if you ever tried selling you might find yourself in a situation where nobody takes you seriously deep down on the inside you might feel like you have the best products and services but nobody listens to what you have to say and it's probably because you do not understand the psychology of selling so in this video I'm going to share with you the darkest and most powerful psychological sales hacks that you can use to play tricks on the human mind to get people to buy your stuff the first thing that you must understand about the human
mind is that if there's no pain there is simply no cell a lot of people they try to push their features and benefits but it just doesn't work why is that it's because the strongest emotion to get someone to take an action is actually pain and the second strongest emotion to get someone to take an action is going to be pleasure so you want to mix these concoctions together in order to manipulate somebody's mind in order for them to buy your things so how exactly is this going to work well I've drawn a simple diagram
for you on the left side you're going to see the prospect the person that you're trying to sell to and they are in a painful situation and on the right side you're going to see their dreams their aspirations their desires what is it that they actually want in life and obviously underneath you're going to see water some kind of Gap some kind of challenge that prevents this person to get to where they want to go so if you ever watch YouTube or you seen you know people create content and they try to make you buy
something right typically what they'll do they'll make whatever situ situation you're in as painful as possible for example right if they were selling a business opportunity like I'm going to teach you how to get rich doing Shopify or Amazon or whatever it is right they're going to say are you tired of your 9 to-5 are you not treated well are you not respected do you want to find love and do you want to travel the world and make money online and do all these things so what are they doing they first paint the picture of
where you're currently at and then from there they'll contrast it with where you want to go so these days most people want you know basically the same things they want to be able to make money they want to do it online they want to work with whoever they want wherever they want they want to have the ability to travel the world if they chose to do so and they want to be their own boss right so that's two contrasting situations one where somebody's in pain the other one is their dream life of what they've imagined
so when you see this content online where people are flexing you know working on the beach or like these really big mansions and these nice cars what are they doing they're psychologically influencing you to make you want to be like them right and going to be like oh my God why am I still living with my parents why do I do this job that I don't even like I just want to be free right and so when you put those two together what's going to happen they're going to think okay I'm here right now I'm
not having fun with my life and on this other side this other guy seems like he's doing really good how do I get to where he is and then they're going to have these challenges of I don't know what business to start I don't know how to do it myself I've never sold anything in my life right so all these challenges start to pop up the moment they start thinking about what if I could do it if you look at the diagram again how you actually sell is not by being salesy it's by positioning yourself
as the solution to someone's pain because they already want to go somewhere right you kind of have an idea of what dream scenario they want to create for themselves all you're really doing is positioning yourself to look like the best vehicle to get them to where they want to go how you actually dive deeper into this is that you want to turn a small problem into a really big problem and how do we do that well I drew another diagram for you there's three steps to this lat in pain realize pain and an extreme pain
so a lat in pain is basically a pain somebody has on the inside but they don't know they have it for the most part people live their everyday lives walking in pain but they don't know for example if somebody was working at a warehouse right and they're just doing the same thing every single day and one day A robot's going to replace their job they don't know that this is really a big problem they just kind of Liv their life and they just ended up there because maybe their friend recommended they get a job there
and then down on the inside when they go home they're probably thinking like man this life was not for me this life sucks but I don't know what to do so I'm just going to keep repeating my days over and over and then they're going to distract themselves with like video games at night watching movies or doing this and that you know like smoking weed right people fall into the cycle of doing the same thing every single day they get Numb by it and for them to enjoy their life they have to like turn to
these vices in order to feel something because they dread the days when they have to go to work right but they don't know that this is a problem now from the outside looking in right for someone who is successful and they have the freedom to travel and all these things they're going to say why would you choose to live like that when you could do so much more and in their head they're going to think wait a minute this guy did it I'm just as smart as him I don't see why I can't do it
what I've done is I've taken this little tiny problem I planted a seed in their head to show them that hey you can do more you just don't realize it yet and now that problem they had of oh my job is okay turns into I absolutely hate my job I can't believe I'm doing this I can't believe I'm going to waste my life the next 10 years working at this Factory when I could be traveling the world and becoming the best version of myself so now that latent pain that I told you about a pain
that someone doesn't realize they have turns into a realize pain they realize they have some kind of problem right it's not enough to get someone to realize they have a problem because they're going to feel like oh I have a problem now but it doesn't mean I'm going to do anything about it so the next step of the process is to get that realize problem and turn it into an extreme pain you want to make it hurt so bad that if they do nothing and they don't change their lives then they're just going to be
suffering almost through hell every single day when we go back to the first diagram and you look at the left side where it shows pain this guy is looking on the other side he's thinking how do I do this you know the Gap is so wide like I got to figure this out but to get them to make a decision more quickly you have to up the stakes right so for example on the left side if you you know put a fire there and the whole you know left side of this picture was like on
fire or if you put a monster there that's going to eat them right they're going to be like Oh I'm just going to jump in the water I don't even care if I have a boat or anything right they just jump because the pain of staying there is so strong that they'll just even do it by themselves without any help and drown in the water rather than die in the fire so all you're really doing is positioning right you're creating this scenario in their head of where they are where they want to go the challenges
that they have and then you put this really big problem on the left side to make sure that they feel like oh my God I got to do something or else my life is going to be terrible and by the way if you're actually serious about learning all the dark psychology tactics so that you can sell more of your products and services you definitely want to check out our free group founder X link is in the description where we're going to have a lot of resources feedback for you and really just help you out become
a better seller so link is in the description for the founder x free school community so now we're going to move into the next step which is the how it's not enough for you to tell somebody your feature and benefits and how you're going to help them number one they need to come to the conclusion about this on their own or feel like they did and number two you have to position yourself in a very clear way that shows them you're going to get them to where they already want to go how I personally do
it when I'm selling is I take all the pains the problems the frustration the hopelessness you know whatever negative emotion somebody has and I reflect them like a mirror but then I turn all these negatives into positives so they're problems I I got the solutions for this their hopelessness I have the confidence right their dark future of they do nothing and they live life the same way they've always been doing it I turn it into this bright future of what could be it's almost like you're selling a dream right but the difference of between selling
a dream and selling something a value is that you need to be able to deliver on whatever it is that you promise very important Point all right so assuming that we're all ethical here and we are going to actually make a difference in someone's lives in a positive way we are just reflecting all of their problems and turning it into Solutions when we go back to this graph I love this graph because it's so simple but it explains the whole process this person has a problem and they looking at you almost like an advisor right
a consultant to help them get to where they want to go so if they are trying to let's say Escape their 9 to5 and make money online right then basically you have to show that you're the best method for them to learn the fundamentals of how to make money online you need to demonstrate that you've done it before and you need to demonstrate that you've helped other people also make money and they're going to believe that you can get them to the other side and you don't have to sell anything because they will come to
that conclusion on their own with your social proof of all the people that you helped and because you framed it in this particular way it's not like you're just forcing something down your throat it's not like you're pitching them you're just saying like hey man I totally get where you're coming from I used to have a 9 to5 job myself but here's what I did to change my situation and here's how I'm living in the other side of the world here in Vietnam uh living my best life based on your personality and skill sets I
think I might be able to help you would you like to know more and of course they're going to say yes so naturally when you're taking somebody through this process you're kind of holding their hand through this entire sales process and throughout the entire time they're going to have these objections they're going to think is this going to work for me does it work for my particular skill sets am I too old for this am I too young for this what if I have a fulltime job and I don't have time to work on something
on the side right all these objections are going to come and this will actually be your challenges right so going back to the graph there's this gap between where they are and where they want to go and they're going to have all these negative emotion in their head telling them all the reasons why they cannot do something it's your job as someone who's selling to turn these challenges into opportunities so if they feel like they don't have enough time and energy to do a 9 to-5 job and also study a new skill set that they
can sell into the market well you have to ask them like hey how many hours do you work a day eight how many hours are in a day 24 so that's only 130 of per day and you're going to sleep another third so you have 1/3 left so if you took that 1/3 and you cut it in half and that's the hours that you spent on your business every single day that's about 4 hours a day so could you work on your business at least two to four hours a day every day for the next
3 months you probably could and if you did that could your life totally change it absolutely could could it also not work yeah you know if you don't put in the work in the focus and you don't try absolutely but it's up to you it is your life nobody can do it for you except yourself I can only show you the path but it's you who has to walk it that's essentially how you kind of paint this picture in somebody's head for them to believe in you that you can actually help them do whatever it
is you want to do now I'm just using an example on top of my head but if you're selling anything B2B the same thing applies to any businesses you know businesses want to make more money they struggle with these things whether it's running an ad creating content you know whatever the case is and they need your help and all these pains are always going to be emotional like you cannot say a business is not emotional because business are run by people businesses are owned by Founders and Founders are very emotional right so you can always
tap into a person's emotions whether you're selling to a large company or you're selling to an individual person now I'm going to show you how to close a deal without having to negotiate I've been trying different strategies I've read many different books on negotiations and there's many things that do work but what's working really well right now especially when it comes to transactional sales and transactional just means like things are very simple like coaching Consulting and courses things of that nature right where it's like very straightforward when somebody pays they know exactly what they get
like if you're going to run someone's cold email campaigns you they pay you a couple thousand dollars you do the work right very simple so here's how you close without negotiating and not lowering your prices when you're on the sales call you know you go through that entire process you know you know where they are you know where they want to go you get them to the dream scenario right they agree to everything and now it comes to price they're going to say like okay well everything sounds pretty good Patrick but um now I guess
it just comes down to the pricing like to see if it's worth it or not so let's say I'm charging $3,000 per month retainer right and I say sure based on everything we talked so far and for your particular plan where we're going to run your cold emo campaigns the price is going to be $3,000 per month and what am I doing here I'm pausing I just pause I don't say anything further I say it with such confidence that when they hear that they're thinking oh that was kind of higher than I thought but subconsciously
they're thinking but the way he said it that's probably what he charges everybody and people probably pay it so then they'll just pause and they'll think for a second and they're going to be like okay well it's more than I wanted to spend but because he understands me I think he can get the results and if I make more money from his Services then it's actually free so what's going to end up happening is that they're going to logically in their heads try tojust justify their reasoning so even though they didn't have the budget for
it originally they may try to afford it now they may aspire to afford it because they think it's worth it right especially if you're selling something that helps somebody save money or make money technically you should be free right like if someone's paying you 3K and you're making them 10K yeah you're basically free but they take the risk on you to give you a chance so by pausing and just saying your price with confidence and just letting them speak they just end up not really negotiating if they can find a way to afford it right
and so instead of them knocking your price down they in their heads find a way to afford it and a lot of times if you're making somebody money they will actually get the customer to pay for your fees you know because if you're sending cold emails and they got a couple customers from it maybe they're making a couple thousand from those couple thousand they're going to pay your $3,000 fee anyways so you always want to put yourself in a situation where it always feels like you're free it always feels like you're providing value you're helping
you're not in expense you're a revenue generating Department for them right now I'll give you another psychological tip that's going to be extremely powerful for you and that is telling relatable stories so a story is one of the most powerful ways to influence someone's decision- making it's one of the best ways to get someone to remember any facts or details about your program or whatever it is that you're selling a story right so a lot of times when you're starting out especially if you are doing any type of service Consulting courses things where you're teaching
your skills you're kind of using yourself as your testimonial as your story in the beginning right so let's say you know before I had a tech sales job working in Silicon Valley so when I started on YouTube I would just teach people all the things I've learned at my job so when I try to sell them I would just say hey these are strategies that work for me back when I was working in Silicon Valley so I'm pretty sure if you're working in Tech and you're trying to get a job in Tech sales and make
six figures I'm pretty confident it's going to work for you because I literally just did it so that is a story that people remember that's directly relevant to my ideal customer so whatever it is that you're selling whether you're selling your experiences or Services just tell how you did it and that itself will give them all the confidence and what would even take it to the next level is if you have some clients who have some results like let's say you help somebody get their first client you help them with their lead generation right all
you have to do is just tell the story of how you did it where were they at when they started with you and where are they at now and then they're going to see like what's going to happen is the prospect in their head they're going to imagine this little picture right obviously it's not going to look like that but in their head metaphorically it's going to be the same they're going to think okay like Patrick helped this guy who was in this problem who was just like me and the dream is let's say to
start my own business selling my skills which is something I do right and then they're going to be like okay who's some other people that he helped okay this guy seemed like he got his first client in two weeks wow that that's pretty amazing so how do I do it myself right and so those kind of stories are the things that push people forward to get them to want to buy there's nothing more powerful than a customer success story that's why you see like you know in any program they'll just put a wall of testimonials
right because it is social proof it's building confidence it risk you and when somebody gives you money they feel confident that they're going to get some kind of result at least now the next tip I'm going to show you is a very tactical dark psychology tip and it really Taps into people's egos people's character right so what it is is using somebody's words against them so how does this work let's say you're in a deal and you're trying to get someone to close on a quicker timeline everything's going pretty well and you ask them like
hey man so based on everything we talked about so far like is there anything else you need to see before moving forward oh no like everything sounds good Patrick this is exactly what I wanted Okay cool so because this is what you wanted when do you think you can get started uh well I I think I get started maybe um a month from now okay uh pretty interesting because from what you were saying earlier you said that this is a really good fit this is exactly what you wanted and you know it seems like you
want to get started like right away but now you're kind of saying that you want to get started a month later so I'm not understanding why you you need to wait a month and you know if you need help or time thinking about it maybe I can help you think through it since we're on the call right now usually they respond yeah that that seems pretty fair that's a pretty good question oh well you know I guess I needed some time to think it over about just wanted to make sure that the program was right
for me it could solve my problems whatever right so let's say you handle the objection and now the objections are clear and then you do it again you say okay well now that we handle that and it seems like you don't need to think it over anymore right so obviously we don't have to wait a whole month is there anything else you need to see before moving forward oh no that that's pretty much everything that's that's everything I want to cover so there's nothing that's like stopping you from going through with the program no not
at all okay so could you get started now and then you just pause right because they're not expecting this they're going to be like oh shoot like that's uh I don't know like you know they're just going to like all these thoughts are going to flow in their head and they're going to be like oh well how do you how do you like take payment I'll be like oh credit card I'll send you a link and you can just uh get start right away and it we'll on board you as soon as possible and then
they'll think about it and they'll say oh no I can't because you know I would prefer to do it next week okay well you said you kind of want to begin and you have the opportunity to begin this is something you say you actually want I'm just not understanding like what's going to happen within that week so that now they have to tell you the truth you put them in the corner right because you use what they said against them they said they wanted to get started this is a perfect fit they can get started
now then you ask them for payment they didn't pay so why not they said they would and so you're using their words against them yes and they're going to eventually tell you the truth cuz prospects always lie whether they realize it or not and a lot of times when you talk to people they they sound super excited on the phone like oh my God like this is going to be so good but then when it comes down to it to actually pay a lot of times they just disappear right happens all the time so you
just have to accept that like take a stoic approach and be like hey like I already know they're going to lie whether they realize or not so I'm going to use this against them for them to get to the truth and that's how I would do it now is this manipulative I wouldn't say so because at the end of the day your goal is actually to help them right like if you're selling some kind of transformation that's going to like completely change your life for the better why wouldn't you want them to get started sooner
otherwise what if they never get started and they stay down the same path they're always on and 10 years later they might regret it so if you truly believe in your products and services that you're selling something that is transformative that brings value in someone's life yeah then I would use all these tactics I wouldn't you know the way I packaged this video it's like dark psychology and whatever right and the lights are all red but in reality all it really is it's just helping people and it's just convincing them to buy your services and
as long as what you're doing is ethical and you're actually delivering on every promise that you made then the reality is there's really nothing dark about this for
