August 30, 2025 • 16 mins
Sales Mastery Through NLP—How I Closed 100% of My Clients 🔥
Most coaches and entrepreneurs struggle to consistently close deals.
I didn’t. In my final year at Business Breakthroughs International, I closed **100% of my clients**—every single one.
How? By fusing **NLP with sales psychology**.
I trained 5 of the top 10 coaches to close $ 20,000–$ 30,000 per month… and the VP Consultant to close $ 100,000 per month.
I’ve shared the stage with Tony Robbins & Chet Holmes, selling $2,500–$14,000/month programs.
Now, I’m teaching YOU the exact system that transforms conversations into commitments.
Take a look at the program Sales Mastery
https://ubgp.pnbcgroup.com/
Become a supporter of this podcast: https://www.spreaker.com/podcast/dr-john-oda-method--5470630/support.
Dr. John Oda is an International Best-Selling Author and Business Growth Strategist who has helped businesses uncover hidden millions by blending neuroscience and business mastery. Get a free chapter of his book *Unlimited Business Growth* plus $10,000 worth of online courses at https://ubgp.pnbcgroup.com/book. Connect with Dr. Oda on LinkedIn and discover more at DrJohnOda.com
Find all my articles, books, and downloads
https://drjohnoda.com/pr-media
Double Your Sales Using NLP
https://ubgp.pnbcgroup.com/
Sport performance ( mind coach) If you want to take your game to the next level,
https://sports.pnbcgroup.com
Six-Hour Business Assessment to find hidden millions in your business
https://drjohnoda.com/new-executive-coaching
Need a speaker at your next event
https://drjohnoda.com/keynote-speaking
Most coaches and entrepreneurs struggle to consistently close deals.
I didn’t. In my final year at Business Breakthroughs International, I closed **100% of my clients**—every single one.
How? By fusing **NLP with sales psychology**.
I trained 5 of the top 10 coaches to close $ 20,000–$ 30,000 per month… and the VP Consultant to close $ 100,000 per month.
I’ve shared the stage with Tony Robbins & Chet Holmes, selling $2,500–$14,000/month programs.
Now, I’m teaching YOU the exact system that transforms conversations into commitments.
Take a look at the program Sales Mastery
https://ubgp.pnbcgroup.com/
Become a supporter of this podcast: https://www.spreaker.com/podcast/dr-john-oda-method--5470630/support.
Dr. John Oda is an International Best-Selling Author and Business Growth Strategist who has helped businesses uncover hidden millions by blending neuroscience and business mastery. Get a free chapter of his book *Unlimited Business Growth* plus $10,000 worth of online courses at https://ubgp.pnbcgroup.com/book. Connect with Dr. Oda on LinkedIn and discover more at DrJohnOda.com
Find all my articles, books, and downloads
https://drjohnoda.com/pr-media
Double Your Sales Using NLP
https://ubgp.pnbcgroup.com/
Sport performance ( mind coach) If you want to take your game to the next level,
https://sports.pnbcgroup.com
Six-Hour Business Assessment to find hidden millions in your business
https://drjohnoda.com/new-executive-coaching
Need a speaker at your next event
https://drjohnoda.com/keynote-speaking
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:01):
Welcome to the Doctor John Oda Method. I'm very excited
for you guys being here. I want you guys to
thank you so much if you listen to me in
the morning time, the evening time, and nighttime. Thank you
so much for taking time out of your schedule to
listen to my phenomenal show. And this is the Doctor
John Oda Method. So let me explain you about the
show how it is actually gonna be focused on this
(00:22):
Wore neuroscientists meet business mastery. Hi, I'm doctor John Odoll.
I'm international bestrier and author of three books, a matter
of fact, a business growth strategist. In each episode, I'm
gonna reveal a framework, strategies and breakthroughs to help you
grow your business. Now today, I'm pretty excited. Today I'm
(00:44):
gonna focus on when I used to work with. You
might have heard of this guy, Anthony Robbins and Chettholmes.
Anthony Robins, of course, is the guy with the big
t six foot seven. We're about the same size, but
I'm a little better looking at him and he died
back twenty twelve.
Speaker 2 (01:01):
He wrote the book is the Automate Sales Machine. So
I worked with them.
Speaker 1 (01:06):
My partnership with them for eight years, matter of fact,
from twenty sixteen to two thousand and two thousand and
eight to twenty sixteen. And when I was with them,
my last year, I closed.
Speaker 2 (01:20):
One hundred percent of my sales one hundred percent.
Speaker 1 (01:22):
But prior to that, you know, I have thirty eight
years of mental health building, neurosciences, master trainer and NP,
author of three books, thirty years of business growth. So
what I did, I combined everything together, and today we're
focused on sales because a lot of times when I
say business growth, and I can grow your business half
(01:44):
a mint a million dollars, that's including sales too.
Speaker 2 (01:46):
But we're gonna focus strictly on sales because to me,
sales is the key.
Speaker 1 (01:51):
But let me explain to some of my backstories so
you understand how I actually started working with these guys.
I was working in the mentalth build at the time
when in hospitals were in mental health hospital work with
adolescents and teams, which was really the best of the
best world, the best of both worlds. Teenagers are really honest.
I'll tell you the truth if you if you can
speak or not, they'll let you know. So they're really
beautily honest. But love them to death. The more smartest
(02:13):
people that I actually worked with. They have a creative mindset.
And anybody with the teenagers should be lucky because now
now you can mold them as being business people. I
remember you used to work with adolescents back in Chicago.
Most of these kids, you know, they're you know, doing
drugs and everything else. It's the cool thing about it
when you explain to them that this is like doing
business through a got of profit.
Speaker 2 (02:35):
You got salespeople are runners.
Speaker 1 (02:37):
When you're explaining to them on a concept that they
can understand, the whole world has actually changed. Right. So
I had a privilege and honor of working with that.
But when I came working with with Chad and Tony,
I was still doing the Metell's Foe and doing my
stuff on the side. And I'm thinking, when I came in,
I thought I was really well. I thought I was phenomenal,
honest with the honor God at them. But what I
(02:58):
realized that when I started working with those guy, oh
my god, it was like a completely different level. So
I would talk people out of suicide or changing their lives,
or drug abuse or if there was SPMI severely persistent
mentally ill. So I was working with that population right,
and by the grace of God, I've never lost to
anybody in thirty eight years, which is really a god
(03:20):
sid and blessing. So what I did was I started
doing sales and when I was working at BBI at
the time, it was Business Races International first, it was
chat Holmes that we emerged with Tony and it was
the best experience I had because I'm used to working
with the people, so people is easy to work with.
What I looked at what they had was for me,
they didn't have a they didn't have a system in place.
(03:44):
So at the time I was taking was it doctor Horton.
He's one of my coaches as well, and he was
teaching NP for sales, and I was working with him,
and I got damn good at it, and my strategy
and method doctor at the forward of my book as well.
And then uh and then like as we talk about
(04:04):
this a lot, right, and it just completely changed my life.
So when I went in there, I looked at their script,
I'd like to figure out what they had, and I
changed it a little bit here and there to tweak
it more of like you know, p uh for more
or less of getting more getting in the port with them,
a little bit more quicker, doing more hypnotic language, words, phrases,
(04:30):
to connect with them in a completely different manner, in
a in really a different way. And then and that
right there saw it my business up to a next level.
So what I did was when I first started, I
was called sixty nine percent of my deals sixty face
to face. When I went to like you know, business mastery,
went to Vegas or the UK, right, I closed everybody
(04:52):
one hundred percent face to face and closed everybody, you know.
So I'd go to Business Mastery about maybe three or
four times a year.
Speaker 2 (05:00):
You know. I went in Vegas and went to the UK,
went to Europe, you know, we so we went all
over and I was closing people.
Speaker 1 (05:05):
You know, it was it was easy because to me,
it was like a mental ofth And that's why I
came up with the BSSM model. Right, you know, the
business the foundation of your business, you know, symptoms of
your business cystomized as well as monetized. Right, So I
came up with that systems of framework. And even with sales,
it was a framework, right, but the framework was NLP
(05:27):
and I created a program called Neurobusiness Conditioning with NP right,
So I combined the two together because they both work
simultaneously phenomenally well. So I was going in and working
with myself sixty nine percent, and then they asked me
to connect trained everybody else, and I did. I trained
literally almost everybody after me.
Speaker 2 (05:48):
I changed.
Speaker 1 (05:48):
I trained five of the top ten and coaches and
they were making me between twenty and thirty thousand dollars
per month. And I imagining I just back in two
thousand and eight and two from twenty sixteen, and I
uh closed. I trained the number one VP of consultant
to make a hundred thousand.
Speaker 2 (06:05):
Per month, you know. And of course, and I was
doing extremely well as well.
Speaker 1 (06:11):
So uh that takes me to my last year there,
and the last year you know, uh uh Chet died.
Speaker 2 (06:18):
Tony was you know, Tony was doing his th his
own stuff. So what I so it took place. I was.
I was there and I got uh.
Speaker 1 (06:27):
I got thirty four clients that year, and all thirty
four clients had closed, all of them. I I did
miss a beat. I went to business Master. He closed
everybody else from there as well, close everybody. And what
I did was I I used a system of more
of NP and now on you know, I translated to
(06:50):
no businesses conditions. What I did was I looked at
the getting the rapport. We're doing more magic words with
him during language patterns, doing more hypnotics stuff to actually
have them to get there, figuring out some of the
words that they use and modeling right back with them.
Speaker 2 (07:06):
And of course, you know, we had to follow up.
Speaker 1 (07:08):
So it's sometimes I didn't close them on that first
deal or the third we did a four stop process.
I didn't close them on the four stop process, but
I closed them eventually within a month or so. But
it was just I tell people up front, sales and
ditting is exact same thing. And here goes, guys, if
you can date, you can do sales.
Speaker 2 (07:29):
Now let me.
Speaker 1 (07:29):
I'll tell you what happened to me in college. Right,
So I went to Ball State. It was University of Munsey, Indiana.
Remember my freshman year, I met this beautiful girl. Oh
my god, she was incredible. And when I met her,
you know, we, I mean, we connected and it was fun.
And then I was supposed to get your call back
and about maybe the next day. I waited for about
three weeks.
Speaker 2 (07:51):
So I caught it up.
Speaker 1 (07:52):
I said, hey, you know it's Maggie there. She said,
who's us? I says, this is John remember me? You
know I was at the party. And you know, she says, who?
Speaker 2 (07:59):
No know? Do you remember it's John who? No? Remember
you know the good looking taller guys, John who? Click?
Speaker 1 (08:08):
And I said wow, And I just realized one small
thing that's all sales is right. So it's the exact
same way when you meet a person, you meet a prospect,
what do you do? Man? You keep in contact with them,
you figure out what's going on, You do coffee, but
you're always in, You're always inside their face, right, And
if you do that stuff, you're eventually closed to do right.
Speaker 2 (08:30):
And this is what I also learn in sales.
Speaker 1 (08:32):
I come from a family of ten, you know, so
I made of ten and I'm the baby boy, have
a brother that eighteen months older than me. Now let
me explain you, guys, I look better than them, smarter
than them, and I'm even taller than him.
Speaker 2 (08:44):
But here's the difference is Ben was amazing meaning of that.
Speaker 1 (08:49):
So I'd go to a party, right, I talked about
one or two girls. I get turned down. Man, I'm
done the whole night. I'm stuck in the wall, right,
stuck at the wall, not just looking at that things
looking board. My brother man, Man, my brother would talk
to at least eight, nine, ten women and after one
of them say yes, he's he's good to go.
Speaker 2 (09:06):
But there was the differences. Man, he didn't quit.
Speaker 1 (09:09):
When I see a lot of sales people doing when
they get one and two no's, man, they're done.
Speaker 2 (09:12):
They don't make no more phone calls.
Speaker 1 (09:14):
There's something to hit on their ego and they don't
know what's going on. But to me is when I
tell everybody how I do things. Man, if I don't
get you know, at least ten notes in the day,
ten to twenty nots in a day, I didn't really
have a good day.
Speaker 2 (09:27):
He's supposed to get nose.
Speaker 1 (09:28):
And that's okay because every note of that you get,
every objection of that you get, you should be able
to overcome them and I actually move forward.
Speaker 2 (09:35):
That should be a exciting part. I tell people. I said, Man,
if I get one hundred nos every area is every day,
I know I'm gonna actually create success.
Speaker 1 (09:43):
Right. But it's a system, and I have a seven
party system of closing each each each in you every deal.
Speaker 2 (09:49):
Right, what happens is people they go out there.
Speaker 1 (09:52):
I work with companies, right, and they got sales guys
some making thirty forty thousand per month and the same business,
the same concept. Somebody making you know, five thousand bucks
a month, six thousand dollars a month. And I always
ask myself why how can somebody you know make all
this money? And then doing the same products and services?
And then of course someone doesn't, right, you know? And
(10:15):
then and then like I always ask, you know, why
does that take place? Well, what I figured out in
my crazy career a lot of people that don't have
any type of a sales process, right, And if you
don't have a sales process, it's gonna be hard to
close deals, right. So I want you to, guys, just
(10:37):
to think about this, right, what is your sales process?
Speaker 2 (10:42):
Right? How do you.
Speaker 1 (10:44):
Close your deals? So let me fund you how I do.
And then I got, you know, a step of my sales. First,
I focus on the mindset and the rapport. First, you
have to go in there with the mindset that you're
going to close the damn do without a doubt. You're
a close the deal, right, and you're not gonna say
I'm not gonna close the deal or am my close
(11:05):
the deal?
Speaker 2 (11:05):
If you say that, don't, don't get on the phone.
I'm sorry.
Speaker 1 (11:09):
But what takes place is you have to gain rapport,
and most people don't. They don't know how to gain
is report. I teach you how to gain to report
with people, connect with them in less than two minutes,
and you and these people think, I thought you're their
best friend. The second thing that you do is you
need to find their needs, and no, we need to
go backwards. It's not what your needs is, but what
(11:31):
their needs are.
Speaker 2 (11:31):
What are their needs? Right?
Speaker 1 (11:34):
And I have a system how to find needs right now,
let's stop right there. If you do those two things mindset,
rapport and finding needs, that's sixty five percent of the sale.
Speaker 2 (11:45):
Guys.
Speaker 1 (11:48):
Then of course you need to add value. People want
to know the price tag. If I don't add value,
I can't tell you the price because I didn't add value.
Right now, a lot of people want to tell the price,
and then they try to cheap go for the cheapest price.
Right then you have to then have to have a
brendan desire to do business with you. Why should they
do business with you? Then Tom Dicker Harriet right, then
you need to under you need to overcome the objections.
Speaker 2 (12:10):
Man, when they get when they.
Speaker 1 (12:11):
Get objections, get excited. That's the fun part. That means
that their interest and it means that you're not really
answering the right questions. You need to figure out what's
going on. I should so you can close the deal. Then,
of course, if you do everything else, then you do
the pre closed. The whole nine yards is a close
and the closes is really not bad. But then if
you don't close them on that deal, guess what you
do a follow up and don't do what I did
(12:33):
on my date when I was a ball state, right,
but you do with then you keep in contact with them,
don't you know, don't have a great night, don't you
know you know, don't almost close the deal and then
don't talk to them for two or three weeks, or
don't give them cinem off an email, or don't send
them off an article. I have a follow up system
and they can follow up. System's still me to close
this deal, right, because that is the key. But now,
(12:57):
back in the day, right, you know, you know, back
in the back in the in the big old day,
and stuff. What they did was the more traditional model.
They had the raport building.
Speaker 2 (13:05):
Skills, and there was the needs and values and desires.
They spent more on the objections and the clothes.
Speaker 1 (13:14):
Right, that was back in the eighties, Right, guys, today
it's mindset and report building skills. If you don't have
that confidence, if you don't have what we call is
that ego. To me, I think a great salesperson should
have is three items. They should have ego you go
to me is confidence. They should have empathy.
Speaker 2 (13:35):
I mean that you can.
Speaker 1 (13:35):
I can listen to your story, but I don't have
to buy in your story. You need to have chrisma.
They need to be the pipe paper. They need to
actually lead people. Right, when you can have those three things,
and when you can take an op and neuro business
conditioning that we teach more of the traditional way, your
sales would explode. I tell people that I was talking
(13:56):
to sales guy yesterday. So imagine that you have twenty
five people and right now they're closing you know, twenty
percent of their deals.
Speaker 2 (14:05):
What happened.
Speaker 1 (14:06):
If we can double it now they're doing a thirty
or forty percent of their deals. That's gonna w your business.
It doesn't take much. It doesn't take a lot. But
the concept is if you imagine what I went over,
the reproblem, skills and mindset, what happened.
Speaker 2 (14:19):
We increase that by ten percent. The needs, we increase
that by ten percent. Added value, we increase that by
ten percent.
Speaker 1 (14:25):
Desire ten percent, objection twenty percent, close and follow up
ten percent ten percent. You're gonna close all your deals
and people are going to get better. Why because now
they have a complete different mindset, a different a different model,
a different framework. Everything has to have a framework. So
that is how I close all my deals. And this
(14:46):
is this is the reason of how I actually train
everybody else, you know. And when you can train people
at a big organization that as Tony Robins you know
and chet Homes back in the day, you know what
you're talking about.
Speaker 2 (14:58):
So let me explain to you.
Speaker 1 (14:59):
If you guys want to go for the faster and
you want to and you feel that yourselves need to
be a little bit.
Speaker 2 (15:03):
Better, let me know.
Speaker 1 (15:04):
Contact me, guys, you can reach out so you can
reach out to me and my emails info at doctor
johnlud dot com.
Speaker 2 (15:12):
That's not a problem.
Speaker 1 (15:13):
And if you guys are our parents. We do have
another program it's called the Doctor's Corner. We speak on
parenting issues and challenges and skill sets and everything else.
Speaker 2 (15:24):
If you like this podcast, hope you guys do.
Speaker 1 (15:27):
If you're on Apple or Spotify, whatever, give me five
stars you know that would be great.
Speaker 2 (15:32):
And we do also have a book, Limited Business Growth.
Speaker 1 (15:36):
We hit down on the framework of a sales process right,
the exact same framework that I want to through, but
a little bit more details.
Speaker 2 (15:43):
Hold that I should get it done.
Speaker 1 (15:45):
And then plus that once you do that, and if
you click the book, we'll give you a free chapter
of the book and ten thousand dollars of online courses.
And again, guys, who know it's getting close to fall time,
one time if you guys need to speaker and any
type of stuff I do speaking as well. Anyway, guys,
I am pumped up and excited and thank you so much.
Again though, if you like this, pass it on to
(16:08):
somebody else, give me a five stars, and dare to
make this day, this month, this week magnificent.
Speaker 2 (16:14):
Bye for now,
Welcome to the Doctor John Oda Method. I'm very excited
for you guys being here. I want you guys to
thank you so much if you listen to me in
the morning time, the evening time, and nighttime. Thank you
so much for taking time out of your schedule to
listen to my phenomenal show. And this is the Doctor
John Oda Method. So let me explain you about the
show how it is actually gonna be focused on this
(00:22):
Wore neuroscientists meet business mastery. Hi, I'm doctor John Odoll.
I'm international bestrier and author of three books, a matter
of fact, a business growth strategist. In each episode, I'm
gonna reveal a framework, strategies and breakthroughs to help you
grow your business. Now today, I'm pretty excited. Today I'm
(00:44):
gonna focus on when I used to work with. You
might have heard of this guy, Anthony Robbins and Chettholmes.
Anthony Robins, of course, is the guy with the big
t six foot seven. We're about the same size, but
I'm a little better looking at him and he died
back twenty twelve.
Speaker 2 (01:01):
He wrote the book is the Automate Sales Machine. So
I worked with them.
Speaker 1 (01:06):
My partnership with them for eight years, matter of fact,
from twenty sixteen to two thousand and two thousand and
eight to twenty sixteen. And when I was with them,
my last year, I closed.
Speaker 2 (01:20):
One hundred percent of my sales one hundred percent.
Speaker 1 (01:22):
But prior to that, you know, I have thirty eight
years of mental health building, neurosciences, master trainer and NP,
author of three books, thirty years of business growth. So
what I did, I combined everything together, and today we're
focused on sales because a lot of times when I
say business growth, and I can grow your business half
(01:44):
a mint a million dollars, that's including sales too.
Speaker 2 (01:46):
But we're gonna focus strictly on sales because to me,
sales is the key.
Speaker 1 (01:51):
But let me explain to some of my backstories so
you understand how I actually started working with these guys.
I was working in the mentalth build at the time
when in hospitals were in mental health hospital work with
adolescents and teams, which was really the best of the
best world, the best of both worlds. Teenagers are really honest.
I'll tell you the truth if you if you can
speak or not, they'll let you know. So they're really
beautily honest. But love them to death. The more smartest
(02:13):
people that I actually worked with. They have a creative mindset.
And anybody with the teenagers should be lucky because now
now you can mold them as being business people. I
remember you used to work with adolescents back in Chicago.
Most of these kids, you know, they're you know, doing
drugs and everything else. It's the cool thing about it
when you explain to them that this is like doing
business through a got of profit.
Speaker 2 (02:35):
You got salespeople are runners.
Speaker 1 (02:37):
When you're explaining to them on a concept that they
can understand, the whole world has actually changed. Right. So
I had a privilege and honor of working with that.
But when I came working with with Chad and Tony,
I was still doing the Metell's Foe and doing my
stuff on the side. And I'm thinking, when I came in,
I thought I was really well. I thought I was phenomenal,
honest with the honor God at them. But what I
(02:58):
realized that when I started working with those guy, oh
my god, it was like a completely different level. So
I would talk people out of suicide or changing their lives,
or drug abuse or if there was SPMI severely persistent
mentally ill. So I was working with that population right,
and by the grace of God, I've never lost to
anybody in thirty eight years, which is really a god
(03:20):
sid and blessing. So what I did was I started
doing sales and when I was working at BBI at
the time, it was Business Races International first, it was
chat Holmes that we emerged with Tony and it was
the best experience I had because I'm used to working
with the people, so people is easy to work with.
What I looked at what they had was for me,
they didn't have a they didn't have a system in place.
(03:44):
So at the time I was taking was it doctor Horton.
He's one of my coaches as well, and he was
teaching NP for sales, and I was working with him,
and I got damn good at it, and my strategy
and method doctor at the forward of my book as well.
And then uh and then like as we talk about
(04:04):
this a lot, right, and it just completely changed my life.
So when I went in there, I looked at their script,
I'd like to figure out what they had, and I
changed it a little bit here and there to tweak
it more of like you know, p uh for more
or less of getting more getting in the port with them,
a little bit more quicker, doing more hypnotic language, words, phrases,
(04:30):
to connect with them in a completely different manner, in
a in really a different way. And then and that
right there saw it my business up to a next level.
So what I did was when I first started, I
was called sixty nine percent of my deals sixty face
to face. When I went to like you know, business mastery,
went to Vegas or the UK, right, I closed everybody
(04:52):
one hundred percent face to face and closed everybody, you know.
So I'd go to Business Mastery about maybe three or
four times a year.
Speaker 2 (05:00):
You know. I went in Vegas and went to the UK,
went to Europe, you know, we so we went all
over and I was closing people.
Speaker 1 (05:05):
You know, it was it was easy because to me,
it was like a mental ofth And that's why I
came up with the BSSM model. Right, you know, the
business the foundation of your business, you know, symptoms of
your business cystomized as well as monetized. Right, So I
came up with that systems of framework. And even with sales,
it was a framework, right, but the framework was NLP
(05:27):
and I created a program called Neurobusiness Conditioning with NP right,
So I combined the two together because they both work
simultaneously phenomenally well. So I was going in and working
with myself sixty nine percent, and then they asked me
to connect trained everybody else, and I did. I trained
literally almost everybody after me.
Speaker 2 (05:48):
I changed.
Speaker 1 (05:48):
I trained five of the top ten and coaches and
they were making me between twenty and thirty thousand dollars
per month. And I imagining I just back in two
thousand and eight and two from twenty sixteen, and I
uh closed. I trained the number one VP of consultant
to make a hundred thousand.
Speaker 2 (06:05):
Per month, you know. And of course, and I was
doing extremely well as well.
Speaker 1 (06:11):
So uh that takes me to my last year there,
and the last year you know, uh uh Chet died.
Speaker 2 (06:18):
Tony was you know, Tony was doing his th his
own stuff. So what I so it took place. I was.
I was there and I got uh.
Speaker 1 (06:27):
I got thirty four clients that year, and all thirty
four clients had closed, all of them. I I did
miss a beat. I went to business Master. He closed
everybody else from there as well, close everybody. And what
I did was I I used a system of more
of NP and now on you know, I translated to
(06:50):
no businesses conditions. What I did was I looked at
the getting the rapport. We're doing more magic words with
him during language patterns, doing more hypnotics stuff to actually
have them to get there, figuring out some of the
words that they use and modeling right back with them.
Speaker 2 (07:06):
And of course, you know, we had to follow up.
Speaker 1 (07:08):
So it's sometimes I didn't close them on that first
deal or the third we did a four stop process.
I didn't close them on the four stop process, but
I closed them eventually within a month or so. But
it was just I tell people up front, sales and
ditting is exact same thing. And here goes, guys, if
you can date, you can do sales.
Speaker 2 (07:29):
Now let me.
Speaker 1 (07:29):
I'll tell you what happened to me in college. Right,
So I went to Ball State. It was University of Munsey, Indiana.
Remember my freshman year, I met this beautiful girl. Oh
my god, she was incredible. And when I met her,
you know, we, I mean, we connected and it was fun.
And then I was supposed to get your call back
and about maybe the next day. I waited for about
three weeks.
Speaker 2 (07:51):
So I caught it up.
Speaker 1 (07:52):
I said, hey, you know it's Maggie there. She said,
who's us? I says, this is John remember me? You
know I was at the party. And you know, she says, who?
Speaker 2 (07:59):
No know? Do you remember it's John who? No? Remember
you know the good looking taller guys, John who? Click?
Speaker 1 (08:08):
And I said wow, And I just realized one small
thing that's all sales is right. So it's the exact
same way when you meet a person, you meet a prospect,
what do you do? Man? You keep in contact with them,
you figure out what's going on, You do coffee, but
you're always in, You're always inside their face, right, And
if you do that stuff, you're eventually closed to do right.
Speaker 2 (08:30):
And this is what I also learn in sales.
Speaker 1 (08:32):
I come from a family of ten, you know, so
I made of ten and I'm the baby boy, have
a brother that eighteen months older than me. Now let
me explain you, guys, I look better than them, smarter
than them, and I'm even taller than him.
Speaker 2 (08:44):
But here's the difference is Ben was amazing meaning of that.
Speaker 1 (08:49):
So I'd go to a party, right, I talked about
one or two girls. I get turned down. Man, I'm
done the whole night. I'm stuck in the wall, right,
stuck at the wall, not just looking at that things
looking board. My brother man, Man, my brother would talk
to at least eight, nine, ten women and after one
of them say yes, he's he's good to go.
Speaker 2 (09:06):
But there was the differences. Man, he didn't quit.
Speaker 1 (09:09):
When I see a lot of sales people doing when
they get one and two no's, man, they're done.
Speaker 2 (09:12):
They don't make no more phone calls.
Speaker 1 (09:14):
There's something to hit on their ego and they don't
know what's going on. But to me is when I
tell everybody how I do things. Man, if I don't
get you know, at least ten notes in the day,
ten to twenty nots in a day, I didn't really
have a good day.
Speaker 2 (09:27):
He's supposed to get nose.
Speaker 1 (09:28):
And that's okay because every note of that you get,
every objection of that you get, you should be able
to overcome them and I actually move forward.
Speaker 2 (09:35):
That should be a exciting part. I tell people. I said, Man,
if I get one hundred nos every area is every day,
I know I'm gonna actually create success.
Speaker 1 (09:43):
Right. But it's a system, and I have a seven
party system of closing each each each in you every deal.
Speaker 2 (09:49):
Right, what happens is people they go out there.
Speaker 1 (09:52):
I work with companies, right, and they got sales guys
some making thirty forty thousand per month and the same business,
the same concept. Somebody making you know, five thousand bucks
a month, six thousand dollars a month. And I always
ask myself why how can somebody you know make all
this money? And then doing the same products and services?
And then of course someone doesn't, right, you know? And
(10:15):
then and then like I always ask, you know, why
does that take place? Well, what I figured out in
my crazy career a lot of people that don't have
any type of a sales process, right, And if you
don't have a sales process, it's gonna be hard to
close deals, right. So I want you to, guys, just
(10:37):
to think about this, right, what is your sales process?
Speaker 2 (10:42):
Right? How do you.
Speaker 1 (10:44):
Close your deals? So let me fund you how I do.
And then I got, you know, a step of my sales. First,
I focus on the mindset and the rapport. First, you
have to go in there with the mindset that you're
going to close the damn do without a doubt. You're
a close the deal, right, and you're not gonna say
I'm not gonna close the deal or am my close
(11:05):
the deal?
Speaker 2 (11:05):
If you say that, don't, don't get on the phone.
I'm sorry.
Speaker 1 (11:09):
But what takes place is you have to gain rapport,
and most people don't. They don't know how to gain
is report. I teach you how to gain to report
with people, connect with them in less than two minutes,
and you and these people think, I thought you're their
best friend. The second thing that you do is you
need to find their needs, and no, we need to
go backwards. It's not what your needs is, but what
(11:31):
their needs are.
Speaker 2 (11:31):
What are their needs? Right?
Speaker 1 (11:34):
And I have a system how to find needs right now,
let's stop right there. If you do those two things mindset,
rapport and finding needs, that's sixty five percent of the sale.
Speaker 2 (11:45):
Guys.
Speaker 1 (11:48):
Then of course you need to add value. People want
to know the price tag. If I don't add value,
I can't tell you the price because I didn't add value.
Right now, a lot of people want to tell the price,
and then they try to cheap go for the cheapest price.
Right then you have to then have to have a
brendan desire to do business with you. Why should they
do business with you? Then Tom Dicker Harriet right, then
you need to under you need to overcome the objections.
Speaker 2 (12:10):
Man, when they get when they.
Speaker 1 (12:11):
Get objections, get excited. That's the fun part. That means
that their interest and it means that you're not really
answering the right questions. You need to figure out what's
going on. I should so you can close the deal. Then,
of course, if you do everything else, then you do
the pre closed. The whole nine yards is a close
and the closes is really not bad. But then if
you don't close them on that deal, guess what you
do a follow up and don't do what I did
(12:33):
on my date when I was a ball state, right,
but you do with then you keep in contact with them,
don't you know, don't have a great night, don't you
know you know, don't almost close the deal and then
don't talk to them for two or three weeks, or
don't give them cinem off an email, or don't send
them off an article. I have a follow up system
and they can follow up. System's still me to close
this deal, right, because that is the key. But now,
(12:57):
back in the day, right, you know, you know, back
in the back in the in the big old day,
and stuff. What they did was the more traditional model.
They had the raport building.
Speaker 2 (13:05):
Skills, and there was the needs and values and desires.
They spent more on the objections and the clothes.
Speaker 1 (13:14):
Right, that was back in the eighties, Right, guys, today
it's mindset and report building skills. If you don't have
that confidence, if you don't have what we call is
that ego. To me, I think a great salesperson should
have is three items. They should have ego you go
to me is confidence. They should have empathy.
Speaker 2 (13:35):
I mean that you can.
Speaker 1 (13:35):
I can listen to your story, but I don't have
to buy in your story. You need to have chrisma.
They need to be the pipe paper. They need to
actually lead people. Right, when you can have those three things,
and when you can take an op and neuro business
conditioning that we teach more of the traditional way, your
sales would explode. I tell people that I was talking
(13:56):
to sales guy yesterday. So imagine that you have twenty
five people and right now they're closing you know, twenty
percent of their deals.
Speaker 2 (14:05):
What happened.
Speaker 1 (14:06):
If we can double it now they're doing a thirty
or forty percent of their deals. That's gonna w your business.
It doesn't take much. It doesn't take a lot. But
the concept is if you imagine what I went over,
the reproblem, skills and mindset, what happened.
Speaker 2 (14:19):
We increase that by ten percent. The needs, we increase
that by ten percent. Added value, we increase that by
ten percent.
Speaker 1 (14:25):
Desire ten percent, objection twenty percent, close and follow up
ten percent ten percent. You're gonna close all your deals
and people are going to get better. Why because now
they have a complete different mindset, a different a different model,
a different framework. Everything has to have a framework. So
that is how I close all my deals. And this
(14:46):
is this is the reason of how I actually train
everybody else, you know. And when you can train people
at a big organization that as Tony Robins you know
and chet Homes back in the day, you know what
you're talking about.
Speaker 2 (14:58):
So let me explain to you.
Speaker 1 (14:59):
If you guys want to go for the faster and
you want to and you feel that yourselves need to
be a little bit.
Speaker 2 (15:03):
Better, let me know.
Speaker 1 (15:04):
Contact me, guys, you can reach out so you can
reach out to me and my emails info at doctor
johnlud dot com.
Speaker 2 (15:12):
That's not a problem.
Speaker 1 (15:13):
And if you guys are our parents. We do have
another program it's called the Doctor's Corner. We speak on
parenting issues and challenges and skill sets and everything else.
Speaker 2 (15:24):
If you like this podcast, hope you guys do.
Speaker 1 (15:27):
If you're on Apple or Spotify, whatever, give me five
stars you know that would be great.
Speaker 2 (15:32):
And we do also have a book, Limited Business Growth.
Speaker 1 (15:36):
We hit down on the framework of a sales process right,
the exact same framework that I want to through, but
a little bit more details.
Speaker 2 (15:43):
Hold that I should get it done.
Speaker 1 (15:45):
And then plus that once you do that, and if
you click the book, we'll give you a free chapter
of the book and ten thousand dollars of online courses.
And again, guys, who know it's getting close to fall time,
one time if you guys need to speaker and any
type of stuff I do speaking as well. Anyway, guys,
I am pumped up and excited and thank you so much.
Again though, if you like this, pass it on to
(16:08):
somebody else, give me a five stars, and dare to
make this day, this month, this week magnificent.
Speaker 2 (16:14):
Bye for now,
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