9 DARK PSYCHOLOGY Sales Techniques to Sell Anything
Loading YouTube video...
Video ID:v5l1VN4abC0
Use the "Analytical Tools" panel on the right to create personalized analytical resources from this video content.
Transcript
I'm going to show you nine of the most
powerful sales hacks I've used to
generate Millions for my clients these
psychological strategies are so powerful
that some people might even say they are
borderline manipulative so remember with
great power comes great responsibility
and let's dive in the first strategy is
going to be the rags to Rich's story
when it comes to selling anything you
have to understand people by emotionally
not logically so storytelling is one of
the most powerful ways to get someone
emotionally driven to take an action so
using the rags to Rich a story basically
when you're selling something people are
buying into you right whether you're
selling a product or service whatever
the case is or maybe some kind of
transformation so the rag Rich stories
works by creating a story you definitely
want to use a real story of where you
started so for example right if I am
selling courses on how to help people
become a better seller I would start
with when I was growing up I was this
loser shy quiet kid that always played
video games I had a hunchback and you
know none of the girls liked me right
which is actually a true story so when
you start from the rags then you go from
the riches okay so how did I go from
this shy awkward quiet kid to becoming
who I am today and so as you tell that
story you want to have obstacles
challenges things that set you back so
when I try to you know read different
books and talk to people at first it
felt very awkward and weird and
everybody made fun of me for trying but
I just kept going and going and going
and I didn't let anyone tell me what I
could or couldn't do and so you see I by
putting these obstacles and challenges
in front of me and I'm overcoming them
tells this grander story that's much
more relatable because chances are if
you're telling this kind of story and
the type of people you're listening to
probably relate to your Rags to Riches
stories in some way because they are
watching you and and listening to you or
looking to buy something from you and
they want to be like you and the more
relatable you can make yourself to your
ideal customer the more likely they are
to buy because they're going to think
wow if Patrick can do it then I can do
it too and in a way by telling the story
you are in a way inspiring them to
become a better version of themselves
right so you can't say yeah it's
manipulative but you can also call it
really good storytelling and if you look
at Hollywood movies or some of the best
influencers out there they all have this
ability to tell powerful stories now the
next strategy I have for you is to throw
rocks at your enemies now there's a
common quote that says the enemy of my
enemy is my friend so what does that
mean here so when you're selling
something typically somebody's trying to
reach some kind of transformation right
so if you're selling consulting or
coaching you're basically taking
somewhere from point A to point B now to
get to point A to point B there's going
to be lots of obstacles right so if
you're helping somebody make $10,000 per
month for example and right now they're
only making 0 a month right then you're
saying okay let's get you to become a
better person let's develop your skills
let's get you put yourself out there and
try to make some money and as they go
through that process what's going to
happen is there's going to be a lot of
haters oh you can't do it oh you can't
start an online business oh I tried it
myself it didn't work so if it didn't
work for me what makes you you think is
going to work for you because of this
natural tendency for people to be haters
you got to throw rocks at their enemies
so if I was selling this type of
coaching program I was say hey look like
when I started making content everyone
was talking negative things about me
they said I couldn't do it they said
that I didn't have enough sales
experience they said this and that but
you know what I didn't listen to what
they said I just continued to put out
video after video and video and I
created a community an audience actually
like my stuff so yes maybe one person
might be a hater but the reality is
there's a lot of people that are going
to love you as right so what I'm doing
I'm throwing rocks at the enemy so if
I'm telling the story to another person
let's say they are also a aspiring
Creator like I was in the beginning
they're going to feel a lot more
relatable to me because I just went
through what they went through as well
and so whatever it is you're selling you
want to be on the side of your potential
customer and throw rocks at their
enemies who are their haters who are the
people that are telling them they cannot
do it and that is your common enemy now
the next strategy that we have for you
is going to be called the pit of
Darkness now this is going to be a
powerful storytelling technique where
when you're telling any type of story
you want to dramatize or make it very
clear on how low you're going for
example if you're telling a story where
you're saying hey I'm I try to start my
own business I put in thousands of
dollars of all the money I saved up in
my life and you know what it was just
failure after failure after failure and
when I got to the point where I was down
to my last
$200 this is where everything changed
and then you tell a story of how you
turned it around right so when you're
telling your story and you're convincing
someone to buy something especially if
you're selling a transformational
program for example like a coaching or
Consulting you have to draw out the
worst Pains of how bad can it be how bad
can it get when your back is against the
wall when you're down to your last
dollars when you don't know what to do
next and there's no one there to help
you what is your next move and people
are so curious to understand what did
you do right what is it that you did
that got you out of that hole and they
might even feel damn I'm in that hole
too like I need to know what you did so
I can do it for myself and that's how
you tell these stories in order to
persuade someone to one relate to you
and number two to show them that it's
possible Right assuming you're selling
something that actually works then it is
actually possible if they follow the
same steps and so when you create this
distance between this bottom of the pit
of like how worse or how bad things can
be and you later on tell them how you
overcame some obstacles and then you
reached the end goal that distance
between where you started and where you
ended up is is going to be extremely
wide and it's going to look very
impressive if you did the opposite and
said like yeah you know I was always
good and then I started a business and I
made 10K a month then I went to 100 and
it was really no big deal then it's not
really relatable right it's like no
one's going to connect with that where's
the human touch to it but if you said
hey like I was doing a 9 to-5 job that I
absolutely hated and I just basically
quit and I used my life savings to try
something out but then you know for a
whole year straight I was losing money
after business idea business idea
business idea just fail fail fail fail
fail and when I was down to my last $200
than I so if you compare those two
stories that I just told one is like not
relatable at all one is high drama High
action you see the contrast between
where you were and where you ended up
and it's a lot more relatable and so by
creating this pit of Darkness you are
going to you know just tell much more
compelling stories and people are going
to buy into it emotionally the next
strategy I have for you is when you're
trying to sell something but maybe
you're not the most qualified or you're
not an expert in your field and we're
going to counter this by by being an
adventurer okay so when you take the
perspective of a Adventurer what you're
doing is you're basically saying hey I'm
on this Mission I'm on this quest to do
XYZ and I'm looking for members to come
along for the ride right I may not know
everything that I'm doing I'm testing
and trying things out however if you
want to learn everything that I'm going
through and and learn from my pains and
you can just learn it right away feel
free to come along for the journey right
so this works really well when you're
learning something new and you're trying
to get clients fast right so let's say
you were trying to be um an AI expert
right but you didn't really know much
about AI well you could still sell
clients and say hey look I'm learning
about how this goes as you know AI is a
really new and emerging industry so I'm
doing my best to stay on top of the
trends so all the things that I'm
learning and Implement for my clients I
want to also Implement for you but
understand not everything's going to
work right away but you know I will be
there with you every step of the way to
figure it out with you do you want to
come along for the ride and there are
going to be some clients that say no
absolutely not it's too risky for me but
there are maybe other people that might
say hey look I don't want to figure this
AI thing out by myself if you can do it
for me I understand everything's not
going to work out but hey I'll pay you
money to figure it out for me and so by
taking the perspective of the adventurer
nobody can say like oh he's just faking
he's just pretending to be something
he's not because you never said you were
this you're just saying you're trying
things out right and that's the ultimate
protection against yourself as you are
continuing to build your brand in an
industry that you are continuing to
learn about and so a couple notes on
that people will be excited to be a part
of something even if it's not proven out
right there's always these adventurers
and Risk Takers who are going to take
that risk with you and also even if you
fail there will be people that still
support you along the way because they
know you actually tried and your
intention is good so don't think you
have to get everything perfect if you
use the row of the adventurer and by the
way if you are somebody that is looking
to start a business build a personal
brand and sell your skills knowledge or
expertise online you definitely want to
join our new school Community called
founder X where you're going to learn
all these things we have free courses
free resources weekly trainings to teach
you everything you need to know about
how to build your online presence and
sell your skills so if you're interested
in that make sure to check the link in
the description to join our free school
Community some of the people that I've
personally coached have been able to
make thousands of dollars their first
month working with me so if you're
interested in those kind of things check
it out now my next tip is really going
to be for the entrepreneurs and Founders
out there and that's going to be build
what they want so here's the thing about
selling if you build something for 6
months and only then trying to sell it
to another person then what if they
don't like it what if they don't buy
then you wasted 6 months building
something nobody wants so you want to
reverse it and you want to sell and
build it not the other way around so how
I would do it and how I do it even now
is I'll have a meeting with somebody
I'll say hey look I'm I'm looking to
build this new program you're going to
be one of the first people if you do
enroll but I'm just curious to know like
where you're currently at then they're
going to give me where they're at what
their problems are and I'll be like oh
interesting that's a problem lead
generation so tell me more like why
can't you get more meetings they're
going to say their problems so basically
as they tell me their problems I'm just
going to reverse their problems into a
solution so I could say Hey you know you
mind if I share how I can help sure
Patrick well you're saying you have
trouble with lead generation and you
want to create content so you know I've
been able to generate a lot of leads by
creating these YouTube videos so what I
can do is I can teach you exactly how I
did it so you can do it for yourself
what do you think about that they're
going to be like oh wow that that sounds
pretty good that's exactly what I needed
and so I can charge money for something
like this even though I'm just making it
up at a thin air right this is like real
time like just doing it and so when
you're able to make these offers up just
based on what somebody tells you you can
gauge quickly whether or not someone is
going to pay money to buy your services
and only then when you collect the money
then you go out and build whatever
program that you had promised them right
so this will save you a lot of time
where you collect money first then you
build instead of build and then try to
collect money because you don't know if
it's going to work so the next one we're
going to cover is going to be social
social proof now this is going to be one
of the most powerful psychological hacks
that you can use so social proof is
essentially showing proof that you got
the results that you're promising to
another person before they buy now the
best way to do this is number one you
think about who this person is then you
go into your bank of clients that you
have and you say okay who's the closest
to this person that way this New
Prospect can feel like oh wow Patrick
has helped someone that was just like me
so if it worked for this person there's
a pretty high chance that it might work
for me right no guarantees all you
really need to do is collect your case
studies and present those case studies
and only present the ones that are most
relevant so I've done this where if I
talk about someone completely different
than the person I'm trying to sell they
might say something like yeah you know
your program seems good and I see it
worked for them but I don't think it's
going to work for my business I don't
think it's going to work for my industry
right but in reality it actually might
work but because of this dissonance
between who my past client was and I who
that case study was they just don't see
the connection right so that's why you
always need to find the most relevant
example and the main thing you want to
do when it comes to these case studies
whether it's a testimonial or written
case study or PDF that you sent them is
you want to show the before and after so
before what was life like before working
with Patrick how did you struggle what
were your pains and then you talk about
okay so what did Patrick do to help
remove those obstacles and what is your
life after you work with Patrick so
before Patrick I got no sales after
Patrick I'm making so many sales that my
my problem now is delivering on the
service right and so by creating this
wide gap between where they were and
where they are at now after working with
you and presenting that to the client
assuming that your client is similar to
the one that you're currently talking to
then it's just going to make them feel
so confident in your service right so
social proof is one of the best
psychological techniques that you got to
use now the next one I have for you is
going to be called why now so in a sale
somebody might be a really good fit for
your product and service but they may
not byy now they might say oh this is
really good for me but I might do it
next month but uh it's not really that
important for me right now so what do
you need to do in order for them to take
an action right and the key here is to
use two things scarcity and urgency so
scarcity is really just having some kind
of limited Supply right so if you are
selling some kind of coaching service
you can say hey look I can only take
five clients on at a time because the
quality and high touch and effort that I
put into each client to transform their
lives is so high I can only work 5 right
now we're at 4 we only got one more spot
and there are a couple people that I'm
looking to take on however if you're the
type of person that wants to take action
now I could just bring you on and you
can be the fifth but you have to make
the decision by the end of the week and
so that's creating scarcity by limiting
your supply which is limiting your time
because it's B2B sales you can create
any scenario you want right if you only
want to work with five people you can
cut it off there if you want to work
with 10 it's up to you right and the
second thing you can do is urgency so
limiting the time at which they have to
make an action right one of the easiest
ways to do it is by discounting and by
using time as the kind of like the
Finish Line right so if I sold something
for $5,000 and I said hey look if you
can make the decision by the end of the
week we're going to knock it down to
4,000 but you have to make it by the end
of the week if it's not by then it's
going to go back to five so if that
person is qualified and they're really
interested but they just don't want to
make the decision today that discount
might be the motivating factor to get
them to take an action so by limiting
the supply in terms of selling your time
right or how many units that that you
have just think of like limited edition
like Nike sneakers for example right
limited Supply increases demand and then
having urgency like you have to buy it
now or else it's going to be more
expensive combine those things together
then the person will make a decision
much sooner it doesn't guarantee it but
increase the odds now the next strategy
is showing empathy because people don't
remember what you said they remember how
you made them feel so how do you show
empathy for someone and make them feel
like oh wow this person really gets me
I'm going to show you some tips right
now so the first one is going to be to
actively listen so what is this mean
when somebody's speaking to you you want
to actively listen meaning you have to
make the other person feel like you're
listening right if you're all ears in
you're listening to every single word
they're saying but you're just like
blank staring at them they're not going
to feel it so even if you are it's not
enough you have to make them feel you
are listening right so how do you do
that you basically use words as they are
speaking to indicate that you are
listening so if someone's talking I
would say uh-huh yeah I got it okay well
why was that tell me more more so you
basically use these little phrases
throughout the entire conversation to
actively show that every other sentence
you're actually listening to the person
now you can do other techniques like
just repeating what they said so if they
said that oh man like our Facebook ads
aren't working anymore I'm not sure why
and then I could repeat exactly what
they said and offer a solution yeah I
totally get where you're coming from man
like these days right now it's really
hard to make Facebook ads work it's so
competitive I'm just repeating what the
other person said and they're going to
be like oh wow he actually gets me right
and you can also use physical signals
like nodding your head your hand
gestures physical touch he's like oh man
I totally hear you man all these things
combined together will create that sense
of emotional feeling like wow this guy
really gets me and the reality is it's
not actually even being manipulative to
be honest it's just showing someone you
care and by understanding all these
little elements like not everyone's a
natural at being a salesperson right and
so these are really the techniques if
you're to break it all down to steps on
the things you can do to authentically
care and have empathy for your customers
now here's an advanced technique to show
empathy and that's asking question that
only makes sense if you were actually
listening right so when you ask a
question if you reference something that
they said before and it only works by
referencing then it's going to be so
much more powerful right so if I just
ask the person what's your budget well
there's no reference to what they said
before so it could be I'm not listening
to anything and randomly I just said
what's your budget so instead if you
said hey you know you were mentioning
earlier that that right now the budgets
are really tight for quarter 3 because
you just bought this new software so I
was just curious for something like
we're talking about like what would the
budget look like for something like this
right and so I'm repeating something
that person said in the past bringing it
back showing I listened and they're
going to be like oh wow I said that like
20 minutes ago I can't believe you
remember that and then they're more
likely to tell me the budget because
they feel like I'm actually listening
and they feel like I actually care which
I actually do okay now the next one I
have for you is to seek truth now this
one's a little more philosophical but
it's one of the most powerful right I'm
going to show you how to win any
argument without even arguing at all the
key is you don't look to be right or
wrong most people they're looking to be
right they want to be like haha I'm
right and you're wrong which actually is
very immature so instead you want to
take a more stoic way of looking at
things right and say like hey look I'm
not trying to be right I'm not even
trying to be wrong I'm not trying to say
you're right or wrong either I'm just
trying to learn what the truth is and
find the best solution for this
situation it's like how can you get mad
at that right because most conflict
escalates because one person has an ego
the other person has an ego and they
just keep battling each other by force
and trying to prove the other person is
wrong but if you just take a step back
and say look like I don't even care if
I'm wrong right if you're right and your
way of doing things is much better let's
go with that that's actually much better
for you because you're looking for the
best possible solution so when you're
sell telling you're not saying that your
product is the best and this is why
you're better than everybody else or
this is why you're dumb if you don't buy
my thing it's not even like that it's
more like hey look I just want to
understand your situation and see what
you're working on see the best solution
for you right and if I feel like what
we're doing makes the most sense I'll
let you know I'll be honest but if it's
not a good fit I'll also be honest and
tell you as well like what do you think
about that they're going to say yeah
that's sounds pretty fair to me right
and so that's how it works right seek
the truth don't try to be right or wrong
and that completely disarms the other
person so it feels more like you're
talking to a friend versus trying to
battle negotiate or the person feels
like oh man this guy's just trying to
sell me and the thing with looking for
the truth is that you're always going to
get new information so your opinion on
something will constantly change
depending on the information you get so
if you suddenly just switch your opinion
on something nobody can say oh he's like
twoof faced he's a liar no it's that you
have new information and you're seeking
truth so now the truth has changed based
on that information right you can only
do the best with what you have for what
you're given okay so this is how you win
any argument just by seeking the truth
Analytical Tools
Create personalized analytical resources on-demand.