Last Updated: Mar 20, 2019
Notice: Kevin Harrington upgraded the training program. Now it’s called “Secrets of Successful Selling Masterclass”. It was called “Secrets of Closing the Sale Masterclass”. The team behind this incredible masterpiece: Kevin Harrington, Zig Ziglar, Mark Timm, Michelle Prince. The business/selling program had huge success during the previous launch, but they enhanced it and improved it even more and Mark Timm plays a more active role in guiding and teaching people. More selling secrets are being revealed, more free resources are packed, huge bonuses are offered in addition to my extreme bonuses.
You can access all the Free Resources bundled with this training here
And here is a quick overview of the Masterclass.
In a previous post, we discussed Zig Ziglar’s extraordinary story and how he was able to overcome incredible obstacles throughout his life and career. In another post, we highlighted how Kevin Harrington was inspired by Zig’s story and he became a very successful entrepreneur. He says he owes his success to the master of sales, Ziglar. With over $5 billion in sales in his record the inventor of the infomercial now proceeds with a masterclass in sales. His goal is to teach entrepreneurs, leaders, and companies how to use persuasive sales tactics to boost their revenue to the top.
Secrets of Successful Selling Masterclass
What it is
The masterclass is for those who are in the business of selling and want to sell more of their products, services, and ideas. In the masterclass are included vintage videos of Zig that were never available publicly and Kevin Harrington’s secrets to sales success.
Kevin continues to mention that everyone is in the sales business, even when they have nothing to do with sales.
I already analyzed this paradigm shift in a previous post with examples. Zig used to say that we are constantly selling something, whether it is a product, an idea, to support a cause, to get our children to eat, to ask for a favor. Ideally, the course is for:
- Professionals in industries like real estate, mortgage, automobile, pharmaceutical, insurance.
- Leaders, business owners, sales managers, entrepreneurs
- Digital marketers, bloggers, sales representatives
- Speakers, authors, copywriters
- Those who need an audience
The course aims to help salespeople to “Close” the sales effectively by using the entire sales process of Zig on a daily basis. Ziglar was able to reach the #2 spot as a salesman in a company with over 7,000 salespeople.
There are 7 secrets sales vaults (modules) over the course of 7 weeks. It’s a step by step system full of vintage Zig’s video footages, Kevin’s insights, and real, behind the scenes stories of Kevin’s success. Additionally, there are Q&As and interviews hosted by Michelle Prince.
#1 – The Black Box: Unlock the magic of selling, discover the perspective that changes everything. You’ll discover the real power of selling and just how indispensable your idea, your product, and your service really is to the rest of the world. You’ll trash any self-defeating ideas you may unconsciously hold about selling and get clear about what selling really is.
#2 – The invisible asset: You are the most overlooked and ignored asset you already have, the course aims to help you understand just that, in order to transform your sales point of view. You’ll get a deeper understanding of your role in the selling process, and you’ll discover the most valuable asset that you have and when you do your entire selling paradigm is gonna shift. You’ll position yourself to realize your full potential and unlock your power to sell.
#3 – The genius approach: You need to see others clearly, and serve them, not sell to them. You’ll see the power of building win-win relationships with the people in your market. The genius approach turns everything you thought you knew about selling completely on its head. It shows you how to create a collaborative environment that turns you into a real advocate helping your market get exactly what they want
#4 – The hidden arts: What is there at the heart of every sale that’s taking place? If you capitalize on that you can sell more of anything. You’ll start to unlock secrets of sales that work, you’ll learn the value of preparation, the power of the words you use, the right balance between emotion and logic, the importance of asking questions and the vital role of listening plays in making sales. You’ll be empowered to better understand your customer and that will give you an unrivaled advantage.
#5 – The closer’s collection: make people commit to what you say by becoming more confident, empowered, and effective. It will give you the proven techniques to get people to commit and take action now. They’ll give you the confidence you need to close more sales while making lifetime customers. Unless you convert a prospect into a customer, there’s no sale, there’s no revenue, there’s no business success. This vault shows you how to do it without being pushy, without being sleazy.
#6 – The grand reveal: What you do when it’s time to share your product or idea with the world? The first step is to get in front of the right people. You’re gonna tie it all together. This is where you’ll see how to get your message in front of the right people, at the right time so you can make the biggest impact in their lives and not just by launching a website and waiting and hoping your prospects come knocking but rather by understanding your own story so you can become an influencer in your customers lives.
#7 – The dream team: Realize your greatest dreams, and get a team you can trust. You’ll unlock a real secret ingredient for exponential growth in your team. No matter how talented you are you’ll always reach the limits of your own abilities and building your own dream team can blast you past those limits. The right team maximizes your strengths and minimizes your weaknesses. In this vault, you’ll discover how to get creative pulling together a dynamic group of people with a shared vision for success.
These modules are designed to shift your mindset, build your confidence, and give you the tools you need to start generating a consistent reliable stream of sales.
But the training does not stop there, most programs offer some information and then leave you on your own. This is not going to happen in the Sales Secrets Masterclass
There is a huge bonus package for those purchasing the course
- The course: Building the best you
- The psychology of successful sales
- Turning objections into sales professional closing techniques
- How to build a dream team you can trust
- Making the most of your digital brand
- 4 Q&A group coaching calls with Kevin
- Ticket to an impressive secret live event
- Exclusive access to the secrets community 24/7
- more bonuses
plus a printed guidebook and various downloadable resources
The bonuses value estimates $20,000 and there’s another bonus for those who take action fast, as Kevin will give them access to the material for a lifetime.
Enroll in the Masterclass and claim my huge bonuses.
In a previous article, I talked about Kevin and Zig’s background. Here’s a quick overview:
Zig is America’s most influential and beloved encourager and believer that everyone could be, do and have more. He influenced over 250 million people with his 33 books, videos, recordings, and live performances.
His best advice lies within:
You can have everything in life you want if you will just help enough other people get what they want
Free Video Series
Beyond the free reports and the book that I announced in the previous post (the sales success cheatsheet, Zig’s secret of selling and the one thing you must do to succeed today), there are 3 videos that you can watch right now.
The video expands on the differences between salespeople. Others seem to fail no matter what they try while others close deals in a blink of an eye. The latter group seems to have an unfair advantage.
Then, we watch Kevin introducing himself as the founder of the Closing the Sales Masterclass, inspired by Ziglar. He’s also a successful entrepreneur for over 40 years, the original “Shark” from the TV show “Shark Tank”. He is also a co-founding member of the “Entrepreneurs Organization”, and co-founder of the “Electronic Retailing Association”. Not only, but he also invented the infomercial, his one of the pioneers behind the “As Seen on TV” brand, and he launched over 500 products generating over $5 billion in sales in 100+ countries. He’s also the author of several books including “Act Now”, “Key person of influence”, “Put a Shark in your Tank”,
He did it all with the help of Zig’s ideas and the ideas he molded alone throughout his career.
The Core Secret: How to 100X your success – Highlights
- Everything is selling, to sell is to serve, money isn’t everything, but it is reasonably close to oxygen, on the ‘gotta have it scale’.
- More than half of the top 100 on the Forbes billionaire list started in sales.
- You can enjoy success if you really want it
The Core Secret is the famous quote of Zig:
You can have everything in life you want if you will just help enough other people get what they want
3 mind-blowing ways this secret can change your success perspective:
#1 Confirms your desires and dreams because money can’t buy everything. As Zig said…” Everybody wants to be happy, healthy, and reasonable prosperous”. Money can buy you a house, but not a home, money can buy you a bed, but not a good night sleep, it will buy you a companion, but not a friend. It will buy you pleasure, but not happiness.
But you need to feel secure, and to have friends, peace of mind, and good family relationships.
Paul J.Meyer quote…
” Whatever you wildly imagine, ardently desire, sincerely believe, and enthusiastically act upon must inevitably come to pass”
Kevin always applied these quotes in a simple 4-step process: Imagine, Desire, Believe, Act. He expands on this process by underlining that You should be clear on what you want. Your dreams must be crystal clear before you chase them.
#2 Puts your focus on other people.
Most people want something for nothing. Most people expect to get rewarded first before they offer value. But this is not how things really work. Zig used to say that you first have to put in the work before you expect something in return. Kevin emphasizes on this secret and expands. You have to offer value first, to solve a problem, and if this solution makes other people’s lives better, then you’ll be rewarded.
Prime the pump, put something in before you can get something out. It’s the genius approach, put people first from a win-win perspective. Both sides have to receive value from a sale.
For that matter, Kevin lets Zig reveal a story…
I got a couple of good friends used to live down in south Alabama. Their names were Bernard and Jimmy.
One day they’re out riding through the south Alabama foothills and they got a little thirsty. Bernard was the driver and he was also the athletic one, so he hopped out of the car. He ran around this abandoned pump there in the back of this old farmhouse and he grabbed the handle of the pump and he started to pump when Bernard grabbed that handle and started to pump, you know, since it was August and brutally hot that day he was anxious to get some water out, so he, he really got after it.
He was pumping away and after a couple of minutes, he said, “Jimmy, you’d better get that old bucket over there and get some water out of the creek… we’re going to have to prime the pump.” All that really means is that you got to put something in here before you can expect to get anything out here. The pump is really saying in another way, what we’ve said so many times, and that is that you got to be and do before you can have. Too many people stand in front of the stove of life and say, “stove, now you give me some heat and then I’ll put some wood in you.” So many times, the employee goes to the employer and says, “now, give me a raise, and when you give me the raise, I’ll start coming to work on time. I’ll start doing the things you really want me to do.” What they’re saying is “reward me now and then later I’ll perform.”
That’s not the way it works. If it did work, can’t you just imagine an old farmer saying, “Lord, I know I didn’t plant a thing this year, but if you’ll just give me a bountiful crop this year, I promise you next spring, I’ll plant this whole field.” It doesn’t work that way. First, you got to put something in before you can expect to get into something out.
Then, Kevin discusses 2 inspiring stories that transformed his life. The first is how he helped a friend sell a “Fishing Lure” product, and the 2nd one is the story with Arnold Morris, the man who introduced to Kevin the “Ginsu” knives.
Kevin was speaking at a stage and when he finished his presentation went to another stage where some ‘crazy’ guy was using knives to cut some coca-cola cans. He was doing extraordinary moves and he was speaking without taking a break. Kevin was amazed by this man’s professionalism and the way he was communicating his sales message to his audience.
At the end of this man’s presentation, the sales started rolling in. Kevin was watching hundreds of transactions happening in front of his eyes.
He started thinking his mentor’s words, Zig Ziglar saying ” To sell is to serve”. So, he needed to find a way to serve this powerful man. Kevin approached the ‘knife’ man and introduced himself. Hi, I am an entrepreneur and I am amazed by your sales skills. Can I ask you a question? How long have you been doing this?
The man replied…” I’ve been doing this for over 12 years, 40 weeks a year, I travel the country selling these knives and my wife collects the payments.”
Kevin dared to ask another question. ” What if I showed you a way to sell these knives without you having to travel the country any longer? What if I help you sell the knives without having to speak every single day, and you will be able to sell these knives worldwide, not just to 100, 200, or 300 people at a time? Would that be beneficial to you?”
Arnold Morris accepted the offer, Kevin got him to record a video, and the world of infomercials was born. They sold millions of knives on TV with infomercials and Arnold was forever grateful to Kevin.
If people like you, they’ll listen to you, but if they trust you, they’ll do business with you.
#3 It propels your vision of what’s possible.
What the word “Enough” means in the famous quote of Ziglar? The Kevin’s answer is pretty simple and obvious…The more people you help, the more you’ll get.
There is a great story of Zig that unfolds in this 1st video…
Let’s just say all of us are in the world of selling. When my oldest daughter was three years old, we were up in Knoxville, Tennessee. We had our brand-new baby there at home and I was caught out on the mountainside when the baby was about four or five days old not long after my wife had brought her home and I was caught out on the mountainside, I spent the night on the road. Fortunately, I was trapped next to a Greyhound bus and I had a chance to go in and enjoy some comfortable attire. So, I came in reasonably comfortable, but when I walked in it was snowing again and it was cold and I was absolutely exhausted. I walked in and immediately started pulling my coat and all those sorts of things off, you know, and my wife said,
“Honey, wait a minute, don’t take your stuff off yet. You’ve got to go back to the store and get something for the baby.” And I said, “Oh, OK.” So, I started putting all the clothing back on and big top coat and my three-year-old daughter Susie came up to me and said, “Daddy, I want to go.” I said, “Oh Susie, The weather’s too bad. I’ll be back in just a few minutes.” But she said, “Daddy, I’ll be so lonely. I said, Susan, you’re not going to be lonely… your mother’s here. The maid is here. Your little sister’s here.” And she looked at me and she said, “yeah, Daddy, but I’ll be lonely for you.”
Everything is selling.
I never will forget that Friday evening the Redhead met me out at the airport. I’d been gone all week. And she met me there. She was dressed just fit to kill. That’s all I can say. She had on some of that good sweet-smelling stuff. And while we were waiting for my bag to come down, she snuggled up real close and slipped her hand into her mind. She’s powerful, friendly.
Anyhow, she looked up at me and she said, “honey, you know, I was just thinking you’ve been gone all week. I know you’ve been in five different cities. You’ve got to be tired having done all these seminars, if you would like on the way home, we’ll stop by the store and we’ll pick up some fish, some seafood or maybe a nice steak.
And when we get home, Tom is spending the night down the street and uh, it’ll just be the two of us… won’t take me long to prepare us a really nice dinner and the two of us will sit there and just really enjoy the meal and then I know you don’t want to get involved in washing a whole bunch of dirty, greasy pots and pans and dishes and cleaning up and all that sort of thing. And it shouldn’t take me more than an hour, hour and a half, two hours at the most.” But she said, “the thought occurred to me that we would probably be far more comfortable if I were free to devote the entire evening to just paying attention to you. I could do that. Of course, at a really nice restaurant.”
What is the sales profession? Number one, the sales profession, the very word sell is much better and more accurately described by the Norwegian word sejle, which literally means to serve, to sell is to serve.
The Core secret of success analyzed by Zig…
You make a living by what you get. You make a life by what you give. The picture that you have of yourself… what dramatic difference it will make when you buy into the concept that you can have everything in life you want, if you will just help enough other people get what they want. What a difference that will make. Now, I want to emphasize the point. The point I want to make here is that is a philosophy, not a tactic. Our method… if you think you can do something for somebody and then they’re going to do something back for you, that’s manipulation, that’s ugly, that absolutely will not work. But if you do it because it is the right thing to do, if you do it because that’s what you want to do, it’s absolutely astonishing what it will mean to you.
Enroll in the Masterclass and claim my huge bonuses.
This video presentation is about leveraging the core secret of sales to multiply success and business growth.
It’s about overcoming the fear of failure and rejection. Zig’s videos show how to build immediate trust and turn objections into sales. The goal here is to break free from the frustration, and the feeling of being stuck. More importantly, Kevin wants to help people live deeply fulfilling lives.
This video is for you if you answer any of the questions above positively
- Have you ever felt success just isn’t for you?
- Have you ever experienced the fear of failure and rejection?
- Have you ever wanted a sales mentor to guide you?
- Have you ever dreamed of building a team you can trust?
- Have you ever wanted to get the word out about your brand or business?
- Have you ever felt like quitting when people say “No”?
and Kevin projects…” If you allow temporary obstacles to become your permanent reality, you’ll never achieve phenomenal success”.
The most significant thing you can do to multiply your impact and build trust quickly is to ask questions and listen well to other people so you can respond with sincere concern for them
Kevin continues…” People often need to see the value of what you’re selling before you can close the sale”.
The Magical Transformation Close – 3 steps
- #1 Start with your mindset: Think about how YOU can help THEM. Make sure you’ve got the right mindset so you can be creative about sincerely delivering value
- #2 Identify the magical transformation: Listen for language THEY use to talk about what THEY want, not just words you already know and use as an industry insider
- #3 Show the magical transformation: Make sure the transformation is so obvious, it’s a no-brainer to click, sign, or shake hands on a deal
What Zig’s life was like before he started to discover the secrets of successful selling
Personally speaking, let me tell you something. The first two and a half years I was in sales—and that’s where I got my professional start—I was not what you’d call an overwhelming success. As a matter of fact, I wasn’t even a whelming success. Now that doesn’t mean I didn’t sell a lot because I did. I sold my furniture, I sold my car, and that is reasonably close to the truth. We had a very difficult time and as time goes on I share a little more about that. But then one day I went to a meeting.
It was in Charlotte, North Carolina. It was a meeting I came within a gnat’s eyelash of missing because at 5:30 the next morning when I was about going to that meeting, I’d been there the day before I spent the day and didn’t learn a thing. Have you ever been to one of those all day not learn a thing? I didn’t. Next morning at 5:30, the alarm clock sounded off. Now those days it was an alarm clock. Now, of course, I recognize it now as an opportunity clock because if you hear it, you have an opportunity to get up and go if you can’t hear it that might mean you done got up and gone.
You know every day is a good day and if you don’t believe then you just try missing one of them. Opportunity clock got me out of bed although, that day it was the alarm clock. Force of habit, got me up. I cracked the Venetian blinds. We were living in this luxury apartment with three bedrooms, or three rooms rather, above a grocery store—just to emphasize the luxury part of it. I looked outside and the weather said Ziglar, “No sane human being would get up and go out there in that weather.” I was driving a little Crossly automobile that didn’t have a heater in it so I did what any intelligent person would do—lay down and get back in bed.
But as I lay, there the words of my mother came back to me from my childhood. And words are so incredibly important They change lives. As a child, she said, “Your word is your bond and if your word is no good, eventually you’re no good.” When they had given me the job, which it took me over two months to get, they just didn’t think I could sell. And the first two and a half years all I did is prove this about right. When they had given me the job, they had made me promise that I would attend all sales meetings and our training sessions. In two and a half years not only had I never missed one, I had never even been late for one. I rolled out of bed. I went to the meeting. That day changed my sales career dramatically.
My hero was conducting the meeting that day. His name was P.C. Merril. Mr. Merril had set all of the records. He had written the training program. He was a man of absolute integrity. Now why he chose to do this, I will never know. But when the meeting was over there were only 21 of us there that day. But he pulled me aside and said, “I want to talk with you personally.”
I was truly flattered. Here was a man whom I loved and trusted and respected and he chose me out of 21. Now, why did he? I don’t know. The year before, I probably had not been in the top 4000 out of all of the salespeople in that 7000 salesperson company. He got me aside and it was a very short meeting. He said, “I’ve been watching you for two and a half years. I have never seen such a waste.”
And I said, “Well Mr. Merril, what do you mean?” He said, “I believe you can be a great one. I believe you can be a national champion. I believe you can go all the way to the top. I believe that someday if you just believed in yourself and went to work on a regular schedule that you could number one: be the national champion. Number two: someday you could become an executive in this company.
Now, folks, you’ve got to understand my background as a youngster. My dad had died when I was five years old.
There were six of us too young to work. We survived because we had five milk cows and a large garden. I was very small as a child. I weighed less than 120 pounds fully dressed when I added the 12th grade in high school. I used to fight everything that moved. My dream was that someday I was going to be able to retire there in Yazoo City, Mississippi. I was going to have my own butcher shop with an acre of ground on the outskirts of town so that I could have a big garden there because everybody retired at 65 and nobody had as much money then as they did before. That was my dream; the dream of a little guy from a little town.
Mr. Merril said, “You could be a great one.” I respected him enormously. I believed him. When I left that meeting that day, an entirely different person was driving that little car back home. I finished the year the number two salesman in America out of over 7000 salespeople and had the best promotion the company had to offer. The next year I had the best promotion that was available and was the highest paid field manager in the United States. What had happened? Well, it is very important to understand a couple of things. First of all, in two and a half years, I learned the sales skills. I knew how to get prospects, make appointments, handle objections, conduct demonstrations, and closes sales. The salesperson was technically ready. But until the person got ready nothing was happening. The picture you have of yourself is SO important.
The words my mother used on me as a child weigh enormously important. The words P.C. Merril said to me were enormously important
After this story, Kevin highlights…
” Anytime you’re going after something great, you’re going to hit roadblocks. After all, if everyone could easily do it, success wouldn’t be so valuable.”
And Kevin continues with one of his personal stories…
I saw this approach come alive once when I was on my way to a meeting with Sheikh Saleh Kamel in Saudi Arabia. By that time, I had achieved tremendous success doing infomercials in the United States. So we wanted to go international. I went over there with my team to talk with the Sheikh about bringing my infomercials to his country.
Now I’ll admit, it isn’t every day a blue-collar boy from Ohio gets to meet with an uber-wealthy Sheikh. So I was a little nervous, and a bit weak on my self-image. But then I realized that I was bringing an opportunity that would help him. He had five channels that went dark for six hours every night. Thirty hours of dead air time on a daily basis.
I was there to help him, to turn his downtime into cash. His competitor had a similar situation. I knew I could make the same offer to the Sheikh’s competitor. My aim was to bring value to whoever saw the value first. I then repositioned it in my mind: I didn’t need to sell anything. I was the one looking to help the right partner. That change in perspective was powerful for me. I lost the fear and took a confident, helpful posture. The Sheikh saw the value and didn’t want his competition to get it first.
So we closed the deal to become the only distributors of infomercials in the Middle East. By the way, that’s what Zig Ziglar called the Fear of Loss Close, another close we unpack in the Master Class.
Kevin now reveals another story, this time one that was a failure. How he lost half a million dollars by investing in a celebrity’s product.
And then, Kevin talks about how things were changing fast in the TV industry. He saw a dramatic turn and he decided to approach the digital world and sold the ” As Seen on TV” brand.
Another great story of Zig Ziglar comes next…
In 1962 I was selling in the cookware business. Now I’ve always believed in nest selling. By that I mean I believe in selling in a small area when I was in the life insurance business I used to work in one large building or one very small town. I have always felt that if you drive long distances when you’ve got prospects right there that what you should do when you get in the car for a long trip with a half million prospects next door is you ought to put on a Chauffeur’s hat because that’s really what you doing. Well anyhow, in a little town of St. Matthews, South Carolina is about at that time about 25 miles from my back door where I lived in Columbia South Carolina.
I got started in that area and we put on the group demonstrations at night. In less than six months I sold over forty thousand dollars worth of cookware in that little bitty town. And those days that was a powerful lot of cookware. I’ll never forget one evening I had a demonstration seven couples. The next day as I was making my calls I sold the first five, knocked on the door for the sixth, and I remember it well—the booming voice came forth come on and Mr. Ziglar. I walked in and there stood this big fella obviously had been there the evening before with his wife. He was about six feet six or seven inches tall weighing over 300 pounds but he was not fat.
He was just a big man. And then as I walked in he said, “Glad to see you, man. You know and I both know I ain’t gonna buy now 400 dollars out of pots. But it’s good to see you.” I said “Hello Mr. Prospect. Let me ask you a question. Last night, were you sincere?”
Don’t ever ask anybody if they’re telling you the truth. That’s an insult. I said. “Were you sincere last night when you said that you knew that your family could save at least a dollar a day cooking in our set of cookware?” We made a big to do with demonstrating the economy.
He said “Mr. Ziglar, I’ll tell you, as big as my family is I could save two dollars a day. You see, I’ve got four boys and they’re all bigger than I am and they all eat more than I do. And you know how much I eat from last night.” Not that I could save him two dollars. I said well a dollar a day then would be very conservative wouldn’t. And he said “sure.” I said, “Then If I cut that dollar in half into I second dollar a day that would be ultra conservative wouldn’t it?”
He said, “Yes it would.” And notice this. Then I said, “Well if that set of cookware will save you 50 cents a day that means it cost you 50 cents a day not to have it doesn’t it?” “Well,” he said, “I suppose you could say that.” I said, “No sir. What I say is not important. I’m talking about your money. So what do you say?” “Well,” he said, “I suppose I could say the same thing.” I said, “No sir, we can take that “suppose” out. He said, “You are the most persistent guy that I ever see.” I said, “Well I’m talking about your money.”
He said, “Ok, we’ll take it out. Yes, I could save 50 cents a day.” Then I insisted, “Then that means it cost you 50 cents a day not to have that set of cookware. He said, “Ok, the point’s made.”
I said, “No Mr. Prospect, what that really means is this. It means that every two days your wife will take a dollar out of the family larder and because she does not have this method of preparing the food and saving or shrinkage and electricity and all of that it means that she literally every two days will take a dollar out of the family treasury and tear that one dollar bill all to pieces. Every two days she will do that. And it really amounts to the fact that she’ll just throw it away.”
Kevin summarizes this story in these few lines…
See what this focus on other people does? It gives you the freedom to be creative, to try new things, to tear up money! To push the envelope and build lasting relationships in the process. See, when you’re sincere, it’s no longer about just getting your stuff sold. It’s not about manipulating someone into doing something. It’s about sincerely asking, carefully listening, and then responding to objections with answers that help them find what’s best for them. And in the process, you’ll find you end up getting more of what you want.
And he continues…
Which brings me to a story of how all this came together for me in a way that taught me how to get in front of the right people and close in a way that multiplied my sales. When I was fifteen, a friend and I heard about driveway sealing for asphalt driveways. Everybody who comes from a part of the country where the winters are long and bitter knows how pathetic an asphalt driveway can look when spring finally arrives.
We thought sealing driveways was a business the two of us could get into together. He was sixteen and already had his driver’s license, so we worked a deal with the seal coating distributor to get 55-gallon drums of sealant and give it a try. My
buddy would load the product, bring it to the work sites, and do the labor. I would do all the selling.
We chipped in our money and bought a truck for only $150 bucks. It wasn’t much to look at, but it got the job done. Now, I knew I loved to talk. I had picked up that gift from hanging out in my dad’s restaurant. So the idea of knocking on doors didn’t really faze me. But I still wondered if I had what it took to succeed. I quickly learned it wasn’t going to be as easy I had imagined. I mean, picture the scene: you’re sitting at home after dinner, reading the newspaper or watching some 70s TV show and there’s a knock at the door.
You answer it to find a fresh-faced kid of fifteen years old trying to persuade you to let him reseal your driveway. Sure, you probably would like your driveway to look nicer, but when you ask, the kid tells you that he and his partner represent the entire workforce. Well, you can probably guess what happened. I struck out. Again and again. In fact, in one neighborhood, I went 0-for-20. Now I was always pretty cocky, but even I was getting discouraged.
But then it hit me: Kevin, you need to show these people how you will help them.
The reason they don’t want what I’m selling is they don’t realize how it will help them. They can’t visualize the good it will do for them. In other words, I hadn’t told the story well enough so they could clearly picture what a freshly coated driveway would look like.
So I had an idea. If I could help one person by sealing their driveway at cost, I could show everyone else the change that would take place by using my service. And not just show them. I could let them see the magical transformation that will take place when they buy.
So here’s what I said to the next person who answered his door: We want to reseal your driveway to get rid of cracks, so next winter the water won’t freeze and expand the cracks in the driveway. You’re probably thinking we’re too young to trust with the job, so here’s what we want to do. Let us do your driveway for the cost of materials, twenty-five bucks. If you don’t like it, you don’t pay for it. But if you’re happy with the work, I want you to let me put up a sign across your driveway and let me show your neighbors the before and after pictures.
It only took three tries before someone saw the value and agreed. I took before and after pictures and used them in every presentation after that. I went back to every house in that same neighborhood where I had been told No twenty times. And this time I showed them the magical transformation that could take place for them if they worked with us. And I sold eighteen of those twenty! Soon I was selling driveways on every block, averaging five or six every day on a good day.
We hired more kids to do the grunt work as we grew. Some weeks we made as much as $3,000 in profit. For a couple of teens in the early 70s, that was really good money—more than fifteen grand in today’s dollars. And so the Magical Transformation close was born. It made me a lot more money since then. I’ve used that same close to almost every infomercial I’ve ever done, using before and after pictures to show the magical transformation that takes place for people as a result of using my products.
Because people often need to see the value of what you are selling before you can close the sale.
Now you may have also picked up on at least three other closes at work in my revised approach to selling driveway sealing services. For example, I used the Fear “Close”, when I noted the damage that could occur to their driveway if they didn’t act now. I also offered a 100% Guarantee Close and what I call the Spotlight Close, where I put a spotlight on our lack of credibility right up front and offered a solution within the presentation to get out ahead of any objections.
I showed how a disadvantage could be converted into an advantage for them. It was forty-five years ago when I started using this close. You can imagine how many millions it has made me since. We dive deeper into dozens of closes like these in The Secrets of Closing the Sale Master Class. Both Zig Ziglar and I reveal a lot more closes along with a wealth of proven sales success techniques, but you can see how this one close multiplied my first business venture and it can do the same for you. The best part is that it doesn’t take much to put this to work right away
What you think? Incredible stuff!
And here’s one of my favorites from this video
And by the way, here’s a bonus selling tip. When I was selling door-to-door, I learned to enjoy hearing a quick No. Here’s why: the person who could make a quick decision to not buy could just as easily make a quick decision to buy once I established the value to them of what I was selling. Quick no’s identify decision makers and decision makers are what you want when you’re selling anything. A “NO” is a powerful opportunity. Be happy when you hear it and prepared to take advantage of the opportunity when it comes
Enroll in the Masterclass and claim my huge bonuses.
The 3rd video is a demonstration of how the core secret is actually a proven roadmap for sales and business success. Kevin demonstrates the value of the vaults with his own modern lessons. Finally, Kevin shows how to put the secrets to work
The video is complemented with an invaluable PDF blueprint. Here’s an overview:
- Mental check-up: your limiting beliefs
- The sales secret: the core secret
- People-first approach: strategic advantages
- The secret sales vaults: unlock the secrets
- Big questions: answers you might want
- The closer’s collection: sample of closes in the vault
- Why you want to sell your idea, product, or service
- What’s next?
With this video, Kevin aims to help people get:
Clarity on what they want, confidence on all they do, how selling fits into the big picture, the value their products bring to the world, overcome their fears, avoid procrastination, realize their dreams, how to interact with people in a way that delivers value to them, and as a result, to generate recurring sales by getting in front of the right people and prospects.
The 1st Vault: The Black Box:
As a salesman, I’ve done more to make America what it is today than any other person you know. I was just as vital in your great, great grandfather’s day as I am in yours. And I’ll be just as vital in your great, great grandson’s day. I have educated more people, created more jobs, taken more drudgery from the laborer’s work, given more people a fuller and richer life than anyone in history.
I’ve dragged prices down, pushed quality up, and made it possible for you to enjoy the comforts and luxuries of automobiles, radios, electric refrigerators, televisions, and air-conditioned homes and buildings.
I’ve healed the sick, given security to the aged, and put thousands of young men and women through college. I have made it possible for inventors to invent, for factories to hum and for ships to sail the seven seas.
How much money you find in your pay envelope next week, and whether in the future you will enjoy the luxuries of prefabricated homes, stratospheric flying airplanes, and a new world of jet propulsion and atomic power depends on me. The loaf of bread that you bought today was on our baker’s shelf because I made sure that a farmer’s wheat got to the mill, that the mill made the wheat into flour, and that the flower was delivered to your baker. Without me, the wheels of industry would come to a grinding halt, and with that jobs, marriages, politics, and freedom of thought would be a thing of the past.
I’m a salesman and I’m both proud and grateful that as such, I served my family, my fellow man, and my country. Yes, I am a salesman. Be proud that you sell. And as my friend from down under Mr. John Neavin says, “If somebody says, here comes a salesman, don’t let him down.“
The 2nd Vault: The Invisible Asset:
Around the turn of the century down in south Texas, just outside of Beaumont, there was a farmer selling much of his land. He was having to sell it because times were so tough. He couldn’t feed his family. One day an oil company representative came along and said,
“Sir, you know, we think there might be oil on your property. Let us drill for it and if we discover any, we will pay you royalties on every barrel that we pump out. Well, he had nothing to lose and a great deal to gain. So he said, “Let’s do it.”
Well, they drill for oil, and in those days, derricks were made out of wood. And when they had a gusher, the gusher literally destroyed the derrick, the greater the destruction, the greater the excitement because that meant an abundance of oil underneath. When this oil well came in, it literally obliterated the derrick. And before they could cap it, over 100,000 barrels overall had flowed out. It was the world’s introduction to spindle top, the most productive oil well in history. Three oil companies came out of that field.
The man became an instant millionaire. Or did he?
The reality is he had been a multimillionaire ever since he had acquired the property. But until they drilled oil from it, discovered it, brought it to the surface, and took it to the marketplace, it really had no value. I’ve found a lot of people pretty much that way. They’ve got an awful lot going on underneath the surface, but until they bring it out and take it to the marketplace, they will never realize even a minute fraction of a benefit, that could bring to themselves, their families, their friends, their community, and everyone else.
The 3rd Vault: The Genius Approach:
You see this group had trust. Their customers trusted them. What they discovered is this: people don’t buy based on what you tell them. They do not buy based on what you show them. They do buy based on what you tell them and what you show them, which they believe.
Who are they going to believe? They’re going to believe the good guys or they’re going to believe the good gals. That’s who they’re going to believe
The 4th Vault: The Hidden Arts of Selling:
Well, the first positive word, of course, is that prospect’s name. We all agree that’s a very positive word. Understand is a positive word, proven, health, easy, guarantee, money, safety, save, new, love, discovery, right, results, truth, comfort, proud, profit, deserve, happy, trust, value, fun, vital.
And then Yale University adds a few words to that list: You is a positive word, security, advantage, positive, benefits, and of course two of the most beautiful words of all, faith and hope.
Now there’s some negative words and those negative words, they’re the ones you want to avoid as much as is humanly possible. Deal. I can’t imagine a professional salesperson using the word deal. Cost, pay, contract, signed, try, worry, loss, lose, hurt, buy, death, bad, sell, sold, price, decision, hard, difficult, obligation, liable, fail, liability, failure, and one of my least favorite of all words in the sales vernacular is pitch. I cannot imagine a professional using that word. And of course, profanity is an absolute no-no. And the worst of all is God’s name taken in vain.
The 5th Vault: The Closer’s Collection:
Kevin demonstrates how his mentor, Bruce Hazlett, taught him the “Post Close”. And Zig was master of this technique as well…Here’s what Zig said…
The sales professional is like a football player. The sales professional is one who is interested in running to daylight. He understands very thoroughly that he can have all the prospects he wants. He can get all the appointments he wants. He can make all of the presentations he wants. But until he takes advantage and capitalizes on closing opportunities, he is never going to be successful in the world of selling
The 6th Vault: The Grand Reveal
There are some salespeople who will tell you that prospecting is the most important part of the process of selling. Others will say qualifying. Others will say presentation. Others will say closing. But all will agree that until you’ve got the prospect, you don’t have a chance to do any of the others.
The 7th Vault: The Dream Team:
The importance of a team spirit according to Zig…
The professional salesperson, I mean the real professional, is wise in that he knows that his own sales and his own career are going to move along much faster if his fellow salespeople are doing well and if his company is doing well.
In short, he becomes what we call a team player. I was intrigued by the fact that back in 1986, the national championship in football was won by Penn State when they played the University of Miami. Now they had a Heisman trophy winner on that particular team, a fellow whose name everybody recognizes, Vinny Testaverde.
He was a remarkable athlete and football player, but the team of Penn State won the game. I was interested in reading that when Penn State Played Boston College, the Heisman trophy winner was Doug Flutie. Penn State won the game. I was interested in reading that when they played the University of Southern California, that Marcus Allen was the Heisman trophy winner. Penn State won the game. I read where they played the University of Georgia when Herschel Walker was the Heisman winner and Penn State won the game.
Now I’m not trying to take anything at all away from these four young men. Outstanding individuals. Remarkable athletes. But what I am saying is that regardless of how good we are, regardless of how talented we are as individuals and professionals, when we get involved in the team spirit, we individually will be doing better because our team, is doing better.
What Kevin Will Teach You With this Masterclass
In the Master Class, Kevin shows you specific ways to make that invisible asset visible. Plus, this vault is where you put practical habits in place to harness the power of something he calls “curiosity overload.” And when you pay attention to your mental diet, you’ll supercharge your success.
He will help you capitalize on relationship opportunities all around you. And that approach is an art, both simple and complex. You will learn to engage people in a way that raises your reputation, produces endless referrals, and grows your audience.
You’ll learn what words to use and which not to use. You’ll learn that every time a prospect gives you an objection, this, is in reality, a great opportunity to grab. And Kevin will show you how to engage people saying NO instantly. You only have to demonstrate your product’s value in a specific way.
And how about making people commit and taking action? This is the most important aspect of sales, this is how you close the sale.
The masterclass will teach you many closing techniques:
- The Persuasion Close
- The Attitude Close
- The Character Close
- The Three Question Close
- The Alternate Choice Close
- The Questions for Decisions Close
- The New Decision Close The Voice Inflection Close
- That Price Is Ridiculous Close
- The I Like It Close
- The Fear of Loss Close
- The Ben Franklin Close
- The Cost Or Price Close
- The Quality Close
- The Invisible Close
and many, many more
Furthermore, the course teaches salespeople how to get in front of the right people with the right message.
Next, the masterclass uncovers a hidden reality:
Your brand story is critical to your success. The number one thing you can do to get in front of the right people is to clarify your story. Without clarity, your customers and audience will be confused. And when people are confused, they don’t act.
This part reminds me of Donald Miller in his book, “Building a Story Brand”.
The masterclass expands upon the importance of having a team to grow your business. How to dream big, but act lean.
It doesn’t matter if you’re just getting started, if you don’t have any systems or connections in place. It works for any type of business, whether it is a software as a service, membership site, brick and mortar, retail store, or agency.
Sales and marketing are the most powerful tools humans use to persuade other people. And every business needs sales.
Questions Are the Answers
The movement to strategically ask questions is now one of the hottest trends in sales and marketing. Zig Ziglar laid the groundwork for all of us when he said: “Questions are the Answers”. When you ask people what they want, you can help them way easier. You build trust with potential customers and most importantly with those that have objections to buying your products or services.
So, ask questions and listen carefully.
We watch a video of Zig on the stage:
Professionals are tastefully and appropriately dressed. Countless studies reveal that this element is very important. Moreover, professional no matter their industry, ask many questions. The professionals have to identify your problem, needs, and desires. This has to happen before they offer a solution.
The professionals when performing an interview direct the prospects to ask questions.
Then, Zig revealed a very inspiring story, one that I will remember for the rest of my life. He was in a small town in North Carolina selling cookware. He had an appointment with one of his prospects, following the demonstration of cookware last night. He welcomed Zig in the house but he told him he would not buy the cookware set, right away. Zig started talking with him and question after question he managed to demonstrate the benefits of the cookware set in a way that the prospect would feel embarrassed. He showed him that he was losing money not to own this cookware set. He finally managed to get the sale by helping the prospect realize that he needed this cookware for multiple reasons.
This Zig’s performance shows that when a prospect is talking with a salesperson he might reveal weak points that the salesperson could take advantage of. The salesperson has to ask questions and guide the discussion.
Interview with Michelle Prince
Michelle is an author, speaker, book publishing expert, and brand ambassador for Zig Ziglar for over 2 decades. She worked at Zig’s organization right after college, she unlocked the sales secrets and become an expert in leadership and productivity. She received numerous awards and became a top sales marketing professional. Now she’s Ziglar’s motivational speaker sharing the values that ignited her own passion and kickstarted her career. She wrote books like Winning in Life Now, Busy being Busy…
Michelle: If you want to achieve breakthrough success in the future, you’ve got to understand “Where you are Now”. What are your current selling results, why you did not achieve the progress you know you’re capable of? Then, Michelle, asks Kevin…” What is holding us back?”
Kevin: Old habits stop more people from getting what they want than anything else. They keep you stuck, and it often happens at the subconscious level. It’s a hard feeling of the pressure to sell more when there are only a few hours available in a day, everyone tells you the solution is to work smarter, not harder. But how do you know which selling advice to trust? How to get people to commit and take action and eventually buy what you’re selling? And people always say, I can’t afford what you’re selling. And what about the struggle to get in front of the right people? Customers, investors, followers, or fans? It’s tough
Michelle reminds a quote of Zig: You are what you are and where you are because of what has gone into your mind. You can change what you are and where you are by changing what goes into your mind.
She believes that no matter how much you sabotage yourself, there’s hope to change.
Kevin highlights that old habits die hard, but there is an opportunity available all around us, everywhere, and today there are more people enjoying sales success than ever before due to the technology.
How Much Does it Cost?
Payment Plan: 6 payments of $374
Huge Bonus for Action Takers
Only for the first 150 people that will join the masterclass, there is a huge bonus. The son of Zig Ziglar just announced a treasure he discovered when he was exploring his dad’s library (over 3,000 books).
One of those books was a special copy of Zig’s book “Over the Top”. That book sold millions of copies and Ziglar made a copy of his own. That copy is not the book that is sold in bookstores.
It contains all the notes, editing, and refinements Zig did when he was writing the book. It’s written in hand and Zig hardcovered it to keep it safe. Now, his son decided to reproduce it, but there are only 150 copies.
Its price is absolutely priceless.
Find out more about this copy in this video.
Enroll in the Masterclass and claim my huge bonuses.
Jason Fladlien: entrepreneur, speaker, and co-founder of Rapid Crush (digital sales & marketing company)
The secrets were a big, gigantic foundation for my success with webinars because we pioneered many of the webinar techniques that you see today. We’ve generated over $100 million dollars in sales directly from the webinars that I’ve created and, essentially, I took Zig’s material and applied it from a one-on-one situation to a one-to-many situation. Whoever gets their hands on what is being offered by Kevin here with Zig is going to have such a tremendous advantage!
Heather Prichard: Odessa, TX
The principles of Secrets of Closing the Sale Master Class stay steady and don’t change. I’ve built my business on them. That is how I closed almost $20 million in product last year alone. You can do the same if you just follow these systems.These secrets are the foundation on which you can build an incredible sales business!
John Lee Dumas: Host of the “Entrepreneurs on Fire” podcast
Before I launched my podcast, I definitely struggled in life. Luckily I came across Zig Ziglar’s training and it really changed things when I understood, “You can have everything you want in life if you just help enough other people get what they want.” I’d just been going after what I wanted—and that wasn’t working. So, I flipped my entire mindset and went after giving people what they want. Now I have what I want in my life: location independence, financial independence, helping make an impact, helping other people succeed in this world, and inspiring them!
Andy Costa: Owner of Andy Costa Films
The Secrets changed my life and my business! If you’re thinking, “Well, it’s too much money or too much time….” Money? You can always make more. Time is really the problem here. If you’re thinking it’s too much time for me to invest, let me ask you: who else is going to invest in you? You’re the only one that has the power to actually invest in yourself!
My Story /Pre-Conclusion
When I got started in sales, back in 1993, I had to overcome numerous challenges. I was promoting our family’s women clothes door to door.
#1 – I am a shy person in life and if you ask my friends they’ll tell you just that
#2 – I was more of a boy at that time (18 years old), not a man, I was afraid to show up in front of others to pitch them about my products. Who takes seriously a boy!
#3 – I had to do what my father was saying, who wanted to increase his client base but at the same time to teach me ‘selling’. He used to say “You have to do it on your own to fully understand it”.
By the way, my father, managed to sell effectively on the markets since he was a kid. He had no education in his life other than 6 years of elementary school. But he was a super successful entrepreneur.
Wanna know the SECRET? Actually, there are 2 secrets combined.
A) He started selling as a kid. He conquered the fear of selling too early in his life. While other salespeople won’t ever reach his level of confidence.
B) He was in need of money. His family was poor as most of the Greek families were poor by the end of the 2nd World War and the 3 young brothers had to fight hard in order to survive. They had to bring money to the family.
Back to me…
It took me over 3 years to gain a satisfactory level of confidence, till I was able to say to myself, yes now I can sell anything to anyone.
How I managed to overcome my obstacles?
By practicing and educating myself. I was working part-time selling clothes door to door and I was attending The University classes. And I was reading sales books like a maniac, and I never stopped.
Because, the moment you stop learning, your business starts dying.
If you want to achieve “Sales Confidence” like my father, like me, and like Kevin Harrington, the sales master of selling, who is inspired by the famous Zig Ziglar, and he’s is the inventor of the infomercial and serial entrepreneur with over $5 billion in sales in his record then you should join the Masterclass Kevin created so carefully.
I almost forgot to mention, but it goes without saying.
Sales is just another skill, and it’s 100% teachable.
Kevin is one of my sales mentors, and I guarantee that his methods will bring results for you, no matter your level of experience.
Practice your sales skills, sales and marketing are the most powerful weapons of humans.
The course is super successful, many people are crushing it, and you can too.
Enroll in the Masterclass and claim my huge bonuses.
My Final Take
*Notice: Kevin Harrington – Sales Masterclass is included in my ELITE marketing/business training programs.
During the last months, I am following Kevin’s lessons, reading his books, watching his videos and of course I dig Zig’s story as well. I can tell you that from the moment I started applying these sales techniques to my brick and mortar and online businesses I’ve seen tremendous results. I’ve seen a change in the way customers speak to me, I’ve seen a change in the way my employers and partners greet me in the morning.
What I always keep in mind are these 2 things:
- To sell is to serve
- and the most powerful quote of Zig we already analyzed extensively in this article.
Additionally, I changed some parts on my website and I created a few pages following just these “Vault” secrets. The response was awesome. Of course, I will continue working in this direction improving pages and creating new ones based on these lessons, because it works.
I am an experienced salesperson for almost 25 years and Kevin surprised me with so many a-ha moments. If I can learn so much from Kevin, you can too.
Kevin is a greater salesperson than Zig was, although he does not want to admit it. I get it, he can’t do that on his own, he’s protecting his mentor’s name, philosophy, and ideas. But Kevin has proven to the world that if you get the sales process right, nothing can stop you. And of course, students almost always become better than their mentors.
The masterclass is a very powerful package that unlocks the salesman inside you. All these closing techniques and Zig’s stories are a goldmine for everyone that wants to grow a business.
This course is a collection of the most elegant sales tactics ever used. And humans, always evolving, and that means, companies, and customers evolve. That’s why you don’t want to get left behind.
A masterclass like no other. I know, it’s a high-ticket item, but with the value, you’ll receive, you’ll never have to worry about that. Most of the times, what you give is what you get.
If you haven’t got the free reports, the pdf’s, the lessons, and the videos, here are all the resources:
- Zig Ziglar’s Story: Video by GoalCast
- Free report #1: The Sales Success CheatSheet
- Free report #2: Essential Lessons for Successful Selling
- Free report #3: The one thing you must do to succeed today
- Video 1 plus Action Guide #1: The Core Secret
- Video 2 plus Action Guide #2: The Sales Multiplier
- Video 3 plus the PDF Blueprint: The Sales Secret Blueprint
- The Complete Video Series
- The special bonus – Zig’s own copy of “Over the top”
Alternatively, you can access all the Free Resources bundled with this training here
And here is a quick overview of the Masterclass.
Wait, There’s More…My Huge Bonuses
I believe so much in this course that I decided to add some extra value to the already extreme package that Kevin and his team compiled. And this is to help you realize how much I believe in this program.
If you enroll in the Selling Masterclass before the deadline you will get access to me personally to help you increase your online presence and authority and maximize your earning potential.
A beautiful, professional, and highly-converting website (real value $1,000 – FREE for you)
You need a strong online presence. Your website is your storefront and is responsible for bringing people in. WMS will develop a beautiful, professional, and effective website that builds trust so that prospects can engage with your offers. And when customers feel great, they become promoters of your brand.
What you’ll get for free:
- 2 Landing pages (products, services, shop, store, sales pages)
- About page
- Team page
- Blog page
- Help page
- Contact page
- FAQ page
- A Premium Theme (choose from 80 different designs)
- Premium Plugins (email optin, social sharing, and more)
- A Language that Sells
- Powerful marketing collateral
- A Modern Website Focused on User Experience
*If you already have a website, I can help you by creating landing pages and/or other campaigns (email, lead generation, paid advertising, social media exposure, and more)
You can have a look at the Services page.
10 Video-Call Intensive Private Training Sessions on Skype (30-minutes each) (real value $3,000 – FREE for you)
What you’ll get for free:
- 10 Sessions of Intensive Private Training (each session 30-minutes long, every week)
- Feedback on your work and progress with the Secrets of Closing the Sale Masterclass training
- Niche selection, goal setting, future plan
- Marketing training (competition, customer avatars, unique value proposition, becoming a publisher, SEO, keyword research, inbound methodology, content creation & distribution, social media, blogging, paid advertising, email marketing, and more)
- Business consulting (online business basics, model components, costs, prices, assumptions, competition analysis, analogs, antilogs, leaps of faith)
Unlimited email access and support for as long as you need it (lifetime) (real value invaluable – FREE for you)
Email Vault (swipe files, campaigns, headlines that get clicks) (real value $500 – FREE for you)
For the last 2 years, I carefully collected, compiled, and tested thousands of email campaigns, promotions, and headlines
Now, I am giving you the best of the best to use them in your business and build a loyal fanbase.
Get all the details on the Bonuses here.
Enroll in the Masterclass and claim my huge bonuses.
Some of the links on this page are “affiliate links”. This means if you click on the link and purchase a product, membership, or service, I may receive an affiliate commission at no extra cost to you. Regardless, I only recommend products and services I use personally or I believe will add value to my readers. I am disclosing this in accordance with the Federal Trade Commission’s: Guides Concerning the Use of Endorsements and Testimonials in Advertising. For more information, I refer you to the Disclaimer page.