Dan Martell - November 04, 2026


If you only watch one sales video, make it this one

How to Build an AI Agent for Every Part of Your Life

Episode Stats


Length

24 minutes

Words per minute

237.1

Word count

5,831

Sentence count

354

Harmful content

Toxicity

2

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Transcript

Transcript generated with Whisper (turbo).
Toxicity classifications generated with s-nlp/roberta_toxicity_classifier .
00:00:00.000 There's only one skill that every successful person has,
00:00:02.760 and it's not marketing, it's not AI, 0.93
00:00:04.880 it's not being really fucking productive,
00:00:06.580 it's the ability to sell anything to anyone, 0.63
00:00:09.280 even if you aren't a salesperson.
00:00:11.060 Most people think being good at sales
00:00:12.680 is something you're born with,
00:00:14.000 charisma or having a great personality or the gift of gab,
00:00:16.780 but the best salespeople in the world,
00:00:18.620 they just don't wing it, they follow a process,
00:00:21.100 and I'm living proof of that.
00:00:22.440 I grew up as a computer nerd.
00:00:24.200 All I wanted to do was write code.
00:00:26.060 I loved building software because it was safe,
00:00:28.080 I didn't have to talk to anybody, but guess what?
00:00:29.840 nobody paid me a dime until I learned how to sell.
00:00:33.300 Learning that one skill eventually led
00:00:35.360 to me closing my first $750,000 deal in my 20s,
00:00:39.220 to now raising over $400 million in capital
00:00:42.080 and training over 200 salespeople,
00:00:44.620 all because I pushed through the awkwardness
00:00:46.780 and learned how to sell.
00:00:48.260 So today, I'm gonna walk you through my exact process
00:00:51.320 for selling anything to anyone,
00:00:53.320 even if you've never sold before.
00:00:54.740 And at the end, I'm gonna show you
00:00:56.600 how to turn this into a system
00:00:58.400 where it is impossible for you not to get better
00:01:00.580 every single time.
00:01:02.020 And it all starts with the biggest misconception
00:01:03.960 people have about selling.
00:01:05.280 Sales isn't manipulation.
00:01:07.580 Most people think sales is about trying to talk somebody
00:01:10.280 into doing something, being the salesperson,
00:01:12.900 essentially saying anything to get somebody to buy.
00:01:15.200 We've all met these people, the sleazy salesperson.
00:01:17.900 When Daniel Pink asked people
00:01:19.280 for the one word to describe sales,
00:01:21.180 the number one answer he got was pushy.
00:01:23.500 The Mr. Transactional, how you doing?
00:01:24.960 Nice to meet you.
00:01:25.800 Hey, my name's Phil, blah, blah, blah.
00:01:26.780 No, not that.
00:01:28.200 when I was in my 20s and I realized I had to learn this
00:01:30.680 is because I had two failed companies.
00:01:32.660 I built great tech, I thought I was doing the right thing,
00:01:35.240 but I couldn't sell anybody on buying it.
00:01:37.380 I couldn't even sell somebody else to join my team.
00:01:39.400 So out of desperation, I decided to go get a sales audio book,
00:01:43.480 drive around my city in my old 1987 Jetta
00:01:47.580 and just listen and listen and listen to sales CDs.
00:01:50.920 Found this really cool book by Jeffrey Gittimer,
00:01:52.900 it's called The Little Red Book of Selling, and it clicked.
00:01:55.580 Selling is about serving, write that down.
00:01:57.740 It's about helping people get a result.
00:01:59.620 Sales is just simply helping somebody make a decision.
00:02:02.880 And what's cool is it comes from the Latin word,
00:02:04.840 to cut off, meaning you have two options.
00:02:07.040 We're gonna cut off the bad option
00:02:08.360 and help you make good decisions.
00:02:09.680 And what I've discovered is people actually love to buy.
00:02:12.240 They just hate being sold to.
00:02:13.980 There's a difference.
00:02:14.900 When you need the sale, they can feel it.
00:02:17.200 They go on their heels.
00:02:18.260 That's called commission breath.
00:02:20.120 And you know when it's happening.
00:02:21.420 Great salespeople pull people into the vision
00:02:24.200 they wanna create for their life
00:02:25.520 and help them make a decision around it.
00:02:27.380 And the truth is, is I've never sold a thing in my life.
00:02:29.880 I've just helped thousands of people make decisions.
00:02:32.500 So when you're selling, let me ask you one question
00:02:35.140 to help you orientate yourself.
00:02:36.780 Are you doing it for the sale?
00:02:38.580 Are you doing it for the sole?
00:02:39.920 Are you trying to help them make a better decision
00:02:41.920 or are you just trying to get paid a commission?
00:02:43.640 The question you wanna ask yourself
00:02:45.580 every time you're talking to them
00:02:46.680 is can I actually help this person?
00:02:49.380 That's it.
00:02:50.220 If you can, we'll give them their time back.
00:02:52.400 But if you can, it's your responsibility
00:02:54.600 to help them decide.
00:02:55.960 So now we shifted our mind
00:02:57.320 that sales is nothing more than helping people,
00:02:59.440 but how do we actually do that?
00:03:00.980 Pros follow a process, amateurs, freestyle.
00:03:04.480 I think most people feel sales is hard
00:03:06.880 because they think that it's a people skill.
00:03:09.420 Like I either can sell or I can't sell.
00:03:11.540 Then they think sales is really just about hoping
00:03:13.780 and trying to figure it out.
00:03:14.740 And when it doesn't work, they just say to themselves,
00:03:17.060 I just don't have it, I'm not a salesperson.
00:03:19.580 Or that they need more leads.
00:03:20.900 It's like a few months ago, a CEO in one of my companies
00:03:23.020 had a sales rep who just couldn't close any deals.
00:03:25.300 And any time the CEO took over, the deal got closed.
00:03:28.440 Any time the rep took the call, the deal got lost.
00:03:30.800 When I asked the CEO to show me the process,
00:03:33.120 he couldn't show me anything.
00:03:34.680 He didn't have an answer.
00:03:35.860 It turns out the rep handled every call differently.
00:03:38.640 Duh, he didn't know any better.
00:03:39.920 He just winged it.
00:03:40.800 He's like, here's what it is.
00:03:41.820 Here's why you need it.
00:03:42.620 Here's our benefits.
00:03:43.400 Do you wanna buy it?
00:03:44.300 No, but the CEO, when you listen to that call,
00:03:47.320 followed a process every single time
00:03:49.680 without even knowing it.
00:03:51.080 Top salespeople don't close because of charisma or talent.
00:03:54.520 they close because they can run the same play every single time and they can go from rejection
00:03:59.880 to rejection without losing enthusiasm when you always follow the same process and then the deal
00:04:04.600 doesn't close it's easy to see where the deal fell apart to fix it it reminds me of this quote
00:04:09.240 i heard a long time ago which is if you don't have a process for selling your prospect will show you
00:04:14.040 their process for not buying so it doesn't matter what you're selling how small or big your sales
00:04:18.360 are it follows the same four steps first we have to connect we have to build trust and control the
00:04:23.080 frame i'll get into that in a second two we have to diagnose what is the real pain and it's not
00:04:27.640 what they tell you third we have to prescribe we need to show them that what they're dealing with
00:04:32.040 is something we've done in a way that's very different and unique to them and four we got
00:04:36.600 to get them to commit we have to get them to make a decision in part with their money and the key is
00:04:41.960 is we never skip a step we don't go ahead we don't come back that is part of being a professional
00:04:47.000 even if it's a friend or a warm lead we follow the process the same way every time which brings
00:04:52.120 us to step one of the process which is to connect i've seen a lot of sales reps they get on their
00:04:57.720 first call and the first thing they do because they're a little insecure is they just talk about
00:05:01.240 themselves what they've done how great their company is and the problem is they lose a chance
00:05:05.480 to create a connection with the potential buyer it's kind of like going on a bad date right imagine
00:05:09.880 on your first date with the person they just sit there and they're like yes my job is this
00:05:14.040 and i've accomplished these things and this is my five-year plan and my vision and my goals uh
00:05:18.680 me me me me me you're sitting there and you can't even get a word in they don't even ask you a
00:05:23.800 question about you and they're trying to go from like tinder date to the altar in one night
00:05:28.200 unfortunately that's how most people are selling i get pitched all the time and it's fascinating
00:05:32.680 to me that people don't stop to ask themselves how do i come across to dan the other day i'm
00:05:37.160 walking in my car and this guy literally comes up to me and he says hey dan i'm gonna make you
00:05:41.160 a billion dollars and i'm like interesting what's your name he introduced himself i had a new idea
00:05:47.240 to you who he was. And I'm thinking, I don't even know you. And he thinks that that's the best way
00:05:51.660 to get me to buy into his vision. He didn't ask me a question. He didn't leave with credibility.
00:05:55.780 And yet most salespeople do this to themselves every single call. Our first job is to establish
00:06:02.180 a connection with the person. People lean in to a conversation when they feel seen, heard,
00:06:08.200 and appreciated, and also guided. People buy from those they know, like, and trust. And those things
00:06:14.520 happen if we do the other three steps in the sales process. But we first need to ensure that
00:06:19.040 we're connecting and controlling the frame. When I say frame, I want you to understand it's the
00:06:23.400 tonality. It's the structure. It's the why is the person on the call? You are the expert. The person
00:06:30.240 has a problem. You're the gatekeeper. If you're a salesperson and you work for a neurosurgeon,
00:06:34.840 he's not just going to get on a call with a bunch of people. That's your job. So you can even say,
00:06:38.600 look, my job is to figure out if it's the right fit or not. If it isn't, I'll let you know as soon
00:06:41.680 as possible. But if it is, we can talk about what it looks like to work with him. Your job is to
00:06:45.740 investigate, to set the agenda. You just have to set the frame. For me, the frame I love is the
00:06:51.440 doctor frame. You qualify before they go see a specialist. So you need to understand their
00:06:56.460 situation before you would even tell them who they need to see. Here's how we open up every
00:07:00.940 sales call to build trust. Because trust isn't knowing my favorite sports team or you being a
00:07:05.320 fan of that sports team. It's are you going to respect my time? Are you knowledgeable? Can I
00:07:10.320 assess that based on the quality of your questions? Do I feel like you understood my situation? And
00:07:14.560 that's what these questions help people to believe. You want to take control of the conversation and
00:07:18.900 make it very clear. One of my favorite questions to ask is why me or why us? Why did you decide
00:07:24.140 to reach out to us? And then you get them to sell you on you. Then I like to ask them, why now? What
00:07:30.100 is true about your life right now that makes this a priority? Then they sell you on why now is the
00:07:34.940 right time to make a decision. See how those two questions psychologically help them make a decision?
00:07:39.920 So if you do that, set the frame with the agenda,
00:07:42.880 ask them the question, why me and why now?
00:07:44.800 You've built that connection.
00:07:46.120 Now it's time to figure out if you can actually help them,
00:07:48.220 which is when we move to step two, which is diagnose.
00:07:50.860 And in this step, it's always about the problem,
00:07:53.680 behind the problem, behind the problem.
00:07:55.440 If someone tells you they need more leads,
00:07:57.280 I want you to know it's probably not a leads problem.
00:07:59.720 How do I know that?
00:08:01.120 3,000 sales calls.
00:08:02.200 And what'll happen is that if you just ask
00:08:04.520 the surface question, you'll end up solving the wrong thing
00:08:07.040 and they'll walk away because they don't truly believe
00:08:09.380 that you understand them because what people say is the problem usually isn't the problem they
00:08:14.080 actually have and most people don't know how to explain the pain or the problem they're dealing
00:08:17.620 with and that's why the doctor frame is so good it's like when i was mountain biking and i crashed
00:08:21.600 into a tree and broke my hand when i went to see the doctor i thought my problem was with my wrist
00:08:26.000 and then he grabbed my hand he started moving my fingers around i literally had a lightning strike
00:08:30.200 go through my body the back of my neck he goes no the wrist is just a byproduct of the amount of
00:08:34.440 pressure that got into your knuckle when you accidentally punched a tree when you fell off
00:08:38.020 your mountain bike. And in that moment, he became the expert because he understood the problem and
00:08:42.780 pain better than I could have ever explained it. Now, I'll tell you, Dr. Alex, because he did that,
00:08:47.860 he's my guy in the future. If I hurt myself in any way, he's the guy I'm going to turn to because
00:08:51.860 he was able to diagnose this way faster than I could ever do it on my own. And here's the reality.
00:08:56.160 If you know your customer's pain better than they do and can explain it back to them in words they
00:09:00.840 couldn't even use, then you become the expert. The sale is made between their current reality
00:09:06.400 and their desired outcome this is the gap okay from here all the way to there and what we're
00:09:12.640 trying to do i'm going to try to pull without hurting my hand we're going to pull pull pull
00:09:16.640 pull pull pull pull pull pull pull and stretch the gap imagine if i let it go right now but right
00:09:22.920 there that's where sales make so here's how we stretch the gap first is we need to figure out
00:09:28.000 where they want to be and i'll tell you why most people are more likely in the beginning of a call
00:09:31.820 to tell you about their goals than tell you about the worst things are happening in their life right
00:09:35.780 now. So we want to ask them in 12 months from now, let's pretend we're celebrating. What are we
00:09:40.060 celebrating? And they're like, what do you mean? It's like, well, you came for me to solve this
00:09:42.980 problem. If we solved it and we sat down and we had a meal and we're cheersing each other and you
00:09:47.040 just had the best year ever, what would have happened? That gets them into visualizing the
00:09:51.640 experience that they want. Then after I talk about that and get very specific about it, then I'm
00:09:55.980 going to go back to, well, based on where you want to be, tell me where you're at today. That creates
00:10:01.060 a logical connection of asking the questions that might feel a little sensitive or private to
00:10:05.920 disclose. So you want to travel the world 12 weeks out of the year. How many weeks did you travel this
00:10:09.800 year? And then the ban in the center is like, now that I've stretched a gap, what's currently
00:10:14.620 preventing you from getting there? What have you tried in the past? That is such a powerful question.
00:10:19.260 If we don't ask that question, we don't go deep in the understanding. When we go to do the pitch,
00:10:24.280 they won't believe that we truly understand their current situation. If I'm selling to you and I
00:10:29.180 don't ask you what you've tried in the past, then when I make my presentation, then you're going to
00:10:33.600 assume it sounds a lot like things you've done in the past. I'm dealing with an objection that isn't
00:10:37.800 real that I don't even know. But if I make them verbalize that specific thing, it's like, what
00:10:42.540 else is a problem? This, what have you tried in the past? Then I deal with the objection. Without
00:10:46.000 knowing what they've tried in the past, you're going to be fighting a monster you can't see.
00:10:49.720 Now, pro tip, when I'm trying to help someone make a decision, I also ask myself in real time,
00:10:54.660 based on what we're talking about, do I feel like they're overconfident in their ability to do it
00:10:58.860 themselves? Like they feel like, oh, I could do this myself. Or do they feel uncertain about
00:11:03.020 themselves and their ability to do this? Because both of those doesn't allow me to bring them to
00:11:07.480 the center, which I call the buying zone. So if somebody is overconfident, I need to make a comment
00:11:12.380 or ask them a question that brings them down a peg. Well, it sounds like you have a plan. Why
00:11:16.280 haven't you hit it yet? Or if they're uncertain, I might say something like my best clients,
00:11:20.940 when they came to me, had the same thoughts that you just said. They felt the same way about their
00:11:24.840 situation. And honestly, I'd be concerned if you didn't, because it's those kinds of people that
00:11:28.540 make the investment to show up that actually will do the work to get them the results in both
00:11:32.500 situations I'm pulling this person forward and this person I'm bringing them back and that buying zone
00:11:36.900 is where the deal is done and when you ask them everything they've tried or any answer they're
00:11:41.120 giving please write it down because we're going to need that in a minute and look if you're growing
00:11:45.220 your business and you want to move from a founder-led sales process to a sales team-led
00:11:49.260 sales process and you want my help I put together my rocket selling system that I teach every
00:11:53.820 entrepreneur I work with that's literally made my clients millions of dollars I want to invite you
00:11:58.440 to scan the QR code or click the link below
00:12:00.260 to book a growth session with my team.
00:12:01.880 I'd love to see if we can help you out.
00:12:03.160 So now that we've helped somebody feel the gap,
00:12:05.000 it's time to show them how to close it.
00:12:06.920 This is where we prescribe.
00:12:08.620 And look, as a doctor,
00:12:09.940 you can't prescribe until you diagnose
00:12:12.220 because if you do, that's considered malpractice.
00:12:14.580 And the truth is, people will pay more
00:12:16.500 for a painkiller than they will a vitamin.
00:12:18.920 If I've got a migraine, I'll pay whatever for that pill.
00:12:22.480 After you do the whole diagnostic process,
00:12:24.660 most people wanna get rid into the sales,
00:12:26.620 but I like to give the buyer the perception
00:12:28.680 that they're in control.
00:12:29.940 And the way I do that is I repeat what they just told me.
00:12:32.740 I heard you're here and you wanna be here,
00:12:35.000 but this is getting in the way.
00:12:36.100 Did I get that right?
00:12:36.900 And I'll do that for three, four of those items.
00:12:39.020 Then I'll say something like,
00:12:40.500 so far I've been asking a lot of questions.
00:12:43.260 Why don't we switch roles and you become the asker?
00:12:45.980 Where do you wanna go from here?
00:12:47.080 And in that moment, 99% of the time,
00:12:49.520 they give me back control of the call and say,
00:12:51.800 I don't know, what does it look like?
00:12:53.340 Then there's a perception that they're asking you
00:12:55.280 to sell to them or to this next step, which is prescribed.
00:12:58.620 Most salespeople, when they get on a call,
00:13:00.960 they're just so excited for the person.
00:13:02.620 They wanna tell them about their solution
00:13:04.100 and they start listing features after features
00:13:06.340 after feature.
00:13:06.960 They wanna tell them everything,
00:13:08.660 all the options and the bonuses and the comparison.
00:13:11.260 And the problem is, is that it overwhelms buyers
00:13:13.560 and a confused mind never buys.
00:13:16.420 And the more you talk, the less likely they will actually buy.
00:13:19.880 Imagine you hire a real estate agent
00:13:21.640 and they come and they meet with you.
00:13:23.020 And instead of asking you any questions,
00:13:24.880 or maybe they ask you three or four,
00:13:26.200 they just are showing you hundreds of listings at once.
00:13:29.280 And instead of feeling super clear on what you want,
00:13:31.500 you leave feeling even more confused than before.
00:13:34.120 So do you think you're gonna buy?
00:13:35.520 Your buyers could be experiencing the exact same thing.
00:13:38.540 So that's why what I recommend is you guide the process.
00:13:42.220 When we ask them where they are and where they wanna go,
00:13:45.020 we really double clicked on what was getting in the way
00:13:47.200 and what they needed most.
00:13:48.480 That's when I made the mental note
00:13:49.940 that I told you to write down
00:13:51.000 so that when I prescribe, it only maps to those things.
00:13:54.880 I don't confuse them with everything else.
00:13:56.800 You might have 17 other benefits.
00:13:58.740 Guess what?
00:13:59.520 Don't tell them.
00:14:00.280 Unless it's supportive to the decision, it is confusing.
00:14:04.160 And I always say the right information
00:14:06.040 at the right time gets the deal done.
00:14:08.540 So then what I do is when I prescribe,
00:14:10.640 I'm literally going through each one
00:14:12.180 of the roadblocks they gave me
00:14:13.500 because then when I review how we work,
00:14:16.020 I'm literally mapping our offer,
00:14:18.960 these specific benefits to the roadblocks
00:14:21.740 I got them to agree upon.
00:14:22.960 When I go through the solution,
00:14:24.660 it feels like a perfect fit for them.
00:14:27.120 It's like a fine tailored suit.
00:14:28.900 They're like, oh my gosh,
00:14:29.700 this is what I've been looking for my whole life.
00:14:31.660 And you're like, I know.
00:14:32.780 And the best part is the investment is only,
00:14:36.020 and I give them the price.
00:14:37.200 Now, amateurs stop right there and they wait.
00:14:39.460 I give them the price and then I move on
00:14:41.460 to another ninja benefit that they're gonna get
00:14:44.040 because I know people like them struggle with X.
00:14:46.720 So because of that, I gave them this Y.
00:14:48.680 For example, I'll say,
00:14:49.800 and that's why the investment is only 25K
00:14:52.560 and because I know that you also probably need
00:14:54.600 to get your team trained up on this,
00:14:56.160 I also include two extra seats
00:14:57.780 so that you can upskill two people on your team
00:15:00.000 at no extra cost.
00:15:01.280 See how I made the investment, moved on,
00:15:03.580 gave them some more value,
00:15:04.540 then I come back to it and I go for the ask.
00:15:06.700 Now, you might've heard people say
00:15:07.860 the first person to talk
00:15:09.020 after you say the price loses a sale.
00:15:11.140 It's the first person to talk
00:15:12.440 after you made the offer loses a sale.
00:15:15.320 The offer for me includes letting you know
00:15:16.940 what the investment is
00:15:17.820 and also lets you know about a benefit.
00:15:20.060 But it kind of allows you to say it
00:15:21.460 in a very nonchalant from the heels kind of way.
00:15:23.800 It's like, look, the investment's only 50K
00:15:25.580 and because I know that you're probably gonna struggle
00:15:27.120 with this, I've also included this
00:15:28.720 so that you get this kind of benefit.
00:15:30.220 So what card did you want to put that on?
00:15:34.080 See, the other person will wanna talk
00:15:36.620 and when they talk, let them talk and say,
00:15:38.320 I totally understand.
00:15:39.680 Deal with the objection, go for the close.
00:15:41.640 Now, to bring this up to the next level,
00:15:44.120 we have to talk about objections
00:15:45.980 because if you do it right,
00:15:47.220 the objections are actually obstacles
00:15:49.000 if you bring them up early.
00:15:50.700 Most people, this is where they jump straight
00:15:52.660 into the offer and where they lose the sale.
00:15:55.060 Once you prescribe and you talk about the price,
00:15:57.640 that's when you usually hear objections.
00:15:59.480 That's what everybody else does.
00:16:00.900 If you deal with it before you prescribe,
00:16:02.820 then it becomes an obstacle.
00:16:04.180 So I call this the clear common obstacles.
00:16:06.200 When you look at your calls,
00:16:07.840 there's only really three common obstacles.
00:16:10.100 The first one is who else is involved in making a decision?
00:16:12.820 Maybe it's, I don't have the money.
00:16:14.200 That's obstacle number two.
00:16:15.320 So you might ask them,
00:16:16.260 did you put a budget aside to solve this problem?
00:16:18.500 If there was a solution presented to you today,
00:16:20.540 what budget would you have available to make an investment in it? The third one is, do you feel
00:16:25.460 if you had the right solution, you'd have the time to implement it today? How much time could
00:16:28.780 you give me per week? You want to ask them ahead of time so that when you tell them about it,
00:16:32.400 they'd be like, well, I don't have enough time. It's like, you actually said you did. And there
00:16:35.360 was other things you were working on that you probably need to stop doing. So you had the time
00:16:38.060 to focus on this one. So they give you the ammunition to deal with it after you give them
00:16:42.880 the prescription. So now that we've talked about the offer, we've dropped the price. There's only
00:16:46.380 one thing left to do. Get them to commit. If you've made it this far in the process, you need to
00:16:52.120 collect the money. If you know you can help them, it is your responsibility to help them make a
00:16:57.000 decision. Don't let people be flaky and disappear. Unfortunately, most people in the world, they
00:17:02.200 don't know how to do this and they'd rather make no decision than the wrong decision. When you go
00:17:07.140 to a restaurant and then you're done eating and the waiter brings you the bill, he doesn't just
00:17:11.080 like say, yeah, thanks for coming. I hope you pay. He brings you the check and he stands there and he
00:17:15.840 to make payment. He collects payment on the spot. High in restaurants, high in companies,
00:17:20.420 they collect payment where you're sitting. I don't believe a yes is a sale until you get the money.
00:17:24.360 And someone's saying they want to move forward and they're like, this is great. Yeah, no,
00:17:27.340 send me a proposal. No, never send a proposal. Ask them when they want to schedule a time to
00:17:33.100 review the proposal so that you can walk it through with them. Because information doesn't
00:17:37.040 help people make a decision. Because if it was, then they would just be researching about.com
00:17:41.160 all day. Just please don't confuse a promise with a payment. As a Canadian, they're super nice. They
00:17:47.600 tell me all the time, I love it, Dan. I'm buying. I'm like, cool. What card do you want to put that
00:17:51.560 on? Well, see that? That's not a commitment. Pros collect payment on the call. It could be a deposit
00:17:59.240 if you're selling a proof of concept. It could be the wire details. It could be whatever it needs to
00:18:04.100 be, but you're collecting some kind of payment that makes it a commitment on the call. And look,
00:18:09.280 if you follow this whole process,
00:18:11.480 this shouldn't feel awkward.
00:18:12.980 This is where the call naturally ends up going anyway.
00:18:16.620 I remember this one time I was talking to this guy named Matt
00:18:18.540 and he wanted to work with me.
00:18:19.880 And I was like, cool.
00:18:20.600 And I went through the whole process.
00:18:21.680 I just walked you through.
00:18:22.700 And we got to the point where I was like, great.
00:18:24.680 What card do you wanna put that on?
00:18:25.800 And he's like, oh, well, I'm driving.
00:18:27.040 I said, cool, just pull over, pull out your credit card.
00:18:29.180 I'll wait.
00:18:29.700 You're gonna make me pull over?
00:18:30.900 I'm like, uh-huh.
00:18:32.180 And he's like, right now.
00:18:33.340 And I said, look, I just want you not to have another thing
00:18:35.720 on your to-do list that you might not get to.
00:18:37.320 He goes, no, I promise you, I'll call you when I get home.
00:18:39.260 I said, I understand and I believe you.
00:18:40.780 Why don't we just deal with it now?
00:18:42.080 And he's like, but I'm driving.
00:18:43.540 Heard it the first time.
00:18:44.860 Call me crazy, but I have a lot of stuff
00:18:46.580 on my to-do list I never get to
00:18:47.780 and I wanna make sure we get you started.
00:18:49.360 It sounded like it was important to you.
00:18:50.880 If it is, I'll wait, pull over, pull out the credit card.
00:18:54.000 And I remember the whole time, he's like,
00:18:55.380 I can't believe you're asking me to pull over.
00:18:57.360 Like I would have called you back.
00:18:58.360 And I said, look, I'm a professional.
00:19:00.080 I'm gonna teach you how to be a professional.
00:19:01.680 And one of the things we have to make sure
00:19:02.860 is we get a commitment on the call.
00:19:04.460 And I will tell you, if you ever meet Matt,
00:19:06.440 he'll tell you the same thing.
00:19:07.560 I'm so glad that Dan forced me
00:19:09.900 to make a commitment on the call.
00:19:11.820 I know, I've done this quite a few times.
00:19:13.940 It was like one time I got on a sales call
00:19:15.440 and this guy from Chicago, he was in sales
00:19:17.260 and he's like, hey, I'm a sales guy,
00:19:18.720 just tell me what the pitch is.
00:19:19.660 And I was like, bro, I got nothing to sell you.
00:19:21.520 35 minutes later, he's giving me his credit card.
00:19:23.360 He's like, wow, that was really good.
00:19:25.200 I said, I know, I can't wait to teach you.
00:19:27.400 And he's like, I thought I knew all the things.
00:19:28.980 And I'm like, I'm just, look, bro, I'm a pro.
00:19:31.940 He's like, but you said you had nothing to sell me.
00:19:33.200 I didn't at that time.
00:19:34.940 I didn't know if I could help you.
00:19:36.400 That's the whole point.
00:19:37.540 You have to diagnose before you prescribe.
00:19:39.560 And at that point, I had nothing to prescribe.
00:19:41.600 And guess what?
00:19:42.500 Salespeople love to buy.
00:19:43.900 Just go to, which car would you like to put that on?
00:19:46.320 It's the assumptive close.
00:19:48.060 I'm assuming, I know where you're at, where you wanna go,
00:19:50.540 and you wanna work with me, I wanna work with you.
00:19:52.420 So all I need to know is what form of payment
00:19:53.760 do you wanna use?
00:19:54.540 When you get used to asking for the order
00:19:56.760 and assuming they're gonna then have an objection,
00:19:59.860 which you say, totally makes sense, and deal with it, right?
00:20:02.480 you have your talk tracks that is when the deal gets done and for whatever reason if you couldn't
00:20:07.520 deal with the objections because they weren't obstacles or you couldn't get the person to make
00:20:11.360 a decision and you do need to book another call you have to bam bam which means you get the next
00:20:17.040 call scheduled confirmed and then you ask them a very simple question can i ask you a favor they
00:20:22.320 go yeah what's up you go could you do me the honor that if for any reason you can't make our call
00:20:27.440 that you let me know ahead of time so that i can make myself available to the other people that
00:20:31.200 want to chat once they make that commitment their brain goes consistency bias they're not going to
00:20:35.920 want to break that contract even when you follow every step not every call is going to close so
00:20:40.720 how do you make sure you're actually getting better not just burning leads which brings us
00:20:44.960 to the next point every lost sale leaves clues here's what i see all the time amateurs do a call
00:20:51.200 it doesn't work out and they just run to the next one they essentially lose a sale and there's no
00:20:55.120 information they never find out why the deal didn't close where was the mistake that they made and
00:21:00.240 and then they just keep making on the next call
00:21:02.060 and the next call.
00:21:02.980 I don't know if you know this,
00:21:03.920 but Kobe Bryant, one of the best basketball players
00:21:05.960 of our time, used to watch his own game tape
00:21:08.840 from the first half of the game at halftime
00:21:11.660 going into the second period
00:21:13.520 so that he can see where he was making mistakes
00:21:16.640 against the people he's playing
00:21:17.920 so he can come back in the second half
00:21:19.680 and absolutely crush it.
00:21:20.900 It's a fast feedback loop
00:21:22.560 and every call will tell you something.
00:21:25.420 Look, if you got to the end of the call
00:21:27.000 and you didn't collect any money,
00:21:28.840 then there are steps that got rushed or skipped.
00:21:31.640 And every lost sale leaves you little tiny breadcrumbs
00:21:34.660 to figure out what was broken in the process.
00:21:37.040 And the best salespeople, the pros,
00:21:39.220 learn from every call,
00:21:40.780 especially the ones that didn't close.
00:21:42.520 Because they know, using the process I'm about to teach you,
00:21:45.580 that every no brings you one step closer to a yes.
00:21:49.380 So we need to do what Kobe did,
00:21:51.280 which is review our game tape.
00:21:52.640 And the best part is we're gonna use AI
00:21:54.540 to do it automagically.
00:21:56.380 So the first thing we have to do
00:21:57.380 is collect transcripts from any close one
00:22:00.220 and also close lost transcripts.
00:22:02.520 Because the worst thing in sales
00:22:04.040 isn't knowing why you're losing,
00:22:06.140 it's not knowing why you're winning
00:22:07.660 because then you can't replicate it every time.
00:22:10.060 So here's what I want you to do.
00:22:11.540 If you're using GrokBot, nice job.
00:22:13.580 Or use Claude and just point it at these files
00:22:15.860 that I just asked you to collect.
00:22:17.080 So we gotta ask these four questions.
00:22:19.300 First, connect.
00:22:20.820 Did I establish trust and control the frame?
00:22:22.940 Second, diagnose.
00:22:24.340 Did I feel real pain
00:22:25.700 and did I create desire for a solution?
00:22:28.260 Three, prescribe.
00:22:29.660 Did I make the solution as clear and simple as possible?
00:22:33.140 And four, commit.
00:22:34.680 Did I ask for the money with confidence?
00:22:37.020 Find the patterns that work and what didn't
00:22:39.180 and give me advice and scripts to improve.
00:22:41.520 If you do that,
00:22:42.720 you will build a self-perpetuating sales manager
00:22:45.940 that will turn you into a weapon.
00:22:48.380 I'm telling you,
00:22:49.360 this process has been codified and deployed
00:22:51.560 across all of my companies in that single process
00:22:54.320 I told you at the beginning.
00:22:55.320 This is gonna be a game changer
00:22:56.700 because nobody does this.
00:22:57.920 That simple process will give you the talk tracks,
00:23:00.860 will give you the objection overriding,
00:23:02.480 will give you the frames to be able to go to your next call
00:23:04.740 with confidence and know they're gonna buy.
00:23:07.180 And look, here's what I believe.
00:23:09.400 If you know what you do is world-class,
00:23:12.020 if you know what you're selling will help people,
00:23:14.460 then I consider it your number one job
00:23:17.460 to get people to make a decision to work with you.
00:23:20.240 I've worked with people that sell in every industry.
00:23:23.080 And the reason why I'm so passionate about this
00:23:24.900 is they're usually incredible people,
00:23:26.840 incredible at their craft, they care about their customers,
00:23:29.360 but unfortunately, they don't know how to follow a process,
00:23:32.280 they don't know how to have structure,
00:23:33.640 and they don't do it every time.
00:23:34.920 And that means the person you were talking to,
00:23:37.320 unfortunately, ends up working with somebody else
00:23:39.320 that doesn't care about them, that's not gonna deliver,
00:23:42.020 that's literally just gonna take their money
00:23:43.380 and treat them like a number.
00:23:44.760 If that's not you, then it is your responsibility
00:23:47.260 to show up like a pro.
00:23:49.040 And I'm telling you, on the backside of you doing
00:23:51.620 what we just went over, you will help so many freaking people
00:23:54.720 and create so many resources in your life
00:23:56.640 that you will wonder why you waited so long
00:23:58.840 to become the best version of yourself.
00:24:00.560 Because sales is not just about selling to people,
00:24:03.360 it's about personal development done at scale.
00:24:06.120 And if you know you can help people,
00:24:08.080 you literally would be doing a disservice
00:24:09.820 to not act like a pro.
00:24:11.880 So I wanna hear from everybody below.
00:24:13.660 What part of the sales call do you struggle with the most?
00:24:16.380 And yes, it's probably objections,
00:24:18.100 but maybe it's connect, maybe it's diagnosed,
00:24:19.760 maybe it's prescribed.
00:24:20.640 Let me know below and tell me in the comments.
00:24:22.380 And remember, if you want help scaling your sales process and growing your business, then
00:24:26.860 scan the QR code or click the link below to book a growth session with my team.
00:24:30.440 And if you want my full course on how to build a business that runs without you, just click
00:24:34.480 here and I'll see you on the other side.