Transcripts
1. Introduction: There are certain
things that you do, even if you're not aware
that you're doing get. One of that is selling. You're always selling
as a human being. Once you step outside the door, you are either selling
or being sold to. But you may not be able to perceive something
like this if you don't understand the true
definition of what it means to sell in this
beginner's class on selling, you will understand
the definition of what it means to sell, where many people go wrong
in terms of selling. Effective frameworks in
order to sell like a winner. A plus plenty of other topics that you are not taught before. If you're ready to learn
how to sell better, I look forward to
seeing you inside.
2. What Are Sales?: Selling is when your
idea is accepted or you're having someone
else's idea accepted. Let me give you a few examples
of this because I'm pretty sure this is a definition that
you've never heard before. Ideas being accepted. That's what separates humans from a lot of other species out there were capable of
communicating ideas. And certain ideas
will grow with us. And sudden, some ideas are
just going to wither away. Think about the stop sign. What exactly is making you
stop at the stop sign? One part you may be like, Okay, if I don't stop
at the stop sign, then the cop he's going to find me and he's
going to give me a ticket. Sure. But that's a derivative. When you're really
just looking at this piece of metal that's red, that has a couple
of letters on it. What does it evoke within you? You have this idea
that you do not go without at least
stopping and then going. Now granted, some
people who will just act as though the
stop sign doesn't exist. But if you are one
of those individuals that takes the stop
sign seriously, then this idea has
been sold to you. Another example are red, yellow, green in terms of
the stoplights. Other times, let's
say you're in a club. The board members have to
be there every Thursday, 1 h early for the board meeting. Who says this? Well, those are the rules. And if you accept the rules, Then you have been sold. The idea, our goal in terms of selling is to have
someone except our idea. That's the nutshell of it all. But how we do that is
where the process lies.
3. Why Many Fail At Sales: What many people get
wrong about cells is that they're trying to sell
themselves alone. They're trying to
feel good about themselves rather than really understanding who
their customers are. And what typically happens
is that this individual is going ahead and just talking about their product
or their service. They talking about, hey, did you know that my
product does X, Y, and Z, but it's not connecting to this other
person's narrative mind at all. When you do not connect to
someone's narrative mind, then chances are that not only
are you wasting your time, you're wasting the other
person's time as well. Most human beings, they have this big sticker
on their forehead, even though it's invisible, that writes what's in it for me. So you're saying that
your vacuum cleaner sucks up dark at X percentage
rate versus this. That's saying something. But you need to relate it to the other person so they
can accept the idea. The main thing people
are getting wrong is that they're focusing
just on themselves, the product, but they're not focusing enough on
their customer.
4. Warm to Hot Technique: Just because anyone
can be our customer, doesn't mean that everyone
should be our customer. Our goal itself is
to turn warm to hot rather than
cold into lukewarm. Think about this. What entrepreneurship is very
difficult to make friends. Whenever an entrepreneur mixed friends with another
entrepreneur, or they feel like they've known each other their entire lives. It doesn't matter if
they're indifferent niches. As long as they
are entrepreneurs, they feel it, they speak
the same language. I wouldn't have had
that happen with me. Met a good entrepreneur friend. And I felt as though
that we were going to be friends for a very long time. But unfortunately,
one day he begins trying to sell me this
service that he thought of. And he keeps trying to bring
it up in our conversations. The first few times I was like, no man, I'm good. And then later on he
kept bringing it up. And I was like, Look, my friend. No. But here's what I'll do. I'll go ahead and
give you some people that will be interested
in your service. And this individual was making the cardinal sin of focusing so much on himself
and his product. He wasn't hearing what
I was saying at all in his worldview and
no meant a yes. So he just kept hitting me up
later and later and later. And it got to a point where I
just stopped returning gets calls is because he did not
make me feel understood. But more importantly, what
happened was he was trying to turn a cold lead
into a luke warm lead. The answer was no. But he made another mistake. The other mistake was that
I was willing to give him a referrals of people
who would be interested, aka warm leads, and he had to simply turn them
into hot leads. So what salesmanship? We want to see if
someone is a cold. If they're cold, you may think, well then all my service.
But that's a good thing. We don't want these people
that are wishy-washy. If they're like, Look,
I'm not interested. You as the cells men, whatever you're trying to sell. It should be happy. They're like, okay,
well, thanks, we're not wasting my time. Now. I could find people
that are somewhat interested and turn
them into piping hot, or they have no choice
but to say yes, they accept my idea.
5. How Much Value Technique: The questions we ask will determine the results
that we often get. Rather than asking,
how can I sell this product is better to ask, how much value can I provide? What kind of value can this
vacuum cleaner provide? Semi. Now what's happening, even
though you cannot see it, is that you're thinking
processes are subtly altering. The narrative is altering. And as the narrative
is altering, what happens is you begin engaging Sammy's narrative mind. How can this vacuum cleaner
add value to Sammy's life? He sent me. You ever had on one moment
where you're eating Chinese food above
your your table. You've had a very long day. And as you're eating,
every now and then, the Chinese food falls out of your mouth and hits the carpet. But it's one of those
things that you can't see. But it's you could feel it with your feet anytime you're
walking on the carpet. Sammy's like, Yeah, In
his mind is thinking, how did he know that? Well, this vacuum cleaner, it's capable of sucking up even the stuff
that you do not see. So nowadays when you're
walking on the carpet, you're not going to have to fill the cramps and stuff
and feel grossed out. Do you see what I
mean? This salesman is doing a good job
because the salesman is engaging Sammy's narrative
mind rather than talking about the electric voltage
of the vacuum cleaner. So ask that question. Whatever person that you
want to add value to, simply ask the question, how can I have x, aka the product or
service give value to y, AKA the potential customer.
6. Teach Rather than Sale: Did you ever have that
one moment where you knew something and not
just a little bit, but you knew it a lot. A lot. And it was one of those things. You knew a lot, a lot because you are
passionate about it. And anytime someone showcased some sort of curiosity in
regards to this field, in regards to this
field, you're like, I'll teach you anything
you need to know, right? You had that mentality of I'm
not going to overwork you, but whatever you want to know, I will educate you
us as human beings. We're much better at
educating than selling alone. So if you have someone that has already
shown some interest, you know that this
can give value. Now, you're, now it's
much better to be in that educating paradigm rather than let me sell this to you. The more that you educate
the person on the product. And if you have successfully engaged their narrative mind, sort of like we did with
Sami and his Chinese food. Now, it's a process
of just leading them towards this accepted idea. You ask them, Do you have
any other questions? Did you also know that
the vacuum cleaner can do x, y, and z? Once you have given this
person a lot of value, educated them as
much as you could. This is when we want
to go in for the ask. I wish you'd like to buy
this vacuum cleaner. And there's remixes,
remixes to this. You can ask in different ways on how this person can
accept this idea. But the bottom line that
we're predominantly focusing on is rather than
strictly selling, we're educating
where that hub of knowledge that is trying to
provide value to this person. And the more that
we're trying to provide value to this person, we don't really
come off as sleazy. We come off as eager to
give even more value. And that will allow
us to increase our likelihood of
making that cell.
7. Assess Time Frames: Timeframes are very, very, very important in
terms of negotiation. As certain times, people
will go for a very big ask and they'll want the answer
right in front of them. Imagine you go on one date with a person and at
the end of the day, you're like, Well, do you
want to get married or what? That's not an
appropriate timeframe in order for such a big
decision to be made. So depending on the cell, depending on what
you're selling, we're going to have to
make sure that we're appropriately asking about
the right time frames. If you're trying to
sell a vacuum cleaner, Let's say that's worth 50 bucks, then yes, it's
appropriate to go for the cell on this exact date. But let's say that this
is a revolutionary piece of vacuum technology that has
never been tested before. And you're trying to
get investors to invest millions and millions
of dollars into this. Now, it's not appropriate
for you to go for the ask immediately. It's much better to have a little lead ups of educating
them on the product. And let's say two to
four weeks goes on by. That is when you
go in for the ask. So depending on what
you're selling, it's very crucial to assess
the correct timeframes.
8. Learn to Take a No: There's gonna be
certain times that despite asking at the
correct time frame, despite educating,
despite having a product that you know will give this
other person value. This individual still says, no, doesn't matter which
part of life someone has n. Whether it's in
self-improvement, whether it's in relationships, whether it's in trying
to sell something. Everyone has to be able to
take a no, like a winner. Learn how to tell someone know, learn how to take a no. It's all good. My friend, This happens to the best of us. Do not personalize it. Just go on to the next cell. And a lot of individuals
who say no right now, maybe down the line,
they will say yes, but don't bet on it too much. Just focus on the next
individual within your pipeline. Alert to take a note because
it's just a part of life and not everyone is
meant for our product. And our product is not
always meant for everyone.
9. Final Project: One of the most famous
cells exercises is sell me this pen. And in the final project, we're going to be
doing a remix to this. You're going to be
selling a red pen. Now automatically,
this is something that's a tad bit
difficult because most human beings are using
black pens or blue pens. How are you going to
sell them a red pen. I want you to role-play
with someone who is not going to tell you what
kind of pen that they use. Maybe they secretly
do need a red pen, let's say for grading papers
or something like that. But they're not
blatantly telling you your goal is to
interact with them, ask them strategic questions to see if this pen can value them. And you have to ask
strategic questions. Really try to get to know them, see how you can
provide them value. Then assess whether or not
this is someone that's cold or someone that's warm
that's showing certain inklings of
interests that they're cold. Just be like, Okay, sir, this pen is clearly not for you. Thank you for your time. But if this person that
you're role-playing with is giving you the inkling that they actually do this pen. I want you to further
educate them and further, I'll show them why
that they will get value out of this
particular pen. Once you've given them
an immense amount of value, going for the ask, if they say yes,
great, If they say no, then learn to take
note like a winner. Once you're done with
this final project, go on and create a report
of your experience. How was it like? I did it help that you're not simply
trying to sell. You are educating that it helped that you're not just
focusing on the pen, you are focusing on how to give value to
this other person. Get as detailed as
you possibly can, and create the final report, a post it in the final
project section. I look forward to reading it. I thank you very
much for joining this beginner's class
on salesmanship. If you would like more content from the Armani talks brand, a visual check out
our money talks.com, which has content
on public speaking, social skills, creative writing, and a little bit of sales
every now and then, our money talks.com go
on and check it out.
Arman Chowdhury, Confidence thru Communication
