Video summary
The video centers on overcoming the common sales objection that customers "can't afford it," which the speaker identifies as one of the biggest lies people tell themselves and others. He argues that believing this statement is often born from fear rather than financial reality, noting that if someone cannot truly afford a product like high-end shoes or water filtration systems, they would not be wearing them in the first place. Instead of accepting this excuse on its face value, successful salespeople must dig deeper to uncover the underlying truth and reframe the conversation around what is actually at stake for the customer's family and well-being.
To achieve this reframing, the speaker advocates for an "out-of-body experience" where a seller visualizes the desired outcome before it happens rather than just hoping things work out during the interaction. He demonstrates this technique by guiding a hypothetical sales call on Zoom with a mother who claims she cannot afford monthly payments of $265 for a water filtration system. By asking her to draw stick figures representing herself, her husband, and their three children, he shifts the focus from price to protection. He instructs her to circle her family as the most important asset and then asks if there is any expense more critical than keeping them safe from toxic water, effectively using "pain" related to potential health risks to justify the cost of safety over other discretionary spending like gas or mall trips.
The core strategy involves replacing fear with a clear vision of consequences, showing that ignoring current expenses could lead to far greater costs later if family health is compromised by contaminated water. By having the customer write down her children's names and ages, the seller personalizes the stakes and makes it impossible for the objection to remain abstract or financial in nature. This approach transforms the sale from a simple transaction into an act of love and responsibility, leading the prospect to agree that protecting their family is worth any necessary adjustment to their budget. Ultimately, the video concludes by encouraging viewers to adopt this mindset of certainty and action, urging them not to settle for hope but to see success as inevitable when they truly care about helping others solve real problems.
Read the full video transcript
organize a Zoom so I book an
appointment.
>> Okay, are you ready? Do you want to see
how we clos her? Do you want me to tell
you the biggest lie in the world? People
can't afford it. Is closing someone on
the truth bad?
>> No.
>> No. It's just that you're too big of a
coward and you don't care enough about
people to go there. And I do.
>> That's the chair you're sitting in is a
$100 million chair.
>> I want another one. But that's the chair
you're sitting. That's the chair. Yeah,
we want $200 million chairs. But that's
the chair you're sitting in. Do you
believe that chair is worth $100
million?
>> Do you really?
>> You really really believe it?
>> If I could crack your head open and I
was to put a megaphone up to your head,
do you think that everyone would really
hear Andy, I truly believe in the depth
of your heart you believe that chair is
worth it. You're worth 100 million.
>> Now you're not answering as fast.
[laughter]
There's this thing called seven layers
deep. I need to take and I need to be
able to chop you guys seven layers deep.
Chop, chop, chop, chop, chop. And once I
get to that seventh layer, you're still
saying the same thing as the top layer.
Yes, I believe it. I will go for it. I'm
going to get it. This will happen in my
life. I'm 100% sure. If you're not that
way, once I hit seven layers deep,
you're not going to get it. You're not
going to get it. Listen to me. To your
core of your soul, you must believe. But
you must be great, too. I need you guys
to be able to have an outof body
experience in sales.
You guys listen to me. When I talk to
her, I am not focusing on her. I'm
focusing on the outcome that I want for
her. I'm not listening to what she's
saying really. I'm hearing and seeing
all these things that I know that she
hasn't thought of or seen yet. And so
once I hear what she says, I'm about to
take her on a roller coaster of this
that she was not seeing. She was not
aware of. She did not know about that
danger. She did not know about that good
life. She didn't know about those
things. But I know it's like an out-of-
body experience.
Be able to see in advance what's already
going to happen before you even do it.
Before I even talk to her right now, I
already know. I see her in a minute
going, "Oh my god, my life's gonna
change. I'm gonna sell tons of these
now. I already see it." Do you see it? I
don't think a lot of you do see it. I
think a lot of you talk to a customer
and you hope this is going to work out
while you're talking to them. You're
finished. You'll never make it. You
can't hope. You must know and see it's
going to happen. Guys, if you can't
visualize and see it already happening
before it happens, it won't happen. This
isn't some cuckoo law of manifestation.
This is the way elite people work. By
the way, the people that can do this,
look at their bank accounts. Yeah, I
know. Don't listen to me. So, you sell
health and wellness.
>> Yes.
>> Hey guys, every day I see in the comment
section that people are like, "Andy, how
can I train with you? How can I get
close to you? I'm a sales leader. I'm in
sales. I'm an entrepreneur. I'm a
business owner." Listen, if you want to
coach with me, I want to help you. Look,
there's a link below on this YouTube
video. If you just go down below,
there's a link in this YouTube video.
And basically, if you click on it, all I
ask for is your name and your phone
number, and it says, "What do you want
to learn from me?" And by the way, it
gives me permission to reach out to you.
If you'll fill that out, I will
personally reach out to you and we will
make a game plan. Now, listen, I want to
say it one more time. Let's get back to
the video. If you've been watching my
content, if you want a breakthrough, if
you want to change your life, you want
to go to another level, whether you're
broke and you're trying to look for the
breakthrough or you're at the top of
your game and you operate from the state
of madness like me and you're just a
psycho for learning, I am that coach
that wants to push you hard. And so, if
you're ready for a breakthrough this
year, go down, click on that link, fill
out the information. It gives me
permission to reach out to you. We're in
a new era, right? And I always laugh at
it and I say, "Man, you give me the
right to push you. I promise you this
coach is going to change your life. So
go click on that link. I love you guys.
I'll reach out to you myself. Fill out
your information. Do it right now and
then let's get back to the video. Okay.
Is it an online fitness coach?
>> I just want to say I'm just flying
across the country from Australia.
>> Everybody give it up for us. Give it up.
[applause and cheering]
Hey, I don't know where you came from.
She came from Australia
just trusting God in all this way. I
just want to say thank you to everyone
that was [cheering and applause]
>> Man, that's so [cheering] cool.
>> I didn't want to miss this opportunity
with you, Andy. And I'm going to be so
nervous and shaking.
>> No, no, no, no, no, no, no. Stop. Hold
on. No, no, no, no. Don't, don't clap
for her. No, no. She's not nervous.
She's excited. Hold on, guys. Rule
number one. Remember this. A or B.
Remember that.
>> Okay. Andy, I'm nervous. Andy, I'm this.
No, you're not. Stop telling yourself
you're nervous. You're excited. You've
waited for a shot to get on the stage
with me forever. When you when you my
guy was talking to you on the phone and
sold you a ticket, it's like, come down
here. He didn't guarantee that you were
going to get on stage and be able to
talk. But you knew that if you didn't
get down there, whatever was going to
happen, you would never know. And then
you took the leap of faith and you got
down here and you didn't have any money.
But you're sitting here now. It's like
that's how life works. Take action. Go
with speed. Do it when you're scared.
Just do it. But now she's got to talk to
herself differently. Now she's got to
talk to herself. Listen to me. You're
not afraid. You're not nervous. You're
excited. I am excited. That's it. That's
it. [cheering]
>> Yeah. And and by the way, hold on.
[applause]
Don't say, "I'm going to get all shaky."
You're not going to get all shaky. See,
I'm going to be more confident than
ever. I'm I'm literally on fire. I'm
going to flow like water.
>> I'm going to go. Let's go.
>> Okay. See? [cheering] See? Hold on. See?
All right.
>> I sell a wellness um system for the
home. So, coming from an interior
designer perspective, I've worked out
that people in the home are full of
toxins in their house. Um they're
drinking toxic water. Their kids are
>> Do you sell a water filtration system?
Okay. All right. Hold on. No, she's
good. I'm just like,
>> what do you sell? Alarms. Okay, I get
it. Like, what do you sell? So, guys,
she sells a water filtration system,
right?
>> Yes.
>> Okay, everybody. She sells a water
system. How much is it? Do you even tell
people how much money it is or is it
monthly?
>> Full uh ecosystem is $18,000.
>> 18,000. Do you usually close people on
18,000 or monthly payments?
>> Um monthly payments
>> normally, right?
>> See, I close them with zero down.
>> Cool. So, but but you close people on
payments. You don't go to the home and
talk about the 18 grand. You go to the
home and talk about how much a month is
it? How much?
>> How much normally?
>> 265.
>> 265 a month is what it is. Okay. Are you
ready? All right. So, everybody listen
to me. She sells a water filtration
system. She said health and wellness
because if people are drinking bad
water, they're putting water in their
body. That's not a good thing. You guys
all know that, right? Okay. The thing is
that a lot of people don't understand
the water. So her job is to go there and
educate them about the water that's
going through their home. And her job is
to do research on it. So she understands
the area, what toxins are in the water.
They're cooking with it, drinking it.
They're doing all brushing their teeth
with it. It is getting in their body. It
is causing harm. Their children are
getting it. Right.
>> That's her pitch. The thing is, I'm
going to go straight to the offer. Is
that cool? Okay. Hey, I really
appreciate it. Right now, I just don't
think I can afford the 265. I've got a
lot of other things to pay for, and the
last thing I think I could pay for is
that.
>> I can appreciate that, Andy. So, um,
what are your currently your kids
drinking at the moment?
>> Uh, they drink bottle water.
>> Okay. And you're aware of the
ferrochemicals in the bottle water?
>> Uh, no, but it's what we can afford.
>> So, how much do you spend on bottle
water right now? probably 50 bucks a
month.
>> Okay. And uh how do you value your
health at the moment?
>> Our health is extremely important. It's
just we can only afford what we can
afford.
>> Okay. Watch out of body experience.
Okay. Number one is is it a mom or a
dad? Do they have kids? How many kids do
they have? What's the name of their
children? Hold on. Pain.
Hello, Mr. and Mrs. Payne. It's time to
introduce you to my customer. Do you
guys get it? You're like, Andy's a bad
person. No, I'm teaching you how to
sell. You guys think just cuz you asked,
you get? That's stupid.
Does your problem does your solution
solve their problem?
>> Yes.
>> What did they say? They can't afford it.
>> You want me to tell you the biggest lie
in the world? people can't afford it.
>> That's the first biggest lie you'll ever
believe. I'm sitting down looking at her
shoes. I'm like, "Those are $200 shoes.
If she couldn't afford it, she wouldn't
have shoes on. I'm not buying it, but my
goal is I'm not going to go that way to
close her. What I am going to do is I'm
going to close her with some pain." And
by the way, can I ask you a question? Is
closing someone on the truth bad?
>> No.
>> No. It's just that you're too big of a
coward and you don't care enough about
people to go there. And I do. So for all
the other losers in the room that don't
want to create some truth, we I could
create the word pain with truth. The
truth is is if the check engine lights
on and the computer goes out, it's going
to cost you more money than the car is
worth. That's the truth. But I'm calling
it pain so you can understand it. Now,
when you go to talk to someone, do you
usually stand up and talk to them? Do
you take them to the
>> Usually on the um Zoom?
>> On a Zoom.
>> Yeah.
>> Okay. So, we're on a Zoom. Are you
ready? She's on the other side because
she's doing telesells basically like
right. But you're on a Zoom.
>> We organize a Zoom. So I book an
appointment.
>> Okay. Are you ready? Do you want to see
how we close her? Okay. So everybody
listen. She's on a Zoom and she's like,
"Okay, it's going to be 265 a month."
And the customer goes, "Man, there's no
way I can afford that." Number one, I
totally understand. What What's the
first thing I'm going to say? Do you
have a pen and piece of paper?
Everybody
get a pen and piece of paper. Why? We're
going to make them write out the truth,
not us. I'm going to say, "Hey, I
totally understand. Can you grab a pen
and piece of paper? Matter of fact,
before I would have started the call, I
would have said, "All I need is 30
minutes of your time. And also, can you
grab a pen and piece of paper because
I'm going to go over some important
stuff today. Whether you do something
with her with us or not, I think it's
really important you walk away from this
call educated. Is that okay?" Yeah. Can
you can you find a quiet place in the
house with the pen and piece of paper?
I'm going to set her up to close her.
Now, she's sitting there and I'm going
to say, "Okay, I need you to do me a
favor." Now, you said your husband's
name was
>> David.
>> David. Okay. And how long have you guys
been married?
>> 11 years.
>> Awesome. Congratulations. And how many
children do you guys have?
>> That's right.
>> Three. That's amazing. Can you do me a
favor? Can you like draw two little
stick figures, you and David? And can
you write David's name down? I know it
sounds silly, but I'm going somewhere
here and it's going to mean something to
you. Just me talking to you on the on
the Zoom on the phone right now. I look
into people's eyes. There's a lot of
people that are distracted. They're
chasing all kinds of stuff in this life.
You just seem like a very loving person.
You've been really easy to love on this
call. So, I really want to walk you
through something that I walked through
in my home when I chose the water
filtration system for my house. So, I'm
giving her this the the way I worked it
out in my life and actually the same way
I worked it out with my parents. So, I
just feel close to you. So, I want to I
want to guide you through this. Draw
three more little stick figures
underneath you and David. That's your
beautiful children. What are their ages?
>> 19, 10, and 8.
>> 19, 10, and eight. Can you write their
name their their uh their ages down? And
then can you write down their names?
What are their names?
>> Adriano, Austin, and Madison.
>> Can you write down their names for me?
Now, do me a favor. I want you to draw a
circle, okay? Around them. And
obviously, as their mother, your job is
to protect them and create a circle of
safety around them. Am I right? You make
x amount of money. Above all of them,
draw a dollar sign.
That's the money that you work for.
There are a lot of things that you pay
for. Gas, a car. Can you can you write
down car car, gas, food, the mall, I
don't know, anything? All those other
things. Can you do me a favor? Can you
circle which one of those is more
important than your family with your
three kids and David? Are you sure?
>> Absolutely.
>> But all those things cost money. Am I
right?
>> Correct.
>> Do me a favor. Draw a line. Draw a line
and draw a dollar sign next to it. And I
want you to tell one one question. We'll
get off this call either way. If you had
to write a check right now for what your
family's safety was worth, could you
write the check?
But if you could, it would probably have
to be at least $265. Would you agree?
>> Let's take care of your family. Okay? I
don't know where else we're going to
have to move things around, but I know
as the mother of home and protecting
them, we're changing the water. We're
going to keep our family safe and
healthy. and you're going to go to sleep
tonight one of two ways knowing that you
found out that your family was consuming
bad water and you did nothing about it
and you're going to keep paying for all
these things or you're going to sleep
like a baby and you're going to know
that you took care of them and at the
end of your life you did everything you
could to protect the people that you
love. Let's do this.
>> That's good.
[applause]
>> Done. That's how I close it. Good job.
All right, girl. [applause] You see
that? Hey guys, thank you so much for
watching the video. You're the true
1enter. How do I know that? Cuz most
people, they never finish. Winners live
where quitters quit. Most people didn't
make it to the end, but you guys did.
That's how I built my life. So, I want
to say thank you. Don't stop. Keep up
the training. Remember, I asked share
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We'll make a plan.