- Secret number three.
You can't help them if you don't sell them.
Please repeat after me.
You can't help them if you don't sell them.
There's no relationship between being good at what you do
and getting paid.
There's no relationship.
There's a huge relationship between
being good at what you do, being able to sell,
and getting paid.
No good when you say I'm the best in the world on this.
Well who's going to pay you for that?
Who are you communicating your value to?
How do you articulate your value?
- [Narrator] The King of High-Ticket Sales.
World's Highest-Paid Consultant.
Media Celebrity.
Multi-Millionaire Entrepreneur.
Acclaimed TEDx Speaker.
International Best-Selling Author.
Dan Lok.
- And I believe there's a lot of people out there
they need your products, they need your services.
And there's a lot of lives out there,
their lives won't be enhanced if you don't get off your butt
and make something happen.
If you don't go out there and sell.
You have to sell.
How many of you are little bit unease
when it comes to selling?
Be honest.
You're like, mm, I don't want to sell?
Okay, the way I would address that is first of all,
do you believe in what you do?
If you do, then you are, you're doing the world,
you're doing the marketplace a disservice if you don't sell.
You don't.
Because if they don't buy, if they don't commit,
you're not changing their lives.
You're not helping nobody.
But if you could close the sale
and you can communicate your value
and you can close that sale,
now you can help them.
Because you're committed to their success
and they're committed to their own success.
Don't you agree?
That's what I'm talking about.
If you're good at what you do
and you know can deliver the result,
and if your clients love working with you,
then I'll believe you have an ethical obligation to sell.
That's what I believe in.
You're morally obligated to sell.
I have zero, zero hesitation to sell.
Because I believe in what I do.
Do you believe in what you do?
Do you have that strong of a conviction?
You know what?
Here's what I have.
You need it, you need it.
And maybe it's uncomfortable but you need it.
It's like people say to me,
"But Dan, I don't want to sell something
"that people don't want."
I don't want to sell something people don't want.
How many of you believe it's a good idea
to sell the kids who are on drugs to get off drugs?
They don't want to get off drugs.
But is it a good idea to sell them?
How many of you think it's a good idea to sell people
on the idea that they should exercise regularly?
Even though they don't want to exercise regularly.
People are their own worst enemies.
Sometimes they don't even know they need you.
So it's our job to communicate and talk with them.
Persuade influence them to, hey, you know what?
I've got something that's good, that's going to help you.
Buy it.
Buy it from me.
With that much certainty.
If you just go in the marketplace
out there with this much certainty,
you'll be surprised how the marketplace would react.
'Cause most people out there, they're selling,
they're not very certain about what they do.
Nine of them, nine out of ten of them,
I say, well what do you do?
Well...
You can see.
You ask people in a networking event, what do you do?
Well, I kind of do a little bit of stuff.
That's not very passionate.
They don't seem like, oh, yeah, I just kind of do this.
For how long been doing it?
Ah, I've been doing it for 10 years.
It's like you can tell.
It's like you can see from their body language
they can't wait to get out.
Oh, great, now I really want to buy from you.
Shit, I don't even know you disappear on me
in a month later, right?
That's the issue.
As an expert in marketplace, please write this down.
Doesn't matter what you do.
When you're selling high-ticket,
I can tell you're not selling products,
you're not selling services,
here's what you're selling.
You're selling certainty.
That's what they're buying.
We are selling certainty in an uncertain world.
We're selling certainty in an uncertain world.
People would pay a premium for certainty.
Because they want to know.
Because we've all been disappointed way too many times
in our lives.
Yes?
We've bought stuff that we're not supposed to buy.
We do business with people
we're not supposed to do business with.
We are very, we're so scared, we're skeptical,
that we don't want to you know, try something new.
But if you go with certainty and say, hey you know what?
I know I charge a lot, but it's going to work.
Let me show you it's going to work.