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i said i don't want to talk to prospects where they can walk all over me i want to be able to have control over the conversations like if you're single believe me you're selling okay you absolutely need to sell in fact if you're single chances are you need to work on your closing skill we don't sell we turn the prospect into a salesperson there was one story the one more story i want to share during the period of time so as a copywriter i was trying to close clients talking them with on the phone and things like that and then it was one particular phone call and i always remember that phone call that i was talking with the prospect okay and he found me on on internet and we were talking and he's asking me about my copywriting services okay a few minutes into the phone call he said stop i said what's going stop he said you're full [ __ ] i said what he said since the beginning of the phone call you've already made like multiple grammatical errors i don't think you're that good of a copywriter you cannot be and he hung up on me well i hope you learned and i was shocked i was hurt and actually cried after the phone call i'm okay with rejection but i have never felt something like that before and from that moment on i vouched to myself i will never ever want to experience this again that's actually from copywriting why i kind of throw myself into learning sales i said i don't want to talk to prospects where they can walk all over me i want to be able to have control over the conversations from then on i was this is how i kind of transitioned into learning an additional skill not just copywriting writing copy right but also closing and i didn't know that from then on like fast forward today that i would be teaching sales and and closing persuasion to so many students around the world but that planted the seed in my mind i want to zero in on the closers part of it and as you know from our previous conversation as well i uh kind of have a soft spot in my in my heart for for sales your door-to-door sale yes door-to-door man for a long time and uh what i've found because i've taken so many sales trainings and i never really fully resonated with a lot of them because of the common denominator of the united share of not liking the old school closer mentality that is more becoming outdated especially with the age of information and i think that if you're holding on to those old school closer tactics that you're probably going to be pushed out of the equation here really quickly so can you give us just an idea of of of what that means practically and just maybe top one or two tips to help anybody that's listening to this right now be a better salesperson yes so the methodology that i pioneer is called high ticket closing because that's what i've been always doing in my whole career selling high ticket products or services if you're selling something like at a dollar store for 10 20 bucks or in the mall versus you're selling something for 5 10 20 50 100k it's a completely different thing it's a different sale right because you're not selling just the item you're actually selling the emotions experience right so my whole methodology in the simplistic term is this we don't sell we turn the prospect into a salesperson so we let the prospect do most of the talking right because i believe that when you say something it means something when the prospect says something it means everything so instead of us pushing features and benefits why i should buy and all that right i would ask questions because whoever asks us the questions controls the conversation and from now on i ask the question sit down now just sit down and then we will lead the prospects to themselves so every single thing that we're asking during a sales conversation we're leading them to the cell but without them feeling we're pushing them so you know how travis you read like traditional sales books oh man 37 ways to close a sale or a 1057 ways to to close something i'm like this is like reading a book on martial art 1007 ways to throw a a cake i'm like if your cake is good one kick would be enough right so i'm a kind of one kick kind of guy you know my my closing line like my most favorite what would you like to do next i don't do the ab clothes like the puppy dog clothes and then you i don't do anything what would you like to do next that's my closing line what i do is very invisible so by the time they get to the closing uh stage that when we're ready to transact they want to do it not because like i push them another thing i do most sales guys they wait till the end to talk about money the way i teach you talk about money up front so almost everything i do is just the opposite uh most sales method they talk about establishing report in the beginning right how's the weather or where you live and oh how are the kids i call that pretentious report you don't give a [ __ ] they don't give a [ __ ] frankly my hair i don't give a damn we don't do any of that instead of going in you have the what they call the doctor frame you don't shoot the breeze you don't you know be you know talk about bs you get to the why you're on the call so i like to do like what i call set the agenda like i always say something like this example instead of hey how's the weather travis it's good to see like all this stuff it's so pretty it's so i would go right into it i would say something like exactly just let's say give you an example right hey travis i can see that you book a time with me and i'm happy that we're having this conversation exactly what you want to get out of this call today i just go into it right and then you would say oh you know dan what i want to do is a b c and d then i would right up front set agenda something like this and say hey travis if you don't mind i'm going to ask you some questions by the end of our conversations you could say a couple things to me you could say yes which is good that means i could help you right then we can move forward and that's that's good you could say no and i want you to know it's perfectly okay to say no to me you take the pressure off now the third thing that you could say which i don't want you to is maybe or i want to think about it because from my experience when someone tells me i want to think about it or maybe what they mean is no i prefer just tell me a no could we agree on that before we move forward now set the agenda not by the end my conversation they're not going to tell me maybe i do that in the beginning i all i want to handle all of that before even comes up so that's just like one tiny bit of example that's perfect that's a perfect example so if anybody uh wants to learn a little bit more from dan which like i said i've taken a ton of sales trainings and if i would recommend anybody sales trainings it would probably be dan so um where can people where do people go to find that now the easiest way is just go to highticketclosers.com they can watch a free webinar right and they'll get some information now they're not going to get the training from the webinar i want to be absolutely transparent but gives an overview of the program uh kind of like a preview right if they want to then they can take the our seven week uh certification program which is interesting travis the way i teach i train is i would teach them the techniques and then we have our community now over 10 000 students worldwide they would role play i call that a verbal dojo you'll learn a technique and then you will actually connect with all the other students and you would role play right how do you open how do you set the agenda how do you close and this is the only way to get good because reading a script that's not what this is you notice the way i sell i don't use a script at all yeah right i do not believe in scripts at all high highticketclosers.com for those of you who want to perfect your sales ability and if this is not something that you're confident in it is of paramount importance if you're going to generate money especially online and especially these days you've got to be able to stand out from all the other bad sales people that exist and think about like travis what your show is about it's about building a network right i always say closing equals income it doesn't matter if you're selling a product or service or you're selling yourself or you're connecting with somebody you're closing all the time it doesn't matter if you're in business or not in business right or your parents have kids you're selling your kids veggie not chocolate do your homework don't watch tv you're selling all the time right it's if you're single believe me you're selling okay you absolutely need to sell in fact if you're single chances are you need to work on your closing skill so it's like all these things it's not about closing it's interesting because i have so many students who come through my program it's not just they're selling something it helps them improve their relationships because to be a good closer the number one skill is actually not talking it's listening they learn to listen and in a society people don't know how to listen now i'm doing an interview so i'm saying i'm talking a lot but if i'm actually having conversation you'll notice i actually talk very little my entire conversation with just asking questions asking questions asking a question it's not even a sales skill i think it's a life skill