How To Close Sales From The Front Of The Room
About 7 or 8 years ago, Dr. Phil (before his big Oprah fame) came to the Opryland Hotel in Nashville to deliver an evening seminar. I forget the title of the session now, but I still have the notes I wrote down during those 3 hours.
During his presentation he stated you could trace back where a person is today and what they’ve become to 10 defining moments, 7 critical decisions and 5 pivotal people. Today, my list of those defining moments and decisions is different than it was then – but one item that was on the list then and will stay on my list of “critical decisions” forever was my decision to learn how to sell from the platform; and tied to that was one very pivotal person who introduced me to the concept, Dan Kennedy.
That decision alone has enabled me to become a real millionaire by 35, grow an incredibly successful and profitable business and have given me a lifestyle that is the envy of many. Yet, what surprises me is this: THOUSANDS of people have seen me in action, closing 30% to 60% of a room, generating $100,000+ for 90 minutes of work…YET very few have ever asked me to actually teach them how to do the same.
Even more puzzling is that many of people I would naturally think would be interested in pursuing this were speaking along side of me at the very same conferences over and over again, watching me consistently walk away with signed order forms at every event. These were vendors (mostly) who were spending $6,000 to $10,000 or more for that speaking spot where the BEST they could hope to go home with were a handful of business cards and a project of having to follow up and play phone tag to actually get the sale from a few of them.