[Music]
well before we get started with the
actual matter of the video we have
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it alright so finally let's get started
with the video before we discuss about
whatsoever that you have written in
description what is the video all about
I have a question for him you tell me as
you have read this book so many times
how would you summarize the skill which
one should have or one should master in
order to win over the world the single
biggest skill one ought to have is a
skill of selling this is a not in fact I
will say the greatest art if somehow you
can sell if somehow you can tell you can
sell you can do wonders so how does it
how to sell religious leaders like lose
it quickly yes religious leaders
political leaders business leaders
you're a leader or manager you are doing
nothing if somehow you can sell your
ideas you can sell yourself boy
you can win the world yeah dad one skill
can let anyone thrive in any of the
respective field what they what so a
would they want to master it right so
we're going to discuss an art of selling
how to sell and of course we'll come to
the pen as well how to sell a pen
yes everyone wants to learn how to sell
a pen I'm really surprised you know
where I started selling this pen just
for this for the sake of practice I
wanted to practice my selling I've
wanted to practice my communication my
confidence I started selling it CP I
started selling a pen at CP so you know
what I used to do in the beginning this
is the greatest pen in the market and I
used to use fire rupees pen right this
is a greater spend oh my god
Aristotle used to use this pen and you
know nobody listens to your story in the
beginning you're selling two rupees pen
all of a sudden you start telling his
story people that I say just go away
she's got a bit of rapport this reminds
me of the movie I watched Roger Devlin
where he asked the guy that the vendor
that this guava how many rupees he says
25 passe and then he's like no no no
think about it
this is the last guava on the planet you
know five rupees so that's captain gone
on the bargaining and ultimately he
bought the same guava for five hundred
peas well that's a movie we are talking
about real life exactly that's a great
example so as you might have heard so
many people in the even in the class
they keep talking about a pen whenever
they are given a task to Horace Le Pen
they're given two rupees pen by rupees
pen this is the best pen from the
history come on man be realistic and
this must have been manufactured that
will be spent in millions even if I
after this video you forget all the
tactics but remember one tactic build a
rapport be German build a rapport
rapport with the people who say where
you are selling anything
listen to your stories yes watch the
report not just the pen but you can sell
anything if you can remember this idea
of building a raffle well now the most
valid question that comes in my mind is
how to build a rapport because I believe
this is the most difficult job to do to
build a rep oh no there's not that
difficult you gonna be genuine
stick to your honesty and you're gonna
be persistent I still remember when I
was working for sure I was working with
his leading newspaper right my job was
to collect advertisements for this
newspaper so I was in their sales
department I still remember when I just
joined this leaning newspaper and they
send me somewhere I went to this
showroom and the honor of the showroom
basically he was yelling at his
employees so I still decided to go ahead
I tried talking to him he was bit rude
not bit rude he was very rude to me I
was getting angry but my mentor told me
in SOI is in sales you're not supposed
to get angry control your nose yeah that
does but silly you're supposed to
control your nerves so I came back after
a few days I again went to him I just
told him I was just passing by I thought
of saying hi to you okay again after few
days I went to him then again after few
days I went to him this time
he was watching sports early in the
morning now if you're watching sports
early in the morning it means you're
sports fan right I started talking to
him about sports I tried to build
rapport by sounding genuine and of
course I succeeded in building rapport
and finally he released the
advertisement but make sure once you
build a rapport after that you give
something productive time you don't
overdo it
you don't overdo it you stay genuine and
you give them good services it's really
simple you know if people like you
they'll listen to you if they trust you
they'll do business with you it's about
trust it's about building a rapport so
selling is not that difficult people
have made it complicated you know about
it could you quickly tell your amazon
incident
well I bought a product and I was not
satisfied so I wanted to contact seller
to exchange or to refund they didn't
listen to me so I had to finally claim
in and I contacted Amazon and problem
was solved you know it was really easy
so it was about trust that's why you
decided to contact Amazon right yeah
the companies like Amazon companies like
Apple people like Warren Buffett like he
invested in Paytm and all of a sudden
everybody wanted to invest in PDF but
they haven't come up with their IPO yet
it's about trust it's about building a
rapport can we quickly discuss the
psychology of selling why not so we are
going to discuss the psychology of
selling but before that we are going for
a quick break we assure you we are
coming up with something really
interesting
[Music]
well before going on break he was
talking about psychology of selling so
what is it actually there are so many
different mental models and we are going
to discuss few let me tell her a very
short story there's this lady she goes
to the real estate agent and she wants a
flat of course her budget is once here
in Indian rupees once here now she wants
so many things in one SIA you know in
New Delhi we cannot get so many things
in one flat if our budget is once here
we can get reasonable thing right so
this real estate agent is smart what he
does he takes her to bad area first he
has not that good flags are really in
bad condition he just shows around this
this this she doesn't like it then this
real estate agent takes this lady too
bit better area okay then he starts
telling her now can you compare this
flat is better than this right and
finally he takes her to the place where
he wanted to sell a flat he takes it to
the society but mind you this once here
flat doesn't match her requirements but
this real estate agent is still able to
sell why because this lady is comparing
the worse flat the bad flat better than
bad bid good flat she wanted a very good
flat but finally she got good reasonable
finally the flat which can be bought and
once here so this mental model basically
is used by real estate agents and car
dealers then there's another thing mere
Association you know what what happens
when we go to some luxury boutique right
there their ambience is fantastic they
spend so much money they have beautiful
females and we end up spending so much
money
that's called mere Association then one
more thing of course there are many
mental models payin avoiding tendency
you might have seen the poster the other
day you were talking about weight loss
right you might have seen the posters
weight loss in ten days in five days in
seven days become rich overnight become
rich in one month learn English in ten
days this is
this is simply pain avoiding tendency
the people who are selling the products
they are also distorting the facts the
people who are buying the products why
they are distorting because they don't
want to take the pain of doing research
they simply believe oh my god I want to
buy the product so there many mental
models will be discussing these mental
models in one of the videos maybe but I
believe these three things are enough
for the psychology of selling just the
point is why were you're discussing all
these things I personally believe you
believe we believe here at pep-talk
India in honesty right so we still
believe that your product has to be
genuine of course you can use some
strategy some tactics but your product
has to be genuine then try building
rapport then try earning the trust of
your customers so that they could become
your permanent customers once you build
a rapport you can tell a story by the
way you were telling something about the
pen this pen are you asking me about
this pen precisely well let me tell you
this pen says Jordan does not mean a
Michael Jordan need of the guy who lives
in Jordan but the guy who works here at
rep Tok India his name is Jordan and he
has got this name and
in the Parker Pen right so now the
problem I see in a most of the people
who try to master the art of selling
they tell fake stories fake stories can
never help you build rapport and as a
result you do not gain trust of the
people right as you were telling the
story is a you know secondary first you
gotta build the rapport then the trust
and in order to have trust then
different stories but no fictional no -
tactical story story which has power
because it is authentic is that right
so a lot of people will tell you like ok
all right let me do it do you see this
pen this is the pen of Michael Jordan
you know how important this pen is I'm
going to put this pen an auction how
many of you are going to buy it well
everyone is that right so tell a 10 take
story not the fake one well once you
told me one very interesting interview
what you had long back there a guy asked
you to sell a pen how did you do that I
am damn interested to listen to that do
you really think I'm going to tell you
right away because I'm not going to
spare her so quickly the other day she
was telling me the greatest sales
strategy what about that strategy well I
will tell you but before that I'm more
interested in the story right now so
tell me the story
you're gonna tell in this video right
yes let me get started all right mr.
rocky you were here for an interview so
please sell me this pen no can I build a
plot first okay so that they could also
understand right so the scene was I was
there I appeared for interview and this
guy gave me this fyra piece pen though
he was using high-end pen and he gave me
this five rupees pen from his table and
he asked me to sell this pen now let's
let's suppose this is that fireplace pen
and I'm going to sell this to you and
you are already using high-end pen
costly pen right okay so I simply told
him sir I understand you're using very
costly pen but consider the spin as an
alternative
right and this is an investment you
won't regret just buy this pen keep this
pen somewhere in your LAPI bag and
forget about it only remember in case of
emergency it's just for five rupees
that's it reasonable talk right I asked
him questions couple of questions /
first that which pen are you using he
said I'm using this very costly pen then
I was bit confused yeah he's already
using 3 4 K 2 P 3 4 K pen 3 4000 pen
then how can I sell him fyra piece pen
she gotta be reasonable so I simply tell
him I have an alternate option for you
yes this is really cheap pen according
to your standard sir but consider this
an investment and you won't regret it
use this in case of emergency so your
three four thousand rupees pen doesn't
work use this of course in case of
emergency that's interesting
it was happy he was quite satisfied okay
this guy's quite reasonable right let's
get the bed now can we come back to the
greatest sales strategy your master of
it you already discussed multiple ways
[Music]
taking the clue from whatever you talked
about the building repo and the trust
and I guess there are multiple other
ways what you have here
there probably are not going to tell me
so easily so let me tell you what I
truly believe about the selling I
believe people buy the product to make
their life easier
nothing else nothing else interesting
people buy the products to make the life
easier right they okay like like taking
example of the interview where you were
selling the pen when you said this is an
alternate option for you isn't it
to make sure that even if you forget
your high end pen at home this pen is
you might not be very much in love with
this fan will always be there in your
bag so it will make your life easier
even if you forget after signing nothing
is going to be you know you're not going
to be at a big loss is that right people
buy your product to make their life
easier you see when we already had fans
why did we look for AC especially in the
climate where AC is not so damn
important right just because we wanted
to make our life easier now for instance
I'll just quickly brief you about the
Maggi thing when Maggie was introduced
in Indian market
people were you know apprehensive about
its success it's like India is already
full of snacks we have so many cuisines
we are full of snack still right
so people were apprehensive will Maggi
be successful in this country but now
you know the story
Maggi is like viral everyone loves
Maggie
there's no age group who would who would
confess their Oh Maggie something that's
what cared Maggie something that's for
you know all these people are young
people
everyone loves Maggie now how did Maggie
you know made its space
in this this dish diverse market of this
country right it was very simple as I
said the you know some time ago everyone
loves to make their life easier
and that is a reason of buying the
product do you remember the tagline two
minutes noodles remember that one line
hit the brain like you're talking about
mental model the psychology right so it
hit the psychology of the people because
they or we we all want to make our life
easier
we bought Maggie we'll loved Maggie and
look at us today
forget rest of the snacks Maggie please
though for sure it doesn't take two
minutes it takes more than ten minutes
for it is that's right but but we don't
but we don't we are not going to sue the
guy you know sue the people who
introduced Maggie to this Indian market
you said two minutes noodle it doesn't
cook in two minutes right so everyone
wants to make their life easier and
Maggie success still the same right so
what do you say how would you summarize
and you're absolutely right if if
somehow you can portray this our product
is going to make your life easier
people tend to get convinced right
that's what I did perhaps during the
interview I since he was using three
four thousand rupees pen and I was
supposed to sell him fiber piece pen so
I simply became reasonable I didn't said
there's a greater spend in the market
he's using for 5,000 rupees Ben right
so I simply said like this is an
alternate option of course for sure but
this is an investment you won't regret
so I still I was unintentionally I made
it easier for him because I also said
you buy this pen you keep in your lap
you bag and you forget about it only use
in case of emergency and that's what
Nike does just do it right they they
have created that mindset among all the
people that if you buy Nike shoe
you'll be a runner you'll be an athlete
you'll be doing wonders of Nike everyone
is athlete you know and that's why
weight loss strategy works right lose
weight in in 10 days in 20 days gain
your weight in 1020 days you're
absolutely right so as she said that I'm
going to summarize so let me summarize
quickly selling is about building a
rapport of course about asking questions
about earning the trust and after
earning the trust you've got to deliver
them something right don't treat them
like like like some guys do and once you
build a rapport then of course you can
tell stories and it's about being
reasonable as well like we have seen so
many people doing they become
unreasonable by selling pants right and
the greatest tip she mentioned it's
about making your customers life easier
or at least portraying that this product
is going to make your life easier but
still sound genuine and that's the
secret of you know secret of success of
most of the big brands in this world yes
of course so we hope that you like this
video and you have learned something
about selling we have discussed the
psychology of selling as well so any
last statement if they're watching it
and understanding everything and if they
follow all those tips and tricks what we
share just now they can sell anything on
this planet anything now again be
reasonable anything doesn't mean you
know what I mean come to ball guy sells
something genuine guy doesn't have here
what would he do with the calm he'll
play calm calm ok let's go let's go see
tada
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you