Transcript:
I want to teach you how to felt so good people will literally pull out their wallets and say take my money but before I give that method to you you must make one promise to me that you will only use this method for good I will not manipulate if you can’t promise that aka you’re a sociopath do not watch this video I’m willing to bet at some point in your life you’ve had to sell something maybe this is a physical product maybe it’s yourself during a job interview maybe it’s persuasive speaking and you’re selling your ideas what would it look like if you had a formula sort of a master key in your back pocket that you could pull out put in the lock and it would work every time I want to teach you that simple four part formula in this video that’s going to work next time you have a sales pitch an interview in fact what you’ve been watching for the past minute or so has been that very formula that I’m going to teach you if you’re still watching and I have your attention prove that works last thing credit where credit is due this is a concept I picked up from Mike del Ponte on the socialtriggers podcast all right now let’s jump into these four PS on how to convince anyone how to buy what you sell the first one is promise you know advertisers who spend millions of dollars on a simple 60-second commercial say that if they can’t hook someone within that first five seconds they might as well have not even filmed the next 55 movies the opening scene directors stress about for months on end getting right because they know that sets the tone for everything else they’re about to do well with you whatever you’re selling again job interview physical product ideas set the tone with that first one sentence this is called the promise it’s a short punchy little one-liner my example in this video today I’m gonna teach you how to sell something so good people pull out their wallets and say take my money that sets the tone for what’s about to come you know it’s about selling you know what this video is about once you do that you move into the next piece the next piece is the picture micro the guy from Dirty Jobs he told a great story on Tim Ferriss podcast on how he got into television he went on a bet with his friend to an audition to sell for QVC you know the late-night infomercials are the trying to get you to buy jewelry that no one needs and no one would actually wear he was that guy selling at 2:00 or 3:00 in the morning so he walks into this job interview again on a bet his friend said if you do it I’ll do it and they didn’t ask him about his background experience they just held up a pen and said sell this to me well Mike rode did in that moment got him the job he didn’t talk about the pen and say well it’s got a fine ball tip to it it doesn’t smudge when you write he went after the emotions he said I want you to imagine you just closed a business deal everything went as planned it took you two months you’re ready to sign you reach into your pocket and you pull out a ball tip pen that’s chewed on and cost you four cents what impression does that leave on the person what does that say about who you are what does that convey about your future business deal now I want you to picture the other hand you have this pen that’s perfectly designed german-engineered writes like a feather and you give that to them to seal the deal see what Mike did that got him the job on QVC he didn’t go after the features of the pen he went after the emotional side he put the picture in their minds of using that pen and that’s how it sold them leading him to get the job on QVC you might be asking Clark isn’t selling logical wouldn’t you want to convince someone on the reasons they should buy your deal it’s a better deal than the competitors no you don’t want to do that we actually buy with our emotions human beings and then we justify with logic so if you really want to convince someone go after the emotional side of them my example in this video I said look if you’re watching this video I’m willing to bet you’ve had to fill in the blank job interview sell something in person convince people of your ideas okay so you see I’m planning the picture in your mind of a time where you had to actually sell something to relate to your emotional side to make you watch this more the next piece is proof I heard a great story I think it’s Andrew stone from pixar was giving it a TEDTalk he said he had a graphics art teacher early on in his college career the first day of class he storms in he writes on the board Apple and then he draws a picture of an apple he says this is the number one rule of graphic design don’t do this and he had the two sitting there and then he took a piece of paper and he covered the Apple he said do this but don’t do this both together in other words he said look show me don’t tell me the proof you know we can get up and talk about how great our company is or how great we are as entrepreneurs or how great we are in a job interview we can tell all we want but people really want the specific examples of stories the emotional side again of times where you’ve made that happen show them don’t tell them blastp in this this is your pitch now this is where a majority of people who get that mindset that okay I’m going to sell something they focus 90% of their time on this component and they miss those first three what’s the problem if you don’t master those first three right there this doesn’t even matter in other words if you have a video where you lose people in that first five seconds like the TV commercials you spoke about why even film the next 55 that’s just thing you did all those you get to this one the pitch what do you do I’m not going to spend time here going over the seven psychological triggers of why we buy you know with scarcity social proof credibility all those things that we generally hear about when we’re selling something you can research those and you probably know a lot of them already what I want to say here is just my biggest tip is a notorious Jam study where they have jams and supermarkets and they presented people with thirty four jams what they notice is that more people stopped but less people bite and that when they only had a set up display of four of eight jams the conversions went through the roof in other words when we’re overwhelmed with the decisions we don’t do anything what I found most effective is a single call to action you do a pitch don’t give them twenty things to act on don’t give them five things to act on give them one thing you want them to do at the end of your video at the end of your article in your social media posts have one call-to-action maybe two that’s pushing it that you want them to do at the end of whatever you’re selling and that’s a better way to convert people so here’s my pitch to you all right if you like this video if you learned one thing that’s new go down below and hit that thumbs up button if you hit the thumbs up button share this video with anyone who you think could benefit that’s the only call-to-action I want just share this video with someone you’ve either know is in sales or that you’ve talked to about persuasion or sales with until next time thank you so much for watching this video I’m Clark stop settling start living
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