Welcome to CBT News Saturday Morning SalesMeeting, brought to you by EasyCare.
And here, now, Dan Jourdan.
Hey Guys, it's Dan Jourdan,the sales energizer with another CBT Saturday Morning Meeting, baby! Let's go get 'em! It'sa big day today.
Not cause you're gonna go out there and crush people like that.
You'regonna go out and serve more people today.
You know, the people that earn the most moneyin the world always, are the people that serve the most amount of people.
Today, on thisSaturday, baby that's you! Let's go get 'em! I gotta tell you this story.
I learned thisfrom my son.
You've gotta figure out what they're buying and sell what they're buying!Don't sell what they're not buying.
And most of the things you learn in life, you learnfrom watching them.
In my case, I watch my kids.
I gotta a good boy.
He's a good boy!He's sixteen years old now but he's got deep, like dyslexic issues.
But we love it! It hasturned him into the person that he is.
When he was 11 years old, we kinda figured outthings are going on like this.
But it was great! He has such interest in other things.
We hadthis big storm around my neighborhood.
Trees are down.
Cars are all mangled.
Carpets arein the streets.
So, we're walking around the neighborhood because it was fun.
And Matthewlooks at the carpet on the ground and he looks at me, and says "Daddy, I bet you they'd payus 100 bucks to take that to the dump.
" He's thinking about business.
The next thing Iknow, he's knocking on the door.
I've got a load of carpet in the back of my truck andwe're off to the dump! And he made a 100 dollars! I go, "this is crazy!" He started a littlebusiness.
And his first day out, he was putting out flyers.
He was knocking on doors.
Andpeople were giving him, like old couches and chairs and lawn mowers.
And the lawn mowerswere made out of metal.
What do you think you do with that? He'd take them to the recyclingand get paid again! His first day out, he made two hundred and fifty dollars! He's eleven!I said, Matthew this is crazy! How do you do this? And he looked at me as only an 11-yearold can and said, "Daddy, you don't understand.
" And I'm looking at you, the car sales persontoday and saying, "you don't understand.
" He says, "you think they're giving me theseold couches and lawn mowers cause they want to get rid of these couches and lawn mowers.
Daddy, they're getting rid of this stuff and they're giving it to me because it makes themfeel good to do business with an eleven-year old.
Doesn't it?" You see, he knows his value!Do you know yours? Cause, I promise you, it's not the paint.
It's not the cup holders.
Ormaybe it's the cup holders.
But it's not all those things that you're thinking about.
You're selling an experience! They're gonna go home and talk to each other and they'regonna sit around at the kitchen table and say, "you know what? That was great! I feelreally good about that experience.
I love this car and I love the sales person evenmore.
I know they're gonna be there in the future.
" You're selling something more valuablethan the car.
You're selling peace of mind.
And it's cause that's what they're buying.
And Matthew knows it.
He said to me, after getting this done with Daddy, I felt liketwo years in the future and it's over.
Well, you've got a whole life.
You've got a wholelife to dominate.
Today! Take these ideas.
Take your energy! And just KILL IT with service!CBT News Saturday Morning Saturday Morning Sales Meeting, brought to you by Zurich.