You're going to learn how to convince like New York's greatest salesman.
This guy is amazing.
You've probably never heard of Joseph VADs but the men Vanity Fair described as the gentleman grafter
was a salesman of supernatural ability Joannides was an Englishman in New York well into his 70s.
He sold countless potato peelers on street corners in the Big Apple.
He was a fascinating character in the finest salesman you've ever seen.
When you present in the boardroom demo a product to a Klein or talk from a stage.
You're selling your ideas.
I'm going to give you eight tips that will transform your presentation and they're all based on this
amazing salesman from New York.
He's not alive anymore.
But I still have footage from years ago that he made a pitch he didn't set this up and he wasn't planning
on being recorded.
This is him live and this is him raw and this is him amazing.
I want you to notice the very beginning when opens up right away people are sort of Him that and he
immediately disarms them makes him feel comfortable and just come over I'm just going to show you something.
It's as if he sets the appointment.
That's the first step he just gets in the come over no big deal and he sells them.
I'm not going to be taking your money I'm not requesting money of you.
He's not lying.
At the very end of the pitch you're going to see people here handing him money to take orders they're
buying he's not selling anymore.
There's nothing to that.
He set it all up.
He in advance disquiets their fears or worries or thoughts he just sets the whole thing in motion and
he does it amazingly in a comfortable enjoyable manner.
Watch this entire pitch.
It's not very long after you watch it.
Then we're going to break down the eight ways that you can copy just this exact thing and we'll do a
refresher on it.
Enjoy the ride and see the genius at work.
You might
say
you know we
might be on
the side of the tracks
right now
watching a documentary
about the
every time because you've got a very sharp blade did you get a shot every time you criticise a situation
like that.
Well what are they saying to you and the seller.
They don't come out as it is that the machine is so rigorous without you that it was a
this they'll take a look at it
that way.
How would you feel you put the cat savvy.
How does it make you feel that she can feel
the same way.
You can say she has said this is when you put this together like a pack of playing cards you're going
to sense the what it says The other trick is still that you must use at least six sites.
Take a shortcut.
But what size is the one hand you read the machine across.
Now you could really see how shall we do this
because anything
made in China I can I promise you that have any shopping he might say.
That's what you could use another one.
Every penny you get to say goodbye.
Why would anybody Hi.
All right thanks.
Coming up you bet on the holidays you need saving money several other time you give it back.
Yes I did say was it that one on the right
track.
Yes.
Thank you.
Yes again Robert rather cover
it up because it is
what you my father instead of going to them because they only got to be going to get the best player
in the world to think of every time you get in a car by me
and say
My goodness think
make me think
OK let's master eight takeaways from this.
Number one prove the product Jihad's is over 70 in this clip.
Yet here he is sat on a stool hunched over a chopping board gloves on in full demo mode.
How is he proving his product.
Well notice what he's saying he says they're made in Switzerland.
They're not made in China.
They're made of stainless steel they cannot rust they're dishwasher safe and I promise you they never
need sharpening.
So he proves that his product is a contender.
He proves the quality of it.
It's not any old demonstration either.
It's a demonstration of things you'd never think of doing.
What does he say.
Says carrot sunflowers for the kids he says have a hard time getting your kids eat their veggies.
On these carrots sunflowers and they'll gobble them right out.
Wow what a way to prove the product in action.
He not only showed it's quality he showed how practical it is how you can use it right out the gate
and how you're going to love it.
Number two he was relaxed so be relaxed.
Joe's humor is his greatest weapon.
Humor relaxes it softens our naturally suspicious nature replace suspicion with a smile.
I mean a genuine smile and you're half way there he says.
My machine is so gentle you'll peel asparagus without breaking a tip.
I know there's a carrot.
You only want one.
You've got no friends like me.
He's just constantly pitching things out here and there.
But humor is so powerful.
It's been said that the closest distance between any two people is humor.
It's also been said that humor is like a rubber sword.
You can make your point without making anyone bleed.
It's insane how effective humor is.
And psychological studies have shown how it immediately relaxes the mind and opens up for creative thinking.
Look the part.
When was the last time you saw a street vendor dressed in this amazing suit and all the way in his shoes
everything was to a degree he had civill Rose suits German street shirts you've never seen that from
a street vendor.
Usually people don't expect that.
Doesn't matter what line of work you're in if you dress to the nines it changes things.
Joe's impeccable style matched his British charm perfectly.
Now we can all have such dashing sophistication but don't underestimate the power of a well tied tie.
Some nice shoes good dress good suit whatever it may be that really makes you look your best.
Psychological studies have shown over and over again that in our neuro networks we immediately trigger
that with something positive with something trustworthy with something that has value.
Number four sell the benefit.
What do I mean.
Well Joe is selling Peeler's right.
Wrong.
He's selling French fries that taste great.
He's selling vegetables your kids will eat in pineapple with the tough bits removed.
That's what he that's what he's selling.
He says if you want to make him taste great you leave the skin on the potato.
You don't peel it you wash it cook him like that with the skin on.
And if you cook these yourself without trans fat you wash him down with red wine you'll never die.
You'll live forever.
He's making you laugh and he's also showing you just how great this thing is.
As Elmer Wheeler so famously said you don't sell the stake you sell the sizzle.
That's exactly what he's doing here.
Remember that.
Always sell the benefit.
Don't sell the thing but sell what the thing does.
Number five emphasize quality.
Have you ever referred to the potato peeler in your kitchen as a machine.
No nobody would.
He says they're not cheap.
You don't buy them because they're cheap.
You buy them because they're good.
That's what Joe says.
Joe uses the word machine to make us think oh it's a machine.
Well mine is just a peeler.
So this one must be better.
Of course he is.
Same with yours.
Show it's quality.
If you're instead showing and you're selling your product based on its price then emphasize that if
you're selling product in your product selling feature is that it's fast that it's convenient and sell
that.
Either way emphasize the thing that it does the best.
Number six do a deal.
Who on earth ever bought five potato peelers at once.
Nobody but such is the power of the pitch.
People will buy a product that lasts a lifetime and they'll buy in bulk here Joe's showing at last a
lifetime.
So buy it in bulk.
Might as well get it all now and get out of the way for the rest of your life.
That's when people will buy.
Joe says they're $5 each.
You can buy four for $20 and if you do you get one free.
He says he throws in the book buy when you five of these and you give them away as gifts they're gunna
be offended because they're not going to be offended because they only get a peeler they're going to
be delighted to get the best pillar in the world Joe says and they're going to think of you every time
they go in the kitchen.
Look at this because of this deal Joe's also showing you're going to get social status.
No one's going to get offended because they got a peeler they got the best pillow in the world they're
going to love it.
Also look at this deal you can beat it and it last a lifetime.
Notice this.
Take this to heart and use this often.
Number seven involve the customer when the customer in the clip steps up to pull a peeler across a carrot.
You know she's feeling kind of silly at that moment.
Pull the handle Joe says.
Look at that.
Go on do it again Joe says.
But when she pulls out the razor sharp blade cuts through hard care like a hot knife through butter.
The product is proven truth is established and money is just handed over.
People just as an ordered taker at that point.
Involve the customer in your product or service.
You'll never doubt the power that it's going to have.
It's going to change things.
Number eight.
Final thing.
Practice and perfect.
You think this is the first time Joe gave this.
No it wasn't the first time.
Doesn't Joe's sound wonderfully off the cuff.
It's because he's used these same words in the same order every single time he's used it over and over
and over again that it does sound off the cuff.
He can insert it when it needs to be.
Even when somebody comes up and a customer throws him off nothing throws him off any more because he's
done it so many times that he's got a reply for everything.
Understand Why People need your product.
Create a pitch around those needs and practice over and over until it sounds natural.
Let's do a quick summary of these amazing takeaways from Joe.
Number one prove that product to be what it is.
Prove it.
Show action demonstrate it being used in their life tell them how it's going to affect them in a great
way.
Number two be relaxed.
Be calm.
Don't don't just be high pressure all the time.
Instead be relaxed.
Humor is a great way to do this.
If you don't have humor humor then instead use common ground or use something that is going to disarm
them in their everyday way.
Be a humble person.
Don't be an attacker.
Number three look the part.
Dress to the part.
Dress.
Pass the part.
It's not going to intimidate it's going to impress.
It's going to make people trust you.
You're the person they want to go to.
Joe is a street vendor but he was dressed to the nines.
That immediately made people impress and it showed them wow OK this is the real deal.
Never four sell the benefit member sell the sizzle not the steak don't sell the thing sell with thing
does.
Joe was not selling a potato peeler.
Joe was selling amazing French fries.
Joe is selling carrots your kids are going to eat.
Number five emphasizes quality just as this is made in China is made in Switzerland just is going to
last a lifetime.
Look at how amazing it is.
Number six do a deal.
Joe here says listen this is going to last your whole life.
So we might as well get enough for a lifetime to give out for some friends and by the way if you want
to get five just pay for four I'll give you the fifth one free.
Number seven involve the customer remember she might have felt silly dragging that cutter across the
car.
But as she did it melted through like a hot knife through butter.
And she loved it.
Orders started flying in.
And then number eight.
Practice what you're doing over and over again until it's perfect.
This is such a way that when no one's going to throw you off anymore because you're so comfortable you've
already given the speech or the pitch or the presentation so to speak really the rest of it is you're
just listening to how people are responding and adding the finishing touches That's how well you've
prepared it.
You sound so natural.
Never forget Joe and his amazing sales presentations.
You're going to own it and close more sales than you can ever dream.
You're not going to be a sales person as much as you're going to be an order taker.