I was a salesman selling kitchen cabinets during the financial bubble. I had a 80% close rate. My biggest sale was $85,000. All I did was put myself in my customers shoes and then tried to sell myself my product. I pretended I was them and treated them like how I would treat myself. That’s the secret. Put yourself in you customers shoes. Period.

I've seen this ad a million times and just now watching it. Anyone else 👀

I thought the thumbnail said “SMELL THIS PEN”

I work at Trader Joe's. A lot of what he's saying is solid. TJ's hires a particular kind of outgoing personality, and chatting about food is a huge thing. One reason we're so popular is that the store is the brand and we're expected to have a good knowledge of what we sell. I can notice that someone is buying Chicken Tikka Samosas and will recommend that they try it with Mango Ginger Chutney sauce from the dry grocery aisle.

I've seen this ad over and over and I always read it as "Smell this pen" lol

This sounds like great advice. I'm going to try it at the flea market. I am laughing to myself as I am writing this, but what's funnier is I really am going to.

I HATED that test. “Sell me this pen”. The most sleezeball “companies” I worked for asked me to do this during the interview process. Save yourself your sanity and walk out. Do what you love and never work again. If you are in sales... think about what makes you happy and go sell the crap out of it! 🤜🏼❤️⚡️

Always compliment what your selling so your customer feels like their getting a good deal. Make them seem like you want it!

1. Assuming they really know what they want/are motivated by. 2. Assuming that they are honest with you.

This man stole that punch line from The Wolf of wall street's book.

Thank Sir. It has finally clicked for me. It’s about what’s important to them. Not about bringing up all the features and benefits before I know what they want or need. Omg 😮 👍

The person that asks the questions and listens controls the conversation. The problem with novice sales people is they talk to much and confuse the customer, thus lose the sale. This pitch went on too long.

Thanks a lot for posting this dude.

Before you can start SELLING. YOU HAVE to SELL YOURSELF. TRY IT because it WORKS.

I already sold you the pen that’s why you have it in your hand xd

I keep reading this as 'smell this pen'

The most important to sale with honesty and ❤️. When in hair salon I had to sell some products to my clients in my chair, I was doing very good job 👌🏻and ask if I can apply some protective product from heat ...... then they like the smell of product, a haircut, styling- they ask me if they can by it. Although this product was on my station for sale. They didn’t pay attention before I used it on them! I was doing my job from my ❤️🤲🏻

Exactly....ask the right questions and shut up and listen to the customer tell you what they want,need..etc

Never come across as a salesperson..put more energy into how they're not alone and they're in good hands..sell yourself..earn their confidence, make a connection

This is where the sleazy "used car salesman" stereotype comes from !!!!!

I Love it. What is the most important thing about the product or service your selling is also the reason they are looking for your product or service. The Dominant Buying Motive or the Why do they need it, is the focus.

Very simple message so far at 2 minutes in. You want people to understand what OTHERS need. Which takes work and effort and putting yourself second and others first. Sounds intelligent to me. 209 dislikes = frustrated entrepreneurs who can't afford $2,000 Armani jackets.

This guys likes his own voice

My uncle Machine Gun Domino Sarducchi once sold a case of steak and sausage to a family of Vegans. He never told stories. He just said, “here but this” and people couldn’t get the money out fast enough. They also always paid cash. I mean, it was weird that no one ever even asked if he took credit cards or checks.i always thought it was funny that they would pay him like 20x normal market rate for whatever he was selling. I don’t know...anyway, greatest natural salesman I ever seen.

You just turned my sales world upside down dude! Thanks.

Got a lot out of this. Approachable, actionable, practical advice. Subscribed 😊. Look forward to checking out your book!

The title is slightly misleading. It's impossible to get 100% success rate in your sales you're bound to have a lot of disgruntled customers . I believe Trust is primary. If you don't get some basic level of trust you won't sell them diddly I like to believe that I've been fairly honest with regards to my previous sales experiences I believe you're much better selling something someone really needs since you really don't want people moaning about goods or services and giving you bad publicity. I think number 1 is your customer feels he can trust you or at least the information you are giving them. I find out about whats important to them only after I feel they are comfortable with me, I usually do that by finding something we May have in common and that we can both relate to. I have a broad range of interests so there's plenty of topics of conversation I can home in on.. I've been a car salesman for 20-years and I've very rarely had any comebacks from the customers

Booom. Spot on true. Asking whats most important, what's the greatest problem. Its the conversation that leads to the sale.

When someone tells me to sell a pen to them.. I pull a piece of paper from my pocket and ask then to write their name for me.. they ask for a pen.. I sell it to them.. supply demand.. I can make the demand and I have the supply 🤣🤣🤣🤣🤣

About to download the book now, thanks

This is really good. thank you.

Great advice and 100% correct.

If it appears as an ad it isnt to help you do anything its to make him money.

Good stuff. I learned something. Thanks. And the weird thing is, i hit the video by accident. Lol

This was really great.

I have never once in my life seen a pen salesman

Ted Iv been selling all my life and have seen a lot of videos and you are the first that has spoken with reality of how I used to sell. I have moved from sales and have the desire to get back. "To serve Humanity " when you said that that just resignated with me. How can I download your book please. You da Man 👌😎.

I dont need a pen. What i need is pineapple.

I love you man thanks for this video👊

Thank you. You have changed my approach

How can people say no to the thing most important to them, thanks, that's definitely very powerful.

Great, appreciated this!

Thank you so much Ted for sharing these tips :) I can't describe how useful it was to me! Thanks again :)

💜💜💜 Of the thousands and thousands of dollars I have spent and with an 80% close ratio, this is the SINGLE ( What is most important to the customer? ) best piece of advice I have EVER received. Thank you, thank you thank you.💜💜💜

People who sell well to me are those that are genuine, helpful and where the product/insight/knowledge is a good match for what I need. Not interested in those trying to manipulate me with charm or techniques, or turning everything round so that it seems to be perfect. This guy’s approach smells a mile off and makes me less likely to want to buy. Please don’t try to sell to me like this! P.S. did you notice he’s using the very same techniques to sell you his book?! Look at the likes/dislikes to see whether it’s a 10/10 approach :)

Great advice. Thank you

So glad I found you Ted....aorking on my mini course as I type this.....any ideas on an inexpensive video editor?

Hi Ted, is your book available as an audio download?

Your sincerity is showing .✨😉👍🏼

Ted - terrific advice. I used to attend speakers club and I learnt about the power of stories there. But your advice to use them to sell is awesome. I have question, how can you used this principle well is blogging as per review blogs?

Bill Gould use to have this approach when I went to his seminar when I was involved in a multilevel company... Thanks this was very informative ❤️

If the Armani sales ask you, you would misled him since you didn't know what you want, or not the jacket you're fiance found. She knows what fits you and you love her choice. The sales didn't care because Armani system probably isn't great

I do car detailing for my college campus and i appreciate the value you gave. Helped a lot. I know it is ridiculous but could you help me come up with a sharper script?

A good seller person sells what the client desires with ethics and care I strongly believe in that and as my mum says I can sell my mother in law some people has the natural instinct to sell amazingly

This is solid advice!! Great video 👍

I don't have to sell it to you. Its yours already. 😄👌

Your candor is infectious - thanks for reminding me what’s important to the sell 🔥

Thank you 😊

Thank you for sharing this info., it gave me a perspective on doing sales with style. I’ve always avoided ‘sales’ bc I won’t manipulate ppl into handing over their money. If I know what their priority is, and that I can help them, voila - I am much more comfortable selling my service and products.

Is it just me or there’s a figure on the trees in the back that looks like a man running

Liked this - I might need to watch it a few times as I had trouble keeping up & I digest what you’re saying so I get it - if that makes sense 🤪

Thank you. I will try it starting tomorrow... Looking forward to more insights. 🏆

With those hand gestures and a book and catchy videoing man you can sell anything. Make sure to have the dramatic music too

So is there a link on where to buy the pen?

What are your thoughts on membership sites as a business?

Thank you

So how would I apply this to selling video business cards to customers

This guy is Bang On ! If you don’t get him, sales is not for you.

basically, my take is, we have to stop trying to sell product, as if every person is a mark... I mean really, do you want to sell product, or do you want to engage the person, and be assured this product or service is actually good for you! I always hated this about business, product, all that thing of selling. Really, we need to connect with our perfect customers.. not be trying to scam people into buying...

Love the content of your video 👍👍👍

This is clearly excellent advice, so how do I apply it to my law practice?

I always read this as 'smell me this pen'

Salesman: What is important to you? Costumer: buying a house but I am really busy at work though Salesman: well I thought it was important to you. Costumer: yes but the job is what pays the bills.

Ted, how do you do this online?

Smell this Pen

Anyone know where I can get one of those pens?

People always think about what's in it for them when selling instead of putting themselves in the position of the customer.

There are other factors to consider when selecting a product not just the one important thing. There are many things to consider especially if it's an expensive product. And what if my product doesn't fulfill what they want? How do you get them to say yes then?

You don’t need to sell a pen they are free normally.

Hey, random KZfaq watcher here. I was just going to pass by and skim through this 'another video' until I got to my main activities, but this was pretty helpful. Despite being a random video, it has some valuables in them! Thanks.

Dan Lok did the exact same video and told the exact some story about a nice jacket.

You must've read the late Keith Harrell's book, Attitude is Everything. He talks about how he got an interview with IBM of which he was not qualified. They asked him a question and he picked up a pen on the desk and asked, "Tell me what kind of pens meet your needs?" Instead of selling it. I read your book 10-15 years ago. I now have my own business on Amazon. I'm going to read the negative reviews on products similar to mine that I will launch and see what people are looking for. Negative reviews often tell how you can make a product better. If anyone else has any other great ideas for me please do comment.

It's true people can't afford to say "no" to the most important things, but it doesn't mean they will have to buy from you. If a pen is not the top priority for that person, does it mean you can't sell it to that person?

This is so old, l was taught this in the 70's...the pen, sell the benefits.

Excellent advice.

Make it their idea. People hate be sold, but love to buy. Be an assistant buyer. Great video

Love this channel ♥️

Inspiring; nice spoken gentleman

Does this apply to job interviews as well?

I thought this was going to be Dan Lok parody but he was serious.

I have to check with my wife to see if she really wants that pen. If it was up to I would buy it. But the boss has to approve first.

“Beware the preachers, beware the knowers.” -Charles Bukowski

I so love your sales lesson!!! I am an ecommerce seller (right now specifically Amz). I am trying to figure out how I can accomplish this with the infographic images that we are allowed. I have some thoughts on how to do this but if you have this approach nailed for Amz sellers, please do share!

My dyslexia kicked in and I read the thumbnail as smell me this pen

The 'Negative Sales Pitch' !!!

Can i sell my music like this when selling by cd or usb flash drive

This video is GOLD!

Brilliant video dude like the purple

Yee Aight Ima use these tips for selling weed now

ok i wanna sell dirt