How I Have Outsold Every Other Salesperson and Competitor in Multiple Businesses and 15 Industries Earning As Much As $80,000 An Hour Selling
Less Than 3% of Salespeople Are Making More Than 81% of The Money. What Do We Know That Will Skyrocket Your Sales?
In the Beginning, You Probably Would Have Laughed at Me Too…
I was about 18 years old and working outside a mall entrance as a greeter dressed as one of Santa’s elves. My job was to say hello to the kids and let them know that Santa was near the food court. When there were no families or kids around, I was also the snow shoveler and sidewalk salt applicator. I made minimum wage at the time.
The job was honest work… however, at 6’4” the green elf costume was too small for me. The tights were so short they only came halfway down my legs. I had to wear white knee socks to keep my calves from freezing. There were long pointed black shoes with bells on the toes and an elf hat with a large bell that kept hanging down and hitting me in the nose. I was certain I had inspired Will Ferrell or whoever came up with that movie idea.
The average temperature was about 15 degrees Fahrenheit and my toes, fingers, and lips would freeze, and I could not pronounce my simple greeting. Adults and children would laugh at me, and there were a few kids that cried when I approached and slurred, “Hebbo! Sanda’s wading for you nir the foo cor.”
Several times people walked by and threw change in my salt box. Twice someone spit tobacco in there. Once a dog peed on my curly toed shoe and then came the lowest point.
One morning after uttering my incoherent chant a small child looked me up and down and said, “What a wimpy green bean!”
Those words hit me like… a bushel of green beans.
I was barely getting by on my ‘wimpy green bean check’ and the gig was going to end in just a few weeks. After that there was only a slim possibility of transferring to a maintenance position that did not pay any more than I was making, and I was already struggling. I did feel like a wimpy green bean. From the mouths of babes!
So, when I saw a ‘Help Wanted’ sign at a sewing machine store inside the mall, without hesitation or any premeditation I marched up to the sewing class and asked the instructor, “May I have a job application please?”
There was a chorus of giggles and I knew at that moment my elf role had to go. Not because they were laughing at me but because I had become accustom to everyone laughing at me.
“Fill that out and bring that back to Big Al. He will be here tomorrow,” she stated.
“Oh, what is the job?” I queried.
“Sales,” she responded to the accompaniment of the backup gigglers.
“Great! Thank you,” I replied. I had sold a few things before.
Big AL
When I returned the next day, I was not in my elf attire. Big Al was an intimidating size of about 6’6” and close to 400 pounds. He managed the store.
Big Al glanced at me, then at my application and grunted, “Do you have experience or not?”
“Well not professionally, but…”
But before I could finish, he added, “You can start tomorrow, and this is a 7 day a week job. You will work half days, from 9AM to 9PM and noon to 5 on Sunday”.
I showed up the next day in the one suit I owned. Big Al’s assistant and sewing teacher, Dora, taught me about the machines. She told me the Bernina sewing machine was made of steel in Switzerland, built like a Swiss watch, and was the best sewing machine in the world.
My job was to wait on people that came into the store and sell Bernina sewing machines and accessories. I would be working inside!
This was a commission only job, but I figured since I was going to be working 12 hours a day there would be many opportunities to sell. At that time a new machine cost about $1000 and I would get $150 for every sale. I was the luckiest ex-elf alive!
There will be blood…
I went through Dora’s entire basket of material scraps and several spools of thread learning how the sewing machines worked. At one point I sewed the ends of my sleeves together and looked like a convict in hand cuffs as I approached Dora and asked if she would please cut me loose. She was astonished at such a feat and talked about that fiasco for the duration of my employment. But after several days, a few finger pricks, a box of band aids and other sewing mishaps I was ready to perform.
The Curse of Beginner’s Luck
I was excited about Bernina sewing machines, the all steel quality, and how easy they were to use… even for me. I could not wait to ‘show and tell’ everyone about them.
My first prospects were a mother and daughter. I was clumsy and knocked over the folding chair and stepped on the mother’s toes all before I began. After touting the Bernina attributes between apologizing to mom and picking up the chair, I was seated in front of my product. There I was a clumsy six-foot four-inch guy attempting to demonstrate the blind hem stitch… all without a net!
And with the ease of a star trapeze artist performing a triple flip and then like a magician pulling a rabbit out of a hat I presented the material to them with a perfect cuff created with a blind hem stitch. “See how easy that is!” I proudly pronounced.
Mom and daughter held the sample in astonishment and looked at one another and then me. They were surprised to see this clumsy big guy delicately whip out a perfect blind hem stitch… attached to his own sleeve right before their eyes. I realized my mistake, so I attempted to hide one hand behind my back and quickly hit them with a barrage of questions such as:
“Why are you buying a sewing machine?”
“Who taught you how to sew?
“Have you seen the Bernina before?”
I was a bit nervous so while we talked, I began filling out the sales form…
“So how long have you two known each other….?
“What is your address? Oh, I know that area. Do you walk or ride the bike path there?”
“Would you like to add the thread supply kit to your order for only $49.95? It has every color of thread you will ever need…”
Ka-ching! My first prospects became my first sale, and everyone was smiling.
Only later did it occur to me that in a few minutes I had made almost as much as an elf makes in a week! One hundred fifty-five bucks just like that. I was hooked; this sales thing was for me.
Now I was confident… OK in fact I had swagger.
Though soon I would discover how making that sale right out of the gate might not have been the best thing that could have happened.
I began approaching each prospect that entered the store with over confidence. The next 10 presentations were all a bust. No one was ‘astonished’. No one bought anything.
My boss, Big Al had an office at the back of the store that was always in disarray. He sat in a big rolling leather chair and every time he moved, he rolled over papers on the floor. The room was carpeted with cancelled checks, purchase orders, invoices and contracts. There was a file cabinet, but I heard that it was locked and no one had a key. His desk was littered with condiment packages and plastic utensils from fast food restaurants.
Each time I finished a demonstration to a prospect I was required to report to Big Al at the back of the store. I would stick my head in his doorway and his only words were always “Did you close the sale?”
The first time he asked me that question was my first exposure to the phrase ‘close the sale’ and had no idea what that meant. Upon asking him, he said, “Close means; did you get the money? That is all that matters in selling.”
From that point forward, for the rest of my employment, after each of my presentations Big Al asked both questions one right after another, “Did you close the sale? Did you get the money?” As if I had was too dense to understand or could not remember his definition of ‘close’. I stopped asking him questions.
That week I focused on closing and getting the money. I had another 37 presentations… and not one sale. Some people were leaving before I even finished. The harder I tried to ‘close the sales’ (get the money) the worse things became.
After each defeat I would try to explain to Big Al… “She wants to go home and discuss it with her husband,” or “they said the machine was more than they could afford,” or a variety of other objections that had stopped me cold. Again, he would only repeat “Did you close the sale? Did you get the money?”
I would fall asleep at night hearing, “Did you close the sale? Did you get the money?”
Within one week my sales elation eroded to sales despair. I was doing everything I could think of to ‘close’ the sales and nothing was working. My presentations were failing, and I began questioning my decision to take that job. Is that all there was to selling; just get the money?
I missed being a wimpy green bean. Now I was a wimpy salesperson. I decided that selling was just not for me and would turn in my resignation the next day.
Then in one second something happened that changed my ‘forever. ‘
My father was a preacher and my mother was a teacher. They lived in the service of others. The church was next to our house. We were isolated most of the time on a farm in the country, a long ride from the nearest town which was populated by only a few thousand people. For several years we had no television.
Other than our church congregation on Sunday and school, we had little other social contact. My parents knew close to nothing about business or managing money. Subsequently while growing up I was not taught anything about selling, or so I thought.
Call it fate, divine intervention, or a coincidence. I was alone in the store and had pulled the large sliding doors together to lock up. I was one second from turning the key when an impeccably dressed gentleman waved for me to open the door. He was wearing an obviously expensive dark blue suit, pressed white shirt and tie. We did not get many unaccompanied men visiting our store.
“May I help you?”
“Are you open?” he asked.
I let him in. He introduced himself as Joe and said, “Tell me about these contraptions.”
By now my presentation had morphed into trying to ‘close’ right from the start and asking closing questions throughout.
When I was done Joe asked me, “How long have you been selling professionally?”
“One week,” I answered, “but I am quitting tomorrow.”
“I can see why,” Joe announced.
“Why?” I puzzled.
“You are not selling,” he informed me. “You are trying to get me to buy.”
“What’s the difference?”
“The difference is priority,” Joe responded.
“What priority?” I asked.
“You are focused on getting to my wallet. That’s what a pickpocket does, though they try to take your money discreetly. Instead of focusing on helping me, you are interested in helping yourself.”
“Wow,” I responded, “you can see all that?”
“Yes. Selling is not about closing. Selling is about helping your prospects make the right decisions. You are the doctor. You gather information, make a diagnosis, provide solutions and advise your prospect of the best course of action.”
“That’s what selling is? It’s that simple?”
“There is a lot more to selling but everything starts from a true purpose to serve others. How many books have you read about selling?”
“Zero,” I said almost proudly. ‘After all who needs to read a book about selling,’ I thought.
“The average doctor or lawyer reads as many as 300 to 500 books before they even start their careers. Are you making as much money as a doctor or lawyer?”
“Of course not,” I retorted.
“Well you could be… even more,” Joe replied. “Sales’ is the greatest opportunity on earth. I am a happy millionaire all because of sales.”
Now he had my undivided attention.
“Where should I start?” I queried.
“Think about what I said about helping your prospects make the right decisions. Joe took a small notepad from his suit coat pocket and a gold pen. He wrote some notes, folded the paper and handed it to me.
“Start there,” Joe recommended, “and please write up an order for one sewing machine and every accessory that can come with it. This is a birthday present for my wife.”
I made a sale… a big sale!
After Joe left, I opened the slip of paper to see his note. I saw a list of books and authors. What Joe had taken the time to give me was much more than a sale.
That night I had trouble sleeping. Joe’s words were ringing in my head, “Selling is not about closing. Selling is about helping your prospects make the right decisions.”
Note: Helping others seems like an elementary philosophy. Yet remember I had no real sales experience and no idea how far this would actually take me over time.
I thought back to my first sale. I had focused on the mother and daughter and helping them, and they bought a sewing machine. That is what selling is about. I could not wait to get my hands on those books.
The next day when I told Big Al that I got the money, he gave me a silent high five.
When I told him about how excited I was about helping people, he said I was insane.
“Sales is about getting people before they get you. Sales is warfare. Sales is about getting the money,” Big Al resounded.
The Conflict of Selling
When you examine business and selling, you find that the purposes and activities of each are often in conflict with thinking in the best interests of others (such as prospects, customers, and clients).
The business of selling is not perceived as ‘giving oriented’. Business and benevolence are almost opposing forces in purpose and day to day activities: profit versus non-profit.
Businesses and corporations put their own interests in first place. Company goals are about the company’s bottom line. Most businesses have two purposes with opposing interests:
- Bottom line to serve themselves.
- A product or service to serve customers.
While the two purposes certainly can serve one another, there is a fine line between what best serves the customer or client and what best serves the business… and a perpetual temptation for greed and focus on such things as:
“Did you get the money?”
No matter how long you have been in sales, unless you have correctly resolved this conflict, you will subconciously and perpetually corrupt your sales process.
(I will show you how to redirect this conflict to a powerful sales advantage.)
Seven days later I arrived at Joe’s home to help set up the sewing machine for his wife the day after her birthday. Joe had a magnificent home with a large circle drive at the front of the house. After I had everything unpacked, in place, and had gone through the operations with his wife, Joe arrived home from work and invited me out to his patio by the pool for lemonade.
Joe asked how my sales were going. I was happy to report that I had sold 5 machines that second week.
After congratulating me he asked, how many presentations I had given in the same week.
“46 exactly,” I answered proudly.
“How long is a typical presentation?” Joe asked.
“My presentations are about one hour,” I replied. “That’s about how long it takes for someone to decide to buy.”
Joe was silent.
“How long does it typically take for your prospects to buy?” I questioned.
“One second,” stated Joe.
“How can that be?” I almost shouted.
“Selling is an act of seconds. Every sale happens in one second,” said Joe. “If you pay intense attention during your presentations, you will see the very second your prospects have decided to buy. You smell the blood just like the shark. And you will know when your prospects are suspect, often without them saying a word. And any sale can be forever lost in one second. If you are not paying attention, you won’t even know you lost the sale.”
“Do you play poker?” Joe asked me.
“I have.”
“How do you play?” Joe asked.
“I am good at math. I can deduce the odds. Is that what you mean?”
“While understanding the game and knowing the odds are critical to poker success, some of the greatest poker players have learned to play people and look for ‘tells.’ A tell in poker is any change in a player’s behavior or demeanor that can be a clue to that player’s assessment of their hand. A player gains an advantage when they spot and correctly interpret the meaning of another player’s tell, particularly if the tell is unconscious.”
Phil Ivey has had his share of controversy, yet most players still consider him the greatest poker player of our time. While he certainly knows how to play the game, Phil admits he is no math genius. Phil says he looks for and memorizes ‘a detailed impression of how they’re acting (his opponents), and whether they’re expressing strength or weakness.’
Just like poker players, prospects have ‘tells.’ And some of the tells are the same or similar to poker player interpretations and some are specific to selling. Learning to play (read) people accurately and respond strategically will make you a top salesperson.
Every Second Counts
All face to face, virtual or in person, and phone or voice to voice selling, is a live performance. You must intently watch and listen to read your audience, target, or prospect accurately and respond strategically and at the right time.
You can miss a tell or misinterpret a tell in one second.
And missing or misinterpreting a tell in poker can be the difference between winning or losing the pot or in sales your commission.
How You Will Benefit From All This:
You will benefit from how I became a ravenous student of selling tells with the superpower of intentionally helping prospects. In another month I became the number one sewing machine sales person at the store, next the state, and soon after the entire USA.
I went on in my career to sell a plethora of products and services, and eventually sold companies as a business broker. I have been became a life long student of sales dedicating years to the study of business and the psychology of selling. After Joe’s book recommendations, I have read more than two thousand books related to sales, psychology, and selling.
You will benefit from my now far more in depth sales experience, lessons, and stories to share. Being fascinated by reading people’s body language, linguistics, energy levels, and tells, I created a program and trained homicide detectives how to read suspects in interrogations.
You will benefit from my numerous ground breaking methods and systems for selling. I spent several years sorting and assembling all this knowledge into a format to easily teach salespeople and non-salespeople how to sell. I call this program Satori Selling™.
Your Time Has Come…
Introducing the Most Powerful Sales Training Program in History: Satori Selling™
Alice: “How long is forever?
White Rabbit: “Sometimes, just one second.”
― Lewis Carroll, Alice in Wonderland.
Satori (悟り) is a Japanese Buddhist term for sudden, instant, or one second awakening, comprehension or understanding.
Maybe you think no one can sell in one second… and you would be right. However, most selling comes down to events that occur in just one second that can make or break a sale. In one second you can misread a prospect’s response or action, make a miscalculation or react in ignorance, lose your prospect’s trust forever, fail to assure your prospect, or miss a cue that they were ready to buy. In many cases these errors are unrecoverable and result in sales being lost forever.
Satori Selling™ is a philosophy for learning and conducting sales.
Who this program is for: Satori Selling™ is for the salesperson, the freelancer that markets or sells services, the business owner, the entrepreneur, and sales managers; … and people that need to acquire clients or; anyone that sells anything or needs to persuade others and is striving to improve themselves and their skills… and wants to get up to speed.
Satori Selling™ is a system of principles and formulas for selling in today’s world.
Satori Selling™ will Teach You the Number One Selling Skill
While all the dozens of selling skills such as persuasion, product knowledge, benefits, hot buttons, learning a prospect’s challenge, handing objections, etc. are important, none of all the other selling skills are effective or even matter without the number one selling skill:
The ability to read people accurately and react strategically.
Salespeople are taught the skills to ‘sell’ instead of the skills to ‘tell.’
You can miss a tell in one second. And missing a tell in poker or sales can be the difference of winning or losing the pot or commission.
You Will Learn to Recognize and Decode Your Prospects’ Tells
Facial Tells
In person or virtual camera gives you the opportunity to recognize and translate facial expressions when you have this knowledge. You can determine more than 100 emotional states and react strategically to influence desired prospect behavior including:
- Satisfied
- Curious
- Happy
- Sad
- Fearful
- Upset
- Surprise
- Distracted
- Disapproval
- Disbelief
- Doubt
- Inattention
- Empathy
Body Language Tells
Learn to perceive and decode body language. In addition to accepted movements and interpretations there are numerous body language signals specific to selling conditions that you must know including:
- Posture Predictions
- Head Positioning
- Head Movement
- Hand Formation
- Hand Gestures
- The Five Eye Movements
- Arm Positioning
- Arm Movement
- Body Positioning
- Movement Frequency
- Movement Speed
- Face Hand Contact
- Neck Hand Contact
- Breathing Rhythm
- Breathing Depth
Verbal Tells
In-depth studies of more than 21 points of verbal communication ‘tells’ reveal what to look for and what each means. Satori Selling™ will teach you exactly how you should be responding and reacting to your prospects.
- Vocabulary Analysis
- Voice Tone Scale
- Respnse Validity
- Language Explication
- Linguistics Application
- Enunciation
- Pronunciation
- Phonetics
- Hesitancy Tells
- Pause Clarification
- Respite Control
- Voice Infection
- Energy Graph
- Volume Fluctuation
- Conversation Velocity
The Most Powerful System For Advanced Selling Skills.
There is Nothing Like the Satori Selling™ System
You will learn to master the Satori Selling™ Response System.
You will discover how to recognize and react strategically to:
- The one second when you have lost your prospect’s attention, and how to get them back on track and keep their attention.
- The one second prospect ‘tells’ that communicate your bonding level.
- The one second when a prospect gives you an objection signal.
- The one second when you discover what you are selling solves the prospect’s most sensitive challenge or problem and the one second when they realize this.
- The one second in which you blew a sale and if and how you can recover.
- The one second tipping point when your prospect is SOLD. Overselling causes prospects to reject your offer altogehter.
Interactive Tells
In person, vitual, or voice only calls, produce another level of tells I call interactive. These tells can be difficult to detect. I will show you how to develop hypervigilant detection skills to see these tells.
Interactivity includes confirmation of prospect comprehension, gauging attention level, and other evaluation measurments for optimal response.
Cognitive Bias Tells
A cognitive bias is described as an aberration or error in processing that skews results, output, and often response. Cognitive bias is relating new information to current beliefs and forming judgments and decision based on those beliefs. Learning to perceive and classify bias tells and making subtle changes to your selling can have an accelerator effect on how you can help people and your sales.
Objection Tells
Learn to uncover non-verbal objection tells and how to address them, in addition to verbally expressed objections.
Determine the validity of any objection and see how to respond to effectively convert.
You will learn the VIPER™ system I created for addressing objections.
Satori Selling™ Shows You How To Detect and Address Cognitive Biases That Can Wreck Havoc on Your Sales
In my search for knowledge about ‘why people act the way they do’, not until I ran into the work of the ‘Fathers of the Decision Making Process’ Daniel Kahneman and Amos Tversky, and what they labeled as ‘cognitive bias’ did I get the answers.
Stanford psychologist Amos Tversky, a cognitive psychologist was a dominant figure in decision research and a leading psychological theorist. His work on the limits of human rationality has had a major impact on philosophy, statistics, political science, law and medicine.
Daniel Kahneman’s empirical findings challenged the assumption of human rationality. The Economist listed him as the 15th most influential economist in the world for 2014.
These two guys developed the ‘why’ of people not behaving rationally to the benefit of their own welfare.
When people are judging and making decisions about stimuli, although they believe themselves to be objective and capable of logical evaluations, the fact is that cognitive bias causes miscalculations and errors. And everyone has their own cognitive biases. So it turns out we are all a bit ‘nuts!’
A cognitive bias is described as an aberration or error in processing during the evaluation process that skews results, output, and often response. Cognitive bias is relating new information to our current beliefs and forming judgments and decision based on those beliefs.
Cognitive biases come from heuristics, mental shortcuts, social pressure, emotions, individual motivations, and limited ability to process information.
Cognitive biases affect gullibility, vulnerability, and denial. They make people look for and focus on information that supports existing beliefs and ignore anything that conflicts with those convictions. This process can cause us to ignore warnings or red flags and repeatedly rationalize a bad decision.
Psychologist Leon Festinger created the term cognitive dissonance. ‘Cognitive dissonance’ is an internal contradiction caused by opposing beliefs. This can cause cognitive biases. The reason this happens is to satisfy the human need for stability and security.
Cognitive biases can help us reach decisions quickly or protect us. Yet they can be based on faulty information or flawed interpretations and misperceptions leading to incorrect and plain bad decisions. Cognitive biases cause people to create fear in ‘safe situations,’ and ignore warnings in dangerous circumstances, or believe what they want to believe.
Cognitive biases can wreck havoc with your sales.
Cognitive biases come into play during the input and evaluation stages of new information. People filter your stimuli or information and that can produce an unfavorable result or response (for your sale).
Over 100 cognitive biases have been designated and there is no one authoritative list. Some classification definitions spill into or cross over with others and new cognitive biases are still being added.
You cannot always address every possible cognitive bias, but when you recognize which cognitive biases might be the most prevalent with your prospects, the affects can be minimized or eliminated. In some instances you can devise sales presentations that make cognitive biases work to your advantage (my preference.)
Satori Selling™ addresses some of the most common cognitive biases. You will discover how subtle changes to your selling when applying cognitive bias psychology can have an accelerator effect on how you can help people and your sales.
Satori Selling™ is the Only ‘Tells’ Training Program for Sales On Earth
Satori Selling™ combines several decades of personal sales experience, lessons from the greatest salespeople to ever sell, linguistic studies, street smarts, body language science, psychology, and field testing, to create the only selling system of this kind that exists.
Salespeople that have completed this program are reporting amazing results.
And:
- Discover how to sell products for full list price and how discounting hurts you and customers in any business or industry.
- Learn about the hidden conflict of selling and how overcoming this can send your income through the roof.
- See why your USP (Unique Selling Proposition) might not be working for everyone.
- See the formula that helped me outperform every other salesperson and competitor again and again in all types of businesses.
- Learn the one ‘word’ that can corrupt your selling, cause you to be losing sales, and keep you from ever reaching your sales potential.
From some of the basic lessons I learned that launched my selling career, to the powerful formulas I developed that skyrocketed my sales; I want to give you the same gifts of knowledge I received and the discoveries I made.
You can use them to be at least as happy and successful as me. ‘Satori Selling™’ gives you the clear tools in simple language to move faster, build confidence and sell more.
Your friend,
Frequently Asked Questions
Does Satori Selling™ help a sales newbie with little or no sales experience?
Yes! I wish the Sataro Selling™ System this was available when I started selling. I would have saved light years of time and be 100x wealthier than I am now.
Does Satori Selling™ help seasoned sales professionals?
Yes! Many salespeople have become top producers after learning how to read prospects and their tells. Without Satori Selling™ skills, you might as well be facing a prize fighter in a boxing match while you are blindfolded and wearing ear plugs!
How do I know if I am ready for Satori Selling™?
Ask yourself; Am I hungry… hungry enough to listen and learn proven selling techniques? If so bring me your hunger, self discipline and curiousity… and I will fuel your motivation with the knoweldge to exceed your limitations.
How soon will my sales improve after starting Satori Selling™?
You will learn skills that you can use right away. And Satori Selling™ is a system of methods and techniques that you can practice and get continually better sales results for life!
Isn’t being ‘on’ every second while selling a little intense?
Absolutely. Focusing every second is one reason I have outsold everyone. Satori Selling™ is intentionally intense. So I ask you, “How hungry are you?”
How do I get started?
Just click here or on the “Book Your Free Call Button” at the bottom of this page.
Phil is the creator of Satori Selling.™ After a career as a salesperson and Business Broker, he became a highly sought after coach.
Phil has helped hundreds of salespeople, entrepreneurs and business owners. You will benefit from Phil’s unparalleled success with systems, techniques, and methods for selling.
Satori Selling™ has Helped Salespeople Selling:
- real estate
- client services
- retail
- autos
- pharmaceuticals
- B2B and B2C
- products
- services
- in home peroducts and services
- SAAS
… and in just about every industry.
Satori Selling™ has helped entrepreneurs, business leaders, managers, HR personnel, business owners, and more.
“Selling in today’s world, if you blink, you lose.”
The clock is ticking… and things are happening faster all the time. Selling is becoming a more sophisticated occupation. Most salespeople are missing Satori Selling™, a system that works over and over again.
Without Satori Selling™,
Every Time You Sell You Might As Well Be Facing A Prize Fighter in a Boxing Match While You Are Blindfolded and Wearing Ear Plugs!
STOP struggling to make sales and START using this proven selling system that blows up conversions and has made me and others billions of dollars cumulatively.
Your time has come.
Don’t let another second slip away.
Phil Leap Baker
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