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Stop Selling Start Closing - YouTube
Channel: Dan Lok
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why do you want to stop selling and
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start closing you see most people they
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don't know how to communicate fewer
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people know how to sell and almost no
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one knows how to close there's a very
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big difference between selling and
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closing you see in any sales
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conversation in any sales environment in
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any sales meeting you do not get paid by
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selling how many of you know people who
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just sell sell sell sell and they don't
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get paid ready to turn off the prospects
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you only get paid when you close a sale
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so I want you to think about the
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difference between a salesperson versus
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a closer you see a salesperson they
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would push they will use very aggressive
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tactics when you think of a traditional
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salesperson what comes to mind comment
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below right it's snake oil
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it's scam nice slimy it is pushy versus
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a closer how do you know what you are a
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good closer after you've done a sell
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after you close a prospect when your
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prospect says thank you thank you for
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helping me make this this decision thank
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you for helping me move forward that's
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when you know you are a good closer so
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there's a big difference salesperson and
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a closer you see today I want to teach
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you something very very critical why you
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should stop selling and start closing
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and what is the most powerful way that I
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know of to close and it's not what you
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think today I'm gonna teach you what I
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call value in advance
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write it down the formula is called
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value in events now you can see on my
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social media I have millions and
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millions of followers and every single
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time when I make an offer when I sell
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when I try to close a sale instead of
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waiting for the phone call or waiting
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for the the meeting face-to-face to do
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all your closing that is very difficult
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because you only have a very short
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period of time to persuade and convince
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a prospect to say yes instead I believe
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what you need to do
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need to do a lot of work before you even
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open up your mouth a lot of work needs
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to be done
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before even say a single word in one of
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my previous videos I talked about this
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the best way to sell a box of chocolate
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is what is to give people a taste one
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piece of chocolate if they like that
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they want to buy the whole box it's
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exactly the same in closing I don't want
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to count on closing that closing pot
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that conversion part that face to face
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on the phone part to do all the heavy
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lifting I want to start closing weigh in
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events and the best way to do that its
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value in events how can I provide value
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to someone in events for someone who is
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consuming my materials watching my video
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consuming my content when I will leave
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something when I make an offer the trust
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is already there that it's easy for them
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to say yes let me give you a perfect
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example let's say you are a martial
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artist and you are teaching someone how
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to be a black belt and of course you're
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not gonna be a black belt over night
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there are series of steps you need to go
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through in order to attain your black
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belt let's say the very first step is
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you need to learn how to do a proper
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stance okay that's the first step and
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then you need to have some basic
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flexibility how to do stretching
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stretching exercise and then basic
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punching technique and then basic
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kicking technique let's say and then you
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learn some jumping kicking technique and
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then later on you also have power and
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speed endurance let's say it takes you
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seven steps to get from point A to point
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B you with me so the best way I can
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convince someone to say hey I am the guy
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that could teach you how to be a
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powerful human weapon how to be that
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confident black bear now instead of
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telling you how good I am I know it
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takes you seven steps to get to your
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goal all I need to do is provide value
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in events let me teach you through my
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content how to do a proper stance
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let me get you to that first step now
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I'm not gonna get you to the the end
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goal but I'm dedicating a first step I
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might even teach you some basic
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stretching exercise that you can do from
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the comfort of your own home did help
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you become more flexible get you to
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almost step 2 now what happens is this
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that if I am the person that gets you
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from point A and then point B not to toy
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put doctored it and go yet but you are
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already getting your auric getting value
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from the free information the free value
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I'm providing and what the prospect is
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thinking is this Wow
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if I'm getting so much value from the
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fees free stuff right if the free stuff
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is this good I wonder what the pay stuff
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is gonna be like and that's exactly how
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the value in advance formula works you
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don't wait till when the money takes
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place the transaction takes place to
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start closing you started closing from
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the beginning when you're delivering
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value to the marketplace you provided so
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much value in events when you make an
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offer your prospect is like this is
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no-brainer
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of course I want to buy I'm already
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getting so much value you help me solve
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the first two-step problem I know I five
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more steps to go of course you are the
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man you're the woman you're the company
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that I want to go with instead of trying
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to convince them you don't know me you
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don't like me you don't trust me give me
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some money no give them some value
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upfront help them solve some problems up
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front when you do that through social
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media through video through education
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through content that's a smart way to do
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it you can do this on a massive scale
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you're impacting so many people's lives
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and you're adding so many so much value
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to people's lives when you make an offer
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it's easy so when you do make offer then
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it is just the moment when you realize
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all the all the hard work they have done
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in the beginning so you're not selling
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selling selling trying to use some
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gimmicks or techniques or whatever
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tricks try to close people and this time
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in place for that but you don't need
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that I bet I have so many students if
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you're watching this comment
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you've gotten so much value from my free
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content and then by the time I make an
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offer and you're like Dan is the guy of
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course I want to learn from him I want
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him to be my mentor why because I've
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done so much I combined in a strive to
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combine my branding my education my
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marketing in closing on its one thing
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instead of isolated component I treat
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them as one I strive to get to a point
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where it's automatic closing where the
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closing is natural where it's not
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forceful that people are happy to be
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closed and that's exactly why you need
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to stop selling and start closing I'll
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teach you one more thing before we go
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and that is this every single time you
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offer something every single time you
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you make an offer you want to strive to
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deliver 10 times more value meaning this
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this is what I truly believe it is my
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motive business if you sell something
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for a hundred dollars what can you do to
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strive to deliver ten times more value
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that's a thousand dollars worth of value
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when you charge a hundred dollars when
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you can do that it's easy it's easy to
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close because people can see the value
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it's a no-brainer that they want to buy
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they are happy to buy from you because
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they can see how much value you are
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delivering so I want to think about this
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how can you implement value in advance
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in your business how can you deliver 10
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times more value what can you do and I
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want to leave you with one thought and
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that is this closing is not something
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that you do for somebody closing is
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something that you do for somebody
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