Will Napolini: Getting Sold
Hey guys. Subri subi here. And in this video I'm going to really be diving into the topic of getting sold and the whole psychology around sales.
Now, what I see out there is that people are always looking for kind of like that silver bullet or that secret closing strategy that they can just whisper into their prospect's ear and have them buy with zero resistance. And that really isn't the case. Success really boils down to it's 20% mechanics and strategies and knowing what to say and what to do.
And it's 80% about mindset. However, most people don't focus on mindset. And the best thing that I have found to really kind of get you in peak state and get you fully sold in what you're doing every day, right? You're going to be waking up every day and you're going to be going out there into the marketplace and you're going to be trying to make transactions happen.
You're going to be communicating value and trying to get people to buy into that value that you're selling and convert them into a client. And in order for you to do that, you need to have conviction. And the way that you do that is by getting sold on the value that you provide before you go and try and kind of get other people sold on that.
So the very step in that process is first to get on purpose. And the best way that I have found to do that is to create a vision board. And a vision board should include all the things that really motivate you.
I find that it's typically best to be a combination of material things and also family and loved ones. You know what I mean? It might be pictures of your wife or your husband and your children or your spouse or whoever it might be. It might be your parents, it might be a sibling.
And then you want to think about what are the other things. It might be a holiday or a dream home or you might want to send your children to private school. Whatever it might be, you want to visually represent those on a vision board and you want to print it out and you want to put it as the first thing that you look at in the morning.
Me personally, I have mine laminated and I have it in the shower and I look at it every day and that just gets me on purpose. If I wake up and I'm feeling a little bit low energy, I'm not really in the zone, I look at that and then I know why. The reason is that I'm waking up at 04:00 a.m.
Every morning and it just gets me on purpose and gets me fully sold on what I'm doing and why I am doing it. And then the next thing that you want to really look at is your value proposition. What is it that you are actually doing for your clients? What are you selling? Get fundamentally sold that what you're asking for in terms of the money is a pittance to the value that you really provide to that and really get sold that you are the best provider, you are the best person to help them solve this problem that they're looking for.
And if you don't feel that you need to go out there and change what it is that you're selling so you're 100% confident that it is the best product or it is the best service for your marketplace and for your clients. Now, the next thing I really want to talk about is making this incredibly powerful shift to full ownership. Okay? Now, sales is incredibly difficult.
I'm not going to sugarcoat this. It is a very difficult task. That's why salespeople are the highest paid people on the planet because you're going to be facing a lot of adversity day to day.
The majority of people that you speak to are going to say no to you. And that's just kind of a fact that you have to be comfortable with and know that every no gets you closer to a yes. So it's a highly, highly rewarding and very lucrative career and it's really kind of the tip of the spear when it comes to business.
And it is something that is going to be challenging and I just want to fully just make that very, very clear. But the thing that I have found that really makes people the most successful is taking full ownership. So what do I mean by that? Well, what I mean is that when things aren't working the way that you want them to and this will eventually happen and it will go in kind of peaks and troughs throughout your selling career or throughout your business life.
People generally look to other things to blame for their lack of success, or the leads aren't good quality, or the people that I'm speaking to, they just don't have any money. Or all of my competitors are just pulling their pants down on price and they're just racing to the bottom that is looking for something else other than yourself to blame for the situation that you're in. And that is not a winning mindset because it creates a negative feedback loop and it's just like a downward spiral that sucks you in and it doesn't empower you.
Instead, what I want you to do is really have the full ownership and fully understand that all the successes that you're going to have are because of you. And all the failures that you're going to have and all the tests along the way are also going to be because of you. And I just want you to wear that and fully look to ways that you can kind of overcome hurdles along the way.
And my business, it works because of me, the leads work because of me and my team works because of me. And when things fuck up along the way, as they all do, that is also for me. It's not a team member, it's not the leads, it's not Facebook or Google or anything like that.
It all comes down to me and I take full ownership of that. And once you do that, it's a very empowering state to operate from and it leaves you in a way that you're looking for solutions rather than problems and things to blame. Everything that I teach you in this course is not going to be about like some secret closing strategy or some secret tool to use to kind of close more people.
It's all about you. It's about forging you. It's about giving you the mindset and the stamina and the wherewithal to be able to go out there in the marketplace and face an incredible amount of adversity and still push through and still see success.
And sure, I'm going to be giving you my eight figure samurai sword sales script and really dialing in showing you exactly how to apply that. But the big takeaway, as I said before, success is 80% mindset and 20% mechanics. And I really want you to kind of embody all of these principles and everything that I'm going to be talking to you about in this course and take it on board and forge you a new you to kind of go out there and get all the success that you're really fighting for and to kind of break that down.
We're talking about full accountability and taking all that responsibility on yourself and all of the strategies are going to require you taking a massive amount of action, right? Nothing happens until you make some movement, right? And it's about really kind of taking ten X level activity towards all these tasks and really putting the systems to work in order for them to provide fruit for what it is that you are doing. So the action item for this video is I want you to take some time and really kind of put together and compile your vision board. Don't just rush this, actually stop and think about it.
This is an incredibly powerful and important part of this process. Take an hour, 2 hours, block out half a day, do whatever you need to do. It might be a mixture of quotes and images and family pictures and material assets that you're striving for, but get them together, put them on like an a four sheet of paper and really think about what is it that you're going to basically be motivated for and these things will change over time.
You want to kind of recreate these vision boards when it gets tired and you attain those goals. But I want you to take the time, go in there, just put it together in Keynote or just in a basic kind of pitcher editor and then print it out and laminate it and put it somewhere in your home that it's the first thing that you look at every day. So go ahead and do that now, and I'll see you in the next video.