i have four boards up here we don't have that much time today because i love to talk by the way i talk all day so on one side you have the inner world which represents all the things that happen up here between your ears before you ever go out into the world and take action it's your mindset for success and on the other side you have what's called the outer world which are the real world strategies that you employ that you utilize to actually get what you want you set yourself up here and execute here
one without the other it is really hard to achieve at any reasonable level the good news is is that they're really quantifiable and easy to learn i call them pillars or distinctions for each of these worlds there are four on the inner world one two three four i'm going to go through very quickly here just to give you highlights on this stuff the first one i mentioned is called state management the ability to manage your emotional state your physiological notions like to show up in the moment feeling positive certain confident clear certainty confidence clarity courage
the foresees for selling disempowered states uncertainty overwhelm fear if you you could be the greatest salesperson in the world but if you knock on someone's door or you pick up that phone and you are in in that moment a state of uncertainty and overwhelm good luck trying to close the [ __ ] sale in that moment you might be the greatest salesperson in that moment you're blocked from accessing the skills and the greatness that you possess state management's almost like a spigot when it's open when you're in an empowered state or states it opens up
the spigot for all the greatness in you to flow out and when you're in disempowered states the spigot is closed and you're still great but it's locked inside you can't express itself in the real world now when it comes to selling in particular it gets even more complex because at the highest level what sales really is is the transference of emotion and the primary emotion that you transfer is the emotion of certainty certainty that the product that you're offering the solution makes sense it's got the best value proposition the best cost benefit ratio it's gonna
fill their needs resolve their pain eliminate their worries very important insurance so you have that component the actual product itself there's certainty they can trust you that you're there with their best interest at heart not just a sleazy salesperson trying to rim any policy down their throat to make a buck because let's face it if they think you got the greatest policy in the world but they don't trust you will they buy from you no way if they really love it they'll go find the same policy buy from somewhere else and thirdly the company that
stands behind the process actually to be there for the long term as well you're transferring certainty i invented the straight line system as a way for teaching people who are not particularly blessed with the ability to transfer certainty like i have a natural ability and who any natural born who's a natural born closer i'm sure there's some here there's a bunch right natural born closers intuitively for whatever reason their brain is wired in such a way they intuitively know what to say how to say it when to say it to essentially transfer certainty to another
human being the straight line system allowed these young kids and since then of the last 30 years people all over the world to close in that same way to transfer certainty the straight line system allows you to transfer certainty but what it doesn't do it doesn't create certainty it transfers it certainties created by you by showing up in a state of absolute certainty and the straight line allows you to transfer that certainty without breaking fundamental rules of selling and human communication like i can't transfer certainty and make them hate me at the same time i
can't transfer certainly in boarding death or make them think i'm an idiot or i'm a loser or i can't transfer certainty in such a long-winded way where they're just like they no there's rules i can't break rapport there's all these rules of communication the straight line allows you to transfer certainly the best metaphor i've ever come up with it's the way a home heating system works you have a nice big house in the basement you have a furnace then you have all the ductwork the hvac system right the hvac system allows the furnace to transfer
the heat it creates to all the different rooms without it dissipating the energy each room gets heated in a very efficient elegant way without all the heat escaping into the atmosphere you could have the greatest ductwork the greatest hvac in the world beautiful pristine but if the furnace is broken guess what the house ain't going to be heating up you are the furnace the straight line system is the duct work the person you're trying to close is represents all the different rooms of the house you have to show up in a state of absolute certainty
that your product is the best that you are the best and i think the best i mean the most ethical the most knowledgeable the best for them a resource for them your company is the best and you use the straight line to transfer the certainty to size to the equation so state measure is crucial the second element here are called your beliefs i'll go quickly here there are certain beliefs that lead us to success we call them empowering beliefs and there's other beliefs that are very disempowering call them limiting beliefs limiting beliefs are you know
i think it's difficult to make money selling is evil okay i'm too old i'm too young i'm not meant for great there's all these beliefs i don't have time to go into the whole belief things hopefully you guys have done some work in self-development you can i didn't invent this stuff right it's out there but you have to root out limiting beliefs and replace them with empowering beliefs and there's ways to do that because here's the deal we're all held down by our lowest level limiting bleep it's almost like imagine a beautiful ferrari race car
right cherry red chassis beautiful sleek body 500 horsepower engine or more 12 cylinders four valves per capable of going 240 miles an hour but if there's an governor on the engine stopping the flow of gas i don't care how fast the car could go it's not going over 55. what a limiting belief does it sits on your life and stops you from charging forward when you should and causes you to pull back when you should and we all have them if you don't think you have one then guess what you just found your first limiting
belief we all have some you got to root them out right moving forward quickly with how much time here right number three something i call vision focus to have what i call a fully integrated vision for your future meaning where do i see myself in five years from now and why does it matter to me your why why do i want to get what i want to get it's not just money or why can't be money i'll tell i'll save it for the end the last thing i go i'm gonna go i'll circle backwards i
want to move forward and circle back and close with your why and then what we have all these goals that we set that connect us to our vision there's daily goals weekly goals monthly goals annual goals but our vision is long term it endures and it evolves and grows it's a living breathing organism people say i'm a goal or anything i'd rather say crap i'm glad you said calls i'd rather be vision oriented because your vision is where your emotion lies it's where you're connected to you can't get overly emotional about your goals because when
i set goals just so you know i seldom hit my goals you know why i set really lofty goals the problem with most people in life and why they don't really ever achieve greatness is not because they set their goals too high and miss them it's cause they set their goals too low and hit them i'm dead serious guys they set their goals too low and they hit them because the enemy of great is good because when you're doing okay you're good there's no pain there's no impetus to change the enemy of great is good
i say to people i want you to raise your hand as pi raise your hand as high as you possibly can do it now raise your as high as you possibly can and there's a little bit more what the [ __ ] is that about like i said it the first time as high as you can and then i'm like oh oh oh oh oh you really need it this time and it's a little bit above so like when i say stretch i'm not saying your goal i want to be a bigger i'm going to
personally out do warren buffett's entire company that's my goal that's nonsense right it's not achievable that's not a stretch that's fiction it's fantasy and your brain will call [ __ ] has no power i want you to set a lofty goal that's achievable but it's a stretch and you fall just short of it and that's okay because you're not emotionally attached to the outcome your goal is meant to serve as a guide for you to show you whether you're heading generally in the right direction or the wrong direction there's signposts and your goals connect up
to this vision for your future and the second part's called focus vision focus and then training yourself how to focus on where you want to go in life versus all the [ __ ] that you're afraid of because what most people do is they end up focusing where they are not wanting to go where they're afraid they focus on their fears and their problems and crashing right they it's almost like living in the problem is the typical saying versus focusing forward on the solution i have great stories i can tell you we've got to move
forward here it's an important point i'll circle back to vision at the end and the last one here the last pillar of this inner game is called standards and it's the stand i know my tearing is terrible is the standard actually is the word standard and the standard is what is what that level it's your set point it's what you hold yourself to what you must achieve and what you will not settle for less than we have set points for everything in life we have set points for our weight we have set points for our
physical body we have set points for our relationship with god we have set points for relationship with other human beings we have set points for money we have set points for giving and significance we have set points for everything that's that level where you feel like you burn that way you belong when you are below that you have angst you feel uncomfortable you work really hard when you hit it what do you do you're like oh it's like a thermostat that house with the furnace and the ductwork it also has a thermostat that says here's
where we belong are you tired of missing deals do you feel like you missed sales that you should be closing do you feel like leaving money on the table every time you talk to someone my name is cody askins and i'm excited on december 11th to spend the day with you and coach michael byrd on our super selling master class we're going to go through the sales process how do you transition from one part of the process to the next when you get to the clothes what are the words you shouldn't be using what are
the phrases you should be using and how do you keep from creating doubt in the customer's mind if these are problems that you struggle with we are going to make sure that you never struggle with them again super selling master class december 11th coach bird and i are going to walk through the cell system the sales process the cell cycle and how you close more deals more often every single time and i'm super excited to spend time with you on december 11th so make sure that we see you on december 11. hey if you enjoyed
this i got another one you're gonna love it's right there click on it see in there so you brand first then you mark it then you distribute and i didn't really understand this i just thought if i became a great coach people would just come running right what if i told you it doesn't matter how good you are if nobody knows it how many of you think you're the best kept secret
