3d (edited) • General discussion
How to sell
Don’t sell.
The longer they listen, the sweeter the pitch. I do contracts with clients for construction. They have already bought me before I come and look at the job. I don’t have to sell, but those are warm leads and when there are 5 and 6 figures on the line people buy with emotion. It’s highly emotional for someone to give you their life savings and ask you to turn it Into a house. And when you start getting into 7 figure conversations it’s only emotion. I’ve been offered million dollar contracts and turned them down because of a gut feeling about the person offering it. If my gut feeling says no to the person, I’m going to say no. Million dollar contracts usually put you next to those people for a year or two in construction. Or I charge triple the price and hope they say no. Some have said yes, which sucks lol but hey, the money is good.
When it comes to cards and selling to cold-ish leads it’s still all emotion. The guys that I do shows with will tell you, I’m the loudest person there with the most energy. I’ll yell at people from across the room and get them over to our table. Found out a few years ago I have free will and I just do what I want now! 😂
Once you get them to the table you have to build immediate trust. How do you do that? Ask them what they are interested in. Ask them questions about them because the one thing people love to talk about is themselves and have a reflection of their personality reflected back to them by another person. We are hilariously self obsessed creatures! Use it to your advantage. Typically at these shows they will be wearing shirts with art for anime, or bracelets, watches, some will have binders or graded card boxes. I always ask what’s inside and can I look at it. No matter what it is I always find a way to connect to people based on what they collect. This is where watching anime makes me money. You must have that knowledge to really connect with people and get them to trust that you know what you are talking about. It’s that easy to build trust. I’m not saying they need to trust you like they trust their partner in life, but for that moment you can’t lie and hope to close a sale. As soon as they get a bad feeling which their gut will say, it’s over. I’ve seen it and I’ve done it because my gut, heart, and head run my businesses.
Once you’ve established what they are interested in, find what you have that they may be able to connect to. Don’t do this for a sale. Do it because you are genuinely interested in showing them what you have that they may or may not want. Do not focus on the sale. Focus on the leverage.
What do I mean by focus on the leverage. You go to these shows to make money but you aren’t going to make that much in the beginning. But eventually it will start to flip and compound. I make it a point to talk to every single person I can at these shows, I am energized by talking to people. If you aren’t that way then find yourself a person that is and get them into your business some how. The reason I talk to so many people is so that they remember my face and when they come to these shows they recognize me.
I do a little psychological dance with people that not too many people understand: I curse like a sailor. If you are sitting in your college class and the professor works “shit” into the lecture your brain fires off and says, “did he just say shit?” And then he pipes up again with “ass.” You are going to wake up and listen to that lecture. Words that are socially taboo for most are actually memorable for everyone. It allows you to play the long game. I paid Tony Robbins $2,000 for that info like 10 years ago lol. He curses like a sailor at his shows and it is hilarious. People will sit on the edge of their seat for 8 hours watching him curse at people. It makes it memorable and you are not going to do just one show, you are going to do the next show and those same people that you are talking to are going to come to your table and talk to you again. If they come back a second time then they are more likely to buy if they didn’t the first time. That’s playing the long game because eventually people are going to look for you specifically at shows and spend the most amount of money with you. You are finding your fan base. Don’t expect to connect with everyone, do expect that people will remember you. They will either choose to do business or not. Having said that, I don’t care about rejection, I did B2B (business to business) cold sales when I was younger. I got rejected a lot and just kept going back because I didn’t care about the rejection. I will talk to you every time I see you no matter what even if we don’t do business because that is just who I am. I’m genuinely just being me.
So don’t sell, connect with people. Remember their names, get their phone numbers, see if you can do business with them outside of cards. If you really connect with them, take them for a bite to eat. You don’t have to sell to everybody, you can just be a human being enjoying the company of others.
These are my strengths in business. I’ve got a bag of tricks for dealing with people but the main thing I have going is that I come from a place of love. I build my businesses with love. Sounds corny, but it’s the only way to build successfully. I don’t care about the sale. I’m at a point in life where I’m not dependent on one customer buying one thing. For me, one customer brings more work and more of their friends to me. It’s better to have 10 customers spending millions on you than 1,000 customers beating you up on price. I’m a quality over quantity person for sure.
Just be who you are, don’t try to be me. This is a natural way of being for me. And if that’s not you that is wonderful. Believe it or not, I’m not able to function without people that build systems and structure around me. My heroes are the people that sit and build structure and enjoy it because that is who they are. You gotta be who you are in this world.
Zack, how did you get this way?
Believe it or not I actually know the answer to this. Ive done quite a bit of self reflection in life. I was forced to be happy growing up because my parents were extremely unhappy. I counterbalanced personalities for so long that it became who I am. I would get off the bus after school and never want to go home so I would run around and knock on everyone’s door to get the kids to play and try to stay away from home for as long as possible. I’m not manic depressive, I’m just a happy person. I assume positive intent with people in order to remain positive. I’ve seen negative and I won’t live there anymore. I simply figured out a way to take my personality and make money from it to survive because it started as a survival mechanism. We all do this, I could talk about psychology for months. Lol
3
2 comments
How to sell
powered by
skool.com/card-flipping-loop-2174
Turn trading cards into cash flow using real flips, PSA grading, and compounding systems. No hype. Just scalable strategy.
Suggested communities
Powered by