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so did you get what you wanted out of 2020 based on the effort you put up meaning you work your butt off you work your tail off did you get what you wanted in 2020 and if you didn't why not could it be the fact that maybe your ability to sell and negotiate and persuade isn't at the level that it needs to be look i've trained tens of thousands of people on sales the last 20 years and i can tell it takes six things six things to be great in sales we'll talk about that in today's video [Music] and by the way when i go through these six things watch how closely this is to also you dating somebody that eventually leads to a real solid relationship possibly a running mate as well as what it takes to find a business partner that becomes a long-term running miss let me get right into it six things it takes to be great in sales number one is audacity if you don't have audacity how do you prospect that person how do you make that phone call how are you willing to make that phone call knowing someone may say what to you know and reject you how do you approach the client just like in a business partnership if you want to find somebody that's going to be a running mate how do you have the audacity to go somebody say i think you ought to go into business with me and he or she may say what no just like the guy who sees a girl who's pretty he wants to talk to her he's got audacity to go up there because she may simply say i would never date a guy like you just like a customer may say to you i would never do business with you and those comments tend to hurt a lot of people that's why it takes audacity to go prospect and make the phone calls number two outside of audacity is repetition what's repetition it takes repetition to learn a script an approach or a presentation so you repeat it over and over and over and over and you fine-tune it you add this story you add that you add this question you add that and so many times you do it eventually like here's what we do let me tell you what about it tell me about yourself so when we do another presentation becomes easy just like a business partner just like somebody you're dating you present you adjust you make your pitch better you make your presentation slides better until eventually you become so easy where it's effortless so number one audacity you approach prospect number two repetition by you learning the script and the words over and over and over again number three is discipline what's discipline discipline is you had the audacity to go and talk to the person they said yes they gave you the number you presented they said let me think about it then you follow up follow up over and over and over again until you said yes until they say yes let me tell you the biggest sales i've ever made the biggest guests i've ever interviewed the biggest deals i've ever done in my life the biggest anything i've ever done in my life never happened with the first time i asked the question it happened with me doing a second approach a third approach a fourth approach a fifth approach a sixth approach a seven approach then things were patiently like nothing going on no progress was being made then i made the subtle phone call hey bob just want to check on how's everything everything good good and i don't even make the ask i just call bob everything good yeah you calling about that stuff no no i'm just checking on you is everything good with you yeah why just one check on you man i really enjoy talking to you uh just once everything's good with you and the family yeah everything's good okay sounds good take care buddy bye bye what is this guy doing just calling me never ask me to sell that's a form of follow-up that is a form of discipline so audacity repetition we have a discipline to follow up and then you have intuition what's intuition intuition is you prospected me you had audacity you come and present okay repetition next is discipline you follow up intuition what is intuition intuition is the ability to qualify the lead before you pitch your product or you present your product to them what do i mean by qualify your lead so if i got intuition if i'm talking to a client and i sell three different products this may not be a client for me to present the biggest commission product maybe it's the small one intuition is based on the families demographics where they live income lifestyle maybe it's middle based on certain question i asked certain things they said who their broker was maybe this is a million dollar account maybe this is a higher term higher uh tier product then my intuition is i'm qualifying my leads based on the questions i'm asking right again business partner you bring a business partner in you have to have intuition to qualify them a person you date you have to have intuition to know if this is a one-time relationship if it's a girlfriend or maybe one day this could be a running mate hence husband or a wife because it's intuition to qualify this person to qualify the business partner to qualify the potential client that you're doing business with the fifth one is confidence you got to have confidence while you're going there to make the ask and say hey do you want to do business with me i think you need to buy this product versus saying i think this is a good product for you you know i think be very good for you what do you think versus based on if i were you and i know your situation where you have bob i think this is the perfect thing for you to do today i think this is the right product for you because it meets you this this this this confidence to make the ask and close the deal because you got confidence with the prospect with the business partner to say look let me tell you why you want to run with me here's what it is i enjoy you a lot i like where you're going i like where you're working at probably you got a lot of different options that different companies will work at but i'll tell you one thing with us with us you're coming in to make history you're not coming here to just work out a different company you're coming to make history you can go to a different place and take a regular salary and a job and be bored out of your mind where you can't wait to go home to watch football because it's the most exciting thing that happened in your day for you with us you're going to come here you're going to say if i miss football it's cool because the most exciting thing i'm doing is i'm making history running with them confidence to ask and close him confidence to ask her and say look you're a good-looking girl don't get me wrong i tell you i already know you're dropped at gorgeous i've told you this before there's a lot of guys out there you can go with good luck finding somebody like me and i'm not trying to be arrogant i'm not trying to be cocky i know what i have to offer i saw how you looked at me i saw what things you said i think you like me i think you know i like you i think we ought to go out that's what i think what do you say the approach to feel the swagger is felt you can't teach that but through a lot of repetition through a lot of audacity of being rejected through a lot of you giving your presentation and having the intuition to qualify all of these things you're doing leads to you having the confidence to make that ask you know what's the last thing here let me tell you what's the last thing here for people that do great in sales it's character you may say pat character what does character have to do anything uh-huh this is how you build a reputational marketplace let me tell you about the reputation you build the marketplace that person had the audacity to the prospect they say okay i'll give you my number they give their number i present okay and i do a good job because i've done so much repetition they like it after i present i have the discipline i follow up they come to me i do the right presentation i qualify them i have the intuition where i say this could be a client that may need this then i have the confidence to sell them the product the last one is character character is you follow through on whatever that product was supposed to do whatever your service was supposed to do if you told them you're going to call them in three months you did if you told them the product was gonna do xyz for them it did if you told them that you're gonna go out there and be able to do such and such thing for them to deliver on all your promises you did and when you do that what this person does they tell the world about it by the way same as a business partner you do right with a person you do business with as a business partner they're going to tell everybody about it and they're going to bring other people that want to work with your company if you do this right with a guy or a girl you go and you say let me tell my rock your world you know what's bad about that line if you don't rock their world it's kind of embarrassing you better rock their world if you're gonna say baby i'm gonna rock your world tonight you better rock her world that night or else don't use that line but if you do rock her world she's gonna go tell her friends this guy freaking rock my world let me tell you this was a whole different story same thing with somebody you date if you marry somebody like me i'm going to give you the world you give her the world and i was going to say this guy kept on his promises that sales for you if you do those six things you're gonna crush it in sales so let me go through this one more time the six things number one audacity number two repetition for presentation number three discipline to follow up number four is intuition to qualify number five is confidence to close and number six is character you do those six things great things are gonna happen to you by the way if you didn't make a lot of sales in 2020 not as much as you thought you were going to do here are six reasons why you don't sell more if you find that these six reasons it gets very deep very specific but it gives you an idea on why you could have sold more in 2020 and you didn't so hopefully you can make those adjustments in 2021 so it becomes a record-breaking year for you in sales having said that have a killer 2021. take care bye-bye