3 - How to Rapidly Master Sales

Hello, and welcome to how to rapidly master sales. So a lot of people think that sales is really hard to learn and that it takes a lot of time and that you really need to spend years and have tons of dedicated sales mentors to get really good at sales. But that is not true. So to tie this into the metaphor that we've been using with sales is

sort of like gravity, these like fundamental cues in nature that humans respond to. In that metaphor, you don't have to spend years learning how gravity works, like studying the laws of physics, understanding classical mechanics and general relativity. You don't actually have to learn that to be able to throw a baseball or understand the tides or sail about. None of that is necessary. It can be helpful, but

it's certainly not necessary. So that's how I would tie the metaphor in. You can start warping reality. You can start using these psychological triggers. This sales process extremely effectively, immediately. You just need to get your head in the right place and you need to know exactly what to do. So here's the problem. As I just alluded to, people think sales takes years to master. So they say,

I'll learn it later or I'll hire somebody to sell for me. Or I'll just sell using a webpage and some copy or any other variety of excuses. And maybe some people know that you can master sales pretty quickly because they've heard of somebody doing it or they've had a friend who just got really good at sales pretty quickly. But they don't really know how. They don't know

what to do. So that's another problem. And the third problem is that sales is scary. It's really scary if you haven't sold before, if you haven't sold a lot. And even when you have sold it, it can still be a point of discomfort. So a lot of people just avoid it at all costs. They just run from it like the plague and they, whether consciously or unconsciously,

they just put off sales and they try to do everything but get on the phone and sell. When in reality, selling is not scary at all. And once you realize this and you realize that it's this mundane process like going to a doctor that can actually be incredibly empowering, then you progress very quickly. It's like your mind opens up the floodgates and because selling is no different

than laying bricks or riding a bicycle, you find the joy in it and you get good quickly. So that's the problem. Here's the solution that we're going to provide. You're going to have a mindset of sales is critical to my business right now and we'll move the needle in my life more than anything, more than almost anything else. The other thing would be mindset, but sales is

so crucially tied to mindset that they're almost inextricable. So sales is critical to your business right now and we'll move the needle in your life more than anything else. That's definitely true if you're in this program. You're going to know how to master sales extremely rapidly. You're going to know exactly what to do, exactly what activities, what tasks to perform in order to get very good at

sales very quickly. And you're going to understand that selling is no different than diagnosing somebody else's problems just like a doctor and offering them a solution. And it's actually something that you'll look forward to when you learn how to do it well. And you'll know how to do it well after the script I gave you and all that mindset of stuff. In fact, you know how to

do it in the top 1% of the human population. So I'm going to give you six methods to master sales rapidly. I'm going to walk through them one by one. So number one is very simple. Record all of your sales calls and listen back to them. There are plenty of apps in the iPhone store that allow you to record calls. You could use Google Voice if you're

using Skype. There are plenty of tools as well. I personally use one called call note, but you can use any of a number of tools. And especially when you're in the early stages, but even in the later stages, if you want to really, really master sales, you should be recording all of your calls and listening back to them. It's an incredibly, incredibly valuable practice. It will have

you progress at more than twice the rate of people who don't record calls. You'll just very quickly pick up on your intonation and how your pauses sound, how your vocal flow is, how you're transitioning from one segue into the next. You'll get a very, very good intuitive sense, very quickly, of how you're selling and how you can improve if you record your sales calls and listen back

to them, especially if you take notes while you listen back to them. That's number one. Simple. Just do it. You'll get good at sales really, really quickly. Two, especially when you're, I mean, you don't have to do this later on, but for the first probably three months, you should role play sales calls with a partner at least once per week. You can find a partner in the

program. You can find a partner through any other means. You can find a partner in like your grandparents or something if you have to. There's no excuses for not finding somebody willing to let you sell to them once a week. It's cool. If the other person, if it's not your grandma and it's another business owner, they can sell to you as well, and you'll get an experience

of being sold to you every week, which is actually an equally important viewpoint to have when it comes to selling. You need to know what it feels like to be sold to in order to sell well. So role play sales calls once per week with a partner go through a strategy session every week. Now, here's the next one. Practice reverse therapy and try to create nerves. So

what do I mean by this? Well, before a sales call, you typically get pretty nervous. If you're new to it or if it's an important sales call, you'll be really nervous or you'll have some sort of agitation or you'll just want to get it over with or some sort of feeling like that or you'll want to run to a different country. If you're like me when I

first started selling. So there's a really simple way to completely reduce the effect of nerves in this situation. And it's also counterintuitive. When you feel nervous, when this happens before a sales call, try to consciously feel as nervous as humanly possible. Try to make yourself nervous, just like get all bundled up and try to work your nerves up. And here's the thing. You can't do that. That's

impossible based on the way the human nervous system works. When you try to create nervousness, you actually reduce it. You actually reduce it. Nervousness comes from like resisting. Nervousness comes from some sort of aversion to what's going on. So if you actively run towards it, if like instead of being like, I don't want to do the sales call, which causes your body to create nerves, if instead

you say, I want to feel nervous, you'll stop feeling nearly as nervous. You might stop feeling nervous at all. So practice reverse therapy. Try to work yourself up and become as nervous as possible. It won't work. It'll actually make you less nervous. This is very well psychologically documented. There are plenty of papers on it. It comes from the book, Man's Search for Meaning by Victor Frankel, which

is an incredible book as a side note, especially for entrepreneurs. Four is also simple. Practice desensitization through repetition. So this is part of the program. You should be having sales call after sales call after sales call on a weekly basis. And when you do this, it will become like laying bricks. It will become mundane. It will be like having a small talk with your mom every morning

or talking to about the weather or something. It'll just be really, really mundane. And when it becomes mundane, you'll calm down a lot. You'll be able to think through the process. You won't get as emotional. Just pure desensitization is a huge part of the process of mastering sales. Number four or number five, excuse me, is sales affirmations. What are sales affirmations? This is what sales affirmations are.

So questions are one of the most powerful persuasion tools. We know this. If you've sold it all, you know this. If you've studied copy, you know this. If you just watched the video on the sales script, then you probably realized this. Asking them out loud and then answering them out loud allows you to define a reality field in real time. That is exactly what the sales process

is. That's exactly what the sales script does. Now this also works on yourself if there's nobody else there. In fact, selling yourself becomes before selling anybody else. If you can't sell yourself, then you can't sell anybody else. That's why we focus on mindset first in this program because you have to sell yourself on the idea that you can build a six figure agency and all of that

before you're ever going to be able to sell anybody else on your agency services. If you don't believe it, nobody else will. So selling to yourself is actually the fundamental ability and a lot of success, particularly in being able to sell. This is a process for selling yourself and it's quite simple. You ask yourself questions that prime a certain state of mind and then you answer them

by providing reasons. So here are example questions. Say you're about to happen a call and this applies to all sorts of areas of life, not just sales. Anytime you want to define your reality field in real time, but ask yourself questions such as, am I going to crush this sales call and have a customer begging to let them pay me? If you ask this and then you'd

answer and say, yes, and then you'd ask, why? And then you'd say, well, because I have an amazing service because I'm in a really good mood today because all of my customers are super happy with my work because I'm super driven and I'm going to demonstrate my value to them, just list a bunch of reasons. And it almost doesn't matter what the reasons are. That's how the

brain works. You could say, you know, because I'm wearing blue socks today because I'm sitting in my house, just like stuff like that, your brain will still register them as positive reasons. It's kind of weird, but it works. Now another example question is, would it be a bad thing? Would it potentially be a bad thing if I closed this customer? And why would you ask this? Well,

a lot of times people go into sales with some level of neediness. They are really attached to the sale and they'll be really upset if it doesn't happen. And when this happens, the customer can smell it. They can be like, this guy doesn't really care about diagnosis, he doesn't really care. My best interest, he just wants my money. And it's a huge turn off and you're almost

never going to close the sale this way. So you can ask this question in order to eliminate neediness. You can say, would it potentially be a bad thing if I closed this customer? And then say, yes. Then say, why? Then you explain why using as many reasons as possible. You could say, well, I didn't quite like the survey they sent through. I don't like their website. It

looks like they might not be a hard worker. They might not get results. They might cause problems for the business. They might, you know, just list reasons. I don't like their hairstyle. You can just make stuff up. But it'll work. It'll make you super non-attached. If you go into a sales call, almost not wanting them as a customer, that is the most powerful position to sell from.

Because that's the position that, you know, the big guy sell from, Russell Brunson, etc. They don't care about, they don't need new customers, the customers have to sell them. They almost don't want new customers in some cases. And that's the situation that you want to be able to create. So sales affirmations, do them before each sales call. They're in the sales prep that is in the script.

And you could just ask these two, literally variations of these two. And you'll be good. You could also throw in any other ones. You know, you can use these in a whole variety of life situations. Literally like going on dates, public speaking. Sales affirmations are an incredibly powerful tool for manipulating your reality field. So they're an awesome thing to have in your arsenal for many, many life

situations, particularly sales calls. Now number six is a bit different. And I think I'm going to have a video on this later on in the program because it's really powerful and I might not be able to go into it in a level of depth that I want to right now. But it's called Fuck Up Fridays. And it is the single most powerful habit that I maybe have,

you know, it's certainly one of the most powerful habits I've ever adopted. So here's the problem that it solves. A lot of our life is spent, especially as entrepreneurs, in fear of failure or in fear of judgment by others or in fear of what others will think or in fear of looking stupid or in fear of feeling silly or in fear of not being good enough or

some variation of this fundamental care, this fundamental, you know, care of about what others think, this human drive to be liked and to care about what others think. It's actually not a very useful drive. It mattered when we lived in tribes and, you know, you could be killed or ostracized if you violated social norms, you're not going to be killed or ostracized for violating social norms in

the first world country today, not unless you commit a crime. So Fuck Up Fridays is a way of systematically and regularly fucking up. Violating social norms, getting rejected, doing something uncomfortable so that you develop imperturbability to this and I'll break down how it works. So every Friday, do something embarrassing in public. Just completely fuck up and get rejected or do something that scares you or do something

absolutely insane. Here are examples and I've done all of these. In fact, I still do them every Friday, it's one of my favorite habits, it's fun as hell once you get over the initial fear. So you could howl like a wolf, you could do push-ups, you could walk up to strangers and tell them jokes, you could lay on the ground for 30 seconds or longer and just

have people stare at you, you could give compliments, you could run around like a crazy person making bird noises, just do things that completely violate social norms and make you extremely uncomfortable. Start with one a week, one every Friday, you know, how like a wolf this Friday or lay on the ground for 10 seconds or for 30 seconds this Friday, that's a great one to start with.

And the reason this is so powerful is that when you're preparing for them, when you're getting ready to do a Fuck Up Friday, you're like, you're like, oh shit, like I'm so nervous that everybody's gonna judge me, you know, I'm gonna look like a fool, this is gonna ruin my life. Those are the sort of thoughts that go through your head. They're absolutely ridiculous and exaggerated and

then you go do it, you know, you go tell a stranger a joke and they just either laugh or they like stare at you and walk away. You know, nothing bad happens from any of these. You just get judged by other people, which other people are gonna judge you anyway, even if you're the world's best human being, so you might as well develop imperturbability to it. And

when you do this, you develop reference points for your fears not being as scary as you think they are. And this generalizes directly to business in all areas of life. But when you can experience social rejection, desensitization and, you know, not fear it, almost enjoy it, I actually have learned to love getting rejected in most circumstances because it's just like thrilling to me because I've trained myself

so much and I'm still trying to constantly get better at it because it's one of the most valuable skills that I possess. If you do this on a consistent basis, you develop what I call the alpha frame and you realize on an emotional level that most people are sort of sheep and they just simply follow the social norms. They just do what is expected of them and

they just are too afraid to upset anybody. And when you can break these social norms, when you can walk the line between doing something, you know, actually illegal, which you would not want to do, but doing something that's pretty weird and pretty uncomfortable and makes you the center of attention and people judge you and people reject you, you realize you can get away with doing things that

people think you're not allowed to do. And that's in quotations because there's a lot that you're allowed to do that people are just afraid to do. Most things in business that it takes to succeed fall under this category. In fact, most things in life in any field that it takes to succeed fall into this category of things that are just outside of what's socially acceptable, but not

illegal, but you seem pretty weird and pretty, you'll get rejected a lot for doing these sort of things. When this happens, you become the center of your own universe. As I talked about in the reality warping video, you realize that if you get rejected, it's really just a perception of rejection. In that sense, you're just like rejecting yourself. Just because another person in your reality rejects you

doesn't mean you have to interpret it as rejection. You could tell yourself that person's having the worst day of their life and they would have done that to anybody and that won't affect you. The problem is only when you believe that the rejection actually matters and you naturally will believe that until you desensitize yourself enough, until you have enough data points to realize that it's just not

true. This is when you develop the alpha frame. This is when you sit at the center of your own universe and you just don't care at all what other people think because all you can ever experience is your perception. Other people are just a part of your perception. If you're experiencing rejection or judgment or something in your perception, you're actually just allowing that to filter through and

you're believing it and you can always change that. That is when you have an alpha frame. That is how fuck up Fridays work. I may have another video on it because it's incredibly powerful, but do it every Friday and you will be in the top 1% of people in terms of having an alpha frame, dictating your own reality and being comfortable doing the rare and valuable things

that almost 0% of the human population are willing and able to do. That's it. Those are the six methods. I want to leave you with a reminder that sales is actually deeply rewarding and transformational when it's done with the right mindsets, with the mindsets that I've given you. It can be an incredibly powerful transformational experience right up there alongside of, you know, spiritual retreat or something like

that. In fact, one of my friends has dedicated his entire life more or less to teaching, selling as a almost spiritual practice as a practice of becoming more in touch with yourself as an individual and sales really is a mirror for your life and any insecurities, any flaws show up in it. In fact, as in sales, you are working on bettering yourself as a human being and

warping your reality field, which you now know very well how that works. So run towards the fear, run towards it, put in the work and before long, you will be sailing in a sea of clients, in a sea of freedom across your blue ocean towards your legacy and having the time of your life. So that's how to rapidly master sales. I will see you in another video.