If I Wanted to Learn Sales, I'd Do This [FULL GUIDE]

Today I'm going to be sharing with you the most comprehensive sales video that I have ever put out in it it holds all the principles that you need to go from complete newbie to an utter Savage if you don't know me I'm sub subie I'm an investor on Shark Tank I've generated my clients over $7.8 billion in sales and I got my start in sales when I was just 16 years old this video is broken down into four key sections first up cold calling You don't make breakthroughs in your comfort zone that's not how it

works objection handling there's an issue in there that we're not aware of that is a question that must get an answer third is followup you will never ever get that Prospect as hot as at the end of that first strategy session and then fourth closing if you speak to anybody and they say that there is no risk they are lying to you and these modules all come together to form the backbone of sales Without any of them you won't be closing any deal so make sure that you strap in and take notes because there are

a ton of gems in this one let's start with the art of mastering the cold call a sales call is a transfer of energy and it's constantly like you never ever really get into that Rhythm where you're immediately picking up what they're putting down on the call that's where things become unbuttoned if the prospect feels understood by you they're going to Believe in what you say and they're going to be a high propensity for them to buy but if you're constantly making them reiterate themselves because you're not fully dialed in on the call that's just

you sending them a signal that you don't understand them because if you understood them you wouldn't ask them to constantly keep repeating themselves and that's where sales calls go to a 60 minutes because you're a lot of the time making them repeat stuff and you're Going through the sales process mechanically your goal is to get the information that you need to be able to help them solve the problem and it's either we can help them solve their problem or we can't you need to be hyper attentive on those calls getting in level 10 Peak State

and just being fully dialed in to the opportunities that you've got when you're going through all of those things it's just like burn awesome I'm so happy we could get you on Boarded these are the details and you're running through instead of saying like what is your address what is your phone number this is work don't make them work cool just confirming the contact details will be the same one that I'm calling you on right now which is the 0439 blah blah blah blah blah yep boom like you just make it really easy it's like

when you click on a form then there's no autofill on the form and you're like [ __ ] people are making it hard for me to Buy bro throughout all the process it needs to be radical transparency the best way to get the most output and have the most energy it's not what you do in these four walls it's about what you do outside of these four walls like if you want to show up and you want to throw down it's like what is your sleep like are you exercising what are you doing before you

get in here if you're going to walk in here half asleep and have a coffee and expect to be like a high Performance individual you're going to get a rot Awakening you got to find out what it works for you what time you get to work what it is that routine but just to really be focused on like managing what that energy is cuz that's what the game of sales is otherwise it's difficult to keep up that output and have that output and the last thing that you want to do is just rest on your

laurels and just Coast because you're you're here regardless right and you Want to make sure that you're making the most of the opportunity that you've got and the only way to do that is just through activity and you're the only one that you need to answer yourself to at the end of the day the pillow never lies when you get home at night did you leave it all out there on the field let's be real some days you're not going to but it's just about like keeping yourself accountable and say okay cool well every day

ended up like this would I be where I wanted to be at the end of the month at the end of the quarter or at the end of the year how much futter is there in my day how much is there checking Instagram how much of there is not being engaged in what you do social media is the new cigarettes right and if you're on the phones the last thing that you want to be doing is be half on Instagram or you know half on social media while you're here right you may as well do

that stuff in the night time or do it Before you get to work and just be 100% dialed in present when you're on the phone because otherwise what happens is like you you're not getting half the output you get 25% of the output because you're not engaged in what you're doing and you think that you know what this Prospect is saying and you're just kind of Coast right or you got sem Rush up you're doing keyword research and you're not really really dialed in if you're dancing and you constantly keep stepping On their toes it's

not going to be smooth when you're on the edge of your comfort zone and you feel uncomfortable is when you're about to make a breakthrough you don't make breakthroughs in your comfort zone that's not how it works you're going to feel pressed and you're going to feel stretched to make that and naturally the human tendency is to fight like hell to stay within that comfort zone even though they want that breakthrough and It's on us to take leadership in the call and help them make that right decision and when you know down in the marrow

of your bones that it is the right decision for them you can have that conviction and you can transfer that energy and that belief to them and help them make the decision if you want to get you know something like in 2 weeks then we're just not going to be a good fit for you I can just tell you right now cuz we do things thoroughly And we do them properly but as such there is a 12we wait time I'm already preceding and putting in little kernels and peppers to like oh well maybe I shouldn't

go with these guys that say they can get my Landing Page live in a week how much research is going to go into there like who who's going to be looking over that is it going to be a templated page or are they actually going to do the research are they going to help you craft the offer all of those Things you want to be very conscious of understanding that I I keep on saying it is all of these Services can be a commodity if you sell them like a commodity because all of the people

that are booking and calls with us are being courted and hounded by so many people that are doing outbound on them every day and if you just kind of slip into that same pattern it's going to be easy to compare our product and our services and what it is that we have to all the Other Alternatives that exist out there and it's our job to educate them that that is not the case so now you're on the phone with the decision maker so here's some effective openers that I've really tried and tested and perfected and

I found to be the most efficient over the years from literally making over a million cold calls this goes back to being respectful you don't just want to just jump in and Rail Road this person into a pitch immediately they Don't have the time to speak to you because you need to know that all cold calls are an interruption and we have disrupted his day we don't know what they were doing we just just kind of jumped in on them right so you do need to be polite in asking them if they do have a

minute now if no you simply want to state right okay no problems when can I get your full attention for about 18 minutes to demonstrate how we can deliver big promise of what they want to Do for your company I assure you this won't be a waste of your time nice short Punchy you're bringing it back to the end desired benefit they want you're letting them know a specific time you're not saying when can I speak to you and they have no understanding of what a time commitment they're making just 18 minutes of your time

and I guarantee you this will be a good use of your time so you're kind of finishing with a strong point as well Then if they say yes Straight Out The Gate then what you want to do is you want to say no problems fantastic how are you currently using Google AdWords to get more clients how are you currently using doing applying X to get the desired outcome that you're after so you can basically cut and paste whatever it is that your service is and whatever that big pain point for your Market is at that

point now this is kind of a great way to get them speaking and get Them talking a little bit and depending on how much they give out to you at this stage is essentially how receptive that they are to receiving this phone call in the first place you wait until you get their response okay so then you basically always want to be in agreeance with the person whatever they say you want to say okay fantastic okay great whatever that transition word is for you that you're really comfortable with okay so would you be open to

learning some Ways that you could achieve the desired outcome and solve the biggest pain Point without the biggest frustration that they currently have so it might be without spending more money on advertising or without you know hiring more people to do this or whatever the thing is and if they say that they're busy at this stage that's when you want to come back and say no problems I can call you back in 30 minutes if that would suit so you're also giving them The option to set up another time later with you because the last

thing that you want to be doing is pitching someone when you don't have their full attention you will never ever move the ball further up the field is someone's got a million and one things going on right now in their day and they're kind of just half listening to you you need to assure that you have their full attention so it is good to basically give them this door as an entry point For them to say look can I give you a call back in 30 minutes and they will say yes and if they don't

then you can always te up another time later on in the week that would be better for them once you've kind of you've got their undivided attention on these calls then what you want to say is like you've gone through the pitch with them and and they're kind of receptive to what you're talking about at this point and then you would say look great look it sounds like You're a perfect fit for us at this stage they've already told you how they're using this or how they're kind of using this service or program to solve

their biggest problem so you've listened and you can probe a little bit at that point in the call and really find out what those pain points are so we're not trying to close a deal on this call we're trying to set up another call to really go through our offer in Greater detail where we can set some Time aside with that Prospect so this call is basically okay cool you've done some initial probing it's sounds like it'd be a perfect fit what I want to go do now is do this audit for you or give

you all this free value or give you a road map give you this cheat sheet and just tea up a time with you that I can walk you through that later in the week so that's essentially what you want to get through we want to take this person through those gradual steps that it Takes in order to turn that person into a paying client then you would basically give them the option and say Hey Okay cool so are you available this week on next for a meeting and then they'll say they say yes you can

say all right excellent and you want to basically schedule that meeting now when it comes to schedule a meeting you never want to ask you know when works for you next week you are simply asking for something then from that person you're asking them To pull up their calendar look for an available time slot and you're asking that person to work for you to work for you and basically do a task that you've asked them to do and that is the wrong way to approach it you want to make this very simple and very easy

right you basically want to give people options so you would say okay look um you know when works best for you this week or next and then saying okay does Tuesday or Thursday work and then they'll say Tuesday works awesome morning or afternoon and they say afternoon terrific 2:00 p.m. or 400 p.m. it's just constantly giving them options so it's just like they're just selecting and it keeps that momentum and makes this a very easy decision for them so that's the process of what you want to do in terms of scheduling this meeting with them

making it as easy as possible letting know that you'll be delivering some value on that call and you're going To go away and put something to work and come back to them with something of value now that we've covered cold calling let's move on to the next part of the call which is handling objections yeah like I said I thought I'd give you a buzz post our initial discussion I did send you out some extra information since we last spoke did you get a chance to look through it yeah I did have a quick look

through it awesome what' you think look to be honest with You um I really like what you guys are doing I like the sound of everything that you you put forth to me um I guess I got a little bit confused I thought that it was like Allin per month I didn't think that that was the ad spend um on top of that so it is definitely like a lot more than what I was looking to spend just to shoot you straight that's okay man no problem at all and um like when you say a

lot more than you want to spend like tell me a little bit More about that is that in comparison to your targets like is it still a lot of money if you're able to achieve those no it's not if we if we can hit him it won't be but just like forking out I think it like the whole thing comes up to about I'm not mistaken correct yeah so that's that's inclusive of the funnel which belongs to the business and all your ongoing traffic expenses as well um but keep in mind Brandon like that's with

a view to be able to achieve the Target that you've mentioned right like if you get an extra listing per month uh which is what you're after right uh and that generates you that extra $60 to $80,000 a month right clear on top of what you're already doing um then that seems like a worth a deal right yeah cool and so that's basically like where we're at with the whole thing at the moment right so like as you mentioned to me like we don't have any alternatives right now like that word of mouth and Referral

like that's dried up for you right yep what other avenues are you going to use to be able to get those extra listings every month we're looking at doing um this like what we put an ad at the back of the receipts in our local supermarket around our area like just in the listing area that we want to run ads in and you reckon that will get you that extra visibility that you need I don't know without having run it and look that might well work it's definitely worth Giving everything that you can try like

while you're at it um but the reality is man like if you want to be able to get like an extra listing so if you want to be able to get double the amount of business right and you've been in the game for 15 years it's going to take more than that right and you told me that in the initial conversation I think you know that that's probably why we're on the phone right now um but that's really what's going to be what it's Going to take for you to be able to take this things

to the next level because if you were to say to me look I just need an extra sale every 3 months or something along those lines or every six months it's a totally different story right very small things can cause that or very small changes but in a case like is where we really want to be able to double it and take it to the next level it is going to require getting this message out to a lot of people in your Local area who are already looking or interested does that all make sense like

do you feel like do you feel like the receipt game is gonna be enough to get you I was waiting for the question yeah look it does yeah no problem man look that's that's basically the the basis of The Proposal right we you mentioned to me like we have to do this one way or the other you mentioned that if we don't get this done in the next 6 to 12 months you go under right It's not it's not really worth you being in business anymore right and you mentioned that you're a 10 out 10

committed so we need to make this happen one way or the other there's not a chance where it's like hey it would be nice to have this is a must have right and that's basically what we've put this proposal upon right so my question to you Brandon is do you feel clear and comfortable with everything do you literally just feel like it's a matter Of the outlay or the money a little bit of both okay cool and so well let's leave the money aside from now um what's the other side what else do you have

concerns about yeah that's where that's where I feel like you should have gone straight up in the in in in the beginning because don't forget that like you got him on the ropes but you're trying to sell him right now rather than have him sell himself like the whole shock Sher docket Thing like you you you allow you should just allow him to deconstruct that and for him to like just fall on his old sword there CU don't forget it's pull not push like you're trying to close deal we're not just trying to get him

into a frenzy right now and say yes right now and then never get the doc your sign back we want to eliminate strategic any and all options to make this look like the only viable solution and the best viable solution to solve The problems that that he's got right now like that shoer docket thing is stupid I was just throwing out there absolutely stupid thing it's ridiculous so the way that it's ridiculous is you just AR get him to arrive at that come on man like do you really think that you're most itchy to BU

the best prospects that you can get are out there looking at the back of shoer dockets and saving them on magnets on their fridge do you think that of course not of of Course man so come on like how long you been thinking about actually putting a digital strategy together three years now right and so like what do you think's going to change if you put this off for another three years um I don't know I guess might come out of covid and word of mouth and referal my stuff flowing again I guess and do

you feel confident in relying on that right so what we want to do is like keep on going down this route of asking the questions So where he realizes himself and then you're just creating like that space in the call for them to almost close themselves because we can get them to confirm and say yes on the call which we do a lot of the times but then those deals don't close and it's because like we're afraid of taking the call to some place where we're not going to get the answer that we want you

have to remove that completely detach yourself from that and really just Double down on the like what else are you going to do what are your other concerns fully valid because like recently I've been able to like make it happen and get people to a yes on the call but obviously I'm not doing it deep enough because they're not fully convinced and fully sold they don't get the docu signs back on time or sometimes at all but I can get them to say yes on the call you want to really button it down on that

call because we're not it's Not an impulse purchase right it's not and especially on the agency side it's even different mechanics to you know the the qg environment where if you get them to say yes on the phone and get their credit card the deal is done the agency thing it's like a long dance and it's a much higher ticket that you're asking for the only and then this is say that you close all those other options and instead of saying shock ad do it he's going to hit you with look You guys are all

the way in Melbourne so I have got in contact with a company here an agency here in Ontario that my friend recommended um and I did speak to them last week and they're going to send me out a prop but you know they're coming in at like 1,800 bucks a month so it's it is a lot different so how is it any different to what you guys do to what they're going to do yeah absolutely Brandon So like um that makes sense you have to have a look at all your Different options with that said

like just be aware like you will also find people who offer to for 500 bucks a month right like you can definitely find those options out there the question is what's going to give you the result that you need right you're 15 years deep now you have been burnt before right and you said that you don't want to go down that path again um there's a difference like what what what's what's this competitor guaranteeing for you for that, 1500 a Month oh yeah there aren't any guarantees yeah and that's what I mean like we're able

to charge $300 a month if that's the case too right but what we're basically saying is like we're working across 400 plus different Industries one of our best Industries across all of those is property real estate and related Industries you SE in the case studies right the video that I sent you there must be three or four in that video alone so we're hundreds of Hundreds deep in this space all around the world right the strategy that we prescribed you um is the same one that we use ourselves and for our biggest clients that got

you on this call right so what I'm basically saying is that you're not exactly selling a can of Coke you know what I mean neither are we you're selling a house it's a very considered purchase for people so we need to be able to take them through that Journey give them the information They need and have that automated and qualify them so by the time they even get on the phone to you each and every month you know these people meet your minimum requirement right you've already told me about all the can kickers and all

the [ __ ] leads you've received in the past this is a way to be able to circumvent that that's really what we're offering we offer guarantees in writing for this particular service we offer an automated and qualified service to get These leads on the phone with you uh and that's what you need in a space like this you don't need any of those 3 500 op again I would stop like talking so much and allow like it to be a conversation okay at this Edge right because like I'm going to say yes to you

right now because you're hitting all the points you're doing the complete mini bomb but you have to does you have to throw in that does that make sense how does that sound like you have to get That that temperature check when you're going in for that close right so just don't focus on freaking unloading the whole cannon on me and saying like hey we've got this so many agencies we've got this we've got that and like assuming what the problem is without buttoning down at each step of the way right if the price was the

same who would you go with those guys or us you guys okay why oh man I just I I love the whole process in Booking in I read the Book fully completely agree with you know King Kong's philosophy on everything okay why else oh like you guys are all the way in Australia and you got me to book a call in here in Canada all right awesome like do you think that's going to be worth an extra bucks a month no or yes and then dive into what that is it's got to be like a

dance it can't just be like me delivering that without asking the questions cuz otherwise I don't know how Much of it is hitting right I don't know if he's really resonating with it or he's just sitting there and just taking it CU I'm verbally abusing him with all of like the different selling points that we have as an agency and then they feel like that they're being sold to and they're not buying and people hate that so you got to make that it's got to be like a decision that they are coming to not that

you are selling them so like that's one of the things that like You've been you've been getting quite a bunch of props out right but it had like a few rough like two rough months in terms of getting a yes on on the next step of those am I correct in saying that pretty much yeah yeah so it's just revisiting like this whole process saying hey Blake do you have five minutes let's do a role play Brian Dave do you guys have it um and and go through this whole process is this something that that

Blake does really Well in these closes is he just starts asking them lots of questions I think one of the other things too is you can kind of like build that like to like comparison like for this other a like if this guy's a real estate agent right who are already going to be hard to sell so let me ask you this man like if there was another agent that was willing to sell one of your clients house for $1,000 what would you say to them Perfect what kind of work do you think that that

agent is going to put in to sell a home where they're only going to make a thousand bucks in commission there's no incentive for them to perform and do you see like the pauses and the Cadence right how it's not like it doesn't feel like Co is is being pre like it doesn't feel like there's pressure building on the call it's Almost like he's slowing down to give that person time to process things then where would you go Blake well I mean I would just kind of dive deeper into like um yeah look like what

do you feel like is the amount of level of work that they're going to put in to basically sell that home when they're charging a thousand bucks to do so man you're in a competitive space you're talking to me where your average home is 10 to 15 grand in commission You know you're going up against some major agencies out there who are spending tens of thousands of dollars a month so how in your right mind could you go out and compete with these guys where they're going to be running a campaign for you for 1,500

bucks a month it's impossible it's going into a gunfight with a knife you know you'll lose every time but if you realistically want to get an extra two to three Deals like you told me in our initial chat This is what you need to spend does that make sense and if that's not your goal if you don't want to do a two to three extra deals a month and you want to get one maybe every month or sorry one every other two or three months then maybe you should go down the route of spending 1,500

bucks a month but I can tell you that that's not going to help you achieve your goals you've been thinking about this for three years imagine the Amount of Revenue that you just lost by not having a successful strategy implemented doesn't that bother you so let's just take time out of the equation you've been thinking about this for three years this is what we need to do in order to get you to to generate an extra 250 Grand a year what do you think man ready to rock and roll that that was really good um

and like there was a lot that went on not only with the the Strategic question answering but just really removing the pressure from the call his tonality changing downward inflection he's like his heart rate's not accelerating he doesn't feel like he he feels like he's going to lose the sale this is a this is a path that he has walked thousands of times he knows every blade of grass along this path because he's been there so many times right so that's just where you want to be when You get into this close like that's the

importance of like role playing and listening to calls is just to understand an identify exactly where you are in the sales cycle exactly where you are at every single objection so it's just like it's literally like a game because you've just done it so many times you're like you you do not ever sell High ticket by pushing ever it's always done in exclusivity it's always done with pulling is there time in the sales cycle Where you do a little bit of the push yes but even like in Blake's example right there like he did lean

into it a bit where he said like hey look you've been thinking about this for three years but it's like almost the way in that you deliver that you know what I mean it's not like you've been thinking about this for 3 years so like why don't we just let's go ahead get this done for you now blah blah blah blah blah blah blah it's more of a like you've been thinking About it for three years think about all the deals that you haven't gotten as a result of stalling how does that make you feel

does that frustrate you right so it's a little bit of push and then he'll lean back and then go back into the pool the difference is Cen he knows where he knows the outcome of what he wants from that but he's getting that person to arrive there so the only way you can do that is by asking questions not telling maybe I'll do it when I you Know make a little bit more money and I get some more customers just do a few more calls every day and then I'll be able to come back and

afford it sure not a problem man and look you can certainly do that but as we just ascertained earlier in this call like you've been trying that for the last 6 months now and nothing's changed right you've tried to spend more time call calling you've tried to send more emails to get more referrals and nothing's really been Predicted a or scalable I I get what you're saying man I just think that there's no way I'm going to be able to afford that kind of price like you know like I think I think what you're saying

is I trust you but it's just that's just way too much okay so is it because is it just the the price like is it The Upfront investment yeah um it's just too much for me right now like maybe if it was you know cheaper I I might be able to afford it maybe if it was like a Thousand bucks I would I would do it but uh yeah that's just a little too steep sure and is it just the upfront investment or is it the fact that you don't believe that this program you know

is worth Us doll yeah no I think it I think it uh would work you know I'm not sure if it'll work for me I think everything in there is probably really valuable but like I've I've bought courses before and you know nothing really worked for me Cool not a problem um and you mentioned that earlier in this call right but you also mentioned earlier in the call that they didn't work because you didn't actually dedicate your time to it um but then when I asked you before we jumped into the investment whether or not

you could dedicate your time to this and whether something would change if we did um allow you to get access to this program you said yes so um I guess I'm just going to ask that question again Like if we were to give you access to this program do you think you'd like regardless of the price do you think that you'd actually be able to dedicate the time to go through it because if it's just going to be another program that you add to your shelf metaphorically then I just don't think this is going to

be a fit yeah no I would I would obviously do the I would do do everything inside the course you know I want to be able to still pay my Employees and I don't know if I I'll be able to do that if I get this course what happens if you don't get this course so what happens if we let's just take this course off the table right but what happens if you don't do something and you just keep doing what you're doing now will you still be able to pay your employees I I think

I'll be fine but I won't be able to build the business that I intended to build that's exactly why you should be doing this man Because nothing's going to change if you don't change what you're currently doing you know like just continuing to do the same thing over and over again and expecting different results but if you don't change that and actually Implement a predictable and scalable system into your business how do you ever plan to grow this business and can I say something on that yeah go can I jump in so when you said

that's exactly why you should do this like I would even like Ask another question on that and be like so you're not going to be able to get where you want to go what does that even mean to you and like make him expand on that and make that big before you even hammer down on that's why you you should do it because he's literally just giving you like the he's literally just giving you the reason why he's doing this why he wants to do this U it's not wrong what you did right like that's

fine and that could work but I would make him Just like explain to you and I would get him to prove to you why that's so important and why he's not going to get there we don't want to tell them what to do we want them to tell us right we want to have them arrive at it so it's like even though it's like it's so painful not just to go there cuz that's what he's going to do pull him back just that little bit more like Brock said and instead of telling him that's exactly

why you need to do ask another question So he arrives at that point himself and the other thing that I would say is that like when you asked him about The Upfront investment or the price you didn't get a clear answer there right and it's kind of like you just need to straight up ask them is do you see the value in the program and is it just you don't have the financial resources right now which which one is it do you see the value in investing to get a system that is going To get

you to where you want to go yes or no and you have to squash that completely and then come back to the cash flow but he kept on throwing you red herrings where he was like it's this and then it's that and you didn't really get to actually get the answer that you needed because then he went back to I've even bought all these courses so is it the value you don't believe cuz that's a completely different thing so you don't have the cash flow and then the other Thing that we haven't done yet is

a signed to cost to him not doing something cool bro but how long have you been there where you are right now Okay cool so you've been there for 12 months right you're at 4,800 bucks a month in revenue and you want to be at 10,000 bucks right so we just take your goal of the 10,000 per month we minus your 4,800 what you're doing right now so it's $5,200 a month it's costing you not to be where you want to be right and you've Been wanting to be there for 12 months so this has

costed you $62,000 to stay where you are right now do you think that there's other people out there that are doing 10 grand a month that are in your space yeah I do but you're not there so this is costing you 2K a year what are you going to do to get there you have to assign a cost to them just being where they are right now because they don't think that there is a cost but there is it's a huge huge Cost and all those objections I just gave Brian were the straightup objections that

I've been getting every single time and that's a problem you go through the program and you get so sold on the content that you try to sell the content and you try that was the biggest mistake I made yeah was after doing the course I mean I took pages and pages and notes and I was so sold on what it was it was a good first step being sold on it it's a great first step um but then Being so excited about it that you're like sharing that excitement with people and you're like oh this

is the best thing ever and you're forgetting to like pull back on those people still and and and help them on their Journey like they they don't give a [ __ ] how good the program is they've got a problem and they don't care how cool you think it is either you telling them it's the best program isn't gonna isn't going to get them to sign you know so like that's and And we always talk about the dance of high ticket and selling you know pool versus pool all that kind of stuff like I like

to push really hard without being pushy right and the way that you do that is all based on your tonality your Cadence how you deliver those things and even like there's so many like little little things that you can do in that process we've all had people in the sales cycle that they're are 10 out of 10 everything's all good the money makes Sense that they're willing to go and they almost try to push the call there faster than the normal Rhythm right of where we want to go they're like oh man I've already read

the book I'm ready to go like let's like how much is this thing that's where it's very easy or even if you get buying signals in the call it's very easy to get excited and want to get to the part where you do ask for money and you've got to even when when that happens you want to pull back When you get the first yes and you want to further qualify like oh yeah like I'm ready to go I've read the book sold I'm ready to go yeah yeah cool cool I'm going to need to

see this is going to be a right fit for you first so let's step back a little bit tell me what you guys are currently doing right now right I'm not like excellent fantastic well is there any other reason that you this wouldn't make sense right like you have to you got to keep pulling back on that Thing even when they're giving you the yes as I'm ready to go cool I don't know if we're ready to go yet I've still got some things that I need to check to see they check out before we

see that's we can invite you you know it's going to be a good fit for us oh [ __ ] like this person's in control of the call here so like that's how you've got to even when you start getting all excited and you you've called 30 book leads and you finally get a hold of someone They're the right fit it sounds like they've got budget you get all carried away and you just want to be like yes I got one on the line and then you try not to go through your normal process and

just try to get to the point where you can do your pitch what's the objection that you get the most yeah I need to think about it or speak to a partner so if if you're getting that a lot address it ahead of time so when you look at the the pitch Add something into the pitch put a little line and say cool what's your decision- making process like who's involved in your business what's your role in the business find out what that is early on and ask them straight up are you the decision maker

of this business are you in a position to make a decision about this if this is because basically we're going to go through some questions if you are the right fit um we're going to make an offer to you and walk you Through you'll have an opportunity to get things started so if that were the case and that's how this call goes today are you in a position to make a decision on that and just start doing that until you get comfortable to start smelling that out right but but then when they tell you no

then be like cool well who who else would be involved and um yeah what would that decision-making process look like oh I need to speak to so and so and so okay cool well let's do this Let's get a call together when we can get them both on the phone and explain to them like the best way to go through this call and be a to really understand all of your guys' needs and really to even be able to honestly suggest this program to you I need to know your partner's goals I need to know

what they're trying to achieve because they's going to have some stuff that you that maybe you won't bring up I want to go over this to all you guys because the Thing is is if you go through the whole pitch 45 minutes or whatever and you're on the phone with the wrong person it's going to lead to that anyways and you're going to have to get on another call anyways so you might as well get it handled straight away so that way you can get another time together even better yet if you can call ahead

and figure that out or find that out before a call set because you don't so that way you don't waste their time if some Someone says to me oh no my wife makes it with me yeah I'll stop it right there no dramas look we can't have this call today because of the fact that there is some things that do need dual partnership in terms of decision making right let's let's let's find another time that works best for both of you that's it I'm not going to waste their time they're never going to make a

decision and they're going to pull the same card on you every single time it's Never going to change um and again like like Sabri and Brock said calling them ahead of time and asking those quick questions thanks for booking in the call good to see we're speaking on Thursday is it just you that Mak the business decisions it's going to say you a bunch of time and a bunch of Heartache every time that comes up at the end of the call the other side of it s is I'll ask that question and people will say

yeah you know what uh I have some other Business uh partners that would be in on this but you know I I actually handle the marketing so I'm I'm confident say I can make a decision and I've had people that are they're not sole owners but they're in charge of a department and just the very fact of them telling me and taking ownership of it I'm like cool well then we can proceed because then when it comes to decision- making time they will hold hold to um what they've already agreed to earlier in the call

And a lot of this is done to tonality typically when you come from a cold calling background you come from a place where it's your your confirmation bias is to pretty much get permission to do the rest of the call right CU you're used to basically people just hanging up and people not being the right fit and you being like hey are you the person that looks after marketing okay excellent you are so basically I noticed that you guys are ranking so do you know What I mean it's like you're quickly trying to transition into

the pitch cuz you're so used to all the prospects having one foot out the door this is a different frame and as such you need to change your tonality and the Cadence in which you speak don't upward inflect don't always don't be fishing for the right answer if it's the wrong answer then it's probably that's the right sign to not progress with the rest of the call and to save Your time cuz you're going to get into a place very quickly where your calendar is going to be full and you can't be just pitching every

person that books in a COR with you cuz a bunch of them aren't going to be the right fit the way that you ask a question will determine the answer that you get a lot of that comes down to the subtleties of like tonality but a lot of these guys that have been doing this for a long time you can hear the authoritative frame in Their voice first of all they've asked the question a thousand times they know the signals of a non-bi versus a buyer and that all comes down to the way that you

ask the questions so if you rock up it doesn't matter if you say all the right things but you say them in the wrong way you won't get the outcome that you want but it's that's a really really key thing if you just get wrapped up in the script but you don't focus on the way that you're saying it the conviction That you're delivering in it it doesn't there doesn't have any depths to what you're saying so the first place is getting sold on all of the objection that you're going to get on the call

and then being conscious of how this phone call is sounding the brain is so Advanced all the synapses are firing like crazy in that first 2 minutes to the phone call if they're trying to get a read on who this person is on the other end of the line are they legit are They a pushy sales person are they going to try to Ram this qg program down my throat are they going to try to sell me at all costs and that's all the things that are going on in their mind while you're saying how

are you going today so you got to be very conscious of that stuff from the beginning and the way that you you you handle that the best is to be sold and not to have an attachment around closing this person the attachment is on the diagnosis and the Prescription on this phone call it's not on the cell let me do a very deep dive thorough analysis on this person and then and only then if I truly believe in my heart of hearts that this is a program that's going to help them then I will transition

into that and I will write the prescription and because I've done it that way my pitch is on fire because I've set it up that way by doing a very thorough diagnosis and not having any attachment to the answers that they Tell me and I don't care if they tell me something that's not in line with where I think it's going to be to navigate this call to a close I'm completely detached from that right now that's a that's a key for me man as well like pretty much if you Dre that thorough diagnosis in

your hard and parts you believe that then from there bro have no fear like what's the worst that's going to happen that you'll lose a deal which was going to happen anyway you know what I mean it's like you just if you know that they're a good fit man have no fear don't worry about like losing that deal and just like go go to town like you know that it's going to help them we have that battle with every person who goes in and kills it in the program when I speak to them a year

later and you hear all the great things that they have to say and how their business and their life changed I'll pit that against that 10 uncomfortable minutes I had with them Because they thank you for that in the end if you know that they're going to be a good fit and you go watch the testimonials like they the language that they use it was a gut check moment I didn't have the money in my checking account it was a reality check like it's not like these people came in Willy nearly ready to Ro like

it was a challenge for them cuz everything that they want is outside of their comfort zone right so you know that the same Person that you're feeling uncomfortable with now will thank you in 12 months time for making them feel uncomfortable and pwy up and making that decision either it's a green light you've greenlighted them they're a perfect fit why wouldn't you go all out and they've come to you and they've booked in with you for your help oh it's mainly the price awesome what part of the price is it that you're trying to wrap

your head around again I'm just diving and probing I'm just trying to find out what it is and then they're being a little bit cut off like oh look I just just need and they're not really giving you much look I get it and that's fine right that you need to think about it most people do need to think about it but just to shoot me straight like on a scale of 1 to 10 where are we sitting in terms of you know one is you wouldn't go ahead even if they gave it to you

for free and 10 you're ready to roll tomorrow where are You sitting at right now that is a question that must get an answer I don't know well sure is it like a six or you at a four or we at a 10 like are we good to wrap this up just need to kind of tie up the Loose Ends oh look I'm probably at a six awesome what do I need to do to get you to a 10 that is like the best pulse read ever on a call in a sales cycle find out

where you are I want to know if he's at a three because I need to know exactly that I haven't done my Job right and I obviously haven't built the value if he's not super hot and bothered and excited after this incredible opportunity that I've just outlined to him so you obviously hear me talking about like being a maniac all the time I say it all the time and that's just because that is like my Mantra in terms of just going after it and not being willing to listen to reason and the only way that

you get outrageous results is by being a maniac And just putting an incredible amount of time and energy into things in pushing that extra third fourth fifth sixth seventh call when you're in the deal and you feel like oh I don't know this guy's not a buyer I don't want to call him that's the average place that's where everybody feel feels and it's like if you want to really get incredible results and you want to earn a lot of money deliver a lot of value to people get a lot of clients in here and put

Their names up on that wall it is going to require you to be a maniac and the definition of a Maniac just so we all know a person exhibiting extremely wild or violent Behavior will leave out the violent part or informal an obsessive Enthusiast so that's just the way that I look at being an obsessive Enthusiast and when I jump on the call I have so much conviction I'm at level 10 I've gone through all the objections when he tells me sub thank you for all your help I'm just going to leave it right now

awesome no problems what what arrived you at that decision I'm saying awesome already so he's not feel like I'm not most people would get disagreeable then oh really oh [ __ ] or like you they try to be a little bit like abrasive with them they're like I can't believe this guy's wasted my time that's what they're expecting this is essentially how it goes yeah hi like sub I've thought about it and I'm not going to go ahead Um but thanks for all your time so yeah cheers and they try to wrap me up right

they're just trying to just jump off the call jump off the call cuz most people do not like to have that situation where they need to be in a confronting situation that's why most people are just not going to pick up your calls cuz that's much easier than having a confronting conversation um and then most n out of 10 sales people will show a bit of attitude there their tone will Change they'll get a bit short witted and they'll just be like oh really I wish you would have told me that before I sent out

the paperwork you're dead if you say any of that crap you are dead right look I'm really sorry to hear that what what arrived you at that decision oh look you know it's just not the right time for us you know the unicorns came and broke into my factory and my business partner is in Tahiti and we're going to see Tony Robbins next month so Like we're just say we're just going to leave it right now but look I definitely am still interested so you can give me a call back put me in your follow-up

diary and give me a call back in 6 months that's what would happen if I jumped onto that call and I wasn't completely sold like literally what he's telling me when he says that to me is that he's just going to let his business get run into the ground for the next 12 months because he came to me because he had a Pressing problem and then I qualified him and I asked him when he was looking to kind of make a decision on this and he told me 2 weeks and then I sent him out

the paperwork and now he's telling me he doesn't want to go ahead so what's happened in between now from when I sent him out the paperwork to now something has happened that he's not willing to tell me on that call and he's just trying to wrap it up cuz he doesn't want to have a confronting compers ation sure Well look if you leave this for 12 months like you're not like this doesn't really change things for me like I speak to hundreds of business owners every single day right so what you're actually saying no to

is that like no you're not going to go ahead and go from the place where you're getting two leads to getting 30 leads a month right and if you come back to me in 6 months time and say sub we're ready to go ahead with this then it's going to take us 3 to 6 Months to even get you to that outcome that we're discussing so what is the reason that you would want to leave leave this for 3 to 6 months because him wanting to leave it and just wrap up the call he still

hasn't told you what the issue is there's an issue in there that we're not aware of and most likely it's the money issue unless you dive and probe and keep getting in there you're never going to uncover what that is then you're going to think oh I don't want to Burn this lead so how about I call him in 6 months time but you're just like letting this issue Fester because you don't even know what their objection is so when I say be a maniac like be a maniac by just keep on going through and

jumping over all those barriers and that's okay that to know we're not here to pressure people that don't want to go ahead with this but what I keep harping on about is what we're here to do is move people to a decision whether it's a Yes or no it's completely fine but I just need to know that this guy shouldn't be sending in my proposal scent folder as a maybe when he's not a rock solid deal because I've got another 20 30 pieces of paperwork to send out this month and I'm adding 30 people to

my followup every single month I got 180 people in there right now the last thing that I want to do is stick a guy in there that I have I don't even really know his real objection and unless I Know his real objection what would change in 6 months time if I don't even know what I'm trying to address I don't even know what the issue is when you're on the call don't feel like you're being pushy or you're making people do something that they don't want to do cuz that's not how we operate we're

only going to be doing business with people that are all on board with exactly what we're going to do but what your job is is to find out either it's a yes or a no It's as simple as that and do not stop asking and following up until you find out what that is we're talking about like the three different levers the three different areas that you guys are going to look at and control is going to be your activity first it's going to be you know your attitude on those phone calls and it's your

approach if you're not listening to gam tape footage is you're not looking at what are those offers that you made what went well what Didn't go well I was watching the UFC this weekend it's like the very first thing that these guys do after they get into the fight is to go and watch the fight whether it's a good or whether it's bad you have to be watching that gam tape footage if you want to get your approach better that's going to change your attitude if you're listening to yourself and you're looking at yourself critically

that's just going to change how how you look at what it is that You're controlling there're the three things that you always need to look at I listen to absolutely every single person on the sales team's calls last week and the biggest thing that I picked up that is present across everybody's phone calls is their attentiveness and how close that they are dialed in and listen to them so I know that when you're making hundreds of phone calls a month it's very easy to just slip into a rhythm but the amount like everybody Bar None

were misinterpreted questions from the prospects from not being completely dialed in and it's only a very small little Nuance but if someone has to clarify what it is that they mean or what it is that they're saying multiple times through the call having a conversation face to face to someone is a lot more like it's a lot more effective than talking to them in Zoom cuz even if there's the one second lag it you off your game you just lose Rhythm so like the more dialed in and present that you can be and not have

multiple tabs o open on the call like the better the outcome is going to be because they really feel like you're hearing what they're saying the other thing that that definitely came up a lot is just like everybody's like selling the plane trip and not selling the destination talking about the semantics of how many hours how many modules what the sales funnel is or we want to use WordPress and just getting into the mechanics of like telling them okay you're going to need to you know spend an hour a day or spend 2 hours a

day yeah like that's all fine right and that's all well and true going over that for a certain amount of time but the big thing where you just want to stay on is like this is the destination of where you guys have been trying to be if they're saying like oh I don't have the time for instance I don't have the time To do this okay well you mentioned to me at the start of the call that you've been trying to solve this problem for 2 years so you don't have anything but time because you

spent 2 years trying to solve this problem and not trying to like downplay the fact that they're going to need to spend time and invest it in the program to get to the outcome cuz we're talking about oh look you can do it in 6 weeks we have people that come in but usually it's 6 months or Maybe you just go on a tear and you watch six modules a day that's focusing on hey you're going to need to go to check into the plane you're going to have to pass security and there's going to

be luggage there's going to be all these other additional things that's not what they want right they just want to get to the destination so it's like no matter where that phone call goes this person has a pressing problem that they're looking to solve whether they Spend two hours a down qg or it's two hours a week it doesn't matter the the thing that matters is the destination of where they're trying to get and so the things that we all can be doing better as a team when you're collecting the information off them right so

the quality of the questions that you ask determine the quality of the information that you get on the sales call and the quality of the information that you have is directly correlated with how you're Going to be able to close that person into the outcome that's going to be beneficial to them when you're asking these questions and you're like okay cool like what Revenue are you at right now right how many leads are you guys getting per month right now when you get that information and they're like oh we you know we get a bit

like a bit organic I get a few through Instagram um and a couple through my website but nothing crazy do not move on beyond that that's You haven't clarified the problem it's very easy to be like oh I just want to get into the next part of the script I want to ask them this part no like I I don't even have Clarity around what the problem is okay so exactly how many leads did you get last month I don't know okay was it more or less than five oh it was less should we say

four or is it three oh like it was probably four I think I got two from my Instagram bio and there was like one or two came Through a website all right awesome what did that look like the month before was it more or less than that oh it was probably the same and the month before that it was the same all right so you're just getting four leads a month how long has that been going on for oh it's been going on for about 6 months okay and you mentioned in your application that you

guys want to be at 20 leads per month yeah excellent so what are you currently doing to go from 40 leads sorry four Leads per month to 20 leads per month right now oh we're not doing anything what what have you done to get there no I haven't done anything oh actually I did try like a bit of like messaging people in Facebook groups and sliding into the DMS tell me a little bit more about that right like really tying down and getting that information so you're you're getting all the raw materials that you need

on the call right and you might be thinking oh that's kind of Frivolous like why do I need to get that information why can't I just be like they're not satisfied with where they are and we know where they want to get to because it's not specific enough it's not going to add any depths you want to dimensionalize the problem that they're having right the problem is that they don't have enough leads coming in awesome if you can say to them okay well you've been getting four leads per month for the last 6 months you're

not Currently doing anything to change that situation but you do want to get at 20 leads and you've tried this in the past and you don't feel comfortable relying on that to get to you to where you are why is now the right time for you to invest in solving that problem so then when they tell you that they need to think about it for another 4 weeks well they've already been thinking about it for 6 months cuz they've been getting four leads a month for 6 months and it Just allows you when you get

into the close you have way more conviction about it because the conviction is the thing that you need right like the difference between knowing and believing is certainty and the only way that you're going to get certainty is by getting the quality information that you need and you get that quality information by asking them really high quality questions so when you come to the close and they're telling you all of the Problems you're able to take leadership on the call and help them coach them through that decision because you have all the information you can't

coach someone through a decision if you don't have all the information because you don't have certainty because that's the difference between knowing and believing right so it's like you need to get all of those raw materials on the call so when it does come down to the close like one thing that we could have done better On that call with that dude he started talking about like or I'm looking at this other program I'm looking at this you know who that guy is and da da da da da da da we didn't really have enough

raw materials in the call to really have a compelling reason to close heart he spoke about he really likes to change people's lives and he wants to change his marketing managers live by investing in qg we didn't really unpack that a lot because basically this guy was telling Us that he's not going to go ahead with qg for the sake of $1,500 so he was completely sold on but he's not sold on paying the extra per month over 3 months which is completely right like the fact he was going to let $1,500 get in the

way of him joining the program and we called him up on that but if we had more raw materials in that we could really start to reduce that down and make it look ridiculous you need to get that quality Information on the call and it's a combination of like being really attentive you guys all know if you're going to go for the close that call is going to go for longer right it's going to go for longer than 30 minutes if you can really listen to what they're saying and then got it okay cool and

then what about this got it and what about this and really understand everything that they're saying in that call when you get the information that you need you need To tie that down and get them to acknowledge that's actually a problem like if someone's like yeah like it's it's kind of it's going all right getting getting four leads a month how are you ever going to get to 10 clients per month if you're only getting four leads and getting them to agree that's a big problem getting them to agree that they don't feel confident doing

what they need to do to get to 10 before you move on to the next part of the call Awesome do you think so your goal right now is to get to 120 Grand per month if you keep on getting four leads per month for the next 6 months do you think that you're going to hit that 120 no why cuz I'm not making enough offers awesome well what are you doing to fix that I'm not doing anything okay got it so you're not currently doing anything to solve that problem excellent tie down move on

to the next part of the call and then all of those different things like okay Cool why why is it why is now the right time to solve this problem and then they'll tell you all the reasons why it is does your partner know that trying to solve this problem yeah they do what do they think about that are they supportive yeah they are really supportive they love me so then you've got that as a tie down at the end of the call when they say they need to speak to their partner your part we've

already spoken your partner is really they They're aware that you have this problem and they're supportive of you solving it so with your a yes is there any reason that they wouldn't support you in making a decision when we've already said that they're supportive no right and then or yes and then we can find out what the real thing is the other thing is just like that first opening one minute of the call is just make sure you've got a structured should approach to that sometimes you're calling someone they're In a car they can't really

hear you they don't really know what's going on I listened to a few of yours Tim that that were that situation they didn't even remember what they booked the phone call in it's like yeah it's Gina and you're like Gina and then she's like doesn't really even know what the Call's about right so just not forgetting just those fundamentals like hey it's sub here calling up from King Kong you scheduled in this strategy session about how to Help you guys get more customers da da da da da how you going how's the day going and

just taking a little bit more control early on in in in the call they're judging you from the moment that they pick up that phone call all of those little details are handled in the tonality all those things that break Rapport is people having to repeat themselves but if you if you've made an offer and it's closed like that one there's still things to learn from that If you've made an offer and you haven't closed like the few people we went around you know you made two offers you made two offers the rest of the

group we went around it's like if you not dissecting where that where that kind of came unraveled and what that is then you're just going to continue to make that mistake and practice on Hot Prospects moving forward don't let the ego get so big that you think you've got nothing to learn everyone's always got Something to learn and it's just about having the right approach and belief in it that let like hey like I'm going to critically analyze where I've at where I could have got done and then you're going to roll that into this

week cuz you're going to have lots of calls this week that are going to hit you with the same thing they're just scared to to go ahead they're scared to make a decision on it they are all the things that you really need to be thinking about not Just getting the information and when you get the information off them when they tell you they're at four leads don't have any emotion to that so just the four is that the four for the week or is that four for the month that's four for the month okay

got it not oh okay oh really four okay no that's not what you do right just get the information and just coach them through it and you're just collecting all of that information through it sounds Really small but all these subtle things really matters if people feel like you're judging them off the answers that you're giving them they're not going to give you all of the information cuz they feel like they're being judged once you move through the discovery and you get all the information that you want and you're starting to articulate the problem it's

that fine line of not being robotic but also not feeling like you're judging of them you want them to arrive That this is a problem that they need to solve you don't want to tell them that this is a big problem that they need to solve when you articulate the problem and you recap it to them it should just be an absolute no-brainer like yeah this is a real big problem and I need to solve this it shouldn't be like do you see how this is a massive problem that you need to solve right now

you might get a yes there cuz it's hard for them to agree no but you're not going to have The conviction cuz you're pulling you're not pushing how much more powerful is it when someone just tells you like yeah like everything that you're saying is right like I think I just need to I need to sort this out awesome do you have any more questions I just need to know the price that's a lot better than you trying to convince them that this is the right decision to make it and the biggest enemy on a

sales cycle is the prospects fear that is the number one Thing because we're selling a program with an Roi attached to it we're not selling a program like a fitness program or something else like that where they can't justify the investment by making a return on it if they believe everything that you're saying throughout this sales cycle but they still don't buy is cuz they don't have belief and they're scared to make a decision but they're never ever going to tell you that they're scared to make a decision on This phone call them saying that

they need to speak to their partner is really a stall and the reason that they're stalling is cuz they're scared they don't have enough conviction and certainty that what you're saying is actually true that is the enemy is Their Fear you need to play Devil's Advocate and you just say like look I know that it's a big decision I know that you're scared about making this I know that $112,000 might seem like a lot of money For you right now but what is it that you're scared of what are you scared that could possibly go

wrong is it that you don't get the leads or is it that you just don't think that you have the ability to close those leads or they wouldn't be the right type of leads like what specifically is it that you're scared about how can I help you make an informed decision about this time doesn't make decisions information does and I'm the source of information so What other questions do you have that you haven't really told me and how can we kind of speak about those what is it what is your really fearful of investing in

this program because we've already identified that this is a problem that's persistent and you're dedicated you said you're a 10 out of 10 and solving this before we spoke about price you said do 100% we we're ready to go right now and then I told you about the price and something's changed a along the line so You can just level with me and just be real what are you thinking about is it a price is it a stall right and or is it like that they just don't see the value in the program where are

you at so then you know which way to kind of unpack right and it's not going to be like one or two little magical sentence that you're going to be able to whisper into that prospect's ear that's going to allow them to do that it's going to be through a series of questions that you Ask them all of those little things like being super attentive and having energy on the call and being present and not letting the last session that you did or the non the noow before this or the email that you just received

of somebody saying that they're not going to go ahead for a big agency deal you can't allow that to roll on into the call you have to reset your physiology walk away do some push-ups do some star jumps get dialed back in and don't just think I'm Just going to go through the motions with this person really go through and give that person the benefit of the doubt and try to make them not repeats and you will have more time on the call you better crystallize what that prefit is we spend 90% of these meetings

talking about attitude and approach the things that we can't focus on in these meetings and I don't want to make it a big song and dance about is the activity portion are you making the most of all The activity that you've got we've already outlined all of these people that have booked in strategy calls and haven't done we need to get through those we did a bunch more qgs last month than we have done in the months before that and it's because you're listening to phone calls you're critiquing people's pictures you're seeing where they went

what wrong and then you're naturally taking that into your calls and then you're doing the right thing That's level one level two is critiquing your own pictures and seeing what you're doing on a sales cycle making notes and then thinking I'm going to change that I'm going to rectify that next week cuz if you can get 2 to 5% Improvement every week on what you're doing in in the close it's going to add up substantially and that's where you guys you seasoned guys are making a lot of offers that still aren't closing right so everything

else checks out because you've made them An offer and then we haven't closed and we need to make sure that you're you're looking at that gam tape footage and seeing where things went wrong on on that sales cycle so you've made it through arguably the most difficult part of the call which is handling prospects objections now this is where the followup begins and the fortunes are made in the followup even if you handle everyone's objections the large majority of people aren't going to be closing on That first call and this is the most neglected part

of sales but where the fortunes are really made let me tell you that you will lose nine deals out of 10 as a result of not following up as opposed to the one that you will lose from following up too high you want those people complimenting you and saying like wow you're incredible I wish my sales guys were like you you just never ever stop following up you keep calling me and it's not something that I Want to leave to Chance the other thing that you guys need to do is when somebody says that they're

shopping around you need to pretend like you are the only player on the field and forget that they even told you that they're shopping around and you still follow up this same follow-up program you're the only player on the field so when you call them you don't ask them how they've gone with other agencies or other options cuz that just means that you're Just so confident in what you're going that it doesn't even matter oh look I need to I need to shop around sub you're going to need to leave it with me yep no

problems completely understand that you need to shop around and then 2 days later you call them back how'd you go have you looked at the proposal you read and you don't even mention how did you go with getting other prop no no no no oh yeah I've gotten one proposal but I'm still waiting to get another guy in cool The price was the same who would you go with why do you like us and just pretend like that they're not even in the game these other guys you will never ever ever get that Prospect as

hot as at the end of that first strategy session I follow up incredibly hard I cover them up in a blanket in that first two weeks where I'm just literally hitting them with so much that they can't even move like there's pipe bombs there's text messages there's video it's Loom videos That's getting people involved in the deal there's so many things that I will do on that person initially yeah thanks Jamie like leave it with me mate I'm really under the pump like you know I've need to do all this [ __ ] call me

back in 2 weeks that is a lie he doesn't need you to call him back in 2 weeks that's why we never ask people when would you like me to call you back right cool I'm going to send you out the prop I'm going to give you a call tomorrow when suit It's 10:00 a.m. or 400 p.m. either I'm going to need to give you a call back in 2 weeks and there's no point me really sending the proposal to you um because you're going to forget most of the stuff that we discuss so if

that's the case I would rather just leave it to 2 weeks all right May I'll try to make some time tomorrow awesome I'll kick it out to you and call them back like regardless of what they say to you you just need to be following them up and you need to be Imagining that every time somebody tells you something is a lie everybody's going to say to me yet 2 to 3 weeks and then I'm going to ask them what is going to take 2 to 3 weeks what is it that you're going to be

needing to handle over the next 2 to 3 weeks and I'm going to realistic picture of what's going to happen rather than them telling me now 2 to 3 days when I know that's a lie like how many deals that we do are are the guys sending back the paperwork in 2 to 3 days like it's probably 10 to 20% of the time 80% of the time they're not that's when the sale really begins is after they've got the prop and we know that 60 to 70% of people are going to ghost us whether it's

a $5 decision or a $500,000 decision so that's where the follow-up game begins that is the number one thing I can't hop on it enough and it needs to be strategic it needs to be like this is the format and I just do it every single time cuz it's just like if You look at for instance what happens in the top of the funnel yeah I get people saying hey man you're emailing me too much right or all the little things that they say but more often than not what does that result in it results

in US winning even though I know that's not going to be perfect for everybody it's a winning formula and that's what this thing is so you will get some people say hey hey like you're coming in a bit heavy like don't call me every day don't Call me every two days don't call me every 3 days cool man I'll just follow up just to check everything's all good I'll give you a call back in the next week that's that's the worst thing that's going to happen right but what usually happens is if you follow somebody

up this is like if you think about a normal Sal sales environment this is what happens somebody get a proposal the sales guys calls him the next day and says to him oh did you get The proposal yet and then like what do you think oh yeah I still haven't had a look at it or I need to think about it right they get hit with that objection and then what happens next is okay Co when should I call you back call me back in 2 weeks the guy if he's got half a brain will

call the guy back in 2 weeks he'll he won't answer his phone call and then the salesperson stops calling that's literally what happens right N9 out of 10 times that's the environment So these prospects are trained that if they ghost you this monkey on their back will disappear right so that's why I say that like once youve voicemailed a guy three or four times is when you start to have fun with it it's sub here from King Kong I'm building an incredible relationship with your voicemail really feel like I'm getting to know it right now

just want to let you know Brian I not going to stop giving you a call as this is Something that's obviously really important to you so please give me a call back um otherwise I will keep calling you thank you bye bye that guy okay this guy's not going away yeah this guy is a different Beast he he is not going to leave me alone um and once that happens is they start listening to the voicemail they start laughing they start showing their friends they're in the car they're like [ __ ] this guy's a

maniac man have you seen this guy he called me Voicemail [ __ ] six times in the last two weeks this guy and they start to build admiration for you man you you're good man your [ __ ] is good right whenever you hit me you got something fresh to say you are the only player on the field when that happens there is nobody else out there it is the Andy show it is the Brian show it is the Dave show um but when you let them know that you're not going to give up that's

when things change they are trained by every Single company out there that if you ignore a salesperson two to three times they disappear and how much easier is it to just make somebody disappear than having to have a confronting conversation and tell somebody that you're not going to go ahead with something and what do people do they go to the path of least resistance and the path of least resistance is to ignore you until you tell them that you are somebody that is impossible to ignore Cuz you'd never ever stop foll up like you just

follow up people forever like I got when I was on the telephones I was following people up for 3 years cuz you just stay in the [ __ ] deal forever and that's the part about building out that pipeline if you've got someone that you sent out a prop to and they're qualified and they own a legitimate business and they're turning over 500,000 or a million or 2 million or 5 million why would you ever give up on That Prospect if they agree to getting a proposal just because they've stopped picking up your telephone calls

that pipeline is building but more often than not you guys are saying die on those leads and they're saying die on you because you've called the guy three or four times and you think he's not interested anymore he is still interested he still owns a business he still needs to get more customers you just got to stay in those deals when no Cuz nobody is following that guy up for 3 to 6 months let alone a year nobody there every single salesperson lose Steam and they try to go for the lowest lying fruit no one

will ever say this has been fantastic I'm looking to make a decision in the next 2 Days please call me back right no one will ever say that to me everyone will always say yeah it's going to be 2 to 3 weeks or not this quarter or not this financial year I want the opportunity to handle that Objection otherwise what people e either I say it at the start of the call everyone will always light to me and say yeah look this is something that we're looking to get sorted I'll go through the pitch I'll

get to the end then I'll kick them out the prop 70% of the time they're going to ghost me and they haven't told me the truth that this isn't something that they're looking to get handled right now I want the opportunity to handle that objection at The end of that first fall because I'm never ever going to get the guy as hot as that ever again and if he tells me 2 to 3 weeks when he is at the peak of heat then on that second call he's cooled off and he's just going to say

leave it with me leave it with me leave it with me so it it's whatever works for different people but what I'm trying to do is get that person to a a situation where I'm finding the honest truth is someone tells you that they need to Think about it what they're really saying is that there's an objection in my head that I'm not telling you I don't trust you enough to tell you this objection right now cuz they already know whether or not they're going to go ahead with it so whether you do it at

the start of call or you do it at the end of the call it doesn't change a lot because still where the majority of the deals are going to be being done is on that followup you are in the biggest Position of power before you send that person a proposal as soon as you send out the prop you have given me what I need to make a decision now and I'll just do as I please I've got this proposal in my back pocket I'll pick up your call CU I want to pick them up but

all the things all the objections that I've got in here you need to use all of these to your utensils right you need to have all of this Weaponry in the holster ready to roll um and asking people at All levels and when you expect it and you know it when it happens it's just like the Judo roll you know it's coming you just roll into it okay this is an objection I'm not going to freak out here and think I'm losing the deal I'm just going to go through the process what happens if you

speak to your wife and she says no I would talk to her I would I would talk to her I'll tell her this is a a such a great decision that I she still says no I would have her with A call with you so like three of us would have a call again yep and she still says no Then I would make my decision on my own well that's what you're going to do anyway let's just roll let's just do this you know that it's a problem that you need to solve like you wouldn't

go out on what you've been doing and basically you know you've worked so hard to get yourself into this position and now you've put in 10 to 12K to set this All up and to give this business a red hot crack if you know that this is like you're going to definitely need new patience no matter what right we've already validated that we know that you don't feel confident in relying off you know word of mouth and getting referrals from other doctors and you need to get something solved you're not looking at anything else other

than than what we've discussed to solve this problem and it's only $1,500 so this is you know this is Something that you're going to need to do let's do this let's get you enrolled place your deposit today if some crazy reason that you speak with your partner when you go home tonight and she doesn't want you to get customers and she wants you to continue suffering and have the uncertainty of not knowing where the customers are coming through then I'm more than happy to give you that 1500 bucks back cool so these are a MasterCard

how do you want to do it bang Right where where we're in there so understanding that time kills deals then if you understand that then the thing that we want to do is compress time and there are some of those instance where they do need to chat with their partner and it's a fine line on of like having that six sense of selling and being able to understand people understanding where someone legitimately does need to speak to their partner and that is a bottleneck versus people that are just Using that as a stall because everyone

that says it to you is isn't the case that's why we do that line of questioning what happens if they say no what other things are you looking at if they say that they're going to do it no matter what their partner says and they don't even need to speak to that partner and it's just it's a stall right so we're not going to get all of those deals but we're going to maybe get half of them if we don't go for it then we're Not going to get half of them and then a bunch

of those people are going to disappear and we're never going to get them on the line again and they'll never close and they'll never solve this problem the longer between the time that you speak to them again from when you've made your offer to when you try to get them enrolled in the program your probability of getting them just keeps on going down and down and down and down and down it's just how the brain works In retaining information and having all of that stuff so and then when you do get them back on let's

just say that you we did greeted them speaking to their wife I'm sure she's going to have some other questions if not all good I'll call you back tomorrow morning um what do you think your wife's going to say about this and then you're going to get the wife's objections now then you can handle those objections for him now so when he goes back and the wife says Those things he's already got the answers then when you get them back on the line on that call never just go hey did you speak to your wife

you have to warm them back up um how are you going you know since we last spoke I I I did some more research into your geography where you where you operate and I noticed that there's just two or three other practices there I went and look at their website and read their Google reviews and had a look at what they're Doing man I'm super super confident that we can help you get to those extra 15 patients that we spoke about per month um and get you really set up to make this this practice rock

and roll in January so did you speak to your wife have you guys seen enough to make a decision on this now right rewarming them back up bringing them back to the pain point and then just assuming that they're going to sign up right CU otherwise the other way is you call back Up heyy did you speak with your wife yes I did and she said this and it's Christmas and it's not the good time for us right now and this is something that we really want to do with you in the future but it

will probably be the end of January maybe February that we'll look at this um and my cat got injured and we're just going to have to leave it for now and then they've just sucked all the momentum out of the call so you've called your prospect you've opened up The call you've handled all of their objections then when they haven't made a decision on the first or the second call you've continued to follow up and nurture that Prospect now it's time to move them to a decision and close the deal how you doing today oh

I came out of scame likely how good good yeah uh do you have time now yeah I have a quick second all right so that's the first thing the intro of a call is very very important and when you Asked him hey do you have a second now there was a second of silence and then you started to talk just for for a micr second like you wanted to intervene right what that signals is someone of low status you're seeking approval almost and you don't feel confident of the question that you ask and you're about

to kind of jump in and start to butt in immediately and then the next thing that he says is like yeah I have a quick second so immediately he's kind of Putting you on the back foot and telling you that hey I I am pressed for time so typically what you want to do in this relationship where it's like this is a multi followup call sales cycle it's not like a hey wh bam thank you ma'am one short Sal cycle call then if now's not the right time you don't want him to put you on

the back foot immediately and get you pressed for time and you feeling I have to rush the sales process you be like cool look it now doesn't work I'm More than happy to give you a buzz back another time and you're almost inviting him to get off the phone call here because you don't want to speak to him he immediately he going to be rushing you and then again they are in control of the phone call not you because they are dictating how much time they have available to speak to you gotcha gotcha no from

yeah so um basically I'll just give you a quick call here because I know we had you schedu in right uh catch Up zoom in January so I just want to give you a call to see if anything changed on your end how's things traveling so far uh nothing changed from our last conversation uh last week yeah it's still uh you know it's it's still planning for the new year for us to start gotcha gotcha yeah awesome Yep so here's the next thing so obviously we're calling them up we're say hey just want to check

in if if anything has has changed since when we last spoke now in Between calls right you're never going to get a prospect as hot as you get them at the end of your first phone call because over time the information retention in their brain just degrades very very aggressively and they forget about everything and they forget realistically why the problem was that they actually you know wanted to reach out to you and speak to you in the first place so what we want to do is something that I call the mini bomb like we

jump Into the sales call and we're doing a follow-up call hey I just want to check that did anything change from the last time that we spoke last time we spoke we went over XYZ right you're currently in your physiotherapy business you guys are struggling to get new clients coming in you know it's a little bit unpredictable some months are really great other months are really really slow and we're basically talking about implementing a system to give you predictability and Consistently with the way that you attract clients into your business now the reason for the

call is and then you give them a reason for the call right something's just come up um I've just had a client basically book into to another one of those further spots in January I was wanted to give you a call to see how things are placed on your end you got to rewarm them up and ramp them back up to try and get them so it's not you're starting the call from a Standstill you're ramping up the speed of the call and getting some motion in the call immediately from the Geto look so basically

um we actually filling out on filling up on our side right a lot of practice owner they want to kick things off of like a bang in genery and the Christmas season is rolling off as well so we only basically got like two or three more spot left for our uh paper performance model right I definitely know right you're super busy juggling Everything between the New York business and then here as well um I just want to make sure is this something that you still want to do or is this something that you'll be deciding

in J that second mistake is this still something that you want to do then just shut up just let them answer you don't then plant the objection or is this something that you want to do in January we want to get them on the yes ladder is this still something that you want to do yes Excellent right and then you move in whether or not you be considered to move forward well just like we were talking about last week even if I started now I don't got nowhere to treat the patient so it would be

like it would be kind of like an early start like we were talking about gotta so is this something you want to start in January like is there something you definitely want to do in January um yeah I'm I'm like % there so what are the 20% yeah first of all That's great right you're further buttoning this down is this something that you definitely want to do in January then he tells you yeah like I'm 80% and then you're further kind of trying to dive and probe into the call and find out like what is

that other further 20% so first of all that's great you're actually moving the ball further down the field making the budget and make it in and I need more clarity on my end as things are going to start how are They going to start what are you know there's a lot of things that I'm not that I don't have um solidified yet so this would be this it would be early you know be premature to do this right now gotcha so so as soon as the Clinic's ready for business right we can get a go

ahead and get you rolling right and bring youti am I correct all right so he basically just threw us a bone in the call and he said budget right and we just completely ignored that and we're Going into when the clinic opens so first of all you want to get clarification of what he means by that sure could you unpack that a little bit could you double click on that let me know what do you mean by about the budget and then he's going to go to further on expand out what he's actually alluding to

with this budget question I think so that be other issue is even though we're supposed to open January I'm hoping it's still January Construction has been held up because of a couple of different reasons um there's still a lot of work to do there and then that we have to get a building permit so I'm hoping January but uh that is kind of Boom hoping January already seeding another stall in the deal uh in the air I don't know if it's going to be further delayed we got another month left before January and they still

got a lot of work to do got you no problem so um are you like is there anything else are you Looking to get like a 20 new patient per month right is there any other ways you're looking to get it or because we remember our first call right we remember we basically kep 20 new patient per month is your target goal to hit your $300,000 on annual revenue so this is what you should have done at the start of the call right rather than then kind of recapping the problem later on in the call

you want to lead with that however you do get points for at least Going and double clicking on this now and the big thing is just to kind of pay attention to is just the tonality the downward inflection and just the Cadence in which you're speaking and how confident you feel after you've actually delivered a statement or asked a question just in your own presence right because a sales call is a transfer of energy and if you're transferring nervous uncertain energy to them that's not going to give them the certainty That they need to then

move forward whatever you're asking them to do and the only way that you're going to get really great at that is just by getting the Reps in making lots of calls and then just reviewing gam tape footage and listening to your tonalities and just really kind of micro analyzing how you're handling the pace and the Cadence and the pauses on the call and the statements when you're making when you're asking a question and then you End by downward inflecting and being completely comfortable in staying in silence for you to get the answer and the inputs

that you need from that side of the call um I got to go back I never still been really busy man I I got to go back and look at all those conversations we had I just haven't had time to do all those you highest priority because of everything else I'm trying to juggle um you know but as I get more as I get as the date approaches and the new year Approaches I'll have more clarity Goa gotcha yeah definitely so because just want to let you know right we only got two right so he

just evaded your question your question was is there anything else that you're looking at to help you solve this problem of getting 20 new patients and he's just saying that he has to revisit the materials like that is a binary question it's either a yes or a no are there any other Alternatives is there any other Solutions is there any other coaches Consultants programs or anything else that you're looking at to potentially help you solve this problem yes or no yay or nay right it's very he he will know that information so don't let them

off the hook so easily when you're asking them a very simple binary question of like what other alternatives are you looking at to help you solve this problem whether it's now whether it's in January right that's completely Fine all good get it but are there any other Alternatives that you're looking at or that you know that exist to help you solve this problem bang and just get that answer I obviously like agreeing agreeing with the prospect gotcha gotcha but just make sure not to do it over what he's saying cuz a lot of the time

if you ask a question you sit in the silence they'll further elaborate out on what it is that they were going to say and then you'll get more Intel or if They say they give you an answer and you're not confident in the answer that they've given you or it doesn't give you the information that you need you can simply mirror them by saying what do you mean by going back and and revisiting the calls or just by saying oh going back and revisiting the calls and then upward in flect and then they will go

on and exp yeah you like have to go over the calls and this and that and then they'll unearth some other piece of Information that they didn't give you the first time around are three more spot left basically our client max volume right if this is something that you really want to do right so we need to basically lock in right now and make sure everything is ready to go uh yeah but what would you require for me to lock in it's basically the 1500 setup deposit okay yeah uh let me get back to you

on that I Got to get back to you to see if I could so you saying so that was a perfect example of you staying silent you didn't say anything he's like let me get back to you on that you didn't say anything so now what he's going to do is he is going to further expand on what he means by having to get back to you I can put a deposit down and then start whenever let's say this gets pushed down to February what happens then we get started February we'll just get started in

February yeah so be because like as I mentioned right we only have that like only have that many spot left especially when we are doing such an amazing offer right so basically you pay, 1500 bucks and then you don't pay a single set until this thing works right that's basic commission so we're getting a lot of people sign up for this and then me and we talk about it right we only got three more spot left and then we like Hey there's like a guy who's f a lot of potential right so just give me

a call first before we get everything F filled up all right I got you all right well let me uh can it's all right if I give you a call back later this week yeah so what uh what specifically are you need to like think about or I gota I got to get the budget to pay for that first I got to look at a bunch of things so I can't just uh you know I gotta really I'm a Planner so I to know exactly what I'm doing Goa so is there like any other reason

other than the money would this not make sense for you to go ahead and get started um it's primarily yeah it's primarily the the money and and again seeing I got to have to see it clearly like I I need to have you know I think I just need some time to organize myself strategized so all right see so now we're starting To get a lot of mixed signals in this sales cycle right now the first thing was like I need to check the budget then I just need some time then I just need to

see everything and there's this big monster and he's sitting behind you on the phone call and that is the silent objection monster and unless we go and Shine the Light on that thing and unearth what that silent objection is we have no idea where we're at in this sales cycle cuz he's just sending out Smoke signals and we're not really getting a good read on on where he is and this is where I would like to do in the call is just say like yo man like you can just level with me right like it's

completely fine is this something that you seriously want to do right like do you really want to start to get away to get 20 new patients coming in where you know consistently every single week there's going to be 20 new patients that show up in your practice like clockwork And then you can have the peace of mind to do all the things that we spoke about that have been really troubling you in the business is this something you want to do or not just yes or no I can take a no as easy as I

can take a yes what is it for you oh it's a yes right so then what is it that you're not quite telling me cuz it sounds like you know this is something that you definitely want to do right I'm saying it's 1,500 bucks we can lock in your spot for January and then We can get this problem solved for you this is as Nob brainer of a deal that I'm ever going to be able to make to you right so what is it that you need to see in order to have the confidence to

move forward with this and just getting out of this whole like salesperson Dynamic with the Prospect and just being real with that person and most people they get caught up in that character of trying to help somebody rather than just trying to level with them trying to get Real with them and seeing if they're going to actually be able to help them solve this problem and if this Prospect actually has a burning need to solve this problem this guy is not giving us the clear outcome he's not saying what it is he's saying it's time

it's budget blah blah blah blah blah blah blah so he needs the time to go he's a planner right he mentioned that I need the time to go and check it cool man well like let's just be real like do you have $1,500 to put down on the deposit of this right we take Visa or Mastercard that's all that it is if you're already in January we'll fire up it in January if if that pushes out to February I'm happy to start you off in February look at this as locking in your spot in this

program as I said there's three more left I really want you in the program I'm super confident I see a lot of potential with you let's lock you in and let's roll and set the next year up to Be an awesome success for you and then another objection will come out but we need to start building a little bit of momentum in the stage of the call I have a lot of things going on right now I haven't even been really able to put much focus on what started and I'd like to like revisit R

strategize what I'm doing right now we just you know it would just kind of feel like um uncharacteristic of me to just uh shoot without a plan wow uncharacteristic of Him right so this is when we really need to convey some level of certainty to him people don't make decisions when they're uncertain right so it's our job to inject certainty into them and one of the ways that we do that is by answering all of their questions and also having enough conviction around our solution to help them solve that problem in his mind it's sounds

like he needs some time to evaluate all the other options and scenarios that could possibly take place To find out whether or not this is going to be the right decision for him so instead of us putting time in the deal because time kills deals we're just going to help him make that informed decision right now because we are the source of information on the sales call it's not like once he goes off the sales cor that he has a lot of other information that's going to help him make this decision of whether or not

this is right we need to help him make That decision now we need to help him wrap his arms around what that looks like right now by exploring what those possible options are so this is why it's really important that before when you asked him what else are you looking at to help you get 20 new patients per week and he kind of sidestepped out this is why it's really important for us to double click and walk through that door is so in his mind we check off it's like do you want to Solve this

problem yay or nay yay right I want to solve this problem excellent we've just walked through the first door then the second door is what other alternatives are you looking at to solve this problem if he says that there aren't any alternatives to solve his problems are that he's looking at excellent next door we get to walk through together tick and then we get to a place where it's like do you have the $1,500 to lock this in right now yes I Do well then let's do it you're helping them check those things off in

their mind and help them make a decision but if they don't have certainty around all of these little red herrings that they're throwing at you in the call they're not going to have the conviction to buy is there any more things you would want us to show you on our side because basically we went through basically went through a lot of things already to show you how everything works On the internet and then basically help showing you exactly how it can help you get to 20 new patient per month right yeah no there's nothing else

from you guys and you know again I appreciate everything that you shared with me Goa just something that yeah so don't don't say gotcha when he's not finished talking because then he's going to stop talking and then you're not going to get any other raw materials that you need I have to get got so can we go ahead and Get the 1500 set up today first right and then when you think about it you don't want to do it just tell us we can refund the deposit back right because this is to lock in your

spot because I got like six more people I got to call up to you to like right basically offering them three three more spot so yeah no I can't do that right now yeah the first thing is that you've gone immediately to fully refundable deposit and this is is a deposit rather than Staying in that uncomfortable place of the call a little bit longer and to stir up what's the reason that we wanted to do this in the first place what was the reason that you booked in this call with me what was the problem

that you were looking to solve what happens if we go down the road and we don't solve this what are the implications going to be if we just let things to run just the way they are right now how much money have you Invested to set up your current practice what are the costs were associated with doing that what would happen if you opened it and there were no new patients coming in and really understanding those things rather than immediately going to hey if you even decide in the future that you don't want to do

this you just give me a call and refund the money there is a time and place in the call for that but now is not that time because we're just emptying the clip Right now but I will say that like you know at least you've got that latch on there you obviously feel like this call is kind of slipping away from you um and that just might be an instinct thing where you're like hey let me just throw this out and hope that it's dicks but let's see how this unwinds fear so U you know

I'll just give you a call back and see if you guys still have any openings uh kind of when I'm ready okay so when would be when would When would I be able to call you back so I will give you a call back when I am ready I am in control right and then you're obviously speaking up to hey like well when would be a good time for for me to give you a call back rather than actually just asking him excellent like what else is it that you need to see to get the

confidence to move forward with this what do you feel is going to change in the next 7 days that it's not going to change in the next 7 hours or the Next 7 minutes right what is it specifically that you need to think about is it the price is it whether or not I'm the person that you want to be doing business with or is it whether or not you believe this system is going to get you the outcome that you want like what specifically is it that you need to go away and think about

it I'm all completely fine if you need to go away and think about it it is completely fine but just so I know like what is it Specifically that you need to think about because there is something and he's throwing out multiple smoke bombs at you for you to not really understand exactly what it is that he does need to think about I don't know I don't know I got to reach out to you God it so it's like the because I'm basically helping you make an informed decision right and here's the thing like you

need you know you need new patient no matter what Right yeah but I I gotta I gotta know what I'm doing like I told you I gota I gotta figure things up and it has to come from me you know go here all right so basically um right you mentioned you got everything else right you got the S SK you you got the experience you got the work ethic right and then right and then you're telling me earlier right the only thing that you're liking is your Marketing right you saw people who are younger than

you right they Le experience they're being coach and they're crushing it and opening your location and all the good stuff right right you know you can do this and this is your chance I definitely understand you need to plan ahead right you don't want to mess anything up right I definitely understand that right um so like let's say like what would happen if you are not able to getting 20 New patient in your first three months right you're getting only three patient like what would happen if that's the case yep so first of all Kudos

I love that you went in for another swing um and you did it perfectly you summarized the problem you went back to make them revisit the reason that they actually booked in a a call with you in the first place went over all the pain points that they' obviously brought up with you in the first call went through like hey This is the outcome that that it is that you want to get to and now you're also future pacing and saying like Okay well what happens if you don't get this outcome what happens if you

go and you do all of this work and then you don't get the 20 new patients in the month then what so great question and way to stick in it look I haven't even really thought that deep I I need to you know I need I need a little time to kind of get things Going yeah like let's say like oh let's say what what kind of investment have you paid in order to get this Clinic up and running like all the rent and everything else um I have invested in just the first two months

of rent that's it so far and and it needs to come together for me to know when I'm going to buy equipment who I'm going to hire to do the work if I'm going to stand there all these things have to be facted in all These things have to fall L go just marketing budget without me having things falling in line it has to make sense gotta Prat gotcha so how much is to rent usually at each month come on Che it's about $4,000 got it right so I'm just basically helping you make an informed

decision right so let's say you're not getting where you want to be in the first three months right then at least you're getting $122,000 in the hole right that would be a huge cash flow deficit right if that makes sense for you yeah I just want to help you make an informed decision right and then if because again that we only have three spot left and then right so you need to expand out on that so let let's just put this into perspective right you have basically Ally committed to $44,000 in rent per month so

you've paid $8,000 out and that just gets you the premises Right that's an overhead for the business what have you invested so far to actually bring new patients in well well nothing all right well don't you say that as being a problem yeah yeah well I guess I do awesome and I'm saying that I can help you solve that problem it is going to be around one3 of what you spend on rent per month right 1,500 bucks and that's as a guaranteed way for you to get 20 new patient coming in to that facility that

you have paid $4,000 To rent so what is it about that like you you haven't told me yet like for me that just seems like an absolute no-brainer so what is it that you're not really telling me because it is it's it's an absolute no-brainer decision do you think it would be reasonable for you to have us guaranteeing you bringing at least 15 to 20 new patient each and every month for the first three months which just spending, 1500 today well of of course that Math Works um in in favor of your argument but I

just you know I got to we can like if we don't hit that goal in the first month right we can happily just give you all the money back because like we our goal is to help you make more patient get more patient make you more money and I just wanted you to see that that's like how like see value of what we provide for you let me tell you this I have a very Important business meeting this Friday which is going to be practically all day I'll have better Clarity after that how about that

okay no problem yeah I I definitely I definitely respect that I definitely think that you need to take your time to think that decision right but so when would you be able to get everything sorted out I time I don't know but like I said a right so we've just let him off the hook We're about to throw him back into the sea and say bye little fishy we're never going to see you again because basically right you have just made this person like a ridiculous offer you've just said to them like look you know

that the numbers make sense right you just said it yourself like of course those mathematics make sense yeah they do make sense and I am willing to burden all the risk in this transaction by saying that if I don't deliver on what it is that I Say that I'm going to deliver then I will refund you your $1,500 back so basically let's just recap on this there's two scenarios that play out here one scenario is that you pay the $1,500 and I bring you 20 patients per month which you said those mathematics work out to

your favor and they work very very well for you and they excite you or the other situation is that I don't deliver you 20 patients and you are no worse off than you are right now so Let's just roll Chuck it on Uncle Visa or Auntie MasterCard and let's do this man let's roll because it doesn't make any sense you're removing all the risk what is it that he needs to have an important decision about there's nothing to even think about it's either he gets 20 patients or he doesn't pay any money so this is

where it really pays dividends to unearth that silent objection and realistically there is a huge portion of what you have said to This individual that they simply do not believe but they're going to fight like hell to stay within their comfort zone and avoid having a confrontational conversation of like how do I know how do I know this is actually going to work that's realistically what that Prospect is saying in your head but then you've removed all of that by saying well the way that you know is either I don't deliver on what I say

I will then you just don't pay so there's no downside at All for you and if they still need to think about it at this point then there's simply not a buyer because there's nothing to think about deferring to another you know another conversation you know about an important meeting that they need to have you know that's just a complete stall it's not an objection to what it is that you're actually proposing to them and so there's a fine line right of like do you do a two call is it a three call five six

12 call Followup to get the deal done right but from my experience where where you're at in this sales cycle and what a Nob brain and no commitment offer it is that basically the moment that you say goodbye to this individual then you will never get them back on the telephone again because they're just going to call off and the information that you've told them is all they're not going to retain it and it's going to go away because this offer that you're making to them is A ridiculous offer Frid I have a business meeting

it's a very important one so it's coming together at the start of this month in December I'm putting the piece into place but right now I can't just do anything right now even no matter how good the deal is the type of person that's going to pass by it because if I don't have it if I don't have my ducks in a row I'm not going to shoot that's just how I am yes sir makes sense makes sense all Right so would I be able to give you a call next Monday and you can have

everything sorted up yeah again don't ask permission right so let's do this your meeting's on on Friday right yes it is excellent let's do this I will give you a call back on Monday and all I ask is that you just shoot me straight either a y or a a and we'll see if we can get this done for you don't ask for permission I would hope I have it yeah it would have to be and then he's Already trying to scape it out now and plan another little konel I will hope I have it

have what what is this thing we're talking about here this little Genie that you got that you're hiding that you need to go and get and find that's going to help you magically make this decision this time awesome so if I have still have spot left I'll I'll definitely give you a call back right no matter what because I definitely want to help you out but Then if the three spots gone then I just need to call you and hey you might have to wait a couple more months before it open back up okay okay

no problem sounds good all right I'll talk to you next Monday all right brother take care take care that was good he said right he enjoyed the sales process with you right he enjoyed the dance the tango that you were having but also yeah just throughout that thing I would say I'll give you a lot of Credit like you stuck in there with a lot of people won't dig their heels in and ask those additional questions the big thing that is going to overall help is just getting the Reps in focusing on the tonality being

comfortable in the questions that you're asking and then just shutting up and not trying to speak over them and get further validation whether or not it's a good question just say your peace don't then begin to answer that question for them just ask The question and be quiet as you do more and more of these phone calls you will find those critical questions that will get you the information that you need to help people make informed decisions because ultimately we're in the business of providing transformations to people right you're selling something that is genuinely really

going to help somebody and then you are removing every and all risk for that individual to get to that outcome where if they don't get to that Outcome then you're going to further refund their money so there's absolutely no downside the only question for this Prospect whether or not is whether they have $1,500 on the card it's not about getting your ducks in a row or doing this or doing that because it's binary right you've got the location you forked out the $4,000 per month for this location and you don't have a way to get

20 new patients per month what other alternatives are you looking to get 20 Patients nothing excellent so then what other Ducks do we need to get into a row you don't have the ducks in the row by actually getting you a system that's going to fill up that location so this is literally me putting a duck in a row for you to get this thing sorted we're going into Christmas we're going into December there's going to be a lot of other things that require your attention in your business let's just get this done for you

so it's sorted it's put Away in the drawers nice and neatly Marie condo style you can go have a wonderful break end of the year and then you can open up that location knowing that you've got a partner that's going to deliver you 20 new patients per month let's roll Visa or Mastercard let's do it how would we as a company be able to guarantee something when you've never ever done it right so the guarantees are in place of like hey if you're in the car and you're moving and you just want To go faster

we can guarantee you we know how to go faster but because you don't have anything that's proven you're basically looking for someone to create an entire whole selling system for you validate it create like test the hypothesis and then make sure that whole thing's profitable and that's just not something that we can do because you don't have any past data to point to do you understand why those guarantees don't apply yes I do so like look if you Look up the dictionary definition of what an entrepreneur is it's somebody who takes risks so I'm not

going to sit here on the other end of this call and tell you that there's no risk present in you investing this money in your business to potentially have it not work and if I did that to you I'd just straight up be lying to you we can go back and forth But ultimately the exercise is going to be around what is your tolerance to taking the risk and is The reward greater than what the risk potentially holds for you some of the stuff that I can run through you to kind of help you unpack

that and add a little bit of color to this decision is which competitors do you know are doing well in your Market in your geography in your sector in your industry give me two of their names awesome terrific look if I plug these guys into sem rush I can say that they've been running Google ads for the last 5 and 1 half years and as you Can see here look at the monthly spend do you see how this is trending up yeah there's some months where it's gone down a little bit but by and large

they're spending way more than they are this time 3 years ago 2 years ago 1 year ago do you think that they would would continue to increase the size of their investment on these channels and run it for 6 and 1/2 years if it wasn't working for them of course not right look at their landing pages look at their funnel This is what we call in our offices dog [ __ ] that's what this is the ads are crap the copy is weak there's no strong offer on here it's not mobile optimized it took 5

and 1/2 seconds for this landing page to load this is L dog [ __ ] so if you had us looking at it you can look through any of our portfolio of the landing pages and stuff that we build and ask ask yourself side by side if you look at their pages and you look at ours if you feel like what they are running Is better than the examples that we've got then I'd say don't do this there too much risk present but if you look at these and you think like holy [ __ ]

like this looks way better than this this offer is way better the copy is way stronger than we're your guys so we can point to hey we know that there's numerous competitors in your space that are doing the exact strategy that we're telling you to do I'm telling you that there's 72,000 people per month that are Searching for ex exactly what it is that you do in the city that you operate every single month digital is the fastest growing advertising platform on on planet Earth and that's because it works all of these things are things

that we're pointing to to potentially reduce the risk for you but there still is risk present but we know that your competitors are all doing this we know that there's 75,000 people searching for this in your Market we know that it Costs $13 a click so it must be working cuz people don't continue to do that unless it does work and then we know that we are the most proven Agency on planet Earth for you to partner with do you have enough confidence what else that you would need to see so it's just like my

conviction level is greater than their conviction level of like there is risk and I don't say hey I don't go into all of that stuff without just literally telling them straight blank what we call A egg right just drop in an neg at in there is no guarantees you're going to have to take some risk you don't want to make it a big thing like oh unfortunately you don't qualify for the guarantees Tony no no no no no no no right do you have have run any ads before no how long have you been in

business for 14 months ah cool well look because you haven't run any ads you don't have any funnels you don't have any historic data of course we can't Guarantee anything cuz what would we be guaranteeing we can't guarantee your business model we don't know what that is yet but this is what I can do da da da da da and then you just stack the proof layer by layer by layer and then you ask them does that all sound reasonable what do you think and they come back to oh look there is still risk there

will always be risk what else are you looking at to grow your business that doesn't involve risk was it a risk To start your business will it be a risk to hire the next team member that you need of course it will cuz what if they don't work out but somehow you still wrap your head around making that decision if you speak to anybody and they say that there is no risk they are lying to you because you don't have any data it would be different if you came in and you were like hey here's

12 months worth of Google ads data this is what's going on this is how it's Performing and I could have a look and audit your stuff and then I could say with a level of confidence here I guarantee that we can show you a 30% Improvement on these numbers but we don't have that and we're not going to have that so let's just focus on what we do have congratulations you've made it to the end of the video use these principles to go out and sell like a madman like subscribe and I'll see you in

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