How To Become The Greatest Sales Person In The World — Transcript

Full transcript

1. 0:00congratulations you're watching this
2. 0:01video because you want to be better at
3. 0:02sales and you are about to discover what
4. 0:04it takes to be better at sales because
5. 0:05you're listening to someone right now
6. 0:07who's done millions of dollars in sales
7. 0:09I've done millions of dollars in sales
8. 0:10one-on-one nose to nose toes to toes
9. 0:12belly to belly across the kitchen table
10. 0:13I've done millions of dollars in sales
11. 0:15on the internet I've done millions of
12. 0:17dollars in sales from the stage in fact
13. 0:20just last week as crazy as it sounds
14. 0:22just last week
15. 0:24I did a presentation where we did 3.1
16. 0:28million dollars in sales in about two
17. 0:31and a half hours so I'm not going to
18. 0:34share with you any Theory today I'm
19. 0:35going to share with you the secret
20. 0:37psychology of sales success how to
21. 0:39become the greatest salesperson in the
22. 0:40world not ogmandino greatest sales
23. 0:43person in the world but how to become
24. 0:44the greatest salesperson in the world
25. 0:45that you can become and if you'll do
26. 0:47these three things it's going to change
27. 0:48your sales life forever so if you're
28. 0:50ready get your pen and paper handy
29. 0:52because I got some writer downers for
30. 0:53you here we go number one if you want to
31. 0:55be use the secret psychology of sales
32. 0:57success number one don't be greedy
33. 1:00now Myron what's your definition of
34. 1:01greedy my definition of greedy is
35. 1:04Desiring your outcome more than you
36. 1:07desire their outcome it's Desiring
37. 1:11greedy is Desiring more than you deserve
38. 1:14to have because of the work you've done
39. 1:16that's greedy like overcharging or
40. 1:20underperforming both of those are
41. 1:21attributes of greedy people so on the
42. 1:23front end you can't overcharge now I
43. 1:26charge that's coming from somebody who
44. 1:27charges a lot of money for people to
45. 1:29work with me but I don't overcharge say
46. 1:30what do you mean well we've got my inner
47. 1:34circle which is 155 000 we've got our
48. 1:36King Solomon's Court which is 55 000 we
49. 1:38have our VIP days which are 350 000 we
50. 1:42have our
51. 1:43um King Solomon's royal family which is
52. 1:45a million dollars a year those by the
53. 1:46way all those prices are yearly prices
54. 1:48now I'm telling you I've got these high
55. 1:51prices and I'm saying don't overcharge
56. 1:53well Myron aren't you overcharging I'm
57. 1:55not overcharging because the people in
58. 1:57who do what I teach them to do we've got
59. 2:00people that are we got dozens and dozens
60. 2:03of people who've earned million dollar
61. 2:04day awards for doing over a million
62. 2:06dollars in Revenue in a single day we've
63. 2:07got even dozens more who've got 100K day
64. 2:09Awards I think last year we had five
65. 2:12people who got a five million dollar day
66. 2:14award and last year we had one person
67. 2:16who did 11 million dollars in a single
68. 2:18day in Revenue so so when I say don't
69. 2:21overcharge I'm not saying don't have
70. 2:23premium value offers of course that
71. 2:24premium value offers have a five
72. 2:25thousand dollar offer or ten thousand or
73. 2:27Twenty Thousand or thirty thousand or a
74. 2:28hundred thousand or three hundred or
75. 2:30whatever whatever matches your ability
76. 2:33to fulfill so
77. 2:35charging a high price and overcharging
78. 2:37aren't the same thing I I feel like I'm
79. 2:40over charging somebody if I can't help
80. 2:42them 10x their investment into the
81. 2:45service that I provide by the way when
82. 2:47somebody invests into a service I
83. 2:49provide they're not investing in me
84. 2:50they're investing in themselves through
85. 2:52me so if you invest in yourself through
86. 2:54me then I'm going to make sure that I do
87. 2:58everything in my power to help you 10x
88. 3:00that investment so somebody pays me
89. 3:01fifty five thousand dollars is because I
90. 3:03know if they do what I teach them to do
91. 3:06they can make 550 000 in the next 12
92. 3:09months and a lot of it doesn't take that
93. 3:11long so if I charge somebody 155 000
94. 3:13because I know that in the next 12
95. 3:15months they can make 1.5 million dollars
96. 3:17I like there's no doubt in my mind about
97. 3:19it if I charge somebody 350 000 for a
98. 3:21VIP day I know they could make 3.5
99. 3:24million dollars in the next 12 months if
100. 3:25they do what I say so
101. 3:27don't be greedy don't overcharge like
102. 3:30just because okay for instance I've got
103. 3:32a friend who wrote a book called high
104. 3:34ticket book secrets and you had books
105. 3:35that he had one book that he sold for
106. 3:36two thousand another book you sold for
107. 3:38five thousand and people bought them
108. 3:40that's great
109. 3:42but that doesn't mean I need to sell
110. 3:44click an order for brick and mortar or
111. 3:46trash man to cash man or boss moves for
112. 3:48two thousand to five thousand dollars do
113. 3:50I think it's worth that much do I think
114. 3:51somebody could make could 10x their
115. 3:54result 100 if I sold Boston moves for
116. 3:57five thousand dollars somebody could
117. 3:58easily make fifty thousand dollars we
118. 3:59got a guy in our Inner Circle who bought
119. 4:01boss moves and within two months made
120. 4:03eight hundred thousand dollars right
121. 4:05from the stuff he learned in a book that
122. 4:07we sell for thirty dollars so yes
123. 4:10yes I charge a lot for the things I sell
124. 4:13but I don't overcharge okay that's
125. 4:16number one don't be greedy that's a like
126. 4:18don't be greedy number two don't be
127. 4:19needy what does that mean don't need
128. 4:22people to buy don't sell because you
129. 4:24need to make some money right don't and
130. 4:26if you do need to make some money that's
131. 4:27fine you need to make some money we all
132. 4:28have to make some money but don't be
133. 4:30thinking about the fact that you need to
134. 4:31make a sale when you're selling like one
135. 4:34of the reasons I'm good at selling and
136. 4:35you will get better at selling if you
137. 4:36just totally divorce yourself from the
138. 4:38need for a yes like I don't tell me yes
139. 4:40or tell me no tell me now I gotta go
140. 4:43right
141. 4:46swn what does that mean some will some
142. 4:48won't so what someone's waiting next
143. 4:51like stop trying to talk people into
144. 4:54buying what you sell don't be needy
145. 4:57selling is not convincing when you're
146. 4:59trying to convince people you come
147. 5:00across as need when you come across as
148. 5:01needy nobody wants any nobody wants to
149. 5:04buy anything from you nobody wants to
150. 5:05buy something from you to do you a favor
151. 5:06nobody wants to buy something from you
152. 5:08because you need the money nobody wants
153. 5:10to buy something putting you from you so
154. 5:11you can feed your children they don't
155. 5:12care about you that much these I mean
156. 5:14it's not that they hate you they just
157. 5:15don't like you that much so instead of
158. 5:17being needy I need to make a sale I need
159. 5:20to make a sale like divorce yourself
160. 5:21from the need to make a sale and
161. 5:22understand the principle of the law of
162. 5:24averages by the way everybody in sales
163. 5:27has an average like some people have
164. 5:29lower averages than others some people
165. 5:30have higher averages but everybody has
166. 5:31an average so out of every so many
167. 5:33presentations you make you're going to
168. 5:34make X number of sales so let's say your
169. 5:37average closing rate is 10 that means
170. 5:40every 10 people you do a presentation
171. 5:41with you're gonna make one sale Okay
172. 5:43cool so if your offer is five thousand
173. 5:46dollars and you want to do five thousand
174. 5:48dollars in Revenue a day you need to do
175. 5:4910 presentations a day you'll make five
176. 5:51thousand a day 5 000 a day times 30 days
177. 5:54that's 150 000 a month it's better than
178. 5:56a sharp stick in the eye Right Use the
179. 5:59law of averages to your favor go out and
180. 6:01have enough sales conversations in a row
181. 6:04to figure out what your average is so
182. 6:07that when you know what your average is
183. 6:08you you will understand that you don't
184. 6:12need to make the sale you need to make a
185. 6:14sale but it don't need to be this one
186. 6:16right and so what happens when you come
187. 6:19to that conclusion is you'll stop coming
188. 6:21across as desperate to people and you'll
189. 6:23make more sales one of the watch this
190. 6:27it's kind of like the Boy Meets Girl
191. 6:29scenario right boy meets a girl
192. 6:32boy's crazy about girl this girl thinks
193. 6:35boy is creepy
194. 6:36right here's your problem a lot of
195. 6:38people that you're selling to think
196. 6:39you're creepy the creepy salesperson
197. 6:41right Boy Meets Girl girl's crazy about
198. 6:44boy boy thinks girl is crazy
199. 6:46why because
200. 6:49if they were smart they couldn't surely
201. 6:51they wouldn't like me that much right
202. 6:52that's I mean that's the subconscious
203. 6:54thinking that we have right and so we
204. 6:56want somebody who plays hard to get
205. 6:59in a relationship well guess what in a
206. 7:00sales relationship you also want
207. 7:01somebody who plays hard to get you want
208. 7:03to be the hard to get salesperson you
209. 7:05want to be the person who when you're
210. 7:08making a sale you don't come across as
211. 7:09needy
212. 7:10don't be needy
213. 7:14and then when I say don't be needy there
214. 7:16are a couple different kinds of needy so
215. 7:17you don't want to be you don't want to
216. 7:19be a neater of Kneaders
217. 7:20right and that's what a lot of people
218. 7:22this is one of the biggest mistakes
219. 7:23sales people make they're a needer of
220. 7:24needers they need people to need them
221. 7:27because that's how they feel important
222. 7:28like I don't need you to need me like I
223. 7:30am not essential to your equation I
224. 7:33don't want to make myself essential to
225. 7:34your equation because then you might be
226. 7:35knocking at my house on my door four
227. 7:37o'clock in the morning and I don't want
228. 7:39to get up to come answer the door so I
229. 7:42don't need you to need me don't be a
230. 7:43needer of needers
231. 7:45don't even be a needer of leaders
232. 7:47be a leader of leaders lead people to a
233. 7:50sale don't need people to make a sale
234. 7:52here's what's really cool there are
235. 7:54already right now
236. 7:57hundreds thousands
237. 7:59tens of thousands hundreds of thousands
238. 8:00perhaps even millions of people maybe
239. 8:02even tens of millions of people in the
240. 8:03world who would love to buy what you
241. 8:05have to sell if they only knew you
242. 8:07existed
243. 8:08so don't be needy
244. 8:11somebody's going to say yes just know
245. 8:13that I love what Tom Hopkins said
246. 8:16um in his book if you make five thousand
247. 8:18dollars per sale and you have to talk to
248. 8:2010 people to make a sale and don't look
249. 8:23at the fact that you got paid five
250. 8:25thousand dollars for that one yes look
251. 8:28at it from the standpoint you got paid
252. 8:29500 for each of those conversations
253. 8:32because it's like a minor mining for
254. 8:34gold
255. 8:35it's like a minor mining for gold
256. 8:38in order to find one ounce of gold you
257. 8:40have to move tons and tons of dirt
258. 8:42but you don't look for the dirt you look
259. 8:43for the gold I'm not calling people dirt
260. 8:46but I'm saying you got to go through a
261. 8:47bunch of nose I'm calling the nose the
262. 8:48dirt that you have to move to get to the
263. 8:50yes of the gold okay so don't be don't
264. 8:53be needy don't be greedy don't be needy
265. 8:55what should you be you need to learn to
266. 8:57be seedy what is seedy how do I how can
267. 9:00I be seedy I'm not talking about that
268. 9:01kind of CD you want to be you want to be
269. 9:04seedy which means you're planting seeds
270. 9:06you understand that every word that
271. 9:09comes out of your mouth is a seed every
272. 9:11deed is a seed every thought is a seed
273. 9:14that you're sowing into the garden of
274. 9:15your future
275. 9:16every every time you make a sale and you
276. 9:19fulfill on the last sale you made that's
277. 9:21a seed that's a seed that grows a
278. 9:24reputational garden right and so you're
279. 9:26going to be known for the fact either
280. 9:28that you get like you produce results
281. 9:30for people or you don't so if you make
282. 9:33your life
283. 9:35a life that is aware of the fact that
284. 9:37every thought is a seed so how I think
285. 9:39about the people I'm selling to that's a
286. 9:40c
287. 9:41every word is a seed how I talk to the
288. 9:43people I'm selling to that's a seed but
289. 9:46also
290. 9:47um all the money that I spend that's a
291. 9:49seed so understand if I if you don't if
292. 9:53you'll just stop being greedy stop
293. 9:55trying to make money that you don't
294. 9:56deserve you'll stop being needy stop
295. 10:00needing people to need you stop being
296. 10:02you know I got to make this video you're
297. 10:03going to make yourself stop being
298. 10:04desperate
299. 10:05but you'll be seedy and sow good seeds
300. 10:08everywhere you go I love frank Hearn
301. 10:09says it's one of my favorite quotes
302. 10:11one of the things you got to do is you
303. 10:12got to prove to people that you can help
304. 10:13them
305. 10:14by actually helping them
306. 10:17there's nothing that will be better for
307. 10:19you selling
308. 10:20than the community service content that
309. 10:22you provide in the world what is
310. 10:24community service content man what does
311. 10:25that mean that means the stuff that you
312. 10:27put out in the marketplace for free if
313. 10:29it helps people
314. 10:31oh they gonna come back and pay you like
315. 10:33this YouTube channel I've had people
316. 10:35tell me that from a free YouTube video
317. 10:37they went out from one of my free
318. 10:39YouTube videos they went out and made
319. 10:40250 000 from a free video so if my free
320. 10:43videos are helping you eventually you're
321. 10:45gonna come pay me and if you don't oh
322. 10:46well I didn't need I don't need the
323. 10:48money anyway so we we all gonna be all
324. 10:50right so if you want to become one of
325. 10:51the best salespersons greatest sales
326. 10:53people in the world
327. 10:54and you want to understand the secret
328. 10:55psychology of sales success don't be
329. 10:58greedy don't be needy be seedy because
330. 11:01if you will before you know it you'll
331. 11:03reap what you sow here's the interesting
332. 11:05thing about reaping what you sow
333. 11:09you reap what you sow that means
334. 11:11whatever kind of seed you sow that's the
335. 11:13kind of harvest you're going to read
336. 11:14but you reap later than you sow that
337. 11:16means you don't necessarily sow the
338. 11:18seeds today and reap the Harvest today
339. 11:20you reap later than you sow but here's
340. 11:23the beauty of it you always reap more
341. 11:25than you sow you plant one seed you get
342. 11:28a whole tree
343. 11:29that's the beauty of reaping what you
344. 11:32sow so don't be greedy don't be needy be
345. 11:35seedy and you can become one of the
346. 11:37greatest salespeople in the world by the
347. 11:39way you want to check out a really good
348. 11:41video check out my TED Talk That tedx
349. 11:43Talk is fire it'll really help you
350. 11:45understand the art of persuasion at
351. 11:48another level thanks for watching in the
352. 11:50meantime in between time I look forward
353. 11:51to seeing you in the next video