The 3 points to make when selling with no social proof

If you're trying to sell and people keep asking you about testimonials when the company doesn't have any testimonials yet, this video's gonna be for you. Because I've sold for large companies, small companies, and I even was the only salesperson for my own company, and when we first started, we had no testimonials three years ago. Today, we've got over 17,000, but back then, we had none. And so when I was on calls with people, I would do three specific things in order to get people bought in on more the mission and the game plan rather than certainty of other people having success. So just steal these and use them on your next sales calls in order to get the first couple clients, in order to create those testimonials that kind of like feed a fueling machine. So the first thing is you need to remember that this person buys their own transformation. So you need to give them a clear-cut game plan of first listening to all of their problems, what they're going through, and then giving them a personalized game plan of exactly how they're gonna... of exactly how you're gonna help them. The next part is you need to show your expertise through a process I call seducating. It's like tiptoeing the fine line between selling and educating. Because you need to show that you do know what you're talking about, and this comes in the form of like little mini mindset trainings with them, rewiring their mindsets around certain beliefs. For example, if somebody's like, "Well, I just don't know I would be one of the first people, and I would need to see some testimonials," you can literally like rewire their mindset around like why do you need proof from other people that you don't know that aren't in your current situation of their success? Or, like, for example, like two people could go to the same gym. One person doesn't work out at all. The other person could work out every single day. They both paid for the same gym membership. Who do you think is gonna turn around and say, "Wow, that was the best thing I ever did"? The person who put in the work. So a better question then, you know, am I gonna be successful based off of other people, would be, are you gonna put in the work in order to be successful? Now, the third thing is you need to get them bought in on the mission. Okay? You need to have conviction around like why you're doing the thing, why you're selling that. And you can't just like get people bought in on your mission. You need to tailor the mission around what would benefit them. So listen to their story and like, you know, get them with like, "Hey, you're gonna be the first founder group of this whole group. Like, you know me, like I'm not stopping anytime soon. This is gonna grow into a big global phenomenon, but you're going to be part of the founding members that are able to get more personalization, more one-on-one time. And I'm gonna do my freaking best to make sure that you're successful, selfishly, because it looks good on me, and I know that I'm gonna be growing my business. So if you give me this trust, I promise you that I'm going to make sure that you are successful, selfishly, to help my own business, but because you are taking the chance on me." And I'ma add a fourth in 'cause I just thought of it, but it's like none of that will work unless you see yourself or the company that you're working for as growing into this big thing. Like I remember I would tell these girls on sales calls being like, "I am going to be the number one female sales trainer. This is going to be a global phenomenon. Like there's never ever going to be a point in life where I'm going to have as much time, effort, and attention as it is right now." Which is like kind of crazy to say, but you have to belie- you have to see the delusion in it. Because then you see it as like these people are getting in early. They're get- They're... You're almost doing them a favor, you know? But like full circle moment 'cause the second girl that I ever closed on joining my sales training company, she just hit over three million dollars cash collected, which is so cool. Just to give you some motivation of like the people in the beginning, like you're gonna be able to take them on such a journey. Um, and there's gonna be that emotional connection with those people 'cause it's like you were there with me from the freaking beginning.