Sales Training #3 with Connor Kaplan

Let's go ahead and do this I think we should be able to admit everyone here welcome Ron welcome John welcome Aziz welcome Richard um Chris welcome Courtney Michael Franco Ivy Matthew welcome everyone to today's [Music] training we have Dom here Cody welcome we give it a few more minutes Just for everyone to shy it's nice to see you here [Music] I guess inside of the chat where is everyone based [Music] out the he Netherlands Ivy from Virginia Beach Michael's from New Hampshire Americans here do is from India great tanos from New Zealand whoa what time

is it [Music] there 11 A Jacobs from Denmark Copenhagen Jon is from SoCal Spencers from Atlanta London from dawn amazing I'll probably give it perhaps another minute before we jump into today's content just so that everyone could join soat from Toronto right on um where you from Canada uh hopefully You're not a uh Blue Jays fan or hopefully you're not a uh a Maple Leafs fan Blue Jays are pretty cool I take that part jitty's from London UK welcome everyone [Music] amazing I completely agree with youy next Community is massive Richard's from Victoria BC amazing

so um I think the majority of The members um have joined who will be participating in today's training really excited to jump into today's content um without further Ado we could go ahead and jump in but what we're going to be covering today everyone is an objection handling master class and in terms of what you're going to be getting out of today there's going to be two sections the first section is we're going to be covering content together that I prepped and that includes how we could get ahead Of objections how we could respond to

the most common ones how we could regain control of the conversation when we're on a sales call with prospects then also how we can ensure prospects fully understand our offering once we go through the content we'll have a section at the end of today's call where we'll be able to answer your questions the main goal if there is one priority today is to help you improve your close rates so that you could help uh so that you Could close more deals and make more money as there's new members in the community I wanted to give

a bit of a background on myself uh my name is Conor Kaplan I'm from Ottawa Canada and before Tech I used toay homes until the pandemic uh in my sales career I've booked more than a thousand meetings and that was through b Toc and B2B and the industries that I've worked in include Home Services SAS fintech and agency um Services been able to connect with 500 Plus business owners and from those meetings I've been able to generate $5 million or more than $5 million in sales over the past four and a half years so ultimately

the time today is for you um in terms of setting some ground rules we have three that are pretty crucial number one is that no question is stupid we have Marlo he's uh moderating the chat today and he'll be able to help us take note of everyone's questions today so that we're able to Answer as many of them as possible next an ounce of practice is worth a ton of theory so over the next 45 minutes we're going to be covering a lot of content ideally what you're going to be able to do is stay

till the end of today's um content and you'll get a list of practical steps that you be able to implement into your next sales call then lastly let's have some fun um and those are the ground rules for today but how does that sound uh everyone I see a Thumbs up from Jacob that sounds great thumbs up from Courtney as well sounds good okay let's go ahead and jump in so uh before we go into the content I don't know if I uh I shared too much of that but wanted to ask the group what

do you think is a objection and feel free to type it in the zoom chat okay it's a reason why people don't buy okay it's any type of resistance from the customer's end gotcha It's something that's a hindrance for the prospect before they make a purchase I agree with you okay oh Dennis says that it's a reason that they don't understand or see the value it's an obstacle the buyer has in mind before buying I completely agree with uh everyone here on the chat today um and let's just see if chat GPT agrees with everyone

here as well so I asked it what's the definition of a sales objection and like uh the majority of People said today it's a concern a hesitation or Reason a potential customer gives for not purchasing a product or a service in common English what my Approach is is it's a concern that we need to address with our prospects before the sale occurs and to follow up with everyone here what do you think the most common types of objections that salespeople get there's a few here from chat gbt about cost need timing trust and Authority but

would Love to ask the group firsthand of what types of objections we often run into as a group the value of the service from Jacob gotcha okay whether or not the prospect believes that we could solve their issue price trust budget constraints yet these are all real barriers that could block a prospect from moving forward with a um a purchase and when it comes to objections on sales calls one thing that we'll jump Into uh before we jump into how we could get ahead of objections just wanted to give a little bit more context as

to why prospects might have objections in the first place so everyone that comes to a sales call typically what happens is there's a challenge inside of their business and they either want to learn more about the problem they want to learn more about the solution or they want to learn more about the professionals that could Ultimately help them um solve the problem that they have now in terms of what they might be curious about what their what their objections might look like they want to know more about the reasons why they could trust you the

process that you use to help them solve their problem they want to learn more about the cost they want to see U proof of long-term results and they also might be skeptical of um just anything that you previously mentioned before And why would it be important to get ahead of these objections uh during a sales call so typically sales calls they'll follow the following framework we'll give introductions we'll have a discovery process where we as the service provider will ask them questions we'll share more about our our company that we'll have a section for Q&A

afterwards and then we'll close the deal or set up some next steps so from the sales process why do you think it's Important to get ahead of any type of objection just want to ask the group okay so freed says that there's less resistance I agree with you increased sales 100% Jacob I agree with you too cool so just looking at the sales call uh one thing that majority of sales calls all have in common is that they're they are time bound so often uh sales call might be for 30 minutes 45 minutes Sometimes even

an hour if it's like Enterprise sales uh but for me and my business anyone I think a lot of people here it might be 30 minutes and just to walk you through the impact of having a lot of objections on a sales call uh what it looks like is it will eat up at the time that we're able to get deep to really understand the prospect's business to understand their pain points and to really understand if they really think that our proposal will be a good Fit for them so you could see that if the

prospect ask a lot of questions or has a lot of objections in the intro or during the discovery phase or even during um when we're pitching or giving an overview of our service typically what happens is we're not able to go deep with them it's important however so that we could limit the amount of questions a prospect has or the amount of objections a prospect has it's important to give them an outlet for Their questions typically what happens and we'll jump into this in just a moment but we could often let them know at the

beginning of the call saying hey um we'll go over any of your calls after the presentation or after the demonstration so that they know that they'll get an outlet of time for them to get their questions answered additionally uh if we're able to get ahead of their objections it will maximize time at the end of the call for Us to uh close the deal or to set up next steps and if we're able to get ahead of objections we'll have more time to get deep during the discovery phase to really understand their pain points so

jumping into how we could actually get ahead of objetive what does that really look like well what we're going to go cover are four main things it's how we could leverage sales assets how we could position our sales Assets in emails before a call how We could set the agenda during a call and then lastly how we could effectively demo our product or our service so jumping in um sales assets increase our credibility and this could be used before during or even after sales call to help us increase the perceived credibility that a prospect has

of us so what are things that will actually help us do that first one is video content so we could send our prospects looms or YouTube content that really help us explain the process of how we complete a certain uh action or how we uh complete a process that gets us a desired output um just share this with uh one of my least the other day I got intro to him on WhatsApp shareed to loom that covered pretty much a lead generation um you know my my lead generation approach and this is the type of

feedback I'm not sharing this to say hey you know what like this is great but in terms of Setting the call up for Success the prospect has more context and sees myself as more of like a credibility figure because he consumed more content and they um the prospect enjoyed the content afterwards what are things that we could do to help us apart from setting up a loom video or uh send them over a YouTube link like what are these things that could help us U increase credibility it could be going over s sample automations so

what the Community has right now is there's a section in the maker School uh Community tab where you're able to see a lot of make.com tutorials what you're able to do with these is set up your automations to help you uh really demonstrate the value that you're able to provide to your clients apart from setting up sample automations things that you could do is to provide custom audits to your clients so let's just say that they are wanting a new PM system or a CRM system What we're able to do is to map out the

way um you know certain Fields will look like if they have a CRM we could show them exactly what their can band board or what their pipeline will will look like this really just helps the prospect see exactly how we would approach their project if we're building out a scraper or we're doing lead generation something that we could do is provide them a list of um leads or manual scraped items records from Instant data scraper if there's a Chrome extension um like it's called it's a data scraper you can get it on the Chrome Store

there's no cost to it but this will help us get um data like manually but we could often send that as a resource that's of value to our prospects before call to help them see exactly what the um what they would get from working with us additionally if we're providing them a lead generation service one thing that we could do is Provide them free leads even before the call to see the type of prospects that could that we could reach out to on their behalf we could also create a process map and if we have

case studies or testimonials we could leverage these as well so let's just assume that we have sales assets what happens next well typically we'll want to be able we want to position these before the sales call and how we could do that is by using the following messaging We could reach out to a prospect and let's just say that the meeting's at 2 p.m we could say something like the following like hey John looking forward to our call at 2m uh later today wanted to add the meeting link here for your convenience if we do

have testimonials or if we don't have testimonials we could either go down one of two paths if we don't have testimonials one thing that we could really leverage here is saying that hey um if you want to look At the behind the scenes of how uh I help businesses achieve desired result feel free to take a PE at this resource link chatson Conor if you do have testimonials and resources and case studies where you're also able to write to them is The Following also if you had a few minutes and we curious about how we

help uh raise ready systems uh improve their um uh the speed at which they create Facebook ad copy check out this quick video and then we just sign Off with saying chatsu and Connor the reason why this is helpful to us is it helps the prospect consume more of our content and because we're providing them something of value we're not asking us we're not asking them for anything uh from their end they will typically uh reciprocate and the way that they will reciprocate is by showing up on our sales calls so our show rates will

increase over time afterwards um something that also is a benefit for us Is it helps the prospect visualize our potential impact to their business next on the call uh what are some things that we could do to get ahead of objections well we could set up a simple agenda we could let the prospect know saying that hey do you know what we'll do a few intros I'll have a a few questions on my end and then afterwards we could go over an overview of the service or what I offer and then we'll be able to

answer any and All of your questions how does that sound that's typically the way that I would set up an agenda to give an outlet to the prospect to let them know that I'll answer any of their questions afterwards or following the demo so just want to take a pause here I see that there's a few messages in the chat um question for everyone here whenever we're demoing our product or service what's important for us to include in that demo like what should we Touch there issue problem from Courtney gotcha desired outcomes not technical jargon

Lucas says that the value provided to the client the pain it solves I agree completely long-term benefits I agree with you gotcha so I'll jump into the uh next little bit here oh uh Jacob says how the way they are currently doing things is costing them a lot and how this new way could be much more Efficient uh I paraphrased a few words uh from what Jacob mentioned but for a demo this really happens after we ask them a lot of questions on their so that we could understand their pains their processes the people that

uh are a part of their business or their department and now time to finally share about who we are what we do so in terms of a few things that we could touch based on is who we are so either where we're based out of our background what we've done in The past or what we currently do and typically it's important to have like some impressive statistics like for everyone here one thing that we could all say is saying hey do you know what I've learned how to automate businesses with AI by using no code

tools a lot of people they find that very impressive and it's interesting next it's uh who we help uh what clients get from us the process of how we're actually able to get results for our clients in FAQ Section this is something that I I do myself I don't know if a lot of other people do it but I think it's kind of effective where I'll just simply get in front of the most common questions and I'll just go through them one by one so oftentimes people will say well okay well how much does this

cost uh how can you uh get results quickly how do you protect my data what does communication look like how do you um guarantee profit profitability what does cancellation Look like what are the benefits what are the risk and then um who will you communicate with and I just get ahead of all these questions uh during the like this demo I'll then talk about the pricing structure so whether it's hourly whether it's retainer based whether it's uh Project based or if it's performance-based I won't necessarily talk about how much the project will cost I'll just

talk about the way that it's structured so there's a clear Difference next up we talk about timelines potential barriers and solutions what implementation will look like and then lastly some case studies or testimonials to help us cement ourselves as the unquestionable authority on this uh this topic so initially what we saw is our prospects will typically want to know the following um they will want to know about our process or cost uh results um if we worked with similar clients in the Past and by getting ahead of all of these during our demo it will

make for much more efficient sales call amazing so what we cover now is how to get ahead of objections now objections will happen no matter what however it's important to have a few um Frameworks on how to respond to objections initially so just for context wanted to um share some of the beliefs that I have Around objection handling number one is that we don't have to have the answer to every single question that a prospect may ask may ask us reason a why is because sometimes we'll just have to do a little bit more research

to know if we could work with a specific tool that they have so it's completely fine to say hey do you know what I don't have the answer right now let me get the answer to you after the call or in the next 24 Hours definitely take time to think before you answer the prospect's question it's okay to take 5 10 20 seconds to let the prospect know that like let me just like try and really um let me formulate the best answer to your question and it's completely fine to take time to do that

Additionally the best time to handle an objection is on a call handling objections on email has its challenges and it's not yes I'll share The rim uh Whimsical document with everyone here today so objections there's really two kind of objections I find there's smoke screens and I'll get into what those are are and then there's uh real objections so what are smok screens there's typically three types of objections that or answers we could get either someone might say that yes they are interested they'll say hey yes I'm interested but in reality they're really not interested

Or they'll say no and no means no so typically whenever it comes to a smoke screen someone might someone might say well hey do you know what like let me think about this or hey do you know just like shoot me an email or do you know want like let me talk to my partner but these are all smoke screens and they're not really sharing with us what is really concerning them and the the same way that we're able to turn like this like hey I'll need to think about it um Into something that gives

us more information uh like for example this like I don't know if I see the ROI is with the following types of rebuttal so let's just say that someone says hey can you send me an email or I'm busy right now there are things that we could say to get more information from the Prospect and guys before we jump in just want to say hey take everything I'm saying here with a grain of salt this is based on my Approach and my Approach may Not be the same approach that you take but this works for

me um but again just please take this with a grain of salt so let's just go ahead into the next section uh so uh can you send me an email I would respond with saying hey man like yes absolutely just so I could send you the most amount of relevant information what would you want me to include inside of that email if someone says hey you know what I'm busy right now I'm like I totally Understand that most business owners that I talk to normally are I appreciate you making the time to chat with me

today about how we could increase your uh the amount of leads that you get every single month however understanding that it might be one of your priorities right now out of curiosity like what's number one on your priority list moving on to like the next one is saying uh hey I'll need to think about it I'll say hey do you know what I Completely understand that this is an important decision usually whenever people need to think things over it's because uh they have questions about one of three areas either the timing the financial commitment or

the expected Roi so out of these areas is there one that you'd want me to share um more information on if it comes to hey like let me get other quotes I'll respond with saying something like hey completely hear you out um is there Anything that you're looking for in other quotes that my quote doesn't include someone says hey do you know what like let's revisit this next quarter um this is a common one I I get I don't know if you guys get this as well but I'll typically say like hey do you know

we could absolutely do that so say hey do you know what like we need to get a sale done today like I won't go head-to-head with them I'll just have a simple question that gets me more Information that says hey just so that I could be on the same page as you what would need to happen on your end for this to become the main priority and then once they tell me that information I'll be able to pretty much equip myself to use that a little bit later on um as we're like pretty much doing

a discovery process someone might say well hey do you know what I need to talk to my partner about it I'll respond with saying hey absolutely uh totally Understand that you're looking to make this decision with your partner typically uh whenever you bring a a new tool or a new service to them what do they appreciate the most uh whenever you uh um have a proposal and like they'll typically say hey do you know what like they really care about um having a trusted partner having a reliable partner or they want something that's budget friendly

so and you can get that information so typically whenever Someone gives a smoke screen it's always possible to uh go one step deeper to get additional information that could help you understand exactly what they're really objecting to so this was for smoke screens when it comes to responding to I'll say real objections uh for lack of a better word there's a framework out there that a lot of software companies use and it's called field found and just walking you through what this is is it's a framework To let the prospect know initially so you feel

them out so you say hey do you know what uh I hear you you feel them or like you felt them and you say hey do you know what previously other prospects that I've worked with have had the same exact struggle then you find where they are or you found them and you'll say something like that says but what they've done was they've done XYZ so you're taking their question you're normalizing it based on your previous Experience and then you're also suggesting a another move uh another path forward so let's just say that we want

to put the following question into a real example for example will this work with my current text stack something that we could respond with is saying this I hear you the last thing that Founders I work with want is for the workflow to be spread out between 20 different tools what we do for them is to integrate their systems Into their current stack or our systems with their current stack so that uh they're not jumping around in different Windows different tabs and we do this by using no no code tools like make.com and zapier is

it zapier or zapier guys just out of curiosity a little bit weird question but I have no clue zapier zapier Z like z a y Courtney says zap zap here zap okay gotcha thank you guys appreciate It sweet fre says zapier too so there's a whole list of potential objections that we could get and time allowing today we could come back to these and if you guys run into these frequently we could do a deep dive on them but it's important to understand that there's only a finite amount of buckets that a potential objection could

go into for example people might have an objection about time budget Authority like they may not be the single decision maker They might have to go to their board they might have to uh talk to their partner uh there's trust and credibility either they don't believe who we say we are or they don't believe the actual process there's competitor comparison there's need and relevance there's value perception there's product knowledge and understanding and then there's if we could actually integrate with our current stack so these are all different types of uh buckets there are more these

Aren't all of them but whenever a prospect uh throws an objection to us if we know how to respond to any one of these buckets we could typically repurpose that same response to their main objection that they have so it's not like we have to have a thousand different types of responses ready all we need to have is mainly sometimes just like 10 to 15 it's we don't often need more than that however let's just say a prospect keeps On asking us like five 10 questions in a row uh one thing that it's important to

do is to regain control of the conversation so maybe by a show of hands um or maybe just like in the chat here has it ever happened where a prospect ask you like three to maybe five questions in a row during a sales call and you felt like you lost complete control of the conversation has that ever happened to you guys oh Paul says yep jitty yep Cool and guys this like I like for the first like maybe like 100 sales calls that I took like this was kind of like my number one uh thing

that I ran into the most frequently and I'll walk you guys through like a simple diagram that I made it's like over here and uh there's a way how to get the sales call back on track so um in terms of regaining control of the conversation it's um it's our duty as a sales Professional to make the sales process as simple as possible for the buyer and the way that we could do that that is to set an agenda typically and because if we set an agenda um typically and we get the confirmation from a

prospect they're pretty much giving us the keys to the car for us to drive the sales call um so just getting this verbal agreement up front does tremendous Powers however uh let's just say that our sales process normally uh we have an intro a Discovery section we have a demo then we have Q&A and then we might close the deal at the very end it normally follows this path over here however what happens is while we get to know the prospect about who they are what they do it happens where some prospects will run into

question fatigue oh uh thanks freed appreciate it um so whenever we're going to go demo or Whenever we're going to go run a discovery on one of our prospects it's important to understand that we don't have unlimited questions that we could ask ask them it's not like the prospect it will just sign sign up and say hey do you know what ask me 30 questions typically there's a finite amount that we could uh ask and typically that amount for me has been anywhere from like seven to 10 questions and seven to 10 questions might get

us from like the Intro all the way to the end of the discovery period and it's very normal that as we ask them questions they might ask us a little uh like uh a quick question and it's completely fine to say hey do you know what we're able to do that that too or hey do you know what we work with that software if they do ask us if we work with a certain Tech main thing is is if this is the line that we want to follow this is the path that we want to

stay on it's okay to deviate From the path if it's if we're able to get back on the path very quickly however let's just say that a prospect ask us a question we give them the answer they ask us another question and then you could almost see that we are getting further away from the path and it becomes harder to get back on it so how I regain control of conversations there's probably other ways out there but this is just the one that I found is Very effective for me is I just say the following

I'm like like I take a mental note of what they said on the path here before they ask me this question and I'll just revert back to saying hey do you know what so one thing you were saying before about your lead generation process or I'll say something a little bit different it's the same thing but I'll say hey so one thing I'm very curious about is before you mentioned that you're relying on Facebook ads to Generate leads for your business um then I'll I'll just say hey one thing I'd be curious to learn more

about or hey one thing you were saying before that I'm very curious about and by introducing your next question all the way out here you're able to pick up where this conversation left off how do you guys find this little section here out of curiosity do you want me to uh double uh double tap into it or does it sound Pretty digestible opul says I got confused okay I'll go ahead and explain a little bit more or I'll take another stab at it Andy says it's clear to him opaul what I'll do is so 30,000

foot overview is naturally whenever we're on sales calls uh it's important for us to follow the the following uh path typically we'll always start our sales calls with an introduction to our prospects Discovery is the process of us asking them questions so that we understand exactly what they do what their problem is and what their pain points are afterwards in normal sales conversations there's going to be a demonstration of our services and how we could help them resolve these problems and then after uh we have this demonstration typically we'll talk about next steps if they

want to go forward with the project or not however what Happens a lot of the time is this would be the most effent way in how to close a deal however it happens that prospects will ask us questions that will get us away from this most efficient path and what we are covering here is saying hey once we go off the path what are some ways or what are some tools that we could use to get back onto the path and one of the ones I use most frequently is saying hey do you know what

at this point where we start to Deviate away from the path I'll just say hey uh before you were talking about this thing and that thing would be what we chatted about like right here cool um I'll have to look at the convo a little bit later so um how can we take control after the demo so after we present exactly what we do and who we do it for and the information that we just covered Over here we to ask the prospect saying well how can you see something like this working for you and

if they give us a positive response we could then move forward into the pricing conversation if they say that it doesn't look like something that will work for them we could simply ask them why overall what our goal here to do is is to have an easygoing conversation where we're able to become aligned with them and we're able to answer all of Their questions and it's important to know that it won't be effective if we try and close them if they are not fully bought in on our service offering it's completely fine as well where

if we don't have enough time during that 30 minute time window that we schedule with our prospects um it's completely fine to schedule a call later that day to pick up the conversation for 15 minutes or 20 minutes the following day that's Completely fine however at this point let's just say that someone says hey I know what you do I like what you do typically the next thing that's on their mind is saying tell me more about the cost like how much will this cost me and that's where we get to essentially getting a verbal

commitment in our sales calls and for context here we still haven't shared the cost of our service we've only shared the way that we Normally price these deals out whether it's hourly whether it's a retainer project whether it's a pay by performance um this is um like what we're going to go do now is look at how we could uh approach pricing before we uh share our pricing one thing that's crucial to do is to separate value and cost value and price and if we don't have them completely completely bought in on our service it

doesn't matter what the cost is they Won't buy additionally yeah like it just doesn't make sense to share the price until we have them like bought it on value and the way that we could ask this is by saying before we jump into the nuts and bolts do you think this approach would help you with like your lead generation process and if they give us a yes we'll continue to pricing if they say no we could then ask Why so when it comes to sharing pricing before I actually share the final numbers with them I

always try and get a good understanding of if they've worked with an automation agency before so in maker school there's a lot of automation agencies or operations agencies and at times clients that's that have never worked with a type of agency like ours guys they might be sticker shocked at the cost if it's the first time maybe they're thinking that a Project might be 200 bucks 500 bucks but oftentimes it could be like two to 5K and that's like 10x like the the price difference so the way that I would approach that is by saying

hey um before I share the pricing with you out of curiosity have you ever worked with an automation agency before I'll follow that up with saying sometimes whenever people haven't worked with this type of agen or with an automation agency they might be a bit Sticker shocked but don't worry it doesn't cost an arm and a leg just by having like this joke it really just uh normalizes that you're about to give them a you know a a premium price and when you're providing that price to them what I do anyway is I do something

called a service stack so let's just say that you're offering lead generation services this is probably one of like the most uh common uh builds that members in the community sell is we Won't say hey I'll do lead generation for you for 2K or 3K or 4K however much you charge typically it's important to stack them all together so that we could inflate the perceived value here what we could do is by saying hey I'll do item one item two item three so in a lead generation setting what this might look like is saying hey

do you know what I'll buy all of your domains I'll set up all of your emails I'll set up the like the email sequencer I'll Write the the copy I'll spin tax the copy I'll get the leads I'll validate the leads I'll respond to leads on your behalf and instead of just saying lead generation which is one item we expand that list to eight then over time we'll say hey for all of that it'll be 3K and we just follow up with a small question that says how does that sound want to take a pause

here um any questions about what we covered up until now Courtney says uh listing the stack is smart opal says yes okay right on so after we present the price one thing that I've um that's important to do here is to pause typically what we want to happen next is to get data either uh whether the reaction is good or bad there might be a time where no one will say anything for 15 seconds for 30 seconds and it might be weird but typically a prospect will eventually Respond and we will then wait to see

if it's a positive response or a negative response let's just say they say hey do you know what Connor it sounds amazing we're waiting for the response and if it's amazing we'll then say okay great this is how we can get set up however if they have a response that's maybe not so good when it comes to the price we could just simply say hey you know what um out of curiosity how much uh were you expecting a project like This to be and what we're going for is what they came into the what they

came into the conversation with as a ballpark for them to invest to ultimately resolve the challenge that they had and then whenever we asked this question well saying hey do you know what John um out of curiosity how much were you thinking that this project would cost they say 2,000 for example and we pitched 3,000 we are no longer selling a $3,000 service anymore the frame that I take is Saying hey we're only selling a $1,000 premium and that's a lot easier to sell and things that we could use is uh use to negotiate is

to mention their time potentially we could talk about a discount I don't like leading with discounts it's kind of like sley in in my opinion we could consider a conditional onboarding if they are just on the line if they're like 95% of the way there and they just want a little bit of breathing room um we say hey you Know what I'll why don't we just do this we'll schedule on boarding in two days from now so that you know if you do want to cancel before moving ahead uh we could go ahead and do

that but it looks like you want to move forward with this project so let's just get this set it up set up uh so that we could start helping you generate more leads whatever it might be you can set up a conditional onboarding call if it's a very large project Typically like let's just say it's like a a project that's you know let's more than 7K 8K uh what a prospect might want to do is to break that project into smaller bite-sized chunks so instead of opening up the risk for the prospect to be out

maybe 7K if the project goes wrong perhaps what might make more sense to do is to create milestones and really give the option to your lead or to your prospect to minimize the risk and say hey do you know what if you really Wanted to we could cut this project down into you know a bite-sized piece so that we could just get started you could see the value and then we could continue on with a project um after the first Milestone how does that sound and in doing this we are you know Bridging the Gap

between their $2,000 expectation or like their and like your $3,000 price so overall that's uh the approach of how I've been able to uh get ahead of objections respond to objections regain Control of conversations then then ultimately get verbal commitments to close deals and um terms of action items everyone here will have access to the sheet here but here are some things that we could do directly after this call to start helping us improve our Clos rates to help us um get ahead of objections things that we could do is to create a two to

four minute uh video overview of the projects that we typically sell the most frequently we Could also create a pre-templated email that we could send to leads before the actual call additionally we could go back to our our sales calls if we have uh them recorded I use something called like fathom fathom video it's a free recording tool that you could use and you're able to see you know what uh you're able to see the way that you pitch and then if you look at that video look at that section of the discovery Call you

then ask yourself was saying hey what else what a prospect want to know in terms of responding to objections this will be hard at first but over time this will be automatic uh feel free to identify the smoke screen objections that you get most frequently you could also create responses to those questions so these are things that look like this over here so how you could turn out hey I'll need to think about it To something where you have a little more tangible data to play around with okay next for regaining control of the conversation

let's just say that the call is going off course feel free to leverage a line of hey one thing that you were saying before that I'm really curious about is X and then you insert your follow-up question after that to get to a verbal commitment uh number one thing that I would say here is just Don't present price without um sharing value or getting the prospect to see value in your service or you're offering so that's the overview for today um if you guys do have any questions we'll be able to go ahead and jump

into uh into them but uh yeah just hope you guys like the uh the training and you guys are able to uh make more money than you guys are currently uh making Now by increasing your closing rates Cool sweet no worries guys cool so I believe Marlo is able to take a note of some of the questions here today I think they might be in here okay cool thanks Marlo for uh uh collecting all the questions so I guess I could go ahead and answer the questions one by one if that's great for if that's

cool for everyone and Marlo just feel free if anybody has any other questions just feel free to copy and Paste it into the stock but jumping into it uh Luca uh when all objections are solved does the sale go through I mean it won't go through unless if you don't ask for the sale uh typically if they agree on the on the value of your uh proposed project if they agree on the price afterwards like it's important to ask for a uh the sale and something that I always love doing here is saying well excuse

John John sounds like you're on Board um so uh I can't do two things at one time guys uh but uh I'll just ask the following question once all objections are solved and they agree on the price I'll say John sounds like you're on board are you open to scheduling this into your calendar um for a kickoff or kickoff call cool Jacob says so you said that the mention so you mentioned that the purpose of this call Was to help us make more sales I'm curious in what uh you is let me just read your

question a little bit more so uh Jacob after this call ideally what you're able to do is to have a process for handling objections and ideally you're able to get ahead of the objections you're able to identify the smoke screens so that when you run into a smoke screen of an objection you're able to actually go a step deeper and find out what the um like what the Real objection is when you do get a get an objection that does have real substance you're able to respond back with a feel felt found and that's the

process of or that's I really what I hope that you guys would be able to get from this call today sen will you get will you get access to the swims cicle yes 100% I'll we'll post it inside of the maker School Community with the link to the uh the doc also if you want it sooner I'll just go ahead And share it here cool here you guys go thank you guys great questions by the way also um specific so what if they ask about the specific way of how the product will be deliver to

them H when it comes to handing off a project one thing I would say is if you know exactly what that would look like I Would just tell them um for example if we have like an automation agency we're providing them a system like say it's a lead generation system we would say hey you know what in a Google Drive you would get a list of x amount of leads you'll get a Google doc with all the copy you'll get a dock with um all the loom like like a Google sheet that has every single

section of the system in a loom style format and that's exactly what you're going to be Able to get after this project is completed so that you could you know uh so that you could learn more about every single little nook and cranny of how this actually all works jitty did I answer your question I'm hoping so so freed so how do you deal with the type of people that want to move the conversation in their own Direction ideally the best way of how to work with these type of people typically Like I call these

people drivers where they just want to drive the conversation themselves is we want to first set an agenda and by setting up an agenda where they agree to it so they give us permission to drive first where we could say something like hey John um for today's call I want to make make the most out of it how does this sound perhaps we could go over a bit of uh introductions between ourselves um we could learn more about Exactly your business uh what you got going on I'll then be able to share um our workflows

that help people with like lead generation then afterwards we go and answer any and all of your questions and see if there are any Mutual next steps afterwards how does that sound and then I'll typically just do like give a thumbs up as soon as I say hey how does that sound and if the prospect says yes then that's pretty much them giving us the keys to the car for us to drive the Conversation and that's just how I approach it if a prospect tries taking too much of if the prospect takes a lot of

control from the conversation I I use the following I'll lean into curiosity so let's just say that the prospect always wants to drive the conversation here I'll just keep on saying hey man like I'm really curious about your business like can you tell me A little bit more about that and yeah leading into with curiosity will make the person open up typically if someone wants to drive the conversation are also you know open to sharing exactly what they got going on uh from my experience like if they want to drive they're typically not shy people

and people that are confident will be open to share so how do we actually implement it uh Jacob did we answer your question here cool Um how do we make sure we could move forward with actually using these lines for the people on the call today if you do have uh any sort of sales calls that you want to record probably just like for the people on the call uh here and I do appreciate you guys taking the time uh out to um jump on here feel free to send me a like a Gong call

recording a fathom recording a fireflies recording of a call and let me know exactly the part in the call where you Want me to like take a look at and I'll try and get some like high level feedback on it in terms of the way that you're able to manage objections uh if that's cool with you guys I'll try and get it done in the next week um let's see here yeah Jacob just I'll share the doc with you and I'm hoping that this could serve as a guide for you to leverage in your next

sales call and just so that we could Ensure that you're leveraging this content uh share the like the call link with me and I'll try and have a brief look at it well Paul so can we go back to the call convo being derailed I want I want an example of how you are re-rooting the convo with the starter sentences you provided here what I'll do here guys is let me see if I could allow people to jump off the um so just feel free to speak your Questions here let me see if we could

set that up here so you guys have the ability now to unmute yourselves um so what I'll try and do now is no worries how can okay so basically like if the person's kind of saying like hey um you know how does AI work like what tools are you using right and they're we're constantly getting away from this call you're basically saying like hey I'm curious is you know tell me more About your business like the vision that's kind of where you're kind of bringing them back in is by just asking them about themselves short

answer yes um if someone's looking to just say hey I want to implement AI in my business typically they aren't like problem aware and what I mean by problem aware is having a conversation like ideally the prospect will have a situation in their business that AI will Solve is not that they just want to automate their entire business like ideally everyone wants to automate their business but it's important to find like that first thing that you're actually able to uh automate or streamline in their in their business first because if you're able to find that

one thing typically you're able to ask them you know hey can you tell me more about that one thing in your business because if someone's just talking you and they want To learn about AI as at a high level um I don't even know if they they'd be the best Prospect or the best sales call lead because they don't even know their own problems first did I yeah that's kind of what I I like I haven't been in s long but to me when I was selling mattresses it was kind of like you wanted to

know that they had the back pain you wanted them to you know you wanted to know like their Partners always like tossing and Turning and driving them crazy and waking them up right it's like so that way at the end of the call when they're like $1,700 like I didn't come in here to spend that you're kind of like yeah but this is going to help alleviate those things that you tend to be up at night thinking about right like you really don't want to be up at 3:00 a.m. so I I'm thinking more selling

in the front allows you to not have all these like derailing questions because you Kind of prepared them with the FAQs in the beginning right is that kind of what we're doing more of versus waiting until that initial sales call so I guess what you're saying is ideally you'd want to like pitch exactly what your service is initially and then um have a conversation follow after that is that what you're considering yeah because I to me yeah that's that's what I'm saying cool okay typically whenever you have like a Sales call um do you really

try and drive do people jump on sales calls with you right now and they're just generally interested in like automating their business with AI or do you really specify the call towards achieving a desired output like hey do you know what if you jump on the call help you um boost the amount of like leads you get through cold email every single month like do you have like that type of specification whenever you have a sales Call or is it just like more so generic uh like conversations about AI as a whole I haven't had

any sales calls but my ideal client would be someone more on the ladder of what you said like I don't really want the tire kicker I have to kind of tell you what it is drag you through it I feel like if they don't even really have an idea like you said about the paino then 4,000 is going to be a lot of money they're going to be like oh hell no like I can get this done At Fiverr for five bucks why am I paying you 4,000 like it's you know you don't want to

waste time with those type of individuals yeah I I hear you I mean on that note I know this maybe isn't necessarily how to bring the conversation uh back but if we simply get better prospects on the on the line that have a clear business problem or they're open to learning about a very specific aspect of their business typically by having better prospects We'll also have better conversations as well so I I don't know if like it's I don't it's poop for Thought um yeah I agree with you 100% great question by the way opal

thank you Conor so we do have a couple more questions here uh what I'll try and do is I'll try and bang out the the last few questions and let's just see this so Matthew said hey I'm not familiar with premiums what's the difference between a $3,000 service and a $1,000 premium uh what I meant buy That is so typically if we're selling a um let's just say a service and the service costs $3,000 a month and the prospect had a budget of $2,000 a month the difference between our price and their budget is $1,000

so during a negotiation we are selling a $3,000 service but the sale that we are making isn't between like isn't the 3,00 anymore we're only selling the the, like difference so that's when We would start focusing on what are the things that you know the prospect would pay that, for and in terms of what those reasons would be would be we could talk about how working with us will save them even more time than paying someone with $2,000 that they initially had in their budget uh perhaps we could talk about a potential discount um we

could say hey you know what give this some thought if you think that $3,000 might be worth it let's just schedule your onboarding call Uh tentatively and then if you do think that it's worth uh pulling trigger on it uh we could go start then so that's um that's pretty much how I would sell the Thousand premium at that point in time okay so how do we slowly overtime and systematically improve our sales uh meetings watching call recordings uh without a doubt I would allocate like an hour each week it's not the most amount of

time probably have it on like a Friday um maybe Friday morning have it with your coffee if you drink coffee and uh just like listen to like your your calls and whenever you go into your calls have like a very specific section of what you want to focus on so watching a call isn't necessarily like thinking hey like let me just like watch this call and get some general feedback typically I'd want to be a lot more concise with the way that I approach my call reviews or um yeah they're called Call reviews you'd want

to think you'd want to look at hey how is the first five minutes of this call or hey how is the pitch during this call or hey how was the uh negotiation aspect of this call so maybe just putting it out there uh I don't do this uh do it in this format but I would say hey every single Friday uh first Friday of the month like let me look at the first five minutes of the call second week of the month on the Friday I would look at like the the body Of the call

third Friday of the month I would look at the ending of the call and then like like that last Friday I would say hey do you know what this is just a wild card Friday and let me uh just uh focus on something else did I answer your question there I'm hoping so here let's see cool cool Samantha uh how do you pitch the first few clients when you don't have that portfolio built up uh number one thing I Would do is I would Leverage The trainings inside of maker school um I'll show you where

they are if you have access to this call uh you have access to the community I would look at maker school's tutorials over here and Nick gives a great overview of how you could build uh certain systems and I would build those systems I would follow that path and because you even because you built these systems for yourself you could demo it to clients And often times clients don't really care who you built it for as long as you built that system for yourself that's what they uh what they want to see so I would

first try and build up that portfolio you could completely control that it just takes time to to build that and then um as you first start uh getting clients I think it makes sense to have competitive pricing and then as you get more case studies more testimonials uh then increase your Client after every single project if you want so uh Zachary said will there be an opportunity to do live role play yeah definitely in the cards um is that something that the group would want in the future and also I think that we are a

couple minutes over so okay Jacob said yes cool so perhaps what we could do is maybe next in in a couple weeks we could do breakout rooms uh I think Zoom has that option where we could get into like groups of maybe like three to four People and we could just practice like the first five minutes of a call and we do that maybe for like 30 minutes so don't know if that would sound good for you guys but it just gives us a little bit more practice cool and I mean if we don't want

to wait until um what is it like two weeks I don't know if like there's other members that are open to practicing so if you guys do want to practice with other Members that are live on the community right now uh just feel free to like put your hand up and uh I don't know if you guys could like start like a Min group chat or if you guys want to do that but we could do it in uh perhaps we could do it definitely in the the next month or I could try and um

facilitate that Jacob uh what's up feel free to uh unmute yourself say hi I don't bite no it was just like to say that like I was like open there for doing That like sparing side part oh like you raised your hand so like before you just mentioned like to raise your hand if you were like open to do the sparing just why yes okay guys uh feel free to reach out to Jacob if you want to like role playay um if that's cool yes perfect Zachary also said uh will we have access to this

presentation yes I'll go ahead and upload it later in The uh in the makeer school Community where you could find that is I believe that there's a module that says um resources or like trainings you'll be able to see it there additionally Courtney says hey this isn't part of the lesson do you know if we have access to a sample onboarding process on the community um H Corney are you able to give a little bit more context to your question if that's cool yeah can you hear me yeah I Hear you yeah as far as

the the uh onboarding process I'm new in this whole Pro in this whole thing so um um just trying to I guess learn the mechanics of once you've got a client um what is the a typical or an example or a template of a TP of an onboarding process uh you know to bring a client on board Co um yeah I mean I could try and share my screen um let me see if I have on boarding this is mine I don't know if This is like good to share or not I'm hoping it is

but this my company uh I have like a short welcome video uh I say hey do you know what like feel free to access uh your Google drive over here and uh they can just like search it there's always like leveraged operations inside like the Google Drive like folder so they could just see that um they can book their kickoff call so if they haven't done that already they can just go ahead in My calendar and they'll find a time do you guys see this this is all right also from working with me they get

access to like a bit of an automation Vault and um I just have it like this where I just share some resources I'll say hey like where could people go wrong in their Ops Communications mainly by email and slack and then um I just get them to like book their kickoff call so once someone pays this is pretty much all done automatically and uh that's just my Process but I think it' pretty much be like hey what what are comms like so Communications what are um like where like how can you give them like access

to all their documents inside like a Google drive folder if you're are in Google workspace um and then also trying to like get them to book the next call as soon as possible so that after they pay there's no like buy remorse they they could automatically like look forward to Something in the future so I think if you have those three so comms uh a resource section where they could actually like access their like their documents and then like that third like onboard and kickoff call like that's mine there's probably others and I think Nick

actually has a video on this as well on YouTube they I kind of just copied his okay cool thanks cool no worries sweet so I think that that's the Um content for today um I'll take the feedback about doing live role plays and uh perhaps we could do that in the future I wanted to thank everyone here for carving time out today to jump on it's been an absolute pleasure and uh you guys had amazing questions so until next time thank you guys so much and yeah looking forward to the next one take care byebye