Aleksander Vitkin Podcast

The difference between big and small businesses is HUGE.

Still, a small business owner can learn a lot from big business...

Similarly, big business can learn a lot from small businesses.

In this podcast we go through some lessons we can learn from both.

“Want to connect on facebook? Add me on Facebook:

www.facebook.com/aleksander.vitkin

Follow me on Instagram: @aleksvitkin”

Most people in big companies tend not to work very hard and they are inefficient. When the company is so big, it is hard to have work for all of the employees. It is not possible to keep every single person super efficient all the time. Most of the employees in big businesses are very lazy and they do not work that hard. They want to increase the amount of money they get for as little effort as possible.

On the other hand, people who are working in small companies feel like they are working more for themselves and they feel that it is their obligation to make it work.

Employees in big companies always make excuses and they always procrastinate. They are not working at all. Whereas, people in small companies are always grinding and doing the work that has to be done as good as possible. Those people are putting a lot of effort and are always working at the maximum capacity. They are leaving their hearts in the company.

Going to a big company for a service does not mean that you will get a better quality product or a service than if you go to a smaller company. The reality is that if you go to a big company, you will pay more for less quality.

It is a big mystery how the big companies survive nowadays. They have to pay to so many people who are not doing a great job. Probably they rely a lot on referrals and they count on their big name which gets them bigger clients. They might have investors who help them in difficult times.

The bigger you are, the more money you have, the bigger your problems are going to be.

Big companies do not take much into consideration how much they will pay for something. They just hire an agency for a project, give them the money and they do not want to deal with that at all. That is a very inefficient strategy, but the quality is still enough to help them run their business properly.

It is hard to imagine how scalable a business can be unless you talk to a CEO of a big company. A lot of the focus of a CEO is on the employees and making sure that you work with the best employees who are using as much effort as possible.

The purpose of a small company is how to make everything in the business as efficient as possible.

The purpose of a big company is how to get the best people, keep them in the company and make them work efficiently.

It is not possible to achieve 100% efficiency. Big companies lack of skills in a certain way and small companies take advantage of that. That gives an opportunity for small businesses to take some of the workload of the big companies and turn it into high quality service for their clients.

Small companies make it a little bit more personal. It is much easier for you as a freelancer to close a sale from a small company rather than a big one. If you call a big one, you have to talk to a number of strangers who are not responsible for buying from you.

Bigger companies are looking at how to make a billion dollars. They do not care about the sale. They care about a huge massive system that keeps generating billions of dollars every year. Everything else is very minor to them and not that important.

It is a very good thing that we are working towards helping people realize that there are other paths unrelated to corporate jobs. It is very boring to do all these repetitive stuff that you are supposed to do at a job.

Here's how Jason has built a 7 figure ecommerce business, what his daily habits are and how he's stayed motivated for 10+ years in business...

Jason is a wise successful business owner who is going to share with us very valuable lessons. He is into wall monkeys business and most of the sales are done online.

“Want to connect on facebook? Add me on Facebook:

http://www.facebook.com/aleksander.vitkin

Follow me on Instagram: @aleksvitkin”

What are your daily routines and activities as a founder and CEO of your company?

I am the most productive early in the morning. I get my most important work done usually from 6 to 10am. I put all distractions aside – no email, phones off, headphones on.

I usually work from my home, but I also have my own office and I go there to check the work of my employees. I answer their questions and solve problems. If I am in the office I would rather engage with my employees than work on my own stuff.

I start each day working from home and then I go to the office to spend a few hours with my employees to be sure that the day goes as smooth as possible and help out in any way.

Do you do a lot of sales in your company or you do a lot of marketing?

I have people who handle the advertizing and social media. We have launched a new channel recently. I have been working on the way we sell on Amazon. I put more effort on updating our listing and keywords.

Christmas is our busiest period of time during the whole year. We have to make sure that everything is correct and be delivered within 24 hours to our customers. It is a lot more effort on the production side than in the normal average season.

What are your daily routines outside of business that support your business?

When you are running your business there are many more things that you can do than you have time for. You have to pick and choose what you are going to do. You have to know how to manage your time in the best possible way.

I am a morning person and I have to make sure that I go to bed early in order to be able to wake up early without an alarm clock. Sleep is very important as far as productivity. I try to get about 7 or 7 and a half hour of sleep.

Avoiding distractions when you are working and coffee in the morning are crucial. Focus on your most important tasks and protect yourself and your body. Choose your food wisely. Go to the gym regularly.

Without these things I cannot handle my business properly and I cannot be productive enough to get my work done.

How do you create your business model?

I was not able to make sales at the beginning. I had to try many different things. I kept trying different ideas. I started to add more content and make deals with stock companies and that is when my business took off. Getting content and not relying on other people’s content was the key.

How do you get traffic and new clients?

We sell on our website, on Amazon, Walmart.com and a few other sales channels. You have to use a variety of platforms if you want to succeed in eCommerce. Being in one place is not enough.

If you are just in Amazon you are in danger, because if something goes wrong you are out of business. If 50% of your revenue comes from Amazon and 50% comes from the other platforms, that is a good strategy to pursue.

How do you stay motivated?

Entrepreneurship is not for everyone. You are either a lonely guy in the room or you are the smartest guy in the room. When things are going well in your business, you like it more. Seeing my employees happy makes me happy and that drives me to continue working even harder than before.

If you are an entrepreneur, you have no boss and there is nobody who is going to push you to wake up and get work done. You have to do this yourself. You can either start working or you can decide not to work that day, but if you do that you do not make any money.

Here's how Jason has built a 7 figure ecommerce business, what his daily habits are and how he's stayed motivated for 10+ years in business...

Jason is a wise successful business owner who is going to share with us very valuable lessons. He is into wall monkeys business and most of the sales are done online.

“Want to connect on facebook? Add me on Facebook:

http://www.facebook.com/aleksander.vitkin

Follow me on Instagram: @aleksvitkin”

What are your daily routines and activities as a founder and CEO of your company?

I am the most productive early in the morning. I get my most important work done usually from 6 to 10am. I put all distractions aside – no email, phones off, headphones on.

I usually work from my home, but I also have my own office and I go there to check the work of my employees. I answer their questions and solve problems. If I am in the office I would rather engage with my employees than work on my own stuff.

I start each day working from home and then I go to the office to spend a few hours with my employees to be sure that the day goes as smooth as possible and help out in any way.

Do you do a lot of sales in your company or you do a lot of marketing?

I have people who handle the advertizing and social media. We have launched a new channel recently. I have been working on the way we sell on Amazon. I put more effort on updating our listing and keywords.

Christmas is our busiest period of time during the whole year. We have to make sure that everything is correct and be delivered within 24 hours to our customers. It is a lot more effort on the production side than in the normal average season.

What are your daily routines outside of business that support your business?

When you are running your business there are many more things that you can do than you have time for. You have to pick and choose what you are going to do. You have to know how to manage your time in the best possible way.

I am a morning person and I have to make sure that I go to bed early in order to be able to wake up early without an alarm clock. Sleep is very important as far as productivity. I try to get about 7 or 7 and a half hour of sleep.

Avoiding distractions when you are working and coffee in the morning are crucial. Focus on your most important tasks and protect yourself and your body. Choose your food wisely. Go to the gym regularly.

Without these things I cannot handle my business properly and I cannot be productive enough to get my work done.

How do you create your business model?

I was not able to make sales at the beginning. I had to try many different things. I kept trying different ideas. I started to add more content and make deals with stock companies and that is when my business took off. Getting content and not relying on other people’s content was the key.

How do you get traffic and new clients?

We sell on our website, on Amazon, Walmart.com and a few other sales channels. You have to use a variety of platforms if you want to succeed in eCommerce. Being in one place is not enough.

If you are just in Amazon you are in danger, because if something goes wrong you are out of business. If 50% of your revenue comes from Amazon and 50% comes from the other platforms, that is a good strategy to pursue.

How do you stay motivated?

Entrepreneurship is not for everyone. You are either a lonely guy in the room or you are the smartest guy in the room. When things are going well in your business, you like it more. Seeing my employees happy makes me happy and that drives me to continue working even harder than before.

If you are an entrepreneur, you have no boss and there is nobody who is going to push you to wake up and get work done. You have to do this yourself. You can either start working or you can decide not to work that day, but if you do that you do not make any money.

Here's how Jason has built a 7 figure ecommerce business, what his daily habits are and how he's stayed motivated for 10+ years in business...

Jason is a wise successful business owner who is going to share with us very valuable lessons. He is into wall monkeys business and most of the sales are done online.

“Want to connect on facebook? Add me on Facebook:

http://www.facebook.com/aleksander.vitkin

Follow me on Instagram: @aleksvitkin”

What are your daily routines and activities as a founder and CEO of your company?

I am the most productive early in the morning. I get my most important work done usually from 6 to 10am. I put all distractions aside – no email, phones off, headphones on.

I usually work from my home, but I also have my own office and I go there to check the work of my employees. I answer their questions and solve problems. If I am in the office I would rather engage with my employees than work on my own stuff.

I start each day working from home and then I go to the office to spend a few hours with my employees to be sure that the day goes as smooth as possible and help out in any way.

Do you do a lot of sales in your company or you do a lot of marketing?

I have people who handle the advertizing and social media. We have launched a new channel recently. I have been working on the way we sell on Amazon. I put more effort on updating our listing and keywords.

Christmas is our busiest period of time during the whole year. We have to make sure that everything is correct and be delivered within 24 hours to our customers. It is a lot more effort on the production side than in the normal average season.

What are your daily routines outside of business that support your business?

When you are running your business there are many more things that you can do than you have time for. You have to pick and choose what you are going to do. You have to know how to manage your time in the best possible way.

I am a morning person and I have to make sure that I go to bed early in order to be able to wake up early without an alarm clock. Sleep is very important as far as productivity. I try to get about 7 or 7 and a half hour of sleep.

Avoiding distractions when you are working and coffee in the morning are crucial. Focus on your most important tasks and protect yourself and your body. Choose your food wisely. Go to the gym regularly.

Without these things I cannot handle my business properly and I cannot be productive enough to get my work done.

How do you create your business model?

I was not able to make sales at the beginning. I had to try many different things. I kept trying different ideas. I started to add more content and make deals with stock companies and that is when my business took off. Getting content and not relying on other people’s content was the key.

How do you get traffic and new clients?

We sell on our website, on Amazon, Walmart.com and a few other sales channels. You have to use a variety of platforms if you want to succeed in eCommerce. Being in one place is not enough.

If you are just in Amazon you are in danger, because if something goes wrong you are out of business. If 50% of your revenue comes from Amazon and 50% comes from the other platforms, that is a good strategy to pursue.

How do you stay motivated?

Entrepreneurship is not for everyone. You are either a lonely guy in the room or you are the smartest guy in the room. When things are going well in your business, you like it more. Seeing my employees happy makes me happy and that drives me to continue working even harder than before.

If you are an entrepreneur, you have no boss and there is nobody who is going to push you to wake up and get work done. You have to do this yourself. You can either start working or you can decide not to work that day, but if you do that you do not make any money.

Here's how Jason has built a 7 figure ecommerce business, what his daily habits are and how he's stayed motivated for 10+ years in business...

Jason is a wise successful business owner who is going to share with us very valuable lessons. He is into wall monkeys business and most of the sales are done online.

“Want to connect on facebook? Add me on Facebook:

http://www.facebook.com/aleksander.vitkin

Follow me on Instagram: @aleksvitkin”

What are your daily routines and activities as a founder and CEO of your company?

I am the most productive early in the morning. I get my most important work done usually from 6 to 10am. I put all distractions aside – no email, phones off, headphones on.

I usually work from my home, but I also have my own office and I go there to check the work of my employees. I answer their questions and solve problems. If I am in the office I would rather engage with my employees than work on my own stuff.

I start each day working from home and then I go to the office to spend a few hours with my employees to be sure that the day goes as smooth as possible and help out in any way.

Do you do a lot of sales in your company or you do a lot of marketing?

I have people who handle the advertizing and social media. We have launched a new channel recently. I have been working on the way we sell on Amazon. I put more effort on updating our listing and keywords.

Christmas is our busiest period of time during the whole year. We have to make sure that everything is correct and be delivered within 24 hours to our customers. It is a lot more effort on the production side than in the normal average season.

What are your daily routines outside of business that support your business?

When you are running your business there are many more things that you can do than you have time for. You have to pick and choose what you are going to do. You have to know how to manage your time in the best possible way.

I am a morning person and I have to make sure that I go to bed early in order to be able to wake up early without an alarm clock. Sleep is very important as far as productivity. I try to get about 7 or 7 and a half hour of sleep.

Avoiding distractions when you are working and coffee in the morning are crucial. Focus on your most important tasks and protect yourself and your body. Choose your food wisely. Go to the gym regularly.

Without these things I cannot handle my business properly and I cannot be productive enough to get my work done.

How do you create your business model?

I was not able to make sales at the beginning. I had to try many different things. I kept trying different ideas. I started to add more content and make deals with stock companies and that is when my business took off. Getting content and not relying on other people’s content was the key.

How do you get traffic and new clients?

We sell on our website, on Amazon, Walmart.com and a few other sales channels. You have to use a variety of platforms if you want to succeed in eCommerce. Being in one place is not enough.

If you are just in Amazon you are in danger, because if something goes wrong you are out of business. If 50% of your revenue comes from Amazon and 50% comes from the other platforms, that is a good strategy to pursue.

How do you stay motivated?

Entrepreneurship is not for everyone. You are either a lonely guy in the room or you are the smartest guy in the room. When things are going well in your business, you like it more. Seeing my employees happy makes me happy and that drives me to continue working even harder than before.

If you are an entrepreneur, you have no boss and there is nobody who is going to push you to wake up and get work done. You have to do this yourself. You can either start working or you can decide not to work that day, but if you do that you do not make any money.

Here's how Artur has built a nude modeling agency in Vegas in just 6 months...

Artur's Instagram: @arturmoczulski

Artur is going to share how he went from 0 photography experience to working with some of the hottest models in the world.

“Want to connect on facebook? Add me on Facebook:

http://www.facebook.com/aleksander.vitkin

Follow me on Instagram: @aleksvitkin”

• What does you usual day look like?

Las Vegas is one of the best cities to live in America. I have a morning routine. I exercise, meditate, read books. Each morning I take a look at my plan for the day. Each Sunday I plan my whole week. I know each day what exactly I am going to do at a specific time. I want to know what I am supposed to do each day and it has to be aligned with what I am trying to achieve.

I am active on social media. I meet my potential clients usually afternoon, because the entertainment business is active at that time. My best time to work is on the weekends because there is less stress.

• How did you get started?

I came to Vegas to become a dating coach. I did not have any friends and connections when I came to Vegas. I started working as a filmmaker and my results were better than expected. I had a friend and we both decided to make a YouTube channel together. We have been procrastinating that a lot, but at one point we realized that we are not building anything.

After a while I started getting some popularity and I had a lot of hot girls on my YouTube channel. The channel was about astronomy and physiques. We produce many episodes and I promoted them on social media. The next step was to buy a professional camera.

After my channel grew to a decent level I started making shots with professional models. I came to a level to be able to talk to the most professional people in the industry. I was very serious and showed enough social arguments to convey this to people.

They did not care that you are just starting out your own endeavor. They cared about that you are serious and you are willing to put in the effort to make it happen. I showed that I can build something about myself that is valuable.

I exposed myself to other people and started making interactions with them. Then I showed them that I have something else in a different industry that is valuable, that I have built myself and that is my own. That was a proof that I am capable of working at a very good level. One of all those people will want something related to that industry and that is your entrance. From there you have to spread the message to all the other people.

• How did you build up your creditability going onwards?

At my first shoot, I was working with people who were already published and who had experience. That gave me a lot of credibility, because if you are working with famous people, you become famous as well.

The fact that you provide quality work and you work one of the most well known models in the industry means that you are a very skilled photographer.

Make sure you go to the proper people. Sometimes it looks as if these people are completely out of reach, but that does not mean that you cannot reach them. They are normal people and if you simply contact them, there is a high chance that they will respond to you. You cannot be scared to approach the most professional people in the industry, especially if you know how to navigate social circles.

My creditability came from the fact that I worked with the most professional people and I strongly advise you to do that and not waste time on other things.

You have to provide very quality work. If you are just starting out, you can start with the most basic camera, but you have to spend hours reading and learning the smallest details in the photography field. I spent ridiculous amount of time to understand the photography things, but at the same time I did not try to understand more than I have to. I prefer to spend my time building my relationship with my model.

Here's how Artur has built a nude modeling agency in Vegas in just 6 months...

Artur's Instagram: @arturmoczulski

Artur is going to share how he went from 0 photography experience to working with some of the hottest models in the world.

“Want to connect on facebook? Add me on Facebook:

http://www.facebook.com/aleksander.vitkin

Follow me on Instagram: @aleksvitkin”

• What does you usual day look like?

Las Vegas is one of the best cities to live in America. I have a morning routine. I exercise, meditate, read books. Each morning I take a look at my plan for the day. Each Sunday I plan my whole week. I know each day what exactly I am going to do at a specific time. I want to know what I am supposed to do each day and it has to be aligned with what I am trying to achieve.

I am active on social media. I meet my potential clients usually afternoon, because the entertainment business is active at that time. My best time to work is on the weekends because there is less stress.

• How did you get started?

I came to Vegas to become a dating coach. I did not have any friends and connections when I came to Vegas. I started working as a filmmaker and my results were better than expected. I had a friend and we both decided to make a YouTube channel together. We have been procrastinating that a lot, but at one point we realized that we are not building anything.

After a while I started getting some popularity and I had a lot of hot girls on my YouTube channel. The channel was about astronomy and physiques. We produce many episodes and I promoted them on social media. The next step was to buy a professional camera.

After my channel grew to a decent level I started making shots with professional models. I came to a level to be able to talk to the most professional people in the industry. I was very serious and showed enough social arguments to convey this to people.

They did not care that you are just starting out your own endeavor. They cared about that you are serious and you are willing to put in the effort to make it happen. I showed that I can build something about myself that is valuable.

I exposed myself to other people and started making interactions with them. Then I showed them that I have something else in a different industry that is valuable, that I have built myself and that is my own. That was a proof that I am capable of working at a very good level. One of all those people will want something related to that industry and that is your entrance. From there you have to spread the message to all the other people.

• How did you build up your creditability going onwards?

At my first shoot, I was working with people who were already published and who had experience. That gave me a lot of credibility, because if you are working with famous people, you become famous as well.

The fact that you provide quality work and you work one of the most well known models in the industry means that you are a very skilled photographer.

Make sure you go to the proper people. Sometimes it looks as if these people are completely out of reach, but that does not mean that you cannot reach them. They are normal people and if you simply contact them, there is a high chance that they will respond to you. You cannot be scared to approach the most professional people in the industry, especially if you know how to navigate social circles.

My creditability came from the fact that I worked with the most professional people and I strongly advise you to do that and not waste time on other things.

You have to provide very quality work. If you are just starting out, you can start with the most basic camera, but you have to spend hours reading and learning the smallest details in the photography field. I spent ridiculous amount of time to understand the photography things, but at the same time I did not try to understand more than I have to. I prefer to spend my time building my relationship with my model.

Here's how Artur has built a nude modeling agency in Vegas in just 6 months...

Artur's Instagram: @arturmoczulski

Artur is going to share how he went from 0 photography experience to working with some of the hottest models in the world.

“Want to connect on facebook? Add me on Facebook:

http://www.facebook.com/aleksander.vitkin

Follow me on Instagram: @aleksvitkin”

• What does you usual day look like?

Las Vegas is one of the best cities to live in America. I have a morning routine. I exercise, meditate, read books. Each morning I take a look at my plan for the day. Each Sunday I plan my whole week. I know each day what exactly I am going to do at a specific time. I want to know what I am supposed to do each day and it has to be aligned with what I am trying to achieve.

I am active on social media. I meet my potential clients usually afternoon, because the entertainment business is active at that time. My best time to work is on the weekends because there is less stress.

• How did you get started?

I came to Vegas to become a dating coach. I did not have any friends and connections when I came to Vegas. I started working as a filmmaker and my results were better than expected. I had a friend and we both decided to make a YouTube channel together. We have been procrastinating that a lot, but at one point we realized that we are not building anything.

After a while I started getting some popularity and I had a lot of hot girls on my YouTube channel. The channel was about astronomy and physiques. We produce many episodes and I promoted them on social media. The next step was to buy a professional camera.

After my channel grew to a decent level I started making shots with professional models. I came to a level to be able to talk to the most professional people in the industry. I was very serious and showed enough social arguments to convey this to people.

They did not care that you are just starting out your own endeavor. They cared about that you are serious and you are willing to put in the effort to make it happen. I showed that I can build something about myself that is valuable.

I exposed myself to other people and started making interactions with them. Then I showed them that I have something else in a different industry that is valuable, that I have built myself and that is my own. That was a proof that I am capable of working at a very good level. One of all those people will want something related to that industry and that is your entrance. From there you have to spread the message to all the other people.

• How did you build up your creditability going onwards?

At my first shoot, I was working with people who were already published and who had experience. That gave me a lot of credibility, because if you are working with famous people, you become famous as well.

The fact that you provide quality work and you work one of the most well known models in the industry means that you are a very skilled photographer.

Make sure you go to the proper people. Sometimes it looks as if these people are completely out of reach, but that does not mean that you cannot reach them. They are normal people and if you simply contact them, there is a high chance that they will respond to you. You cannot be scared to approach the most professional people in the industry, especially if you know how to navigate social circles.

My creditability came from the fact that I worked with the most professional people and I strongly advise you to do that and not waste time on other things.

You have to provide very quality work. If you are just starting out, you can start with the most basic camera, but you have to spend hours reading and learning the smallest details in the photography field. I spent ridiculous amount of time to understand the photography things, but at the same time I did not try to understand more than I have to. I prefer to spend my time building my relationship with my model.

Here's how Artur has built a nude modeling agency in Vegas in just 6 months...

Artur's Instagram: @arturmoczulski

Artur is going to share how he went from 0 photography experience to working with some of the hottest models in the world.

“Want to connect on facebook? Add me on Facebook:

http://www.facebook.com/aleksander.vitkin

Follow me on Instagram: @aleksvitkin”

• What does you usual day look like?

Las Vegas is one of the best cities to live in America. I have a morning routine. I exercise, meditate, read books. Each morning I take a look at my plan for the day. Each Sunday I plan my whole week. I know each day what exactly I am going to do at a specific time. I want to know what I am supposed to do each day and it has to be aligned with what I am trying to achieve.

I am active on social media. I meet my potential clients usually afternoon, because the entertainment business is active at that time. My best time to work is on the weekends because there is less stress.

• How did you get started?

I came to Vegas to become a dating coach. I did not have any friends and connections when I came to Vegas. I started working as a filmmaker and my results were better than expected. I had a friend and we both decided to make a YouTube channel together. We have been procrastinating that a lot, but at one point we realized that we are not building anything.

After a while I started getting some popularity and I had a lot of hot girls on my YouTube channel. The channel was about astronomy and physiques. We produce many episodes and I promoted them on social media. The next step was to buy a professional camera.

After my channel grew to a decent level I started making shots with professional models. I came to a level to be able to talk to the most professional people in the industry. I was very serious and showed enough social arguments to convey this to people.

They did not care that you are just starting out your own endeavor. They cared about that you are serious and you are willing to put in the effort to make it happen. I showed that I can build something about myself that is valuable.

I exposed myself to other people and started making interactions with them. Then I showed them that I have something else in a different industry that is valuable, that I have built myself and that is my own. That was a proof that I am capable of working at a very good level. One of all those people will want something related to that industry and that is your entrance. From there you have to spread the message to all the other people.

• How did you build up your creditability going onwards?

At my first shoot, I was working with people who were already published and who had experience. That gave me a lot of credibility, because if you are working with famous people, you become famous as well.

The fact that you provide quality work and you work one of the most well known models in the industry means that you are a very skilled photographer.

Make sure you go to the proper people. Sometimes it looks as if these people are completely out of reach, but that does not mean that you cannot reach them. They are normal people and if you simply contact them, there is a high chance that they will respond to you. You cannot be scared to approach the most professional people in the industry, especially if you know how to navigate social circles.

My creditability came from the fact that I worked with the most professional people and I strongly advise you to do that and not waste time on other things.

You have to provide very quality work. If you are just starting out, you can start with the most basic camera, but you have to spend hours reading and learning the smallest details in the photography field. I spent ridiculous amount of time to understand the photography things, but at the same time I did not try to understand more than I have to. I prefer to spend my time building my relationship with my model.

This podcast will show you how to hold the frame on sales calls so that you get paid.

“Want to connect on facebook? Add me on Facebook:

http://www.facebook.com/aleksander.vitkin

Follow me on Instagram: @aleksvitkin”

Have you ever been on a sales call and have you ever felt like you are just answering questions? It feels like you are not in control of the sales call and when you ask them to pay, they say that they cannot decide immediately, because they have to talk to someone else to take the important decision.

Have you ever heard one of these excuses?

People give away their power early in the call. If you feel early in the call emotionally drained and answering their questions, then you will get really huge value from this podcast. You will learn how to avoid that by implementing these two techniques.

1. Controlling your tonality so when you are talking to people they respect you more and they do not try to take control of the conversation.

2. The inverted escalator technique. I have invented that technique myself and it works really well to maintain your frame and get people to pay at the end of the call.

• The first technique is: The inverted escalator technique!

Imagine that you are at the tip of the mountain. Instead of going up, the escalator is going down. The escalator is stopping you from making too much progress.

On a sales call, you are in control of the escalator and when the person reaches the top of the mountain, he is supposed to buy from you. You have to push the escalator down so that they do not feel like they are in control of the call. You are in control of how much progress they really make. Even though they are in control of their legs and they are going up the mountain, you are in control of how much effect their legs have on climbing the mountain.

Imagine that you are on a sales call and the person is convincing you to be allowed to buy from you. That means they are going up the mountain at a regular pace. But if you are convincing them to buy from you, it feels like they are going up the mountain too fast and they feel like that you are not looking out for them.

You need to carefully dish out the compliments. Only when they deserve to move on to the next part of the sales call, that is when you allow them to move on. If you move the escalator too fast, they will lose respect for you and they will feel like you are not taking care of them.

However, if you carefully let them go up the mountain at the pace that is best for you, they will be more likely to buy from you and they will feel that you are in control of the call, but you have their best interest in mind. That way, when it comes the time to pay, they are not going to make excuses and they will be more likely to pay you.

I have had clients who have asked me whether or not they should buy from me. That is because I have established a professional relationship with the buyer.

• The second technique is Tonality!

At the beginning my assistant was very scared while talking with people on sales calls. If you are very submissive with the prospect, your buyer will wonder why you are not asking questions and why you are not making him work for the conversation.

Afterwards, my assistant became more dominant and she started speaking in a neutral tonality. I am talking in a neutral or even downwards tonality and that means that I am the one asking questions and I want you to follow my lead.

If you do not do talk like that, people will take over the conversation from you. If you do not show that you want to lead the conversation, your lead will take it over from you.

That is how you lose sales. You let the buyer decide how they are going to buy instead of telling them and directing them to the purchase with their best self interest in mind.