These KILL deals: 13 High Ticket Red Flags

These kill deals 13 High ticket red flags so in this video I'm going to reveal to you the 13 red flags that prospects can show that will kill deals that you absolutely need to know if you want to earn a living in sales if you want to be [ __ ] Rich some of these red flags you can overcome others mean you should probably get off the call but by the end of this video you'll know each one and how to handle them when you Understand these red flags and how to handle them you'll be

able to make more money make selling easier have more fun selling become a better version of yourself and understand exactly what you need to work on as a salesperson but I have to be direct if you can't sit and listen to One entire video and all of this knowledge that I'm going to give you for free then I'm afraid you're not going to make it if you don't know who I am I'm Josh lions and as a high ticket Closer I earned over $100,000 a month in commission selling $1.12 million a month in cash collected

I then trained the sales team at Alex homo's old gym launch which was sold for $46 million I've helped multiple business owners scale their sales teams to a million dollar a month in cash CL collected and Beyond now I run the Unicorn closer Mastermind which is a private membersonly club for the top 0.00001% of salespeople who want to make More money and become the best version of themselves simultaneously and all of the huge money I made as a salesperson in commission and money I made for business owners came because I understood good people more specifically

the 13 High ticket red flags that prospects can show that kill deals most closers kind of putter along at a mediocre at best version of their potential income but when you shift your attention from memorizing word tracks And scripts and what to say to learning what to listen for in things that will kill the deal you can absolutely have a license to print money for as long as you possibly can so the first thing for us to talk about is to set the scene most high ticket closers most salespeople have the complete wrong idea of

what sales actually is what do you actually need to do on a sales call to be successful what do you need to do to close at the highest close rate Percentage that you possibly can what you need to realize is that your job on a sales call is not to sell the thing that you're selling your job isn't to go through your script and ask your questions your job isn't even to handle objections at the end of the call what your job is really about is understanding the person that you're on the phone with and

why they're not where they want to be they're here and they want to be here I'll tell you right now They're not not where they want to be because of external factors victim mentality the world the culture their language that they speak none of that is why they're not where they want to be same as for you nothing external is why you're not where you want to be the reason that the prospect is here not here where they want to be is because they are showing up in some way shape or form in the wrong

way and the way that they're showing up in the wrong way is Going to fit within one of these 13 red flags when you find it you don't brush it under the carpet you address it directly going to teach you how to do that in this video but before getting into what those 13 High ticket red flags are I wanted you to understand why this is so crucial in making more money the amount of money that you're going to be able to make is understanding this big shift that your job isn't to just sell the

product your job is to find the Thing that the person is doing in the way they're showing up that they shouldn't be or not showing up in a way that they should be and having a real no BS raw and authentic conversation with the prospect about that thing those things are these 13 red flags so now you know what you're really there to do on a sales call which is going to allow you to make a lot of money let's crack in to the 13 red flags these red flags are not in an exact order

because some of them Can cross over if you're selling at a very high level like I teach the sales people en closes inside my unicorn closer Mastermind alongside my mentor you will not be selling with a script you will be using a flexible selling style methodology which is called scriptless selling in other words you're having a conversation based on what the prospect is telling you and sometimes the conversation goes in weird directions it doesn't always go linearly So I've laid these out in a order that is most probably the order that they'll come up but

if you're selling at a very high level some of these can be in different orders now as you go through these and as I take you through these 13 all of them bar one fit into kind of a category so we've got seven categories with two red flags in each apart from one that just has one and that gives us our 13 so what are those categories let's set the scene even further now we Know what your job is on a sales call let's compartmentalize where these red flags are going to come up in the

first red flag category is around the problem or what we would call reality this is the current situation this is where we are right now the second red flag category is around where they want to be the desire or we could call it the vision the third red flag category is around what we would call frame in other words there's you on the sales call and There's the Prospect and how is that relationship looking right now do they look up to you do they look down at you with disdain do they think oh what what

a cheap salesperson tack tacky salesperson slimy salesperson or do they look up at you and think this is a trusted expert this is an advisor this is someone that's a leader the fourth red flag category is awareness which kind of could be called their perspective like what do they see when They look out at the world do they see red when I see blue do they see glass half full when I see glass half empty how do they see things the fifth category is character in other words the prospects character how are they showing up

as a person like if we were to assess them what is going on the sixth category is the vehicle what are we actually going to do to try and bridge the gap from where you're at now to where you want to be the seventh and final Category is the journey more specifically commitment around making that Journey so let's crack into these red flags so in the first category with the problem or reality the first red flag is if there is a lack of clear pain or motivation this is so obvious but having done tens of

thousands of sales cool reviews for closers on sales teams including Alex os's gym launch sales team it blew my mind how many salespeople get 10 15 even 20 minutes Into the call and I'm not exactly clear what the problem is that we're trying to solve no problem no sale no problem no reason reason for a sale I want you to understand as a salesperson that 99% of the time there is a clear pain and there is a clear motivation behind that pain being resolved most salespeople though they don't ask the right questions to get to

the pain because they're too busy reading their script and just trying to go down the Script even if you've asked the first question on your script if you don't get the answer you have to re askk it in five six seven different ways until you actually get what you needed from that part of the call and I caveated this section with saying 99% of the time there is a clear pain and a motivation because whilst this is a red flag in other words if there is no clear pain or motivation you should just get off

the call you should say Hey you know I'm Really not seeing here that there's a a clear problem that you're trying to solve or or a solution that you're trying to get to and anybody that we would consider bringing into this program there is a burning problem that is crystal clear that they are committed to solving and I'm just not hearing that from you right now so I would say that we just don't have alignment that would be how you get off the call but the red flag is more in this case a red flag

That the prospect isn't giving it to you and you as the salesperson continue to move on with the sales call even though you haven't got a clear pain or a clear motivation so the first red flag is if there is a very very very very very small chance that the prospect doesn't have a clear pain or motivation you get off the call but remember 99% of the time it's you as the salesperson that hasn't been able to Define that clear problem that is Actually something that we spend a lot of time training inside my unicorn

closer Mastermind because if you nail the first 3 to 5 minutes of a sales call nailing down that problem crystallizing it clarifying it specifying it verbalizing it back to the prospect they have now admitted yes that is my pain yes that is my problem yes that is what I want that I don't have right now so we spend a lot of time on a live trading call breaking down that first 5 minutes Of tons of sales calls from the members inside so that we can nail this first red flag okay what is the second one

the second one is frequent cancellations or showing up late you might say why is that because this first section remember we had our different categories is about the current situation and the current situation to close a sale needs to be that there is a clear pain or a clear problem but also the prospect needs to be Associated to that clear pain and Problem in other words they can't be denying it they can't be not facing reality if they keep canceling if they keep turning up late they are not in a state where they're viewing their

pain or problem as a pain or problem that is serious and so a huge red flag which I would address very early on if I'm ever to say take a sales call with someone that keeps rescheduling keeps turning up late I'd say hey um I noticed that you had a number of last minute reschedules I just want to make sure that I'm not going to waste your time and I'm sure you don't want to waste mine is solving blank whatever industry you're selling in is that really a priority for you right now and would address

the Red Flag straight away because remember what I said at the start of this video your actual job as a salesperson is to bring the prospect to the reality that how they're currently showing up is why they haven't solved the problem it's not Really because they need your offer or they need your solution or they need to buy anything you're actually selling the person you're fixing the personal problems that the prospect is showing up as and then just rolling them into the program so they can continue to show up in this new way with training

with coaching with a community things like that and so why do you need to reconcile this Red Flag straight away because that's one of the things that you're Selling you're selling the more real version of the prospect that they need to actually show up as in other words you wouldn't say this to the prospect but what you're implying is you aren't taking this seriously because you've got a problem that you're denying that you don't want to face and so the way that you're managing it is to just keep putting off putting off putting off resolving

it you having the [ __ ] you actually being real and authentic and Genuine enough as a salesperson to address that headon you'd be surprised how many sales you will make from just having that no BS real moment when this red flag comes up so that's the two red flags in the current problem or what we would call reality so let's move into the second one now which is the desire category or the vision so we've covered where they are and we're now going to talk about where they want to go so the first red

flag is if where they want to Go is focused on shortterm thinking because in order for someone to take action to get out of what we would call homeostasis in other words just momentum going in the same direction to change that direction of that momentum or to put more momentum behind it we have to have a strong desire and if the desire is oh I'm making $3,000 a month as a salesperson and I want to get to five well that short-term thinking isn't going to be enough for the momentum to Change direction this is based

on laws of physics you know a object moving in a certain direction at a certain speed will continue moving in that direction at that same speed unless there's a big enough input for it to change it's not just going to change on its own the more that pushes the easier it is for someone to take action to take action now and to maintain that commitment level cuz the goal the desire the vision is serious enough so if you're ever on a sales call And you ask the person what they want let's say you know I

used to sell dating services if I was talking to a guy that's not been on a date for a year and I said okay I wouldn't ask it like this but what is your goal and he said I want to I want to go on a date a date I wouldn't sell him the product or service to get a date I wouldn't even s them the product or service to go on a handful of dates i' be like okay got it and so going on a date why is that important or I might say okay

and so going on a date you know we get you on a date what then oh I'd want to go on another one okay makes sense we get you out on multiple dates what is the end goal that you're looking to accomplish and either someone's going to now give you a bigger end goal well actually I'm looking for a marriage partner okay cool I can now sell that because they've gone from short-term thinking to long-term thinking and going back to the Introduction setting the scene here someone isn't going to solve a problem if their mindset

is locked on this shortterm thinking if you're a salesperson and the only thing you're thinking about is oh I want to learn to handle some objections I'm I'm I'm getting objections I want to learn to handle them or you're at 5K a month and you're thinking oh I'd love to get to 10 you're not going to have the drive to hire a mentor to go through training to Have your calls reviewed to be a part of a high level community and get called out and put in your place when you need to cuz you're not

doing the work that you need to do or you've got some sabotaging belief or sabotaging behavior if all you want to do is fix handling some objections or go from 5K to 10K it's why in The Mastermind I run we don't even allow people in who have what we call small boy goals in other words if you have a small boy small boy goal This is not the place for you and we wouldn't accept you in for the simple reason that remember these red flags are not only how you sell the person but it's how

you get them to be successful and when you align your selling style your methodology with if I can get people in a place where they're going to be successful if I've done that for them if I've taken them from a place where they're never going to make it to a place where they're going to make it They're going to buy from me because I've already served them I've already helped them that is actually what you're selling the person and so this I was going to say small boy thinking but this short-term thinking is a massive

red flag that is going to guarantee the person doesn't have what they need in terms of internal spiritual emotional even energetic resources to take action but it's also going to mean they won't be successful because everything in life Has trials and tribulations ups and downs and when the going gets tough and they're like oh I want to go from 3K a month to 5K a month [ __ ] things are difficult they're going to bail they're just not going to make it so you have to handle this red flag if you're ever talking to someone

about their vision and they've got a short-term thinking goal you have to take it further and sometimes and this is why I do not s a script you just tell the person why if They don't get it hey Josh why why why are you not happy with my goal to go from three to 5K that's a great question let me explain it things are going to get hard at some point even with our help you're going to have some challenges you're going to have a bad day you're going to have personal things you're going to

maybe find something difficult to learn and if your goal is just to go from 3 to 5 okay which isn't going to massively transform your Reality or your life when that tough time comes the probability that you quit or you delay putting in the work and just basically your results go down and even potentially to zero is very high whereas when someone has a big Vision a big dream a big transformation they want to accomplish that Vision that imagination of a better reality it pulls them forward it's like a planet with a gravity field this

isn't a script don't write this out don't say oh Josh's Analogy Josh's metaphor he said planets and gravity that's not the point the point is you just tell them the truth if they need to because highlevel selling is about helping the person get to the position they need to be understanding people understanding why they're not where they want to be and then having the skill of communication and how you show up cuz people won't listen to you if you have the right words but the wrong energy so that when you explain to Them how to

get them into position to be successful that's what's actually going to allow them to buy from you and also to have results once they've already bought for you okay the next one in Vision or desire unrealistic expectations so the first one we covered is they've only just got a small short-term goal very small jump this one is the jump is massive and it could be that the jump is just huge and they're thinking way too far ahead or It's huge relative to their Assumption of what they need to put in to get there in other

words you've got a person on the phone I'm sure you've had this they're working in McDonald's and they come on the call I want to be a millionaire huh okay because they're so far removed from The Next Step the next 10 moves in their life even the next 50 moves they're not actually going to be able to see their feet metaphorically in front of them cuz they're like oh I'm Just going to be a millionaire that's my goal I want to be a millionaire and I want to do it in six months now if you

want to become a millionaire in six months more power to you I would love that to happen for you I'm not saying it can't be done not saying it hasn't been done not saying it shouldn't be done but when you're on a sales call you have to have the awareness understand is this person's disassociation to the reality of the next few steps and instead Putting their reality on some you know way ahead desire or vision is that the thing that's holding them back and I'll tell you now it will be and so what you want

to do on the sales cor how to solve this is take them from okay so you want to be a millionaire let's break that down so you want to do that in six months so a million divided by six you know it's just call it 200,000 okay so 200,000 a month so that's $50,000 in the next 7 days and to Maintain that now obviously you know momentum could build in the second 3 months so we could start a little bit slower and assume you're going to get momentum so let's half that let's say the first

3 months you need to get to $225,000 a week then the second three months you need to be at $75,000 a week because it kind of Curves up like that that's how progress Works what are you going to do exactly what do you think you need exactly to get to $225,000 in The next 7 days they may say oh [ __ ] now I've thought about it that might not happen you say okay well listen definitely want to assist you getting to a million a month and we have had people in the program that have

done that sorry a million dollars not a million dollar a month but do you think part of the problem in regards to why you're still working a 9 to-5 in McDonald's has been the fact that you haven't broken down your big vision and your big goal into Tangible next action steps they'll probably say h yeah I think so I I guess that could make sense okay and so where are you at now with taking this big reality and big vision and big dream that you want and starting to break it down into something that you

can do that you should do that you do do by the end of this week as opposed to always being able to put it off by thinking about this massive desire as opposed to just doing what you need to do today it's a Little bit wordy again do not script these things out this is not what I'm saying this is not a video on hey Josh said say this word track it's the principle the red flag in this one is they're thinking way too unrealistically or another example they want to hit blank they want to

get to this reality and they think they're going to put in an hour a day you have to ask them okay so you want to put an hour a day to be a millionaire in the next 6 months where Did you get that number from oh I just you know I thought it would make sense or or or I thought it's what's possible understood if that's what's possible for you I I'm definitely not saying we don't want you to hit a million dollars from an hour's work a day over 6 months but would this still

be something that you would commit to and you would take action on if you put in an hour a day if that's all you can put in and 6 months from now you'd made $100,000 if it's a nin to-5 that's working in McDonald's you'd hope that they'd say oh yeah okay why right so you break it down into something more manageable because at a very high level of selling you start to understand that even people's rationalizations justifications excuses ignorance and consciously or unconsciously not facing the reality of reality they're actually conscious of it but it's

deep in their Consciousness What I mean by that is someone isn't going to buy from a salesperson that has allowed them as a prospect on a call to be sold with this red flag in other words oh millionaire in 6 months awesome yeah let's let's do it good stuff people are conscious that their own stupidities aren't realistic and so one of the things that helps you sell is to face the reality that the prospect knows and they know that you know but most salespeople which is why internal Mastery is such an important thing and it's

50% of what I trained Alex H moi's gym launch Team and it's actually the only thing that I trained them in the first four to six weeks and it took them to their highest close rates just teaching them internal Mastery because a salesperson could know that the prospect's got some [ __ ] that they don't want to address they can even know that the prospect knows that they know yet they don't address it they just oh I Don't want to talk about that or I don't know how to handle that or uh I don't want

to provoke the prospect or I don't want to don't want to have a conflict or I don't want to break Rapport I don't want to break their trust it's like the most trustworthy thing that you can do as a salesperson is tell the truth to the Prospect and you'll notice that all of these red flags really come down to just telling the truth to the prospect preferably through questions okay so Four let's move on so number five category is frame in other words how do they see you versus them and this is really important because

if the prospect sees thems as Superior to you and you as obviously inferior to them why are they going to give you money why are they going to give you money if they think they are better than you they they can already figure it out they don't need your help and that is another copout it's another rationalization their Choice to frame up the conversation between you and them as oh I'm you know the big I am and you're just a salesperson or a closer that way of showing up is denial denial of the reality and

so instead of facing real real it in order to make themselves feel relieved from reality or alleviated from facing reality they compensate with that by artificially putting themselves in their own mind in a higher frame oh I don't need you or I'm better than you or You know I'm prospects will often say I'm the one deciding if we if I or we should work with you you're not the one salesperson asking me questions I'm the one asking you questions so no because you're you're not where you want to be don't say that and so how

does this actually sharp as a red flag number one obsession with price early on in the court why are they obsessed with price because they don't actually want to make a decision they want to but they also Don't want to in other words they do want to fix their problem but they don't want to have to go through the reality of facing the reality of the problem to then start fixing it so what do they do they just talk about price knowing in their own mind that it's stupid cuz know it's a another day another

week another month another year that they won't fix the problem but right now they're in this turmoil they're in this conflict of well I I want to fix the problem but I'm Scared it's a big change taking action I haven't taken action for a year or five years or 10 years so you know what I'll do and this is the you know the devil and the angel on the shoulders of the psychology of the person the devil is like you know what you should do Mikey just ask the price knowing that when they tell you

the price you'll say oh that's too much much money I'm not going to do anything and then you can just get off the call and that's like this devil On their shoulder that's trying to give them another copout you can't do that your job as a salesperson is to help people Zig Ziggler had a quote which says you can have whatever you want in life as much money as you want in life if you can help other people get what they want so your job on the sales call is to help people get out of

these red flag positions and so this one is they're trying to frame you up so you need to have a way to resp respond to That I'll give it to you that allows things to be put back into the right frame because their frame has been artificially manipulated in their head as a way for them to get out of fixing the problem and it's also going to continue to prevent them fixing the problem and as I just said with Zig Ziggler if you allow that you can't have what you want in life cuz you're not

serving people so how do you fix it they say yeah what's the price at the moment The price is zero because I don't know if we have alignment so I don't have anything to sell you now if you deliver that with the right energy not egotistically not with you now thinking that you're the big I am as the salesperson but if you say it very chill but very firm very with conviction it will land now you've fixed the frame you've fixed the red flag it's like it's like a broken bone when you go to the

host and they click a broken bone back Into place if they don't click it back into place it's going to continue to cause pain and also if it stays in that position it will actually heal in the wrong way in other words you'll be deformed and someone continuing to stay at a poor level of income if you were selling something that helps of income is a deformed version of the best version of themselves that they could have been if they' have fixed the broken bone or in this case if they'd have Fixed the red flag

which you're being shown on the sales call and that red flag is something in the way that they're dealing with their situation so let's get into the next one the next one is excessive requests for trials can I have a free trial can I try it before I buy you know can I have a discount or anything like that and this is still frame because what they're essentially trying to say is I'm not committed but I want you salesperson business giving the Offer to be committed in other words they don't realize but they do realize

but they're in denial slightly consciously and slightly subconsciously that they have to go all in with their commitment in order to fix the problem if they try and think that they're going to fix the problem without that what is your job yes as a salesperson your job is to bring them back to reality the further you are in life as a person as a salesperson and the further the prospect Is away from reality this is reality this is where they've trended they've gone over here this Gap from where you should be reality and reality this

Gap is precisely the measurement of how much of your full potential the best life the best reality the best version of yourself that you won't realize because you're not facing reality your job as a salesperson using questions and I want you to imagine the questions are like you're throwing a rope out to sea where Someone is in one of those little rings they're out at Sea they're you know they're drowning they're you know drifting off to Sea and they're in a a life ring and your questions are like throwing a rope and as you ask

the questions that's the Rope going out to them and they can grab on the rope and they can pull themselves back to the boat back to safety back to dry land that's essentially what you're doing on a sales call this person is all the way Over here and you using your questions your frame the way you show up the confidence you have the certainty the beliefs that you have you bring them back into reality and so this red flag they're so far out of reality that they think oh I can just have you throw me

the the offer but I don't have to come to you say no don't work like that and you would again you would say how many months or years however you based on the conversation that you've had already how Many years has it been that you've been you know wanting to solve blank or three years got it how many attempts have you made to solve that using outside help Zero have you had any phone calls with people about outside help oh yeah I've had this many blah blah blah and did you ask those people for free

trials free help yes what did they say no and you you diagnose it through Discovery questions you diagnose it to get to the point where you basically say to them do You think part of the problem in regards to you not getting this solved has been your desire for free trials or basically to get help without putting in the commitment on your end whilst wanting 100% commitment to getting you the results on the end of the person providing the service do you think that could be part of the problem as to why you haven't got

this solved you can ask that in a number of different ways what you have to do is use your questions to Help them see that this way of showing up Desiring to think that they're better than needing to meet commitment 50/50 you know we're going to commit to getting you the result you're going to commit to us with financial investment skin in the game if the frame is Warped if it's out of alignment they aren't going to buy but they're also never going to fix the problem they're never going to have success in anything in

this area of their life where they have This belief of frame you have to use questions to bring it back into level alignment so that's that red flag the next category of red flags is awareness or perspective what do they see and how do they see it so again Prospect is living in reality and the sky is blue but they're viewing it as a cloudy day metaphorically and so the most obvious and the biggest red flag to show you that the prospect is not in reality in terms of their awareness or their Perspective is they're

on the sales cool but their mind is somewhere else the lights are on but nobody is home okay and think about this if you're talking to somebody and the lights are on but nobody's home what do you think is the likelihood that they're really thinking feeling associating connecting with the problem with their desires with the problem basically what they're on the call to solve what percentage do you think that's actually happening Basically zero and so if the person seems distracted and not present the most important thing that you do to readdress this red flag is

you have to check yourself as the salesperson that you don't get triggered and then so long as you're in a good State you address it you say I've noticed a number of times now that whilst we're having this conversation you seem very distracted what's going on now why you might be thinking Josh this is very Basic it's basic what you do but do you know why the reason that someone is distracted is that their awareness is this isn't that big of a problem well if it is a problem and it is a big problem and

it has consequences you as the salesperson need to bring them back to that awareness or they know it it's a problem and they are allowing themselves to be distracted to keep their head facing the other direction so they don't look at the problem as a salesperson to Sell someone but also to help them fix the problem first of all you have to hold up the mirror of the severity of their situation to their face and you have to get them to look in the mirror if they're looking around even if they're looking in the camera

and they're looking at you on the sales call but you have your spider the sense that you're like they're looking at me but they're thinking about their wife or dinner or you know getting a beer or Whatever they're thinking about something else your job is to bring their awareness their mind from out here lights are on but nobody's home they're they're outside of the home and bring their Consciousness back to here bring their awareness back to here now with this red flag it's really imperative especially if they're not physically looking around the room that you're

able to spot it if you're reading from a script if you're memorizing lines you Are not going to be able to do this you are not going to be present enough you're not going to be tuned in enough to notice when the prospect is verbally answering your questions but their mind is somewhere else for example you can be driving driving you're not crashing but you're thinking about something else you're not thinking you if someone asked you after the drive did you spot the person at the side of the road that had the yellow jacket on

you'd be like no I I didn't see that because you weren't concentrating on the driving even though you were doing it your mind was somewhere else you need to make sure the prospect's mind is on the problem on the conversation so their awareness has to be around what you're talking about you literally just call it out but you can't call it out and say hey I noticed you're not concentrating or hey I noticed that you keep looking around because it comes across as annoy it has to come from a Place of curiosity and concern but

also the Deep inner belief inside of you knowing that this thing this red flag is a part if not the big and only part as to why they haven't got what they want why they haven't solved the problem why they are continuing to suffer okay and so you saying hey you know I noticed that you two three times now while we're having this conversation you seem very distracted if they really realize that you tuned in and you noticed that Subconsciously their brain will be thinking two things holy [ __ ] this person notices and they'll

also be thinking holy [ __ ] I can't get away with not telling the truth now not opening up keeping my repressed feelings and emotions and reality down suppressed they can't do that anymore they see you as an expert and they also feel like you know what now's the time that I need to talk about it and they'll tell you something really deep they'll tell you Like yeah you know Josh honestly I you know I I do really want to fix this but I'm you know I'm just if I was selling Fitness I'm just really

scared you know I've been overweight for the last 5 10 years and I don't know how I'm going to do this boom they weren't concentrating their mind was on another planet to allow them relief to allow them to disassociate with the pain of facing reality you just sold them in that moment that you were aware of that and You brought them back and you said hey John metaphorically while Little Johnny keeps trying to run over there to not face reality you grab Little Johnny and you say no no no no no no no sit here

we're going to talk about your problems we're going to Face Reality that's basically what you're doing and when you do that just like a child being told that by a parent they're like oh [ __ ] okay well I need I need to do this now okay so that's that red flag the next Red flag within the category of awareness and perspective is not that they're not present enough to be associating with the reality what they've started to do to disassociate reality is they keep changing their story you know so they might say oh yeah

if I was selling lead gen oh yeah last month the business is doing really well Okay cool so how many sales did you make last month oh you know two last month interesting okay what about the month Before uh oh yeah the month before was like really good we had like 15 okay 15 and what about the month before that oh you know the month before was like two and then you ask them about why they said that that was good because it was inconsistent and it was actually very low for two months and then

they Chang the story they say oh no well actually you know actually it was actually a good month we had like 12 sales and they just keep changing the story where if you're Selling Fitness they're saying I want to do this for my partner and then 5 minutes later they're saying they want to do it because they have they have their children and they want to do it for their children and what's actually happening is by not being clear and having Clarity on what the story is although it's actually fact and reality is that is

another version of them spreading out from reality they want to talk about this Story and this story and this meaning and this this why this important for this reason and why it's important for that reason and everything just keeps changing you need to bring them back to reality and say John I need to understand what is actually going on you've told me a couple of different things and I'm curious why have you given me different answers to things you just address it head on you address the thing that's Causing the person to not be where

they want to be and that thing is they keep changing their story it's like somebody that is in a relationship that's unhealthy if you speak to one of the partners that's unhappy with a relationship they'll tell a different story to different people and that's because they're not actually facing reality and if they actually faced reality what do you think would happen to the problems they would probably go Away or severely be reduced so this red flag is when you speak to a prospect and you keep seeing that the story keeps changing you need to address

that head on you can ask some more clarifying questions to see if you can get the data and the numbers to be clear and then after that if not you just address it head on you say John I I've asked you a number of times for um some clarity on a few things every time I'm hearing something different Why do you think that is why do you think that is why is that however you want to phrase that again don't write down Josh's word tracks they're not word tracks I want you to focus on being

able to spot these red flags and doing what a good Master closer would do who deserves to make a lot of money and is going to make a lot of money which is to actually address these things because this is where the sale is made the sale isn't made when you get to the end of your Questions or you get to the end of your pitch or you handle all the objections the sale is made when you find the thing that's keeping the person where they are instead of where they want to be and you

discuss that you talk about that you address it and you fix it there and then on the call with the prospect you take them from not reality to in reality okay all right the next category is their character in other words them so we talked about their perspective of things We're now actually talking about them this first one is very simple it's a huge red flag if they don't have or they don't choose to have authority over the situation in other words they've disassociated you'll hear me say that word more than enough times on this

call because that's what most of these red flags are about is not connecting to what they need to be connecting with and reality and that's why they're not where they want to be and by the way if you're A salesperson you're not where you want to be you might need to have a reality check that's why that's a common phrase do you not have the skills you need do you not have the beliefs you need do you not have the internal Mastery you need you need do you not know how to sell without a script

and you need to know that why are you not where you want to be if you need help with any of that or you want help with any of that there'll be a link below to join the Unicorn Closer Mastermind so lack of authority in other words they are the cause the beginning and the end of the cause of their problem yet they want to try and say they have to or they need to or they want to consult with their partner or with a manager in the business even though they're the business owner or

pre on it or anything that is removing themselves from Authority your job on a sales cor is to have a Frank real honest no [ __ ] conversation that the only Person that has authority over this situation and over their life and over their choices and over the decisions they make is them and so this will usually come up either in the beginning of the call when they bring another person to the call that actually isn't the the decision maker you know like if it's a if it's a guy coming to the call to change

career and he brings his wife you wouldn't say this but you you're thinking why do you need your wife here For you to decide to change career like it's it's your job it's your life it's your career okay and so anytime that it comes out in a conversation that you can see that they're what's called abdicating or abstaining from responsibility you need to bring them back to ownership and bring them back to responsibility how would you do that well depends in what way they're they're relieving themselves from ownership but you ask them Point Blank questions

about What they've done and what they've been doing so let's say I was selling Fitness and they're trying to say oh you know I find it really hard to stay in shape because of my my partner my girlfriend for whatever reason he said okay how many times did you exercise this week zero okay what did you eat and you go through what they ate that they shouldn't have been eating you go through the fact that didn't eat any good things you go through the fact they Drunk a bunch of Coca-Cola and you say who is

in control of what you put into your body and who is in control of what you do with your body in regards to activity and exercise they'll say me you and so do you think part of the problem in regards to why you haven't got blank your health and fitness solved has been wanting to have either the support and Assistance or even the decision to be made of what you should be eating and doing by someone else instead of Yourself do you think that's been part of the problem and you ask them questions and you

bring them back to reality so massive red flag you have to be very careful this one can even come up in the beginning of the call where they even just tell you hey I'm on the call but just so you know I have a business partner and you know I'm not making a decision on the call without the business partner say awesome thanks for letting me know so what we'll do We'll reschedule for and everyone can be on the call um because they're going to have questions they're going to have different questions to you and

the person that has the information to answer those questions is me and I wouldn't want you to mislead you know your business partner by giving the wrong information unknowingly as well so we'll just reschedule to when everyone can be on the call you just don't allow that abdication or abstaining of Responsibility sometimes it will be business owners but actually more often than not it will be a person putting the blame or putting the responsibility on culture location yeah of often those ones they they'll be blaming anything that you could call as a victim mindset so

they're saying oh well you know at my age it's difficult okay well do you know any people your age that are in great shape if it was Fitness or they say in my country we can't do that in my Religion or in my culture and you need to always bring them back to Authority that the only person the be all and end all of their life is them the next one about their character so we've discussed that they don't choose prior to being on a call with you to have the authority of their authority over

their life this one's an interesting one CU it's in a way kind of the opposite they don't have too much Authority because if they have too much Authority it's actually Uneducated or unearned authority over themselves regarding this current situation or they would already be where they want to be let me explain that so the red flag is not being willing to be challenged because if they believe that they've got it all figured out they know how to fix it why haven't they already fixed it okay and your job again as a salesperson is to help

them realize through questions their belief that they don't even believe but they need someone To challenge them on it is they're going to figure it out they know what to do it's just time just haven't put the effort in okay well where was that belief when you booked a call right where was that belief when you booked a call in other words if all you needed to do to go from £300 to 220 because you've been overweight was to just put in the effort and you know what to do and how to do it where

was that belief when you booked the call right and you you're That's a quick way to do it you're showing them the reality that like don't [ __ ] with me like I'm not St stupid and people want that you might be surprised but people need that people need someone to just tell them the truth which is you know prospect that that's [ __ ] I know that that's [ __ ] you know now because I've pointed it out you know that I know that that's [ __ ] and when the prospect sees that you

see through their [ __ ] this is massive When the prospect sees that you see through their [ __ ] they finally get faced of the reality that they have to see through their own [ __ ] they have been able to see it but again it's disassociation it's like oh I can I can see that this excuse is [ __ ] but I'm just going to continue pretending that I don't see like covering my eyes like oh I don't see it la la la la la la it's like but then when you like take

their hands over their eyes and say hey like Are you really telling me this they're like oh [ __ ] they can't deny it anymore and so that is your job on a sales sales call that is your job as a salesp person to help them realize that they do need to be challenged enough to the point where they have authority and they have ownership and they have responsibility over their life and their situation but not too much that they disassociate it in the other direction from too much Authority like oh I I know exactly

what I'm doing I chose to be 300 pounds I I've chosen to be like this I've chosen to run my business with [ __ ] lead flow this was one when I used to sell dating I've chosen that I'm at a phase in my life now where women are not that important to me I wouldn't say it like this why the [ __ ] then are we on a sales call to try and sell you dating coaching not what you would say on the sales call but that's the point though is that they try and

say these things like I've Chosen to be here I've chosen that this is you know something I already know how to figure out when I want when I choose to figure it out great so then why are we on this call where was that belief when you book this school right so massive red flag you got to be able to address the fact that in the in the character category that they're neither too removed from authority to be making their own choices but also not so connected to the authority that they're Trying to say they've

already made the choice to be where they want to be they need to be willing to be challenged okay all right the next category there's only one in this category is the vehicle this is is how are they going to go from where they're at to where they want to be what is the red flag they're not bought in on the vehicle you might be saying is that not your job no your job on a sales score is not to convince someone of the mechanics or the Mechanism of what you sell give you an example

in the past I've sold training for people who want to learn how to trade cryptocurrency how to invest in cryptocurrency if I was on a sales call with someone that says I don't know if cryptocurrency is a scam or not my job is not to convince them that cryptocurrency is not a scam but if they have this lack of being bought in to the vehicle that is going to take them from where they are now to where they want to Be or one of in other words they don't make as much money as they want

they want to have more money one of the ways to do that is cryptocurrency investing but they're not bought in to that that is a red flag and your job is to address that red flag and say Hey listen uh it doesn't seem like you're at the point where you feel educated enough as to whether cryptocurrency in your mind is an opportunity that you want to take advantage of or is something that you Would actually like to avoid for fear of what what we could call risk and so what I would say at this point

is we wouldn't be aligned but I would invite you uh I can even send you over some materials to get more educated on that and then if and when in the future you feel if you do that you've come to the conclusion that this is an opportunity you want to take advantage of we could have a further discussion at the time so this is one of those red flags where it's Either a smokees screen I'll talk about that in a minute or if it's real I said at the beginning of this video there are some

red flags that you just can't overcome and neither should you be trying to because you're going to get either massive amount of objections that you can't handle uh because it's not because there's an objection it's that they actually aren't bought into the vehicle or some weird weird way you enroll them into the program they're Going to refund because they don't have the belief set that they need to be successful I'll give you another example I'll give you two more examples actually when I was selling dating services we were helping guys get women on dates using

dating apps if a guy came to the call and thought dating apps were a scam and there's no good women on dating apps my job was not to convince him my job was to say okay so are you telling me that you don't believe any guy has ever Got a date with a woman that was high quality from a dating app he may say yes I that's exactly what I believe I don't think it's possible great thank you for letting me know anybody that we would consider bringing into this program they believe that dating apps

are a way to meet attract and date high quality women that they don't know how to exploit that they would like to exploit and I'm not hearing that from you in fact I'm hearing the exact opposite and so I Would say we don't have alignment and you unell them you'll be surprised by way when you do that how many people then come back and say well you know maybe it's just I don't know how to do the dating apps oh well looky here so that was the red flag that was one example how to handle

it another example would be Fitness if somebody is not bought into the idea of counting their calories and that's something that they're going to need to do in the Program yeah you know I think this whole counting calorie thing I think you know it's just a scam and um I think it's really just created by the food F companies to sell us health foods that have the calories printed on the packet okay and so how are you going to get to your ideal body weight without knowing the nutrition of what you're putting into your body

you just put it back onto them with a question ultimately with this one if it's a smoke screen in other Words when you actually ask them questions about it they admit and they accept that they were just trying to hide from the truth the same thing I keep talking about then you can sell them cuz you've now fixed the red flare you've fixed the fact that they were trying to deny reality even though they were conscious that they were trying to deny the reality that hey I'm going to need to count my calories if I

want to not be 300b or hey I'm going to need to Use these dating apps if I want to meet women unless you know I want to meet women on the street in bars and clubs or whatever and so by handling the red flag you can now sell them but more importantly they're going to be successful or if it was just absolutely true this is one of the ones where you just say hey we don't have alignment because of blank blank blank anyone that we would bring into the program believes blank blank blank and then

you get off The call you don't waste any more time okay final category of red flags so the final category of red flags is around the journey in other words we know where they are we know where they're going to be we know that the frame's right we know that they're right you know everything that we've already covered we know the vehicle that we're going to use to get there but how how committed are they to using the vehicle to going on that Journey so the first red flag is if They are indifferent to the

results in other words they've told you the goal which as we discussed before has to be big enough that they're actually going to see it as motivating but now when we're talking about you know how important is this for you to do blank or how much longer do you want to keep putting off blank or any type of commitment based discussion they're like ah yeah you know it's kind of important or you know you wouldn't say like this But you know do you want to do this yeah I guess so I guess so kind of

maybe possibly sort of a little bit any of those minimizing words or phrases if they have indifference to the result even with the perfect vehicle understanding that they have a real pain and a real problem having a big enough goal that's a long-term goal having the right frame control if they're indifferent to the commitment that they need to have along the journey They're not going to buy and so whenever this usually comes up in the temperature check whenever you find indifference there is a objection which is always some issue with the person you know how

they're showing up fears insecurities whatever that you haven't handled so if you ask them in the temperature check you know so based on what we've gone through do you feel like this can get you where you want to go and they say yes and you say Okay cool so where do You want to go from here and they say well you know I I guess we can talk about next steps I guess that doesn't sound very committed and you've already told them the pitch at this point to getting the results if they're indifferent big red

flag and there's an issue that you haven't exposed so I'd say I noticed you don't seem that excited or even that interested if I'm being honest with you oh yeah no I am I I appreciate that you're telling me with Your words that you are but my Spidey Sense is telling me something different and and if I have any concerns that you know we've got alignment or you're going to be successful in this program I would not be authorized to bring you into this program so you know if you're willing to share it what is

really going on perhaps something that we haven't discussed that you think I might need to know and you back off you remove the sale off the table because they're indifferent to the Results and if they're indifferent to the results they weren't going to give you money and they weren't going to put in the time effort commitment Blood Sweat tears in the program because remember your job as a salesperson is to sell someone into the program but you should also if you're an ethical closer have a moral regulator that is I'm not just going to sell

someone into the program I'm going to sell someone the mindset the beliefs the commitment that They need to be successful once they're in the program and if they're indifferent to the result that's not going to happen so you back off you pull the off off the table and from an ethical moral High Ground moral compass you say I wouldn't bring you into this program if there's anything that I'm sensing that we haven't covered now again you have to be very tuned in because sometimes Pro like well you know I've just told you there's nothing going

On if you're tuned in enough you will believe your reading of the situation like I just did a demonstration I appreciate I respect that you tell me there's nothing I'm going to trust my intuition if you want to talk about it that would be awesome if you don't want to talk about it that would also be perfectly fine too but I wouldn't bring you into this program if I feel like there's anything that could potentially prevent you stop You from being successful and it should always be about and framed as them being successful okay so

that red flag huge usually comes up towards the end of the call the final red flag uh still within the commitment or the journey category is overly skeptical or untrusting now someone could have the most beautiful Journey laid out ahead of them to get from where they are to where they want to go but there's something about them that when they look at that Journey they are overly skeptical they are overly untrusting I'll ask you a question what do you think is the likelihood that they make that Journey they complete that Journey they survive that

Journey if they are overly skeptical and untrusting correct it's basically zero I would not bet a dollar that they're going to make it through the Journey and as I've been saying and hopefully I've invited you to the idea that very high level sales is very well Connected to moral Authority moral High Ground you shouldn't bring someone into a program that isn't going to sustain to get the result that isn't going to get through to the other side and so if someone is overly skeptical or untrusting maybe about you the salesperson maybe about the company maybe

about the vehicle maybe about themselves and life and the world and reality or where they live or whatever you have to tackle that and it could Come up as something like if I was selling dating apps you know I I really love the pitch I love you I've had a great conversation with you Josh but I think in the 21st century you know I just think all women are not looking for something serious okay interesting so now they're overly skeptical they're overly un trusting of something okay we would talk about it okay why do you

say that okay what happened that you are referencing that conclusion from you Talk about it and you ask them questions and simply by asking them questions you're going to get to a point where you've either concluded and they've now realized that their untrustworthiness or their skepticism was not grounded in reality it was actually a fear an irrational fear about something that they can use to put off making a change or maybe a irrational fear I'll use the dating example cuz I sold it they could be saying they feel that all women are Currently just looking

for something casual nothing serious because actually the idea for them of going on a date and getting rejected which they may have had in the past is so scary for them that they're now creating some Universal belief that is manifesting as untrustworthiness or skepticism and you would talk about it I could say something like well do you want to continue to not go on any dates with anybody because of that belief no okay What do you think you need to do to get to a point where even if you have been rejected a number of

times by women that maybe do just want something casual you are the best version of yourself in regards to dating that when the right person does come along that does want something serious you will be there you will be ready you will be prepared and you will be in the position to make that happen what do you need to do and you take them through questions to help them Realign their beliefs to realign their skepticism to realign their untrustworthiness simply by having a conversation but the red flag is simply that if they've got too much

skepticism they've got too much untrustworthiness they're not going to buy they're not going to be successful and they're never going to fix the problem that they have so you address address that untrustworthiness you address that skepticism head on what are you Skeptical about why are you skeptical about it where does that come from are you willing to allow this skepticism to continue to rob you of the future that you want how much longer are you willing to allow it to rob you of the future you want etc etc etc you just ask questions around it

to get them to a point where they either decide I'm done with this over untrustworthiness and over exaggerated skepticism or I'm going to continue to have that now now knowing Because the ethical salesperson showed me and told me knowing perfectly well that that is me choosing to be perfectly fine with continuing in my current reality when you help them realize that that skepticism that untrustworthiness is what's keeping them in their current reality and you invite them to make a choice do you want to stay in this current reality with this untrustworthiness and skepticism or do

you want to let go of the Untrustworthiness and the skepticism and get to this reality and when you help so long as you've helped them realize that the untrustworthiness and the skepticism is what's keeping them from Bridging the Gap because they need to go on the journey they're never going to start the journey or complete the journey if they have too much untrustworthiness or skepticism when you help them realize that they're able to make a choice it's still a choice they could still say I Don't want to do it fine but at least they're making

a choice based on seeing reality to finish I've said it on everyone I'll say it again the red flag is bringing the person from not reality not something that's going to serve them not something that's going to help them fix the problem and bringing them back throwing out your life line and pulling them in while they're drifting out at Sea in their little life ring on their Own suffering and struggling and bringing them back into reality so just like this one the distance from reality was created by skeptic ISM and lack of trusting anything and

believing everything's a scam and all of this that I'm sure you've heard on a sales cour when you hear that stuff as a red flag you have to address it so that is the red flags remember these kill deals you have to be aware of these red flags you have to know how to address them if that Is something that you want further help with this was just a a Slither of what we would be able to do to handle these red flags and also a deeper understanding cuz usually I show these red flags with

a real sales score okay boom you hear that that's this and he's saying that for this reason and this is how you fix it in real time we do that by reviewing real sales calls inside the Unicorn close a mastermind I do it my mentor does it the guy that's Responsible for teaching me everything I know about sales making $100,000 a month in commission training Alex os's gym launch sales team he reviews calls I review calls and we go much much much deeper on these red flags that kill deals if that's something that you're interested

in there'll be a link below this video I might see you on the inside I'll talk to you soon