Chapter 3 - What to sell.

[Music] so now that we've discussed that sales is important and you know that you have to learn this incredible skill now the question is what do you sell so as we mentioned before in the other chapter that there's a lot of things that you could sell products services or time so when you're going to go choose what it is that you would like to sell it should always be something that you are passionate about you don't have to love the thing i know a lot of people that are crazy about sports it doesn't mean that you have to go sell sports memorabilia but you should like what it is that you are selling guy that works for me his name is elias he used to sell life insurance the guy hated selling life insurance he wasn't passionate about it it took so long to get a sale the paperwork was out of this world so he decided that he wanted to go try a different thing that he wanted to sell came to work for my company happens to love doing sales for videos whatever it is that you're selling the profit margins should be very high because your time is valuable so i remember last week i went to go order a bouquet of flowers for my wife for the sabbath and it took me half an hour on the phone with this florist to figure out what type of flowers she was going to sell me half an hour for time what color what this what that and i said at the end how much is the bill she said it's 56 dollars for the flowers and i said wow she just spent half an hour of her life to sell me 56 worth of flowers that her profit margin was probably 20 on so the the energy that she put into it was so much and what she was left over with at the end was virtually nothing at all and my father's company people used to do deals when i was the sales manager people used to do deals for a thousand dollar profit or twelve hundred dollar profit we're running a big company with a lot of employees and if every employee was making twelve hundred dollars profit per deal it was not enough to sustain such a big company with such big expenses so i made a rule i said to them from now on you have to have a profit margin of minimum of five thousand dollars and everybody complained and everyone was huffing and puffing how we're going to do that eventually they all started making deals for more than five thousand dollars and we realized together that the time and energy that it takes to make a five thousand dollar deal and to make a 500 deal was the exact same amount of time so whatever it is that you're selling the juice has to be worth the squeeze momentum is also really important in sales before i started my business wealthy commercials one of the things that i had wanted to sell was private jets i'm passionate about it the profit margin is high the problem is when i would speak to private jet sales people they said that they had a great year if they sold one or two jets it's really hard to gain momentum if you are stuck in a sales process that takes so long and that also you can't win every single day or every single week or every single month sales becomes an adrenaline you ever speak to a salesperson you know when they're having a bad week but you know when they're having a great week they're on top of the world and as a salesperson you have to chase that feeling that adrenaline that high and the only way that you're going to be able to get that is by selling something that you're going to gain momentum with you want to make sure that you could have sales if not every day at least every week right so that you could go from win to win people know when you're winning people know when you're doing great in your business people know when you're hot and when you're selling i remember i was on a sales trip where we hit the road by the way in-person meetings are the best way to sell everybody's trying to sell through zoom everybody's trying to sell through email everybody's trying to sell through the phone when you can get in front of a client you win i went to this i came off of this super hot sales trip where we had went from state to state to meet with potential clients and we had sold so much in such a short period of time my last meeting of the sales trip we got in front of the client we pitched i didn't give any discounts i gave my full price i gave my full robust package and they were trying to hammer me on price they were trying to hammer me on time they were trying to hammer me on the package and i just wasn't moving why because i was on fire from all the sales that i had made that week and i didn't need the contract quite frankly so i was able to stick to my guns they saw that they saw that i was confident they saw that i was strong and it and they gave me exactly what i was asking for they didn't take one dollar off of the product they didn't take one ounce off of the package and they took the entire thing why because i was on fire you want to have something that you could build momentum with and go from sale to sale because people feel that people know when you're hot people know when you're on fire so make sure whatever it is that you're gonna sell you could sell a lot of it frequently with a high profit margin