The Three Most Powerful Words You Can Use When Selling - Dan Lok

[@aronchoi6836]

"The amateur sells. A master makes people want to buy." So good.

[@denisherforbes4095]

Amateur sells Products & services but Professionals sells dreams

[@jarinjackson5936]

“I don’t know” is so powerful. I am currently more comfortable saying “well it depends on what you are looking for”. I think the reason is that the educational system has engrained in me the desire to “know” all the answers. Really that is such a prideful statement. Thanks for the advice Dan

[@irfandy8]

1. Lower your tone and speed 2. "I don't know", to dig. 3. Whoever ask the question, control the conversation. 4. Answer question with question. 5. Should not be a pleasant experience for your prospects? 6. Let them do the 80% of the talking. So this is why humble person is more valuable. Because they know they didn't know everything.

[@BeOutstanding]

There's a hair in your avatar.

[@tylercerny]

Video should be watched several times to pick up on all the gold nuggets in this piece. Should also be watched over and over so you can master all these techniques. As Victor Antonio alway says, "Selling is easy, if you know what you are doing." Sales skills can be learned. No one was born a great salesperson. Here are the golden nuggets: #1. Don't be too eager. #2. Slow the fuck down. Salespeople talk too fast. What's the point? #3. 3 Most Powerful Words in Sales: "I don't know" #4. Whoever asks questions, has control of the conversation. Good rule of thumb: salesperson should be speaking less than 20% of the conversation. Prospect should do majority of the talking, about 80% or more. #5. Amateurs sell, masters make people want to buy. (Let them sell themselves.) #6. Response to "How much do you charge?" ..... I don't know. It depends what you are looking for. #7. Use the art of Tai Chi in sales. Redirect. Use questions to answer questions. Always remain in control. #8. Avoid going into justifying mode. A common sales objection is "Why is your service/product so much?" respond....... I don't know. Why do you think customers invest with us? #9. The sales conversation is all about the prospect's needs. Anytime there seems to be questions or statements that try to get off track, take control and bring back the conversation. #10. The sales conversation should not be a pleasant experience. (You know why? B/c purchasing your product or service is the only way to relieve this confusion or nagging irritation now that the prospect is aware of their problem and need it resolved.)

[@DanLok]

👍

[@dariodesansebastian]

Thanks, sir

[@copyflash5167]

This is absolute gold, and the saddest thing is the crowd doesn't even know it!! Love it, Dan. Good stuff

[@mstripling86]

DECA - Dominant, Ego., Compassionate and Analytical. Dominant - let them be dominate but dont let them push you around. Ego - stroke their ego. Compassionate - start off compassionate then become dominant towards the close. Analytical- start off analytical then become dominant towards the close. This is it in a nutshell.

[@KiaraBhanushali]

You sir, are teaching me so much everyday. Simply brilliant!

[@billyjean1095]

Dan Lok: I don’t know. Am I? haha

[@DetektifJoe]

Dan Lok : Maybe. What are you looking for?

[@CarSalesMasterclass]

Preach! When you tell someone you don't know or have the answer, but that you'll FIND OUT for them, you'll notice the entire tone of the sale/call change for the better. Great video!

[@knownbrand-digitalbranding8833]

after years of growing up with youtube I have found the most VALUABLE channel.

[@irenec840]

My top 3 takeaways: 1) Don't sound like a eager salesperson (lower your tone); 2) Don't sound like a machinegun salesperson (talk slow); and 3) Whoever asks the most questions control the conversation - "I don't know" is the 3 most powerful word because when you know everything and you talk talk talk, you have lost the control in the conversation. Bonus: power of redirect

[@emmanuelohale7770]

Dan, my takeaway from this video is NEVER to show desperation in trying to make a sale. Also, as you rightly stated, I was shocked about knowing that those three words are the most powerful. Thanks for revealing that Dan.

[@ThePresentPH]

Whoever asks the questions, controls the conversation. I'm currently in Sales and I find this statement to be true. When we ask questions, the customer responds with information that proactively answers the questions that you haven't asked yet. The energy should be focused on listening, instead of talking. That's why we have two ears and one mouth. Listen more. Talk less. Convert more.

[@kellyboegemann8786]

Whoever asks the question controls the conversation. Three most powerful words "I don't know." Thank you Sifu!

[@e_entrepreneur415]

Whoever ask the question control the conversation. Do less than 20% of the talking. Dont go to justifying mode.

[@hero11125]

This was an amazing lesson. The concept of pushing and pulling. If someone is pushing, you don't push back. Thanks a lot for the lesson, Dan

[@DanLok]

Chief99, Good! Remember this as well: It’s not what happens to you it’s what you do about it that makes the difference

[@dw1826]

Instead of pushing, or pulling - Guiding. To guide, involves taking the lead, but also having a willing "follower" or client.

[@dw1826]

Now learning how to guide a person takes much skill, along with patience humility, time, and much effort. Of all humility

[@MAX-zu5wm]

Thanks Master Dan Brilliant point works for me all day long

[@AngelsofMercy-f5q]

I've seen a lot of sales tips but this hits hard!!I will use it for sure

[@dukane14]

This is good stuff. Dan is spot on. The caveat is you do have to train yourself to do this. It is easy to panic to get sales-y and lose yourself and perhaps a potential client or customer.

[@lehelnagy3877]

Most value-filled 5 minute video you will ever see on the internet.

[@461932570]

Congrats on 7k subscribers! The content your sharing is pure gold; not only can this be used in business, it can be used in different aspects of life. I'm so glad that there are public speaking Asian entrepreneurs in the west such as yourself Dan. I'm a Chinese kid raised in the west by a single mother. I can't describe this feeling, but like you, my main goal is also to be able to support my mom like she did for me. I don't want to be able to support her when she is old; I want to do it in the quickest way possible. Seeing you successful, it makes me want to hustle harder. Thanks for the great content Dan!

[@digitalobjects2466]

Very pure motivation. Good luck.

[@YizusCrist]

Felix Chen how did it go this 1 year?

[@Thakko]

Felix Chen now from 7k to over 400k 👏

[@aylqnnergulova4357]

681K

[@calvintony2929]

753k one year later

[@Timetraveler1111MN]

3:54 tai chi yesss breathe 🧘🏽‍♀️ breathing

[@mohammedaalghazali5939]

The “I dont know” theory is sooo true. I been using it a lot before watching this video and I actually endded up selling my stuff. Because when you say it depends on what you looking for and then from there you can figure out what kind os client you are dealing with

[@cerebrumexcrement]

wow. i wished i learned this when i was doing sales. but better late than never. now i want to try this and see my success rate.

[@molimba]

I don't know if i should like this video, tell me youtube, what do you mean by like?

[@shannonconrad4988]

I don't know

[@jerryphamrealtor]

Wow, I actually learnt this techniques from HTC, but when I jumped into here it just created more clarity. Thank you SIFU, thank you HTC, the best closing course I have ever taken.

[@realtalkwithbolt396]

You dropping knowledge fasho, never looked at it like that

[@maguiar72]

the guy in the blue towards the bottom of the screen was either taking notes or is already wealthy.

[@GodlessGlen]

Or he's a dumbass. Hopefully he was taking notes.

[@HaiderAli-ww5rq]

Miguel Aguiar Thinking the same as you.

[@trevorgeall1653]

I DONT KNOW. I used that this week, came out like it was second nature. I didn’t even plan to say it. AND IT WORKED. when I met with her she thanked me for not selling her. Use it. It works.

[@DanLok]

Well done, Trevor.

[@aqdasansari4701]

"Never Split the difference" Amazing book for negotiation

[@cherrysacdalan]

Hi Dan Lok. I had an interview and assessment from a telesales company here in UAE and when i speak with my sweet and not-that-loud voice, the supervisor interrupted me and kept on telling me to speak louder and tougher because the customer might not want to talk to me. That's why I'm here and I'm amazed with this video of yours. Thank you. I think I'll apply what you're talking about when I got the job. 😉

[@RealVersatile]

It is amazing how I am like this naturally especially with women. They always ask why dont you sound excited or interested, why do you always answer my questions with questions. So i say all that to say this. Being concious of this I now know I can apply this to business as well.

[@vanvin5445]

I use to think what am I doing wrong when I sell but after watching this video I get the answers I talk to much I was selling my self .when hill say in think an grow rich self the person first I didn't pick it up but in this video it real it breaking down in ABC thank man every day u bring me close to what am look for keep up the good work

[@Words-of-encouragement.-.]

Customer - "Sir where is the restroom?" Me - "I don't know"

[@mq8543]

Marquise West I don't know, it depends where you want the restroom to be

[@esterprior9242]

Whoever asks the questions, controls the conversation

[@philipwere7559]

This one never grows old....Real Gold

[@NotForRent]

Thanks Dan this is priceless information. I appreciate your teachings 🙏🏼

[@charismarquita2449]

Im fascinated..thanks mr dan..

[@Timetraveler1111MN]

Deep- 🌳 grounding… sounds more and feels more genuine and relaxing for others. Slow and clear words.

[@Ms_Helthoholic_]

AMAZING SIR YOU ARE GREAT

[@TheFinancialAdvocacyPodcast]

"Why is your stuff so expensive?" "I don't know. I don't understand. What are you comparing it to?"

[@ravihemnani34]

Because brother you don't know then Lok

[@AbhinavRege]

Hey Dan... Thanks for video was an eye opener.. Please keep doing what you do!! 😄

[@kenroth1881]

I've been in a justifying moment with my dad. He says, sometimes I change my story. Next time I'll ask my self "I don't know."

[@dyanderson7]

whoever ask the questions is in control, (HTC group 3), Thank you Shifu

[@isaiahmaragalla]

The best video I have seen ever. Thanks dan

[@vishalkhaitan_]

Incredible man 🔥

[@suwan1986]

Dan Lok can sell anything!!!

[@jhomarstamarina8700]

still watching and learn more...God bless 🙏

[@laura53ize]

I just love your videos it’s been 7 years I just been mom staying at home but before I worked on sales and I was good and I think it’s time to get out of my comfort zone.

[@aliviacolebank3697]

I'm so glad I found your channel!

[@sbrathore]

Dear sir I'm a big fan of yours i have a request to you pls upload full videos of such kind of content

[@Grief2Win]

The people that "coach" me in sales do the exact opposite and they tell me I'm timid. What pisses me off most is that these people can't even get sales themselves.

[@leahgordon1472]

Beautiful & Brilliant. Thank you very much Dan Lok

[@JoyWanakwanyi]

That “I DONT KNOW” at 2:55 gave me goosebumps 😂

[@John-zh6ld]

Very powerful. In our biz, we have to take the salesman from the territory w us. They never stop talking.

[@levijohnson3291]

Can't wait to become a maxed out sales wizard!

[@MultiZhaf]

This is gold. Thanks Dan

[@acadiasmith8800]

Dan Lok is amazing!

[@bambeflorani3591]

U right sir but it also depends on customers,some customers when u tell them I don’t know they’re seeing like u don’t have enough confidence on your or knowledge,when u answer to all the questions they feel like the talking to same one who really knows what is talking about

[@xavierandjawanda5201]

I’m learning... this is good stuff

[@7Logik]

dan i do have a question, how could you apply this to say being a car detailer which is what i do , or better yet can you apply this same technique ? lets say you are going to the customer in door to door sales or actually going to the customer not them coming to you..how would you handle these techniques and strategies , especially the "i dont know" method...i understand this is geared towards high ticket sales but i see alot of value for other businesses as well on this video and many of your others videos if not every single one of them that i am tying to implement

[@naomijames7860]

i love your videos, i learn so much. i will purchase product after product till i have them all, this saves a lot of time for me, learning exactly the right things in a short time. thank you!

[@otbway]

Wooow out of all his video this one is definitely on my top 3...using the philosophy of tai chi to make sales... Ouff ff... This is a master talking right there... I am sooo going to do that...

[@dactoanho6026]

Hello Mr. Lok I love your video, thanks

[@jeffmanyora9344]

Great content I love this guy

[@dw1826]

We get customers at work who ask why the rate go up after the first year. But I work in the Business dept. What is a good question to respond back with a business owner?

[@aldrinpadua28]

very powerful teaching about skills in sales in the market

[@andrewh3493]

I have heard of this sales technique before but the Tai Chi analogy makes it stick. New sub! Thank you.

[@johnbigyemano8519]

Hi Dan. Am inspired by your videos esp the one on selling to the rich. Am 16 year old entrepreneur motivational speaker and I teach fellow children about money. The late Steve Jobs was my role model.I received 3 global nominations from CYFI for my work in promoting financial inclusion for kids &young people . I was invited to the House of Lords London. I live in Uganda. I would love to attend one of your live seminars. Benjamin Bagyema

[@RealVersatile]

Much respect to you and your journey so far. I aint from Uganda but when I see another African brother doing well I have to give my respects. 👏🏿👏🏿👏🏿✊🏿

[@chrisbolt7396]

This video was very helpful for me and pointed out a lot of things I've been doing wrong. I just switched careers and became an insurance agent. I have no sales experience. I'm trying to find effective tips to help me improve.

[@DanLok]

Click here: fumoneybook.com - this will give you the foundation for wealth creation

[@chrisbolt7396]

I actually started your book right after I finished this video. Thank you for being willing to teach.

[@eps4560]

Those homeowners insurance policies that are ACV suck, avoid if possible. Also, too high deductables, not enough coverage etc, to what? Save on a monthly premium? Once they fix their house, advise them to switch to an RCV policy or they are screwed. Our agent... "forgot" to do so at our request. Thank god we followed up months later to get that to be an rcv. Maybe clients could pay a few dollars more per square and get a high impact (IR) yet standard looking architectural shingle on their house for a policy discount if your company gives those. Ours does. Use rolls of radiant barrier material versus standard rolls of felt under shingles for a cooler home and get an eco/energy credit on taxes on the whole project. Get material prices from main supply houses in every major metro like ABC. Contractors often say something is much more expensive because they honestly just dont want to mess with "upgrades" and want to turn the job quick. 3 trades and they can send a supplement to the insurance company for O&P $. Roof, gutters and a few window screens? Wow, o&p and wham bam thank you mam in-and-out quick. Sometimes materials actually are more expensive, but I know so many wham-bam contractor types. Material prices do fluxuate every month, season, weather/market conditions etc. Agents & homeowners dont know material prices or upgrades/benefits available. You might make more money being an insurance field adjuster. In house, independent, or those upper level corporate bad-asses. Learn Xactimate. Use Eagle View. Get insurance experience by working with actual homeowners with every insurance company out there when they actually have to file claims and it will definitely be an education on which companies and policies are good, bad or ugly. Example. Allstate is a pain in the ass to deal with actual claims. Sorry if you are a desk seller of allstate. Chubb is impressive though. Insurance policies signed in an air conditioned office with the help of a pleasant agent in their nice clothes behind a desk. Those policies become a different beast on the actual streets. Street experience + integrity = great sales abilities at the desk.

[@AJ-lv9ex]

"THE TAI CHI OF SELLING". This would be a good title for your next video, wouldn't it? Very powerful lessons. Pure wisdom. Thanks a lot

[@DanLok]

Thank you Amin

[@MrInventer80]

"How much do you charge?" "I don't know" 😂😂😂

[@austinfinell]

Thank you so much Dan.

[@katherinemarquez8128]

True. Answer the question with a question. It's also a powerful technique even in debate. Hmm.. First time to watch your video, Sir, and I love it. Just subscribed and downloaded some of your videos. As a sales rep, it will be a great help. Thank you so much. 🤗

[@R.R.R.712]

"Tai Chiiiii" lol, but very insightful and I learned something new

[@Arkardu]

I think the slowdown thing is fine in most cases, but generally you’ll want to be a chameleon and mimic their tone of voice. Are they a careful talker? Start talking softly and gently. Are they energetic or a bit rough in their way of talking? Use a more straight forward and daring language. It puts you on a more equal footing with your prospect.

[@ClaudeDiamond]

Wow the 3 most powerful words . Gee this sounds like something I might have said a few million times in all my books and videos. Isn’t it time for an acknowledgement or citation?

[@shm3hTube]

Dan, can you please clarify for me the quote that says "The more you tell the more you sell", by Claude C. Hopkins. It seems to me, in this video, you have different oponinon. Please help me in understanding more. Very thanks.

[@Anamistoso]

I'm learning, I'm learning. Thanks Dan :)

[@DanLok]

Close Bond, applied knowledge is key.

[@Anamistoso]

Dan Lok thanks for commenting. I will Dan. :)

[@tomasrimkus2648]

very interesting but i am confused. if i answer "i dont know", wont it irritate the customer and make him come to the conclusion "what do you know? do you know anything", as in wont he start questioning your competence?

[@leoliu4348]

This is Gold!!

[@heather-vs9qe]

Yes your right....l have to slow down ......when doing my pitch...l have started to say l don't know ....freedom....

[@DanLok]

Correct.

[@AdwinAng]

My challenges are talking too much and asking too less questions. Falling back to the good old salesman mode of justification. I can see a pattern in the role play and need to disrupt this pattern.

[@alexthainguyen5953]

Love the Tai Chi analogy. Going to apply this to my business. Thanks Dan.

[@DanLok]

Alex, great. keep growing.

[@Katharsis540]

Where can I watch the full seminars?

[@karannair6885]

Best video till now

[@awhatzable]

Serious question, what should you say back to them if they reply with something like `i dont know, im the one whos aking you` after you question them back? Ive heard this many times in conversations lol

[@hassanmohammed2790]

Love this video.

[@Priest803]

What do you do when a customer walks into the shop and you ask him or her "What are you looking for " and the customer says when I see it I'll know

[@Harish_Vision]

I have a question about the topic 'I don't know'?

[@manuelfernando9729]

In a previous video u said sell people on emotion, if the sales guy keep saying I don't know I might think hes not interested and it definitely would make me withdraw from the product emotionally means I wont buy, how does these things interconnect? thnx

[@claudia6932]

So good. I can't stop saying that. I have a pen and paper in every video.😳

[@thonguyen7999]

In asia, how about make the customer being angry because always say to much " i don't know question"?

[@redadiyas1328]

@Danlok how can we talk less than 20% and at the same time use some strategies like " trigger, story to tell..." ?

[@soniakimak6724]

AMAZING VIDEO YOU ARE BEST

[@moonchildva]

This is *really* good advice. Thank you sir.

[@lucifermorningstar4624]

Thank you Dan

[@nallelyfranklin4134]

I work for inbound sales and they tell us at work that we control the call by us talking more and not allowing the cust to speak as much. This is my first inbound sale job and I’m trying to get better advice ?

[@DanLok]

kzbin.info/aero/PLEmTTOfet46OBykXyYd_GTPF9GNIaSX47

[@heather-vs9qe]

I listen to Dan...ask questions ask about their needs....let the client to the talking....they often give you all the info you need. I have changed my style....l have started to implement ...the word l do not know ....and redirect ..powerful....ask a question with a question....we are so conditioned to do things a certain way, took me a while to implement the Word l do not know...x

[@ravihemnani34]

Because your job is the very different and this topic on video the calling job with only where is the one thing how to you talk the brilliantly

[@SuccessMindset2180]

People want to be the ones who are getting calmed down by others

[@jayjalloh3631]

"How much you charge?" "I don't know, it depends on..." - deflect their objection against them like it's taichi. So they can sell themselves.

[@CherryWongPhoto]

It is really hard to ask a question without sounding cocky...

[@codelucky]

What if by saying "I don't know" to every question the prospect ask, makes them angry?

[@DanLok]

Don't say it to every question.