Cousin, do you know who makes money? Who makes real money? Wait, let me tell you.
Show Tarantino here. Look at the stewardship of this one. Look at this one.
He's getting affection while I record the video here. Do you know who makes real money? The ones who make real money are the ones who sell.
Those who know how to sell. It's those who understand the importance of sales. And some people see it as a bad thing.
Oh, selling is bad. Being a salesperson is bad. Dude, selling isn't bad.
You're selling all day long, you're selling all the time. You sell yourself when you want to pass a job interview. You sell your product.
Your product solves a problem. You help people when you sell something good. When you don't sell something good, when you want to make fun, then it doesn't make any sense.
And you want to see a business? A company that doesn't sell. .
. What happens to a company that doesn't sell, Kaique? It fails, If it doesn't sell, I don't make any money.
Companies that don't sell, don't make any money. So, man, I've made several videos here on the channel and many, many times I've received questions from you and requests from you saying the following. Cousin, can you teach me how to sell?
And I have a lot of baggage to talk to you about. So, let's go to the video where I've separated out four steps that you need to follow in order to sell anything. Let's go.
Why do I talk about sales? Why can I talk about sales? Because when I had an investment office, I sold a lot, I made a lot of calls.
I had almost six meetings a day. I sold at every meeting. I sold projects in the office to the people who were going to work with me.
I sold to my main partners, the brokers who were my partners. I sold at home. I sold Camila the dream that we were going to get there.
And I needed to sell it to her and she needed to buy it so that she could support me throughout this journey. I sold it to my family, because I told them I was going to make it and they bought the idea that I was going to make it. So I was always selling.
I had over five thousand clients in the office when I sold and I sold a lot. Let's stop talking about that here. Come to the conclusion that there are four steps you need to follow in order to sell something.
These are steps that you can apply to any business, anywhere. That's how people's heads work. If you apply what I'm going to tell you now, you'll increase your results.
But before that, I'd like you to like the video. If you're watching it on your cell phone or desktop, I don't know, click on the like button. This is extremely important to me.
It's important for this video to reach more people. And if you're not already subscribed to Primo's channel, don't forget to subscribe too. Think about it this way: I needed to sell to my clients.
And when I need to sell, it means that I get in a client's face and I need to sell them the idea that they need to invest better so that I can be their investment advisor. But this person on the other side, lacks knowledge about my profession, including what I do, what I sell, and how I sell. As a result, they remain completely oblivious to their problem.
This stage marks the beginning of the sales process, as this person is unaware of their struggles. It worked with Game of Thrones. I'll leave an Easter egg here.
They're unaware of their problem. And what does it mean to be unaware of the problem? It's that this person didn't know that if they kept investing in savings, or if they kept investing badly, or if they kept not investing and not putting money away, they wouldn't get to where they wanted to be.
She wouldn't have a bright future, she wouldn't have financial freedom, she wouldn't be able to do whatever she wanted at some point in her life. She would be an eternal slave to her routine. But if she's unaware of this problem, what does she feel inside?
She feels nothing, she feels nothing. So if she doesn't feel anything, there's no way I can sell her anything. She doesn't feel anything.
What she buys is emotion, it's not reason, it's emotion that buys. And she doesn't feel anything, she doesn't see that savings account are a problem. So what would I need to do here in my case, in the world of investments?
I'd have to go up to her and show her that this is a problem. Do the math, show them what could happen if they continue to invest in savings. Show her that savings have a return that is sometimes below inflation.
So I started to show her this kind of thing. And when she started to connect the dots, what did she understand? She understood that she was screwed.
And when she was screwed, what did she start to feel inside? She started to feel pain. Pain.
Why did the person feel pain? It was due to entering the second phase of the sale. At this point, they were already conscious of the problem and aware that they couldn't continue as they were.
Consequently, they experienced pain. This pain represents the second stage of the sale. However, there is a significant mistake being made.
People often try to sell to a potential buyer when they are in pain or suffering. While this may prompt them to make a decision, it's not usually what ultimately convinces them to make a purchase. They might buy, but it would be a waste of efficiency to try to sell now.
Because this is the second stage of the sale. I talked about four stages. Tell me something, what do you sell today?
What do you sell? You can sell a product, you can sell a service, you can sell from home. What do you sell?
Comment below, I want to understand what you do in your routine that, in a way, is a sale. Tell me about it, cousins. And at that moment, she's desperate, she's in pain, she starts to think about her family, she thinks that her children won't be able to have a decent pension, that her children won't be able to study, they might not be healthy, they might not have a lot of things.
What do you need to do now? You need to take this person to the third stage. So the person is in pain, they have a problem.
What do you do now? You present the solution. For example, I used to show people that they could, if they wanted to, invest in Treasury Direct.
They would have the same security as investing in savings, perhaps even more security, and they would get a higher return. What's more, they could invest in in CDBs, LCIs and LCAs, guaranteed by the FGC, with a higher return. They could invest in real estate funds, in shares.
They could invest in other products, they could earn more money. They could do that. And at that moment, The individual started to feel a surge of motivation, as if they were saying to themselves, "Yes, I can do this.
I have the power to make a change. " Consequently, they are now fully conscious of the solution, having previously been oblivious to the problem. Initially, there was no sensation.
However, as they realized the issue at hand, pain surged within them. Presently, they experience a sense of awareness concerning the solution, feeling uplifted and empowered. And at that point, what do you have to do?
You need to generate the connection now. The person already knows that there is a problem, they already know that there is a solution and you need to be their reference point for this. You need to have the connection, the identification with the person that you are the one to help them.
And now you sell, after the connection. These are the four steps you should follow in order to successfully sell something. Would you like to know the process?
It was a practical demonstration of something I did consistently throughout my life. Let's think, hypnosis, shall we? Hypnosis.
Well, sometimes you have a lot of emotional problems. You have various emotional problems, but you don't even know you have them. What's more, you don't even know that hypnosis can help you learn about your emotional problems.
So the role of a salesperson who is going to sell you, I don't know, a hypnosis consultation, training, something, their role is to first make you aware of the problem and then aware of the solution. But did you know that hypnosis could be used for this, this and that? And the person will think, damn, it's true!
Wow, I'm really encouraged, I want to do this, how do you do it? Well, you can do it with me, I'm trained in this, this and that, I've given so many consultations, I've had this, this and that case. You can apply hypnosis too.
Then you can talk about healthy food. Sometimes people don't know that they have a problem because they think that dieting is just eating salad. So the person is there just eating a salad and so on and you start to show them that, gee, but did you know that the nutrients that come from salad alone are not enough for you to have the body you want, the result you want?
You prove it to them, and they understand what's happened. Then they become aware of the problem they have. And then you give them a solution.
Did you know that you can follow a non-restrictive diet and still achieve even better results much faster? You can enjoy your salad and incorporate various other healthy choices for optimal outcomes. This alternative approach helps individuals become aware of the solution.
Do you know that I accomplished this and it actually worked, etc, etc, etc? Let's discuss how this could be applicable to choosing healthier food options. Moreover, let's ponder on the fact that there are numerous individuals producing videos online, including various YouTubers.
However, some of these content creators seem to be oblivious to the potential improvements that could be made to their videos. They are completely unaware of the problem at hand. That's when Kaique and I step in and bring it to their attention.
We point out that no one else is editing their videos in this particular way, which ultimately results in decreased outcomes, less user engagement, and a lower number of viewers watching till the end. This is detrimental to their algorithm and hampers their growth. The realization of this problem often leaves these creators astounded and exclaim, "Wow, I never realized the extent of this issue!
" Then they'll feel aware of the problem, they'll feel pain. But did you know that you can change that? You could have an editor who would add much more value to your business, who would do little things like this and this and you'd increase the number of followers, the number of subscribers, the number of views, engagement, just by changing this.
And then the person will become aware of the solution. And then you say, but did you know I did that? I can even show you how it works?
Wow, really? Connection. I sold it.
So this applies to everything, cousins. Four steps, just understand it. Unaware of the problem, I feel nothing.
Aware of the problem, pain. Aware of the solution, courage. Connection, sale.
Just follow this and there's no mistake, cousins. The only thing you can't sell is your time, cousins. Because those who sell their time don't get rich, you already know that.
Anyone who sells their time won't get where they're going. You need to be a buyer of hours, or your hours need to be worth a lot to justify your lack of scale, okay? And you exchange that lack of scale for a very high hourly rate.
Then you can achieve your results. I'll see you in our next video and bye!
