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P.p.s. Or you can get really clever and send the new edition to your clients or prospects as a gift and get your bulk orders HERE.

Continued Learning:  How to Win Your Best Buyers with Creativity and Laughter Starring Tom Schaff

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TRANSCRIPT:

*this transcript was mostly generated by AI, please excuse any mistakes

Amanda: [00:00:00] Amanda Holmes here, CEO of Chet Homes International.

We got the daily dose of the Ultimate Sales Machine. Today I’m doing it with Dan Henry. His book coming out, The Pocket Guide to High Ticket Selling a 12 phase sales trip you can use to sell millions over the phone. Have you generated millions over the phone? Dan 

Dan Henry: Henry? About 30. About 30 million. 

Amanda: Okay. And how old are you?

Can we just verify that

Dan Henry: I’m 36. All right. But I was given a 12 year old face. 

Amanda: Okay. So can you share with us, you were just about to say, if somebody can’t close

🟡 CHI0061 – Dan Henry: Yeah, 

Dan Henry: it’s, it is in the book. So if you’re at the end of a sales call, I, this is my favorite close. It’s called the one to 10 close.

If you’re at the end of a sales call and they’re just like, know, like they’re aware of who you are, they’re aware of your company, they’re aware of what you’ve done, but they’re just like I’m just not sure that I’m gonna get the result that I want. They’re just not sure. I use the one to 10 close, right?

For instance I was on a call with a client. A while back, and we sell sales team management. So we manage your sales team so you don’t have to. So [00:01:00] he says at the end of the call, he says, I respect what you’ve done in the industry and your company, but I just, I with what we sell, I just, I don’t know if you managing the sales team your company manages is gonna increase our sales more than what we already have.

I said that’s a valid concern to have. So let me ask you a question on a scale of one, We like first, you gotta edify what they do. You say you’re, they had a bizops business for an organizational business saying you’re amazing at what you teach. You’re amazing at what you do.

And it’s a lot to be amazing at just that. But let me ask you, on a scale of one to 10, where would you rate yourself as a salesperson? And they say probably a four. I said, Okay, cool. With what you know about me and my company and what we’ve done, Where would you rate us? Oh, you guys are like a 9 or a 10.

I’m like let’s just say an eight. Always take it down. One. Let’s just. Now, where would you rate yourself as a sales trainer? And they say that, oh my gosh, like a one or a two. I’m like I’ll give you two. Where’d you rate off? Nine or 10. Let’s say eight. And then finally, I said, Now, where would you rate yourself as a [00:02:00] sales manager, keeping your people motivated every day?

Keeping them on track, making sure they’re doing every little thing, every end of day report as a sales manager. Oh, that’s like a one. I’ll give you two. Where would you. Again, probably a nine or a 10. Got it. If you were betting on a sports game, would you bet on the high ranked team or the low ranked team?

I would obviously bet on the high ranked team said so when it comes to your sales for the next six months, year, whatever, would you rather bet on an eight? What would you rather be on a two? And he says, You’re absolutely right. Signed up. Okay, That’s the one to 10 close. All right? You’re not telling them what to think.

You’re not telling them you’re better. You’re not telling them that you’re gonna do a better job. You are simply presenting a scenario in which they can tell you. The truth is most people, most prospects, it’s not that they don’t like you, it’s not that they don’t want to buy from you. They simply haven’t done the [00:03:00] math.

And if you allow them to do the math and think it through, they will come to the conclusion that they are far more likely to get the result with you than without you.

Amanda: Woo. That is a nugget from Dan Henry. Get his new book. 

Dan Henry: When is it launch?

I want October 1st on Amazon. Okay. And it’s only $0.99 on Amazon.

On October 1st we married you, but, and you gotta get Amanda’s book. I’ve read the first one. You is another addition, right? It’s a new addition. New addition. Yeah. You gotta get it. That’s, You get me one yesterday.

Oh, 

Amanda: good. Yes. I’m gonna, I can’t wait to hear what you have to say.

Awesome, awesome. That is your daily dose of the Ultimate Sales Machine