Why the Real Reason You Aren't Closing Sales is Due to Selfishness

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I recently sat down with my top sales rep Kally and we had a great discussion covering sales and how the one main reason you may not be closing your sales is actually due to your own selfishness and the lack of getting out of your own way.

A lot of times, we have amazing offers or products…

Offers or products that have the potential to really change someone else’s life for the better and make a huge impact on them.

However, I see a lot of people with mindset issues that prevent them from closing sales because they are too afraid to handle objections or bring up things they think they “aren’t allowed to.”
 

But, let me tell you one thing…
 

You do NOT need PERMISSION from anyone to say what you need to say and close sales!
 

In this episode, we are going to discuss:

• How to overcome the fear of asking potential customers how much money they currently make or discussing their financial situation
• Understanding the weight of your belief in your prospect and your offer in order to lead them to the final sale, rather than simply “selling” to them
• How to get past your own mindset of “I don’t want to come across as pushy to my potential clients”
• Why sales scripts will never help you and how to start having real conversations with your prospective clients
• How to put your own feelings, emotions, and uncomfortableness aside in order to better serve your prospects

Just remember, at the end of the day, you are the one that has the life-changing offer or gift to give someone. It’s time to get out of your own way so you can serve people and start changing lives!

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— TRANSCRIPT —

Dan Henry (00:00):

Hi, everyone. In today's episode, we're going to talk about why being selfish is actually the true culprit behind you. Not closing sales.

Dan Henry (00:27):

All right, everybody. So I've a very special treat for you today because I have a guest my top sales rep, Kally is here with me. Hey Kally, how you doing?

Kally M. (00:38):

I'm good. I'm good. Thanks for bringing me on. I'm excited about this.

Dan Henry (00:42):

Absolutely. So let me just give you the background behind this. We sort of had this discussion today during the sales meeting where, where, you know, we were talking about it and we really boiled it down to selfishness. When it comes to selling on the phone. A lot of people struggle to sell on the phone because of outright selfishness. Now you may be like, wait, wait, Dan, what do you mean by selfishness? Well, Kally, earlier today, we were on a sales meeting and as well, you do our sales coaching calls in our digital millionaire coaching program. You what is your call Thursday?

Kally M. (01:20):

I believe Wednesday.

Dan Henry (01:21):

Wednesday, Wednesday, your, your calls on Lindsey. And what you do is basically people come on the call and they say, Hey, you know, I had these sales calls last week and somebody gave me this objection. I didn't know how to handle it, or here's what I said, you know, what should I have said? Or what have you? And you, you basically work with our clients and our students to get them better at closing on the phone. And one thing that we were talking about was you were having some, some people ask pretty much the same question and talk about how, you know, when it comes to saying the right thing, they didn't feel comfortable or they, you know, they, they didn't, they didn't want to say that. Or I don't know if I can say that or whatever. I'd love to just talk with you about this and, and kind of for, for the listeners, just go over what actually happens psychologically with somebody who is having you know, struggling to close on the phone because they think they can't say certain things.

Kally M. (02:22):

Yeah. So I think it's a beginner sales rep, and this is something that looking backwards. I realized that I was making the mistake myself. Right. So you and I would have these discussions as, as I was growing in sales and I would say, Oh, I had this objection. And then you would say, all right, well just say this instead. Right. And it's almost as if I needed permission to say it, or I didn't know if I could say that to a prospect. I didn't know if I could stay well, why can't you get the finances?

Dan Henry (02:57):

Right, right. Good. Give me a couple of examples of, of what are some things that you might say that, eh, that you would think, Oh, can I say that?

Kally M. (03:09):

Sure. Probably the new people, what they struggle with the most is if you're, if you're on a call, that's dealing with business business asking people how much money they're currently making.

Dan Henry (03:19):

Oh, right, right. Yeah. So, so like, so what you're saying is, let's say you're, you're you sell a consulting, offer a product that it helps them grow. Their business, helps them increase sales. And you want to ask a question such as, you know, like, what are you currently making now? And, you know, where would you like to, you know, how would you like to increase your sales? What, what, you know, what would you like to make, you know something like that, correct?

Kally M. (03:41):

Right. Yeah.

Dan Henry (03:42):

Okay.

Kally M. (03:42):

And so many people struggle with that. Can I ask them that? Am I allowed to ask them?

Dan Henry (03:47):

I mean, they're on a call about how to increase their sales. That's like go to the doctor and, and, you know, and he's like, all right, well, can I see it? And you're like, Oh, I don't know if I should show you, you know? So, so can you give me like, maybe one more example?

Kally M. (04:03):

Sure. If somebody says to you, I don't, I don't have the finances to do with this right now. Right. Well then you, you ask, what do you mean? Have you looked at your finances? Did you log into your bank account?

Dan Henry (04:20):

Yeah. And it's funny, a lot of people I've been on calls before. I don't, I don't do calls much anymore, but I've been on calls before where somebody says, yeah, I just don't, I don't have the money in the bank for this. And I go, okay, well you know, do you think that you could you could get funded? What do you mean funded? Well, we'll, you know, we'll take you through our funding company and see if I can get approved. Oh, okay, cool. Let's do it. They do it, they get approved. I mean, and if you never, would've just said that you never would have made the sale. And so so stuff like that and, and as well, you know, there's, I mean, even if it's losing weight or it's, it's, it could be a variety of different things, but when people have objections to you know, one thing I always say is, is when somebody comes on the call and they say, well, you know I can't afford this. I always say, well, isn't that why you're on the call in the first place? So when people have trouble saying this, what do you think is really going on in their head?

Kally M. (05:23):

Yeah, I think what's really going on is that there's an act of being selfish, that on that sales call, you think it's about you and what you can say and what you shouldn't say, as opposed to thinking about the prospect. Right. And really caring about the prospect.

Dan Henry (05:46):

Yeah. That makes sense. That makes sense. And would you also say, because we talked about this earlier, that, you know, one of the reasons, like, one of the reasons you may feel like I always ask is your product good? You know, like, will your product, your service, your consulting, your course, your, whatever, your, your offering, will it help that person? Will it change their life? Oh yeah. Yeah, no, it'll change their life. It will. It totally well. Okay. So you're saying that if it will change their life I, I assume it's worth the investment, right? Oh, it's totally worth the investment. Absolutely. Okay. So then isn't it your duty to try to sell it to them?

Kally M. (06:22):

Yeah, absolutely. We have see the, the irony is, is that we have people that come on our sales coaching calls that feel like they can't say something to the prospect. And the irony is, is that we didn't give up on them. Right. Bringing them into our coaching program and now they're crushing it. And so we believed in them, right. And we took that prospect and we led them. Instead of,

Dan Henry (06:54):

You have to believe in your prospect enough to sell them. And you have to believe in your offer enough to sell it. I mean, if your offer is good and it's really going to help, and you believe you can help that person. I mean, if somebody comes on a call and they're clearly not a fit, I mean, you know, we always just say have a nice day, but right. But if they are a fit and you know, that they can be helped and you know, that they will have a life changing experience than to sit there. And basically not say something that, you know, makes sense that, you know, could bring them over the line and, and allow them to buy. You're basically putting your, your awkwardness. You're feeling your you're, you're unwanting to feed you. You know, you don't want to feel awkward. Right. You're putting that in front of them. You're you're saying, well, I care more about the fact that I don't want to feel awkward. Then I care about my my prospect actually getting results and actually having a life changing experience. And, and as we talked about that is selfish.

Kally M. (07:58):

Right. You're prioritizing yourself as opposed to prioritizing the prospect, which means not only are you not growing your business or impacting people that you can be, but you're losing out on the sale.

Dan Henry (08:11):

Yeah. Yeah. And one of the best things you can do is to sell people because people don't believe until they buy, you know, and, and somebody once said to me, they said, you know, Dan, you know, what, what, what if somebody's like, what if you sell, you know your product or your service or whatever, to, you know, your course or your consulting to hundreds of people, but some of them get results in some don't and, you know, there's, don't you feel bad, you know, like, you know, well, here's how I view that. Right? So for one, you know, to point out how ridiculous that statement is, you just have to go to Harvard and say, Hey, Harvard, Hey, Yale, all the, the, the brilliant doctors and lawyers that you've put out into the world, you know you shouldn't have done that. You shouldn't have sold them, your, your admission to your college, because some of your students skated their way through and, and, and didn't pay attention and didn't take it seriously.

Dan Henry (09:14):

And didn't put in the work and they didn't become doctors. They didn't become great doctors or whatever. So it's like those people that come in that never log in that never do the work that never pay attention that give up when one thing goes wrong. The very first time, those people, no matter what they buy, no matter where they go, no matter where they are in life, they're always going to fail until they make a fundamental mindset adjustment. But the people that do get the results, right? If you just say, well, I'm not going to sell anything. Well, you have just robbed those people of, of, you know, a life changing experience of, of whatever you're selling is if it's good, you have a duty to sell it. You know what I mean? Like you, you imagine for a moment, if you knew how to I don't know, you know, you came up with some new product that allow, like, for instance, solar, right.

Dan Henry (10:10):

I don't know who invented solar. I don't know who, you know, one day somebody was sitting around and I'll have to research it, but like some days somebody right away, let me just point this thing at the sun and it'll create it. However that happened. Imagine if whoever that it was just decided to say to themselves. Yeah. You know what, I, I don't, I don't like failing. Selling's achy. You know, now you would, you're talking about massive amounts of, of like sustainable energy and, and, and working our way towards getting off of fossil fuels and becoming an energy, you know, harnessing the power of the sun and, and becoming a more green society. You know, let's just give all that up. Right. Because selling is achy, you know, I mean, yeah, it's a good product. Solar, if you're home is power, a powered by solar and your S you know, how many people you're saving money on their electric bills, you're giving the, they have clean energy.

Dan Henry (11:02):

They're not spending as much money on electric. And they get tax credits, like all of this, this positivity, this positive stuff here, you would have just not done that because you, you selling Ziki, you know what I mean? And the thing is selling. Doesn't have to be icky it's. And we talked about this, Kally, is it really a sales call? Or is it a mindset call? It's always a mindset call, but I have my ideas about this, but I'm just curious. Cause I'm hearing this on our sales coaching calls over and over again. I don't want to be putting, I don't, I don't want to come across as pushy. Right. Right. Well, so here's the beautiful thing about that. You know how to instantly solve that. And you know, this it at any time during the call, right? You can simply say, listen, if this is not something you want to do, we can end the call right now.

Dan Henry (11:55):

But if it is something you want to do, then let's explore how to make it happen. And, and you know, Oh no, no. I want to do what I want to do. And see that's the thing is, I don't know how other people take sales calls, but the way we teach, the way we teach our clients is they consume core content, like a webinar or a case study. Or they consume a really well crafted, well polished piece of core content before they ever get on a call. And they fill out an application before they ever get on a call. And so by the time they get on the call, you're not selling them. You're just closing them. And I always say the art of closing is getting somebody comfortable with separating themselves from their money to buy something they already want. So they already want to buy.

Dan Henry (12:39):

That's why they're on the call. They wouldn't be on the call. If they, if they weren't interested in buying, they want to buy. You're not convincing them. You're just getting them comfortable with buying. They already want it. And so what I say is, I just say, listen, if you know, if this is not something you want, we can just end the call right here. Oh, no, no, no, no. I want it. I want it. Okay. Well, okay. So you want it, so how can we make it happen? Like what, how can we make this happen for you? Because if you don't want it, then that's a totally different thing. I never want to sell anything to somebody that doesn't want it, but if somebody wants it and they simply don't know, they simply aren't exploring all the options in which to get it, or they have a mindset issue about getting it or spending the money. Then you know, that is what we're dealing with. We're dealing with a mindset. We're not dealing with somebody who doesn't want to buy. We're dealing with somebody who wants to buy, but their mindset is preventing them from buying. That's what we're dealing with.

Kally M. (13:32):

Yeah. And I think, I think just right there, like thinking about how selfish people, salespeople get on that call, right. So maybe you're helping, helping that person get into your program. And the first thing that you guys try on that call, right. Those work, like the credit card fee.

Dan Henry (13:50):

Right. Right. Okay.

Kally M. (13:52):

Well, it's your duty to T to remove your uncomfortableness and help them with here. You have this person saying, I need your program. It's going to help me. Right. So it really is your duty to, to work with people and put your feelings to the side.

Dan Henry (14:11):

Right? Absolutely. Absolutely. I mean, look, it, it, there are so many things in life that's uncomfortable, you know? I mean, it's, it's uncomfortable to I mean, I hate to use this as an example, but I talked to my, I talked to my dad about this, you know, he's like, I don't want to get a a colonoscopy because it's uncomfortable. And I go, yeah. But you're 74 years old and you've never got one. Like you're supposed to, you supposed to had one like three or four times by not like you got to get one, like I go, I get it's uncomfortable, but you know, what else is uncomfortable finding out that you have like colon cancer and it's stage four and whatever. And so I convinced I finally closed him on getting colonoscopy, by the way I did it. You know, I did it a funny story. I was at a, this was a while ago. I was holding an event a couple of years ago and I was on stage in front of 300 people. And he was there and I actually used that example. And as my 300 people, I said, I said, dad, I said, will you commit to me right now to get ther colonoscopy? And he's like, if you will stop talking about it in front of 300 people, I will get it. I'm like, all right. That was my, that was my hail Mary to get him to get one because I care about, I care about my dad, so

Kally M. (15:26):

Right. And that's why you did it.

Dan Henry (15:28):

Right. Exactly. Do you know weird? It is to say, So talk about your dad's, you know, butt hole in front of 300 people when at a business event. Like, I mean, that's, I mean, not to be crude, but it's fricking uncomfortable, you know? And, and, but I knew, I thought it looked like this I've been on him for a decade. Right? If this doesn't work, I don't know what's going to work. I was worried about him. I was really, truly worried that maybe he, you know, cause he's always gotten stomach has stomach problems and all that. And I'm like, man, I really hope you don't got something going on, done it. You need to get this done. And and that I'm like, I'm thinking I'm onstage. There's like 300 people here. There's, you know, it's kinda like when you, you, you propose to a girl on stage. Like she can't say no, you know, not, not, that's a good plan, but the point is, is that, you know, that was super uncomfortable and weird and just awkward. But I did it because I love my dad. And if you love your customer and you really truly deep down in your heart, believe that you can help them and you can change their life with your program, then you freaking need to sell them. And who cares if you're uncomfortable? Who cares? I mean, imagine Kally, imagine let's let let's take, for instance, do you remember who sold Bruce? Bruce McKinnon?

Kally M. (16:42):

I think it was stuff I'm I'm positive. It was stuff.

Dan Henry (16:45):

Alright. So instead of, It was probably a perfect example of when she started feeling uncomfortable about saying certain things. So Steph is like the nicest, you know, me and you, we have this sort of harsh, rough edge going on, but Stephanie is like, Oh my, Oh my gosh, hi, everybody's of, let's keep happiness in there. Air She's, you know, very, very, very positive, excited, you know, cheeky person. And I love her for that, but you know, because of that, she, in the beginning, she was a little uncomfortable with you know, saying like, well, you know, like for instance, if somebody says, well, Dan, you know, let me go out and let me launch my consulting offer. Let me launch my, my, my digital product or my online course. And then when I make some money, I'll, I'll, I'll, I'll buy your coaching on how to do it. Let me go figure out my offer first and then I'll buy your coaching on how to do it. I'm like, okay, so you're going to go make money doing what you've already just told me doesn't work so that you can pay for the thing that teaches you how to do the thing you're trying to do.

Dan Henry (17:43):

And it's like, Oh yeah, that's, that sounds kind of dumb. Right. But if you don't have the, you know, the gall to say that, just like, you know, I remember in the beginning, Stephanie felt uncomfortable saying that you're not going to sell them. You're not going to make them realize. And so Stephanie, we have this guy, Bruce McKinnon, and he sells how to play piano. Right? Kally? Yeah. That's what, yeah. How to play piano again, the, the, not to make money course. Not a weight loss course. Not a financial course, but he sells a how to play piano online course. And do you remember you, you pay attention to the screenshots a lot more than I do cause you're always talking to you too. Thanks Lee. God forbid, I take a little time off

Kally M. (18:24):

In the trenches. Yeah. I'm studying the students. Do you remember what he made last month? Well, that's a good question. Because at one point he was, he had posted a hundred thousand dollars, but recently Bruce posted pictures of the new house that he bought.

Dan Henry (18:44):

Oh, that's right. That's right. That's right. Actually, you know what? I feel terrible. Cause I just did a student interview with him and I think it was like a couple hundred grand. I don't remember the exact number. You'd think I would remember it. I just did it like last week, but I know that it was, it was multiple six figures. I know that. And you know, again, I mean a course on how to play piano, you know buys a new house makes a couple of hundred grand. I mean, this is like, if you remember he was working at a carwash part of this, correct?

Kally M. (19:17):

I think so. I know he, he said he was on his path to being a broke musician.

Dan Henry (19:25):

Well, yeah. Right. I mean, I've been in broke musician, but I'm pretty sure he said he worked at a carwash. And boy, if that's incorrect, I'm going to have to edit this. I'm pretty sure. But it was, or it was some job like that, that it was a waiter or something. That was, it was just like, you know, not, not very not something that he could see himself doing for the next 20 years. And so he was not making a lot of money. He was, you know, broke and he was teaching lessons out of his house. Not, not in a good place, you know, financially or, or just, you know, personally, right. Cause he needed a new house. The house was too small. And so he gets, you know, Stephanie closes him, right. She closes him. She overcomes his objection.

Dan Henry (20:16):

She gets harsh with him. If she needed to, she, she asks the tough questions he buys. And now he goes from being a broke musician, you know, barely able to make ends, meet to making multiple six figures, buying a brand new house with a freaking course on how to play piano. Like the, you know, and the funny thing is a lot of our students charge high ticket. He doesn't even charge a ticket. I think his course is like 300 bucks. You know, people forget that I was the king of low ticket before I was the King of high ticket.

Kally M. (20:48):

Bruce posted he had he had his first 10 K a day in that a recent post. Yeah.

Dan Henry (20:58):

Yeah. That's awesome. That's killer. That's that's incredible. I don't know how to play piano. Now. Imagine if Stephanie did not sell him, imagine if Stephanie let her uncomfortableness get in the way and she didn't ask the tough questions and that his life would have never changed.

Dan Henry (21:13):

So, I mean, you just got to get over it. You just got to straight up, get over your selfishness.

Kally M. (21:19):

That's what you got to get. You gotta get out of the way. So you can actually help people. You get to get out of your own way. Yep.

Dan Henry (21:28):

Well, I always say it's, it's easy to become a millionaire. What's hard is getting out of your own way. Right. You know, cause I've been on coaching calls with my mastermind and they'll say I'm trying to think of something. So I remember I think this was the last call. Somebody said something like, you know, Hey, Hey Dan, I'm doing well. I'm doing all this, I'm doing this. This is all going well, but you know, should I do this now? And I go, what do you mean? What, what do you mean? Should you do this now?

Dan Henry (21:56):

Oh, I remember. Yeah. He's a, it was Aristotle. He has a $30,000 offer and he took his very first two calls. Right. Very first two. I mean literally, you know what, the difference between two calls and zero calls is? No difference. Right? It's like nothing. There's no difference. You got to take like 50 calls before we can even start talking about this, but he takes two calls and one considered buying, but didn't have the funds and the other one almost bought, he just didn't handle the objection properly. He was like really close to selling it, like really, really close. And so again, this is a 30K offer, right? So if he makes one sale out of 10 or even out of 20, the guy's making tons of money. He has never done this before. He's never, you created a... we didn't do a webinar.

Dan Henry (22:45):

And we, we helped work on a case study with him. You know, he, you know, you know, you can do a VSL webinar or case study to get started. And until you can move up, move up to a webinar. But the point is, he started with a case study. We helped him set everything up. And first two calls almost closes. One of them kind of almost closed both of them. And he says, you know, well, Dan should I go and do a virtual event? Or should I go and do this? Or should I go and do that? And I go, what are you talking about? Yeah, you've taken two calls and you almost closed them. Like, you're two of them, way better than most people, you know, there there's people who don't close their first 20 calls that now are making $50,000 a month in the same program. You almost close your first two calls and you're, and those are people that sell 5k offers, you sell 30 K offer. What is wrong with you? And you know, and that's the thing is like, he doesn't, he didn't realize how close he was, how close he was to and how well he doing. But no. Should I go and do something else? It's like, no dude, like, book calls and close sales, you've been on two calls.

Dan Henry (23:52):

The thing is, is it is not because think about this, right? Let's use that number 30, if you have a $30,000 offer, right? Yeah. Okay. Guess how many sales, how many times you have to get on the phone and somebody say yes, to make a million bucks 34, if you take 30,000, you times that by 34, that's 1,000,020. You know how I know that number? Because when, when I did the, that event, I sold 34 spots in a day to a 30 K offer. That's why I know the math. I'm not that good. I'm not that good.

Kally M. (24:29):

I'll tell you be bad at I'm terrible at math.

Dan Henry (24:32):

I like all my YouTube videos. I'm like, I'm like, yeah. And five equals 12. And then Brandon like puts funny little things up. This is actually, this is the right number. I'm terrible. Hi. He's so funny. Anyway but that's the thing. So again, if you have it, if you have a 10 K offer, right? So let's save a $10,000 off. You get, you want to make a million bucks. So you divide that by 10,000, that's a hundred yeses sell 30 K offer. That's 34 yeses. So again, it's like, you've been on two calls. You almost got a, yes, you literally just need 34 yeses and you have made a million bucks. It's very simple. People complicate this so much, your book calls and you close sales and that's it.

Dan Henry (25:17):

And I mean, people always say, well, what's the better way. What's the template. What's the script. What's the, what's the, you know, what is the secret? And it's like, the secret is to do the simple thing, but get really good at it and get help getting good at it. Repetition you don't right. I mean, for instance, right? Like how you, how exactly you're going to get good at closing over the phone. If, if, and let's bring this up real quick. Because when we, when I started with you.

Kally M. (25:47):

Oh boy.

Dan Henry (25:47):

Oh, okay. Do you want me to, you want me to talk about this?

Kally M. (25:50):

Okay. Okay. We can be gentle, but we'll, we'll do that.

Dan Henry (25:53):

Remember when you came out to the elite event, that was bad. So, okay. So I have an event for my mastermind and on that particular event, we were covering high ticket sales. So Kally says, Hey Dan, can I come out and fly out and attend? I said, sure. Of course, you're one of my sales reps. Why wouldn't I? And at this time, Kally, you were having a lot of trouble closing sales. And so you come out and we're, we're doing the objection training. Right.

Kally M. (26:23):

And can I just say something,

Dan Henry (26:24):

okay, go ahead.

Kally M. (26:26):

I wasn't having trouble closing easy sales.

Dan Henry (26:31):

Right? Well we, well, yeah, but that's best. Cause they were easy.

Kally M. (26:36):

Right. And this is like, when you get a few easy sales, then you get selfish and you think all should be like that. When sales really happen is when you hear somebody saying objection and you're like, cool, let's do this. Right. Like I'm not, not phased by that. Or I'm still gonna help this prospect. Like I get it. You, you want to give me an objection. So when I came out I was really bad at anything that wasn't an easy sale, which is all sales essentially. Right. So, yeah. Yeah.

Dan Henry (27:11):

So you come out and you, you know, you start, we did this thing where I had everybody start firing objections at me and then I just handled them and everybody was like, Oh crap. And then you, you like literally pretty much stood up on the desk and started firing every objection for my own program at me. Well, Dan, what about this one? Well, Dan and I just started knocking them down, like, like flies. And then after the event, you know, well, you know, some people, you know, you were giving me a lot of excuses, like, well, they're just not a good fit. The leads. Aren't good. And you know, this ad and I'm like, no, it's your mindset. No, it's your mindset. No, it's your mindset. No, as your mind, That's it.

Dan Henry (27:49):

Oh, and I went home so angry. It was like, he doesn't get it. Right. I was so mad!

Dan Henry (27:54):

I could tell. And so, so it's funny because right after that event, I was talking to well talking to myself mostly, but I, you know, I was talking to Alice cause she's obviously the one that does payroll and all that. And I was saying, you know, I'm thinking about letting Kally go, because she's just, she's just not willing to open her mind to the fact that she can close these sales and you know, this, that, and the other thing. And and, and something happened. I don't remember what it was. Maybe

Kally M. (28:24):

Closing after that guy went home and started closing and you know what happened? I went home and I changed my mindset.

Dan Henry (28:34):

Okay. So you, when you, and home from that event, you, you went home angry, you went home, you know, but then you let it sink in.

Kally M. (28:41):

Well, I said, I knew I was like, Dan's gonna fire me.

Dan Henry (28:44):

Oh, how did you know that? Did I, did I like, sort of, kind of give you the, the, the eye or something?

Kally M. (28:51):

Well, you can't, here's the thing, like, to be good at something, you have to believe that you're going to be good at it. Right. And so I just let that go. Like I, yeah. What you said sunk in. I mean, it's never the leads, right? Yeah.

Dan Henry (29:06):

You know, it's funny. I always say is it, well, some people don't have the money, you know? Well, if first of all, there's always money in the room. Always, if you believe they don't have the money, then you won't get the money. But I always say, you know, when people say, Oh, I can't get the money. Well, that's a lie. You know why? Because black Friday, that's why, because every single person ever in the entire world that says they don't have the money on black Friday, they always somehow have the money. You know, like if I said to you like for instance, right. If I said to you, Hey I'm going to sell you a car. And this car is, is $20,000, but I'm not going to tell you what type of car it is. Would you buy it? Yes or no.

Dan Henry (29:49):

And everybody always says, well, no. I said, Oh, too bad. It's the Lamborghini.

Kally M. (29:54):

Right.

Dan Henry (29:55):

And it's like, you know, it's like, you, you, you don't know, you know, like, it's, it's this, it's this weird thing. And I usually say that to people. They say, well, what what's, what's the you know, what is the cost? And I say, well, let me explain the value first. Right. And that why, I just want to know the cost. And then I say, well, you know, if I had a car that was 20 grand and I said, buy it, but I'm not gonna tell you what it is. Would you buy it? You say no, but if I told you it was a Lamborghini, would you be able to get the money? Well, yeah. I'd be able to get some money. Well, why? Because it's a Lamborghini.

Dan Henry (30:36):

Oh, really? So, yeah. You'll go out and get 10, 20, 30 grand for a Lamborghini, but you won't go out and get it to change your business forever so that you can buy as many Lamborghinis as you want. You know what I'm saying? And, and, and then they're like, Oh right. And that's the thing is it's mindset. Right? It's all mindset. And so you were almost about to get canned and then you, you let it sink in. And then now you're like fricking my top sales rep, you're doing my, my, my sales training. You're like this complete and not a rock star, like talk about a redemption story. You know, and it's, it's just incredible how that, that happens. And we did an event recently where I had some people come on and I had them role play and do some sales. Right.

Dan Henry (31:26):

And then when they were done, I said, how do you think he did on a scale of one to 10? And everybody said, Oh, two, one, three, two. And I go, you know, you guys know my, my rep Kally, she's crushing it. She does our sales training. She's her close rate is insane. She's, you know, she closes well over six figures, you know, blah, blah, blah, blah, blah. And I go she's probably, she's like an eight or nine, you know, she's up there, man. She's like a nine. And she's like, great up there. And I brought you on during that event. And I said, Hey, Kally. I said on a scale of one to 10, where do you think you were when you first started? What did you say?

Kally M. (32:07):

A two,

Dan Henry (32:08):

a two. And the reason you went from a two to a nine is simple it's because we got, we talked every week, like we do now. And you said, Hey, Dan, they said this, I said this, and I go, no, you shouldn't have said that, say this instead. Okay. Well, this happened and I said this, okay, you shouldn't have said that, say this and said, and then the next week comes and then the same thing. Right? And eventually after about, I'd say about 90 days you ran out of things to say wrong.

Dan Henry (32:46):

You just ran out of stuff to say wrong! You just, and not only did you learn all the things to say, right, but you learned why you're saying, right.

Kally M. (32:54):

That's the important part. The why.

Dan Henry (32:56):

Right. And so I say to people, they say, well, Dan, give me your, your high ticket closing script. And I say, well, that ain't gonna help you. It ain't, it ain't gonna help you. That's like, if I gave you, if I said, well, here's a pamphlet on how to do jujitsu. Do you think if you read that pamphlet and then you went in and actually rolled with real jujitsu people, you wouldn't get smashed. I mean, you have to practice it and you have to have somebody good. That's helping you in adjusting you along the way. And the reason that, you know, you guys are great. The reason that my clients are great at, at closing over the phone for their high ticket courses or high ticket consulting is because we work with them each and every week to get them better and better and better and better. And, and that's it, you know too, but, and if you remember, it was going back to the script. Remember, I used to give you guys a script for the call chorus. And then remember when I took away the script.

Kally M. (33:50):

Yeah.

Dan Henry (33:51):

What happened?

Kally M. (33:53):

What happened was we started having real conversations with people, right. Instead of script, right? Like sales is not about a script. Sales is about having a real conversation about actually giving a shit about your prospect, about actually caring enough to find out about what they need help with and why, why do they want achieve something? Like, why is that so important to them? And it's about genuinely caring. So scripts, I mean the good frameworks...

Dan Henry (34:26):

And see, the framework, see that's that's and in our program, that's what I call it. I call it a framework because if I give you a script, you don't know why you're saying what you're saying, but if I give you a framework and I teach you why you're saying and how, how to move from stage today, and why you're saying these things, then you can adapt whatever you're saying to any call. And again, now, instead of remembering what to say, you know, why you should say what you say. And so you actually, like you said, have a real conversation, and that is the key. And, and again, if you're somebody listening to this right now, and you're trying to close, it could be webinars. It could be, it could be phone sales, closing over DM, Instagram chat or whatever y'all do these days. It's because, I mean, if you're looking for a script for that, your, your mindset is fundamentally wrong for sales. Period.

Kally M. (35:20):

Yeah. Yeah.

Dan Henry (35:21):

So I think that this was a great, a great sit down to really explore why, why being selfish and also we talked about some other things about high ticket sales, but you know, why being, you know, putting your feelings aside, putting the fact that you feel uncomfortable putting all that aside and selling the prospect because the prospect will have a better life when they buy your program. That is, you know, putting your ego and your, and your and your, and your selfishness aside. That is really going to be one of the huge keys to closing more sales. So, Kally, I really appreciate you not only coming on, but sharing your redemption, your embarrassing redemption story. But Hey, listen, I, I used to literally sell water bottles on the side of the road. So that's a lot better than being a two at sales. So, I mean, that's a lot worse.

Dan Henry (36:18):

So thank you for coming on and guys, thank you for listening. And also if you'd like to learn more about what we do and how to create a profitable digital product business, grab my book, digital millionaire secrets, by the way. And Kally, you can celebrate me here with here real quick. I learned this morning that not only is digital millionaire secrets now, a USA today bestseller, but it is a top three wall street journal bestseller. Yeah, I know, I can't believe it myself. I'll have to, I'll have to do a podcast episode on how we how we made that happen. But you know, you would definitely wanna grab that book. I'll leave a link in the show notes or whatever to get it as well.

Dan Henry (37:01):

If you're interested in speaking with our company about how we can help you grow your digital product business, or increase your high ticket sales or help you start your own digital product, coaching consulting, or online course business, you know, you can book a call and speak to us about that. But don't forget to subscribe and I will see you guys in the next episode.