From the archive: This episode was originally recorded and published in 2021. Our interviews on Entrepreneurs On Fire are meant to be evergreen, and we do our best to confirm that all offers and URL’s in these archive episodes are still relevant.
Daniel Moskowitz and Elliott Bayev take a combined 50 years experience in Brazilian Jiu-Jitsu and building 8-figure sales teams and bottle it up inside a powerful new book: Sales Jiu-Jitsu.
The 4-Steps To Increase Your Conversion Rates in 30-Days – THE SECRET BLACK BELT SYSTEM FOR CHAMPION LEADERS – buy the book and get your bonuses!
3 Value Bombs
1) Implementing the idea of the intensity of training alive in Jiu-Jitsu makes a big difference by taking real-world scenarios for your sales team with their sparring partner.
2) Positioning is essential in Jiu-Jitsu. It can make losing impossible and winning inevitable.
3) The lessons that you can learn from Jiu-Jitsu as a sales professional can be life-changing.
Belay: Stop wasting time on tedious tasks that are better done by someone else. Delegate with BELAY! Download their latest resource, The Power of Productivity, for free. Just text FIRE to 55123.
**Click the time stamp to jump directly to that point in the episode.
Today’s Audio MASTERCLASS: Sales Jiu-Jitsu: The 4 Secret Black Belt Steps to Increase Your Conversion Rates with Daniel Moskowitz and Elliott Bayev
[1:00] – Daniel and Elliott share something interesting about themselves that most people do not know.
- Elliott works behind the scenes on a plan for bringing the world together.
- Daniel loves theatre, and he played the plant in his high school production of The Little Shop of Horrors.
[1:52] – What does Sales Jiu-Jitsu mean, and why did you write a book about it?
- Jiu-Jitsu means gentle art.
- There is a lot of synergy in how Daniel approaches sales and the manner Elliott teaches Jiu-Jitsu.
- The book’s philosophy is to fight the forces that get in the client’s way – let Elliott and Daniel help you!
[6:25] – Daniel talks about the sales system that has helped companies massively grow.
- Daniel and Elliott have developed a system that is designed to be recursive.
- 4 Major Sections of the Sales System:
- Pre-fight – preparation before the actual client engagement.
- Fight – how you open and engage the client.
- Winning – how you close the sale.
- Post-fight – what you learn from every engagement – win, or lose.
- The system has 30 components; when wholly implemented, it will powerfully increase your sales conversion rates.
- Pre-Fight – implementing the idea of the intensity of training alive in Jiu-Jitsu makes a big difference by taking real-world scenarios for your sales team with their sparring partner.
- Objection handling database
- Overcoming objections
[12:15] – A timeout to thank our sponsors!
- HubSpot: There’s a better way to win, and it all starts with the new HubSpot Sales Hub. It’s smart software for smart sales teams that feels good to use! Try it for yourself at HubSpot.com/sales!
- Belay: Stop wasting time on tedious tasks that are better done by someone else. Delegate with BELAY! Download their latest resource, The Power of Productivity, for free. Just text FIRE to 55123.
[13:58] – Pre-fight.
- You can go with a perfect plan in real sales engagement, but live training can prepare you for the real-world situation.
[15:25] – Fight.
- Positioning is essential in Jiu-Jitsu. It can make losing impossible and winning inevitable.
- Do not try to win the fight; instead, try continuously to improve your position.
- 3 Moves in Fight:
- Secure your position
- Improve your position
- Setup the win
[20:27] – Winning.
- Once you’ve got a winning position, the temptation is to jump to victory.
- Small position improvements can make winning inevitable.
- Setup the win – make the customer state the cause of action.
[24:28] – Post-Fight.
- It’s best to have systems to review your wins and losses.
- Do a postmortem for every engagement. It will help you learn so you can do better on your next fight.
- The game of sales is mental.
- Call Review Guide – helps your sales team to discover where you can improve to increase conversion rates and company revenue.
[28:40] –Daniel and Elliott’s parting piece of guidance.
- The 4-Steps To Increase Your Conversion Rates in 30-Days – THE SECRET BLACK BELT SYSTEM FOR CHAMPION LEADERS – buy the book and get your bonuses!
- Even if you have not seen or done Jiu-Jitsu, this book is for you. The lessons that you can learn from Jiu-Jitsu as a Sales professional can be life-changing.
[34:21] – Thank you to our Sponsors!
- HubSpot: There’s a better way to win, and it all starts with the new HubSpot Sales Hub. It’s smart software for smart sales teams that feels good to use! Try it for yourself at HubSpot.com/sales!
- Belay: Stop wasting time on tedious tasks that are better done by someone else. Delegate with BELAY! Download their latest resource, The Power of Productivity, for free. Just text FIRE to 55123.
What's shaking fire nation, J L D here with an audio master class on sales jujitsu, the four secrets black belt steps to increase your conversion rate fire nation to drop these value bombs. I brought Daniel Moscowitz and Elliott Bayev to rock the mic. They take a combined 50 years experience in Brazilian jujitsu in building eight figure sales teams and bottle it up inside a powerful new book called sales jujitsu. And today for our nation, we'll be talking about that sales system that helps companies grow on a massive scale. We'll be talking about the four separate sections of that system. Pre fight fight, winning post fight, and so much more. When we get back from thanking our sponsors, ready to launch and sell your online course, then you need to tune in for amplify 2021.
With Thinkific this free jam packed event produced by our friends at Thinkific will bring together 20 plus international course creation experts to share their behind the scenes tips and strategies to get you on the fast track to launching a course that will sell. Visit thinkific.com/amplify to RSVP today. That's T H I N K I F I C.com/amplify don't you wish there was a proven roadmap to financial freedom and fulfillment that you could share with your customers, clients, or masterminds. My brand new book, the common path to uncommon success is coming out in March, 2021, and we've just finalized our bulk buy packages.
0 (1m 31s):
These packages include insane perks like a one-on-one weekend in Puerto Rico with myself and Kate visit uncommonsuccessbook.com for all the details. The best packages have very limited quantities. So head over there today, uncommonsuccessbook.com Daniel Elliott say what's up to fire nation and share something interesting about yourself that most people don't know
1 (1m 58s):
What's up. Fire nation LA five here, something people don't know about me. I've been working behind the scenes for a very long time on a plan for bringing the world together. Hey, fire nation, Daniel mosque was here. I want something that people don't know about me is I absolutely love musical theater and, and my high school production of little shop of horrors. I played the plant.
0 (2m 24s):
Good one, Daniel. I love it. And fire nation, as I mentioned during the introduction, we'll be talking all about sales jujitsu today, specifically the four secrets black belt steps to increase your conversion rates. So Elliott, I want to start with you today and to just break it down for fire nation. What exactly does sales jujitsu mean? And why the heck did you even write a book about it?
1 (2m 50s):
Well, I run a program, a private training program for entrepreneurs called mastermind BJJ, and Daniel had come out to it a few years ago and the class you could see that every now and again, his eyes would just light up. And as we got to talk about it, he would share his philosophy. And, you know, people have this misconception that Jitsu being a martial art is violent. And, you know, we know that only old school martial our only gold school sales is combative, kind of the Bullhead mentality, modern sales is much more collaborative care and service-based, and jiu-jitsu as a martial art, you could say is kind of the most gentle of all the arts, literally translated jujitsu means art of softness or gentle art.
1 (3m 36s):
And there just seem to be so much synergy between the way Daniel approaches sales and the way I teach jujitsu. And the philosophy of the book is, you know, we're not fighting the client, obviously we're fighting the forces that get in the way of them saying yes to letting us help them.
2 (3m 55s):
Yeah, it was, it was amazing to me when I was sitting there, you know, as a student and Elliott would, would, would, would come up with some way of, of, of teaching us a move and I'd be like, wait a minute. That's how I teach objection handling. And that, that just kept stacking and so much so that somebody in one of the other students said, you know, you guys should write a book. It was what started as like a joke became, you know, became a reality. And, and really for me, when I, when I, when I do sales training, it's about not hurting people, meaning like you leave people better off than when you found them in any sales encounter and in a way that's exactly what happens in the competition and training for like the competition of Brazilian jujitsu is you can, you can learn so much, you know, that you, that you, that you end up never hurting anybody, but you can learn so much from those encounters and you always leave better off than when you came in.
2 (4m 47s):
Regardless of, of the outcome, you know, the, as the book came together, we figured out that we've created a system that really addresses some of the biggest complaints from both managers and sales professionals. So like in the, in the domain of managers, it's, it's, it's like my team isn't overcoming objections. My team isn't closing, you know, you're not getting consistent results from your reps. And like for the professional dental sales professionals, it was like, no matter what I did, I can't get a prospect to engage, or I always get two objections that I can't handle, or, you know, a deal was deals that I closed, ended up falling through. So these were like some of the things that, that are the main stuff. And we found as we look back at our system, that it, it addresses it all.
2 (5m 29s):
And so, you know, as, as the book came together, we were just so proud of it all. So, yeah. Thanks for that question.
0 (5m 34s):
I do like how you both described this process because you know, a lot of people do it look at sales and they kind of just think of, you know, that old school style, you know, that ABC always be closing and hammer hammer hammer, and don't stop to get the yes and all these different things. And, you know, it seems to always sometimes be at the expense of the client, of the customer, of the person that you're quote unquote selling to. And it doesn't have to that way in fire nation, Daniel Elliott have heavy combined 50 years of experience in Brazilian jujitsu. And a quick little cool side. I know you guys might both enjoy is I'm actually living in a very small community here in Puerto Rico called Palmas Del Mar. I mean, it's actually not that small. We have, like, I want to say over 3,300 homes in this community.
0 (6m 18s):
So it's actually a decent size in a pretty good size Brazilian jujitsu community has come out of. And in fact, one of the guys that's a really loves Brazilian jujitsu opened up right in our Plaza, a little jujitsu studio, and a lot of people have been really enjoying it when I talk to them about like, why are they spending their time doing that? Because, you know, we're all busy. That's what they talk about is like, you know, it's not this like hardcore, like fight, fight, fight, but it's kind of like this really kind of dance, so to speak where, you know, it's give and take, and they're, they're being able to apply a lot of these things, not just, you know, in the jujitsu world, but also in their business and their life and their relationships and so on and so forth.
0 (7m 0s):
So it's really cool to kind of see how you guys have been able to bring this stuff together and you've actually been able to help people through this sales system you've created grow, and we're not talking on a minor scale, we're talking on a massive scale. So maybe Danny, you can start off this time and just talk to us about how exactly you've done, just that. And any specifics you want to give the better,
2 (7m 23s):
It's a system that's really designed to be recursive. It really feeds upon itself. And you know, the organization I'm with now advance your reach. You know, I'm the director of sales and I've been, as I've been learning. And as we wrote the book, when implementing, as I've been going all the L the elements into our system, and, you know, we've grown a multiple eight figure business based off of a lot of these methodologies in terms of how I use that with my own teams. And, you know, there are, there's some stuff that we're going to, we're going to get into as we talk in our value bombs, but we, we, we have, I've implemented as I've been gone going along and just simple things like our, how we do training for example, was, was incredible.
2 (8m 11s):
And, and, and, and that, you know, had a, had a lot of benefits and, you know, the system has four major sections. It's, it's, pre-fight fight winning and post-fight, and, you know, we, we use, we use a Jitsu competition as an analogy for a sales engagement and, and, and Elliott, can you take us, take us through a little bit of the, of the success formula? I think you do a really good job on that. Yeah. So John really astute pointing out that Jitsu can really teach us so much about life. And so I created this jiu-jitsu success formula, which is a, as Daniel said, a four phase formula for success in a competition.
2 (8m 56s):
1 (8m 56s):
We apply that to the sales engagement. So the first phase pre-fight is what you do before the engagement to be ready for it fighting is how you show up, how do you open and engage the client in the engagement itself? Winning is how we close, how do we actually seal the deal and achieve victory? And then post-fight is what are we learning from every engagement win or lose. And that's one of the big distinctions that it's very easy. You know, if you're a professional sales rep, you're learning from your losses, for sure, but it's, and as a professional competitor in jujitsu, you're for sure doing that as well, but it's very easy to gloss over your wins.
1 (9m 39s):
So turning every engagement into a learning opportunity so that you're constantly upgrading yourself.
0 (9m 45s):
So real quick, before we take a break, let's go through pre-fight in detail. Talk us through that process. You know, again, if you have any specific examples of how you've utilized it or how you helped companies utilize it to build and scale, take it away.
2 (9m 60s):
The system itself has 30 specific components when fully implemented. And what we wanted to do is pick out seven. And when these are implemented correctly, will powerfully increase your sales team's conversion rates with, with existing lead sources. So in train, one of the, one of, one of the big problems that we've seen is that teams would do really well with prescriptive objection handling, but they wouldn't nail it on a live call. Like they just, they just wouldn't. And this really talks about the idea of in jujitsu where your, the differences between training dead or training alive, and that intensity of the training live makes a really big difference.
2 (10m 43s):
So what we, what I implemented was the idea of sparring partners taking real-world scenarios. So what I did was in a, in a specific week, my, my team are, are paired up together and they are mandated in their calendar to as sparring partners to now go and take a real-world scenario that they had that week. Something that they actually could not overcome and become that person for the other person. So they become their own prospect that they couldn't overcome. And they now spar with that with their sparring partner and that real resistance, that actual real-world scenario that week with whatever we were pushing that week, whatever the, the, the deal, the deal was that week.
2 (11m 25s):
And it doesn't become this like chore of, of like dead role-playing, it becomes a real alive element that, that just lifts everybody up. And then from that, we created tools that allow them to not only log that training session, but then we take the, the learnings from that and put them into things like objection, handling databases, niche, specific, overcome objections, so that we have to have learnings that come out of the sparring sessions that enable us to have disseminate the learning across the organization. And we've actually provided these tools as part of the
0 (12m 4s):
Well fire nation. Like I said, we have a lot more to chat about when it comes to fight winning in post fights. When we get back from thinking our sponsors, imagine you can learn everything you need to know about creating, launching, and selling an online course in just two days. Great news. Our friends at Thinkific are inviting you to kick off 2021 at their free online event amplify, where you can do just that this jam packed virtual summit will empower you to create launch and scale your first or next online course. Over the two days, you'll hear from me and the 20 plus other top course creation experts who have created transformational online courses that their students rave about.
0 (12m 45s):
So if you're ready to create an online course to help you reach a wider audience, build revenue and make a bigger impact than amplify 2021 is a must attend event tune in from anywhere even the comfort of your home for interviews and real tactical workshops spanning everything from course creation to business strategy and marketing and growth sign up for free today at thinkific.com/amplify that's T H I N K I F I C.com/amplify what's up fire nation. I'm so fired up to be announcing the launch of my first traditionally published book, the common path to uncommon success. Right now you can pre-order your own copy and lock in our incredible bonuses, which will be disappearing soon at uncommonsuccessbook.com.
0 (13m 31s):
And if you're a coach or run a mastermind, you'll definitely want to check out our incredible bulk buy packages, which include insane perks like a one-on-one weekend in Puerto Rico with myself and Kate, just visit uncommonsuccessbook.com to check out these insane packages that we put together for all of 2020. I worked tirelessly to create this life changing book. The common path to uncommon success has 17 crucial, yet simple steps that will guide you to your version of uncommon success. To sum it up. The common path to uncommon success is your roadmap to financial freedom and fulfillment. Also I've convinced 17 of the world's most successful entrepreneurs to contribute their genius to these 17 steps. We're talking about entrepreneurial all-stars like how our rod, Jamie masters, John Morrell, Billy Jean Ryan Laveck Sean Stevenson, Jeff Walker, Andy Porterfield, Russell Brunson, Jill Stanson PatFlynn Rameet safety in many more to check out all of our bulk buy packages in the insane perks that come along with them.
0 (14m 24s):
Visit uncommonsuccessbook.com. There are limited quantities. So make sure you head over there today. Uncommonsuccessbook.com our foundation. We're back into Daniel. Elliott's you know, we talked a little bit about pre-fight. So anything you want to wrap up in that section, please do, and then let's move on to fight.
2 (14m 43s):
I think what makes Jitsu such a powerful, such an effective art is that distinction that Daniel was making between dead and alive training. So there other arts
1 (14m 52s):
That even have the exact same moves, but you, you practice them in a road manner where someone, you know, attacks you in a certain way. And by the time you do step one in your move, they're basically waiting for you to finish. So it's this very dead practice, whereas in a real situation, just like in real sales engagement, you can go in with the perfect plan, but by you, by the time you try to implement step one, you're going to get all sorts of surprises, all sorts of resistance. And unless you have actually trained and experienced that resistance and adapted to it many times over you won't be ready in that, that alive training prepares you for the intensity of say a real self-defense situation on the mats and in the boardroom, as Daniel was saying, you know, instead of just, you know, dead play, actually challenging each other with real world situations that have come up, prepares you to adapt on the fly.
0 (15m 48s):
And I really like how you say that kind of dead role-play because I can just picture like somebody on a sales call being like, Hey, wait a second customer, like you are supposed to say that, like you were supposed to say this, like, what am I doing now? I don't know what to do next. So that's a really fascinating way to look at that. And you know, how you show up fire nation within that pre-fight so let's move on to the next section, which is fight
1 (16m 10s):
All of jujitsu from the most basic to the most advanced levels based on one principle that allows us to be so effective. And that's positioning from a good position. Things are easy from a bad position. Things are hard and positioning so powerful that if you really focus on it, it can make losing impossible and winning inevitable. And that's really our goal. So the idea is, you know, don't try to win the fight, just try to constantly improve your position. Once you get to a good position, your primary objective is to keep it, make sure you're not taking even an inch backwards then rather than like jump to victory from a good position.
1 (16m 52s):
Always it's very art of war makes small, incremental, secure improvements in your position so that you can eventually set up your win.
2 (17m 2s):
Yeah. So listen, as black belt sales professionals, we get paid to solve problems. And with this in mind, I want to teach you three moves within sight, fight, secure your position, improve your position and set up the win. So in secure your position, let's say you have a niche where your team is in closing, like with sales managers and the directors of sales, we're always trying to penetrate into new niches. And if they're not closing in these niches, this might be the, the, the issue. So the concept here is getting to the truth of the matter, the why behind the problem you solve. And oftentimes it's getting that third or fourth question, for example, you know, trying to penetrate into HR or HR, a division of an organization, and you're trying to solve some problems there and they'd say, well, my staff, aren't happy.
2 (17m 54s):
It's like, okay, well, you know, the, the, the non black belt sales professional might start a solve for that, that first problem. But if you go, okay, well, they'll tell me more about that I'll staff, because we did a merger last year and, and, you know, some people got, let go. Okay. Well, tell me more about that. Well, one of the CEOs was, was, was, you know, fired. Well, tell me more about that. Well, they were having some improper stuff with some of the, some of the staff. Oh, okay. Well, tell me more about that. Well, now the staff and the management are just out of alignment and okay, now you're getting to the truth of the matter. You actually really understand what you need to solve for, and when you're putting into it going into new niches or new areas, you may not know what those three or four or probably five questions, deep R and, and that's a, that's a really great way of being able to figure out, getting to the truth of the matter next move is, improve your business.
2 (18m 43s):
I see was professionals. I got to ask, have you ever been in a situation where you just knew the sale was going to close, but then someone you didn't even know about came out of the woodwork and killed the deal. I mean, this, this, this has happened to me. This has happened to me. And so when you think about hidden decision makers, before you move into the next phase of a sales conversation, you know, get your champion, whoever that person is and say, can you really critical? We think as we're now, like, Hey, this deal is getting into six figure land, like who else needs to be on the approval? You got to think about it because oftentimes they don't think about it until they get to the end. And they're like, Oh, wait a minute. I got to go up and up to the chain of command here, get that consensus early.
2 (19m 26s):
And you are the best person to be in the room to talk to these other hidden decision makers and actually make the case for the product or service and, and like be in that scenario. So that's improve your position. Last is set up the win. Have you ever gotten to a part in a close and you've closed the deal, and the next day you get a phone call and you're like that the deal just isn't going to go through. It's it's they they've, they've gotten to a point where you got an objection that came out of the woodwork that you could not handle. So w what I'm about to teach you now is a Bulletproof way to make sure a deal does not slip through your fingers.
2 (20m 9s):
If you get not get into a Bulletproof way to make sure that you do not get an objection, you can't handle. So it's called setting up your window. And the idea here is the cost of inaction. What most people do is ignore the cost of an action or the state of the cost of an action for a customer. So what you should be doing is making the customer state the cost of an action themselves. So what would be, what would be, what would happen if the problem that you solve does not get solved, and it can't be you telling them this. It has to be them telling you, cause when you get this wording, right, and you feed it back to them at any point in the conversation, it can essentially Bulletproof you, any objection,
0 (20m 49s):
Costs of an action. Honestly, something I've never really thought about in detail. And again, it's just another reason. Fire nationwide. You always want to be thinking about these different processes that people who have experience in building these type of a revenue generating teams in place. So let's talk now about winning. We're talking, closing, we're talking, sealing the deal. What's the deal with this section
1 (21m 13s):
In jujitsu, checkmate kind of victory. Closing the deal is what we call a submission. It's a move that basically forces the opponent to give up. It could be something could be a choke or say on a joint lock where you hyper extend their arms. So the idea is that once you've gotten into a good position and you're in position to win again, the temptation is just to jump to victory. But we want to say, I'm looking to wrap myself around someone's arm so that I can hyperextend it rather than just try to finish them. I want to understand that they're going to have last minute counters and resistances. They're going to maybe just try to tough it out.
1 (21m 54s):
So tiny improvements in my position at the very end of the fight at the very end of the engagement can again make winning inevitable. So just pinching my knees together, the way I turn their thumb, the angle that I lean, my body weight, all these little things allow me to make sure that when it's time to actually pull the trigger, there's no chance of escape.
2 (22m 21s):
Yeah, listen, there's, there's two moves that I really want to teach fire nation here in winning. And the two moves is reinforce and cement in reinforce. Have you ever been deep in a sales process? And you know that your, your prospect should be salivating for your product or service, but they just kind of feel lukewarm. The problem here might be what I call future casting. It's about painting the picture in a really vivid way. What the future will look like with your product or service already installed in their business. What is, how's your business going to be running? What's how's that department going to be running? How much money are they going to be saving or making or whatever it is, future casting and painting that picture reinforces this position before you go in for the sale.
2 (23m 11s):
Like before you go in for the close, rather next is cement now for the sales managers out there listening the worst nightmare. And I know I've had this happen. I had this happen this week to me. Have you ever had where the prospect calls you up? It's like I made the sale the next day. They call you up and says I lost the sale. Well, what, what could be happening here is they don't Mark the moment properly. They don't cement the sale. They don't go through the process of saying, we're so excited that you're on board here. Here's what the next six months or a year is going to be like with us. Here's how your, you know, your account manager is going to call you in, and this is what's going to happen. And depending on the niche that you're in, the kind of celebration could look very different.
2 (23m 54s):
I mean, pre COVID, that would probably be going out and taking them out for dinner. But now, you know, that that kind of celebration could be sending them a gift afterwards. Like, what is it, what will it take to really make them understand that you appreciate their business? You treat them like another human and that they're that they feel that they've made the right decision and, and really insulate you against any kind of buyer's remorse.
0 (24m 15s):
I mean, this is fascinating fire nation, and this is something you so have to focus on. I've seen it just really lead to so much more success in my business. So much less churning and longer stick rates. And that is that cement because listen, buyer's remorse. It will happen. It happens in almost every single purchase on some levels. So for instance, with us, with podcasts is paradise. We have an immediate onboarding process. You join Podcaster's paradise, boom, number one, you get an email with your next eight steps. Very clear that get you cemented into the process. Number two, you literally get a personalized video for me. I use an app called Bon Jor-El, where I send within 48 hours.
0 (24m 56s):
And I try to do it within 24 hours, a personalized video, welcoming you to the paradise family. And then we have other things I won't get into now that continue to cement that process. So it's so very critical. And the last and final section is post-fight. So boys take it away.
2 (25m 14s):
Yeah. Listen, have you ever had a sales pro working for you, nail it one day and hit it out of the park, but then the next day on the next call with the same niche, same kind of scenarios, same products, we same everything and they don't close and they don't actually remember to do the same things. They did the neck the day before, and they don't use the same techniques that was so successful the day before. And this is why you need systems. And I always used to review my loss sales, and I rarely reviewed my wins when Elliott shared with me how he looks at wins, it completely changed my thinking.
1 (25m 54s):
So it's very easy. Again, if you're, if you're a professional competitor salesperson, you're going to extract all the insights you can from a loss. But again, it's easy to overlook when, so I have a, a fighter who he's a purple belt at the time he was fighting a local black belt. And while we had a lot of confidence in all of his skills, we knew that the best chance the black belt would have would be if he was able to take him to the ground. So that because that's where jujitsu tends to folks in ground fighting. So the plan was to never let him even get close to taking us down. Now, my fighter went in dominated and won the fight in two or three minutes.
1 (26m 37s):
It would've been very easy to look at that and say, Oh, it was a perfect fight. There was nothing to learn from that. But there one moment where
2 (26m 44s):
The black belt had actually gotten in close enough to my fighter to grab his hips, he stopped it, which was excellent, but that shouldn't have happened. So it would have been easy to gloss over, but just studying that and asking what could we have done allowed him to avoid that situation in the next fight? And this idea of doing a post-mortem after every engagement, not only allows you to learn from them, but then this post-fight becomes knowledge for your next pre-fight. And that's hence the whole system of it, that everything you learn from one engagement becomes fodder and fuel and information for the next engagement.
2 (27m 28s):
Yeah, listen, I, I would, I would always review my losses and this taught me to review my wins. And when my, my team started to dive into their wins, they see their confidence increased. And as we know, the game of sales is, is a mental game as well. And, and, and you need to have that mental game in check. And we, we talk about this in the book, but if you don't see your, your brilliance, if you don't recognize it and see it, you can't repeat it. And that was, that was the one of like a game changer. I thought 10 point increase in my team because they started reviewing and analyzing their wins. And we have a ton of great tools that we put together for everyone who gets the book.
2 (28m 11s):
And one of which is a call review guide. Now this is a tool that's going to help you and your sales team breakdown their calls, whether it was a call that closed or one that lost. And what it does is give you question prompts to help you discover where you can improve. And what it means is that your team will increase their conversion rates, increase your company's revenues, and of course their own incomes, and it's a win-win win. And it's incredible, incredible sort of outcome from the book,
0 (28m 40s):
Fire nation. We all know that it's important to study our mistakes, to learn from our mistakes. But I love the point that both Daniel and Elliott are making here is that, Hey, let's review our successes. Let's review our wins, because guess what? Now we can also replicate those wins. We can replicate those successes. We can build the right tools, the right processes, right. Systems to make sure those happen on a more consistent basis. And I love the fact that you're offering bonuses with your book. I mean, that call review guide sounds absolutely prices. So as we close out here, why don't you start Daniel and break down for us exactly where fired issue can get the book, what specifically the bonuses that they will get with this book? Any final thing you want to say before we say goodbye, and then of course, Elliott to the same.
0 (29m 24s):
And then we will say, goodbye.
2 (29m 26s):
The sales, your jets are the secret black belt system for champion leaders. It's for whether or not you're a solopreneur, have a small team or a large sales team. This book will show you the exact steps, steps you need to take in order to get to the next level. And so we have some amazing bonuses for our launch week when you buy the book, which is only 99 cents for this week for the ebook. Wow. And what you can do is go to sales jujitsu, book.com forward slash E O F that's sales, J I U J I T S U book.com forward slash ELs. And so exclusively for you F we have created an incredible training program.
2 (30m 6s):
That's yours complimentary with the book it's called the four steps to increase your conversion rate in 30 days. And when implemented correctly, these steps are proven to work right away to help you increase your conversion rates just with your existing leads, like, like Jodie, this isn't like trying to get new lead source. This, this is like, how do you convert more and get your conversion rates up? And then we've also given free resources like our training log or call review sheets, objection, handling databases, and a whole lot more when you sign up for the book at the link and it'll direct you to where to get it. So again, it's it's sales jujitsu, book.com/eof. Again, that's sales, Jiu JIT, SU book.com/eof
1 (30m 45s):
Elliott, take us own brother. What do you want to share with us, just for anyone who's listening, who maybe has never done or even seen jujitsu, just to understand that this book was written for you. This was, this was written for those who haven't seen or done jujitsu. So no need to do any jiu-jitsu in order to get value out of the book that said for sales peoples, for sorry, for salespeople and sales professionals in particular, I think jujitsu can be a really life-changing art. As, as you said at the beginning, just the lessons you learn. Like if you have a nine month sales cycle, for example, your experiencing loss, maybe, you know, two, three, four or five times a year at most in Jitsu on the mats, you're experiencing it two, three, five, 10 times a day.
1 (31m 34s):
And so your comfort with it, your ability to learn from it, your ability to detach from it increases. And that's just one as, as I'm sure you know, of hundreds of lessons that you gained from it. So you don't need to do it in order to get value out of the book. And the course we offer, but it, you know, I'm a little biased, but I believe it's a transformative life-changing art.
2 (31m 56s):
So sales is a noble profession. We help people get their problems solved in companies and organizations. And when those problems are solved, companies can hire more people because they're making more revenue. They're, they're being able to retain more people. People are happier at their, at their organizations. We have a noble profession in what we do. We get a lot of mud that comes on us, but I got to tell you, when, when folks go out, you know, jujitsu's a martial art where you're not trying to hurt people. You can win without ever hurting somebody. And you can do the same in your sales role. You can be somebody that leaves people better off than you found them.
2 (32m 36s):
And I got to say, sales is the lifeblood, any company. And because without sales, obviously there's no revenue coming in the door, but at the same time, our pro we, we solve these problems that really do affect and change the world for the better
0 (32m 50s):
Our nation. So many value bombs being dropped throughout this episode. Of course, the strong call to action is for you to head over and visits sales jujitsu, book.com/eof sales jujitsu, book.com/e O F not only will you be able to get this book for 99 cents this week, you can also get the four steps to increase your conversion rates in 30 days, which by the way, my team will be applying to Podcaster's paradise. So definitely take advantage of this amazing offer because you know, this fire nation, you're the average of the five people you spend the most time with.
0 (33m 31s):
And you've been hanging out with DM, EB, and JLD so keep up that heat. And if you do head over to eofire.com and just type either Daniel or Ellie in the search bar, the shows page will pop up with links to everything that we've been talking about today. But again, your link directly fire nation sales jujitsu, book.com/e O F Daniel Elliott. Thank you both for sharing your truth, knowledge, and value with fire nation today, for that we salute you and we'll catch you on the flip side. Thank you. Thanks Joe. Hey, fire nation today's value bomb content was brought to you by Daniel and Elliott's ends. There's one thing that I've identified over the years, it's that successful entrepreneurs they're productive, disciplined, and they're focused, which is why I created the mastery journal, a gorgeous full leather journal that will ensure that you master productivity, discipline and focus in 100 days.
0 (34m 22s):
It's my best work ever fire nation. Visit the mastery journal.com. The mastery journal.com use promo code podcast for a $15 discount. And thank you for listening to my podcast and I'll catch you there, or I'll catch you on the flip side, ready to launch and sell your online course. Then you need to tune in for amplify 2021. With Thinkific. This free jam packed event produced by our friends at Thinkific will bring together 20 plus international course creation experts to share their behind the scenes tips and strategies to get you on the fast track to launching a course that will sell, visit thinkific.com/amplify to RSVP today.
0 (35m 5s):
That's T H I N K I F I C.com/amplify don't. You wish there was a proven roadmap to financial freedom and fulfillment that you could share with your customers, clients, or masterminds. My brand new book, the common path to uncommonsuccess is coming out in March, 2021, and we've just finalized our bulk buy packages. These packages include insane perks like a one-on-one weekend in Puerto Rico with myself and Kate visit uncommonsuccessbook.com for all the details. The best packages have very limited quantities. So head over there today, uncommonsuccessbook.com.
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