No sale no money

no-sale-no-money.md

No sale no money

If you wanna making a successful business, you must have ability:

• To sell products or services in quantities great enough and at prices high enough.

Commisions are rewards when you produce enough.

You want to increase your income, you just need to produce more.

1. Volume - More Products/Services
2. Gross - High Prices

To do that:

• Create more action

• Improve your approaches

• Have a great attitude

• Learn your trade

• Master it

• Keep learning it

• Never stop learning it

• Commit to it

Put your trust in your personalities, and be willing in order to produce at high level.

Salespeople drive entire economies

There is no such thing as born salesperson.
And why sales is important, you know why?
The reality is, the burden of entire economy, of all our culture, rests on the ability of salespeople.
If the consumers don't buy, the factory don't need to make it.
Salespeople drive Products. Individual businesses are driven by salespeople moving products.

You are a salesman, you drive the entire economy of civilization.
This is not a part time job, it is not a little career, this is a big deal.

Important questions you need to ask to close the sales

1. If they're financially qualified
2. What are their pain points?
3. Values that matter to them?
4. What features matter?
5. What are they really looking for?

You have literally four seconds to establish 3 crucial things

Sharp as a tack

You're a born problem solver

Enthusiastic as hell

What you have must be good

Expert

You are an expert in your field

Taking control of the sale

We seek out experts to solve our problems and eliminate our pain.

It is the fundamental elements of life, and it is no difference from a sales setting.
Human, as always judge the books by their cover.

And if you are:

• Sharp as a tack ( sharpen )
• Enthusiastic
• Expert

People get this gut feeling: they want to defer to you
They will have a strong belief about you or your products/services that cannot completely be explaine.
You're worth listening to because, you can help them achieve their goals.

So the million usd value question is how?
It is your combination of body language and tonality

words(10%) + tonality(45%) + body language(45%)

Words creates concious communication

Tonality creates sharp, enthusiastic and expert ( there are 10 tonalities and the straight line system )

1. By putting their brain into search mode by adjusting your tone. Eg: when you call an old friend, use that tone when you make a call for a cold sale call.

YOu must prepare questions to seek these answers

1. Their needs
2. Their values
3. Their pain points
4. Their hierarchy of values
5. The financial qualification

Step One: Take immediate control of the conversation.
Step Two: See if the person's even right (establishing whether they are financially qualified, understand their pain points, values, and what they are truly looking for).

You don't want to waste 20 minutes for this call if they are not the right person. And so they are.

Fit: Hey X, based on everything you said to me, this product is perfect fit you. Let me tell you why?

Not fit: Hey X, based on what you said, this is not really a great fit for you. You know, i think maybe you should go elsewhere.

Gathering intelligence questions

Sales is transference of emotion so

And the primary emotion that you're transfering is certainty.

1. Resolve their problem
2. Eliminate their pain
3. Fulfill their needs
4. It's priced correctly
5. Great value proposition
6. Great cost benefit ratio

And your mission is get the person incredibly about the product, and you do that through out your presentation.

And then you gonna ask them buy or not

3 important things

1. They must love the product
2. They must trust and connect with you
3. They must trust the company that behind the product

Making your initial presentation to build massive certainty

3 steps to 10

1. Step1: Taking control of the sale
2. Step2: Using that to gathering intelligence questions
3. Step3: Making your initial presentation to build massive certainty

And if you can not make certainty greater than 7, they gonna say some things as objections
But you should use that common objections as opportunities to increase the level of certainty

Straight line looping

The art of taking common objections and addressing it, instead of trying to close, you loop it back to the 1st presentation, and make a secondary presentation that builds on top of the first.
Your first presentation focus the most on service/product. But it's framing, when you get hit of objections, you get a secondary pattern that's designed to increase the certainty both for the product and for you and also the company.

Lowering someone's action threshold

Eg: let's me ask you an honest question, what's the worst can possibly happen.
Let's say i'm wrong, it's not the greatest thing in the world. Most of products have sort of some guarantee, some sort of recision or the commitment is so small and the risk is so small, but it really wouldn't really make it's not going to destroy their life. But on the upside.
You tell them the upside, you future pace them and imagine yourself in 6 month from now, everything is working perfectly. You're feeling great. You're feeling empowered, you're making money. Just imagine that.
What you are doing is you're making them run a positive movie and tell them that the negative ad's not really negative.

Pain Threshold

You want to reintroduce the pain and amplify that pain

They are more prone to buy when they're feeling pain

Eg: "What do you think is going to happen in another 6 months? In another, you don't fix this problem now, how much worse will it get? How much is it to cost you ? How much it disempower your company, your business, you personally."
Make them admit it and it lowers their actions.

5 numbers to close the deal

They must love the product

It must trust you

They have to trust the company

Lowering the action threshold

Pain threshold

10 tonalities

First one: scarcity -> lowering your voice, as a whisper, short supply, secret
Second one: certainty -> certain voice
Third one: reasonable man -> sound fair enough
Fourth one : sincerity -> believe me,...
Fifth one : Money aside -> let me ask you a question, does the idea make sense to you? Do you like the idea?
Mystery and intrigue -> the reason for the call today, all right listen up, this is the moment of truth,..., does n't matter whether you are in this equation. This is your chance now, to take. your business and your life to entirely new level.