Free Sales Masterclass | The #1 Jewish Sales Trainer | FULL VERSION

[Music] welcome to my sales Master Class my name is Beryl Solomon and we're about to go through an adventure a journey together we're going to turn you into the top sales person in your industry or in your sector for the past 15 years I've had the opportunity to work as a professional sales person when I was 17 years old I founded my own events production business called more to life entertainment as a teenager I was making hundreds of thousands of dollars convincing people to come to my events when I was 20 years old I went to go work for a family business selling metal in the metal recycling industry I took our family business from eight million dollars and brought it to 30 million dollars in Revenue in just eight years it was an amazing experience and I did this all through the sheer brute force of just knowing how to sell when I was 28 years old I opened up my own company called wealthy commercials where we produce video videos for corporate clients to help them sell their products into the market I grew that company in just three short years to over three million dollars a year in Revenue it doesn't sound like a lot but we're not selling container loads of metal here we're selling literally videos do you know how many videos you have to produce to generate three million dollars of Revenue so I've done phenomenally well my whole life in sales every position that I was put into I was able to accelerate my growth accelerate my personal Revenue because I mastered this thing called sales in this program you too will learn how to master sales you'll learn how to become an expert you'll learn how to increase your revenue and we are going to go on a journey together by the end of this you're going to be the top person in your space thank you maybe you're already in sales or maybe you're looking to get into sales and you just don't know how so let me first Define sales sales is the exchange of a commodity or a service for money everybody needs to know how to sell selling is the Cornerstone of what gets things done so maybe you've never even been in sales before maybe never had the official title but whether you know it or not you've been selling since you are in diapers Let me Give an example when you were a baby and you are crying for your parents to give you a bottle you're selling them on the fact that your bottle is more important than anything else in the world right now and if they want peace they better give you that bottle so your payment to them was actually peace in the house for them to give you that bottle you have been selling your whole entire life I'd say that every person actually goes through at least a dozen sales experiences throughout a day you're in the car with your wife or your husband you want to go for Italian they want to go for sushi whoever is more sold on their preference then person will ultimately win and if you get good at sales you're going to be able to increase your Revenue you're going to be able to get job security you're going to be able to finally start reaching the potential that you know that you're worth so whether you're a salesperson or not it doesn't matter by the way even if you're not a salesperson you still have to make a sale to get yourself the job that you have right to get yourself hired is essentially a sales experience what are you selling you're selling yourself there's a lot of different types of sales so you could be selling a product like watches you could be selling an intangible thing which is your time just like a lawyer so when you know how to sell you're able to bring in ultimately an unlimited amount of Revenue and it's really just what is the product that you're going to sell because when you know how to sell you're able to take your destiny into your own hands sales is usually the highest paid person in a company let me explain to you why you want to be as close as you possibly can be to revenue let me give you an example of somebody who's not close to revenue the janitor of a company has nothing to do with what that company does often the janitor comes in even after hours when the business is closed but a salesperson is intimately involved with the revenue the higher you are on the food chain with Revenue the more your salary will ultimately be so a accountant for example he's close to the revenue right he's close to the revenue stream intimately involved with what's going on in the finances of the company so their salaries tend to be higher but most often than not sales people their revenue is the highest in the company why because they are the closest to the revenue and when you're close to the revenue you get a little slice of that Revenue right so you could either be selling for a company or you could be selling on your own a lot of people want to start a business today but the problem is they have no idea how to to sell I say this all the time you could have a cure for cancer in a pill form that cost one dollar but if you don't know how to sell that if you don't know how to get it into hospitals into medical companies if you don't know how to push your product into the market and sign a contract you're not going to make anything even if you have the best product in the world so before you start a company you have to learn this thing called sales you have to learn how to convince a person to trade money for your product or service and once you do that you're going to gain an incredible amount of security in your life talk about job security we just went through a pandemic here with covid everybody that was not close to the revenue stream got cut got fired got laid off why because they're not close to the revenue stream I could almost guarantee that the great sales people in every industry and every company were the last people to get cut it was never even thought on the owner's mind because they need those people that are close to that Revenue in this master class we're going to learn the mechanics of a sale we're going to learn how to implement this thing that we call sales and by the way sales is not a dirty word you know when people say what do you do for a living I'm a Salesman or I'm a saleswoman it's not a dirty word it's a beautiful thing A salesperson is able to get products into the market at a price that is able to sustain the company and ultimately sustain the economy and we're going to learn just exactly how you can become a master salesperson [Music] 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're selling a 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 of her 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 he said wow she just spent half an hour of her life to sell me 56 worth of flowers and her profit margin was probably twenty dollars 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 a 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 are we 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 five hundred dollar 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 their 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 foreign should you go after I have a mantra in my business I like to go towards Big clients that have a lot of money I always use the analogy of a Django block anybody who's ever played Jenga knows that it's a game that you pull out blocks and whoever pulls out the last block and causes the Jenga structure to fall that person loses whenever I am in a sales process or I'm looking for a client I want to make sure that my little Jenga piece that I pull out meaning the cost of my contract or the cost of my project I want to make sure that that doesn't affect the company and it's not going to cause the whole company to crumble I want to make sure that whatever I'm charging is inconsequential and compared to the actual budget that that company has to offer I get people all the time reaching out to me saying Barrel can you do this for me could you do that for me I'm a solopreneur my budget is limited and it's just not the type of contract that I'm looking for I like going towards whales right there's many types of fish you could catch you could either catch a minnow or you could catch a whale so the question is where do you find the whales you got to find them in the deep blue ocean usually the easier the contract is and the lower the amount is and the smaller the client the more work you're going to have to put into it because that client is so concerned of every single dollar they're going to drive you nuts about what you're trying to sell them they're going to try to reduce it to the lowest package possible versus a client that's very robust doing several million dollars a year if your package is 15 20 30 40 50 000 a year a lot of clients won't even feel that so you want to make sure that the clients you're going after first of all have the means to pay you it's the number one thing that's important when I get a lead that comes in from my LinkedIn for example the first thing that I'll check is how many people work at that company this is a great way to determine what their budget is if you see that there's one person that works at the company and it's them chances are that they don't have a huge budget if they have five people or 10 people on their payroll you know that every two weeks that company has to magically come up with thirty thousand dollars if they have a hundred people on their payroll then they have to come up with millions of dollars a year just to pay those people so what's your contract going to do to them they're used to paying they're used to budgets they're used to outlaying cash and that is a good determining factor of if that company has enough money to pay for your contract or not you always want to go to the decision maker the best person in the company to pull the trigger to make the decision to work with you is always going to be the owner because their signature is on the check or their visa is in their wallet a big mistake that I see is people pitching the secretary right when people start making phone calls or cold calling they're trying to pitch the secretary the secretary has no interest in bringing you into that company a lot of times by the way a lot of times whoever's working at that company will actually resent the fact that you get the business let's say your contract is worth I don't know fifty thousand dollars and their salary is thirty six thousand dollars well then they're going to resent the fact that you're getting so much money right their brain doesn't think like an owner an owner's mind is programmed for robustness an owner's mind is programmed to invest in the company not looking to Penny pinch I can't tell you how many times I've pitched a company or I've pitched somebody that was not the owner of the company or the president or the CEO and whoever I was pitching it to started bad mouthing their boss to me saying I gotta tell you he or she is very cheap they don't spend money I think you're wasting your time I say thank you very much for your advice could I please have the meeting anyways I set up the meeting with the owner of the company and I leave the meeting with a contract why because she or she is the decision maker and they ultimately want to invest in their business don't waste time with people that cannot give you a yes go directly to the top it's important to own a space everybody likes talking to a professional when you own a particular sector or a particular space and you know it like the back of your hand you're going to be able to commend more money for that contract than a general person let's say you're a marketing firm and you specialize in I don't know selling photocopy machines and that's you know that business and you know all the models and you know all the ins and outs and you know the competitors you're going to be able to command a higher price because of your knowledge of that particular industry so whatever it is that you're looking to sell become an expert in that space become the go-to person in that space that you know exactly the ins and outs of that industry and you're going to be able to commend a higher price for your services [Music] we're going to discuss how to generate leads for your product your service or your time there was a point in my company wealthy commercials that I had everything set up I had the infrastructure I had the best talent in the market I had a great product the problem was is I had a lack of leads a lead is somebody that is qualified to buy your service or your product and they're able to pay you for that and you have to have so many leads you have to fill up your pipeline with so many leads because I'll tell you the average closing ratio is low right so if you have a hundred leads you might only close 10 of them hopefully after this program you're closing more but you have to stack up your leads with as many possible people as you could possibly imagine I always say the best negotiation is when you're Plan B is better than your plan a right so if you have so many leads that you cannot get to that amount of leads you're able to charge what you feel your product or service is worth and you're able to commend what you want to commend in the market because hey if this guy doesn't buy you have a hundred people lined up right behind him that are possible buyers so the question now is how do you generate those leads let's start with what I like to call your power base every person has collected over their lifetime contacts friends family acquaintances past schoolmates past employers past colleagues that they have built a relationship with not in the business Zone but those people like you they know you and they trust you and that is the first people that you should go to to sell your product I remember when I opened up wealthy commercials who was the first person that I sold my father-in-law why because he likes me I think and I hope and he wants the best for me and I believed what I had was going to help him and he bought my first contract and gave me my first start and now you might be saying to yourself well I don't want to sell my family I don't want to sell my friends if you don't believe in your product enough to sell it to your family members or your friends then you shouldn't be selling what you're selling in the first place because if you really believe in what you're selling you're going to want the people that you know to have this product because they can't live One Day More on planet Earth without it so you want to pick up the phone and you want to call those people and say hey Tom how you doing long time no speak what are you up to these days and find out what they're doing and how your product or service can help them in their business or in their career remember though we want to go towards people that have money you cannot squeeze water from a rock unless you're Moses so you might have the best relationship with your mailman but she's not able to buy a fifty thousand dollar watch from you because he just doesn't have the money to do it you want to make sure that when you're reaching out to people they have the potential to buy from you so these people like you they know you and they trust you trust is a huge Factor when it comes to sales during the coveted pandemic I started selling masks I did very well with it thank God and I realized the people that I was selling to was people that I had already done business with why because the way that that business worked was you had to pay a hundred percent in advance and once you paid we ship The Masks no one's wiring you a hundred thousand dollars if they don't know who you are if they don't trust you if you don't have a track record with them everybody that you know is a potential by the way past employers past colleagues people that you used to work with people that you went to school with even if it's your high school bully that used to torture you in high school guess what if she owns a big business we want to sell her our product or service everybody's on the agenda they'll pick up your phone calls and they'll meet with you you want to pick up the phone you want to say hey Stacy how are you been I haven't spoken to you in a long time hey Tom what's good you want to go for a coffee you want to have lunch and you figure out what angle you can now sell that person and you're going to see those sales are so much easier than going in cold why would you want to start with somebody that doesn't know you somebody that doesn't trust you somebody have no relationship with make sure that there's some sort of connection by the way even if you have to get introduced you have your power base right your friends your family your acquaintances your colleagues but you also have their friends families acquaintances and colleagues so let's say just this morning for example somebody reached out to me he has a security company she wants to sell his product to a major real estate developer in Montreal he knows I'm good friends with that person so he asked me to make an introduction for him why he's leaning on his power base which is me and he's now using my power base to get him one step closer to this person and this buyer is going to feel a lot more comfortable buying from my friend why because he knows that he has me in the middle so if something goes wrong he has somebody to arbitrate between the both of them and to make sure that everybody's getting a fair deal gotta use that power base you built it this whole time you didn't even know that it was valuable but you have to mine that gold that you have sitting right under you there's a saying that exists fly under the radar a lot of people like to do their business quietly they don't want people to know what they're up to they want to be very hush-hush about what they're doing I take the exact opposite approach I like to fly as high over the radar as I could possibly get you have to get attention you have to make noise if nobody knows you nobody could flow you right if they don't know who you are then they cannot buy from you the biggest problem that people face is obscurity today there's so many ways to get your message out there and to make sure that you yourself are getting known in whatever space that you're looking to get into with social media you have so many opportunities and so many advantages one thing that I did when I started my company is I shared the Journey of building my business so if I was having a great day I'd post about that if I was having a miserable day which happens more often than not I would post about that and share that and I would bring people along the journey with me so they would know what I was going through and what I was doing and through this journey people began to know me people began to talk about me you have to accept every speaking engagement that you could get your hands on you have to be part of every podcast so you can get your hands on write as many articles as you could possibly type out to let the world know exactly what it is that you're doing now people are scared I I love this when people come up to me with a new idea and I have to sign an MDA before they could talk about it a non-disclosure agreement I I signed the NDA but I think it's ridiculous why would you want to hide what it is that you're working on today everything's open you have the internet today there's no secrets anymore right but if you learn the skill of selling then you won't be scared of your competitor finding out what it is you're doing because you are going to be able to blow so far past them I have competitors in my space but they don't even come close to us because we know how to sell so when you know how to sell you're not scared of people knowing what it is that you're up to right so even in my father's business I remember we had this Niche business which was recycling metal powder nobody recycles metal powder you know everybody is scared of it some cases it's flammable we figured out how to do it and when I wanted to go start telling the world about our metal powder recycling capabilities the vice president of his company at that time said we should really fly under the radar not let anybody know what we're doing if nobody knows what you're doing then they can't use your services you have to scream from the rooftops you got to let everybody know when they know what you're up to they can buy from you social media is the biggest gift that was ever given to anybody that is looking to sell any product or service today you have a phone that you're literally able to reach hundreds or thousands or even hundreds of thousands of people by a very simple video of yourself explaining what it is that you're doing every social media channel has value LinkedIn happens to be my favorite social media channel because people on LinkedIn are looking for products they're looking for services they're looking for business I built my whole business on LinkedIn and I did it by posting what it is that I'm doing how I'm doing it showing my work showing what it is and I'm able to deliver to the client you have to make yourself a leader in your space people have to know when they think of your space they should think of you when people think of video production companies Barrel Solomon's the first thing that comes to mind or sales training I want Barrel Solomon to come to mind let's say you sell insurance you want the second that they say Insurance you're the only guy or the only girl that pops up in their minds a few companies that did this very well look at Xerox for example people used to literally say can you Xerox this right it didn't matter if the machine was actually Xerox people would say can you Xerox this Kleenex you probably didn't even know this but Kleenex is actually a brand so when people say can you pass me a Kleenex it could be any other brand in the world but they own their space you want to be the go-to person in your space When anybody thinks about whatever it is that you're looking to sell cars jewelry real estate you want to be the go-to person and in their face every single day attention is so important attention is value I'd rather have a thousand friends than a thousand dollars why because I could sell a thousand people stuff that cost two dollars and now I made much more than the money that I had the only way to do this is to get attention people have to know who you are and what you do and frequency is huge here by the way a lot of people think that oh I ran one ad or I made one video or I made one post that is nothing cyberspace is so big that you have to be in people's faces every single day you have to achieve this kind of omni presence then people open up their LinkedIn boom you're in their face when people open up their Facebook Bang You're right there in front of them they're Instagram they're YouTube they're WhatsApp statuses you gotta be constantly in their face because there will come a day that they're going to need you they're going to need your product or service and when they do there's only one guy that they've known that's been doing this this whole time and that is you flying under the radar such an old school mentality people want to know you any great company that you've ever heard of whether it's Apple whether it's Microsoft or Tesla they got themselves known and you have to too and that's going to help you generate leads that's going to help you fill up your pipeline that's going to help you grow exponentially because what did we say before your best negotiation is when your plan B is better than your plan a when you have tons of leads when you have tons of leads to choose from you're able now to sell more products into the market you want to make sure your lead pipeline is smoking hot it's so hard to get people's attention today people are bombarded from every single corner from every single angle people are getting ads all day every day everybody has a message that they're looking to share today the more you get your message out there the more leads you're able to generate the way that I've been able to generate leads for myself is by breaking societal Norms right everybody's playing the safe game everybody wants to look professional and sometimes it's actually the unprofessional thing that's going to help you get to that next level I remember I was once trying to sell a lawyer on a marketing contract and I propose an idea to him he says no no we can't do marketing we can't do videos we have to respect how lawyers are portrayed and I have a very you know uptight business and white glove and lawyers can't do that I have a buddy his name is Jamie Ben isry this guy is a lawyer and has the craziest marketing guys make makes videos all day guide does podcasts all day I don't even know if he practices law anymore or he's just such a good marketer and he brings in all these leads from all of his business so even if you're in a very white glove industry even better of an opportunity to break through the noise and to get attention because everybody's playing the safe game I remember one time I really was having trouble breaking through the noise everybody was fresh on LinkedIn people were posting you know videos like it was going out of style when everybody was excited about it when it really took off and my stuff was not getting any visibility so I went on top of a car and I started jumping up and down and talking to the camera and the video went viral you have to break those societal norms and step out of what people have deemed acceptable to get that attention remember when you get attention people know who you are and they could buy from you and even if they don't buy from you and they don't reach out to you directly and say hey I want to buy your product or service well when you reach out to them and you go make that meeting with them they're gonna know who you are because they saw your Marketing Online I can't tell you how powerful it is when I walk into a client's office and I'm meeting with the president or the CEO of that company and he doesn't know who I am but as I'm walking through people are leaving their cubicles to take a selfie with me because they saw me online somewhere and then when I sit down with the guy in his office he says wow I can't believe how do they all know you so it makes an impression on the people right and this all comes back to trust when people see you in their face every day they get to know who you are and they get to trust who you are they get to see your struggles your UPS your Downs your victories everything when you go to sell them a product they're already in your power base even if they've never had a personal relationship with you every time they open up their phone you're on it who are they more likely to give the business to you or somebody that they never met in their life before even if your price is more expensive they're more likely to give the business to you another great source of leads is trade shows as I mentioned before face to face is the most powerful thing when it comes to business Well everybody's trying to sell digitally when you could actually get in front of somebody there's nothing more powerful so we've done business trips where we've booked half a dozen meetings in half a dozen states and we went from client to client and when they see that you come to them they have the chance to meet you in person they are more likely to buy from you because they don't want to waste your time trade shows is an opportunity for you to meet hundreds of people in a very short amount of time I remember one time I met a guy at a trade show I was trying to get this guy on the phone for years never answered one message never answered one email never picked up my phone calls after I shook his hand at the trade show he says to me he says now that I met you I'll start answering your phone calls I ended up doing so much business with this guy why because I met him in person when you can meet somebody and they could see that you're a real person and they're a real person you developed that relationship and you collect those people and push them into your power base and now you could start selling to them much easier trade shows are a phenomenal place to get really great leads and to build that power base when you go to a trade show you have to be on beast mode okay we've gone to trade shows before where we walked the entire conference or trade show and we clocked how many kilometers we walked at the end of the day we walked 20 kilometers in one day in one building you have to be willing to say hello to everybody shake hands with everybody give your business card to everybody and collect the those contacts and collect those leads nobody is coming to you at a conference or a trade show and handing you a signed contract anything that I've ever gotten in my life I had to go out and get I had to go out and earn I had to initiate the conversation initiate the sale initiate the lead right so I see sometimes at conferences you have these guys that they booked these incredible booths they spend tens of thousands of dollars on these booths and they sit in them and they wait for people to come to them nobody's coming to you I remember one time we went to a conference and we built a very impressive Booth I think we spent fifty thousand dollars on it and the rest of the sales people and the booth were just sitting back waiting for people to come to us I stood in the aisle and I literally pulled people into our booth to get them to talk to us to show them what we do to pitch to them right it's all about the pitch it's all about a numbers game so at these trade shows and these conferences you want to add those people to your power base and you want to add as many contacts as you can so that you could have the best chance of selling your product or service sometimes I go to meetings by the way and sometimes I'm generating leads or having conversations or I'm going on business trips and my wife says to me do you really have to go to all those people and I said you know what if you have a hundred seeds in a bag and you plant every single one of them maybe only 10 are going to grow but you don't know which ten that's why you have to load up on leads so you can increase your ratios I see these guys that they have a product and they they serve it to one person and they don't know if it's going to work or not and then when they get shut down they go home and they give up it's not the way to be you've got to increase your closing ratios that's another thing that people Miss they think that when they're so busy that they can't handle all the business that they have they slow down on their prospecting they slow down on their lead generation because they say I'm so busy right now I can't even handle anything else that is a big mistake that people make when people are hot they think that it's always going to stay hot let me tell you something it will quiet down and you want to make sure in those quiet times that you have enough leads that you could fill your pipeline with you could go pitch your product to that you will never have another day where you're sitting around with nobody to sell leads are gold ready to be mined load up on your leads and get your pipeline screaming hot [Music] now I would like to discuss pricing and how to price your product or service a lot of people think that it just comes down to price it is such a mistake we spoke about earlier on in this program that you want to go towards Wales you want to find people that have money that price is not a problem for them I always like to sell things that there's enough meat on the bone that it gets me excited to get out of bed in the morning if your price is not what you feel in your heart that it's worth you're going to be less motivated to get that business you're going to be less motivated to fulfill that contract and you're not going to go the extra mile for your clients so whatever your pricing is you have to make sure that there's meat on the bone that you are excited about it now I want to discuss pricing which is probably one of the most important things that you have to figure out in your whole sales process I personally like to sell things that have big price tags why because the upside is big and you should be charging what you feel comfortable with that you're happy to take on that contract because if you're devaluing your price if you're just trying to you know get the contract and give up price and just go for the cheapest option all the time you're not going to feel good about the contract that you are getting yourself into you have to have something that gets you excited to get out of bed in the morning so when you are charging the price that you feel is the right price for your product or service you're going to be excited to fulfill that contract if the client asks you for something extra you're not going to feel like you already gave them such a good deal why should you do this no you have meat on the bone so you're going to feel great about giving him extra service because it's already worked into your pricing pricing is a sensitive thing everybody wants to go towards the lowest price let me tell you when you have a great product or service and when you know how to sell most importantly price is not a factor you want to go towards people that could afford your product or service right so you want to go towards wealthier people that have the means to pay the right price you cannot have great service and a cheap price you cannot have a phenomenal product and experience and have a cheap price you should not go for being the cheapest person in the market because you are going to have to cut a corner and usually the corner that's going to have to get cut is the client's Corner stay strong on your pricing and charge what you feel you deserve for that work it all goes back to as much leads as you have when you have leads in your pipeline when you have so many people that you could do business with you don't have to be the lowest cost provider in the market if you only have a few potential clients you could go to you have to be lowest cost provider because you have no choice and you have to bring Revenue in so you could feed your family that week so here's a few techniques to make sure that you're getting paid what you deserve on the deal you want to go in first of all not with your lowest price you want to make sure that you have some room to move because people feel like they always want to get a deal and everybody wants to negotiate a lot of times when I'm going into a negotiation I'll actually give an inflated price so let's say for example I feel that my services are worth twenty thousand dollars on the contract or when I'm talking to the prospect I'll tell them that you know what this is actually thirty thousand dollar deal but we're running a special this month we're actually running a 33 discount and instead of thirty thousand dollars in the month of June we're going to give you a deal and we're going to do it for twenty thousand dollars that's an example I'll give you another one let's say again I want to be left with twenty thousand dollars at the end hey Mr buyer usually this package costs thirty thousand dollars but because I see that there's so much potential to do business with you and your company I'm willing to bring my pricing down to twenty thousand dollars in order that if we do a great job I could have the opportunity to earn more of your business that's another way to do it let me give you another one hey Mrs buyer usually what we charge on these contracts is thirty thousand dollars but if you give me two contracts what I'll do for you is I'll actually bring my pricing per contract down to twenty thousand dollars each so that since we're doing a bulk deal I'm able to give you a much better deal can we do this right so that's another example of how to go in with a higher price and do the negotiation for the buyer themselves at least they feel like they're getting a deal here's another way to not give up your pricing you want to do a deal for twenty thousand dollars and you know if they pay you nineteen thousand dollars you're not going to be so excited to do the deal and you're not going to give it your all so you say to them Mr or Mrs buyer what I would like to propose is instead of lowering my cost to nineteen thousand dollars which doesn't really bring value to you or to me and we're gonna have to cut a corner somewhere and I'd rather not cut Corners let me add something to the package so you add a free training or you add a warranty or you add something extra at least they feel that they did their job in the negotiation I remember one time I was sitting with the client I was selling them a product I was selling them a hundred thousand units of something and our pricing was three dollars a unit so they said ah could you go down in pricing and you know it's very expensive and I you know you have to do something better on the pricing for for us I said no this is what it is this is what the project costs this is what the material is and I need three dollars a unit so they said to me you have to do something it's my job the buyer at the company was literally saying it's my job to do this so I said okay no problem I'll give you a half a penny off she said okay thank you so much done deal she felt so good about herself that she got a little bit of a discount and she was able to then give it to the boss and say hey look I did my job so you always want to make sure that in your original price you have room to move right you have room to come down but do that negotiation for the client themselves another way to not give up on pricing is to offer different packages let's say you're quoting on a home renovation for somebody's kitchen and you come in and your pricing is seventy five thousand dollars to do the job and you put it on the contract and you pass it over to the buyer and you say this is what the price is going to be and they start saying to you well you know it's very expensive and it's very this and it's very that and you say okay well hey I could lower my pricing let's take off the marble countertops let's choose the cheaper tile let's choose a oven or whatever it is that is of a lesser quality and you actually make the package smaller by five or ten thousand dollars and you say to listen my opinion though I have to tell you is that we actually go with what you want you're going to have this kitchen for the next 40 Years of your life you want to make sure every time you go into that kitchen that you are able to feel good about yourself you're able to enjoy your kitchen take that extra ten thousand dollars spread that over 40 years and you were talking an extra 400 bucks a year we're talking about a dollar 25 a day right don't cheap out on this get what you want buy it right the first time so you could go and enjoy it the rest of your life that's another example on how to not give up on pricing here's another option that you have a lot of people want to move down in their pricing right they want to always offer the cheaper price right so you come to the buyer you give your pricing the buyer has a mini heart attack and does their whole song to dance and it's too expensive you say I'll tell you what Mr buyer we have another package that's actually three times as expensive it's sixty thousand dollars But it includes XYZ then they say wow you know what maybe I'll stick with my twenty thousand dollar package I actually feel like I'm I'm getting a deal right now right so you want to be able to move the buyer up and down a sliding scale and make different packages for them so they have options but you always want to hit your sweet spot on the package that you know you're making the maximum amount of money with the least amount of effort so that you could go on to your next contract pricing is an art that you're going to master really I would like to now discuss how a salesperson should look how they should sound how they should feel what vibe they're coming off with so a salesperson's life is really miserable I have to tell you there's no other profession in the world that I know that people are saying no to you multiple times a day and you're getting shut down constantly and it's so easy to get discouraged so when you're a salesperson because you're constantly hearing the word no I can't not now you know a secretary doesn't have to go through that an accountant does not have to endure that misery but you as a salesperson will have to endure that you have to develop a thick skin a salesperson should always be the best dressed person in that room nobody wants to do business with a slob they want to know that they're doing business with you because you're sharp you get it you're with it I was in a meeting this week that I got a contract I was twice the price of what I was quoting on but the buyer literally told me I tell you what I like you I happen to actually really like your jacket and I think you're the right guy to work with he really told me this you should be the best dressed person in that room when you walk in that room people should know that you're there right A salesperson is not looking to fly under the radar nobody is going to sell to you if they don't know who you are you have to make yourself known you have to have a positive energy you have to put a big smile on your face the buyer tells you no you got to put a smile back on your face fast and you got to get back on your feet and you got to figure out another angle it's all about your tone it's all about how you feel it's all about how you look it's all about how are you making the buyer feel across from you did they see that they were able to get under your skin do they see that saying no made you actually give up on your product or service because if you don't believe in what you're doing how are they supposed to believe and what it is that you're doing I read a book One Time by Dale Carnegie called how to make friends and influence people brilliant book I suggest you read it one of the suggestions he gives in there is actually to record yourself people don't even know what they sound like you ever record yourself and say oh I hate the way that I sound so He suggests in the book to record yourself doing a greeting or doing a pitch and the tone of voice is actually everything let me give you an example you walk into a room you walk into your office you walk into your client and you say good morning now you want to have that upbeat pitch you could say the same good morning but you could say good morning one says I'm open to do business I'm sure to serve I'm happy to help yes sir yes miss anything you need and the other one says good morning meaning I'm not really happy with my life right now I'm not happy to be here people want to deal with people that are infectious people want to deal with happy people most people in business are miserable they go to their job they drudge through the day and they go home and they turn on Netflix and they drown out their sorrows in some social media advice that they use people are miserable people want to do business with people that are uplifting that are positive that are fun that are infectious and you want to be that person you got to dress well you got to look sharp you gotta sound good and you got to have a demeanor that makes people say wow how do I get this person around me more you have to have an attitude in sales that yes I am ready to serve when your buyer your client says jump you want to say how high the business arena is difficult people in general to work with are difficult but you got to let your buyer know that you're willing to do anything to earn his business and you're the right person to work with so when you run into a hard situation you're gonna have the same smile on your face and you're going to be ready to serve them with a can-do attitude nobody wants to do business with people that nickel and dime them nobody wants to do business with people that they have to beg to get that work done I've had people that have worked for me I've hired people in the past for different contracts that I needed for myself or my company and I'll never work with them again because they're miserable to deal with everything you ask them they make you feel as if they are doing you a favor when somebody gives you a contract when somebody gives you business when somebody gives you a deal they're doing you the favor and you got to treat them like that the whole way through be that person that everybody wants to be friends with salesperson has to be so confident in what it is that they're selling if you are not confident in your product or service people will smell that right away and people will not buy from you because if you're not confident then how are they supposed to be confident I remember one time I went to go buy a car I went to go buy a minivan for my wife we're at the Honda dealership and I asked the salesperson what type of car do you drive you said I drive in Acura I said you don't drive a Honda he says Nah I really like the Acura I said to him so how am I supposed to buy the Honda from you if you don't even believe in your product so you have to sell yourself on your own product you have to be very confident in what it is that you are pushing into the market you have to buy your own product essentially right if you're not willing to buy your product that nobody is going to be willing to buy from you now there's days that this is very difficult because the whole world has told you that they're not willing to buy your product or service and now you feel like maybe it's not a good product or service in those moments what you have to do is and actually do this is write down on a piece of paper with a pencil or on your phone and you have to resell yourself on your own product or service you have to write down all the benefits my watches are the best watches because they're handmade because it's real silver because they will never lose track of time whatever they look great best style in the market you have to get yourself revved up about what it is that you're selling if you wash windows for example you have a window washing company you have to sell yourself why you're the best window washer on planet Earth right you have to write down I never leave a mark my guys are always on time we never miss a deadline we use the best products in the market we don't skimp on what it is that we do our clients love us you got to get yourself jacked up about what it is that you're selling because people feel that people know when you're sold on what it is that you're looking to sell when your sold yourself you're able to sell other people the first sale that you have to make even before you're selling the buyer the first sale that you have to make is yourself when you are sold you're able to sell other people when they say no to you to whatever it is that you're looking to sell them you're shocked you're like how could this person not buy this right now the price is right I'm the right person to sell it the product is the right product how could they not do it you have to literally get to a point where you are shocked that this person is not buying your product I've walked out of so many meetings that I didn't sell what I was looking to sell and I felt bad for the prospect I felt bad for them that I didn't do my job properly that they didn't leave with my product in hand I really felt bad about it you have to get to a point where you literally feel bad and guilty at the fact that you didn't do your job as a salesperson to make sure that your prospect left with your product because they cannot live one extra day without whatever it is you're looking to sell be confident in what it is that you're selling and make everybody fall in love with your products and you thank you I would like to now discuss meetings every sale that has ever happened on planet Earth except for e-commerce has always started and ended with a meeting it is the arena in which you will play your sport it is the stage in which you will dance your ballet it is where the magic happens most people don't know how to get meetings so let's start from the beginning let's start with the lead the lead has come in you got it from your power base or you got it from social media or you got it from your LinkedIn now you have to set up a meeting with the client here's some of my favorite tips tricks and tools to get that meeting done so I usually say to the prospective buyer I'll usually say something like hey so nice to meet you thank you so much for liking my post or thank you so much for taking the phone call with me or hey Jack I would love to set up a meeting with you to discuss XYZ and the immediate reaction to people and meetings is people don't like meetings they think they're a waste of time they have a stigma for sure if they know you're a sales person they think that meeting with you is going to cost them money or people also think that they're really busy right and everybody's mind I'm so busy I'm so busy they don't think they have the time so here are some of my favorite tips and tricks to get meetings with people so let's say they saw a social media post that I made on LinkedIn about a new product or service that I'm now launching into the market and they liked my post I'll send them a private message on LinkedIn something like hey Stephanie thank you so much for liking my post really appreciate it let's try hopping on a call sometime next week when Stephanie replies yeah I would love to right because it's non-committal it's not this week it's not getting in the middle of their plans nobody's doing anything sometime next week you propose a time how does two o'clock on Tuesday sound and they're gonna say I don't know I I have a meeting or I'm booked on Tuesday I'm very busy on Tuesday great how does Wednesday 10 o'clock sound they're going to say oh you know I'm not sure my schedule changes you say to them like this no problem Stephanie I'm okay with that let's just book the meeting anyways if you have to move it you move it and they say okay sure no problem it's non-committal people don't like to make commitments today so now we're booked up for Wednesday 10 o'clock you ask for their cell phone number and their email address and you send them a calendar invite so it blocks off the time on their calendar it also blocks off the time on your calendar and you can now load up that calendar invite you could do this on Outlook or on Google you load it up with reminders you remind them 10 minutes before the meeting 30 minutes before an hour before a day before and two days before so they're constantly getting reminders whether it's by email or by push notifications on their phone that they have a meeting with you so now let's say you're trying to get a meeting with a person and they're just not getting back to you they're dodging your calls you're not answering your messages you have to break through the noise right it may not be you and it may not be your product or service that they don't want it might be that they have a lot of bombarding from every direction right we have been going towards people that have money usually people that have money are bombarded from every direction for people trying to sell them things so you have to somehow break through the noise so something that I love to do that breaks through the noise and gets the attention of the buyer that I'm trying to sell to is I'll take out my phone just like this and I'll record a video for him or her and send it to them by WhatsApp or by text message or iMessage or whatever it is that I'm communicating to them with even on LinkedIn today you could send a video so it'll go something like this hey Stephanie hey Jack how you doing I hope you're having a great day Beryl Solomon here we spoke briefly on LinkedIn I would love to hop on a call with you next week to show you what we're doing in your space I think that we could really help you the meeting will be very quick don't worry about it I only need 15 minutes of your time please let me know what is a good time and I will clear my schedule to make sure that it works for you can't wait to meet with you thank you so much right and I'll take that and I'll text message it to the guy or I'll send the girl a WhatsApp or I'll send it to them on Instagram or LinkedIn or whatever it is that I'm communicating with them to break through the noise so now let's say that you've got the prospect you have the lead you've pitched them you've tried to set up a call with them you've sent them video messages yourself and still radio silence what do you do there's only one thing to do at that point you show up at their office I can't tell you how many contracts and how many deals that I've made by just showing up at somebody's office and you might say well isn't that a little unprofessional yes it's very unprofessional I'm not looking to be professional here I'm looking to make a sale right and that's what you have to do to break through the noise when you show up at a person's office guaranteed one thousand out of one thousand times if they're there they will give you the time of day and by the way even if it's only to come out to say hello to you in the lobby well guess what they saw your face you had a chance to shake your hand and you have a chance at that moment they may come out to you and say hey you know now is really not a good time so nice to see you you say no problem sir can I come back tomorrow at the same time does that work for you I'm so busy I can't I won't I you know I have so many things going on no problem problem what about next week at the same time on Tuesday does that work for you ah call me then no problem I'll call you then but if I don't call and you don't answer I'm letting you know I'm showing up let them know that they're not getting rid of you that they're going to have to give you that meeting here's another thing that may happen to you the person tells you ah no problem I'll give you a meeting in Q4 of next year nobody is meeting with you in Q4 of next year that's their way of saying I'm not interested I'm too busy please leave me alone what you have to do at that point you say Sir or Miss I only need four minutes of your time please give me that four minutes and if you don't like what I have to say out of that four minutes I will walk myself out of your office or I will hang up on myself can I get four minutes of your time everybody has four minutes people may not want to meet with you because they're overwhelmed they don't want to sit through another boring presentation people are very selfish when it comes to meetings you book a meeting with a person and they sit in your office for two hours who wants that let the person know I'm quick I'm efficient I mean business this if it's a yes grape if it's a no I still love you give me four minutes that's all I need you want to have as many meetings person to person as you could possibly have and you're going to see that usually the buyer is going to try to discourage you from coming to their office why because they know that if you're making the commitment to come see them they don't want to waste your time and they don't want to waste your investment of your energy to get them as a client if they're not going to buy from you anyways so they're going to say oh no a phone meeting is okay or send me an email Mr buyer Mrs buyer I'm in your area anyways next week I would love to come swing by I love the area I've been meaning to get out there just give me four minutes of your time that's all that I need I hopped on planes before to go meet with the person and say to them I'm going to meet with you for four minutes and I'm gonna fly in to come meet you just because you're worth it and they're going to feel so touched so honored that you took the time to go meet with them the best juiciest contracts and the easiest sales is when I go on the road and when I go travel to different parts of the country when when a person sees that I hopped on a plane to go meet with them they do not want to waste my time and they don't want to let me leave empty-handed just as much as I want to sell they want to buy so they can justify the fact that I went to go meet with them so you're never wasting your time to go meet with people you're never wasting your time to go hop on a flight people really appreciate when you'll go meet with them in person nine times out of ten when I go meal with a client in their office and I flew there or I drove six hours whatever it is to go meet with them I'm leaving with a signed contract in my hand because we both know that there was a set time for this meeting we both know that both of our time is precious we both know that most likely I'm not coming back so they want to make sure that they utilize their time with me and they sign the contract right then and there so we could commence our work [Music] let's talk about pitching your product so you got the lead you got the meeting you're sitting in the person's office or you're sitting on the phone with them now it's time finally to pitch your product or service how do you do it first of all you want to make sure that your pitch is tight right you want to make sure that there is no room in your pitch for doubt error you don't want to stumble you want to have your thing so rock solid that it makes so much sense to the buyer by the time you're done speaking a great way to get this down packed is to actually practice your pitch so I've had salesmen before in the past that have worked for me and I've actually helped them practice their pitch right we spoke about recording how you sound record yourself in a video camera pitching your product grab one of the other sales people that you work with or even do it with your wife and practice your pitch pitch to them why they need your service what it is that you're able to do for them why they cannot live one day without your product that you're trying to sell them make sure it's tight you want to make sure also that your pitch is accompanied by some sort of material right so my personal favorite I happen to own a video production company that puts pitches for people into video form you want to show them something in that pitch right so my personal favorite is doing the video let's say I'm trying to pitch a piece of real estate I want to make sure that when I'm sitting with that buyer in his office that I have a video that shows all the facets of that real estate why it's great what advantages they are aerial drone shots I want to make sure that I have something that they're able to see that's tangible let's say you're selling a piece of Machinery right you're selling a gigantic dump truck you're not bringing that dump truck with you to the meeting although if you could I would actually drive up to the meeting in the dump truck but let's say you're trying to sell a 150 000 dump truck you want to have a piece of marketing material that supports what is it you're trying to sell you want to have a video of that thing doing crazy stuff lifting crazy amounts of weight you wanna have a video that's so rocking of that piece of Machinery that you're looking to sell that it just brings the person in it sucks them in let's say you're an accounting firm right accounting is something that's so dry it's so boring sorry to all my accountant friends but you guys also have to sell your product or service I would have a video that shows our offices interviews the top accountants at the firm and shows what it is and what we're about to impress your buyer here's at what time to bring the video let's say into the sales process a lot of times before I even start the meeting let's say I'm on the phone with the buyer right I booked my meeting right we had our time on Wednesday at 10 o'clock I say hey Mr buyer are you in front of your computer by any chance they say yes I said great I'm going to send you a quick YouTube link let me shoot it over to you bang they get it they open it let's watch that it's a 59 second clip before we get started I think it will give a good backdrop for what we're going to discuss if you're an accounting firm it's going to show how beautiful your office is maybe an interview or two with some of your top accounting Executives and also it should speak about the products and services that your firm offers by the time they stop watching that video they know who you are and what it is that you do so you can now start your conversation in a real sales Arrangement that they're not guessing if you're a real firm they're not guessing if you're big if you're small what you do what you don't do let the video do the pitch for you that way when you come out of the video it sets the backdrop for the entire conversation let's say you don't have a video for whatever reason I think you're crazy if you don't if you need help I know a great company that can help you you have to have something in your hands right you have to have a PDF you have to have a brochure you have to have something physical that the buyer can actually look at feel and touch when you're talking about ideas it's hard to bring that into reality when you put that in front of them when you put your pricing down your products down your packages down and you have that in one place that the buyer could take a look at and you hand that to the buyer they're able to see that wow this is actually a tangible Arrangement that I'm entering into it's not just somewhere out in space you want to have some sort of marketing materials that you're walking into that meeting with or you're on that phone call with that you could send to that buyer that they could see that you're a real company and you're the real deal you want to make sure that pricing also is directly connected to your pitch right A lot of people wait to give pricing at the end the problem is is they've made this whole balloon image or dream or whatever it is that they're going to sell you and it gets deflated when you give pricing because price makes people back off so the pitch should look something like this so here's what a pitch should look like and how pricing should come right after the pitch so you say to the buyer something like this hey Mr buyer thank you so much for taking my call today thank you so much for accepting my meeting today so nice to be here I got to tell you I'm really excited about this contract because we really know your space we know the healthcare space so well we've helped so many Healthcare companies Just Like Yours save so much money when it comes to Outsourcing their everyday tasks to our Professionals in India that do this every single day we know your business we know your industry we know exactly what you need we do this all the time at the end of your pitch you want to give them a question something like this may I share with you pricing they're going to say sure everybody likes to hear pricing they want to know what you're charging once they say yes I want to hear your pricing it's almost like a buy-in question right you're asking permission to give pricing now at this point they might say to you you know I'm really not interested thank you so much click or they might say sure nine times out of ten they're going to say sure you could share with me any pricing you want so you say something like this if you hire one employee per year it's going to cost you a thousand dollars per month now if you go to 10 employees or more it's going to cost you 800 per month and if you want to go all the way up to 50 employees it's going to cost you 500 per month per employee right so this comes right after the pitch you don't want to leave that to the end you might get to the point in your sales process where they're so enamored with your service with your technology with your product and then you wait to the very end of the meeting to share with them pricing and it completely deflates the whole room right because they thought that it was going to cost X you tell them a cost why and you just lost the sale at least when you get the pricing out of the way at the beginning you're able to then move on to other challenges that there have and figure out how to solve those challenges a great example of this by the way is Ikea if you've ever shopped in Ikea you know that they put their pricing in gigantic let's say the thing is 109.99 they have that posted in like giant letters the bigger the pricing the more of a deal that I'm getting because I'm saying if they're advertising their pricing that hard it must be an aggressive pricing versus when I go into like a suit shop and there's no pricing anywhere and I have to either look inside the tag and pull out the thing to see how much it costs or even worse I have to ask the person at the front desk how much it costs I know for sure I'm getting an expensive suit because they're trying to be sneaky and try to hide the price don't be shy of your pricing get it out as soon as you can in your meeting so now you're at the end of your pitch you've done your song and dance you've supported it with video or some sort of other handheld materials and you convince them that you're the best and you told them you're the greatest and why you're the person for the job and let's say you're pitching air conditioners we know air conditioning better than anybody else we've done other people in your neighborhood that have experience with your house this air conditioning system is the best system that you could buy for the money and the price by the way is fifteen thousand dollars right you want to say the pricing by the way you want to say that as if it's like and pass me the ketchup fifteen thousand dollars you wanna you don't want to say it's fifteen thousand dollars right you want to be happy about it you want to make it like it's not a big deal as if it's like in passing yeah it's 15 grand everybody could afford it so could you right so after you give them this pricing you want to be absolutely quiet it's going to go something like this and the pricing is fifteen thousand dollars and you be quiet you let them answer you and it's going to be like four or five seconds of the most excruciating four to five seconds of your life that's going to be like four to five minutes but you want to allow them a chance to answer you because you want to gauge what their reaction is so you're going to get a few reactions one is they're gonna say oh not as bad as I thought it was or they're gonna say whoa that's expensive or they're gonna say okay or something like hmm that's all you're going to get so after they've given you this reaction of okay or or dead silence now is your opportunity to sort of fine tune the package that they need maybe the package that you're on is not exactly what it is that they're looking for maybe they need something a little more robust maybe they need something a little more minimalistic at that point you want to ask someone another question something like so what did you think of the product and they're going to say well I really like it great how do we get started or they're going to say something like no I don't think this is for us great that's what I probably thought also I just wanted to show you this product here's another product that we have very similar a little bit more expensive but I think it's the right match for you you want to get their reaction from them after you've done your pitch and your pricing and now you want to fine tune your offering to make sure it's exactly what it is that they need and what they're looking for now I want to talk about what I like to call assuming the clothes people do not like to make decisions they just don't for whatever reason and people in general don't really trust themselves especially when it comes to spending money so you want to assume the clothes for them you want to assume that your package was great you want to assume that your pricing was right and now you want to get them to a point where you're assuming that we're doing this right so when can we start the work on your new kitchen you know I have some availability in next two weeks does that work for you they didn't even argue with you on pricing yet they didn't tell you was the right package but you want to start you want to take that next step here's another example of assuming the close you gave your pitch you gave your price they're either going to say to you yeah yeah we need this yesterday or I'm not in such a rush right but you want to at least get them in the mind frame that we're doing this deal together it's just a matter of when here's another example of assuming the clothes you want to say something to them like where would you like me to make the invoice to should this be to your company or are you going to pay for this personally they're going to save my company great A1 resources the address is the same one that we're at right now and you start writing that down right there on the contract itself another great way to ease yourself into the close is a question like have you heard enough information are you ready to make a decision there's only two answers either yes or no so if they say yes great you stop talking you start writing up the contract you pass it over to them to sign they might say something to you like no I haven't heard enough information please tell me a little bit more about X so then you can elaborate on that thing that they are stuck on right so you want to always in your way into the close and you want to start assuming that they're doing the business with you so now you've done your song in dance you pitched your product you gave your pricing you guys negotiated on exactly what they want more of what they want less of now it's time to sign the contract you cannot sign a contract ladies and gentlemen if you don't walk into the meeting with a contract I walk into every single meeting holding a blank contract usually what I like to do is I have an inflated price on the contract something crazy three four times that I'm looking to charge I'll put a hundred grand on the contract and as I'm going through the deal with them I'm adding all the things that they're asking for in the contract itself and by the end of it I will cross out the hundred thousand dollars and show them hey it only costs you twenty thousand dollars in the end so at the end of the negotiation I'll say to them something like this are we ready to make a deal are we ready to go or they'll ask for one last thing so they'll say I I really like it but can you do this for us as well I say to them something like this absolutely we'll do that for you I'll tell you what I'll do I'll put in the contracts free of charge I write it down and I pass in the pen I push in the contract I look them right in the eye and I make them sign and it is so awkward by the way when you pass that pen people aren't used to this by the way people are used to not making decisions they're used to sales people that don't know how to close they're not even going to do know what to do with the pin and they're going to take the contract they're going to say well I never sign a contract without reviewing it first you say to them hey it's not a complicated contract it's two pages long would you like to go through it with me together and you go through Point by point and you pass in the pen and you stop talking and you wait till they sign it they'll say something to you like this leave it with me I'll take a look at it and I'll sign it tomorrow morning you say no no let's do it now let's not wait until tomorrow morning who knows it's going to happen tomorrow we're here we have the right product the right pricing the right package let's do this and you pass in the pen and you slide them the contract and you be quiet don't back away from that situation right nothing happens until that contract is signed you do not want to get up from that position until you have signed that contract contracts by the way are signed sitting down you never want to get up until that contract is signed never get up from the table even if the buyer I was in a situation this week where the buyer was at the table we had gone back and forth for an hour I gave him everything that he asked for I gave him the pricing he asked for the terms he asked for everything and at the end he gets up and he starts holding his head and he starts looking at his phone and he starts getting all nervous about it I'm sitting down at the table cool as a cucumber deals are made sitting down do not get up until that contract is signed congratulations Mazel Tov you have a signed contract now is the moment of truth you need to get paid for what it is that you're selling my personal favorite way of accepting payment is credit card I am in control I could charge it I don't have to chase anybody it's easy I like it so much I'll usually tell clients we actually offer a one percent discount for using credit card and they'll say to me wow you give a one percent discount usually people try just three percent to use your credit card I say yeah you know what it's so much easier for me it's so much easier for you your accounting people don't have to chase me I don't have to chase them what would you like to use American Express Visa or Mastercard and they're going to say American Express and then I say great does it start with the three every American Express starts with a three they're gonna say yeah and I start writing three and I will not stop until I have the digits of that credit card on my piece of paper wherever I'm taking down those notes they say a Visa starts with a four great what's the number and I will not stop and say oh my credit card's in my cart great sir I'll wait here while you get it right do not leave that meeting without some form of payment so you got your lead you booked your meeting you pitched your product you gave pricing you fine-tuned the offering in the package you got a signed contract and you have a Visa card number in your hands time to charge it congratulations [Music] I want to talk about the follow-up you've spent so much time energy and money acquiring the leads let's say for whatever reason you had your 15 20 30 minute meeting with them and they decided that it's not the right time for them for whatever reason to buy your product or service say to them something like this no problem totally understand I agree with you is it okay with you if I follow up with you in a month from now everybody's going to say yes great I'm going to send you a calendar invite for same day same time in four weeks from now that's okay they're gonna say no problem you send it right then and there at least you have a touch point with them so you know that you're going to be in front of them again in a month and you just keep on doing that and just keep on recycling that lead until they're either going to buy from you or block your phone number here's another technique that I use very often let's say you had a great introductory phone call with somebody they loved your product they loved your pricing they loved your package but they have to talk internally about it or they have to think about how they're going to implement this in their life or in their business or in their company you say to them something like this I know you're very busy I don't want to bother you when would be a good time to follow up with you can we do maybe same time next week nine out of ten times they're gonna say yes nobody's doing anything at the same time next week so you take their email you put into your calendar invite you send them an invite you load them up with reminders and you set that touch point for the same time next week it's very rare that you're going to get a deal on your first phone call people like to be cuddled and people like to know that you're going to stay on them and be persistent so never ever end any sales Arrangement whether it's a phone call or a meeting without another touch base and another follow-up where you're going to come in and have them on the phone again and they might say to you by the way you know what I'm not sure about next week I'm not sure what my schedule is and you bust out to them and say something like no problem let's just get it on the board at the same time next week if you have to move it you move it no problem I won't be upset so you want to always make sure that you have another touch point with them to follow up so you could go in swoop in and close the deal so for whatever reason let's say your buyer didn't buy from you at that point you never know what's going on in the in the person's life you never know what's going on in their business just because they said no then does not mean that they're going to say no now so even if somebody's already shut you down you still want to get another meeting with them and you still want to repitch them so maybe they absolutely said no to your product maybe your pricing was completely out of this world that they could never fathom them doing something like that or spending that much money on your next meeting with them you want to repackage your product maybe it's something more robust or maybe it's something more minimalistic maybe it's a new product you want to use that lead you want to maximize it to repackage your offering for them and make it something more palatable you learn things every day your product changes every day the market changes every day so you want to get another medium with them to show them your new Incredible offering another form of following up is with a client they already sold something too the ease easiest money is second money the easiest person to sell is somebody you already sold people are creatures of habit they want to do business with people that they've done business with in the past just because you sold a guy something a year ago doesn't mean they're not going to buy the same exact thing from you this year everybody needs new suits everybody needs new marketing everybody needs new software updates they will make the decision to buy with you because they've bought with you in the past and it's familiar and they like it second money is the easiest money to get and you want to maximize make sure that you're selling to your previous clients everything that you can get during the covid pandemic I have a lot of clients in the nursing home business I sold a lot of masks and a lot of gowns to the same people that I've sold marketing packages to in the past why because they know me they trust me they had a great relationship with me and they know that when Barrel Solomon says he's going to do something he delivers don't look over the second money people make sure you're maximizing your current customer base [Music] one of the reasons why people don't like to buy it is they don't want to take a risk if you look online one of the ways that online marketers or e-commerce stores have gotten around this is with a money back guarantee you don't like your pair of shoes didn't fit you right no problem you can return it in 30 days free of charge you have to figure out in your business how you could apply this to your sales process somebody Once Sold me a Consulting package where they came to my company once a month for a full 12-year period and they helped us refine our company maximize our profits and at the end of his whole pitch his song and dance his price I was a little hesitant to sign the contract it was for a lot of money he said to me if I don't bring the value that I'm charging to you I will return every penny to you free of charge and I said wow no risk of course and I signed the contract you have to figure out what your angle is what you're free of charge angle is now it's hard if you're a construction company building something for somebody after it's done you kind of have to but there's so many cases if you're a marketing company for example you say to them if I don't bring to at least twice the value that you're paying me I'll return all your money for your charge or if you're a law firm if we don't win this case we don't get paid there's a lot of law firms that work on that basis say to them if your piece of Machinery is not exactly what you would like it to be we'll take back the piece of Machinery in the first 30 days no questions asked right you want to take away the risk from people so that they can make the decision nobody likes risk you don't I don't so why should your client if you're not willing to give a money back guarantee and stand behind your product then why should they buy it you have to believe in what it is that you're selling when they see that you're so confident in what it is that you're selling to them and how it's going to change their life they're going to like that they're going to believe in you I've offered this money back guarantee hundreds of times never came back once by the way and even if it did on the 99 times that it worked it's worth it money back guarantees take the risk out of it for your clients [Music] so in this portion of the program we're going to teach you how to handle objections from the client a lot of people get stuck at this point they think just because their client has an objection they got shut down with a no but if you know how to overcome that objection you're going to be able to get to that yes a lot quicker notice my body language I'm sitting down closes happen when you're sitting down I never signed a contract when I was standing up and also notice I have a pen and I also have a contract you cannot sign a contract if you don't have a contract bring it to every single meeting that you go to because you never know when the sale is going to happen actually you do know after this because you're going to be able to predict the sale and make sure that you don't leave without it sitting down contract pen on the table and get ready to use it I would also like to welcome Elias macris vice president of wealthy commercials to help us in this negotiation hey and he's going to help us do a mock negotiation we do this actually all the time and it's a good thing for you guys also to do before you go into a sales Arena to make sure that you are hot and ready for the close let's do this all right so I gave you our package I gave you our pricing do you have enough information to make a decision so I like everything that I see here but um honestly just completely out of our budget that looks like twice our budget of our yearly spend and that's not something I think we can do so I agree with you budgets are very important the United States of America is 27 trillion dollars over budget but it doesn't stop them from building what they need to make so although it's over your budget let's do this you need it we're the right people you're going to have a return on investment here so I'm asking you to focus not on the current dollars but on the future dollars let's do this man so you're telling me that if I invest this thirty thousand dollars here I'm going to have a return of investment of at least you know thirty thousand dollars back to me of course you're going to have more than that I am so confident in my product and service that I'm willing to give you a money back guarantee if you don't make at least twice as much as you spend with me I'll give you every penny back I do this every day we have clients just like you and I believe in what it is that we're doing so let's do this would you like me to put that in the contract by the way actually what I would I think would be okay in this case is maybe you know how about you give me the product I play for half of it and if it does what it says it's going to do I'll pay the full amount and if not we'll just pay for half and and I'll keep everything and we'll just go our separate ways if you're willing to give me a money back guarantee so first of all I really appreciate your offer and putting that on the table look I need this payment in order to actually make this for you and I need to do a good job for you I'd much rather we pay in full and I give my money back guarantee again you're not going to lose I have hundreds of clients just like you none of them have ever lost I've given this money back guarantee before never ever had to never had to take it back I don't think I'm gonna start with you let's get this done let's sign this you need it I have it let's do this do you have anybody I know in the industry that you can give me their phone number that I can call them absolutely right after this meeting I'm going to connect you to three of my biggest clients in your exact industry and they're going to tell you I'm the man let's do this stop hesitating okay we're going to do great work together congratulations you got me thank you so much great so I matched all your terms I put everything into the concert that you needed to I worked out the payment terms for you that it should be acceptable are we ready to do this you're ready to sign I appreciate you doing all those things I actually really appreciate everything that you brought to the table today but I do need a week to think about it can we schedule maybe a phone call after you get back and and I get back to work maybe we can talk next week yeah sure that's great next week is fine let me just ask you a question though if you were sold on this product you would be signing this contract and not pushing it off to next week so what would you say that is holding you back here um I think the pricing is a little high and I'm not so sure if maybe I can get the same thing for Less uh I think maybe I would go with that but I really like you and your product but I just not so sure about the pricing it's a little bit High listen I agree with you it is a high price but let's be honest it's not going to put your company under look at this beautiful business that you built sir I think you're going to do great with this product I stand behind the product I put in here the money back guarantee for you there's no reason why we shouldn't do this today what's going to happen is next week you're going to get busy I'm gonna get busy and you're gonna have another month or a quarter without this product that you actually really need so let's do it now feel good about it I'm the right person I have what it is that you need let's just get out of the way so you can have one less thing to do can we do that I'd like to but I think I need to check with my partner uh before I sign anything and I think you might understand that um so again if I can speak to my partner he sees he says yes to this I think we'll go cool I mean what do you think your partner is going to say uh I think he's going to say it's expensive I think he's gonna say that it's a good product but I think he's going to say it's expensive so I agree with you it is expensive and you want to tell your partner that this is expensive because this company is the right company I know your industry I know what it is that you need I've done this a thousand times before I will not let you down I'm gonna kill for you let's sign this thing let's get it done already okay congratulations you're going to absolutely love your new product thank you so much for the business you feel good about it I'd like some references but I feel good yeah I'll send you references don't worry okay so in a perfect world let's say you got blessings from everywhere budget made sense product makes sense when would you like delivery of this product as I told you earlier I like the product um I'm just not sure if I want it right now so if you allow me I appreciate you coming here but let me get back to you and see if this is something that we actually need listen what's making you nervous there's something that we haven't uncovered because if you were ready you would sign so what is that thing well we never really invested in anything like this before and it's the first time we're doing something like this so I just wanted to be sure we did some due diligence you know before before we ever you know before we put down this type of money like that so I have a lot of clients in your space a lot of those clients also did not do this before but we've had a great relationship with them and a great experience I know it's a lot of money I know you're nervous about it but it's what you need so let's get this out of the way so you could finally start producing the way that you should here I'm going to put the name of your company over here Acme Corporation I put in here a 25 discount I put in here look it was a hundred thousand dollars a contract I crossed it off we're doing now doing seventy five thousand dollars you twisted my arm off for that one let's just do this let's get it done you negotiated with the price you negotiate the payment terms I gave you everything you wanted there's no reason not to do this let's sign I just don't know if I'm ready to sign right now um if you come back to me next week I probably will have a better idea if I call up some of your clients you know I might feel a little bit more comfortable doing it but right now I'm just I'm just not comfortable signing I understand I agree with you it is a it's a lot of money what I'll put on the contract for you is dependent on good client references is that okay so once you hear from our clients references once you hear from my clients how much they love working with us how great our product is you're going to feel great about it only then does this become valid is that fair and what about payment is that also contingent on that can I wait to hear from them before I give any payment no you have to pay now I I have to pay now yes and what if I don't want to go through with the contract let me ask you is the contract going to break you is it going to break your company I don't think so it's not going to break my company of course not but you know money's money it's not a sickness though you have to use money in order to make more money so the money could either be in your bank and you can look at it and feel good about it or you could actually get this product that you've been needing for how long you told me yourself you've been looking for this for over a year now I'm the right guy let's not add more time to this equation let's just get this sign let's get this done already let's go and when will I have the product by you're gonna have it in two weeks guaranteed Fair can you put that in the contract yes absolutely two weeks two weeks fully delivered so my guys are ready to roll with these videos in two weeks from today so we'll be filming next week guaranteed okay congratulations you're gonna love it you made the right decision so you see what we're doing here just because the client has an objection doesn't mean he's shutting us down they want us to stay in the clothes they want to see how far we're willing to go to get this contract when people see that you are going to go to the end of the world for them to get their business they're going to give it to you because they're going to trust that you're going to do a great job for them don't be pushed back by objections power through them deal with the uncomfortableness you know it's really uncomfortable going home that night and telling your wife or your husband that you didn't sign the deal that's who you should be scared of not the pressure in the close great so I hit your terms I hit your pricing I hit your perfect package are we ready to roll are you ready to sign this contract Bill you're pressuring me honestly I feel like you're giving me a lot of pressure to do this right now and I'm not that type of guy I'm not a buyer and I really think this is why I even got here is because I take my time before I I spend money listen I respect that I actually really do and you didn't get to this by you know making bad decisions and I trust you're going to make a decision here and please don't mistake my enthusiasm for pressure I believe what I'm doing I know I'm going to do a great job for you let's get this done and let's get this signed let's do this so great I hit all your terms I hit your pricing I hit your package went back and forth I think we're ready to do this can I get a signature on this contract listen I really like you and I've heard about what you guys do but I just was not expecting that number on that contract and to be honest with you I'm just going to be blown with you I can't afford with this right now I I have a very cash intensive business and that type of investment might ruin me on my next shipment listen I agree with you I have the same problem that you do and all my other clients have the same exact problem that you do as well cash is King I'll tell you what I'm going to do for you usually we request 50 deposit and 50 when we deliver what we're going to do a few is I'll bring that down to 25 deposit 25 delivery 25 30 days after that and 25 30 days after that does that make a little bit easier on your cash flow so I only have to pay half even though I'll have my product yes and then 30 days after that yeah that's amazing deal yes you could start using your product right away start enjoying it have it start making money for you and pay me with the profit sounds good wow thank you congratulations so you like the product I like the product yeah pricing is fair pricing is is fair yeah you like me I'm a nice guy you're a nice guy but I didn't expect you to bring a contract listen I don't waste time I believe in what I do I work with tons of people exactly like you in the exact same industry I believe in what it is that I have to offer so I don't like to waste time every second that my product is not in your hands I literally feel like you're losing money I would feel bad if I didn't sell this product to you today let's get it done let's sign let's go are you ready Barrel this is the first time we're meeting it's been 40 minutes that I'm in front of you and I I didn't have a chance to to do some research um frankly I've never seen anybody come with a contract to the first meeting I thought we were just here to shake hands uh if you give me a few days though let me review it uh I can probably have an answer for you then absolutely So when you say a review what does that mean exactly I need to to see if this is something that corporate agrees with I need to see if if my partner is okay with this even though he's a minority partner I'm a majority partner I just need a few days to to look at it I I don't want I'm not the type of person who makes a decision right now so what do you think your partner is going to say to this I think he's going to ask me to try to bring the price down so I'll tell you what you can tell your partner that we started off at thirty thousand dollars and you twisted my arm off what you did right you're in the good you're a good negotiator you got it down to 20 grand you're getting this below cost price your partner's gonna love it you're going to feel good about it I know it's only been 40 minutes but hey you got to appreciate the fact that I don't waste time I'm also not going to waste time on delivering this product to you let's get this done let's sign it now and let's get you in what it is that you need let's go let's sign this you're good congratulations you're going to love it it's going to be amazing I'm going to do a great job and I'm going to kill for you did there you have to keep on selling even after they sign the contract you have to make them feel good even after their signatures on there even after they gave you their Visa card you have to make sure that they feel good about what it is that they do because you don't want them to come back to you and retrade and redo the deal you don't want this deal to unwind you have to make them feel good you have to make them feel like they made the right decision and if you believe in what it is that you're selling you're also feeling good about the fact that they're going to get what it is that they buyer just signed the contract congratulations but nothing is done yet until we have the cash in the bank so now we're going to teach you how to actually get payment for your products or Services as you know from our previous chapters I love credit card because that is the best way to get payments you're in control so here's how to get the credit card out of the client's pocket relations I'm so excited about this we're going to do such a great job for you by the way how would you like to pay American Express Visa or Mastercard we can actually give a one percent discount for paying with credit card which one do you want to use um actually I believe we work with wires I can give you my AP Department's email address and you can shoot an invoice and we'll take care of that I I really appreciate that I'm going to get you an invoice but I would really appreciate if we could actually do this by credit card I give a one percent discount you get the points everybody wins I don't have to chase your AP they don't have to chase me do you have a credit card on you by any chance um I know that we might have a company credit card but I don't keep that on me no problem where is it uh uh I mean it should be with the with our buyer I mean he must have it I'll tell you what I'll give you a second go get the card I'll wait right here let's just do this let's ink this up we have spent so much time negotiating this let me get my deposit so I could start working on this view is that okay okay give me one second I got the card but how are you going to use this how we're going to be sure this is safe yeah so let me just take down the number and I will not charge you I promise until I send you a copy of your contract and until I send you an invoice let me just get the card so I can get you set up in my system as an American Express or Mastercard Visa it's a VISA great does it start with the four yes go ahead four seven two four zero eight zero two eight eight two eight yeah four zero five zero great expiry uh zero eight twenty four three numbers on the back one for three beautiful so what I'm gonna do is I'm gonna send you an invoice not gonna charge you until you get all the paperwork congratulations you're gonna you're gonna love your new product thank you very much thank you so much for the business you're going to love your new product how would you like to pay American Express Visa Mastercard what do you usually prefer um actually we usually pay with check I mean that's probably better for you no so um if you give me an invoice I'll get a check out to you yeah absolutely so I'll get you that invoice I have to tell you we really prefer Visa especially since in your contract we're actually billing You by Cycles it's just easier this way your accounts payable don't have to chase me I don't have to chase them did you have it on you by any chance um I do have a card on me yet but um I really prefer paying my check so no problem here's what I'm gonna do for you I'm actually going to give you a two percent discount for using Visa you get all the points and I'm not gonna charge you until I send you invoice and everything let's do Visa so much easier do you have it on you um I think I have a car to me yeah beautiful what does it start with three uh yes go ahead three seven two four yep zero nine zero two yep eight eight two eight yeah expiry zero eight two four three numbers on the back one four three beautiful congratulations feel good about this you're gonna love your new product it's exactly what it is that you need feel you feel good I feel great okay good thank you thank you so much for the business I appreciate it [Music] avoid my sales Master Class thus far I want it to end on possibly my favorite chapter which is God and sales you might say to yourself what does God have to do with sales the answer is absolutely everything at the end of the day our job is to work as hard as we can to get as many leads to get as many meetings to get as many appointments but at the end of the day it's up to God to give us the blessing to make it work let me give you an example you have a farmer and he has the best seeds and the best soil and the best equipment and the best everything any plants each one of those seeds at exactly the right time ultimately he has to rely on God's blessing to make it rain and once the rain comes then everything will grow so you might be beating yourself up that things just aren't working out the way that you need them to work maybe that's the time to look up and ask God for his Blessing ask him to water your crop because at the end of the day that's where all blessings come from so if you're having a hard time in your business in your sales career whatever it is that you're looking to achieve maybe it's God's way of saying to you that I would like you to ask me for help and when you do that you're going to see that everything starts working magically you know I've had times in business where I was just hammering away I think that you know me a little bit by now I don't give up very easily and nothing seemed to be going my way I wasn't winning any contracts wasn't winning any deals wasn't selling anything and in those moments I've had I've had them about a half a dozen times in my career I look up to the sky and I say you know what God I'm doing my best I'm going to continue to do my best but I need a little bit of help and everything else is in your hands and when you put your success in God's hands he responds in absolute amazing ways everything that we spoke about is great but without God's blessing you have nothing but with God's blessing you have everything I hope you enjoyed God bless and go make your career and your business the best that it could be