A key skill in making your first or your next million is sales. The ability to sell an idea, attract investors, make a sale can make way for a life defining opportunity to manifest. When you think of billionaires such as Richard Branson, Bill Gates, Carlos Slim, Steve Jobs and Jeff Bezos, they all have one thing in common; they can sell their ideas.
It took Amazon more than 14 years — 58 quarters after its May 1997 initial public offering to make, cumulatively, as much profit as it produced in the latest quarter alone. Keep in mind that Amazon consistently lost money for its first several years as a public company.
Jeffrey Preston Bezos is an American internet and aerospace entrepreneur, media proprietor, and investor. He is best known as the founder, chief executive officer, and president of Amazon. While he is not regarded as a sales person, he certainly convinced many intelligent people to get behind his idea.
So today, I would like to introduce you to a super salesperson who became a millionaire with this skill. His name is Daniel Tolson and has worked on his mindset to create success in his life and I just know you will gain some wonderful millionaire insights today.
Daniel refers to his book in this video and you can download it here with this link www.winsalesnow.com/wsn.
Learn more about R!k Schnabel here https://lifebeyondlimits.com.au
Rik Schnabel (00:05):
Welcome to Millionaire Master Academy. My name is R!k Schnabel and I’m delighted to be sharing another show with you in millionaire master Academy where we help people make their first or their next million. Today we’ve got a very special guest who’s super skill is sales. This particular gentleman is a wonderful man by the name of Daniel Tolson and he’s served as a consultant for more than four and a half thousand companies and individuals throughout Australia, New Zealand, Taiwan, United Arab Emirates, Italy, Great Britain, Ireland, and both North and South America. He’s been a business influencer and he’s impacted millions of people each year because he has developed himself and worked on himself for so many years that he’s become quite a master of time management, goal setting, strategic planning, superior selling skills, and business model innovation. And a real skill that he holds is his ability to understand emotional intelligence. After all your success or failure is going to be based upon your mastery of your own emotional intelligence.
Rik Schnabel (01:32):
He’s the world’s number one business coach specializing in emotional intelligence with over 1,350 case studies into AI in the past three years alone. So he’s written more than 250 audio and video learning programs and he’s influenced business owners all around the world. So welcome Daniel Tulsan to millionaire master Academy. How are you going?
Daniel Tolson (2:06):
Rick, I’m fantastic. Thanks for having me here. I know we have a few hours in time differences today, so on waking up you might be going to bed, but I’m feeling great. Fantastic. And where are you at the moment in the world or today? I’m in Taiwan in Taipei and on Thursday I’ll be heading over to Malaysia. So I’m a in the Asia Pacific region at the moment. So Daniel, thank you very much for coming onto the show. I wanted to talk specifically about millionaire behaviors and your specialty is sales a among many specialties. In fact you have a very extensive experience in bio I noticed. And I wanted to get a sense from you around how you thought about money growing up versus how you, about.
Daniel Tolson (03:00):
Money now. Well, money when I was growing up was very confusing and I used to hear that we don’t have a money tree, Daniel, we’re not rich people like the other people. And I was always really conflicted because I would hear my mom say, we’re not rich people. We don’t have a money tree, which I always wanted a money tree by the way. And I’d look around Vegas, mum would say we had no money, but then we had all these expensive and take intakes in the house. So I was a little bit conflicted about money. I remember that mum would buy us Dunlop volleys, but we couldn’t have Nikes or Reebok pumps. And my brother used to get really upset that we were wearing Dunlop volleys and not Reebok pumps, but familiar. I could see the logic there because mum would say, look, your feet are growing really fast.
Daniel Tolson (03:48):
We can’t afford to buy those roadblock pumps all the time. Just have some shape shoes and everything will be okay. So when I grew up, I had some very wealthy family members at DECA, millionaires hectomillionaire. So I always knew there was money there. My dad was always working really hard. He had his arm businesses and he always had what he wanted. Mum was running her own businesses. She always had what she wanted, but I always heard that we didn’t have enough and we always had to taught nail belts, so there’s was a little bit confusing. I’d go out and spend time with my grandfather and he was in a, he had an abundant mindset. He was a Wheeler, he was a dealer. He was a try to, he would buy and sell anything of value, but he would always share the wealth, but under the same roof, my grandmother was a bit more like Scrooge McDuck, the lights or otherwise turned off, nobody was allowed to eat there.
Daniel Tolson (04:37):
There was never enough money for food and if you borrowed 1 cent, you had to pay 2 cents back. So for me there was a lot of conflicts around money and I had to constantly try to figure it out myself. That would have been very, very confusing growing up. How do you, how did you level that out in your mind as you grew up and developed? I never went without. And so that was the first thing. So it was never poverty. But I think a lot of that old mentality was the poverish mindset. I think it was a bad 30 I sat to have some problems with money and I was newly married and my wife would say to me, why aren’t you spending any money? I said, we can’t afford, we can’t afford to buy this stuff. She’s like, Daniel, let’s going out for dinner. It’s taking me to the movies.
Daniel Tolson (05:20):
I said, we can’t afford that, but not rich people were living in Dubai at the time. We had money, but I started to sound like my mother and I started to say things that my mother used to sight and my wife stopped me when newly married and she said, you’ve got to stop talking like this. This is not healthy. So I picked up the phone to my mum and I said, mum and NeeNee pointed out a couple of things in my behavior in the way that I’m talking about money. I keep saying, I can’t afford this. We can’t afford it. I’ve got to tighten the belts. And she just laughed. She said, well, it just sounds like Millie. And I said, I know my mother heard that from you. I’m turning into you. And I said, where’s it come from? She said, you better talk to your grandmother.
Daniel Tolson (05:57):
So I rang my grandmother and my grandmother, I keep saying this thing called tighten my belt. I don’t even know what it is. I’ve picked it up from mom. I’m saying it in my marriage. Where does it come from? And she said, Daniel you know, in the 1920s, 1930s your great grandfather walked out and away from our family. He left your great grandmother for another woman. And we had no father. We had no provider. It was in the middle of the depression and we had nothing. We did not know when we’re going to get our next meal. We didn’t not know when we’re going to get our next lot of clothing. And we always had to tighten their belt. And it’s something that your great grandmother used to say. So this was a big breakthrough moment that this pattern of behavior had been passed down. Genealogically or be it, I wasn’t suffering financially, mentally and emotionally. I was suffering financially. And it was a big wake up call for me at about age 30 to change the way I thought and felt about money. Big breakthrough moment.
Daniel Tolson (06:58):
When people take a step off the road that they’re currently on, it’s usually because of either tragedy or eights some incredible change or shift in their circumstances. In your case, it was your partner, your wife, and that created a fantastic opportunity for you to become conscious of your behaviors and conscious of your beliefs and conscious of your patterns. And unfortunately, there are many, many people who are not of course conscious of these things. So some way through your life, you know, you became very, very aware of this, but what did you do to step completely off that poverty path and onto a wealth path? What was the, what was the big shift? My mother had always told me that she saw me walking with the giants, walking with the successful people. So I had one belief in there, and this was called heterogenic conditioning.
Daniel Tolson (07:55):
It’s way your family conditioned you with their thoughts. So I had been conditioned that I would be successful. My mom always told me, she showed me you driving a Porsche, inexpensive castle. Boys had these beliefs, but at a subconscious level, because I didn’t have the success that I desired at that stage, it was a big conflict in those self limiting beliefs. And those doubts started to creep into my mind. One of the things that I was doing was I was giving away my services for almost nothing. And one of the things that I had to correct early on was starting to charge what I was worth. So once I started to charge what I was worth, I started to feel different about the money that was coming in because I’d also changed the value on myself. So I did a lot of personal development in this area.
Daniel Tolson (08:43):
I had to have a look at the beliefs of the self made millionaires. I started to look at how the billionaires made money and thought about money. And there was a couple of things that I learned early on. The first thing when it came to money is that the only easy thing about money is losing it. It’s the easiest thing about money that rich people and self made millionaires. They were prepared to work on average for 20 years before they became a millionaire. There was the average number. So 5 million is worked on average 60 hours per week and during that 20 years and the average self made millionaire goes bankrupt or gets close to bankruptcy 2.4 times before they become a self made millionaire. So except that there was a certain reality about wealth and I had to accept those realities, but I also had to learn how to think like these rich people.
Daniel Tolson (09:33):
And a part of that was overcoming my own limit, limiting beliefs about what money was and how it made me feel. And for me there was a lot of guilt around money. And the guilt that the surrounding made was that I was making more than other people and I started to question myself, do I deserve this now that had its roots in my upbringing when I was about seven to eight years of age. I had a lot of learning disabilities. So for me learning was always hard. I always had to work harder than everybody else, but when I started making really good money in my profession, I felt I was making it too easy and I started to feel guilt for the amount of money that I was making so I had to deal with those thoughts and those emotions once I handle those was like the floodgates of money just opened upon me and it just started flooding towards me and I felt very good about myself in relationship to money.
Daniel Tolson (10:31):
When you say you handled how you thought about that, what specifically did you do to handle that? Because of course there was an element there of perhaps guilt or you know, some, some particular mindset around that of worthiness and self esteem and all those sorts of psychological elements that make a big difference to our wealth. How did you specifically handle that and create that shift? There’s a field called emotional intelligence and the first part of emotional intelligence is self-awareness. So the first thing that I had to gain was awareness of my thought process. About money. So the first process was I had a big goal. I had goals to earn a big consulting right, per hour. And so I was very clear on what I wanted and where I was going. But when I got the money, it made me feel differently to the way that I anticipated it.
Daniel Tolson (11:25):
So I, once I was aware, I then had to start to regulate those feelings that were coming in. So as a part of the work I do in NLP, I had to strip back that emotion of guilt. And I had to remove the guilt that surrounded moneymaking. And I believe that had come from my upbringing and also what had been programmed into me through the generations. So you can do that by using FMH [inaudible]. So when you get the money in, instead of you saying to yourself, and this money makes me feel bad, you say, this money makes me feel good because I can achieve my goals. And it’s not something that you say to yourself once or twice. You have to keep repeating those affirmation and until it becomes a habit and a behavioral habit. So whenever I see money now, I love money. I love your money, I love my money, I want your money, I want more of your money, and it makes me feel good.
Daniel Tolson (12:20):
And so now money has been become a positive response in my mind and body. I also had to look at my levels of motivation and I had a self sabotaging behavior where I was setting goals so high that only failure was possible. So when I was earning $50 an hour, I was setting a stretch goal at $5,000 per hour. And what happened was if my income went from $50 an hour to $100 per consulting hour, I would feel guilt for the shortfall of $4,900 but I wouldn’t reward myself with feeling good for doubling my income from 50 to a hundred I kept letting myself down. So that’s a patent that I had to change. And I did that by keeping a very high longterm goal at $5,000 per hour. But I also put incremental goals in between. And what happens is when you set a goal, your body and your brain releases dopamine, and what happens is is you’re ready for the chase.
Daniel Tolson (13:27):
You’re really ready to go out and chase that goal and you start to feel good at the start of the journey. The second thing I had to learn to do was to set a stretch goal so that my body release dopamine and months, there’s the adrenaline, it releases adrenaline. Once you’ve released adrenaline, the heart starts to pump and you start to want to fight for that goal. It’s the first two steps, but the third thing is really important is with these incremental goals is that when you achieve an incremental goal, your body releases dopamine. It’s like ecstasy in your body and you feel really good. And that’s how I retrained my mind and body. I set smaller goals within big goals. So I had these sub goals. I’d get Doug Balmain, I’d get adrenaline, and then I celebrated the success. So now every time the income goes up, I’ve trained myself to feel better about myself.
Daniel Tolson (14:20):
And it’s not just the way that I think, but it’s my whole body in the way that I feel. And this is what I’ve learned from emotional intelligence. So you conditioned yourself for excellence, which is a fantastic way of getting yourself there. So tell me, as you started moving into the space where you went from $50 to $100 and you know, of course you know what we get as we all know, as we have that as Maxwell Moss once said, that cybernetic system that says, even though I am doing better than I feel like going beyond that is hard. And how did you get to the point of breaking through and moving to the next level beyond the hundred and so forth? One of the fields that I specialize in is a business model innovation and is part of increasing your income. You’re also innovating. And what I would do is I would acquire new knowledge.
Daniel Tolson (15:18):
And what I know about new knowledge is what you know today has got you here, but it’s not going to get you any further. The other thing about knowledge today, Rick, is that there’s about 2 million books written every single year in English alone. And the right of information on the planet’s changing so fast that information becomes redundant every two to three years. So I knew I had to acquire huge amounts of knowledge. So I went on a learning spree. Now when I was younger and I was at school, I had linear sequential learning disabilities and learning was incredibly hard for me and it was incredibly painful. So I had to learn how to learn again and I had to learn how to make learning enjoyable. So I went and learned how to speed rate and through splayed writing I was able to acquire massive amounts of information and they must be more than a thousand books that I’ve read so far.
Daniel Tolson (16:13):
And this year already, I think I’m up to about 40 books and I’m just acquiring information. Once we acquire knowledge, we can then acquire a skill sets. So I went and hired coaches. I went and hired mentors. I took all the programs that I could to be able to increase my own personal wealth and I acquired the new skills at big one familiar Rick was learning how to sell. My first sales training was when I was about nine years of age. My uncles guide me some used pipe is and he said there’s your use Pipers. They as the door guy make sales. And so that was my first sales training at age nine but it wasn’t effective. So I had to learn how to sell it cause I had to sell my time, I had to sell myself, I had to sell my services, I had to sew my ideas.
Daniel Tolson (17:06):
So along with selling came negotiation, I had to learn how to negotiate. And all I’m selling is negotiation that’s negotiating to get a little bit of a tension, which is the most precious resource on the planet. So I had to learn how to negotiate. I had to learn how to persuade. I had to learn how to charm people because you know, if you want to make a sale, you have to be very charming. So I went and spent thousands of dollars learning these skills. But what I learned along the way, Rick, was that every time I acquired new knowledge in new skill and negatively, I had an increase in income. And I went to a course in San Diego. It was a $10,000 training. Learning how to speak. And in my opinion, for my business as a consultant, I have to do three things really, really well. And I call it the lore of throat.
Daniel Tolson (17:58):
I have to be able to speak on my topic. And with speaking, if you’re talking about your topic and you want to come across as an expert or the authority in your field, you have to know a hundred words for every one word that comes out of your mouth. In Aussies, I can smell bullshit a mile away. And if you’re talking and what’s coming in, Matt stinks. Now immediately know that you’re not an expert. So I had to learn how to speak. The second thing was I had to learn how to sew. So once you speak about your product, you get attention. Now you have to sell your products and service. And then thirdly, for me, it’s coaching and consulting. So speaking, selling and coaching, the coaching, consulting, I was at excellent at that. I couldn’t get people through the dog so I couldn’t speak well enough.
Daniel Tolson (18:46):
So I learned how to speak, which is persuasion. I learned how to. So which is negotiation and influence. And then I had to deliver on the promise. And that was all skill-based. And what I want to tell our friends today is that old knowledge is acquirable and all skills are learnable. So knowledge and skill. And then the third thing, and I believe this is the most important thing, is I had to work on my attitude and attitude, in my opinion, is your angle of approach. Previously I was approaching money with guilt. Oh my gosh, I’m going to do something, I’m going to get some money, I’m going to feel bad about it, or why do I want to do it? So I had to change that attitude as part of the process. So now when I’m moving towards business, I’m excited, I feel affluent, I feel that I deserve it and I feel that I actually want it inside.
Daniel Tolson (19:39):
Now I have this prosperous mentality and they’re the three things that I’ve always looked around with is knowledge, skill and attitude is a couple of fascinating things that you mentioned there and that is the acquisition of knowledge. You know when you went and did courses and you read more books, you did speed rating so you could start, you know, consuming more good material. It’s very easy to get an edge. It’s very easy to be successful. You really have to do is do what most people are not doing. And you’ve done exactly that. And my brother, he’s a smart guy. He gave me some good advice when we were building one of our first businesses and he said, Dan, he said, I don’t know what to do. And I said, okay, what are you telling me that for? He said, but I know one thing. I said, what is it? He said if we just do the opposite to what that guy’s doing and he’s a failure, then we’ll be successful and that that was just how basic it was. Talking about books, Rick them, I’m an author and ladies, congratulations ID 5% of books are purchased by females.
Daniel Tolson (20:45):
What was the biggest wealth game changer for you? Familiar. It was a quote from one of my mentors and what he said. He said, you can learn anything you need to learn to achieve any goal that you set for yourself and when I grew up having learning disabilities, I always thought that there was something wrong with me. I always thought there was something that I didn’t have and what I have learned by doing a lot of personal development over the years is that you can learn anything. Nobody is a born doctor. Becoming a doctor is a learned skill becoming coming upon. There is no such thing as a born pilot. And if I hopped onto a commercial aircraft and the captain said to me, Hey, I’m just an born pilot and I’m going to give it a go, I would not get on that aircraft.
Daniel Tolson (21:34):
So all knowledge you can acquire all skills are learnable and there’s really four days that go along with this. What I’ve learned is that first of all, you’ve got to have a lot of desire. If you want to become wealthy, you’ve got to have a burning desire. If you want to become wealthy, you also have to make a decision to stop being broke and to start being rich. Thirdly, you need to have determination. And Rick, in my opinion, anybody can start anything today, but most people don’t have stamina and Stang power to see it through the end. And then finally, you’ve got to have discipline. And here I’d like to touch on our comfort zones and most people sabotage themselves financially because of homeostasis. Now our body temperature, we can say central about 37 degrees. We’ll just call it 37 to be friends. If your body temperature goes up by 10% you know, just up to about 41 degrees, your body starts to go into a hyper Praxis state and the body tries to cool itself down back to 37 degrees.
Daniel Tolson (22:43):
The comfort zone, if the body drops below 37 degrees, it goes down into a hypothermic state, and if you’re freezing it too cold, you die. So the body tries to warm itself back up to 37 degrees. Now, the same is true for our incomes and this is what I learned is that we all have a income threshold. For some people it’s at at $100,000 a year and that’s their comfort zone. Some people it can be half a million dollars per year and that’s their comfort zone, but the same thing is true for everybody is that as soon as your income goes up by 10% you start to go into self sabotaging behavior and you start to spend this extra money because you don’t have a plan in place on what to do with it. And what you’re doing is you’re bringing that income back down to your threshold in your comfort zone.
Daniel Tolson (23:35):
The other thing that happens, and I love this, and it’s happening all around the world today, instead of acquiring more knowledge, instead of acquiring more skill, people start to take up a side hustle. Their income drops down, they start to drive Uber, they start to deliver food for food painter just to get their income back up to the threshold. And once they get back up into that comfort zone, I relax. But you’ve got to acquire the new knowledge incrementally just to move outside of that comfort zone. And the comfort zone is only 10% so I, my point is you can learn anything you need to learn to achieve any goal that you set for yourself. Going back to your very early point, it’s about getting awareness first. Once you’re aware of this information, then the next question is, you know, coming back to your four days, you know, what are you going to decide to do as a result of getting this information?
Daniel Tolson (24:29):
I feel these days, many, many people are becoming intellectual morons. You know, they’re becoming people who are picking up data, picking up information, they know everything about everything but applying nothing to nothing. And so from that particular perspective, they become scientists but they’re not really successful. There’s a field that I study and it’s a special field of what’s called motivation, but driving forces in what we have today in your spot on him. It’s a driving force and it’s called intellectual intellectuals on one side of the scale and instinctive is on the other side. And what we have today is we have a lot of people who are just learning for learning’s sake and there is no outcome for the learning. And that’s one of the big problems on singing businesses around the world is this intellectual driver is so strong and we just want to learn but not to take action.
Daniel Tolson (25:29):
And that comes back also to fear. So 43% of business people are experiencing fear right now. And 99% of people in business or serious professionals have a simultaneous fear of failure and criticism. So what happens is they get all of this knowledge, but then they feel failure. I’d rather have all of this knowledge and not take action. So don’t fail. The other people have a fear of success. What if I actually did become successful? Will that ex-girlfriend or ex lover had put those nude photos of me on the internet? Is that going to happen? The other people have fees of making a mistake. Well, what if I get all of this information and I apply it and I make a mistake? Or the American management association did studies on this years ago out of your 30 years ago, and they said that 70% of the decisions that you make in business in the fullness of time, again to turn out to be wrong, but what millionaires do and self-made doing is they know that failure is a prerequisite to success and they know they’re going to fail more times than they succeed. And my father’s a farmer, he said, Daniel, if you have one good year in seven as a farmer, you’ve made enough money to
Rik Schnabel (26:43):
Survive. But if you have two good years in seven, you can feed yourself in your family for life. So, even as a farmer with the most basic instinctive knowledge, the farmer knows you’re going to have five bad seasons, but if you just have to, you’ll never have to work again. And these are some of the fees that we have to overcome. The fear of the unknown, the fear of missing out. You’ve got to overcome those. And then your knowledge is really valuable. When we talk about finding your right, we all as successful people, we expect to file. It’s part of the parcel, it’s part of the game. So that comes down to batting averages and how, what is your batting average? You know, when, when you’re working in a space of sales. So people who get close to the application cycle, that is, they’re applying what they learn quickly rather than like architects who will apply what they learn every seven years, you know, cause their cycles are so long.
Rik Schnabel (27:45):
And that’s why architects who are brilliant so old and because they’ve got to go and do about 10 cycles and by the time they do that, it’s 70. So from that perspective, the sales cycle is completely different, but it requires a lot of good mindset. It requires great courage and it requires every single skill that you’ve ever been taught. And this is something that I see as a common with great salespeople. They tend to be well-read, they tend to do a lot of work on themselves and I tend to apply those, not those things that knowledge on a regular basis. So tell us a little bit about how you see sales as a vehicle to wealth. Because of course sales is your superpower. One sentence. Without sales, business fails. You can’t have a business, you become make sales. And that’s just a fact that everybody has to accept.
Rik Schnabel (28:49):
As part of business. As a coach and consultant, I see people who love to coach, but they hate to sell and because they can’t sell, they never get to do enough of what they love, which is coach. And this is where we come back to desire. How bad do you want to coach? How bad you want to consult? If you want it that bad, then go out and learn and acquire knowledge in skill for selling. So without sales, business fails and it’s the start of everything. You can’t create wealth if you can’t make a sale. You can’t build a team if you can’t make a sale, you can’t improve the lives of your customers if you can’t sell to them. So a couple of realities in business, in business to business sales, 90% of the sales are made after the first month in 10% are made after the first year. The average salesperson
Daniel Tolson (29:42):
Gives up before the very first attempt at closing. So let’s just scan the horizon there. They might be 3000 consultants in Australia and I know the majority of those consultants are going to give up on that sale before they even ask for the order. I don’t have competition, Rick. That’s the most amazing breakthrough. Familiar is the competition is not even that strong [inaudible]. I also know that 80% of sales and night after the 12th to 15th contact. So what it tells me is that in a high tech, Whoa, we’ve got to be high touch. And if you’re willing to do three things in the sales arena, you will absolutely make a million in your first couple of years of business. The first thing to know about selling is that the relationship is more important than your product and service. And I’m really sorry to say that lives in gentleman.
Daniel Tolson (30:38):
Your clients don’t care about your product and service until they know how much you care about them. So in the first stage of all selling your job is just to build a relationship. I mentioned before about people fearing making mistakes. 80% of the reason why people don’t buy your product and service is because they fear making a mistake. But the relationship in and of itself can utilize that feat because if you have that know, like, and trust factor, they know that they’re going to buy something that is right for them because only a good friend would make the right recommendation. So you got to build relationships. The second thing today in today’s economy is you have to be great at educating and teaching your prospects how to get a return on their investment. People asks for questions, and you might not have ever considered this, but first of all, they want to know how much is it?
Daniel Tolson (31:37):
Everybody wants to know how much we live in a commercial plant. You’ve got to answer that question. That’s the first one that’s really obvious, but the second question is how much do I get back? So if I’m going to put a hundred grand into your hand, how much are you going to put back into my hand? And if you can’t answer that question and educate them, you can’t make a sale. The third thing that every buyer asks at an unconscious level is how fast do I get it back? So if you’re selling something for a hundred grain and they going to get $150,000 back in, but it takes them 30 years, it’s too big a risk. So what you’ve got to do is because people are exploding by NYCHA, you’ve got to show them how they can get them money back faster than in any other product or service that’s on the market.
Daniel Tolson (32:26):
The full thing that people ask is how certain are you about this? And you have to have a level of certainty. Your level of certainty in your product and service has to be unshakeable. You have to be able to look at that person in the eye and say, mr or mrs buyer, if you buy this product and service, you are unconditionally guaranteed to get this result in this amount of time. Now once you’ve proven those four things for Alaska, one more question and it’s about social proof. People say, well, I don’t want to be the test dummy here. Who else is getting those results? So they’re the four things and the fifth one is the bonus. How much app, how much and how fast do I get it back? How certain are you and who else is using it? Next, part of the new model of selling is consultative selling.
Daniel Tolson (33:17):
A consultant is somebody who asks questions and if you really care about your clients, you will ask them deep and meaningful questions so you can understand and learn about their situation. And what a doctor is, is a doctor as a consultant and he does three things, right? The doctor does an examination at diagnosis and then mix the prescription. So as a consultative seller, you want to do a very good examination and make sure that your product and service is right to the customer. If it’s not right for them, tell them directly, this is not for you, it’s not going to help you if it’s right for them. Do a diagnosis. The doctor sends you for an x-ray, run a diagnostic on your client and then if it’s right for them, then make a recommendation. And if you do that, if you do a great examination, a great diagnostic, and make a recommendation, every customer who could benefit from your product and service will become your customer.
Daniel Tolson (34:15):
Absolutely guaranteed. The great thing about wealth is all the epiphany’s, the epiphany’s that you get along the way. What was one of your greatest wealth? Tiffany’s? It’s a toddler of a book and I’ve believed this for 30 years. If you do, you love the money will follow. And I’m a big believer of that. One of my early passions, Rick was white voting and I did white boarding because I loved it. And then somebody said, Daniel, why don’t you go and teach people how to do it? And so I went out and taught white boarding something that I loved and then people started to pay me for doing what I loved and I thought, this is incredible. I go out, I ride, you pay me to run and I’m doing what I love. Like that makes sense. And so at an early age, age 17 I was getting paid a couple of hundred dollars an hour to coach sports and I loved it.
Daniel Tolson (35:11):
The same thing came true when I started my clothing business called liquid militia. I designed clothes that I wanted to wear, I designed accessories that I wanted to use and then other people said, I want to pay you for what you’re wearing. And we just loved what we were doing. We made movies in our sport and people paid to watch our movies. Again, it repeated. The same thing happened at age 27 I’ve got a call from Dubai. They said, we want people to learn how to whiteboard in the middle of the desert. We need some pro athletes to come and teach us how to whiteboard again. I got paid to do what I love and then when I started my coaching consulting business, I had to, I become my own mental and emotional blockages about wealth to start with and I felt so good about dealing with those things.
Daniel Tolson (36:00):
I said to myself, I want to teach other people this stuff. I was willing to pay for it and now I do what I love every single day. So if I’m doing a 14 hour day, a 16 hour day, I don’t watch the clock. I’m not dividing my hours up by into money. I’m just doing what I love and I believe that if you do what you love, the money will fall. Follow that. Like we said before, just acquire the right knowledge, the skill, have the right attitude and you can make money doing anything. I completely agree with you. Then
Rik Schnabel (36:31):
You know, one of the things that I think certainly happens when you follow what you love first stock, it’s not working. And equally what happens when you do what you love for your work, you’ll research deeper than most. You invest more time applying it. You will talk about it until the cows come home. In fact, you probably won’t shut up about it. So whether you like it or not, you’ll be promoting what you love and you’ll be selling what you love. And so success becomes very easy when you follow that one particular formula. So I can see how that’s a huge wealth of epiphany for you. So when in the sales space, there’s a lot of people who are doing various things watching this particular program, some are in the trading space, some are in the coaching space, some are entrepreneurs, some are in businesses of all ilk and others are in a career and hoping to really achieve in that career.
Daniel Tolson (37:34):
What advice would you give them in the space of sales? What could really make a big difference to their results? Familiar it guy. I was buying a white lost product a couple of years ago and I’m okay, I’m on my terrific body weight, I’m, I’m fine, but I wanted to still enjoy the benefits of this white loss protein shake was a really good shake and it was recommended to me and I got talking to the sales rep and I said, Hey, I’ve heard great things about this. It’s a vegan product, it’s a meal replacement, is no sugar in it. Like I really want this. I said, are you enjoying it? Are you getting the benefits in your life? And they said, Oh no, I’d never drink that. I’d never drink that stuff. I’m like, why wouldn’t you drink it? You’re selling it. They’re like, Oh, it’s way too expensive.
Daniel Tolson (38:23):
So my point is this is that people have to look at you and I call this the, when Harry met Sally model of selling, you have to be getting the benefits, the results in the improvements in life and when you can demonstrate to other people that you’re getting those same benefits, results and improvements in your life, Dave will want that automatically. And if you’ve seen the movie when Harry met Sally, she’s having an orgasm in the restaurant, the men and the women turn around and say, I want what she’s having. And that’s the best form of selling. If you’re getting that result in your life, you’ll be 100% can ruin and paper would just say, what are you smoking? And I want to smell good as well. So you’ve got to get the result in your own life. If you do that, the sale is 90% complete, the 10% is just the negotiation and the transferring of money.
Daniel Tolson (39:16):
That’s all it is. Along the path to wealth and you know, many of us in are myself included in the early days, kept hitting the wall, you know, kept falling over thinking the wrong things about the game of wealth and so there are some traps for newbies. What do you think are some of those, the biggest traps for people trying to increase their wealth? The first thing if you want to create wealth in the first step that you’ve got to avoid is you got to get rid of your plain bait. Now, the Wisconsin school of business did some research into this and if you consider a plan the going back to the old job for as little as 10 minutes, that’s enough to sabotage your entire success and that’s the first thing you have to eliminate. If you can’t get past the plan B, you’ll never have wealth.
Daniel Tolson (40:17):
There is no side hustle. There is no, I’m just trying to do this for a little bit. You got to go all in. And if you have a look at every successful athlete, our member Rick, there was a professional basketball player in America and he was working at somebody like Walmart and he knew that if he didn’t at chase, he’s dreaming, go after it. And if he didn’t go all in on that goal, he’d be at Walmart for the rest of his life. So we went down, and I’m not suggesting that our audience do this, but he went down to the local tattoo parlor and got a big tattoo on his face because he knew if he got that tattoo on his face, it never be able to work in customer service ever again. And that was him getting rid of his playing vape. But don’t get a tattoo.
Daniel Tolson (41:00):
Just make the decision. And along with making decision, you then have to look at what I call these, your individual human control and 84% of the population right now, Rick living far below their potential. Go and have a look at the most successful people in any field and ask successful people, what do I need to learn to become successful? And when they tell you to write a certain book, take a certain course, don’t be stupid and do something else. They smart and go into exactly what they told you because there’s a reason why they are there and it’s just because they’ve acquired that attribute. And after you’ve discovered your inborn attributes and you’ve gone out into the quad, those new attributes are learning how to sell, negotiate, persuade, influence, hire, fire, all of these things and you’ve got to work on your attitude and your attitude is the multiplier and attitude in my opinion.
Daniel Tolson (42:00):
As I mentioned before, it’s your angle of approach. So constantly come back and have a look at how are you approaching this. You may have all the knowledge and skill, but maybe your angle of approach is just off track. Now talking about angle of approach. If a aircraft flies out of Sydney, Australia and flies to Los Angeles, if that aircraft is just one degree off course, every hour for 16 hours, that aircraft will overshoot the runway by 600 miles. And my point is working on your attitude. You do need help. You need somebody looking over your shoulder at coach and mentor to bring you back on track because you don’t want to be 600 miles away in the middle of the desert or in the Pacific ocean. So inborn human potential. How far can you go in this lifetime? And I bet if you’re honest with yourself right now, you could say honestly that you’re only getting warmed up and you can be 10 1520 times further along and you know, so it’s time to make that decision into unlock that potential in the context of people getting in touch with you. What would be the best way for someone to reach you? Go to my website cold when sales now.com that’s the best place to go. I’ve written a great book, there’s 21 time tested and proven strategies for you to make more sales faster and easier. So just go and get your free book when sales now.com that’s the best place to go. Fantastic. Thank you
Rik Schnabel (43:38):
Very much Daniel Tulsan for a wonderful share and millionaire master Academy. So that was Daniel Tulsan. And as you get a sense, Daniel has the great skill of sales, which if you think about it, you going to need sales in every single area of your life, whether you’re in business or whether you’re growing your career or whether you want to master connection and communication with others. So sales I believe is a fundamental skill. In fact, most millionaires, most successful millionaires know sales very, very well. When we think of people like Richard Branson, for example, the reason Branson is so successful, and a lot of people miss it, he’s good at sales, and what you get a sense of is every single great. Certainly the ones that I have met have done great work on their mindset, and Daniel shared some really great gems about mindset. So make sure that you don’t just take notes from this particular millionaire master Academy. Make sure you apply and perhaps contact Daniel or certainly download his book. My name is Rick Schnabel. Thank you for enjoying another millionaire mastery, and may you live a life well beyond limits. Bye for now.