- I want to do more role play, but I'm gonna play a game,
and then we're gonna wrap this up.
But so far, pretty good?
Yeah, we're gonna do some more in the future.
Sales is such a huge topic.
Different way you can handle objections,
different way you would qualify,
different way you'll get to the decision maker,
"I'll need to think about it",
"I'll talk to my business partner.",
many, many things, I mean we've only got an hour,
so I'm gonna play a game with you,
then we're gonna wrap this up.
Nathan, you were talking about follow up.
- Uh huh.
- In sales, how many times it takes, usually,
sometimes for?, what's the statistics for them to say "yes".
(audience responds)
How many times?
- [Audience Member] Five to seven.
- Five to-?
- [Audience Member] Seven.
- Five to seven times, so, as a sales person,
you have to follow what?
- [Audience Members]Follow up.
- You have to follow up , you gotta follow up with them,
So I'm gonna play a game with you.
And it's called the game of money,
the game of money.
So, first of all, I want you to stand up.
And, you could join the game given as well.
And I want you to find a partner,
find a partner, find someone you don't know,
someone would be partner A, someone would partner B.
So just go ahead and do that first.
So do you have a partner, everyone has a partner?
(audience members responds)
So, who's partner A?
Okay, who's partner B?
Partner B, here's what I want you to do,
I want you to go to your wallet, and your purse.
Okay, go to your wallet, your purse,
and I want you to pull out the biggest bill that you have.
And don't lie, and don't cheat, okay.
The biggest bill that you have.
Partner B, yeah, go to your wallet, go to you purse.
- [Audience Member] Unfortunately, I don't have a bill.
- Give them your credit card.
(laughter)
Yeah, how many have that, you have the money,
hold it in your hands, partner B.
Partner B, 20, anybody got a hundred?
Good, fifty, yeah, hundred, good, good.
Partner B, you should have some kind of money in your hands.
Yes?
- [Audience Members] Yes.
- Everyone?
- [Audience Members] Yes.
- Now I want you to give it to partner A.
- [Audience Member] Thank you, Dan.
(laughter)
- The game is finished.
(laughter)
The name of the game is, don't trust a salesman.
No, no, okay, so partner A you now have the money, right?
- [Audience Members] Yes.
- Okay, so partner B, here's what I want you to do,
I want you to go out of the room, please.
Partner A, you stay, partner B, please get out.
Get out, get out.
- [Audience Member] Get out?
(audience member joking)
Get out! Close the door.
(audience members speaking and joking)
Everybody out?
Are they out?
- [Audience Member] Yes.
- Who are those people?
- [Audience Member] They're talking,
and they cannot hear you anyway.
- Is that good, is that good?
Let me talk to the mic, hello! Yeah okay.
In a moment, do you guys hear me?
Come, come, come, come.
In a moment, I'm gonna ask them to ask for their money back.
To get the money back, the only way
to get their money back is to ask you seven times politely.
If their saying, "can I have the money back", "no",
"can I have the money back", "no",
only if they say it seven times,
doesn't have to be consecutively, okay.
It doesn't matter if they yell at you,
"where's my money, give me the money".
Don't listen, doesn't matter what they say,
and if they ask you, "how do I get my money back?",
"I don't know", only if they ask politely.
- [Audience Member] They don't have to say, please,
they just have to say --
- No, just say "can I have the money back",
or "please, can I have money back" Seven times.
- [Audience Member] Okay.
- Okay, one down.
I'll give it a go.
- [Audience Member] So if they yell, we keep it.
- Yeah, okay.
(audience members speaking to each other)
- Got it? Okay.
Now...
Okay, you got a partner? Got a partner?
Everybody got a partner?
There are three rules to this, how many rules?
- [Audience Members] Three.
- Three simple rules, I'll say it one time.
Three rules, rule number one, partner B,
you cannot touch Partner A.
(laughter)
No touching.
Okay, no touching, so what's rule number one?
- [Audience Members] No touching.
- Rule number two, partner B,
you cannot go through their belongings.
Cannot go through their purse, cannot go through a jacket,
so what's rule number two?
(audience members responds)
Now, rule number three, there is only one way.
How many ways?
- [Audience Members] One way.
- One way to get your money back, only one method,
only one method, only one method,
and I know the method, I came up with it,
I am the rule maker, right.
So what's rule number three, only how many methods?
- [Audience Members] One.
- And who knows it?
- [Audience Members] You.
So partner B, you have two minutes to get your money back.
In two minutes, you don't get your money back,
partner A keeps the money, good luck.
(laughter)
Good luck.
Stop, stop,
okay, stop!
Who has gotten their money back?
Can I see a show of hands?
Okay, one, two, three. Okay, quite a few people.
Quite a few people, okay.
Tim, you come up.
Tim, what did you do to get the money back?
- I asked her.
- Okay, how many guys asked for it?
How many asked for it, and didn't get it?
What happened?
- Then, I asked more...
Like...
"what more do I need to do to get the money back."
So I basically asked --
- Then they say no again.
- The question was "give me the money back", "no".
And so then I thought about it for a second,
and I thought, "okay, I have to listen".
I have to ask a question where I can listen
to what the answer is, so, what did I do wrong
so that I didn't get the money back?
And the answer was, you didn't ask enough.
So then I just asked again, "please give me my money back.",
and the answer was still no. what did I do wrong?
Well you have to ask some more, and so I asked,
and asked, I Think it was six times.
- Seven times.
- So, the answer is what?
You have to ask, how many times?
- [Audience Members] Seven times.
- So you keep getting no, but here's also--
round of applause, first of all.
But there's one,
there's one more lesson.
You ask for the sale, prospect says no,
what do you do?
- [Audience Members] You ask again.
And he says no, what do you do?
- [Audience Members] You ask again.
And he still says no, what do you do?
- [Audience Members] You ask again.
And he still says no, what do you do?
Until you get the?
- [Audience Member] Sales.
Now, but is a bigger lesson here.
What's rule number three?
- [Audience Member] There's only one way to get it,
and you know it.
- And who knows it?
(audience responds)
Everyone in the room, only one person comes up to me,
and ask, "what's the method?"
And Earl from the back, wave your hand,
he came up to me, and said "so, Dan, what's the method?",
and I whisper, "ask seven times.".
(laughter)
And he went there, and he got the money.
Ponder on that.
Ponder on that. trying to struggle,
trying to get frustrated, get mad, all that doesn't help.
Did I say, I'm not going to tell you the answer?
- [Audience Members] No.
- Do I have that rule?
- [Audience Members] No.
- And I emphasized who makes the rule.
One method, right. Did I mention you cannot ask me,
but nobody ask.
Isn't that interesting, something to ponder.
I give you ten seconds to get your money back, go!
Ask seven times, ask seven times.
(audience speaking to each other)
Okay.
Let's recap, what have you learned tonight?
What have you learned?
Through the games, through everything I have shared,
what have you learned?
- [Audience Member] Be consistent.
- Consistence, good, consistency, good.
What have you learned?
- [Audience Member] To listen.
- Listen, good, what have you learned?
- [Audience Member] Tonality.
- Tonality.
- [Audience Member] Talk from the diaphragm.
- Talk to?
- [Audience Member] Talk from the diaphragm.
- Talk from the diaphragm, good, Ali?
- [Audience Member] I don't know.
- "I don't know", well let's pretend you do know,
what have you learned?
- [Audience Member] Who asks the questions,
controls the conversation.
- Who asks the questions, control the conversation.
Yes, what have you learned?
- [Audience Member] You should not be selling your proposal.
- Should not be selling your proposal.
Yes.
- [Audience Member] You have to ask the right question.
- You have to ask the right ques--
with finesse, the tai chi, yes. Tim.
- [Audience Member] Dan knows the answer.
- Damn right, I know the answer.
- [Audience Member] You have to ask the right person.
- Ask the right person, ask the right question, good.
- [Audience Member] Better marketing means easier sales.
- Better marketing, easier sales.
- [Audience Member] Be sincere.
- Be sincere, yes.
- [Audience Member] Dominate the--
- Dominate, one more. Ali.
- [Audience Member] Whoever ask the question,
got the control.
- Got the control, yes, you Paul.
- [Audience Member] Listen
- Listen.
Good, so we hoped we enjoyed this evening,
we are meeting, our next meeting on March, 4th.
My good friend, Andrew Barber-Starkey is gonna be speaking,
how many of you heard of Cactus Club.
How many have heard of T. Harv Ekar,
a Peak Potential, Millionaire Mind, okay.
So Andrew is both the president, is the business coach,
success coach for the president of Cactus Club,
also the coach for T Harv Eker.
So, he's gonna be coming to speak,
and I've known Andrew for a number of years.
We're actually in the same mastermind group that I have.
We meet once a month, and he's a phenomenal.
There are a lot of success coaches out there,
99.99 percent I don't like,
but Andrew is a guy that I love,
a man of integrity, phenomenal speaker, facilitator,
so March 4th, he'll be the guest speaker,
and any questions, I'll stay around.
You've learned something tonight?
(audience responds)
Was the game fun?
(audience responds)
on your way home, think about your game,
think about how you behave in the game,
and how you are in your business, got it?
(audience responds)
Okay, I'll se you next time, thank you Dan.
(applause)
Make money, do good, have fun.
Thank you.