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How To Sell A Product - Sell Anything To Anyone With This Unusual Method - YouTube
Channel: Dan Lok
[0]
- Go ahead.
[1]
Sell me this (vacuum
whirs) vacuum cleaner.
[5]
What would you say to me?
[6]
How would you explain the
features and benefits?
[10]
What do you have to do to cause
me to want to buy from you?
[14]
Go ahead, comment below.
[16]
(explosion)
[17]
There's an ancient
Chinese proverb that said,
[20]
"Hearing something 1,000
times is not as convincing
[24]
"as seeing it once."
[26]
You see, most entrepreneurs
and salespeople,
[29]
when they want to sell a product,
[31]
when they want to sell
something to someone,
[34]
they always focus on,
"What do I need to say?"
[38]
They want to focus on using smarter words,
[41]
fancier words, or better scripts.
[45]
That's good.
[45]
That's Closing 101.
[47]
But today, I'm gonna teach
you an advanced strategy
[51]
so you can sell anything
to anyone, anytime.
[55]
And it is not what you think.
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Today I'm gonna teach you
a very unusual strategy
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on how to do that.
[62]
One of the most profound
questions that you can ask
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when you want to sell
anything to anyone is,
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"What is the one dramatic demonstration
[72]
"that I could do to
create trust and certainty
[75]
"in the mind of my prospect?
[78]
"How could I show and not just tell?"
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You see, it doesn't matter
what business you're in,
[84]
what industry you're in,
what products or services
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that you are selling, right?
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There's a saying.
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There's no business
like the show business.
[93]
Well, guess what.
[94]
We're all in a show business
[96]
in one way, shape, or form or another,
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because there's so much
noise in the marketplace.
[102]
There's so much competition
in the marketplace.
[104]
So how do you stand out?
[106]
Imagine this.
[107]
Imagine you are a magician,
[110]
and you are going out there in the street.
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Now, here's what most
salespeople and entrepreneurs do.
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They go yell from the top
of their lungs and say,
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"Hey, I'm the best magician in the world.
[121]
"Look at me.
[122]
"I can do card tricks,
I can do coin tricks,
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"I can do all kinds of tricks.
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"Look at me.
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"Trust me, I am the best.
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"I can do all kinds of tricks.
[130]
"You will be dazzled,
and you will be amazed.
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"Come on, come on, let me show you."
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You could do that all day long,
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and that's what most
marketers/entrepreneurs do
[139]
all day long.
[140]
Or what could you simply do is simply,
[142]
"Hey, let me show you something."
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You just perform a trick.
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"Hey, hold onto this."
[147]
Or, "Hey, choose a card."
[149]
Right there, that's what I
call a dramatic demonstration.
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I call that the WTF effect.
[156]
What the Fuck just happened?
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WTF effect.
[160]
So how can you use that in your business?
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Let me give you a perfect example.
[164]
Vacuum cleaner.
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If you are pushing the
features and benefits,
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how durable the vacuum cleaner is,
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or how good the vacuum cleaner is,
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or how good the company is,
[175]
or how many vacuum cleaners
that we've sold, that's all good
[179]
but if you watch this
particular infomercial,
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the closer, the pitchman,
he's not doing that.
[183]
He is talking about the vacuum cleaner,
[185]
but he also does that through
a dramatic demonstration.
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He uses the vacuum cleaner
to lift up a bowling ball.
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And you're like, "What the heck is that?
[195]
"That is so crazy."
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Not just that.
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He even demonstrates not
lifting just one bowling ball
[202]
but two bowling balls.
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That's a WTF effect.
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You're like, "What is this?"
[210]
Now, he's doing that
[212]
to demonstrate how
powerful the suction is.
[215]
So in your mind, when you
see that, you and I both know
[218]
you're not going to use that
vacuum cleaner to, you know,
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suck up a bowling ball.
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That's not what you're gonna do.
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You're gonna use it to
mop the floor, right?
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And clean up some dust.
[229]
But in your mind, what happens?
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Wow, if the suction is powerful
enough for the bowling ball,
[235]
of course, a little bit
of, like, dirt, maybe dust,
[238]
that is easy.
[240]
Bingo.
[241]
See, right there?
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Sold.
[243]
That's the power of
dramatic demonstration.
[246]
So you need to ask yourself the question.
[248]
How could you show, not just tell?
[250]
Tony Robbins.
[252]
Now, Tony Robbins, when he
was just getting started,
[255]
he was using dramatic demonstration
to launch Personal Power
[260]
his program on TV.
[262]
What did he do?
[263]
At a time as a young Tony
Robbins, he would go on TV,
[266]
and he would challenge
different types of therapists,
[269]
and he would say, "You know what?
[270]
"Give me your toughest patients,
[274]
"patients that you've worked for years,
[276]
"you've worked with for years,
and you couldn't help them,
[279]
"you couldn't cure them.
[280]
"Give me your worst case phobia.
[283]
"Let me handle that, and
I will cure that person,
[287]
"eliminate their phobia, on national TV."
[290]
That's a dramatic demonstration, right?
[293]
Right there, the snake phobia,
[295]
and Tony would cure
that lady, that person,
[298]
in a very short period of time,
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be able to wrap that snake over her neck
[302]
even though she's had a
snake phobia her whole life.
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Powerful.
[307]
Later on, that not only
launched Personal Power,
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Unleash the Power Within.
[312]
Now, if you know anything
about Unleash the Power Within,
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comment below.
[316]
Take a guess.
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What is the one dramatic demonstration
[320]
that Tony Robbins uses to
create trust and certainty
[324]
in the mind of the prospect?
[327]
Can you guess it?
[328]
That's correct.
[330]
Fire walk.
[332]
Fire walk.
[333]
Tony built his entire career
on one dramatic demonstration
[339]
that in order to break free,
in order to regain the power
[344]
that you know you have within
you, through a demonstration.
[348]
If I could walk across hot
coals, what does that mean?
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It means I can break free.
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I can break through.
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That I am unstoppable.
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It is a metaphor.
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It is a dramatic demonstration.
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If I could do that, what
else could I do in my life?
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Can you see how powerful
dramatic demonstration is?
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Now, when you are creating
dramatic demonstrations
[373]
for your business, there
are three questions
[376]
you have to understand.
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This is the question that
your prospect is asking.
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"Can I trust this person?
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"Can I trust this brand?
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"Can I trust this company?"
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That's the first question.
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The second question is, "Is this company,
[390]
"is this person, is this brand competent?"
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Competent.
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Number three, "Is this person special?
[399]
"Is this person gifted?
[400]
"Is this person talented?"
[403]
That's what's going through their mind,
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and when you can demonstrate that,
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it's almost like jumping out of a plane
[410]
without a parachute.
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When you can do that, you
create that WTF effect.
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When Tony does that curing
the phobia on national TV,
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that's jumping off a
plane without a parachute.
[423]
You see, in my career, I've
used this multiple times.
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I'll give you a perfect example.
[428]
Example number one, if
you have watched my video
[431]
on closing on sales call, I
did a dramatic demonstration.
[435]
If you have not watched the video,
[436]
you can click on here and
watch that particular video
[439]
where I did a live
demonstration, a sales call.
[442]
Instead of me telling you,
"Okay, I'm a very good closer.
[446]
"I train closers, and
here's my experience,
[448]
"and here's my resume," what did I do?
[451]
I did a dramatic demonstration.
[453]
It was just during the phone call, right?
[456]
I asked my camera man, Matt, and say,
[457]
"Hey, you know, Matt, turn the camera."
[459]
We go, and right there I closed a sale
[462]
right in front of the camera.
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That's I don't know what he's gonna say.
[466]
I don't know what the
prospect is gonna say.
[467]
I don't know what objection
he's gonna give me.
[470]
It doesn't matter because if I'm confident
[474]
in what I do,
[475]
and I know what I'm doing, and
I have expertise, it's okay.
[478]
Let's go.
[479]
That's a form of dramatic
demonstration, and as you can see,
[483]
why the video went viral.
[485]
It's gotten hundreds and
hundreds and hundreds
[488]
of thousands of views.
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That's one example.
[491]
I'll give you a second example.
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When I teach my class
[494]
how to take a closer certification program
[497]
that I would have so many
students in the class,
[500]
and I would open up the
line, and I would say,
[502]
"Okay, go ahead, unmute.
[506]
"Show me how you usually sell.
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"What do you do?
[509]
"Close me."
[511]
And right there, they
would do the role play
[514]
with my other students
in the class or with me.
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No script,
[519]
no pre-rehearsal, anything like that.
[522]
Boom, we just go.
[524]
And I would teach them and coach them.
[525]
I would demonstrate how I would close
[528]
right there in front of
virtually a thousand people
[530]
from over a hundred countries.
[532]
That's a dramatic demonstration.
[534]
I'll give you another example
[535]
how I've used this in my career.
[537]
When I was back there
doing more consulting,
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I don't do much consulting anymore,
[541]
but when I was doing more consulting
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with entrepreneurs and CEO's,
very often, we would start off
[546]
with what I call a one
hour strategy session
[549]
where they would come to my office.
[551]
We would have a big, huge whiteboard,
[552]
if you can imagine, right?
[554]
And I'd have my marker, and I would say,
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"Okay, give me your biggest challenge.
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"Give me your biggest business problem."
[560]
Right there, I would
brainstorm on the whiteboard.
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I would ask them questions.
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They would give me different answers.
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And they've only paid
me for that one hour.
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And through that one hour,
I'm always able to overcome
[572]
and come up with a plan
that they could implement
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to solve one of the
problems that they have.
[577]
It could be a problem or challenge
[579]
that they've been experiencing
for months or years,
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and yet I'm able to dramatically
demonstrate my expertise.
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No Power Point, no plan, no proposal.
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Just go.
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Let's go.
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From there, they say, "Holy, my god.
[595]
"Dan could do this in one hour.
[597]
"What happens if I would hire
him to work with our company
[600]
"for months and years?"
[602]
That's another form of
dramatic demonstration.
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David Copperfield, one of the
greatest magicians in history.
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How did he build his career?
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You got it.
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He built his career based on a handful
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of dramatic demonstrations or
tricks or performance, right?
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Walking through the Great Wall of China,
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flying over the Grand Canyon, right?
[626]
Making the Statue of
Liberty disappear, vanish.
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A few things.
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That's all you need.
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So when you are marketing,
when you are promoting,
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be dramatic.
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Don't be boring.
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Be interesting.
[640]
Show, don't just tell.
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When you can combine
dramatic demonstration
[645]
with massive distribution
like TV or social media,
[650]
you can sell something to
millions and millions of people.
[654]
You can get your products out there,
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and a lot of people will
want to buy from you.
[660]
If you want to learn more
about the advanced psychology
[664]
of closing and selling,
I invite you to join me
[667]
for a two hour free web class.
[670]
My team will put a link
somewhere here, maybe below.
[673]
Go ahead and click on that,
and join me for this class
[676]
where I will demonstrate
to you the power of
[680]
my closing model.
[682]
So go ahead, click on a link,
[683]
and I'll see you in my web class.
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