How To SELL A Product - Sell ANYTHING TO ANYONE | Dean Graziosi & David Meltzer

Don't just love what you do. Like be obsessed with what you do. If your sales aren't working and you're afraid to talk about what you're doing right now, I'd say hit pause and go look at your service and ramp it up another 20, 30, 40%. Welcome to the Dean Graziosi show. All success starts right here.

Well, if we are suckers, if we're people who will buy things, this guy can sell ice to Eskimos. He's one of my heroes, mentors. He is incredible. I can't believe it's taken me this long to reconnect with him. Last time I saw Dean, we were having dinner with another friend and mylette. And I'm going to start off, dean, I have to tell you, changed my life. Because before I had dinner with Dean, I've been fighting with my team about selling things. And they, you know, they were taking a very high end approach saying, dave, you can sell ice to Eskimos, you're a great salesperson, but you can't sell off the stage. Dave. This would be degrading, discrediting, you know, And I love the fact because I asked Dean straight out, man, how do you sell so well off the stage? Aren't you where? And he asked me a question. It changed my life. He said, david, have you ever bought Tony Robbins stuff? I said, yeah, of course I did. And he said, I bought the cassettes. I used to carry them in my trunk. People don't know what cassettes are. Go Google it anyway. And he said, how'd that work out for you? I said, changed my life. Those cassettes still, if they work somewhere, I probably would still listen to them. I just don't know where to play them anymore. But it changed my life. And they said, have bought anything else? I said, Dr. Wayne Dyer off of PBS, I bought everything. He had power of intention. He said, how'd that work out for you? I said, change my life? He said, quantitatively, how did it work out for you? I said, I've made millions and millions of dollars because I bought that. He said, really? He said, you're cheating everyone if you think your stuff is equal to or even close to equal to Wayne Dyer or Tony Robbins. Why aren't you giving it to people to make those millions? And it changed my entire perspective of how I do business because I took this humanit philanthropic. I'm going to give away everything. I'm cheating people by selling to them. And when I realized I was cheating them by not selling to them, by not Giving value to them then. And I swear, Dean, my business has taken off and more people thank me for selling them. My private groups and my one on one stuff and my programs. I still give away stuff to people who can't afford it as you do. But I want to thank you just to start off, of teaching me a lesson of value.

And.

And I have talked to so many people. Your real estate courses, your podcast, the stuff you do with Tony Robbins, all has great value. So my first question to you is, how do you determine what that value is? Because some of your programs, you know, are life changing. And you pay for them. They're very expensive. So how do you determine the value of all the different programs that you're doing?

Well, first off, what's up? David? Good to see you, man. It's been too long. I appreciate the kind words. Blaine. Nice to meet you.

You as well, Dean. My wife, Cynthia Kersey says to say hello to you.

Tell her I said hi. Tell her I said hi. Well, it's good to be here with you guys. David, I see you all over the place, man. I love it. I know it's been a while since we connected. You know, here's the thing. First off, I'm glad that that stuck with you, because really, and everybody has to realize this. Selling is service. As long as, you know, you're providing value. If you're selling drugs or you're selling gambling to a gamble, a problem with a person that's got a problem with gambling, or you're selling a shit, excuse my language, car to someone, and it's a lemon. Selling is bad, right? Selling is bad. But if you're providing something. Tony Robbins changed my life 25 years ago. If that guy didn't get my credit card off of an infomercial, I may have been successful, but I'd never be the man I am. And probably the same as you, David. He course corrected my thinking. Like, I had the effort, the energy, the grit, the grind. I knew I wasn't going to be broke like my parents.

I.

But I was all messed up in here. When I got Tony's course, it gave me a new trajectory. I realized I had all these limiting beliefs and stories that someone else gave me, and I was, like, freed. And then I went down the same path as you. Wayne Dyer and Eckhart Tolle and Deepak Chopa and Dale Carnegie and Earl Nightingale. I'm like, oh, my God, thank you. Right? And I cut checks to them. They gave me knowledge, and I exponentially grew my life. And I'VE just lived by that philosophy, especially in the last decade. And I think everybody should really think about this. If you love what you do so much that you know it helps people, you're doing a disservice to them by not getting their credit card. Because the only two things that can happen is they don't get David Metzler and they don't get what you have to share and they go try to figure it out on their own. They fail and they retreat and they go back to a life they hated. Or you get someone who doesn't care as much as you, David, because I know how much you care. We had a deep conversation and someone else who is good at sales with a crappy product gets their money and they have the same result. They try and fail and go back to who they are. So I guess the easiest thing to say, and I'm digressing here from what your question is, but just whatever it is that you do, especially in a time like this, when the world is insecure, the world is uncertain, the world is scared. Double down on what you deliver. Double down on the love, double down on the deliverables, double down on the customer service. And then double down on your influence to get people to say yes. Because you know, you, you're changing their life. And when you do that, the days of feeling like, oh, I'm on stage, I gotta ask for the money, that goes away, you get to say, oh my God, I get to get them enrolled in a bigger life. And all of a sudden, instead of backing up on the stage and cowering and putting your head down, you're getting even bigger. And I think I'm glad you heard that in our short conversation, David. So as far as pricing goes, it's funny, I just did a training on this today with one of our groups, and if you think about pricing, a lot of times you got to look at it. Russell Brunson calls it this, and I've done it forever. Done it before Russell, he was in high school when I started doing this, but he calls it a value ladder. And you got to think about what a value ladder is, right? Tony and I, next year are going to launch a $250,000 a year mastermind because we got a list of people mile long that want to pay him a million or pay me. And we can't. So we can't. We don't have time for it. So we're going to launch a high end mastermind. Well, that's insane. That's for the highest level people that want personal access, right? But sometimes I share that same information in our $20,000 coaching program, and I share that same information in our $2,000 KBB course. And I shared some of that information in my $7 book, Millionaire Success Habits. And I share some of that same information on my free podcast, my free Instagram, my free YouTube, my free LinkedIn. Right? So sometimes you're shooting sharing the same knowledge, but you're sharing it deeper and sometimes more in person. If someone's paying 250 grand, they're going to spend three different times a year, they're going to be with Tony and I for three days, right? If you spend, you know, so the one thing to share is, and there's a lot of answers to this question in that value ladder, is if you want to deliver massive value to people, don't hold back, don't feel like you have to save some for the next thing. Sometimes I'll do an hour long podcast and, and give everything away. But sometimes when you give everything away, people are like, not sometimes, most times like, oh my God, if David Dean Blaine gave me so much here for free, imagine what I'd get in this book. And then they get my book, like, holy crap, this guy's got depth of knowledge, depth of wisdom. What would I get out of his $50 a month program? And then all of a sudden they're like, this is so good. What about his $2,000 KBB program with Tony? Oh my God. And then they get that. And everything they need is in there. But some of those people who also need their handheld and come to a mastermind and need accountability, right? Some kids could get the college books and don't need a professor. Somebody else needs the college books, the professor, the homework, the accountability, answering the questions to carry them across the finish line. So sometimes it's not really like we look at it as how to charge, but really it's about delivering value everywhere and wherever they come in. Some people come straight to kbb, some people, some people start with Instagram, then they go to my podcast and then they jump over to a book, right? And they go up the ladder. So the thing I'd say is, no matter where you start, don't hold back. Those are like, that's the 80s when I first got in, like, the 80s was all about, let me give you the three secrets to winning. Here's number one, you want the other two, get my buck. It's like today's world, you're like, piss off, right? In today's world, when you tell them you're gonna give them three things for free, give them six, because they want 9, 10, 11, 12, 13, and they'll go up the ladder with you. I hope that makes sense.

No, it really did. I got to. I hate data rub, but I have to get this off my mind. The whole strategy I started with after I met with Dean was I came back to my team, I said, you know what we're going to do? Let's see what everyone else is charging for. And I'll give it for free, so they'll want deeper access and more personal access to me and eventually pay for it. And I still, I look at the Internet, see what people are charging for, and I see if I can afford to give it for free, like sending my book and paying for shipping, that's probably the best marketing and help that I've given to people because nobody else does that. But go ahead, Blaine.

I'm sorry, I do that too. It's our book. We both send it out anyway. We call this show the soul of business for a reason, and partly it's predicated on our take on. My take specifically on what the purpose of a business is. The purpose of a business is to uplift the experience of being alive on this planet. Period.

Period.

That's the purpose of the business. If I'm selling my product, if I'm not making it available in some way, shape or form, I am not fulfilling the sole purpose of my business. And I mean, I love the way that you position that, Dean. Yeah. I was talking to my friend and really, really good friend and mentor, Bob Proctor, not too long ago about this. And, you know, and Bob loves to sell. And his whole rationale behind it is, if I'm not selling, I'm not making a difference in people's lives. You know, literally, period. The end. I. I can't make a difference unless people have access to what I bring to the table. And whether that's free, whether it's incrementally priced, however it is structured. But the purpose of business is to uplift the experience of being alive on this planet.

Yeah. And, you know, whatever form that takes.

For the people that are consuming.

So many people say to me, dean, you've been on TV and relevant for 20 years. How do you say, how do you. What's your biggest secret to selling? And I think people are looking for this. Well, you know, when I build a page, I use a red arrow and it blinks and then I put a timer. It's like it's never that it's like I live in a place. Blaine and David and those of you that thank you for spending time with us, I know you have a million options, so thanks for being here. I truly believe in what I sell. So much that I don't even have. I haven't used the script in 10 years. I haven't used the script for a webinar. I haven't used the script for a live. Because I embody it. I live it. I know that if people don't get my product, I am screwing them over because I can elevate their life. I can condense decades into days. They could start off where I left off. There's nothing missing. So when you want to increase your sales, don't just love what you do. Like, be obsessed with what you do. If your sales aren't working and you're afraid to talk about what you're doing right now, I'd say hit pause and go, look at your service and ramp it up another 20, 30, 40%. Like, love it so much that you wish your mom could see it and pat you on the back and say how proud she is of you that the kids in high school that made fun of you or thought you were a dreamer would look at it and go, oh, shit, man. Blaine crushed that. Look what he does for people. Or look what David does. Like, think of it through that lens. And then all of a sudden, when you talk about it, people are like, dean, how are you so enthusiastic, so excited? Because I freaking love what I do. And I love watching people have an impact. And is that always the case? No. Sometimes you miss. That's why you gotta be obsessive and go, oh, I need to add this, tweak this, adjust this. So I love adjusting, and I love selling what we adjust. And when it does, you're right. I love that explanation, Blaine. It's just lifting people up. And when you feel it, you automatically get better at sales.

Yeah. And you're gonna make money. You can't not make money if people feel as if their life has been uplifted.

Right. And then what do you do when you make money, Blaine, you know business pretty well. This is like. This shows my brilliance. When you make money, you put more in the beginning of the funnel to advertise, to get more people to go through, to impact more lives. And then more money comes out, and you put that back in the beginning. And then more people come in and they tell their friends and other people, and all of a sudden you go from being someone who's done Some business to being in business. Right?

Yeah. It's a toroidal energy flow. I mean, I see my business. I see me and David, you and I talked about that. I'm a center of distribution. Yeah. Accumulation is not what I'm about. It moves. It has to keep moving. Life is about movement, and I'm moving ideas. That's what I transact in, is ideas. Ideas about life.

One thing I love about Dean and you, Blaine, and Bob Proctor, who's 85 or 86 now, is that although we still will be repetitive in nature of the content that we provide, that one of the most difficult things of being in this business for so long, and blame you, even Captain and I, for how long you've been teaching, is it's very easy to get caught up into our newest brilliance and forget that we still have to teach the foundation. And when we have to teach the foundation, you know, for example, I forget how powerful it is to remind people to say thank you. I know that I built, you know, years and years ago teaching people to say thank you when they go to bed and when they wake up. And yet I'll still get DMs about, oh, my God, you changed my life. I started to say thank you. Now that's been taught by 100 different people, from Oprah to Deepak to Dean to you to me. But the enthusiasm. What I love about Dean, he'll come onto this, you know, our office hours, little business show, and he'll show the same enthusiasm, the same connection to spirit that he will on his supernational programs, commercials. Anywhere I've seen him, I'm watching him animated. Animated, full of life. Because like you said, you love what you do. And whether we're talking to a hundred thousand people on the show or 100 million, when you're with Tony on stage, it doesn't matter to you. You're in the flow. How can we help people with that flow that Blaine was describing? And you live with true enthusiasm for what we do.

You know, listen, there's a million different ways to do that, right? Like, and again, the same thing about saying thank you in the morning, at night, like, I'm not sharing anything you haven't heard, but maybe today, if you're enjoying this time with us, you'll hear it for the first time or it'll stick. You know, so many times people go, oh, I heard that before. But if they're not doing it, what's it matter? It's like, I heard if I go to the gym, I get in better shape. Well, Is your ass in the gym? Like, how many times do you need to hear it? I'll tell you 200 more times. Like, knowing about the gym and going to the gym are two completely things. Different things. It's like, yeah, I heard Bob Proctor say that. But are you doing what Bob Proctor told you? Right. So one thing is this though, is I know for me, I have to. If you like, I use silly analogies, David and Blaine and everybody listening, but like, picture a lighthouse. A lighthouse is the guide for a boat, especially in the. In the upper east coast and northeast. The northeast with all the fog, they had the big old lighthouses, right? You see them in movies now and they're beautiful, but they were there for a reason, to get ships back in from when they were out fishing. But that lighthouse is their guide. I look at a lighthouse. We all need our own definition of success. We all need whatever name you want to use. Tony Robbins calls it compelling future, which he might have got from Jim Rohn, who may have got that from Jesus. Who knows, right? Like, who knows, right? But we all need our lighthouse to be put out in front of us and we need to know what it is we're striving for. Like, for me at this phase of my life, like, I only have a few things. I'm really boring in most people's perspective. I love being a dad. I have 11, a 13 year old and I now I have a seventh month, a seven month old, right? So I love being a judge and I thank you. And I love being a husband. I love being a leader with my team because my team is my family and I love impacting lives. I pretty much say no to anything else. I pick up my kids every day from school. I make my kids breakfast every day because I want to. My wife wants to do it. I'm like, no, I got it. I make them breakfast, I sit with them in the morning. Last night we were playing baseball till late. Like, that's success to me. And there's nobody going to take that away. But that's my lighthouse. Like right now I want to make an impact on the world because I felt like I was an inch away from not making it in this world. I was an inch away. I didn't go past high school. I felt dumb. I had dyslexia and I was an inch away from working on cars in a collision shop my whole life. Not that I'm knocking that, but that sucked to where I am now. But it was only millimeters that changed it and it was self education. That changed it. It was Tony Robbins, it was Wayne Dyer, it was Eckhart Tolle. I want to give back right now. I'm set financially. So now it's like it is drive time to give back until the day I climb close my eyes forever. Right? And I have to be honest, being friends with Tony, he helped really anchor that in. But I know that for me, what drives me every day is I want to impact. I'm here. I'm going to play full out. While I'm here, I hope I share something that serves you. I want to play full out. I want to be a great dad and be a great example. I want to be a good husband and a good leader. I say no to everything else, but that drives me and I know if I want to keep that, I have to do what I do to the best of my ability. Right now in my 20s, it was a little different. I liked jumping on a plane and flying to Miami and party until 4 o' clock in the morning. That was probably my definition of success. I would die if someone forced me to do that right now. Right. So the one thing I know that kind of went upstream, it went upstream a little bit. But really know what success means to you because you might be thinking success is something you saw on tv, something your parents told you was success that's still inside of you or something that you thought was successful five or seven years ago. I'm not the same man as I was in my 40s. I'm not. I'm surely not the same man in my 30s and my 20s. And those versions of Dean were supposed to exist so I could be me now, Right? And I really know what gets me up, what makes me drive, and I'm lit up by impact. So if I came on here today, even if I had the best wisdom and I was like, Blaine heard great things about you and David, Man, I really enjoyed that dinner we had. Thank you. Thank you. Yeah, I'd love to talk. Like, if I did, who the hell would listen, right? So I know if I'm using the best version of me, hopefully. I hope I don't annoy you, but I hope it sticks because I really care. Right? So compelling future will drive you to get you out of bed, to move forward. And again, you've heard compelling future, but most people don't have it written down. The greatest thing I could just say to you, and you know, if you're listening right now, is if you and I were in an elevator and I got on with you and I said, hey, what's up? You're like, oh, hey. And I said, hey, Just real quick. If it was a year from now and it was the best year of your life, the absolute best year, and you were looking back and you were telling me what that year was, what would it be? And if you don't have the answer, you don't have a compelling future. It's one of those Bob Proctor Tony Robbins quotes or something you heard, but you're not doing shit with it. So I would say if you got anything out of what we shared today, know your compelling future. By pretending it's a year from now, you're looking back. What's the best year of your life? Write it down, read it to yourself every day, say it in front of the mirror, tell your friends, tell your wife, tell your husband, and put it out into the universe.

Yep. Gotta check out Dean's new podcast, the Dean Graziosi Show. I know we'll be doing some podcast swapping. I'll get you back on the playbook, and your energy is amazing. This is, to me, a compelling future of doing something with Blaine Bartlett and Dean Graziosi. To me, it's once again reaffirming. You're the smartest man in the room. You're in the wrong room. I'm definitely in the right room. So thank you both. And Dean, where can everybody find you? I know you're easy to find, but where can they find you, you know.

Podcast, Dean Graziosi show, it's doing amazing right now. We're on three days a week and Instagram, I do a story every single day. My Instagram's on fire, so check me out at dingrazziosi.

Awesome.

Love doing stuff with you. Say hi to everybody, especially your beautiful wife and congratulations on the baby. We'll talk to you soon.

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