people afford what they want to afford
the number one reason people don't buy
from you is not money they save money is
not money sure they'll tell you tell you
they can afford it but in reality money
is not the issue the real issue is value
they don't see the value in what you
offer then it's not their fault it's our
fault okay um I ticket sales world's
highest-paid consultant
Media celebrity
Multi leader entrepreneurs acclaimed
TEDx we hear international best-selling
author
damn one actually help out through that
previous funnel runner and they got
really good results very good money it's
basically I know even after that when I
present them what my hike to get is
private services yeah they're like wow
looks expensive
I want to say even through this green
free trial you produce results
way more because again you start from
day one as a full free trial imagine how
much you actually want to charge 2500
bucks a month right okay but how you
charge them nothing to try to try it out
right they see when you want to go from
zero to charge 2500 bucks
doesn't matter how much money you make
them there's a disconnect because I got
you for free in the first place why
would I pay $2,500 see most people and
answer the question most people they try
to lower the price because they are not
good at selling themselves you see what
I'm talking about because you I can
convince them at 2500 bucks
so I'd do it for free hopefully I hope
then they will upgrade versus get very
good at what you do and being able to
communicate the value and just tell a
2500 you see the difference it's just an
excuse is an escape because they you can
tell their price point so I'm going to
low in my value and try to get that goes
back the same dating analogy I want to
I'm looking for meaningful relationship
but you know what I haven't been out
there maybe I'm not very attractive so I
just going a bunch of cheap dates right
versus make yourself attractive make
yourself that man or woman other people
desire first then you can pick and
choose it's also kinda man when you have
no demand you know I'll do whatever I'll
just anything is good I'll anything
comes along I'll take but if you can
create that demand now you can pick and
choose you can cherry pick who you want
to work with right make sense yes
there's a place and time for money-back
guarantee there is a time and place for
that it depends on what you sell and and
what you do but from my experience if
you're actually good with the
positioning stuff you don't really need
to do that because it implies the
guarantee implies the result versus like
I never offer oh you know what come to
VG for whatever 30 40 bucks you know I
have if you don't like it I'll give you
40 bucks back you like it [ __ ] off don't
come back I don't care I don't care he's
40 bucks [ __ ] off
don't want to see you no more you know
what I mean if that's what I'm talking
about it's the whole thing not just one
technique so hold on it so far so good
yeah hello Moulton's told me everything
the one concept yes not try to turn into
winners yep second concept is people
need the don't get but I you know the
seller
failed to convey the value yeah at which
point is the sailors fault of not
conveying value in comes in exam two so
okay sir wonderful yeah so what's the
difference so then you were saying you
don't want to turn losers into winners
but the same time you want to sell them
we want to communicate value you know
what was the fine line right he has to
do pretty good right that's pretty good
so what I'm saying is we all depends
from day one you know is it if they are
they qualified at first so if they're
not buying because they don't have the
money or they actually haven't seen the
value so they could pay you the for the
trademark you know they totally have the
money they could afford it but it's like
I don't know
do the trademark with you or time we
need to protect my brand I'm not so sure
so they have the ability just like your
company to pay it they just don't want
to [ __ ] pay you so it helped they'll
be able to pay it but they don't if I
can pay you it's our problem
we haven't communicate the value if they
don't even have the ability to pay it
and here's what we do most people do
they don't have the ability to pay it
but now you know I guess I can charge it
a bit lower
I'll work for 3 months for free I'll do
this all this bent over backwards I'll
go the extra mile you try to convert the
ones are not qualified from day one to
try to turn them into that that is hard
you to just move on right
take that one quarter good question good
question how many are learning some new
stuff yes ok how many gonna charge more
when you go back to business
very nice how many gonna tell some times
to [ __ ] off
good you should you should don't say I
said it though you know hey you know
just I just went to see Dan Locke he
asked me to tell you to [ __ ] off and
here's his social media you should tack
him yeah so don't don't do that ok don't
do that
it's not so much about one's ability to
pay as it is about their desire to pay
their desire to pay for your programs or
services and he's what I notice even
people who sometimes they might not have
a lot but I always believe people can
always find the money for what they want
that's what I believe like I people who
complain well you know oh I don't have
the money to buy this and join that and
suddenly you know I have one guy I'm
only meaning we're talking about it's
been bugging me bugging me bugging and I
think it's definitely not a good fit
again I want to join the I see only John
the IDI ones but I can't afford it
I want to join the OIC okay he's been
talking about that for 3-4 months right
next thing I saw him posting on Facebook
I went on this vacation and I bought
this big TV huh interesting is that
broke I have no money
help me out please it's interesting it's
never it we think about it in Vancouver
with
which is not Africa okay if you live in
Vancouver we all could find it if we
need the money we could find their money
yes that's what I mean is there not the
ability to pay but the desire to pay
secret number four actually you know
what take two minutes allow discuss what
I've said secret number two secret
number three what it means for you what
I've covered so far
go ahead go any questions with what
we've covered so far any any questions
you want to ask me before I move on to
the next lessons or maybe even a ha
moment Kevin could it Mike yeah you have
a questions go to Mike we'll take a
couple of questions or something you're
not sure of or something you confused or
even just aha something that hits you oh
my god I didn't know that before okay
I'll start off with the question I've
got a lot of ojas sure yeah yeah my
question is when you say because I
believe I have value I demonstrated
results for people and now when it comes
to just closing the deal it just seems
like it's a communication when we say
communication is it sort of like just
selling or you know positioning or is
that that area is an aspect of
communication I'd rather have one of my
mentees often answer that call to get
answer that right can't do that okay
come on applause so that I can sit back
and just some key so here so the
question is am I just talking about
selling or am I talking about
positioning like what the helmet I'll
get with you it's both it's both so for
sure like positioning helps a lot if you
are properly positioned like that you
don't have to sell really that much yeah
so basically you're not chasing clients
clients come to you mm-hm but if you're
you are positioned properly in the
market place then yes you have to be a
very good salesman now also the way that
we sell high ticket how is it different
from typical
additional sales yeah it's actually very
interesting so you know the traditional
sales is like you know excited guys is
like Grant Cardone type sales now like
you know a cart or something you know
clothes etc but I mean what God teaches
his life he uses this concept like well
it's totally it's a totally different
model it's a very comprehensive but I
mean it's totally yeah just told it hard
to explain but I'm a totally different
model from you know the traditional
model so it's kind of like um we don't
really care or that's not least the goal
to not care about you know or whether
their client was to become or Prosser
was to become a client because they are
the problem I we don't care they become
a client or not I actually have the
former so we don't have to change them
they shape us and kind of we we should
qualify them you know whether they are
actually a good fit or not that's right
that's right very good well that Janice
let me answer that question again so
positioning and sales really actually
the sale is a process so you have to
position and you also have to close
sales by selling right so if you
position yourself well you don't have to
do like much of the selling part to call
the deal you see what I mean but if you
don't present yourself well then you
have to do like hard selling to be able
to close mm-hmm both bosses and Calvin
just add to a point like what with what
the clothes said well what I learned
from Dan like the market isn't going to
buy from somebody who's maybe young
inexperienced you know maybe hasn't gone
and I'm at work with clients so it's
kind of key to kind of position yourself
as that already that go to experts that
kind of leading authority figure even
though if you don't have that I guess
experience yet but it's still kind of
position yourself as that because that's
for the type of clientele you're dealing
with that's who they want to see what
dance that people are buying for like
the value or the outcome they want to
see
just add to what close said okay well
boss doc my takeaway is more just
generally it turned out okay yeah mines
is like a more of a life and a business
one it was like something like Jim Rohn
said what he's like your income visit
self-development income is pretty
closely related right so it's like more
I noticed like your model of thinking
the way you move the way you think
behaviors there's way different than
most poor people like it's that that's
what's making the difference it seems
like you're the client that you attract
right yeah that stuff it was like that
it comes more down to the intangibles
than just like the philosophy is pretty
simple right it's more the person you
are yes who you are like this stuff
won't work if you are not personal value
it just will not work you will fail so
fast you would not work it has to start
with that you actually deliver value
tremendous value to the marketplace and
you just let those techniques on how to
communicate that this would work but if
you actually don't you're selling shady
stuff and nothing you like other people
if you sell shady stuff and you have
questionable expertise this will not
work it would it would backfire so fast
yes Alan come you guys have a lot to say
yeah my boss actually I wanted to share
one of those aha aha male
regarding the secret number two you
selling the value not the dollar yes you
know thanks to Dan that's what happened
exactly to mean like two months ago
usually what we do we provide
maintenance packages to the sites for
like $1,000 per month then we have a
client came to us and asked okay you
know what I have three websites
Canadians US and one which is
combination of all other products could
you make sure this one going to charge
Canadian dollar this one charge you a
because somehow it's messed up yeah then
I'm surprising a proposal and give it to
them and meanwhile okay you know
let's get Dan's idea how does it work
dan can you say it's a good proposal is
that it I'm going to say what she told
me but he said no with some pepper f
work FR me email and he just told me
you're gonna just write one sentence as
a proposal to this guy are going to
increase yourself by 65% and i'm going
to give you this much extra percent
clients with it in your website and I
will charge $25,000 yeah I couldn't
believe they're gonna say yes if you are
the one centers instead of the whole
proposal how long is the proposal it was
like two pages I wrote two pages long
that's Achilles I got to do this or I
got to do that they're gonna merge the
sites are getting installed this one
that I gotta take this one out and I got
that advertisement freaking well I just
gotta increase your revenue and I gotta
get in close to your site I did it I
sent it to does you know what I can test
it I got I know I gotta lose this like
forgot just just what was the answer the
answer was are gonna give you $1,000
plus $2,000 per month and ten percent of
the sales of the site if you can do it
thanks to that know what and that's why
people you know they bother drill they
don't want to drill they want at whole
you have to know what holes do they want
nobody cares about of your migration US
dollars currency and and my product
display description and and title tags
all that is nice as a mean to an end
what's the outcome they want I want to
increase my sales percentage by X well
let you sell them that nobody cares
about Kevin right nobody cares about
Facebook polls and no yeah how much
money going to make me
that's it if you go leave a deeper what
are going to do with that money you got
to go deep you got to go deep hi this is
Dan Locke welcome to Dan Locke TV I want
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