Usha Gajwani Diamond Member Closing issue 121 connect

I am liking the product. But I don't know that we have stuck. What do.

You think? If a financial advisor comes to you and you avoid him then for what reasons would we avoid him?

Might be, sir. Sometimes money. Manish. Because whatever product we tell you, sir then we might be of a higher range. Say 1 lakh or 150,000. So might be due to money problem and some age problem. That too I feel that either trust factor can be two things, sir.

Money and what else did you say?

Trust factor, sir.

Trust factor. Okay. All right. So if we have to eliminate money, let's eliminate money. Whether they have money or not. Or if they have money, do they want to use the money for this work or not? So how should we go about it.

Sir? Their entire financial portfolio will have to be checked out, sir. Either the investments, they have SIP etc. We have to go through that. We can see these things, sir.

Okay. Who all are there in your son and daughter's family?

Sir, there is only a daughter.

Daughter. Okay.

Yes, sir.

Everything is going well in their family.

But there is a little financial problem. Yes, sir.

Let me tell you a formula. That they will never have any financial problem in their entire life. Never ever in life. But it is a difficult formula. It is difficult. Very few people are able to do it. So you will have to make two commitments. Firstly, I can tell you this formula only when you commit that yes, your daughter is theirs and you and her husband, whoever is there they will also work on this. And you will have to make a commitment of 21 days that you will do it for 21 days.

Okay. But.

I will not give it for free. Okay. So 1000 rupees. It will cost 21,000. Now tell me how big is the problem in their finances? 1 lakh. 10 lakh. 1 crore. 10 crore. How much is the problem?

No problem is they have sufficient money. But their management is not proper.

Management.

Problem management is not proper.

Okay.

Lack of management.

Correct. So when you sit with someone and your call is a sales call. Suppose it is of one hour or two hours in that sales call. On which topic the most time is spent? Or topics like introduction Topics like product. Like.

Yes, sir, I have a presentation. Concept. Presentation. I give it that concept presentation. I take a little more time. Then I take financial health check makeup. Sir, that also takes time. I will take the. I think 20 minutes. And then I come to the product. The product also looks good, sir. If it goes beyond one hour then maybe the customer gets bored. And then with let's say I am getting Late. Let's sit later or I will you come again after a few days. So things are not finalized there. Sir, we get stuck in yes and no on the spot. Sir. Either I am not able to pitch the product properly to them here. Sir. Maybe I am lacking here that I have to go and give them the proper product. Let's see. When you give a concept presentation you have to give it to the person who was not at all interested in meeting. For whom there was no need. We are forcibly going and meeting him. This concept presentation has come from the concept of mlm. Okay.

That nobody wants to do mlm but everybody wants to have money, passive income and more income. So the concept of presentation came from there. So if you have to meet forcibly or you are going to hold a meeting on your own then also in your meeting your questions should be more rather than you are speaking too much. I feel that you should speak more in your meetings.

Yes sir. I think I am talking too much. Sir.

You should not speak so much. You should put questions on them. Now you have to take 20 yeses before we take the final decision. Whether we should take it or not. Or the customer himself should say that we will do it later. You have to take 20 yeses now. How will I check whether this customer has money or not? How will you check this? He has money. But will he invest money for this? Will he not withdraw it? How will you check this, sir? Don't know. Okay, if I give you an example.

Okay.

I give you a check of 1 crore. Sure shot. It will be cleared. I am giving it to you in writing in an affidavit. It will be cleared in the court. Otherwise I will go to jail. It will be cleared 1 crore. But you have to die today. But I have to die. You have to die today. We Will you take it? No.

Not. Why? Because after that I will getting so. That's why there is a little hesitation that I need money. Now someone's. Yes. Okay. Let's do one more thing. If.

You have 1 crore and you got a disease which is not covered under any insurance, is not covered by any insurance. But a hospital says I will cure you. I have this much number of patients whom I have cured. You also found out. Yes. This hospital cured you. You got a disease and it is asking for 1 crore and you only have 1 crore, will you give it to the hospital?

No.

Why?

Sir? Actually I will take the assumption that whatever the hospital thinks, I will give it to the hospital. Other.

Hospital is saying 1 crore only. And if you do not get the treatment done. Then you will die in one month. So I have to give. Why do you give? You can die? Because I want, sir. I want to.

Survive.

Or when we survive we can earn more. We have time. So people value time more than money. Time. So if you ask the question now poor people value money more than time. You give them money. They only have time. Middle class people value time and credit. Sorry? Money and credit. Rich people value time. Yes. So when you go and get a sales call you talk to them like a rich person. You also behave like a rich person. And you talk to them like a rich person. Right. For example, here I will take the example of ours. 20,000 per month and tell you the product. Is that okay? Budget with you?

Okay.

You can ask them. Is that okay with you?

Yes, sir.

So if they say 20,000 per month is okay then go ahead. Or can you say 20,000 per month? Should I tell you? Or 10,000 per month with one is better for you. If the customer will say 10,000 per month then the talk of 1 lakh rupees has been done. Correct. Okay. Okay, sir. Now when you go ahead you ask a kind of question. When you see with them what is your thinking? About a financial advisor or about financial planning. What do you think about? You know. Let them speak. You don't speak. Let them speak. You come prepared with questions. Financial health checkup is also questions. You come prepared with questions. Don't speak too much. Now if you want to tell about financial health checkup then you will say the same thing. That look just like we get our body checked. Blood ultrasound, urine test and we come to know what happens. There are two types of people. One who get it done after getting a disease. The other who get it done beforehand and get it done regularly.

Yes. Yes, sir. Similarly. Sir. One minute. Sorry sir. Yes, sir. Continue. You.

Sir, there are two types of people. One who get the test done. When something happens. There are very few people who get it done beforehand. Finance also has a similar test. Finance goes on. Which category would you like to go in? When a goal comes or we can do it today, you ask them. So you told them what are you trying to do? And then you ask them. Let them know. Sir, whoever has arranged the meeting. Whether you have arranged the meeting or they have arranged it and it does not matter. But you can ask this question in the meeting.

Sir, mostly what happens? I totally say this. In the last 15 days or 20 days again we will meet. When I don't go there. Don't go there.

First listen to this question. And note it down. And use it in your meetings.

Okay, sir.

And use only one concept to explain something. Don't use all the concepts. Okay. Now when you have done your financial health checkup then ask them what do you think? Now have we found these gaps? Do you think we should fill these gaps? Ask this question, sir. That I ask them. Then ask. If you have to do it today then which goals do you want to achieve first? What is. What are yours? Ask this question. And then ask the question. What difference does it make if we don't do this today? Okay. What difference does it make if we don't do this today? What do you think? Suppose help life insurance should be 20 times my annual income. Right now you have only five times.

We don't do it today.

He is already working.

We are. That is a question or that is a very strong fear of loss? Sir. That is a question, sir.

Let them convince themselves. Look, I had explained earlier also. Adults don't want anybody to convince them.

Yes, sir.

So you ask this question that you just said that Your income is 10 lakhs. There should be an insurance of 20 times. That is 2 crores. There is an insurance of 50 lakhs. Even without 1 and a half crores. The. The work is going on, right? If something happens, the family will come to know. So if we don't discuss it today what do you think we should do it? Is it necessary? So let them say that. Yes, friend, it is necessary. Now when he is convincing himself that it is necessary that this is my budget then there is a process of convincing oneself. Closing is to convince oneself that this person is okay. This is my problem. This is my goal. This is my budget. This product is okay. Convince yourself. You have to prepare this situation environment with your words and your presentation. Sir. Yes.

Sometime I feel that. Yes. I explained it to them well. I analyzed their need and also gave them the product. In the last. I don't know what happened that you are not supposed to tell them their need. They are supposed to tell you their need. Okay?

Yes, sir. You are not supposed to tell them. Then this is the problem. Your.

Problem is of mine that I attend a lot of meetings but am not close to them. So now I am also realizing my mistakes. That. Yes. Perhaps I was lagging behind in all these things. That's why I told you. You.

You have to sit and let them tell you. Okay. This is our tip. Now someone said that one should plan for a child.

Yes. Yes, sir.

The inflation is very high. You opened the news on your mobile and showed It. Look how much inflation is there. Okay. You ask them. Why should we do it? It will happen when the child does it. You think we should do it? We play the negative side of it. Let's not do any planning. If we don't do this planning some Sharmaji is sitting there. You tell him. Sharmaji. What difference would it make if we didn't do this planning? We will tell him.

When he says that it doesn't matter.

My child will wander from door to door.

Yes sir. So the.

Same thing you said about retirement. Look. From the retirement corpus it seems that it should be 5 crores. But even if it is not 5 crores it will work. Yes and no. Brother. You sure? Cindy? People.

Listen to the lack of retirement. Sir. Because they have properties etc. So sir, they get rental income. So mostly their mind runs on that. Sir. Yes. I have to take the property and rental will start right now. From this month. From this year itself. As soon as I buy the property I will start getting rental income. Sir. I rarely hear about retirement. Sir. I am not able to understand here. Sir. No. No. It does not happen like this. It is not a matter of hearing less. Is not a matter of hearing less or more. According to this this thing called insurance is not going to be sold. Everyone should go and buy health insurance online on their own. No more taking dumps. This entire insurance industry should not run. If it happens like this then it does not happen. Okay.

Have you ever heard any Bhajan kirtan? Yes sir. A man narrates it who gets 5000 rupees.000. A man sings the same bhajans. Why should he get 5 lakh?

Quality and emotions and all that may.

Not be quality is better than the one who gets 5,000. Why should we get the one who gets five laks? Why does he get five laks? I can give you an example. My mother sings Katu Shiyam bhajans. She doesn't get anything if Khanhaya middle sings the same bhajans. He is a singer. A specialist in Katu Shyam. He gets one lakh rupees. Why? He is established.

Sir. His popularity etc is more.

Yes. He is established. He has property. So if you have to talk to a Cindy family about retirement then. Where is that photo? That. This is the Cindy family who has done retirement planning with you. Where is it? Show it. Even if it is not there then you go and search it on Google. Take a photo of a Cindy family. Write a case study on it. Below that. Brother, they have done two Types of planning for their retirement. I have bought a property, a stock and have also made a profit from insurance. Nobody knows what will happen to the property in future. It will rise or not. Equity also fluctuates. But I will get a guaranteed portion of insurance. This is the case when a scheme will only get popularity. When you show that look, these people are doing it. Kunhaya middle shows this only. That so many people are taking money from me. I take this much money. I am singing all over the world. These are my Bajans. That is why he is charging that. Okay. You can only charge what you can prove people are doing it. So it is not about Sindh. It is about lack of selling mindset. You should have that preparation. The goods will not sell with a concept presentation. As many case studies as possible. Yes sir. Mostly I show you my photos. Show their names. Show them where do they live. Who is he? Look, he is doing this and get them to write a letter that. This is a letter to Usha Gadwani. Thank you for planning this. This. This. This is the first thing, isn't it? Right. Secondly you will have to make more testimonials. You should have the best testimonials both in return and in video.

Yes sir. I have done one or two cases of retirement. I have to go to him. Sir. He lives in Pune. I have to go and meet him. I have to bring the testimonials etc. From him. Sir, look, this does not look like a sales shop. That this is my office. This is my shop. Sir.

I told you to put this here. That is why people do not take action no matter how good you teach them. If you open an office for someone and there's a rule in the office that. Brother, this trophy has to be put here. A testimonial has to be put. This has to be put. That has to be put. Then you would put that. Otherwise the sales shop will not run. Closing issues come to those people who have more influence over their words but less influence over customers. Okay sir. Might be.

Yes sir.

Who wants to show himself better than customer on sales call or I know something which you know and then customer gives them the thumbs down. Okay. I will talk to you after saying.

Okay.

The sales is not a process of telling customer that you don't know something. Sales is a process of helping customer to uncover things. Your presentation should also be in the same way. And there should be permission everywhere. Now you have identified that okay, I should take health insurance or I should invest for my child. You have also told why I should do it. So you tell me how much money does it cost? You tell me.

Okay.

So much money right? Now you tell me what kind of product should it be? You ask the customer. You don't tell the customer. Customer said no. You tell me your scheme. I. I have everything. You tell me what kind of product should it be which helps you let the customer say this. Customer said yes, this should be it. Why it should be? This was also told. How much should it cost? How should the product be? This was also told. Now you have convinced him of all these things. So you ask the customer that if all these things are happening in your product then what are the chances that you will buy it? Okay. Before I tell you that I have a session. What are the chances? Today you will pat your back that this tension is over. Today this I have done it or there are no chances. Then why do it? Then let's have tea. He will have coffee. Let's go. Great. Let him. Okay. This. Okay sir. When you get associated with so much commitment then it will be very difficult for the customer to say no. Now go and read this sequence again. See what sir, what do you think about financial advisor? Then your question. What do you think about financial planning? See the whole sequence. Make a question from the sequence. And here we are using recording Again I base enough. I will make question more deeply. This I will not send any question. Madam, you have to prepare question. No, no. No question.

There is any question. Please send me the recording. Sir. Or you put it.

I will send the recording. I will make the question.

Sir, I will make the question.

You make question. And we are using NLP techniques in this. And when you see the principle of adults is very simple and learn by themselves. They want to convince themselves this shoe is okay. This girl is okay for me. This course is okay for me. Right? Okay.

Sir.

When I sell diamond and I sell platinum. I don't sell diamond and platinum. I just tell them that this is your problem. Do you agree? Yes, I agree. Do you think you need a solution? Yes, I need a solution. Now you want to earn one crore. Do you think you can invest even one lakh rupees for one crore rupees? Okay, let's do that. Then I just tell them this is what it is. You want to. It's your choice. Because I don't convince them or they convince themselves. Getting me?

Yes sir. And sir, yesterday you told me about the capital guarantee product. I gave them the illustration. Sir. They did not understand the bicification. Sir, the capital guarantee they.

Should not have explained it. To you. The person who sent the excel did not explain it.

Yes.

You should not have explained the bufferation. You should have simply told them that I have this product. I want to give them a product.

Worth 2.5 lakhs directly.

Yes. Tell them that I have this product. And this product will have all these benefits and better returns. You work for Tata, right? Sir. Which company do you work for? Tata. Tata sir. Tata. Tata has better returns than access. So you can tell us by generating that 2% return.

Yes sir. He has a meeting today at 3 o'. Clock. Then I will prepare and show it to that. Yes sir.

And before prepare ask questions like the question which you have learned today. Ask them this question.

Sir, he came directly on the product. He knows he is a family doctor. So he did not ask for presentation etc. He said this is my little daughter in law. Small one. I have to do it for her.

I think. See you already have ready made. Answer. When I am telling you something that means you are behaving same with the customer. When I am telling you something, you suppose I am supposed to be your coach and teacher. When I am telling you something and you are quickly answering me without thinking deeply then I am feeling the same. You do the same with your customers as well.

Okay.

That is why your customers do not get close. You speak in our Hariyanbi language. There you are showing off that you know something that the customer doesn't know.

Okay.

And that is a problem develops over for a period of time with a group of people. People think that like I was discussing yesterday with our maid. She was thinking that she knows how to cook because I cook less. So she only knows how to cook good food. So I made her stand and then made a vegetable and made her taste it. Same material, same thing. And then I did not tell her anything. I just said taste it tasted done. So don't tell the customer and don't let the other party feel. It just came to me like that. I don't know anything. If someone knows everything and you know everything then the world should come to you. You should not go to the world. Yes.

Yes sir.

Bade bye. Don't do bade na say speak Diamond. When will you say with your mouth Laktaka diamond in cow dung. My Zari shop is at. People with his eyes recognize him by his shine. So you are a diamond. You can only shine when you let others shine with your light. And that is the role on a sales call that you will go and let them shine. Ask them are you buying this product Otherwise they will call you again and will not buy it again. Right? So first think about half a question seriously. On the basis of the discussion that happened today. Expand your script. Give it your own flavor. Add your own flavor to it and then adjust it in your script. Because there is a difference in selling, selling and non selling. Only for the individual. Does the difference come in. Whether the customer feels that this is my side or this is the company's side. If the customer feels that this is my side. Whether you have bought class shoes, you have bought a suit, you have bought anything at the shop where you felt that this salesman is speaking the truth. It looks good on me. The price is right. That means you felt that this salesman is playing with me. That is he is playing with my side. You bought it there.

Okay.

So you also have to go and become from the customer's side that let's both discuss. Lets both sit and compare the products. Okay. By the way, why are you buying this product? Sir.

Yes.

By the way, why are you buying this product? Ask the customer. Why are you buying it? Do you know why are you buying it? I'm buying it for my daughter. Okay. For what purpose are you buying it? For your daughter? For your daughter's education. What? What education do you have? 1 crore. And 1 crore will be less. You know, in a police station near Mumbai I converted a case of Rs. 500 into Rs. 5 lakhs annually. By using the same script. The customer called me. I was a trainer. I went with the salesperson. 500 deals had been done with the salesperson. I had to understand the product. I went as a product expert. Because the customer had some questions about the product. Like today you are here. So I went there. By the way, the using my same script I said sir, why are you buying this? What is the purpose of this? Maybe I can tell you about some other product which will be better for you. He was saying, friend, I have sold this factory. Now I have to invest such money from which I cannot withdraw. My relatives could not get me out. My children could not get me out. It helped me.

Okay.

Good. Sir. It is a very good thing. Sir. Sir, looking at this factory it seems that it must have been sold for crores. Yes. Yes. Of course. It was built by me. Now I have been sold for crores. Sir, don't feel bad. What happened with 500? Nothing is going to happen with 500. I will explain to you that if you want to live respectfully with your manners then all the ways are closed. Everyone cheated. Don't feel bad, sir. Wife, children, partner, everyone cheated. And I am sure you will buy property, invest in equity. You will invest money somewhere else too. Right? There was cheating from there also. There should be a place where you will not be cheated. This should be there. But how will that be done with 500. Sir, it cannot be done with 500. So he said how much should it be? At that time I did not know much about calculation. I made false calculations in the calculator and said that sir, I think I did not have the courage to ask for one crore. I said, sir, it should be 50 locks. So he said 50 lakhs corpus. @ that time on maturity he said, no, no, no sir, add 50 lakhs. Give 2.5 crores in 5 years. And then wait for 10 years. The approximately 12 to 13 crores you will get will be yours.

Okay.

He thought deeply. He is saying, friend, there is a mistake in your calculation. What name did you tell me? Yogendra. He is Yogendra, right? There is a problem. I said okay, okay. By the way I remember that there was a Sindi customer. He was Cindy. Yes. He sold the factory. So I said. He said, friend, do one thing. I will pay only for five years. But you take a cheque of one crore.

Okay.

He wanted to give cash. Cash was not allowed. So ITR was filed. Everything was filed and he gave a cheque of 1 crore. 5 years he paid. And after 15 means 10 years. After 5 and then 10 years I went again. We gave him a maturity of 22 crores and that is converted into annual.

In which plan you would, sir?

Simple Eula plan. Nothing ULIP plan.

Okay.

Simple ULIP plan with the pension plan. That's it. Okay. So when you are going to the customer the salesman should be very clever. Not a little in human psychology. Not in the product. There is no use in becoming a master in the product. So I feel I do not even know the product properly. There is no need to know the product. You should know properly human psychology that this trigger is doing this to him. The person who is investing 1 crore 1 lakh rupees or 1 lakh rupees can invest 20 lakhs. He is investing 10% with you. We can only invest 20 locks. He is investing 10% with YOU because he is trusting you. You deserve this. So if you increase your trust. Yes sir. Yes. Trust factor. Then he can give you 20 locks. He is taking two locks and slapping you on the face. Because he has to invest 20 locks. You will be happy with two locks. I have not even got two locks. I will get two locks. Why is this going to happen? He does not want to see how much has happened in your figures. You raise your tongue. Ask him. Why are you investing? What do you want to make? Your daughter. What do you want your grandson to become? But this is less. This will not work. The rate at which the fees are increasing, it will not work. At least double this. You will get double the premium. Believe me. Just do it as I am saying. Don't put your brain in this. Put your brain in the freezer and go and ask. Like I said. The person who taught me also told me the same thing. Put your brain in the freezer. Don't add your own flavor. Just go and speak. What will happen with this? I have seen your inflation. Inflation was there at that time too. Even today you go and speak and take the first cheque of one crore rupees of your life. Imagine you took an incentive of rupee 1 lakh. Got married with the same rupee 1 lakh. Yes. I got married with my own money. Did not take any loan. Did not take any money from anybody. So please the customer who talks about locks. He is investing only 10% on you. Remember this the thumb rule. Because he is trusting you for this only. If I go to sell him the product then I will take 10 more days from today and build the trust factor. I will introduce him to my clients. I will show you testimonials. I will show you clients worth 1 crore each. And to the same customer I will ask him not 2 lakhs but 2 crores or 20 lakhs.

Sir, come and speak for a day.

It doesn't make any difference. One day that doesn't help you. Sir, you will make one or two calls together, right? No. That doesn't help you. Believe me. I have done many calls with me.

Okay.

B one who wants to learn will learn from this zoom call.

Okay.

The one who doesn't want to learn will not do anything even if he goes every day. So go ahead. Talk openly and speak less and ask more.

Yes, sir.

Okay. This is the mantra of closing. And no other mantra even after explaining the product. Speak. Yar. Do you think this product is okay? I feel there is something lacking. You tell me. Sir, let the customer speak. Let him play. The sari vendor does not sell saris. Madam, this sari looks good on you. But let me tell you one thing. There will be a problem in this. Look at this sari. This is my side. Come buy it. You see this every day. Salesman in action. It is not about the product. It is about the conviction. And it is about the way you deal with the product. Are you understanding this?

Yes sir. Yes sir.

One second. I will show you this. Just see this. It is never about the product. Just see this.000. I am sorry. 50 again for the look on wood meister say. Let me. He had many. It is never about product knowledge. It is about human psychology. Sir. SA like in diamond. I will say. Imagine three years from now you will be attending some other trainers workshop. Now insurance is not a thing. Let me get into mlm. Let me get into property. Let me do equity. And three years from now I will be taking my session with my diamond members. I will be giving them award. Because they have achieved 1 crore. They have achieved 2 crore with the path you want to choose. And now when I show them this. Okay. So same you have invested for your daughter. You are investing for your grandson. Grandfather did everything. But it would have been better if he had invested a little more. He had money too. Or versus friend. Grandfather did everything. There is no problem. Tension is over. You see the difference. So son, how much should you invest? Give rupee lakh. Okay. Go ahead. And. Yes sir. Yes. Close it. Okay.

Yes sir. And sir, after a little while I will learn about zm meeting etc. Google meeting etc. Of google etc has not come yet. And I have to work a little more in technology. Sir.

Everyone has to do technology.

Sir. A lot of things have been dumbed down. Then step by step you have just started a new diamond. So we will is complete. Me. I will learn everything. Sir. That. Sir, when I went through the course then I understood that step by step I have to go through this thing. And that's okay sir. Okay. Then.

Focus on now changing your script and presentation. And building some strong testimonials. Your shop will run with that. And the right question should be ask product knowledge doesn't matter that much for some time. Okay.

Yes sir. Let's go.

Let me know how it was. All the best.

Yes sir. Yes sir. I will see again this recording and make the question according to myself then. Yes.

Yes. You will do well. Don't worry.

Yes sir. Yes sir. Thank you sir. Thank you sir. Okay.