# How to close over 90% of your sales calls | [MY SALES CALL BREAKDOWN]

https://www.youtube.com/watch?v=wdOmUgbaWtE

[00:00] if you're having a hard time building
[00:02] if you're having a hard time building urgency in your sales calls typically
[00:04] urgency in your sales calls typically it's because we're focusing on the wrong thing
[00:06] most closers just focus on what questions or what word tracks to use but
[00:09] thing most closers just focus on what questions or what word tracks to use but
[00:12] you need to understand why you actually say what you say but more importantly
[00:14] you need to understand why you actually say what you say but more importantly
[00:16] what are the outcomes that we need out of our process to actually build urgency
[00:18] what are the outcomes that we need out of our process to actually build urgency in our Prospect so in today's video I'll be going over one of my sales calls
[00:21] in our Prospect so in today's video I'll be going over one of my sales calls
[00:24] be going over one of my sales calls where I go over not only what do I say but more important
[00:26] where I go over not only what do I say but more important
[00:29] but more important why I say it the outcomes that I need that allows me to build urgency in my prospects
[00:30] why I say it the outcomes that I need that allows me to build urgency in my
[00:33] that allows me to build urgency in my prospects and allows me to close over 90% of the prospects that I talk to
[00:35] prospects and allows me to close over 90% of the prospects that I talk to
[00:38] 90% of the prospects that I talk to this is also the same process and outcomes that I teach closers that help them get to 2030 and $40,000 Plus in commissions each and every month
[00:41] is also the same process and outcomes that I teach closers that help them get to 2030 and $40,000 Plus in commissions each and every month
[00:43] that I teach closers that help them get to 2030 and $40,000 Plus in commissions each and every month
[00:45] to 2030 and $40,000 Plus in commissions each and every month so this process has taken me years to perfect and thousands of thousands of sales calls to really make sure I dial it in
[00:48] each and every month so this process has taken me years to perfect and thousands of thousands of sales calls to really make sure I dial it in
[00:50] so this process has taken me years to perfect and thousands of thousands of sales calls to really make sure I dial it in
[00:53] taken me years to perfect and thousands of thousands of sales calls to really make sure I dial it in
[00:55] of thousands of sales calls to really make sure I dial it in so take notes if you have any particular question questions leave them in the comments but
[00:58] make sure I dial it in so take notes if you have any particular question questions leave them in the comments but
[01:00] you have any particular question questions leave them in the comments but
[01:01] questions leave them in the comments but let's go ahead and dive into the so.
[01:03] let's go ahead and dive into the so let's go ahead let's dive into this call.
[01:04] let's go ahead let's dive into this call I'll be walking through what I say but.
[01:07] I'll be walking through what I say but more importantly why I say it and how do.
[01:09] more importantly why I say it and how do I actually create urgency in this.
[01:11] I actually create urgency in this Prospect so I close over 90% of the.
[01:14] Prospect so I close over 90% of the people that I talk to guys so let's dive.
[01:16] people that I talk to guys so let's dive into it howd howy dude can you hear me.
[01:19] into it howd howy dude can you hear me yeah I can hear you y what's up man.
[01:23] yeah I can hear you y what's up man what's up what's up how are you I'm not.
[01:25] what's up what's up how are you I'm not doing too bad just staying out of.
[01:26] doing too bad just staying out of trouble dude uh we can uh we can def so.
[01:29] just first and foremost like anytime I hop on a call I'm not going to try to be.
[01:31] hop on a call I'm not going to try to be like super formal or anything along.
[01:34] like super formal or anything along those lines my main focus at the.
[01:36] those lines my main focus at the beginning of the call is just to get.
[01:37] beginning of the call is just to get them to lower their guard right so I.
[01:39] want to break the pattern of how every.
[01:41] want to break the pattern of how every other typical salesperson is going to.
[01:43] other typical salesperson is going to start the call and I start it pretty.
[01:45] start the call and I start it pretty informal because I want to make sure.
[01:47] informal because I want to make sure that this person lowers their guard and.
[01:49] that this person lowers their guard and we can actually have a genuine.
[01:51] we can actually have a genuine conversation now when we're talking.
[01:52] conversation now when we're talking about like building Rapport I'm not.
[01:54] about like building Rapport I'm not going to sit there and ask them about.
[01:56] going to sit there and ask them about the weather because again typically they.
[01:57] the weather because again typically they know I don't give a [ __ ] right about.
[02:01] know I don't give a right about like you know where they're calling out of from or anything along those lines so.
[02:05] I just sayy hey what's up man um and then I just dive straight into it dive on into everything first and foremost.
[02:13] how can help man what made you want to go and book in the call I honestly just kind of saw your content wanted to learn a bit more about like what you actually do for sales people and kind of just kind of go from there.
[02:23] and when I start the call again I don't use an agenda I don't use a frame.
[02:28] I'm hey man what made you want go and book in the call how can I help now if you have a hard time having Direction in your sales conversation typically this isn't going to work best for you because you don't know where to take the conversation you don't know what to ask to get what you need.
[02:44] but if you want to keep it as conversation as possible I highly recommend just starting much more broad that way again they can tell you why they booked the call and then you can just take it from there.
[02:55] what I'm looking for right now is what is the problem that causes person person to go ahead and book in the call so no matter.
[03:03] ahead and book in the call so no matter what you sell if somebody is coming to what you sell.
[03:06] if somebody is coming to you they are there to solve a problem.
[03:08] I don't care what they try to tell you.
[03:10] like oh I just want to see what you guys have.
[03:12] nobody just hops on sales calls just to see what people have.
[03:15] they hop on sales calls to solve a problem so that is what I'm looking for right now.
[03:17] what is the problem that this person has that they're looking to see if I can help them with.
[03:20] then from there once I have a problem I push him down and understand how that problem is affecting them.
[03:25] yeah cool man like what I do it's like it's not like a one- siiz fits-all it's a bit custom.
[03:31] so it's just going to depend on like what You' actually need.
[03:33] so as far as you getting better at sales do you know what T help you're actually looking for specifically.
[03:36] so again why are you here but if you notice he asks hey I just want to see what you do.
[03:38] so I can't just not address that so I'm like hey what I do is custom what do you need.
[03:41] right and I'm just back on the point um probably like objection handling to
[04:04] um probably like objection handling to be specific.
[04:07] okay okay any any particular objection that comes up the most.
[04:12] um I probably say like think about it or partner like these like yeah yeah yeah.
[04:18] and kind of an interesting question that I like to ask all sales people.
[04:22] do you feel like those are real objections?
[04:27] I mean like partially cuz like maybe they need to speak to their partner or like they really do need to think about it.
[04:33] you know yeah yeah yeah okay so there's a couple things I did WR here.
[04:38] number one I'm like okay what are you needing help with objections.
[04:42] I want to get a little bit more specific like what are the objections you're actually getting now.
[04:46] something I did and this is something that's more specific when you're selling salespeople.
[04:50] it's a it's a frame that you can put on them that do you feel like these objections are valid.
[04:56] okay most salese will just tell you no.
[04:59] okay so that way I can just get out of the way that these objections aren't valid so.
[05:02] it's something we're doing that is
[05:04] it's something we're doing that is causing these objections now if he and
[05:08] causing these objections now if he and what he said is yes sometimes they are
[05:10] what he said is yes sometimes they are valid now I'm not going to address this
[05:13] valid now I'm not going to address this right now but I know immediately this is
[05:15] right now but I know immediately this is a issue I need to address the reason is
[05:18] a issue I need to address the reason is if whatever he's running into the reason
[05:21] if whatever he's running into the reason he's not getting sales or whoever you're
[05:24] he's not getting sales or whoever you're talking to if the reason that they're
[05:26] talking to if the reason that they're not getting the result is outside of
[05:28] not getting the result is outside of their control there's nothing that you
[05:30] their control there's nothing that you can do to help them typically right here
[05:33] can do to help them typically right here again people just buy into the frame
[05:34] again people just buy into the frame like no they're not valid and you can
[05:36] like no they're not valid and you can move on right especially when you're
[05:37] move on right especially when you're selling salese but he didn't buy into
[05:40] selling salese but he didn't buy into that so I I'm not going to address it
[05:42] that so I I'm not going to address it right now because I don't have the
[05:45] right now because I don't have the leverage I would need I don't have the
[05:47] leverage I would need I don't have the trust and everything built up yet but I
[05:49] trust and everything built up yet but I know like I'm going to write it down
[05:51] know like I'm going to write it down like I need to address that he is the
[05:54] like I need to address that he is the problem it's not that he's getting valid
[05:57] problem it's not that he's getting valid objections okay so I I can't have him
[06:00] objections okay so I I can't have him blaming external things I need him to
[06:03] blaming external things I need him to blame his internal because I can only
[06:06] blame his internal because I can only help him fix his internal I cannot help him fix his internal.
[06:09] I cannot help him get better prospects okay and this goes with anything that you're selling.
[06:13] you can only help them solve their problem you can't help fix the economy or give them more money or give them more time.
[06:18] so anytime somebody blames external things we always need to make sure we're focusing it and asking questions and getting them to actually admit that it's an internal problem not external problem.
[06:29] I get it man I would say uh like when it does come to the actual process that you're actually using right now do you have a specific process in place or how do you currently go about your calls and right now what you mean process like like right now now I'm just getting into the situation okay.
[06:47] what is their current situation so that way I can have more context on what their problem or what might be causing their problem so I just need context right now a script or yeah are you using like a script the sales process like how how how typically are you conducting these calls.
[07:01] I mean like I just have like a basis script like the agency gave me um been watching some of your videos and
[07:07] um been watching some of your videos and tweaked it a little bit but like yeah.
[07:09] tweaked it a little bit but like yeah it's about it well how long you been doing that?
[07:13] for about like two months now okay and cool what caused you to just go with the the basic agency script that they gave you?
[07:20] well it's don't really have anything else I could choose you know I mean you could definitely uh I like asking that question like hey where'd you get that from?
[07:31] and the reason I like to ask that is they admit to themselves that there's no real reason that they're using what they're doing right?
[07:39] so again I'm just creating more doubt in their mind one way to think about it man but if you if you do take a look back at the calls that you're having right now I guess like what what do you feel like you might be maybe saying or not saying on these calls or maybe how you're coming across telling all these different things that could be I guess like causing these objections at the end to think about at the Partners sh I don't even know well if you thought about it man if you know I'm not on your calls so it's like what do you feel like you might be you know saying or not saying so again he said
[08:10] saying or not saying so again he said like okay sometimes these objections are valid.
[08:12] so I'm just asking him an internal question what do you feel like you might be saying or not saying that would even cause you to get these objections and if he answers this question.
[08:16] because if he says oh like I don't know like I'm like oh if you really thought about it I'm not on your calls so I need to get him to answer.
[08:30] because by the fact of him answering the question he buys into the frame that there is something he is doing or not doing.
[08:36] he's saying not saying tonality all this stuff there's something that he is doing to cause these objections and that I need him to admit that because that's what I'm going to help him solve.
[08:47] so I'm turning the problem of these objections internal that's what I need like in the discovery yeah like just through the whole sales process.
[08:55] um I feel like maybe on like the objection handing maybe just don't go as
[09:11] objection handing maybe just don't go as deep possibly well what do you mean you.
[09:14] deep possibly well what do you mean you don't go as deep cuz like maybe they'll just say partner it's like oh okay like I'll just give you some time to talk to the partner and then we'll just their call.
[09:22] yeah yeah well when it when it comes to that is there any particular reason why you you don't go as deep so.
[09:25] reason why you you don't go as deep so he saying he's not going as deep in the objections I need to get him to admit the reason he is getting the objections or not going as deep in the objections is because his lack of knowledge because again that is a problem I'm here to solve so again I'm just asking questions to get him to actually take responsibility that it's his lack of knowledge which is causing these problems.
[09:54] well I mean it's it's kind of tough I mean like I don't really know EX exactly what to kind of say to go as deep you get what I mean boom got it see it's like I don't know what to say okay then I'm just going to continue to push it Forward yeah well it's like first and
[10:12] it Forward yeah well it's like first and foremost um like what are you what are
[10:14] foremost um like what are you what are you currently saying like you know
[10:16] you currently saying like you know somebody tells you like hey I need to
[10:17] somebody tells you like hey I need to talk to the partner are you just like
[10:18] talk to the partner are you just like letting them off the call or is there
[10:20] letting them off the call or is there something you do to try to get
[10:21] something you do to try to get underneath
[10:22] underneath that I mean I'll TR to try to find out
[10:25] that I mean I'll TR to try to find out what they're trying to talk to the
[10:26] what they're trying to talk to the partner about okay but then aside from
[10:29] partner about okay but then aside from that it's like like what else can I do
[10:31] that it's like like what else can I do like give him some time to talk right
[10:34] like give him some time to talk right yeah so again he's like hey I'm I'm
[10:37] yeah so again he's like hey I'm I'm trying but like what else can I do you
[10:40] trying but like what else can I do you see like and this is and where my mind
[10:43] is going right now is he's still blaming
[10:47] the external a bit like hey what else
[10:49] can I do like I don't know what to say
[10:51] but what else can I do they need to talk
[10:53] to their partner like this objection is
[10:54] valid so this like I need to be able to
[10:57] debunk that and right now if I continue
[11:00] just to push forward without getting him
[11:02] to actually take the responsibility and
[11:04] actually turn his problem internal like
[11:06] at the end again whatever it is that I'm
[11:10] selling him he's not going to buy
[11:12] selling him he's not going to buy completely into it why because I cannot completely into it why because I cannot give him prospects that don't need to give him prospects that don't need to talk to his partner I need to get him to talk to his partner I need to get him to admit that is his fault that he's not overcoming these objections you could.
[11:24] overcoming these objections you could can can I make a suggestion around that.
[11:28] can can I make a suggestion around that yeah yeah is if if somebody tells you that they need to talk to their partner.
[11:33] that they need to talk to their partner and if we believe that that's a real objection how on any level are we going to help them overcome that and actually to help them overcome that and actually get them to buy on the call.
[11:45] call never really thought of it like that probably never to be honest yeah.
[11:49] that probably never to be honest yeah well why not so something I did there again can I make a suggestion this you're going to you want to ask permission to go ahead and offer a different perspective a different reframe and then from there.
[12:03] different reframe and then from there like once I get a little bit of buyin on whatever it is I'm trying to reframe okay I want to push back why not.
[12:11] why not because anybody anytime anybody takes a
[12:13] because anybody anytime anybody takes a step in your direction you want to push back on them.
[12:15] so therefore they entrench themselves in their belief of what they just agreed to okay now it's not me saying it it is them saying it because everything I say is garbage but as a everything they say is Gospel so I need him to say I need him to take on this belief.
[12:36] well I mean if if I think that's an objection right then like a real objection then it's just like there's nothing I can do to get around it you know what I mean yeah so it's like you're going to going to maybe have a little bit of a tough time cuz at the end of the day man does what you sell does it actually solve the problems the people you're talking to yeah yeah yeah.
[13:02] so it's like and when they hop on because what do you sell again yeah it's um it's like a legion service for uh for weight loss clinics yeah yeah and when they hop on are they thinking to themselves no matter what he says if it
[13:14] themselves no matter what he says if it sounds like the perfect thing ever I'm
[13:16] sounds like the perfect thing ever I'm just going to tell them I need to think
[13:17] just going to tell them I need to think about it and then hurry off the call do
[13:20] about it and then hurry off the call do you think like they're saying that at
[13:21] you think like they're saying that at the beginning to
[13:23] the beginning to themselves probably
[13:25] themselves probably not so what what do you feel like you
[13:28] not so what what do you feel like you might be saying or not saying like
[13:31] might be saying or not saying like throughout the process that's causing
[13:32] throughout the process that's causing them to give you these think about it or
[13:34] them to give you these think about it or partner objections you know if we know
[13:36] partner objections you know if we know like they're not even coming into the
[13:38] like they're not even coming into the call with that on their mind so again
[13:42] call with that on their mind so again like I got it where he's still blaming
[13:44] like I got it where he's still blaming the external I get some
[13:47] the external I get some buyin that they're not coming on to the
[13:49] buyin that they're not coming on to the call with this belief that oh no matter
[13:51] call with this belief that oh no matter what he says I'm just going to think
[13:52] what he says I'm just going to think about it okay now once I get that buyin
[13:56] about it okay now once I get that buyin that this this is true this belief is
[13:58] that this this is true this belief is true I'm going to then I need to again
[14:01] true I'm going to then I need to again get it internal what is he doing wrong
[14:05] get it internal what is he doing wrong what is he doing that is causing this
[14:07] what is he doing that is causing this problem okay so I'm just going to
[14:10] problem okay so I'm just going to continue to loop around until I get that
[14:12] continue to loop around until I get that because if I don't have that then the
[14:14] because if I don't have that then the rest of the sales call like honestly it
[14:16] rest of the sales call like honestly it doesn't matter because it's not his.
[14:17] doesn't matter because it's not his fault and when he gets to the end he's like oh well it's not my fault so I can't solve it so I'm going to keep on getting it to where it's internal.
[14:30] um I think I feel like it's either maybe like the price that's the issue right okay of the service and then maybe like during the discovery I'm just not going possibly like to build that urgency right where like they feel like they should be buying you get what I mean.
[14:45] okay yeah and we we can take two of those right because when we talking about the price like do they get a good Roi.
[14:52] yeah I mean like you definitely make your money it's just yeah so do you feel like you know it's worth the price and other people have bought it right.
[14:59] I do okay so what do you feel like you're not doing or maybe you are doing that's causing them to focus more on the price rather than the value you give so again the price of the service he can't change the price he is a salesperson okay if he is a business owner it's a different story but again that is an external.
[15:16] story but again that is an external thing so then I'm going to take the thing.
[15:18] so then I'm going to take the price boom okay do you get an Roi yes.
[15:22] price boom okay do you get an Roi yes they get an Roi it solves their problem.
[15:24] it is worth the price so again I'm asking an internal question well what are you doing that is causing them to focus on the price rather than the value.
[15:28] again internal he keeps on trying to blame the external and if I fall into this trap of just thinking that's good enough we're going to get to the end and I'm not going to have the leverage I need because again it's not his fault.
[15:36] I mean it's a great question I mean lots of great question it could be like maybe they just don't have it in their Bank like the money so of course they're going to be looking at the money CU like I go through the process and I feel like they can see it but it's just like I don't maybe they just don't have the money again he's still he he is.
[16:16] the money again he's still he he is being resistant and just not buying into.
[16:19] being resistant and just not buying into the fact that he's the one who's causing this problem.
[16:21] the fact that he's the one who's causing this problem so we're going to do more.
[16:23] this problem so we're going to do more more another loop let's see where we go.
[16:27] more another loop let's see where we go yeah and and there are going to be.
[16:29] yeah and and there are going to be sometimes people don't have a money.
[16:32] um I guess what if it wasn't what you thought.
[16:34] guess what if it wasn't what you thought it was man what do you mean cuz if I.
[16:37] were to sell you a $300,000 Lamborghini for $10,000 you think you would find the money.
[16:40] for $10,000 you think you would find the money probably okay why because I mean.
[16:44] it's a really good return on my my 10 grand.
[16:49] yeah it's like dude the value is unquestionable.
[16:51] unquestionable so right now like you know you'll find the money.
[16:54] like people will get resourceful.
[16:56] if it makes sense if there's enough urgency there.
[16:58] so what do you feel like right now is preventing you from being.
[16:59] able to actually build that urgency and make sure they this focusing on the value.
[17:00] value rather than just the price to put down again another loop here's the belief.
[17:02] I'm opening enough to a suggestion like what if it wasn't what you thought it was.
[17:03] like what do you mean.
[17:06] make sure they this focusing on the value rather than just the price to put down again another loop here's the belief.
[17:07] I'm opening enough to a suggestion like what if it wasn't what you thought it was like what do you mean.
[17:08] what if it wasn't what you thought it was like what do you mean.
[17:12] what do you mean.
[17:14] what if it wasn't what you thought it was like what do you mean.
[17:15] what do you mean.
[17:18] you thought it was like what do you mean right now who's giving permission to
[17:19] right now who's giving permission to show him something different then I show
[17:21] show him something different then I show him something different use an analogy
[17:24] him something different use an analogy okay for this instance people will get
[17:26] okay for this instance people will get resourceful if they see the value so
[17:29] resourceful if they see the value so then I'm then I'm shifting it right back
[17:31] then I'm then I'm shifting it right back to him again just another loop of this
[17:33] to him again just another loop of this and I can do this all day if I need to
[17:37] and I can do this all day if I need to okay now typically most people you don't
[17:40] okay now typically most people you don't need to go in this many Loops but for
[17:42] need to go in this many Loops but for this person that's what he needs so
[17:43] this person that's what he needs so that's what I'm going to do for him okay
[17:44] that's what I'm going to do for him okay until he actually admits to himself that
[17:47] until he actually admits to himself that he is the problem because that is the
[17:49] he is the problem because that is the only way that this person can get better
[17:51] only way that this person can get better is if they admit that is their fault and
[17:53] is if they admit that is their fault and they take full responsibility that is
[17:55] they take full responsibility that is the only way then I can actually help
[17:57] the only way then I can actually help them
[17:59] them yeah it's probably like building that
[18:00] yeah it's probably like building that urgency and really showing them the
[18:04] urgency and really showing them the value be like showing them how they're
[18:05] value be like showing them how they're going to be getting a return you know
[18:07] going to be getting a return you know what I mean yeah so what what do you
[18:08] what I mean yeah so what what do you feel like right now just with your skill
[18:10] feel like right now just with your skill set of what you're doing is preventing
[18:11] set of what you're doing is preventing you from being able to actually build
[18:12] you from being able to actually build that urgency in the people you're
[18:14] that urgency in the people you're talking
[18:17] to it could
[18:19] to it could be maybe the fact that I probably like.
[18:23] be maybe the fact that I probably like during like near the end of the call.
[18:25] during like near the end of the call when I try getting like a consequence or.
[18:27] when I try getting like a consequence or like I don't go as deep during Discovery.
[18:30] like I don't go as deep during Discovery yep like stuff like that where just is.
[18:32] yep like stuff like that where just is it's hard to build that urgency okay and.
[18:35] it's hard to build that urgency okay and is the reason why you're not going as.
[18:36] is the reason why you're not going as deep is you just don't know how we're.
[18:38] deep is you just don't know how we're we're scared we're going to get judged.
[18:39] we're scared we're going to get judged like what what's actually going on man.
[18:41] like what what's actually going on man um it's a bit of like don't know how but.
[18:44] um it's a bit of like don't know how but then also like fear of asking the wrong.
[18:46] then also like fear of asking the wrong question ah boom finally got the problem.
[18:50] question ah boom finally got the problem he doesn't know what questions to ask.
[18:52] he doesn't know what questions to ask and he's fearful he going to ask the.
[18:53] and he's fearful he going to ask the wrong question these are two problems.
[18:56] wrong question these are two problems that are internal they're his problems.
[18:58] that are internal they're his problems that I can now help him solve okay then.
[19:01] that I can now help him solve okay then now from here I'm just going to dig down.
[19:05] now from here I'm just going to dig down yeah no I can get it man I definitely.
[19:07] yeah no I can get it man I definitely been there before and you not knowing.
[19:09] been there before and you not knowing how or just we're fearful of asking the.
[19:11] how or just we're fearful of asking the right question how do you feel like this.
[19:13] is actually impacting your ability to.
[19:16] is actually impacting your ability to get these deals across the.
[19:19] get these deals across the line I mean definitely a lot I I think I.
[19:22] line I mean definitely a lot I I think I would say in in what way because like if
[19:26] would say in in what way because like if I can't get through Discovery correctly
[19:28] I can't get through Discovery correctly right then that just kind of tosses the
[19:30] whole call out the window and then even
[19:32] in objection handling if I just let
[19:35] these objections become real ones in my mind
[19:38] then I'm like never going to close anyone yeah and how many objections are
[19:43] we running into right now let's say on a weekly basis like how many calls are we
[19:47] getting and how many are those ending up
[19:49] in an objection I would say like 95% of them
[19:54] are ending up in an objection okay well
[19:56] how many calls are we getting right now
[19:58] about per week like I'm talking to
[20:00] yeah um about like
[20:08] 25 okay so about 25 is it sometimes lower sometimes higher is that like the
[20:12] average yeah like say 23 to be safe 23
[20:15] now right now what I'm doing is I'm drilling down into the numbers so he's
[20:18] telling me that he's getting all these
[20:24] telling me that he's getting all these objections he's losing out on sales now
[20:26] objections he's losing out on sales now I want to turn his stories into numbers
[20:28] I want to turn his stories into numbers now something that you want to do with
[20:30] now something that you want to do with salese in particular is they tend to be
[20:32] salese in particular is they tend to be a little bit wishy-washy with their
[20:34] a little bit wishy-washy with their numbers so I always push back a bit you
[20:37] numbers so I always push back a bit you don't have to do this in every industry
[20:39] don't have to do this in every industry okay but if you notice he's a little bit
[20:41] okay but if you notice he's a little bit ambiguous about 25 like I want him to
[20:45] ambiguous about 25 like I want him to give me concrete numbers the reason why
[20:47] give me concrete numbers the reason why I want to give get concrete numbers is
[20:50] I want to give get concrete numbers is it makes it more real okay I need to
[20:52] it makes it more real okay I need to make these numbers as real as possible
[20:54] make these numbers as real as possible so they hurt as much as possible that's
[20:56] so they hurt as much as possible that's that's really what it comes down to so
[20:58] that's really what it comes down to so if he's ambiguous and he's not giving me
[21:00] if he's ambiguous and he's not giving me the real number then again when I build
[21:02] the real number then again when I build up the numbers Gap it's not going to be
[21:05] up the numbers Gap it's not going to be as real as it should be if I had
[21:06] as real as it should be if I had concrete numbers okay 23 calls and let's
[21:10] concrete numbers okay 23 calls and let's talk about last week how many sales did
[21:12] talk about last week how many sales did you
[21:15] make maybe like three
[21:18] make maybe like three maybe yeah like okay like
[21:22] maybe yeah like okay like three okay so we closed three last week
[21:26] three okay so we closed three last week 23 so right now now we're closing at
[21:31] 23 so right now now we're closing at 133% that that number sound
[21:34] 133% that that number sound right I don't like it but yeah so again
[21:37] right I don't like it but yeah so again I'm always going to get confirmation on
[21:39] I'm always going to get confirmation on the numbers again he said maybe push
[21:41] the numbers again he said maybe push back and I'm like okay so it's these are
[21:43] back and I'm like okay so it's these are the numbers does that sound right I need
[21:45] the numbers does that sound right I need him to tell me yes I can't just push
[21:48] him to tell me yes I can't just push forward with numbers without his
[21:50] forward with numbers without his confirmation or a lot of these number
[21:52] confirmation or a lot of these number Gap things that when are talking about
[21:54] Gap things that when are talking about drilling down as far as like his
[21:56] drilling down as far as like his feelings around losing all these sales
[21:58] feelings around losing all these sales it's not going to hit is hard I need him
[22:00] it's not going to hit is hard I need him to admit that these are the numbers and
[22:03] to admit that these are the numbers and it's hard for people to hide when they
[22:08] it's hard for people to hide when they admit that these are the actual numbers
[22:10] admit that these are the actual numbers you know what I mean so it's like I need
[22:11] you know what I mean so it's like I need him to admit that and how much is a a
[22:15] him to admit that and how much is a a sale worth to you because it it's going
[22:18] sale worth to you because it it's going to be a bit different but like how much
[22:19] to be a bit different but like how much do you get commissions per sale I get
[22:22] do you get commissions per sale I get about 500 bucks for sale okay so like
[22:25] about 500 bucks for sale okay so like 500 and of those 23 like how many do you
[22:28] 500 and of those 23 like how many do you feel like are closable because like some
[22:30] feel like are closable because like some of them you not going to be able to
[22:32] of them you not going to be able to close but of those 23 how many of you
[22:33] close but of those 23 how many of you feel like is
[22:37] closable I mean at least like 10 at
[22:41] closable I mean at least like 10 at least at least what what would be like
[22:43] least at least what what would be like if you had the skill set to build that
[22:46] if you had the skill set to build that urgency what would be the most you feel
[22:48] urgency what would be the most you feel like are actually closable and this is
[22:50] like are actually closable and this is something you can do no matter where
[22:52] something you can do no matter where you're at if you're really trying to
[22:53] you're at if you're really trying to build a gap whether it's future pacing
[22:55] build a gap whether it's future pacing like understand like what's their goal
[22:57] like understand like what's their goal like where are they looking to actually
[22:58] like where are they looking to actually get to or building a numbers Gap if they
[23:01] get to or building a numbers Gap if they say at least I always want to raise that
[23:04] say at least I always want to raise that okay well okay that's the least like
[23:07] okay well okay that's the least like what do you feel like you can actually
[23:09] what do you feel like you can actually do okay so I'm just raising the numbers
[23:12] do okay so I'm just raising the numbers Gap from like three to to 10 to three to
[23:16] Gap from like three to to 10 to three to 15 okay I just want to raise that Gap in
[23:19] 15 okay I just want to raise that Gap in his mind so the numbers Gap is
[23:24] larger like 13 to 15 like about that out
[23:28] larger like 13 to 15 like about that out of those
[23:29] of those it's like 15 right so if we're talking
[23:31] it's like 15 right so if we're talking about if we're doing that per week then
[23:34] about if we're doing that per week then that's making 7500 per week that we
[23:38] that's making 7500 per week that we could be making right now per week we're
[23:40] could be making right now per week we're making about 1,500 does that sound right
[23:43] making about 1,500 does that sound right right getting buying so we're
[23:46] right getting buying so we're leaving each week like
[23:49] leaving each week like $66,000 on the
[23:52] $66,000 on the table yeah not super great at math dude
[23:55] table yeah not super great at math dude but if we do that per month we're
[23:56] but if we do that per month we're leaving about $244,000 on the table does
[23:59] leaving about $244,000 on the table does that does that look
[24:01] that does that look right
[24:03] right yeah now I like to show the numbers and
[24:07] yeah now I like to show the numbers and like actually tell them the math that
[24:09] like actually tell them the math that I'm doing or what you can do is like hey
[24:11] I'm doing or what you can do is like hey man do you have a calculator handy can
[24:13] man do you have a calculator handy can you like you can calculate this out for
[24:14] you like you can calculate this out for me it's like what what does that come up
[24:16] me it's like what what does that come up to 24 thou does does those numbers look
[24:19] to 24 thou does does those numbers look right again I'm always just getting
[24:20] right again I'm always just getting buying on the numbers I need to get them
[24:22] buying on the numbers I need to get them to admit this is what they're leaving on
[24:24] to admit this is what they're leaving on the
[24:24] the table okay well I don't want to assume
[24:27] table okay well I don't want to assume because like I do my sales I don't do
[24:29] because like I do my sales I don't do yours but you hop in on these calls
[24:33] yours but you hop in on these calls being scared of you know asking the
[24:34] being scared of you know asking the right question and just getting hammered
[24:36] right question and just getting hammered with objections at the end like how does
[24:39] with objections at the end like how does that feel
[24:42] dude not good it's like I feel like I
[24:45] dude not good it's like I feel like I don't know what I'm doing yeah but day
[24:48] don't know what I'm doing yeah but day after day you're feeling like you're not
[24:50] after day you're feeling like you're not knowing what you're doing like what's
[24:51] knowing what you're doing like what's that actually doing to
[24:55] you um
[24:59] you um I feel like it just leads me to like
[25:00] I feel like it just leads me to like maybe not even do sales anymore like I
[25:03] maybe not even do sales anymore like I don't know it's for me like type of
[25:05] don't know it's for me like type of thing like sometimes I think of that and
[25:07] thing like sometimes I think of that and are you okay feeling that way because
[25:11] are you okay feeling that way because you could
[25:12] you could be I don't want to feel that way I mean
[25:15] be I don't want to feel that way I mean I like what I do it's just
[25:19] yeah just what
[25:23] yeah just what just like I just got to get better like
[25:25] just like I just got to get better like be able to actually close some of these
[25:27] be able to actually close some of these deals yeah not going to so right there
[25:30] deals yeah not going to so right there again I'm just digging I'm digging down
[25:32] again I'm just digging I'm digging down and I need to get the
[25:33] and I need to get the emotions of him day in day out hopping
[25:36] emotions of him day in day out hopping on his calls not KN what to say and just
[25:38] on his calls not KN what to say and just losing out on sales okay because when
[25:40] losing out on sales okay because when you have when when you are getting into
[25:43] you have when when you are getting into somebody's pain because this is what I'm
[25:44] somebody's pain because this is what I'm really getting right now like I need
[25:46] really getting right now like I need this guy's pain I need the feeling
[25:49] this guy's pain I need the feeling because at the end of the day I'm not
[25:51] because at the end of the day I'm not selling sales training I'm selling
[25:55] selling sales training I'm selling getting rid of that feeling he just told
[25:57] getting rid of that feeling he just told me of hopping on not knowing what he's
[26:00] me of hopping on not knowing what he's doing and losing out on sales that's
[26:02] doing and losing out on sales that's what I'm selling him I'm selling him
[26:04] what I'm selling him I'm selling him getting rid of a feeling so I need to
[26:06] getting rid of a feeling so I need to get to that feeling because when you do
[26:10] get to that feeling because when you do understand pain it's not the problem
[26:13] understand pain it's not the problem it's life telling you you have a problem
[26:17] it's life telling you you have a problem for example if somebody's like 500 lb
[26:20] for example if somebody's like 500 lb it's not the fact that it's like okay
[26:22] it's not the fact that it's like okay 500 lb yes is the problem but it's the
[26:24] 500 lb yes is the problem but it's the fact that life tells them that they're
[26:26] fact that life tells them that they're 500 lb like their knees hurt they look
[26:28] 500 lb like their knees hurt they look in the mirror and they see it and
[26:30] in the mirror and they see it and they're disgusted or like whatever it is
[26:32] they're disgusted or like whatever it is or for him it's him hopping on sales
[26:35] or for him it's him hopping on sales calls not knowing what to say and losing
[26:37] calls not knowing what to say and losing out on sales that's life telling him
[26:39] out on sales that's life telling him he's not good at what he does so that's
[26:42] he's not good at what he does so that's what I need to get to when does life
[26:44] what I need to get to when does life tell this person that they need to get
[26:46] tell this person that they need to get better at sales and how do they feel
[26:48] better at sales and how do they feel about that and then my job is I'm just
[26:51] about that and then my job is I'm just selling them to get rid of that feeling
[26:54] selling them to get rid of that feeling at the end of the day everyone buys On
[26:56] at the end of the day everyone buys On Emotion then we backtrack with logic so
[26:57] Emotion then we backtrack with logic so obviously viously the numbers the ROI
[27:00] obviously viously the numbers the ROI all that does need to make sense but the
[27:02] all that does need to make sense but the biggest thing I'm selling this guy is
[27:04] biggest thing I'm selling this guy is being a different person and getting rid
[27:06] being a different person and getting rid of that feeling he just told me right
[27:08] of that feeling he just told me right now appreciate that man but besides
[27:10] now appreciate that man but besides obviously like wanting to get better I
[27:12] obviously like wanting to get better I guess like what be the main reason you'd
[27:13] guess like what be the main reason you'd be looking for like outside help to help
[27:16] be looking for like outside help to help you streamline that rather than just
[27:17] you streamline that rather than just like hope and pray you figure all this
[27:19] like hope and pray you figure all this [ __ ] out on your own and the reason why
[27:21] [ __ ] out on your own and the reason why I ask that is I need to get rid of the
[27:23] I ask that is I need to get rid of the next best alternative why don't you just
[27:25] next best alternative why don't you just try to figure this out on your own so I
[27:27] try to figure this out on your own so I need him to tell himself that that is
[27:30] need him to tell himself that that is not a good solution and I say it in a
[27:32] not a good solution and I say it in a way that's framed where the alternative
[27:35] way that's framed where the alternative solution is not a good solution so if
[27:38] solution is not a good solution so if you notice why don't you just hope and
[27:40] you notice why don't you just hope and pray you figure all this out on your own
[27:43] pray you figure all this out on your own like it's going to be very hard for him
[27:44] like it's going to be very hard for him to say well I yeah I I I was thinking
[27:46] to say well I yeah I I I was thinking about hoping and praying and figuring it
[27:47] about hoping and praying and figuring it out like no it it sounds ridiculous and
[27:51] out like no it it sounds ridiculous and it sounds ridiculous on purpose I need
[27:52] it sounds ridiculous on purpose I need him to tell himself that he doesn't want
[27:56] him to tell himself that he doesn't want to and he can't figure it out on his own
[27:59] to and he can't figure it out on his own okay that's where I come in
[28:02] okay that's where I come in right I've been doing it for the past
[28:04] right I've been doing it for the past two months it's not working yeah so then
[28:07] two months it's not working yeah so then for you as far as it not working let's
[28:09] for you as far as it not working let's say we do get it working where are you
[28:11] say we do get it working where are you actually looking to be like each and
[28:13] actually looking to be like each and every month consistently in terms of
[28:15] every month consistently in terms of like the actual commissions you have
[28:16] like the actual commissions you have coming
[28:16] coming in I want to get the 20 grand per month
[28:19] in I want to get the 20 grand per month consistently yeah can can I make a
[28:23] consistently yeah can can I make a suggestion yeah would you be willing to
[28:25] suggestion yeah would you be willing to change that want to a need
[28:28] change that want to a need what do you mean well do you know the
[28:30] what do you mean well do you know the difference between a want and a
[28:33] difference between a want and a need uh yeah I mean like a need is like
[28:35] need uh yeah I mean like a need is like something that you um like have to have
[28:37] something that you um like have to have a want's just something I'd like to have
[28:39] a want's just something I'd like to have right yeah it's like you know a want is
[28:41] right yeah it's like you know a want is if it's
[28:42] if it's convenient do you feel like you being
[28:44] convenient do you feel like you being able to get to the point where you're
[28:45] able to get to the point where you're making 20,000 per month like that's just
[28:47] making 20,000 per month like that's just going to be
[28:48] going to be convenient yeah no it won't be right so
[28:51] convenient yeah no it won't be right so it's need is I'll do whatever it takes
[28:53] it's need is I'll do whatever it takes so would you be willing to change that
[28:56] so would you be willing to change that one into a need
[28:59] one into a need now why did I do that because you have
[29:03] now why did I do that because you have to understand people think by talking
[29:07] to understand people think by talking okay the way that he talks to himself is
[29:10] okay the way that he talks to himself is the way that he's talking to me right
[29:12] the way that he's talking to me right now so if he always tells himself like
[29:14] now so if he always tells himself like it'd be nice or like he wants this stuff
[29:18] it'd be nice or like he wants this stuff like what it is it's wishful language
[29:20] like what it is it's wishful language there's not urgency behind it okay like
[29:22] there's not urgency behind it okay like I want to be at the beach right now but
[29:24] I want to be at the beach right now but I need to be making content for you guys
[29:26] I need to be making content for you guys so you guys get better at sales and then
[29:28] so you guys get better at sales and then some of you guys will be like dudee this
[29:30] some of you guys will be like dudee this guy knows everything about sales let me
[29:33] guy knows everything about sales let me give him some money right like that's
[29:34] give him some money right like that's what I need to be doing right now okay
[29:36] what I need to be doing right now okay so it's like we do what we need to do we
[29:39] so it's like we do what we need to do we don't always do what we want to do so if
[29:41] don't always do what we want to do so if I help him change his
[29:44] I help him change his language I help change the way that this
[29:46] language I help change the way that this person thinks and if I help change the
[29:49] person thinks and if I help change the way that this person thinks I'm going to
[29:51] way that this person thinks I'm going to change the way this person acts okay so
[29:54] change the way this person acts okay so the thinking comes before the action so
[29:57] the thinking comes before the action so right now I'm just addressing the way
[29:59] right now I'm just addressing the way that he is thinking so that way when we
[30:01] that he is thinking so that way when we get to the end I don't have to address
[30:03] get to the end I don't have to address how this person is acting as much okay
[30:06] how this person is acting as much okay so I'm preh handling that before it even
[30:08] so I'm preh handling that before it even comes up in the first
[30:09] comes up in the first place yeah why would you pushing back
[30:14] place yeah why would you pushing back cuz I mean like not being a 20 grand per
[30:17] cuz I mean like not being a 20 grand per mon mhm it just leads me away from like
[30:20] mon mhm it just leads me away from like doing the things that I want to be doing
[30:22] doing the things that I want to be doing yeah man because what are you what are
[30:23] yeah man because what are you what are you currently at at the
[30:25] you currently at at the moment what did you do last month yeah
[30:28] moment what did you do last month yeah last month it was like about six okay so
[30:31] last month it was like about six okay so six to 20 and before we started talking
[30:34] six to 20 and before we started talking besides just going through the free
[30:36] besides just going through the free stuff like what have you been doing
[30:38] stuff like what have you been doing about getting Advanced Training getting
[30:40] about getting Advanced Training getting actual help so you can be making 20,000
[30:42] actual help so you can be making 20,000 per month now this is a crucial part of
[30:45] per month now this is a crucial part of the call I'm asking him hey before we
[30:47] the call I'm asking him hey before we started talking what have you been doing
[30:49] started talking what have you been doing about solving your problem now the
[30:51] about solving your problem now the reason I'm asking this questions is I
[30:53] reason I'm asking this questions is I want to dive in to his decision-making
[30:56] want to dive in to his decision-making process because if he's had this problem
[30:58] process because if he's had this problem for months now and he hasn't done
[31:00] for months now and he hasn't done anything there's something that is
[31:02] anything there's something that is holding him back okay and if I don't
[31:05] holding him back okay and if I don't know what that something is typically
[31:06] know what that something is typically I'm just going to get it in the
[31:07] I'm just going to get it in the objection handling part so if I can
[31:10] objection handling part so if I can understand what it is right now I can
[31:12] understand what it is right now I can address it shift the belief shift the
[31:14] address it shift the belief shift the way he speaks right shift the way that
[31:15] way he speaks right shift the way that he's thinking that way at the end again
[31:18] he's thinking that way at the end again I'm having to do less of that and he
[31:20] I'm having to do less of that and he just takes the actions he needs to take
[31:22] just takes the actions he needs to take okay so that is the reason I ask this
[31:24] okay so that is the reason I ask this question I'm basically right now I'm
[31:26] question I'm basically right now I'm looking for red flags
[31:30] nothing major really just like YouTube
[31:33] nothing major really just like YouTube stuff why
[31:36] stuff why not just the like the funds really just
[31:39] not just the like the funds really just like it's I know it's expensive so like
[31:41] like it's I know it's expensive so like not really looking to you know what I
[31:43] not really looking to you know what I mean okay cool so we got hey I haven't
[31:46] mean okay cool so we got hey I haven't really gotten help because I think it's
[31:47] really gotten help because I think it's expensive so there's a couple thing
[31:49] expensive so there's a couple thing that's like going through my mind again
[31:52] that's like going through my mind again this is something to where it's
[31:55] this is something to where it's external right to where he's BL I mean
[31:58] external right to where he's BL I mean it's the money it's not himself so I
[32:02] it's the money it's not himself so I need to shift that way of thinking
[32:04] need to shift that way of thinking internal because it's not about the
[32:06] internal because it's not about the money it's about why haven't you been
[32:09] money it's about why haven't you been resourceful that's where I need to get
[32:11] resourceful that's where I need to get him to so I can get to an actual
[32:13] him to so I can get to an actual tangible belief that has been holding
[32:15] tangible belief that has been holding him back an internal
[32:18] him back an internal belief well when you say expensive
[32:20] belief well when you say expensive because everyone's a little bit
[32:21] because everyone's a little bit different like what do you mean by that
[32:24] different like what do you mean by that exactly like uh you know they're like
[32:28] exactly like uh you know they're like usually pretty expensive coming to like
[32:30] usually pretty expensive coming to like you know like 8 10 grand for like a a
[32:33] you know like 8 10 grand for like a a training right and if that's what I'm
[32:35] training right and if that's what I'm going to charge him this is a huge red
[32:37] going to charge him this is a huge red flag which is that's what I am so I need
[32:40] flag which is that's what I am so I need to shift the way that he's thinking
[32:43] to shift the way that he's thinking right now so how I typically do that is
[32:45] right now so how I typically do that is offer suggestion okay when it comes to
[32:48] offer suggestion okay when it comes to money typically I'm going to use a quote
[32:50] money typically I'm going to use a quote and then again turn it internal shift
[32:53] and then again turn it internal shift the belief ask internal question to get
[32:56] the belief ask internal question to get beneath what is he's saying when it's
[32:59] beneath what is he's saying when it's too
[33:00] too expensive yeah can can I can I make a
[33:03] expensive yeah can can I can I make a suggestion around that man
[33:05] suggestion around that man yeah my favorite quote Is by Tony
[33:09] yeah my favorite quote Is by Tony Robbins right you heard of him yeah yeah
[33:11] Robbins right you heard of him yeah yeah life coach guy worth like a billion
[33:13] life coach guy worth like a billion dollars right it goes people's biggest
[33:17] dollars right it goes people's biggest superpowers is their ability to be
[33:19] superpowers is their ability to be resourceful most people are just
[33:21] resourceful most people are just resourceful on how they can't be
[33:23] resourceful on how they can't be resourceful you get where I'm coming
[33:25] resourceful you get where I'm coming from yeah so what's prevented you from
[33:29] from yeah so what's prevented you from actually getting
[33:31] actually getting resourceful if we know and we've been in
[33:34] resourceful if we know and we've been in pain for the past couple months losing
[33:36] pain for the past couple months losing out on these
[33:39] sales I guess it's just like risking
[33:42] sales I guess it's just like risking like that money and not getting a return
[33:45] like that money and not getting a return yeah well how would you know you want to
[33:47] yeah well how would you know you want to get a return if you don't
[33:50] get a return if you don't try again I got well like I it's just
[33:54] try again I got well like I it's just risking that money and not getting the
[33:56] risking that money and not getting the return and then he so what I'm going to
[33:59] return and then he so what I'm going to do is I'm going to challenge this
[34:01] do is I'm going to challenge this assertion to where it's like oh well if
[34:03] assertion to where it's like oh well if I put the money in I'm scared I'm not
[34:05] I put the money in I'm scared I'm not going to get a return well the obvious
[34:07] going to get a return well the obvious question is how are you going to know
[34:10] question is how are you going to know how would you know and this is a really
[34:13] how would you know and this is a really easy way to really in a in a roundabout
[34:18] easy way to really in a in a roundabout way challenge any belief like how would
[34:20] way challenge any belief like how would you know this if you haven't done it
[34:23] you know this if you haven't done it that's really what it comes down to
[34:28] it's a great question I mean I wouldn't
[34:31] it's a great question I mean I wouldn't know that's I mean so so what's
[34:33] know that's I mean so so what's prevented you from at least going out
[34:35] prevented you from at least going out and trying
[34:41] internal I guess like nothing's been
[34:43] internal I guess like nothing's been preventing it's just like fear of yeah
[34:47] preventing it's just like fear of yeah boom we got it he's just been fearful of
[34:49] boom we got it he's just been fearful of pulling the trigger on something okay so
[34:52] pulling the trigger on something okay so now where my mind goes is okay where
[34:54] now where my mind goes is okay where does this fear come from I I need to go
[34:57] does this fear come from I I need to go ahead now attach his fear to something
[35:00] ahead now attach his fear to something negative which is the money he's losing
[35:03] negative which is the money he's losing and the person he has been and get him
[35:06] and the person he has been and get him to tell himself that he needs to let go
[35:08] to tell himself that he needs to let go of this okay watch How I do it dude
[35:11] of this okay watch How I do it dude there's no judgment on my end right i'
[35:13] there's no judgment on my end right i' I've been in your I've been in your
[35:14] I've been in your I've been in your shoes before like I get it I'm not going
[35:16] shoes before like I get it I'm not going to take that away from you yeah but
[35:18] to take that away from you yeah but where do you feel like this fear
[35:20] where do you feel like this fear actually comes from like if we've been
[35:22] actually comes from like if we've been in pain for the past couple months we
[35:24] in pain for the past couple months we know we're we're leaving sales on the
[35:25] know we're we're leaving sales on the table like where do you feel like this
[35:26] table like where do you feel like this fear is coming from
[35:36] I don't know maybe like
[35:38] I don't know maybe like in honestly I don't know yeah well if
[35:41] in honestly I don't know yeah well if you thought about it
[35:44] you thought about it man where does Fear come
[35:48] man where does Fear come from I mean I feel like it could be
[35:50] from I mean I feel like it could be coming from
[35:51] coming from like just not
[35:54] like just not having like just like maybe like not
[35:57] having like just like maybe like not believing myself that I could actually
[35:58] believing myself that I could actually like get the training done you get what
[36:01] like get the training done you get what I mean yeah no I get it man and that
[36:05] I mean yeah no I get it man and that fear of you not knowing or not believing
[36:07] fear of you not knowing or not believing in yourself like what do you feel like
[36:09] in yourself like what do you feel like it's actually cost you these past couple
[36:13] months definely cost me what like 14
[36:17] months definely cost me what like 14 Grand every single month yeah and how
[36:20] Grand every single month yeah and how much how many months have we been doing
[36:22] much how many months have we been doing this and feeling this
[36:23] this and feeling this way in total about four mons okay so
[36:29] way in total about four mons okay so four
[36:30] four months times
[36:33] 14,000 so we left
[36:36] 14,000 so we left $556,000 like on the
[36:39] $556,000 like on the table I guess you could call it that
[36:42] table I guess you could call it that yeah want double check the numbers no I
[36:45] yeah want double check the numbers no I mean I don't want to those numbers check
[36:48] mean I don't want to those numbers check out yeah so again he he kind of didn't
[36:51] out yeah so again he he kind of didn't buy into the numbers right away so again
[36:53] buy into the numbers right away so again I like a push back hey man you want to
[36:54] I like a push back hey man you want to double check we can do the math again so
[36:56] double check we can do the math again so I again I need to get him to buy to the
[36:58] I again I need to get him to buy to the numbers I'm tying this belief of him not
[37:00] numbers I'm tying this belief of him not believing in himself to him losing you
[37:02] believing in himself to him losing you know in the past four months
[37:05] know in the past four months $56,000 so it just comes down to do you
[37:07] $56,000 so it just comes down to do you feel like it's worth you holding on to
[37:09] feel like it's worth you holding on to your fear and you paying life $56,000
[37:13] your fear and you paying life $56,000 every four months due to this
[37:17] fear I don't think it's worth it no why
[37:21] fear I don't think it's worth it no why not CU that's that's what I could be
[37:25] not CU that's that's what I could be getting if I just like go to this fear
[37:27] getting if I just like go to this fear yeah man and the reason why I ask is at
[37:29] yeah man and the reason why I ask is at the end of the day dude like yes it's
[37:31] the end of the day dude like yes it's learning the skills but it's also about
[37:34] learning the skills but it's also about you being a better person because if you
[37:36] you being a better person because if you give somebody the perfect die plan in
[37:38] give somebody the perfect die plan in the world they don't have the right
[37:40] the world they don't have the right mentality to use it like what type of
[37:41] mentality to use it like what type of results you going to get not good ones
[37:44] results you going to get not good ones jack [ __ ] right so for you being that
[37:48] jack [ __ ] right so for you being that sales guy who makes 20,000 per month
[37:50] sales guy who makes 20,000 per month like do you got to walk that you have to
[37:52] like do you got to walk that you have to have a different level of confidence
[37:54] have a different level of confidence about you you get what I mean yeah so
[37:56] about you you get what I mean yeah so right now again I use an analogy to then
[37:59] right now again I use an analogy to then talk about the person who he is right
[38:01] talk about the person who he is right now and the person who he needs to be to
[38:03] now and the person who he needs to be to get his results so now like I have a
[38:05] get his results so now like I have a numbers Gap okay so he's like six to 20
[38:09] numbers Gap okay so he's like six to 20 now I need a behavioral gap an identity
[38:12] now I need a behavioral gap an identity gap of him being that guy who makes 20K
[38:16] gap of him being that guy who makes 20K versus the person who he is now okay so
[38:19] versus the person who he is now okay so I need both gaps I need the numbers Gap
[38:22] I need both gaps I need the numbers Gap that's important but I also need his
[38:24] that's important but I also need his identity Gap his behavioral Gap okay his
[38:27] identity Gap his behavioral Gap okay his feel Gap like actual characteristics
[38:29] feel Gap like actual characteristics that's causing him to lose out on this
[38:31] that's causing him to lose out on this money because that is the Crux of the
[38:34] money because that is the Crux of the cell like yes the numbers have to make
[38:37] cell like yes the numbers have to make sense 100% But ultimately I am selling
[38:42] sense 100% But ultimately I am selling him on being a better person I'm selling
[38:44] him on being a better person I'm selling him on getting rid of the feelings that
[38:46] him on getting rid of the feelings that he has of his current self that is all
[38:49] he has of his current self that is all the sell is about at the end of the
[38:51] the sell is about at the end of the day just right now we're the guy who
[38:53] day just right now we're the guy who makes 6,000 is that right
[38:57] makes 6,000 is that right so I have to ask man like are you okay
[38:59] so I have to ask man like are you okay continuing to be the person you have
[39:01] continuing to be the person you have been because you are I'm the first one
[39:02] been because you are I'm the first one to tell you man just keep doing what
[39:03] to tell you man just keep doing what you're doing no okay why not I want to
[39:08] you're doing no okay why not I want to change I want I want to become that
[39:09] change I want I want to become that 20,000 per month guy yeah and in order
[39:11] 20,000 per month guy yeah and in order to change like things have to die off we
[39:14] to change like things have to die off we have to let go of things yeah so what's
[39:16] have to let go of things yeah so what's the biggest thing you feel like you
[39:18] the biggest thing you feel like you actually have to let go of in order to
[39:20] actually have to let go of in order to grow into that 20,000 per month
[39:23] grow into that 20,000 per month guy I have to let go of that fear
[39:28] guy I have to let go of that fear yeah what have you don't what if you
[39:31] yeah what have you don't what if you hold on to this fear and we stay that
[39:33] hold on to this fear and we stay that 6,000 per month guy for the rest of your
[39:35] 6,000 per month guy for the rest of your life like how's that going to
[39:39] feel
[39:41] feel depressing yeah depressing in what
[39:44] depressing yeah depressing in what way cuz it's just
[39:46] way cuz it's just like I'm just staying at this place
[39:49] like I'm just staying at this place where it's like you're that's just
[39:52] where it's like you're that's just average in my opinion like I don't want
[39:54] average in my opinion like I don't want to be average why are you not okay being
[39:56] to be average why are you not okay being an average man
[39:58] an average man so what I'm doing right now I'm just
[39:59] so what I'm doing right now I'm just digging he's like hey I don't want to be
[40:01] digging he's like hey I don't want to be average so again I want him to tell me
[40:04] average so again I want him to tell me why he doesn't want to be average
[40:06] why he doesn't want to be average because some people are fine being
[40:07] because some people are fine being average so I'm not going to just take
[40:09] average so I'm not going to just take that answer like oh I don't want to be
[40:10] that answer like oh I don't want to be average as it's obvious because it's not
[40:14] average as it's obvious because it's not I don't know this person like intimately
[40:16] I don't know this person like intimately I don't know what drives them so I'm
[40:18] I don't know what drives them so I'm just asking the question why are you not
[40:20] just asking the question why are you not okay being average and I'm just going to
[40:22] okay being average and I'm just going to get him to continue to tell himself that
[40:24] get him to continue to tell himself that he's not okay being the person he has
[40:26] he's not okay being the person he has been and just Dig Down
[40:29] been and just Dig Down Deeper because I
[40:31] Deeper because I mean averages gets you like average
[40:34] mean averages gets you like average results you know like you drive an
[40:35] results you know like you drive an average car average life and some people
[40:39] average car average life and some people are fine with that why aren't
[40:41] are fine with that why aren't you because I don't want them I mean you
[40:44] you because I don't want them I mean you know I think I want the nice car the
[40:46] know I think I want the nice car the nice
[40:47] nice house I get it man so it's like
[40:49] house I get it man so it's like ultimately cuz like money is just a
[40:52] ultimately cuz like money is just a vehicle so I was coming in getting you
[40:55] vehicle so I was coming in getting you 20,000 per month so right now now so I'm
[40:58] 20,000 per month so right now now so I'm digging Down Deeper on what he doesn't
[41:01] digging Down Deeper on what he doesn't want now I need to understand what does
[41:03] want now I need to understand what does he want like what actually drives this
[41:05] he want like what actually drives this person like when I'm talk when I'm going
[41:07] person like when I'm talk when I'm going into future Pace I want to understand
[41:09] into future Pace I want to understand like again what is this guy running
[41:12] like again what is this guy running towards when we are in a sales
[41:14] towards when we are in a sales conversation we need to know like what
[41:15] conversation we need to know like what somebody is running towards and what
[41:17] somebody is running towards and what they're running away from that way
[41:19] they're running away from that way they're going to run as quick as
[41:20] they're going to run as quick as possible so I need both right now I I've
[41:22] possible so I need both right now I I've gone into a lot of the pain of what he's
[41:24] gone into a lot of the pain of what he's running away from but not as much of
[41:26] running away from but not as much of what is he running towards okay so right
[41:29] what is he running towards okay so right now understand what is he running
[41:30] now understand what is he running towards and when I go through future
[41:33] towards and when I go through future Pace I'm really looking for tangibles
[41:37] Pace I'm really looking for tangibles like things they can touch they can feel
[41:39] like things they can touch they can feel and then how can I paint a picture in
[41:41] and then how can I paint a picture in their mind of what that future actually
[41:45] their mind of what that future actually looks like so it feels real to them okay
[41:47] looks like so it feels real to them okay so they're going to run so much faster
[41:49] so they're going to run so much faster again when the picture in their mind of
[41:51] again when the picture in their mind of what they're running towards actually
[41:52] what they're running towards actually feels
[41:54] feels real at the end of the day it's just
[41:56] real at the end of the day it's just numbers in a bank account it it's like
[41:58] numbers in a bank account it it's like what it does for you so for you to go
[42:00] what it does for you so for you to go from 6,000 to 20,000 like what
[42:03] from 6,000 to 20,000 like what difference does it actually
[42:04] difference does it actually make and I ask what difference does that
[42:07] make and I ask what difference does that make very very purposefully because
[42:10] make very very purposefully because there are some people that run towards
[42:13] there are some people that run towards things more they're more forward focused
[42:15] things more they're more forward focused and some people run away from things
[42:17] and some people run away from things they're more you know getting out of
[42:18] they're more you know getting out of pain Focus so what difference is neutral
[42:22] pain Focus so what difference is neutral so it gets that means like you know pick
[42:23] so it gets that means like you know pick your own adventure question I want to
[42:26] your own adventure question I want to keep it neutral so that way again
[42:28] keep it neutral so that way again whichever thing that really drives this
[42:30] whichever thing that really drives this person the most we're going to talk
[42:31] person the most we're going to talk about that the most and if it's forward
[42:33] about that the most and if it's forward Focus we're going to talk about forward
[42:34] Focus we're going to talk about forward Focus if it's getting out of the pain
[42:36] Focus if it's getting out of the pain then we'll talk about that
[42:39] then we'll talk about that more definely boost in
[42:42] more definely boost in confidence what way like now I'm like
[42:45] confidence what way like now I'm like walking around like yeah I am like the
[42:47] walking around like yeah I am like the guy who makes 20 grand per month like I
[42:49] guy who makes 20 grand per month like I do that yeah no it's good man what what
[42:51] do that yeah no it's good man what what else does it actually allow you to do
[42:53] else does it actually allow you to do that maybe you can't do
[42:54] that maybe you can't do now probably drive the car that I want
[42:57] now probably drive the car that I want what car do you want so if you notice
[43:00] what car do you want so if you notice here see the shift in my body language I
[43:03] here see the shift in my body language I do this on every single call so the the
[43:07] do this on every single call so the the thing is most people typically they
[43:10] thing is most people typically they don't talk about their dreams they don't
[43:11] don't talk about their dreams they don't talk about their goals and if they do
[43:15] talk about their goals and if they do people typically don't respond in the
[43:17] people typically don't respond in the best way so I am being the person they
[43:19] best way so I am being the person they can actually tell this to and I'm
[43:22] can actually tell this to and I'm excited to talk about it so I always
[43:24] excited to talk about it so I always push my mic forward okay and I lean
[43:27] push my mic forward okay and I lean forward it's something that's really
[43:29] forward it's something that's really subtle but it's the shift it's the shift
[43:33] subtle but it's the shift it's the shift in your body language it's a shift in
[43:34] in your body language it's a shift in your tone that causes the difference
[43:37] your tone that causes the difference here again if you're going 200 miles per
[43:40] here again if you're going 200 miles per hour but you stay the same speed you
[43:42] hour but you stay the same speed you don't notice it it's the acceleration
[43:44] don't notice it it's the acceleration that you notice the same thing with
[43:45] that you notice the same thing with tonality so if I'm the same throughout
[43:48] tonality so if I'm the same throughout the entire call again it's not going to
[43:50] the entire call again it's not going to make much of a difference but if I
[43:53] make much of a difference but if I actually shift I'm more interested now
[43:55] actually shift I'm more interested now I'm allowing him to drink like my my
[43:58] I'm allowing him to drink like my my tone just becomes a little bit lighter a
[43:59] tone just becomes a little bit lighter a little bit more Curious and I'm just a
[44:01] little bit more Curious and I'm just a little bit more forward and this is
[44:03] little bit more forward and this is going to allow him to really open up
[44:05] going to allow him to really open up about his dreams his goals his
[44:07] about his dreams his goals his aspirations because that's what I
[44:13] need be specific I don't know if You'
[44:16] need be specific I don't know if You' seen
[44:17] seen like like I I want like a like a C63
[44:20] like like I I want like a like a C63 like AMG like that's what I want okay is
[44:22] like AMG like that's what I want okay is there a certain color or like what you
[44:25] there a certain color or like what you thinking map again I'm getting more
[44:27] thinking map again I'm getting more specifics I'm making this real for him
[44:30] specifics I'm making this real for him why Mt black I thought it was always
[44:32] why Mt black I thought it was always like like a Batman color know like it's
[44:35] like like a Batman color know like it's good man right so it's like okay get the
[44:38] good man right so it's like okay get the car is there anything else that you're
[44:39] car is there anything else that you're like okay 20,000 a month like really
[44:41] like okay 20,000 a month like really allows me to do
[44:44] this uh like get the
[44:48] this uh like get the car maybe get like a watch too okay so
[44:52] car maybe get like a watch too okay so get get some of the luxuries like get
[44:54] get get some of the luxuries like get like some luxuries like like it's really
[44:56] like some luxuries like like it's really like I feel like behind it all it's like
[44:59] like I feel like behind it all it's like status right yeah well well when it
[45:01] status right yeah well well when it comes to status man because everyone's a
[45:03] comes to status man because everyone's a little bit
[45:04] little bit different where do you feel like that
[45:05] different where do you feel like that drive comes from or why is that so
[45:08] drive comes from or why is that so important to you to like you know have
[45:09] important to you to like you know have the nice car have the nice watch so I
[45:13] the nice car have the nice watch so I want to get beneath his wants okay and
[45:16] want to get beneath his wants okay and the reason I asked that question that
[45:18] the reason I asked that question that particular way like hey where where does
[45:19] particular way like hey where where does that drive come from or or why do you
[45:21] that drive come from or or why do you feel like it's so important to you 99%
[45:24] feel like it's so important to you 99% of the time they're going to tell me
[45:25] of the time they're going to tell me something about their childhood right
[45:27] something about their childhood right which again is a big emotional anchor
[45:30] which again is a big emotional anchor that I can then use throughout the rest
[45:32] that I can then use throughout the rest of the conversation
[45:34] of the conversation okay well it's like you know status
[45:37] okay well it's like you know status it's I don't want to say it's what
[45:39] it's I don't want to say it's what brings you value but it's like what
[45:40] brings you value but it's like what makes you stand out you know what I mean
[45:43] makes you stand out you know what I mean yeah why why is it so important to you
[45:44] yeah why why is it so important to you to stand out
[45:46] to stand out dude CU like I want I want people to
[45:49] dude CU like I want I want people to like to like know who I am like oh like
[45:50] like to like know who I am like oh like what is he do like stuff like that you
[45:52] what is he do like stuff like that you know yeah so then you having the watch
[45:55] know yeah so then you having the watch the car the status like what does that
[45:57] the car the status like what does that actually do for you personally when
[45:59] actually do for you personally when you're actually standing out like that
[46:01] you're actually standing out like that makes me feel good in what
[46:05] makes me feel good in what way like getting the the recognition
[46:09] way like getting the the recognition that like I want to be getting yeah so
[46:12] that like I want to be getting yeah so if you if you had a sit and you had a
[46:13] if you if you had a sit and you had a picture in your mind right like you go
[46:15] picture in your mind right like you go on to the car dealership you pick out
[46:17] on to the car dealership you pick out the AMG Matt Black yeah get the keys you
[46:20] the AMG Matt Black yeah get the keys you take it off the lot windows down sun on
[46:23] take it off the lot windows down sun on your face wind blowing through your hair
[46:25] your face wind blowing through your hair like at that moment dude
[46:27] like at that moment dude like how does that
[46:29] like how does that feel so again you see I'm I'm I'm using
[46:32] feel so again you see I'm I'm I'm using very vivid
[46:34] very vivid language what that's going to cause him
[46:35] language what that's going to cause him to do is like actually sit and picture
[46:37] to do is like actually sit and picture that it's hard for you not
[46:41] that it's hard for you not to feels really
[46:43] to feels really good I'm sure it
[46:45] good I'm sure it does but with what you're currently
[46:47] does but with what you're currently doing now with just a skill set you do
[46:50] doing now with just a skill set you do have what's the likelihood you're going
[46:52] have what's the likelihood you're going to be able to get those keys and take
[46:53] to be able to get those keys and take that drive
[46:57] unless I go into crazy debt not close at
[47:00] unless I go into crazy debt not close at all so again like I got this good future
[47:03] all so again like I got this good future pace of what he really wants what's
[47:04] pace of what he really wants what's driving him and then now I'm flipping it
[47:07] driving him and then now I'm flipping it we're going more into consequence well
[47:08] we're going more into consequence well how are you going to get this if you
[47:09] how are you going to get this if you don't get the skills I need him to admit
[47:11] don't get the skills I need him to admit that there's no way and then from there
[47:14] that there's no way and then from there I'm going to go into a personal story
[47:16] I'm going to go into a personal story and the reason why I love using personal
[47:19] and the reason why I love using personal stories is it opens me up more
[47:22] stories is it opens me up more emotionally so it it makes people feel
[47:25] emotionally so it it makes people feel more comfortable giving you more
[47:27] more comfortable giving you more emotional genuine answers number one
[47:29] emotional genuine answers number one number two it's going to shape the
[47:32] number two it's going to shape the answer that he gives to because like I
[47:35] answer that he gives to because like I like again he's a younger guy right so I
[47:41] like again he's a younger guy right so I need them to think about what are the
[47:43] need them to think about what are the consequences if they don't do anything
[47:45] consequences if they don't do anything especially with younger people just in
[47:47] especially with younger people just in general okay if you're younger please
[47:49] general okay if you're younger please don't get offended but just in general
[47:51] don't get offended but just in general like they they're not going to have as
[47:52] like they they're not going to have as much urgency because they always have
[47:55] much urgency because they always have the excuse in their mind well I'm I'm
[47:57] the excuse in their mind well I'm I'm young I have time so I need to get the
[48:01] young I have time so I need to get the emotion out of him that pushing this off
[48:04] emotion out of him that pushing this off is terrible so doing that I open myself
[48:07] is terrible so doing that I open myself up emotionally and I shape the type of
[48:09] up emotionally and I shape the type of answer he gives why
[48:15] not just because I'm not I'm not I don't
[48:17] not just because I'm not I'm not I don't have the skill set to actually make that
[48:18] have the skill set to actually make that like to make the 20 grand to do that
[48:21] like to make the 20 grand to do that yeah dude and I I can definitely
[48:22] yeah dude and I I can definitely appreciate that man and C can I can I
[48:24] appreciate that man and C can I can I share a quick
[48:25] share a quick story yeah because I I would say I see a
[48:28] story yeah because I I would say I see a lot of myself what like five years ago
[48:30] lot of myself what like five years ago and like where you're at now yeah a lot
[48:33] and like where you're at now yeah a lot of the same like you know I wanted the
[48:35] of the same like you know I wanted the nice things and I really wanted things
[48:37] nice things and I really wanted things like I was running towards um and and it
[48:40] like I was running towards um and and it pushed me and it'll push you so far yeah
[48:43] pushed me and it'll push you so far yeah but for me it it wasn't until I had to
[48:46] but for me it it wasn't until I had to sit and take a look at what I was
[48:49] sit and take a look at what I was running away from that really kicked it
[48:51] running away from that really kicked it into that next gear that made it to
[48:54] into that next gear that made it to where like it became a need rather than
[48:56] where like it became a need rather than just to want because for me like I grew
[48:59] just to want because for me like I grew up in a small town right so it's like
[49:01] up in a small town right so it's like I'm definitely scared of being average
[49:03] I'm definitely scared of being average like it scares the [ __ ] out of me and I
[49:05] like it scares the [ __ ] out of me and I had to have the conversation with myself
[49:07] had to have the conversation with myself that if you don't take action if you
[49:10] that if you don't take action if you don't do everything in your power
[49:11] don't do everything in your power possible to make as much money as you
[49:14] possible to make as much money as you need to then you're going to have the
[49:16] need to then you're going to have the same pain that your dad had in his voice
[49:20] same pain that your dad had in his voice every time as a kid he told you you can
[49:21] every time as a kid he told you you can have something or you're going to have
[49:24] have something or you're going to have the pain that he still has to this day
[49:26] the pain that he still has to this day the risk he should have took but he
[49:28] the risk he should have took but he didn't and you will have regret so I got
[49:32] didn't and you will have regret so I got to ask him okay so let's break that down
[49:34] to ask him okay so let's break that down like first and
[49:36] like first and foremost again like that is my true
[49:38] foremost again like that is my true story like that's my true driver but I'm
[49:40] story like that's my true driver but I'm going to emphasize certain points
[49:43] going to emphasize certain points depending on the person that I'm talking
[49:44] depending on the person that I'm talking to for him like okay he doesn't want to
[49:46] to for him like okay he doesn't want to be average right so it's like I really
[49:48] be average right so it's like I really make sure I emphasize that point and I
[49:50] make sure I emphasize that point and I also emphasize that you know what really
[49:52] also emphasize that you know what really Chang it from a want to a need is this
[49:56] Chang it from a want to a need is this okay okay then from there I talk about
[50:00] okay okay then from there I talk about the conversation I have with myself but
[50:02] the conversation I have with myself but if you notice I'm what I'm doing is I'm
[50:07] if you notice I'm what I'm doing is I'm masking the convers like what I'm
[50:09] masking the convers like what I'm telling him so this is a really easy way
[50:13] telling him so this is a really easy way to make more direct
[50:16] to make more direct commands and direct statements if you
[50:19] commands and direct statements if you hide them in quotes like I had the con I
[50:21] hide them in quotes like I had the con I had to have the conversation with myself
[50:23] had to have the conversation with myself if you don't take action if you don't do
[50:26] if you don't take action if you don't do this you'll have regret like I am
[50:29] this you'll have regret like I am telling him this
[50:31] telling him this indirectly so a really easy way to do
[50:33] indirectly so a really easy way to do that and the way I love to do that is
[50:35] that and the way I love to do that is just through quotes Okay you can either
[50:37] just through quotes Okay you can either do it through quotes of like you know
[50:39] do it through quotes of like you know famous people or people like they would
[50:41] famous people or people like they would look up to or again you can tell a
[50:43] look up to or again you can tell a personal story and you can talk about
[50:44] personal story and you can talk about either the conversation somebody told
[50:46] either the conversation somebody told you or the conversation you had with
[50:48] you or the conversation you had with yourself it's a really easy way to have
[50:50] yourself it's a really easy way to have direct commands without it coming across
[50:53] direct commands without it coming across in a direct way and if we don't do
[50:56] in a direct way and if we don't do anything about this if we keep on being
[50:58] anything about this if we keep on being the person we have been holding on to
[51:00] the person we have been holding on to this fear a month 3 months 12 months
[51:03] this fear a month 3 months 12 months down the line like what's going to
[51:09] happen nothing good I mean nothing's
[51:11] happen nothing good I mean nothing's going to change I won't get better right
[51:14] going to change I won't get better right yeah but again lots of people stay the
[51:16] yeah but again lots of people stay the same for you it would be the day-to-day
[51:19] same for you it would be the day-to-day ramifications a year from now we
[51:21] ramifications a year from now we continue to hold on to this feere and be
[51:23] continue to hold on to this feere and be that 6,000 per month guy so he gave me
[51:26] that 6,000 per month guy so he gave me an answer like I'll stay the same now
[51:27] an answer like I'll stay the same now what I'm looking for when I ask
[51:29] what I'm looking for when I ask something like this like a consequence
[51:30] something like this like a consequence question I'm looking for a type of
[51:32] question I'm looking for a type of emotion I need them to really like
[51:35] emotion I need them to really like contemplate and there needs to be like
[51:37] contemplate and there needs to be like a like dude that would be [ __ ]
[51:40] a like dude that would be [ __ ] terrible like once I get that like it's
[51:42] terrible like once I get that like it's not really the answer like there's no
[51:44] not really the answer like there's no special words I just need to make sure
[51:46] special words I just need to make sure I'm getting the right emotion out of
[51:48] I'm getting the right emotion out of them like I've had people to where it's
[51:50] them like I've had people to where it's like
[51:51] like legitimately they don't say anything but
[51:54] legitimately they don't say anything but they like they'll tear up and I'm like
[51:57] they like they'll tear up and I'm like okay that's a good answer right I'm like
[51:59] okay that's a good answer right I'm like what happens they'll like and they'll
[52:01] what happens they'll like and they'll tear up I'm like won't be good right
[52:04] tear up I'm like won't be good right they'll say something like that like and
[52:05] they'll say something like that like and on paper that's not a good response but
[52:08] on paper that's not a good response but it's really it's more of the emotion are
[52:10] it's really it's more of the emotion are they actually contemplating
[52:11] they actually contemplating failure is there that or them like
[52:15] failure is there that or them like really you know feeling that internally
[52:18] really you know feeling that internally that's what I need right now so if he's
[52:20] that's what I need right now so if he's like oh I'll stay the same right like
[52:22] like oh I'll stay the same right like it's a little bit flip it like it's flip
[52:24] it's a little bit flip it like it's flip it like oh what I'll stay the same like
[52:26] it like oh what I'll stay the same like lots of people people stay the
[52:27] lots of people people stay the same why don't you want to or what would
[52:29] same why don't you want to or what would be the day-to-day impact right so I'm
[52:31] be the day-to-day impact right so I'm getting deeper like oh just stay the
[52:33] getting deeper like oh just stay the same kind of flip it answer it's not
[52:35] same kind of flip it answer it's not good enough so that's why I'm now
[52:37] good enough so that's why I'm now digging deeper into
[52:39] digging deeper into this probably
[52:41] this probably regret like not taking action like
[52:43] regret like not taking action like sooner to actually fix that what does
[52:46] sooner to actually fix that what does what does regret look like for
[52:48] what does regret look like for you I mean like how it looks I feel like
[52:51] you I mean like how it looks I feel like I can't see it but it's like a feeling
[52:52] I can't see it but it's like a feeling like that gut feeling like uh
[52:55] like that gut feeling like uh like say he made the noise oh
[52:58] like say he made the noise oh right got it and are you willing to
[53:01] right got it and are you willing to allow that regret to come up so again
[53:04] allow that regret to come up so again now I'm putting on him are you willing
[53:06] now I'm putting on him are you willing to allow
[53:07] to allow this no okay why
[53:11] this no okay why not I don't want to feel that feeling
[53:14] not I don't want to feel that feeling yeah and like at the end of the day we
[53:16] yeah and like at the end of the day we don't sell Magic pills right it's really
[53:19] don't sell Magic pills right it's really about drawing a Line in the Sand and
[53:20] about drawing a Line in the Sand and committing like hey I'm going to do
[53:21] committing like hey I'm going to do whatever it takes so I never feel that
[53:24] whatever it takes so I never feel that regret is that something you're willing
[53:25] regret is that something you're willing to do
[53:27] to do yeah but why now though like why not be
[53:29] yeah but why now though like why not be that guy who's just like new year new me
[53:31] that guy who's just like new year new me like we just kick it down the road
[53:32] like we just kick it down the road because you could so yeah like right now
[53:34] because you could so yeah like right now I'm just getting him to commit to the
[53:36] I'm just getting him to commit to the idea of he needs a change because that's
[53:38] idea of he needs a change because that's all I'm selling at the end of the day
[53:40] all I'm selling at the end of the day I'm just I'm selling the commitment to
[53:42] I'm just I'm selling the commitment to him changing and being a better person
[53:44] him changing and being a better person and getting rid of the feelings that's
[53:46] and getting rid of the feelings that's all I'm doing right now just getting
[53:47] all I'm doing right now just getting more commitment pushing back a little
[53:49] more commitment pushing back a little bit more like why now why not do it
[53:51] bit more like why now why not do it later I'm just I'm building more of that
[53:53] later I'm just I'm building more of that up so it's like I'm just building more
[53:55] up so it's like I'm just building more urgency in to to this conversation
[53:57] urgency in to to this conversation that's
[54:01] all I mean I could but it's at the end
[54:03] all I mean I could but it's at the end of the day if like I just continue
[54:05] of the day if like I just continue kicking it down the road it's like that
[54:07] kicking it down the road it's like that person who always starts their diet on
[54:08] person who always starts their diet on Monday it's like they they comes Monday
[54:10] Monday it's like they they comes Monday and they never start yeah you don't want
[54:12] and they never start yeah you don't want to be that guy do
[54:13] to be that guy do you never to be that guy right CU I mean
[54:18] you never to be that guy right CU I mean based off what you're telling me
[54:19] based off what you're telling me especially when you're talking about
[54:21] especially when you're talking about actually learning the skills to build
[54:23] actually learning the skills to build urgency and not fall into the Trap of
[54:25] urgency and not fall into the Trap of falling into objections yeah what we're
[54:28] falling into objections yeah what we're doing would definitely work for what
[54:28] doing would definitely work for what you're looking for so if I help I can
[54:30] you're looking for so if I help I can take you through exactly like how that
[54:32] take you through exactly like how that process works and how we can get you
[54:33] process works and how we can get you 20,000 per month then from there I'm
[54:35] 20,000 per month then from there I'm like hey man that makes sense based
[54:37] like hey man that makes sense based while you're saying like what we're
[54:38] while you're saying like what we're doing to work like right now I'm not so
[54:41] doing to work like right now I'm not so at the very beginning of the call I'm
[54:42] at the very beginning of the call I'm more neutral a little bit more
[54:44] more neutral a little bit more standoffish like I'm not just asserting
[54:46] standoffish like I'm not just asserting things at this point I have his pain I
[54:49] things at this point I have his pain I know exactly what's going on he's
[54:51] know exactly what's going on he's admitted that he is a problem my
[54:52] admitted that he is a problem my neutrality is out the window it's like
[54:54] neutrality is out the window it's like hey bro I can definitely help you
[54:57] hey bro I can definitely help you okay now I am giving this person
[55:00] okay now I am giving this person certainty so neutrality out the window I
[55:03] certainty so neutrality out the window I am certain I can help this person just
[55:05] am certain I can help this person just from the information he told me like now
[55:08] from the information he told me like now that I know all this information I
[55:09] that I know all this information I cannot let this person off the call
[55:12] cannot let this person off the call without being being emotionally [ __ ]
[55:14] without being being emotionally [ __ ] up or buying like those are the only two
[55:16] up or buying like those are the only two options after this okay so I know I can
[55:21] options after this okay so I know I can help this
[55:22] help this person so I'm not neutral about it
[55:24] person so I'm not neutral about it anymore like would that help yeah
[55:26] anymore like would that help yeah yeah okay cool do you have a pen and
[55:28] yeah okay cool do you have a pen and paper Andy I do okay perfect so what I
[55:31] paper Andy I do okay perfect so what I want you to do is Market one speed
[55:36] want you to do is Market one speed up the presentation part first foremost
[55:38] up the presentation part first foremost how did the process feel man what do you
[55:39] how did the process feel man what do you mean like Sal process we just went
[55:40] mean like Sal process we just went through Discover how feel I mean I
[55:41] through Discover how feel I mean I didn't realize process good right you
[55:44] didn't realize process good right you want to be able to sell like that yeah
[55:45] want to be able to sell like that yeah 100% now this is something that really
[55:48] 100% now this is something that really if you're selling training that like
[55:49] if you're selling training that like part of the presentation is just the way
[55:51] part of the presentation is just the way you sell people so that's a question I
[55:53] you sell people so that's a question I always ask people hey man how to feel
[55:55] always ask people hey man how to feel right you want to learn how do that all
[55:57] right you want to learn how do that all right cool give me money right so um if
[56:00] right cool give me money right so um if you're not selling that which I assume
[56:02] you're not selling that which I assume most of you wouldn't be it's not really
[56:04] most of you wouldn't be it's not really relevant but again it's like typically
[56:07] relevant but again it's like typically when we're talking about presentations
[56:09] when we're talking about presentations I'm going to like structure it in three
[56:10] I'm going to like structure it in three different pillars keep it short concise
[56:13] different pillars keep it short concise to the point and like hey you know how
[56:15] to the point and like hey you know how you said this this is the problem you're
[56:17] you said this this is the problem you're running into this is why we have this
[56:19] running into this is why we have this this is how it's going to solve this
[56:20] this is how it's going to solve this problem and this is what it means for
[56:21] problem and this is what it means for you okay so I'm just focusing on the
[56:23] you okay so I'm just focusing on the problems I have what I have to solve
[56:25] problems I have what I have to solve that problem and what after the problem
[56:27] that problem and what after the problem is solved like what it actually means
[56:28] is solved like what it actually means for them okay because like step number
[56:31] for them okay because like step number one is how do we actually get a
[56:32] one is how do we actually get a structure in place because you know you
[56:33] structure in place because you know you said right now just because we don't
[56:35] said right now just because we don't know exactly what to say we're having a
[56:36] know exactly what to say we're having a hard time building urgency we're fearful
[56:37] hard time building urgency we're fearful we're going to ask the wrong questions
[56:39] we're going to ask the wrong questions so I give you the exact structure to
[56:40] so I give you the exact structure to somebody holding you accountable to make
[56:41] somebody holding you accountable to make sure we reach 20,000 per month yeah I
[56:43] sure we reach 20,000 per month yeah I mean like I I really appreciate it why
[56:46] mean like I I really appreciate it why you get multiple points that you're GNA
[56:47] you get multiple points that you're GNA be a get back you can hop on learn from
[56:49] be a get back you can hop on learn from other people as well but then that way
[56:50] other people as well but then that way again you get that process in place get
[56:51] again you get that process in place get that okay I'm just skipping forward a
[56:53] that okay I'm just skipping forward a little bit because again this is very
[56:55] little bit because again this is very much industry specific stuff as far as
[56:57] much industry specific stuff as far as like the presentation so some of it's
[56:58] like the presentation so some of it's not going to be relatable to most of
[57:01] not going to be relatable to most of your guys' sales
[57:04] your guys' sales structure feedback so you can start to
[57:06] structure feedback so you can start to get to the point where you're making
[57:07] get to the point where you're making 20,000 per month make sense uhhuh yeah
[57:10] 20,000 per month make sense uhhuh yeah but if you notice I'm always tying it
[57:12] but if you notice I'm always tying it back to the outcome like what they want
[57:14] back to the outcome like what they want that's what all your pillars needs to be
[57:16] that's what all your pillars needs to be tied into that's what everything in the
[57:17] tied into that's what everything in the presentation it always needs to be tied
[57:19] presentation it always needs to be tied back to what it actually gives them like
[57:21] back to what it actually gives them like what it wants what they want perfect
[57:24] what it wants what they want perfect last 101's and accountability
[57:27] last 101's and accountability before we do get to that point are you
[57:28] before we do get to that point are you actually open to being held accountable
[57:30] actually open to being held accountable now this is something that if you have
[57:32] now this is something that if you have any type of accountability I would
[57:34] any type of accountability I would always ask it in the presentation if not
[57:37] always ask it in the presentation if not in Discovery the reason if I can get
[57:40] in Discovery the reason if I can get this person to admit that they want to
[57:41] this person to admit that they want to be held accountable now I have a lot
[57:43] be held accountable now I have a lot more free reign when it comes to the
[57:46] more free reign when it comes to the objection handling right they're like
[57:48] objection handling right they're like okay well you know put in all my coaches
[57:50] okay well you know put in all my coaches I know you're looking for a little bit
[57:51] I know you're looking for a little bit of accountability you know the first
[57:53] of accountability you know the first first accountability session is like
[57:55] first accountability session is like right now okay so let's talk about it so
[57:57] right now okay so let's talk about it so you can be a little bit more forward
[57:59] you can be a little bit more forward because they admitted that they needed
[58:00] because they admitted that they needed accountability not only admitted it to
[58:02] accountability not only admitted it to you but they admitted it to themselves
[58:04] you but they admitted it to themselves that they need accountability so I
[58:05] that they need accountability so I always have some type of accountability
[58:07] always have some type of accountability pillar in there I'm like hey man before
[58:09] pillar in there I'm like hey man before we do get to that point like are you
[58:10] we do get to that point like are you even open to that because some people
[58:11] even open to that because some people are like oh yeah I am like why would you
[58:14] are like oh yeah I am like why would you right and get them to tell themselves
[58:16] right and get them to tell themselves why they need the
[58:18] why they need the accountability I mean like how do you
[58:21] accountability I mean like how do you mean well everyone's a little bit
[58:22] mean well everyone's a little bit different right like are you open to
[58:25] different right like are you open to somebody holding you accountable to make
[58:26] somebody holding you accountable to make sure we reach 20,000 per month yeah I
[58:29] sure we reach 20,000 per month yeah I mean like I I would really appreciate it
[58:32] mean like I I would really appreciate it why because I mean like if I don't have
[58:35] why because I mean like if I don't have like the skill set now to be able to do
[58:37] like the skill set now to be able to do that I mean like I feel like I would
[58:39] that I mean like I feel like I would need someone else to kind of like put
[58:40] need someone else to kind of like put that pressure on me yeah and and really
[58:41] that pressure on me yeah and and really as a coach it's my job to tell you what
[58:43] as a coach it's my job to tell you what you need to hear not always tell you
[58:44] you need to hear not always tell you what you want to hear okay so that's
[58:45] what you want to hear okay so that's what I'll be doing we'll have one-onone
[58:47] what I'll be doing we'll have one-onone sessions each month where we'll
[58:48] sessions each month where we'll specifically pick out what your lowest
[58:49] specifically pick out what your lowest hanging fruit is and really work on that
[58:51] hanging fruit is and really work on that so it's going to be customized to you
[58:52] so it's going to be customized to you you also have unlimited access to me on
[58:54] you also have unlimited access to me on slack so any questions you have you can
[58:56] slack so any questions you have you can them over right away and then from there
[58:57] them over right away and then from there I'll be checking in on you we'll be
[58:59] I'll be checking in on you we'll be looking at the data and we'll I'll be
[59:00] looking at the data and we'll I'll be pushing you to make sure we get to
[59:01] pushing you to make sure we get to 20,000 as quick as possible do you see
[59:03] 20,000 as quick as possible do you see how that can be helpful yeah that' be
[59:05] how that can be helpful yeah that' be really helpful yeah so any questions on
[59:06] really helpful yeah so any questions on how the structure works okay so I went
[59:09] how the structure works okay so I went through the entire structure and how I'm
[59:11] through the entire structure and how I'm going to finish that up is I'm going to
[59:12] going to finish that up is I'm going to ask hey any questions I need to
[59:15] ask hey any questions I need to eliminate any type of ambiguity any type
[59:18] eliminate any type of ambiguity any type of muddiness out of his mind like hey
[59:19] of muddiness out of his mind like hey any questions how this works then from
[59:21] any questions how this works then from there I need to tie off value so
[59:24] there I need to tie off value so understand like now that I'm going into
[59:26] understand like now that I'm going into to presenting price and potentially
[59:28] to presenting price and potentially handling objections I know that there
[59:30] handling objections I know that there are only three objections time money
[59:33] are only three objections time money value okay so I need to eliminate one of
[59:37] value okay so I need to eliminate one of those if I eliminate value now there are
[59:39] those if I eliminate value now there are only two objections either it's money
[59:41] only two objections either it's money logistical or fear time logistical or
[59:44] logistical or fear time logistical or fear nothing else partner what do they
[59:47] fear nothing else partner what do they need to talk to the partner about they
[59:48] need to talk to the partner about they need to talk to the partner about money
[59:50] need to talk to the partner about money right either logistically or fear-based
[59:52] right either logistically or fear-based okay so that's really all it comes down
[59:54] okay so that's really all it comes down to oh I need to talk to other
[59:56] to oh I need to talk to other competitors what do they need to talk to
[59:57] competitors what do they need to talk to other competitors about either they're
[59:59] other competitors about either they're looking for like a cheaper price or
[01:00:01] looking for like a cheaper price or something that's going to get them
[01:00:02] something that's going to get them quicker or it's a value thing so tie
[01:00:04] quicker or it's a value thing so tie money value so I want to make sure I'm
[01:00:06] money value so I want to make sure I'm tying off value like hey this will
[01:00:08] tying off value like hey this will actually get you to your result I need
[01:00:10] actually get you to your result I need them to admit that to me so eliminate
[01:00:12] them to admit that to me so eliminate any questions on your presentation hey
[01:00:15] any questions on your presentation hey any questions on anything that I went
[01:00:16] any questions on anything that I went over if they have questions address it
[01:00:18] over if they have questions address it then so that way it's cleancut then from
[01:00:21] then so that way it's cleancut then from there it's like okay before we get into
[01:00:22] there it's like okay before we get into the investment do you feel like with
[01:00:24] the investment do you feel like with what I laid out like this would actually
[01:00:25] what I laid out like this would actually be the answer for it or do you feel like
[01:00:26] be the answer for it or do you feel like with what I laid out like this would
[01:00:27] with what I laid out like this would actually take you from 6,000 per month
[01:00:29] actually take you from 6,000 per month to 20,000 per month why do you feel like
[01:00:31] to 20,000 per month why do you feel like it would okay get that then from there
[01:00:34] it would okay get that then from there okay now I'm going to drop price and
[01:00:36] okay now I'm going to drop price and then ask for the sale let me show you
[01:00:37] then ask for the sale let me show you how it's done the structure group
[01:00:40] how it's done the structure group coaching and then one-onone and
[01:00:41] coaching and then one-onone and accountability like for the group
[01:00:43] accountability like for the group coaching like like is it like a
[01:00:46] coaching like like is it like a bajillion people like are you actually
[01:00:48] bajillion people like are you actually able to talk to everyone small group
[01:00:51] able to talk to everyone small group yeah so it's small group typically the
[01:00:53] yeah so it's small group typically the calls run an hour but it's like half the
[01:00:55] calls run an hour but it's like half the time I'll stay on extra 30 minutes or an
[01:00:57] time I'll stay on extra 30 minutes or an hour just to if somebody wants to stay
[01:00:58] hour just to if somebody wants to stay on and ask questions I'll be there until
[01:01:01] on and ask questions I'll be there until everyone's question is answered so uh
[01:01:05] everyone's question is answered so uh but typically just run an hour okay cool
[01:01:07] but typically just run an hour okay cool cuz like there was like times before
[01:01:09] cuz like there was like times before where like like I heard like there's
[01:01:11] where like like I heard like there's like some sales train where it's like
[01:01:13] like some sales train where it's like 100 people on like a training call it's
[01:01:15] 100 people on like a training call it's like how are you supposed to even and
[01:01:17] like how are you supposed to even and I'm very intentional because like each
[01:01:19] I'm very intentional because like each client I do bring on again with the
[01:01:21] client I do bring on again with the one-onone sessions and me like reviewing
[01:01:23] one-onone sessions and me like reviewing their calls and unlimited access to me
[01:01:25] their calls and unlimited access to me it does does like at least take up an
[01:01:27] it does does like at least take up an additional like three hours or so like
[01:01:29] additional like three hours or so like per week of my time so it's like I'm I'm
[01:01:31] per week of my time so it's like I'm I'm like limited on how many people I can
[01:01:33] like limited on how many people I can bring in so it's never going to grow
[01:01:36] bring in so it's never going to grow yeah just just how many clients I can
[01:01:38] yeah just just how many clients I can bring in right like I'm never going to
[01:01:40] bring in right like I'm never going to grow it to the point where you're not
[01:01:42] grow it to the point where you're not going to be able to get the support you
[01:01:43] going to be able to get the support you need and it's very intentional that way
[01:01:46] need and it's very intentional that way so again right now I'm just addressing
[01:01:48] so again right now I'm just addressing the that especially in this industry
[01:01:51] the that especially in this industry when it comes to like sales training in
[01:01:52] when it comes to like sales training in particular um not going to name any
[01:01:54] particular um not going to name any companies but a lot lot of them will
[01:01:56] companies but a lot lot of them will just like [ __ ] like put a 100 people
[01:01:59] just like [ __ ] like put a 100 people on a goddamn Zoom call and then not
[01:02:00] on a goddamn Zoom call and then not everyone gets their question answered so
[01:02:02] everyone gets their question answered so it's a very common value objection so
[01:02:04] it's a very common value objection so I'm just I'm eliminating that that that
[01:02:06] I'm just I'm eliminating that that that is a value objection like Hey Now small
[01:02:09] is a value objection like Hey Now small group everyone's going to get their
[01:02:10] group everyone's going to get their question answered I'm going to stay on
[01:02:12] question answered I'm going to stay on as long as it takes and on top of that
[01:02:14] as long as it takes and on top of that you get unlimited access to me you can
[01:02:15] you get unlimited access to me you can always hit me up with slack send me over
[01:02:17] always hit me up with slack send me over any questions and then we have
[01:02:18] any questions and then we have one-on-one sessions okay so I'm just
[01:02:20] one-on-one sessions okay so I'm just eliminating a value objection okay all
[01:02:23] eliminating a value objection okay all right so any other questions on that and
[01:02:25] right so any other questions on that and any any time like you do answer a
[01:02:27] any any time like you do answer a question you eliminate a value objection
[01:02:30] question you eliminate a value objection you just want to follow up with the
[01:02:31] you just want to follow up with the question you want to push the sales call
[01:02:32] question you want to push the sales call forward so that's what I did any
[01:02:34] forward so that's what I did any questions on
[01:02:35] questions on that to be honest no okay well do you
[01:02:38] that to be honest no okay well do you feel like with the structure and
[01:02:39] feel like with the structure and everything I did lay out and me giving
[01:02:41] everything I did lay out and me giving you that Hands-On help that you're
[01:02:42] you that Hands-On help that you're needing to get the structure in place
[01:02:44] needing to get the structure in place build the urgency do you feel like that
[01:02:46] build the urgency do you feel like that would actually get you to the point
[01:02:47] would actually get you to the point where you could be making 20,000 per
[01:02:49] where you could be making 20,000 per month yeah why do you
[01:02:52] month yeah why do you feel I mean like I have the structure
[01:02:54] feel I mean like I have the structure now right like the foundation to so he
[01:02:56] now right like the foundation to so he like yeah definitely why do you feel
[01:02:58] like yeah definitely why do you feel like it would now he's telling himself
[01:02:59] like it would now he's telling himself boom value off the table now if I get
[01:03:02] boom value off the table now if I get any objection after I drop price it's
[01:03:04] any objection after I drop price it's time or money okay typically especially
[01:03:06] time or money okay typically especially when we're talking about people who
[01:03:07] when we're talking about people who aren't making that much money they have
[01:03:09] aren't making that much money they have tons of time right so then I can go into
[01:03:13] tons of time right so then I can go into it 95% chance if I do get an objection
[01:03:16] it 95% chance if I do get an objection is just going to be money okay so I'm
[01:03:18] is just going to be money okay so I'm just knowing that going into the
[01:03:20] just knowing that going into the conversation house right like tapping
[01:03:22] conversation house right like tapping into people's identity which is
[01:03:23] into people's identity which is something I feel like I should
[01:03:25] something I feel like I should definitely be doing more um like the
[01:03:28] definitely be doing more um like the group trainings the oneon-one like the
[01:03:31] group trainings the oneon-one like the accountability is a big one as well like
[01:03:33] accountability is a big one as well like just all that a dude sounds sounds good
[01:03:36] just all that a dude sounds sounds good man well it looks like we went over
[01:03:37] man well it looks like we went over everything you're actually looking for
[01:03:38] everything you're actually looking for to get you to the point where we can
[01:03:40] to get you to the point where we can build urgency get you to 20,000 per
[01:03:42] build urgency get you to 20,000 per month so as far as like the actual
[01:03:44] month so as far as like the actual investment in order to get there the
[01:03:46] investment in order to get there the investment required is going to be 8,000
[01:03:49] investment required is going to be 8,000 so that is going to be and the length of
[01:03:51] so that is going to be and the length of time to get you to the point where
[01:03:52] time to get you to the point where you're making 20,000 per month is going
[01:03:53] you're making 20,000 per month is going to be four months okay
[01:03:56] to be four months okay so there are a couple different ways to
[01:03:57] so there are a couple different ways to break it up it's going to depend on what
[01:03:59] break it up it's going to depend on what works best for you but the next steps
[01:04:00] works best for you but the next steps are pretty basic taking care of the
[01:04:03] are pretty basic taking care of the investment getting you set up with an
[01:04:04] investment getting you set up with an onboarding so that way we can hop on our
[01:04:06] onboarding so that way we can hop on our one-on-one session and we can start
[01:04:08] one-on-one session and we can start working on how to ask the right
[01:04:09] working on how to ask the right questions how not to be fearful in our
[01:04:11] questions how not to be fearful in our sales call and how to actually start
[01:04:13] sales call and how to actually start overcoming these objections any
[01:04:15] overcoming these objections any questions on how that works so again I
[01:04:17] questions on how that works so again I drop prize very intentionally I'm like
[01:04:19] drop prize very intentionally I'm like hey so we talked about how we get you
[01:04:22] hey so we talked about how we get you outcome the investment to get you
[01:04:24] outcome the investment to get you outcome is this now if you're on an
[01:04:28] outcome is this now if you're on an account that has a lot of money
[01:04:30] account that has a lot of money objections or fear money objections I
[01:04:33] objections or fear money objections I you just drop there's a couple different
[01:04:35] you just drop there's a couple different ways to break it up it's going to depend
[01:04:36] ways to break it up it's going to depend on what works best for you and then from
[01:04:38] on what works best for you and then from there it's like you just talk about what
[01:04:39] there it's like you just talk about what the next steps are as far as the process
[01:04:43] the next steps are as far as the process so you can get outcome make the outcome
[01:04:45] so you can get outcome make the outcome specific not so you can make more sales
[01:04:47] specific not so you can make more sales it's no so you can stop being fearful on
[01:04:49] it's no so you can stop being fearful on your calls you can overcome these
[01:04:50] your calls you can overcome these objections and hit that 20,000 per month
[01:04:53] objections and hit that 20,000 per month again it's specific outcomes that are
[01:04:54] again it's specific outcomes that are going to speak to him I'm not General at
[01:04:56] going to speak to him I'm not General at this point we just had 30 minute
[01:04:58] this point we just had 30 minute conversation I'm now specific to his
[01:05:00] conversation I'm now specific to his paying points his problems and I'm tying
[01:05:02] paying points his problems and I'm tying the investment to the outcome if I'm
[01:05:06] the investment to the outcome if I'm just saying like hey the the investment
[01:05:07] just saying like hey the the investment required is going to be 8,000 quiet what
[01:05:10] required is going to be 8,000 quiet what is the only thing now that is going
[01:05:11] is the only thing now that is going through his mind just the investment
[01:05:14] through his mind just the investment okay so I talk about the investment and
[01:05:17] okay so I talk about the investment and I do it in a way to where it's not a big
[01:05:18] I do it in a way to where it's not a big deal and then I also tie it in to the
[01:05:21] deal and then I also tie it in to the outcome that he's getting so now when
[01:05:23] outcome that he's getting so now when he's thinking about the investment he's
[01:05:25] he's thinking about the investment he's also thinking about him not being
[01:05:27] also thinking about him not being fearful him getting rid of the feeling
[01:05:28] fearful him getting rid of the feeling that we had talked about previously in
[01:05:31] that we had talked about previously in the call and him getting 20,000 per
[01:05:33] the call and him getting 20,000 per month him getting outcome this is very
[01:05:38] important like no questions but it's
[01:05:40] important like no questions but it's just like damn eight
[01:05:42] just like damn eight grand
[01:05:44] grand yeah okay what did he say damn eight
[01:05:47] yeah okay what did he say damn eight grand okay what does he mean that's a
[01:05:50] grand okay what does he mean that's a lot of money so what objection is he
[01:05:52] lot of money so what objection is he giving me at least in my head I'm like
[01:05:54] giving me at least in my head I'm like okay and you don't want to just like
[01:05:57] okay and you don't want to just like jump on people right now you want to
[01:05:59] jump on people right now you want to give them a little bit of space to
[01:06:01] give them a little bit of space to actually tell you what's going on
[01:06:03] actually tell you what's going on clarify understand what's going on but
[01:06:06] clarify understand what's going on but it smells like a money objection
[01:06:15] okay like would that work for you now
[01:06:18] okay like would that work for you now I'm just asking for the S it would I'm
[01:06:21] I'm just asking for the S it would I'm asking for the sale to just I'm like hey
[01:06:23] asking for the sale to just I'm like hey tell me what you're objecting to
[01:06:26] tell me what you're objecting to but it's just
[01:06:27] but it's just like like I'm just a little I don't want
[01:06:31] like like I'm just a little I don't want know I don't
[01:06:33] know I don't know Well's what's coming up for you man
[01:06:35] know Well's what's coming up for you man like again like we're on the same team
[01:06:38] here and if you see my demeanor like I'm
[01:06:41] here and if you see my demeanor like I'm slowing myself down CU you have to
[01:06:44] slowing myself down CU you have to understand something when somebody is
[01:06:45] understand something when somebody is fearful we drop the money there's things
[01:06:47] fearful we drop the money there's things coming up like their brain's going to
[01:06:49] coming up like their brain's going to speed up and they're not going to think
[01:06:51] speed up and they're not going to think straight so the problem is like number
[01:06:53] straight so the problem is like number one you can't take objection serious
[01:06:54] one you can't take objection serious like you can't take personally okay
[01:06:57] like you can't take personally okay number two you can't believe their
[01:06:59] number two you can't believe their objection you can't believe their
[01:07:00] objection you can't believe their limitation and number three you
[01:07:03] limitation and number three you can't expect somebody who is fearful to
[01:07:06] can't expect somebody who is fearful to make sense okay they're going to
[01:07:08] make sense okay they're going to contradict themselves why because a
[01:07:10] contradict themselves why because a brain sped up and they're not thinking
[01:07:11] brain sped up and they're not thinking straight and that's fine so your job is
[01:07:13] straight and that's fine so your job is slow yourself down to help them slow
[01:07:15] slow yourself down to help them slow down help them think straight help focus
[01:07:18] down help them think straight help focus on what the right thing is and then help
[01:07:21] on what the right thing is and then help them overcome the objection I want to
[01:07:23] them overcome the objection I want to say
[01:07:24] say like I don't want to say scared but I
[01:07:26] like I don't want to say scared but I feel like I'm a bit scared like like
[01:07:29] feel like I'm a bit scared like like what if the accountability isn't there
[01:07:31] what if the accountability isn't there like like I'm just like yeah you know
[01:07:33] like like I'm just like yeah you know what I mean like and dude so again and
[01:07:36] what I mean like and dude so again and what a a trap you could fall into
[01:07:38] what a a trap you could fall into because he had mentioned something about
[01:07:39] because he had mentioned something about the program but I had already tied the
[01:07:40] the program but I had already tied the program like I've already tied that
[01:07:42] program like I've already tied that program to side so now I just know like
[01:07:45] program to side so now I just know like what he's objecting to he's scared about
[01:07:47] what he's objecting to he's scared about spending the money and that was the
[01:07:49] spending the money and that was the biggest thing he had talked about before
[01:07:52] biggest thing he had talked about before right so I just need to get into the
[01:07:54] right so I just need to get into the money objection I can I can get where
[01:07:56] money objection I can I can get where you're coming from if you just put money
[01:07:58] you're coming from if you just put money aside for a second yeah like would you
[01:08:01] aside for a second yeah like would you do it so again I'm isolating hey if you
[01:08:04] do it so again I'm isolating hey if you put money aside would you do it and I
[01:08:06] put money aside would you do it and I need his why so when you are going into
[01:08:09] need his why so when you are going into objection handling you have the
[01:08:10] objection handling you have the objection then you have their why okay
[01:08:12] objection then you have their why okay why they would actually do it and I need
[01:08:15] why they would actually do it and I need them to start to focus on their why so
[01:08:17] them to start to focus on their why so that way I can actually get leverage to
[01:08:19] that way I can actually get leverage to get them to overcome their limitations
[01:08:22] get them to overcome their limitations because that's all an objection is it is
[01:08:23] because that's all an objection is it is just their limitations coming up and
[01:08:26] just their limitations coming up and that's fine that's why they're on the
[01:08:28] that's fine that's why they're on the call if they didn't have these
[01:08:29] call if they didn't have these limitations dude they wouldn't need me
[01:08:32] limitations dude they wouldn't need me that's fine I'm here to help so that's
[01:08:35] that's fine I'm here to help so that's how it should come across yeah why would
[01:08:38] how it should come across yeah why would you do it
[01:08:40] you do it though I mean I see like what you laid
[01:08:43] though I mean I see like what you laid out like this this would work again like
[01:08:45] out like this this would work again like take the program out of it like why
[01:08:47] take the program out of it like why would you actually invest in yourself to
[01:08:49] would you actually invest in yourself to make sure you can make more money you
[01:08:51] make sure you can make more money you get the status and everything you're
[01:08:52] get the status and everything you're looking for so again I don't need more
[01:08:55] looking for so again I don't need more buying on the program I need more buyin
[01:08:57] buying on the program I need more buyin on why he would actually want to improve
[01:09:00] on why he would actually want to improve like why he wants his outcome the real
[01:09:03] like why he wants his outcome the real genuine why is going to give me that
[01:09:04] genuine why is going to give me that leverage I
[01:09:07] leverage I need if I don't who's going to do it
[01:09:10] need if I don't who's going to do it yeah but why would you do it though
[01:09:12] yeah but why would you do it though again I'm asking again I need him to
[01:09:14] again I'm asking again I need him to admit get
[01:09:15] admit get better right so it just comes down to C
[01:09:18] better right so it just comes down to C can I make a suggestion because I I can
[01:09:20] can I make a suggestion because I I can get you're a bit
[01:09:22] get you're a bit fearful yeah like what you feel like is
[01:09:25] fearful yeah like what you feel like is riskier at the end of the day you
[01:09:28] riskier at the end of the day you continue to hold on to the fear like we
[01:09:30] continue to hold on to the fear like we have been and we continue the same cycle
[01:09:32] have been and we continue the same cycle that we have been for the past four
[01:09:35] that we have been for the past four months or we shape this fear we take
[01:09:39] months or we shape this fear we take action we bet on ourselves so that way
[01:09:42] action we bet on ourselves so that way we can actually change what we're doing
[01:09:44] we can actually change what we're doing like which one do you feel like is
[01:09:46] like which one do you feel like is actually
[01:09:49] riskier just waiting and and not taking
[01:09:52] riskier just waiting and and not taking action why
[01:09:55] action why because so again I use just a what's
[01:09:57] because so again I use just a what's riskier frame so something pretty basic
[01:09:59] riskier frame so something pretty basic hey what's riskier staying the same or
[01:10:01] hey what's riskier staying the same or changing okay stay in the same as
[01:10:04] changing okay stay in the same as riskier why I need him to get more out
[01:10:06] riskier why I need him to get more out of it get him to tell me more that's the
[01:10:10] of it get him to tell me more that's the case I'm just going to continue leaving
[01:10:11] case I'm just going to continue leaving you know 14 Grand on the table you every
[01:10:13] you know 14 Grand on the table you every single month well what happens if you if
[01:10:16] single month well what happens if you if you do if you continue to leave the
[01:10:17] you do if you continue to leave the money on the table digging deeper
[01:10:20] money on the table digging deeper consequences nothing good it's just I'm
[01:10:23] consequences nothing good it's just I'm I'm staying where I am yeah
[01:10:27] and how are you going to get out of
[01:10:29] and how are you going to get out of staying where you're at if you don't
[01:10:30] staying where you're at if you don't learn the skills to actually start
[01:10:32] learn the skills to actually start making the commissions and start
[01:10:34] making the commissions and start creating urgency in your pro in your uh
[01:10:38] creating urgency in your pro in your uh prospects so now I'm like okay I'm
[01:10:40] prospects so now I'm like okay I'm getting consequences I'm digging deeper
[01:10:43] getting consequences I'm digging deeper and then I'm asking the question hey how
[01:10:44] and then I'm asking the question hey how are you going to get out of this if you
[01:10:46] are you going to get out of this if you don't
[01:10:47] don't change now I like I have the leverage
[01:10:50] change now I like I have the leverage now I need to shift the belief of again
[01:10:54] now I need to shift the belief of again it's riskier to say the same and how are
[01:10:56] it's riskier to say the same and how are we going to change if we don't
[01:11:04] change I guess I'll never learned but
[01:11:06] change I guess I'll never learned but like but do you do you want to stay in
[01:11:09] like but do you do you want to stay in that cycle so if you notice he was about
[01:11:11] that cycle so if you notice he was about to go off into something else like
[01:11:13] to go off into something else like anytime like oh I guess I'll never learn
[01:11:15] anytime like oh I guess I'll never learn but like they're about to tell you
[01:11:17] but like they're about to tell you something else that honestly you don't
[01:11:19] something else that honestly you don't need to hear and especially in objection
[01:11:21] need to hear and especially in objection handling I'm going to be very
[01:11:23] handling I'm going to be very intentional about what I allow them to
[01:11:25] intentional about what I allow them to talk talk about because again people
[01:11:26] talk talk about because again people think by talking so what they talk about
[01:11:29] think by talking so what they talk about is what they're thinking about so if I
[01:11:31] is what they're thinking about so if I control what they talk about then I
[01:11:32] control what they talk about then I control what they're thinking about so
[01:11:34] control what they're thinking about so if I get them to focus on what's
[01:11:36] if I get them to focus on what's important the consequences of not
[01:11:39] important the consequences of not changing they're actual why then if
[01:11:43] changing they're actual why then if that's all they're thinking about like
[01:11:44] that's all they're thinking about like they're going to take action because
[01:11:45] they're going to take action because that's what they need to do but if I
[01:11:47] that's what they need to do but if I allow them to continue to tell me but
[01:11:49] allow them to continue to tell me but also tell themselves they're limitations
[01:11:51] also tell themselves they're limitations then we're just going to keep on going
[01:11:53] then we're just going to keep on going in a cycle so I'm very intentionally
[01:11:55] in a cycle so I'm very intentionally like like I'm cutting him off I'm not
[01:11:56] like like I'm cutting him off I'm not letting him get to the butt no so why
[01:12:00] letting him get to the butt no so why right now are you choosing
[01:12:04] it it's really just cuz
[01:12:06] it it's really just cuz I'm I'm scared like I don't want to just
[01:12:10] I'm I'm scared like I don't want to just lose on eight grand you know and and I
[01:12:12] lose on eight grand you know and and I can I can appreciate that there's a bit
[01:12:14] can I can appreciate that there's a bit of fear there CU like I I've been in
[01:12:16] of fear there CU like I I've been in your seat before so there's no judgment
[01:12:17] your seat before so there's no judgment on my end but when it comes so something
[01:12:20] on my end but when it comes so something I did right there okay so I got what the
[01:12:22] I did right there okay so I got what the real thing is like he's fearful about
[01:12:24] real thing is like he's fearful about the money all stuff like this is why
[01:12:26] the money all stuff like this is why he's choosing right now to stay in his
[01:12:28] he's choosing right now to stay in his own cycle okay so I'm like hey there's
[01:12:29] own cycle okay so I'm like hey there's no judgment on my end so again like I
[01:12:32] no judgment on my end so again like I don't want them to feel judg for giving
[01:12:34] don't want them to feel judg for giving me an objection so that's why I say
[01:12:37] me an objection so that's why I say something like that and I want to reward
[01:12:39] something like that and I want to reward them for being open with me and then now
[01:12:42] them for being open with me and then now I'm going to give them a different
[01:12:44] I'm going to give them a different perspective on what fear
[01:12:46] perspective on what fear is down to fear there's really two types
[01:12:49] is down to fear there's really two types of fear it's like we're deer in the
[01:12:52] of fear it's like we're deer in the headlights so it's like right now we're
[01:12:54] headlights so it's like right now we're crossing thead
[01:12:56] crossing thead and then the headlights are coming
[01:12:57] and then the headlights are coming towards us of us staying the same us
[01:12:59] towards us of us staying the same us being average and we can either freeze
[01:13:02] being average and we can either freeze up Let it hit us or we can use that fear
[01:13:05] up Let it hit us or we can use that fear to get out of the way which one would
[01:13:08] to get out of the way which one would you rather do so again when we're
[01:13:10] you rather do so again when we're talking about frames it's very custom to
[01:13:12] talking about frames it's very custom to what he had talked about like his fear
[01:13:16] what he had talked about like his fear was being average if he hadn't told me
[01:13:18] was being average if he hadn't told me that I wouldn't say that so I use it for
[01:13:20] that I wouldn't say that so I use it for what he said and then from there I'm
[01:13:22] what he said and then from there I'm giving him a binary option do you want
[01:13:24] giving him a binary option do you want to get hit by the car or do you want to
[01:13:26] to get hit by the car or do you want to move out of the
[01:13:29] way I want to get out of the way okay
[01:13:33] way I want to get out of the way okay why if I don't I'm going get hit what
[01:13:36] why if I don't I'm going get hit what happens if you get
[01:13:38] happens if you get hit consequence I just continue being
[01:13:41] hit consequence I just continue being who I am like average just yeah and it's
[01:13:45] who I am like average just yeah and it's like and now you're being
[01:13:47] like and now you're being real yeah I appreciate that dude like
[01:13:50] real yeah I appreciate that dude like dude money that's the easy part we can
[01:13:51] dude money that's the easy part we can figure that stuff out the hard part is
[01:13:53] figure that stuff out the hard part is just you committing to not being that
[01:13:55] just you committing to not being that guy who's average so again now I'm
[01:13:58] guy who's average so again now I'm shifting what's important he's talking
[01:14:01] shifting what's important he's talking about the importance is the money I'm
[01:14:02] about the importance is the money I'm like no the money is easy the actual
[01:14:05] like no the money is easy the actual important part is you just committing to
[01:14:06] important part is you just committing to not being average and getting commitment
[01:14:09] not being average and getting commitment on that once I have the leverage once
[01:14:11] on that once I have the leverage once I've reframed his belief now I need
[01:14:14] I've reframed his belief now I need commitment to change and if he's
[01:14:15] commitment to change and if he's committed to change like guess what he's
[01:14:17] committed to change like guess what he's going to give money right he's going to
[01:14:18] going to give money right he's going to buy right that's what it comes down to
[01:14:20] buy right that's what it comes down to so I'm shifting what's important from
[01:14:22] so I'm shifting what's important from the money to Commitment cuz really that
[01:14:24] the money to Commitment cuz really that is what important okay the hard part is
[01:14:28] is what important okay the hard part is you committing to being the best version
[01:14:29] you committing to being the best version of yourself so are you actually
[01:14:33] of yourself so are you actually committed yeah okay so if you're a
[01:14:36] committed yeah okay so if you're a committed man we can figure it out let's
[01:14:38] committed man we can figure it out let's not focus on what we can't do let's
[01:14:40] not focus on what we can't do let's focus on what we can do like bills
[01:14:43] focus on what we can do like bills expenses side like what are you actually
[01:14:44] expenses side like what are you actually working with and we can see like how do
[01:14:45] working with and we can see like how do we how can we make this work for you and
[01:14:48] we how can we make this work for you and again I say that very intentionally like
[01:14:50] again I say that very intentionally like bills expenses side like what are you
[01:14:51] bills expenses side like what are you actually working with I want a number
[01:14:53] actually working with I want a number out of him so so that way I can go okay
[01:14:56] out of him so so that way I can go okay if you can do this you're really
[01:14:57] if you can do this you're really committed and you can do this this is
[01:14:58] committed and you can do this this is what I can do for you now it's
[01:15:00] what I can do for you now it's reciprocity okay rather than saying like
[01:15:02] reciprocity okay rather than saying like hey we have payment plans would this
[01:15:03] hey we have payment plans would this work would this work would this work no
[01:15:05] work would this work would this work no it's like hey what do you have and I'll
[01:15:07] it's like hey what do you have and I'll see what I can do and the reason why as
[01:15:10] see what I can do and the reason why as soon as he told me the money I just
[01:15:12] soon as he told me the money I just don't go right into like oh the
[01:15:14] don't go right into like oh the logistics like hey what can you do is
[01:15:16] logistics like hey what can you do is because I need to get him in a
[01:15:17] because I need to get him in a resourceful State of Mind okay if I
[01:15:20] resourceful State of Mind okay if I don't shift the fear before we talk
[01:15:23] don't shift the fear before we talk about the numbers he's not going to give
[01:15:25] about the numbers he's not going to give me a good number okay I'm going to
[01:15:27] me a good number okay I'm going to collect a lot less cash up front number
[01:15:30] collect a lot less cash up front number one or number two like I'm not going to
[01:15:32] one or number two like I'm not going to get an answer at all they're like oh I
[01:15:34] get an answer at all they're like oh I need to check the finances I need to do
[01:15:35] need to check the finances I need to do this and then like let me get back to
[01:15:37] this and then like let me get back to you and I can give you a number right
[01:15:39] you and I can give you a number right we're not going to get anywhere so from
[01:15:41] we're not going to get anywhere so from there like I need to shift that belief I
[01:15:43] there like I need to shift that belief I need to get them in a resourceful State
[01:15:44] need to get them in a resourceful State of Mind first then the reliability how
[01:15:48] of Mind first then the reliability how reliable this answer I'm about to get is
[01:15:50] reliable this answer I'm about to get is much higher if I don't get in and shift
[01:15:53] much higher if I don't get in and shift the belief first if I ask that right
[01:15:55] the belief first if I ask that right away like okay money aside would you do
[01:15:57] away like okay money aside would you do it why okay so what can you do then the
[01:16:00] it why okay so what can you do then the reliability of that answer is much lower
[01:16:03] reliability of that answer is much lower I'm going to get a much lower answer
[01:16:05] I'm going to get a much lower answer because it's going to be tainted by the
[01:16:07] because it's going to be tainted by the belief of fear okay so this is a it's
[01:16:10] belief of fear okay so this is a it's going to be a better way to get better
[01:16:11] going to be a better way to get better answers get more cash up front and
[01:16:14] answers get more cash up front and actually get real answers out of him
[01:16:16] actually get real answers out of him have a real conversation at this
[01:16:22] point I mean I could put down like four
[01:16:26] point I mean I could put down like four grand okay can you do
[01:16:29] grand okay can you do five it's something I always do no
[01:16:31] five it's something I always do no matter what number they give me I always
[01:16:33] matter what number they give me I always try to bump it up again let's collect
[01:16:34] try to bump it up again let's collect more cash you can push back on them a
[01:16:36] more cash you can push back on them a little bit hey can you do
[01:16:38] little bit hey can you do five 45 maybe okay well dude if you can
[01:16:42] five 45 maybe okay well dude if you can do 45 here's what we can do we can split
[01:16:45] do 45 here's what we can do we can split it into two payments to where we can do
[01:16:48] it into two payments to where we can do 45 now and then 35 so again if you can
[01:16:53] 45 now and then 35 so again if you can do this this is what I can do for
[01:16:56] do this this is what I can do for you does that
[01:16:59] work in 30
[01:17:02] work in 30 days like would that
[01:17:04] days like would that help that honestly relieve a lot of
[01:17:06] help that honestly relieve a lot of pressure yeah yeah so like 45 now 35 in
[01:17:11] pressure yeah yeah so like 45 now 35 in 30 days like that would fit in your
[01:17:12] 30 days like that would fit in your budgetary
[01:17:13] budgetary restraints again I'm just getting double
[01:17:15] restraints again I'm just getting double buying on the fact that this number
[01:17:17] buying on the fact that this number works yeah okay cool man that fits in
[01:17:21] works yeah okay cool man that fits in your bud share shints dude and we're
[01:17:22] your bud share shints dude and we're actually committed to like not be the
[01:17:24] actually committed to like not be the person we have been what do you feel
[01:17:26] person we have been what do you feel like we need to do now let's do it okay
[01:17:29] like we need to do now let's do it okay let [ __ ] go ahead and do it right go
[01:17:32] let [ __ ] go ahead and do it right go ahead and take payment and then get this
[01:17:34] ahead and take payment and then get this person onboarded so hopefully that call
[01:17:36] person onboarded so hopefully that call breakdown was helpful for you guys let
[01:17:38] breakdown was helpful for you guys let me know any big takeaways in the
[01:17:40] me know any big takeaways in the comments down below and if you want more
[01:17:43] comments down below and if you want more insight on actually how to sell to
[01:17:44] insight on actually how to sell to people's identity watch this video over
[01:17:47] people's identity watch this video over here where I break down exactly how do
[01:17:49] here where I break down exactly how do you do that see you guys next time