On a November evening in Los Angeles I found myself sitting in a restaurant with Matthew, a man I had never met, didn’t know much about, and wasn’t sure if our mutual friend had told him what I do for a living. This could have been a disaster of a sales meeting! Instead, I walked out with a check for $30,000 by simply using the sales principles I teach.

Principle 1- Invitation:

Be genuinely interested and learn all you can about the client.

I simply said, “Tell me your story.” He began listing off his resume and job discretion so I jumped in and used…

Principle 2- Surprise:

Gently interrupt, politely say they’re wrong, and tactfully disagree.

I stopped him and said, “That’s not what I want. I don’t really want to hear your resume. I’m interested in you. Tell me the story about you that no one gets to hear.” I then sat silently while he talked while I used…

Principle 3- Investigation:

Ask personal questions. Listen for the client’s passion, goals, and how your business is aligned with them.

He talked for about 25 minutes straight, providing all the raw material I needed to help him. When he finished, I leaned forward and said, “I’m going to tell you where you’re struggling and what I think you should do about it.” I gave him a full assessment of what I had learned and what I wanted to do to help him. Then on to…

Principle 4- Shut Up!:

Silence is the greatest motivator. Let it work for you.

I let the table go quiet to add in some “uncomfortable silence.” In absence of anything else to discuss, Matt said, “So, how would we start?

PrinPrinciple 5 Boldness:ciple 4- Shut Up!:

The BIGGER your “ask,” the more credibility you portray.

I said, “Write me a check for ten thousand dollars and we will begin.” More silence. Then he simply said, “Okay.”

By following these principles I walked out with a check for ten thousand dollars and Matt was EXCITED to start working with me.

If this has been helpful, you can download this and all my tools for success by just texting the word SUCCESS to my personal cell phone 213-409-8366. 

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