- Let me get something straight.
I don't like your company.
I don't like your products.
I don't like you.
Don't let the door hit you on your way out.
- Gee, I wish I had 100 prospects just like you.
- Perhaps you didn't hear me correctly.
I said I don't like your company.
I don't like your products.
I don't even like you.
Get the hell out of my office.
- I heard you the first time.
I still say I wish I had 100 prospects just like you.
- Okay, maybe I'm missing something here.
Why on Earth would you say you wish you had 100 prospects
just like me?
- Because I know that I'm that much closer
to my monthly sales goal.
Let's say your closing ratio is 25%.
It means that you close one out of four.
You're pretty darn good, right?
A 25% closing ratio.
And let's say you want to close 100 deals, 100 sales.
What does that mean?
It means that to get that 100 sales,
to get 100 yeses, you need to get 300 nos.
You will not get to that 100 yeses without the 300 nos.
I remember in the beginning of my career,
I was selling and closing my own services on the phone.
And every single time when I'd get a no,
I would be so disappointed with myself.
I would be very frustrated, right?
I would get very upset.
I would get angry.
Why couldn't I close that sale?
Then I would beat myself up.
I would have a lot of self-doubt.
But you see because I didn't understand
what I'm sharing with you right now.
You cannot get to those yeses without the nos!
It is part of the game.
That's why we do what we do.
To get to those yeses, you must go through a lot of nos.
So I would have a lot of this,
emotional ups and downs, kinda like a rollercoaster.
You know what I'm talking about.
Comment below if you're in sales, right?
Some days you feel like I am the champion.
Right, I am the man!
Next day you're like oh man, this is so hard.
Next day you're like this is it!
Look at me, right?
I'm so good!
I could close anyone any time.
And the next day you say to yourself, I'm not good at this.
Maybe I shouldn't do this.
I should just go get a safe, steady job.
You know what I'm talking about.
But if you're smart and you stick
with it and you are self-aware,
and you ponder and you reflect.
You know, am I being too obnoxious?
Am I being too rude?
Am I being too aggressive?
Am I asking the right questions?
Am I discovering my prospects' needs?
If you can self-reflect and you ask those questions,
you'll learn more about yourself.
You'll learn more about the prospect, the industry.
And that's how you get good, right?
That's how you raise from failure to success in selling.
It is the only way that you could do it.
You see one of the things I started doing is
when I couldn't close a sale,
I would be very, very straightforward with the prospect.
I'd say, "You know what, Mr. Prospect?
"It doesn't seem like we're gonna be doing business today.
"Can I ask you just one question before I go?"
And they would say sure.
And I'd ask, "Is there any reason
"Is there any reason that I should be aware of
"that why you don't do business with us?
"Why you're not buying from us today,
"why we're not moving forward today?
"Is it anything that I could help?
"Is there anything I could improve upon?"
And very often they would tell me,
well you know I don't like this about your company.
Or I don't like about this feature.
Or sometimes they would just tell you,
hey, you know, nothing against you, just bad timing.
Maybe three months, six months later,
we can talk about it again, but nothing against you.
Just we don't have a need right now.
And that's perfectly fine.
I guarantee you the most successful closers
in your industry right now, the highest paid professionals
in your organization right now,
they experience the highest number of failures.
They are the ones who experience the most amount
of rejections, the most amount of emails being ignored,
the most no shows.
Why?
Because that's the only way they would get
to the numbers that they get to.
You know why I'm Dan Lok?
Because I have failed way more than you.
I've made more mistakes than you.
I have lost more deals than you.
And that's why now I run the largest virtual closing network
in the world.
There is no objection that I've not heard of,
I have not seen.
There is no mistake that I have not made in my book.
It's very, very simple.
I have been there and I've done that.
I have sales scars all over my body.
I have been burned.
I have been lied to.
I've been cheated.
I have had no shows.
You name it, I have experienced it.
Failure is not the opposite of success.
Failure is part of success.
So don't fear failure.
Fear you have not failed enough.
Fear that you have not failed fast enough.
If you're not afraid of failures
and you're not afraid of hard work
and you are serious, I mean very, very serious
about becoming the best sales person
that you could be, to become the best closer
that you could be, to become the best version of yourself,
I encourage you to check out my four-part training series.
I'm gonna walk you through exactly
how do you close more effectively,
how to deal with rejections,
how do you handle objections, how do you redirect.
And you want to go further, you wanna study with us,
you wanna join our global community,
feel free to do that as well.
Right I wanna add value to what you do first.
Check it out.
See what we do.
There is a reason why we have been able
to produce over 3.5 billion dollars
for companies and brands from all over the world.
- I just earned my 20th boom, woo!
(cheering)
And that's how closing should go.
It's so much fun when you get
to help people actually do the things that they wanna do.
Of course, I love my HTC family,
thank you for everything that you all do.
It's incredible!
- That's only one reason our methodology, it works.
It just works.
So click a link here.
Click a link here.
Check it out and see for yourself.