Transcription
There is a simple structure to selling. I'm going to quickly tell you: if you want to sell something to someone, you know the whole idea, like, um, there's a "WF" for Wall Street, you know, "sell me this book," "sell me this book." Okay? And the Wolf of Wall Street is, "sell me this pen." Everyone misses what that whole thing is actually about. Don't sell to people that don't need a pen. Don't sell to people that have already got the book. If you've already got the book, why would I sell it to you again? Or you don't need the book; you're not looking to start a business; you don't need the book.
The Golden Rule is this: there are three steps to selling, and it's very important you do it in this order. Number one: Does the person you're selling to need what you're selling? Don't bother selling to people that don't need it; it's very demoralizing. The second thing is: build a relationship. Do people like you? Because the third step—which is where most people start in sales—which is the price and the product—this is the product, this is the price—most people start there. It's a big mistake; don't start there. That's the end. Because if someone likes you and they need you, they will find a way to pay for your product. And this is never taught to anybody because the school system doesn't want you to learn to sell because they want you to go get a job.