[0:00]Four steps to sell anything to anyone. In this video, I'm going to show you exactly how to do that, regardless of the product offer service that you guys sell. Now, I made this video off the cusp because this morning, I drove into my office and Shooter Steve over here. He pulled up to me and he wanted to make some content, he took out a pen, one of my pens on my desk, he came up to my car and he said, Daniel, sell me this pen. We literally just shot that video, we work at like 10X speed over here, we shot that video probably like an hour ago. Posted it already on social media, people love it, and I sold him this mom bomb pen, which I think is well over $500, it was a gift given to me. down in event in Germany, and I sold them the pen. And it was done in 55 seconds that video, and not just some like, hey, do you have a piece of paper to write on? or do you have a pen to sign your next deal and some stupid old trick? I broken down a tactical sales process in that video in 55 seconds, no tricks, no gimmicks. Now, of course, there's going to be a deeper conversation, okay, it was a 55-second clip, we had to cut out probably another 30 seconds of it. But there was enough context in that where it was four steps that I did to sell anything to anyone. So if you haven't went back to my Instagram, go watch that video, okay, how to sell this pen. But regardless of the product offer service that you sell, this is the cadence to sell anything to anybody. It's four steps, and what this really does is not only do you find the needs of your buyer and you're truly trying to solve that gap. But also it puts you in a position where there is no pressure inside of the conversation, and you can lead the conversation with urgency aside from pressure. So these four steps generates a sense of urgency rather than pressure. If you don't understand the difference inside of sales, most sales process and cadences where you go through different sales trainers, usually inflicts a sense of pressure. where you're telling somebody what to do instead of asking the right questions to get them to think a certain thought, so the answer is self-generated themselves, which is urgency. If you want to write this down, the difference between pressure and urgency, pressure is a conflict of internal values. It feels sticky and icky, it's like asking a series of questions where the person just has to reply yes, so they feel like they're freaking backed up inside of a corner. Urgency is asking the right set of questions so the prospect generates them answer themselves. It's like if a couple is going to a movie theater and the movie starts at 8:00 p.m.. The movie theater is not calling them and saying, hey, the the movie is starting at 8:00 p.m., but it's 7:30 and the guy's, you know, in and out of the shower now, the wife, it's 7:40, she's taking a while in the shower, babe, come on, this movie's starting at 8:00. By the way, the cinema is not calling them saying, hey, by the way, the movie's starting at 8:00, you better act. There's no pressure by the AMC theaters, by the cinema. Now it's 7:45, he's like, come on, babe, it's not a fashion show, she gets ready, they're headed out the door, it's 7:51, he forgets his wallet and, you know, inside, he busts back inside of the house. By the way, theater's not calling them saying, there's nine minutes till the movie starts. There's no pressure. It's all self-generated. 7:52, he's back in the car, he's flying on the freeway, by 8:03 p.m., they know they're about three minutes late, he's game planning now with his wife, babe, you're going to pop out. Out of this car, you're going to get the popcorn, I'm going to park the car, you're going to. Once that lady or that guy pops out of the car to jump inside of the lineup, that's where the sale's made. By the way, the theater didn't call them saying the movie started. Why is the sale made right there inside of my weird sales brain? For one reason and one reason only, because there was a sense of urgency instead of pressure. And that right there, when she pops out, I'm like, boom, urgency instead of pressure. How is there a sense of urgency? Well, urgency itself generated. Urgency comes from the thought of the prospect. See, the couple when she pops out of that car, I'm like, boom, urgency inside of pressure. I wish every single salesperson had the ability to get their prospects to act like that couple that was popping out of the car, why? Fear of missing out, fear of missing out on the credits or fear of missing out on the on the previews, on the upcoming movies, on the best seats, on the popcorn, on the tickets. All self-generated. The company, the sales people, making the money, the commission, the actors, nobody called them and said the movie's starting. The question becomes this, how do we get that done inside of a sale? So, I'm going to lay you guys out a four-step sales process, very simple, where you can hold your posture, lead the sale, and go off of a cadence. Now, of course, is there going to be micro steps within this four because I know people are going to, but there's nine. There's going to be micro steps and micro questions within this four, and we get deeper inside of my sales school if you guys are not part of it. Um, it's completely free, and I'll gift you a free book inside of it to as well, just look at the link inside of the description, we'll put my free sales game book where we're going to go into micro steps of these four, and my my my sales university and school is a companion to my book. But here are the four steps to sell anything to anyone. Step number one, it's setting the agenda and setting and selling the exit. Write that down, it's setting the agenda and selling the exit. So, if you go back to the video, when Steve said, sell me this pen, Daniel G, I said, perfect. I said before I even think about selling you this pen. I'm going to need to know a few different things about you, right? And if I'm going longer on that video, I'm going to say I need to, you know, better understand, you know, who you are, what you're doing to see if we can even support you. If I can't support you, I'll definitely show you some providers and some companies that can. If I could support you, I'll definitely show what we did, Steve, for videographers like yourself that need a pen like this. So I set the agenda, number one. That way, whenever you're ready to buy pens in the future, you have us in the back of your pocket for the future. Then I sell the exit. Number one, I set the agenda, why? I'm the barber, you sit down. This is what we're going to do. It's like you got to be like, hey, you know when a barber sits you down in the chair and sometimes the rougher the barber is, you're like, I feel comfortable with this person. Right? Like we were in Turkey once getting a haircut. And I shit you not, when I said the rougher the barber, the more comfortable you feel. We sit down in in the barber chair, this guy throws me down, slaps me in the head and Istanbul airport, smacks me, I feel so comfortable though, I'm like, finally somebody knows what they're doing. Like, like sometimes imagine the barber's like, do you mind if you move your ear? You're going to be like, dude, what, move the freaking ear. Guy pushed back my head, scrubs my face, the guy's out here. If you guys ever been to the Middle East, Europe, uh, Turkey, to ever get a haircut, you know what I mean. Sometimes the person that's a little bit rougher, you're like, okay, I feel comfortable, it seems like this person knows what they're doing. They're not always asking for permission. Do you mind if I just move your ear? You're going to be like, dude, what's wrong with you. The reason why I'm saying that is because the ability to lead the conversation at the same time, not making them feel pressure like they have to buy something. So I led the conversation, hey, sit down, this is what we're going to do. One, two, and three, one, two and three. I'm going to ask you some questions, going to figure out if you're right for us, then if you are, I'll show you that what we have to offer. If not, I'll point you in the right direction. And then I sold the exit, so there's no pressure. See, when I sell the exit, the pressure is low. Right? There's no pressure when I sold the exit, that way in the near future, whenever you're ready to invest in pens, you have us in the back of your pocket for the future so you can make the right informed and educated decision. Set the agenda, sell the exit. Then you move on to the next step, right, which is discovering the client's current situation. Bob, what are you currently using for pens right now? Nice. What, why? By the way, what are you currently using? Why are you using those pens? Okay? What's made you use them? How long have you been using them? Discovering like, by the way, current situation, what are they doing? Why they doing it? Okay?
[8:37]How long have they been doing it for? Why have they been doing it for two years? Why have they been in the same situation for two years? What do they like about their situation? What do they not like about their situation? So you're, you're just getting current data from the client, why? Because the best sales people in the world, they're visuals. They're saying the client in New York City, the client wants to go to Midtown. Um, or or the client wants to go to Brooklyn. There the the salesperson's visualizing this map or this art. And they're doing it with words and they're demonstrating it to their prospect saying, okay, by the way, you're here. This is why you're here, this is what you like about your situation, this is what's kept you here for two years. I'm not always going to bash their current situation because that's what a lot of sales reps do. Hey, by the way, Margaret, let me ask you a question. Where the heck do you want to be in the next three to six months, right? What was the motivation for booking this call? Where do you want to be? Future destination. Future destination. You got to figure out the future destination. So, hey, by the way, Margaret, I know, by the way, you're using um, you know, ballpoint cheap pens right now. Um, you switched them out every single month, you've been using them because you felt like you were saving a little bit of money, right? Um, by the way, let me ask you a question, what are you using these pens for? Oh, Daniel, um, using them to uh, sell luxury real estate, okay, nice. How much are the transactions that you're currently making on those deals? Oh, we're making about $50,000 every single month.
[10:17]You see, I'm getting data, I'm gathering intelligence and data. Because the reason why you do this is because you use it towards the end when you have to give a game plan and close. So, nice, what are you doing? What kind of pens? How long have you been using them for? Why have you been using those pens? How much are you making per transaction? What is it you do? All these questions about their current situation. Nice, Bob, let me ask you a question, what was the motivation to even look at new pens when you're using cheap pens right now? Well, Daniel, I needed to see future destination. Future desire, their future desire and destination. Okay, sales is not just going to be about pain, sales is also going to be about some sort of desire, want and need. Hey, why the heck would you even think about, you know, switching over to pens that have a lot more value that are not, you know, longer lasting, a lot more quality, have a lot more class. Why would you even think about doing something like that? Um, well, you know, I wanted to do. Okay, hey, perfect, awesome. Let me ask you a question, yes, Bob, um, do you ever feel, look, future pain, I'm going to bring in future pain now. Step one, set the agenda and exit. Okay? Step two, current situation conversation. Step three, future desire. Hey, what do you want in the future? Why are you even thinking about switching to pens like this? Why can you justify buying, you know, a higher quality and a higher priced pen? I just want to better understand. Future destination, by the way, future pain means this. Bob, I know your transactions right now are $50,000. Do you ever feel like you ever missed out or you could potentially miss out on a deal because a buyer's looking, a potential buyer's looking at that pen, that cheap $1 pen and they're like, shit, if they can't even afford a nice pen, that means they probably don't have the results from the past, and their perception of who you are, maybe sometimes gets formed from what you're wearing and what you're using. Sometimes they form that perception and they don't feel like you're the right listing agent for them and maybe they backed out of a deal and you lost a $50,000 sale. Do you ever felt like that could happen because of the car you pulled up in, the pen you're using, the watch that you're wearing, and, you know, perceptions reality and the client? Well, yeah, it could have happened, you know, before in the past two as well. Bill, and I'm just, by the way, I'm selling a luxury pen right now for $500. Okay? You guys have a much easier time when you sell a product, right? For uh $300 and the cost at CVS is $30 and a shampoo.
[13:14]Hey, by the way, um, do you ever feel like in the future, you would have to invest a lot of money into, imagine you sell a shampoo and it's $300 and the regular shampoo's $30. Do you ever feel like maybe in the future, it would cost a lot to invest in hair transplants, $5,000 in Turkey, and then the loss of work because the travel there and then wearing a hat and the loss of confidence instead of just investing the right dollars, they build the future pain. So there's a future desire, there's a future pain. Right? By the way, Bob, yes, how do you get them the job is to confirm. How do you get somebody to confirm the future desire and future pain? How do you get somebody to do that? Bob, let me ask you a question. So, you're in a situation, you want to get to B destination. Let me ask you a question, why haven't you already done that? That question right there, elicits the problem that they're experiencing as to why they've already haven't made a change. By the way, Bob, you're at $300 a month right now and you want to get to $1,000 a month in sales right now. Let me ask you a question, why haven't you already picked a sales trainer? I just want to better understand. Now, when they describe to you, why that's the problems that they get into. Well, you know, Daniel, I didn't know X, Y, Z, why haven't you already done it? By the way, Bob, there are so many different sales trainers, and if you guys want to ask this question, amazing. When somebody wants to buy your product offer service, by the way, Bob, there are so many different sales trainers, there's so many people that sell amazing pens. Why haven't you've already up the class of what you sell and put yourself in a higher bracket, higher status and higher posture around everybody else? I just want to better understand. And by the way, not just from us, there's already, there's hundreds of other people that sell decent pens and better pens or what you're probably using. I don't know if it's this type of pen, the $500 Mont Blanc pen. Push your product away when you ask a question. Remove the bias from the sale. See what I mean? Why haven't you already done it with somebody else? I just want to better understand. Well, Daniel, I didn't know. Let them elicit the problems and let the words come out of their own mouth. Then you move into stage number four, which is the game plan and the close. Now, I don't have all day, this is going to be a 20-minute video, I have to give you a game plan and close. But here's what I would say by the game plan and close. This is where you present, and if you want to write this down, amateurs present, professionals and world-class sales individuals give a game plan. Hey, by the way, Margaret, would you be open for me to providing you a game plan, like we did with Jillian and Sally that were in your exact same position over the next 90 days? So you can get out of X, Y, Z position. Yes, here's what we're going to do. I get them to agree to the game plan. This is what we're going to do with you. And I start giving them the game plan, one, two, three. So, I want you guys to master this. Great sales people package their offer, their services into game plans, why? Because when you're presenting, you're giving them direction, you're putting a shot clock, there's some sort of urgency. Because remember, your lack of urgency is their lack of urgency. The reason why people give you objections towards the end of a sale is because there was a lack of urgency. I need some time to think about it because there wasn't enough urgency in the presentation, so what sales people do towards the end, they try to use pressure and manipulative tactics to get somebody to buy something. Just sell them the game plan, hey, over the next 90 days, this is what we're going to do, one, two, and three. This is where we should be over the next 90 days. There should be enough urgency inside of the presentation, so towards the end you don't have to say, hey, by the way, if you do this today, I'm going to discount you. That's pressure. Build urgency inside of the game plan, knock off the objections inside of the game plan. With the objections are, by the way, this is going to help us save some sort of money. Your game plan has to knock off the objection about money, has to knock off the objection about, they need some time to think about it. There's going to be urgency inside of the game plan, and it's going to knock off the skill objection, which is I don't feel like I could do something like this. That's also going to be inside of your game plan. So when you give a game plan, right, you have to knock off the objections, there has to be enough urgency and there has to be a shot clock. By the way, I go deeper on how to do this inside of my sales school. If you guys are not part of my sales school, click the link in description, see how I build out one of the most powerful game plans because I believe this. Amateurs freaking present products, professionals and world-class individuals, they give game plans specified towards the prospect and the potential buyer that they're speaking to. They talk to the buyer, not at everybody, and that's the difference. And then the close is very simple. Hey, by the way, would you be against Margaret, implementing this game plan to get X, Y, Z in the next 90 days so we can move forward with what you told me you want in the beginning of the conversation. Would you be against implementing that game plan for an investment of $500 today? No, the close is simple. Would you be against getting X, Y, Z results that you told me you want in the beginning of the conversation, right? So we can move forward, so you don't experience, so you don't experience X, Y, Z that you did in the past. Would you be against investing $500, so you don't experience that in the future? It's simple. Would you be against implementing the game plan so we can take care of X, Y, Z, so we can move forward and gain A, B, C. Now, by the way, this is why it's on YouTube, you can pause and rewind exactly how I close them. You wouldn't be able to do that close if you didn't know their current situation, their future desire, their future pain, and the game plan that you set in place, you would never be able to use that close. These are the four macro steps, these are the core steps that you need to master. And I'm going to go deeper inside of my sales school, like, subscribe to this video, leave a comment if you're not yet. I'm going to show you how to give a deeper game plan, go deeper on the current situation questions, go deeper on the future destination questions. And, by the way, how to close the right way. I appreciate you guys. If you haven't yet subscribed to the channel, subscribe, send me a like on this channel, okay? And then as well, click the link in this description. If you don't yet have seven days free access to my sales school, click the link in this description, get involved and I'll see you guys on the next training video.
