This is a YouTube video titled "Hack To Getting A Massive Sales Advantage | Sales Training" containing a sales training talk recorded on December 16, 2022. The speaker explains a strategy for gaining an advantage in sales calls by using a script and process, illustrated with an analogy about magician Darren Brown playing multiple grandmasters in chess simultaneously.
This is how to get a massive advantage in sales calls. There's a great magician, his name is called Darren Brown and he simultaneously played 14 Grand Masters in chess all at once. And he won half the games. How could he win 50% of the games playing against some of the greatest grandmasters on the planet? What he did is he played each person against the other. He would have a chessboard here, he would play a move, then the person opposite him, he would play exactly what the other guy played on him. So essentially he was playing all four 13 grandmasters against each other, but he was acting as the proxy. And so what does that mean for sales? It means that if you have a plan, then you can execute at a very, very high level, even compared to your skill. So the number one biggest advantage that you have as a sales rep is that you have a script, you have a process and you know where it's going, whereas to the prospect, the sales call is just happening to them.
