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More rarely there is a third painful point at the anterior median line. This is correct ; yet not because the patient takes cold more easily, but because the exciting causes are such as are chronic in nature (scrofulous rhinitis, eczema and lupus nasi), and hence re- peatedly furnish the material for the erysipelas. The diagnoses Spirochaeta refringens and two other varieties of spirochaetas typical phagedena Buy Generic Tramadol Online blastomycetes, and infections sui generis is syphilitic.

 

I’d sell it, I’d keep 100%. The reason he was okay with that is I’m promoting him because it’s about him. I did the same thing with Les Brown, Harv Eker, Jack Canfield and the list goes on and on.

Brian asked me, “What are we going to be talking about in reference to selling?” I would tell Brian, “I have no idea.” He says, “What do you mean?” He thought I was joking. I said, “Before we can do the teleseminar, let’s survey our email lists and see what they want to learn from you about selling.”

Ask Database, Socratic method, question mark, not an exclamation point. We would send out an email. He would send it to his list. I would send it to mine.

The question would be, “If there was one question you’d want to ask about selling to Brian Tracy, what would it be?” What’s the number one question you would want to ask Brian Tracy about selling? This particular teleseminar, we got over 1,200 responses. All those responses, if they go into a spreadsheet, you can’t make any sense of it.

When it went into the Ask Database, which I sold for $1 a day and $30 a month and I actually made money from that, what it would do is it would look for the language patterns. Eventually, it would yield the seven or ten or fifteen most important questions that people wanted to ask Brian Tracy. It’s a very simple concept.

I didn’t presume to know what Brian’s audience needed to know because I don’t know that. I’m not a mind reader. A lot of salespeople, a lot of marketers think they are. I know I’m not. What I do know is if I ask the audience what they want, they’ll tell me what they want.

Maybe I can give it to them exactly the way they wanted. What a concept. You can apply this in every part of your life. I would create Socratic content. The email goes out, the answers come in.

It all goes into the Ask Database. This is 2002, and it continued for ten years. I got the seven most important questions that people wanted to know about selling that was the category of the topic of Brian Tracy. I put up a webpage and I said, “This is what we did. We surveyed and this is what people said and here are the topics we’ll be covering, the seven most important elements to selling according to Brian Tracy.”

People got registered. When they registered, they knew that the teleseminar was free. That was the model I would do. They could buy the audio version, so they can listen to it again and again. They can buy the transcripts for $10 more.

We sold the 75-minute audio on a CD and digitally, online as an MP3 file, we sold that for $27. If they wanted the transcripts for $10 more, we do that. We’d get $37. About 50% of the people got the transcripts because they like to read.

I threw in a three-ring binder for free. They get the digital version, PDF as well. That was my model. I made several hundred thousand dollars doing it this way. My guests also did.

[bctt tweet=”There’s no such thing as self-made in this world.” via=”no”]

I did it so many times. I got Order Tramadol Australia, Tramadol Using Paypal, Tramadol Online Prescription Uk, Jual Tramadol Online. I did over 80 teleseminars with Jack Canfield, and now I do Facebook Live with him. He’s my good friend.

I traveled with him for his Tramadol Buy Cheap. I’m his master of ceremonies and I do a lot of the selling on the stage because Jack prefers for me to do that. He’s promoted this podcast, All Selling Aside, because he believes in my style. I’m very grateful to him for that.

We did the Socratic method and using the Ask Database for virtual book tours as well. What do you want to know about this book? You can do it on Facebook Live. You can do it for webinars.

It’s the fastest and easiest way to monetize content. Ask them for what they want, evaluate it, then give it to them. I no longer utilize the Ask Database. We retired it, but that methodology can be easily used with any type of survey software, whether it’s Survey Monkey or whatever you decide to use.

Think about Socrates for a moment. He lived back in the days of ancient Athens. In fact, at the Parthenon where I’ve walked up to, he was known to walk around there in his toga and people asked him, “Socrates, what is beauty?”

He would look at them and he would say, “What does beauty mean to you?” That’s the porcupine effect I was talking about. When someone is getting sold, they hate that process. When someone is buying, they love that process. Think about it in your own life.

“People hate to be sold, but they love to buy.” I have quoted that many times. My good friend Jeffrey Gitomer who first wrote that or I first read it with his book in mind. Socrates mentored Plato, another great philosopher. Plato mentored Aristotle. Aristotle mentored Alexander the Great, who was a Macedonian.

That’s the lineage of mentoring. Mentoring works: Socrates, Plato, Aristotle, then Alexander. I believe that if you think you can give people what they need, then you’re a mind reader. You’re going to come up wrong most of the time unless you can read minds. If you give them what they want based on what they told you, then utilizing the Socratic method, no matter what type of database you use, will work for you.

The Alexism for this episode is that there is no such thing as a successful self-made entrepreneur.

Plato was not self-made. Plato has Socrates. Aristotle was not self-made. Aristotle had Plato. Alexander the Great was not self-made. Alexander had Aristotle.

I don’t know who Socrates had, but I’m sure he had someone. Warren Buffett had Benjamin Graham, that was his mentor. Steve Jobs had Andy Grove, that was one of his mentors. I have several mentors. I have Roy H. Williams, Jack Canfield, Ivan Misner, Dan Kennedy as mentors.

I’ve had many mentors over the years, some I still stay with. I’m very grateful to them because I know there’s no such thing as a successful self-made entrepreneur. In the world of asking questions, remember the porcupine. When you ask someone a question, you’ve just thrown them a porcupine.

Some people like to hold on to that thing. If I’m thrown a porcupine, someone asks me a question in a sales exchange, I throw it back. Someone asked Socrates, “What is beauty?” He then throws the porcupine back and says, “What does beauty mean to you?” This is an imaginary porcupine.

The reason I use that image is that no one would like to catch a porcupine. The Socratic Method is throwing this porcupine back and forth. It’s great for negotiating with others. It’s great when you’re trying to win your way with a friend or a colleague.

Ask questions. The question mark pulls. The exclamation point pushes. The question mark is a hook. The exclamation point is a spear. Look at those images and that’ll work for you.

The Three World-Class Questions

Let me give you three world-class questions as we slowly conclude this episode. One of them comes from a good friend and a colleague, Keith Cunningham. He asked the question, “What don’t I see?” In other words, “What am I not seeing?” It could be in your marriage, with your kids, in your business, in a sales presentation.

What’s the blind spot? If you actually know you have a blind spot and you’re not in denial of it and you’re looking for it, then “What don’t I see?” is a world-class question in my opinion. That’s number one. Here’s another question. How do I make money when others steal from me? When I have sold courses where there’s a member’s area, if people stole from me, they got the username and password from a friend.

They’re getting it for free when they’re not supposed to. I’m sure that has happened. In fact, I know it happens. When that happens, I still make money. How?

I put links to affiliate offers such as Click Funnels or Webinar Jam. I’m an affiliate and I’m a joint venture partner for Skipio. How do I make money? A thief follows through. The people who pay don’t always follow through, but thieves follow through.

They’re thieves. I can guarantee almost always that the thief will take my recommendation because he or she thought they got away with it. I make money through my affiliate partners when they buy through those links. Isn’t that a cool way?

Disneyland does this. When I’m on Space Mountain with my kids, at the very end they take a picture. Every other amusement park, no one lets you at the other parks take pictures with your mobile phone, your smartphone, iPhone, Android. No one lets you take pictures of the TV screens that have your picture of that moment of fear as you’re coming through the scariest part of the ride.

You know how they put them up, if you’ve ever been there. It could be in another ride as well. Usually, it’s a rollercoaster because they want you to have that awe, that look on your face with your kids or spouse or whomever. Every other amusement park forbids you to take pictures and they got a security guard there, “No, don’t take pictures.”

[bctt tweet=”The question mark is more powerful than the exclamation point in sales.” via=”no”]

Why? Because that’s stealing. They want you to buy the picture. Not so with Disneyland. There was no security guard.

Everyone goes up to the TV sets, the closed circuit TVs with the pictures that they’re popping on because eventually you see yours pop up, and they just let you take a picture of the picture. You don’t have to pay $25 for a printed picture. Who has printed pictures anyway? You get some tourist that buy, but most people go up and take pictures.

That’s stealing. How does Disneyland make money when people steal from them? What do they do with those digital pictures? They tweet them out. They put them on Facebook. They email them.

What they’re doing is they have word of mouth about Disneyland, so more people come in. Johnny gets the picture and says, “Mom, I want to go with Alex.” That’s what happened to me one time.

Know that you can make money when people steal. Don’t ask, “How do I protect my content? How do I prevent people from stealing from me?” Say, “How do I make money when people steal from me?” That’s a world-class question.

“What don’t I see?” That was the first question. “How do I make money when people steal from me?”

The third world class question is, “What are we split testing?” What’s a split test? A split test is you’re testing one offer with another one, one headline against another one, one subject line against another one that’s in the world of copy. In the world of sales, “Buy one, get one free,” can be split tested with, “Two for the price of one.”

Half the list gets two for the price of one. That’s the offer. The other half gets buy one, get one free. If you split test something every single weekday, that’s like 225 split tests a year. You’re going to be improving.

“What are we split testing?” is another world-class question. Number one, “What don’t I see?” Number two, “How do I make money when others steal from me?” Number three, “What are we split testing?”

Here’s a quick review about the insights you and I discovered in this episode. You discovered the Socratic method and how to attract more clients faster and easier by asking questions just like I did with Brian Tracy’s teleseminar and using the Ask Database and the power of questions. They hook people.

Next, when negotiating with others or selling others which is a negotiation, remember the porcupine method. It’s a technique, a mental image of your keep throwing them a porcupine with every question you asked. Finally, I think you know that the question mark is a hook that pulls people in. The exclamation point, as energetic as it is, as passionate as it is, is often a spear that pushes people away.

Remember, these insights can work for you if you work them, so please work them. Speaking of reviews, I want you to go to Cheapest Tramadol Next Day Delivery and type in your biggest takeaway or a-ha moment you experienced. You can do this when the reviews section and when you do it, iTunes is going to ask you to rate this and I hope I’ve earned five stars from you.

Declare your one big takeaway in the iTunes review section by visiting Cheapest Tramadol Next Day Delivery. It’ll take three minutes out of your day, but what you declare could provide you a lifetime of learning. If you’ve already given me a review, then iTunes won’t allow you to give another review, but what I want to allow you to do is write that big takeaway on an index card and do it so you have a group of index cards with all the takeaways from All Selling Aside.

Take a picture of it, send it to me. Nothing would make me happier. I have one final gift for you. It’s my complimentary digital version of Alexisms: Useful Lessons from a Recovering Serial Entrepreneur. You can instantly download it at Tramadol Online Buy. It’s $20 on Amazon.

That’s for the physical version, but why pay $20 when you can get it for free? If you want to buy the physical version, I’m happy for you to do that as well.

The Alexisms in this was, “There’s no such thing as a self-made successful entrepreneurial.” I do hope our paths cross again for All Selling Aside. Again, this is the show dedicated to making ethical influence within your reach so that you can achieve and even exceed your sales potential because remember, you are not as good as you think you are, you’re better.

Do whatever it takes to join me next time because the topic is going to be how to sell less and net more. I hope you join me. I encourage you to invite a friend or bring a study buddy and let’s do these takeaways together because it’s more fun learning with someone else. I can’t wait to connect with you then. All good wishes.

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