Conviction Over Commission (The ONLY Sales Strategy You Need in 2024)

real sales is service I mean you're serving that person CU if it's a gym membership they've been putting off getting themselves in shape forever and if you quit before you get to the root cause the peeling back the onion to get to the avoidance to the avoidance leads to the root cause of why they're not going to the gym if as a salesperson you got to solve that and they were in the gym then you did good for the World by selling and in every business that I've been a part of every business I consult with if that sales service mindset doesn't exist if it's just what is the average ticket how much are we getting what is that lead worth I know that company's not going to make it but when you and you know this cuz you're buying companies faster than anyone I've ever seen when you go into a place where they're heart-c centered and service oriented and they have an amazing sales floor to get people to take the action it changes their lives that's a company I put money in so I I'm going to give you guys like the secret like the real like the key ingredient to making this work and it's not it's not it's it's not like some words it's not because the thing is is that humans are exceptionally good at at smelling out when someone's lying we've year we have thousands of years of evolution to see if someone's going to trick you and then you know steal your food or whatever it is like we're actually really good and intuitively like you don't know if someone's lying but you're like I just feel off about it right and so there's one thing that I know well there's two things that can fix it one is years and years of training of trying to fix your tonality pausing at the right time speaking fast if I really want to get someone really excited or slowing down so that you really pay attention what I'm saying right now right like you can shift how you're feeling like pros can do that because they've trained for it but if you're a beginner there's one thing that's even more powerful than that which is just you just believe in it and so here's my example for you have you ever bought something that you were like this is amazing right and when you go to your aunt you're like you got to try these shoes on they're so are like I I got this new thing that covers yeah and the thing is is the way you talk about it that's what gives you conviction and I I'll ask a question that might you know trigger some people but um if you've ever met somebody who who found a new religion right and they're like on fire about the religion if they say it enough sometimes the person who believes more you're like maybe I'm wrong about this depending on how convicted they are and so the thing that will fix your tone will fix the things that you will say is actually believing in the product and so we see this with sales teams and I can tell you I can fix a sales team rather than training them on drilling obstacle overcomes and things like that by simply saying what's happened in the last seven days 14 days 30 days that made you believe in this less and solving for that and sometimes there's a legitimate problem with a product or a service and it's like we're on it and then we start giving them updates every day of the things that we're doing to solve the problem that they brought up good and so it's like we're just fixing the act like we're getting to the heart of it you can fall in love with what you're selling right because if you don't believe in it you know what you shouldn't sell it that's the real like if you don't believe in it you shouldn't sell it and the problem is so many people sell things they don't believe in to make a paycheck and that's why that's why sales get a bad name exactly yeah I when people it's funny I I love I love I love listening I love being a student and I love hearing this when people say to me how did you guys do the biggest launch how are you so good at sales what I always say is because I love what I do so much that I feel bad if they don't get it yeah and and people are always looking people are say give me the secret to sell like just what you said is it the slow down is it the speed up I've never studied any of that I've just fallen in love you know again back to AG Menino's book the world's greatest salesman his second the most important one is I will meet this day with love and he said they might not like my clothes they might not even like my product they might not like my voice my complexion but if I'm in my head saying I love you yeah I know it sounds a little hokey but if they're saying I love you there's no way they could say no to me because if you meet this day with love if you don't just love your product don't just love the the success of your company you actually love the person you're serving yeah you wouldn't sell them something that sucks but you also wouldn't do them the disservice of them not having it right if you if you fall in love with a movie you want everybody you love to go see it you fall in love with going vegan you are praising from the roof my arthritis went away I feel better go vegan right when you love a product or a service or the company you're launching or the coaching program you have you're not selling you're feeling bad by not persuading someone to take that action and when I see that passion in someone or a company I know where they're going the top the number one um salesman for like the last 5 years uh at my old company you could listen to his sales calls and he was unbelievably persistent but it wasn't in a pushy or or coercive way I would watch these sales calls and some you know someone would be on like their sixth to no and he would just he would take his glasses off and he' rub his face and he's like Pete I'm not giving up on you man he's like you said that you're struggling to pay your mortgage right now and like I I know because I have all of this proof behind me that like there's something that's stopping you emotionally from doing this like help like let's work on this together let's figure this out decision right exactly and so the thing is is it was like I love saying this is that it's not sales is a dance not a fight right you're just you're just working with the person and the thing is I if you're ever sell in a physical environment you always want to be on the same side of the table because it really signals what the relationship should be which is we're on the same side of the table here I'm trying to help you make a good decis and you know what and this is the thing that about having Integrity as a salesperson is that if you find out while you're talking to them that it's not a good fit then you will be able to you will sell so much better if you let a couple people go that you know it's not going to be a good fit for because then you know why you're doing it because then you have more conviction in yourself that it's not that I just sell every person with a heartbeat I sell the people that I think really need this thing and some people might not need this thing cuz they have a different Dem and they got to slight you know what then make them a recommendation because you do care about them rather than the sale yeah so conviction over commission like that's the and that's at the end of the day it boils back to that love thing that service thing that caring thing and it is the unfair advantage to sales like I love I love hearing your perspective you're so good at sales uh Alex I've watched you train it I've watched you train it I watched you talk about it but it always starts with that caring and I've never met anybody consistent listen I I can see someone who's got a business doing a million a year and when I watch them and I'm not saying a million year is bad please I'm not a million year is amazing but they want to go to 10 yeah and I could tell the way they sell I could tell what they've rehearsed they don't believe in what they're doing and in my head I know you will never pass that there's no way Beyond where you are unless you change how you feel if you sell someone and then think gotcha yeah it's not not going to yeah you're not going to make because what happens is one you'll Foster a whole Army of people who hate you but secondly like that like if you have any ethics at all which most people do I actually think a lot more people have ethics than other people give credit for it starts to eat at you and Dean and I have been doing this business game enough to see we've seen people bottle rocket their way up and then fizzle bottle rocket up and then fizzle they create another new product every every 12 weeks because and if it's right if it's crypto they got a crypto program if it's if it's AI there's a new AI program rather than going deep falling in love and actually making transformation so if if you're in business starting a business thinking about business even in your career yeah what if tomorrow if we challenge you to say how can I fall in love with this business how can I fall in love with my product and if you don't love it here's what I'll tell you just go fix it go fix it I love this so I'm gonna I'm going to go real deep on this real quick so it's usually like I'm I look at a lot of businesses every day it's usually the biggest most obvious thing is that the like the sandwich hop isn't doing well they're like it's our marketing it's it's the location I was like your sandwiches just aren't that good it's all it is they're just not they're just not good enough that's all like they're like we just need more customers I was like if you serve the customers you had well enough you wouldn't have this conversation with me you'd already have a line out the door every day at lunch when you have the s i we're using a sandwich as example when you have a killer sandwich what do you do you post it you nobody even wants to see a post about food like please why right but you do compared to good and you and I both know some companies talked about one earlier that's a really good marketer yeah but the company's kind of like a cander that you put spaghetti in yeah they market so good but they keep falling through the holes because their product's not amazing yeah and this is that this is at least my hack for getting conviction okay is so like I my next book's coming out um I spent 2,000 hours writing it wow and my editor spent 1500 hours so it's 3500 hours of time went into this thing and I'm not saying that for the book but I'm saying my understanding of the level of effort that is required to make something that is world class or excellent has continued to move up my bar and my expectation of self and so like the guy who has the sandwich shop I sometimes I sit down to places I'm like how did someone think this is my life's work and they made this sandwich I'm like if I were going to open a sandwich app I'd spend a year trying every sandwich I possibly could and thinking like how can I make i' would go to the best I would drive to the best sandwich shs and think like okay how do they set up their menu what are the few items that they have like how do they Source their ingredient like I it's doing the actual work because the thing is is that when you do that work and I'm about to invest in a company that does no strips it's kind of exciting cuz i' I've like you've had no strips on my whole yeah I know and I was like and I was telling this guy the the the the Creator and I was like this is what we need to look at in terms of how long the residue stays on your nose he's like and I was like H how much coverage it has uh how long it sticks I was like I think the plasting def firmer and I'm like naming all these things he's like no one has ever broken down our with all this detail and the thing is is that once you fix every single one of those things you make sure it's toasted for exactly 17 seconds and you make sure it gets flipped at this way in this time why because you did it at 30 you did it at five and you found out that 17 was perfect when you go to talk about the sandwich you'll have the conviction that that that's what I was going to say is and and people don't realize they're saying well I have a good product but it doesn't sell is that true yeah because when you know that product is the best the conviction goes through the roof sales go through the roof what a what a so glad I asked you that question about sales today because no because listen you see more companies than me I'm in a place right now I don't have time to so I don't have to I I invest in about a company a month but smaller I don't take them over I just invest in them but we have so much opportunity coming our way and I see the companies that are stuck especially for years when they asked me to consult on sales or marketing yeah it's because they don't have conviction they and it's such a great analogy I'm going to think about this for the rest of my life they're selling a crappy sandwich and trying to overlo trying to fix it with better marketing the magical money machine better better better opt-in funnels better upsell process like no just go fix the sandwich right and that's the work that has to be confronted and that's the work that most like because if you got into the sandwich business because you wanted to make money then that's why you're not passionate about like I can talk about nose strips all day because I've I've I've had two nose surgeries like I just breathe bad and so I know all the different things I've tried every single brand and I've done them all for 30 40 50 whatever days and I can tell you all the differences about them because it's I'm passionate you can see how I'm talking about it like I'm passionate about it which is ridiculous but like but if you have that for the product or service that you're you're getting into you'll know the details well it's why mastermind.com with Tony and I yeah we've been in the self-education indust for so long it changed our lives it made us better humans it allowed us to take care of our family we get to feed you between him and him way more than me but hundreds of millions of people like we get to do this cool stuff so when I talk about selling what you know or creating an information product or I'm not it's my life I I would I'd be fixing cars if that didn't come into my life so it's not if my conviction is an 11 out of 10 yeah I'm going to give you this line for everybody who's listening to this so conviction is the like if you've gotten anything from what Dean and I were just talking about is that conviction is the number one secret ingredient to sales is that you actually have to believe and the thing is is the first person you always have to sell is yourself and most people actually aren't sold number one number two is that conviction itself is not binary it's not do you believe or do you not believe it's how much do you believe how deep do you believe wow right yeah and so you can look at a sales team I can say like he's a he's a two out of 10 he's a four out of 10 if I were to just judge them based on how much they believe in the product that would map significantly more to what their closing percentage was more than anything else wow but the cool thing is is that because conviction is measurable and it is changeable it's also something that you can work on and you can outwork yourself out so if you're not like if if I didn't think the book was good then I would work on the book until until I thought it was good and then my doubt would go away because I have evidence wow that I've done this thing to make it exceptional and so if someone then says I think your book [ __ ] I would just say like well here's all the evidence of all the things that I did like I ree back all the way we talked about in the beginning 100% so I want to tell your first book it was pure fire I have recommended that book Thank you more than any other book especially when it comes to marketing and sales what's the name of your new book coming out can you share it or not yet no no I can't $100 million leads $100 million leads yeah yeah it's when does that come out July July so make sure you put that in your calendar how can people follow you uh we're not done yet I got a couple more things but I just want people to be able to follow you uh I mean if you're on the podcast I I have a podcast called the game uh Alex Ros you can just type my name in but pretty much on every social media platform so Twitter LinkedIn Instagram YouTube If you don't have his first book $100 million doll offers yeah it's on Amazon it's on Amazon go get it and and be on the lookout okay and so you know it's we made it uh as cheap as Amazon will let me make it and make it a book still so if you if you're strap for cash is 99 Cents for the Kindle like it's just I just wanted as many people to have it as possible well and a lot of people got it so nice work no it is it is my go-to when somebody under ask me questions I'm like go get that book uh We've Evol in the last four or five podcasts people have asked me a question a lot of times in life same as you people are always like Dam how did you do this how did you do that so I know you said earlier you got one for me what pain do you cherish oo I knew you'd get a good one I knew that would be good what pain do I cherish um I I know the answer though incredibly I know the answer is um so I'm G to make it light for a second so Al Alex and I are the co-founders of the DLB club uh daddy's little boy um we both had a time in our lives when we wanted to go for own thing that our dads weren't so supportive I won't go deep on it and we have some similar uh uh life stories of that'll never work you'll it'll you know so there was one day Alex I don't even know how it's but I I said to you I said I called you daddy's little boy or something and we just we laugh so hard I think I dropped my phone yeah but if we take the funny part out of joking about the daddy's little boy club umh that sounded weird even put words together but when I was um when I was about 12 years old my my father was the youngest of 12 I'm going to take just two minutes to give you context this question um when I was my dad was the youngest of 12 was physically abused he was sexually abused come from an old school Italian family so he did not get help he just suffered through it and my dad had so much resentment for his own father who knocked his teeth out like that he he was confrontational with everybody and couldn't control never physically beat me but I had a bleeding ulcer at 11 years old I threw up blood at 11 because my dad would fight with everyone if we went to a restaurant and the waiter was rude 5 minutes later my dad would be on the floor punching a guy in the face like a flag guy doesn't hold the flag fast enough my dad's on the side of the road fighting a construction guy like like my dad hit a guy with a bat in front of me when I was like and I I hate confrontations say I don't watch fights I can't I don't watch you know extreme fight I watch none of it because I still don't like it long story short when I was 12 my mom got remarried to a guy who was amazing his name was Lenny Rizzo it was her high school sweetheart she married this guy he was the most amazing stepdad had Step Brothers step sisters got a Mongoose BMX bike that we couldn't afford before that I lived in a c saac it was like I went from the trailer park to a right and my dad couldn't handle it and there was one day my dad my stepdad my dad was screaming at me yelling at me I was shaking um and I could talk about this stuff now my dad's 87 still alive and I talk about this in front of him he knows and and I know he's got the he's got a pound of regret a thousand pounds of regret but anyway my stepdad says to my dad he's in Florida we're in Upstate New York he says hey why don't you calm down you don't know know what this is doing to your son you can't see your son until you calm down my dad got in the car drove 14 hours straight to our house with a bat knocked windows out of cars yeah we got so scared I know it's a long story but I want to share this with you because most people don't understand we all have our [ __ ] so we get in a motor home and we hide from my dad for a month we're going from campground to Campground and we can't go home we're afraid right so finally I get my older sister so we walked downtown sometimes you got to mature up I was man Manning up at 12 or 11 whatever it was and I said how will this stop God I can't take it anymore and I was afraid for my mom I thought he was going to kill her like I didn't know I don't think he would have but I was afraid he threatened he was going to kill I thought he was going to yeah I know this getting deep but I want to I want to answer this question and I said he said said move in with me I'll leave her alone for the rest of her life I walked back and said Mom moving in with Daddy she's like are you insane no I said I am you can't stop me I called him up he's picking me up I walked back down to that pay Booth my father picked me up I moved in with my dad I moved in with my dad and when I got there he didn't have heat in his house because he couldn't afford it and he had an electric heater plugged in and at night he was sleeping in the bathroom CU a little electrocutor could eat the bathroom slept in the bathroom for six months with my dad never told my mom said it was fine and my dad literally I realized Now That I'm Older bipolar whatever you want to call a little bit of schizophrenia would be the greatest man in the world let me drive to school at 15 years old taught me how to hunt fish do all kinds of cool things and also the guy that gave me a bleeding Elser long story short the pain of when my dad lost it was so bad I would shake and and be fearful and I thought it was the worst thing in the world but over time by the time I was 14 or 15 I could read my dad's mood I could feel his emotions and I knew how to treat him in advance so I could keep him out of crazy Paul his name is Paul and be more of the dad that I could love and at the time I thought what a burden for a kid my age I have to deal with this and I can't tell my mom can't tell my sister because it'll cause [ __ ] and I was afraid if I told him he would kill my mom like that's how serious it was for a 12-year-old 14-year-old now I look back that was the greatest gift in the world God gave me I feel I can go in front of an audience to 30,000 or next week I'll be in front of an audience of a half a million I can go in front of half a million people and I think I can feel what they need and it's because I had to feel what my dad needed I had to do it through empathy and compassion it wasn't just a t normal fatherson relationship and I think I get to sell the way I sell I get to care the way I care I get to build I've built 13 different companies I get to do all that because of that [ __ ] I went through so it took me a long time to get there and that was a long answer but hopefully that helped somebody today there's a real answer yeah so man I appreciate you so much thanks for being a friend thank thanks for all you do for the world I the last couple podcasts as well I'm just getting in the in the groove of this and I thank God for all your listeners thank you for sharing go Len listen to the last three you got great ones Matthew MCC was amazing Trent Shelton was amazing there's so many good ones go listen to the last three uh make sure you um share it with a friend we'd love to get this out there we do these podcasts for free for you if you love it share it with somebody um but lastly I'd love to ask if there's someone in your life you'd like to thank whether it was something they did wrong that inspired you or somebody that just is the gas to your engine or the wind behind your sale who would you like to thank I think it's AA yeah yeah I think it's for sure yeah I mean I mean it's just it's honestly of all the things that we that you know we I already think this way like we have accomplished because it's been you know she and I even though I had businesses before her um like I think I think our marriage is rarer than our business success in terms of like percentage of people who who you know do anything um and so I'm I'm very grateful for that because for the women who are listening or the guys actually everyone um I had a decent amount of success when she and I met and pretty much within like three or four months after we met uh she went all in on me and then I lost everything um and I didn't just lose everything once I actually lost everything twice uh and it's it's it's a story we'll tell it another time um but at the like the absolute rock bottom of that whole period of time I actually told her I thought she should leave me I was like I because you know I'm self-aware enough I was like listen there are better guys out there who will treat like you know I care I respected her I cared about I was like we're cool like if you leave like I'm good like we're I respect you and I and I was trying to sell her on leaving me and she grabbed my chin and she pulled it towards me and she was like I would sleep with you under a bridge if it came to that and like I think wow that kind of conviction like we talk about conviction right to go full circle that in some ways like she sold me on me uh and so she was like I guess that was her you know burning the boats mind you I'm sleeping at her parents house people I'm not we're not married yet I'm I'm just the guy she met on the internet who lost everything and now we're crashing at her parents house for a little bit like real winner and that's the moment where she's like I'll sleep with you under bridge if it comes to that and I think that that I think every understands the power of that I have that in my relationship and I feel Beyond blessed I'd answer the same way but I get to see that in you it's not a you guys don't have an Instagram relationship it's it's no it's it's an amazing connection and I knew you'd say that you led me on no yeah no she's so that's to Lila CU she's AA if you're listening you are awesome Alex thank you so much man appreciate you coming in today to be here in person and thank you again for watching the own your future podcast again if you love it listen to the last three share it and we have a newsletter at Deans newsletter. see you next [Music] time

Channel: Dean Graziosi

Views: 79,940

Keywords: Dean Graziosi, Dean Graziosi interview, Dean Graziosi motivation, millionaire success habits, millionaire habits, success habits, success principles, self help, self improvement, self development, personal development, motivation, inspiration, motivational video, inspirational video, money, how to become a millionaire, how to build wealth, entrepreneurship, marketing, sales and marketing, sales tip, entrepreneur advice, success, mindset, personal growth, Alex Hormozi

Id: Vd7sljRUSmY

Length: 23min 12sec (1392 seconds)

Published: Tue Dec 26 2023