1 00:00:00,060 --> 00:00:03,830 so what is the one secret to close more 2 00:00:03,830 --> 00:00:03,840 so what is the one secret to close more 3 00:00:03,840 --> 00:00:07,639 so what is the one secret to close more cells on the telephone sure I'll give 4 00:00:07,639 --> 00:00:07,649 cells on the telephone sure I'll give 5 00:00:07,649 --> 00:00:10,250 cells on the telephone sure I'll give you a secret this is speaking from 6 00:00:10,250 --> 00:00:10,260 you a secret this is speaking from 7 00:00:10,260 --> 00:00:12,440 you a secret this is speaking from experience you have to understand not 8 00:00:12,440 --> 00:00:12,450 experience you have to understand not 9 00:00:12,450 --> 00:00:14,150 experience you have to understand not being closing on a telephone for over a 10 00:00:14,150 --> 00:00:14,160 being closing on a telephone for over a 11 00:00:14,160 --> 00:00:17,240 being closing on a telephone for over a decade now closing tens of millions of 12 00:00:17,240 --> 00:00:17,250 decade now closing tens of millions of 13 00:00:17,250 --> 00:00:19,130 decade now closing tens of millions of dollars on telephone and then probably 14 00:00:19,130 --> 00:00:19,140 dollars on telephone and then probably 15 00:00:19,140 --> 00:00:22,910 dollars on telephone and then probably train more closures like in the world 16 00:00:22,910 --> 00:00:22,920 train more closures like in the world 17 00:00:22,920 --> 00:00:24,710 train more closures like in the world than most people 18 00:00:24,710 --> 00:00:24,720 than most people 19 00:00:24,720 --> 00:00:26,179 than most people right now we have students from over a 20 00:00:26,179 --> 00:00:26,189 right now we have students from over a 21 00:00:26,189 --> 00:00:28,250 right now we have students from over a hundred countries so let me give you a 22 00:00:28,250 --> 00:00:28,260 hundred countries so let me give you a 23 00:00:28,260 --> 00:00:29,990 hundred countries so let me give you a very simple secret if you're closing on 24 00:00:29,990 --> 00:00:30,000 very simple secret if you're closing on 25 00:00:30,000 --> 00:00:32,930 very simple secret if you're closing on the telephone right now if you're 26 00:00:32,930 --> 00:00:32,940 the telephone right now if you're 27 00:00:32,940 --> 00:00:34,790 the telephone right now if you're getting any social media inquiries or 28 00:00:34,790 --> 00:00:34,800 getting any social media inquiries or 29 00:00:34,800 --> 00:00:36,799 getting any social media inquiries or people contact you or they email you 30 00:00:36,799 --> 00:00:36,809 people contact you or they email you 31 00:00:36,809 --> 00:00:37,819 people contact you or they email you they want to find out more information 32 00:00:37,819 --> 00:00:37,829 they want to find out more information 33 00:00:37,829 --> 00:00:40,580 they want to find out more information here's what you want to do it's very 34 00:00:40,580 --> 00:00:40,590 here's what you want to do it's very 35 00:00:40,590 --> 00:00:42,860 here's what you want to do it's very simple you want to get them to call you 36 00:00:42,860 --> 00:00:42,870 simple you want to get them to call you 37 00:00:42,870 --> 00:00:46,790 simple you want to get them to call you instead of you calling them when they 38 00:00:46,790 --> 00:00:46,800 instead of you calling them when they 39 00:00:46,800 --> 00:00:48,979 instead of you calling them when they when you call them you're the 40 00:00:48,979 --> 00:00:48,989 when you call them you're the 41 00:00:48,989 --> 00:00:52,040 when you call them you're the salesperson but when they call you you 42 00:00:52,040 --> 00:00:52,050 salesperson but when they call you you 43 00:00:52,050 --> 00:00:54,770 salesperson but when they call you you are the expert now it's a very simple 44 00:00:54,770 --> 00:00:54,780 are the expert now it's a very simple 45 00:00:54,780 --> 00:00:57,170 are the expert now it's a very simple secret but very powerful let me break it 46 00:00:57,170 --> 00:00:57,180 secret but very powerful let me break it 47 00:00:57,180 --> 00:00:59,990 secret but very powerful let me break it down for you when you call somebody how 48 00:00:59,990 --> 00:01:00,000 down for you when you call somebody how 49 00:01:00,000 --> 00:01:01,549 down for you when you call somebody how do you know they're ready for the call 50 00:01:01,549 --> 00:01:01,559 do you know they're ready for the call 51 00:01:01,559 --> 00:01:03,470 do you know they're ready for the call chances are they're not what are you 52 00:01:03,470 --> 00:01:03,480 chances are they're not what are you 53 00:01:03,480 --> 00:01:05,690 chances are they're not what are you doing you are interrupting their day 54 00:01:05,690 --> 00:01:05,700 doing you are interrupting their day 55 00:01:05,700 --> 00:01:07,460 doing you are interrupting their day right you are 56 00:01:07,460 --> 00:01:07,470 right you are 57 00:01:07,470 --> 00:01:09,020 right you are it's like you're walking down the mall 58 00:01:09,020 --> 00:01:09,030 it's like you're walking down the mall 59 00:01:09,030 --> 00:01:10,820 it's like you're walking down the mall and someone you have those booths hey 60 00:01:10,820 --> 00:01:10,830 and someone you have those booths hey 61 00:01:10,830 --> 00:01:12,679 and someone you have those booths hey you want to try this you're trying to 62 00:01:12,679 --> 00:01:12,689 you want to try this you're trying to 63 00:01:12,689 --> 00:01:14,420 you want to try this you're trying to get some milk and someone trying to stop 64 00:01:14,420 --> 00:01:14,430 get some milk and someone trying to stop 65 00:01:14,430 --> 00:01:16,219 get some milk and someone trying to stop you trying to sell you some from facial 66 00:01:16,219 --> 00:01:16,229 you trying to sell you some from facial 67 00:01:16,229 --> 00:01:17,149 you trying to sell you some from facial cream or some 68 00:01:17,149 --> 00:01:17,159 cream or some 69 00:01:17,159 --> 00:01:19,190 cream or some you're you're interrupting their day 70 00:01:19,190 --> 00:01:19,200 you're you're interrupting their day 71 00:01:19,200 --> 00:01:21,020 you're you're interrupting their day they may be in a meeting they may be on 72 00:01:21,020 --> 00:01:21,030 they may be in a meeting they may be on 73 00:01:21,030 --> 00:01:22,910 they may be in a meeting they may be on a call they may be doing the business 74 00:01:22,910 --> 00:01:22,920 a call they may be doing the business 75 00:01:22,920 --> 00:01:27,200 a call they may be doing the business right there you are starting out on the 76 00:01:27,200 --> 00:01:27,210 right there you are starting out on the 77 00:01:27,210 --> 00:01:29,120 right there you are starting out on the only one with the wrong foot not the 78 00:01:29,120 --> 00:01:29,130 only one with the wrong foot not the 79 00:01:29,130 --> 00:01:31,880 only one with the wrong foot not the right timing but when they schedule a 80 00:01:31,880 --> 00:01:31,890 right timing but when they schedule a 81 00:01:31,890 --> 00:01:34,850 right timing but when they schedule a time with you when they call you chances 82 00:01:34,850 --> 00:01:34,860 time with you when they call you chances 83 00:01:34,860 --> 00:01:36,950 time with you when they call you chances are if they show up for the call you 84 00:01:36,950 --> 00:01:36,960 are if they show up for the call you 85 00:01:36,960 --> 00:01:39,140 are if they show up for the call you have their full attention right there 86 00:01:39,140 --> 00:01:39,150 have their full attention right there 87 00:01:39,150 --> 00:01:41,990 have their full attention right there give what you won half the battle 50% of 88 00:01:41,990 --> 00:01:42,000 give what you won half the battle 50% of 89 00:01:42,000 --> 00:01:44,300 give what you won half the battle 50% of the game and he's the thing when you 90 00:01:44,300 --> 00:01:44,310 the game and he's the thing when you 91 00:01:44,310 --> 00:01:48,350 the game and he's the thing when you call them your tonality imagine what 92 00:01:48,350 --> 00:01:48,360 call them your tonality imagine what 93 00:01:48,360 --> 00:01:50,060 call them your tonality imagine what most people salespeople do they suck 94 00:01:50,060 --> 00:01:50,070 most people salespeople do they suck 95 00:01:50,070 --> 00:01:53,120 most people salespeople do they suck they call hey mr. prospect how are you 96 00:01:53,120 --> 00:01:53,130 they call hey mr. prospect how are you 97 00:01:53,130 --> 00:01:56,719 they call hey mr. prospect how are you today you've lost the cell you've lost 98 00:01:56,719 --> 00:01:56,729 today you've lost the cell you've lost 99 00:01:56,729 --> 00:01:59,749 today you've lost the cell you've lost the cell in the first two seconds why 100 00:01:59,749 --> 00:01:59,759 the cell in the first two seconds why 101 00:01:59,759 --> 00:02:01,310 the cell in the first two seconds why let me ask you this 102 00:02:01,310 --> 00:02:01,320 let me ask you this 103 00:02:01,320 --> 00:02:03,499 let me ask you this let's say you get a call right now on 104 00:02:03,499 --> 00:02:03,509 let's say you get a call right now on 105 00:02:03,509 --> 00:02:06,770 let's say you get a call right now on your phone you pick up the phone and 106 00:02:06,770 --> 00:02:06,780 your phone you pick up the phone and 107 00:02:06,780 --> 00:02:10,669 your phone you pick up the phone and someone tells you hey John hey Dad how 108 00:02:10,669 --> 00:02:10,679 someone tells you hey John hey Dad how 109 00:02:10,679 --> 00:02:13,160 someone tells you hey John hey Dad how are you doing today what's your reaction 110 00:02:13,160 --> 00:02:13,170 are you doing today what's your reaction 111 00:02:13,170 --> 00:02:16,040 are you doing today what's your reaction what trigger is your emotion it's like 112 00:02:16,040 --> 00:02:16,050 what trigger is your emotion it's like 113 00:02:16,050 --> 00:02:19,430 what trigger is your emotion it's like now I'm busy I don't have time what 114 00:02:19,430 --> 00:02:19,440 now I'm busy I don't have time what 115 00:02:19,440 --> 00:02:22,460 now I'm busy I don't have time what is this who is this right there you put 116 00:02:22,460 --> 00:02:22,470 is this who is this right there you put 117 00:02:22,470 --> 00:02:24,229 is this who is this right there you put you put your person you put yourself in 118 00:02:24,229 --> 00:02:24,239 you put your person you put yourself in 119 00:02:24,239 --> 00:02:26,960 you put your person you put yourself in a position where your eyes much more 120 00:02:26,960 --> 00:02:26,970 a position where your eyes much more 121 00:02:26,970 --> 00:02:29,300 a position where your eyes much more difficult to earn back at the respect 122 00:02:29,300 --> 00:02:29,310 difficult to earn back at the respect 123 00:02:29,310 --> 00:02:32,120 difficult to earn back at the respect and Trust it's bad positioning versus 124 00:02:32,120 --> 00:02:32,130 and Trust it's bad positioning versus 125 00:02:32,130 --> 00:02:34,520 and Trust it's bad positioning versus think about the other way someone calls 126 00:02:34,520 --> 00:02:34,530 think about the other way someone calls 127 00:02:34,530 --> 00:02:36,800 think about the other way someone calls you and you say well hi this is Dan 128 00:02:36,800 --> 00:02:36,810 you and you say well hi this is Dan 129 00:02:36,810 --> 00:02:39,490 you and you say well hi this is Dan Locke what can I do for you 130 00:02:39,490 --> 00:02:39,500 Locke what can I do for you 131 00:02:39,500 --> 00:02:42,470 Locke what can I do for you now it's me not me selling you something 132 00:02:42,470 --> 00:02:42,480 now it's me not me selling you something 133 00:02:42,480 --> 00:02:44,240 now it's me not me selling you something as you want something from me you've got 134 00:02:44,240 --> 00:02:44,250 as you want something from me you've got 135 00:02:44,250 --> 00:02:47,059 as you want something from me you've got a problem you need my product or service 136 00:02:47,059 --> 00:02:47,069 a problem you need my product or service 137 00:02:47,069 --> 00:02:49,790 a problem you need my product or service to solve the problem for you to provide 138 00:02:49,790 --> 00:02:49,800 to solve the problem for you to provide 139 00:02:49,800 --> 00:02:51,979 to solve the problem for you to provide you with a solution it's a very simple 140 00:02:51,979 --> 00:02:51,989 you with a solution it's a very simple 141 00:02:51,989 --> 00:02:55,370 you with a solution it's a very simple psychological you're turning the table 142 00:02:55,370 --> 00:02:55,380 psychological you're turning the table 143 00:02:55,380 --> 00:02:58,039 psychological you're turning the table but it's a psychological tactic that you 144 00:02:58,039 --> 00:02:58,049 but it's a psychological tactic that you 145 00:02:58,049 --> 00:03:00,320 but it's a psychological tactic that you could use so how can you implement this 146 00:03:00,320 --> 00:03:00,330 could use so how can you implement this 147 00:03:00,330 --> 00:03:03,170 could use so how can you implement this very simple every now every time you get 148 00:03:03,170 --> 00:03:03,180 very simple every now every time you get 149 00:03:03,180 --> 00:03:05,509 very simple every now every time you get an email inquiry instead of hey I'm 150 00:03:05,509 --> 00:03:05,519 an email inquiry instead of hey I'm 151 00:03:05,519 --> 00:03:07,400 an email inquiry instead of hey I'm interested more about your service okay 152 00:03:07,400 --> 00:03:07,410 interested more about your service okay 153 00:03:07,410 --> 00:03:09,680 interested more about your service okay back and forth back and forth with email 154 00:03:09,680 --> 00:03:09,690 back and forth back and forth with email 155 00:03:09,690 --> 00:03:12,140 back and forth back and forth with email or similar proposal okay you 156 00:03:12,140 --> 00:03:12,150 or similar proposal okay you 157 00:03:12,150 --> 00:03:13,309 or similar proposal okay you spend three days doing the 158 00:03:13,309 --> 00:03:13,319 spend three days doing the 159 00:03:13,319 --> 00:03:15,050 spend three days doing the proposal and you send it to them I never 160 00:03:15,050 --> 00:03:15,060 proposal and you send it to them I never 161 00:03:15,060 --> 00:03:16,640 proposal and you send it to them I never hear back from them again isn't it true 162 00:03:16,640 --> 00:03:16,650 hear back from them again isn't it true 163 00:03:16,650 --> 00:03:20,360 hear back from them again isn't it true right comment below know anything that 164 00:03:20,360 --> 00:03:20,370 right comment below know anything that 165 00:03:20,370 --> 00:03:22,940 right comment below know anything that you get social media hey hey Dan I want 166 00:03:22,940 --> 00:03:22,950 you get social media hey hey Dan I want 167 00:03:22,950 --> 00:03:26,960 you get social media hey hey Dan I want to do this hey I get hundreds hundreds 168 00:03:26,960 --> 00:03:26,970 to do this hey I get hundreds hundreds 169 00:03:26,970 --> 00:03:29,690 to do this hey I get hundreds hundreds of social media like inquiries private 170 00:03:29,690 --> 00:03:29,700 of social media like inquiries private 171 00:03:29,700 --> 00:03:32,720 of social media like inquiries private message DM emails every damn day what 172 00:03:32,720 --> 00:03:32,730 message DM emails every damn day what 173 00:03:32,730 --> 00:03:36,650 message DM emails every damn day what does my team do schedule link I don't 174 00:03:36,650 --> 00:03:36,660 does my team do schedule link I don't 175 00:03:36,660 --> 00:03:37,819 does my team do schedule link I don't care what scheduling software you use 176 00:03:37,819 --> 00:03:37,829 care what scheduling software you use 177 00:03:37,829 --> 00:03:40,280 care what scheduling software you use maybe it's Kelly maybe schedule once 178 00:03:40,280 --> 00:03:40,290 maybe it's Kelly maybe schedule once 179 00:03:40,290 --> 00:03:42,080 maybe it's Kelly maybe schedule once doesn't really matter you just hate you 180 00:03:42,080 --> 00:03:42,090 doesn't really matter you just hate you 181 00:03:42,090 --> 00:03:44,810 doesn't really matter you just hate you know what her time with me that's 182 00:03:44,810 --> 00:03:44,820 know what her time with me that's 183 00:03:44,820 --> 00:03:48,050 know what her time with me that's it give me a call but go time I like 184 00:03:48,050 --> 00:03:48,060 it give me a call but go time I like 185 00:03:48,060 --> 00:03:51,130 it give me a call but go time I like that give me a call give them a number 186 00:03:51,130 --> 00:03:51,140 that give me a call give them a number 187 00:03:51,140 --> 00:03:55,460 that give me a call give them a number that's it have them call you that's all 188 00:03:55,460 --> 00:03:55,470 that's it have them call you that's all 189 00:03:55,470 --> 00:03:57,050 that's it have them call you that's all you need to do if you give them a 190 00:03:57,050 --> 00:03:57,060 you need to do if you give them a 191 00:03:57,060 --> 00:03:58,370 you need to do if you give them a schedule link and they don't book the 192 00:03:58,370 --> 00:03:58,380 schedule link and they don't book the 193 00:03:58,380 --> 00:04:01,190 schedule link and they don't book the call what does that tell you they're not 194 00:04:01,190 --> 00:04:01,200 call what does that tell you they're not 195 00:04:01,200 --> 00:04:04,670 call what does that tell you they're not serious tire kickers look he looks good 196 00:04:04,670 --> 00:04:04,680 serious tire kickers look he looks good 197 00:04:04,680 --> 00:04:06,199 serious tire kickers look he looks good you don't have to waste time going back 198 00:04:06,199 --> 00:04:06,209 you don't have to waste time going back 199 00:04:06,209 --> 00:04:09,949 you don't have to waste time going back and forth very simple done if they do 200 00:04:09,949 --> 00:04:09,959 and forth very simple done if they do 201 00:04:09,959 --> 00:04:12,199 and forth very simple done if they do sketch at a time and they do call you 202 00:04:12,199 --> 00:04:12,209 sketch at a time and they do call you 203 00:04:12,209 --> 00:04:14,809 sketch at a time and they do call you guess what changes are there in buyer 204 00:04:14,809 --> 00:04:14,819 guess what changes are there in buyer 205 00:04:14,819 --> 00:04:16,969 guess what changes are there in buyer intent they are much more serious 206 00:04:16,969 --> 00:04:16,979 intent they are much more serious 207 00:04:16,979 --> 00:04:19,610 intent they are much more serious they're much more committed now you have 208 00:04:19,610 --> 00:04:19,620 they're much more committed now you have 209 00:04:19,620 --> 00:04:21,830 they're much more committed now you have the power on the phone and you can do 210 00:04:21,830 --> 00:04:21,840 the power on the phone and you can do 211 00:04:21,840 --> 00:04:23,899 the power on the phone and you can do the kind of teaching that I do they're 212 00:04:23,899 --> 00:04:23,909 the kind of teaching that I do they're 213 00:04:23,909 --> 00:04:25,790 the kind of teaching that I do they're kind of closing that I do high ticket 214 00:04:25,790 --> 00:04:25,800 kind of closing that I do high ticket 215 00:04:25,800 --> 00:04:26,430 kind of closing that I do high ticket closing 216 00:04:26,430 --> 00:04:26,440 closing 217 00:04:26,440 --> 00:04:29,760 closing so mr. prospect what were you hoping to 218 00:04:29,760 --> 00:04:29,770 so mr. prospect what were you hoping to 219 00:04:29,770 --> 00:04:34,200 so mr. prospect what were you hoping to get for me today try that out it's very 220 00:04:34,200 --> 00:04:34,210 get for me today try that out it's very 221 00:04:34,210 --> 00:04:37,590 get for me today try that out it's very very powerful and comment below and let 222 00:04:37,590 --> 00:04:37,600 very powerful and comment below and let 223 00:04:37,600 --> 00:04:38,730 very powerful and comment below and let me know how that works for you of course 224 00:04:38,730 --> 00:04:38,740 me know how that works for you of course 225 00:04:38,740 --> 00:04:40,830 me know how that works for you of course I know it works like wonderful 226 00:04:40,830 --> 00:04:40,840 I know it works like wonderful 227 00:04:40,840 --> 00:04:43,530 I know it works like wonderful but I want to know how well it works for 228 00:04:43,530 --> 00:04:43,540 but I want to know how well it works for 229 00:04:43,540 --> 00:04:47,580 but I want to know how well it works for you so go ahead give it a try