What's going everyone? Welcome back to The Game. We talk about making mow money, helping moe

people, and in general, creating profits outsized for the efforts that we put in. And maybe even

making an impact too. You know what? I hate the impact term, but you get the idea, right? Like,

you know, do good stuff, be good for the world, all that kind of jazz. Okay, so let's talk about selling shit. Okay. So last night, I had an hour long conversation

with my director of sales. I was talking him about a frame that I was like, this is advanced

sales. And so I kind of want to share that conversation with you to the best of my ability.

And I was like, man, I wish I had recorded this.

But you know what?

Cameras are always there.

Fundamentally, what I wanted to do was explain to him a different way of selling.

Obviously, one-on-one sales, you got to know how to, you know, clarify whether they're

label them with a problem over their past experiences, you know, sell the vacation, three pillar pitch, understand metaphors that that they can directly relate to,

you know, the core thing that you're helping them overcome, then explain away the concerns and then

reinforce the decision. That's sales 101. I'd say sales 201 is the AAA framework that I think I

made a podcast about a month or two ago, which is in between them saying statements that might not be a purchasing

decision, basically them saying, I need to think about it or I'm not sure, what about the specific

thing? A, acknowledge. Then, A, again, you associate their response, which is in another way of

saying, you qualify the question. You say, hey, it sounds like, right, this sounds like you're the type of person who

is just like the people who are really successful because you ask that question. Or that's an

amazing question and because of this reason. And so when the prospect thinks they're taking a step

away, you actually say, no, actually you're taking a step towards. And then the final A there is that

you then you ask the next question. And so that's kind of like, I would say sales 201.

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