If I Wanted to Go From $0 to $250K /year, I'd Do This

In today's Master Class we'll be covering three shockingly simple steps to make an additional $100,000 or $250,000 in Commissions in the next 12 months and this is doing it without just working 60 plus hours a week these sales tactics or selling your soul and these steps are like deceivingly simple because they're so simple that we have clients who are investing between 7K to 25k a year to help them influence and They're getting results kind of Kier Smith here who went from earning 80 to 90,000 a year to 253,000 year one and number one on his

team that's 170k increase in one year or we have someone like Mike Kelly who went from earning $135,000 to doubling it moving to his dream so he's now Enterprise rep so that's a 135k increase in one year or re Corless who went from 125k to 250k and then 800k the following year and this is in his mid 20s so that's 125k increase In year one then a 550k increase in year two and of course we literally have hundreds other examples of client you literally earning more being the best version themselves winning every word get promoted

and so on and so forth but that's not the point of why you're watching so let's talk about who this training is for so let me ask you have you ever wanted to be known as the absolute best in sales or at the very least be seen as like the go-to person Or maybe in the expert of company that wins every single award like presence Club drop me a me in the comments if that's you if you ever want to be known as one of the go-to people at your company if that's the case then

this training is for you if you're struggling to sell or your results they've been like an up and down inconsistent roller coaster that's causing you tons of stress and you want to consistently Excel every single month quarter and Year this is for you or perhaps some of you might already be at the top of your game and you just want the extra Edge to grow and develop even more this is for you if you want to build massive confidence in yourself in handling every part of the sales process from prospecting Discovery closing shortening the sales

cycle closing bigger deals and more then this training is for you if you want to create secure Financial Freedom for your family so you don't Have to worry about money and get rid that stress then this training is for you if you want to be the best version of you that'll make your family and you proud then this is for you you might be on the flip side maybe you're scared of failing maybe you're scared of making mistakes and just maybe not even making the sales or your current job especially in the current economy then

this training is also for you if you're just tired and sick of being average then This is for you now I want to make sure cuz this training is not for everyone so who is this not for if you think this is okay this is like one those get-rich quick things where I'm just going to do these things and suddenly make money overnight this is not for you if you are egotistical and you're thinking oh I think I know it all this training is also not for you you might as well just jump off the

call if you are not an action taker this is not for you now That we have it out of the way here's the deal you you can earn an additional $100,000 and to $250,000 or more a year in commissions bonuses and doing without needing years of experience S Sales tactic just working harder and a lot of people don't realize is you are just one refined sales process away from everything you want to achieve in life it's like driving a car I want you to imagine you're going on a long two-day road trip like which car

would you Prefer to drive this left right here or the right one okay drop in the chat if you were going to go on a long family road trip which car would you prefer the old beater car on the left or brand new Tesla on the right and of course we're going to assume there are plenty of gas stations and supercharges along the Route as well so drop me in the chat all right Matt has no brainer here so I'm hoping Matt's going to choose obviously the Tesla and not the old beater car let Me

know in the chat because this is part of making sure you're actively engaging and learning as part of this process the reality is if you choose an old beater car like this like you may or may not get to your destination it's going to burn through gas it'll probably break down it's incredibly unsafe you can't rely on taking a family road trip in this and obviously if you choose a Tesla it'll get you there the safest and fastest way for your family new in fact You can actually even go to better destinations as well because

you can trust will get you there quicker and faster and you might even dve the same route or Road there but one we get you there much faster and the reality is it's much the same with the refined sales process if you have the right process you'll get there much faster like a Tesla and you can actually count on it so it's important to understand that if you are a sales professional the Income you want the life you want the marriage you want the person you want to become is going to be fueled by the

sales process you do each day so I'm going to say that again if you understand this drop me a yes in the chat the income you want the life you want the marriage you want the person you want to become is going to be fueled by the sales process you do each day how you run your sales process determines your outputs and your results and those Results directly impact your quality of life and a refined sales process leads to more predictable outcome of closed deals and commissions earn in which that creates a better and financial

secure life while a substandard sales process leads to an unpredictable roller coaster results which is not really surprising as most people are taught a substandard process and let me show you exactly what I mean so these are stats I pull from rep viw and and through first three Quarters of this year only 40% of reps are hitting their quota as an average across all segments now I want you to really internalize that and think about that for a second by not having a refined sales process by not having the skills is leading to 60% of

reps missing their numbers that's their livelihood the income they deserve the life they want they are living on a roller coaster lifestyle of stress I want you to think about this drop this in the chat and let Me know like how's it feel when you're missing your number consistently let me know in the chat there right because I've been there it feels absolutely terrible here's the reality the right refined sales process equals an automatic cash machine and a massive confidence booster now some of you if you don't know who I am you might be asking

how do I know this the reality is I firsthand field sales experience and not just like two three years of it During a bull market where cash was flush and rest just taking orders but I have over 13 years of experience not including my own business and before this it was an outside sales and executive sales leadership roles offer two major Fortune 500 companies and was really fortunate have promoted 12 times in eight years right the top percent on every single year and I won counsil awards like president's club and in my last role I

was leading a large sales or Of 100 plus employees we delivered nine figures a year in new business contracts annually before I Tire 35 do my own thing so you can see different pictures here from different Awards events you have massive Keynotes you're riding corporate Jets and OB more hair but the most important thing was I had the opportunity to literally develop thousands of reps from brand new to 20 plus years experience in over 100 different countries to have the skills Of knowledge to be massively successful in sales but here's a reality I didn't start

that way and I pull out this old picture of me I want give a little background you can see me right there doing some pulps with my tiger mom in the picture right like I was born and raised in Springfield Oregon very small town and we grew up dir poor my parents were Chinese immigrants that escaped from the Communist re-education Camp dur the culture Revolution now they Eventually made it to America with no money and only eighth grade education high school education and say nobody would hire them they open up a Chinese restaurant you can

see a picture right here Oriental Village and we all grew up working and pitching in so I started working at the restaurant at the age of five and it was a hard life growing up and here's a picture of actually our first house so it's was about, 1400 square feet six of us lived there it was In a bad neighborhood growing up as well so kids were literally doing and dealing drugs that're 9 10 years old so I constantly worried about the restaurant going under not having stability and I fear becoming homeless as a kid

so as a result I grew up just literally working my ass off and I dreamt of a future job where I can use my brain to make money I dreamt up wearing suits making more money imp possible simply being a confident poor person so then I Graduated in college in 2007 you can see me right here I got my very first outside sales role for a brand new subdivision of a big company it was full cycle meaning I had to prospect present close and grow the account but it was literally brand new start with zero

clients like I was really excited as a fresh College gradu ready to take on the world and then I started because and I thought it would be relatively easy cuz I was told it was a Numbers Game by my Boss and I knew from my pass I was no stranger to hard work my boss also gave me like zero training zero Direction but he did give me a manual R my people at corporate never done the job before regardless of that I started putting in the work like over the next several weeks I did literally

thousands of cold calls on the phone also came by foot along sending out tons of cold emails I outwork all of my peers now here's the thing six weeks in my peers are actually Closing deals and I had yet to close even one deal and I was in a pure panic mode cuz that was actually now the worst rep in the division it was even even worse than that was I actually felt really slimy and salesy with this approach like I had to convince someone and Badger them and what advice did my boss and everyone

tell me to prove my results make more calls send more emails work harder at this point I was mentally in a bad spot and even worse I wasn't Making any money I wor about paying my rent getting groceries the economy was falling apart around me and I was worried about getting fired as my boss thre me with a pip of performance Improvement plan I was struggling I had literally zero confidence I was completely stressed out of my mind I knew I really had three options which is number one had had to figure it out number

two get fired Shrine or number three quit trying a sales job or go into A totally different role unrelated to sales now I really didn't like two or three because the job market wasn't really great during recession so I decided to try to figure it out unless option two happen first so after about two months of pure failure and struggled I just I'm going to share with you in a moment in more detail the three super simple steps that Exel explor my results scattered it to number one and this is my third month in sales

and actually Didn't feel sley doing it I was really fortunate I hel the number one spot for three more months and then was asked to be a peer leader over the worst operation over two my peers which at the very bottom the division despite now having like a brand new unworked territory zero pipeline more responsibility I was really fortuned to stay number one for the next 6 months earning two more promotions so here's a few pick of my first warships I won this Is a five-star Resort in Cancun and those other two peers I mentioned

I taught them too they went from the bot in to to number two number three so my results continue to scout every single years as I sold more and I end up averaging over $600,000 a year earnings by my early 30s consistently exceeded quota I kept getting promot wward and just basically built bull prooof confidence so it got to the point where I was able toally retire to 35 do Whatever I wanted so that's why I decided to start helping Tech AES and BB sell oror around the world I actually then appli the same refined

sales process to my own business and we've been really fortun to have some decent success so for instance in five in the business we brought in close to 700 coaching CL from all types of industries from SAS cyber security it manage Solutions payroll hris you know Consulting agencies Capital Equipment Harware and way more and they're crushing where they work for large companies like a Salesforce a HubSpot a payche adps Dell zoom off Zero moft D race Xerox whatever to even smaller privately held companies that are not even doing a million annual revenue so in fact

we've actually been pretty fortunate recognized for our results for J finds and more and just dozens of other other Publications as well and Salesforce also recommend one top sales Influencers to follow I even R launched the international bestselling book under five months here's the thing I have to iterate I'm nobody special like in my heart I'm still just that really awkward introverted Asian kid that grew up dirt poor the kid that my parents thought I had issues because I didn't start speaking until I was four and I had speech impairment for years so I'm nobody

special I've just learned a refined sales process is the fastest Vehicle to a fortunate life of Financial Freedom both bu prooof confidence achievements and it's not just for me but for all those in BB sales so for instance Tony tsuk here he's an AE that was struggling and was completely missing his number now he's earning five figure commission checks and crushing his quota or Josh patino who's relatively new in sales in fact he went zero deals in six months we started working with him in seven weeks of Executing coaching he CL $38,000 in that time

earning 23k in commissions or Samantha price make 500k a few months into a year and of course we have plenty of other examples and I know you're probably like I don't care about any of this right so let me just show you how you can do it as well I always have to give this a warning for all trains because I do not want you to mistake Simplicity for lack of Effectiveness the concepts are really simple but does not Mean it's easy openmed reps actually will get results close my rep might as well just stop

watching so let's go and dive in on how to refine my sales process and create a cash so you can do the same thing as well so let's talk about the solution so as a bird's eye view there are three deceptively simple steps so number one step one we're going to Niche down step two we're going to craft conversion conversations and step three we're going to construct a Customer Centric sales system and we're going to dive into each one so let's dive into the first one what's really important is I have to first show you

what I was doing and what others are teaching that was wrong and it's really important to identify this now because this is why most people never achieve the success thereafter most people think it's information that they lack and if that was truly the case the mention of Google and chat gbt and other AI tools Would have made everyone on here millionaires all right that's not the case Okay so reality is Locker information isn't the problem it's finding the right information and coupling with consistent daily action drop me a three if you agree with that statement

which is lack of information isn't the problem it's buying the right information and coupling consistent daily action so let's talk about the solution all right so first off step Number one let let's Niche down now I pull out some sweet pictures to kind of spice this up so you can learn from the visuals as well but when I first got started in sales I was told to do the spray and prey method okay this is to go after anybody and everybody and my first day I was told to go physically by foot to businesses and

I remember I was very excited to do this at first now I walked over into over 60 businesses that day and I definitely closed zero deals and I Booked zero appointments but I didn't give up I tried in the next day another 60 different businesses over 60 businesses and un fortunately really similar results this is when defeat started to settle in and I asked my boss what to do and he told me to start it it was time to start making calls and that sales is a numbers game like who's ever been told this right

who's been told that sales numbers G let me know in the chat now I spent the next two days Calling every single one of business cards I collected multiple times along with search list in our CRM I made over 80 calls that day and I still book zero appointments I couldn't believe because I actually physically walked into 120 businesses I made over 160 Plus Cold calls with nothing to show for so 280 touches with not a single positive response and the rejection started a wear on me as I felt like a complete failure I went

to my boss and I Literally almost cried his off because I felt like a literally like a loser so I asked him for his help and his advice and what was his stage advice Marcus make more calls send more emails work harder it's a numbers game and I remember going home that Friday and I felt like a complete failure I felt like I was letting everyone down my girlfriend who I wanted to propose to her parents who didn't like that was in sales my own parents who wanted me to be A doctor and lawyer but

most of all I felt like I was letting myself down I wanted to quit my job but I was really worried I wouldn't another job as we head towards recession so the next week I called up another rep in another state time pretty solid success to about the recession and I asked how she was getting appointments and she shared with me a really simple Str she called on prospects that she had seen with fleets of box trucks and I Forgot to mention that first role was we leased and rented box trucks and pickup trucks okay

now her logic was if they had trucks they would have a need or eventually have a NE and what was interesting was I'm like huh it clicked I had been calling on businesses just totally different Industries I was trying so hard to convince prospects that would have zero need it was like trying to sell Stakes to a vegan like my product was not for the mass Market but That's my approach to prospecting if you will like we were not a Amazon for everyone we're more a boutique shop instead different customers different approach different messaging so

that night I started making a list of key characteristics of Ideal customers I hyper focused down Niche IND that the highest likely to use us so I'll cover a little more in step two on this it only took about 15 minutes but I had a pretty good list and here's a shocker not a Single one that I call in the past was remotely close to being ideal customer so that next day I did a search of a new list that matched my new parameters and I started this dial and what end up happening was actually

after four hours I actually had booked four appointments now it wasn't anything crazy but that was four more appointments I ever booked so I was ecstatic now what's even more fascinating was a more targeted Niche list that actually better calls meaning I made less calls and booked more meetings I actually felt better and so my prospects so fast forward 3 months as I continue to refine my sales processing scripts I shot to number one and help the number one for the next three months that was when I was actually asked to take over completely different

territory causing me to lose my pipeline now fortunately I had learned from my mistakes at least at that point I went to this new territory and came in hyper Focused on the right target market and as the saying goes the riches are in the niches and I fortunately number the next six months earning two more promotions this is all do identifying hyoc on industries that are most likely to use our solution and the cool part is like the first step like literally anybody can do this okay it's not rocket science all right so for instance

here my client Julian Roos is a great example always Sol in sales but wanted to level up okay He us no strange of hard work but want to get more effective with his game he exec when I taught him start booking way more me immediately in fact he secured some monster Enterprise level meetings you can see right here over 400k qualify pipeline as a result or my client hea here has no Sal experience start incredible software business but strug to get qualifi means to close deals she did exactly what we discussed here within a day

she booked five me off LinkedIn and one with even the exact a billion dollar company or Christian here he it's a little smaller accounts but he went from booking zero off Alpha to completely packing his calendar with a few tiny tweaks literally backto back with Hyper qualified prospects now you might have a few questions such as what if I don't know what nich should go after that's totally normal especially if you do this Mass lasting exercise if you will keep it simple do you have Existing customers and clients what industries are they in start with

those and expand up based on similar function so for instance in that very first job I was doing of Lally selling lease like box trucks and commercial vehicles if I had a customer delivered refrigerators for Macy's all I had a think was hey what other businesses deliver furniture or like things to people's homes AKA what's a similar use case and the answer that came to me was Furniture companies Electronics companies carpet companies whatever so my point is keep it super simple especially from a use case perspective or you might be thinking or asking yourself what

if I don't have enough opport leads or opportunities in the specific Niche that could happen especially if you're super niched down but remember once you maximize the opportunity in that Niche you can expand up based on similar function use cases if you focus on not having enough leads You'll start believing that you start believing create new leads you'll make that happen too so for instance when I got started I actually had the smallest territory so we did it by ZIP codes everyone else had 10 to 20 zip codes that were densely populated I had four

zip codes I thought the same thing at first until I truly open my eyes and obviously the rest is history or you might be thinking hey I sell to everyone so you might have a solution that you Sell that goes to a little more of a mass Market shouldn't everyone be targeted to a certain degree yes but remember this each industry is very different how they may describe their issues how they'll use your software Your solution when you Niche down you will better the prospects and you can Target Niche by Niche to maximize your conversion

so for example let's just say if you work for um a company like Spectrum internet technically you can Sell to everyone but if you were selling to Bill who owns a like local bar and grill versus a fortune 1000 tech company CTO it's very different in messaging now as a recap niching Down results in faster and better results all right and if you're following along so far just drop me a two in the chat so next let's go into step two for the puzzle so we want to craft conversion conversation and let me ask you

have you ever answered a phone call from a Telemarketer let me know in the chat even it's if you ever answer a phone call from a telemarketer all right I can almost see like the cringe on your face that most of us right have received one of those calls and once you answer they go into this like 60c pitch and and the problem is that most telemarketers were given a really lengthy standard pitch script to begin with and they were told hey it's a numbers game so every day they deal with a high rejection R

just Talking to Gatekeepers low response rates to emails low connect rates to decision makers and they just assume that's how it's supposed to be done and by the way this is across the board for many inch for all AES even though there are better ways and let me give you a really specific example here so I was a brand new sales manager and I was a benchmark with a team in San Jose California Gil were California to be specific and I was in the bullpen with Two of the Reps they're actually brothers twin brothers George

and Carlos both were new but decent reps but I could see them struggling the phones and I asked them if they were open some coaching they both agreed so I started diving deep into their challenges and they actually shared with me how frustrated and demoralizing he was to keep getting gatekeeper sheding them down constantly or if if they weren't rejected the decision makers seem to Always be in a meeting or busy right and they felt frustrated that when they did get a hold of the decision maker they do their best but still get shut down

and and by law numbers okay they would book some appointments and close some deals but they hated their job and felt like quitting and I don't know if any of you have ever felt that way if you have let me know in there I I felt that way okay now I told him not to quit and that the issue they had was they spoke a language Than their Prospect and they look a little confused I explain hey guys listen the words and questions you used are not the same as the niche industry you speaking into

in essence it's as if they speak Chinese and you're talking to them in English there's a disconnect in the messaging in the audience and that automatically leads to less meetings and Deals and this applies across the board by the way from coold calls emails direct messages any copy even you do Physical letters whatever they little confused and I went a little bit deeper and I and I Tau them about the perfect Prospect Avatar and the mistake a lot of people make is when they're thinking about their target market they're all they really only focus on

specific industry of job title function and maybe some basic demographics and although those can help it must be Nish even more the prospect must feel as if you are reading their mind and that goes beyond Basic demographics such as industry job titles geography whatever and let me give you some specific examples what are their deepest desires their deepest needs and want their deepest fears what truly makes them worry their biggest hot button what drives them crazy frustrates them more than anything the biggest internal limiting beliefs the biggest external limiting belief what would remove their stress

and so on and on now what's even more important for all the Things you want to know is the why behind each one this is going deep into the psyche of the prospect they should feel as if you are in their head and it should pass the whisper test now you might be asking what what's the whisper test let me explain I want you to imagine your ideal Prospect they're at dinner with their spouse and you come over and you whisper they don't know you by the way and you come over you say hey I

know you're struggling with X and why Makes you so stressed makes you want to quit and Z is giving you crazy stress migraines I can get rid of all that for you would you be open to conversation and they immediately look at you and they're like what the heck how's this guy know that my I don't know who this person is but they rushed away from dinner from their spouse and they want to find out more because they're like shocked that you you basically know everything about them internally that's Passing the whisper test now in

a nutshell all messaging must be customized as a framework to them a conversion conversation to fit the perfect Prospect Avatar so at this point going back to George and Carlos I started working with them we started to map this out on a whiteboard we completely rewrote their phone script into a shorter and simpler phone framework they had the perfect Pro after components built in we literally cut Down their scripting from like 60 seconds down 20 25 seconds we built out a hyper Target like Niche list of prospects which is from step one from earlier now

I could tell they were like on the fence still a little bit okay iess I think this sounds too easy almost I told them to trust me they did and they started dialing within two three hours they both had booked eight appointments each they were fired up because it used to take them like a Couple weeks to book that many and what was interesting was they also said decision makers are more open to talk and the conversations were deeper than better before I explain why like decision makers know now when they're talking to some someone

actually worth a time because they actually feel heard and it's clear it's not just some poorly trained rep calling Al that knows nothing about their business they came off as an expert to the prospect a Trusted adviser so as a result of crating really simple hyper personalized conversion conversations their booking ratio sky and they booked more qualified means than ever before and yes this applies to all types of me messages this is whether it's emails direct messages videos co-a whatever and actually after this we all became really good friends because both are Income Skyrocket in

and both hit presence Club every single year and got promoted multiple times all cre A better life for their families so in fact you can actually see this is actually at one of the many pres Club were here together that's obviously me and this is like the twin brothers George and Carlos right here in fact actually this guy was actually one of my reps as well at Presence Club became a Salesman hiden presence club actually when I left corporate he became my backfill his presence Club rept as well my team as well this is someone's

Husband this is a guy down California who's also awesome too but my point here is this anybody can do this right are special all right for example Alex Zula here he's booking more meetings across the board he even booked a Mee with Dow Chemical a63 billion order and the really cool part is he works for a smaller like startup Without Really in brand recognition all right pretty cool but it's not just for prospecting the conversion conversation applies to all Parts of the process deal longstaff here who crushed as a bdr and now as an AE

he's crushing it as well or Steve here who's closing 650k deals in the recession like it's no big deal or aie here who's doing 140% to his annual Target in 10 months and he had pres his first year in sales now you might be asking yourself hey that sounds cool but like how do I learn the inner depths of what's on my perfect prospect's mind it's super normal to worry about this It's actually easier than you think so if you simple ways go where they hang out it's that simple all right so it could be

forums chat rooms social media groups it could be books that they're reading if you it could be events if you pay close attention to the conversations you will see questions and comments and they'll tell you literally exactly what you want to know and you or you can just ask don't over complicate it right you can go back to some of your customers And just seek to understand you'll be surprised on what you hear now you might be thinking that sounds going to take some time that's true but I don't you see as an investment of

your time like doing an up front will pay you dividends in confidence in results now you might be thinking what do I do next like how do I write out the messaging for call call as emails or direct messages Etc keep it really super simple and short I want you imagine if each word cost you $100 to write you want to keep it cost as low as possible now without sacrificing the quality of the message then test and refine it until you get the booking ratio response rate that you actually desire now as a recap

you want to create hyper-personalized conversion conversation Frameworks you'll book more and you'll close more as well let's go to step number three construct a customer Centric sales system now this is tying all together from steps one and Two and now three and let me explain how I figure this out because if you recall in my first two months attempting to sell I was at the very bottom of the stack rankings I was struggling I had some appointments I closed zero deals at that point and I remember at that same time my boss pulled me into

his office at 400 p.m. on a Friday which if that's ever happened to you that's never a good sign and and he didn't fire me but he definitely reamed me and he threatened Me with a pip the performance Improvement plan at this point I was more skin loss than it had ever been before and I had no idea how to improve my results the following week I had a doctor's point for my annual checkup and it was a pretty normal doctor visit but my doctor uncovered my blood pressure and cholesterol levels actually increased pretty significantly

since the prior year and my doctor recommend some changes in my diet and exercise that are Pretty much opposite to what I was doing so I pr to grad I was used eating like tons of carbs Pizza Pasta rice baked good and lots of meat and just literally just lifting really heavy weights and my doctor essentially told me to do everything the opposite okay more fruits and veggies cut out sugar and salt and to do like hard at least three to five times a week however I happily agreed and I remember like L night I'm

laying in bed thinking about these chain I was Going to make and how excited I was to do these but then I thought to myself wait a minute how did my doctor convince me to completely change my behavior and change my eating and workout habits ultimately how did she sell me how did she persuade me and make me so willingly open to change behaviors that I've been doing for over a decade but here's the thing she didn't sell me at all she actually like barely talked I talked the entire time and as I thought more

about It all she did she just asked me a lot of questions and I realized she knew my goal was to get healthy and then she asked me more questions to cover all my needs desires and problems and then she aligned a really simple solution to my needs desires and problems the thing was even before she made a recommendation I was already solden having to make a change I'm G say it again even before she made a recommendation I was already so having to make a change based on the 15 minutes question she asked it

was 100% clear I had a huge problem it would cost me a lot if I didn't fix it and once I was really clear on that she made a simple recommendation that I willingly agreed to it was like she knew the goal and work backwards to get there and as a patient I felt really good about it and a light bulb went off at that point like I could apply the same concept to a sales process I could reverse the sales process I can begin with the end goals In mind and then ultim ask questions

and cover their needs JS and problems then I can align my solution to what I cover and this actually made a lot of sense because I was doing the opposite I would actually come in barely ask maybe ask a couple questions and spend most of the time trying to pitch or demo my solution like 89% of the time I was literally going on appointments asking a few questions and then just demoing dropping as many features and benefits Pro as Possible just like trying to like throw all these things on the wall I could literally see

on my prospects faces they didn't like that and they couldn't wait for me to leave or they say oh send me some digest send me some more information let me get back to you right now it was not a customer Centric process so that night I mapped out on just a piece of scratch paper and I began with my ECT goals in mind and I mapped out question I'd have to ask to Get there and I picture up going a road trip like I knew look at the end destination right here and then I map

out the path to get there and the car here I'm like all right cool this is I just work backwards to here so I can get to there and the following week I I tested it I ran all my appointments asked any questions I came up with I spent about 90% of each appointment asking questions and only 10% really demoing and presenting and showing Pitching to them in align to what I learned now I only had five appointments they weren't big deals but I closed four out of five appointments again very small deals but I

Clos four out of five like I closed 80% with this method and it worked and literally my results got better overnight that's when I knew I was on to something okay this is a customer Centric system it was not about my company my solution my features and benefits or me it was all focused on the Customer just like my doctor focused on me the patient and then I realized I had even bigger realization that it wasn't just a discovery part of the process to ask questions it started with actually the mindset right asking the right

internal question frame my mind and then it was same with prospecting right to discovering present it really the whole process was that way every part was impacted by how asked questions and this is how true expert cell and it made me Realize it gave them more trust more credibility and position them as the expert and this ultimately led to more meetings more closed deals more commission somebody just feeling better about how they sold because they're truly serving the customer now I continue to focus ref fin this even more I started booking way more points Employments

immediately before it would take me like a couple weeks maybe even a month to book four or five appointments Now in two to three hours I was looking eight to 10 new appointments like I finished number one that month and did five exp with the second place person then I held the number one spot nine months earning two more promotions this is all due to execu on a refined customer Centric sales process like when you f in system when you focus on the customer and you ask more questions and the right questions for every single

step of the sales process your results Will go up and the better you get at this the more appointments you'll get the more deals you will close the more you exceed your coin the more you will earn now what I found here again it's not about making more calls when you actually focus on refining every part of your sales process asking better questions you get better results with the same amount of effort and let me show you exactly what I mean we're just going to do the math together I Want you to see this all

right so there's a lot of things I'm simplify this down let's just say for example if you a base out of $100,000 yours might be more it might be less you're averaging $100 a week for just an example you might be more let called 100 let's just say for example you have an average gatekeeper bypass ratio of 7% okay and you let's assume you have a point booking ratio so you get a conversation with decision maker 20% are Actually booked let's say your closing 25% okay let's say on average commiss is $2,500 right these just

numbers I made up here let's just say for example if you ran this math you're averaging call $142,000 a year now let's go into more activity let's just say for example the average person by the way and more most leaders say Hey you doing not bad if you want to make more money we want to hit more we want to sell more what we should do is we should increase your activity So they say let's go ahead and increase your activity let's just get you to 00 cool CU if you do 200 dials if you

just double your activity you will make $184,000 so that's not bad so you went from 142 to14 so you're making $42,000 more hey that's great you're making more money all you have to do is work harder put in more hours to do to do that or some will say hey that's doing pretty good let's just get you to like $300 a week okay you get 300 okay now you're Doing $300 you're doing like 3x activity so you put even more hours but guess what now you're making more money you went from4 2 to 226,000 right

that's like what most people do now realistically you're probably not 3xit so let's say for example let's say two exit okay so you get two exits you're making under2 200,000 $184,000 you could do that right you could just work harder and make more calls all right now what happens though if you actually get Better at different skills instead so let's just say we'll go back to the very original Base number right 142 let's just say for example we'll keep activity exactly the same but we get far more effective and more skilled at different parts of

the problem you refine your sales process let's say for example the average Gaper bypass ratio let's say it get to 10% oh interesting you're already making more money all right let's say you get better on the phone so instead Of booking only you know 20% one out of five you get yourself to 50% just by doing that you're already making more money let's say you get better at the rest of the sales process from how you multi disco run discover your demos Etc and you get yourself just call 28% Now by just simply doing that

you're earning 268 ,000 in fact you're doing the same level activity as you were doing the first situation but you're far more skilled so if you compare even more Activity you're actually earning still more this person with double activity and you're actually making way more of them still you're making 184 minus 268 you're making you know like what $80,000 more by being more skilled and here's the thing I don't even talk about if you're better actually actually like selling large opportunity going big opportunities or being able to create more valuee paint so you actually P

the account better so suddenly if you're Able to do that as well you're more skilled there let's say for example you don't go crazy maybe gu you get your commission to average of 3500 per deal now you're making $335,000 a year so the reality is you could for sure work harder you could just double your activity make a little more money or when you actually improve your skills you get really good but here's a cool part this is what we've seen for the people who really internalize this they Say okay this is interesting so maybe

what I can do instead is I actually want to make less calls let me get myself to the call 60 calls a week but I want to make sure I'm super good on the phones let's just say the g bup pass will keep at 10% but we get real good at booking the meetings get yourself to 80% all right and let's say we get a closing ratio not just 28% which is okay we get us up to 35% and we get to average deal size commission to go up as well it's Call even 4,000 but

let's say on top of that you want to take more vacation okay so instead of 48 work weeks let's say for example you want take two more weeks on top of that and now you're 46 so if you think if you compare these two still now you're making 409,000 versus 184,000 you're actually working less but you're far more effective at your game in fact you take a look at your comp plan 142,000 you're basically adding an extra 200 what that difference is over $200,000 more 200 like you know $50,000 more by simply become more skilled

at the game or you can just work harder and you work harder you double based your activity double Bas work more hours and you maybe make 40K more I share this with you because this is the key to success all right is you understand improving your skills and running refined sales process will make you far more money and far more leverage now I have to iterate again like I'm nobody Special because really anybody can do this all right and obviously we have examples of this for example Jordan here he struggled selling B2B he was doing

I was trying to do early on which is trying to run a really high activity model of numbers and just pitch within four days of learning this he CL $16,000 for ex a refined customer Centric sales process or we have Preston here who's a very hard worker but wasn't results he wanted so we started working with him And he Prospect and closes a deal that will pay out $90,000 it's a $900,000 deal okay or William here who went from missing his number literally almost sold his car to join our program to 3 27% toota number

one all right buying a house getting gr to be a Salesman and this is all within 90 days so as you can see he's earning more his confidence insanely high now you might be wondering how do I know what questions to ask so if you've done Steps one and two you've already done some of the heavy lifting now is it's taking the time to work backwards craft questions that'll lead to the anwers you're actually looking for and you want to keep it really simple and you might be asking Don experience know what to ask no

you don't you just got to start a little bit of research first like I mention to do this okay as you gain some experience you canine the question even more it's about imperfect action you'll Get a result and then you'll find more from there you might be asking yourself hey won't seem like I'm interrogating them just like anything else you want to make it conversational keep an eye on your tone and how you ask the questions the magic lays ring the followup questions after you ask the base questions that you mapped out or you might

be thinking don't you spend a lot of time trying to pitch them you actually do not one of the biggest Mistakes I see sales pros make is they go into information overload on their Prospect they share every possible feature even the prospect has not shared they have a specific is that feature would solve like information overload leads the process field overwhelmed and need more time to process it so keep it really simple it only present based on what you uncovered in the discovery now as a recap a refined customer Centric sales process in system is

the fastest Way to be positioned as an expert generate sales results and when you hyper Target down on a niche industry you craft hyper personalized conversion conversation Frameworks to your perfect Prospect Avatar and you use a tight and refined customer Centric sales process you can increase your income $100,000 to $250,000 plus this year without working hard making thousands of cold calls now what's the common theme of all these steps I've shared with you so far they Take into account the value of time and bringing you more of it you cannot get more time so we

need to maximize the time that we actually have and this is why when you look at some the rep who's earning 500k to a million dollar a year earner they have the same amount of time as someone making $50,000 and the easiest to maximize the time is to decrease the amount of time it takes to achieve something and it's about being wildly efficient with your sales process And gaining back time so you have to ask yourself do you know the best methods to proper resource on your target market do you have proven methods and Frameworks

for coold calling emailing direct messaging social selling whatever that lead to actual booked qualified appointment do you know exactly what are the most important income producing activities IP you must be doing every single day to get the results you actually want do you know the exact Routine you should run of a top performer have asked all the questions to effectively guide a sales to move forward or to close especially during uncertain times do you have proven Frameworks to present massive value to destroy objections do you know the most effective way to create urgency so your

proct feel compelled to take action fast do you know the fastest way to shorten down your sales cycle do you know exactly what to do to deliver results Without just working hard and do you have a sales operating system of a top 1% performer now if you don't know any of or just some of these it's important to find someone who does you can maximize your time and there's a lot of noise out there so do recommend you look for someone that you can actually relate to probably someone who's been exactly where you are and

exactly where you want to be someone thousands of student testimonials they grow engaged Community Or you can take the information from this training try to figure it out on your own you will probably eventually figure it out but I promise you it will cost you a lot more in money time and opportunity costs and it's not the money that hurts it's a Time opportunity cost that actually hurts you trial on and hopefully some form of you know success in some way now this could easily take you thousands of cool calls hundreds of sales calls Dozens

of lot deal opportunities and more easily over 6 months to 12 months or more to figure this out but let's be real here most people never figured out and that's why they have a roller coaster of a career why most have to change sales jobs every 18 24 months just to survive and not Thrive now if you like numbers let's assume your current comp plan Max is $350,000 again yours might be more might be less let's just say you're earning $180,000 okay you might be more might be less let's just say whatever you're averaging each

year though you're not maxing out is costing you the difference so in this example that's $170,000 if you're making1 180,000 your confence 350 Max okay and it could be more depend your max and this is your your actual opportunity cost of course all the things you miss out on the extra income so what could you do with the extra money $17,000 this means you could Be investing it you could be buying real estate you could be going on vacations more you can paying off debt you be sending your kids a private school it could be

retiring your spouse if they want that you could be St side houses or businesses it could be your freedom chice of doing whatever you want it could be achieving escape velocity and leaving the rat race it could be buying fun toys whatever the reality is that your true opportunity cost of average Sales performance is not having the life you dream of for your family and you and the longer it takes you the more it costs you and here's reality you do not get that time back so the longer you don't Max your potential out the

more it'll actually cost you or you could work with someone who's already mastered it and has more proven results than almost anyone else in industry but for literally a fraction of the cost in which clients getting results within one Or two days of working with us okay now when you look at the bigger picture working with us shouldn't actually cost you money as you get back five to 10x annually when you execute and just to be clear this is for those who are in Tech or BB sales who are wanting to earn an additional $100,000

more $250,000 more a year whether you are brand new been doing for a long time or for a short amount of time whether you're struggling scared of failing making mistakes or Doing well already if you want to become a best version yourself a top performer ear for your family then this is for for you like Reed here I sh earlier who went from doing well like 125k a year to 250k in 11 months in the top three out of 600 plus reps hit PR circle is getting National recognition got promoted the following year he hit

$800,000 in earnings that's 125k increase in year one 800,000 or 500,000 increase in year two not bad or Travis Whitman here went For earning 130k to 281k in 11 months he vanished number one out of 100 reps and over 200 the quota earning extra $150,000 plus is not bad or Sam here who actually was earning just 40K a year to 12,888 in 10 months an 81k increase in year one the following year over $270,000 that's 150k increase in year two not bad or Chelsea Beringer went from earning 118k to 225k for first year that's 17K

more she even says in this text to me that should charge more for Josh patino who's doing 223% to Target in his annual Target in seven months he even bought family the dream home this year or Mark struggling 20% to Target or Joe who did decent before more ordert taker there transformational deals once our working with them consistently crush the top reps this is example most recent JY Clos that'll pay him $600,000 a start it will go to multip Fig commission as they expand out almost 10x the biggest deal in the company history or Nick

here I started mentoring early on and he was struggling to close new logos within two weeks Clos six new logos that's three exp closing the prior two months combined but he's actually having more fun as he says here Sly never had a long time he's even back to investment in 27 days or Joe here who second guessing himself within four months he hit his annual qua number one in the country and first person to do it he's already earned $200,000 commission checks this year he'll make 500k this year while it's privac she was a quar

million dollar