Sales Mastery

hello everyone and welcome to module 4 sales Mastery in this video what we're going to discuss is really how you can become the masterful salesman how you can close 80% of all appointments how you can do that without breaking a sweat and basically sell anything right and yes this video is going to help you and yes this video is going to give you an incredible amount of pointers that you can take action on so you can increase sales conversion but the number one thing like I've always said with this is having the right strategy having

the right script the right process and then practice practicing that all right the only thing that will truly make you a master at sales and will make you close a lot of people a a lot of the time at very high volume is actually doing sales appointments um so don't be afraid if you're not that great at sales if you've had trouble in the past the only way to actually get better is well by hiring something who hiring someone who already knows you know all that sort of stuff but if you don't have the budget

for that you just can't do that then you have to do these call these sales sales appointments yourself right and you're going to get better and better like that is an absolute guarantee but you need to you need to practice okay so without further Ado here's what we're going to cover so we're going to cover about building Rapport right we've talked about this you need to have some Rapport built with prospects they need to like you as people buy from people they like they understand they trust right we're going to discuss the importance of tonality

in sales and the way that you present themel yourself the way that you present your membership you you you talk to them it's such an important part of sales and we're going to show you the exact numbers and how important tonality is in sales appointments um and how really important everything is in sales appointments there's a lot of people have kind of got it they don't really understand so what is really the most important things to focus on here in sales we're going to discover which we covered in the last videos as well is finding

pain points as if you when you find these pain points sales calls are going to become so sales appointments going become so much easier um but you need to actually find them you need to know how to ask for these paining points you need to do in a ethical and normal manner right you don't want to you don't want to look like a dick um we're also going to cover how do we close the gap right from that Desir to that current how do I how do we identify the current agitated situation which we discussed

in video one and how do we close the gap between that situation and the desired situation right what type of questions do we ask what type of things do you need to keep in mind and then the last thing is how do we handle rude or abrupt leads this is just a guarantee in any business you know you're going to have rude people you're going to have kind of you know just putting it putting it plainly you're going to have dicks right you're going to have rude people who are just not there who just not

feeling you are are going to maybe you know be um be mean to you all that sort of stuff how do we handle that in the correct way okay and what is the reason that they're being rude and abrupt so the first thing is building Rapport right how do we build rapport with the client so what is Rapport Rapport is that connection between people that builds trust and you need trust to sell okay it's so important you need trust they need to understand you they need to like you and they need to trust you right

you have to think it from your from your own point would you buy from someone you don't trust right no you wouldn't and it's the same for your prospects and people will buy from people they trust right and building Rapport is necessary so the prospect not only likes you but also trust you it feels safe for them and this will make them expose their pain points a lot easier so it doesn't only get them to like you and get them to buy your products a lot easier it also makes them comfortable to actually expose those

paying points which we covered right and that we need them exposed right because if they're comfortable and they feel safe it kind of I like to call these sales appointments especially in this industry small therapy sessions as that's what it truly is we're here to identify a problem and then we're going to fix it just like a therapist would or a psychologist right um but for people to basically just tell them their life problems to a therapist they first need to feel comfortable right that's why all if you've ever been to therapy that's why you

know when you sit there they you usually feel comfortable it's a nice chair you don't feel you know there's not other people around you you feel safe and it's the same for sales appointments right so how do we do this um building Rapport is very simple and you know you can kind of and what we do here is we kind of H it down into a science but it's pretty straightforward it's kind of it's very simple you know building Rapport can be something like a common experience sport same the sports you guys like maybe you

watched the boxing match yesterday or the the football or um the soccer match uh 3 days ago you know or school maybe you guys went to the the same college or your kids go to the same school career maybe you guys had something in common there you know just similarities that kind of builds connection builds trust kind of that the way you would you know get a new friend really um you know it can also be family or culture uh culture you know just all these types of things maybe family Dynamic having three kids having

three sons maybe that those type of things and similar values right um can be a massive one that can really just help you you guys just think alike right common language like using industry termin olog and keywords all that sort of stuff or just even being in a similar mental state okay or having having been in a similar mental state as the prospect all these things will build rapport build trust and will make them feel safe so how do we how do we identify this well simply by asking questions and you want to do this

in the beginning because you need Rapport for the rest of the script and to close right and the only way you do that is by asking questions you know your connection needs to be genine but it doesn't have to be perfectly matched right you don't need to be a perfect match you're not building you're not trying to build a relationship here not trying to marry this person but kind of just building a connection building trust like you know liking each other that sort of stuff and you need to just do that by asking questions like

hey um you know what do you do for a living stuff like that right it isn't that hard um and when you find a similarity you need to be careful of how much detail you then enter because you don't want to make the sales appointment all of a sudden about football for 10 minutes right you kind of want to keep it short and sweet and nice but eventually get down to business which is ask them questions so we can start getting closed you don't want these appointments to be an hour long you guys don't have

time for that right they don't have time for that um so don't hone down on too don't go in too much detail about what the similarities and things you like and the similar values you share but kind of just identify them all right and areas to establish Rapport is in through words it's through the tone and it's through physiology right and we're we because this is a program we're really trying to help you so you know we're very we're making this very scientific but you guys probably know what I mean mean and and one of

the tricks can be matching and mirroring and it's kind of just mirror mirroring the prospects Behavior their words their their body language these things can all um build trust and build rapport right and how do to do this on purpose you can match their breathing pattern their posture right if they're sitting very straight up make sure you straight up their gestures right are they using a lot of uh you know hands when they're talking stuff like that their facial expressions you want to match their language and match their tonality right you don't want them if

they're very silent and very introverted you want to be extroverted over them and sort of shout in their ears you kind of if they're very very mellow very uh very monotone you want to be the same be monotone but if they're very very happy very extroverted be you know match that and these things will build massive rapport with the prospect you won't even imagine right and these are all the things that you can match and mirror and you want to test aort and this is a very neat trick that you can definitely do you know

in one-onone meetings when it's actually in real life and you actually see the Prospect and isn't over the phone or or anything like that is change your movement or body language and see if they follow you and this is a just a thing that is kind of programmed into people um and it is kind of a sort of a proof that they you know they identify with you and that's a proof that you've built the PO right because if they do and quickly you know you have a connection with them if they follow your language

if they follow your body movement your tonality you know you have a connection with them and this doesn't need to be dragged over five minutes you can very easily tell within 5 Seconds this can happen super quickly okay but if they're very if they're kind of just doing everything the opposite that you're doing you're kind of you know trying to sort of sort of set a pace for the meeting right um and they're just trying to fight you and fight you and all that sort of stuff you they don't want to ask any questions right

you know that you haven't really built any rapport with them right and what you can do once you've built a report is pace and Lead right pacing is done by making broad statements that are thought to be true by the both of you and there's something you both agree on and once you've done that you can start to lead the client into the direction or outcome you wanted to suggest them because if you both have similarities and similar values and you have a connection you can very easily lead them into you know an outcome that

you are looking for which is a sale right um and this is kind of some examples right pacing is we both agree that getting results is important to to for your family right yes that's important to you right because you guys discuss family you both have a same of family Dynamic right stuff like that or and we agree that it's important to you for being a good role model for your kids right or or and you no longer want to stay in the position you are now right kind of just asking a question like heyy

this you agree with me here right and then okay well well I imagine this is important enough now that you can make it work with your busy lifestyle right we could just discuss you have a very busy job you know your bass is your boss is up your ass but you know this is very important to you we just discuss that and we both agree right and even if it takes a lot of work there could you not right kind of just asking them like because you are both in some s you know similar mindset

similar you know you you know you both share similar similar values can just ask them like right this is like this is this is uh you feel the same way here right and then you want to leave them and at $150 a month you can get started today you know this is kind of that's why we build rapport because you can you can pace and lead people into the outcomes that you want right so a quick recap is give them 100% per of your attention always um it's so important like this is what we discussed

in in so many videos before this as well give them 100% of your attention don't be moving around talking to your trainers and team members right once the appointment starts give them 100% of your attention make them the only person in the world for 15 to 30 minutes match body language right match your tone Tempo and volume don't you know do don't be a polar opposite of them kind of try to match them right makes the PE makes people feel safe and test a report right test if they follow you in certain B body language

and tonality right and pace and lead them into your descided outcome and you want to practice this with friends family trainers salespeople uh you know employees doesn't matter practice this okay so the next thing is tonality right what is really the most important and what are really the most powerful aspects of a sales appointment what is what matters most so this is this is we've we've done our research here and we've really looked at some studies and these three things uh and the percentages that they have is basically what a sales appointment should be um

basically Focus down on and what you should focus on so the first thing is physiology so how is your poster what the type of gests are you using facial expressions breeding right and tonality it's 38% of a sales appointment it's that's how much this matters you need to have a pitch you need to have a normal tempo of volume people can tell if you're confident if you feel like this can 100% help them if you're very introverted you can't really talk you know you're people will tell and people won't buy from you as you can

see that words is only 7% key words key terminologies sort of the right pitch all that sort of stuff is only 7% of a sales appointment that's how important it is it really isn't so when we do a pitch and that sort of stuff you know you can edit that a lot as you know the the the words that were the script that we're asking the questions and stuff it doesn't really matter that much as you might think right and the pitch doesn't have to be like written by some sort of million dooll copyright and

all that sort of stuff as words is only 7% it all comes down to tonality and Physiology how are you how are you expressing yourself about this product how are you care how are you asking these questions right these things will matter the most so practice this and this is you know tonat and Physiology that is done and perfected by practice practice with team members practice in the mirror practice with your family members look at yourself in the mirror and see exactly how you would say how you would how you present yourself in a sales

appointment right and if you don't like something if you look very stiff start using your hands a little bit more start adjusting your Tempo don't ask the questions too fast all that sort of stuff you need to practice and what you can also do is you record yourself record yourself practicing this so do an entire sort of dummy sales call with maybe a team member and just you know record it on your phone and listen to how you sound how presentable you sound and you're going to find a lot of key points and you're going

to really you're going to really think okay this is amazing you know I'm you know I would buy from me or you're going to think o i sound a bit stiff I sound a bit introverted this just sounds a little iffy right okay the next thing is finding pain points right we discussed this finding pain points of your clients is so crucial to getting the clothes and selling people right so how do I identify my customers pain points we discussed this in uh in I think crafting your script or another video I don't I don't

know I'm not for sure if you don't know what I'm talking about go back into this module start at the beginning that's the way these are structured if they're numbered watch them in the right order right but we discussed and this is so important you need to identify customers pain points you need to expose them to their true meaning of being there their true problems as that's what we're going to fix right we're going to sell the future here which we discuss as well on video one so you need to ask questions like tell me

about your current situation how does that make you feel when was the last time you were 20 lb lighter than you than you where you are right now what could you do then that you can't now what what are you missing out on by not being the best version of yourself where are you living below your potential by being 20 overweight right all these type of questions as you know they're going to give you these sort of front end defensive answers I just want to lose 20s I want to get healthier right all that sort

of stuff when you ask these Ty type of questions they will actually tell you things about their personal life and why this is affecting them why what why is that 20 pounds affecting you as you know if it wasn't affecting them on a painful level you know if it wasn't an actual pain point they wouldn't be there in the first place right as you know if they wouldn't care about losing 20 if they you know if they're fine with that extra 20 PS they wouldn't be there and they wouldn't care but they clearly do care

they just told you so why do you care why do you want to lose that 20 give me the reason give me your backstory right and that's when all these pain points will start to be exposed when you ask these type of questions right um so you know why do you want to drop that 20 pounds I want to drop 20 pounds because I want to feel better and why do you want to feel better because I want to be better in my career why do you want to be better in your career so I

can make more money why do you want to make more money so I can reach my my full potential the more you ask why the more they'll expose themselves you just continuously want to ask why you can do this with anything right and I do this with anything so when someone does something strange or when you know a business does very well a competitor for instance I ask I begin with why so why are they doing well well they they got you know they got a thousand clients I don't know so why did get a

thousand clients their marketing was on point okay why was their marketing on point because they you know they HDE the right people and why did they hire the right people because they have a lot of cash in the bank you know they're very and eventually the more you ask why in any situation and especially in sales in sales appointments like these why do you want to drop 20 pounds why do you want to feel better the more they'll expose themselves and the more they'll tell you their true pain points and the true meaning behind why

they want to lose 20 right so why do you want to reach your full potential what is why is this so important to you and that's when all of it will unleash okay and this is a by Tony Robbins and I don't agreee with any everything Tony Robbins says but this is definitely something I agree with 100% people will do more to avoid pain than they will do to gain pleasure and this you'll probably see with your own clients as well and even in your own life in self-sabotage and I'm definitely um I'm definitely guilty

of this as well I think most of us are right we will do more so much more to avoid pain avoid uncomfortableness then actually gain the things we want right so instead of in instead of selling on what they want sell sell them on avoiding pain sell them on not being in that painful situation anymore instead of you know you're going to feel so great you're going to instead of saying that you're going to say you're not going to feel feel so terrible anymore right the these type of things I wouldn't say that like that

but you know what I mean here right we're here we're here selling a future that doesn't have that pain that current situation that they're in anymore okay so if you're not getting getting compliance with these people if they're not answering the questions if they're not exposing themselves and that's definitely going to be the case for some people some people just might be a little bit more defensive than others first you want to check do you have Rapport because that's probably 90% that's 90% of the reason why people won't give you these things because they don't

like you they don't trust you they don't feel safe in your environment so you need to check do you have Rapport and have you used the pacing and leading tactic have they kind of just have you led them into something Have You Led them into a question and do do they agree with you right and have you asked all the right questions did you skip over script questions did you like think oh no I think I'm I'm I'm too uncomfortable to ask that kind of question because you have to understand that the script and the

way that we've kind of put this down in by in a sort of a step-by-step manner is the way that you have to follow you can't start at step one and then be and then continue at step three and then skipping step two of course you're not going to make the sale then of course they're not going to follow through and tell you their pain points is because you're not following the process right and that that again is avoiding pain I see this with so many sales people who you know aren't comfortable with sales and

what they do is they just ask the questions that they feel comfortable asking and they're avoiding the the pain of asking the uncomfortable ones even though the uncomfortable ones are the so the powerful ones the ones that truly get you a sale right and this it's just it's with everything right so is it okay to challenge and push them right so you want to make a judgment call her and this is kind of just on your own on your own um this is how you feel uh this is really just up to you is it

okay like am I in this position where I can actually ask these type of questions and push them and challenge them a little bit right you want to always reflect on meetings later to learn from them and dissect where the where disconnect started so if if sales calls go well you need to take notes right very important but more importantly make notes when sales gos go bad very bad I'm I'm constantly referring to sales calls when I say that just think of appointment right because this is so important because once you do that once you

have 20 notes of you know your your worst sales appointments right you're going to really start seeing a pattern here and you'll know exactly what to fix maybe every time you ask a certain question people just unleash on you maybe when you talk about something um that is very controversial like uh I don't know politics you know stay clear of all that stuff you do not want to use politics when you're building Rapport is it is that is that exactly when people sort of started losing connection with you right you want to ask these questions

to yourself and make notes of this okay so closing the Gap all right so how do we close the gap between their current and their desired so you want to know where they are you want to know exactly their situation what type of job they have their family situation you just want to know things about them generalize things you don't need to know that they have that they have parents and their and their parent is you know a contractor at at Ford Ford automotives I don't I don't care it doesn't really matter you don't you

don't need to know their life story but you want to know a fair bit about them okay and you want to know what sort of training they've done in the past they've most of them will have tried something in the past that probably didn't work right most of them will have tried the $15 membership um you know two blocks away right and that didn't work because they didn't get support and you want to you want to get all that information you want to take it in so you can use that once you're handling objections right

you want to know how do you spend how you want to ask them how do you spend your day right as a lot as you're going to that's something you want to know as well it's not only going to expose pain points and things that we can fix right sort of those three biggest problems that we're going to fix with our product right but it also makes them realize the current situation they're in that there really is something to fix and it makes them realize they really can't do this on their own right and then

you want to know where do they want to be right what are your six-month goals and whatever your package you're selling say you're selling a 3-month a six-month a 12-month package you want to ask you want to change the month goal by what package you're selling right so if you're if you're if you're asking hey what are your 12-month goals you want to sell 12mon package because it's going to make sense that it's going to make sense of the prospect why you're selling a 12 Monon package is because you're going to tell them you know

in these 12 months we're going to get you that 12-month goal right and it's the same for the six month so if they want to lose 20 in 6 months which is incredibly easy to do know they can EAS they can lose 440 in 6 months right that's going to be your six-month goal but it's not only going to be losing those 20 it's going to make that it's going to it's going to be about changing the lifestyle and keeping those 20 pounds off right as that's why we sell these big packages and that's how

we handle this objection it's like yes we can get you 20 off in 40 days but who's to say that those 20s aren't going to come back on again because in 40 days yes you can lose 20 but you can't change your lifestyle you can't change those dirty habits that you have that takes time right because you're going to lose those 40 pounds with great habits with amazing workouts and what do you think is going to happen when all of that stops right you're going to gain it right back and maybe even more and what

amount of weight if you want to lose right so that talk about what amount of weight or maybe they want to gain weight right stuff like that and you know just where do they want to be what's their ideal picture here and who do you want to be as a person day to day it's so important as people want to lose 20s is because they want to be you know they want to feel in better in better um they want to feel more confident they want to be happy in their own skin right um as

this as they want to just be you know be happier day today so you want to ask them this as well and what does this look like so you really want to let let them visualize sort of that perfect perfect perfect situation when it comes to the health and fitness because you know once you do that they're almost going to you know they're going to they're going to be able to smell and taste that future and it's going to be something that they want so much that there really like they just can't let go of

it right and the way we do it is by asking up of questions and open-ended questions and I've discussed this and I'll say it again you want to ask tell me more about that why do you want to achieve that why is it important about why is it is it is it important about achieving this goal and what would that mean to you what would this goal really mean to you like what is the reason here because people don't just want to lose 20 they want to lose 2020 because of something and who else would

be affected by that would your partner be happier would your kids be happier because you'll be able to do things more things with them all these thing all these questions are massive and they're going to help you get the sale okay so rude or abrupt leads this is going to happen all right people are going to be dicks people are going to be annoying they're going to be rude even though it's really usually none of your fault and you want to be aware of this first of all because most of the time it's never about

you most of the time it's really about something that you have no control over and yes I'm not saying that sometimes it can be because of because of you just being a rude right you and that's why we all that's why I said in last video keep your ego go and check right okay because these people are usually pretty vulnerable right but most of the time it's never about you and first of all you just want to realize you can't avoid this you can't avoid the rud or blood bleeds they're going to happen right and

they're going to happen more and more the more you grow the more sales appointment you get but you just want to understand that this is a part of business it just it's just going to happen every industry faces this right and you just want to realize that they might just be very busy and they want to get this over with they might just have a had a terrible day they might just had had you know they might have missed out on a promotion you know might their family situation might be as you know as bad

as it has ever been all that sort of stuff you have no clue you know you have no idea of that you know these things you don't know beforehand but that can be the exact reason why they're being so mean or so rude right so you want to understand that it usually is never about you right and ways that we can fix this and ways that we can you know keep the rude and abrupt leads on a on a minimum is by first fixing the environment you don't want to start you don't want to start

the sales appointment by standing up or looking over them or walking around you want to sit in front of them preferably behind a desk right and you know just make it you want to slouch over the desk you want to you want to have a great posture you don't want to move around you're sitting there one-on-one having a conversation a heart to heart and you want to create a space that makes you feel good and also makes the prospect feel good so if you have a sales space I want to make sure you want to

make sure that it's comfortable that you know it's great and that are not any other people around except for you too right and you also want to feel comfortable in there because the prospect is going definitely going to sense sensitive you don't feel comfortable in your sales space so if you don't have a sales space I just recommend having your office your office if you have one right if you don't have one you know you really want to get a spot there because it's going to lose you you're going to lose a lot of sales

if you're just doing it at the front desk okay and standing because if when you're standing around at a front desk you know people people don't want to stand 20 30 minutes after a work they just kind of want to get out of there and the front desk is right at the front door so it's a terrible spot to do a sales appointment okay so and you can also end the meeting and this is you know if you really just do not get the vibe as I can tell you one thing if people are really

sort of defensive really angry really rude you're never going to get the seal anyway and I don't want you to waste your time so what you can tell them is I apologize it sounds like you're having a really busy day should we resume this meeting later right this week you want to give the prospect a choice and you don't want to be pushy if the prospect just doesn't feel like it like you can definitely continue meeting it they're just a little a little off or they're a little tired but if you can really sense that

they're just being rude they're angry and you know they're just kind of being kind of being Pricks here you're never going to get the sale on those people anyway it's just a cold heart fact so you can you might as well just be you know nice about it and just tell them that we that you can resume the meeting another of time right don't wish of time and another thing is you can do is make them laugh this is such an amazing thing so if you're funny you know use that because making them laugh is

a quick way to build rapport and change the outcome of the meeting right because it changes the conversation from them being in a then them being incredibly defensive and you know they not trusting you to like hey this guy's pretty funny and you know it's going to raise a little it's going to raise dopamine um so make them laugh if you can and to prepare for this write down a few examples of what you could say in different situations right if you've got a couple jokes that always work right use them and you want to

get on the same page here using the mirroring and matching technique gets them on the same page with them and builds report and you want to act like you hat hate sales meetings too because some people just going to realize oh this is just a sales appointment they're going to try to sell me something and when you start realizing that you want to tell them hey I hate sales appointments too you know that's why we're just here sitting in my office you know I'm not you know I'm not trying to chatter you I'm trying to

hear have a hot heart right and you want to build some conversation about around the fact that you can't stand the Chey cheesy salesman type and make it clear right because most people will have had experiences with you know those very extroverted type of salespeople and you don't want to be like that because you want to you know you can say to them something like don't worry I'm not one of those guys right I'm simply simply I simply do these meetings to establish if you're a good fit for our facility it's the only thing and

answer all the questions that you might have because you know you you're always going to have some questions and then if you want to join us for the long term that's great and if not that's fine too and when you change the conversation to two you know just looking here see if this is right for you and if it's not I'll direct you in the in to another facility or a better way to fix your problems instead of yeah I've got here a cool program and an amazing deal and I kind of want to sell

you on this you know it's not going to work because people don't want to buy things people don't want to spend money right it's just uh we're talking about you know we're talking about money here people are very very defensive about their about their funds so you don't want to make the conversation about you know money the product the features you want to make it about you know is this the right fit for you can we help you can we get you to that better future and you want to remember we can't control what others

say or do but we can choose how we allow it to make us feel you know sales appointments and especially bad ones can have a massive emotional toll on you every single day especially if they don't go well right and you just always want to keep in mind that you know you always just want to keep in mind that that it's just is just a part of the game right bad sales bad sales appointments are part of the game right NOS are part of the game don't let it crush your entire day because it's going

to have effect on the other sales calls you have that day and that week right and it's just going to be a continuous cycle okay so after sales deployment if it goes well or bad throw it out of your mind and focus on the next one keep moving keep moving forward okay so that was this video if you have any questions let us know in the Facebook group and um move over to the next video where I think we're going to discuss pricing structure and how you can increase pricing and how you can present your

prices in the best manner to close six 12- month packages all right I'll see you in the next one goodbye guys