I want to start by asking who here has taught in a classroom setting or a group setting where you've taught a group of people? Wow, a lot of people. How many of you guys use tests? OK.  And who here has taught in an informal setting? So we're going to talk about test-first teaching, which is a specific technique for teaching programming, which is not unique to Ruby, but we'll be mostly talking about the Ruby effort. So why should you care about this?  You have a friend or colleague that you want to teach or a relative who's always wanted to learn to program.  We would welcome your participation. Or maybe you recognize that teaching, the active teaching, actually helps you learn. In fact, even if you're not an active teacher, everybody who participates in the active engineering and the kind of teaching and the kind of engineering that we do is required to teach. The best engineers are great teachers. We work very collaboratively. And we live in an environment, and it's been this way for some time, where it's not really sufficient to know anything well, any one thing, or any group of things. You always have to acquire that next new thing. And so you are producing great software if you're constantly teaching what you know. And then you work with people who let you learn. I actually was impressed with Jim's answer to one of the questions, or not questions, but something he said in the last talk, which is, I worked through the exercises, but I haven't taught them yet. So I don't understand them. That's kind of the same attitude that we have here. Sarah and I both and lots of other people feel that we don't really understand something until we've taught someone, or maybe even written a course about it. So what is test-worth teaching? This is the idea that the teacher provides these micro-tests and the student makes them pass. And in making them pass, learns a concept and takes it one test at a time. This can be used in a classroom setting or guided and used solo or in a pairing situation. And so this is different from test-worth development. We'll talk a little bit about that later. So pairing is teaching. When you work collaboratively, you teach each other. We're also going to be talking about pairing in the classroom. We are? I like to passionate about pairing in the classroom. I am? Yes, sorry. Well, hi. Is this one of my slides? Well. OK, yeah, well, apparently students can learn together and teach each other. Yeah, no, pairing in the classroom is something that I've used a lot in my gigs as a teacher. I thought you were going to do this one. OK, well, in any case, when I started teaching Ruby, I would encourage people to pair. Some people feel like they really need to work on their own to master the skills. And I think both work really well. But pairing can work really effectively. Students teach each other. And I want to point something out of this last bullet point, which is that pairing is good for the students, but it's also really good for the teacher. Because what you find is that the students, if they're paired up while working on exercises, even if they're not test-first exercises, but if they're paired up, they can help each other through the rough spots. And they don't ask for help until they really need it. And so the teacher is free to wander the room, talk from, move from station to station, and actually help the students out who are having set-up problems or challenging conceptual problems. And in fact, the students get a lot of, I don't know, what the right word would be, self-esteem from working through it on their own and actually learn the material better if they fail a little, which we're also going to talk a little more about later. So how do we know this is a good idea? Well, it turns out it has many independent inventors. When I first started teaching Ruby, I was signed up to teach Ruby on Rails class after we started doing these workshops. And I really felt strongly that it was important to teach testing. And I sent some email out to some groups. And the response I got was, that's a really bad idea. And I was horrified. And I, because I thought it was important. And people said, no, your students are going to get frustrated. Testing is hard. And if people don't know how to program, then they can't really learn how to test. And I was like chagrined and I tweeted about it. And Alex, who I met once ever, tweeted back. Oh. At Goga Ruko, right? Yes, I met at Goga Ruko last year. That's right. Wow. The wheel turns. Look what happened. He tweeted back and said, yes, you should teach testing. In fact, I have a whole curriculum. Unfortunately, that curriculum is written in Java. He says, why don't you stop by and turn it into Ruby? And thus, a partnership was born. So Alex created his curriculum in Java in 2002. And in doing research for this, we both discovered, and or I discovered, maybe Alex already knew that there's all of these different people who figured out that this is a good way to teach. I'm in a good way to learn. So in 2005, Mike Clark wrote about using Ruby test to learn. And in 2006, Art Howard's Ruby Quiz Metacolons was a predecessor to the Ruby colons, I understand. And in 2000, I talked to Yehuda Katz about this. And he was like, oh, hey, I did that before. You told me this. And did some teaching with Matt Aminetti using this technique for Ruby on Rails training. And there's probably other people who independently invented this as well. Hands up for anyone else who independently invented this. OK, we've got Ryan over there. Anyone else? Someone up here, Ross invented it too. OK. Excellent. Well done. Jim invented it, as well as having based off of the Metacolons. OK. OK, super. So when I came to this, it wasn't obvious that this would be a good teaching technique. But it turns out that it is a terribly. It's obvious enough that, and it's the right thing enough, that a lot of people came to it independently. The other reason we know it's a good idea is because it works. And we have the student evaluation forms to prove it. And students actually get emails saying, oh my gosh, doing the homework was fun.  And people don't expect the programming exercises to be fun. And they want more. That's actually the worst part. It's like, OK, I did the exercises. What's the next one? It's like, well, we haven't really taught you about threads yet. So you can't do it. Sorry. OK. So yeah, this, oh, I guess we're swapping out. OK. So just to give more of the backgrounds, we're going to buzz through this because we don't have a lot of time and because you want to see actual code. But just to give you a brief overview of the materials that we talked about, test first teaching is what Sarah and I have done. It's Ruby. It's micro tests. And it's kind of at a relatively high conceptual level where we let the students bite off a little bit more, perhaps, than learning a single syntactic feature of the language. Ruby Coens is at the other extreme at this tier where it's very much about learning incremental, tiny things about the language. And I'm going to show you code examples and go into more detail about both of those styles a little later on. MetaCoens is actually kind of fun. How many people here have done Ruby Quiz number 67? Do you remember it? I see a few hands here. This is really fun. I actually tried to do it in preparation for this talk. And I needed to spend more time on it because I didn't get more than halfway through it. It's really a great way to sort of learn. Even if you are a Ruby expert, you can use this test-driven learning style to improve your language with Ruby Meta Programming. Basically, they test drive you through writing a, you know, it sounds simple kind of method that's basically defining a new type of attribute accessor. So I won't spoil the rest of it. But it's actually quite fun. Also, all the other Ruby quizzes are pretty good. There's other things. If this were sort of a diagram with boxes and eras, there would be this constellation of Ruby testing. And there would be this nearby constellation. I'm sorry, this constellation of test first teaching, test first learning. And a nearby constellation of other forms of guided learning. All of these are also in Ruby. There's a really fun one called Ruby Warrior, where instead of writing code to make a test pass, you're writing code to make a little like Dwarven Warrior fight works in a dungeon and get the highest score for each level of the dungeon. And it's a really neat game that you can play, you know, sort of with yourself, but then compare your score to your friend's scores. And it's all in GitHub and it's very cute. Ryan Bates is in here, is he? Okay. Try Ruby, of course, a lot of us have seen or played with. That's guided because you're playing with Ruby live in a browser and it's giving you hints about what to try next, right? So it's very much about the same style of experimentation that the testing driven stuff is promoting as well. There's also a relatively recent book that came out last year called Growing Object Oriented Software. And that is written in Java, I believe, but Brian Merrick has been converting the exercises into Ruby, so people who are more comfortable with Ruby can follow the book and use his exercises to follow along. And that's sort of using tests at an even higher abstract level, again for advanced people, right? If you guys already know the difference between a proc and a lambda, you might still get value out of following along with this book's exercises. It's teaching a style of object oriented design that's very heavily based on testing and mocking. So this is our site, and if you visited this site a week ago, it would look even uglier than it does today. But this is the screenshot as of today at noon, where as you can see, we need some help, some contributors to not just the code part, but the web design. So I do wanna say that Navbar on the right is using position fixed. Thank you. Okay, so you can scroll and it stays, okay. Anyway, do you have anything more to say about that? We've, about. Oh, I have, okay, so testfirst.org is this site that is, the intent is that you, as a student, could come to this site or as a teacher to point people to the materials. But then at ultra-saurus slash testfirst teaching is the source for the site and the solutions to all the problems. So you can dig in and look at the solutions and feel free to fork and send full requests and contribute. So this is all meant to be very open, open-sourcy. And also, kudos to Leah who joined us shortly after, I mean, probably the day that we got together and has been a strong contributor to all of these materials throughout. Leah. Okay, so as we all know, this is you in a traditional programming class, right?  Actually, I'm pretty impressed with how few of you are Twittering right now. That makes me feel pretty empowered. So normally, when you're doing these classes, they're written as courseware, which means a bunch of text in a book that gets photocopied and bindered up and fedexed out the day before you're there for a four-day course. And it's usually a big boring lecture about threads or whatever followed by exercises. And the exercises are what really doesn't work because a good teacher can save a boring lecture, but they can't really save boring exercises or more to the point frustrating exercises, right? A lot of these exercises are either too simple, they're multiple choice or fill in the blank, which is like not actually about programming, right? It's about memorizing terms. Or they are skeleton code where somebody else wrote a bunch of code and then deleted key sections and replaced it with a comment, right? Now, even if the final version would compile and do what it said, it's still very frustrating and confusing and not really very educational as a student to just try to fill in the blanks because you not only have to figure out what goes in there, you also have to figure out what's different between the way you would've solved it and the way they would've solved it. And that can get down to like even little things like variable names can be really grit in the gears for trying to come up to speed on a new concept. If you can't name your own variables, you're not really programming, right? Finally, there's a way that sort of throws that out all together. It's the easiest kind of exercise to write and probably the hardest to do, which is just okay, go and write a simulation of a bank deposit. Well, okay, I'll do that. And then, of course, the students don't know what they're doing and they have to be guided and corrected. So, after all of this, but no, not quite. So writing code is actually engaging. I think Sarah, you had an awesome question. I mean basically the alternative that is to get students writing code in a structured way that they know what they're supposed to achieve and that the sooner you can get people hands-on, the better and that leads into. Okay, so that leads into how we actually do it. So this is very familiar to all of you guys. In fact, I'm sure you've all done this. I don't know if you've all seen this. This is a poster I made at Pivotal. You can actually download Iowa's version off of Flickr if you want. Mr. Clean used completely without permission, sorry. But I believe parody is fair use. Don't quote me on that. I'm not a lawyer either. Okay, so you've already done this. Do we want to get into failure? Do we want to get right into the code? I think we should just. Okay. I think we've said all of this. We haven't said about the errors, but it's important that students aren't freaked out by errors every time they happen. And so. Actually, I have a really important point to make about this. One of the things that Task Force Teaching does, which I love, is that the students, the really good students who are like following your every instruction in a traditional class, they don't get to see the errors. They don't get to run into problems because they're listening very carefully and they're following your instructions. And then they go out to write their own code and inevitably it doesn't work. And then they, for the first time when they're completely on their own, they see the confusing error messages that don't always correlate to the code that you need to write to fix them. With Task Force Teaching, the first thing you see is a broken task, a failing task with a syntax, what's some kind of error that is the same kind of error that you're gonna see in the wild. It's got some weird jargon you don't understand and then a file name and a colon and a line number and then some more weird jargon. And from that, the student needs to figure out, oh, I just need to zoom in on that file line and go and play around. And they pick up the weird jargon by osmosis and that's a wonderful thing. So we call this embracing failure as the little turtle doves have embraced the fail well. So you and your students must embrace the stack trace. And I think, yeah. Yeah, so the key thing is that learning happens best when you're happy and playful and relaxed and engaged. And that can be hard when you're programming because things don't work and it's very frustrating. But if you start off the students with its failing and it's not your fault and that's just the point of the beginning, then they get into that and they don't get attached to their own confusion and failure and it's so rewarding when they make it work. So there are more things than test-driven exercises that go into a good class. So I think we have time to go into this, but I just wanted to have said that there's, I think, with so many teachers in the audience, you all know what I just wanted to underscore. There's a lot to teaching in addition to these exercises. Okay, so here's some examples. Are you ready? I'm gonna try to go through these, not quite as quickly as Yehuda did, so that maybe some of you could actually read the code. No offense to Yehuda. Okay, so here's an actual example. Can you guys read that, okay? I wanna read the font so small, nobody can read it. Yeah, I don't know, can you read it? We could go in and fiddle with the font. Okay, it's fine on the back. So this is a very basic example. It's one of the first ones that students in the Ruby curriculum encounter where we just make a new object and it's a calculator and we try to add zero plus zero equals zero. This is one of the keystones of test-driven development that we're kind of smuggling in. We're sneaking in this concept that the first thing you should do is the null case, right? And so when the students actually run this file, they see we have a, we use RSpec as you can see for the testing framework for the Ruby stuff and I've actually, yeah, here's what they see. So this is, oh my gosh, a whole bunch of failures, right? So they have to go back in and make that first one pass, right?  And then it'll fail for a different reason and then oh, right, it should return zero. And each of these failures is a teaching moment because you can illustrate what the Ruby behavior is when you have those little lines of code. So sometimes we do exercises with students sort of in front of the room, like we'll pull up a victim and pair with them and have them walk through it and sometimes we let them do it on their own and the students walk themselves through these little moments of failure. It depends on the actual setting. I think we thought that a volunteer. No, no, victim, victim. So I was just gonna say, I've now hacked our spec to fail after the first failure which is kind of good, but I'm having trouble actually making that work when you're deeply nested in a subdirectory and I don't wanna teach the students how to alter the path variable and run a custom binary and that kind of thing. So maybe I could use some help from someone in the audience on that too. There might be a way to do it with Rake or something else I haven't thought of. Okay, so here's another example. Oh, just to go back to the calculator one more time. By the end, if we have been holding the hands of people through the first three, we definitely wanna let them do the fourth one on their own, the subtract, right? Which applies all the lessons that they've learned in the first three tests to make a whole new method that does a whole new thing. Okay, so here's an example of how we teach strings. Again, we're trying to make it playful and fun so we're teaching them how to make a translator from English into Pig Latin. Who here speaks Pig Latin? Surprising number of people don't speak Pig Latin. Okay, and I think they'll be able to do it. So at any rate, this is actually fairly... Come back up to us afterwards, we'll translate for you. Yeah. Okay, so it turns out this is actually pretty fun because by the time you get to the very last test, you've actually learned a fair amount about how to correct an algorithm that was too simple. You have to add some special cases. Like on the last one, we snuck in quick where, uh-oh, that's like a consonant that you have to add A-Y-2. Sorry, it's not just a single consonant, it's the Q-U that's the sound. And so we have to have a special case in the example. So for those who don't, maybe I should do the trans. For those who don't speak Pig Latin, you take off the consonant sounds at the beginning of the word. You add it to the end with an A-Y. And so it's Iqqui. Right, okay, sorry, I've been assuming you would all just read this and process it.  So you take off the first string of consonants and add A to it and stick it on the end. And then for words, you do the same thing. E-pi's, E-day, I-pay. And then for the quick round five, it's E-ve, Iqqui, Andrei, Oxfey. Right, that's Iq-pay, Attenway. It turns out this is a great exercise for learning strings because in Ruby, as most of you, all of you know, there's lots of different ways to do the same thing with a standard library with strings. So this is one of the answers we got from, I think this was from an instructor, but it might've been from a student. And then this one was definitely from a student, right? Which is exactly the same, the same results, but completely different. They're both using regular expressions, right? And then this is also using regular expressions, but it's also appending stuff to an intermediate string rather than just using plus, right, as this one did. So it's really fun looking at the solutions the students, you know, the different students or student pairs come up with, right? So we can also use this to teach not just strings and arithmetic, but Ruby stuff, like iterators. So here we're extending the calculator, which we built, you know, yesterday or whatever, to work on series of numbers rather than pairs of numbers. And so here instead of having an add method, well, the sum method that takes an array that forces you to iterate through all of them. I'm not gonna show you any more of the answers because that would be cheating. Okay, and then of course, if we wanna be really fancy, we could teach open classes, right? With that same code that we added to the calculator, why not just make a method on array?   And it's like, yeah, you can, but don't publish that in a jam. Because that would not be open classes, that would be a monkey patch. Very subtle difference. And then what we wanna point out is that this is, as we were saying, we wanna smuggle in test-driven development concepts. And so we give in some of these exercises a little extra credit at the end where students can go on and write their own tests and code, which isn't quite the same as teaching test-driven development, but it's getting there. I just wanna show you a few things that are impossible. Things you might think are impossible. No, no, they're actually, okay. As right now, you might be thinking, but wait, how do we write a test for blocks? Or how do we write a test for time, right? When we're using, or how to- And this picture that you probably can't see because it's too dark. This is the photo of him. Oh, yeah, you totally can't see. There was a stool. There's a stool under there. There's a stool under there. You can't anyway, like that. Okay, so, you know, we only have five minutes so I think I'm gonna buzz through this. I'm just gonna say there are ways if you as a teacher are clever enough or maybe lateral enough to think through it, you can build tests for weird things including testing blocks, like proving the functionality of blocks and lambdas in Ruby. You can even do method missing, teach method missing by calling a method that isn't declared until later. And sorry for the Java, but you can even test threads. This is lifted from the Java part where we test thread safety where basically we have the students test drive a depositor and a bank account and then we make 50 different depositors, bomb 50 threads and have each of them deposit 25,000 times and try to get a race condition, right? So that's an interesting way since we've written this code where we're trying to force a race condition to happen, the students have to have written thread safe code on the back end or else this test will fail, right? And this is kind of a lesson for some things you can apply in your own test suites, maybe not in your unit tests but this is more of a integration level thing that you want as a sanity test. Anything more to say about that? No, we just, so we go through that. Yeah, Ruby Cohen's are another great example and I would be remiss not just because Jim is in the audience but because Ruby Cohen's is actually kind of better than our stuff. It's certainly much more finely polished and more widely used. Ruby Cohen's are basically a self guided test driven way of learning the Ruby language and it's probably geared more towards people who know how to program already whereas a lot of our stuff is tutorial towards people who may never have programmed or it might have been awhile since they took a class in college and it's very elegant. So everybody should check out Ruby Cohen's if you haven't already. Who's used Ruby Cohen? Yeah, excellent. So, quickly, test first teaching is not TDD. That's a whole nother class but I think it prepares you well for it because you learn the mechanics of testing and then you can learn about test driven development. Lastly, we have some credits and thank you Flickr and Creative Commons for making it so that we could have illustrations. And I think I'm Sarah Allen. My Diverse is my startup company. I also lead a consulting company called Blazing Cloud which we have new branding now for checkoutblazingcloud.net and we have Ruby and Rails classes in San Francisco. If you wanna brush up on your TDD or you know people who wanna learn Ruby and Rails you can go to JavaScript HTML. And that's me, I think. Yeah, that's me. And I've created or contributed to a bunch of stuff that you may have heard of and probably never used except for Pivotal Tracker which I was the co-creator of. And recently, Steve Conover and I made a testing framework named Wrong and it feels to me very wrong that it wasn't in the list of testing frameworks this morning. So I just wanted to say it since I have the microphone. I ran out of screen. Sorry. It was alphabetical and I ran out of screen. Oh, it was alphabetical and you ran out of screen. That's a likely excuse.  I will assert you wrong, sir. We wanted to leave that learning should be fun and I don't know if we have time for questions. I think we have two minutes, right? Look, I see, we started five minutes late. So we think we should get at least two minutes. What do you mean? Okay, if you have questions. This is a party. If you have questions, come up. It would be like talking very quickly. Yeah.


than Better World 2018. Who are you? Yeah, hi, my name is Wes Obel. I'm an account manager for Toradex and I'm going to introduce you to our partnership with Qt. Qt. Because we have the Qt booth and there's some demos right here running on some Toradex boards. That's correct, yeah. Yeah, we've got demos here so you can see this is a Toradex song. We can get explanation here in a second but four of these modules belong to Toradex which is at the highest partnership level with Qt. This is a representative from Qt, Risto. Hello, my name is Risto Avila. I'm from the Qt company and I'm part of the professional services team. I'm leading the team who is responsible for creating the proof of concepts and all kind of demos and customer products. So is it great to work with Toradex and making new concepts? Yeah, really. I have enjoyed the flexibility of their boards and of course the support for the boards that I have been getting from them. Did you work on the fastest car in the world? Yes, yeah. Did you do that one? Yes, I have been also doing the fast boot demo and that was especially interesting since I started with NXP DevBoard and also continued with with Battle of Boards using the Toradex board which was in the end the faster one. So which which cool demo do you have around here? In here we have our basic setup of Qt for device creation so basically the idea here is to demonstrate the IDE on the desktop that you can really easily deploy to Toradex devices because we provide ready-made images for the Toradex. This is basically the same thing. Just duplicate and in this one we are demonstrating the 2D cluster display so basically we have a NVIDIA board next to it which is doing the 3D stuff and then we have the IMX6 quad-core from the Toradex doing the 2D version of the same cluster. And so you say ready-made is it one of the things, should we walk just over there for a change? Is it one of the advantages of Qt that everything is ready-made and packaged and ready and just works? Yes, that's pretty much one of the advantages when you are using the Toradex board. So Toradex belongs to one of our partner groups and we do provide the ready-made images only for the Group1 devices. What is that? That. So this is a set of Qt software? Yeah, that's also running Qt software. So basically it's a tractor thing, right? Yeah, so they are doing a well basic concept with the UI so you can fill around with the tractor. And here's some fast boot. It's something that actually has been deployed, right? Yes, so this is a Qt application that has been actually deployed and it also has a customized bootloader and also a Linux kernel. So yeah, you can see that it starts quite fast. So whenever you see the first bits on the screen it's already coming from the Qt. So there is no splash screens or anything and it's running QML. That's really important when you start the car. You don't want to be waiting for a minute. Yeah, exactly. Yeah, that's the kind of a point of the whole demo to show that it's not Qt that is slow and you can start really fast if you do the optimization right. It also runs on one of the fastest chipsets over here, right? Yeah, exactly. So basically you just saw the NVIDIA version. This is now running also on IMX8 from Toradex. So that's our latest greatest stuff. So basically it's running the Qt 3D Studio. This is the one next, by the way. This is the top of the line IMX8 from NXP. Which Toradex has early access to this one. That's correct. One of the select few to get early access to that. And the companies that want to start projects with this can discuss maybe with NXP and get early access before it gets mass produced. Yeah, exactly. And you'll be helping? Yes, and Toradex were kind enough to actually provide us also early version of the IMX8 as well. So what makes Qt special? It's not just Qt, right? Yeah, it's not just Qt and it's not just the UI framework. So basically it's a middleware framework that provides you a different kind of connectivity settings and connectivity stuff. So basically you are able to create easily Bluetooth and NFC and network connected devices, for example. Alright, so it's a very busy conference. The embedded world for you, right? Yeah. Cool. I'd like to show you, we have a partner here that's actually, thank you. It's taken our technology and integrated it with Qt. So this is Peter from AE. Yes. And Peter can explain how all of these technologies were put together in a real application. Exactly. So I am Peter Animat. I'm actually coming in from the Netherlands. And, well, I'm an engineer by training and we started this business 10 years ago. We've been working with Toradex for the best six years now, I believe. This company right here is A-Technology? Yeah, A-Technology. So is it because you want to be number one on the list or why do you say A-Technology? It's basically because my last name starts with A. It's very simple. And also we're like prime quality. So I felt like it sort of matched. Well, so right. And so what is this demo right here? So this is made for a retail store. This is actually like a sales suitcase. What are you seeing here? Well, that sales engineer has taken to the road to actually demonstrate the product to supermarket. You can close it open? Yeah, definitely. But let's keep it open for now. And there's actually two products being demonstrated here. First, you have like the shopping shelf. The real one is actually like one meter wide, which is probably like 50 feet. And it has like a sort of... It shows products, it highlights products in a way that currency markets can't really do. So it's like expensive when it can really sort of... It's a special display down here, you say? Yeah. Yeah. Very long. Exactly. Very small and long. And actually there are three of these next to each other in the actual product. So we've got a smaller one for the demonstration purposes. And where does that go? Like a shelf in the store? In the shopping shelf in the store. Exactly. Exactly. So that's like a mesmerizing shelf because it's going to be stereotypical. Exactly. And it shows like all these wine comes from these farms in France somewhere. And it's likely to upsell in that sense. And they're likely to be spending money in that store because they don't think that's a serious store. Exactly. So it's just a loop?  In this case, we're doing a video player. But in the actual application, there's like sensors beneath. When you actually pick up a product, the product responds to it the shelf. Sensors? Yeah. So it actually shows you like, okay, you picked up this perfume, for example. And it's an offer now for this price, but you might also want to try this new perfume. That's for similar. But it's... Do you have that on the market? It's on the market. Yeah. You're shipping. It's... Oh, no, I'm not shipping. No, no, no. We... Our business is like consultancy service. So we create products for clients and they're shipping. They're shipping. Yeah. And they're running with these... Toradex units. These Toradex... Which one is that? This is actually the wrong one. Yeah. Because we're running on the Toradex Emix 6DL. Yeah. Which is the Colibri, actually. Yeah. And this is the UL, I believe. So it's... We're using a little bit more powerful because I feel like... Where is the board in here? It's actually underneath this area here. So video player, but you have interactive stuff. Exactly. So you basically interact your trigger on the video, another video or something? Yeah. Yeah. Exactly. Locally. And what we also do for... Well, it could, but we decided to actually take it out because it will annoy people really quickly. I know we felt like... Exactly. Ping!  So, and then there's this display, which is completely different. And in the actual market, it's being used in landscape mode. And it's actually a portable device. You can actually click on to a thing called a power reel. And it locks in it. You can shove it around. Which is like, if you have your vegetables and you want to highlight your vegetables, for example, you actually position them properly and then show a video or demo about the farmers that are actually making the fruits or vegetables. And it's also running cute. It's also running the movie player. If you move there, it stands. There's no interaction in this model. In that sense, because it's all way higher for the customer. And it's also in the market right now. So, yeah. So, if the customers want you to do more and more different stuff, you can just do it? Yeah. Yeah, because we do... What is this? This is a barcode scanner. So, this is like an integrated Android device with a barcode scanner on top. Is there any toward next to that door? No. So, it's running Android. Yeah. And it has barcode scanner, camera. Yeah. Is this mass production? Let me double-check. It's as typical as we demos go. You can see it on my hand that it's actually storing the barcode scanner. It's great. And here's the service offering Europe and North America. That's it. Yeah. Yeah, we have to limit it somehow, right? Yeah. And you based in the Holland or no? Yes. Our main office in Holland, in Rotterdam. And we also have an office in London now. So, we're a total 12 capacity. Mostly an engineer? Yeah. Yeah, of course. Yeah, of course. Look at me. So, what is your role in the company? I'm one of the founders. And basically, I try to manage all the projects, or most of them anyway. You don't really have a CTO CEO. I believe in like a 12 people company. It's more like a managing partner. And that's it. And you're all busy all the time. So, that means you have lots of work. Yeah. Yeah, yeah, yeah. We work basically, well, 15 hours a day. So, if you're looking for a job, no kidding. Yeah. In Amsterdam. Rotterdam. Rotterdam. The greatest poor city of the world. The greatest place to watch Federer play last month. That's true. Yeah, I wanted to go there. So, actually, you're very happy to work with Toradex. It's kind of like a cool thing for your company, right? It is. It actually allows us to really develop really quickly, you know. I think it leverages our engineering power, really in that sense. Is there any chance you want to work with this, the QuadMax? Definitely, definitely. How much would you be doing with that? Well, there was actually someone approaching me for trying some more like image recognition to actually incorporate in an automotive situation. So, we'll probably start with that. And then let's see where it goes from there. Because you need like a powerful application to actually justify it, I believe. If you use this as a video player, I feel like, yeah. I did some videos with some Dutch solar cars. Like solar powered cars. Maybe you can make them self-driving. Self-crashing, yes. Self-driving I have to think about. Any idea you'd like to do, you can do. So, it's up to you. Yeah, that's true. It's true. But it's also always an investment. If you do something very complex to solve, it takes a lot of time, obviously. And if you can feel it in simple like... And bugs. You know how to fix them? All the bugs. There's lots of bugs. Yeah, yeah, yeah. Right? So, you just debug. Yeah. It's like a crossword puzzle, really.  Yeah. All right. All right. And so, thanks. So, what's next at Toradex? Is it going to be busy in the next few months? Yes, yeah. We've had an amazing amount of interest in the new IMX8 QuadMax. And I think that when that becomes a production device, we're going to have a lot of opportunities. I mean, we're already lining up samples for customers to test. So, it's a pretty exciting time. And you're working on some content on the official channels too? Yeah. Oh, yeah. We've got a webpage devoted to it. We've got information on our brochures. We're going to have some webinars. There's definitely going to be a lot of content available for that new... The NXP IMX8 QuadMax, which is the highest-end IMX8 processor that NXP has. Not to be confused.


you guys want to be the best this is why this is why this training works every single one of you right now i can close you as long as i do one thing all right guys let's have a seat let's start training this stage is no different than you being in an office or a classroom or closing a deal or being out in the in the field this this right here lets me know what you know does that make sense what's your name what's your date of birth okay you can tell me what's your mom's name what's your kid's name what's wife's name that's how sales should be it should flow just like that you should know your business so great so when i see people go uh i'm like did you don't know your job you've never been trained properly you should know the top five ten objections you got in your company you should be fluently flowing with your words like water when somebody says no you should be given them five or ten reasons why they should say yes right now but first i want to tell you how so in my last event it was a master closer seminar i went over some slides and it helped people make a lot of money so what i want to do is i want to cover that in this first really next 30 40 minutes is that cool okay so if some of you were here cool you got it but this is the key to being deadly at sales by the way ur nightingale right like the guys that were together you know 20 years ago 50 years ago 70 years ago there may be new strategies new ways to speak new ways to stand out and be different but it's always been the same does that make sense people that were successful and always made a lot of money they had a process that got them there okay you guys may listen to me and you may i may sound slick mouth when i start closing here in a little bit dude i got a strategy to every way that i work and that's what i want to give you guys right now so grab something to write with you see that that book you have in front of you that book should be full when you leave if you leave here today what's written will be retained if you leave here today and you don't write anything down you weren't even present while you were here today and by the way would you agree most people are planning for tomorrow they're planning for their future they want a big future am i right yeah or most people are stuck in their past and they can't seem to get out of it well who the fuck is living present nobody nobody's living present if you want a better future you have to be present your future can't be different if you just keep thinking about your future i want you to think about today today will be the day that changes all your life all your life so the day you're born the day you die the day your life changes forever this is what sells is this is actually what we're doing we're helping someone help themself does that make sense okay so if somebody's like yeah i don't know i feel like you're pressuring hey listen all i want to do is help you help yourself obviously you wouldn't request some information if there wasn't something you wanted to change would you agree yes or no okay well i appreciate that look i'm not selling anything and i want you to buy anything that doesn't help you help yourself that's it do you guys understand how you can turn this back around do you guys want to take the client's gun and literally just empty the bullets right out of it your job is to help people help themselves that's all your job is why do you sell your product well i want you to write down right now why do you sell your product is it because it's a level 10 earning opportunity and that's why you sell it is it because the money's so good and i'm okay with that or is it because or could it be that and also because you believe in it i want to ask you a question as i'm going through all this stuff i need you to write this down what do i sell okay and do why do people request information on what i sell or why do i reach out to people about what i sell is it because it's good is it good yes or no yeah what do you believe it's good if you believe the good then you're helping people just help themselves does that make sense most important thing that you'll ever understand in your life is that in sales you are not even selling anything you're physically helping people help themselves i'm gonna get into the sell part as we continue to go through this all right this next one what does that say how do i get someone to make a decision how do you get someone to make a decision how do you do it keep the client's goals at the center of your decision listen are people are you wanting people to make a decision yes or no if somebody doesn't make a decision they can't make a decision because they forgot about their goals whose fault is that yours it's not their fault who's the person that should be asking great questions to get great answers to ask them what their dominant but hey by the way i don't say mr customer what's your dominant buying motive what's the number one reason why you would say yesterday no you ask great questions like hey obviously requested some information because you were struggling with something you didn't want to stay the same something was bothering you right like what like what was it take me to that place by the way when you reached out requested information what was going on what did you see what were you feeling because at the end of the day i want to put myself in my client shoes can i give you guys a trick every single one of you right now i can close you as long as i do one thing hey guys what's going on it's andy a lot of you leave comments tell me that you need help do me a favor i'm gonna take the best way to get a hold of me shoot me a text message right now<PHONE_NUMBER><PHONE_NUMBER> i'll help you with whatever you need i got your back for life let's get back to the video there's me here and i know what i know and then there's you here okay that you feel a certain way and you're wanting something or i'm telling you you should get something and i'm understanding how you're feeling does that make sense can you guys do what i'm going to tell you to do there's me and as i'm talking to them i'm like how did that feel when that happened you know hey if i'm selling a gym membership right you know like when you were down 30 pounds right how did it feel that confidence was through the roof now you're up 30 pounds right now now we're having a conversation about fixing this look maybe we do something today right maybe we don't maybe you need to gain 30 more pounds i'm just i'm being honest with maybe gain 30 more pounds and then come back and then we can have a conversation but now we're 60 pounds in the hole you know the secret in closing everyone everyone and being somebody that is a complete legend that no one has ever seen before in their life which is almost it's it's unduplicated you can't duplicate me you know why i'm gonna tell you a secret you're ready because i moved i hated who i used to be so i'm so excited and moved that now i get to help people that now i get to create impact that now i get to help people make decisions that normally they'd be frustrated with now i can make it easy regardless of money because i understand what they're going through and i understand the value that i'm going to bring them and i must let them understand that they're worth it and these problems can be fixed and now's the time to do it we only got so much time i must be that person who's moved who understands what my product does for other people you sit and stare in the eyes of people every day that pits you and they and they're just dead they know their information they know they need to make a sale and you don't want to do shit with them because your souls don't connect listen to me you know how sometimes you're talking to your wife and she knows you're not listening i feel like that's how customers feel like when they talk to sales people they feel like that they feel like that you're just waiting for them to finish their sentence so you can just say what you wanted to say and you're not even listening okay you guys want to be the best this is why this is why this training works because i'm telling you how i operate how we built a nine figure business i take clients every day that reach out i literally talk to someone jack what's going on 30 second conversation wife kids family you know i'm saying where do you live who lives with you what's important to you how are you raised look i'm going to ask some questions because immediately i want to take ownership of their life i'm not telling you to ask that question i'm trying to explain to you what i do because i want to understand what they're going through i want to understand where they're at i want to know what frustrates them i want to feel the same pain that they feel so that i'm not fake and i'm not a fraud i will execute this deal and if my product can help them they'll know it and they'll say yes period and how did i become the greatest closer very simply as i'm asking questions over here and i'm a good person i want to help people i'm over here putting myself in their shoes you must put yourself in people's shoes now am i going to listen to bullshit am i going to let someone talk negative am i going to let someone be weak no no i'm going to make sure i raise the standard and hold the conversation but i need to know where they're at because if i can feel the pain they're going through i can fix it but i need to understand it because so many of you guys in here the reason why you can't get someone to say yes is because you don't even know how they feel somebody just taught you some word traps in some industry and you're using them and sometimes they work sometimes they don't in order to be a sniper and close everybody you must become and feel everything that that they are so that you know how to how to fix that what would you if you have those problems what would want to be done to you i'm asking questions they're telling me some answers and you're identifying with how they feel what their outlook on the world looks like is anybody being kinder nice to them are they struggling are they hurting are they sick and tired of it you know where are they at and then what you do is that you physically think for two seconds what would i want done if that was me and i swapped lives with them and then i come back over here and that's my solution does that make sense isn't that common sense we work in a world full of people that don't care that's the problem we work in a world full of people that literally most of you in here you're not having a record year you had one one year in your life but you're not having one this year you know why because you're running with the wrong people because you're listening to the wrong people because you're operating around the wrong things because your head is physically a trash can trash in trash out good in good out i'm giving you guys good if you had this every day this is what you would become and then you would slaughter the entire market so our goal is to keep their goals at the center of the decision which means when i asked them to make a decision i'm going to say rain based off all the information you gave me this is pretty simple we got to solve this this this this and this and i'm going to make sure that right before i ask that i make sure that i can increase that pain right in front of his face and then take it away and say everything's about from today forward welcome to your new life all that's gone that's your goal okay so in your industry when i role play with you today some of you you're so small minded that you're like well i don't understand that doesn't work in my job this is your life this isn't a job this is your life your life is to become a sales expert your your your job is to become a closing expert your job is to understand how all people work some of you in here when i talk about other industries today i'll lose you because you don't want to listen to that you want to listen to what you want to listen to can i explain this to you people are fucking people they're people do you guys want to only sell people that's like you okay if i was a fitness guy i'm giving an example and i was once 450 pounds and then now i'm 300 pounds i lost 150 pounds when i talk to a skinny guy that wants to gain muscle or i talked to a mom or someone else i don't know how to talk to those people because i'm always like i need to find the big guy that wants to lose 150 pounds i can only close people that had a life transformation like i had if you guys will listen you'll understand how to give everybody a life transformation in a new life or help them with your product or help anybody with any product and you'll understand that really what you guys all do is really all the same maybe different products but it's all the same but you're so small minded you're like that doesn't have anything to do with me you just stopped learning that's where you end and that's the reason why you can't grow do you want to study people in your space or study people outside of your space and bring new language into your space come on man who do you think the markets is is going to is going to reward right now people who are the same unique rare different people that stand out people that can make connections by the way if i can put myself in your shoes can i make a connection with you guys listen to me the rules have changed what worked three years ago doesn't work today a lot of you are doing what you did three years ago you're giving you your hardest you're grinding but the rules changed and no one told you so you're doing something that doesn't work and you're just doing the same as everyone else i want to tell you this i walk into an airport okay and we're going through the terminal and there is a line literally like 50 like 500 yards you know when you see these lines are like oh you're like dude this is going to take forever and i look over and up the elevators there's another gate and there's no line it's like everybody just keeps stacking on this idiot line like i know there's a couple of you in it yeah no no and i don't listen i see you in it i almost got in it because people they just attach to where they see everybody going can i explain to you guys please four lane highway 99 off-road over here you you must look to go the off-road path i'm always looking what everybody's doing and i'm wanting to do something different i don't want to be like anybody else you guys being like anyone else is not going to allow you to be a psycho competitor okay so right here how what does a master communicator do you've heard me say this but most of you can't do it and today on stage i'm going to help you number one a master communicator is somebody that makes it easy to say yes to now when you're speaking and talking to somebody let me explain this to you your job is everything that you say it attracts them to the answer yes okay write that down everything that i say it attracts them to only give yes does everybody understand how that works everything you say the answer is yes there are no no's right so it's your job is to make it easy to say yes you're framing framing framing framing framing framing only yes never say anything out of your mouth that leads to a no unless you want the no okay but yeses they work they build people and they and they repetition it makes them easier to say yes when you ask for the decision and then you got to make it hard to say no listen don't people naturally want to find bias in something that something's not good for them and they want to find why it wouldn't work because naturally aren't people more negative than they are positive so when you're saying something they want to they want to find something to say no your job is to get into a flow state and to use your language in words where they can't say no don't even give them an opportunity make sure the word no can't come out unless you want it make sure slow down do your job very slow be a sniper be a sniper snipers fire one shot machine gun sprayer stove bullets everywhere and they barely hit targets one shot that's all we need okay make it easy to say yes to hard to say no to and this is the most important thing ever make it the client's idea every single time how can you make it the client's idea you ask questions but how can you make it their idea do you think people want to hear the information from you and always just believe you yes or no that is why we paint pictures we tell stories we sell ideas and we sell situations that's the reason why I say hey listen I totally understand what you want and what research of shows and showed and what we've learned is that a lot of people that were just like you got these results so what I'm doing is I'm taking and talking about other people and I'm actually not telling them if I'm like oh based on the information you gave me this is what my company can do for you see that's a direct sell I'm going to say listen based on the information you're giving me you're 44 years old we do business with a lot of people that are between the ages of 30 35 and 45 years old and we've learned you're sick and tired of being sick and tired they've gone through life they're not 21 years old they don't have 20 years of waste and they're ready to change today and that's why you reached out right so that's why that 35 to 45 age mark is what we've learned because people that are in your age range are serious and ready to take action now because they don't want to waste any more time so what we've learned and research have showed is that people that take our training program that are 44 years old like your age they get results like this because it creates a new identity a new mindset a new way to live we found that a lot of people are burned out when really they don't people don't burn out they just lose their purpose they forgot when they started and and the world just beats you down and now it's time to rise so these people they level up and then they become top one percenters in our industry and then they dust everybody and those are our biggest testimonies 35 to 45 and you're 44 years old so our product it works for everybody but especially in this age which you're in everybody has told us that it's life changing because they're not playing around anymore you're always like selling an idea selling a situation you're not direct selling so when I say make it hard to say no to easy make it easy to say yes to easy and then making it the customer's idea have you ever done this before have you ever told no watch have you ever told your team if you're who's a leader in here okay you should all be leaders but let's say so you're in charge of someone have you ever told someone that they needed to do something and then they just seem to look at you with like a weird look or maybe your wife has told you forever you need to do something but then somebody comes in one day and they say hey I'm just giving an example hey you know you need to do this and you're like oh my god that's amazing and then all of a sudden you go tell your wife and she's like I've been telling you that for 12 years okay listen just so you're aware do you guys like to be told what to do no you don't and I don't like to be told what to do either but I like someone to make it my idea your goal in the way that you use your words whether it is at home you've got to practice this everywhere you've got to make it people's idea it has to be their idea they have to want to do it and they need to believe that they came up with it they need to believe that inside they manifested this does that make sense who can make this happen a master communicator only a master communicator you want to be a closer you communicate is everybody in this room a public speaker yes or no yes you are a public speaker for a living you guys all speak every single person in this room I've talked to a lot of you you're not very good at speaking you don't understand that you get paid to speak for a living you may not enter a stage you get paid for a living to speak and honestly if I pulled you up here and I told you hey but teach the room everything you know you would learn you're not as good as speaking as you think you are so what does that mean that means your income is probably about 20 percent of what it could be if you could learn to speak better am I correct this is the secret you guys all speak for a living I don't ever hear any bullshit come out of your mouth again I want you to talk and speak like you're a professional speaker like you get paid to speak for a living in 24 7 there is a camera following you around listening to everything that comes out of your mouth I want everything that you say to anybody right I want it to change their life whether it's you walking in the grocery store and saying hi to somebody and just telling them that they look amazing today hey I don't need anything from you you look amazing hope you have a blessed day always bring value to other people understand this mouthpiece will be the one thing that will get you everything you're after and if you change your identity and you change all these things and you learn how to sell but you don't learn how to speak you're still out hey guys what's going on it's Andy a lot of you leave comments tell me that you need help do me a favor I'm gonna tell you the best way to get a hold of me shoot me a text message right now 918 210254 918 210254 I'll help you with whatever you need I got your back for life let's get back to the video it's about skill stacking everybody write this down 100 micro skills today my goal is for you to learn 100 micro skills to learn 100 different ways to add something to skill stack to stack skills in your current life okay you sell with your heart not your mouth the minute somebody somebody hears or feels or thinks that your heart's not involved they're out listen remember what I said okay we prayed in the beginning this isn't about religion for a minute this is about we are a body all of you have a body but all of you have a soul and the soul is going to live on forever and this soul can understand when you're around another soul that truly cares am I correct okay I tell people this saying I say the eyes are the window to the soul I can look in someone's eyes and I can tell what's going on in their life I can look into someone's eyes and I can see your heart I can listen to the way that you talk to me and I can tell whether you really care about me or whether you really don't now in the beginning sometimes we've got to crack jokes have fun meet people pull the wall down you guys feel me build report right my heart's on the sleeve but they can't feel it but in due time 10 minutes in people can start to understand that you lean into your heart and that you're not only talented and good because a lot of people wonder if you're just really skilled and great and they're being put together which leads them into avoidance which means you're afraid to make a mistake because you're too good do you guys hear me for everyone in this room that learns everything I've ever taught if you don't put your heart into it you still won't make it the reason why is because at the end of this I'm going to talk about closing and there's a close called the avoidance close in which people have no objection and they just say we appreciate it we're going to get back with you and I'll get back with you is not overcoming an objection they don't feel in their gut that you're the person that they should do it with or this isn't the right time and you know who fucked that up you did why because you didn't lean into your heart now listen this is where you have to care everybody understand this if you want to get rich if you want to get rich you got to make relationships relationships are the greatest currency everybody you run into from now on every person that you run into this event every person that you meet may you do such a good job that they can never forget you now I want to tell you guys something a lot of you don't want to do this you know why because it's exhausting and it's hard it's also hard losing it's also hard meeting people and realizing you were just another person I love meeting people and they say I don't know what's about you but you're different I love that because I want to be different that was my goal the whole time I plan getting up today not being the same as everyone else I plan today that everybody that I walked by made sure I gave him a hug a high five a pound and let them know that that they're important to me I plan that that was by design because that's how I live and once you guys start living this way you will start to slowly dust everybody and part of being a psycho competitor is I'm insulated you can't fuck with me I will smoke your ass because even if you copy everything that I do or everything that I that I believe you're not who I am and so who you guys become is literally the most important thing in this world so when I say sell with your heart you have to care to sell with your heart okay I'm going to tell you something real quick my wife she's going to talk to you guys later she checked my ass a long time ago I came in the house I was bitching and complaining you know had a bad day at work and she goes dude you sound like you don't care man and I said yeah well she goes dude you sound like it's all about money and I'm like well no but and she goes do listen to me go to work tomorrow give a shit 10 times more than you gave her today and watch the outcome and by the way don't complain in this house because it makes it very hard for me to support a complainer and I'm like hey she's right and I'm like dude I'm being a little bitch and a lot of you in here are little bitches you really are and you and your wife like you're both little bitches you guys have both gotten used to nagging each other and being liners and complainers that you guys live in a shit house you don't have to you can say hey we don't operate this way we don't want to talk this way we don't believe this way let's change and so the next day I went into work and I remember giving my heart all day long I made more money than I ever made it was easier than it had ever been I couldn't believe man if I just changed the way I cared about people I could make more money that is the secret from that day forward I decided no longer everybody write this down everybody's the same but people deliver information differently I started delivering information differently to my clients and to my team and to my wife to myself and my family because I wore my fucking heart on my sleeve I had it right there with me so even when the money was more than they wanted to pay they still did it even when it was more than they wanted hey it's always gonna cost more than you want to pay am I right the dreams come with the pay the dreams come with a price yeah if you don't pay the price you don't gotta you don't get the dream this will make you untouchable this is the most secret thing ever is to make sure you sell with your heart and by the way I know this for a fact because I've sold cold-hearted and have been you know like disciplined grinding working hard but cold-hearted and I went broke and then I've been loving wore my heart on my sleeve and people say don't wear your heart on your sleeve because people take advantage of you no if you take advantage of me I will no longer be with you but I'm going to continue to roll listen just because you ran into some shitty people in life that's going to make you stop trying you're a fool like your goal is to completely give all you got all the days of your life and understand that you are going to get taken advantage of you're going to get played people are going to rip you off people are going to do these things and it's just part of the journey of going to a big life you guys get it okay so now we're not going to bitch about it anymore now we're not going to whine about it anymore now we're not going to change who we are because of another bad person okay some of you my wife was saying this this morning she's like you know this guy had this ex-girlfriend and she was a piece of shit well now he's got this new wife and she's amazing but he treats her she dude she needs to leave why should she put up with that because of his ex and he's got some old shit that's like my mom left when I was two she's an alcoholic imagine me being out about an alcoholic piece of my kids or beating their asses all the time and being a bad dad because I said well that's the way my dad was it's like dude you're so stupid man every one of you in this room you're in charge of you you're in charge of your life you can create whatever you want I say if you can't find it build it build it build you listen and as you're talking to us today you don't have to be me but you do need to take things that we've done that have got us to where we want to go and we want you to be unique and be you but I will tell you try to do any of this without caring have relationships and playing with your heart and by the way you must do it when there's no transaction you must do it when there's no money what you do when there's no money involved start stacking these little wins that you're good at this can you get people to move when you come in contact with them if you can then you can do it when you're in the clothes but don't if you can't do it when you're in the clothes is because you're not practicing it out here so you guys need to practice on everybody you run into from now on everybody you run into make sure that when you leave them it's infectious and they don't want to leave you and by the way they want to become best friends with you all people are like dude I need you in my life and I just met you that's it now you know you got it but this is the key right here this is what will make you the most dangerous person in the world all right your job is to kill all their limiting beliefs before the close everybody understand this anybody and everybody in this room as you're setting someone up you got to make sure that you kill all limiting beliefs before you ask for the money wouldn't it be hey by the way let me tell you what weak salesman do weak sales people avoid talking about things they know that clients may bring up later to hope they'll forget about it they gotta forget about it dog and by the way can I tell you something when money's on the table and the offer's on the table or the monthly payment or the term or the contract when they see that and they have that problem now we got two big problems now by the way which one do we attack well you don't know but there's money on the table now your goal everybody write this down your goal is to sweep out all the problems overcome all the problems kill all the low self-limiting beliefs before you present an offer that way when the offer's on the table you know that all we have to handle is the money does that make sense okay you guys got me but you a lot of you guys know this right now you're like yeah dude if somebody's like you know we're not going to buy today right like hey I wouldn't do anything either that didn't benefit me you know I wouldn't go and exchange out of this product and buy this one if it didn't better my life so every day it's common sense that people shouldn't make decisions that don't increase the value of their life or make their life easier am I correct but when one does what do we do we move forward am I correct great so my goal today in the presentation is to show you guys that of course you don't and I know you didn't plan on anything but nobody ever plans on getting something great for their family it just happens or when it does we move on it and if it doesn't work then we don't do it am I right cool so my goal today is to show you something that's amazing for your family that's a good proposal and that takes you guys from where you're at to where you want to go and if that happened it sounds like that's what you were looking for which is why we got together today see I'm framing you that yes we are going to do something but it must make sense why because I'm not going to bring that up during the close and I framed you so during the close if you're like well we're not going to do something well like we discussed earlier if it doesn't solve your problems we wouldn't do it but if it solves problems I mean you wouldn't even request some information on this and we wouldn't have got together what I've learned is that a lot of people think that it's more complicated to move forward so they go back and they sit in their own lot on their old life that's why I'm involved I'm a professional I'm a pro in a world full of amateurs I make stuff like this easy I'm going to take all the pressure off the deal let's go through the pros and cons what you're doing now and what it looks like when you move forward and then let's just roll through them and in the end let's look at it and let's say hey if I didn't have this life or that one and I didn't have any life which one would I want to go be in that one or that one is that cool and your goal is to make this one seem ultra attractive so they'd be like well I guess we need to do that one good let's roll and then you pull them in you guys got me never get attached to the money okay never get attached to the money you guys need to understand this most of the time the salesperson is more attached to the money than the client is most of the time the salesperson believes that the client won't take it and the client doesn't believe that but because you see it and you believe it I can see it in your face and now I own it matter of fact you made it easy for me to tell you know and reject you because you actually owned it yourself and I can see it or I can hear it in your voice whether I'm on the phone or in person does that make sense you must believe that people will pay anything to solve a problem you must believe that do people go through the mall and blow money all the time why because it's exciting to spend money am I right what does it do gives you an endorphin rush to spend money am I correct doesn't it give you an endorphin rush to spend money when you're solving a problem okay that's why you guys have to get really good can you guys become such good closers so good at putting yourself in their shoes so great at asking questions so you can find all of their goals and then when you go to present the offer kill all the limiting beliefs keep all their goals at the center of the decision and literally make it where it's an endorphin rush to say yes to you because you did such a good job presenting it that's it the second the money goes on the table it should literally take less than one minute to close this deal I need you understand something can you make them want it and say all right Andy how does this work Andy how soon can we start it Andy how quick can we get this installed money hasn't even come up and they're already closing themselves all right how can we do this does that make sense that's when you know you've done a good job this last 10 percent of the time when that comes out you must be very good you must be quick you must get close to them everybody watches I said this right here first 90 percent of the time we're building value making sure they fall in love with you doing everything right finding out their goals figuring out who's all involved could there be anyone else that needs to be a part of this decision you must find it all out and do it while rolling under the radar and not making it like like I say things like roughly ballpark you know you know like things like that like I'm not getting direct like I'm not trying to get direct information I'm just trying to get people to talk okay then when they tell me all this and I go to the clothes in the clothes I'm going to paint pictures am I painting pictures right now I'm selling ideas the idea of going with the wrong person is a nightmare I'm selling an idea and I'm selling situations these are situations that people have found themselves I'm sure you've found yourself in a situation like this before I'm sure if you could just snap your fingers the ideal situation would look like this do you guys get me is there any product knowledge in any of this that that was how at 20 years old I made 500 grand of your selling cars and how I worked my way up to 800 grand as a car salesman and no one else could figure out how I get it my managers would come in today and they would say all right guys we're going to learn product knowledge how many horsepower on the Nissan Maxima I'm like this I don't give a shit it doesn't matter it's super fast they're like yeah but what's the fuel tank gallon it doesn't matter it's got a backup tank this thing runs forever which is going to drive it across the desert it doesn't matter it's irrelevant as to what it feels when you're driving it it's smooth it's sexy people like it I'm selling this the sizzle on the stake they're selling the steak they're making 50 grand I'm making 800 grand they're selling steaks guys we we are in the internet era you guys got me we're in the internet era people can buy on a website they don't need you you know what people want connection it's connection they want relationships and some of you in here you won't get it and here's what I'll tell you everybody write this down mature the up let's go you must mature in this room today the reason why you don't have the relationship you want with your wife is because you're immature you're an immature little baby the reason why your wife doesn't have ones because she's immature your business is immature your leadership skills are immature your communication is immature we all need to mature and by the way when we grow up we get the life we want listen that's why you can't be around people that play as little kids that's why you got to be around people that are psycho that's why you got to be around people that literally have so many rules and processes in place and disciplines and responsibilities when you're talking about being responsible last night being responsible do like this is it and by the way it sounds like a lot of work you know what a lot of work is doing what you're doing now and not getting the life or the results you want that's a lot of work man like that's the key guys today in here it's about altering your identity it's about changing yourself it's about understanding that dude this isn't a seminar event this is like dude we're just telling you how to live and you can decide to do it or not do it and sales is easy people are sick of frauds people are sick of people who don't know what they're doing you know why people hate sales people because most of them suck honestly like dude if if people that gave haircut sucked and one out of 50 were good you'd be afraid to get a haircut am i right that's what people are doing they're going into places every day getting fucked up haircuts and then when you get a good one you're like oh all right you're cutting my hair till i die right and that's what i want you to do i want you to be the people that people choose to do business with until they die i want you to be so good at what you do people say can i just buy everything off you for the rest of my life that's what i want and only you can make this happen this is the next year so you must learn to do this and we're going to talk about how to do this on stage today but i'm doing it i'm doing it the process now this is how this works all right so this part right here the difference between sales and closing is simple just so we get everybody to understand this you have this line there's sales and i think closing starts at two things closing starts at your first no okay and then closing starts when the money hits the table people say you're closing when your first meeting somebody you're closing them on you but really look you guys just need to be sold and closed on yourself and they'll be closed and sold on you real closing which requires skill to me starts when somebody says no yeah so listen we're going to go take this vehicle for a test drive or here's what we're going to do we're going to get the strategy set up and this out yeah i'm not really interested okay now it's time to close is money on the table yet nope that's early on it's time to go into closing i need to make sure that they see what i see everybody write this down closing is altering somebody's perspective closing is literally convincing somebody to pull their eyes out of their head and put your eyes in their head it is literally allowing them to see what you see isn't it important to make people see what you see have you ever seen something and you're like man this is good for these people why aren't they doing it you know why they're not doing it because you couldn't get them to see it you can get mad at them you can say they're customers they just don't see it you know why they don't see it because you can't get them to see it your number one goal in closing is to change someone's perspective your goal is to literally be like yeah look through these lens and then they go oh i see it now okay all right this doesn't make sense and it could be money justification maybe we're justifying how the money really works maybe it's a new perspective like what do you see right would you agree that most people have a negative mindset okay so going into something you should automatically know that you must connect with them people must look up to you all right you want to become the most dangerous salesperson that's ever lived on planet earth you must become their mentor without telling them that you're their mentor during the cell your job the way you speak the way you talk the way you articulate your words the way you work it allows them to admire you it allows them even though they don't know you to look up to you and be like man these guys got it together i like this what are they doing they're choosing to do what give you their attention give you their ears give you their heart now are you worth it do you deserve it do you got good intentions good then you're doing your job if you got bad intentions that's not who i'm training i'm training people with good intentions so that you can get their heart so you can get their eyes so you can get them to understand look let me explain this to you is inflation real is everything costing more money so really the number one savior in this world to give people like less headaches and to make it easy for people to get what they want in a world that's costing more money is to train sales people sales people all their job is to do is to find the pros listen okay we're gonna go to this next slide this right here this is it says help the customer with what they want and what they don't want you guys get it if i'm gonna fight with somebody i need to know what we're actually fighting about and i know what they want what they don't want can i ask you a question if somebody's got a vehicle and it's got problems do they want problems what do they want a vehicle with no problems like it's very simple it's just common sense but people don't think about this because people try to force okay you know drew you you come in you're like oh here i go i'm gonna make some sales today listen you're gonna help people today and then you're gonna get paid like a salesperson that's all you're gonna do what i need you to understand the difference between rich people and poor people are sales which are commission pay plans money made money paid and salaries do you understand people with salaries could get paid like sales people but they are afraid of sales and that means they really don't want to help anybody so it means they really don't want to be a service to anybody at all and they think that they're the ones that are like being good people and we're the bad ones we're really at the end of the day people hate that no one's helping them be able to make decisions that's why there's this thing called commission commission is as you helping someone see what the value is in doing this and how all the struggles staying the same not getting these benefits all this stuff until they come over here they don't get you can't get any of that so you must be really good at it so what i was talking about is i'm like okay all we're going to do today is that number one i'm going to help you help yourself number two i'm going to keep your goals at the center of the decision which means today whether we say yes or no we're just going to look at the goals and if they make sense and it aligns let's do it if it doesn't i don't i don't want to sell you anything anyways does that make sense okay and then lastly i want to talk about what you want like what do you want and also i want to talk about what you don't want let's just write it down what you want what you don't want and if what you want i can give you and it replaces what you don't want well that's the reason why we're meeting am i right this is guys i mean can you be mad at me am i making it your idea you're like well man i really want to get what i want and i don't want to stay away from what i don't want and i do want to keep my goals at the center of the decision and i do want somebody to help me get what i'm actually trying to get it's like dude you're literally disarming them can i explain this to you write this down the greatest sales people in the world can disarm anybody when they meet them disarm i imagine i imagine walking up to someone every time i go to meet them which aka it's called mastering a stranger anytime you go to master a stranger i envision them having a machine gun a freaking you know a rocket launcher and they're ready to go to war dude they've had a hundred bad haircuts okay and then i'm going to meet them i must show them that i'm different does that make sense so this is you guys right here i said use frameworks to help the customer help themselves help the customer think about what they want and what they don't want help them think through the pros and the cons of the decision if you ever get the opportunity on the phone or in person i will say this if i'm with you on the phone jake do me a favor grab a place or find a place that you can sit down where nobody's going to bother you i want to walk you through this because you're going to have some questions and i want to make sure you understand it before we move forward and fix all these problems you have all right cool write this down write this down write this down write this down write this down i'm making him write everything down so at the end i'll say jake do me a favor before we make this final decision and get everything started look back at your piece of paper take your eyes and scan you'll you'll remind yourself what did i do in the last 30 seconds remember this if i talked to you for 10 minutes in the last 30 seconds they probably forget everything the first nine and a half minutes but in the last 30 seconds my goal is to wrap them quickly jake based on all the information that we talked about today look back at that piece of paper i'm not there with you in person okay or else i would go through this with you but i'm with you on the phone look at everything you wrote down look at everything i told you to write down the that's what you want and then that's replacing what you don't want that's fixing your problem it's keeping all your goals to to the surface let's move forward that allows them to close themselves quickly by looking at everything now let's go face to face if i'm sitting with you face to face i'm knee to knee i call it like i can put my arm around you i will never present numbers to anyone if i can't put my arm around you you feel me face to face you must tell them most of my clients they want to interrupt me and ask some questions i'm totally okay with it i'd like to come around that side of the desk if it's okay so when i explain it if you have any questions you could ask me is that okay you shake your head like this and they go yeah that's fine and then you go and now you're here now by the way you don't have to put your arm around them but i could does that make sense then i close them all right we're gonna go quickly the the goal is to find the key problems this is the number one goal the client you could get out ask great questions ask great questions that they can help you create a solution for them in the close this is what master closers do it's called framing by the way everything you do in your life is called framing every word that you say to your mouth has to be taking people in the direction you want them to go does that make sense everybody understand this most sales people just run their mouth they just it's like dude you're not even saying anything that's taking me in the direction you want me to go like if you're wanting me to go here you're doing a really bad job you're wasting 70% of your energy you're wasting 70% of your words you're not a pro this is a bad haircut okay so if you get the customer to admit openly that or speak about a problem you're 99% more likely to get them to close your goal is to get them to admit and openly speak okay what does that mean that means you're a chiropractor right okay so currently right now you have a lot of neck pains i bet when you go to work it's awkward you're probably overtaken ibuprofen and you wish someone could just fix the problem am i correct so the goal to be here today isn't to get a short term make you feel better and then in 72 hours you're complaining to your wife you look in the mirror and say damn why me why did that car wreck have to happen where our goal is to fix it permanently am i correct well my goal with you today is to find a permanent solution and if i can i'm pretty sure you're willing to act on it as long as it can get done in a reasonable amount of time would you agree okay so our goal is in this decision i'm going to talk about permanent solutions to fix things so you can be happy and healthy and no more complaining and you don't have to come back and forth for five years and literally be in the same boat would you rather choose being with me for the next 18 weeks as a chiropractor or choose the next 18 years of your life living with that problem 18 weeks or 18 years 18 weeks welcome to your permanent solution boom you see what i'm saying okay this is what i'm talking about you must you can't just be telling them what's wrong with them what i learned in my early stages of sales is i was so good at selling and i got in their shoes and i knew what their problems were that i would tell them what their problems were and they never got to say it themselves so in the close i knew that what i was saying was correct and so did they but they never said it and i was like god man why aren't they closing this is this is facts but it's because they never admitted it themselves your goal is to get someone to admit that they have a problem without it being no big deal and that way you can say based on what you just told me this is something that we want to remove and we can do that and this is how i'm going to do it see your goal is to get them to admit it do you guys feel me okay everybody write this down your one decision away changing your life forever you must always remember this number one it's true for you and it's also true for other people lady comes in one day transmission slipping oh selling cars transmissions 10 grand okay i'm just giving an example of lots of different ways okay she says you know i don't know i don't want to put my down my savings that i have to fix this i don't want payment to go up she's telling me all these things and i said man you're one decision away from changing your life forever i literally sat in the same same office same seat with the woman similar to you about two weeks ago she drove out of here she said the same thing you said and within a week her transmission went out now she had to spend 10 000 on her car okay she spent the money and that 10 000 was spent plus her car didn't increase in value because because you put a new transmission and it doesn't make it worth more money now she was double in the hole it's not a matter of if your transmission is going to go out it's when and when it does the question is who's going to pay for it do you want to leave it with us today and we'll risk transfer we'll transfer all the risk over to us and we'll take it and you can leave and that will never be a problem to you or would you like to leave out of here and then let's see what happens you're one decision away from changing your life forever i think we should get your new car cleaned up she's like all right let's do the new one she needed she needed to know some of you you're one decision away from changing your life forever you're a car practice listen i look at backs necks and x-rays all the time people that have the same problem that you have most of the time continue to injure more on top of current injury because they don't fix it you're one decision away from changing your life we're either today going to put in a permanent treatment and we're going to fix this and then we know that all your problems are going to get solved and you're going to be happy because you know you're on the way to being healthy again or we won't do anything at all and you could accidentally leave here and you could re-injure it which is what 99% of my clients do not only is it going to cost more money but it's going to be longer if it's frustrating to do this today well then that's going to be ultra frustrating to cost you more money and more time you're one decision away from changing your life forever would you like to choose this decision or that one because one of them will eventually be made now let's do the shorter treatment we'll take it today okay cool that's what i want to do and as your doctor i would never tell you to do anything that wasn't good for you your goal is to remember your one decision away from changing your life if you don't do it now what does it look like tomorrow if you're in here and you know you're 30 pounds overweight well guess what what's it going to look like tomorrow if you guys do anything one decision away from changing your life forever hey guys i just want to tell you the true one percentage you made it till the end of the video do me a favor share it with the friend that wants to go to another level make sure you like the video comment below so i know who you are set your notifications and then subscribe to the channel we got daily sales training videos dropping i'll see you 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