i said i don't want to talk to prospects
where they can walk all over me
i want to be able to have control over
the conversations like
if you're single believe me you're
selling
okay you absolutely need to sell in fact
if you're single chances are you need to
work on your closing skill
we don't sell we turn the prospect into
a salesperson
there was one story the one more story i
want to share during the period of time
so as
a copywriter i was trying to close
clients talking them with on the phone
and things like that
and then it was one particular phone
call and i always remember that phone
call
that i was talking with the prospect
okay
and he found me on on internet and we
were talking and he's
asking me about my copywriting services
okay a few minutes
into the phone call he said stop i said
what's going stop he said you're full
[ __ ]
i said what he said since the beginning
of the phone call you've already made
like
multiple grammatical errors i don't
think you're that good of a copywriter
you cannot be
and he hung up on me well i hope you
learned
and i was shocked i was hurt and
actually cried after the phone call
i'm okay with rejection but i have never
felt something like that before
and from that moment on i
vouched to myself i will never ever
want to experience this again that's
actually from copywriting
why i kind of throw myself into learning
sales i said i don't want to talk to
prospects where they can walk all over
me
i want to be able to have control over
the conversations
from then on i was this is how i kind of
transitioned into
learning an additional skill not just
copywriting writing copy
right but also closing and i didn't know
that from then on
like fast forward today that i would be
teaching sales and and closing
persuasion to so many students around
the world but
that planted the seed in my mind i want
to zero in on the closers part of it
and as you know from our previous
conversation as well
i uh kind of have a soft spot in my in
my heart for
for sales your door-to-door sale yes
door-to-door man for a long time
and uh what i've found because i've
taken so many sales trainings and
i never really fully resonated with a
lot of them
because of the common denominator of the
united share of
not liking the old school closer
mentality
that is more becoming outdated
especially with
the age of information and i think that
if you're holding on to those old school
closer tactics that you're probably
going to be
pushed out of the equation here really
quickly so can you give us just an idea
of
of of what that means practically and
just maybe
top one or two tips to help anybody
that's listening to this right now be a
better
salesperson yes so the methodology that
i pioneer is called high ticket closing
because that's what i've been always
doing in my whole career selling high
ticket products or services
if you're selling something like at a
dollar store for 10 20 bucks or in the
mall versus you're selling something for
5 10 20 50 100k
it's a completely different thing it's a
different sale right because you're not
selling just
the item you're actually selling the
emotions experience right so my whole
methodology
in the simplistic term is this we don't
sell we turn the prospect into a
salesperson
so we let the prospect do most of the
talking
right because i believe that when you
say something it means something when
the prospect says something
it means everything so instead of us
pushing
features and benefits why i should buy
and all that right
i would ask questions because whoever
asks us the questions
controls the conversation and from now
on i ask the question
sit down now just sit down and then we
will lead the prospects to themselves so
every single thing that we're asking
during a sales conversation we're
leading them to the cell
but without them feeling we're pushing
them so you know how
travis you read like traditional sales
books oh man
37 ways to close a sale or a 1057
ways to to close something i'm like this
is like reading a book on martial art
1007 ways to throw a a cake i'm like if
your cake is good one kick would be
enough right so i'm a kind of one kick
kind of guy
you know my my closing line like my most
favorite
what would you like to do next i don't
do the ab clothes
like the puppy dog clothes and then you
i don't do anything what would you like
to do next
that's my closing line what i do is very
invisible
so by the time they get to the closing
uh stage
that when we're ready to transact they
want to do it
not because like i push them another
thing i do
most sales guys they wait till the end
to talk about money the way i teach
you talk about money up front so almost
everything i do is just the opposite
uh most sales method they talk about
establishing
report in the beginning right how's the
weather or where you live
and oh how are the kids i call that
pretentious report
you don't give a [ __ ] they don't give a
[ __ ] frankly my hair i don't give a damn
we don't do any of that instead of going
in you have the what they call the
doctor frame you don't shoot the breeze
you don't you know be
you know talk about bs you get to the
why you're on the call so i like to do
like what i call set the agenda like i
always say something like this example
instead of hey how's the weather travis
it's good to see like all this stuff
it's so pretty it's so fake i would go
right into it i would say something like
exactly just
let's say give you an example right hey
travis
i can see that you book a time with me
and i'm happy that we're having this
conversation
exactly what you want to get out of this
call today
i just go into it right and then you
would say oh you know dan what i want to
do is a b c
and d then i would right up front set
agenda something like this and say hey
travis
if you don't mind i'm going to ask you
some questions by the end of our
conversations you could say
a couple things to me you could say yes
which is good that means i could help
you
right then we can move forward and
that's that's good you could say no and
i want you to know
it's perfectly okay to say no to me
you take the pressure off now the third
thing that you could say
which i don't want you to is maybe or i
want to think about it
because from my experience when someone
tells me i want to think about it or
maybe what they mean is no
i prefer just tell me a no could we
agree on that before we move forward
now set the agenda not by the end my
conversation they're not going to tell
me
maybe i do that in the beginning
i all i want to handle all of that
before even comes up so that's just like
one tiny bit of example that's perfect
that's a perfect example so if anybody
uh wants to learn a little bit more from
dan which
like i said i've taken a ton of sales
trainings and if i would recommend
anybody sales trainings it would
probably be dan
so um where can people where do people
go to find that
now the easiest way is just go to
highticketclosers.com they can watch a
free
webinar right and they'll get some
information now they're not going to get
the training from the webinar i want to
be
absolutely transparent but gives an
overview of the program uh kind of like
a preview
right if they want to then they can take
the our seven week uh certification
program
which is interesting travis the way i
teach i train is i would
teach them the techniques and then we
have our community now over 10 000
students worldwide
they would role play i call that a
verbal dojo you'll learn a technique and
then you will actually connect with
all the other students and you would
role play right how do you open how do
you set the agenda how do you close
and this is the only way to get good
because reading a script
that's not what this is you notice the
way i sell i don't use a script at all
yeah right i do not believe in scripts
at all high highticketclosers.com for
those of you who want to perfect your
sales ability
and if this is not something that you're
confident in
it is of paramount importance if you're
going to generate money especially
online and especially
these days you've got to be able to
stand out from all the other
bad sales people that exist and think
about like travis what your show is
about it's about building a network
right i always say closing equals income
it doesn't matter if you're selling a
product or service or you're selling
yourself
or you're connecting with somebody
you're closing all the time it doesn't
matter if you're in business or not in
business right
or your parents have kids you're selling
your kids
veggie not chocolate do your homework
don't watch tv
you're selling all the time right it's
if you're single
believe me you're selling okay you
absolutely need to sell in fact if
you're single chances are you need to
work on your closing skill
so it's like all these things it's not
about closing it's interesting because i
have so many students who come through
my program
it's not just they're selling something
it helps them improve their
relationships
because to be a good closer the number
one skill is actually not talking
it's listening they learn to listen and
in a society people don't know how to
listen now i'm doing an interview
so i'm saying i'm talking a lot but if
i'm actually having conversation you'll
notice i actually talk very little
my entire conversation with just asking
questions asking questions asking a
question
it's not even a sales skill i think it's
a life skill