# 1 SIMPLE mental technique that will SKYROCKET your sales... ## Метаданные - **Канал:** Alex Hormozi - **YouTube:** https://www.youtube.com/watch?v=42SOlVhDwWE - **Дата:** 23.06.2021 - **Длительность:** 8:25 - **Просмотры:** 211,433 ## Описание Download your free scaling roadmap here: https://www.acquisition.com/roadmap-yta92 The easiest business I can help you start (free trial): https://www.skool.com/hormozi Business owners: Want to scale faster? We provide in-person advisory for companies doing at least $1M per year: https://www.acquisition.com/workshop-yta92 If you're new to my channel, my name is Alex Hormozi. I'm the founder and managing partner of Acquisition.com. It's a family office, which is just a formal way of saying we invest our own money into companies. Our 10 portfolio companies bring in over $250,000,000+ per year. Our ownership stake varies between 20% and 100% of them. Given this is a YT channel, and anyone can claim anything, I'll give you some stuff you can google to verify below. How I got here… 21: Graduated Vanderbilt in 3 years Magna Cum Laude, and took a fancy consulting job. 23 yrs old: Left my fancy consulting job to start a business (a gym). 24 yrs old: Opened 5 gym locations. 26 yrs old: Closed down 6th gym. Lost everything. 26 yrs old: Got back to launching gyms (launched 33). Then, lost everything for a 2nd time. 26 yrs old: In desperation, started licensing model as a hail mary. It worked. 27 yrs old: "Gym Launch" does $3M profit the next 6 months. Then $17M profit next 12 months. 28 yrs old: Started Prestige Labs. $20M the first year. 29 yrs old: Launched ALAN, a software company for agencies to work leads for customers. Scaled to $1.7mmo within 6 months. 31 yrs old: Sold 75% of UseAlan to a strategic buyer in an all stock deal. 31 yrs old: Sold 66% of Gym Launch & Prestige Labs at $46.2M valuation in all-cash deal to American Pacific Group. (you can google it) 31 yrs old: Started our family office Acquisition.com. We invest and scale companies using the $42M in distributions we had taken + the cash from the $46.2M exit. 32 yrs old: Started making free content showing how we grow companies to make real business education accessible to everyone (and) to attract business owners to invest or scale their businesses. 34 yrs old: I became co-owner of https://Skool.com, which is a platform for people to build communities online, making a living doing what they love, with people like them. 36 yrs old: I did a $106M book launch selling 3.6M copies of my $100M Money Models book, in 72 hours, breaking the Guinness world record for the fastest selling non-fiction book of all time. Today: Our portfolio now does $200M/yr between 10 companies. The largest doing $100M/yr the smallest doing $5M per year. Our ownership varies between 20% and 100% ownership of the companies. Many of them we invested in early and helped grow (which is how we make our money - not youtube videos). To all the gladiators in the arena, we're all in the middle of writing our own stories. The worse the monsters, the more epic the story. You either get an epic outcome or an epic story. Both mean you win. Keep crushing. May your desires be greater than your obstacles. Never quit, Alex DISCLOSURE Information shared here is for educational purposes only. Individuals and business owners should evaluate their own business strategies, and identify any potential risks. The information shared here is not a guarantee of success. Your results may vary. Copyright © 2025. ## Содержание ### [0:00](https://www.youtube.com/watch?v=42SOlVhDwWE) in this video i want to talk about how to close a higher percentage of deals and how to close more deals overall and it's all sent around a single ### [0:05](https://www.youtube.com/watch?v=42SOlVhDwWE&t=5s) The Belief Continuum concept which is the belief continuum all right and so if you think about this visual that i have right here so you've got your salesman here and you've got your prospect here right and you see this bubble that i put over head the prospect has no bubble inside it's completely empty and they might have a negative bubble as well and then you've got the salesman who's got his belief bubble so many people like to think like do you believe in what you are selling right they ask the question as though it's a binary answer yes or no i believe or i don't believe but it would be much more accurate to say to what extent do you believe in right because belief is not a binary question it is a continuum it is how much do you believe in what you are selling because if you thoroughly 100 believe with all of your heart and mind that what you are selling is true i guarantee you that you will sell significantly more and so what i want to show you is these two equations that i wrote down as simple equations for how to actually sell many people focus i would say a disproportionate amount of people focus on the skill of selling and there absolutely is a skill to sales you have to know exactly what to say how to say it but you can shortcut that path to success by having conviction and the way that you have conviction is by a dramatically understanding the needs of your prospects so that when you are talking to somebody you know exactly what their problem is so that if your product perfectly matches their problem you can have conviction in order to sell it most salespeople don't even listen to the prospect at all and simply want to deliver their pitch which inherently means that they can't believe in the product that much because they're not even thinking about whether it solves the problem for the prospect because you can't be convicted that it's going to solve the problem if you don't even know what the problem is and so they haven't taken any time to understand the prospect most sales training is currently focused on educating salesmen around the product when it should be most time focused on educating the salesmen around the prospect and their problems not the product all right key understanding shift that has to happen when you're educating a sales team and or yourself especially if you're entering a market that you are not the avatar right one of the reasons that many successful businesses happen from somebody who suffered from a pain and then went to go solve it for themselves and then ended up solving it for other people is because they desperately and they so clearly understand the thoughts needs and pains of the prospect and they know how the product solves those problems the first equation here is for increasing closing percentage and so if it's you that's selling or if it's a sales team that's selling it's the skill of sales multiplied by the extent to which you believe it is not yes i believe no i believe this number can be a hundred right and the thing is that i believe that this number of conviction can grow far higher than what skill can give you can be a very skilled salesman but let's say the skill of sales is one to ten right i'll put this on here so who can see it let's say your skills tails can be one to ten i believe that your skill your beliefs around conviction can be one to a hundred right so even if your skill of sales is a two you could have a hundred belief and i guarantee you that you will close because people can sense whether you believe what you are telling them is true and they believe that what you are selling them is going to solve their problem right and so most people most sales teams most sales managers do not focus enough on this bubble which is conviction which ### [3:15](https://www.youtube.com/watch?v=42SOlVhDwWE&t=195s) Conviction is this part of the equation right if you think about what sales is it's fundamentally a transference of belief and so how can you transfer an empty cup a cup that is only one third full into another empty cup and expect it to be over the threshold of the amount of belief that's required for a prospect to make a purchasing decision of course not right and so we still try and get the person to say a certain thing or pause in this way or have this tonality or this emphasis and that is important right and there's definitely a place for that you have to have the basis of sales in place but a much bigger lever that is often and most underutilized or unutilized at all is the conviction or the extent to which the salesman believes in what they are selling and to what extent it can help solve the prospects problems all right and so that will influence the closing percentage of an individual or team the second piece is going to be the work ### [4:08](https://www.youtube.com/watch?v=42SOlVhDwWE&t=248s) The Work Ethic ethic right so a lot of people have probably seen really good closers versus really bad closers based on their closing percentage but also total number of deals closed personally when you have somebody who has really high work ethic then they can make up for a lower closing percentage by having more activity so that means that they are following up with their pipeline faster more times right they are reaching out to people on their own in their own time to give themselves more opportunities and they can compensate for a lower closing percentage by simply having more at bats right and so if you think about the expert salesman as having these two things together which is you want to have a high closing percentage and lots of units sold all right and so there's three variables here you've got skill you've got conviction and you've got work ethic but conviction counts twice because if you believe that what you are selling is genuinely going to help people you will follow up faster you will fall more religiously you will follow up as though you were trying to help someone and so let me ask you this question as a is a good mental thought process if you could go back in time let's say five years and you could talk to yourself and say hey i want you to put a hundred percent of the money that we have right now mind you couldn't tell the person that is you your past self that you are you in the future right so you can't say anything like that but in this thought experiment and you went back in time and you said hey we've got this money in the bank account i want you to put 100 of money into this thing called bitcoin or hey i want you to put 100 money into something called amazon i want you put all that money into tesla or whatever right something that blew up over the last five years all right if you were to tell yourself that let's say you were talking to you and you were like um i'm good thanks right how many times would you follow up with yourself to get yourself to do that thing or do that action or make that investment a lot and it's because you truly believe that it would solve your prospects problem and you have pure conviction that what you are selling them the investment the opportunity that whatever it is 100 going to work think about how you would approach that how many times would you follow up how convicted would you be when you spoke would you even be focused on the skill of selling or would you be focusing on how true what you say is and if you can make that perspective shift and if you're a sales manager and you're trying to manage a sales team i would implore you to focus way more of your time around the thing that counts twice in the equation of selling and creating great sales people which is the belief to which the extent the extent to which they believe what they are selling and to whom they are selling then boring with the uh the monotony of the skill which don't get me wrong it is very important to sell there's lots of videos that you've probably heard where i talk about the skill of sales but i think when you rate this and you were in a forced multiplication standpoint i don't think that they are equated i don't think they are equivalent right and the proof that i have in this is that if you look at every single religious you know movement you are selling something very hard to sell which is a completely new frame of view around the world the people who believe this many times they don't train them in the skill of selling they just get them to believe wholeheartedly in what they are selling right and so if your salesman and your sales team are not drinking the kool-aid quite literally of the products that you sell or the services that you sell then that is your problem not whether or not they are clarifying the problem the beginning now they should because they should be listing and they should believe they want to should make sure that the the prospect is going to be best served by this right but big picture if you fix this everything else will happen and i'll tell you this is the one last story around this if you believed wholeheartedly in the solution that you are selling would you not then spend lots of time honing your skill probably because you would want to help more people because you believe in the thing that you were selling them right you would you not if you believe in this thing wholeheartedly follow up with as many people as possible be quick to respond because you know how much it's going to change their life probably and so i think that just like simon sinek says start with why i believe that the skill of sales is fundamentally a transference of belief and we do need to start with why for salespeople because it is not a question of whether or not they believe it is an ext it is the question of to what extent do they believe and if you can get that to 100 you will never have problems selling ever again so hope you found this valuable click subscribe lots of love and i'll see in the next video --- *Источник: https://ekstraktznaniy.ru/video/16661*