I closed $6M in sales without an MBA.
My secret:
1. Be obsessed like a motherf*cker
• Do 10x more calls than the competitors
• Care about the person you're selling to
• Have high energy, shoulders back
• Show up on time
Most people don't make it because of their psychology.
• Do 10x more calls than the competitors
• Care about the person you're selling to
• Have high energy, shoulders back
• Show up on time
Most people don't make it because of their psychology.
2. Have a psychopathic sense of urgency
• If the lead just came through, then call them in the next 5 seconds, not tomorrow.
• If the lead wants 6 months to think about it, give them 24 hours.
Your goal must be to get people moving toward action, not drown them in information.
• If the lead just came through, then call them in the next 5 seconds, not tomorrow.
• If the lead wants 6 months to think about it, give them 24 hours.
Your goal must be to get people moving toward action, not drown them in information.
3. No f*cking maybes
Either yes or no.
"I won't be making this offer to you a second time" often works. And "what's holding you back?"
Indecision is the kiss of death. Find out what the real objection is.
Either yes or no.
"I won't be making this offer to you a second time" often works. And "what's holding you back?"
Indecision is the kiss of death. Find out what the real objection is.
4. Stop selling 1000s of payment plans like a little b*tch
People who buy with payment plans have far less commitment to your offer. Why?
Because they haven't felt much financial pain. Quitting doesn't feel like a big deal.
Focus on selling PIFs
People who buy with payment plans have far less commitment to your offer. Why?
Because they haven't felt much financial pain. Quitting doesn't feel like a big deal.
Focus on selling PIFs
5. End the call fast if they're not a fit.
Many people you meet are not a fit for your offer.
• Don't call them losers
• Don't get emotional
Just qualify them, & if it's not a fit, politely end the call fast.
Many people you meet are not a fit for your offer.
• Don't call them losers
• Don't get emotional
Just qualify them, & if it's not a fit, politely end the call fast.
6. Be relentless at follow up
Fat cat sales guys just want never-ending fresh leads. They blame the leads, not themselves.
Not everyone is going to be a one-call close. Do the hard work of following people up
• Work the leads
• Send memes when they ghost
• Be unhinged in how you talk to stand out
Treat it like a game. Follow ups are the reps. Do the reps and you win. Get lazy and you lose.
Fat cat sales guys just want never-ending fresh leads. They blame the leads, not themselves.
Not everyone is going to be a one-call close. Do the hard work of following people up
• Work the leads
• Send memes when they ghost
• Be unhinged in how you talk to stand out
Treat it like a game. Follow ups are the reps. Do the reps and you win. Get lazy and you lose.
7. Never talk down to the prospect
Everyone is doing the best they can with the information they have. Don't judge.
Instead, show some compassion See if you can help. If not, gently move on.
There's no such thing as a 100% close rate.
Everyone is doing the best they can with the information they have. Don't judge.
Instead, show some compassion See if you can help. If not, gently move on.
There's no such thing as a 100% close rate.
8. Have some confidence or you sound like a p*ssy
• If you don't believe in yourself & your offer, no one else will.
• Confidence comes from doing the reps, not overthinking. If you sound scared no one is buying.
• If you don't believe in yourself & your offer, no one else will.
• Confidence comes from doing the reps, not overthinking. If you sound scared no one is buying.
9. Act like a leader
(That's what selling is)
• Help people dream big
• Be inspirational
• Act selflessly
(That's what selling is)
• Help people dream big
• Be inspirational
• Act selflessly
10. Sell a validated offer
If the offer sucks no one can sell it (even you)
Validate your offer first at low price points or even by doing free work. Make sure...
• Your offer is a painkiller, not a vitamin
• It's loosely connected to a big niche
• You communicate ROI
• You talk in outcomes
If the offer sucks no one can sell it (even you)
Validate your offer first at low price points or even by doing free work. Make sure...
• Your offer is a painkiller, not a vitamin
• It's loosely connected to a big niche
• You communicate ROI
• You talk in outcomes
11. Create ethical urgency + scarcity
People need deadlines. Spots need to be limited.
Don't fake it. Make it real. You can't work with 1000 clients in 30 days (obviously). Tell them.
People need deadlines. Spots need to be limited.
Don't fake it. Make it real. You can't work with 1000 clients in 30 days (obviously). Tell them.
12. Have the belief you can genuinely change the prospect's life
I have unstoppable confidence about what I do. I genuinely think what I do changes lives.
And the proof is undeniable. Tie what you do to how it changes people's lives.
Imagine their life before getting your offer. Now lean into the transformation.
I have unstoppable confidence about what I do. I genuinely think what I do changes lives.
And the proof is undeniable. Tie what you do to how it changes people's lives.
Imagine their life before getting your offer. Now lean into the transformation.
13. Help people regardless of whether they buy
Don't act like a transactional maggot.
Build relationships. Give people some value regardless of whether they buy.
Why? 1) Reputation 2) Referrals
Don't act like a transactional maggot.
Build relationships. Give people some value regardless of whether they buy.
Why? 1) Reputation 2) Referrals
14. Don't give leads too much information
It slows them down.
Give them the minimum viable dose, then ask them what questions they have.
And make your pitch/offer simple.
• One pricing option
• One duration
• One start date
It slows them down.
Give them the minimum viable dose, then ask them what questions they have.
And make your pitch/offer simple.
• One pricing option
• One duration
• One start date
15. Ask for deposits without shame
Some people have a genuine reason to delay buying (but most are lying)
Ask for a $200 deposit if you think they're genuine. It filters out the liars.
Genuine people will do a small commitment
Some people have a genuine reason to delay buying (but most are lying)
Ask for a $200 deposit if you think they're genuine. It filters out the liars.
Genuine people will do a small commitment
16. Ask for referrals (so you can do less sales calls)
Happy leads/clients love to refer people to you
Ask for referrals. Offer incentives. Treat sales like networking, not one-night stand dating.
Happy leads/clients love to refer people to you
Ask for referrals. Offer incentives. Treat sales like networking, not one-night stand dating.
Are you doing too much in your digital business? Check → timdenning.com/simple-scaling/
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