15 Min Sales Training That Will Explode Your Sales This Year

how do you craft a winning sales message how do you craft a winning sales video how do you how do you sell through a sales letter or sell on Facebook or sell on stage that is a secret to selling that people Overlook so I thought through how could I fit on one page the fundamentals of a pitch that works a sales presentation a video uh any again any of the Delivery Systems so I'm going to go through that with you guys and and you should take notes on this each step so step one address the biggest problem that they're having remember when people say Direct Mail doesn't work that just means that the words on the paper didn't work or you mailed it to the wrong PE mailed it to the wrong people um you know that old saying a $100 bill and a dollar bill or printed on the same piece of paper it's the message on the paper and we'll go a little deeper on how important the words are the messaging the marketing whether you're writing it or saying it it's it's always about the message always so when you start a sales presentation when you start a letter if you start with that question if you start with that big problem it allows them to stop immediately you they have your Intrigue so that's step one so step two is follow up by making a big promise on how you can solve that problem now with that is in marketing and and I never knew this as a term but in marketing that's called an open loop Robert Shalini calls it the mystery so think about it in your right now at your home right now as we're going through this what is that number one step one what is that big question of that big problem your potential clients are facing and two what is the promise that you can make them that can relieve that problem or answer that question that you asked but I never start with introducing myself I never start with hi I'm Dean graos I'm a New York Times bestselling author I'm this I'm that because to me there's just so much noise out there I first want to know what the hell can this guy in front of my face on this paper on stage what can he do for me and how does he understand me by asking that question I'm not trying to beat this up too much by asking the question talking about the problem and tell them the the one thing that can fix it or the things the seven things that can fix it you have my attention so step three is now introduce yourself I introduce myself but do it give your credentials give why you're you have the uh the cred to do this but also in a humble way share your experience and your background your knowledge to them so it doesn't it doesn't come across bragging yes yet it gives them the confidence that you know what you're talking about tell them tell them why you're confident and have the ability to share that message and anchor this by telling a personal breakthrough story or the Epiphany why you discovered it now that sounds like a lot but basically what you want to do is introduce yourself and why you are an expert to give them that ability and how you discovered it you know know in the in the real estate space right you're introducing yourself hey this is no I don't I don't know how long you've been in business but no I've been doing real estate for 14 years or 12 years and I know what it's like you know I I've been doing you know introdu I've been doing real estate for 12 years I I've a asked to $10 million $100 million whatever the number is in sales and during that journey I realized what was wrong I realized when I was stressed and one day it hit me I realized I was doing it all wrong I realized that in real estate and especially in commercial real estate you have to do XYZ I finally realized I need to share this right so now all of a sudden you got the big question you got the big hook and now you introduce yourself in a humble way like what I'll say a lot of times is hey this is Dean graos if you don't know me I'm a New York Times bestselling author and I've I've touched the lives of millions of people I've been on TV but really that none of that matters what matters is that I discovered a way I was that broke kid and I found a way to break through that and I found a way to go faster and easier and I and I have the ability to share recipes so I hope my biggest goal is today is to give you those recipes to give you that system to give you that so the the the more humble you can brag about yourself the better because people do want to learn and and I have to tell you I I went years trying to find and do videos without introducing myself cuz I always felt like it was bragging when I say New York Times bestselling author and this and that and I felt like it was bragging hands down every time you don't credential eyesee yourself and tell them why you're an authority the numbers go down they just do every time I've never been able to beat the control without telling them who I am so obsess you at home obsess on a way and again if you're just starting something new you are an expert in something if you're turning your passion into profits or your expertise into profits or your business you are an expert in something tell them why you know I in my I'm going to use this as a reference in my Larry King show the first version I didn't tell my story coming out of the gate we did the new version and I came out of the gate and said um uh I said you know I was back in Upstate New York recently and I took a r a trip down memory lane and I filmed the trailer I Liv in with my mom I filmed the house where I was living in a bathroom with my dad and I had this on footage literally on my cell phone right and I I took him a a journey like this is where I lived and I worked out of this old rundown garage and I said but but then I had an epiphany I just said it like that I had an aha moment of the habits my family had kept them all broke there was no one in my family I knew that had money no one that seemed happy and I realized the habits of successful happier people were just different and when I acknowledged that I knew that that was going to be my obsession to find the habits to be successful so now not only do they know your story and your credibility they know that you are once where they are and now I'm just talking in the success world so you you asked the big question you address their problem you made a big promise so that you open loop or the mystery and then you introduce yourself with credentials next I kind of went on to number four but next you're going to share how you discovered this right that's kind of during the Epiphany and when you talk the part that I want to share with you guys even at home I'm reading my own notes because I don't want to miss any of this is talk so their Prospect the person you identified that you want to be a hero to talk in their language but what happens the more knowledge we get we don't realize we change our vocabulary we change the way way we think we change the way we talk you know you get talking to somebody about oh yeah I just do a I just do a Facebook ad and I I drop them in a clickfunnels uh funnel um I do an opt in and then if they opt out I follow them along the way and I make sure I Bond build reciprocity and loop them back in like you say that to and you're thinking that's just that's what we talk about every day and everybody else is like what the heck are you talking about or you say you know I just I put out a bandit sign then I send them to a a you know answer one that does the phone script they do an inbound call but like you don't realize we start talking Tech talk Tech talk never works um and and never talking about what they need Works what we have to do is talk where they are put yourself where they are at the I said make it this is a saying I used to think all the time before I wrote copy before I did a video before I went on stage before I'd consult I've been blessed to consult with companies that took my strategies and went on and did amazing things I always say make it so low the goats can eat it how do you make it easy how easy is it to buy something on Amazon I mean it's a upset it's like I need paper towels at my house no not even that I I have Alexa it's like Alexa order paper towels and they just show up the next day because she's hooked up to Prime right if you look at that his whole Focus was easy you could get in and talk and Tech talk about Amazon till till you're blue in the face but it's just easy and it's simple and that's all they ever promote so you have to think of that in your business is how do I keep it simple how do I talk where they are meaning you want to speak to them about your product service or offering with a dialogue and mindset that fits where they currently are not where you are so remember that in your message okay step five in crafting the message is throughout the video or throughout your presentation address their fears and overcome their objections that they will have in advance go back to when you were in that spot when you remember those fears you can address them in advance so by the time they get to the end they don't have objections and if they do you go refer right back to what you brought up also social proof it's a great time and and later on I want to talk about how to capture social proof but but it doesn't matter what business you're in when you serve someone when they're at the peak of their happiness when someone uh uses your your supplements or you know uses your fix um when someone uses your ideas on how to invest in real estate or or whatever you know how to be a better entrepreneur uh when they when they buy your product when they're the happiest that is the time you get a referral or you get social proof from them the more social proof that you have that it works the quicker those people can overcome your objections the objections that your potential client has in advance the foundation of selling and marketing is letting people feel understood so when you're getting ready to go into your presentation to have them get your house get this book get this information get your course get the supplements get the advertising wedding planning whatever it is that you're doing um let them feel that you let them know you understand where they are at this moment and then this is the part which most people will mess up and it's the transition between giving value the excitement the first first time you do this you'll feel this you have a different change in your in your physiology when you go from oh my God this oh my God that you can't this you're talking the benefits of your product the benefits of your service what you've done you're overcoming their objections you're talking about if they don't take action if they if they stay stagnant if they don't get your information then all of a sudden you got to sell you got to go to the call to action the CTA the thing that you want them to do you want them to use your service eat your food get your real estate stuff what whatever it is you know get the equipment that you're selling right and I watch people's physiology change on stage I I've been blessed to do a lot of Live Events and you'll watch somebody in this hour presentation and I know immediately when they're going to sale because I'll watch everything change they turn into a different person like and now you you you can get my product we and they go to the PowerPoint they get they get they fumble they their their tonality changes I encourage you to change that thought process to trick yourself do whatever it takes to be excited about the time you get to sell because nothing happens without the sale nothing moves forward without the sale you can't help anybody unless you sell so what I've trained my head my brain to do is when I get closer to the sale I get more enthusiastic I get more energy I can't wait to ask for their credit card because I know if they don't give me my credit card I'm doing one or two things I'm letting them go to my competitors and they're not going to be as treated as good as they would if they were with me or they'd eat the wrong food or they'd get the wrong advertising or they' they' you know they'd have the wrong copy you know whatever it is they'd have the wrong stuff or they would do nothing and their lives would stay exactly where they are so when you think about that is like if I don't get their credit card to get my product or service they're going to give it to somebody else or they're not going to do anything with their life and I did them a diservice so I found a way to get excited about when I can transition from kind of sharing benefits and what they get to the product of the service that I'm offering and what I'd recommend to you guys is using a bridge so use a bridge from from all the things we talked about and all the benefits to bridge into the actual call to action so what's a bridge I've used a lot of great things I've used the and and I say used I don't want you to think this is a trick this isn't like a a hook to make people do something they don't want this is to get people to take action and not stay still so many people want more out of life they talk about it but they don't take action it's my job to get them to take action only if like I said in the beginning of this course if I'm completely obsessed with knowing that if they get what I offer in their hands it improves their life find a bridge that you're comfortable with make it so you can't wait lean into the sale lean into what you want and if you don't feel that passionate about what you're selling go fix what you're selling because that's the only way you can get the true passion to come out so once you have that bridge and you go into the call to action the call to action is where you want to flow into and start giving the benefits of what they'll feel or get by getting your product or service again I I say this and I really want you to remember this this is the same thing you're going to be doing if you're you want to rise up through the ranks and get a promotion it's the same exact thing you have to sell the person who's making that decision but in the call to action I see so many times when people go to sell is they talk options not benefits you know think about this if I was trying to sell you every car has air condition now but wasn't that long ago that air condition was an option so if I was going to sell you air condition I could say hey when you're getting this car anyway you can get air condition and do you know Air Condition it's so cool the way it's made you know air condition has Freon that runs through these tubes and then they have these little fins on them and then what they do the fan from the engine blows on the fins the freon gets really cool cold it pumps through this whole process and comes through the back of your dashboard and then a fan blows the cold air out I could say that or I could say hey this car has an option for air conditioning when it's hot out you can be cold inside your car one is options one is benefits who cares about how it works no one cares how air condition works they want to know if you want to sell headlights you can talk about all the mechanism mechanisms of headlights and how Edison discovered the light bulb and it evolved to this little tiny thing and that or you could just say when it's dark you can see who cares about anything else so be careful when you go into the call to action you don't get sucked into your own Tech talk don't get sucked into your own obsession with your product and how people just want to know if I take that does that do I feel better do I look better and do I get results so just talk benefits in the call to action be clear and then make sure you tell them what you want them to do if it's a video I want you to click the button on this page if it's in a direct mail piece I want you to call this number I want you if it's face to face this is what we could do right now don't be afraid to tell them what you want them to do because now you told them the story you told them the benefits you're in the call to action now you got to give them the next assignment on how they get your product your service your course or whatever it is in their hands and I ended this with something we already talked about I said lastly this was step eight lastly make sure to smile be happy and live the experience to the best of your ability enthusiasm and authenticity outweigh Perfection and pitches and over structure so I think what we can sometimes do to ourselves is say am I crafting the F Perfect Pitch to present to my boss so I get the raise or to present to a new partner to give me the money to start this startup or to my mom so we go into this business or to the client or to anyone we we always think we have to be overprepared when really it boils down to these fundamentals and living it with enthusiasm authenticity and letting them know you know where they are um that is a secret to selling that 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Channel: Dean Graziosi

Views: 6,400

Keywords: Dean Graziosi, Mastermind.com

Id: 6w68DWqL17o

Length: 15min 11sec (911 seconds)

Published: Sat Feb 17 2024