so a lot of times when people are
selling their business you’re an
entrepreneur started a business you’re
selling it to people and you’re brand
spanking new entrepreneur you don’t know
how to sell yourself to other people
investors customers buyers employees in
real no matter what it is you don’t have
a failures I’m going to explain to you
today the difference between a rookie
startup entrepreneur selling themselves
to others versus somebody who’s an
established credible entrepreneur
selling themselves to others so let me
start up here when you look at this
chart you see two things selling is
emotionally and it’s logically
unfortunately sometimes people only sell
emotionally and they don’t get the best
results possible and some people only
sell logically and not everybody
responds to it logically most people
generally buy emotionally and the more
successful people you deal with they buy
more logically so if you’re sitting with
an investment company like I just sat
with this past week with foresters it’s
a 60 billion dollar company the CEO is
your guy named Tony Garcia a good friend
of mine and we’re having a serious
conversation about business I don’t need
to sell emotionally anymore they want to
know logical because logical to them is
purely mapped what is the profit margin
what’s it going to cost us how long is
it going to last what is your commitment
it’s purely illogical sale versus me
sitting with a husband and wife who want
to buy an insurance policy and I asked
Mary how are you going to feel a god for
god forbid something happens to Bobby
that’s an emotional sale okay so let me
bring it back to you you’re a new
personal trainer you started your
business and you want to start personal
training in your community how much
credibility do you have what have you
done how many people have you helped
that that last 20 30 40 pounds you don’t
have anybody so how are you doing it
you’ve got to sell yourself to your
customers emotionally okay so real
estate agent you’re brand spanking a
real estate agent you just started your
business no one knows your business
you’ve never sold a house before you
don’t have stories to say 1.3 million
dollars $600,000 $800,000 you just
started a marketing agency you don’t
have any kind of a credibility or what
do you do you gotta sell emotionally
here’s what we’re going to be them so in
motional selling is using words such as
what if imagine possibilities here’s
what we’re going here’s what our vision
is here’s what our mission is this is
what we’re planning on doing so emotions
are high logic you don’t have a lot of
credibility yet what you can use here
you don’t have credibility from your
career but you can use credibility for
your industry such as our current
industry has that that that demand last
year the industry did 17 billion dollars
another company similar to us did this
the potential to this is this that’s the
logic you’re using by your staff and you
can talk about your track record if
you’ve had success in another space and
what you plan is on doing it here it
isn’t unknown that’s why the motion is
high now the longer you’re in the
business one year three year five year
seven year tenure middle mark you’re
selling both emotionally and logically
the longer you’re around you’re no
longer selling emotionally here’s why
now you may say Pat what I mean I’m not
selling emotionally if you’re going out
there doing business business with
somebody and everybody already knows who
you are everybody is already doing PR
and marketing for you everybody already
is
so you’re need to oversell yourself to
people it’s not as high as it used to be
you can still do a little bit of it but
you’re not doing down much of it now
you’re selling more logically let me
explain Mary the last seven clients that
invested with me I got them returns of
seventeen percent for the last three
years and Tata Tata let me explain to
what happened last time the five people
saw my represented they were expecting
to sell the house for $600,000 we sold
for 635 here’s what they had to say
about me this is what the Southwark line
she was expecting 1 million dollars I
was able to sell the house for 1 million
$80,000 and here’s what this is now
logic here’s factual here’s what I did
you’re watching this this is the
difficult part because you don’t yet
have credibility your goal is to get to
a point where you have credibility and
eventually to a point where you have a
reputation everybody knows what it means
when they do business with you because
at that point the cell becomes so easy
so you don’t have to worry about over
selling yourself anymore sometimes at
the beginning you
to go use every single thing you can for
a new person to give you shot as a
rookie entrepreneur who still doubts you
a little bit to say you know what
guilders I’ll give this person a shot
and the more you take care of them and
you treat them very well and they tell
everybody and they tell other people and
next thing you know your clientele is
going higher and then business becomes a
lot easier so I hope that makes sense to
you the difference between selling
emotionally illogically on your timeline
of how long you’ve been in the business
and how to position yourself in a way to
increase the chances of you selling with
that being said if you got any questions
thoughts comments about today’s episode
comment on the bottom and if you have
not subscribed to this channel click on
the subscribe button and the
notification button right makes it to be
one of the first to get the videos when
they come out fix everybody provide [Music]
selling their business you’re an
entrepreneur started a business you’re
selling it to people and you’re brand
spanking new entrepreneur you don’t know
how to sell yourself to other people
investors customers buyers employees in
real no matter what it is you don’t have
a failures I’m going to explain to you
today the difference between a rookie
startup entrepreneur selling themselves
to others versus somebody who’s an
established credible entrepreneur
selling themselves to others so let me
start up here when you look at this
chart you see two things selling is
emotionally and it’s logically
unfortunately sometimes people only sell
emotionally and they don’t get the best
results possible and some people only
sell logically and not everybody
responds to it logically most people
generally buy emotionally and the more
successful people you deal with they buy
more logically so if you’re sitting with
an investment company like I just sat
with this past week with foresters it’s
a 60 billion dollar company the CEO is
your guy named Tony Garcia a good friend
of mine and we’re having a serious
conversation about business I don’t need
to sell emotionally anymore they want to
know logical because logical to them is
purely mapped what is the profit margin
what’s it going to cost us how long is
it going to last what is your commitment
it’s purely illogical sale versus me
sitting with a husband and wife who want
to buy an insurance policy and I asked
Mary how are you going to feel a god for
god forbid something happens to Bobby
that’s an emotional sale okay so let me
bring it back to you you’re a new
personal trainer you started your
business and you want to start personal
training in your community how much
credibility do you have what have you
done how many people have you helped
that that last 20 30 40 pounds you don’t
have anybody so how are you doing it
you’ve got to sell yourself to your
customers emotionally okay so real
estate agent you’re brand spanking a
real estate agent you just started your
business no one knows your business
you’ve never sold a house before you
don’t have stories to say 1.3 million
dollars $600,000 $800,000 you just
started a marketing agency you don’t
have any kind of a credibility or what
do you do you gotta sell emotionally
here’s what we’re going to be them so in
motional selling is using words such as
what if imagine possibilities here’s
what we’re going here’s what our vision
is here’s what our mission is this is
what we’re planning on doing so emotions
are high logic you don’t have a lot of
credibility yet what you can use here
you don’t have credibility from your
career but you can use credibility for
your industry such as our current
industry has that that that demand last
year the industry did 17 billion dollars
another company similar to us did this
the potential to this is this that’s the
logic you’re using by your staff and you
can talk about your track record if
you’ve had success in another space and
what you plan is on doing it here it
isn’t unknown that’s why the motion is
high now the longer you’re in the
business one year three year five year
seven year tenure middle mark you’re
selling both emotionally and logically
the longer you’re around you’re no
longer selling emotionally here’s why
now you may say Pat what I mean I’m not
selling emotionally if you’re going out
there doing business business with
somebody and everybody already knows who
you are everybody is already doing PR
and marketing for you everybody already
is
so you’re need to oversell yourself to
people it’s not as high as it used to be
you can still do a little bit of it but
you’re not doing down much of it now
you’re selling more logically let me
explain Mary the last seven clients that
invested with me I got them returns of
seventeen percent for the last three
years and Tata Tata let me explain to
what happened last time the five people
saw my represented they were expecting
to sell the house for $600,000 we sold
for 635 here’s what they had to say
about me this is what the Southwark line
she was expecting 1 million dollars I
was able to sell the house for 1 million
$80,000 and here’s what this is now
logic here’s factual here’s what I did
you’re watching this this is the
difficult part because you don’t yet
have credibility your goal is to get to
a point where you have credibility and
eventually to a point where you have a
reputation everybody knows what it means
when they do business with you because
at that point the cell becomes so easy
so you don’t have to worry about over
selling yourself anymore sometimes at
the beginning you
to go use every single thing you can for
a new person to give you shot as a
rookie entrepreneur who still doubts you
a little bit to say you know what
guilders I’ll give this person a shot
and the more you take care of them and
you treat them very well and they tell
everybody and they tell other people and
next thing you know your clientele is
going higher and then business becomes a
lot easier so I hope that makes sense to
you the difference between selling
emotionally illogically on your timeline
of how long you’ve been in the business
and how to position yourself in a way to
increase the chances of you selling with
that being said if you got any questions
thoughts comments about today’s episode
comment on the bottom and if you have
not subscribed to this channel click on
the subscribe button and the
notification button right makes it to be
one of the first to get the videos when
they come out fix everybody provide [Music]
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