One of the fresh books that can't go unnoticed is the Experts Secrets by Russell Brunson... You gotta love this guy... (In a good way, hahaha)
I love how he structures his books, nice, simple and sweet... Secret #1, Secret #2, Secret #3 and so on... (I gotta mention that, because when you write you can get into the complex structure of your book and then it's a mess...) Anyway, here we go.
When you're a student, life is good... You read a book, you learn a thing or two. You find amazing nuggets and you want to scream, "this stuff so amazing, everyone needs to know this."
And then one day you wake up and you realize you know a lot of stuff... You get an idea that maybe one day you can teach this stuff? What if you could become an expert and sell this stuff?? Wouldn't it be cool? Hey, and you'll make money on the way...
So you go from "growth" stage to "expert" stage but you don't know what to do next. Then Russell goes on about that anyone can become an expert and rightfully so.
Why not do what you love? Why not teach someone that knows less on a subject that you grasp or know more a little more than them? It's a win-win. You teach they pay you for your advice or a book or a course.. And they are happy because you taught them something they don't know
Who do you want to serve?
Russell recommends going from 3 biggest markets and drill deep 3 levels down.. Until you hit a unique niche.
You got Wealth, Health, and Relationships.
Those are the biggest ones. Then you need to dig deeper.
Those are big categories but there's no point to compete in such an overcrowded marketplace.
So let's drill in...
Wealth sub-market got: Finance, Investing, Real Estate
Health sub-market got: Diet, Training, Weight Loss
Relationships sub-market got: Marriage advice, Dating, Love
You got 3 categories, then you got sub-markets and then your niche!
And that is how you get your niche.
It's not the other way around. The problem is that 90% of businesses do it wrong.
They get into the wrong marketing and then they can never prosper because there are too many competitors in the area...
So your success depends on how deep you're willing to go.
Here are some examples:
Health -> Diet -> "Butter in your coffee" diet
Wealth -> Real Estate -> Flip houses on Ebay
Wealth -> Online business -> Facebook Traffic for e-commerce
Relationships -> Dating -> How to recover from a breakup
Who do you need to become as a leader?
As Jay Abraham said, "People silently want you to take them by the hand and lead", I love that...
So here's what you need to become:
There's a lot more if you want to get the full book, click below
It's all about the mass movement. Just like the biggest the most influential people in movies and real life they create CULT-like mass movement and make everyone follow them..
Obviously, we are going to create a good tribe not a cult but the way people follow is pretty much the same.
If you want to create a mass movement, ask these questions:
This book is just too cool... I'm very excited reading it and reviewing it. 😍
In 2001, Steve Jobs stood in front of the world and told everyone he wanted to revolutionize the music industry.
Then he mentioned all the "improvement" offers that promised to get us more of the same.
"You could buy a CD and get 10-15 songs. You could buy an mp3 player and get 150 songs, or you could use a heave hard drive that held about 1,000 songs. Each product improved the one before it and it gave people more songs on one device.
Then, he pulled the first iPod and showed everyone the "new" opportunity he created. Same thing happened to iPhone.
Boom! One success after the other.
That's exactly what we are talking about here.
Most of the time businesses try to "improve" on something. In other words, they are trying to build a better mousetrap, but the mouse trap is already out there and it's working fine... And it's a terrible mistake to make a new model of a "mouse trap" because it's not really needed.
It does sound funny though that you're not going to shop for a better mousetrap model, but you would go out there and find a product you would want to improve on... and improve it...
People don't want to fix the "old" "thang" and they want to be a part of something new.
It's true in mass movements as well... People don't want to be a part of an MLM that has been around and is too old...
Take Amway for example, people have talked so much bad stuff about it that it doesn't make sense anymore to start with a company like Amway...
And quite honestly Amway doesn't cut it... It's not sexy anymore.
While they improved over the years, we want to be a part of a new, better and evolved system...
When the system is new and shiny people haven't talked bad enough about it yet... And psychologically it's a new beginning for you...
The biggest reason people don't want the improvement offers is because of STATUS.
STATUS is the only thing that makes someone to MOVE or NOT to MOVE...
Is the thing I'm considering going to increase my status or decrease it?
When you INCREASE someone else's STATUS what they really think of is:
When you DECREASE someone else's STATUS what they really think of is:
What it all comes down to is that they will weigh your opportunity.
To go for it or not?
They'll probably create the list of positives and negatives in their mind like this:
Why do people crave new opportunities?
When you switched someone to your opportunity. Don't forget about the opportunity stacking.
You can stack your products one on top of each other.
What "the stack" means is that you create products from cheap to very expensive like this:
1. $0 - free PDF
2. $17.95 - book
3. $99 -mini course
4. $997 advanced course
5. $5,000 coaching
6. $25,000 inner circle
The goal of "the stack" is to sell them something small... And once they trust you, they will buy from you a more expensive product you offer.
I've written an article about it. If you want you can check it out... Read the full article here.
Next, let's talk about the secret #4, the opportunity switch.
There's so much good stuff you should really just get the full book...
By now you "created" a new niche. Notice that it's not about choosing a niche, it's about creating a niche. If you haven't "created a niche" read the secret #1.
There are 4 steps to an opportunity switch:
Step 1. Get results by working for free.
Step 2. Create a Vehicle or process you're going to take them through... i.e. Masterclass, course, etc
Step 3. Create Content. Give them what they want (what they asked for)
Step 4. Deliver Content. Deliver your Masterclass, course, book.
In short, Promise them a RESULT. And then give them a VEHICLE customized for your customer wants which can give them this result.
STEP 1: GET YOUR OWN RESULTS.
Most people want to get paid first. But the key is to get results first. Then you can take the testimonials of people you helped and show the results to others. People will be amazed.
STEP 2: CREATE / DESIGN THE VEHICLE (your new opportunity)
Next, we need to answer these questions.
The best is is to start your own beta masterclass(your vehicle). Pick a 6-week window when you can deliver your masterclass. During the masterclass, teach a small group of people about your new opportunity and how it will give them the end result they desire most.
This beta masterclass will become your curriculum for the people that will be paying soon. It's important to set it up the same way that others will experience in the future.
The next step is to create your marketing material for your class...
Most people do the opposite - they design the class first and then think about marketing... but that's a formula for a disaster! Why? You'll find out soon.
GETTING YOUR MARKETING MATERIAL
1. Make a WHO / WHAT Statement That Will Address The Right Submarket and What They Will Be Switching To.
Use the who/what formula.
I'm going to teach__[who]__ how to__[what]__.
For example, I'm going to teach people who are trying to lose weight.
2. Make an Opportunity Switch Headline.
Now that you have WHO and WHAT... Let's create a sexy title for your class. Focus on results that this workshop can deliver.
Here's a formula you can use: "how to [desire they want the most] without [thing they fear most].
How to create a 7-figure business online without hiring an expensive web designer...
How to make $10k this weekend by flipping your house on eBay without getting a loan from your bank...
How to lose weight through a little-known trick almost instantly without giving up carbs...
3. Curiosity Hook. Figure Out the Big Idea That Will Draw People to You.
There 5 curiosity hooks you can choose from... And most of the time we need just one:
There's a little-known thing called ______ . Hardly anyone talks about it. But when you learn how to use it, you'll see a huge difference ____________.
Everyone thinks they know about ________ , but the truth is they're actually sabotaging their success because they are missing little nuances and details ___________.
Something new just happened on the market ___________ . You need to learn about a new type ___________ that ________ and helps _________ . This changes everything.
Are you tired of ____________? Are you not seeing the results from ________ ? Research is showing that _____________ not enough. But __________takes this to the next level - you can ______________ !
Do you spend to many hours _________ , _______ and _________ ? It's time to go back to the basics. With _________ you have to do two things... _________ and _________, keep your _________ and you're good to go...
STEP 3. GIVE THEM WHAT THEY WANT (ASK campaign)
People buy not what they "need", but what they "want".
People don't want just a vehicle that will give them the result and get them from point A to point B. They want a CD-player, leather seats and air-conditioning...
You need to provide them not only the vehicle but also what's inside of it.
If you do this correctly you will make them feel as if they found their new home...
You accomplish it by running a simple one-question survey called "Ask campaign". It's based on a 3-step formula.
1. Find a hot market.
2. Ask them what they want.
3. Give it to them.
Sometime we assume we know what they "need". But usually we are incorrect. Because while we "like" or we "think" they need it, it could be completely the opposite...
Give them what they "want", not what they "need"...
Ask them. Create an ask page like this one:
Make a simple headline saying "How to X without Y"
Teach a live work shop.
Ask a question "What's your #1 question about ____"
Offer people a ticket to the beta test group of your masterclass for free, if they'll tell you their #1 question about your topic.
Get all of the answers and then choose 6-8 questions and create an outline like this:
Module #1. How to ___ [question 1]
- What is...
- How to...
- How to...
Module #2. How to ___ [question 2]
- What is...
- What is...
Module #3. How to ___ [question 3]
- How to...
- How to...
Module #4. How to ___ [question 4]
- What is...
- How to...
- How to...
And so on...
Once you're done, you can now make a course. Or you can write a book.
There you have it a useful course that you can sell for money.
STEP 4. DELIVER YOUR MASTER CLASS...
Set up your private facebook group so your beta members can interact with each other. A group allows you to post content, give class updates, provide accountability, and deliver any bonuses.
Later you can make a membership site. But for now you're just looking at getting some results for a group of people with your new opportunity.
Use Facebook Live. It works well. Zoom.us can also deliver great webinars.
--- SECTION 2 OF THE BOOK --- CREATING BELIEF
The one thing. What is one thing that will make all the rest of dominos fall?
"If I can make people believe that funnels are the key to online business success and are only attainable through ClickFunnels, then all other objections and concerns become irrelevant and they have to give me money."
I came up with my version of this:
"If I can make people believe that automatic income is the key to online business success and is only attainable through Passive Income Movement (PassiveIncomeMovement.com http://passiveincomemovement.com), then all other objections and concerns become irrelevant and they have to give me money."
People buy on emotion and not on logic.
Example, Ferrari. Don't believe me? Most people buy a Ferrari on emotions because who would want to buy a car with a poorly designed engine in their right mind? What about high gas consumption? What about the price? Doesn't it costs too much money? If we would judge logically we would never want a terrible car like Ferrari...
But we do buy emotionally we say: "Wow. Red color, shiny... look at that body of the car... Wow... Look, how fast it is... It's smooth".
So now that we agree that people buy on emotion and not on logic.
Think about how you got excited when you bought the last course or the last opportunity you got into... How excited you were, your emotions were all over the place...
Try to remember the time you got excited about something new in your life... and try to translate it into your business... What is ONE THING that made you excited and that you can use to excite others.
Technobabble kills the sales.
Write for 3rd graders. The grammar has to be oversimplified.
People don't understand techno bubble. Don't feed them words, phrases and terms most people don't understand... For example, saying: "Lose weight with ketones" will not work well...
To fight the technobabble all you got to do is use a "KINDA LIKE" bridge.
So if we talk about the "keytones":
"Keytones are kinda like little motivators in your body that give you energy and make you feel awesome".
How does it feel?
Make your story as alive as possible. Make people feel your story, spend sometime write a great story and people will be drawn in... Story sells.
Create three things:
Character: Red Riding Hood
Desire: Take a basket of cookies to her grandma
Conflict: Big bad wolf
Step 1. Build rapport. It should take 10% of the story. Give them 1-2 core identities of:
After that give them a flaw... Superman had "kryptonite"... Every movie has one.
Step 2. Give your character a core desire that will drive the character:
1. To win
2. To retrieve
3. To escape
4. To stop
There are two stories of the character:
1. The journey of achievement
2. The journey of transformation
The journey of "achievement" is the visible story that you see...
The journey of "transformation" is the invisible story that goes in the background but it transforms the character to a better versions of herself/himself...
Old Beliefs = Identity ---> to New Beliefs = ESSENSE
Step 3. Introduce the conflict.
There are five turning points of a great Hollywood Movie:
1. The backstory: what is your backstory that gives us a vested interest in your journey?
2. Your desires: what is it you want to accomplish?
A. External: what is the external struggle you are dealing with?
B. Internal: what is the internal struggle you are dealing with?
3. The wall: what was the wall or problem you hit within your current opportunity that started you on this journey?
4. Epiphany: what was the epiphany you experienced and new opportunity you discovered?
5. The plan: what was the plan you created to achieve your desire?
6. The conflict: what conflict did you experience along the way?
7. The achievement: what was your end result?
8. The transformation: what was the transformation you experienced?
Hey! Gene Adam is here. Today I want to make a quick review on A Whole New Mind by Daniel H. Pink.
Why right-brainers will rule the future.
We have "two" minds, not just one... Until recently it was thought that we have 2 hemispheres in our brain that are equally powerful.
But after numerous discoveries, it became clear that the two brains working almost separately by doing each own tasks. Yet they work synergistically...
Let's say your brain is solving some kind of problem.
The left brain will think literally.
The right brain will think from the 10,000-foot view.
Apparently, this is how it works:
The left brain interprets the "what"...
The right brain interprets the "how"...
If you hear, "Jose has a heart the size of Montana".
Your left brain will not make sense out of it because literally, it doesn't make any sense. However, the right will complete the abstract thought and say "Aha, he has a great heart!" ❤️
Both sides work together but their functions are different.
The left brain: logic, sequence, literalness, and analysis.
The right brain: synthesis, emotional expression, context, big picture.
In short, the right brain is so powerful that without it, it's hard to make complex ideas. And, It's hard not to have an ability to see things from the BIG picture view.
Although we do need both... They are equally important.
The problem is that our world and our society is left-brained. Why? Because we are concentrated on "logic" more than we should.
We are trained to be left-brained people. We go to school, college, university. Then we get a degree. We manufacture perfect accountants, bookkeepers, lawyers, teachers, secretaries and whoever does logical work by following rules.
"Just follow the rules", they say. They will promote you and you will become a leader, manager, and then maybe CEO... and one day you will make more money... isn't that what our society wants us to do?
We do the work Monday-Friday, 9-5 and come back home wishing to never work again... We hate our job and we have our life... Because there's nothing left up to us... We are not "creative" in our decisions. And if we don't get promoted as we wished we slowly give up...
As Daniel H. Pink says it's about to change. The old era of left-brained people is about to be over. And the new era of "creative", "emotionally intelligent" beings is about to occupy the top positions leaving the left-brained people behind...
Don't get me wrong. We still need the left brain. We just need to treat the left and right brain equally.
The paradox of prosperity is that while living levels soared decade after decade, personal family and life satisfaction haven't improved.
We can buy good looking clothes for cheap unlike 30 years ago... We can buy designer's toilet brushes but our families are disintegrating in front of around us.
Even if we get all the best items comparing to 30 years ago, we are looking for the meaning of life and our bright future.
How come there are plenty of electric bulbs on the market and we are still shopping for a designer candle? Did you know that business with candles is a multi-billion dollar business just in the U.S.?
There's also another issue that looming over us. It is the jobs. All the high qualification jobs are moving further away from the U.S.
Lawyers, Accountants, Programmers, Spacecraft developers and almost any other type of knowledge workers are going to India, China, Eastern Parts of Europe and many other low wage countries...
Another big problem for people that are looking for a job will be the computers themselves.
Gary Kasparov played with computers twice. On time he lost to a computer. Another time it was a draw... Between a human and a machine... If a machine with a program is capable to play as good as Gary Kasparov that tells you that the machine age has already arrived... and the robots are around the corner...
If it's not the Indian accountant that will take your job, it will be the Turbotax software...
If you summarized the economic history of the past 100 years in 1 sentence you'll get this.
We've progressed from society of "farmers" to a society of "factory workers" to a society of "knowledge workers". And now we are progressing yet again to a society of "creators and empathizers" that are able to recognize patterns.
In other words, we are moving away from left brain thinking to the right brain thinking.
In the past the right brain was considered irrelevant. Today it's important to use the right brain because it seems that it's the only way to go forward... It's not that the left brain is not important, it's that the left brain is not sufficient enough to move forward. Thus you need to get "a whole new mind."
To survive in this age, one must ask these questions:
Your survival depends on these questions. Because to win the numbers game you have to bypass the non-creative or cheaper to-do parts of your business.
Your job should be high concept and high touch... It should be something that you can not outsource. Your creation should involve artistic and emotional beauty. You need to detect patterns and opportunities, to craft a satisfying narrative and to combine seemingly unrelated ideas into a novel invention.
High touch involves the ability to empathize, to understand the settlties of human interraction, to find joy in oneself and others, and satisfy one's search for purpose and meaning.
Recently even an old automaker company like GM said in the interview we are changing our course of the business to a more right-brain kind of business . "Now, we are in the ART BUSINESS, which coincidentally also happens to provide transportation..."
Today the art and design degrees are more important than ever. To diffirantiate it's not about what the product does anymore. It's about what the looks, how it feels and how intuitive it is...
Most logical jobs already moved to India and millions of jobs will be moving there...
Now you have to find new ways to be more creative and inventive... That seems to be the outlook for the future products and services...
Today you have to become a designer first and then a professional.
Here's what happens when you get a better design:
Even the design of a regular item like toaster is chosen differently today than 30 years ago. People will buy a toaster based on the design not on the functionality... Why? Because toaster is only used 15 minutes per day and the rest of the time it's just a decorative item in your kitchen.
Become a obsessed with the design first, carry a notebook and write ideas of what annoys you the most of the things you are using everyday. You'll be amazed how much opportunity is out there.
Stories are easier to remember. We don't memorize numbers and facts. But we memorize a story and keep it for a long time.
For example, do you remember I mentioned Gary Kasparov's story just a few chapters back... I'm sure you remember it... But you probably don't remember how many times he played chess with the computer...
Once upon a time in the far-off land, lived a hero who was prosperous, happy, and respected by all. One day, three visitors arrived. They begin pointing out the heroe's many flaws and told him he was unfit to remain. The hero resisted, but to no avail. He was ousted from his land and sent off to a new world. There, a drift and alone, he floundered. But with the help of a few he met during his exile, he transformed himself and vowed to make his way back. And eventually he did return, where he was welcomed to a place he scarcely recognized, but that he still understood was home.
Does this story sound familiar? It's a variation on what Joseph Campbell called "the hero's journey".
The hero's journey seems to be a prefect structure for any story, whether it's a story about Jesus, Buddha, King Arthur, War and Peace, Hobbit, Star Wars, or the Matrix etc...
In 1949 Joseph Campbell released a book called "The Hero with a Thousand Faces". Campbell argued that all myths - across time and across cultures - contain the same basic ingredients and follow the same general recipe. There are never any new sories, he said - just the same stories retold.
Today, the people who start learning stories are not just the movie makers and script writer but the business people.
Yes, believe it or not you have to learn how to write a narrative and a story to sell your product. Today, successful business men and women around the U.S. are going to Hollywood to study story or hire a professional story writer who could write a compelling story about their product. Why? Because it seems that having a bare product isn't good enough anymore.
Companies like Apple, Xerox, NASA, HP are using stories to spread their message around the globe with huge success.
There were 3 wine bottles. One bottle had a nice label, the second had an amazing descriptions with adjectives in it and the third bottle had a story about 2 brothers and their family business. The story went into how they started they business and how the bottle ended up in your hands. In the story they pointed out that they will donate some of the money to a charity... Guess which bottle had the most success?
Story does not run in the left side of the brain but it's very important because the right brain will help a buyer to make a purchase.
What can you do? Start writing stories or mini stories. When you practice you will improve even if you have never written stories before...
Symphony is like orchestra. You don't hear 1 instrument... What you hear is dozens of instruments playing all at once that produce a beautiful sound.
You can listen to symphonies and try to understand how they work.
If you're not a musician, the best way to understand symphonies is to learn how to draw.
To help you out here symphony is mostly about relationships. Try to learn and understand the connections between diverse and seemingly separate disciplines.
You must learn how to link unconnected elements to create something new.
The people that create something out of the boundaries are the people that develop expertise in multiple fields, speak different languages and find joy in the rich variety of human experience. It's almost like they live multiple lives.
Creativity involves crossing the boundaries of domains. The most creative people see the relationships that the rest of the people cannot see...
Perspective is more important than IQ.
Metaphor is a very important element of symphony. Metaphor means understanding one thing in terms of something else.
Metaphorical thinking is very important because it helps us to understand others. Metaphors are crucial in creating empathic connections and communicating experiences that others do not share.
The more we understand metaphors the more we understand ourselves.
The conceptual age demands ability to grasp the relationships between relationships. The meta-ability has many names – systems thinking, gestalt thinking, holistic thinking etc. In other words it means seeing a bigger picture.
As Michael Gerber says, all entrepreneurs are systems thinkers.
Empathy is an ability to imagine oneself in someone else's position or in someone else's shoes...if you want to be more metaphorical :)
Empathy is NOT sympathy. Sympathy is feeling bad for someone else. But empathy is more like know how they would feel, or knowing what they would do...
Empathy is almost like a language that connects people beyond a country or a culture... It's just like reading a smile on someone's face even if you don't understand someone's language. When you smile, people across the globe will know exactly what your facial expression means.
Empathy is related to symphony - because empathic people understand the importance of the context.
Female brain is better at reading facial expressions, because their brain is predominately hard-wired for empathy. The male brain is predominately hard-wired for understanding and building systems.
However, that doesn't mean that a man cannot train himself to be more understanding and empathetic and women that could systematize.
It's all the matter of practice and if you could use both, your skills would be superior to most people.
Empathy doesn't equal intelligence, but it helps us to understand the other person better and tune-in into what they are trying to convey...
Take acting classes. Actors can imagine how the person they are playing feels, walks, talks, and thinks... You might learn a thing or two about empathy...
Play. Joke. Laugh. It can make your life better. Your day could be improved, Some scientists think you can be more healthy, productive, prosperous by laughing every day.
There's one particular professor dr. Madan Kataria from Mumbai, India that has been creating laughing clubs around the globe where people get together in the morning and laugh.
When you are playful you activate the right side of your brain. "The left brain is limited. The right side is unlimited. So you can be anything you want with your right brain", Dr. Kataria says.
U.S. Army, for example, is also in the gaming business. They created a video game that allowed learners to play the U.S. Army soldier... And be a soldier like in real life. Of course, what could be better to convert a persons that plays a video game about soldiers into a real soldier? The game was so popular that the first year it came out if the U.S. Army charged for this game they would make over half a billion dollars. So even playing games helped someone to make a decision to join U.S. Army and that's fascinating. Who knew?
While most people think that games are bad for people. However it doesn't appear so. There are role play games that actually can help students to study better, medical workers can role play and find what's wrong with the patient. You can fly an airplane in the game or drive a car which essentially can give you a skill...
There are a lot of studies suggest that video games are not bad for people. There's no scientific proof that the gamers become shooters, and after all not all games are shooter games...
Some scientists suggest video games teach and help others learn new knowledge, new techniques, and let students practice before they make one and only vital mistake in real life.
Humor is considered one of the highest forms of human intelligence.
Humor isn't only for entertainment. Humor is an asset. Humor can not be replicated by computers... And that's what is valuable in high-concept and high-touch generation.
Laughter could be a medicine and they are studies prove that laughter can decrease stress and in some cases even cure.
Laughter can help people bring together. It can make them work better together. It can improve friendships and relationships!
Joyfullness makes us more productive and fulfilled.
Go t a play ground. Play outside. Imagine you are a kid again... This might help you to be kid again... You might still have it in you. See, if you can play... :)
Study jokes. It will help you exercise your laughing muscles.
Great book to read: Viktor Frankl - The search for meaning.
As Viktor says, that man's meaning isn't to gain pleasure or to avoid pain but to see a meaning in life... Although the pain can help you look for meaning, but it's not a guarantee to finding the meaning of life. Today, we live comfortable lives, better than yesterday for sure, and we should find meaning of our life from the comfort of our home... So how can meaning be found? The combination of external circumstances and internal will can bring it to the surface. That's the key to Viktor's book.
Viktor Frankl's book that was plotted while he was in the concentration camp in the World War II, and that book was one of his meanings in life while all the terrible things happened to him...
We may already the circumstances that can help us find our meaning. Of course urge helps. Our urges today are:
One scientist found that while we are living our comfortable lives we became more stagnant:
He calls it the fourth grade awakening and material awakening.
Some scientists say that the answer maybe be spirituality and meditation. They say, that our right brain is wired to "believe in something bigger than ourself."
The studies show that: "With spirituality we can get rid of stress, live happier lives and even healthier lives. "
Not only people but businesses are interested in spirituality as well. And just as people, the businesses are searching for "meaning" as a whole...
Becoming happier improves almost all of the aspects of your life. When monks mediate deeply they can get to a similar state as happiness. The mediation might be the answer to unhappy environments.
Gratitude is also something that can do wonders. It will give you satisfaction for you and others. Say thank you more to people around you. Write a letter to a friend. Or, just write down the what you are greatful for to yourself. It's proven to have a positive effect on you and others around you.
Do an exercise called "But out"... Do you know what obstacle is keeping you from living a great life, having a perfect job, achieving your dream? Leave the "but" out... and see if you can replace it with "and"..
For example, I'd like to spend more time with my family, "but" I travel a lot because of my work... And now we'll add "and". I'd like to spend more time with my family, and I travel a lot so I have to take my family with me when I travel.
Here's another example. I'd like to eat better, "but" I'm surrounded at work with sugary snacks... And after we replace it with "and" we will get: I'd like to eat better, and I'm surrounded at work with sugary snacks so I should cook small healthy meals at home and bring it to work...
Do you get the point?
Probably the most idea the book is teaching you and I is to realize that your right brain holds your future.
To survive in this age, one must ask these 3 most important questions:
Your survival depends on these questions. Because to win the numbers game you have to bypass the non-creative or cheaper to-do parts of your business.
This seems to be the main point of the book:
Your job should be high concept and high touch... It should be something that you can not outsource. Your creation should involve artistic and emotional beauty. You need to detect patterns and opportunities, to craft a satisfying narrative and to combine seemingly unrelated ideas into a novel invention.
I hope you enjoyed this book as much as I have... look at the recommended books by Daniel H. Pink:
Recommended books to read:
I hope you enjoyed this book as much as I have... I had a blast. For sure, a recommended book ;)
Thank you. And have an awesome day!
Today I will write a quick review on the book Sell or be Sold by Grant Cardone. This is definitely one of the best books about selling.
Do you remember when you were a kid you could manipulate your parents or your grandma for sweets? Even if you pretended that you are crying, somehow you got your way? That's not nice by the way... We are not talking about manipulation here, but we are talking about getting YOUR way. Because you believe it is the right thing to do and you fully deserve it!
Grant Cardone summarized it beautifully in this short book about how to get YOUR way. You will find out what you are doing right and wrong by reading this book. You either "sell them" or "they sell you"... which one will it be?
Read on, this book will help you get YOUR way...
The great salespeople will agree on one thing:
"You have to sell yourself on a product first and then sell it to someone else."
When I was a kid I knew I could get away with my parents... By pulling the rug my way... Somehow, magically, I could get the candy I wanted or I would convince my dad to buy me a bicycle... Hey, I didn't know what I was doing but it did work.. haha...
Grant Cardone summarized it beautifully what you are doing right and wrong when we're are trying to get your way... or selling that is...
Selling is a way of life is an eye-opener. Of course, you know of its existence...
When you are in school, you sell your teacher to give you an "A"... And many times other students got an unfair "A". And sometimes the teachers let you slide and gave you a "B" when you should have really deserved a "C".. Somehow somewhere you sold them on not giving you a bad grade.
When you got your first job, you sold your boss on your resume and somehow somewhere there was something that sold the boss on "YOU". And you got the job.
The point I'm trying to make is that you sell all the time.
In fact, you are always selling:
Don't forget that it's either your way or their way... Someone has to win and lose every time... It's not a maybe. It's either you do or you don't...
Selling is the most important profession.
If the product doesn't sell there's no need to have a factory to make a product.
Unfortunately, the "selling" classes are not taught in school.
The "sales" is one of the most important subjects. And since we're selling every single day or even every single hour of our lives, you should learn it and not shy away from it.
Become professional at "selling".
Your future depends on "selling"... Your life, your family, your kids, your parents depend on your "selling" skills.
Your house depends on how good you are at selling, your vacations depends on "selling"... Even if you go for a date, you sell your self to someone to be with them... Almost everything depends on selling...
If you are bad at selling you will settle for a mediocre life. There are a few exceptions but for the most of us, it is vital.
The richest people on this planet are the best salespeople hands down.
Become the best. Become obsessed. Become fanatical about your life and selling yourself on become great.
If you want to be successful in any area of your life, get obsessed and get committed.
If you want to have a great:
You need to become committed.
How can you have a great family, if you are not 100% committed to their family?
How can you have a great and happy marriage if you are not fully committed?
How can you have a great career if you are not 100% committed to your job?
How can you be happy if you wobble between jobs, professions, relationships, and lovers?
Stop looking for greener pastures somewhere else. The saying "green grass is greener on the other side" is the worst spell of our society... We tend to look for greener grass in our neighbor's yard... But we don't take care of our own. Why not water your own lawn? And make it greener than the neighbor's? Why not have the greener pasture of your own?...
See it all works backwards. If we fully commit and we take care of ourselves, our family, and our relationships we will never have to look at the neighbor's lawn...
Because we will find peace in us, the happiness and joy... And you don't have to worry about your neighbor because by then the neighbor will start looking at your grass and will want to have a piece of that...
See where I am going with that?
Go all in. Stop questioning. Discontinue other options.
If you committed to your girlfriend or boyfriend. Stop looking around. Give everything to that person. Are there better, smarter, prettier people out there? Probably. But if you stop looking somewhere else and commit to the person you're with, you will take responsibility on your shoulders. And you will carry on, but your quality of life will increase. You will be loved more, you will be happier. There's nothing more attractive than stability and responsibility. Ask any kid... if they need their Mommy every single day... and if children don't have their Mom daily, how discouraged they get?
In business, it's the same.
You go all in. You put all the stakes into your opportunity and you make it big. The chance of success is so much higher when you put your 100% in...
When you sell you have to want the other person to really have it!
When you are selling a car, you want the other person to have that car.
When you are selling a vacuum cleaner you really want the other person to have that vacuum cleaner because you truly want them to have a great experience when they are cleaning.
Your goal is to sell yourself first. And then the sale will be easy.
Because when you truly believe it's the best thing your prospect should have, the sale will happen naturally on its own...
The reason we are bad at selling some products is because we are not completely sold on them ourselves.
Let me tell you a story.
There was one insurance guy that sucked at selling car insurance. It was just bad... He was so desperate that he called Grant Cardone and asked him, "What am I doing wrong?" When Grant talked to him he found the issue right away.
Grant asked him, "Do you use the insurance you sell to your customers yourself?"
After a long wait, the insurance salesman said, "No, it's too expensive"...
Grant said, "Well, if you are not sold on the insurance yourself, then why do you expect others to buy it from you?"
After taking the advice from Grant, this very salesman increased his sales x4 times... Yes, 400%... True story.
The moral of the story. Buy and use the products you sell. By believing in the product, you can sell without any hesitation because you love the product already. And you just have to tell others why it is so awesome and why you are sold on it.
Price is not buyer's biggest concern...
It's not true that the cheaper price wins... You have to find the concerns of your customer. And yes you have to find the person that could afford it of course. But 99% of the time, we buy things that have nothing to do with the price.
For example, how many people bought an iPhone which costs $700-$1000?
That's half of the paycheck for some people. Was there a cheaper phone on the market? Of course... In fact, there are thousands of models available on sale today... Most of them are much cheaper and most people aren't aware of these phones...
In fact, many folks can't afford the phone... They are late on their credit card bill, but they MUST get the new iPhone.. or so they think...
Have you heard of somebody saying, "Yeah, but my customers can't afford it..." LOL... that's definitely the case with iPhone...
Did you know that most objections people have are NOT about the price... In fact, the price issue is on the bottom of the buyer's list...
#1 objection people have is the confidence that the product is right for them. They need to know that the value you provide is higher than the price of the product. In other words, it has advantage 10x than what they pay for...
You have to get your buyer to want your product more than his/her money.
If they are in love with your product or service they will find money to get your product even if they don't have enough money...
Close with inventory.
If they don't want to buy from you and say that it costs too much money,
you have to move them to a more expensive product.
Why? Because they are telling you that your solution doesn't have enough value for them... or they are not sure that your product can solve their problem. Move them to a better solution even though it's more expensive.
What Grant Cardone does in that case, he just moves them to MORE expensive items that offer way more value... And although it costs more they get so much value that they are willing to pay for it, because in their mind it is worth it.
The buyer would rather pay more and do the right decision instead of pay less and get a partial solution.
The buyer would rather pay more for quality than less for quality...
By the way, to increase quality you can offer bonuses. They also can help you offer more and get the price up.
It's not the feat of paying a higher price, it's the fear to make a mistake.
Never be fooled by people that tell you that "the price is high". You won't be able to pay your bills and salaries, and your business with collapse. And then, you definitely can't help your customer. They will not receive any support from you because you will be out of business...
Unfortunately, mediocre salespeople recommend to power your price and they would make more money... but it works the opposite... Once you drop your prices people stop believing in you and that you're worthy...
They think your product is so bad and that's the reason why it costs so little.
People want to feel good about their decisions and they are willing to pay the price.
Don't believe me?
And so on...
How many times have you been over budget? All of us have done it. And it's almost never about price.
There's no shortage of money.
Wake up every morning and say to yourself, "there's no shortage of money."
Do you know that there's enough money circulating on this planet for every human being to have a net worth of 1 billion dollars? Yep. You heard it 1 billion dollars for every person on this planet. Are you getting your share?
If you're not it's because you are thinking in terms of hard work and limits and scarcity and not abundance.
If governments run out of money they will go and print more. And they do... There's so much money changing hands every day in the world, that it's even impossible to calculate. Imagine how many credit cards are being processed every second of the day...
There's abundance of money and it will never run out. If you could tap into a small tiny portion of that it still would be a significant amount... So change your thinking you can get as much as you need.
THE SECOND MONEY.
When you sell somebody your product, they tend to make the second purchase so easy that it's almost ridiculous.
There's something the way we are wired. Once we make the first purchase, we can part with our other money as well.
We can go to a movie theater and pay more for popcorn and food than for the actual movie ticket itself.
A guy goes to a car dealership, cries about the car he can't afford, and then buys it. Then goes 3 blocks away from the car dealership and buys the most expensive car stereo system, paints the car, and installs shiny rims on the car. His payments for the stereo system, the paint job, and the rims are higher than the actual car loan itself! And he will pay 19% annual because he put it on his credit card...
Yey for the second money!
When you buy homes, cars, and furniture you always go over budget. Have you ever not gone over budget? Almost every time.
If this wouldn't be true... Then we wouldn't have expensive cars, Gucci and Versace bags, designer clothes, and we wouldn't overpay x50 times of the price tag...
It's the world of consumers... and second money is the easiest to get...
Mediocre salesmen don't recommend it. But don't fret.
You need to think how to get the second sale because it will get you A LOT of money if you ask for it..
Most companies think backwards. They think they are in the product business. But in reality, they are in the people business.
Here's an example.
You go through the airport and there's a guy that shines shoes. He thinks he's in the shoeshine business but in reality, he's in the people business. The reason business guys don't stop at his booth is not because of the price, but because they don't have time and they are afraid to be late to the plane. You see, if he would call the booth "60 Second Shines", those busy businessmen would pop up and pay almost "any" price because you will give them a peace of mind that it could be done quickly and satisfy their urge to get the shoes shined... Why? Because you are in the people business and you have to figure out what they want...
Same thing with any type of business. Most people think that the reason their product doesn't sell is because their product is bad or it's priced bad, or it's about the features... While features are somehow important it's not about the features at all... It's about the need in the marketplace.
You are not in the business of products.
You are in the business of people.
Products don't think, products don't react, products don't feel. People do.
When you're trying to sell, don't pitch. Just communicate. Find out what your client is in need for. What they are looking for... Mediocre salespeople they go through their pitch without listening. They interrupt and they just do their job. An excellent salesperson will communicate, will talk, will laugh with you, will be your friend and the selling part is easy. You'll talk like buddies and the sale could happen naturally.
Be interested, communicate, find out what important, what they are interested in, identify what they want. Ask them, "what do you value?", "what is important?","why is it important?","how do they want to be spoken to?","what would cause them to take action?"
Ask questions, not with intent to manipulate but with intent to be genuinely interested in the person.
Imagine this scenario.
Joe walks into the computer shop and the shop assistant spews at him A LOT of technical data. Joe spends 30 minutes... and end up buying nothing.
Mary walks into a different computer shop and looks to buy a computer. The shop assistant comes in and asks her if she travels, and what would she use it for... And then shop assistant genuinely says... "you're telling me that you travel a lot and you'd like to browse the internet and answer emails. I got a perfect model for you and you don't need to buy a very expensive top of the line computer"... Mary ended up buying 2 more computers because somebody could finally listen to her...
See the difference? It's not about manipulation, it's about being genuine.
Whatever business you're in quit your business. if you are in the insurance business, real estate business, clothing business, the investing business, hotel business. Quit that business right now... And get into the people business.
Always, always, always agree with your customer. It is one of the most important rules in selling. It's vital... It's critical to your survival.
It's not about being "right". Look, if you disagree with them, the sale is gone... It won't happen.. Don't fight people, it will damage your sales almost every time.
Your family and friends don't always agree with you, but you can agree with them on something... You can always agree on something with your client... Doesn't matter how different you are, find the common ground... Or, at least, don't disagree... It's hard I know, but it's totally worth it.
Sometimes if you don't agree with something, and you might have to agree with them it can make all the difference in the world... For example, if the person says: "you know what? I need to think about it"... If you agree with them and say, "yes, sure sometimes we have to take our time and think about it", paradoxically he or she will be drawn to you. Why? Because you agreed with their point of view you already did better 95% of all the salespeople. Let it sink in and then, later you can handle their objections and close the sale.
First say, "you are right" and then tell them what you think.
You see human beings want to be right all the time every time. They want to show the world that it should be done "this" way but most of the time the other person says nope it has to be done "that" way... and you get a clash. But if you agree, then the other person may let you your way too... but without agreement, it's not possible, because your communication is broken.
Practice. Try to agree with everyone for one day. I bet you that you won't be able to do it... :)
This is how you use it in sales.
Let's say that your client tells you "It costs too much money". You say, "Sir, I agree it's a lot of money. Everyone who's buying this product agrees that it's a huge investment when they are buying it, that's why you should get it installed so it can start making money right back right now..."
Agree, and then go... Agree, and then go. are you getting it?
Memorize this magic agreement statement below:
"You're right. I'm with you. I agree. Let me see what I can do for you. I understand, I'll make it happen. Done. "
"You're right. I'm with you. I agree. Let me see what I can do for you. I understand, I'll make it happen. Done. "
"You're right. I'm with you. I agree. Let me see what I can do for you. I understand, I'll make it happen. Done. "
If you actually memorize this and use it first when you talk to people. They will look at you differently... Try these magic words sometime.
An Agreement is not a manipulation. It's an attempt to get along with the person. An agreement could be an acknowledgment of what they think and you don't have to bring it your own view to the table because they are not as important at that very moment.
Show, don't tell.
Trust is the seller's problem, not buyer's. It's your job. You have to figure out how your buyer thinks, not the other way around.
When you talk bad about your customers, who's fault is it? It's not the buyers' fault, it's yours. You probably don't know the reason they are leaving you and not buying from you. If you catch yourself complaining about them... Stop complaining... It's your fault. Understand your client better, you need to dog deep and find out all the little details and nuances... And eventually, you'll find out why you were not closing in the first place.
Be responsible. Be credible.
Credibility = Sales.
You can dress up as a credible person. Put on a name tag.
You can print out the supporting material and show it to the customer while you're presenting the information to them. For example, you're showing them a house that is 44,000 square-feet, pull out the paper and show them the square footage... It will start adding to your credibility even though it's just a printed sheet of paper...
People believe what they see. But they don't believe what they hear.
People prefer written word, not the spoken word.
When you write a written letter, agreement, or a contract people always trust it more than spoken word.
If you have a printed article and a spoken story, which one would you believe more? Probably the written article.
Try this sometime tell a friend a story from an article and they might not believe it. But then give them a printed article and they'll probably believe it. (And by the way, a story or an article might not even be true. Like the fake news sites online...be careful with the news even for your own sake, they could give you false reports.)
So if you sell something back it up with documentation.
If you print out the material and give it to your prospect you will save them time to shop and do the research. Because the paperwork you have done will look like a research paper...
You should use in your documentation:
The rule is: don't tell, show!
It's ok to sell with emotion, but when you close a deal you have to wrap it up with logic, data and facts. Inform the buyer, because then it's easier to close a sale... If you are only selling on emotion you will not seem as a trustworthy sales person.. they might never work with you again...
You should print out and the competitor information and believe it o not it will increase your sales. Most people won't agree, but when your customers go back home and do their research on the computer they will find out the truth anyway. So why not be real and true from the beginning? Why not help them to do the research and do it with them? If you product is good and your product should be that good, then you should never be worried about showing your competitors' prices...
Give all. Give everything you have. Even if you don't have a promise of receiving back. Give out yourself and the sales will come.
Give them options, supporting data, work for free before the money...
Let me tell you a story.
There was a couple walking on the streets of Louisiana. A man approached them and ask the husband for permission to serenade his wife... Reluctantly the husband agreed and then the man dropped down on his knees before her right there on the sidewalk and started singing a beautiful song. He had such a stunning voice that it seemed as all the windows shattered in the buidlings all around them... The man sang for two minutes with his unbelievable voice. And when he finished they were speechless... The husband pulled out a hundred dollar bill and gave it to him... With tears of gratitude the man thanked them and then ran to his beat up car joining with his family. And that night that man could feed his family. All this man had to do is to GIVE FIRST (sing first) and offer his voice without even asking for money. And he received and received BIG... And you know what the craziest thing is? The couple never even promised the man that they would pay him... the man trusted, he given it all, he believed it would happen with all of his soul... And then it did...
Don't ask, just give... Predict what they will need and give it to them...
Exceed their expectations.
Pay attention to one person at a time, and give them all of your attention.
Commit to the client you have and give them 100%. You will be rewarded. Don't allow any interruptions. When they will see that you are not picking up calls and not answering emails and you are with them all the way, they will trust you and buy from you, because you given them attention and you made them important.
Serve people and help others. Take care of them. Be at their service.
Price is not a solution. Service is. Why because they will pay for service and for convenience.
For example, Holiday Inn and Ritz... It's a good example of low price&no service and high price&great service... Holiday Inn usually has rooms available. Ritz is alway booked. Price difference? $400...
Problems = opportunities for future sales. Find their problems.
No advertising can replace poor service.
So give, give, give of yourself fully...and provide unparalleled service... and people will quit shopping on price...
Don't let your customer confuse selling pressure and enthusiasm... if you ask someone for a sale and you truly believe that it is right for them it's not pressure but it's your enthusiasm and passion to sell them the right thing. In fact, don't pressure. There's a difference... Pressuring is almost like scaring them... Enthusism and passion is more like assisting them and helping them with what they need...
When you hard sell it has to come from your heart that they really need it, because it will save them or help them...
See the difference?
Grant practiced everyday for 5 years how to close on audio or the video camera and how to handle objections and he became lethal in sales...
Be persistent in hard selling. Professionals are practicing closing every day and that's how they are able to find ways to close in the almost impossible situations.
If you want to be a proffessional, practice in front of the camera and learn how to hard sell...
Don't talk too much when closing and show them written or printed material... (as we talked about in the last chapter)
Get obsessed. Take on more responsibility. Move. Start doing. Take Action.
The amount of success you have in your life is limited only by the amount of action you take.
This is so important, let me type it one more time:
The amount of success you have is limited by the amount of action you take.
Stay away from people that tell you to stop working so hard, or that you have to relax more and take it easy... You can take it easy later, but for now do your task and do your job fully, until you get AMAZING results...
You'll get used to it and it'll be a way of life.
Do you think that to become a president of the U.S., or even the president of a successful company, you have to "take it easy" and "relax"? Of course not.
It's better to take massive action without knowing half of the things I need to complete the task, then knowing a lot but not taking action at all..
Take massive action. Doing too much will almost never fail you, doing too little will fail you every time...
If you are new on the market place, it's better to contact massive quantity of prospects and even if you are unpolished and you get smaller percentage of sales, you still will make sales. The quality will come later.
Some sales people they just learn and learn and learn and they never become great, because they are waiting to become polished before they enter the market place. They don't take massive action. They are waiting for the perfect time, the perfect skill etc.. By then, it might not even matter. They might not even have a market place for selling their products... Because it's too late...
Critics will try to stop you and tell you to take it easy. But don't listen... The people that try to stop you never achieved results and they gave up on their own dreams... So all they can do is to make a comment to justify the reasons why they didn't succeed for themselves. It's not about you, it's about themselves...
Don't quit, take massive 10x action even if bigger problems come. Don't be scared if you have to pay more in taxes, bigger car and house payments, fees, etc... It's a good problem, not a bad one.
Be unreasonable, mad in sales... Overbook... Do 10x you can handle...
If you book too many appointments than you can handle, it's better than having 1 appointment that could get cancelled.
It's better for a farmer to plant more food than he can eat because if there's famine he can feed his family.
Create a power base. All of us know somebody. You have 22 people that you already know in your life. And the are your power base.
Stay in touch with your old friends, don't sell but just keep in touch. They will wonder and ask you what you do for living by themselves.
If you really believe in your product you won't have a problem to sell it to your power base, because you will not pressure anyone to sell it and they naturally will want to help you out.
Keep in touch with them at least once a year, even if you just send them just 1 birthday card.
Ask those 22 people if they know others that might need your product.
Help your power base...
Don't forget if you don't sell your product to your power base someone else will.
Why is power base better than a new customer? They already trust you.
Review the complaints from your power base. It will help you to find new opportunities.
Problems = Opportunities.
Another advantage of power base is that after the first sale they will likely do business with you 2nd time and the 3rd time... However, you must follow up and make them as your friend...
Most sales people quit talking to their customers after they close the sale. Big mistake. The customer will not drop out from the planet Earth. They will continue buying houses, cars, clothes, watches, books, etc...
So if you follow up you can get another sale and another sale from the same person you already know. And to close them 2nd time will be a breeze... As you already know that the hardest sale is the first sale...
Stay in touch. Follow up... Don't neglect your previous customers.
Call them. Dine them. Wine them. Send the presents. Continue to show interest. And they will buy from you again and again.
Most folks say they, "I don't have time. I'm busy." But the most successful person in the world has 24 hours as you, as I, as anyone...
The average person watches 3 hours of television per day which translates into 65,700 minutes of TV in 1 year. By the way as a side note, if you are on Youtube, Facebook, News, or another social media and it's not work related, treat it as watching TV... The new generation replaced TV for a smart phone.
65,700 minutes lost per year. Oh my gosh!
Do you think you could make a 3-minute sales call? If you close just 1 phone call out of 100 phone calls... Wow... just 300 minutes later, you could be richer and we wouldn't touch the tip of the iceberg of your 65,700 minutes lost... 65,700 - 300=65,400
If your clients do not communicate over the phone, then you can email, Facebook message them, Skype them, Video call them, take them for a coffee, invite them for dinner, etc. Just communicate with them somehow. Figure it out.
Imagine you are playing the soccer championship... You have 5 minutes left until the game is over.. When it's over, it's over... You either win or you go home lost... Do you run around like a headless chicken? Or, are you going to try to place the goal and make it happen?
Time is running out for you and for me, for all of us. It's a ticking bomb... Are you going to run like a headless chicken or are you going to place the goal? Or, at least try to place the goal?
You control time. Don't let the time control you.
Be the master of the clock, not a slave to it.
Rich people buy time. Poor people waste time.
Eat lunch with buyers and prospects, not just with friends.
Great attitude is worth more than a great product.
People prefer paying more for an agreable, positive and enjoyable experience than they will ever pay for a good product.
Who doesn't want to feel good. Who doesn't want to be right? Who doesn't want to be smiled at and agreed with?
Buyer is moved by positive, competent and confident people more than he/she is moved by a great product.
Stay away from negative people, they are toxic and they are really bad. They leave garbage in your head. If you invite your friend to your house would you allow them to leave their garbage in your leaving room? No. So why would you allow anyone leave garbage in your head?
Treat positive people as millionaires.
Positive people are luckier because more people help them, they get tipped more... People admire a smiling person that's always in a good mood... Because after seeing a smiling girl or a guy will make you happier even if you had a bad day...
Great attitude is worth it all... On the other hand bad attitude people always cry... the customers are bad, I didn't get any tips, I hate my job, etc.
There's nothing more valuable to anyone than a positive person.
People will always act according to your attitude. They are not acting according their attitude, they are acting according to yours. If you're getting negative responses it's because you're negative.
If you're negative most likely they will be negative to you.
If you're positive(genuinely) they most likely will respond positive to you.
Positivity is contagious.
Entire economies could be frozen or even wrecked by bad attitudes. If the news says we are going into recession we will be in one. If you listen to it long enough you will believe it and it will become real for you. You'll stop investing, you'll become scarce with money, food, investments... ouch... It's an epidemic. What do you think it does to your mind? You're being manipulated every day...
It's been proven in medicine that the placebo pill can improve a medical condition of a person. And if the patient believes it will help somehow it does...
When you promote abundance, you'll get more of it... It's as simple as that.
To stay positive here's what to avoid:
A great recommended book to read about how to become more positive and how to get rid of negativity called Dianetics by L. Ron Hubbard
Grant meets his future wife Elena that was completely disinterested in him so he had to figure out a way to get this girl anyway he could...
But since he really wanted to meet her he started coming up with ideas how to do it... She cared less... He called, but she didn't respond...
Grant sat down and wrote down all of the positives he could offer... And then he came up with why he would be a a great material to be in the relationship with her.
Then he started calling anyone that might know her and put it out there that he's interested in getting to know her and everyone who could help him to get to her... That's the power base (read previous chapters). And then he decided to call her every month until he was finally able to break through to her...
It took almost 13 months. He left nice little positive messages. But she never returned any of those 13 phone calls.
Grant was unreasonable and kept on going...
He was selling him(product) and he was certain that the sale will happen eventually...
Through the power base he discovered that his friend had a girlfriend that knew Elena and Grant started getting to know his friend's girlfriend... He said to her look I want some updates, and I need to know what it's gonna take to meet Elena... Put a good word for me to Elena...
Grant was working his power base and a referral that it connected to the prospect...
He asked his friend's girlfriend, "why Elena wasn't responding? Can you help me out here?"
The girlfriend told Elena that she should definitely go out with this guy Grant that she knows.
Elena resisted and still didn't want to go out.
Then Grant asked his girlfriend, "Please tell me, what is the objection? What is the problem? What can I do?"
"I need to handle the objection", Grant said.
His girlfriend replied, "She doesn't like short guys, and she doesn't like the business type of guys and that he isn't my type"...
It really sounded like a complaint and not an objection. But he knew he had to figure out something. Giving up wasn't an option.
He decided to call and he thought to myself, "I have to agree. I have to be in agreement with her and then try to close the sale"
Then he called her and said: "Hey it's Grant, I've been bugging your friend to get to you, and I'm not a stalker, I'm just interested in you. I have no intention of giving up until you give me a chance. And by the way, just an update, I'm growing".
Still Elena didn't reply.
In the next few days he ran into his buddy who was trying to date Elena but he said... She's not interested in relationships. She's into guns and being an actress.
Grant, called the best gun trainer in L.A. Gun Club and booked an appointment with him for the weekend. By the way, that's what's called being genuinely interested in your prospect. Also there was a commitment. Being interested and committed will really help going toward the sale...
Then he called Elena and said, "Hey Elena, I booked the shooting lesson with the best trainer in L.A. I have all the weapons we need, all the ammo for all morning."
51 seconds later... she returned the phone call for the first time.
They had the first date that Saturday and 1 year later they were married.
His wife was the hardest sale he's ever had.
Grant did more of "give, give, give" and he made a sale... And it was an honest sale where no one was pressured, tricked, or lied to... It was quite contrary, the prospected was liked and loved...
If you get the whole book it also has the BONUS chapters which I really recommend. you can get this book by clicking below...
In the next few chapters I will review just a small little bit. There's so much gold that you really need to get this book.
The next chapters 18-26 will be only mini chapter reviews...
Some of the coolest things I learned in this chapter:
When you sell ask what they buyer really wants. And then present your product specifically to what the buyer wants are...
If you are a realtor and you're trying to show a house, maybe the most important thing to a buyer is not looking at the bathrooms... Maybe it's the views of the property . Grant, for example, loves the views. Show me the views. I want to see the views. Show me the ocean...
Some other people might like cooking. So you have to adjust to your clients and ask them, "What is important to you".
So the key question is talk to the prospect and find out, "what is important to you?", "what is the motif of them shopping for your product", "why do you want to buy this"?
Always make a proposal.
Make your success an obligation. Most people demand two things in this world: "oxygen and food".
You need to demand your success, just as oxygen and food. You see when you can't pay for your food you also can die. It's the same if you don't have food... If you don't feed yourself, you do...
"I ain't got time", she said... When did you have time to breathe the oxygen? If you taking your life as seriously as breathing as an obligation it will change everything for you.
Demanding your success is vital and not "evil" as the society wants you to think... It's for your own good...
Are you fulfilling your potential? 1 to 10? Demand it. Take is as your life depends on it.
Next, do you have plans? Do you have family plans? Business plans? You need to have a great plan to get to your destination.
Commit to your success, your family, children, career, client, your life. Take responsibility. Be honest with yourself.
The reason you are not successful because you are not sold enough to be successful... Get serious and don't stop. Get obsessed.
Spend time on your self improvement. Get books and seminars. Watch videos. When you drive in your car listen to self development books.
It's all about training. If you are in sales, you need to rehearse the sales situations everyday. Ask your friend to prentend to be your client. When your client says, "let me think about it", "nah, I'm not interested", "the price is too high"... Do you drill. Get your replies smoother... Be like a tennis player - practice... or like a Navy Seal - do the next drill and the next, quicker...
Read books. Rehearse. Do sales trainings.
Do it every day. Not 20 years ago. It should be practiced.
Trainings should be done in short segments.You can have 2-5 minute trainings... You can have 1 minute, 30 second training. Watch a video training specific to one problem.
Become present on the social media.
Become known, so when people are looking for you, they'll find you.
To be unknown is worse than being broke. It's the #1 problem every business fail. You have to be thought about.
Use the social media. Don't let social media use you.
Don't go to Facebook to read, go there to post.
If you have somebody complaining about you, go and handle them. Ask them, "how can I help you?"... And see if you can help them somehow. Ask them, "what I can do to improve?"
Turn a problem into an opportunity...
Some people are not complaining but they are haters or vampires. Walk away from them and IGNORE them.
Expect people to complain about you. It's normal. And it's good news. Because after they "hate" they "admire".
Have a plan.
Write things in the past tense.
I have a billion on my account. I own a billion in the real estate.
I got 10,000 sales of my book that year.
Be everywhere. Be on every channel. Be on every media. Linked In, Facebook, Twitter, snail mail, ad, lunches, inflatable monkey... Be everywhere, as long you're in front of all people...
Commit to working your plan every day. Schedule your plan. Do you really want to make it? Then, commit.
Do whatever it takes.
Exceed the expectations.
Be the most ethical person you know.
Examples of being ethical, not just stealing or lying: call your client back, get the work you promised you're going to do, deliver on your commitments and responsibilities.
Turn off the push notifications on your phone. Filter the information that's going through your phone and then to your head. 99% of garbage is being dumped on you right from your phone and your iPad.
In other words, control where you're getting the data from... Get it from the eight sources like training videos and successful people's books and blogs.
Commit to quit making excuses.
Commit to making your dreams a reality. Do something about your dreams every day.
Be proud, be positive.
Dress for success. Be the best looking person in the room. Look stunning. It works.
See the sale. You have to see the sale even before the customer can sees the sale. If you don't see the sale, you won't have any.
Be sold on your offer. If you're sold on it and you are 110% sure it's amazing, then the sale should be easy. The problem is that most people don't even own the product they sell..! How bad is that? No wonder they can't sell because even themselves they do now believe in the product enough to own it.
Be in agreement with your customer even if you don't agree.
Spending more time with your client will kill the sale. In fact, people like wasting their time talking about nothing significant. People avoid time wasters! Speed up the time. Spend quality time with your customers and you can have more sales than ever.
Assume the close.
Always persist on the close and ask one more time.
Rejection is an illusion created by the person experiencing it. It's like gravity which you can not get rid of because everywhere you go somebody somewhere will say "no" to you more than they will say "yes". It's just human nature. It's totally normal..
In this life, most people walk around like victims. Because they are sold in someone else's reality or someone else's agenda.
Rejection is an experience by those unwilling to be responsible for the outcome.
Negative surroundings or negative environment. If you are in the negative environment you will be surrounded by zombies... or "average" people... The average people hate their job, hate their car, hate their life, they don't make enough money, and they pull you into their gravity... Negativity is a disease... Negativity is contagious. Break away from those trying to stop you...
News is negative. Stop feeding yourself negativity... If the news ain't good change the channel.
Make these signs and put it in your office:
Show me just 5 of your friends and I will tell you who you are and what you're worth.
Be disciplined. Your business will punish you if you don't get disciplined. Self manage yourself. Practice discipline. It could be the deal breaker!
White space on the calendar can bring disaster. Make a plan with the tight schedule.
Show up early. Stay prepared. It'll help you start a great day...
Create your economy. Create your market. Like Steve Jobs created a market on its own, like Mark Zuckerberg create a market on its own, create your own economy where you make the rules and where you are in control.
Competition. What are you doing competing? Stop competing - dominate your category. Become the guy to go to. Champions don't compete. They dominate. Dominate your category. Differentiate.
If somebody says that, "I can get the same product down the street cheaper", then all you have to say, "yes, but the product down the street doesn't come with me."
Follow up over and over. Relentlessly... Call them personally... You have to call the 6-8 time to get their business... It could take 1-2 years before the sale happens...
Demand Control. Be in control. It'll put you closer to your dreams.
Sales is a numbers game to some degree.
Fill the pipeline full or loaded. Overbook too many prospects.When you lose a client, you got more lined up and your business will not stop.. Don't be depended on one client only.
If your prospect doesn't return your call, it doesn't mean anything. Nothing... Call them 15 times until you get a sale... They could have been on vacation, or they were busy that day, or maybe this, maybe that, or maybe maybe...whatever. Never make them guilty that they never called you back...
Fear. The truth about "FEAR" that it doesn’t exist. It's a boogie man... It's not even real... You've never seen it heard it... Whatever FEAR is.. don't let fear use you... be in control and use your fear... When you fear, that's an indicator that you have to go and do it...
When you FEAR something, go and do exactly what you fear... Usually, that's the thing you should be doing... Usually what you are afraid, which is out of your comfort zone, should be the #1 task on your things to do...
Refuse to be a slave to FEAR. I refuse to have the FEAR to be a master of me.
Instead, I'll use the fear to take action.
How do you use the FEAR to take action? I'll make a phone call because I'm afraid or it.
I'll jump from the airplane because I'm afraid of it.
I'll have my own TV show because I'm afraid of it.
I'm going to meet that person because I'm afraid of it.
I'll do my ___[next task]______, because I'm afraid of it.
Most of afraid to look like an idiot.
"Looking like an idiot" is far far away from actually "being an idiot". Remember that. Stop thinking that... In the large picture of your career, being scared that you will "look like an idiot" are not existent.
Whether you are on the stage. When you are on the video, podcast, TV show or when you are out there, your fear stops you from being GREAT.
Eat with clients all the time.
Meet new people every day. Go out and meet people. You won't meet people at your living room or in your garden... Go and start meeting people every all the time and talk.
You're an introvert until you are an extrovert. When you decide to be an extrovert you just go to coffee shops and say hi. You go to the gym and strike a conversation while you're working out... etc... Don't fear, don't wait on the couch at home, go and do things and people will be there waiting for you to start the conversation... Most of the time people don't have a problem to talk for a minute or two...
Inability to take action phenomenon.
If there's a fire... You will get up and start doing something... You will be grabbing things. You will be taking important things and get the hell out of your house... Yet, you wouldn't call an urgent client, or contact somebody who could give you a paycheck...
Don't be a victim. Be pro-active. Don't give control to your competitor. Take your control in your hands. And serve the client the best you can. Dominate.
Ask for the sale anyway. Ask for the order regardless of the situation. Even if you feel it's not gonna happen, still ask... Many times you'll get an order...
People will violate the budget. Most people will spend more than their budget. For example. Here's a scenario. One day you were shopping for a car and you thought you'd buy a car for a certain price, but then somehow you went and bought a car that was $5,000 higher... That wasn't your budget, was it? This happens all the time, in personal life and in business.
Always ask questions. Ask and also listen. If you listen you will know how to customize your answer to make it the right thing. If it's real estate and if the buyer is interested in the views of the house... Show houses that have great views...
Price objection is almost never a problem... "Too high is a myth".
Be persistent. Persistence wins sales.
Study. Successful people read books and study every single day.
This book is probably one of the top 5 books you should have on your desk if you are a sales person. It contains so many goodies that it's hard to resist. I'll be revisiting and rereading this book again and again. And if you don't own it yet, go and get it. It's that awesome!
Thank you so much for reading my reviews if you like it, share it!