In this episode, Brian breaks down the essential steps in the sales process and provides a great introduction to his 4 boxes of sales including the introduction, fact finding, presentation and closing. Missing any of these steps will lose you business and cost you sales. Your introduction is just as important as the close. Listen up! You're going to learn something important today!

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Transcription (Coming Soon)

Brian walks you through the day to day and explains how setting incremental goals not only brings you closer to your ultimate vision but also allows for continuous growth, motivation, and fulfillment along the way. With his guidance, you'll learn to map out your own goal setting pathway, celebrate achievements at each milestone, and harness the power of progress to propel you towards the summit of success.

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Transcription (Coming Soon)

In this episode of "The Dropout Multi-Millionaire Podcast," host Brian Will delves into the importance of sales scripts for creating high-performing sales teams.

Brian kicks off the episode by defining the three types of salespeople. Closers have a natural talent for making connections and closing deals, while regular salespeople are average performers who need guidance and support to excel. Retail geese, on the other hand, are those who wait for sales to come to them without putting in any effort.

He explains that sales are a psychological negotiation and that a well crafted sales script is an essential tool that allows an average salespeople to perform at a level that's good enough to make a profit for the company.

With years of experience in building successful businesses, Brian understands that having a well-crafted sales script can be a game-changer for any business.

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Transcription (Coming Soon)

In this episode of "The Dropout Multi-Millionaire Podcast," the host, Brian Will, continues through the sales process in the third episode of his short series based on his upcoming book NO... The Psychology of Sales and Negotiations. He shares valuable insights and actionable tips to help entrepreneurs and sales professionals increase their sales and improve their overall sales process. 

He kicks off the episode by emphasizing the significance of studying one's sales process, and highlights the need for a thorough understanding of the entire sales cycle, from initial contact to closing the deal. By analyzing every step and identifying potential hurdles, entrepreneurs can proactively address objections before they even arise.

Drawing from his own experience and interactions with successful salespeople, he sheds light on the most common roadblocks that prospects often present. By identifying these objections in advance, sales teams can be better prepared to address them convincingly and confidently.

One of the key strategies Brian shares is building a script to overcome objections during the introduction and fact-finding portion of the sales process. He explains that having a well-crafted script allows sales professionals to navigate objections seamlessly, keeping the conversation focused and persuasive. Brian provides practical examples and offers guidance on how to create a script that effectively addresses objections while maintaining a genuine and authentic connection with potential customers.

Transcription (Coming Soon)

In the latest episode of The Dropout Multimillionaire podcast, host Brian Will discusses the psychology of sales and negotiation, and how mastering these skills can help you build a multi-million dollar business. Drawing from his extensive experience teaching sales and negotiation, Brian emphasizes the importance of understanding that every sales situation is also a negotiation, and that being a good negotiator is critical to success.

Brian shares tips on using the power of the word "no" to control situations and establish a bottom boundary, and explains how starting negotiations with an offer that's guaranteed to get a "no" can help you establish a floor and ultimately arrive at a mutually beneficial agreement. His insights are also included in his bestselling book, The Dropout Multimillionaire, and his upcoming book, NO: the Psychology of Sales and Negotiation, set to be released on May 15, 2023.

Thumbnail image featuring Brian Will and floating text that reads, "Using negotiation tactics to get the best deal" that was created for the dropout multimillionaire podcast episode, "Mastering the Psychology of Sales and Negotiations".

Introduction (Sales & Negotiation)

Welcome to the Dropout Multimillionaire podcast, where we talk about tactical business strategy, building high performance sales teams and growing your business. If you're ready to break free from the status quo and join the ranks of the Mavericks, the rebels and the renegades who refuse to conform and instead of multi-million dollar businesses, then buckle up, because here we go.

Hey, everybody, and welcome to this episode of The Dropout Multimillionaire podcast. I am your host, Brian Will. This podcast is based on my bestselling book, The Dropout, Multimillionaire, and now the new book coming out May 15, 2023, which is called Know the Psychology of Sales and Negotiation. Today, we're going to continue with a series we started last week, which is based on the second book.

Lesson One: Every Sales Situation is a Negotiation

In last week's episode. We kind of set up the series and we talked about lesson number one and lesson number one was that every sales situation is also a negotiation. We also talked about the fact that you need to become a good negotiator after before you end up in a situation where you are against someone who is a good negotiator because they will absolutely eat your lunch.

We also talked about the fact that over the last 25 years, I have taught sales and negotiation to probably over a thousand salespeople and trainers and the book and this new podcast series captures some of the highlights of those training courses. So with that in mind, let's move on to the next set of lessons. And today we're going to talk about the word no.

Lesson Two: The Power of the Word "No"

Word no, in my opinion, is the most powerful word in the spoken language. The word no has the ability to stop, slow down or control whatever situation you may find yourself in. In fact, saying no in a sale, such a situation can give you the time to stop or slow down so that you can focus on your next move.

I learned some of these lessons that we're going to talk about today from Richard Branson and some of his books. I love his books, but in one of his books, he has this rule. He says if your first offer doesn't insult them, you offered too much. And by the way, that works on both sides of a negotiation, you can be offering to buy or you can be offering to sell.

Today, we're going to talk about offering to buy. However, the rule here is that the person on the other side of the negotiation is more than likely going to say no to whatever your offer is. So if we're going to say no or if they are going to say no to the first offer, you might as well offer something that's guaranteed to get them to say no.

Lesson Three: Establishing the Floor in Negotiations

And it's way less than what they've asked for. Because what we're really trying to do in this situation is we're trying to establish a floor. The asking price is the ceiling. Now we have to negotiate and figure out where that floor is so that we can figure out what the final sales price will be. We've all played this game right?

Somebody asked for something that's more than they're willing to take, and I offer less than I'm willing to give. And then we negotiate somewhere in the middle. This is an age old little battle that we play with people when we go to buy and sell things. The problem here is that if you're buying, you don't really know what their floor is.

And if you don't know what their floor is, you need to be careful not to offer them more than what they're willing to take. Right. So my first offer being super low is going to try and establish a bottom boundary so that we can eventually negotiate, negotiate our way up to the Delta, the Delta being the breaking point of that negotiation or what they're willing to take or walk away from.

Sales and Negotiation Example

Okay. So here's my example. I like to do things on a simplistic level. So let's assume that you are going to buy something. And the seller in this case is asking $100 for whatever it is. It's a widget. Now, you know, they're asking $100. What you don't know is what they're willing to take. I will even submit to you that the seller might not know what they are willing to take at this point, because we know that human nature tells us that the fear of loss on either side of that negotiation can change the floor and the ceiling right up until the last second.

Okay. So let's assume that in this case, the seller is asking $100, but they've already told themselves in their mind they're willing to take 80. They know you're going to come in and negotiate. They know it's going to be a offer low, sell high, and we're going to get to the middle someplace. And they've now told themselves, I'm asking 100, I'm willing to take 80.

That's generally how this plays out. Now, I come along in this case, I say, Hey, you're off. You're asking for $100 and I'm willing to pay you 90. And see, what I just did is I set my floor at 90. What I didn't know was that I set my floor $10 above what they were willing to take. They now know my floor is 90, and so they're not going to offer to me at 80.

They're going to try and negotiate me up. That's the way the game is played. So they're thinking in their mind Now I'm going to get 95. I was willing to take 80. I'm going to make an extra 15 bucks, Right? In that case, I negotiated against myself because I didn't know what their floor was. And in this case, I will lose.

I will pay too much. Now, in the second scenario, let's say I come in and I offer 50, right? My first offer is insulting. I know they're not going to take 50. I know that. And I know that they're going to say no. But what I'm trying to do is establish a floor that is so low that I've got a lot more room to negotiate so that I can find whatever their their actual floor is right now.

A couple of things are going to happen here in the seller's mind. They may start to think, oh, they're offering 50 and I'm asking 100, even though I'm willing to take 80, maybe I've overpriced myself. And it's just a thought that a roll through their mind. Right. I'm trying to create a doubt. Now they take they say no right out of the gate.

They say, no, I'm not taking 50. I might come down to 90. And in their mind they're thinking we still have room. So we talk for a bit and we do this back and forth. And what happens is eventually I come up to 70 and they come down to their actual floor, which is 80, and they tell me that is bottom dollar.

Okay? Their bottom dollar is 80. The only way I figured that out was by starting at 50 and move my way up, by the way. So now I know what they're Flores I know my offer 70. I know they're at 80 now. The real negotiation can begin, Right? So at this point, by the way, we have a seller who's thinking, okay, I'm willing to take 80.

They're 70. We're going to get a deal done. We're very close. And the fear of loss is now what I'm trying to get to kick in. I want them to think this is a done deal. I want them to have spent the 80 bucks on their mind that they're about to get. They want to get this deal done.

And I know we're only $10 apart. So I tell the seller, Look, I'm at 70. I think we're at a stalemate unless you're willing to come down. Right. The only question at this point, by the way, is who's going to blink first? Who's willing to walk away? Now, I will tell you, as a buyer, you should. And I am always willing to walk away from a deal.

I say this in my books, never chase a deal, never pay more than you want to. Deals are a dime a dozen. You will always find another one, right? So I'm willing to walk away. And many cases I will say, Hey, man, don't like what? Can we get a deal done here? I know only $10 apart, but that's my bottom dollar.

Unless you can do something else. Right. I want to know if they'll still come down a it. And by the way, if you were the seller, you should also also be willing to walk away just to find out if your buyer is willing to come up anymore. Right. So both sides, depending on how good they're negotiating, are willing to walk away and may play that card if necessary.

In this case, however, we're ten bucks apart. I kind of want what you've got. You kind of want to sell what you've got. And so I will use the age old. Imagine you're at 80. I'm at 75. Last ditch ever. Why don't we split the difference of 75? We both lose five bucks off what we're willing to do, but we walk away happy and we get this deal done.

And you can quit worrying about it more times than not. And I'm sure you've done this. That will work. It will work because at the last minute that fear of loss will cause that seller to change their floor and they will change their mind and they will take less if they think it's this or nothing. I do this in negotiations with contractors all the time.

They come in and say, I want $2,000, and my answer is I'll give you 700 so you can leave and get zero or you can stay here and get $700. Which would you rather do at the time they stay and do the work for less. Half the time they leave just depends on the person. So in this case we offer the 75.

We split it, we walk away. I got a good deal. I know I didn't pay more than he was willing to take. He got a good deal because he sold his product. Everybody walks away happy, right? So this is my simple scenario on the word no. Always offer less than you're willing to pay so that we can establish a floor work on that fear of loss by trying to find the delta.

Sales and Negotiations Conclusion

And that brings us to our two lessons for the day. Number one, if your offer doesn't insult them, you offer too much. Lesson number two for the day, don't negotiate against yourself. Learn to use low offer and then the fear of loss in your negotiation to find the delta and then negotiate against that. Okay, so that's it for today.

If you want to learn more, you can copies of both of my books, The Dropout, Multimillionaire and Know the Psychology of Sales and Negotiation. You can also find me at WW Brian Will Media everything's on there, the books, the podcast, the blogs. And finally, if you really want to learn about in-depth tactical business strategies and creating high performance sales teams, come to the website, drop me a note, I'd like to send you some information on the force multiplier mastermind and my one on one coaching programs.

My coaching is tactical in nature. No theory, no fluff. This is where we will break down your business and show you how to make it and you better. I hope you enjoyed this episode and if you would like to get more information on either of my books, joining the force multiplier mastermind for my one on one coaching programs you can find me at W WW Brian will media dot com.

The Dropout Multimillionaire podcast is where business strategy, sales team development, and business growth are discussed. Our host, Brian Will, takes listeners on a journey of success and failure, with a focus on learning from both. David Meltzer, former CEO of Steinberg Sports and Entertainment, co-founder of Sports One Marketing, and a top 100 business coach, joins Brian in this episode. David shares his personal story of failure, including going bankrupt and losing over $100 million. He also discusses the lessons he learned and emphasizes the importance of humility and seeking help when needed. This is a must-listen episode for anyone looking to build a multi-million dollar business and teaches us all about resilience and success.

Thumbnail for a podcast with the guest, David Meltzer, alongside the text, "Learning from failure and empowering others" which was created for a podcast episode focusing on resilience and success.


Welcome to the Dropout Multimillionaire podcast, where we talk about tactical business strategy, building high performance sales teams and growing your business. If you're ready to break free from the status quo and join the ranks of the Mavericks, the rebels and the renegades who refuse to conform and instead build multi-million dollar businesses, then buckle up, because here we go.

Welcome to this episode of The Dropout Multimillionaire podcast. I am your host, Brian Will and I will be leading you down this journey that we call the Journey of Success and Failure and hopefully learning from both to achieve Resilience and Success. Today I am fired up because we have David Meltzer on the show. He's probably the biggest guest I've had on here, so I am very excited about this conversation.

And we only have 20 minutes because he's probably jetting off to some other part of the world. So if I talk fast, that's because I'm trying to get a bunch of questions in today. So this is going to be a good one. So real quick, just to, you know, unpack David's background a little bit and there's way too much to go into in depth.

Who is David Meltzer?

David was the co-founder of Sports One Marketing and the former CEO of Steinberg Sports and Entertainment, which interestingly enough, was behind the movie Jerry Maguire, which I love that movie. That thing was awesome at this. I did not know I read this today, also launched the world's first smartphone with Samsung. I might have to ask a question about that at some point.

He is a top 100 business coach, international keynote speaker, and it's interesting...his speaking fees are $100,000 and I got in for 20 minutes. This is like a $30,000 podcast today, so y'all better listen to this one. Learn all you can about resilience and success. He does podcast TV shows and it goes on and on and on. And the most important thing I learned about David in this was last week on his Instagram live, he's a former pole vaulter.

Welcome to the show, David. How you doing? I'm glad that you prioritized skills, knowledge and desire the same as me. And the epiphany that I've had is all bloggers share a bond that can never be broken. So that's why I'm here today to make sure that I'm supporting a fellow pro. Well, I appreciate that very much.

Although as we learned, you were better at it than me. I was like 13 tops and you were like 15, I believe you said in the last show. So memory, that was pretty good. But let's jump right in. I got a bunch of questions for you, if that's okay with you. Yes. So I literally was reading a bio about you and online and a bio literally said pretty much every business you've ever touched succeeded.

Have You Ever Failed People?

So my question for you today, David, is have you ever failed people? Well, I don't know what bio you read because I failed so many different times, including I lost over $100 million, went bankrupt in 2008. We have to unpack that. How did you lose $100 million? I mean, I can't even imagine. You know, to be honest, I didn't ask for help and that's core to resilience and success.

So because I had so much success up to that point, I had not had a mistake or a failure of any significance up until 2008. What happened was I thought that I was Midas. In fact, people called me Midas. They called me money, money. They wanted to they chased me down to put money into the deals that I had.

And I realized that I don't know what I don't know. So when I went into a bank, my private bank, which I had a relationship with over ten years, I got into a lawsuit. I allowed my ego to interfere with prudent business decisions, which, by the way, talk about ignorant arrogance. I was a lawyer as well. So to go ahead and to not only waste my money, but to walk into a bank that I had a $40 million line of credit to learn a valuable lesson when I went to go get in, pulled down about 5 million on that 40 million.

And the person who I'd been dealing with for ten years was in there. And I had this person who walked up to me as I came into my private bank after ten year relationship, yet being treated like a young king. Right. Anything you need. Mr.. Meltzer Whatever you need. Mr.. Meltzer All of a sudden, I was in front of a gentleman who said, who is Mr..

Meltzer How can I help you? Mr. Meltzer Oh, no problem. I just want to pull down $5 million. I have a lawsuit and some other things going on. Oh, I'm sorry. You know, the banks are having some difficulty. We've maxed out your line at $1,000,000. Now, when you have 33 homes in San Diego alone, all doing well, what do you have?

Of course, a ski mountain, several different businesses, development businesses, as well as construction businesses. That line of credit is essential. You know, and although I had a pretty large cash savings is, you know, today when the banks go down your cash savings even get locked up. We just learned that with Silicon Valley. So when I became what I call illiquid or with over $100 million, I only was forced into bankruptcy to allow my creditors to benefit with all the profits.

I'm one of the few people that probably went bankrupt in the end, The creditors actually benefited more than me and I personally. I could have fought it more than I did, but I wanted a reset. I had found a new paradigm in my life, new values in my life. I wanted to live my life not buying things. I didn't need to impress people I didn't like.

Starting Over in a World of Abundance

I wanted to start over in a world of abundance where I could make a lot of money, help a lot of people and have a lot of fun. Be a faith that I was being protected and promoted, not punished, not in the competition, not trading and negotiating everything, but living from a zero sum game, which I was very good at to what I call a value add game over the last 15 years.

And I have proven with the right values, the right daily practices and execution model, you can live in abundance. I've written books like Connected to Good is Capacity Capitalism Game Time Decision Making, Creating the Life You Love with Jack Canfield from Chicken Soup for the Soul, And we've written those books so I could teach people to live in abundance and that's why I love your show is the psychology of a value add negotiation, not a zero sum game.

How old were you when all that happened? David I was 36, so 36 years old and I'm 55 today. And you came back. How long did it take you to come back? You know, you always hear the stories. Like, if I lost everything today, I know what to do. I could rebuild it. And I do believe that. But I'm just curious, how long did it take you to come back?

I hate to say it because this isn't true for everyone. It took me two weeks to make my first move, and that's okay now. And I'll tell you why. Because when I went bankrupt, I said to myself, I started with nothing except for $100,000 in loans. And it took me nine months to make my first million. You know why?

In what world? Knowing what I know today, I chose my first job. I was right out of law school. Knowing what I know today and who I know today. If my objective was only to pull myself out of this debt in this situation, how long would it take me? And so I went to the core of asking people, What are you doing today?

What do you like about it? What don't you like about it? And would it help you if and I went to the most powerful people, the people who sat in a situation I wanted to be in and ask them for help, which was the lesson, right? I told you the lesson of everything was I didn't ask anyone for help.

Developing Resilience and Success Through Mistakes

So I learned my lesson. Instead of repeating my mistake, I went and said, You know what? I know exactly how I lost all my money. I'm going to make all my money back by doing what I made that mistake. And so I had all these great people around me, and I asked them, what can I do to be of service or value?

And I went right to the core of being able to go get things and create margins by buying things and having them pre-sold. That's awesome. Did you stop being a lawyer at some point? Are you still practicing? Where does that time fit? My mom made me pass the bar. I went to law school because my mom believed doctor, lawyer, doctor, lawyer failure.

I just registered. I got that right. So I passed the bar, but I never practiced law. I got into the Internet, which led me to be CEO of Samsung's. It was a convergence device in 1999. I started in the Internet in 92 when people like my mom told me it was a fad. It would never last. Even Justice Scalia I sold legal research online and on CD-ROMs back in 92 and Justice Scalia told me nobody could ever do research on a computer, that you had to read books to do research that just shows you, you know, how people are closed minded for change.

But I, you know, worked my way in technology, utilizing my law degree in two ways. One, just myself understanding how to formulate agreements and then to also saving on my legal bills, because it was very difficult for lawyers to blow smoke up my rear end about topics they were going to charge me when I knew exactly what they were doing and how they were billing me.

What If You Were Going to do it Over Again?

It's so funny. I've always you know, you talk about if you were going to do it over again, what would you do? And I've always said one of the things I would have done is gone to law school. Now, mind you, I filled out of high school so I was nowhere near going to law school, but knowing now I would have gone to law school just because I think a I think I'd be a good litigator because, you know, litigation is nothing more than sales and negotiation.

Apparently. I can be good at that. But, you know, I think I would have done law school for that very reason. I would have been fun. So that's what business man is kind of like the real estate guys that become brokers themselves because of the money they save by being a broker and branding themselves. I will tell you that in my career, although you know, it may sound inexpensive, when I borrowed $100,000 to go to law school, I was blessed to get a scholarship to college.

But I saved more than that a year in my legal bills. Just because I have a law degree and I know how they bill be on the eastern side and knowing how to, you know, create and quantify and articulate quantify value, that's a mis a misstep for so many people. You can save a ton of money by having a law degree.

Studying and Managing Time

That's interesting. All right. Next subject. You ready for the next one? Of course. I just went to your website and read that in the next 60 days you're going to Virginia, Huntington Beach, Spartanburg, Bali, Indonesia, Indianapolis, Israel, Scotland, Chicago and Toronto doing a weekly podcast and a Friday webinar. How in the world do you do all that? And that blows my mind.

You know, it's I'm a student of time and I've been studying time for 17 years and with a lens of productivity, accessibility and gratitude, it's kind of like at the dentist, I mean the optometrist, when you have that machine with three lenses and the letters get clear fuzzy in your eyesight, I literally study, I pay attention and give intention to what I think they do believe and feel in the trajectory of what I think I want in the future with these lenses of the activities of a day, the activities I planned, activities I don't have planned.

A lot of people don't study that. The white space, the empty space of how I can utilize that when things come up that I don't have planned, how do I reprioritize and utilize that free time and then my sleep. I also sub categorize time by activity. I get paid for inactivity. I don't get paid for. So is it important?

It is that I seven days a week of activity I get paid for from coaching, speaking podcasts, TV shows, movies, all the things that I do do. As you listed off in the six weeks, I also take vacations every day, so it's a common occurrence that, you know, in the middle of the day, I'm in Southern California and I get a day that's 72 and sunny that I will jump in my 55 Ford Thunderbird, grab my wife at 1145 and drive her down to the Ritz-Carlton.

Parked my car right out front. Go up to the deck of one of the most beautiful places on earth. Have one drink a date with my wife, as if we were in Cancun or anywhere around the world and be home by 1:00 in when other people are dillydallying for an hour and 15 minutes, you know, eating their jersey.

Mike's or their P.F. Chang's or whatever they're doing. I just had a luxury exotic vacation with the person I loved more than anyone. My wife and I do stuff like that every day. We go hiking in a mountain or, you know, just sit out by the pool and it's a minimum of 30 minutes a day. I vacation every day.

And I will tell you that when you do things like this, 2 minutes a days were 2 hours on a Saturday. I'm very consistent at everything I do with the time and activities that I attribute to the time, always in the trajectory of where I think I want to be. So let me ask you this. So I I've read that one of your goals in life is to about empower a billion people to be over, over over a billion people to be happy.

Getting To Do Your Job

So when I talk about that travel schedule and all the things that you do and and and you go all over the world, it blows my mind. Are you, this is a loaded question, Are you doing this because you need to do it or is it a part of your overall goal in life? Are you chasing money or are you really chasing the and why are you doing and how does it tie back into that life goal?

I mean, I just I ask myself sometimes if I had X number of dollars, I don't know that I would ever work anymore. And it always fascinates me what drives people when they've hit these extreme levels of success and wealth to continue going, Well, I get to do it right. I'm not going to do anything that I have to do or need to do.

I get to do it. And so I spend every day in a mindset of, you know, where do I find the light, the love in the lessons of what I get to do? How can I maximize aligned with my personal experiential giving and receiving values each day? And so because number one, I am a master at travel.

So a lot of people look at that that art masters of travel. I can travel all of those places the same way and probably with the same ease that Michael Jordan could beat me In basketball, I can travel and actually my own anatomy is built for travel. I have very short legs and a long torso which is built for an airplane in my sleep anywhere.

So all of these great I have a sleep coach who helps me as well. So for me, you know, whether in where I am, I spend every day a minimum amount of time with my kids. I have three kids who are older, but I have a 13 year old who will travel with me. We just got back from the Masters.

But even to that extent, right the way that I went to the Masters last week, Tuesday is my sons, the 13 year old spring break. We went to Phenix. I had a business lunch with my son, my wife and her friend. We went to the Waldorf. I left my wife and her friend at the Waldorf. They went to the spa and shopping.

My son and I hung out together, had dinner, and then we flew to Atlanta on Tuesday night. We then went to the Masters Wednesday, Thursday and Friday with had a meet up all the different things going on at the Masters beside the Masters together. We flew into Dallas on Friday night and had dinner with my wife, who met us there.

We then he went to a dude ranch on Saturday. I went and visited friends and family with my wife all day on Saturday, and we took a private flight Sunday morning for Easter first Don, and made it to the country club for brunch with our friends and family. Spent the whole day Easter. Now my daughter came and visit us at the Masters and all these other things.

But in the interment I did, you know, business meetings, meetups, coaching, calls, all these other things. So where other people don't challenge themselves to do do it all, they would just, you know, go to the Masters and that's all they would do. We incorporate a lot of things because I study time and I get to do these things.

And when you ask, well, why do you make the money? So I don't need I don't need to make any more money. I never have to work again. It's because it allows me to shop for the reasons I want to shop. So I build villages in Africa. I am the chief chancellor of junior team and I empower young, invest investment into, you know, minorities, into women entrepreneurs, giving them the same opportunity that I got by people who gave me scholarships to college and funded my companies.

Creating Top Fortune Companies

That's awesome. All right. I'm going to be running low on time. So I got another question I got to ask when we get down here is you told me on our Instagram live last week that you are executive coach to several top CEOs in the country like Fortune 500, Fortune tortured 50. I think you said Fortune 50. Where in the world?

Yeah. And so most of my audience are we call it well-funded startup through 10 million revenue. So these are these are much smaller enterprises. The advice that you give at that level that you're dealing in is that the same advice you would give to people that are in my audience? Do they make the same mistakes, or what would you tell my people?

Or how does it relate to what you do in your world? Yeah, so two areas are the exact same. The mindset side of it and the heart set side of it identical. No difference. I, I do free Friday training with over 80,000 people registered everyone in your audience I'd invite to come I'd send my book out for free, sign it, etc. so make sure you get my email.

David It do email intercom I do group. I do group setting with start ups just like yours. And the one on one business advisory side are mostly higher echelons, but the mindset issues identical. The heart set, the emotional issues identical. Where the difference is, is the situation knowledge of the handset, the pragmatic practical advice. It differs when you're talking to someone that has a $80 billion company compared to an $80,000 or any other company because there's just tactical things that I've been blessed with over 35 years of running major corporations, understanding, for example, it does practically advice on how to deal with a board of directors is a big issue for these CEOs.

That's not an issue for an $8 million CEO. He is important. Right, right, right. Or is tied up. So but I will tell you, you know, the majority of my coaching is mindset and heart set beyond pragmatic advice. And it's identical. They they're just better at it. The guys running the bigger companies but they still have minutes and moments of the exact same.

How Do You Stay Balanced to Maintain Resilience and Success?

How do you stay balanced? You know, my wife my wife wants me to do this, but I got to finish this. And I do that type of coaching every day. That's awesome. So you know who my audience is. Give me one piece of advice for these folks to take with them. Two pieces of advice I'm going to give you about this.

So, one, stay in business. People lose sight of, you know, being in that space before I do anything else, till the day I make sure that my businesses are in business tomorrow, guaranteed. That's the once I'm done with that, then I already know I have another at bat tomorrow. So no matter else what I do, screw ups, etc., I'm guaranteed to be in business tomorrow.

Therefore I have a formula of success because as long as you stay in business, it's just a matter of time until you figure it out. The second one I've already mentioned from the beginning of the interview, ask for help in your time will be well-spent. Don't have to do it yourself. Doing your due diligence with extraordinary technology and communities that we have available to us today that we've never had available to us.

If you find every day someone who sits in the situation that you want to be in and ask them for help, you will have the aggregation, exponential reality and acceleration in a trajectory of what you want in your life beyond your wildest magic imagination. I still give myself the same piece of advice when I have failure, setbacks, mistakes, voids, shortages and obstacles.

The first thing I did is ask myself, Who could have I got? Who could have? I asked for a help so that this would have happened? Not what did I do wrong. I could have asked to make sure that already paid this dummy tax, because I know now that there's someone out there that already had been through this and all I had to do was give them a call at DRM or a LinkedIn post and say, Hey, man, I'm about to buy a golf course.

What do you think any schmo that owns a golf course would tell me, Hey, be the third owner of a golf course, never read or write stuff like that. Think about how many millions of dollars you'll save.

Concluding Our Talk on Resilience and Success

So everyone out there, take those two pieces of advice If you want more, email me David Meltzer dot com. And your staff told me that if they emailed you, you'd send them a free copy of your book. Is that correct? For shipping the book and I'll sign it. So whether you want it or not, I'll sign it. The free copy of the book just for email and David, that is awesome. Any last words for me? Just be kind to your future self and do good deeds. I promise it'll work. David, this has been incredible. I appreciate this today.

So that's going to wrap the show up. I appreciate everybody listening you can find us at WW W dot Brian will media dot com and I hope everybody comes back for the next episode of the dropout multimillionaire podcast. And remember you have to be in the game to win the game. I hope you enjoyed this episode and if you would like to get more information on either of my books, joining the Force multiplayer mastermind for my one on one coaching programs you can find me at WWW dot Brian will media dot com.

In this episode of The Dropout Multimillionaire podcast, host Brian Will introduces his upcoming book "Know As in No No: The Psychology of Sales and Negotiation" and sets up a series of upcoming episodes dedicated to lessons from the book. Will shares that he has taught sales and negotiation to over a thousand people and that the techniques he shares in the book are practical, effective, and not manipulative. He emphasizes that sales and negotiation are the same thing, and every sale is a mini-negotiation. Will believes that becoming good at sales is a skill set that anyone can learn, and it's a valuable asset in any company.


Welcome to the Dropout Multimillionaire podcast, where we talk about tactical business strategy, building high performance sales teams and growing your business. If you're ready to break free from the status quo and join the ranks of the Mavericks, the rebels and the renegades who refuse to conform and instead of multi-million dollar businesses, then buckle up, because here we go.

Welcome back to this episode of The Dropout Multimillionaire podcast. I am your host, Brian Will. This podcast is based on my bestselling book, The Dropout, Multimillionaire. However, in today's episode, we're going to start a series on my new book. The new book comes out on May 15, 2023, and it is called Know As in No No. The Psychology of Sales and Negotiation.

40 Lessons in Negotiation from a Street Smart Negotiator. Now, today's episode is primarily going to be the setup for the next upcoming series on lessons that you can put into practice literally as soon as you learn them. And it's funny, the title, this book has been sitting on my computer for 22 years. I looked at it the other day.

I started this title in 2001 when I had launched a sales organization in the health insurance field, finally decided to finish writing it as part of a new mastermind and business coaching program that I'm launching. And that's going to be called the Force Multiplier Mastermind. It's tactical business strategy to help entrepreneurs build their business. Over the last 25 years, I have taught sales and negotiation to probably well over a thousand salespeople and trainers.

And this book and in fact this series podcast is really trying to capture some of the highlights of those training courses. Now, I wrote this book for two types of people. I wrote it for salespeople and sales trainers, although I would submit to you that most things in life are actually about sales and negotiation. We were joking about this last night.

We were sitting out at a restaurant dating definitely sales and negotiation relationships. If it's not sales, it's definitely negotiation. If you're working at a job or you're managing employees again, at some level, it's about sales and negotiation. For now, however, we're going to focus on salespeople and trainers. So I do want to start out by saying the first rule that you need to understand is that sales and negotiation are actually the same thing.

Every single sale you make is a mini negotiation. In fact, if you're not negotiating price, you're negotiating with the customer on if they will or will not buy from you in either case. However, you need to understand the psychology behind what your client is thinking and how they are reacting or how they are going to react. In order for you to win that sales or that negotiation.

So the new book dives into this topic at length. Right? So I do want to clarify something before we go on. This book in the series is not about theory. It's not fluff. These techniques were actually forged in what I call the heat of battle in sales organizations all over the country. I personally lived and breathed everything, I'm telling you.

I started out as a salesperson on the street, door to door, face to face. I went into a call center and I worked as a call center agent. I built my own sales organizations. I've taught my own salespeople and then taught these techniques to sales organizations for multibillion dollar public and private companies. My sales techniques have sold billions of dollars of sales, and they absolutely will work if you follow them.

Now, that does not mean that they are the only sales techniques that work. There are others. But I'm telling you that these lessons that I will teach you are extremely effective of selling without being what I call and I hate cheesy closers or slammers. All right. I am not going to teach you how to manipulate people into doing something that they don't want to do.

It never works long term. This is not hardcore. This is what I call professional soft sell. We use human nature and psychology and the power of the right words in the right places to move people where we want them to go. I will tell you this the book in the series will make you better if you will learn it.

I also want to say this. If you can learn to become really good at sales, you will never be without a job. You will never go hungry. Every company in the world as a sales team and every company in the world is looking for good salespeople. Sales is the heart and soul of any business. Without sales, in fact, business goes out of business.

If you can learn to sell, you will always be able to find a job. Everyone will need you. Successful companies need better salespeople. Companies that aren't successful clearly need better salespeople. You don't need an education. You don't need experience in a particular product line. Product knowledge can be learned very quickly. What you do need to succeed and make a lot of money is an ability to sell.

It's an ability to move people to make things happen. And this is what I can teach you. This is a skill set that you can learn if you're willing to listen and if you're willing to learn. So today's number one lesson in negotiation is this. Every sale, no matter how big or small, is a negotiation. If you're going to be an effective negotiator, you need to learn the psychology behind what your clients are thinking.

You need to learn to be a good negotiator before you come up against a good negotiator, because if you don't, they will absolute only eat your lunch. So that's the setup. The next set of podcasts will be on individual lessons. If you want to learn more, you can get a copy of both of my books. The first one is called The Dropout Multimillionaire.

37 Lessons in Business on How to Succeed with No Money, No education, and No Clue. And the new book is called Know the Psychology of Sales and Negotiation. And it's 40 Lessons in Negotiation from a Street Smart Negotiator. You can find all this at WW dot Brian well media dot com everything is there books podcasts my blogs. And finally if you want to learn more about joining the force multiplier mastermind and or my business coaching program go to the website and drop me a note.

My coaching is very tactical in nature. No theory, no fluff. This is where you break down your business and show you how to make it and you better. That's it for today. Come back for the next episode. The Dropout Multimillionaire podcast. Hope you enjoyed this episode and if you would like to get more information on either of my books, joining the force multiplier mastermind for my one on one coaching programs you can find me at WW dot Brian will media dot com.

Join host Brian Will as he dives into the secrets of success with David Meltzer, the Co-founder of Sports 1 Marketing who formerly served as CEO of the renowned Leigh Steinberg Sports & Entertainment agency, which was the inspiration for the movie Jerry Maguire.

Cover art for the podcast "Pole Vaulting to Success" with David Meltzer on the Dropout Multi-millionaire Podcast


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Who doesn't like talking about money?


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