One of the most profound questions that you can ask when you want to sell anything to anyone is what is the one dramatic demonstration that I could do to create trust and certainty in the mind off my prospect. How could I show and not just tell you see, It doesn’t matter what business you’re in, what industry you’re in, what products or services that you are selling right? This is saying there’s no business like the show business. Well, guess what?
We’re all in the show business in one way, shape or form or an other. Because there’s so much noise in the marketplace, There’s so much competition in the marketplace.
So how do you stand out? I magine you are a magician and you’re going out there in the street. Now here’s what most cells people entrepreneurs do. They go yell from the top off their lungs and say, Hey, I’m the best magician in the world. Look at me. I can do card tricks. I can do corn tricks. I can do all kinds of tricks. Look at me. Trust me. I am the best I can do all kinds of tricks. You will be dazzle and you will be amazed. Come on, come on, let me show you. You could do the all day long, and that’s what most marketers entrepreneurs do all day long. Or what could you simply do is simply Hey, let me show you something. You just perform a trick Hey, hold on to this or hey, choose a card right there. That’s what I call a dramatic demonstration. I call that the WTF effect. What the happened? WTF effect.
So how could use that in your business? Let me give you a perfect example. Vacuum cleaner. If you are pushing the features and benefits, how how durable the vacuum cleaner is or how good the vacuum cleaner is or how good the company is, how maney vacuum cleaners that we’ve sold, That’s all good. But if you watch this particular infomercial, the closer the pitchman. He’s not doing that. He is talking about the vacuum cleaner, but he also does that through a dramatic demonstration. He uses the vacuum cleaner to lift up a bowling ball. And you’re like, What the heck is that? That it’s so crazy. Not just that he even demonstrates not lifting just one bowling ball, but two bowling balls.
That’s a WTF effect. You’re like, What is this? Now he’s doing that to demonstrate the how powerful the suction is. So in your mind when you see that you and I both know you’re not going to use the vacuum cleaner too you know, sucked up the bowling ball. That’s not what you gonna do. You’re gonna use it. Mop the floor right and clean up some dust. But in your mind, what happens? If the suction is powerful enough for the bowling ball off course, a little bit of like dirt live dust. That is easy, Bingle. See right there. Sold. That’s the power off dramatic demonstration.
So you need to ask yourself the question. How could you show not just tell Tony Robbins now. Tony Robbins. When he was just getting started, he was using dramatic demonstration to launch personal power. His program on TV. What did he do at the time? As a young Tony Robbins, He would go on TV and he would challenge different types of therapies. And he would say, You know what? Give me your toughest patients patients, that you work for years you worked with for years and you couldn’t help them. You couldn’t cure them. Give me your worst case phobia. Let me handle that. And I would cure that person. Eliminate phobia on national TV. That’s a dramatic demonstration, right? Right there. The snake phobia and Tony would cure that lady, that person in a very short period of time, be able to wrap this nick over her neck, even though she’s had a snake phobia her whole life. Powerful later on, not only launch personal power unleashed the power within.
Now, if you know anything about unleashed the power within common below take against what is the one dramatic demonstration there? Tony Robbins users to create trust and certainty in the mind off the prospect. Can you guess it? That’s correct. If I could walk across hard cold, what does that mean? It means I can break free. I can break through that. I am unstoppable. It is a metaphor. It is a dramatic demonstration. If I could do that, what else could I do in my life?
Can you see how powerful dramatic demonstration is now when you are creating dramatic demonstrations for your business? There three questions You have to understand. This is the question that your prospect is asking can I trust this person. Can I trust this brand? Can I trust this company? That’s the first question. The second question is, Is this company is this person? Is this brand competent, competent? Number threequestion is, Is this person special? Is this person gifted? Is this person talented? That’s what’s going through their mind and when you can demonstrate that it’s almost like jumping out of a plane without a parachute, when you can do that, you create that WTF effect.
When Tony does that, curing the phobia on national TV, that’s jumping off a plane without a parachute. You see, in my career, I’ve used this multiple times. I’ll give you a perfect sample. Example. Number one. If you have watched my video on closing on sales call, I did a dramatic demonstration. If you have not watched the video, you can click on here and watch that particular video where I did live. Demonstration a sales call instead of me telling you. Okay, I’m a very good closer. I trained closers, and he’s my experience in his right resume. What did I dio? I did a dramatic demonstration. It was just during one of the phone call, right? I asked my camera man Matt, and say, Hey, you know, met a ton of camera. We go and right there I closed a cell right in front of camera that I don’t know what he’s gonna say. I don’t know what the prospect is. Let’s say I don’t know what what what objection is gonna give me? It doesn’t matter, because if I’m confident in what I do and I know what I’m doing and I have expertise, it’s okay, Let’s go. That’s a form off dramatic demonstration and that you can see why that video went viral. It’s gotten hundreds and hundreds and hundreds of thousands of views. That’s one example.
I’ll give you a second example when I teach my class high ticket closer certification program that I would have so many students in the class and I would open up the line and I would say, Okay, go ahead, a Newt, tell me how you usually sell. What do you do? Close me on right there. They would do the role play with my with my other students in the class are with me. No script, no pre rehearsed. So anything like that boom. We just go and I will teach them and coach them. I will demonstrate how I would close right there in front of virtually 1000 people from over 100 countries. That’s a dramatic demonstration. I’ll give you another example how it uses in my career when I was back, then doing more consulting. I don’t do much consulting anymore. But when I was doing Mawr consulting with entrepreneurs and CEOs, very often we will start off with what I call a one our strategy session. Where do we come to my office? We have a big, huge whiteboard, if you can imagine. Right on, I have my marker and I would say, Okay, give me your biggest challenge.
Give you a big business problem right there. I would bring some in the white board. I asked them questions. They would give me different answers, and they only paid me for that one hour and through that one hour, I’m always able to overcome and come up with a plan that they could implement to solve one of the problems that they have. It could be a problem or challenge that they have been experiencing for months or years, and yet I’m able to dramatically demonstrate my expertise. No power point, No plan, no proposal. Just go.
Let’s go From there, they say the holy my God then could do this in one hour. What happens if I would hire him to work with our company for months and years? That’s another form off dramatic demonstration. David Copperfield, one of the greatest magicians in history. How did he build his career? You got it. He built his career based on, Ah, handful off dramatic demonstrations or tricks or performance, right? Walking through the Great war off China flying over the Grand Canyon, right? Making the Statue of Liberty disappeared, Vanish a few things That’s all you need. So when you are marketing when you are promoting, be dramatic. Don’t be boring. Be interesting. Don’t just tell when you can combine dramatic demonstration with massive distribution like TV or social media, you can sell something to millions and millions of people. You can get your products out there and ah, lot of people will want to buy from you.