Lessons
Class Introduction
04:35 2Common Myths & Unknown Truths
08:08 3The Road Ahead
05:22 4Find Your Passion
03:18 5Part-time, Full-time, Employed, Partners?
03:41 6Stop Wasting Time & Money
04:02 7Your 12 Week Roadmap
04:23 8Mind Mapping
02:25Select a Focus
02:51 10S.W.O.T. Analysis
04:14 11Strategy & Long Term Goals
03:42 12Values, Vision & Mission
05:40 13Quick Break for Econ 101
08:14 14Your Target Market & Brand Message
07:12 15Your Client 'Why'
02:26 16Document the Client Experience
04:47 17Business Administration Basics
08:56 18Book Keeping Management
05:23 19Create the Logo & Branding
03:21 20Three Pricing Methods
10:18 21Package Pricing Psychology & Design
02:03 22The Listing & Classified Hustle
04:51 23Make Instagram Simple
05:57 24Your Automated Pinterest Plan
03:16 25Content Marketing & SEO
06:03 26Your Content Road Map
06:41 27How to Craft Your Content
05:37 28Internal Linking Basics
03:21 29What is Sales? Show Me!
05:02 30The Sales Process
03:23 31Always Positive, Always Affirming
02:03 32The Second Money & Dual Process
05:51Lesson Info
What is Sales? Show Me!
So let's get into this. What I wanna do, is I wanna give you a framework. Because sales, without a framework, without a structure is exactly what just happened right now. It's difficult. It's tough to grab your frame. It's tough to hold control and you lose it and you end up kind of going all over the place, right? Now sales is uncovering the need and I have this at the very beginning of this because we have this misconception entirely of what sales is, to begin with. Sales is uncovering the need. Manipulation is in creating it. Does that make sense? The first quote, our perception of sales is manipulation. It's going into the used car dealership and being sold a car that we really don't want. But sales, based on what Zig Ziglar said, in the "Secrets of closing" Sales is, providing a service. It's uncovering what you need. I'm trying to get to you. And this gives me another thing to say right now, which is, I'm gonna say one curse word, just to get in your heads for one second. Your cl...
ients do not give a shit what you're selling. Just buy that, put it in your heads. But get this, nobody cares. Do you care, what company has something to sell you? Like, do you honestly care? When you see an advertisement, do you care? So here's the issue with sales, is when did each of you start learning sales? Because I guarantee all of you started learning it. When did you start learning it? When I was a child. Yeah, as a kid. As a kid you were selling to your parents, right? (laughs) When he couldn't sell to one, you sold to another. (laughs) You had some line. As a teenager, "I really need that phone, Dad. "I'll be able to call you more." (laughs) "You can stay in touch with me." You get your phone, do they call their parents when they get their phone? I didn't call mine. Could they keep tracking me? No, but you sure sold them really well. (laughs) Now this is the issue, we started learning this technique of sales... We started learning sales a long, long time ago, and this is another one of my favorite quotes that practice doesn't make perfect, perfect practice makes perfect. Because we are really, really good. In fact, all of us are expertly trained at being bad sales people. Because when you sold to your parents, you sold what you wanted and our concept of sales is based on what I want. You go into each of these meetings, thinking, Aaron, you think, "I wanna a book. "I wanna make that..." It goes back to our childhoods of convincing somebody else to do what I want and that's not what the process is or whatever it should be. So I'm gonna start with this, sales fundamental number one, you are your worst enemy. Everything that you've learned, everything, you are your worst enemy. Now we're gonna do a little game here. I want you guys to write down one of these numbers on a piece of paper. And I want to us... I want you to think to your work, the quality that you do, as an artist. As an artist, what are you worth? Write it down. You don't have to tell me, just write it down. And I hope you pick something that is high. I hope you pick a number that represents you. Pick it. We're gonna discuss that a little bit later. Back to you. So, your bias, your experience, your history, your expectations, your sensitivities, your beliefs, all of these things are what you take into your sales meetings, right? When you say out loud, "I don't know if a client would pay that." It's not your client speaking, that's you speaking. When you say, "I'm afraid that they're gonna walk," all of the things that you are afraid about, that that is you. Your biases in terms of like, "Well, is that the right thing to do? "Should I?" If a client comes in and says, "I want this," and you're like, "That's great. "I would recommend this package. "This has everything you need. "It's a little bit less expensive." Who are you to tell them what they need or what they want? And yet we down sell them, constantly. That's too much. I don't want them to pay that much. No, that's that's you. I'm not saying to charge people money that's beyond the value of your service. We've talked about this entire time, how your value needs to be contained within your price point. Your value should be just above what you're actually charging. I'm saying that we need to forget yourself because this sales process has nothing to do with you. The way that you've learned it, growing up, it's wrong.
Class Materials
Bonus Materials with Purchase