People don't buy a product because of the product. Learn to sell! Here's how...
MLM’S DON’T KNOW HOW TO SELL
Not long ago I was able to teach some high executives in an MLM. It was a lot of fun but it was also intimidating.
I would ask them questions like,
Their answer was "Well Stephen, the reason why people buy our product is because so good."
That is garbage.
Nobody buys your product because it's that amazing. Products do not sell themselves.
There is so much more to selling than the product itself.
When you get into an MLM, you own zero assets.
Nothing. You're a commission based salesman.
Until you learn how to sell and the psychology of sales, you will suck at selling.
One of the first MLM’s I was a part of told me, "This product is so good. All you need to do is get it in front of people and it will sell itself".
GARBAGE
THE SALES DANCE
There's a waltz that's happening every time a sales message is going down.
Any sale is dependent on a sales message. Not the product.
There are four specific chemicals that the brain experiences during a sale. I want to show you what happens inside the brain every time you try and sell to someone. This is the REAL psychology of sales.
People like to buy. The reason why they're not buying from you is because you're not giving them the opportunity. You're asking them to marry you before even going on a date.
Uplines aren’t teaching this because they don't know it. If you’re still getting that weird feeling when you try and sell to someone, you need to learn how to sell.
Without sales, the world stops turning. Selling is the most prestigious profession on this planet.
THREE OPTIONS FOR MLM SUCCESS
If you want to be successful in MLM, you need to either one of three things:
Not everyone has a ton of cash or a huge following sitting in their back pocket. The BEST option is to learn how to sell, get good at sales and duplicating your sales message.
I want to walk you through the psychology of sales (the sales waltz). The more you understand why people make decisions and behavioral tendencies, the better you’ll be at selling.
IMPROVE YOUR SALES MESSAGE WITH DOPAMINE
How many times you check Facebook a day? Social media has been engineered to give you a dopamine hit. Anytime you get a text message or notification, you feel good, right?
That’s a dopamine hit right there. It’s the same kind of dopamine that comes from any kind of drug. It’s very addictive and it comes naturally in the brain. This is the chemical of distraction.
What does this have to do with the psychology of sales?
I don't want to build up a funnel. What I'm seeking instead, is a feelgood chemical - distraction.
People get addicted to the dopamine, because it is a distraction chemical. When you sneak off to play video games instead of doing homework in high school. You’re I'm seeking distraction, rather than the pain of the homework. That can’t have just been me?!
OXYTOCIN IN THE PSYCHOLOGY OF SALES
Oxytocin is the connection chemical of the brain. This is the one that we seek the most. It's also the hardest to get. This is the chemical that’s released when we feel connection with somebody. This is what makes us fall in love. It’s the chemical that makes us want to procreate.
People want to feel connected. They want community. They want to feel like they're a part of something.
It's the hardest of the four to get, but one of the most important. Can you guys imagine what Secret MLM Hacks would be like if this community did not exist?
You guys get an oxytocin hit when I go live on Facebook. I know that. You plan your whole days around this, even though you could watch the replay. Why? I got oxytocin running straight through your noggin.
Do you see how important this is in the psychology of sales? This is going to help you learn how to sell. When you understand what's going on in the person’s head, you’ll be able to hit those feel good chemicals during your sales message.
LEARN HOW TO SELL WITH SEROTONIN
Serotonin is the chemical of status. What' status do you gain when you join me? You get a social status status increase. You become a maverick, baby!
I'm a maverick. I do things different. I do things smarter.
It's harder to switch somebody who's had a status boost AWAY from the current product. It means that they have to have an identity shift. You do this by giving them a new identity. I'm a maverick, son. I'm a maverick.
Do you understand how this is going to help you learn how to sell?
ENDORPHINS IN THE PSYCHOLOGY OF SALES
Endorphins are one of the easiest hormones to trigger but you still have to work for them. You don't really have to work for dopamine. That’s why it's so addictive.
Working out gives you an endorphin release, but you have to work for it. Dopamine and endorphins are the easiest two hormones to get.
Status (serotonin) and connection (oxytocin) are the harder ones to hit.
THE PSYCHOLOGY OF SELLING WITH STORIES
You're trying to hit each of those four hormones in the buying experience. THAT is the psychology of selling. But HOW do you hit those sweet spots?
ANSWER: STORIES!
If I tell these awesome stories, like, "Hey, man, I was really overweight until I took this supplement. Then I lost all this weight.", but in a more emotional way, I have a high likelihood of creating a connection with you. BOOM!
If I tell it in a way where you’re the protagonist, I give you a status increase. You can hit ALL these chemicals by telling you stories.
Buying is an emotional experience, which we justify logically, later.
We are not in a logical state when we purchase. We're so hopped up on freaking goofballs here!
If you want to learn how to sell….
LEARN THE PSYCHOLOGY OF SALES
It is not about your product. Sales don't happen because you have the best ingredients from the most obscure places on the planet. That's not why anyone buys.
That's not the reason why anyone runs out the door saying, "Take my credit card."
THE SALES MESSAGE DANCE
There is a dance that happens in EVERY sales processes. People are buying more thing at an increasing rate. If you're not selling at an increasing rate, you probably need to learn how to sell. This is the dance:
These walls (objections) follow a pattern. That naturally occur in the order of:
This is the order of objections that the brain goes through during any buying or decision making process. The psychology of sales is fascinating!
Stop selling based on FEATURES. Fish slap the crap out of that.
You will always hear the same five or six objections to buying your product:
It's the exact same freaking objections. Your task is to understand the major objections that people have to buying your product. Know the objections and know how to combat them.
Write your sales message to tackle peoples false beliefs.
Isn't this fascinating? I love the psychology of sales.
My challenge to you is to write down all the objections you get when you sell your product or your opportunity.
List all the objections and false beliefs. Then write stories that change those false beliefs and challenge their objections. People want to buy from you. You just need to give them the chance. If you want to learn how to sell, understand the psychology of sales and weave it into your sales message.
