WEBVTT 1 00:00:00.000 --> 00:00:06.880 How many times would you follow up with yourself to get yourself to do that thing or do that 2 00:00:06.880 --> 00:00:12.960 action or make that investment? A lot. And it's because you truly believe that it would solve your 3 00:00:12.960 --> 00:00:18.080 prospects problem and you have pure conviction that what you are selling them, the investment, 4 00:00:18.080 --> 00:00:21.200 the opportunity, whatever it is, is what 100% going to work. 5 00:00:23.840 --> 00:00:27.680 The wealthiest people in the world see business as a game. This podcast, the game is my attempt 6 00:00:27.680 --> 00:00:31.360 to document the lessons I've learned on my way to building acquisition.com into a billion dollar 7 00:00:31.360 --> 00:00:34.880 portfolio. My hope is that you use the lessons to bring your business and maybe someday soon 8 00:00:34.880 --> 00:00:37.920 partner with us to get to a hundred million dollars in beyond. I hope you share and enjoy. 9 00:00:43.280 --> 00:00:46.400 I want to talk to you about how to close a higher percentage of deals and how to close more deals 10 00:00:46.400 --> 00:00:50.800 overall. And it's all sent around to a single concept which is the belief continuum. And so if you 11 00:00:50.800 --> 00:00:53.520 think about this visual run of hybrid nerds, you got your sales putting here and you got your 12 00:00:53.520 --> 00:00:57.920 prospect here. And it's a bubble that I put over there. The prospect has no bubble inside. 13 00:00:57.920 --> 00:01:01.680 It's completely empty and they might have a negative bubble as well. And then you've got the salesman 14 00:01:01.680 --> 00:01:06.480 who's got his belief bubble. So many people like to think like do you believe in what you are selling? 15 00:01:06.480 --> 00:01:10.960 They ask the question is though it's a binary answer. Yes or no, I believe or I don't believe. 16 00:01:10.960 --> 00:01:15.520 But it would be much more accurate to say to what extent do you believe it? Because belief is not 17 00:01:15.520 --> 00:01:20.320 a binary question. It is a continuum. It is how much do you believe in what you are selling? 18 00:01:20.320 --> 00:01:24.320 Because if you thoroughly 100% believe with all of your heart and mind that what you are selling 19 00:01:24.320 --> 00:01:29.040 is true, I guarantee you that you will sell significantly more. And so what I want to show you is 20 00:01:29.040 --> 00:01:33.840 these two equations that I wrote down as simple equations for how to actually sell. And so 21 00:01:34.560 --> 00:01:39.040 many people focus, I would say disproportionate of people focus on the skill of selling. 22 00:01:39.040 --> 00:01:42.480 And there absolutely is a skill to sales. You have to know exactly what to say. You have to know 23 00:01:42.480 --> 00:01:49.600 how to say it. But you can shortcut that path to success by having conviction. And the way that you 24 00:01:49.600 --> 00:01:55.840 have conviction is by a dramatically understanding the needs of your prospects so that when you are 25 00:01:55.840 --> 00:02:01.520 talking to somebody, you know exactly what their problem is so that if your product perfectly matches 26 00:02:01.520 --> 00:02:06.000 their problem, you can have conviction in order to sell it. Most salespeople don't even listen to 27 00:02:06.000 --> 00:02:10.960 the prospect at all and simply want to deliver their pitch, which inherently means that they can't 28 00:02:10.960 --> 00:02:14.240 believe in the product that much because they're not even thinking about whether it solves the 29 00:02:14.240 --> 00:02:18.320 problem for the prospect because you can't be convicted that it's going to solve the problem. 30 00:02:18.320 --> 00:02:21.600 If you don't even know what the problem is, and so they haven't taken any time to understand 31 00:02:21.600 --> 00:02:27.520 the prospect, most sales training should be is currently focused on educating salesmen around 32 00:02:27.520 --> 00:02:33.120 the product when it should be most of them most time focused on educating the salesman around the 33 00:02:33.120 --> 00:02:39.600 prospect and their problems, not the product. All right, key understanding shift that has to 34 00:02:39.600 --> 00:02:43.440 happen when you're educating a sales team and or yourself, especially if you're entering a 35 00:02:43.440 --> 00:02:47.040 market that you are not the avatar, right? One of the reasons that many successful businesses 36 00:02:47.040 --> 00:02:50.720 happen from somebody who suffered from a pain and then went to go solve it for themselves and 37 00:02:50.720 --> 00:02:57.120 then ended up solving it for other people is because they desperately and they so clearly understand 38 00:02:57.120 --> 00:03:03.040 the thoughts, needs and pains of the prospect and they know how the product solves those problems, 39 00:03:03.040 --> 00:03:08.480 right? And so the first equation here is for increasing closing percentage. And so if it's you that 40 00:03:08.480 --> 00:03:14.800 selling or if it's a sales team that's selling, it's the skill of sales multiplied by the extent to 41 00:03:14.880 --> 00:03:21.680 which you believe it is not yes, I believe, no, I believe this number can be a hundred, right? 42 00:03:21.680 --> 00:03:25.920 And the thing is is that I believe that this number of conviction can grow far higher than what 43 00:03:25.920 --> 00:03:30.720 skill can give you. You can be a very skilled salesman, but let's say the skill of sales is one to 44 00:03:30.720 --> 00:03:35.680 10, right? I'll put this on here so everyone can see it. Let's say you've skill of sales can be one 45 00:03:35.680 --> 00:03:42.000 to 10. I believe that your skill of your beliefs around conviction can be one to a hundred, right? 46 00:03:42.000 --> 00:03:46.320 So even if your skill of sales is a two, you could have a hugging belief that I guarantee you 47 00:03:46.320 --> 00:03:52.320 that you will close because people can sense whether you believe what you were telling them is true 48 00:03:52.320 --> 00:03:58.400 and they believe that what you were selling them is going to solve their problem, right? And so most 49 00:03:58.400 --> 00:04:04.080 people, most sales teams, most sales managers do not focus enough on this bubble, which is conviction, 50 00:04:04.080 --> 00:04:08.400 which is this part of the equation, right? If you think about what sales is, it's fundamentally a 51 00:04:08.400 --> 00:04:14.640 transference of belief. And so how can you, how can you transfer an empty cup? How can you transfer 52 00:04:14.640 --> 00:04:19.600 a cup that is only one third full into another empty cup and expect it to be over the threshold 53 00:04:19.600 --> 00:04:24.160 of the amount of belief that's necessary to and that's required for a prospect to make a 54 00:04:24.160 --> 00:04:29.280 purchasing decision? Of course not, right? And so we still try and get the person to say a certain 55 00:04:29.280 --> 00:04:34.320 thing or pause in this way or have this tonality or this emphasis and that is important, right? And 56 00:04:34.320 --> 00:04:39.040 there's definitely a place for that. You have to have the basis of sales in place, but a much, 57 00:04:39.040 --> 00:04:44.800 much bigger lever that is often and most underutilized or unutilized at all is the conviction or the 58 00:04:44.800 --> 00:04:50.000 extent to which the salesman believes in what they are selling. And to what extent it can help solve the 59 00:04:50.000 --> 00:04:55.760 prospects problems, all right? And so that will influence the closing percentage of an individual or 60 00:04:55.760 --> 00:04:56.000 T. 61 00:04:58.480 --> 00:05:02.400 Hey, Mohsen Asian, quick break just to let you know that we've been starting to post on LinkedIn and 62 00:05:02.400 --> 00:05:06.000 want to connect with you. All right, so send me a connection request and note letting me know 63 00:05:06.000 --> 00:05:09.600 that you listen to the show and I will accept it. There's anyone you think that we should be 64 00:05:09.600 --> 00:05:14.240 connected with, tag them in one of my or layless posts and I will give you all the love of the 65 00:05:14.240 --> 00:05:20.960 world. All right, so let's get back to the show. The second piece is going to be the work ethic, 66 00:05:20.960 --> 00:05:25.440 right? So a lot of people have probably seen really good closures versus really bad closures 67 00:05:25.440 --> 00:05:30.560 based on their closing percentage, but also told a number of sales closed. Personally, 68 00:05:30.640 --> 00:05:34.880 when you have somebody who has really high work ethic, then they can make up for a lower closing 69 00:05:34.880 --> 00:05:38.800 percentage by having more activity. So that means that they're falling up with their pipeline 70 00:05:38.800 --> 00:05:42.960 faster. They're falling up more times, right? They're reaching out to people on their own in their 71 00:05:42.960 --> 00:05:46.880 own time to give themselves more opportunities and they can compensate for a lower closing 72 00:05:46.880 --> 00:05:51.200 percentage by simply having more at bats, right? And so if you think about the expert sales, 73 00:05:51.200 --> 00:05:54.640 but it's having these two things together, which is you want to have a high closing 74 00:05:54.640 --> 00:05:59.040 percentage and you want to have lots of units sold, right? And so there's three variables here. 75 00:05:59.040 --> 00:06:02.720 You've got skill, you've got conviction, and you've got work ethic, but conviction counts 76 00:06:02.720 --> 00:06:06.960 twice because if you believe that what you are selling is genuinely going to help people, 77 00:06:06.960 --> 00:06:11.120 you will follow up faster. You will follow more religiously. You will follow up as though 78 00:06:11.760 --> 00:06:16.160 you were trying to help someone. And so let me ask you this question as a good mental 79 00:06:16.160 --> 00:06:20.720 thought process. If you could go back in time, let's say you could go back in time five years, 80 00:06:20.720 --> 00:06:26.560 and you could talk to yourself and say, hey, I want you to put 100% of the money that we have, 81 00:06:26.800 --> 00:06:31.440 now mind you, you couldn't tell the person that is you, your past self, that you are you 82 00:06:31.440 --> 00:06:35.440 in the future, right? So you can't say anything like that. But in this thought experiment, 83 00:06:35.440 --> 00:06:39.360 and you went back in time and you said, hey, we've got this money in the bank account. I want you 84 00:06:39.360 --> 00:06:43.680 put 100% of money into this thing called Bitcoin, right? I want you put 100% of money into something 85 00:06:43.680 --> 00:06:47.360 called Amazon or I want you put all that money into Tesla or whatever, right? Something that blew 86 00:06:47.360 --> 00:06:52.960 up over the last five years, right? If you were to tell yourself that, let's say you were talking to 87 00:06:53.360 --> 00:07:01.680 you and you were like, I'm good. Thanks, right? How many times would you follow up with yourself 88 00:07:01.680 --> 00:07:08.640 to get yourself to do that thing or do that action or make that investment? A lot. And it's because 89 00:07:08.640 --> 00:07:13.840 you truly believe that it would solve your prospects, problem, and you have pure conviction 90 00:07:13.840 --> 00:07:18.640 that what you are selling them, the investment, the opportunity to whatever it is, is what 100% 91 00:07:18.640 --> 00:07:23.520 going to work. Think about how you would approach that. How many times would you follow up? 92 00:07:23.520 --> 00:07:28.160 How, how convicted would you be when you spoke? Would you even be focused on the skill of selling 93 00:07:28.160 --> 00:07:34.000 or would you be focusing on how true what you say is? And if you can make that perspective shift, 94 00:07:34.000 --> 00:07:37.840 and if you are a sales manager and you're trying to manage a sales team, I would implore you to 95 00:07:37.840 --> 00:07:42.880 focus way more of your time around the thing that counts twice in the equation of selling and 96 00:07:42.880 --> 00:07:47.760 creating great salespeople, which is the belief to which they accept the extent to which they believe, 97 00:07:47.840 --> 00:07:53.280 what they are selling and to whom they are selling, then boring with the the monane of the skill, 98 00:07:53.280 --> 00:07:56.720 which don't give me rock. It is very important to sell. There's lots of videos that you probably heard 99 00:07:56.720 --> 00:08:01.840 where I talk about the skill of sales. And I think when you when you rate this and you are in 100 00:08:01.840 --> 00:08:05.280 a four small multiplication state, but I don't think that they are acquitted. I don't think they 101 00:08:05.280 --> 00:08:10.480 are equivalent, right? And the proof that I have in this is that if you look at every single religious, 102 00:08:10.480 --> 00:08:14.240 you know, movement, you are selling something very hard to sell, which is a completely new frame of 103 00:08:14.400 --> 00:08:19.280 you around the world. The people who believe this, many times they don't train them in the skill of 104 00:08:19.280 --> 00:08:26.000 selling. They just get them to believe wholeheartedly in what they are selling, right? And so if your salesman 105 00:08:26.000 --> 00:08:30.000 and your sales team are not drinking the Kool-Aid quite literally of the products that you sell or 106 00:08:30.000 --> 00:08:34.560 the services that you sell, then that is your problem, not whether or not they are clarifying the 107 00:08:34.560 --> 00:08:37.440 problem in the beginning. Now, they should because they should be listening and they should believe 108 00:08:37.440 --> 00:08:42.240 that what it should make sure that the prospect is going to be best certified us, right? But big 109 00:08:42.320 --> 00:08:47.040 picture, if you fix this, everything else will happen. And I'll tell you this is the one last story 110 00:08:47.040 --> 00:08:55.520 run this. If you believed wholeheartedly in the solution that you were selling, would you not 111 00:08:56.240 --> 00:09:02.560 then spend lots of time honing your skill? Probably because you would want to help more people 112 00:09:02.560 --> 00:09:06.720 because you believe in the thing that you were selling them, right? You would cut like would you 113 00:09:06.720 --> 00:09:11.200 not, if you believe in this thing wholeheartedly, follow up with many people as possible, be quick to 114 00:09:11.200 --> 00:09:15.680 respond because you know how much it's going to change their life. Probably. And so I think that 115 00:09:15.680 --> 00:09:20.240 just like Simon's the next to start with why? I believe that the skill of sales is fundamentally 116 00:09:20.800 --> 00:09:26.240 a transference of belief. And we do need to start with why for sales people because it is not a 117 00:09:26.240 --> 00:09:30.960 question of whether or not they believe it is the question of to what extent do they believe. And if 118 00:09:30.960 --> 00:09:43.360 you can get that to 100, you will never have caught selling ever again.