How to sell small products
How To Sell A Product: These 6 Principles Allowed Me To Make $145,000 Per Month
quasi here and in this video i want to
share with you how to master sales
and really what i've learned as a
business owner as an
entrepreneur you know for over a year
just being on the phone myself
around more than six to 12 hours a day
just speaking to prospective clients
you know selling and cutting people
deals and really just
you know in this journey what i've
picked up and the six key principles
that you've got to know
to sell in any aspect of life if you're
an entrepreneur this
video is going to be very very crucial
for you but even if you're just
you know someone who works a
professional career and you have to
attend interviews
and just in presenting yourself what
i've done in this video is
distilled the six core principles that
you've got to learn
okay to be successful in any single area
of your life that requires you to
get approval from another party an
agreement and the
yes if you will so i want you to stick
around to the very end of this video
because i'm going to share with you my
experience and give you concrete
examples to prove it
as well as outline to you the six
principles and how you can begin to
apply it
right now
before i begin this video i want to
quickly announce a couple of spots have
opened up for the free one-to-one
consult with me and my team for the
reality mastery program
just wait around till the end of the
video for the details on that with that
let's get started so
today i want to talk about something
different which is mastering sales and
this is something i've never really
talked about on the channel
before but lately i've been getting a
lot of requests of people wanting to
know you know how do you conduct sales
as an entrepreneur a lot of people have
online businesses now
and they have to talk to prospective
clients and sell sell sell every single
day even
you know e-commerce entrepreneurs you
have to sell your product you have to
know how to word your product
so you know what i've done here is
distill the
the core principles that i've learned
that make selling
effortless where it's no longer selling
anymore even the term selling denotes
you know you having power and influence
over someone else
so this is a great power that you've got
to use responsibly because if you don't
you know align to these higher
principles it's going to end up just
you know biting you back in the ass one
day okay so
let's really get started with this video
now
what i want to share with you is
basically like what really qualifies me
to give this advice and um
just as my personal experience i've been
selling you know a coaching program
since february 2019 you know that's what
i do
i'm a coach i help people really
transform their lives and shift them at
the identity level
and just help people get into better
states of being
so that they can succeed in their
businesses in their careers and in
other creative endeavors in their lives
okay and
since february 2019 up until now until
october
so i've recently had hired a sales
person just in august and i have to
train this person to perform at the
level that i had as well so it's one
thing you know training yourself and
learning yourself it's another thing
training someone completely
okay so that's how you know that what
i'm going to share with you here is
going to be completely legit
but i've done over 2500 hours just been
on the phone
with prospective clients speaking
understanding their situation
understanding how i can help and if i
can help in qualifying
and all of that and these are the
lessons that i want to share with you
today
right now two big distinctions i want
you to take away from this video
is number one there's theory versus
experience most salespeople they read
books and they learn all of this theory
like oh frame control you should always
be in control of the frame
and all this other right and
that starts to shape
their behaviors on the cause and then
they become too standoffish and too
confrontational and not really
empathetic enough
and understanding what the client really
needs right so that's not effective at
all
so um you know there's theory and
everything that you read about sales and
you actually going in and applying it
which is experience
so you need both okay theory is
basically learning how to
ride the bike like how it's supposed to
be done and you know that you have to
pedal
and experience is when you go in and you
understand how your muscles must work in
coordination
so that you can balance yourself on the
bike to give you a close example of this
you know how i relate this is
recently i went roller skating with my
wife and it took me
you know two whole hours to learn from
going to like
falling every two seconds to actually
comfortably roller skating
so the first day took me an hour to just
you know understand how to balance
second day we came back and took me
another hour to really learn
but what i noticed was me looking at
other people and
good skaters and how they were doing it
which was the theory but i needed to
make it my own and make it personal to
me which was the experience in me going
and trying and failing
so in sales it doesn't matter how much
theory you accumulate you're always
going to be overthinking just like any
single area of your life you're always
going to be overthinking
and it's never going to be effective
once you actually go out and do it
until you make the mistakes and learn
from the pains and the pleasures
right so understand that you need a bit
of both and what i like to do is
20 theory and 80
experience so that's the balance that i
found to be the most effective for me
because
the more you just go out there and
experience the more you
sort of make these conclusions on your
own you start to arrive with all of
these conclusions and then you start to
read these books like
i've read a sales book maybe twice two
sales book
books in my whole life it was mostly
just experience and looking at other
successful
salespeople and how they conduct
themselves and my mentors
right so i would say 20
theory 80 experience is the sweet spot
now another thing most salespeople
beginner sales people really get
carried away with is all these gimmicks
like oh you have to use this line
and you have to you know use that line
and that technique
and you have to ask them this question
which is all right
because you need to do none of that and
it's never really about the script and
the magical script that you need to use
but it's the who behind this script it's
the person that's
the place that this script and the words
are coming from that really matters
so it's the intention never the action
itself
and versus so they should say
gimmicks versus principles and what i've
found is that the principles in all
areas of my life not just
sales they've always been the most
profound because from
principles you can derive techniques so
to give an example
one of the great principles of selling
is non-neediness and what's the
technique of non-neediness not pushing
too hard and knowing when to push
right there's a right and wrong time for
all of it you have to know when to push
and you know when
when to pull and you know really not
just be salesy
so there's a right and wrong time for
everything that's just getting that
internal calibration and knowing that so
with that let's get to the six
principles and um get right to it
okay so principle number one of selling
what i've learned
is remember that you're always selling
okay if you're an entrepreneur if you're
a business owner you are
always selling what do i mean by that
well essentially the moment your
prospective client gets in touch with a
piece of your content
the the entryway to your funnel if you
will so to give an example my funnel is
like my youtube channel if someone comes
in
they get an impression they form an
impression of me right
that's the moment i sell so i have to be
tip-top every single time and authentic
every single time
right if someone saw a video that they
didn't like and they're like oh this
guy's energy is weird they would just
immediately get turned
turned off and they wouldn't go deeper
into the funnel right so
the great thing about that is is how you
align
yourself okay how you conduct and carry
yourself
will attract the kind of clients that
come in this is why who you are is so
important your identity and how you
conduct yourself how you present
yourself
is so important this is why you know
people in the program the reality
mastery program once we shift them at
the identity level they start to attract
different
quality of clients so to give an example
i used to attract unqualified clients
into my program
back in the day when i had more you know
of a beginner
non-convinced you know sort of demeanor
my personality my identity was in that
way and i attracted a certain kind of
clientele
now i attract a different kind of
clientele based on who i am
do you understand what i'm trying to say
so this kind of personality and identity
weeds out the wrong kinds of clients
that i don't want to work with
so i've aligned myself correctly to the
way that i want to be which is the
mission for every single entrepreneur
aligning their business their brand
their messaging who they are in the
right way
so that they attract the right kinds of
clients but it always starts with you
okay if you don't become the correct
person your actions won't follow suit
so the important point is you're always
selling at every single point
you know every single impression that
you make it sticks with the client
number two which is what we see
with a lot of beginner salespeople even
in the program right
is um don't ever try to convince someone
to buy from you
you know you instead just show them
proof so don't try to convince
let them convince themselves
which leads to one of the other points
that i'll talk about is just
if you have an awesome product you would
never need to sell
you just have gold and people know that
it's gold and then they would come and
get it
right so don't ever try to convince
someone because the more you
push hard to try and convince someone
what happens is they get turned off
okay so the principles that i share with
you afterwards is gonna
relate to that but for now understand
that you know the more you try to
convince someone the more they get
turned off
what you have to do is help them make
their own conclusions
so a lot of the times i see people just
trying to convince people
to buy their product and and their
services without
honesty and this is why it's so easy to
be a good salesman because
all they do is no you buy this just buy
this trust me buy this
right instead of just being like hey
look honestly speaking i do think we
would be able to help there's no
genuineness and sincerity in there in
their demeanor right
so this is why i'm talking about
principles versus techniques
when you begin off in sales you have to
go through all of those scripts and all
of those
gimmicks and techniques to really learn
that they're not effective okay you have
to go through that whole stage
and once you get really really evolved
you don't sell anymore because your
self-worth your sense of self-worth
becomes very high
so the way to convince someone else
naturally so that they become convinced
is to first become convinced of your own
offering yourself
so that's one of the hidden tools or
hacks if you will
become convinced yourself become
convinced that what you're offering
is the how do you do that look at
client testimonials every single day
show them client testimonials see that
people are crushing and see that your
works
that your is the because if
it's not if you don't believe it how can
you expect your clients to believe it
right if you don't have a good enough
product then you've got to go out there
and
make a good enough product first right
and i suppose
it is like feeding into each other it's
one step two steps or it's iterative
because you've got to go out there and
get the clients to get them results
maybe you can get a couple of free
clients and
maybe you can make free content and see
all the proof that people
post this is how you reprogram your
subconscious to
to really see and have that conviction
that what you're offering
is actually good and believe in yourself
and your service
right i hope that makes sense so don't
try to convince become convinced
yourself this is the law of state
transference
when you become convinced your client
will rest comfortably in your conviction
okay you will lead them so
that's number two number three ditch the
script and use a structure oh man this
is so important for me
ditch script now a lot of people use a
sales script
right and if you listen to yourself like
a recording of your call by the way you
should always be listening to recordings
of your call
and improving on that every single day
at least this is the one recording
you know listen to a successful
recording and an unsuccessful
you know a no and a yes outcome of your
calls
and um when you ditch the script what
you'll start to see is that your
conversations flow much better
right there's more intuition what
happens is the biggest mistake
beginner sales people make is they're
always looking for the next thing to say
okay this is what i saw with my
rep as well you know the program coach
that we hired and um
when i was training him he would like in
his course he would always be looking
for the next thing to say like oh what
do i say next to close this deal
so what they're doing is they're
optimizing for closing the deal instead
of finding the problem for the client
if you like really think about it this
way if you
are an expert you will know what kind of
questions to ask
if you know what kind of questions to
ask your clients will believe
you're the expert because they know that
only the expert would
ask such pinpointed detailed questions
because they know what they're looking
for
so the you know when you went to an
accountant let's say
right if you talk to an accountant
they'll ask you certain questions about
your taxes
and that's how you know that he's the
expert instead of someone who's trying
to impersonate an accountant or a doctor
they'll ask questions all over the place
and be like wait is this person really a
doctor why are they asking you stupid
questions like that
right so the quality of the questions
that you ask also
pro you know presents you as the
authority so this relates back to you
ditching the script
when you use this script you become very
very robotic and monotonous i had to
learn this the hard way
like i used the script for the first
like four or five months
that i was doing sales and i was like oh
well a lot of people were like oh
you're so robotic on the course and they
would get turned off and i was like
well i need to ditch the script i was
very comfortable it can get very very
comfortable holding on to a script right
because
it's just like well it's comfortable it
works why not just use it
so when i ditched the script that's when
my sales went through the roof
um instead of doing a script use a
structure you understand at what point
what kind of questions what sort of
general questions you should ask
and tailor it so ditch the script use a
structure
that's key this was the thing that
helped me go from doing
you know 50 k a month in sales to doing
100k a month in sales
like that was the biggest difference
did script use structure that's number
three number four
is he who needs it the most will always
be controlled okay this is uh what i
like to call
your frame control
if you need the sale the most your
client will waive you by their credit
card
you'll be like a little puppy on a
credit card
right so the principle of non-neediness
he who needs it the least will always
control the f
the frame what do i mean by that really
think about it this way
if you have a celebrity and a fan right
the celebrity needs attention the least
from the fan but the fan needs attention
more from the celebrity
so the fan will hook on to every single
word the celebrity
says they will do every single favor
that they ask for
right so just like that if you need the
sale
more than your client needs your service
then
you know they're going to control the
frame all the time
how you control the frame is you assume
that they love your product and that's
why they're on the core with you like
or you know they're on their web on your
website or whatever it is
and then you come from that place of
being and then take the actions
necessary
okay so this was also key for me to
understand because
what happens with um beginner sales
people is
they most of the time have a pipeline
problem they always look at a very small
scale
of like customers and prospective
client interviews and calls and when
they do that they're like oh i only
have three calls this month or three
calls this week and because of that they
get into
a scarcity mindset the way to enter an
abundance mindset is to have an
abundance of calls
because then if this one doesn't go well
it's okay i've got the next one
i've got the next one and the other one
i'm going to share with you another
strategy to help you
overcome that but that's basically
principle number four
number five i mentioned this before
but i hope you can see this product is
priority
like if i had a shitty product it
doesn't matter i would never be able to
sell
product is the number one priority okay
if your product is terrible it doesn't
matter what kind of band-aids you put on
it
you have to heal the wound from the
source which is the product itself
are your customers happy are they
getting results you know you're never
going to always have 100 happy and
successful customers you know that
happens
but you should always try to get it as
high as
possible you should always strive
towards perfection you should always be
improving your product and understanding
more and more and getting all this
feedback from your prospective clients
right and uh it's crazy because
sometimes we just have people come on
the calls and say
yeah i'm already sold like i saw your
free content and i've gotten so much
value out of that
i wonder what we can do with this paid
program right so and that's why they
just
they just pay like they're like yeah i'm
ready with my credit card just let me
know
how much it is whatever we've we have
that almost every day
why do we have that because product
our product is so great our clients are
doing so well they're crushing it
even the free material that i share with
you right now it's probably more than
any sort of paid program that you're
going to get
right so understand that
product is priority your content your
material
your interaction the interaction your
prospective clients have with your stuff
is key okay fix the product a lot of
your problems will be solved
i don't think you'll be able to see this
but number six
understand metrics so i'm going to write
metrics
you can see this yeah understand your
metrics what do i mean by that
this relates to non-neediness and also
kind of ditching the script because what
happens is when you understand your
metrics you're never going to be
stressed out
so to give you an example if i
understand that my company needs to do
100 calls
you know a sales rep a salesperson has
to do 100 calls
and make a 50 offers and out of those 50
offers they will close 30 deals
which will lead to you know 120k or 100k
a month
right if i understand that number all i
need to do is instead of worrying if a
week goes badly
i just look at the numbers what am i on
track to hit this month you know i've
already done 50 calls and it's
week two why am i panicking i've done 50
calls
and we've made this amount of offers and
we've made this much in sales why am i
panicking
there's no reason to panic right so once
you understand your numbers it gives you
a blanket of security
you can rest on the numbers okay
you let the numbers regulate your
emotion as opposed to like
what happened today and what happened
this week so really successful business
people always look at it in terms of
months
quarters and years instead of being
short-sighted on weeks and days
if you had a day where you didn't close
deals no problem if you had a week no
problem
this is why people when sales reps get
into this sales slump
it starts to reflect out their emotions
their neediness
starts to reflect out and mourn in their
next call right they become more needy
in the next call
and that's a problem like your
prospective clients can feel that
neediness coming from you and they're
like why does this person need to sell
so much
they're probably trying to do something
you know gimmicky they're probably like
trying to scam me
and then they get turned off the more
you push the more they get turned off
right so that's the importance of
metrics
if you're someone who's a sales person
if you're someone who's a business owner
and your business makes sales make sure
you have
a spreadsheet a month-to-month
spreadsheet showing you
uh the detailed metrics like how many
calls did you do how many offers did you
make
how many sales did you make plotted on
on a spreadsheet
right and plot a graph look at the
numbers and look at
like projected numbers as well if you
were to project it at this rate what
would it look like by the end of the
month
okay and with that i conclude this video
thank you so much for watching let's do
a quick recap of what we talked about
this is very important stuff this is
literally my life's work and after
closing over a million in sales just
myself
alone over the past like 17 less than
even more than a million i think over 17
months hundred grand every single month
maybe a million and a half this is what
i've really learned and i've tried to
distill it into six key principles that
will be very valuable for you
and the first thing i want you to know
is
the difference between theory and
experience okay
most people get so so hooked onto theory
they look at book off the book
grant cardone video after grant cardone
video
and they never really apply this and
make it an experiential reality i can
talk to you
about roller skating all i want but
unless i've done it myself
you know some things you just can't
describe because it's like it gets
rooted in the unconscious
it's just muscle memory you just move
like this that's all i could show you
and the next thing is understanding
techniques versus principles always
understand the deeper principles the
thing that doesn't change
if you look at more and more things that
don't change you're going to be
successful in any area of your life
i'll give you an example of what this
road looks like if i had a
let's say a little pendulum right that
move side to side
this part is the most changing because
it has an arc
like the arc is greater and this point
is the least changing because that's the
source
and within this as you go higher and
higher to the source
it changes less and less that's how life
is the closer you get to the source
the less changing they are just like the
principles i described to you
right they are closer and closer to the
source so they don't really change over
time they can be applied in any single
area
right but also they become much more
subtle as you go on now let's talk about
the six principles
number one understand that you're always
selling every single piece
of material that comes from you is an
impression from you right
number two don't ever try to convince
someone just become convinced yourself
and it will transfer out that's all you
need to do
if you're convinced let's say a client
comes to you the problem
and you're like wait i've helped clients
like this with problems before then your
demeanor will change because you're like
well i know how to help you
i'm already ready to make an offer let's
do it
right imagine just going on a call with
someone being like hey i need help with
this they're like yeah
i know how to help you we've helped
people like this and you can tell
by their energy that they're not faking
it it's real right
that's something you work up towards as
you work with more and more clients
you become more and more diligent number
three ditch the script
use structure instead scripts make you
robotic
structures make you human number four
non-neediness the more someone needs
something
the more they are susceptible to being
controlled
number five understand your product is
the number one thing like none of this
even matters none of your
advertising none of that even matters if
you don't have a good product
if you have an amazing product you
wouldn't even need to market it
like think about
slack or amazon have you ever seen an ad
for amazon
you've seen products in amazon being
advertised but amazon itself
have you ever seen them being advertised
no right
and finally understand metrics if you
understand your metrics
nothing will worry you okay because now
you can your emotions are
governed by the numbers as opposed to oh
no today i didn't close any deals
right and with that i conclude this
video thank you so much for watching
uh sincerely hope this is helpful guys
this is a different kind of video and
leave me a comment below what you
thought of this if this was actually
helpful to you
if you have any questions about it if
you want to see me make more videos like
this
and i'll answer there i'll maybe make a
follow-up to it if it's helpful
and also as i mentioned before the free
one-to-one console with me my team for
the reality mastery program is now open
uh just click on the link in the
description below to sign up and let's
see if we're actually able to help
who we work with are typically
entrepreneurs who want to take their
businesses to the next level
but in a more counter-intuitive way you
know they have all of the techniques
tactics and strategies but what they're
missing is the
is the level one the foundations you
know who they are is the problem they
keep running into the same internal
battle every single
day you know they keep doubting
themselves they have impostor syndrome
they keep procrastinating if that sounds
like you
you know just click on the link in the
description below to sign up fill up a
short survey
and schedule a call with us and i'll see
you there
also the free facebook group is open for
you to take advantage of the link for
that is also in the description
thank you so much for watching until
next time peace
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