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The Secret Person Behind Dean Jackson And Eban Pagan's success

by ewenmack
22 replies
Often if you go back to whom the current masters
learnt from, you'll get a new take and sometimes
even better teaching than the current ones.

Often Dan Kennedy had an input.

However there's one name rarely spoken about,
yet when you listen to him, you can see why
Dean Jackson and Eban Pagan got so good at
understanding what makes people buy.

Their early trainer was Joe Stumpf.

In this video you'll discover the secrets
luxury home realtors paid to hear...

Enjoy!
Doctor E. Vile

#dean #eban #jackson #pagan #person #secret #success
  • Profile picture of the author Jason Kanigan
    The last video I remember Ewen posting...

    http://www.warriorforum.com/offline-...d-you-say.html

    ...was so good I am sight-unseen putting this one into my viewing list for consumption over the next couple days.

    Anyone who thinks "I don't have two hours to commit"...that's why you're not top of your game. Pay attention to the things the people you admire pay attention to!

    EDIT:

    2/3 of the way through now. Definitely haven't heard this stuff before!

    Certainly one of the cleanest ways of asking for referrals. And the answer to the "How's the market?" question is brilliant...and easily adopted.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Jason Kanigan View Post


      EDIT:

      2/3 of the way through now. Definitely haven't heard this stuff before!

      Certainly one of the cleanest ways of asking for referrals. And the answer to the "How's the market?" question is brilliant...and easily adopted.
      Yup. I'm about 30 minutes in. Some language patterns that are useful, that I've never heard before. Certainly worth the time.


      Ewen; Thanks, Man....A real find here.

      Added later; His way of explaining a commission was excellent as well. Already a full page of notes, on things I've never heard before. He may be the best I've seen at using NLP in a selling situation. Most of his examples feel like they would work in real life.

      Added later later; He let me down a little. He could have sold a huge package of materials for $1,000 or more. But he let them off the hook with a $99 set of cards. I see speakers do that a lot. They share great information, and then choke when it comes to asking for money. In the middle, he tried to set up a $99 value for the cards, and met resistance from his volunteer. He should have set up a much higher value (at least for her to say), and then dropped at the end.

      But I see that in nearly every sales trainer. They talk about selling, and their material is phenomenal, but then they choke when it comes to actually selling their program. I want to see a sales trainer practice what he preaches.

      The video was pretty good as a sales video though. I bet it made sales to viewers.


      Of course, it's possible that he was also selling coaching (or some other high ticket program) and it was just cut out at the end.
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  • Profile picture of the author Oziboomer
    Here's a good decision...

    Watch Joe's video...

    Then, I know you know someone who could benefit from doing the same.

    The first person who pops into your mind...

    Tell them,

    Thanks Ewen.
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    • Profile picture of the author ewenmack
      It turns out that part of his methodology is what
      my mentee uses in his professional career
      as a one call closer.

      It's works better than Jordan Belfort's Straight Line
      and how to creat a script by him...better than a script Oren Klaff
      personally made.

      It works so well it is almost effortless.

      It's what made him bring a deal 50x bigger than
      previous record.

      It's what brought in daily target of 6 salespeople, by himself.

      It what opens and closes the country head of Goldman Sachs,
      the country head of the worlds largest freight forwarding company,
      the country head of one of the worlds top 4 accounting firms.

      Just wanted to add context of the power what Joe
      is teaching here.

      Best,
      Doctor E. Vile
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  • Profile picture of the author art72
    Eben's sales pages, emails, and overall packaging has always inspired me, and to date; I've yet buy one of his products.

    The idea of having a mentor has weighed heavy on my mind, as many of my offline successes transpired from learning from someone, and the making the offerings stronger and more valuable than my predecessors.
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  • Profile picture of the author joe golfer
    Good stuff. Joe's the man. The Core 600 I think was his main concept back in the day.

    Keep in mind his method works best if you sign-up for the upsell of Seal Training.
    Fitness buffs falling for SEAL-mania - Washington Times
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    Marketing is not a battle of products. It is a battle of perceptions.
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  • Profile picture of the author doanxuanhoang
    That's video very helpful with me
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  • Profile picture of the author visimedia
    how happy are you guys?
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    • Profile picture of the author ewenmack
      Originally Posted by visimedia View Post

      how happy are you guys?
      A version of it I've used in social surroundings, is...

      "Are you good or extra good?"

      Always a good mood lifter.

      Best,
      Doctor E. Vile
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      • Profile picture of the author joe golfer
        Originally Posted by ewenmack View Post

        A version of it I've used in social surroundings, is...

        "Are you good or extra good?"

        Always a good mood lifter.

        Best,
        Doctor E. Vile
        "How are you doing?"

        Zig used to say, "I'm super good, but I'll get better."
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  • Profile picture of the author yukon
    Banned
    That say yes always cracks me up hearing that during a presentation. Say yes 17 times during a presentation so you'll say yes when it's time to buy.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by yukon View Post

      That say yes always cracks me up hearing that during a presentation. Say yes 17 times during a presentation so you'll say yes when it's time to buy.
      I refuse to teach that nonsense.

      My theory is that every sales book author must have read the same sales book written in 1953. So they repeat it without giving it a thought. Eventually, trainers think that it must be true, because they have herd it so many times.

      a slightly related technique that actually does work, is;

      When the prospect makes a statement, a claim...you agree with them, and use one of your sales points to back up what he just said. It's almost impossible to not agree with something that supports a claim you made. In that way, you can build a structure of agreements.

      But the "get them to say Yes 30 times" idea is silly. They aren't zombies.
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      • Profile picture of the author kenmichaels
        Originally Posted by Claude Whitacre View Post

        I refuse to teach that nonsense.

        My theory is that every sales book author must have read the same sales book written in 1953. So they repeat it without giving it a thought. Eventually, trainers think that it must be true, because they have herd it so many times.

        a slightly related technique that actually does work, is;

        When the prospect makes a statement, a claim...you agree with them, and use one of your sales points to back up what he just said. It's almost impossible to not agree with something that supports a claim you made. In that way, you can build a structure of agreements.

        But the "get them to say Yes 30 times" idea is silly. They aren't zombies.
        It's not about zombies ... it's about patterns.

        Getting them to agree and to say yes repeatedly is establishing
        a control pattern. It takes real thought / effort to say "no" after saying yes many times.

        Same with stop/go or even red/green.

        Think I'm full of it? Say yes ten times real fast and then say no. Don't think
        about it - just do it. More often then not you're going to mess up
        and say yes.

        Kinda goes back to the pre-qualification routines we were just discussing.
        Establishing control patterns ... forces the the prospect to "think", "act" , etc
        in the direction you want them to go.

        Add a little dab of authority to the mix and it's devastatingly effective.

        The amount of yes's make little difference.
        It's the purpose behind the "yes's" that makes it effective.

        ... and let's face it ...

        For the "newer to sales", people .... "yes's" are confidence boosters.

        Someone who hears yes a few times is more likely to close more deals
        then some one who doesn't ... simply because of the confidence factor -
        whether it's real or imagined.

        That's my opinion anyway ...
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        • Profile picture of the author Claude Whitacre
          Originally Posted by kenmichaels View Post

          It's not about zombies ... it's about patterns.

          Getting them to agree and to say yes repeatedly is establishing
          a control pattern.           It takes real thought / effort to say "no" after saying yes many times.
          Perhaps you think I'm going to argue with your post. But we are 99% together on this. Yes, the "say yes" method can be a control technique. But it's powerful, because it's used as a control mechanism. Nearly every salesperson thinks that it's the result if getting 10 "Yes"s in a row. It's a matter of building/maintaining rapport and control/authority. The "Yes" is incidental to that. And you can't just ask random questions hat they say "Yes" to. Each question has to build on the last. And they have to be in the correct sequence. People who read "get them to say yes, over and over" have completely the wrong idea.


          Originally Posted by kenmichaels View Post

          Think I'm full of it? Say yes ten times real fast and then say no. Don't think
          about it - just do it. More often then not you're going to mess up
          and say yes.
          Perhaps with a low dollar sale, that they were close to buying anyway. I was taught the "get them to keep saying Yes" idea when I sold Encyclopedias. I watched an expert sell for a few months, as I sold with him. He thought it was because he kept getting "Yes". But I could see that other things were at work. He was keeping control...directing their train of thought. But I sold just as well, not including all the "Yes" responses.


          Originally Posted by kenmichaels View Post

          Kinda goes back to the pre-qualification routines we were just discussing.
          Establishing control patterns ... forces the the prospect to "think", "act" , etc
          in the direction you want them to go.
          Yup. And getting a "yes" repeatedly is just one way to do that. Maybe the most obvious way, maybe the easiest way to teach. But it gives the rep the wrong idea. They think it's the "Yes" that makes the difference, not the control.


          Originally Posted by kenmichaels View Post

          Add a little dab of authority to the mix and it's devastatingly effective.
          To me, the authority and rapport are the two leading forces that keep a sale going in your direction. OK, maybe getting a string of "yes" responses works on a lower ticket item, that they were close to buying anyway, and the prospect is weak willed. But I promise it would be an obvious "tell" if you tried it on a business prospect selling a higher ticket item.


          Originally Posted by kenmichaels View Post

          The amount of yes's make little difference.
          It's the purpose behind the "yes's" that makes it effective.
          yup.


          Originally Posted by kenmichaels View Post

          For the "newer to sales", people .... "yes's" are confidence boosters.

          Someone who hears yes a few times is more likely to close more deals
          then some one who doesn't ... simply because of the confidence factor -
          whether it's real or imagined.
          I agree with that. But if a new guy thinks that way in ten years, it's a mistake. Understanding the underlying principle frees you to use the same idea in lots of different ways.

          The "say yes" idea also works better if you ask several multiple questions in rapid succession. If you are asking these same questions over an hour, they loose all their potency, because the pattern dissipates.

          Imperious Rex.
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          • Profile picture of the author kenmichaels
            Originally Posted by Claude Whitacre View Post

            Perhaps you think I'm going to argue with your post.
            Damn it man !

            I really wanted to argue sales with a peer today. You made that impossible.

            One of these days ....

            Originally Posted by Claude Whitacre View Post

            Imperious Rex.
            uhmm ... Atlantian mythos ?
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          • Profile picture of the author ewenmack
            Originally Posted by Claude Whitacre View Post

            Understanding the underlying principle frees you to use the same idea in lots of different ways.
            I've bolded, upsized and brought this out of hiding
            so the importance gets noticed and internalized.

            Doctor E. Vile, master at spotting hidden gold!
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  • Profile picture of the author NewParadigm
    Originally Posted by ewenmack View Post

    Often if you go back to whom the current masters
    learnt from, you'll get a new take and sometimes
    even better teaching than the current ones.

    Often Dan Kennedy had an input.

    However there's one name rarely spoken about,
    yet when you listen to him, you can see why
    Dean Jackson and Eban Pagan got so good at
    understanding what makes people buy.

    Their early trainer was Joe Stumpf.

    In this video you'll discover the secrets
    luxury home realtors paid to hear...

    Enjoy!
    Doctor E. Vile

    How Do The Best Get Even Better - Part 1 - YouTube

    Was a good presentation, thanks for sharing.
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  • Profile picture of the author Reddevil007
    Ewen you are one of my go to guys on this forum.
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    • Profile picture of the author Claude Whitacre
      I bought, on E-Bay, some Joe Stumpf material. A thin book By Referral Only, six cassettes, and a newsletter. First Warrior to PM me with their mailing address (In the US) gets it mailed to them for free.

      Going...going....gone.
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  • Profile picture of the author misterme
    Thanks for that Ewen, I'm getting a tremendous amount of value out of it, and his related videos, seeing how to apply it to my stuff.
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    • Profile picture of the author HunteA
      Banned
      [DELETED]
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  • Profile picture of the author joecarson1
    ha ha on a date ="what do you want in your next relationship" then get to answers 5 6 7

    "hot words" conversation= This is the most brilliant explanation and use of NLP that I have ever seen
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