i'm jordan belfort and this is sales school all right so if you're a business owner do not let quickbooks and spreadsheets slow you down anymore now it's time to upgrade to netsuite by oracle the world's number one cloud-based business system network gives you the visibility and control over your financials inventory and more schedule your free product tour right now at netsuite.com school eight companies sell the same exact thing and people have a lower price than you how do you sell them when someone else beats your price by fifty dollars that's happening all over the place
right now because of people's ability to shop around for example an insurance right you're an insurance agency right now you know and let's say let's say you're getting your leads from a list of people who just applied for some new license and because they applied for this license it was a federal license their name pops on a register and every insurance agent tries to call the same person right well guess what there might be 10 000 insurance companies there might be a million insurance agents but there's only five insurers that are good for this particular
product in this particular area right and guess what everyone has access to the same insurance so people all the same products so to speak so why would they do business with you versus someone else especially when there's always going to be someone else who's going to look at the low ball them and give it away for free for whatever reason how do you beat that person the answer is exactly what you're saying because it's not just about the product it's about you and not just you that they trust you no no no it's what you
can do for them over the long term in other words when someone buys let's say someone's going to buy trucking insurance they're a truck driver and they want to have insurance for their truck that's highly specialized insurance in fact it's very different than almost all other types of insurance because if you get for example auto insurance well you're never going to really use that unless something bad happens that's meant there to have if i have an accident i'm covered if i hurt someone they get paid and i have collision i can get my car fixed
it's for when something bad happens but if you're a driver of a truck and you have insurance if you have the wrong type of insurance many people will not hire you to haul their goods because they don't think that you have enough coverage in fact many insurance policies don't let you even buy other trucks you can't grow your business many insurance companies won't let you to actually have other drivers you can't have secondary and tertiary drivers so the point is but even all that considered right there's only two or three carriers that are going to
be right for any one driver right and everyone has access to pretty much the same carriers however if i'm trying to sell a driver a truck insurance okay i'm not just selling him insurance who's filled out his paperwork if you need someone to help you your paperwork i got a company that will help you with all your paperwork make sure your boc31 gets filed on time with all the right eyes dotted and t's course if you need financing of your truck i could have my friend jimmy who was the top financing company if you need
to have your receivables factored in fact most important of all buddy you know virtually every broker of freight out there only allows drivers who've been in business for four months to carry freight by coming with us my sister company and x y i'm just making a name right they will live here and instantly a preferred driver i can start giving you high value loads starting day one in other words i'm here for all of your needs will wired in across the entire industry whatever you need i can get you now that being said in terms
of insurance we have access to the and then so now it's like yeah i have the best of course i'll get you the best quote but far more than that what i can do for you i'm here for you to help you grow your business to be an asset view so the product watch what you're doing in these situations which you will really use very smart you release that is that you become the product as well you turn yourself into your abilities to leverage the value proposition and that's the secret to all great sales people
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