WEBVTT 1 00:00:00.000 --> 00:00:04.160 Getting someone to make new habits incredibly difficult, getting someone to break a habit is incredibly difficult 2 00:00:04.160 --> 00:00:08.720 And so we just want to piggyback on habits they already have and so that makes you both a better salesperson 3 00:00:08.720 --> 00:00:14.560 But also a better salesman and better coach like overall if you're trying to help someone achieve whatever goals they have 4 00:00:15.840 --> 00:00:20.880 Welcome to the game where we talk about how to sell more stuff to more people in more ways and build businesses worth owning 5 00:00:20.880 --> 00:00:26.400 I'm trying to build a billion dollar thing with acquisition.com. I always wish pesos musk and buffet had documented their journey 6 00:00:26.400 --> 00:00:28.640 So I'm doing it for the rest of us. Please share and enjoy 7 00:00:30.160 --> 00:00:35.440 I want to tell you about the most powerful sales tactic and that means something for me to say that statement 8 00:00:35.760 --> 00:00:38.320 That I have learned and I never learned it from a book 9 00:00:38.480 --> 00:00:42.640 I actually learned it by accident and it will be included in the 100 million out of sales book when it comes out 10 00:00:42.720 --> 00:00:44.160 And so you heard it here first 11 00:00:44.160 --> 00:00:50.000 But it's a concept on a diminishing admission that you can do as a salesperson to gain trust and I stumbled into this 12 00:00:50.080 --> 00:00:54.000 All right, so I'll tell you this story because some people feel worried about how this ended up playing out 13 00:00:54.480 --> 00:00:59.680 But I ended up selling a hundred percent of people after I made this one switch in how I sold 14 00:01:00.240 --> 00:01:05.920 And I was able to teach it to people who would never sold before and they were able to close 80 90 percent of people who are coming in the door 15 00:01:06.160 --> 00:01:09.200 Mind you, this is a retail environment selling physical products, okay? 16 00:01:09.760 --> 00:01:13.680 If you don't know how I am, I name that oximosia and exes.com. It's probably the company's that does it for a hundred million dollars 17 00:01:13.680 --> 00:01:19.200 You make these because I want you to make tons of money and then hopefully partner with us in the future to get from 3 million to 10 million to 20 million 30 million 18 00:01:19.200 --> 00:01:21.440 And beyond all right, awesome. So let's rock and roll 19 00:01:22.240 --> 00:01:24.240 So rewind the clock 20 00:01:24.240 --> 00:01:30.080 I was selling supplements at my gym and the way that we would sell supplements is that you we'd sell some sort of service package 21 00:01:30.080 --> 00:01:32.880 And then we do a nutrition orientation and they came for the nutrition orientation 22 00:01:33.120 --> 00:01:38.080 We'd actually you know set them up with their meal plans and then we'd make recommendations for products now normally 23 00:01:38.080 --> 00:01:41.680 I would sell pretty well, but still I always wanted to sell more and get better 24 00:01:42.400 --> 00:01:48.000 One day we killed this launch for like a new challenge or something and we had like a hundred new customers 25 00:01:48.080 --> 00:01:50.720 So it's come in and I ran out of one of the key 26 00:01:51.440 --> 00:01:53.440 products right and 27 00:01:54.160 --> 00:02:01.520 So I had ladies come in the first half of the day and able to get the products and then some of their friends who signed up with them came in the second half of the day 28 00:02:01.840 --> 00:02:05.120 And we're like, hey my friends say any told me that I need X X Y and Z and I was like 29 00:02:06.000 --> 00:02:09.920 Oh, we don't have Z anymore and it was like really awkward 30 00:02:10.400 --> 00:02:13.920 And like on the fly I had to figure out something because I was getting these like you know some customers 31 00:02:13.920 --> 00:02:18.960 We had friends some helps you didn't whatever and so a lady came in and so rather than me 32 00:02:19.600 --> 00:02:23.840 Like trying skirt around like this clear item that was on the list 33 00:02:24.320 --> 00:02:28.400 That I didn't have that arguably that they needed or I wanted them to have 34 00:02:28.960 --> 00:02:34.960 I said hey, by the way you can get this one for cheaper down the street at Costco 35 00:02:35.040 --> 00:02:38.080 So like you don't need to get this one for me like this one's a little better 36 00:02:38.080 --> 00:02:41.120 But I think it'll get the job done you can get this one after you've done the program 37 00:02:41.520 --> 00:02:43.840 And they're like oh thanks like that was cool 38 00:02:44.240 --> 00:02:49.040 And then after I made that one cross out I was like but you do want this and this from us 39 00:02:49.280 --> 00:02:50.320 And they're like okay cool 40 00:02:51.120 --> 00:02:55.760 And as soon as I mean that switch from saying hey, you don't need to buy this one you can get that from over there 41 00:02:56.480 --> 00:02:59.520 Everyone bought what I recommended afterwards and I was like whoa 42 00:03:00.320 --> 00:03:02.960 And so then I leaned into that and was like 43 00:03:03.360 --> 00:03:07.120 I wonder if I could do more of that so I could sell even more on the backside 44 00:03:07.440 --> 00:03:13.680 So then I had two products that I was like hey, you can get this and this over here get this brand 45 00:03:13.840 --> 00:03:15.600 It should be at this price. You can go get it 46 00:03:15.680 --> 00:03:19.040 It'll save you 10 or 20 bucks and they were like wow even better 47 00:03:19.520 --> 00:03:22.800 And then I remember I looked at my list and there was you know a lady there 48 00:03:22.800 --> 00:03:25.040 And it was like a mass gainer and she obviously wasn't trying to gain mass 49 00:03:25.280 --> 00:03:27.360 And so I was like you're not trying to gain mass. Sorry, and she's like no 50 00:03:27.360 --> 00:03:29.360 It's like you can just cross that out go ahead. You only worry about that 51 00:03:29.520 --> 00:03:32.560 And so I gave her a recommendation two things that you could get for cheaper 52 00:03:33.200 --> 00:03:34.880 And then I said you don't need to worry about this 53 00:03:35.680 --> 00:03:40.400 And then when I said hey get like I need you to take two of these in the morning next to this take three of these 54 00:03:40.480 --> 00:03:41.920 Take him next to this put this in your car 55 00:03:42.000 --> 00:03:45.840 She always have it with you and then I gave her the prescriptions of how to take the stuff 56 00:03:45.840 --> 00:03:49.680 Which can find the different type of something which prescriptive selling I closed everyone and 57 00:03:50.480 --> 00:03:54.000 What that gave birth to was something that I used to call sacrificial lambs 58 00:03:54.320 --> 00:03:56.480 But now called ghost products because it sounds better 59 00:03:56.640 --> 00:04:02.320 But I ended up over time not even carrying the products that I had on there that I was recommending out 60 00:04:02.720 --> 00:04:09.920 Because they were so powerful as a sales tool for me to gain trust from the other person now 61 00:04:10.320 --> 00:04:17.680 This is an incredibly incredibly powerful tactic and like all persuasion the difference from manipulation 62 00:04:18.320 --> 00:04:20.320 And help is intention 63 00:04:20.400 --> 00:04:23.440 And so if you want to help someone you are manipulating them 64 00:04:23.520 --> 00:04:25.520 But you're just doing it in a positive intent 65 00:04:25.520 --> 00:04:29.360 Now and if you change someone's behavior and you have negative intent you are manipulating them 66 00:04:29.440 --> 00:04:35.120 And so if you believe in the stuff that you sell you can create an environment where someone will trust you faster 67 00:04:35.280 --> 00:04:37.120 By giving them a reason to trust you 68 00:04:37.120 --> 00:04:41.200 And so that means that you acted in their self interest rather than your own so that they can 69 00:04:41.680 --> 00:04:44.160 Feel like you're not trying to take advantage of them 70 00:04:44.240 --> 00:04:45.920 Now if you know that they need this stuff 71 00:04:45.920 --> 00:04:48.000 But they don't yet know that they need the stuff 72 00:04:48.080 --> 00:04:53.120 Then you can make a concession using a ghost product or using a sacrificial lambs like I gave in the example 73 00:04:53.360 --> 00:04:55.360 Which is how I stumbled onto this 74 00:04:55.360 --> 00:04:56.960 So that you can gain the trust faster 75 00:04:57.040 --> 00:05:00.800 And so if you feel uncomfortable about not having the product 76 00:05:01.360 --> 00:05:02.640 On your menu 77 00:05:02.640 --> 00:05:05.520 Then you feel free to carry a product and never sell it if you feel like it 78 00:05:05.520 --> 00:05:09.120 But I realized quickly that I was never selling it and I was always giving those ones away 79 00:05:09.280 --> 00:05:11.760 And so if you're going to use this tactic my recommendation is 80 00:05:12.400 --> 00:05:15.600 To if you feel like it you can have a few in the back if you want it 81 00:05:15.600 --> 00:05:17.520 Because sometimes people just want to buy everything 82 00:05:17.520 --> 00:05:22.000 But to make the products that you send across the street to be the ones 83 00:05:22.000 --> 00:05:23.920 That are the lowest margin product 84 00:05:23.920 --> 00:05:26.480 So gain the trust by giving away the low margin stuff 85 00:05:27.120 --> 00:05:29.440 And then keep the high margin stuff for yourself 86 00:05:30.080 --> 00:05:33.280 So that people trust you and then they buy that stuff 87 00:05:33.280 --> 00:05:36.560 And so if you're in an environment where you sell multiple products 88 00:05:36.560 --> 00:05:40.720 This has been the most effective way that I've that I've learned to sell 89 00:05:41.360 --> 00:05:44.880 But now I covered the setup right and this is kind of like pre-swashing stuff 90 00:05:44.880 --> 00:05:46.080 Now that I didn't get that from Kelly 91 00:05:46.080 --> 00:05:48.720 But it's still the set before the close 92 00:05:48.880 --> 00:05:53.680 Real quick guys if you can think about how you found this podcast 93 00:05:53.680 --> 00:05:56.160 Somebody probably tweeted it told you about it 94 00:05:56.160 --> 00:05:58.320 Share it on Instagram or something like that 95 00:05:58.320 --> 00:06:00.800 The only way this grows is through word of mouth 96 00:06:00.800 --> 00:06:03.120 And so I don't run ads, I don't do sponsorships 97 00:06:03.120 --> 00:06:04.080 I don't sell anything 98 00:06:04.080 --> 00:06:06.480 My only ask is that you continue to pay it forward 99 00:06:06.480 --> 00:06:08.960 Do whoever showed you or however you found out about this podcast 100 00:06:08.960 --> 00:06:10.400 That you do the exact same thing 101 00:06:10.400 --> 00:06:12.880 So if it was a review, if it was a post 102 00:06:12.880 --> 00:06:14.240 If you do that it would mean the world to me 103 00:06:14.240 --> 00:06:16.160 And you'll throw some good karma out there for another entrepreneur 104 00:06:16.560 --> 00:06:20.560 When you want to sell the other products 105 00:06:20.560 --> 00:06:23.760 What you want to do is give someone a vision of what their life's going to be like 106 00:06:23.760 --> 00:06:25.840 When they're experiencing the benefits 107 00:06:25.840 --> 00:06:26.560 Okay 108 00:06:26.560 --> 00:06:32.400 And so you want to explain to them exactly how to take it before you make the ask 109 00:06:32.400 --> 00:06:34.320 And so what we would do is say 110 00:06:34.320 --> 00:06:38.080 Hey, this one is going to help you do benefit benefit 111 00:06:38.720 --> 00:06:41.360 And the way that I need you to take it 112 00:06:41.360 --> 00:06:42.880 Need you to take it 113 00:06:42.880 --> 00:06:45.760 Is that you're going to take two of these in the morning 114 00:06:45.840 --> 00:06:49.440 Then I ask a question and I'm like what do you do every day no matter what in the morning 115 00:06:49.440 --> 00:06:50.640 Do you wake up in some other cigarette? 116 00:06:50.640 --> 00:06:51.680 Do you drink a cup of coffee? 117 00:06:51.680 --> 00:06:52.480 Do you take a shower? 118 00:06:52.480 --> 00:06:54.720 Like brush your teeth like what's something you do every morning 119 00:06:54.720 --> 00:06:55.920 And then they say 120 00:06:55.920 --> 00:06:57.920 Well, I brush my teeth every morning and I'm like cool 121 00:06:57.920 --> 00:06:59.520 So I don't want you to put this 122 00:06:59.520 --> 00:07:00.400 Push it in front 123 00:07:00.400 --> 00:07:02.240 So I don't want you to put this in your cupboard 124 00:07:02.240 --> 00:07:03.440 Because you'll forget about it 125 00:07:03.440 --> 00:07:04.800 I want you to put it next year toothbrush 126 00:07:04.800 --> 00:07:06.320 So we don't have to make a new habit 127 00:07:06.320 --> 00:07:07.360 And they're like oh 128 00:07:07.360 --> 00:07:08.880 And what I want you to do 129 00:07:08.880 --> 00:07:10.560 Piece of tape 130 00:07:10.560 --> 00:07:11.520 Put it two on it 131 00:07:11.520 --> 00:07:12.640 I want you to take two of them 132 00:07:12.640 --> 00:07:13.360 Okay 133 00:07:13.360 --> 00:07:14.400 And we're going to put next year's toothbrush 134 00:07:14.400 --> 00:07:15.120 Got it 135 00:07:15.120 --> 00:07:15.840 Okay 136 00:07:15.840 --> 00:07:17.040 That's number one 137 00:07:17.040 --> 00:07:18.640 This one I want you to take it night 138 00:07:18.640 --> 00:07:20.080 So is there something you do every night 139 00:07:20.080 --> 00:07:21.520 Well, I take my makeup off 140 00:07:21.520 --> 00:07:23.040 Okay cool, do you have makeup remover? 141 00:07:23.040 --> 00:07:23.520 Yeah 142 00:07:23.520 --> 00:07:26.480 Okay, can you put this one in your makeup bag? 143 00:07:26.480 --> 00:07:28.000 Piece of tape three 144 00:07:28.000 --> 00:07:29.520 I want to take three of these 145 00:07:29.520 --> 00:07:30.640 When you take your makeup off 146 00:07:30.640 --> 00:07:31.440 So you're in front of the mirror 147 00:07:31.440 --> 00:07:32.640 You got the sink right there 148 00:07:32.640 --> 00:07:34.000 You take your thing off 149 00:07:34.000 --> 00:07:34.800 And then you pop them in 150 00:07:34.800 --> 00:07:35.840 And now you're being productive 151 00:07:35.840 --> 00:07:36.880 While you're taking your makeup off 152 00:07:36.880 --> 00:07:37.600 Makes sense 153 00:07:37.600 --> 00:07:38.640 Okay, cool 154 00:07:38.640 --> 00:07:39.360 Got it 155 00:07:39.360 --> 00:07:42.160 Now I would go through that with each of the products that I have 156 00:07:42.160 --> 00:07:42.800 And I would say 157 00:07:42.800 --> 00:07:44.000 Okay 158 00:07:44.080 --> 00:07:45.120 You can have all these 159 00:07:45.120 --> 00:07:46.320 You're good to go 160 00:07:46.320 --> 00:07:47.520 Make sure you keep that in the car 161 00:07:47.520 --> 00:07:48.560 Just a quick restate 162 00:07:48.560 --> 00:07:49.360 And by the way 163 00:07:49.360 --> 00:07:50.480 Did you just want to use the car 164 00:07:50.480 --> 00:07:51.120 Do you have them file? 165 00:07:51.760 --> 00:07:53.360 Now they don't have to take their wallet out 166 00:07:53.360 --> 00:07:54.640 They don't have to make another purchase 167 00:07:54.640 --> 00:07:56.000 And they just have to say yes 168 00:07:56.000 --> 00:07:57.680 It's a one-click upsell 169 00:07:57.680 --> 00:07:58.720 And so the person says 170 00:07:58.720 --> 00:07:59.200 Yeah, sure 171 00:07:59.200 --> 00:08:00.160 It's like cool 172 00:08:00.160 --> 00:08:01.200 What I would do 173 00:08:01.200 --> 00:08:01.680 What do you know? 174 00:08:01.680 --> 00:08:03.120 I have all the contracts 175 00:08:03.120 --> 00:08:04.800 From all the people that I signed up the day before 176 00:08:04.800 --> 00:08:05.600 In front of me 177 00:08:05.600 --> 00:08:06.000 Oh cool 178 00:08:06.000 --> 00:08:08.800 So the car ending in 4697 179 00:08:08.800 --> 00:08:09.280 Yes 180 00:08:09.280 --> 00:08:10.240 Okay 181 00:08:10.240 --> 00:08:11.040 4697 182 00:08:11.040 --> 00:08:11.920 Bob Bob Bob 183 00:08:11.920 --> 00:08:12.400 Cool 184 00:08:12.400 --> 00:08:13.280 Sign the bottom 185 00:08:13.280 --> 00:08:14.640 This is your ticket out of here 186 00:08:15.360 --> 00:08:16.640 And so as soon as they sign that 187 00:08:16.640 --> 00:08:17.760 The person who's waiting 188 00:08:17.760 --> 00:08:20.480 Also knows that they have to sign the thing to get out the door 189 00:08:20.480 --> 00:08:22.560 And then you set up a beautiful selling experience 190 00:08:23.200 --> 00:08:24.240 And so 191 00:08:24.240 --> 00:08:27.040 That is a combination of a prescriptive close 192 00:08:27.040 --> 00:08:29.440 And having ghost products to set up trust 193 00:08:29.440 --> 00:08:32.160 And you're also being a good coach 194 00:08:32.160 --> 00:08:35.040 By showing them how they're going to make this happen in the row 195 00:08:35.040 --> 00:08:37.200 And this is obviously a consumption-based product 196 00:08:37.200 --> 00:08:40.400 But in any product that you want someone to use 197 00:08:40.400 --> 00:08:42.080 They have to use it at a certain point 198 00:08:42.080 --> 00:08:46.640 And so we want to figure out ways to associate the usage of the product 199 00:08:46.640 --> 00:08:48.480 With something they're already doing 200 00:08:48.480 --> 00:08:50.560 And so you want it to be like net time 201 00:08:50.560 --> 00:08:52.800 Getting someone to make new habits incredibly difficult 202 00:08:52.800 --> 00:08:54.640 Getting someone to break a habit is incredibly difficult 203 00:08:54.640 --> 00:08:57.280 And so we just want to piggyback on habits they already have 204 00:08:57.280 --> 00:08:59.280 And so that makes you both a better salesperson 205 00:08:59.280 --> 00:09:01.200 But also a better salesman 206 00:09:01.200 --> 00:09:02.080 And better coach 207 00:09:02.080 --> 00:09:03.840 Like overall if you're trying to help someone 208 00:09:03.840 --> 00:09:05.440 Achieve whatever goals they have 209 00:09:05.440 --> 00:09:07.360 And so that kind of selling process 210 00:09:07.360 --> 00:09:08.800 That set close 211 00:09:08.800 --> 00:09:10.800 Gain the trust, make the prescription 212 00:09:10.800 --> 00:09:12.560 Works unbelievably well 213 00:09:12.560 --> 00:09:14.560 And then if for some reason the point person's like 214 00:09:14.560 --> 00:09:16.720 Well how much does this cost blah blah blah blah blah 215 00:09:16.720 --> 00:09:19.360 Then you can say well are you want to budget 216 00:09:19.360 --> 00:09:21.760 And if they're like I'm on a budget that's like okay 217 00:09:21.760 --> 00:09:24.880 Then would you like me to order these in order of importance 218 00:09:24.880 --> 00:09:28.080 And the things that I think you absolutely need to have 219 00:09:28.080 --> 00:09:30.800 Versus things that'll just get you more benefits faster 220 00:09:30.800 --> 00:09:33.280 And then what I would then do is take off one 221 00:09:33.280 --> 00:09:35.040 And say this would be the lowest one I'd removed 222 00:09:35.040 --> 00:09:36.640 Does this work for you 223 00:09:36.720 --> 00:09:38.720 And if they're like I can't do that I'd be like 224 00:09:38.720 --> 00:09:40.240 Really getting into the bare bones here 225 00:09:40.240 --> 00:09:42.000 I'd be like I could take this one out 226 00:09:42.000 --> 00:09:44.560 But like this is what I want you to add to your diet to replace 227 00:09:44.560 --> 00:09:47.280 This thing because you don't want to you don't want to show 228 00:09:47.280 --> 00:09:49.520 That what you took out is an important 229 00:09:49.520 --> 00:09:51.200 Because then it looks like your selling stuff doesn't matter 230 00:09:51.200 --> 00:09:52.640 So like these are ingredients but you're going to have to need to 231 00:09:52.640 --> 00:09:53.920 Shitler broccoli now 232 00:09:53.920 --> 00:09:55.440 All right so you okay with that 233 00:09:55.440 --> 00:09:56.640 You know what I'll just get the thing 234 00:09:56.640 --> 00:09:58.320 Okay cool now it's back in 235 00:09:58.320 --> 00:10:00.000 And so you want to you want to show 236 00:10:00.000 --> 00:10:01.440 Because there's always going to be a cost 237 00:10:01.440 --> 00:10:02.960 There's an opportunity cost to why 238 00:10:02.960 --> 00:10:04.720 I mean hopefully when you're selling something 239 00:10:04.720 --> 00:10:06.080 You're trying to solve a problem 240 00:10:06.080 --> 00:10:08.240 So if they don't buy the thing 241 00:10:08.240 --> 00:10:10.800 Then you reintroduce the problem that you were solving 242 00:10:10.800 --> 00:10:13.520 So it's like hey I don't want you have to eat a pound of broccoli 243 00:10:13.520 --> 00:10:15.360 Which is why I had this now I don't even need to mention 244 00:10:15.360 --> 00:10:17.520 Because I made the prescription right they're trusting me 245 00:10:17.520 --> 00:10:20.720 To make the prescription because that's why they're paying you for expertise 246 00:10:20.720 --> 00:10:22.720 But you reintroduce the problem so that they're reminded 247 00:10:22.720 --> 00:10:24.640 Like oh this is actually what I'm solving here 248 00:10:24.640 --> 00:10:26.160 Yeah you know what it's worth it 249 00:10:26.160 --> 00:10:27.680 And then you can pause and say well 250 00:10:27.680 --> 00:10:30.800 Are there things that are your old identity 251 00:10:30.800 --> 00:10:33.440 That you're going to stop doing as a result of doing this program 252 00:10:33.440 --> 00:10:35.600 Are you going to go out less or you can drink class 253 00:10:35.600 --> 00:10:36.560 Or you're going to smoke class 254 00:10:36.560 --> 00:10:37.600 Or you can know whatever less 255 00:10:37.600 --> 00:10:39.280 And they're like well yeah I definitely want to 256 00:10:39.280 --> 00:10:40.960 You know be better on these things 257 00:10:40.960 --> 00:10:43.440 And I'm like cool well how much of that do you do 258 00:10:43.440 --> 00:10:45.280 Cool we just found some money don't worry about it 259 00:10:45.280 --> 00:10:46.640 Let's associate with these new activities 260 00:10:46.640 --> 00:10:48.400 New identity right 261 00:10:48.400 --> 00:10:49.760 If this sounds really smooth 262 00:10:49.760 --> 00:10:51.760 I've done this a lot of times 263 00:10:51.760 --> 00:10:54.800 So like like you'll get used to it 264 00:10:54.800 --> 00:10:56.640 You know what I mean like you'll get a lot of reps in 265 00:10:56.640 --> 00:10:59.040 And I think one of the best gifts you can have 266 00:10:59.040 --> 00:11:01.600 Is trying to tack yourself into 267 00:11:01.680 --> 00:11:04.400 An existing sales process of a big business 268 00:11:04.400 --> 00:11:07.520 So if you work at a business that sells lots of low ticket stuff 269 00:11:07.520 --> 00:11:09.120 Like think car washes 270 00:11:09.120 --> 00:11:10.400 Think massage 271 00:11:10.400 --> 00:11:11.440 Think nails 272 00:11:11.440 --> 00:11:12.400 Think hair 273 00:11:12.400 --> 00:11:15.200 Stuff where they just see lots of people every day at low tickets 274 00:11:15.200 --> 00:11:17.040 See if you can work with a business owner 275 00:11:17.040 --> 00:11:20.960 And incorporate some sort of inject yourself into their sales process 276 00:11:20.960 --> 00:11:23.600 So that you can get rep after rep after rep after rep 277 00:11:23.600 --> 00:11:25.760 And it will teach you more about the skill of selling 278 00:11:25.760 --> 00:11:28.400 And dealing with people than any course ever will 279 00:11:28.400 --> 00:11:30.000 And you'll learn these little pauses 280 00:11:30.160 --> 00:11:31.200 Little intonations 281 00:11:31.200 --> 00:11:33.520 And it will equip you for whatever you want to sell 282 00:11:33.520 --> 00:11:34.560 For the rest of your life 283 00:11:34.560 --> 00:11:36.000 So one of the best things I ever did 284 00:11:36.000 --> 00:11:38.960 Was do tons and tons of transactions at low tickets 285 00:11:38.960 --> 00:11:41.760 So that when I got to selling higher ticket more expensive stuff 286 00:11:41.760 --> 00:11:43.440 I was like oh my god this is a breeze 287 00:11:43.440 --> 00:11:46.160 Because I used to be arm wrestling over $97 288 00:11:46.160 --> 00:11:47.120 Right and so when I was 289 00:11:47.120 --> 00:11:49.520 We're selling $10,000 and $100,000 of things 290 00:11:49.520 --> 00:11:50.960 I was like this is unbelievable 291 00:11:50.960 --> 00:11:51.840 I can't believe this 292 00:11:51.840 --> 00:11:52.880 But you earn that 293 00:11:52.880 --> 00:11:54.000 You know what I mean 294 00:11:54.000 --> 00:11:55.120 That combines two things 295 00:11:55.120 --> 00:11:56.160 Ghost products 296 00:11:56.160 --> 00:11:57.520 And prescriptive closes 297 00:11:57.520 --> 00:11:59.280 And I hope they serve you well in the things you sell 298 00:12:00.080 --> 00:12:01.040 If you sold services 299 00:12:01.040 --> 00:12:02.640 Let's say you sold web design services 300 00:12:02.640 --> 00:12:05.040 And you had like a laundry list of stuff 301 00:12:05.040 --> 00:12:06.880 You could say hey we can do this 302 00:12:06.880 --> 00:12:08.880 But it's not necessarily our core capability 303 00:12:08.880 --> 00:12:10.320 And it would probably cost you more if we did it 304 00:12:10.320 --> 00:12:12.080 Because we'd have to allocate more resources 305 00:12:12.080 --> 00:12:14.000 So there's guys in the Philippines 306 00:12:14.000 --> 00:12:15.040 That will do it for you 307 00:12:15.040 --> 00:12:16.320 I've got a connection I can 308 00:12:16.320 --> 00:12:17.360 I can talk to you too 309 00:12:17.360 --> 00:12:19.120 About after this call 310 00:12:19.120 --> 00:12:21.200 And if you really want to be sneaky about it 311 00:12:21.200 --> 00:12:22.560 If you're the owner it's harder 312 00:12:22.560 --> 00:12:23.920 If you're a salesperson 313 00:12:23.920 --> 00:12:25.840 Owners tell your salespeople this 314 00:12:25.840 --> 00:12:27.360 You can have it seem 315 00:12:27.440 --> 00:12:29.200 Like they're leaning on their side of the table 316 00:12:29.200 --> 00:12:30.000 To be like came in 317 00:12:30.000 --> 00:12:31.280 Like you don't need to worry about this 318 00:12:31.280 --> 00:12:32.000 Like just 319 00:12:32.000 --> 00:12:33.680 I'll hook you up with a number of a guy 320 00:12:33.680 --> 00:12:36.400 And then the salesperson becomes incredibly trusted 321 00:12:36.400 --> 00:12:38.480 It becomes like they're on that side of the table 322 00:12:38.480 --> 00:12:39.600 But what the person doesn't know 323 00:12:39.600 --> 00:12:41.280 Is that they're trying to solve the other stuff 324 00:12:41.280 --> 00:12:42.240 And so 325 00:12:42.240 --> 00:12:43.760 If you can move like 326 00:12:43.760 --> 00:12:45.760 At the end of the day 327 00:12:45.760 --> 00:12:48.800 The goal is the salesperson is to move to their side of the table 328 00:12:48.800 --> 00:12:50.720 If you start the conversation across the table 329 00:12:50.720 --> 00:12:52.320 The goal is to end shoulder to shoulder 330 00:12:52.320 --> 00:12:54.320 So that you're both looking at the decision together 331 00:12:54.320 --> 00:12:55.680 With the same information 332 00:12:55.760 --> 00:12:57.600 To make the best decision for the person 333 00:12:57.600 --> 00:12:59.760 And so if you can walk yourself around the table 334 00:12:59.760 --> 00:13:00.880 Psychologically 335 00:13:00.880 --> 00:13:03.120 This is one of the fastest ways to do it 336 00:13:03.120 --> 00:13:04.320 So anyways 337 00:13:04.320 --> 00:13:06.000 Lots of love keeping amazing 338 00:13:06.000 --> 00:13:07.360 And I will see you guys 339 00:13:07.360 --> 00:13:08.160 BYE!