- Go ahead. Sell me this (vacuum
whirs) vacuum cleaner. What would you say to me? How would you explain the
features and benefits? What do you have to do to cause
me to want to buy from you? Go ahead, comment below. (explosion) There's an ancient
Chinese proverb that said, "Hearing something 1,000
times is not as convincing "as seeing it once." You see, most entrepreneurs
and salespeople, when they want to sell a product, when they want to sell
something to someone, they always focus on,
"What do I need to say?" They want to focus on using smarter words, fancier words, or better scripts. That's good. That's Closing 101. But today, I'm gonna teach
you an advanced strategy so you can sell anything
to anyone, anytime. And it is not what you think. Today I'm gonna teach you
a very unusual strategy on how to do that. One of the most profound
questions that you can ask when you want to sell
anything to anyone is, "What is the one dramatic demonstration "that I could do to
create trust and certainty "in the mind of my prospect? "How could I show and not just tell?" You see, it doesn't matter
what business you're in, what industry you're in,
what products or services that you are selling, right? There's a saying. There's no business
like the show business. Well, guess what. We're all in a show business in one way, shape, or form or another, because there's so much
noise in the marketplace. There's so much competition
in the marketplace. So how do you stand out? Imagine this. Imagine you are a magician, and you are going out there in the street. Now, here's what most
salespeople and entrepreneurs do. They go yell from the top
of their lungs and say, "Hey, I'm the best magician in the world. "Look at me. "I can do card tricks,
I can do coin tricks, "I can do all kinds of tricks. "Look at me. "Trust me, I am the best. "I can do all kinds of tricks. "You will be dazzled,
and you will be amazed. "Come on, come on, let me show you." You could do that all day long, and that's what most
marketers/entrepreneurs do all day long. Or what could you simply do is simply, "Hey, let me show you something." You just perform a trick. "Hey, hold onto this." Or, "Hey, choose a card." Right there, that's what I
call a dramatic demonstration. I call that the WTF effect. What the Fuck just happened? WTF effect. So how can you use that in your business? Let me give you a perfect example. Vacuum cleaner. If you are pushing the
features and benefits, how durable the vacuum cleaner is, or how good the vacuum cleaner is, or how good the company is, or how many vacuum cleaners
that we've sold, that's all good but if you watch this
particular infomercial, the closer, the pitchman,
he's not doing that. He is talking about the vacuum cleaner, but he also does that through
a dramatic demonstration. He uses the vacuum cleaner
to lift up a bowling ball. And you're like, "What the heck is that? "That is so crazy." Not just that. He even demonstrates not
lifting just one bowling ball but two bowling balls. That's a WTF effect. You're like, "What is this?" Now, he's doing that to demonstrate how
powerful the suction is. So in your mind, when you
see that, you and I both know you're not going to use that
vacuum cleaner to, you know, suck up a bowling ball. That's not what you're gonna do. You're gonna use it to
mop the floor, right? And clean up some dust. But in your mind, what happens? Wow, if the suction is powerful
enough for the bowling ball, of course, a little bit
of, like, dirt, maybe dust, that is easy. Bingo. See, right there? Sold. That's the power of
dramatic demonstration. So you need to ask yourself the question. How could you show, not just tell? Tony Robbins. Now, Tony Robbins, when he
was just getting started, he was using dramatic demonstration
to launch Personal Power his program on TV. What did he do? At a time as a young Tony
Robbins, he would go on TV, and he would challenge
different types of therapists, and he would say, "You know what? "Give me your toughest patients, "patients that you've worked for years, "you've worked with for years,
and you couldn't help them, "you couldn't cure them. "Give me your worst case phobia. "Let me handle that, and
I will cure that person, "eliminate their phobia, on national TV." That's a dramatic demonstration, right? Right there, the snake phobia, and Tony would cure
that lady, that person, in a very short period of time, be able to wrap that snake over her neck even though she's had a
snake phobia her whole life. Powerful. Later on, that not only
launched Personal Power, Unleash the Power Within. Now, if you know anything
about Unleash the Power Within, comment below. Take a guess. What is the one dramatic demonstration that Tony Robbins uses to
create trust and certainty in the mind of the prospect? Can you guess it? That's correct. Fire walk. Fire walk. Tony built his entire career
on one dramatic demonstration that in order to break free,
in order to regain the power that you know you have within
you, through a demonstration. If I could walk across hot
coals, what does that mean? It means I can break free. I can break through. That I am unstoppable. It is a metaphor. It is a dramatic demonstration. If I could do that, what
else could I do in my life? Can you see how powerful
dramatic demonstration is? Now, when you are creating
dramatic demonstrations for your business, there
are three questions you have to understand. This is the question that
your prospect is asking. "Can I trust this person? "Can I trust this brand? "Can I trust this company?" That's the first question. The second question is, "Is this company, "is this person, is this brand competent?" Competent. Number three, "Is this person special? "Is this person gifted? "Is this person talented?" That's what's going through their mind, and when you can demonstrate that, it's almost like jumping out of a plane without a parachute. When you can do that, you
create that WTF effect. When Tony does that curing
the phobia on national TV, that's jumping off a
plane without a parachute. You see, in my career, I've
used this multiple times. I'll give you a perfect example. Example number one, if
you have watched my video on closing on sales call, I
did a dramatic demonstration. If you have not watched the video, you can click on here and
watch that particular video where I did a live
demonstration, a sales call. Instead of me telling you,
"Okay, I'm a very good closer. "I train closers, and
here's my experience, "and here's my resume," what did I do? I did a dramatic demonstration. It was just during the phone call, right? I asked my camera man, Matt, and say, "Hey, you know, Matt, turn the camera." We go, and right there I closed a sale right in front of the camera. That's I don't know what he's gonna say. I don't know what the
prospect is gonna say. I don't know what objection
he's gonna give me. It doesn't matter because if I'm confident in what I do, and I know what I'm doing, and
I have expertise, it's okay. Let's go. That's a form of dramatic
demonstration, and as you can see, why the video went viral. It's gotten hundreds and
hundreds and hundreds of thousands of views. That's one example. I'll give you a second example. When I teach my class how to take a closer certification program that I would have so many
students in the class, and I would open up the
line, and I would say, "Okay, go ahead, unmute. "Show me how you usually sell. "What do you do? "Close me." And right there, they
would do the role play with my other students
in the class or with me. No script, no pre-rehearsal, anything like that. Boom, we just go. And I would teach them and coach them. I would demonstrate how I would close right there in front of
virtually a thousand people from over a hundred countries. That's a dramatic demonstration. I'll give you another example how I've used this in my career. When I was back there
doing more consulting, I don't do much consulting anymore, but when I was doing more consulting with entrepreneurs and CEO's,
very often, we would start off with what I call a one
hour strategy session where they would come to my office. We would have a big, huge whiteboard, if you can imagine, right? And I'd have my marker, and I would say, "Okay, give me your biggest challenge. "Give me your biggest business problem." Right there, I would
brainstorm on the whiteboard. I would ask them questions. They would give me different answers. And they've only paid
me for that one hour. And through that one hour,
I'm always able to overcome and come up with a plan
that they could implement to solve one of the
problems that they have. It could be a problem or challenge that they've been experiencing
for months or years, and yet I'm able to dramatically
demonstrate my expertise. No Power Point, no plan, no proposal. Just go. Let's go. From there, they say, "Holy, my god. "Dan could do this in one hour. "What happens if I would hire
him to work with our company "for months and years?" That's another form of
dramatic demonstration. David Copperfield, one of the
greatest magicians in history. How did he build his career? You got it. He built his career based on a handful of dramatic demonstrations or
tricks or performance, right? Walking through the Great Wall of China, flying over the Grand Canyon, right? Making the Statue of
Liberty disappear, vanish. A few things. That's all you need. So when you are marketing,
when you are promoting, be dramatic. Don't be boring. Be interesting. Show, don't just tell. When you can combine
dramatic demonstration with massive distribution
like TV or social media, you can sell something to
millions and millions of people. You can get your products out there, and a lot of people will
want to buy from you. If you want to learn more
about the advanced psychology of closing and selling,
I invite you to join me for a two hour free web class. My team will put a link
somewhere here, maybe below. Go ahead and click on that,
and join me for this class where I will demonstrate
to you the power of my closing model. So go ahead, click on a link, and I'll see you in my web class.
