our company's trained thousands of closers over the past 5 years one of the biggest mistakes we see is really effective deal making okay and so I'm going to break down what this means and how you can really close I mean if you're watching this and you're a business center or you're a salesperson I bet you can close 10 to 20% more deals if you're not doing this just by implementing some of these basic strategies so this is critical I rarely see it after you do the tie downs which is in our last video that I
published on the channel you're really going to undercover one or two things okay so after you do the tie downs which if you haven't watched that video go watch it but essentially it's uh first isolating does this person believe 100% that this is the right thing now is the right time is there anything else that's keeping it from being less than 100% certain that this is what they want to do we first want to get them sold on the thing and the now right so essentially sold on the idea sold on the process sold on
the plan okay because if we get that everything else is just Logistics that we need to navigate through now once we get this and once we do the tie downs you basically get one or two things you can either get objections or Logistics objections are of course for whatever reason they don't believe this is the right thing that was the right time so we try to tie them down on that we don't get it which we can handle that that was more of the last video but the logistics is where they what to cover here
which is they do believe that they want to do this but there's a real moneytime support support being spouse partner team board somebody else that's not on the call not supporting them and making the decision money time partner spouse Etc obstacle that's in the way but it's a logistic they they're 100% sold like dude I want to do this it's just this okay so this training is going to be really about how to handle that and I'm going to give you some examples it's the easiest way to train it for money and time okay so
money it's not unusual you'll do the tie downs like I mentioned in the previous video so and and so you're tying down like hey so money the side do you 100% want to do this like do you think this is going to work and it's what you need to get your business to the outcome that you want and they say no I'm 100% in I just really got to move money around so just give me 200 two days but I'm I'm 100% in or they might say oh no I'm 100% in I'm just in the
process of buying a house so I can't make any big Investments so they might say it along these lines right average people just accept this great sales people get creative so I'm going to give you a very basic example of this let's say they have to move money around I'm 100% in most closers are like okay great well when are you going to move the money around oh 3 days okay let's schedule the followup and then it's like they might show up and pay they might not show up and pay you just have no idea
so what we want to cover is slow it down so they'll say no I got to move money around then I'm 100% in I'm going to say well when you say you got to move money around what does that actually look like like where is that coming from are you selling off stocks taking out of broker account like walk me through that process A to Z gotcha and then when is that process going to be finished and you're ready to go okay and then once you're ready to go you're going to be 100% moving forward
on that day so once I get clarity on this what I can almost always do because what I'm doing of course you know if you follow my training I always start with the paying full price and then if I'm going to give any payment plans I only do that when they 100% have to do and they have to need it right uh I don't incentivize it any way I'm doing that is kind of like a uh it's it's not really a down sell but it's sort of a it's kind of like a down sell in
a way uh when I get payment plans so you know I'm starting out the pay fo so if they got to move money around to do the pay in full almost always once I get clarity on it I can let them know hey you could do half now why don't you just do half now and then half when you're done moving money around right I'm only going to know that I can say that after I've slowed it down and kind of gotten the legistics of what money moving around looks like and what I might do
also is the open Wallet technique which we talked about in a different video but essentially getting their cash on hand their credit and their net incoming cash flow so then I have their finances all laid out and then I can really navigate what can they do now because I'd be able to get them to do half now and half at the end of the week and then that way I can get them rolling or I mean I could even just collect 1K get them in kind of get them oriented and then they can pay on
Friday or whatever it is in a couple of days and then once once they're all paid up they can book their onboarding call so I know this sounds so simple but people just won't do this they'll just be like okay great well you know hit me up when you move money around or like let's schedule follow when you when you move the money around if you can get them in on that day through some form of lower payment and then collect the rest in a couple of days then at least you know you 100% got
the sale I know it sounds so basic people just don't even do it okay so another thing is is uh when people don't fit into structured payment plans like one two and three pay this doesn't mean they necessarily can't do it right and again this is important why when you get a financial objection and they're like you know you they're like yeah like you know I really want to do this I just got to figure out a way it make it way make it work financially and you're like gotcha so money and aside you're basically
100% in and they're like yeah money aside I'm 100% in okay perfect so look like the majority of people who work with us they do it up front but for certain people like yourself who are 100% in they really want to do it it just finan is standing in the way we break it up but all of that is all customized so are you open to having an honest conversation financially getting everything on the table so we can see if you can do this now or at the very least I can kind of help you
leave with a game plan for you to work towards this in the future and they're like yeah totally and then we get cash on hand credit and the 30-day income if you need more scripting on that any video where I cover Financial objections it'll cover this open Wallet technique it's all over the channel okay so once I have that all laid out you know a lot of times somebody's like oh man I can come in I just got to wait for this client payment to come in or this work payment to come in in two
weeks so oftentimes you can still take a grand or two down it could be like this and you know they might not fit into a three pck but you could do half of that three pay now half the next week and then after that it's just a regular three pay from there and then you can get them in because if you don't take anything a lot of times it's just 50/50 on if they're going to you know next Wednesday if they're going to show up and actually buy or whatever it is let's cover how this
works for timing so this is a huge one you'll like this if you're you know this time of year you're going to really appreciate this okay so Prospect says you know this sounds great I want to start January 3rd after the holiday salesperson says got it so timing aside you're 100% in definitive timeout isolated right yeah then you just double tie down so you say okay just so be clear if we're having the same exact conversation we're having right now but it's January 3rd after the holidays you're 100% giving me your credit card moving forward
they're like yeah got it so I got an idea are you open to it they're be like yeah okay cool well look I don't think the best thing for you based on what you told me in your current situation and La D is a wait and do nothing I also don't think the best thing for you is to hop in right now if you're going to have a bunch of travel to where you can't fully take advantage of the program and the time you have with us so what I'd be will to do for you
is add on 30 days you're engaging with us that way you could start now knock out some of the initial onboarding and initial items even get result one two and three and then come January 3rd we can set your official start date for then and then you can really have to hit the ground running so if I'm willing to do that for you basic basically adding on 30 days into your engagement with us are you willing to move forward right now and you have to make that trade right you can't just be like oh well
no problem we'll just add on 30 days they're like what you got to frame it like this okay I got it on the screen frame it like this right so you can use this framework even if it's seven days it's 30 days I just had a client who told me I taught this to them and they were like yeah like you know this person wanted to wait till after the election we use this B it on some time into their program then they paid a v okay but what's great about this is it helped us
sus out the true objections because basically what I did here is through this framework I eliminated any logical Reason Not the start today so essentially if you still get resistance and it's like okay well well there's now there's no reason not to start today because you just told me you really want to do this there's nothing standing in the way you just want to wait a month why do it buy you a month so like what's really going on you know like there's no reason to not do it now so now you can have that
honest conversation so a couple things as we get into payment plans two common payment plan mistakes is number one is lack of flexibility so let's say you have upfront cash collection is greater than 40 to 50% the first thing I'm always going to look at so just I'm going to give you some context I'm we're to get into this but if your upfront cash is greater than 40 to 50% at first you want to increase the price now at a certain stage you're going to see resistance and most people stop there okay but usually what
you can do is add elongated payment plans to be able to create more flexibility for those clients even at that higher cash price okay that's going to make more sense in a second so the key is it's very offer dependent but generally if you have like a 90day type of thing or 120 days or 10 weeks to 120 days that time frame which is very common in our industry upfront cash Target I would I would try to make it no lower than 35 to 40% very offer dependent but that's kind of what I want to
go for so the common mistake is this will kind of pain at home is I'll see a $600 offer with 60% upfront cash so likely this person can go to 900 drop upfront cash to 40% and you'll net way more money okay the key is is that you know you're going to have to extend a lot of times to where maybe at first you were only doing one two and three pays but you're going to have to extend to four and five pays now the key again is to maintain all the one two and three
pays while adding net new sales at four and five pays so if your closers are lazy and you do this and then all of a sudden everything is a five pay then like it's not going to work take less money okay so you don't want them to get lazy and have your one pays turned into two pays two pays into three three and four four and five Etc okay which brings me to this mistake is giving a payment plan to somebody is not affect affective objection handling it's desperate all right so like I'll give you
the example as the prospect that they want to think about it the sales says what if we just do four payments of x y z if we did that would you move forward and the prospect's like uh I still need to think about it so like this is an extreme example but like this type of stuff where it's like somebody just gives a payment plan at the first point of resistance or just because they don't know how to handle objection that's desperation that's not objection handling okay so as a sales manager or as an owner
and you have to QC this stuff they have to follow the process they can't collapse and give away the farm at the first point of resistance is desperate and pathetic so that's it for this video guys we'll see in the next video
