$100M Worth Of Sales Knowledge In 36 Minutes

I'm going to show you how to sell anything to anyone and this is the same sales process and structure that I use to generate over $100 million on sales now before we get into the structure a few things to keep in mind your mindset is super important when you go into sales the best way to sell is to not care essentially not give a the less you care the easier it is to sell if people get on a call and they feel pressure and they feel that you have to make this money or you're not

going to pay your rent even if that's true they're not going to want to buy from you so when you get on the call you need to not give a pretend that this is a person simply asking you for advice and you're a friend you don't care what they do but you care about them and you're just like hey like I want to make sure that you get the right information you make the right decision but like end of the day this is your life it needs to be from that type of attitude the next

thing is how to be ready and be prepared before the call you should be sitting down pen paper and you should have their application up and so you can start from the very beginning on the right foot if you're getting to the call a or you haven't looked at an application or you don't have anything it's going to be a really tough sales call beginners rookies will sell door too right and that's where I learned a ton of my skills that is the hardest way to sell but professionals already know people who are looking to

buy what they have if they're not even looking or they don't have the finances they're not even going to get on the phone with them so make sure that you're ready and prepared and that individual is ready to buy next thing is then make sure that you're ready for rejection you're only supposed to close 30% of your sales calls over the phone so that means 7 out of 10 people are going to tell you no which which means you're going to get a lot more NOS than you're going to get yeses the game of sales

is like a lot of things in life is consistency it's who can do it the longest and continue to keep pushing even when they're losing so with this in mind make sure that you're ready for injection now with that out of the way what I want to go through now we'll get through these next four is a little bit of the scripting now when you start a sales call the way I have it there's about seven points you want to start with what we call the intro and the pre-frame all that's going to sound like

is hey Tanner chister super excited you're on the call today what I want to do at uh through this call is figure out what your goals are what you're showing with what you may have tried and at the end if what we can do is a fit for you great we'll move forward if it's not a fit for you I'll send you off on your way and I'll try to refer you to wherever you need to go does that all work it's super simple you don't have to do anything crazy now a different way to

do the intro pre-frame if you're a beginner and you're not very good at sales if you're selling B Toc or you're selling someone who's less sophisticated meaning that they're not as attuned to sales or they are not sold very often you can use a harsher preframe and a harsher preframe would sound something like hey Tanner so at the end of the call we want to see if this is a fit and I'm looking for one of two answers either yes it sounds good or no I don't want to do this the only thing we're trying

to stay away from is I don't know or I need to think about it because if you don't know at the end of the call you probably should say no cuz that means I didn't do a good job if you're still confused you probably shouldn't work with us cuz my job is to make sure that you're super clear does that sound fair a lot of sales trainers will say don't do that and the reason they say not to do that is because if it's a higher level person like myself that's going to turn me off

because it's a sales tactic but if you're selling to someone who's in be to see your business to consumer or they're not as a tune to sales it's fine the higher level the sales person is the less sales tactics I would use because I know what you're doing right and that breaks trust and loses Rapport because they know it's like H this isn't really genuine it's a sales tactic sales tactics can work you also need to make sure they're coming from the right place but keep in mind if they're less sophisticated you can use more

of them right you can get away with less sales ability the more sophisticated they are it's going to take a lot more sales ability so that's the intro in the preframe next thing is the Discovery the goal of Discovery is to ask question so you understand the entire situation a lot of times people will overthink this and they try to get way too saly again pretend you're sitting in front of your friend and your friend says hey I have cancer I don't know what to do what would you ask oh my God I'm so sorry

what's the goal like what what what have you done so far have you seen how many doctors where did you go what did they say did you get a second opinion you're going to ask all the questions before you give advice you're not going to just start giving advice without any context now a lot of the questions you're going to ask here obviously the goal we can't give advice until we know what the end goal is so if someone says I have cancer and it's like hey what do you want do you want to get

better it's like I don't want to get better I just want to leave my kids a ton of money I'm going to give a completely different advice if they say I want to recover as soon as possible great or if they say I don't have any money like the goals will change based on what they say so obviously the goal struggle what have you tried other questions you can ask because again we're trying to understand the situation if it's B to be I might ask have you ran ads before have you done sales before have

you ever hired anyone before for if it's B Toc I'm going to say are you sure this is what you want to do so B Toc meaning let's say they're in the market for buying shoes it's like are you sure you want shoes like how long you been thinking about this are you positive you want shoes cuz we need certainty and we need desire and we need finances other questions I may ask would be what's your opportunity cost this is a question I love to do so how long have you been thinking about buying XYZ

6 months okay let's say if you did buy this thing you'd be making $10,000 a month so you've lost $60,000 is that accurate or if it's weight loss you say hey so how long you been thinking about losing weight about a year okay so we honestly could have lost about 60 lbs in a year so that basically means you're a whole year behind right is it an option for you not to move forward today if it feels like it's a fit we're looking to get tie downs tie downs mean yes I'll move forward if it's

a fit yes this is something I'm serious about yes I have finances a lot of times you can reverse engineer the questions you want to ask by simply knowing what you want them to say at the end of the day we want a couple things we want them to say yes I'll move forward today yes I have money and yes I understand the opportunity cost by not moving forward why because at the end of the call when they start giving you all the objections you can go right back to the saying well look you said

you've lost this much money or this much time not doing it you said you wanted to move forward today and you said you have finances the goal is not to get to the end of the call to beat objections the goal is to beat the objections in the beginning of the sales call the objections you get at the end you just move to the front in Discovery by asking better questions this is the most important part of the call the intro and preframe should take about 5 minutes this right here is 15 to 20 give

or take so you're about 25 minutes in now once we get through this we're going to go through what we call the three pillars now the three pillars is your selling point on why they should buy from you what I want to do really quick to make this fun is we're going to go to thanosi who's behind the camera thanosi give me an offer any offer we're going to do two different offers so you guys see exactly how this works all right this one's a Content agency consulting company thasi said a Content agency very predictable

for him okay so what we want to do first is understand what the three pillars are the three pillars are the main three reasons why they should work with you okay I teach this in all my CES processes whenever you're going to date a girl right or a guy if you're a girl watching this you don't look at a guy and go oh you're just like everyone else I want to date you that would make no sense you look at them and say what makes them unique what makes them different is he taller is he

smarter is he more handsome does he have more money like every other person on Earth so the first thing I want to do when I'm doing the three pillars is figure out what are the three things I do that are super different and what does everyone else do okay so let's start with this and it's really easy to do so for example you learn these on your initial sales calls or you can just ask your client thanasi what would you say most agency content businesses do right so if they're an agency they build content what

what could you probably say every single person does do um they edit uh reals okay so they edit reals right they edit they edit videos I think that's pretty self-explanatory what else do they do they could do the social media management so like post for you so social media management what else um coming up with ideas to film coming up with ideas what else can they do we can film the content for you okay film the content they can also film it okay so right off the bat we know that if we say any of

these things the chances that someone pays us a high amount is very low imagine thasi going to a girl making his case there's 10 guys and he's like you know what I'm like every other guy here I'll do the same things they do there's no reason for her to pick him this is what people do in business all the time it blows my mind it's why they don't make any money it's why they're broke if you want to make make money you figure out what other people do and then you make your three pillars opposite

of that so for example other things I can talk about with the content agency a lot of times they will have I'm not saying this is bad but stick with me they will have foreign editors so we're looking for differentiation so I could say hey my editors are in the US theirs are foreign that could be the reason they could pay more you could say most agencies only do 30 reels a month we'll do triple what they'll do right and again these have to be things you can deliver on but I'm just trying to put

ideas in your head uh something else you could say is we are Roi based so you only pay us if you get x amount of views we'll do Roi reviews if you get x amount of views or you get x amount of money okay and again be careful with this because if you can't deliver on this you're just going to have problems later $100 million offers by Alex Heros is a great book he's a good friend of mine but at the same time what it's also led to is people making promises that they can't keep

that is not good for your business okay telling your girl that you're going to take her to dinner every night and then you don't do it won't end up being a good thing for you she'll be happy the day one but she's not going to be happy after that so Roi and Views someone else will say like there's no Roi so think about this way most content agencies and this is where the problem can run into and this is also why building a good offer from scratch is good this is not the best offer in

the world meaning I have buddies who run these and you can do multi six figures a month but you start to bottleneck because there's a lot of fulfillment and clients will blame you for all the problems so think of it this way if I edit your videos most people want edited videos so they can make more money and get more views if they don't get more money or more views instead of looking in the mirror at how shitty their content is like I do all the time like I I'm honest with myself they go oh

like you know it's probably this agency so it's a scapegoat so with that being said though all people care about when it comes to the content agency is do they get more views or do they make more money all this other stuff every agency can promise yeah we'll edit we'll shoot we'll do no one gives a about that what they care about is this so the goal here is what do we do differently and create USPS around them hopefully that makes sense everyone if you have a question drop it in the comment section now going

back to USPS what we want to write down is one two three and we think about the top three things we can do now what a USP is is a unique selling proposition so the billion dooll companies they're super unique Uber Facebook Instagram no one else is even in their Stratosphere that's why they make so much money because they don't even have to advertise how they're different everyone just knows are the best right super easy for the rest of us for us peims and peasants we have to differentiate on what's different about us so when

you're a fitness coach there's nothing super unique about Fitness or if you're a Content agency there's nothing super unique about a Content agency it's how much better you are than other people so what we could do here is a couple things usually what I want to do is I do two pillars on the unique selling proposition I do one on myself so stick with me through this let's say I edit in a super unique way that typically will triple views on a video okay so let's say hypothetically I'm talking to a client I say look

so pillar number one we went through the preframe we did the discovery I understand it's like cool so now what I'm going to do John is I'm going to walk you through what I call my three pillars that's going to break down why we're a better option to work with for a Content agency than anyone else in the marketplace and John's like dope yeah like great so now what I want to do is I go look so pillar number one Tri XX um Tri XX growth it doesn't matter what it is the goal here is

more to create curiosity curiosity is what gets people incentivized if I say uh increase views by 3 three times that's boring right make it sound unique new that's what gets people to buy stuff the key thing here is to do what they do what I do and an example first strategy or first pillar is triple XX growth now what most agencies do is they're going to edit your video sure they're going to do social media management they're going to give you ideas but they're not going to actually get you growth and if you don't get

growth you're not going to make more money right right so what we do is we have unique growth strategy where we do XYZ and ABC and when we do that you get Triple the views and when you get Triple the views that converts into what triple the sales that's the first thing that makes us different do you guys see where I'm going with this there's comparison people a lot of times when they get on sales calls will just list out what they do but the problem is every other sales call they had with the content

agency tells them the same thing pillar number two is domestication now again I'm not saying this is bad I have foreign editors on my team but for the sake of the example stick with me so let's say I go number two is what I call domestication now most editing agencies use a lot of foreign editors now I'm not saying there's anything wrong with that but a lot of times the quality is not as good you know they're not going to do as great a job they can't think as clearly they can't be as creative whatever

whatever now what we do is we only use in-house USA based editors now they're more expensive but the quality they put out is significantly higher so when you work with us you're going to get better quality better quality means more views more views means more sales you see how I keep tying it back to what they care about no one gives a about getting a Content agency what they care about is money and Views like everyone else I can sell anything because when I'm introduced to the product I figure out what it is that people

want out of the product and then I tell them that's what it's going to do and all you have to do is be ethical at that point now if you have a product people find out eventually it's going to go downhill but assuming this is ethical this will work now after I got those NE those two pillars the next thing I want to do is go why they should hire me so this happens with me all the time so people go well Tanner that that sounds great but like why should I hire you still one

that I use in my company a lot is I've done $100 million in sales you guys have probably seen a million ads where you get annoyed at this point it's like oh it's the guy who says he did 100 million sales but the reason I say that is because if someone else tries to sell why their consulting company is better I go yeah but have they done 100 million in sales no they're probably not as good then right because if they were they would have done it so in this case I could say something similar

where I go well you know I have um 2 million Subs on YouTube these other guys are brand new Etc but me what I do is I have 2 million Subs on YouTube you know I've worked with um Alex rosi Grant Cardone d d d right everyone says that by the way so be be careful like not a lot of people say that but they actually haven't but you could list off people and it's like so I must be legit so one is personal Authority and two is a USP unique selling proposition what is it

you do differently in your agency versus someone else because people need to know that and the only way they're going to know that is if you do comparison if you just go to someone and say I'm a good boyfriend I'm the best boyfriend I'm big I'm strong I'm fast I'm like every other guy says that so what you have to do is say most people do this and I do this and that has to be a comparison every single time I want to again show you guys this was off the cuff and this wasn't pre-planned

and we're going to do one more and then we're going to move into the next part of the sales strategy so T give me one more offer that you want me to break down this one you're going to love I basically I'm a mindset coach oh God I'm a mindset coach and I like to help people like increase their performance all right so the reason he said that is I hate these offers and the reason is a lot of people when they're selling mindset it's not because I hate mindset I love mindset but mindset is

the same thing as everyone else the only reason I would get mindset coaching and I did this last year I've hired two very high uh level and affluent mindset coaches it's either you want more money you want better health you want better relationships mine was centered around relationships I I didn't know how to navigate certain relationships and I didn't know what to do so I hired highle people to help me with that if you go in and you say you're going to feel more aligned or enlightened or any of those woo woo words it's not

going to work so let's say I'm a mindset coach in terms of this it would be the same thing I don't care what these are called okay so we could just say like pillar number one is growth explosion right doesn't matter pillar number two is stargazing doesn't matter it doesn't even matter what these are you just have to tie it back to that number three is TR um and GC and I I'll go through it so let's walk through this again now the more that these can drive curiosity the better I've seen it sell because

if you go to someone and say let's say for example I'm going to someone for business Consulting and I say you need to run better Facebook ads oh I've already done it it didn't work now we all know Facebook ads work they just suck at it right but that's not going to help close them so what you want to do is create curiosity we're like oh I've never heard of that before and even if it is as simple as running Facebook ads they now think it's something different that's key so this is ethical manipulation don't

make a mistake it's manipul ation but we want to be ethical so here let's say I said all right growth explosion now what most mindset coaches do we go back to the comparison most mindset coaches will just tell you you know do this do that and everything's going to magically get better what I do is I use you this unique method called the growth explosion which increases your satisfaction and relationships by at least 50% and you're going to be the one to actually Benchmark that each and every week so you know it's not just me

telling you that like whatever we again have to tie it back to what people care about knowing goes into mindset coaching or Fitness or anything unless they want to improve those areas of their lives so that would be number one number two is you be like stargazing again this sounds ridiculous but if I tie it back it'll work so it's like look most mindset coaches are going to tell you to read books and do this and that what I do I am going to teach you how to St stare at at uh gaze at stars

excuse me it's so weird I can't even say it gaze at stars and by gazing at stars you're going to increase your relationships and you're going to make twice as much money as you do now now again this has to make sense but the point I'm trying to make is if you understand the competition if you understand what most people do and you can just Google this stuff Google it ask competitors get on the phone hey have you had a mindset coach before yeah like what do they do you can immediately know that if they

say they do all these things you want to do the opposite that's how you stand out in the marketplace it doesn't matter what these things are as long as they tie back that to the result so when I'm doing business Consulting people don't give a what I tell them to do as long as they make money that's the key so that's number two and then number three we'll do TR and GC so like this one here would be uh number three is what I call Tony Robins and Grant Cardone cuz remember we do two about

the USP and then we do one about ourselves so here I go look there's a lot of mindset coaches but I actually mentored Tony Robbins and Grant Cardone they're you know both billionaires and or Tony Robbins I think is close and you know d d da that's what makes me qualified once we get through this they should be sold at this point they should be pretty convinced at this point that you're the fit for them if they're not you didn't do a great job in Discovery and you didn't address what they actually cared about Discovery

is to figure out what do they really give a about and what angle can I take and then the pillars reinforces what you learned in Discovery to tell them you can fix it so in Discovery they're like I had a coach who didn't work out why they did this and this these pillars are going to want to beat that objection it's like hey I'm different than that other coach it's not going to be the same experience if you have questions as you're doing this guys drop them in the comment section I know it's a lot

but this is sales all right so that is three pillars right after the three pillars the hard part's done that's about 15ish minutes so we're already close to the end we're about 40 minutes in the next thing we want to do is what I call a brief program overview this part does not matter that much keep in mind people care about the result not about what they're getting so here you just want to tell them just enough so they understand what's in the program you're going to get this you're going to get this you know

this is how this works just enough so they don't have a bunch of questions and they can grasp what you're giving this part is super unimportant I can't tell you how unimportant it is it's not that important people do not care what they're getting they care if they get the result meaning if your goal is to make a million dollars and I said Lick the floor and you actually believed it would work you would do it it's just most people wouldn't believe that what you're giving them here does not matter they just need to know

that these concepts are going to get them to where they want to go this is 5 minutes or less so now you're at the 45 minute Mark so here we want to create certainty again this should you know be 2 minutes or less unless they have an objection so here we want to get certainty meaning hey Tanner now that you've heard everything do you feel this is a fit for you and then you're like yeah I really love this this is amazing great or they'll say uh I'm not really sure I'm like what do you

mean and I start fighting those objections before I drop price you're in control as long as you are not dropping the price once you have dropped the price they are now in control so you never want to drop the price until you have raised certainty as close to 100% as possible you can't always get it there but we want it as close to 100% as possible so the goal here is fight through those objections to get them certain or they say yeah I'm certain you're like great then we want to do is close and then

we fight objections for the last you know 15 minutes so you want to give yourself about 15 to 20 minutes here to fight objection and close the deal you shouldn't have calls that go longer than an hour for a high ticket sale it just shouldn't happen now before I get into the actual objections cuz there's four and I'm going to eras this on the board two other things you want to make sure as you're going through is have great tonality and confidence and then straight line selling meaning tonality and confidence is how you say things

so a lot of people if you're not confident on the call they can tell I can say the craziest thing but if I seem certain in it it raises others people's certainty because they go well like if he's that certain maybe I'm thinking incorrectly does that make sense so you want to raise people's certainty as high as humanly possible the second thing is straight line selling meaning when I give people this structure it's not so that they can just have pre-written questions and just read bullet points the goal is that if they're not doing this

or this if they're not on this path they are off the line which means they get back online offline means you start talking about random that doesn't actually help you make sales I hear this any sales call that typically goes over a hour is usually because they're not on theine line meaning they're not following straight line selling Jordan Belfor has a book about it you need to get people back on the line because anything else outside of that is just wasted motion so think of it if you're at the gym and you're on the treadmill

and then you start going you know sideways it's just wasted effort of motion the fastest way to run is this way and so if you're doing anything else you can do that but you're just wasting time and energy on things that don't drive the cell with this out of the way the last thing obviously to sell anything you have to beat objections now the nice thing about high ticket sales specifically as I get ready for this is that there's only four objections now this could vary by industry of course door to-door sales when I did

that I knocked about 27,000 doors over 9 months and there were about 20 to 30 different objections the cool thing here is there's only four I'm going to walk you through all four so the most common is price if I go into a sale I'm going to walk you through this and I go Tanner the price is $10,000 for 4 months that's the close Prospect let's say his name is John goes oh you know what ter that's too much that's the objection I say John no problem I totally get it I agree with him and

now I start to isolate so I go John let me ask you this is there anything else besides the price that would stop you from moving forward today he like no it's just the price like cool so if we ever able to figure out the price then you would buy and keep in mind I want to give you logical Frameworks I don't like emotional selling because emotional selling is too complex for someone to learn right I want to make this super straight and narrow so that it's easy to follow emotional selling is all over the

place and to be frank unless you're a super high level sales rep I don't even think you're qualified to do it so we want to isolate that and he goes yeah it's just the price so that is called a tie down we got him to commit that yeah it's just this thing in sales we don't want people moving all over the place we want to get it down to one thing so we can beat it if they have multiple objections you cannot win until you've beaten all of them so we want to narrow it down

so we says yes and then I go cool just to confirm if we figure out the price you're to move forward today yes so that's a double tie down this is key if you don't get those tie downs then that later they can go back and try to back out you get these tie downs as you go so they can't go back later and go against what they said prior that's super important in sales that's why we're asking these questions so now I go cool well John so I can best help you what's your cash

on hand situation look like so checking Savings credit cards what do you have now that you can use not in your Ro Ira not this not that like what do you have that you can actually use and John goes well I have this amount now before I get into what to do next let's say this is a $10,000 program you need to know what's the lowest amount of money you'll take meaning if you had someone who came to you and said I want to do it I'm on board but all I have is this much

what's the lowest amount you would take this can vary for every business owner or sales rep so if you're watching this that's up to you if you only want to take 10,000 great then you don't have to learn this next part if you want to take anything less than that you need to learn this part and honest you should learn it anyways but this number that you're willing to take and a financial squeeze is important so let's say here that the price is 10,000 and the lowest amount we're willing to take is 2,000 now when

I ask for cash on hand from John John what's your cash on hand and if he says anything below 2,000 it's pretty simple okay so just to be clear you don't have enough money to do this meaning when you say you have less than 2,000 you're not saying that you don't want to do it you're saying you literally don't have it right it gets pretty easy from there cuz like yeah I literally don't have it and you go cool like you know is there any other way we can work this out do you have friends

family Etc no you wrap the call up it's that simple people will say that if someone wants it bad enough they'll buy but end of the day guys like you're not selling a Lamborghini I know people use that exampler or a Ferrari but yeah you're not selling that are you this is just a real life product they need it possibly they're not either seeing the value to go out and get a loan or cash or whatever or they just simply don't have it now if someone genuinely has it and they won't do it that's different

that's just a belief issue and you need to work on it but let's say they genuinely don't have at least two grand then you wrap up the call done now if they say anything above that so he goes oh I got 4,000 I got 3,000 I got five it doesn't matter anything above the minimum number you're willing to take it's very simple you go cool let's say John says 3,000 John so you got $3,000 yes okay so just to be clear you have 3,000 is that what you can spend per month or total total Okay

cool so here's what I'm thinking John and this is how we get another tight on I go look typically the price of the program is $10,000 now with that being said that's not realistic for you because you don't have it you only have 3,000 now I'm willing to work something out for you but before I do I just want to make sure you can move forward today right cuz I want this to be fair I don't want to figure something out for you and then you tell me you can't move forward so before I figure

something out for you financially I just want to make sure you can move forward today why is that so impactful because you're getting them to commit that they want to move forward as long as you figure something out I've seen a million times people get to hear and they go John what's your cash on hand this much they figure out a deal and they goes yeah I still need to think about it because you didn't get the commitment that he's going to move forward once you figure it out that's so important in this case John

goes yeah like okay cool or or they might say well what's the amount he like well don't worry like I'll figure it out for you I just want to make sure you'll move forward if it makes sense you don't need to say the number you don't give any discounts you don't drop prices until they commit bad salesman drop price immediately that's why they don't sell anything because it comes off desperate people don't buy from Desperate people they buy from confident people this will make you sound confident because you're trying to give him an actual solution

now once he commits that I'll say cool well I don't think you should spend all of it but I do think you should do something okay so here's what I have in mind and then I will pitch what I have one of two things are going to happen either he says yes or he goes that still won't work and I go cool well what do you suggest then cuz I wanted to come with a solution that seemed to make sense off the finances what do you suggest and that's it and then they're going to you

know say this or that and you wrap the call up very simple now if they still won't buy but they have the money now it's a belief issue we need to go back to Discovery earlier in the call and go well look you said this you said this you said this you said if we figured it out you move forward what's the deal that's a belief issue and we're going to also go through the belief objection later but this is price this is I honestly say like 70% of my clients issues if you can learn

how to do this properly and sound smooth there's more YouTube videos you guys can check that out on my YouTube just look them up you'll make a ton of sales you'll make a ton of money it's so easy and you'll sound good doing it you sound empathetic you're helping them out you're getting money for your business and I'll be honest with you people who do this make more money because even if this isn't the price you wanted if you wanted 10K but you get two or three grand that money goes into ads it goes to

your team like it helps you run the business getting something is better than nothing unless it's too strenuous for your fulfillment team number two spouse so with spouse kind of the same thing we have a b c d so if I say all right thanosi 10 grand and he goes you know what Tanner uh I just got to talk to my wife right I hate that one or my business partner I go cool what are you going to do if she says no and he usually will go well I probably won't do it right 20%

of the time they'll say I go great let's just sign up that happens very rare right I'll be honest that doesn't always happen but it does sometimes you be shocked usually what they'll say is I go well what are you going to do if they say no and thanosi will go well I probably wouldn't do it so I go got it what would their biggest objection be I'd say 80% of the time that's what happens I go thasi it's 10K hey I can't do it okay why well my spouse I got to talk to my

spouse got it what are you going to do if they say no well I wouldn't do it okay what would their biggest objection be that happens 8% of the time and then what they usually say is this well it would be priced it's like oh you just move right back over here to price you go oh got it so it's not that you need to talk to your wife you just already know her so well that you know it's going to be price so if you figure price out you can move for today right yeah

and then you just walk through the price objection that's 80% of the time I'd say this is 80% this is like 20% now if you figure that out and they're like yeah I still got to talk to her then you go to C which is called pass agreements and pass agreements just means you go well look thanosi does your wife know you're here yes does she know that you want to do this yes does she want you to be happy she support yes and the roles of revers would you support her yes and why would

she be against you doing something that Sher knows she wants you to do and makes you happy and it's going to be good for you if they still won't do it you moved into what's called a delayed payment now this is how I specifically do the spouse objection this can change slightly depending on what the objection is but I love this one so I go you still got to talk to your wife right and I've done it three times three is the magic number if you push three times and they won't do it wrap the

call up you're going to break Rapport so even if it's a low chance it's going to close at this point you have 0% chance if you keep pushing because you're going to break any report you have left so I go look than let me ask you this are you 51% sure that you want to do it or 51% no so I know you got to talk to your wife Etc you got to sleep on it but I just want to make sure like are you 51% yes or 51% no 90 something per of the time

they go I'm 51% yes like perfect so let me ask you this what I typically do in this situation as long as you're 51% sure is I take a deposit a refundable deposit and then if you go back and you talk to your wife right and she says you can't do it she says this she says that sometimes I'll make it funny I'm oh she says you know she doesn't want you to be richer smarter Etc then I'll just refund you and call it days that sound fair enough and then what will happen is either

they'll do it or they'll say ah I don't want to do that and they go okay well end of the day you can do whatever you want but I just want to be sure push pull right so end of the day you can do whatever you want which is I pull back but then I push and go but I guess I don't really think this makes sense because you said need to talk to your wife I get that but you say you're over 51% sure and what I like to do in my process is just

get a deposit so I'm not chasing people around it shows me you're a little committed and it's fully refundable and again you're not signing an agreement or anything so let's say I'm the world's worst person on Earth you you can just charge back get your money back right so I I I'm cool to let you do what you want but I just want to let you know this is my process and I feel like if you can't follow that then we probably just AR to fit and let's just call it a day what do you

say that is a more aggressive way to try to get some commitment because remember when they're saying this it's usually not that they need to talk to their spouse they're just not going to sign up those are the two most common I'd say this is like 70% of the time this is 20% and these last two you know five or 10% each so that's spouse the next one time time is pretty easy so this is like I need to think about it I need time I'm not ready so there's a million ways to handle this

the way I like to handle it again because I'm a very logical seller so I only like to give you one way to sell is this I just go look do you know what deciding means they go no like all right cool in Latin what it means is a cut off so are we cutting off the future of your past or the future of your dreams right because in action or not making a decision is still decision so let's see if we can walk through how you can make a decision are you cool with that

yeah cool great so there's really three things we need to think about so guys so number one is do you trust us right do you believe what we're saying yeah okay cool number two is do you think you're get closer to your goal or farther away working with us like obviously it's like closer like do you do you think like working with us is going to get you farther it's like no okay cool then number three do you have finances available or resources you can get yeah Okay cool so based on that you actually have

all the information you need to make a decision so let's just go ahead and make the decision that you've already made sound fair enough if they don't do that I moved into a delayed deposit now keep in mind guys this is not a very common objection okay it's very rare and if you're done the discovery correctly at the beginning yes I'm going to move forward today yes this is what I want these very rarely come up it's almost 90% of the time going to be one of these two so if you just if you're going

to learn one objection learn this if you're going to learn two objections do that and spouse price and spouse okay once you've done these three occasionally you'll still get people who aren't ready to buy and now what the ad objection is is belief so the only other time you should get another objection if you've done a good job is when it gets to belief meaning you've beaten the objection and they go you know what Tanner I I still I I just I got to think I don't know I I I just you know I'm not

ready thank you for the call like let's just follow up and I go cool don't worry look let me ask you this John what's the worst thing you can imagine happening all right let's say you sign up what's the worst thing what's the worst outcome you can think of and they always will say well it doesn't work it's like okay well let's walk through that because again we just got to beat these objections they're not real they're fake they're they're they're just making up beat it just push it out of the way so I go

cool so look let's walk through the three options you can do it and get results and everybody's happy right so you get results we get paid everyone wins you do it and you don't get results you can get a refund now if you do a refund it needs to be performance guaranteed meaning performance-based meaning they have to do XYZ things to get a refund and Consulting specifically this could vary on business but if you're doing something where they have to do work you cannot do a just money back whenever you want guarantee okay this is

not Tech this is not SAS this is not a piece of cloth or shoes they have to do work so I make it Performance Based so for example in my consulting company if we did do that it would be you have to do x amount of calls x amount of messages x amount of ads like you got to do stuff like that to get the refund you don't just get a refund for no reason okay so that would be number two if you don't have a refund just cut this out let's do it real quick

Let's Pretend This isn't here so go number one what's the worst thing can happen number one you do it and get results everyone's happier number two you do nothing and stay stuck there's only one decision that keeps you stuck so let's make the other decision that's going to move you forward okay if I have this I go number one you can do it and get results you're great number two you get a refund or number three you do nothing so out of all those decisions the only one that's going to hurt you is doing nothing

because you either get a full refund or you're going to get results so let's go ahead and make the decision that you know we need to make that you know you need to make anyway sound fair enough if they don't do that then again you move into delayed payment that right there everyone is what I've learned from knocking on 27,000 doors doing 100 millon in sales building multiple sales team having 50,000 clients doing over a billion dollars in revenue for our clients if you can just follow what's in this video I'm telling you that's 99%

of sales training like people will try to give you new spiffs and objection handling and on liners and all this other stuff but I'm telling you just focus on the concepts if you start to learn as you get smarter and make more money you'll see there's so much knowledge out there that you can go so deep on one thing that you'll actually it'll start actually making it harder to live your life and run a business focus on the main Concepts so if you can focus on the scripting we did if you can focus on using

these four objection Frameworks you focus on your tonality how you talk notice throughout this video very confident right I feel like I know what I'm saying and even if you are a little second guessing you yeah I mean he sounds like I know what he's saying all those things play into closing a sale and will help you sell anything at any time to anyone hopefully that was helpful for you guys if you want to see more content or videos check them out on my page just type in sales there's actual live sales calls appreciate apprciate

you being here as always I'll see you in the next video