACK] we saw that [UM] why because you've got to get a good

at everything is possible with this kid this one last very long three weeks for

based five weeks six weeks he's a top salesperson first two months right three months and i can tell anything but because the attitude blown carrion forever it's just a little bit of fuel it's fuel

and the oil and the unique not be days from now king and so

well because his approaches showing up

so you watch this contraction in the economy right now and you're feeling it would your right

fewer traffic people a little tied are not as likely to spend to money may be taking more time you're feeling you you're and number two as outnumber twos out

you're filling in the witnessed and number to give you starting to see the witnesses in your own process

so in the last thing is action i won't take action because that don't have

these two things in our that you see salespeople common

the business and do everything for the first fifteen days and then nothing on the sixteenth day

we could go they were very active and now they appear to be

[UM] you ever think that happened because of they cubes out

you have the man you need a new body you need to be one hundred percent are by the great who don't need to be an on

and for not you you've already to tickets I need to be a percent for me in my life in my life

you know I'm not doing a seminar today I'm doing my life today you not so in a car you're doing your life is not a job

it's not a job so if i say
about sales and motivation by guru

 


look you know what this is a newspaper news

papers coming many many different forms today a lot of coming like this on paper to it becomes over google search is Yahoo the inner

and for his family relative, they all perpetuate all this data not just picking up a random newspapers

print today and I'm just going to eat you here's the content that many of you have in your

an act of this criticizes officials lobby each one vaccine is short supply waiting for more short

that turns to flu missed democrats joint forces with medicare Obama mandating cutting executive bonuses go to the next pace bodies

i found it a home pump of me up ok Nevada ~~~~~~~

forces that she targeted look it's bad news is bad content

can go on and on chord hearing focused on new forms

~~~~~~~ how does this all and this is

the content this suggest that you should be upset

or deaf is as a conspiracy going on somewhere in the world are

you should just give up because there's no solution anything housing shot shows a sense of recoveries

yet they're not where they need to be when employee part of dealing with smoke says

~~~~~~~ the one you want to quit no one to your negative

you've got to do it on the radio and that's a newspaper come into you nonstop twenty-four hours a day negative content and it doesn't matter whether you're listening

so right or to the left, it's all negative content so what I want you to do is

one thing to getting control your content and I know you do to oh

the way I controlled my content is this positive books I keep positive books all over my her

that's easy for me to grab in the restaurant you know what next to my bed in my office

any working grabbed a to an anything to get like I want to know that you know

and you read something you don't know you actually generate curiosity and when a person becomes curious they're interested in

and the morning more that if i actually top you more you'd be interested in learning more and the less you learn that less interested you

or in learning who do you think more excited, they've got this lining are not learning
about sales and motivation by guru


but marketing and sales expert and author of if you're not first your last good afternoon good to say you ~~~~~~~ the Chris length ready

and what is the fact that we're talking about leave by Johnston still tell us about the power of Sarah Palin

well we're not really talking about leave that we're talking about Sarah and you can't talk politics today republican tea party or democrat without that name coming up

the different than you can talk about a basketball or even sports and not talk about the brown James

a couple of years ago in nobody knew was she was she was the governor of Alaska when

and she was named to be vice presidential running made people said who although she it was now in a little bit and Republican circles

what is it about her mean we often hear about it's a factor but in terms of the phenomenal

back she has had the impact cheese had politically for daughter now

was giving speeches and as a tv show me by Johnson made a bit of money what is it about

when you think she is accomplished what people today have the accomplished in order to get the things they wanted and a whether it's money a job of business in his successful

you have to dominate your demographic or your

six planets mine in order to get what you want to be done whether it's money or a job the

well they get the things done that they want down are those that grabbed the most attention and Sarah has done a great job at a grab and attention and maintain that attention

yeah i give the question is why and one of our producers who will go on named say no women like her and relate to her and month that she's hot is that

people you know i don't think it's as simple because you know i wouldn't say brown changes heart i would say he is grabbed everyone's that tension liked irian would

i said are like and at hand had has from apple steve jobs is not a heartbeat

they're moving is when days there when you're saying is Sarah Palin is great at being a politician

I'm science or pale and his great grabbing the attention of the American public even internet it to the internet

they only level she is great grabbing attention who like or don't like or we're talking about a right now

you know there are people who are skeptical about Levi Johnston and they say is fifteen minutes of thing was up and so he apologizes to wants to get back in the good grace in the family he'd like the money that he was able to earn he likes to notoriety like

it's the photos shoots if that's true if that city trying to get back

in the good grace's of the American public does what Sarah Palin has to say in response sting is apology totally determine his earning power here on out

i don't think Levi's a product so i think there is a product me she's old one point to five million

and books is the first book he felt like partnered with

the magazine deals and

it's the branding issue this is about branding it's not really about their early villa Braun it's about the ability of these people to grab them

looks attention dominate that attention and maximize that opportunity

and like i don't like her whether you're on the left the right the truth is she's done a great job grab and attention

grand car down will be talking a lot more about this I'm sure in the days to count thanks so much for being with us
about sales and motivation by guru

i want to talk to you know now

how do three types of farmers is a marketplace today three types of salespeople the three classes employees if you're in the first two groups your risk

with you a group not only are risks but you're more valuable to them

the company used to use and i'll explain net ok

we gave, first of all, there's the first three to four forms

you not getting a job and you're not doing enough everybody knows you know they

you might be showing up late your attitudes down you're a big critical and gossipy of the company and you make it excuses look you're a core perform

you're not giving the job down and the about of action activity that you're great

also substantiates and shows management that's not willyour car

setting is the average

or are now while you think you're doing there's not the only reason why do you think you're protected in this economy with or native twenty-seven billion people on employees the only the

please do you think you protecting is because you're comparing

is up to the former force look here at risk the middle group is the great risk in this economy because your company is going to determine whether you're just x next year in based on whether

the cost of your job a position your plot post is

how to outweigh by the amount of rapid in you bring it to look there is going to be

the round of cost heading this is critical to use an employee if you don't want to work getting a new job you've got to kick up in Uttar

group people which is the over perforce the over per forks

the people that are going to one reason only

thanks for taking incredible actions not making excuses knock made

and someone else or some group the economy their reasons for the problems but actually family solutions to the parts

it is the over for this more value to the economy into the marketplace that anyone can actually pay you because there's so few with you now the to this anyone to be a over perform

and this more replace it be exists and i got to be quite a lot more phone calls I've got to do a lot more found the wall

i got to do a lot and where letters and emails out i have to do a lot more personal beziers i have to operate as it overperforms you know over perform

will you to corruption

because the over per for our see overcompensates for any call back in a more complex will these people in this

you're so obviously no visible

pr the in every risk of a job and never without a line so that if you want to be in that group ok

you first he did it if i went through for you a futile poor performer right now I've been there for a being the average

former and then the over perform

[SMACK] you want to be protected if you want to take your family if you want to have your feature is going to be bright get in this group of over performs is the only groups

but in an economy, this contract their solutions and her for all the question is which home

when you do in his brain this is three types of salespeople three times as employees

and revenues are company do everything you can be the system the generated revenue and you will be protecting this great chord please take time of passes on the friend family number and look for this incredible proc but we're about the released next ma castle

really amazing

 about sales and motivation by guru

 



the sales is god money

this great car down let me tell you exactly but let me I'm not saying that two things anybody i don't want revenue body the wrong way but

and this environment sales is a god that's right it's god is everything is like supreme to everything is the ultimate is

god right so you have been oh god for your future Sankei to take care of

two sales selling will take carrying selling now is your future selling is your everything is like gotten married

addiction here the third definition says guy means a thing of

they present value so seven years surprise

and i'm everything it's your future these

soon your income depends on your ideas to be and on it

your family your future and your career to turned on cells though

everything today self regardless of what you're doing for

so right now you need to think in terms kind of i get people that know about me think about me i don't give people to talk about them and how to do

the people who want to do business with me and ultimate do this

so the now selling is god

make it the first the foremost making that alternating your

~~~~~~~ they face a look this is a green corner

 about sales and motivation by guru



my goal tonight is to position you where you're so

open it right it does it matter if the farmers the house down you know how to put it out and start a new fire

i want to do so competently that the world can follow part around you

are still in a position to create the things you want to do in your life so what i'm saying to you hear the point of this is the money is available folks there is

and no shortage of money on the planet are ok so if you want to take advantage to the money in the marketplace i me

there's no shortage too many a planet earth there's no shortage of you have a sure

so we have a problem you get people all over running around all over like chickens with their heads could off right now who my goes gasoline four dollars as they drive to store books and spend four dollars

the

everybody in the room has been given some wrong in nerc innate incredible amount of potential with a degree

you how to tap into

and gasoline must be killing he's like no my guess only get kill me a lack

production is the only thing that can kill me so i want you to light right there's down money is not your problem the lack of production is you're the only problem

and i came back

money is not a problem the cost of eggs the cost of milk the cost of bread the cost of gasoline low-interest rates are not your problem which your problem

they had in produce enough i didn't call him how people close enough deals being enough out

 about sales and motivation by guru

 


so my goal tonight is to position you where you're so

open it right it does it matter if the far the house down you know how to put it out and start a new fire

i want you did you so competent that the world can follow part around you

you're still in a position to create the things you want to do in your life so what i'm saying him to you hear the point of this is the money is available folks there is

and no shortage of money on the planet or ok so if you want to take advantage to the money in the marketplace i mean

there's no short to money on planet earth there's no shortage of you have a sure

we have a problem you get people all overrun around and lower like chickens with their heads could off right now who my gosh gasoline four dollars as they drive to store books and spend four dollars

~~~~~~~

everybody in the room has been given some wrong in nerc innate in red

global amount of potential with you barry

how to tap into

and gasoline must be Kulin is like no my guess only get kill me a lack

production is the only thing that can kill me so i want you to light bright goes down money is not your problem the lack of production is you're the only problem

and i got back in time

money is not a problem the cost of eggs the cost of milk the cost of bread the cost of gasoline low-interest rates are not your problem which you're the album

i had in produce enough i didn't call the people close enough deals

bring in event
about sales and motivation by guru

 

no you want to know what you're a problem

disney sucks and it has nothing to do with the economy your business socks because you're using the same energy the setting techniques and the same thing

thank you did one happens were good you've had an excuse for everything every tech meet with you have the same excuses if the economy is the banks

the clients with our tight bulges it's no credits competition given their approx away you blame the government you'd blame at a rain

if you could get somebody to listen to you-

you don't have problems when the economy

this goldilocks you just didn't know what man because the crippled we're getting business when the economy

as perfect this economy as such for a team lot and your

you'll blame the economy while the winners the winners or figuring out how to get out of this thing look your business stuck it could your to do reasonably with your clients you accept

but no for an answer and make him too many excuses you're not sold in your product you think it's you think in small little

pr myths you're unwilling to do whatever it takes and you work the same amount that you didn't things what pro fact you believe in

and your friends and your fairly big set your shedding performances and give a new breeze of the belief you look

you think you're sales portion the only thing

but as much as the salesperson maybe twenty years ago you are a business card does not make us tales force you don't fall you don't close you don't

first just had to do it sucks you don't prospect i don't think you know how does to build that word you don't have a business plan you come off arrogant you've valley

almost every single will fail

and the light and you never act like you really want to discuss and when you do close the deal all you do was given away you basically you basic

i could do everything make every single mistake a week cells person makes look

cold i have is stronger than you are as a single first

you need to complete makeover start to finish

about sales and motivation by guru



now i was doing a meeting if a book expo last week

and there was a god with these names and Kugler and we just met my grow hill

about my book and i looked like you take a look at the book now the theme of growth yields going to talk to me about my book

take a shop pitch the deal show up because i know problems in it to me to see i'll take a look at it down like this and my good

i go back to my little laugh film black very whatever it is right and i start exit a message chances

what you so let me a lot to got right now is that going new left they've got thirty seconds ago i said yeah no meal and right now i'm going want to follow the moment

he said we'll use it is to soon grand can do it is not can low professional i said right you know why i know you're wrong he's like how as a backhoe a hundred people over here and asks a hundred people

his into soon to contact this i go and

see you one hundred people will agree with it and that's how i know you're wrong

you can see how many to get kids just watch how many times a day you practice the ward no with your kids

so

it's in bread to a don't or that that's know how many agree that chances into don't touch

this is

so three-four years old hated is touch and i want to touch everything was to kids got reach man the kids

the life he's more lab then the adult is now he's interested in everything had was safe

and one ~~~~~~~ language check this salesman right

in the moms were hey hey stop it will to chad don't touch that don't touch that don't touch and that's not jurors put it down that touch a cell

~~~~~~~ ~~~~~~~

oh

and the next thing you grow thirty years later and what you saying don't do that don't as that it's not saying be careful

what

dr careful will careful be careful nothing comes to people that are careful

[UH]

nothing zero would you pray
about sales and motivation by guru

 



so you could work in walking the else and you like a man am is getting how much as well

three cards you never during three quarters a one way we have a better and for it to go bad right the wake up benign sound ones smoking as knowing the fridge you should all be a

position to waste haters the shortage ocean from property really two-thirds of planet earth is on the ocean how can possibly be sure

[SMACK] it's myths man these are a myth

there's false and there are things that you're told to

look up to cause your attitude to be negative to think

about the little red the need to focus on the

to fill out particularly needed a child by that will do it to more Rome and let's take off for a

[UH] i don't want to hear that i want to hear roll it up heated and roll and would

and everybody in the room everybody in this room is a salesperson whether you know it or not there are six billion sales plate people

of our two-thirds of which don't even have any idea that they're salesperson the other third says yes i'm a salesperson how do you know that well because i have a car

and i don't know what i'm doing but i do have a card [UM]

just because you pass a test it doesn't make me yourself force just

because i go down to the driver slices bureau give my a little driver's license doesn't mean i can drop

our there's proof of that on the way up here [SMACK] by a great successful people do it now we do it later just ask yourself that you really do everything right now

now you just left the plant you didn't close the deal when you call them back

like more is not now

~~~~~~~ came forward sport

so who said you can't calling right now you might just be left i already this human

she was me

a great and that is not professional who said who said what is professional successful

people do not have professional in the vocabulary professional is not what they're

interested in there interested in results they're interested in giving had done
about sales and motivation by guru



in the most powerful men in the world has twenty-four hours

in a day to get what here you are seeing needs done

the richest man in the world has thirty-six hundred minutes

in one day to earn his money the most educated

in the world has one hundred and sixty-eight hours a week to learn the greatest and lead in the world has

the other sixty-five days in a year to train how much time to you have

you know when people tell me and i just don't have enough time to get everything that needs

we might men look a is not true was not real

now i know some industries and businesses right now there are all authority and forty percent and we going to put a program in place and they're like i don't have time to do this what main when you're all thirty percent you'd have to have thirty

it more time if you're off i know

believe this time excuse recently read that the average

the person in this country watches over three hours of

in a day genomic turn that is sixty-seven thousand five hundred minutes do you realize how many phone calls you could

make in a year that would take that much time or less if every called lost in

the three minutes you could make an extra twenty-two thousand five hundred phone calls in a year that would be eighteen

hundreds and seventy found extra phone calls a month or seventy-five calls

a day if only you did a portion of that you would reach the top have of the top one percent of all these cells people in your industry

you know there's actually the law a lot like your buying when you tell yourself that you don't have enough time so all you highly ethical big

you know homo you know i have you know i'm honest and i tell the truth about everything and hey look you're a line

yourself be honest about you to live when you so you don't have

of and the fact is you have the same amount of time is everyone else

you're just not using inefficiently efficiently and you might be using for the wrong thing

things we all have the same twenty-four hours amounting to eight thousand seven hundred and sixty hours

a year that's what we all have if you don't know how to use it to that's a problem if you don't know how much times even available that's a problem

i sure you that you have it decided how to use time if you don't know how me

which is there if you agree that time is money you have our that same time is money your times should

the inventory [UH] how much time don't actually have

in a day a week a year how much time they might actually use on tv or wasteful events our boxer pop poker online

for things that can't give me production so you want to inventory your time and protected like you what anything that

his valuable i recently took a trip i had to go las vegas for speaking engagement as

the driver the driver drop me off their party send a grant you know do you know when you're coming back i said oh you mean look i'm coming back right a i'm going to do my meeting down pop back right ways

well what you stay the night a light look then i need to give back your i can make more money to more and more

in my office

what i want to stay enjoy yourself spin the extra night asked

I'd rather i'd rather you know not

the voice that night in Vegas making them ridge

and come back give them office and maybe takes massive action and make me

self rich who knows

maybe i being home of being in the alphas i'll close the biggest element

life i can't do that in the casino in Vegas now maybe i'm on a business trip and maybe i want to stay over and have dinner with the clients

that's a differently seek are used in your time

the point and the driver looked at me and said

you know what that's why you're where you rounding your life and I'm still dr in this

for and folks that's exactly how you're going to get where you want to get in your life maximizing every minute of every day

about taking time and leveraging time

time is a money if you're producing

and time is money when you're not doing anything because somebody else's collected money when you're playing on the couch anyone can being

at the next place the question is how do you get them the next boys

only by using time was we only back in there

during the time and must and a half and then figured out

but what I'm going to replace that activity with this wasteful and how do i turn them into a productive activity

so what i've wanted you here in the second and just this how much time do you have and what are you doing with it

and maybe consider that you go to our inventory to become conscious

aware of where you're using time what you're using it on and how much as being wasted
about sales and motivation by guru

 



i want to talk to you this segment about the cost of not closing that's right the cost of not getting the deal done

now there's no cost to an individual yourself or the

much greater than the inability to

actually closed others on your products your services your

my ideas in your dreams the money your companies spent and are you spend the energy that you spent the

the sources invested on getting a prospect just interested in your product or service and then not closing is terribly expensive inability to get the field and

only its first your belief in self-confidence you become visible

they demoralized i mean if you've ever seen as cells person who lose deal after deal after deal you start not

going to be doing your job you start to give up when you're

just to your attention get stuck on the losses and failures rather

the than the confidence incompetence that comes from actually

closing the deal successfully look you could spend two hours in a transaction you could be two weeks two months some of you spend two years because you're sales cycle is so long

you had them at the negotiating table and for some reason, you didn't close what happened

you understand the cost and not closing because i believe that if you did truly understand the cost the very expensive cost to you then your company

you would say i got lean into this deal and i have to learn how to finish

to the prospect didn't close you didn't give your product into their hands

what has to happen now everything has to start over they have to continue

you have to continue you have to do follow walk

to get them back in that's unnecessary you have an unfinished cycle and another unfinished

the cycle you don't me but another thing and finished you like the long

and you didn't finish my on this week and the paperwork you haven't finished email you to get out an unfinished

make people lose their power their in the ability to get

things are done the closes about getting something

when you want to finish cycles of action now you have another plant to get back into giving from

have again and hopefully, go through the whole presentation and then closed when we can have

on how to do it today looking doesn't help your customers and when you don't close the understand they don't get your product or service they don't get your company they don't get to get beyond whatever it is you're presenting to them

so they lose look

and he moved the letter removed the first letter of the word clothes and

you end up with take the sea out in you end up with a low lose

these close

or don't close up to you if you can't

those others on your ideas your dreams your proposition

you offer you lose they lose the company loses the truth is the entire economy loosest this is

the harsh coal stark reality when you don't close everyone loses when you don't close your proposal you end up giving up something

you give up what you believe there

and in the closing on someone else's proposal you understand a close happened just to rome one

so i want you to get familiar with the cost of the no close it's enormous to you and if you have any value waited what it is you don't know how it's affecting use one you take a moment now and write down what is the

cost of not closing one deal a month or one deal a week

how often do you actually not close that wants today once a week once a month once a year

i want you to attach was the cost of not closing that transaction was

it's the cost to you was the cost of your family was the cost your family and with the cost to your prospect once you associated

enough losses enough cost enough expanse with a loss of not closed

being you'll have the right fuel

to become a master at the trade of closing the deal
about sales and motivation by guru

 



this failure to close happens because of salespeople you possibly now the closer

doesn't fully believe in your product your idea your service or the dream that you have

well to the point where you will do anything

and to close the customer you have to have believe and what you're doing i mean

and they say did very deep

the level in order for you to control when you get too close

as you have to absolutely have no reservations about the products service or idea that you're selling look if you ever believe in something

so much and insisted so passionately there's some someone actually you call some wanted to do something that they didn't even want it

you see dad is when you are closed

and can close others this is what we're talking about in this segment look you don't have to be pushing you to have to believe man it's conviction you don't have to push you to do this you have to be so convinced that what you have is so incredible that you will not allow will not allow

any other decision other than let's do this now this is the right thing let role let's do it's on here

she just because you believe not because you're pushing right you're going to need that kind

even insistence as we talked about in an earlier segment people that are selling every day you tend to lose

that passionate insistence that edge of insistence that makes sure that you're barred says yes

to what you have all for this passion and believe has to be rehabilitated rehabilitate means fixed

over and over from two and a in order to keep this insistence factor up
about sales and motivation by guru

 



in the twenty-first century, you must be very clever and asking these quality questions getting answers to them so that you do so in a man or that present as being a service to the customer see the biggest mistake

and that's what we're going to cover here are some basic biggest mistakes that

you will make in asking questions number one

because mistake you just going to ask you don't take the time to investigate

or determined what's important why it's important why are they here today what exactly they look and form what do they not want to repeat number two

you ask questions and don't get answers as he salespeople do this constantly

you know you're in road issues of money grant yours and they'll be i never say anything i'm just looking and you'll never go back and say in your name search you have to get an answer to

so a question you know what do you like about your present situation they don't answer asked the questioning gain get and answer number three

don't ask questions that are relevant this is a mistake you want to be relevant in the questions you ask they need to make sense segue they need

somehow bridge between what the customers interested and what they're asking about maybe objections their haven't and segue or bridge you know

with relevant questions and number four

this take you to ask bad questions us questions that offend people

things like where you're going to bad a day if i come out there were you commit am i going to be waste in my term of i come out there those are questions they're not quality

[SMACK] is their bad questions because you're customers or guarded and protected there

trying not to give much they have bad perception or salespeople and possibly consider

that they were manipulated before and now we'll resist answering your questions see that's why you're attitude is critical i can just tell you asked

forty questions getting it you have to deal with all the other

[UM] of the twenty-first century gaston your attitude is critical and that you present an attitude of service

not just control of service of helping people not just manipulation then you will get your question of answer

see all of this is about putting your by he so that they will answer questions as why there's the road to the sale

the greeting putting Monday is getting a common ground all that is critical to what

we're going to do in the later steps this is a way in which you're going to present yourself different than your competitors

do you care more you need to get this you care more and you need to present that that's why i'm asking the question you give more

and that's why you're asking you're more willing more helpful you're going to follow what mourn you get more of yourself

you're entitled to ask more see if you're truly different than you have to be different than your competition so the mistakes and asking

questions are what never want to remember don't ask the number two didn't get an answer number three the questions us

or not relevant you wanted to be relevant steep and then before you ask bad

questions they're just done questions a how much money do you have down what is your budget these are bag questions they turn

you off they turn them off look have to get to quest is down and more importantly, you don't want you're

attention on the question that's why you want to know this you want your attention on what

the answer and remember the answer

and make sure that the questions you're asking a relevant so the information you get us

while the and look avoid asking back questions because the moment you don't you end the questions and collection

answers cycle example i give an example here because some say i don't have time and you say hey how much time you have and you get an answer

he says twenty minutes and you that great in the next twenty minutes you use that data that information so in the next twenty

that's something could you price downpayment not the payment you all the information

you know what you want he says but you do all that and twenty minutes and say no problem would you just found out

well grant i found out he's going to be making a downpayment and monthly payments in the once information of a particular

was the such a big deo because i asked one

first in and got multiple answers see quality questions

his have to relevant they not only get you information they also caused by her to dropped their guard watch what happened

so in the next twenty minutesI've satisfied the objection are concerned

i mean because you prize dumping that not the payment and all the information about the product you

i drop is guard i tell them up space can do everything and i'm asking questions while i do it and he does that no he tells me

i'm going to be making pain that i'm going to have a downpayment i'm not just to price bar learned this information quality questions great answers

it'll direct on the road or the sale
about sales and motivation by guru

 



selling is a prerequisite for all the success you're going to create in your life no matter what you do

most of your career selling is for you ok selling impacts every person on this planet

your ability or inability to sell persuade negotiate and convince others affects everything

people area of your life and it will by itself determine how will use

i have no matter your title or your position

matter was you are in life no matter your role in the company you work for on

whether you're and see how with a janitor you will at some point have to convince others to have your position what i mean by that is what you

we can use a cell that belief that idea that concept

your dreams to someone else

your ability to do so impacts you in ways that will

from in the very outcome of the future of your life

selling is used every day by every person on this planet and no one is excluded

selling is not a job or our careers selling is a

they have a life so your ability to do well in

like to survive day prosper to create your

and actually, see the depends solely on your ability as cell others on those things you believe in

i'm not talking about just selling products for services here i'm talking about you selling yourself and others on those things

you want to go do in life look in life you need to know how to negotiate

you're going to buy a house one day you're in the cell house you're going to get a job you're going to commit to

a bonus programmer get a salary you have to know how to negotiate you have to know how to get another person's agreement on some point at some place in your life selling is

unavoidable it determines how well you survived selling is not a job

like most people think i don't want to be salesperson selling is a way of life

life see the Merriam dictionary Merriam web tradition air dictionary says that selling is the action

any waiting or influencing another to some course of action or to the acceptance of something i want to read that again no gates selling is an action

no persuading you ever done before you were selling you try to convince your school teacher to give you a better grain you were selling right

try to convince your kids to get the school on top so they could get a good great that selling the action of persuading

we're influencing someone else another to a course of action

but some acceptance of something I'm trying to convince you to vote on somebody and selling

so he put it this not impact no business owner can build a business without understanding the critical element called selling

think of any action in life any action and i'm sure if there's someone at one end

the other selling something on everything you can't about selling your life your dreams your future that pens on one thing the ability

your cell selling is essential to

survival and well being of every living individual on this plan

and it it involves you
about sales and motivation by guru

 



look if you're not getting paid what you want and you know you're doing what you

and to do i sure your attitude has to be part of your problem if you want a bigger paycheck to get a bigger at it eight you've got that how do you get a bigger body check bigger attitude ok

they smile bigger happiness bigger more positive responses so the question is how do you change it how do you stay positive

you know what could you do it and sure that you're smelly happy loving life saying the right things great super

and you've got to be happy to do that for how can you keep that go on a thin says drill and how do you keep a goal and you get three four-five days or five weeks her father

[SMACK] without a contract here's some help for suggestions I've used in my life but when i want to make sure that on being a thing

but i got light coming out of my eyes on positive and i have a good attitude never one i want you to avoid newspapers television radio

for thirty years we can't do thirty days i left to this

one day let's do at one day at a time as they say

we just take one day a boy newspapers television radio if you could

you would a whole week you'll see results in at first week if you do it a whole month you'll see a dramatic result

[UM] number two i want you to stay away from can't new people that have trouble in life i want you to stay away from i want you

so you know want those people are off Milan right how people who don't do well on successful aren't winning aren't lucky stay away

the guy has on the back of his bumper bad things happen to me don't part next to him you can try and

well the people who look you're not responsible for ring and out with them

because you could be affected this include family inference so number three

get everyone in your life get the people in your life on the same page with where you're going with what you want in your life maybe even with

these chips let's get them

saying positive things get them we're their positive gift in and

[SMACK] hey time on a thirty-day program we're going to get positive around here no more can't do won't do not possible that's a prize

so my hey my life and i'm dunes

 about sales and motivation by guru



and in this segment, we're going to talk about you get in sold to the degree that you're sold convinced persuaded yourself you will sell this is a

the vital and critically unavoidable fact that cannot be missed it you were to become great at your trade

this fact also happens to be one the most important tools you'll ever have as a salesperson person and can be used to actually monitor the results your career

the bottom line is if you're not selling to some degree you're not sold i want to say that again

if you're not selling if you saw your production drop immediately understand hey I'm not sold on something see if you're sales of slowing down there's something happening

all green is traffic grand it's this whole grand scheme

economy no now you've got sold on something else and are now and sold in what it takes to get results

if you're not getting your way you're not sold

if you've got any excuses about it a promise it you're just not completely

world in order to become great i mean great a man

faster it selling you have to sell yourself and what it is you're

thing make is the single most of part in sailor your

life and keep making that sail it's not something you do one time you've got to keep reinforcing what product your soul on the company your sound you what is the service you

from all you have to sell yourself completely one hundred percent all the

anyway i know salespeople the to understand the game of celibate but because they're not completely and absolutely sold in their product their service themselves in their companies

they suffer you've got to convince yourself your product your company your services your ideas are superior to all others

you know many of you believe that your product to superior

and while products tend to offer similar been of fifty years i mean there's always going to be some competition right you have to be

this sold not just on a product with the service the company and how you're going to support it you have

to be a hundred percent certain on this idea of this fact that you're selling what you're selling the company that you represent is better than every other

[UM] and so we're going to do next to us as in the segment will you get clear on that and you've got to keep really doing that

this one point is so critical to your greatness

that it cannot be negotiated with you have to be utterly and completely convinced and believe

that what you're selling so strongly that you become unreasonable that's right unreasonable almost fanatical

unreasonable means without reason or life

subjects so you have to be so convinced of

about your position that you won't even consider

the other logic people give you-must never

allow the consideration to enter your mind the anyone else could compete with you understand what i'm saying

you want to literally gets so sold and what you do not just the product what you the company the serve

that's the follow up so sold that you will not reason with logic when somebody who say i can get down the street for five hundred dollars less

the money would you know you're sold so

people that hey you can make up the five hundred dollars and what service the company that support

so that's not to say that others are not going to try to convince you they are they're going to try to

well you want something else so you're going to get sold

so sold that you won't allow the think of others you might acknowledge it but you're not going to allow it to pen

greater permeate your own belief system
about sales and motivation by guru

 





about what it takes to get people to spend money in today's economy look their economies issues that they're being giving bad news back

the server report who is you be told to save their money you

in our moneyyou have to be better today and building valley with

and all you exceed price when value seats price when the value of your product exceeds the value of their money they will

like this is any time you can get say when I'm making decisions are close to saying yes to you think how many

now you did not to see the value of their money value of our proposition them exceed their money prince this to say this ocular this is a four hundred

but there are a few kilometers he knows that

well you wouldn't if the value of the calculator is less

in the value of your money if you value this money more than you value this you

and not make a decision about this i did it for two hundred rounded for a hundred in it for twenty i didn't for five dollars you don't get me five dollars if money is we're it war their day calculator

you know with these happen so well-meaning that's a real estate calculation machine not make millions of dollars with the machine

i don't have to even times the cost as many going out what and you the cost see whether to work with

he's going teamwork three years for years and here's right now that calculate is not work for hundred dollars Seymour the calculators more than a thousand dollars two thousand

five make me a million my made me two million maybe have a decision see this is

but to if people don't do this is what most people

who present propositions not just salespeople by people who are trying to train fun rich people who are trying to get to invest in a safe and people that are trying to sell

there's an ant part of calculator tb it almost builds and has planets little

but you can't do this increase the found here you're a proposition increase the value of your part terrain your service tube

he hired with the value of their money you not can give this new good b

this no been so this we

today store right now you've got an increase the brown you have your product your proposition when

value exceeds price it has not to use on tv too

fall homes computers cells training dreams

or exciting to people and you know one mandatory hell year

you've got to increase you have the increase the values process to where it's where more

in a very human when value sees price people spend i don't know what the economic state so work on that this week

work on enclosed closed if you haven't got closer [UM] we got to look at that

is an unbelievable hundred and twenty-six different closes

 about sales and motivation by guru

 

 
this again is about attitude and mental conditioning so that you could always keep movement things forward and not hold them up the moment you say i can you stopped the negotiates

[SMACK] find a way figured out look for a solution right like you're the beaver man you're the beaver

you the bee for always working for a solution you're the squirrel looking for the not right you're the solution oriented closer that knows there's a

anyway it's a puzzle being put together it's the answer to a crossword puzzle don't with fire

and the answer it's there so we on a tempting space travel here folks we're trying to close deal and there's a way to close the deal somebody is going to close this person so you need to ask yourself this question

all they long on every deal what can i do to make this go right you might even want to use that with your customer

what can you do they have to help me make this go right come up with an earthly solution of how it can work ask

two to participate in finding a solution servers got to be a way let's figure it out together you know the

this is to do you have any ideas

help me with the solution hear some great lines some other great lines

that you can depend on our hey i know we can make this war how can me and you make it work what can you do to make this go right help

we and here look i'm doing everything i can to make it work out for both of this help me out man

people appreciate those who never give up them i know i did do you

the

the great called down here new york times best selling mortar

i want to talk to you about five chips that i can give you right now to grow

you're small business or as an entrepreneur starcher business and started in the

i put another one number one you must make revenue your god right now i know that sounds like sacca religious but

the reality is is your business and the future and your business

whatever your cell an yourself i'm books are training programs or your so up food product or you're starting a small businesses services clients

so revenue is the growth of your company revenue determines the revenue your company determines how successful you

going to be in the next quarter and then again next year revenues your got you need to get every department every person either assisting

in revenue or the direct contribution revenue in your company

to think what you do is this what you are not discounts or products anymore i want you take get out of your formula out of any consideration

[SMACK] would this little were a price

what you to get rid of that that is taboo for somebody one

last grow their business three things ok giving away free things drop in the price your

sex you need to just eliminate that concept

i want you say this is the price of our product this is what we're so on

like for and i want you to build the value and proposition until finally gets that price i thought thing

i want you to do is this i want you to fill up your pipeline most people runs scared on revenue the first two points revenue and they dropped their price only be

because there are pipelines not full enough which should willard the pipeline up with

opportunities when a to clock appointment does show up you're like all discouraged this is what it's not because you're to a clock point

and it didn't sharp it's because you're pipeline wouldn't full of somebody to fifteen to thirty three

a clock look closer pipeline a you want new problems not old problems you don't i mean by that a new problem is this to clock canceled all my guys

gives me some breedon room for two fifteen adult problem is what to a clock cancels and you don't have the thing to fill it up with

so filled the pipeline have lots of opportunities number four i want you to dominate your sector i don't want you to compete it and i want you to play it i don't want you to suspected

and you're sector anymore i want you to consider if you're cutting hair doing massages

well in cupcakes so on automobiles you're doing a social

media google whatever you're doing your twitter facebook i want you to dominate the sector of you

bone advertise in new york times i want you to dominate the new york times i want you to go play in the new york times you get it one which you to dominate the sector if you're going to work or not neighborhood i want you to dominate that neighborhood literally cover it up

alone that space do not competing competition is the

more staying a small business or an entrepreneur can think with and the fifth thing is good thing i'll what you do is this i want you to

increase the number of personal visits you're making to your

[UM] and i want you to increase it by ten times i write about this in the can actually increase all like

give it a ten times what you think is necessary and particularly particularly when it comes to personal business personal business in the machine age in the social media age

a facebook twitter like then except for a personal business or the most valuable thing a small business owners can do a good luck and

 

let's space and everybody's got uses and everybody's got a few minutes of here is an attitude sense in under few minutes look or some things that you

they have her ever want to tell a custom in i want to go over these with you never tell them i don't know never say i can do that never ever state

company policy would you mind holding is a bad people and beyond belief because you don't care if our mind or not you put me on hold anyway

and this is the one that kills me that's impossible

let's take wanted a make a first of all when you tell somebody i don't know a customer show a question you say i don't know what you're just told them was your waste your

some time with me i'm immediate i am a reservoir have no data which we want to tell them is if you don't know that's a great question and we found out for you see i just change it don't tell him you're an idiot are just once you put them with you

that i'm a to be and know nothing

number two i can't do that when you tell somebody you can't do

yet let's say they ask for a price her can you shipping at this time or whatever you right i can do that it's negative you

around like you're not willing to help people look say yeah i'll be happy to work that out for you i was in a hotel once and i said can you have great me to sweet a ladies that became do that

we were full time like want you check

the way she should have done it was this mistake or don't i'd be happy to do that for you let me see what i have available and then come back that's a higher

and availability you see the difference people are so quick to say what they can't do what they don't know number three

with the company policy don't care about your company policy

a break it i was that the forces and hotel this morning and i went to cygnus little place and they said it's a company policy the forces and policy the kids can sit here i'm like don't care about that company pile

we make it exclusion to it i don't hear with the foresees has decided to a week ago a month ago six months ago somebody fell out of the

we're whatever i want to sit here this is what we're going to do

care about your company policies there's going to be a better way to say that

what you want to say is what's or you know what is the really an safe place i just want to make you aware of it we had this thing happened here i've got a

that's a better location for the obese see the difference and the delivering as a grant ram and i'm just keeping a real with you the way your

pointed to people's cost to time is caused new money it's cost new customers

would you mind holding your reception is would you mind

they have right had my don't put me on a whole damaged i'm already on health don't do

just say the as whole please don't ask a question give

them it come and tell them what you need to hold one second i'll be right back with you i need one second in the last one if that's impossible look when i go

want to the moon i'm not to ask you to go to under the universe i'm not talking to go to

i've been a plant brain back minerals i asked you to give me some people

work i make me a copy or give me a brochure and you're going to answer like that's impossible come home and it gets a game all

 


we're in turn around to have close to sail over two hundred that people have internet close some of the closes you be

the inner from all forms of the world as totally unbelievable just a son i got the entitled wins closed right

that could be deep

got the religious close here i got the just pop is just do it close i got

it's a lot of money you said so yourself close the

i have de corps this board new close to all around value close split personality closed

that guy's on me at stake in close again

some people man they were crazy your just so look i got a killer your clothes you guys have done a great around literally pages and pages

from all over the world to new win

just like in closing a deal you and persist

one good idea one good push asking so many develop one time

so i get job dummy any idea because entered the program given a

close gotten a lot of votes but now we move into stage two so let me tell you about states to what happens around to

who is a really good for the top of all the close as if you're not in the top thirdly your

you to know points about had it doesn't even if you're not on top [UH]

the votes that you can go all of you can

actually come from two hundred and have all the wouldn't know one

right now and when a free trip to the seminal flip which in a hotel room you has been a day ~~~~~~~

to be working on closer to you in by the way this new closer some

in our is crazy unbelievable it will take an average salesperson i'm making great you will take a great salesperson

people have master so real to top thirty closers from realm more you have any band it's of telling me right now you an it be

back that work you've done positions you ten points higher than everybody else now here's the deal

well you could have four hundred and fifty poland and the guy who have zero you've got to go back now you're database to europe to the people that no you do

so i get a bit folk a second time are you going to get new people who are coming to about

i want to do this don't like the game that's what happens to closer as they come and they sell a little bit

they give up and they don't even they call themselves prose but they don't get paid this is an exercise always contest we do or exercise and

exactly what it takes for you know this through grow there's going to be a persistence ok so you've got to go back your database and say i look at i needed to go back and building the power

frame there to being required into their first glass glass very policy

[SMACK] you have to convince them that is we're doing it for you who waste on their to matter to turn it on

[UM] giving your money and do you like body

the light access to me like recognition on one attention you want more played to get to play the game

because you don't learn as skills that in addition to win in the first place great trip second place

one month on the virtual training

there are place i give you an handles with a proxy closer i bought the hold your program in and write rock and roll turn it on

we started a you can't get close it she did it out and i thought when you leave that we give you

once it closed nobody putting your colleagues recession close

so what do you tell me you tell me to it back off ikea believe you tell me to back off

this country has going to worth recession and pretty good one of bring years man and

you tell me to backlit more people were do without doing right now with you this country would be in trouble

 


people want things on the me your to go your arms [SMACK] what do you keep up because what when i want to use and you don't

just give you the one your parents did [NOISE] his sixty grimaces on study night i don't watch sixteen minds and study and i was watching what me to see a good to the next week when a one music i go data teams i graph that music same thing we're doing your sales meeting sales training when i need it now we want every

and we're going to convince everybody to get two seconds today because we know a minimum the two segments will build a muscle and i'll show you what i mean we've done this internet not places now

now

that we know when we get enough same that's any and i don't know what the answer is to the number of seconds you need to be all you see this this group right here this is a group and on

this is they started with a segments [UM] yeah

he's saying that someone progression we've got

two for the six same as i'm up again that's over two seconds and egypt

it is also that we track we sent your stored this graph

if every mop so i know you say and i don't poor they're trying to want would be effective i want to try and because it know if i get to write a number of segments the right amount

a push it i built muscle asking the right amount of family treadmill i build muscle i can get it done everyday once we build the visible and first thing i'm trying to do is get their discipline he a it's not a sales maybe or cells training is none of this is the distant and know muscle

so it's a while you're watching ourselves what you're going to watch and us and help to give us the next

i have access to crack like everyone you use the damage pass boards everyone your stories and then he just had to that you'll never make this work with me

they let the question laxey i need to know how back because i'm

and let's going to be running the show and it's you know my neck if it's not working brand so i'm to know wall we kind of

or this is what happens with every program yale good excited about the program ~~~~~~~ go home

and then you go wrong i got an insurance case i got some i still a car i'm going to wrecked cars i'm going to employee upset i've got a new manufacturers program in improvement goes out a walk and you then you want to plant being an hold

hostage later for the prize and say authority and boxes do much money when the trick is is the utilization fission

which on us into this graph every month ok here's another company present graph

we don't know again i don't know how many we need to get done it might be two seconds to maybe three segments it might be four seconds once i found that me three second into

i for you and you pick up another tenets [SMACK] dive into the get you

you like a crack at it only point is broken an because you want this road safety pass segment so much here's a group by her

i went from twelve segments a huge woman sectors so much they looked at four to five units of on ford value is a month

forty [SMACK] changes farms seventy units and thirty days average person watch for sentiments and a two thirds of their organization has been a business over four years

[UM] so i hear this and i'm breast but i mean really how do you

this is me how to get these songs i got so much stuff well i'm right now how do we ensure that this even get some place like

she said isotope or something do not to happens it falls down to spend money just to spend money on something in a how i wanted to them

[SMACK] back of it i don't have time to put this [SMACK] me how do i do that was me

[SMACK] how many hours was using counts having to help i mean how can you how to do this like you've got to hold national works that you go there every day

you go to your good you bring everybody has a cup of coffee romney this video six minutes in twenty three seconds is actually long time

so that's that i just i just meetings and you're run be when you're going to say yes everybody's watching two cents a day and gas we're going to

so what you're watching when you watch it going to go back to this walks

or when we start teaching your groups we're going to meet with your management team this is wasdale reward you see that

this group was given a target of two segment

~~~~~~~ everybody who read in or [SMACK] segments today if you want the report sent every day you've been texted to your phone you meet taxes to some of you may know this

and you know so then a product that your group and you don't a certain customer satisfaction index you're not getting some money from your manufacturers accurate

so that you don't get the best thing the made fashion so your and say she is based on hitting certain quite here

there are so this is the team ~~~~~~~ don't report

they're compensation could be based on what are you

to me i could actually sent like to myself on its into your cell phone next to you

how do you have you want to live it

here's the deal writing had you as one all this information you don't need another report you need support getting this to war sales meanings sales

the train different completely different topics most companies did not the third different they're completely over

 


great car down here and knowledge ever by this playing our contest people are learning that about facebook twitter youtube you're working what

the difference between spin them is and a good coordinated program congratulations to everybody this involved look we got an hour blog

people actually talking about this context is good is it grams it right is along with the

right way to do it we have over ten percent of the contestants

video now when i talk to you about one thing that you're going to get up against right now you're going to have people around you

when you're organization of and or you're going to get emails back

saying all this done war or this is a waste of time you're also going to have people tell you back off this is not wanted or don't family or you set me the wrong i don't need this wild use in this to me

this is exactly what happens to all people that are trying to get attention when you get attention to the right level the first thing this mean

and he is you're going to get criticism you want to pushed room that criticism and to him you get

generation you want to put room more it's not any different facebook twitter you to do so little media is no different me

not can on a door saying hey i want to tell your product you're going to have people slandered on your face the next place you go to they're going to say get out of my neighbor what you do here if you

you start because of this so passion this

the or if you stop because people are asking

you stop you're done so the same thing happens with social media that when you twitter when you put it in free

the facebook the way to take that and make it unique and not spare and not bother

people is to personalize it so considered the people that you've been trying to sell products to not just your frantz let's think there was a plumber you're trying to solid rock

you would want it email the palm a mr longer i hit got a hold of the site of a sales trend they can increase your sales at your business sinister plumber

you know i learned to make sure you have the information there i thought of you want to solve this and by the way i could with ten thousand dollar

box and so could in any your employees as well as getting hoped up with a graphic and increase your sales in this economy not all so you've got a personal as it so then it's not spam you can't just using that one message we sent to yesterday

which was and wind ten thousand dollars and so cable to space swap was in his family you have

back a personalizing so look the message today is years stay on the program we're going to give you some

exact strategies you can use with twenty no different and facebook it's just a different mechanism ok

so in with you have three hundred points right now points are twenty five hundred points you would be

we've seen yourself flattened off and the reason why is one of two reasons even you're and how to creative ideas are number

to somebody telling me to stop don't will stop always

who followers t portion it you need attention tiny follows attention and social media and

no different did not going on and or making a phone calls in another piece of male is just electronic so push through the nose push

you contradictions and get creative in our time to get creative when you're a message a mr calmer mr laundry met a mr restaurant i saw this thought

so you will blow your business up he's the guy who want to start you'd products to this is a way to get on friday hand to communicate with him and to give us that tension

half of mangold stop good created

and i want to see you on the top of that board man i want to seem to those state maps

 


so if you guys mind if we work are just i mean i suggest we record

so that when you go back on the other management in your executives anybody

it's not here in date maybe this one's their questions

because the wrong [SMACK] to this human [SMACK] i want to do a book we've got of the people who do you know [SMACK] this is what i to do i'm going

graph any browser from any computer into

and cells people managers

i have to heart it's your internet armenian every department receptionists

they keep krakoff a browser good the browser godless for your would never opinion sales trained

~~~~~~~

eighty dotcom now my site was already up but i'm just showing you this simplicity this is not a sea or [UM] this is not desk kids

self where this is not complicated this requires

this no unless integration so well side

we didn't give out username gun passports your sales teams

fifteen years internet team your your executives they're going to put a user nightgown and there's this state each water damn ok mind is this

and

they don't use that place so you run the chart apart

and yet good

hundred and fifty different i'm points are five hundred and toys

and location or fifty one vocations it doesn't matter we're going to create individual

sites for each of the locations we have been going to give each locations employees

her name and past works when that use earning and password hits onto this system

unlike when i sold you this book i don't know thing i read the book or not now the book books are basically virtual so

that every time they click on it in a your people salespeople the managers any

[SMACK] i'm you all know who slipped on the group

or if you just spanning on this video who's sound in today that with that's bar and whose signed in this not invaded didn't we can now collect data

what i know who didn't side that you guys as managers don't have time to run reports we do ink like all the data

who's side in who try and her to different things i'll show you that the second and then the last two things down here is training activity pass baber viewed

a test after each three to five minutes

magnet there is a test with redefault questions are very very simple

the test are not for right or wrong there to validate at the video was walk

because if you fall any of

the test and i'll show you this edible one of the for questions

you have to what's video at or so

i mean dresses couple things and i hear from our body how do i get more gases use it what about utilization how do i keep when he excited about it and my internet

how do i use my experience gases that's always a big question of why you would you know what

and as it was very man's must train [SMACK] you're going to be have that question what about all fannies what about my the internet but my would about a service writers all the content is sitting

here underneath the trying to set so basically your manage for

in each of the locations wants to run cells me he's going to click on this he's going to take a computer like this ~~~~~~~ connected to the tv like this that you already have you not going to buy a new

now equipment i'm going to create this is going to saying your company unit sales university rather sales twenty beat they're going to click on the training center for sales

but i'm how long money because i mean realistically all shook unhealthy every day i let me show you how long yourselves beings now

have you use the is thirty haven't was hard to get ready goods like thirty-five four to five minutes

we live in and theory like a right now our health in seals profit once weeks i've around in material what we're it's studying mass in our planet for its to manage don't do it some so like probably once i should do every day [SMACK] wants to be quite right so when we in what all usually money you get very after for these pieces money them [UM] the rest of the way

[COUGH] figured who lost from [SMACK] take well hey look what you point [SMACK] is not we're doing every day could do it ~~~~~~~

the train a training program in place that works because one sales meeting outdated is nothing for you

it's like diet once once a week i love your kids one so we practice anything want one so your people will always be habits

his and even the good guys they have even you if you just to at once a week

you're never going to get access only great where you know you'll get good you get better than the rest of them feel so what we want to first thing is

~~~~~~~ sales meetings every day to ok so let's say you want to run nice sales and your department let's say money next money you want to run a media giving a topic you want i meaning clothes and you've got

i'm going to go here fundamentals to someone who's that for grain salespeople brand new basic fundamentals and also

it great

but you guys at the professional salesperson makes sense of up the amateur cannot make sense of anything

and depending [UH] linked to time you've in the business does not make your professional your skills make your professional

so if i could michael george on the basketball court right now he's you probably has and problems we

well

right what lies it why would the best the legend daring Michael Jordan have problems guarding are get this shot off with low grown james

do you do these about by the shadow how many nike contracts is god the gang kindle in but it can jump anymore because the

we've been working on his games so it doesn't matter how many trophies it doesn't matter how long he's been doing this it does it matter how much money you may last year how good or you now and how could you you're not just yesterday today

now what do you do in his shop and your skills to daily bronze right james's thrilling a basque of all of this morning in a promise

he's doing lay use he's got a bigger contract then all of us on this called

together over the next three years you'll make woman in this year then all of us in this on this called together

like in the next three years and he's still going to practice today so that's the point you guys need to take away from this bank get your game on

that means you need to get on every day you need to practice everyday he's going to probably put in our in today i'm asking

when you twelve minutes with me twelve simple minutes

it

so the media doesn't see is going to be a tv tomorrow i guarantee you're talking about now is not the tiny back are but that's what she was saying six months ago to i'm going to be on tv sunday morning talking about talking about a borrowed

when they asked me i can can you cover the other side of the dead problem like everybody say and it's a problem the countries in trouble because of the dead

so Sunday morning i may be on tv show you a different side of that conversation

and the point of making their is you have to be able to you have to

failed to figure out both sides of a conversation and build a case for either side

but if they were have asked me in is get there and that's the sad we want you to govern what do you think it

i said sure do what genuine me there because i want

the attention criticism hey and then admiration

that's how you get success but you don't need to get some criticism by gets in people's scream and

can you this is a ridiculous prize for the stars so you knew that before you go in here we're

back who got to discount on this car month ago you guys gave me a this kind of two gray and now you know i give it to me nobody paint another eight hundred for your friday until so in all washes by be playing

the

you would want the car two months ago or you use and you want to do now let's go let's do it i have it

you know he might be in a position to try to core three days when now make money if this short us

please after you've got to use car manager Kraken vices right now

you guys in used cars that are more expensive there's no one's you should use

bring them over there looked a new wind sixty and use was sixty to which one you want to be

so look me you guys i can't tell you know

for segments a Damien train pop

even you need to be working cynics right customers every day and that's how you keep in your groove on you need to get for segments in every day if you're not weight known six re turned on people today and warm

can out and even if you work on a six writer down people every day did in between meant shop and your skills this in the newspaper it's not bad news it's shop in your skills for

[SMACK] so he did waking baby this is if you didn't go serving the military your obligations we can do is to crack this economy up that

these are american duty this week at africa and smoke this economy

they thanks long gas for your terms morning [UH] drawn to

yeah

 

the grand car down here i want to this post of as that you're being given in the marketplace [SMACK] and i want to share with you a secret about our rich people look back came from enough seem ok most of the billions

there's on the planet came from nothing segro no money at all mating give bank lawns there are companies were created out of bank limbs banks i'm getting my they won't giving money twenty years ago

the story of companies and that's when been your camp ulcers for

because if you want to get you go with three people get rich

if you want to make sure that the poor people are taking care of it

which will occupants and space and the birth

today and one or the unemployment line when you could and you i'm going to get a job i'm going to create to do i go a creating company i'm going to create

wealth so other people could come work for me

this is the way to solve the disparity between the poor and the rich

not to complain about it not a protest it not to pitchman grown in

i and about it but to do something about that's what Americans do in they pulled themselves of their bootstraps this isn't a republic a presentation

by the way for those of you were more little maybe than i am and they call

this current observing it wants no i'm going american

look in his to write it is to do the initial obligation to great well for you your company in your family and it's a painter on doing the great for the united states of america for many years state of your

and the way this economy gets there cover is not protesting but him producing

look nobody game you need this you don't a tennis court over there is going to be taking care of it's got to be war she's all of three has got to be clean i'm not complain about it i'm just telling you and i'm putting this video together to keep you hope about what needs to happen by

but he gave meaning this as spin as many as two hundred days a year accumulating enough money so i could maybe by house like this one day and again i not bragg and i'm

falling it's out there the American dream is they live in well you deserve it but you get to keep your focused told

being on not getting rich but on bringing great products and great service and a great value and proposition into the marketplace so people

value you your company your ideas in your services

more than they value their money they knew collect save money and you get to invest in things like houses

in cars and a company and employees by definition, i'm in the top one percent of all the numbers in the united states

do i looked like a bad guy and my keep and you from doing something i don't think so i think when you guys have this conversation about the one percent or you're talking about major major corporations which puts them in that

top like me you're talking about freaks you're talking about a handful of monster

patients then are just gathering trillions of dollars in holding on to it you're not going to influence him

but yelena scream and you know you get influence some by getting

include bobber news and i'm making a difference in the marketplace about bringing them products and services that actually grow their machinery that's the way to get their attention man look you want to get the attention of the rich get rich

you want to hang out with them you want to find out how nasty they are help bad they are how sinful they are then getting rich get given your club in the correct them all see that would be a much better posture than they said bank as a

all they should just give their money the only reason there is a disparity the only reason there's a disparity between the rich in up or is the rich

[SMACK] is got going poor guide got it

that's not going to change into the rich guy gives his money up and a poor god goes

guess it's so even half the rich gab which is to give us money

the way the poor gang would still have to go

grab is share and that's my message to you man get your shared get it for your kids you know what they need choose you know that they got about those shoes

from oil companies that into footlocker you buy no shoes from dignity as a freak in all company because nine percent of that you'd your

borders weren't is built from petroleum products so you want to scream about you want a bit complaint go going

it's not going to change your condition and it's not going to get your daughter of parachutes of a

make as much noises you want but in the rest your tap put your full focus are full of attention on get getting new a tennis court man

i don't even play on but i got in this course so what

the next guy's going to the blow it out he's going to bound the house get rid of it put it

the way in there were he's going to be like you know what i want to pay extra money for this

because our tube don't play tennis but antenna tennis hey look get rich that's the way to get even with the people they have gotten rich

you see the captain lives on the other side of that had he makes twenty-five and thirty million dollars a movie should have and him no man the cats been

contents he was a kid has but making as

 

the grades

i am here at the money down hotel and said that don't boring los Angeles if you've ever moved up and down the strength even vivid by your you'd have this [UM] the car

this a tv program for eight to called selling duty to show we worked to the two-minute peace

the fitch so what we're going to have been thirteen or fourteen minutes of at thirty than in never solely

williams and made it would be don't have any

just to when a property could i selling here in town to house i live in and my to keep them or trek i'm literally having as sellers to keep gives old boy selling about probably because

you get a hammer model media there are so one family

they're getting hammer [UM] real estate actually in their off deserve saying [COUGH] the guys do prize the guys in calculus you should have taken

and your for this brings me in offering a i'm no be offers not what i want why they had to be over the felt a grant from catch your money you remove it in seven days or so

i expect they're going to bring the it offers us that what our one might be

[SMACK] get there thinking and so we go back so they can go back to the cell and he they've got this going to alter our you know is more

so we reach the people on earth so look a couple many hours youth

the problem and job ~~~~~~~ of excited if my job is to keep the seller

right will state just about the price and not

same thing for you but i mean you got a stake side of my your product you've got this thing side about your proposition you go to space sold in excite of

your company your product you're all off ~~~~~~~ so that people to convince if you do not have to sell a time and gets game on is because you gave on your economy look there's people

take the data holding what you do when baby you know one are taken today

water to ways neither their lazy

and they're bar and the money you take a day all for number two they earn the day learn her sending me

first would had more circling works or your way

sloth every once in a lot and you give back at it Haber down creating you not

i mean so you can do some of the contains i don't know that them [COUGH] to kind of work when they are

the most demo waste a bunch of town lunches guys over our hope and which

they're going to get lucky and probably look because they didn't have a close and make you life comes through making dreams come true is they sold on what you're all pain

and that you can best in yourself invest in your future investments in your career man and it guessed and you're added to

 

the great

look a great closure is a problem solver most of these shown in this environment today you not just selling your solving problems

in order to get a deal done

is there something on spoken and the clothes that you don't know about maybe there's something completely not being talked about that you need to handle and that means you need to poor that

how are you on the right product or you want to much product to little product by the way too little product being on two little is as likely is being

one too much you understand them saying you're actually not selling them enough product and there

learning about the price with their saying is it's too much for that product and you should be moving them up see his is just an issue of another

her son being involved to get close i mean more often than not that's a stalled not a real objection

and that will in all those

the common of her baggy with literally hundreds of closes

and more than that actually i mean things called the Superman close ok you-you're going to get material you have never seen before promised you

it's it

thank you for

you want go to participate in our contests or so [SMACK] was this is just not

houses for us who would participate the happily [SMACK] course this stacking her ~~~~~~~ first them this and everybody to play this game was human [SMACK] something recycling on the law

the living all those two hundred videos and sitting us and has been first flaps data grand leave and peace with ~~~~~~~

for the close to sell them available math you're right corner and read it was to see a lap economic really help you close more deals

so

open put you know be maker with this usc ourselves ~~~~~~~ had had it let me see the vehicle history

you don't need to see the vague last i don't need to see the big what a certain part

her big your was so creative [SMACK] humor

this is crazy

called pose boldly i'm plaque [COUGH] easy for that lets you are too

close to sail and then we get the of it is so i'm just Knopf road

david and he would George and from twenty [UM] you kind and the overall

last year expensive for with two in city bodies support protecting so i want you to find something ~~~~~~~ you can see your reflection

[SMACK] take a look at it

max deflection ~~~~~~~ act that to me

not yet but you could sound like [UM] seals train ~~~~~~~ you got it wrong

get [COUGH] space a great job a place

to the more time, i spend with the gang car don't close the cell old a warm pressed i am just thought of more information in harmony and and

so as my ~~~~~~~ your something it over the phase of as just ~~~~~~~ remember first places David bread the ten thousand

and also [SMACK] the work that younger spencer humid [UH]

you know to my own lap and under Sergio thing which was the first entirely as we're about to maybe nice

they know how it's called [UH] you were Cochon yourself you sort of [UH] to that you

another recognizes Korea will be free

it's from being very place greater whole and you posted rubber real little more kind

pigeons hey Hundley was gone now wonder

it's special mission you got to my work on this thing land houses

you can tell you grow up your layer her your leg where is he's shoot end up with brought you to work i believe

we have all of the mirror sweat out there in the north and can double equal job

we can see a big sleep just read it Alice but holes hand you cousins

so looking every or something

that social media is a way of or you could create so in medicine half of communications sharp areas of

you've got to everything you step

[UH] says so ~~~~~~~ talk about how do you said ~~~~~~~ or raises and restless is that when no but

i'm not simply can't leap not one of you wanted to just hold here after that throughout

there was a thing or you can get involved in just keep our me on a key produce Indian countries who had as you've

[UM] just so that you could be successful the marketplace and that's the open space for a while in the gaming and the game graph emissions to all of this special two months

dh

but you have had you figure out a Asian a drug [COUGH] nice all

~~~~~~~ you'll be your and boy things you know you know what a little

[SMACK] ~~~~~~~ married and we got thank you so much

you want us to get truly creative i want to meet the usernames all famous Canadians what

it's hard to are obese ballplayer actress sing ~~~~~~~ put a bend there we're going to litter this the inner born with Canadian memes all the

i just don't be sound of the projects [SMACK] takes

you know what i'm he did [COUGH] try drank our homes well if you're not for steel

but actually a like the car ~~~~~~~ think ~~~~~~~

now you realize how to use says yes you go don't worry

maybe it was pound into this selling is about cells

in the product at identifying hot buttons and satisfying needs

you might have been told that selling is purely about relationships of building wrong

there's a numbers game look sewing understand this is ultimately about closed in the deal

yes or you need a relationship yes you need people having yes they must know your product with selling ultimately

when the truth is known is about closing in a deal

third worries maybe it was suggested

you are not possible that to be

the pushy offensive or you know to pressure people is a terrible thing look, folks, if you don't want one to push somebody through that part where there are

resisting you're never going to make it in this business the truth is you're not going to making the

business you have to push through in order to get people to make decisions and number four you might have been told rejection call managers

passion so hard you don't want to ask for the clothes because then you're going to get the rejection look you're going to hate planet earth if you don't like rejection nobody likes it get used to it's going to happen to you selling has changed a selling him

bl you will have to push and you will

that the experience rejection and with the reason

people don't clothes and we're going to a lot more reasons later on you don't have the arctic the arsenal you don't have the full metal

jacket arsenal of many many different closes is necessary to rock to deal with

baby

when there's a winner six changed the person you closed will not only feel like the exchange was a when for them but they

we would also not just wind for them but they would also want to go

to do this repeat this activity again because the perceived value received was greater than the value given i have a

look here is thirty dollars it's a thirty dollar book you give me thirty dollars for the book i give you the book what is

with the exchange what is the book work to you if you gave me thirty dollars most people say well it was worth thirty dollars the truth is you wouldn't close if it was worth thirty dollars

you would only give me thirty if you thought the book was worth more than thirty and i would

only give you the book if i'd thought your thirty was worth more than my book you understand you have to get to the winner's exchange

 

 

 

 

 

 

 

 

 

 


Share this post



Newer Post →


Leave a comment

Please note, comments must be approved before they are published.