why do you want to stop selling and
start closing you see most people they
don't know how to communicate fewer
people know how to sell and almost no
one knows how to close there's a very
big difference between selling and
closing you see in any sales
conversation in any sales environment in
any sales meeting you do not get paid by
selling how many of you know people who
just sell sell sell sell and they don't
get paid ready to turn off the prospects
you only get paid when you close a sale
so I want you to think about the
difference between a salesperson versus
a closer you see a salesperson they
would push they will use very aggressive
tactics when you think of a traditional
salesperson what comes to mind comment
below right it's snake oil
it's scam nice slimy it is pushy versus
a closer how do you know what you are a
good closer after you've done a sell
after you close a prospect when your
prospect says thank you thank you for
helping me make this this decision thank
you for helping me move forward that's
when you know you are a good closer so
there's a big difference salesperson and
a closer you see today I want to teach
you something very very critical why you
should stop selling and start closing
and what is the most powerful way that I
know of to close and it's not what you
think today I'm gonna teach you what I
call value in advance
write it down the formula is called
value in events now you can see on my
social media I have millions and
millions of followers and every single
time when I make an offer when I sell
when I try to close a sale instead of
waiting for the phone call or waiting
for the the meeting face-to-face to do
all your closing that is very difficult
because you only have a very short
period of time to persuade and convince
a prospect to say yes instead I believe
what you need to do
need to do a lot of work before you even
open up your mouth a lot of work needs
to be done
before even say a single word in one of
my previous videos I talked about this
the best way to sell a box of chocolate
is what is to give people a taste one
piece of chocolate if they like that
they want to buy the whole box it's
exactly the same in closing I don't want
to count on closing that closing pot
that conversion part that face to face
on the phone part to do all the heavy
lifting I want to start closing weigh in
events and the best way to do that its
value in events how can I provide value
to someone in events for someone who is
consuming my materials watching my video
consuming my content when I will leave
something when I make an offer the trust
is already there that it's easy for them
to say yes let me give you a perfect
example let's say you are a martial
artist and you are teaching someone how
to be a black belt and of course you're
not gonna be a black belt over night
there are series of steps you need to go
through in order to attain your black
belt let's say the very first step is
you need to learn how to do a proper
stance okay that's the first step and
then you need to have some basic
flexibility how to do stretching
stretching exercise and then basic
punching technique and then basic
kicking technique let's say and then you
learn some jumping kicking technique and
then later on you also have power and
speed endurance let's say it takes you
seven steps to get from point A to point
B you with me so the best way I can
convince someone to say hey I am the guy
that could teach you how to be a
powerful human weapon how to be that
confident black bear now instead of
telling you how good I am I know it
takes you seven steps to get to your
goal all I need to do is provide value
in events let me teach you through my
content how to do a proper stance
let me get you to that first step now
I'm not gonna get you to the the end
goal but I'm dedicating a first step I
might even teach you some basic
stretching exercise that you can do from
the comfort of your own home did help
you become more flexible get you to
almost step 2 now what happens is this
that if I am the person that gets you
from point A and then point B not to toy
put doctored it and go yet but you are
already getting your auric getting value
from the free information the free value
I'm providing and what the prospect is
thinking is this Wow
if I'm getting so much value from the
fees free stuff right if the free stuff
is this good I wonder what the pay stuff
is gonna be like and that's exactly how
the value in advance formula works you
don't wait till when the money takes
place the transaction takes place to
start closing you started closing from
the beginning when you're delivering
value to the marketplace you provided so
much value in events when you make an
offer your prospect is like this is
no-brainer
of course I want to buy I'm already
getting so much value you help me solve
the first two-step problem I know I five
more steps to go of course you are the
man you're the woman you're the company
that I want to go with instead of trying
to convince them you don't know me you
don't like me you don't trust me give me
some money no give them some value
upfront help them solve some problems up
front when you do that through social
media through video through education
through content that's a smart way to do
it you can do this on a massive scale
you're impacting so many people's lives
and you're adding so many so much value
to people's lives when you make an offer
it's easy so when you do make offer then
it is just the moment when you realize
all the all the hard work they have done
in the beginning so you're not selling
selling selling trying to use some
gimmicks or techniques or whatever
tricks try to close people and this time
in place for that but you don't need
that I bet I have so many students if
you're watching this comment
you've gotten so much value from my free
content and then by the time I make an
offer and you're like Dan is the guy of
course I want to learn from him I want
him to be my mentor why because I've
done so much I combined in a strive to
combine my branding my education my
marketing in closing on its one thing
instead of isolated component I treat
them as one I strive to get to a point
where it's automatic closing where the
closing is natural where it's not
forceful that people are happy to be
closed and that's exactly why you need
to stop selling and start closing I'll
teach you one more thing before we go
and that is this every single time you
offer something every single time you
you make an offer you want to strive to
deliver 10 times more value meaning this
this is what I truly believe it is my
motive business if you sell something
for a hundred dollars what can you do to
strive to deliver ten times more value
that's a thousand dollars worth of value
when you charge a hundred dollars when
you can do that it's easy it's easy to
close because people can see the value
it's a no-brainer that they want to buy
they are happy to buy from you because
they can see how much value you are
delivering so I want to think about this
how can you implement value in advance
in your business how can you deliver 10
times more value what can you do and I
want to leave you with one thought and
that is this closing is not something
that you do for somebody closing is
something that you do for somebody