hey welcome back to another module of the worldclass sales training system and today I'm talking about cold networking this is basically like seeing somebody at a Starbucks seeing somebody at an event meeting some somebody at a mechanic shop wherever whoever how do you shake a hand grab the data because business is not going out there to get business it's all around you people like I got to get another customer the customers around you hey your customers are the people at the airport the customer is the person at at you know you know the Uber driver that just drove you you don't go out there and get people nobody wants to be gotten all you got to do is connect with people and then you can add people to that list every single day because the more you add the happier you are see the less people you have on your list the higher the anxiety is that way you constantly have to be networking DMing people prospecting people adding to the list why the more you do the more people you have the more people you have to close on a Friday the less anxiety you have and you know you're good regardless when you know you're good regardless you have an abundant mindset and your prospect can feel it look at that cycle the more people you talk to of speed of which you prospect at okay you know that your pipeline's growing by you know that you have a big pipeline and not one person to close on a Friday you're a lot more abundant so whether somebody says yes or whether somebody says no to you you know you're good regardless and by knowing you're good regardless customers want what they can have you will close at a higher rate so just by more speed to your leads you have more abundance and higher energy you close more deals because you're good regardless well you can't be good regardless if two people are sitting in your pipeline towards the end of the month now you have anxiety and you're closing out of scarcity so the point is if you can just write this down speed equals more people more people equals a bigger pipeline a bigger pipeline leads to you being good regardless on Friday when you got to close deals and you knowing you got to be good regardless makes you speak freely okay when you're not attached to one thing or one uh person saying yes to you and that doesn't control your whole business you're in abundance and then people start saying yes to you so that's the reason why you got to connect with everybody it's not Daniel where do I find my leads it's all around you some people show up to sales conventions and they forget on their way to the sales convention it's a person that was serving you on an airplane that could have been your next business partner but you're just so locked in what Daniel's going to G is going to say at the next sales convention and you're not thinking wait on my way to business I'm forgetting about the business huh on my way to business I'm forgetting about the business which is people around me so I want to start off with this before we get into the you know the meat of this course who do you want just the first question on this module i just want you to write down this who do I want as my next business partner my next customer inside of my business why because what you don't write down you don't see when your brain is focused and you write down all the opportunity you could see every opportunity become successful but when you you don't write down hey by the way I want to become a millionaire then you will find every single reason to quit it's red car theory think red car see red car right okay think of the qualities that you want inside of your next business partner your next customer you will see them everywhere around you when you think of red Ferrari you see red Ferrari everywhere red car theory right hey if you're a lady watching this how many times have you sat down when you were young and you knew exactly what type of man you wanted to date he had to look like this he had to be like this he had to pray he had to do this you knew everything you had the perfect man why don't you have the perfect customer or business partner because when you know the deeper qualities of what you want your brain will identify and you can compliment around it so just write them down right now quick pause right now write them down what does that look like because somebody's taught you how to compliment a suit but nice suit isn't a good customer it doesn't work hard inside of your business what actually triggers somebody's subconscious when you compliment them around that they're like "Oh nobody's ever told me that." So what do you want i want patience i want hunger i want desire i want multitasking i want charisma i want um you know kindness i want drive those are all the things you want inside of a business partner write them down so when your brain sees it you can compliment somebody around that hey by the way Margaret you're getting drinks tequila tomorrow night it's Friday good hey Margaret I was looking at you and that other table you were serving him like 18 shots of tequila the your patience is freaking phenomenal high five you probably still have the tips here don't you now they're like "Oh well yeah nobody's ever you know recognized Margaret's patience." All the guys maybe recognize Margaret's eyes and hair but now for the first time she's like "Somebody can notice." And that's the sale right there you think it's a compliment of the eyes no no somebody noticed a second layer compliment if you seen it right there I put second layer compliments right here you seen that second layer compliments you figure out the second layer compliments that no human beings recognize so the first thing is for cold networking and handshakes you got to know what you want so you your brain identifies it so when you're on an airplane and you're making some money and you're sitting business class you should be the last person to get off that airplane and recognize that every single prospect in the world walks around with a sign in their head saying "Please sell me something new cuz I don't like where I'm at right now." Can I say that again because then you will attack everybody you'll go up to everybody a prospect wears a sign on their head saying "Please sell me something new because I'm not happy with where I'm at i don't like being this attendant right now i wish somebody came up to me and sold me a new product or gave me a new opportunity but you just walk right off because you're business and you didn't recognize a person that was going up and down on the plane was dealing with people that said "Hey by the way do you have diet juice?" And she's like "No sir then it doesn't exist uh would you like a regular apple juice?" And she still had a smile on her face and that's exactly what you wanted in a business partner but because you didn't write it down around patience because you don't know what you want so your brain never recognizes it it only recognizes anxiety fear oh my god I need to build my business no you don't need to build your business you got to know what you want when you know what you want that's what builds your business because your brain will go that's how you build your numbers i'm the last one to get off the plane and say Margaret yeah hey by the way high five the way you dealt with that guy's apple diet apple juice I would have took the freaking regular apple juice and poured his sneeze your patience is amazing what else do you do aside from this see she's like "Wow nobody ever noticed." You got to know what you want so let's go back into cold networking step number one it's the first person to create that friendship factor margaret right hey how are you it's the first one one to lead the conversation second one giving a deeper compliment hey by the way I loved your patience what the hell can you do aides from this or it's just a question it's compliment ask a question that's networking hey by the way I love this oh how do you recognize this ask question hey what do you do for a living man oh I I'm a mechanic oh awesome man love it how long so you just ask current situation question questioning is just ask "Hey man what do you do for a living?" I'm a mechanic no way watch this how long you been a mechanic nine years you don't say "Ah man that must be rough." Why because the moment you say "That must be rough." Let's go back to NRS you just put resistance inside the sale because they know that you're about to sell them hey where do you work oh I'm at McDonald's oh how long you been at McDonald's oh like nine years wow it's phenomenal what's kept you at McDonald's for nine years you must love it see I don't downplay the situation i upplay the situation contrary to what you've been taught you've been probably like that must difficult boom resistance goes up because now the prospect is like "Oh here we go they're trying to sell me something why can't you just be an optimist and be like I'm so confident with what I got man what's kept you at McDonald's for nine years?" See the data as a salesperson like if I knew what kept them there for nine years I'm going to add that to my product offer or service i'm not going to downplay it and be like "Oh that must be difficult." Oh man yeah you know it's really just the money and the stability boom check mark for the back of my pocket of the sales person okay they stayed because of money and stability i'm going to add that when I talk to them right hey by the way wait you said you worked at McDonald's for 9 years you ready for this now I'm going to make the relation okay i'm going to make I'm going to relate really mcdonald's nine years yeah why see watch what I do when I relate i act like shock wait you said McDonald's nine years yeah huh when I do something called a relating statement I make it out of the blue i want you guys to write this down out of the blue like a thought just came to my head every great prospect just has a thought prospector has a thought that comes to my head huh this isn't person you told me McDonald's nine years yeah funny i actually have somebody that I'm partnered up with they came from McDonald's they've been working there for like 15 years and they were a manager and now they're like "What the heck?" They're smashing inside of their business right now see see what I'm doing now i'm transitioning the conversation from talking about your current situation to now they're like "Wait curious." Yeah they're smis his name is John he you know he's bu helping a lot of people that you know working in McDonald's and other service based jobs that are there for money like yourself dude what are you doing tomorrow now I go into the band ready for this what are you doing tomorrow and this is in person what are you doing tomorrow i think at 6:00 p.m i don't say "By the way are you free tomorrow at 6 p.m to jump on a meeting?" Resistance goes up no resistance says this hey dude what are you doing tomorrow at 6 p.m cuz remember the curiosity is high now because I just related you to John and the curiosity is high because like what's John doing but I'm booking a meeting right now the resistance comes in saying are you do you want to jump on a meeting tomorrow at 600 no I'm clearing the agenda first dude tomorrow at 6:00 what are you doing because his brain's still going "Wait wait what do you mean he has a he's partnered up with a guy that John that helps people inside of his inside of McDonald's." His brain's like "What's happening here what are you doing tomorrow at 6?" Uh nothing hey awesome would you be against jumping on a quick 20-minute phone call tomorrow at 6 so I can connect you with John so you know he can just have a conversation with you remember step number one about booking the meeting go back to the cold call and the cold DM number one would you want to jump on a quick 20-minute call we jump on we hop on we hop on hop in hop out jump in jump out would you be against jumping on remember I use a no language get them to a no would you be against jumping on a quick 20-minute phone call so he could show you exactly what he's doing with you know service based people like yourself that are working at McDonald's to help some people Wendy's too as well you know kind of transition with still that stability but he's bringing all those building blocks from people like you that have been working at McDonald's look how high the benefit is for them they're like "Wait he's talking to me." Number one oh would you be against jumping on a phone call to show you how we've helped a lot of people you know build an additional see how my benefit's so high where he's helped service based people like yourself working at McDonald's i think he's helped some people at Wendy's as well kind of just transition into something you know where you can use a lot more of your skill sets maybe even get paid a lot more with still the stability that you you know you're still offered here at McDonald's would you be against jumping on a quick 15-minute phone call so at least that way you know what's out there right so whenever you are ready to transition if you are ready to transition in the next two three years down the road remember I said steal number one get them so they know they're stealing information and then number two sell the exit right don't make it a four-wall door so whenever you already transition a year or two years down the road at least you know what John's doing with people like yourself that are in service based jobs so you have it in the back of your pocket for the future or you can recommend it to other people tomorrow 600 p.m eastern dude would you be against showing up for 20 minutes no perfect get the number run that's the point of prospecting see the point of prospecting make it fast remember you're there to prospect you're not there to talk about "Oh yeah." So what he does is he remember the job of prospecting you never sell where you can't close the number one rule of sales you don't sell where you can't close if Margaret's on a freeway with three kids in the back and you're trying to run a meeting with Margaret and you know you can't get the credit card details what's the rule of sales don't sell where you can't close hey Margaret by the way because I know I'm not going to close so why would I talk about my product when I don't have their undivided attention that's in sales hey Margaret by the way it seems like you're super busy i take my business serious when people see what I can see and other successful people inside of the business have done inside of our business um I know this can be valuable for you let's not have the meeting right now what are you doing tomorrow 4 p.m eastern i'm going to reschedule because I never sell where I can't close same thing inside of prospecting i know he's working a job right now i'm going to compliment curiosity high benefit high book the meeting and run so he goes home and he goes home to his girlfriend and he says "Babe I met this crazy guy like Daniel G he's telling me he helps people in McDonald's transition because a lot of us in McDonald's you know have a lot of building blocks and we've been in service based jobs tomorrow 6 p.m i have a meeting." He shows up why curiosity is high remember the curiosity and the benefit has to be high enough that you've earned their time to show up to the meeting the whole job of prospecting is earning the most expensive commodity of that 15-inute slot why because they don't give you 15 seconds on Instagram watch that module down one more time customize it craft it to whatever you got going on be fast with it don't spend 30 minutes because they were there to serve the next customer they weren't there they're there to serve the next table they're not there to work your business and look at a compensation plan or look at your products they're there boom to go serve the next table you're there to change their life get their information and sell them in the right business environment remember your environments you're in prospecting environment that's your bubble you got to get them out of that environment so they're fully present inside of the sales environment and then they're going to be maybe in a customer environment but right now you're in the prospecting environment i'm going to see you guys on the next module