The Psychology Of High-Ticket Sales Masterclass 🧠 Part 8: Scripting 👨‍🏫 Luxvoni & Sale-Ops 🔥

[Music] above the skies [Music] no right all right all right I want to start by assembly welcoming all of my fellow human hackers to video number two and week number two of the cell Ops program today's content is going to be exactly what I promised you it would be it's going to be a little bit different we're not going to be working with slides we're going to be actually jumping in to a script in Google Docs that a Consulting client has actually provided me and I'm tasked to actually build this script from start to finish

for their actual dealer Network so super incredible stuff here we're going to be taking it slow today I would highly suggest if you guys want to follow along split your screen put this video on one screen on on the other half of the screen go ahead and open up a Google doc and you can follow along this process and ultimately attempt to create your own human hack and Alchemy script because I'm going to show you exactly what I do the process that I follow and everything in between but before we do let me give you

guys some context on this particular gig just so you guys have a clear understanding of what's going on here so as you can see at the top of my screen here here's the script and this is for a Manufacturing Company third biggest Manufacturing Company in Las Vegas Nevada um 200 fastest growing company in America right now according to Inc 500 give you some context on this particular deal these individuals are a you know leaning provider of Cutting Edge Innovative body armor some of the best body armor on the planet they outfit places like Mandalay Bay

and casino and if any of you've seen the new Fast and Furious Tyrese Gibson was actually wearing one of their vests a tactical carrier it was a 3A plus so these individuals they you know innovate build and craft some of the best body armor on the planet super protective and everything in between now to give you some context on this deal um you know I was brought to the table by the Vice President of the company Andrew Sabatino and I had worked with Andrew and we all run around in a similar Circle I'll go to

the same masterminds War Room unicorn Powerhouse all these different masterminds and we know all the same people so I was brought into this company as a consultant last year they did Google here tell you exactly what they did in Revenue we will do full report and I would just share this with you real quick so you guys have some context on what type of company this is so we will do custom let's do 2020 till now it's about a year let this load real quick and I'll have you guys some context so you can see

in real time what this company actually generates then we'll talk about how they generate it so the last 12 months they've done over 57 million dollars a year prior to this they were doing about 9 million a year so with explosive growth comes explosive pain and those pain points with me that brought me in as a consultant was you know structuring their sales operations making sure that their CRM is automated and set up properly to where all the flows work making sure that they have an LMS a learning management system because training is not something

you've done it's something you do to where we're all reading off the same scripts we all have the same skills and we all bring the same game to the table what ended up happened with this particular company as I rolled in on a 90-day Consulting retainer at about 750 dollars an hour and we've based it at eighteen thousand dollars a month I come into the organization I start working with the sales people I start working with the sales teams we start restructuring it and sure enough 90 days we take these guys from basically 290 Grand

a month to 800 000 a month and here we are five months later and uh you know we're doing about 1.2 million dollars a month right now so I've been able to grow this this is my sweet spot companies with eight figures that have already had some proof of concept and market demand very very simple for me to come in double Revenue practically overnight if you know they don't have all these operations set up and even if they do sometimes they're set up ineffectively so I came into the company and uh did my deal there

the contract ran out and the same thing that happens pretty much almost every time is we wrap up the contract and they want more well then they try to recruit me that's what they typically want to do so unfortunately I make too much money to be recruited and you know you would have to pay me 200 Grand 300 000 a month for me to even consider coming on typically full time and giving up everything else because I just have so many you know revenue streams luxvani pays me a salary sell Ops pays me a salary

I get bonuses from rev shares at luxvani I have you know five to eight Consulting clients at any given time and majority of those are you know 10 hours 15 hours a month type of Consulting deals and two of those that happen to be here in Las Vegas Nevada are massive Consulting deals and they started as Consulting deals but then I came in as a 1099 and I started operating as a VP of sales to an extent and that's what I typically do so one I need Equity too I need a massive you know salary

and three I need some type of bonus pay so both of these deals these bigger Consulting deals that I mentioned they typically require you know one to two days a week in the business now when I first started it was six to seven days but once I built the leadership team below me to report to me that can focus on working in the business and I can focus on working on the business right so long story short but still you know it pays me twenty thousand dollars a month in base as a 1099 as a

consultant still on top of that I get a two percent override so two percent on a million bucks is you know 20 grand a month we typically range between a mil and 1.3 so I'm either making 20 to 23 000 a month in bonus pay from it and then on top of that I have some interest in the company as well so that's what it takes to get me to typically do those now I don't do a lot of them I can only do you know one to two a year but um yeah they're super

exciting they're fun it's got to be a really interesting product I've got to be aligned with the CEO and the c-suite but um yeah they're they're really fun so give you some context on this Revenue you know 50 million majority of that was consumer sales these guys have some of the best teams they have Nick Fisher and sell Ops running their paid traffic they have Sean balser doing all their strategy they have Dimitri running all their Google AdWords and between those three people um you know they're doing almost 40 million in a year in consumer

sales so what I'm here to do is build the corporate vertical build a dealer vertical build the GSA vertical and all the other you know extremely higher LTV verticals that are corporate institutional police departments Etc so let's go ahead and jump into this and we'll start from scratch so as you guys can see one of the first things that I do when I start a script right off the bat is I've gathered my Intel there's a lot of stuff that's gone into this prior to me getting here I first did a consumer script for them

I then did a corporate script for them and now I am on the dealer script for them which is their dealer Market vertical so it always starts with one thing we always put the logo at the top we put the title of the actual script so this is the safe life defense sell op stealer script directly below that I go ahead and add in all the titles for the script so as you can see these are actual headings so this context is an actual heading and we go ahead and add all of that so you

have call preparation here small talk here agenda attention and frame here we'll delete that I was messing with this this morning before I did this so we'll start completely over allow the prospect to tell their story elicitation and qualification the recommendation and the transition the two ways I can help option number one close option number two close objection stalls and rebuttals so very simple process we go ahead and write those actual standings we'll delete this and start from scratch and then that gives us a table of contents so we go over here we hit insert

we go to table of contents we apply that table of contents now on today's video we're going to start with these three things that are highlighted so yellow means that they're in progress and then we'll mark them off as green as we complete these so first step we've got call preparation one of the most important things you can do when it comes to a script second open small talk and Report third agenda attention and frame that's what we're going to be covering today so let's go ahead guys and roll into the call preparation and let's

talk about the goal of call preparation now the goal with call preparation is to get you focused so you can give the prospect your undivided attention and if we fail to prepare of course we prepare to fail so as we go into these you should always have already gathered your Intel done your analysis and actually come up with a hypothesis of how you're going to operate on this call and what's your desired result at the end of this call of course is so step number one make sure you have gathered your Intel and came up

and actually formed a conclusion so step number one is you want to make sure you've gathered your Intel and actually formed a conclusion of how you're going to use that Intel on that particular call so we go back to Intel gathering in week one first thing that we do is what we gather the Intel second thing we do is we Analyze That Intel third thing that we do is we come up with a hypothesis around that Intel which gives us an actual what game plan in today's world there's too many resources that you have at

your disposal as a social engineer in a human human hacker to go into any interaction cold that is how you set yourself up to fail always gather your Intel very very important that's the first step the second step is we want to make sure that you're in an office with zero distractions and you can focus on the prospect so second piece here you want to make sure that you guys are in an office with zero distractions and you can focus on the prospect if you are in a call center and have multiple people around you

and it's a loud environment loud environment then we want to make sure that you have high-end headphones and we'll talk about that in just a second next piece is you want to make sure you have your cell Ops script directly in front of you all the time whether that's a paper format or a digital format one thing that we like to do which works pretty well is in the top producers offices so we have a big Boiler Room in this room right here and all these people are in the middle of this room and they

are on the phone doing calls so we've got four people in that particular room right all the top producers that are typically managers head of corporate sales headed dealer sales head of consumer cells whatever that may be we put them in their own office now that gives them some Focus right but the people that are in the that are in the actual Boiler Room there you know they need headphones and they need to be able to get focused so in those actual offices what we do is we take the sell-off script for their actual Market

vertical whether that's civilian sales dealer sales or corporate sales and we literally put it right above their desk with the big easel pads that are sticky and we write out it all the ways to where when they're on a call whether it's ring central Zoom whatever all they got to do is look up and they can follow that script so that's super important so you can pick some people like digital some people like paper so there's that now next piece here make sure you have a notebook and a pen because you're going to want to

take notes on the prospects current situation and Define their desired situation so always keep a notebook as you can see mine's right here on my desk if I'm on a call I have a notebook handy and I am taking notes on that Prospect at all times no matter what the circumstances are so very important make sure you've got a notebook and a pin so you can take actual notes next we want to talk about make sure make sure you're using high-end gaming headphones with a high-end mic so what I would recommend we like to use

Alienware out of all the ones that we've tested those seems to be the best we buy the I think they're about 100 bucks they have 7.1 surround sound so when you're on the call no matter where you're at you're immersed in the call and then they have a high-end microphone that's noise cancellation to where they don't pick up all the noise around them those microphones seem to work so well I have two guys on the phone with each other side by side they're both Extremely Loud and we've never once had a prospect tell us that

they can hear background noise and in the gong call recordings we don't hear it either so the better that you invest in your equipment the better that the quality of the calls will be there is nothing my biggest pet peeve is jumping on a call with an expert a subject matter expert who promises me that they're there to grow my business but they can't even invest in their equipment and they show up on the phone with some piece of microphone that sounds like complete hell I can't focus on what they're saying because I'm focused on

how bad their quality is and if they're a professional and they're doing a lot of these calls it just shows me hey man you're not a professional you're a novice you haven't done a lot of these and you know I'm not worth your time because you can't even invest in your equipment and we're sitting here today on this call together and I can't hear a word that you're saying so you definitely don't want to be that guy so make sure that you invest in your equipment make sure that you have some good quality stuff or

you know you're just going to piss people off don't want to do that so make sure you have a good microphone and headphones if you want to take it to the next level you can use what I'm using to record this I wouldn't recommend getting this for all your sales reps by any means but but um you know I'm a VP of cells here so I create all the training and you know big picture stuff so I do a lot of recording and I'm all about evergreening processes to where I can turn them into you

know virtual videos and get people to train that way instead of taking time and taking a human out of the equation just makes no sense with technology today so there's that that's our call preparation so what do we got we got make sure you have make sure you've got your Intel gathered and you have come up with some type of hypothesis some type of conclusion of how you're going to use that Intel to get what you want out of the call second you're going to make sure that you're in an office with zero distractions so

you can focus on the prospect if you're not in an office and you have a call sender a boiler room if you will and there's multiple people in that room and it's loud make sure you've got high-end gaming headphones third you want to make sure you have your sell-out script directly in front of you at all times whether that's in a paper form format or digital format fourth you want to make sure you have a notebook and a pin because you're going to want to take notes on the Prospect and you're going to need to

be able to jot that information down to where you can bounce back to it I do not recommend taking calls I mean taking notes in a Google doc if you have one computer monitor if you have three monitors and you can present on one monitor take notes on another monitor and have your script on the third monitor you're welcome to do that next piece is you want to make sure that you're using high-end gaming headphones with a high-end microphone I'll show you guys really quick the ones that we use they look like this 73 dollars

these are the ones that we purchase 7.1 surround sound they have them in white and black you can get them right here on Amazon I will put a link below this video so you can purchase these if you would like so these are great headphones another great brand is Turtle Beach they are another great brand of headphones so you can get your people these they have wireless versions they have all of that wireless is nice if they're standing around but they do require charging and more maintenance another great one is Razor I have a pair

of these I have like 17 pair of these Alienware headsets um but I have this white no the ones I have are like 100 bucks these aren't it these are the ones I have at home I use the alienware's majority of the time but I do have a pair of these I'm a techie guy I like collecting for whatever reason so there's the type of headphones that you're going to want if you're a VP or sales director you want to record you know content Yeti microphone with boom arm this is what I have that I

just showed you um that's the kit right there 200 great investment good quality this entire course is recorded on that microphone so there's that there's your pre-call preparation now that we covered that that's everything that we're going to need to prepare for the actual call very very important so let's go back up here call preparation we've completed that and we've built out what we want our people to be doing when it comes to preparing for a call one more thing I want to add here with a positive attitude so if you had a bad call

prior to this call and you end that call remember that call is done the past is the past nothing happens about thinking or talking about the past I don't worry about the past if you had a bad call it was not a good fit move on to the next simple as that so bring the energy bring the a game I don't care if you've had five bad calls this one call could be a million dollar deal so always make sure that you're on point you're sharp you're forced to be reckoned with and don't let that

negative energy don't let chaos and stupidiness of people that don't deserve your product take a toll on you do not allow that you must control your mind whoever can control that mind will win the game you've got to control it so that's the last thing I want to talk about with call preparation okay so next piece here that I want to chat about just a little bit another important section is we're going to talk about open and small talk so how to open on the phone call so this is where we're going to go now

very very important part this is the first impression of that entire phone call if you screw this up you're done so listen the goal with the open the small talk and the report it's to have a powerful open right if you know you're open it will show the prospect that you're one of force to be reckoned with two you're an expert and three you're someone worth actually listening to if you don't know you're open you will be stuck in the Croc brain which means you will never make it to the Olympic or the neocortex of

the brain and this is where the emotional and logical cells are actually made so you've got to make sure that you get through that and the only way that you get through that crocodile brain is you do that by nailing that open building Rapport bringing your A game being witty being sharp people buy from people that they like so remember that going into this and if you don't make it past that crop brain you have ruined the call in the first four to ten seconds of the call and you will be clawing your way to

get out of it the entire call you will be doing business from a subordinate low status position you will have not gathered and gained frame control they will own the frame which in return means that they own the menu and of course control the entire interaction from start so you must nail this right off the bat very very very important and too many people miss that messed this up and they wonder why they're not top producers so let me share this with you and we'll jump into it all right let's rock and roll here so

here's the deal guys step number one when it comes to this pretty simple you've got your one liner you've got your open now this is a very important part because this first line that comes out of your mouth is the first impression now First Impressions matter don't yourself and first impressions can be the last impression if you fail to nail your first impression so how do we nail the first impression how do we come off as a force to be reckoned with a subject matter expert an absolute killer in our field and somebody worth listening

to well the first thing we do is we've got to bring our Aid game we've got to bring our energy and we've got to show them how enthusiastic we are about serving them and of course enthusiastic about our products and services if I call you and say hey John I'm here to sell you how to grow your business by teaching you how to sell more what are you going to do you're going to hang up on me and say this buffoon don't know how to sell and he's going to teach me how to sell click

right crocodile brain fight or flight and in that case I'm not fighting I'm running I don't want to have anything to do with you so there's the first thing so here's what I recommend when you get into these calls first piece that you want to do on your open is you want to Anchor yourself some way to know that you're there to bring power that you're there to bring it and I do this and I teach my sales departments and my sales teams to do this by doing one little simple thing when you start your

introduction all you need to do is motion creates emotion right you sell uncertainty in an uncertain world you're selling confidence in a world that is of course not very confident so how do we know that let me move this board okay sweet meeting apologies let me show you how you open on these bad boys so very simple you're going to stand up you're going to get comfortable you're going to be ready to rock and roll you want to get loose right so the first thing that you want to do before you get into this is

you want to stand up because motion creates emotion and this will help you anchor yourself to come off strong and bring your actual a game now the problem is guys if I stand up the entire time it it's it it's hard for me I need to be able to sit down so when the prospect starts talking we get into elicitation and things like that I need to Anchor myself and say hey Dakota it's time to slow down it's time to listen you've got two ears and one mouth for a reason so sit your ass down

and listen to the prospect that's what helps me I stand up in my opens I sit down and the rest of the script and I'll show you where I anchor in those two situations but the first step is you want to stand up because motion creates emotion this will help you anchor yourself and come off strong and bring your A game that's what it helps me do so that's the first thing that I do is I always stand up in this particular piece the second thing we got to do is we got to build our

first liner so how are we going to come off so again this is a dealer script we are selling to Tactical shops and gun store owners all across the country we currently have a pretty decent dealer network two to three million dollars a year and I'm tasked with taking this from literally two to three million a year to about 24 to 30 million dollars a year in the next 36 months so I've got some time to do it we're well on track to do that I think we can do it in one year based off

the traction that we're currently getting but with that being said you know that's who we're selling so we've got to mirror this script because our audience is a little bit different right so the first line that I'm going to come off is I'm going to bring the power and I've got to come off into this interaction and it's either going to be good morning or good afternoon so I'm going to say something along the lines of good afternoon John Dakota here head of dealer sales at safe life defense good afternoon John Dakota here had a

dealer sales at Safe Life defense so we'll start with good afternoon and then if it's morning time we can always transition into morning so good morning John Dakota here head of dealer sales at Safe Life defense very simple line now don't use that line I got to show you how to portray that line but we're going to start with simply writing that line right second line we intro we come in we got to ask them how they're doing so we're selling a partnership program they want to become Safe Life defense Partners to where they become

dealers and can distribute our products learn how to Market Like Us sell like us and have 50 million dollars in success like us that's what we're selling we're not really selling a vest we're selling a current situation in a desired situation and we're selling them we have a portal on our website that shows customers where they can go in store and actually get this type of stuff so there's that so we want to refer to them as a partner in a corporate environment you're going to say how are you sir how are you ma'am okay

very very simple they're going to come back they're going to say good they're going to say great whatever you're going to say that's good to hear and we're typically talking to gentlemen tactical shot guys it's a different market so we can use one of my little sayings I've got a million of them I've got some of them for corporates some of them for consumers we'll use this one this is just witty it brings it it cuts through the glass it gets everybody loose right that's good to hear you gentlemen working hard today are hardly working

it's just you know it's a cute little witty saying right breaks the ice gets us in people buy from people they like Charming wittiness sharp all of that comes together in this first four to ten seconds on this open small talk in this report section so they're going to come back they're going to say something along the lines of hey we're you know we're working hard or we're hardly working or we're doing a little bit of both Dakota and you're going to say ah my man my man my man me and you both and we're

gonna ask him where you guys located if you don't mind me asking and then when they reply and they say Texas they say something we want to bring something witty for example if they say hey I'm in you know I'm out in Galveston Texas oh shoot I've spent about 60 days in Tiki Island right outside of Galveston Texas beautiful women great barbecue lots of water and God's country man what's not to love very simple you know we're just complimenting where they're from building some you know some some some actual biases in there to where you

know we've got something in common right like I've been there they've been here or whatever and then they may ask you about where you're located so we'll start with that and then the final piece is we need to purge them a little bit we need to Prime them to where we can get some context so the best way that we can do that is we need to figure out what their what they're expecting from this call like what would they want from us for this call because we're there to serve them so I don't like

coming out and just saying hey you know I want to take control I don't want to lose frame control so how I would do that is I would probably say something along the lines something like that so what motivated you John to take the time out of your day and schedule this call with me and what are you looking to accomplish from this call Real Simple right so look what we just did we come in we stand up that's the first piece we've got to stand up and then after we stand up we'll put this

in Brackets so it doesn't get confusing and then we'll put a little space here because that's where the script starts right so listen to this listen to how simple this is good afternoon John Dakota here head of dealer sales at Safe Life defense how are you partner good afternoon John Dakota here head of dealer sales at Safe Life defense how are you partner and we're going to talk about no tonality in week four but just to give you a little bit I come off very strong good afternoon John Dakota here head of dealer sales at

Safe Life defense emphasize on Safe Life defense how are you partner you get lower apply scarcity I'm a reasonable guy you're looking to do business with a reasonable band I'm applying those tonal patterns correct so here we go again good afternoon John Dakota here head of dealer sales at Safe Life defense how are you partner good afternoon John Dakota here head of dealer sales at Safe Life defense how are you partner you hear the Candace hear how it flows different now watch this good afternoon John Dakota here head of dealer sales at Safe Life defense

how are you partner you think you're going to sell like that doesn't work it's not about talking fast it's about knowing when to slow down when to speed up when to apply scarcity and when to leverage your tonal patterns it's not just about what you say it is about how you say it because we're in a virtual context you know if you're on a Google Hangout you can move your hands you can use facial expressions and things of that nature but at the end of the day if you're on a phone call and you're selling

the only way to convey emotion is tonality that's how we get through the brain and get to the emotional side right tonal patterns we've got to run those all the time so good afternoon John Dakota here head of dealer sales at Safe Life defense how are you partner that's right there beautiful he comes back he says great man we're doing great how are you I say hey I'm doing great that's good to hear man you gentlemen working hard today are hardly working you gentlemen working hard today are hardly working you gentlemen working hard today or

hardly working he comes back he says Ah man we doing a little bit of both you know we're cutting the ice here he laughs when I make that comment bam we're rocking and rolling my man me and you both just out of curiosity John where are you guys located if you don't mind me asking he comes back and says Houston Texas ah man I absolutely love Houston I spent some time out in Galveston Texas for about 60 days on Tiki Island great water great women great barbecue what's not to love my man boom now we

got that we're building we're coasting we're witty we're having fun we're loose and then at the very end we want to Prime them we want to purge them we want to get some context for the actual call so now we ask him straight right up hey man what motivated you to take the time out of your day John to schedule this call with me and what are you looking to get from this call like why are you guys calling us what can we do for you now we're not going to say what can we do

for you we're going to say hey John just out of curiosity you know hey John just so I can have some context what motivated you to take the time out of your day to schedule this call with me so I would say just so I have some context what motivated you John to take the time out of your day to schedule this call with me right simple as that so we're good there let's do something with this I'm going to get rid of this move this over here and then we will turn it into this

well you guys know stand up very simple getting rid of it don't like the way it looks there so there's that now we'll add this space get rid of this space make sure everything's straight and here's our first line our second line our third line our fourth line and our fifth line so four to ten seconds you've got four to ten seconds to nail this and if you don't nail it and you really know this in the first line if you can know this in the first line you can get through the rest of the

small talk but that first four seconds when you come in and say good afternoon John Dakota here head of corporate sales at Safe Life defense how are you partner that is where everything changes that's the first impression what you're saying they're either going to decompartmentalize you in the crocodile brain and you're going to be done or they're going to say man this sharp I wish this guy I wish I had this guy on my team selling my product that's what you want to convey I've sold and taken and done hundred thousand dollar deals with people

as soon as we get done with the call they say man I want you to come sell our stuff and I say well I'm not for sale my brother but this is the next best thing I can do for you so for example we had a we did a deal with a Arts professor at Yale University and uh we followed up on them we were pressing them you know he went on ghost on us he was ducking us and finally my guys were running management calls on them swapping it you know they were doing a

great job as far as follow-up goes and he finally texted me and said hey man you guys are too pushy um you know I'm not interested in doing business and I reframed it and I said hey Magnus I appreciate you reaching out and I appreciate your transparency but what if we knew with complete certainty this was the one thing that you needed to grow your business to where you want to go what if we knew with complete certainty this is the one thing that would change your life and your family's life would you honestly take

advice from somebody who gives up on you at the first sight of resistance or would you trust to focus on somebody to build your products and sell your products who is going to keep pushing who is going to never be never give up and who's actually going to have your your best interest in Heart by being a good coach we don't give up and neither should you boom twenty five thousand dollar DocuSign was signed within 48 hours after that so there's that so that's the first piece of this okay open Small Talk Rapport that's the

goal now we've written that so if you're following along with this you can change it you can do whatever at the end of this video if you need help you can you know book a consultation with me to where I can build your whole script for you or I can jump on just a coaching call one on one and help you with it it will come with a price of course but I'm happy to give some of you guys that type of accommodation if that really helps you get you to where you want to go

so let's keep on moving here we'll move back up top what do we cover we got these two pieces completely done so let's highlight them let's make them green and let's move to this third component and that's going to wrap up today's video okay so now we've got our call preparation we've got our small talk and Rapport and now we're going to move down to the agenda now we've talked a lot about the agenda and what the goal of the agenda is actually is the agenda is very very important now if you're making cold calls

and you're doing low level low status of course it's going to be harder to control the frame because you're a nuisance you're reaching out to somebody without their permission that's why I believe setting up sales organizations and being good CEOs to feed ourselves people if you want true closers you need to feed true closers if you want one guy to do 300 to half a mill a month he's going to need leads if you spread that guy thin and say hey you got to go hunt business you got to go close business you got to

go sustain business increase LTV in business and keep our churn low guess what you're doing you're going to set set the boy up to fail I'm not about setting my team up to film about being a good CEO and a good VP and setting my people up to win and to do that it is way more effective way more easy to set up Evergreen marketing processes to feed the sales team my guys wake up with eight to ten quality back-to-back appointments per day it's easy as hell they've got I got guys out there making fifteen

thousand dollars a day simply cold calling not really cold calling but they're calling a band of cards and saying hey you know this is Bobby Jackson with safe flight defense notice you were having some technical issues on the website and your order did not go through this is a courtesy call not a sales call just wanted to touch base with you see how I can help you get protected and make sure you're accommodated boom he does fifteen thousand dollars a day doing that like it's not that hard to do 15K a day in that one

thing so that's what happens when you support your sales people with good marketing everything amplifies so you know this is going to work in a cold call this is going to work more of a demo format where maybe an sdr's booked the appointment maybe a Facebook ads book the appointment a YouTube ad a Google ad whatever it may be but somebody's actually booked an appointment through your account link through your scheduling software or whatever it may be so let's start with part number one of this and talk about you know what our goal is now

and high-level Mind Tricks we talked about how important frames are and in every interaction we have a frame right so if there's two people in an interaction there's two frames if there's three people three five five six six ten ten right there's always frames now we talked about how frames they they don't core they don't they don't collaborate they Collide in one frame wins so there's always an alpha frame in every interaction and that alpha frame ends up winning the frame controlling the interaction owning it and of course whoever owns the frame owns the menu

and owns the outcome of the interaction so we want to get this out of the way as quick as possible because if we lose frame control in the beginning we've lost the interaction so we want to build the Rapport get through the small talk open get through the crocodile bring into the neocortex and now we want to basically start banging in we want to start coming in and we want to start setting frames in the head to where we can wrap this whole thing up so let's talk about how we want to do that the

first thing that we always want to set is we want to set a time frame because a time frame shows that you're an expert that you're a professional that you're not there to shoot the and Bs around that you value your time right and real professionals value their time so the first thing we want to set to time frame and we can set a time frame by doing something like this well John I do want to be respectful of our time today I've only got about 55 minutes before my next appointment so I do have

a hard stop at 11 55 a day at 11 55 today so let's jump into it but before jump into it so let's jump into it now we want to apply a little take away a little prizing but very very simple here so this is an Intrigue frame so now we've set a time frame and we've set an Intrigue frame but before we do I do want to be transparent with you and just set some clear expectations up front for us so we're both on the same page boom very very easy there and then once

we get done with that [Applause] our dealer Network Works a bit differently than most we are extremely we're going to emphasize on that selective with the individuals the individuals we're extremely selective that we partner remember we're selling a partnership program so we want to keep mentioning that that we partner with instead of focusing on quantity we focus on quality we focus on quality that being said let's start today's call with you telling me a little bit telling me about your store your goals and then I can spend some time showing you what we do who

we do it for and how we do it so well fair enough boom all right so look at what I just did here real quick very very important so I'm going to mark this we're going to go to suggestions tab so I can make this a little bit bigger here suggesting okay now we're going to go here and we're going to mark this and we're going to make a suggestion so the suggestion is time frame has been set so that's the time frame we set a time frame in this first line okay the second line

we set what we set an Intrigue frame okay now we have an Intrigue frame set in the second line the third line we're setting a price frame because we're telling them hey you know we focus on quality we don't focus on quality we're extremely selective we're the prize so right there what do we do we set a time frame very important or we set a sorry a price frame very important there now we've got a time frame an Intrigue frame and a prize frame with that being said let's start some call with you telling me

a little bit about you and we'll be doing so well fair enough they're intrigued typically this is not how sales calls go so you know typically they're looking to be pitched we're Shifting the tables letting them talk about their goals their Ambitions their aspirations all of that completely shifts the table they're not ready to pitch you it changes the whole dynamic of the interaction from a psychology standpoint so again that sets another Intrigue frame so now look what was our goal here our goal here a couple of things so we'll mark this what was our

goal our first goal first line come off powerful come off powerful and make sure your one an expert two a force to be reckoned with three sharp as attack four is you need to be very enthusiastic you need to bring that a game bring that energy and then fifth this all leads to all of this equals all this combined basically leads to what getting out of the Croc Bank from The Croc brain that's how our goal is right so that's our goal all of that's right there first line come off powerful make sure you're bringing

a first impression right make sure you're an expert make sure you're forced to be reckoned with make sure you are sharp as attack make sure you are energized and enthusiastic as hell they need to feel your excitement through the other end of that phone and if you nail this you end up moving away from that crocodile brain you start moving to the neocortex and the limbic the limbic side of the brain which is the emotional and The Logical side of the brain that's what we have to do right off the bat so there's all of

our details there and we've got to build rapport too so we can add that in there as well but you know we need to build rapport be witty be confident etc etc so boom now we go back to this we've set all this in motion we've set our frame we've got a time frame set an Intrigue frame set of price frame set an Intrigue frame set at this point we own the frame and we're about to control and dominate this entire call so let's go back up to the top and now we have covered the

three elements that we wanted to discuss today and let me make sure I get out of editing mode so now we will remove these as completed done oopsie our colors got screwed up I'll fix that in a little bit but anyways there we go so today we went through call preparation we can consider that done we went through open Small Talk report we consider that done and we went through frame control we can consider that done so on the next video what are we going to be focused on well we're going to be focused on

the next three which will be very very simple so we're going to talk about how to allow the prospect to tell their story on the next video this is what we're going to focus on and I'm going to teach you guys how to nail this point of the actual script so we'll mark that yellow then we're going to talk about high level elicitation which we learned in week one we're going to be talking about how to stack the questions how to nail assumptive open closed when to ask them how to ask them and how to

get all the information that you want from the prospect so you can social engineer them and of course better assist them so there's that that's going to be the second piece in the next video and then the third piece we're going to go into the third party recommendation and the transition and I'm going to show you guys how to absolutely nail that and then we will continue continue to go through this step by step over the next week or so so that concludes today's video which is video number two of week number two in a

Cell Ops program hope you guys enjoyed building this human hack and Alchemy script with me look forward to seeing you guys on the next one be great kick some ass and let's build a million dollar producing script talk to you soon