 you guys want to be the best this is why this is why this training works every single one of you right now i can close you as long as i do one thing all right guys let's have a seat let's start training this stage is no different than you being in an office or a classroom or closing a deal or being out in the in the field this this right here lets me know what you know does that make sense what's your name what's your date of birth okay you can tell me what's your mom's name what's your kid's name what's wife's name that's how sales should be it should flow just like that you should know your business so great so when i see people go uh i'm like did you don't know your job you've never been trained properly you should know the top five ten objections you got in your company you should be fluently flowing with your words like water when somebody says no you should be given them five or ten reasons why they should say yes right now but first i want to tell you how so in my last event it was a master closer seminar i went over some slides and it helped people make a lot of money so what i want to do is i want to cover that in this first really next 30 40 minutes is that cool okay so if some of you were here cool you got it but this is the key to being deadly at sales by the way ur nightingale right like the guys that were together you know 20 years ago 50 years ago 70 years ago there may be new strategies new ways to speak new ways to stand out and be different but it's always been the same does that make sense people that were successful and always made a lot of money they had a process that got them there okay you guys may listen to me and you may i may sound slick mouth when i start closing here in a little bit dude i got a strategy to every way that i work and that's what i want to give you guys right now so grab something to write with you see that that book you have in front of you that book should be full when you leave if you leave here today what's written will be retained if you leave here today and you don't write anything down you weren't even present while you were here today and by the way would you agree most people are planning for tomorrow they're planning for their future they want a big future am i right yeah or most people are stuck in their past and they can't seem to get out of it well who the fuck is living present nobody nobody's living present if you want a better future you have to be present your future can't be different if you just keep thinking about your future i want you to think about today today will be the day that changes all your life all your life so the day you're born the day you die the day your life changes forever this is what sells is this is actually what we're doing we're helping someone help themself does that make sense okay so if somebody's like yeah i don't know i feel like you're pressuring hey listen all i want to do is help you help yourself obviously you wouldn't request some information if there wasn't something you wanted to change would you agree yes or no okay well i appreciate that look i'm not selling anything and i want you to buy anything that doesn't help you help yourself that's it do you guys understand how you can turn this back around do you guys want to take the client's gun and literally just empty the bullets right out of it your job is to help people help themselves that's all your job is why do you sell your product well i want you to write down right now why do you sell your product is it because it's a level 10 earning opportunity and that's why you sell it is it because the money's so good and i'm okay with that or is it because or could it be that and also because you believe in it i want to ask you a question as i'm going through all this stuff i need you to write this down what do i sell okay and do why do people request information on what i sell or why do i reach out to people about what i sell is it because it's good is it good yes or no yeah what do you believe it's good if you believe the good then you're helping people just help themselves does that make sense most important thing that you'll ever understand in your life is that in sales you are not even selling anything you're physically helping people help themselves i'm gonna get into the sell part as we continue to go through this all right this next one what does that say how do i get someone to make a decision how do you get someone to make a decision how do you do it keep the client's goals at the center of your decision listen are people are you wanting people to make a decision yes or no if somebody doesn't make a decision they can't make a decision because they forgot about their goals whose fault is that yours it's not their fault who's the person that should be asking great questions to get great answers to ask them what their dominant but hey by the way i don't say mr customer what's your dominant buying motive what's the number one reason why you would say yesterday no you ask great questions like hey obviously requested some information because you were struggling with something you didn't want to stay the same something was bothering you right like what like what was it take me to that place by the way when you reached out requested information what was going on what did you see what were you feeling because at the end of the day i want to put myself in my client shoes can i give you guys a trick every single one of you right now i can close you as long as i do one thing hey guys what's going on it's andy a lot of you leave comments tell me that you need help do me a favor i'm gonna take the best way to get a hold of me shoot me a text message right now 918-210-0254 918-210-0254 i'll help you with whatever you need i got your back for life let's get back to the video there's me here and i know what i know and then there's you here okay that you feel a certain way and you're wanting something or i'm telling you you should get something and i'm understanding how you're feeling does that make sense can you guys do what i'm going to tell you to do there's me and as i'm talking to them i'm like how did that feel when that happened you know hey if i'm selling a gym membership right you know like when you were down 30 pounds right how did it feel that confidence was through the roof now you're up 30 pounds right now now we're having a conversation about fixing this look maybe we do something today right maybe we don't maybe you need to gain 30 more pounds i'm just i'm being honest with maybe gain 30 more pounds and then come back and then we can have a conversation but now we're 60 pounds in the hole you know the secret in closing everyone everyone and being somebody that is a complete legend that no one has ever seen before in their life which is almost it's it's unduplicated you can't duplicate me you know why i'm gonna tell you a secret you're ready because i moved i hated who i used to be so i'm so excited and moved that now i get to help people that now i get to create impact that now i get to help people make decisions that normally they'd be frustrated with now i can make it easy regardless of money because i understand what they're going through and i understand the value that i'm going to bring them and i must let them understand that they're worth it and these problems can be fixed and now's the time to do it we only got so much time i must be that person who's moved who understands what my product does for other people you sit and stare in the eyes of people every day that pits you and they and they're just dead they know their information they know they need to make a sale and you don't want to do shit with them because your souls don't connect listen to me you know how sometimes you're talking to your wife and she knows you're not listening i feel like that's how customers feel like when they talk to sales people they feel like that they feel like that you're just waiting for them to finish their sentence so you can just say what you wanted to say and you're not even listening okay you guys want to be the best this is why this is why this training works because i'm telling you how i operate how we built a nine figure business i take clients every day that reach out i literally talk to someone jack what's going on 30 second conversation wife kids family you know i'm saying where do you live who lives with you what's important to you how are you raised look i'm going to ask some questions because immediately i want to take ownership of their life i'm not telling you to ask that question i'm trying to explain to you what i do because i want to understand what they're going through i want to understand where they're at i want to know what frustrates them i want to feel the same pain that they feel so that i'm not fake and i'm not a fraud i will execute this deal and if my product can help them they'll know it and they'll say yes period and how did i become the greatest closer very simply as i'm asking questions over here and i'm a good person i want to help people i'm over here putting myself in their shoes you must put yourself in people's shoes now am i going to listen to bullshit am i going to let someone talk negative am i going to let someone be weak no no i'm going to make sure i raise the standard and hold the conversation but i need to know where they're at because if i can feel the pain they're going through i can fix it but i need to understand it because so many of you guys in here the reason why you can't get someone to say yes is because you don't even know how they feel somebody just taught you some word traps in some industry and you're using them and sometimes they work sometimes they don't in order to be a sniper and close everybody you must become and feel everything that that they are so that you know how to how to fix that what would you if you have those problems what would want to be done to you i'm asking questions they're telling me some answers and you're identifying with how they feel what their outlook on the world looks like is anybody being kinder nice to them are they struggling are they hurting are they sick and tired of it you know where are they at and then what you do is that you physically think for two seconds what would i want done if that was me and i swapped lives with them and then i come back over here and that's my solution does that make sense isn't that common sense we work in a world full of people that don't care that's the problem we work in a world full of people that literally most of you in here you're not having a record year you had one one year in your life but you're not having one this year you know why because you're running with the wrong people because you're listening to the wrong people because you're operating around the wrong things because your head is physically a trash can trash in trash out good in good out i'm giving you guys good if you had this every day this is what you would become and then you would slaughter the entire market so our goal is to keep their goals at the center of the decision which means when i asked them to make a decision i'm going to say rain based off all the information you gave me this is pretty simple we got to solve this this this this and this and i'm going to make sure that right before i ask that i make sure that i can increase that pain right in front of his face and then take it away and say everything's about from today forward welcome to your new life all that's gone that's your goal okay so in your industry when i role play with you today some of you you're so small minded that you're like well i don't understand that doesn't work in my job this is your life this isn't a job this is your life your life is to become a sales expert your your your job is to become a closing expert your job is to understand how all people work some of you in here when i talk about other industries today i'll lose you because you don't want to listen to that you want to listen to what you want to listen to can i explain this to you people are fucking people they're people do you guys want to only sell people that's like you okay if i was a fitness guy i'm giving an example and i was once 450 pounds and then now i'm 300 pounds i lost 150 pounds when i talk to a skinny guy that wants to gain muscle or i talked to a mom or someone else i don't know how to talk to those people because i'm always like i need to find the big guy that wants to lose 150 pounds i can only close people that had a life transformation like i had if you guys will listen you'll understand how to give everybody a life transformation in a new life or help them with your product or help anybody with any product and you'll understand that really what you guys all do is really all the same maybe different products but it's all the same but you're so small minded you're like that doesn't have anything to do with me you just stopped learning that's where you end and that's the reason why you can't grow do you want to study people in your space or study people outside of your space and bring new language into your space come on man who do you think the markets is is going to is going to reward right now people who are the same unique rare different people that stand out people that can make connections by the way if i can put myself in your shoes can i make a connection with you guys listen to me the rules have changed what worked three years ago doesn't work today a lot of you are doing what you did three years ago you're giving you your hardest you're grinding but the rules changed and no one told you so you're doing something that doesn't work and you're just doing the same as everyone else i want to tell you this i walk into an airport okay and we're going through the terminal and there is a line literally like 50 like 500 yards you know when you see these lines are like oh you're like dude this is going to take forever and i look over and up the elevators there's another gate and there's no line it's like everybody just keeps stacking on this idiot line like i know there's a couple of you in it yeah no no and i don't listen i see you in it i almost got in it because people they just attach to where they see everybody going can i explain to you guys please four lane highway 99 off-road over here you you must look to go the off-road path i'm always looking what everybody's doing and i'm wanting to do something different i don't want to be like anybody else you guys being like anyone else is not going to allow you to be a psycho competitor okay so right here how what does a master communicator do you've heard me say this but most of you can't do it and today on stage i'm going to help you number one a master communicator is somebody that makes it easy to say yes to now when you're speaking and talking to somebody let me explain this to you your job is everything that you say it attracts them to the answer yes okay write that down everything that i say it attracts them to only give yes does everybody understand how that works everything you say the answer is yes there are no no's right so it's your job is to make it easy to say yes you're framing framing framing framing framing framing only yes never say anything out of your mouth that leads to a no unless you want the no okay but yeses they work they build people and they and they repetition it makes them easier to say yes when you ask for the decision and then you got to make it hard to say no listen don't people naturally want to find bias in something that something's not good for them and they want to find why it wouldn't work because naturally aren't people more negative than they are positive so when you're saying something they want to they want to find something to say no your job is to get into a flow state and to use your language in words where they can't say no don't even give them an opportunity make sure the word no can't come out unless you want it make sure slow down do your job very slow be a sniper be a sniper snipers fire one shot machine gun sprayer stove bullets everywhere and they barely hit targets one shot that's all we need okay make it easy to say yes to hard to say no to and this is the most important thing ever make it the client's idea every single time how can you make it the client's idea you ask questions but how can you make it their idea do you think people want to hear the information from you and always just believe you yes or no that is why we paint pictures we tell stories we sell ideas and we sell situations that's the reason why I say hey listen I totally understand what you want and what research of shows and showed and what we've learned is that a lot of people that were just like you got these results so what I'm doing is I'm taking and talking about other people and I'm actually not telling them if I'm like oh based on the information you gave me this is what my company can do for you see that's a direct sell I'm going to say listen based on the information you're giving me you're 44 years old we do business with a lot of people that are between the ages of 30 35 and 45 years old and we've learned you're sick and tired of being sick and tired they've gone through life they're not 21 years old they don't have 20 years of waste and they're ready to change today and that's why you reached out right so that's why that 35 to 45 age mark is what we've learned because people that are in your age range are serious and ready to take action now because they don't want to waste any more time so what we've learned and research have showed is that people that take our training program that are 44 years old like your age they get results like this because it creates a new identity a new mindset a new way to live we found that a lot of people are burned out when really they don't people don't burn out they just lose their purpose they forgot when they started and and the world just beats you down and now it's time to rise so these people they level up and then they become top one percenters in our industry and then they dust everybody and those are our biggest testimonies 35 to 45 and you're 44 years old so our product it works for everybody but especially in this age which you're in everybody has told us that it's life changing because they're not playing around anymore you're always like selling an idea selling a situation you're not direct selling so when I say make it hard to say no to easy make it easy to say yes to easy and then making it the customer's idea have you ever done this before have you ever told no watch have you ever told your team if you're who's a leader in here okay you should all be leaders but let's say so you're in charge of someone have you ever told someone that they needed to do something and then they just seem to look at you with like a weird look or maybe your wife has told you forever you need to do something but then somebody comes in one day and they say hey I'm just giving an example hey you know you need to do this and you're like oh my god that's amazing and then all of a sudden you go tell your wife and she's like I've been telling you that for 12 years okay listen just so you're aware do you guys like to be told what to do no you don't and I don't like to be told what to do either but I like someone to make it my idea your goal in the way that you use your words whether it is at home you've got to practice this everywhere you've got to make it people's idea it has to be their idea they have to want to do it and they need to believe that they came up with it they need to believe that inside they manifested this does that make sense who can make this happen a master communicator only a master communicator you want to be a closer you communicate is everybody in this room a public speaker yes or no yes you are a public speaker for a living you guys all speak every single person in this room I've talked to a lot of you you're not very good at speaking you don't understand that you get paid to speak for a living you may not enter a stage you get paid for a living to speak and honestly if I pulled you up here and I told you hey but teach the room everything you know you would learn you're not as good as speaking as you think you are so what does that mean that means your income is probably about 20 percent of what it could be if you could learn to speak better am I correct this is the secret you guys all speak for a living I don't ever hear any bullshit come out of your mouth again I want you to talk and speak like you're a professional speaker like you get paid to speak for a living in 24 7 there is a camera following you around listening to everything that comes out of your mouth I want everything that you say to anybody right I want it to change their life whether it's you walking in the grocery store and saying hi to somebody and just telling them that they look amazing today hey I don't need anything from you you look amazing hope you have a blessed day always bring value to other people understand this mouthpiece will be the one thing that will get you everything you're after and if you change your identity and you change all these things and you learn how to sell but you don't learn how to speak you're still out hey guys what's going on it's Andy a lot of you leave comments tell me that you need help do me a favor I'm gonna tell you the best way to get a hold of me shoot me a text message right now 918 210254 918 210254 I'll help you with whatever you need I got your back for life let's get back to the video it's about skill stacking everybody write this down 100 micro skills today my goal is for you to learn 100 micro skills to learn 100 different ways to add something to skill stack to stack skills in your current life okay you sell with your heart not your mouth the minute somebody somebody hears or feels or thinks that your heart's not involved they're out listen remember what I said okay we prayed in the beginning this isn't about religion for a minute this is about we are a body all of you have a body but all of you have a soul and the soul is going to live on forever and this soul can understand when you're around another soul that truly cares am I correct okay I tell people this saying I say the eyes are the window to the soul I can look in someone's eyes and I can tell what's going on in their life I can look into someone's eyes and I can see your heart I can listen to the way that you talk to me and I can tell whether you really care about me or whether you really don't now in the beginning sometimes we've got to crack jokes have fun meet people pull the wall down you guys feel me build report right my heart's on the sleeve but they can't feel it but in due time 10 minutes in people can start to understand that you lean into your heart and that you're not only talented and good because a lot of people wonder if you're just really skilled and great and they're being put together which leads them into avoidance which means you're afraid to make a mistake because you're too good do you guys hear me for everyone in this room that learns everything I've ever taught if you don't put your heart into it you still won't make it the reason why is because at the end of this I'm going to talk about closing and there's a close called the avoidance close in which people have no objection and they just say we appreciate it we're going to get back with you and I'll get back with you is not overcoming an objection they don't feel in their gut that you're the person that they should do it with or this isn't the right time and you know who fucked that up you did why because you didn't lean into your heart now listen this is where you have to care everybody understand this if you want to get rich if you want to get rich you got to make relationships relationships are the greatest currency everybody you run into from now on every person that you run into this event every person that you meet may you do such a good job that they can never forget you now I want to tell you guys something a lot of you don't want to do this you know why because it's exhausting and it's hard it's also hard losing it's also hard meeting people and realizing you were just another person I love meeting people and they say I don't know what's about you but you're different I love that because I want to be different that was my goal the whole time I plan getting up today not being the same as everyone else I plan today that everybody that I walked by made sure I gave him a hug a high five a pound and let them know that that they're important to me I plan that that was by design because that's how I live and once you guys start living this way you will start to slowly dust everybody and part of being a psycho competitor is I'm insulated you can't fuck with me I will smoke your ass because even if you copy everything that I do or everything that I that I believe you're not who I am and so who you guys become is literally the most important thing in this world so when I say sell with your heart you have to care to sell with your heart okay I'm going to tell you something real quick my wife she's going to talk to you guys later she checked my ass a long time ago I came in the house I was bitching and complaining you know had a bad day at work and she goes dude you sound like you don't care man and I said yeah well she goes dude you sound like it's all about money and I'm like well no but and she goes do listen to me go to work tomorrow give a shit 10 times more than you gave her today and watch the outcome and by the way don't complain in this house because it makes it very hard for me to support a complainer and I'm like hey she's right and I'm like dude I'm being a little bitch and a lot of you in here are little bitches you really are and you and your wife like you're both little bitches you guys have both gotten used to nagging each other and being liners and complainers that you guys live in a shit house you don't have to you can say hey we don't operate this way we don't want to talk this way we don't believe this way let's change and so the next day I went into work and I remember giving my heart all day long I made more money than I ever made it was easier than it had ever been I couldn't believe man if I just changed the way I cared about people I could make more money that is the secret from that day forward I decided no longer everybody write this down everybody's the same but people deliver information differently I started delivering information differently to my clients and to my team and to my wife to myself and my family because I wore my fucking heart on my sleeve I had it right there with me so even when the money was more than they wanted to pay they still did it even when it was more than they wanted hey it's always gonna cost more than you want to pay am I right the dreams come with the pay the dreams come with a price yeah if you don't pay the price you don't gotta you don't get the dream this will make you untouchable this is the most secret thing ever is to make sure you sell with your heart and by the way I know this for a fact because I've sold cold-hearted and have been you know like disciplined grinding working hard but cold-hearted and I went broke and then I've been loving wore my heart on my sleeve and people say don't wear your heart on your sleeve because people take advantage of you no if you take advantage of me I will no longer be with you but I'm going to continue to roll listen just because you ran into some shitty people in life that's going to make you stop trying you're a fool like your goal is to completely give all you got all the days of your life and understand that you are going to get taken advantage of you're going to get played people are going to rip you off people are going to do these things and it's just part of the journey of going to a big life you guys get it okay so now we're not going to bitch about it anymore now we're not going to whine about it anymore now we're not going to change who we are because of another bad person okay some of you my wife was saying this this morning she's like you know this guy had this ex-girlfriend and she was a piece of shit well now he's got this new wife and she's amazing but he treats her she dude she needs to leave why should she put up with that because of his ex and he's got some old shit that's like my mom left when I was two she's an alcoholic imagine me being out about an alcoholic piece of my kids or beating their asses all the time and being a bad dad because I said well that's the way my dad was it's like dude you're so stupid man every one of you in this room you're in charge of you you're in charge of your life you can create whatever you want I say if you can't find it build it build it build you listen and as you're talking to us today you don't have to be me but you do need to take things that we've done that have got us to where we want to go and we want you to be unique and be you but I will tell you try to do any of this without caring have relationships and playing with your heart and by the way you must do it when there's no transaction you must do it when there's no money what you do when there's no money involved start stacking these little wins that you're good at this can you get people to move when you come in contact with them if you can then you can do it when you're in the clothes but don't if you can't do it when you're in the clothes is because you're not practicing it out here so you guys need to practice on everybody you run into from now on everybody you run into make sure that when you leave them it's infectious and they don't want to leave you and by the way they want to become best friends with you all people are like dude I need you in my life and I just met you that's it now you know you got it but this is the key right here this is what will make you the most dangerous person in the world all right your job is to kill all their limiting beliefs before the close everybody understand this anybody and everybody in this room as you're setting someone up you got to make sure that you kill all limiting beliefs before you ask for the money wouldn't it be hey by the way let me tell you what weak salesman do weak sales people avoid talking about things they know that clients may bring up later to hope they'll forget about it they gotta forget about it dog and by the way can I tell you something when money's on the table and the offer's on the table or the monthly payment or the term or the contract when they see that and they have that problem now we got two big problems now by the way which one do we attack well you don't know but there's money on the table now your goal everybody write this down your goal is to sweep out all the problems overcome all the problems kill all the low self-limiting beliefs before you present an offer that way when the offer's on the table you know that all we have to handle is the money does that make sense okay you guys got me but you a lot of you guys know this right now you're like yeah dude if somebody's like you know we're not going to buy today right like hey I wouldn't do anything either that didn't benefit me you know I wouldn't go and exchange out of this product and buy this one if it didn't better my life so every day it's common sense that people shouldn't make decisions that don't increase the value of their life or make their life easier am I correct but when one does what do we do we move forward am I correct great so my goal today in the presentation is to show you guys that of course you don't and I know you didn't plan on anything but nobody ever plans on getting something great for their family it just happens or when it does we move on it and if it doesn't work then we don't do it am I right cool so my goal today is to show you something that's amazing for your family that's a good proposal and that takes you guys from where you're at to where you want to go and if that happened it sounds like that's what you were looking for which is why we got together today see I'm framing you that yes we are going to do something but it must make sense why because I'm not going to bring that up during the close and I framed you so during the close if you're like well we're not going to do something well like we discussed earlier if it doesn't solve your problems we wouldn't do it but if it solves problems I mean you wouldn't even request some information on this and we wouldn't have got together what I've learned is that a lot of people think that it's more complicated to move forward so they go back and they sit in their own lot on their old life that's why I'm involved I'm a professional I'm a pro in a world full of amateurs I make stuff like this easy I'm going to take all the pressure off the deal let's go through the pros and cons what you're doing now and what it looks like when you move forward and then let's just roll through them and in the end let's look at it and let's say hey if I didn't have this life or that one and I didn't have any life which one would I want to go be in that one or that one is that cool and your goal is to make this one seem ultra attractive so they'd be like well I guess we need to do that one good let's roll and then you pull them in you guys got me never get attached to the money okay never get attached to the money you guys need to understand this most of the time the salesperson is more attached to the money than the client is most of the time the salesperson believes that the client won't take it and the client doesn't believe that but because you see it and you believe it I can see it in your face and now I own it matter of fact you made it easy for me to tell you know and reject you because you actually owned it yourself and I can see it or I can hear it in your voice whether I'm on the phone or in person does that make sense you must believe that people will pay anything to solve a problem you must believe that do people go through the mall and blow money all the time why because it's exciting to spend money am I right what does it do gives you an endorphin rush to spend money am I correct doesn't it give you an endorphin rush to spend money when you're solving a problem okay that's why you guys have to get really good can you guys become such good closers so good at putting yourself in their shoes so great at asking questions so you can find all of their goals and then when you go to present the offer kill all the limiting beliefs keep all their goals at the center of the decision and literally make it where it's an endorphin rush to say yes to you because you did such a good job presenting it that's it the second the money goes on the table it should literally take less than one minute to close this deal I need you understand something can you make them want it and say all right Andy how does this work Andy how soon can we start it Andy how quick can we get this installed money hasn't even come up and they're already closing themselves all right how can we do this does that make sense that's when you know you've done a good job this last 10 percent of the time when that comes out you must be very good you must be quick you must get close to them everybody watches I said this right here first 90 percent of the time we're building value making sure they fall in love with you doing everything right finding out their goals figuring out who's all involved could there be anyone else that needs to be a part of this decision you must find it all out and do it while rolling under the radar and not making it like like I say things like roughly ballpark you know you know like things like that like I'm not getting direct like I'm not trying to get direct information I'm just trying to get people to talk okay then when they tell me all this and I go to the clothes in the clothes I'm going to paint pictures am I painting pictures right now I'm selling ideas the idea of going with the wrong person is a nightmare I'm selling an idea and I'm selling situations these are situations that people have found themselves I'm sure you've found yourself in a situation like this before I'm sure if you could just snap your fingers the ideal situation would look like this do you guys get me is there any product knowledge in any of this that that was how at 20 years old I made 500 grand of your selling cars and how I worked my way up to 800 grand as a car salesman and no one else could figure out how I get it my managers would come in today and they would say all right guys we're going to learn product knowledge how many horsepower on the Nissan Maxima I'm like this I don't give a shit it doesn't matter it's super fast they're like yeah but what's the fuel tank gallon it doesn't matter it's got a backup tank this thing runs forever which is going to drive it across the desert it doesn't matter it's irrelevant as to what it feels when you're driving it it's smooth it's sexy people like it I'm selling this the sizzle on the stake they're selling the steak they're making 50 grand I'm making 800 grand they're selling steaks guys we we are in the internet era you guys got me we're in the internet era people can buy on a website they don't need you you know what people want connection it's connection they want relationships and some of you in here you won't get it and here's what I'll tell you everybody write this down mature the up let's go you must mature in this room today the reason why you don't have the relationship you want with your wife is because you're immature you're an immature little baby the reason why your wife doesn't have ones because she's immature your business is immature your leadership skills are immature your communication is immature we all need to mature and by the way when we grow up we get the life we want listen that's why you can't be around people that play as little kids that's why you got to be around people that are psycho that's why you got to be around people that literally have so many rules and processes in place and disciplines and responsibilities when you're talking about being responsible last night being responsible do like this is it and by the way it sounds like a lot of work you know what a lot of work is doing what you're doing now and not getting the life or the results you want that's a lot of work man like that's the key guys today in here it's about altering your identity it's about changing yourself it's about understanding that dude this isn't a seminar event this is like dude we're just telling you how to live and you can decide to do it or not do it and sales is easy people are sick of frauds people are sick of people who don't know what they're doing you know why people hate sales people because most of them suck honestly like dude if if people that gave haircut sucked and one out of 50 were good you'd be afraid to get a haircut am i right that's what people are doing they're going into places every day getting fucked up haircuts and then when you get a good one you're like oh all right you're cutting my hair till i die right and that's what i want you to do i want you to be the people that people choose to do business with until they die i want you to be so good at what you do people say can i just buy everything off you for the rest of my life that's what i want and only you can make this happen this is the next year so you must learn to do this and we're going to talk about how to do this on stage today but i'm doing it i'm doing it the process now this is how this works all right so this part right here the difference between sales and closing is simple just so we get everybody to understand this you have this line there's sales and i think closing starts at two things closing starts at your first no okay and then closing starts when the money hits the table people say you're closing when your first meeting somebody you're closing them on you but really look you guys just need to be sold and closed on yourself and they'll be closed and sold on you real closing which requires skill to me starts when somebody says no yeah so listen we're going to go take this vehicle for a test drive or here's what we're going to do we're going to get the strategy set up and this out yeah i'm not really interested okay now it's time to close is money on the table yet nope that's early on it's time to go into closing i need to make sure that they see what i see everybody write this down closing is altering somebody's perspective closing is literally convincing somebody to pull their eyes out of their head and put your eyes in their head it is literally allowing them to see what you see isn't it important to make people see what you see have you ever seen something and you're like man this is good for these people why aren't they doing it you know why they're not doing it because you couldn't get them to see it you can get mad at them you can say they're customers they just don't see it you know why they don't see it because you can't get them to see it your number one goal in closing is to change someone's perspective your goal is to literally be like yeah look through these lens and then they go oh i see it now okay all right this doesn't make sense and it could be money justification maybe we're justifying how the money really works maybe it's a new perspective like what do you see right would you agree that most people have a negative mindset okay so going into something you should automatically know that you must connect with them people must look up to you all right you want to become the most dangerous salesperson that's ever lived on planet earth you must become their mentor without telling them that you're their mentor during the cell your job the way you speak the way you talk the way you articulate your words the way you work it allows them to admire you it allows them even though they don't know you to look up to you and be like man these guys got it together i like this what are they doing they're choosing to do what give you their attention give you their ears give you their heart now are you worth it do you deserve it do you got good intentions good then you're doing your job if you got bad intentions that's not who i'm training i'm training people with good intentions so that you can get their heart so you can get their eyes so you can get them to understand look let me explain this to you is inflation real is everything costing more money so really the number one savior in this world to give people like less headaches and to make it easy for people to get what they want in a world that's costing more money is to train sales people sales people all their job is to do is to find the pros listen okay we're gonna go to this next slide this right here this is it says help the customer with what they want and what they don't want you guys get it if i'm gonna fight with somebody i need to know what we're actually fighting about and i know what they want what they don't want can i ask you a question if somebody's got a vehicle and it's got problems do they want problems what do they want a vehicle with no problems like it's very simple it's just common sense but people don't think about this because people try to force okay you know drew you you come in you're like oh here i go i'm gonna make some sales today listen you're gonna help people today and then you're gonna get paid like a salesperson that's all you're gonna do what i need you to understand the difference between rich people and poor people are sales which are commission pay plans money made money paid and salaries do you understand people with salaries could get paid like sales people but they are afraid of sales and that means they really don't want to help anybody so it means they really don't want to be a service to anybody at all and they think that they're the ones that are like being good people and we're the bad ones we're really at the end of the day people hate that no one's helping them be able to make decisions that's why there's this thing called commission commission is as you helping someone see what the value is in doing this and how all the struggles staying the same not getting these benefits all this stuff until they come over here they don't get you can't get any of that so you must be really good at it so what i was talking about is i'm like okay all we're going to do today is that number one i'm going to help you help yourself number two i'm going to keep your goals at the center of the decision which means today whether we say yes or no we're just going to look at the goals and if they make sense and it aligns let's do it if it doesn't i don't i don't want to sell you anything anyways does that make sense okay and then lastly i want to talk about what you want like what do you want and also i want to talk about what you don't want let's just write it down what you want what you don't want and if what you want i can give you and it replaces what you don't want well that's the reason why we're meeting am i right this is guys i mean can you be mad at me am i making it your idea you're like well man i really want to get what i want and i don't want to stay away from what i don't want and i do want to keep my goals at the center of the decision and i do want somebody to help me get what i'm actually trying to get it's like dude you're literally disarming them can i explain this to you write this down the greatest sales people in the world can disarm anybody when they meet them disarm i imagine i imagine walking up to someone every time i go to meet them which aka it's called mastering a stranger anytime you go to master a stranger i envision them having a machine gun a freaking you know a rocket launcher and they're ready to go to war dude they've had a hundred bad haircuts okay and then i'm going to meet them i must show them that i'm different does that make sense so this is you guys right here i said use frameworks to help the customer help themselves help the customer think about what they want and what they don't want help them think through the pros and the cons of the decision if you ever get the opportunity on the phone or in person i will say this if i'm with you on the phone jake do me a favor grab a place or find a place that you can sit down where nobody's going to bother you i want to walk you through this because you're going to have some questions and i want to make sure you understand it before we move forward and fix all these problems you have all right cool write this down write this down write this down write this down write this down i'm making him write everything down so at the end i'll say jake do me a favor before we make this final decision and get everything started look back at your piece of paper take your eyes and scan you'll you'll remind yourself what did i do in the last 30 seconds remember this if i talked to you for 10 minutes in the last 30 seconds they probably forget everything the first nine and a half minutes but in the last 30 seconds my goal is to wrap them quickly jake based on all the information that we talked about today look back at that piece of paper i'm not there with you in person okay or else i would go through this with you but i'm with you on the phone look at everything you wrote down look at everything i told you to write down the that's what you want and then that's replacing what you don't want that's fixing your problem it's keeping all your goals to to the surface let's move forward that allows them to close themselves quickly by looking at everything now let's go face to face if i'm sitting with you face to face i'm knee to knee i call it like i can put my arm around you i will never present numbers to anyone if i can't put my arm around you you feel me face to face you must tell them most of my clients they want to interrupt me and ask some questions i'm totally okay with it i'd like to come around that side of the desk if it's okay so when i explain it if you have any questions you could ask me is that okay you shake your head like this and they go yeah that's fine and then you go and now you're here now by the way you don't have to put your arm around them but i could does that make sense then i close them all right we're gonna go quickly the the goal is to find the key problems this is the number one goal the client you could get out ask great questions ask great questions that they can help you create a solution for them in the close this is what master closers do it's called framing by the way everything you do in your life is called framing every word that you say to your mouth has to be taking people in the direction you want them to go does that make sense everybody understand this most sales people just run their mouth they just it's like dude you're not even saying anything that's taking me in the direction you want me to go like if you're wanting me to go here you're doing a really bad job you're wasting 70% of your energy you're wasting 70% of your words you're not a pro this is a bad haircut okay so if you get the customer to admit openly that or speak about a problem you're 99% more likely to get them to close your goal is to get them to admit and openly speak okay what does that mean that means you're a chiropractor right okay so currently right now you have a lot of neck pains i bet when you go to work it's awkward you're probably overtaken ibuprofen and you wish someone could just fix the problem am i correct so the goal to be here today isn't to get a short term make you feel better and then in 72 hours you're complaining to your wife you look in the mirror and say damn why me why did that car wreck have to happen where our goal is to fix it permanently am i correct well my goal with you today is to find a permanent solution and if i can i'm pretty sure you're willing to act on it as long as it can get done in a reasonable amount of time would you agree okay so our goal is in this decision i'm going to talk about permanent solutions to fix things so you can be happy and healthy and no more complaining and you don't have to come back and forth for five years and literally be in the same boat would you rather choose being with me for the next 18 weeks as a chiropractor or choose the next 18 years of your life living with that problem 18 weeks or 18 years 18 weeks welcome to your permanent solution boom you see what i'm saying okay this is what i'm talking about you must you can't just be telling them what's wrong with them what i learned in my early stages of sales is i was so good at selling and i got in their shoes and i knew what their problems were that i would tell them what their problems were and they never got to say it themselves so in the close i knew that what i was saying was correct and so did they but they never said it and i was like god man why aren't they closing this is this is facts but it's because they never admitted it themselves your goal is to get someone to admit that they have a problem without it being no big deal and that way you can say based on what you just told me this is something that we want to remove and we can do that and this is how i'm going to do it see your goal is to get them to admit it do you guys feel me okay everybody write this down your one decision away changing your life forever you must always remember this number one it's true for you and it's also true for other people lady comes in one day transmission slipping oh selling cars transmissions 10 grand okay i'm just giving an example of lots of different ways okay she says you know i don't know i don't want to put my down my savings that i have to fix this i don't want payment to go up she's telling me all these things and i said man you're one decision away from changing your life forever i literally sat in the same same office same seat with the woman similar to you about two weeks ago she drove out of here she said the same thing you said and within a week her transmission went out now she had to spend 10 000 on her car okay she spent the money and that 10 000 was spent plus her car didn't increase in value because because you put a new transmission and it doesn't make it worth more money now she was double in the hole it's not a matter of if your transmission is going to go out it's when and when it does the question is who's going to pay for it do you want to leave it with us today and we'll risk transfer we'll transfer all the risk over to us and we'll take it and you can leave and that will never be a problem to you or would you like to leave out of here and then let's see what happens you're one decision away from changing your life forever i think we should get your new car cleaned up she's like all right let's do the new one she needed she needed to know some of you you're one decision away from changing your life forever you're a car practice listen i look at backs necks and x-rays all the time people that have the same problem that you have most of the time continue to injure more on top of current injury because they don't fix it you're one decision away from changing your life we're either today going to put in a permanent treatment and we're going to fix this and then we know that all your problems are going to get solved and you're going to be happy because you know you're on the way to being healthy again or we won't do anything at all and you could accidentally leave here and you could re-injure it which is what 99% of my clients do not only is it going to cost more money but it's going to be longer if it's frustrating to do this today well then that's going to be ultra frustrating to cost you more money and more time you're one decision away from changing your life forever would you like to choose this decision or that one because one of them will eventually be made now let's do the shorter treatment we'll take it today okay cool that's what i want to do and as your doctor i would never tell you to do anything that wasn't good for you your goal is to remember your one decision away from changing your life if you don't do it now what does it look like tomorrow if you're in here and you know you're 30 pounds overweight well guess what what's it going to look like tomorrow if you guys do anything one decision away from changing your life forever hey guys i just want to tell you the true one percentage you made it till the end of the video do me a favor share it with the friend that wants to go to another level make sure you like the video comment below so i know who you are set your notifications and then subscribe to the channel we got daily sales training videos dropping i'll see you 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