# Close High-Ticket Sales By Saying "NO" ## Метаданные - **Канал:** Alex Hormozi - **YouTube:** https://www.youtube.com/watch?v=ETEFhDICm5o - **Дата:** 22.04.2021 - **Длительность:** 7:18 - **Просмотры:** 145,677 ## Описание Download your free scaling roadmap here: https://www.acquisition.com/roadmap-yta67 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-yta67 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=ETEFhDICm5o) Intro what's going on everyone alex ramosa here founder of jim launch allen prestige labs and owner of a couple other companies um and today i'm going to talk to you um about how to sell some stuff all right so there's um there's three types of questions um i think i've talked in other videos about how um how to structure your sales conversations but i haven't talked as much about the nature of the questions and the types of responses that you're getting right and so in a sales process right you're you have some questions that are going to be mining questions that's trying to extract information from the prospect and the remainder of the questions are questions to get agreement right so you're going to put a proposition out there and ask for agreement right and if you get enough agreements it's going to be natural that they're going to want to move forward working with you now the way that you structure these ### [0:45](https://www.youtube.com/watch?v=ETEFhDICm5o&t=45s) Structure Questions questions all right i would say that you have yes-based questions you have um neutral questions and then you have negatively inclined questions all right first time i heard about this from chris voss he's the guy who does the um he wrote the book never split the difference really interesting stuff um and so a yes-based question would be like sound great yes that sounds great right a neutral type of question would be like fair enough does that sound fair does that sound reasonable to you right they'd be like well that sounds reasonable now it's still technically a yes-based question but the question that we're asking has a neutral tone to it all right because we're not saying hey is this the most amazing thing you've ever heard of like do you think this is the most amazing program the amazing product like blah that's asking a lot of someone right for them to agree to that so that would be a harder yes to get it's easier to get something like a reciprocal yes which i would say someone says you know that's a lot and we say no worries what if we did this fair enough they say well he made a concession that sounds fair or if we did this does that sound reasonable that's not like a fair expectation yes it does great and then you can go to close the sale and if you've heard any of my past sale stuff one of my favorite closes which i got from jordan belfort um is fair enough right ### [2:00](https://www.youtube.com/watch?v=ETEFhDICm5o&t=120s) No Base Statements i just love this clothes so much because it's like fair enough right you make a concession fair enough and so many times we were like well they made a concession and i'm a reciprocal human being it's very hard for me to deny this request and say yes i do believe it's fair and then you say boom then let's move forward right but this is one that i learned very recently um that i really like and i when i look back through my actual conversations i do this and that's why i think it's so interesting because i'll i'm gonna be i'm gonna level with you really quickly all the people that i know who teach sales are natural born salesmen which is interesting right they're natural born salesmen i don't know a lot of people who teach sales who weren't naturally very good at it quickly right um and so there are some things that people naturally do because they've had a lot of experience doing it and usually you get because when you start doing it you get enough success that you can steamroll right um and grow and get a lot of volume and then once you do lots of volume then you can master at it but you had some sort of inclination or proclivity towards the skill all right um that being said it doesn't mean that anyone else can't become a great salesman it just means you might have to have more reps to get there now that being said no base statements this is actually where you you go in opposition right and so the reason and the psychology behind this per my understanding and it makes complete sense to me at least is that people feel safer saying no people feel like they retain their autonomy they feel like they're at ease it's harder especially like you think about decision fatigue at the end of the day people don't want to be responsible or anything they don't feel vulnerable to saying yes and agreeing to something right instead they prefer to say no and stay safe right but if you phrase your questions properly you can get people to say yes by saying no which is one of the most powerful sales taxes i shared in a different video where richard schwartz taught me how to get someone to say yes by saying no hey you don't want anything else do you no i and by doing that they got 95 of people to take an upsell all right now no base question this is something like would you be opposed to moving forward today would it be completely unreasonable for us to get started at the end of this conversation um would it be a completely would it would be completely out of left field for me to say that we should start you know start working together today um so it's all of these would you be opposed to would you be against would it be unreasonable right all of those things are no based kind of antecedents or sorry precedence that that lead into a no base question and so think about this if i said and i'm going to give you the same kind of scenario here if i'm trying to get my wife to go where i want to go to dinner right because cheesecake factory the finest establishment in the land all right count it get the cajun chicken little so you can get them half grilled and half uh half a half right and get the sauces from the thai lettuce wraps anyways um if i say hey babe you want to go to uh cheesecake factory she might be like well no i don't want to go to cheese factory right or like i'm not really sure right now if i switched that and i said would you be against going to cheese factory well i'm not against going to tca factory and i'm like great let's go and so that's the beauty of a no base question see how different it free it's phrased right and if i say hey you excited to move forward today that's a yes right it's harder to get someone to say yes i'm excited before today would you be opposed to moving forward at the end of the conversation no i'm not opposed to moving forward great and we get the sale and so this is really interesting because um what i find because there's lots of uh literature on you know getting people to say lots of yeses and trial closes and things like that throughout the sales process but in my mind these are all still ways of getting agreement which is the goal so it's simply using psychology in terms of how people like to respond to things how they feel in the moment of you know saying yes makes them feel vulnerable saying no makes them feel safe and leveraging that now that being said it doesn't mean every single question you have to ask has to be a no based question but i think if you can rephrase a couple of the key milestone questions that you have in your sales conversations or if you feel like you're kind of closer to the edge with someone leaning towards a no based question i think is something that natural salesmen do well automatically like is it unreasonable for us to move forward today right would you be opposed to moving forward today would you be opposed to knocking out the paperwork should be opposed to are you against xyz right oh no i'm not against it all right let's rock and roll right um all of these are still ways to get questions and so i think that in some of my sales scripts right now we're going to be shifting from fair enough clothes drive is so wired in my brain from doing it so many times um to some no based phrasing uh because it's easier to get agreement with prospects especially even if they're kind of fatigued at the end of the day or which is when people are less likely to want to say yes to things um counter example there could be decision fatigue and they just want to say yes to get done with it right depends on the size of the purchase but anyways i hope this was valuable for you in terms of phrasing behind the questions obviously this is not for mining based questions where you're trying to extract information from someone um and to better understand this is really where you're trying to get agreements um towards milestones to work together all right so i hope this made sense keep being awesome lots of love i'll catch you guys soon bye --- *Источник: https://ekstraktznaniy.ru/video/16686*