Stop Selling Start Closing

So how many entrepreneurs are in the room? How many of you do your business depend on money? It is an interesting phenomenon. My God tweeted me this morning. He says they talk so much about money. I think it's something important and he says, yes, but. It is not the most important. If you are in a business, it is the most important thing because if you don't have money you can't grow your business. Would you agree? He said yes, but money won't make you happy. He said not having money won't make you happy either, buddy, okay, I had fried poverty, I tried to be broke, it was a disastrous experiment, how many have gone through the disaster experiment, okay, or just enough money, what?

Maybe you only have enough money, can't you? Grow your business with enough money, so I'm here to talk to you for the next 45 minutes and I promise it will go fast. Well, how do you grow your business? How do you present yourself in front of more people? How do you get them? people want to do business with you now. I have created several businesses without money. I have never asked for a loan from the government. I have never used banks to borrow money and have taken ideas and concepts because I didn't. I have money. I've taken ideas and concepts, brought them to the market, and pushed them into the market until someone says, I see value.

I will give you money. Okay, if you're taking notes, you want to write this down when it has value. exceeds price people give money when value exceeds price people buy things houses are not yet sold in the United States because the price is still above the perceived value cars in the United States are sold because the value exceeds the correct price blueberries sell at some price sell at a higher price they will

stop

selling

it's like how do I get people to want that blueberry that house that car that chiropractic adjustment the package the chiropractor package the implant the $14,000 implant because I want teeth nice how do I get that?

Done, how do I get someone to buy your marketing package or your social media package? What do I do with Twitter, Facebook, LinkedIn, Google+ and YouTube? What do I do with them? They're just problems for me. Okay, I didn't have Twitter. account 15 months ago I was just rated one of the top 10 business coaches on Twitter and the #1 sales expert on Twitter for 2012. Now I'm not bragging to you. I'm telling you how you can enter a space you've never been in. You were there and then you dominated, that's what you want to go after, people you don't want to compete with in this environment.

How many even frame this? You have been taught this. You have been educated. Healthy competitions. You even know that competition is unhealthy. you don't want to compete you want to dominate a sector Apple Computer coca-cola Exxon Google what they are what they all have in common pure domination not competition I spent 17 years getting a formal education skills good skills healthy for anyone who can imagine if we were the only marketing company in the world , that's better than having millions of marketing companies exactly. I want to be the owner of the sector. I want to be the owner of the sector.

I want someone when someone thinks about sales training, I want them to equate Grant Cardone and everything that I have. spend to get there I will spend to get there I want to own the sector completely I don't want to compete in it, so one way to own a sector is by tweeting, it's okay if you're not tweeting, not on Facebook, not on YouTube. okay or you're using LinkedIn if you're not using these free mediums to communicate with the world, you're not in the game and you're not in the game, it's okay this morning if you look at my Twitter account today because this is more than just about to sell and close a transaction if I don't have anyone paying attention I can't sell or close would you agree there's no one here hey man good sales I won't close you right now?

Who am I talking to myself? I need people darkness darkness is the biggest problem your business has there is no problem bigger than darkness it's not money it's not financing it's not price it's not value it's not a package it's a thing darkness all those media programs that I get into You saw this morning everyone is telling you that there is not enough money the banks are not lending the consumers do not have confidence the people are not healthy the economy is in trouble friend none of that is the problem the problem is that nobody knows you I don't know you man I don't know who you are, the right price doesn't matter right now the value doesn't matter right now the package to offer the problems I don't know you if you don't know me you can't buy The darkness of my books is a bigger problem than money, so that I will go bankrupt just trying to get out of the darkness and I can use these free means to do it, so this is my point if you look at my Twitter account this morning, and I can look from this phone how many of you have a smartphone okay, If you don't have a smartphone, what kind of phone do you have, do you have a dumb phone, no offense, it's one of the two, do you have a dumb phone, do you have a smartphone Now some of you have a smartphone and you don't know how to use it.

Well, I drove from Los Angeles this morning and all I did was beat this thing up because I want to make Saturday my slave. I wake up every morning. Mundy is going to be my slave instead of I'm going to be Monday's slave look at the difference I want to dominate the day I want to be the master of time I don't want to manage it I'm not interested in managing time I'm interested in creating time okay so on the way here I'm using this Twitter account there are 1 2 3 4 5 6 7 8 9 10 11 12 13 Sorry 13 in an hour 13 people mention me in this Twitter feed in the first in just the last 60 minutes why why what am I trying to do what I'm trying to accomplish two things I want to get out of the dark with people and I want to dominate their way of thinking in any business, that doesn't matter what the business is I'm a chiropractor I need to dominate the industry I want to own the industry the Most of the time I'm advertising, not for clients.

I'm advertising to put my competition on their heels, right? Britiano, let me see, let me see where. my books are in one two three four I wrote these four books since the Lehman collapse since the Lehman collapse that's what 2008 I didn't write these books to make money I wrote these books to put my competition on their heels when other people contracted All I thought about was expanding while they contracted. This is your chance, a domination, do you agree? because I had something natural going for me, my competitors were retreating while they were retreating, I simply moved forward because they opened the door for me, we see the The media in 2007-2008 told you what to save money, not to spin the contract, the world is coming to its end and everyone

start

ed going backwards and that's why the economy contracted, but Apple Computer, what did they do?

What does Mark Zerkin Berger say on Facebook spend the money control the space spend your money control the space invest your money control the space dominate the sector money is only for one thing own the space right I have some money in my pocket right here I don't know what I have I'm going to do with it it's no use low and value every day I can't have enough how many we can't have enough once you have enough you discover you don't have enough okay? there is no shortage how many agree that there is no shortage buddy every time there is a shortage open boy Benny Benny just

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running there is no shortage of money on planet earth but how many people do you know how many people do you know who think that money is a shortage there's a shortage of money the clients you call every day hey my package is eleven hundred dollars and he says oh my god $1100 oh my god I can't even imagine spending that much money how many do you have clients like that and then you make a deal with him, yes you are right, maybe my price is too high, we should lower our price, how many of you have employees telling you to lower our prices once you close the doors, you can't get your prices lower than They are fine, there is no point in lowering prices.

Would it make sense? What makes sense is to generate value because they cannot grow their business if they do not sell and close. Would you agree? Lower my price. Do people buy it? Have you ever seen yourself? You lower the price and they still don't make a decision. I know this in my business no matter what I'm doing. I am

selling

a bracelet that I have. this little bracelet, okay, we sell them for like 5 dollars or something like that. There you have it, it says no negativity on one side and it says be positive on the other.

Many of you need this. Would you agree? Okay, so it's a $2.00 bracelet I have. I sold real estate for 70 million dollars I was in a transaction the property was mine three lawyers three real estate guys on his side two accountants and I am alone in a room the first thing they do they sit down they all say hello hello we pass Business cards and The first thing they tell me is that their property is too expensive. Look, it doesn't matter if there's two dollars or 70 million. How many agree? They're going to say, if I'm going to get a haircut for $20 or $50. or 200 dollars or if I'm going to buy a bag for $12 or buy one for 1200 this group looks at me and says your price is too high I said no, you knew it before you called the meeting, you knew it before you brought your damn army here now are we going to make this deal or not because I don't have any more money to give you now.

I want you to write this down because I'm going to use this on every transaction I'm involved in somewhere in the transaction when we get into negotiations I've sold the product built the value solve the problem somewhere when we start negotiating whether it's two minutes or 20 minutes I'm going to state this line I'm going to say that I don't have any money left to give you okay. I'm going to make it clear that I'm literally going to get altitude. It's called getting altitude in negotiations. I don't have any money left to give you. Okay, if you're talking about a discount, more like it. discount if you're talking about a lower price to get this package to get this solution to solve your problem hey, what are you going to tell them now?

I don't have any more money to give you. Okay, everyone try this. Don't have. more money to give you, look, if you don't close that door, they will keep trying to open that door, do you agree, but you have to sell yourself, friends, you have to completely sell yourself on your offer, your product, your service, what is it? You're selling, everyone in this room is in sales, unfortunately in America the word selling has become a dirty word, okay, but you can't escape it. Would you agree that you are the dentist? Do you need to sell? Man, I want to fix my teeth, man, how much is it going to cost?

How long have you wanted to fix your teeth all my life? I mean, from the moment I got my teeth, I've wanted to get my teeth fixed, okay? I mean, I have teeth like this. This way I made it ugly. I need new teeth and then you tell the guy it's 14 grand and what does he say? Oh my gosh, $14,000, there's no way he can afford that and then the person presents the solution and presents the product. the implant says what we have to do what we can do what price you could pay what is your budget friend all those things are wrong to say would you agree on the same for those of you who sell marketing? a package together in the customer says it is more than what we are spending now where do you have to be? what can we do you become a victim once you stand in the 405 you say hey hit me okay come on man hit me Man look the first thing you have to do is be completely convinced.

I have to be completely convinced of my product or service. I have to understand that if I ask so much money for my product or service, my product or service is worth it. so much money or so much is ok when someone offers you $1100 let's say your package is $1500 and they offer you 11 what did they just tell you that your pet is worth your product? No, they didn't tell you it was worth 1100 if it's a boy. He walks into the bookstore in Dallas, Texas, at the airport and buys this book for 30 dollars, what did he tell me?

To him it was worth more than 30, more than 30, okay, you want to write this, every offer they make to you, every offer they make to you. For you it represents whatever the offer is. I'll give him three million dollars for the property, that means he thinks it's worth more than three million dollars. No one offers what they think something is worth. I paid $X for this watch. I wanted the watch more than I wanted the money properly. I give a homeless man 50 cents. What is it worth to me to give you 50 cents? He's worth more than 50 cents or I wouldn't have given it to him.

You understand. Do you understand that I wanted him to do it? leave more than I wanted my fifty cents that's why people give people money you're not charitable oh I'm helping a guy you gave him a dollar you didn't help him you want to help him give him 500 dollars okay , don't act like a philanthropist, oh, I'm so good with people, did you give the boy a quarter? You know I care about people, come with a good friend, you don't care about anyone you're trying to get rid of. about him, tell the truth, man, at least tell the truth, like when I go into a sales situation, I tell people the truth, I don't let themsell your show, oh that's more than we can afford, okay, so what are we going to do?

Figure it out man, it's a solution for you, it will create more business for you, if you keep thinking it's more than you can afford, your business will remain small. I recently showed a customer a package.a $1,800 package the guy says but I'm a little guy, yeah, and I'm not Obama, you want some food stamps, you want some food stamps to go to what they offer, buddy, do you? what do you think? I'm in business, but it's okay. I'm fit, it's a $1,500 package if you have four people it's 1,500 if you have 40 people it's 1,500 the fact that you've decided to stay small is not my problem, it's your problem.

I'm trying to make you crazy. 40 people you want to do this on my baby, let's roll, uh, you see, because you, but you don't push like that, you know why, because you're talking to a person, you don't feel your pipe, that's why I'm telling you what you have it you have it you have to use these terminals you have to use these gifts these people have given you these gifts gifts Twitter Facebook okay these are gifts these are some of the best things that have been offered to me in my business I have three Facebook pages one Facebook page It didn't exist more than a year ago it has 75,000 people following it there will probably be 80,000 when this seminar ends this morning that Twitter link that Twitter page didn't exist 15 months ago there are a hundred I don't know, two hundred and six thousand people follow me on Twitter.

Okay, I owe it to those people to communicate information, so twice an hour all day today someone will get a tweet, but you're annoying the people you're also tweeting at. too much delay disappears friend, if you don't like my delivery you're not going to buy from me anyway some of you in the room have already decided that you don't like me I'm too aggressive for you, okay, then we agree on something, look If you don't like me , you are not going to do business with me, let's determine that quickly. Would you agree? If you're going to take a whip on the butt and take a quick one, figure it out quick.

You don't like me. Congratulations, there have been moments. in my life where I didn't like him but I still need to communicate, do you agree? I still need to get attention because if you don't get attention, you finished well, four steps, it's not in my powerpoint, so I want you to do it. write these four steps number one this just label this success if you want to be successful you must follow these four steps I didn't know this until I was 51 I'm 54 years old I learned this right after the LeMans collapse okay four things you have to do you have to do to be successful, regardless of your product or service or whatever you're doing, number one, you've got to get attention, you've got to get attention, I've gotten your attention, haven't I?

It doesn't matter if you're homeless, know how to beg, or are selling a seventy million dollar deal. You have to get people's attention. Everyone has to understand it. Hey, you're looking at me, man, hey, I'm selling a condo in Tucson, Arizona. even though I'm selling to the woman the woman is in complete communication with me she's talking to me we're talking her husband is sitting 36 inches away from her he's not even looking at me I'm a minute into the presentation I like hey what's going on ? man what's going on what's going on what's going on you don't look at me you don't talk to me you don't listen to me your eyes are glassy you look like you're unconscious what's going on huh because the truth is if he doesn't talk to me now, I'm going to lose the deal anyway If I'm going to lose the deal, I'm going to lose it on my terms, not theirs, okay, write this as a side note if you're going to lose the deal, lose it on your terms, don't lose it on their terms, you're going to lose it. to lose the deal, so what I want to lose in my terms is that it is too aggressive, no, if you want to dominate your sector, no, no, if you want. altitude not everyone can do this once you are sold how many believe this if you are completely sold on your product and service as a value could you do this would you be aggressive if you are not sold you will not be aggressive open I am not an aggressive guy you are when you are sold okay, remember when you were three years old you were aggressive then, right?

How many of you had kids, hey, hey, give me that right now, I want it right now? two and a half year old children, children do not sell children's clothing, they did not think it would be sold, I have it, I have a three year old boy, right, my girls, I want a jelly bean right now, I'm like a baby, baby, baby. Just for crying from the door, I'm like a friend. Dude, slow down, baby, you gotta take some steps, man like, don't go straight for my throat, man, just get me ready, smile at me, dad, you're the one You better give me a jellybean or I'll wreck this damn place, but you know what the kids got and then I would never want to get rid of her in her.

It's just that ah, everyone has what happened to you, you lost it. Do you agree? You lost it somewhere because when you got to school they sat you in a chair for 50 minutes and told you not to move, don't talk and if you have a question raise your hand, your mom told you not to put your finger in the electric. They had a pool at the house and instead of teaching you how to swim, they put a damn pool around it to keep you out of it. Everything

stop

ped. Your parents taught you not to touch yourself before and said not to touch yourself.

You don't touch that you don't touch that you don't touch that that's not yours and then they added stop touching yourself friend, it's mine, you told me not to touch this little guy here because it's his property, okay, now I can? I don't even touch my damn property and you know what I'm old now. I'm going to be 40 years old. I'm not surprised there are people walking like this. I can't catch anything. I can't reach it. Heaven have it! Don't let someone tell someone who you are, the first thing you have to do is get attention.

The Kardashians are great at this. They are amazing when Kim gets divorced. What I told my wife six or seven months ago. I can not wait to see. What the girl does next is brilliant, people hate her, don't they? she's incredibly brilliant, she takes, she's a magician, she doesn't take anything and turn it into money, that's what you need to learn to do, that's what magicians do, right?, hey, tomo. nothing an idea and ideas nothing you would agree accept that idea that is incredible and that anyone belittles what that girl does you are confused if you do it you are confused you are confused because you want to do what she does well first What you have to do is call the Attention, look at my big butt.

Hey, click on anything to get attention. Why are you trying to cut through the noise of the universe? This upsets the universe. Would you agree that it is a large unit? There should be nine hundred people here today. but there's no reason because they got caught up in the noise they didn't get caught up in the price of the ticket or the one hundred and eighty nine dollar room those are the excuses they made for not coming here because they had ah my kids it's noise I couldn't escape I couldn't get a babysitter it's noise man oh my god we don't have the money because Fox TV convinced you you don't have the money Fox CNN CNBC MSNBC those are the people who You are not competing with another direct mail company, your biggest competition it's Anderson Cooper on CNN Suze Orman Suze, you know Suzy does it every day, don't spend money, don't buy a car, don't lease a car, don't rent a car. get rid of your husband everything says what backup withdrawal what does Dave Ramsey say everyone dead my friend Dave Ramsey all debt is bad debt all debt coca-cola has 14 times more debt than income caterpillar has 16 times more debt than income you want to grow your business needs debt, right, I have an American Express card in my pocket.

I put all my expenses on this card, okay, that's bad, that's not my problem. My problem comes. Would you agree, the more income I have can I handle? that guy so I put too much money on my card no you didn't you don't make enough money right you want to increase your income which means I have to sell and produce you can't grow your business without selling and producing. without

closing

transactions it is impossible you want to be business owners I am an entrepreneur I am a CEO I am the banker I am the Controller your salesperson that is what you are you just need to call yourself what you are and make each department responsible for the income get everyone to present your product or service sells so much that everyone, including non-sales staff, sells promoting marketing growing your business

closing

deals this is a training hub we did this is a sales training hub we did on LinkedIn you can take surveys from LinkedIn for free, okay, you say what area you would like more training in, number one category, staying motivated, how many degrees, that's a big problem in your company, just keeping people motivated every day, excited and focused on Steps number two, for sale only. 8% of people responded and said: I need to know how to handle step number three, product knowledge, where most companies spend all their time training people. bowl handling objections 25 percent closing the deal 23 percent if you take closing the deal handling objections and attitudes make up 86 percent of each that's where I need help closing rules looks like closing rule number one okay, let me finish those four steps first.

I know we're in the middle of it, okay, number one, attention, everyone agrees, you have to get attention, how could I do that radio, television? I could become an expert. I could write a blog. I could tweet. I could put something on Facebook. I could knock on a guy's door I could follow someone home I spent three hours working with them they didn't make a decision with me they leave my office and go home I follow them home that would get attention well I could never do that why not could you do that that's what did it that's what makes an entrepreneur an entrepreneur get attention number one number two you must receive criticism you must receive criticism you must receive criticism criticism is a way you have to go through this door most of People want to avoid criticism, would you agree?

I need criticism you can't you can't get the positive without receiving the criticism if there are a thousand people in the room I need five hundred to criticize me five hundred to love me is worth about three hundred and eleven million people who lived in the United States, my goal right now for the next twenty years is to get one hundred and fifty million people to hate me because if I can get 150 million people in the United States of America to hate me the United States of America will rain down treasures number one attention number two criticism number three enemies you have to get some enemies you need enemies no school will teach you how to get an enemy okay high school elementary school universities what do they teach you? you want to be the most popular person now you want enemies okay the companies that are hated are the companies that are exploiting the people that are hated are the people that are exploiting if I don't hate you if no one hates you no one knows you then the reason I'm going to tweeting, for example, when we started, we had this newsletter that I sent out, okay, we sent it out every week, we were hitting people once a month and we started getting complaints, you send too much stuff, my office came to see me and we went. twice a month they came to see me we have more people putting out the newsletter well double again why I want haters okay so we started sending one out every week and then I started a Twitter account.

I actually had people write to Grant Cardone, social media people. Grant Cardone is an example of what not to do with social media. I fucking said, just multiply, just increase. Okay, we were doing like four tweets a day, due to an hour, because I want my competition to hate my guts, someone I'm talking about. I mean, I really don't want people who hate me to hate me, you know what I'm saying. I want them so badly that they really start pushing me, start promoting me and the fourth thing is admiration, that's where you want to be.

I mean, ultimately, you want admiration, right, you want people to admire you, like do people in my living room? They buy your products. I admire you a lot. I want to give you my money. I admire what you are doing so much. I give you money, how? Charity work How does the Cancer Society work? I really admire what they are doing. I will give them money and I will not receive anything for it. The same thing, they are all the same friends, no matter what they sell. chiropractor II marketing campaigns social media support you're selling tickets to a seminar it doesn't matter your kids your kids selling lemonade it doesn't matter can I get attention can I stop that car can I get criticized hey, do you delete too? a lot look if you're going to tell me it's too much, let's make it 20 dollars right, you're the bum, is it going to attract attention? maybe most homeless people don't sit on the sidewalk, you stop at the light, he's too far away for help how many of you have seen that before and he's sitting there with his sign and you say, "Would I help you?" if they were closer, if notThan take my money, take my money, leave me.

Get out of here, are you willing to do so while we come to a conclusion? Are you willing to do whatever it takes to get someone's business without lowering your price? A client recently told me that he wants me to travel and talk to his company. tell them what my rate is, that's ridiculous, I said now, man, let me tell you how ridiculous okay, first of all, I'm not charging you to talk, I'm charging you to fly to Baltimore and all the way back and then. I need tools now to justify why I'm worth so much money.

Everyone is cool first. I know he has them. He is the one who makes the decisions. He won't ruin his company. I will help him more than the money he will give me, but. I need some tricks, some tools to show you why my price is what it is. Can you skip that video if you're not the first? You are the last one. Can you tell everyone to call me puppets? Okay, go and say it's okay, dad, who left? dogs outside, uh, you want to see Mickey Mouse, let's say, let's say Mickey Allah, that's on YouTube, that's all, thanks, it's on YouTube, that's Sabrina, by the way, it's on YouTube and I use it with customers.

Okay, in the last 24 months we have To date, we have released about 700 videos on YouTube every day, we are just posting videos of all the videos. I am talking to people. I give information to people. What am I trying to do to get attention? Then I can store it on YouTube for free. Can I store it on YouTube and what can I do. I can store it there and I can use it whenever I need that URL in that video. Just do a search for crying baby clothes on YouTube, that's where you'll get the information. Friends, what I want to tell you today is this, become a professional, it's selling and closing a transaction, your business depends on it, your clients depend on it, okay, selling, it's not a bad job, go to India, go to China, they love the sellers there, because because they know. you can't create a middle class without it the middle class has been created in America now it's being destroyed it's being destroyed it's literally being ripped out from under you right now you don't want to stay in the middle class you need to get above that, that's it the only solution to what is happening in America right now, you need to get over the game, these one percenters who are supposedly so hated, look, you want to be in the top 20% of earners in the United States, so be it.

The only people in the next ten years who will be safe, I promise you, so we'll put together a couple of packages for you, are all my audio books. I may need help with this, Jessica, and then I'll give you a free gift for I give you at the end of this break that there are two packages that we put together for you my books no, no, Jared, we are yeah, buddy, there you are okay, we put together two packages for you, one is my book and my audio program, selling them and closing them. Separate the arts and the audio, this show right here has 826.

I promise you it will be the best closing show you have ever heard in your life. Okay, there are eight hours of information. 126 closings and this goes over the 57 fundamentals of selling anything to anyone. these two packages on my website alone or 1100 dollars we are doing the books and the audio for 397 they are helping me now what we did besides that was we took my other two books this is a book on prospecting if you are not the first you are last is the New York Times bestseller the original title of this book was don't be a little but the publisher did not accept the title how many do you think it was a better title than if you are not the first you are the last come on and the tone is not it's an egg that's not a bad word the way I looked it up in the dictionary it means don't be a crybaby and you know what a lot of crybabies have is happening in this in this economy right now and this book is called the 10x rule, okay, this book actually didn't sell anymore and it's about how much effort is about dominance, how much effort do you have to use to get your product or service or your name or your brand in the market.

I use this book, the concepts in this book to get a TV show and I didn't know anything about how to get a zero TV show. I didn't have a connection in Los Angeles or New York and I got a TV show that uses the principles from that book. We also include the audio programs for both and a 13-depth 13-segment DVD program. There is a three thousand dollar program online. 13 different DVDs. Do you get the books, audios, DVDs and price and only? having 20 of these is not your product $897 okay normally this normally sells for $4200 so I bought 20 of them 20 of each program once they were gone they were gone thank you so much for having me here today god bless you . a great great 2012 thank you very much