Complete High Ticket Sales Course (This made us $3M)

What is up you beautiful people in this video I'll basically be making my paid course free yes youve heard it right and you have watched or read the title and watched the thumbnail you know that this is going to be about sales so here's the thing uh I have been taking a lot of classes on sales and uh you know basically u in my last company I used to recruit sales people train the sales people and we had this internal course That I us to use to coach these people so what I have done is

I have made it free so in this whole 3 to 4 hour long lesson I think it will be somewhere around 3 hours long lesson I have made the crucial videos which I have been using to you know you know train my sales guys and which are the most impactful ones in my course I have made them public for you so this video will have three big Parts part number one I'll be covering sales tonality but I'll Show you how exactly to speak on the sales call so that you can get clients and uh whenever

we talking to a prospect you can have a real conversation and not like a half as scripted thing right that's not how we sell now thing number two after that is done I'll cover the three major parts of a sales conversation the three major parts are probing pitching and objection handling we'll have one entire session I think almost an hour and a half long session On probing an hour and a half long sessions on pitching and another one session on obje ction handling and I'll be showing you how exactly we do that uh here and

all the documents related to them will be in the description and I really really wish you comment something if you like the video at any given point because it it took a lot of efforts iteration research to build this whole course right and uh if you want to you know kind of need more help I have put Down a link where you can apply and my team will call you back so that's about it let's get into the video we learn sales tonality in part number one there we go in this video I'll talk about

verbal cues and tonality in sales these are two of the most important sales tools that are so powerful that not only prevent objections the diffuse objections using verbal tonality and verbal CU and tonality you can 5x if not at least Double your sales game now this video is going to be a live video of one of for sales classes yes I charge money for that for but for this exact purpose what I've done is I've asked permission from my students and my co-founder that you know this is an important topic that I need to share

with world so you should watch it so without any further Ado let's get started I was talking to one of our clients his name is Mr anit batra how many of you are here from anit by Team put AB in the chat box if you're from anit batra's Team okay all right right A lot of people so one thing he mentioned that all his top players when he asked like what is it that you guys do so well that you are closing deals I think their top players close about 70 you know 60 70 50

deals a month and their bottom players close about you know 10 12 13 deals a month so only difference when I asked him what is happening he said the top players become Very friendly with the prospect they somehow build a lot of trust and that's exactly what we'll be learning today okay and to start with that I'll teach you something about human brain but if I show you this picture don't get confused we'll get into the actual integrities of the sales skills which is why first thing I will share this particular document with you guys

right this is the fifth week of our classic sales training program called remote closing Mastery And because it's such an important topic I didn't want to keep it to just myself I want to share it with the world so that you at least get some knowledge out of it so today's topic is tonality and verbal cues the goal is to master verbal cues and use the right tone during a sales call so that you can build that relationships with your prospects okay so in this particular thing we'll cover multiple topics why are you learning This

what's the purpose of this the magic of verbal cues and pausing how to use verbal cues and pausing we'll talk about tonality how does it help there are five types of sales stones that you should you know know about and practice on a daily basis to have the best or the most efficient sales call I'll give you some examples of tonality and then we'll talk about the deeper proving questions and there is an assignment the assignment is typically for our Uh Current students but if you guys want to do it please do it because it

will help you upskill yourselves so that's there so let's start with the first thing why are you learning this well every salesperson here knows the drill you ask K Prospect a wellth thought out question explain a detailed answer tell your tell them about how great our product is how can it change your life and you hope that it leads you to close to a sale and instead you me with a vague short Response and they barely talk huh okay yes it will help no I don't really need this this sort of a response and despite

your best of heard the conversation stalls and you're left with a polite I'll think it over I'll talk to my dead grandma I'll talk to my ex-boyfriend who I don't even talk to I don't know all sorts of objections so here we'll talk about how do we prevent these objections so mind you I'll not be teaching you some magic sales script because honestly What I believe is sales scripts don't work it does not matter what you say it matters how you say it okay now I'll give you a small example something happened to me and

this is where I picked up verbal CU back then I was learning uh sales you know I was very new to this whole game I just could not grasp this concept of verbal cues or tonality a he almost gave up on me like during that time I had an accident So my mentor always said like act empathetic act emotional act like if you care put yourself in under shoes like how do I know how to put myself in my Prospect shoes right so what happened was while I was learning this during that time I met

with an accident so I fell from my bike one so I have a scar still in my left hand so there was a deep cut here and one dude was like he was super um you I really am thankful to him because he Took me to the nearest hospital and the doctor came in he saw my hand and he just did this can you see me on the big screen right now just put yes again if you can see this okay he just did this like this this this that's when I clicked oh my God

he did not utter a word and I just kept talking and talking everything about my problems he just did like this that's when I realized oh there is a lot more to do with how we talk than what exactly We talk this is where the verbal cues come in and I have been practicing it a lot for a while and we have done over 3 million in sales and this is the thing that I will give credits to in fact I tested it on two of my best sales people one guy came to me oh

wow Zoom is celebrating okay one guy came to me saying oh J by I have 9 years of sales experience and the other guy was like a complete fresher so this 9e sales experience guy I thought like okay he'll Kill it so I gave him my sales script and the other guy because I knew he was a fresher I taught him all these things deeply and the new sales guy that I hired during that time currently is heading my sales team because he really picked up on the verbal cues even though he does not follow

the script at all right so your scripts don't matter what you say doesn't matter how you say matters the most and that's exactly what we'll be learning so the next topic is The psychological barrier I gave the same exact script to two of my sales guys the same script got me to close over $3 million in sales however one of them closed still closes as high as 30% close rate in fact this month his closing rate was at 60% 66% because it was a war audience the other person was sub know stuck to sub 10%

here is why I keep sharing this and not enough people take me seriously your script doesn't matter in a sales call what you say Doesn't matter it matters how you say it how you say builds a relationship builds a sort of Rao with your client which makes them to trust you and in fact in the first 5 to 7 Seconds of getting into the call your prospect starts judging you they judge your body language they judge your tone and they judge your vocal cues and they try to judge whether you are going to help them

or not or are you going to just simply sell them in in their mind they're trying to figure out Hey is this guy trying to hurt me or can I trust this guy and this is called The Reptilian Brain you know this is how this is a fancy diagram of showing this but I wanted to show this to you in my trusty little whiteboard how many of you can see this if I stop sharing now obviously in the document you have a more fancy version but my you know I don't know you call it Renos

some painting says that this particular portion of the brain is what we call the Croc brain The Croc brain or the lizard brain right and then we got the midb brain and then we have the neocortex version which is the most advanced most recently developed thing now we try to sell to this guy we do all our marketing and sales and all the scripts are built to sell this guy but this guy has only probably three or four purposes in his life the moment he this guy receives a message this things is this guy trying

to kill Me so should I kill this guy should I eat this guy should I meet with this guy you know what should I do right so this particular brain exists to protect us from all sorts of harmful thing this is why exactly we are always skeptic of new things this is why we are always skeptic of you know changing something new you always have this doubt thing oh maybe this may not work for me maybe I need to talk to somebody else maybe I need a second opinion this guy is the reason Behind that

and do you know who this guy open UPS to the crog brain only opens up to your friends your families and your relatives so that this guy knows that those people your friends families and relatives are your will wishers I'm not going to comment on the relatives part but tell at least theoretically this works right now the crocodile Brin responsible for initial filtering this is who you are actually pitching to right neocortex is What you think you are pitching to and mid brain is what you are actually pitching to if you're satisfying The Croc brain

so it goes here then it goes here your message then it goes to the neocortex right the problem solving ability is something that uh is covered by neocortex now the Croc brain filters things like this if this is not dangerous ignore it if it is not new and exciting ignore it if it's new summarize it as quickly as possible and forget About the details do not send anything up to the neor cortex for problem solving unless you have a situation that is really unexpected and out of the ordinary right the problem with the sales thing

or sales people is that we have our highly evolved neocortex which is full of details abstract Concepts trying to persuade the crocodile brain which is afraid of almost everything and needs very simple clear direct and non-threatening ideas to decide in our Favor the harsh but true reality is that the Croc brain the source of your Target's first reaction to your pitch is going to ignore you only focused on the big picture and needs a high contrast and well differentiated options to to choose between it's emotional this is why you are selling it to it responds

emotionally to what it sees and hears but most of the time em the emotional response is fear so you have to bypass this fear brain now so when you focused On in here with a short attention span know that craves always new things and inste in need of concrete fact it looks for verified evidence that does not look like abstract concept now I told a lot of theories here if you want to really go deep into psychology then is a beautiful book called pitch anything it's a very thin book hardly probably 100 pages but this

dude Orin CL is one of my biggest mentors in sales and this guy raises funds for startups So you know his deals are in billions if not uh if not millions or hundreds some Millions because if he fails to raise funds for a startup entire families go to die right so imagine the stakes in the scenarios so this is exactly what I wanted to share I know this part is a little bit boring but this is where verbal cues come in and a little bit of time I'll show you how verbal cues act in action

so I'll be asking some of you to Volunteer I'll ask you guys to raise your hand probably and we can have a really nice conversation with these exercises and see how a little bit of change in a particular sentence changes the whole meaning right to bypass the brain you don't need a Sal script script you need something that I call Meta verbal communication or simply put meta communication this is a secondary communication an indirect cue about how a piece of information is meant to be Interpreted it means how you certain say a certain word has

a bigger and larger effect than what you say right now how many of you want to see this thing firsthand raise your hand in the zoom thing there will be a reaction thing in Zoom click on that reaction button there will be a lot of raiseed hand symbols like this raise your hands if you want to see this thing firsthand all right so who wants to be The dummy for me all right put me in the chat box maybe I can pick you guys one of you I'll pick from the people who raiseed their hand

V should you do a role play yes we can go ahead awesome awesome beautiful thanks a lot so what I want you to do Vish is go ahead and read this sentence but focus on the word that is in the dark so let's say I'll do the first one for you and the second one for You and I want you to do the rest I didn't say he stole the money I didn't say he stole the money so next I I didn't say he stole the money I didn't say say he stole the money I

didn't say he stole the money I didn't say he stole the money I didn't say he stole the money right can you guys see how just by emphasizing on one word and one different word each time the meaning of the whole sentence changes right how many of you think that Is cool put cool in the chat box for me and I want this interaction put cool in the chat box for me if that was pretty cool yeah awesome now this is exactly what my boys were missing and lot of sales people keep missing right what

people really miss out on is where exactly to put this emphasize so if you just knew in your sales script which what to really put focus on do you think you can really increase the impact of that particular Line that you just said or really increase the impact of the conversation that you just said right yeah awesome so we'll have a lot of this sort of exercises coming don't worry I'm not going to ask you for your personal details or get into your mind or something this will be very simple exercises like this okay now

verbal cues and pausing are tools that can help you create a comfortable space for your prospects to open up by carefully Choosing your word and where you pause you can signal to your prospect that this is not a sales pitch but rather a conversation so let's talk let's engage let's date a little bit before we get married right and this approach can flip the script tou there is a book book called flip the script by the same guy or CL I really admire this guy because he is the master of tonality uh making the prospect

feel at ease and more willing to Share now how exactly to use verbal cues in sales so let me go ahead and show you this and let me change the camera [Music] to yep how many of of you can see me in the big screen let me know in the chat so yeah awesome beauti it's clear so let's unve this first one uh-oh my sticker is too sticky okay got it there are probably seven veral cues It start with pause so when you really want to put impact on a certain line these micro pauses just

like I'm doing right now these micro pauses you know dramatically increase the impact of a certain statement for example if I were to ask you let's say a question which like let's say for we have Sunil here Sunil sends uh you know kids abroad for their education and whatnot their parents are on the call and I want to really create an impact in The parents Mind by asking how important is it what is the biggest challenge they are facing when it comes to sending their kids abroad so I can simply ask so Mr Vishal uh

I get it what is the biggest challenge that you're facing right now when it comes to taking your kid abroad so if I just emphasize on the word challenge and just wait for 2 seconds and let it let the rest part go what their mind says okay I need to talk About Challenge and most of the people start blabbering what are the problems what are the situ blah blah blah no no no what are the challenges that you are facing in when you're trying to send your kid abroad and just go mom that silence is

so painful that your prospects has no other way but to rather open up to you right so silence is a beautiful beautiful way to go ahead and build certain type of impact in your whole conversation you Can slow down the speed so that your prospect really understands what exactly are you saying or you can say something very very loud so that whatever you're saying the impact of that particular thing goes up or you can say something really really fast so that you know this is not really important but you are speaking really really fast just

to have a little bit of fluctuation right sometimes you are repeating the same thing so that your pitch is clear right Sometimes you need to repeat a certain thing so that this thing gets installed in your prospect's mind you might need to add something called as rhetorics like you know do you really think you can do that you seem like a smart guy why couldn't you figure this thing out on your own sometimes you might need to add some sort of a rhetorical question what this does it creates a I would say it breaks the

I it creates an atmosphere of friendliness and sometimes you might Need to use gestures just like I'm doing and sometimes you need to you know point I I don't know my spelling is wrong here you need to point certain things which allows you while you to divert the focus of your prospects into know different different things right so these are different different kinds of verbal cues now how exactly to use this we'll use it we'll see it in a particular exercise that we do okay clear so far with the verbal cues and if I have

to give you One verbal cue that you can take home and keep using throughout your sales conversation it's called the pause just learn how to pause at the right time that's all it's so difficult for the human brain to pause because once you keep yapping we just keep yapping it it takes a lot of self-awareness to pause at the right moment to create that sort of an impact right and if you notice all the big politicians all the successful figures In the history they pause for effect a lot so I'm not taking names yeah right

so rhetorical question so it's like a obvious a question with an obvious answer right so that's called a rhetorical question now let's go a little bit deep shall we or are you like I need to really go deep into I don't want to go deep into sales I just want to keep using the same script that I have been taught all my life or do you Guys want me to go really really deep into this one concept so that from this point onwards you never need to learn this one thing again deep put deep in

the chat box for me okay cool we can go deep now yes I like this that was a rhetorical question yes somebody really caught it good thing nor all right so next thing that we going to learn is tonality tonality is nothing but verbal cues added with a little bit Of emotions okay now because when you're talking to people you talking to basically emotional beings people respond to emotions more than anything see in the beginning of the call some more than half of you don't know who I am your boss told me you have to

attend and you came and attended this particular call you have no idea who this big beautiful handsome guy right here is but by saying that Word some of you laughed we broke the eyes we became friends instantly right and what tone that I what tone did I use there it was called full tone to break that ey so that we you know kind of start a bond right here right because we're emotional beings and again I did all of that without saying a word that I'm funny no it doesn't need to be because it's all

in that metav verbal communication that you just Witnessed right in the first moment of coming into this call yes how many of you agree put yes in the chat box awesome now what the f is tonality tonality in communication especially in sales and negotiation refers to the way one's voice conveys emotions emotions attitude intention be the words and not just about what you say but how you say to keep seeing this one line repeating all over the place the tone of voice can express enthusiasm doubt sincerity Concern confusion or any number of emotional states it

plays a crucial role in how messages are received or interpreted by others I mean these are my notes by the way you can go ahead and read it now it helps to build Rao with the clients convey sincerity effectively address concerns and the right tone can make your client feel understood and valued Paving the way for successful outcomes whether it's showing empathy enthusiasm confidence communication Whatever this is the thing now there are five types of tones you need to really look at when it comes to a Sal thing there are multiple types of tone honestly

there are not just five but these five are the most important ones in a sales conversation the first one is confused now you might ask and a lot of people ask me by the whenever I teach this thing is it clear by the way let me check if I can switch on the Studio camera Center Stage ah I think this will be a nice little zoom in yeah let me check if it is zoomed in yeah awesome clear now let me know in the chat awesome yeah this is cool so a lot of people tell

me that J we are sales people aren't we supposed to act confident about our product aren't we supposed to like act like we know everything in the world and we have the Answer to all their questions why are you asking us to sound confused the reason why I ask is every other godamn salesperson in the planet acts confident and when you act confused Take 2 minutes of time to really understand the problems that your prospect is going through it opens them up you just stand out of the her right and how does this confused tonality

help let me ask you a thing question so if I have to ask what are the biggest challenges that you are Facing when it comes to lead generation that's a question that we ask typically in our for marketing agencies so if I ask so what are the challenges that you're facing when it comes to to lead generation how does that sound full confidence enthusiastic whatever or if I say V I saw your whole marketing fun looks good so what challenges are you facing when it comes to generating leads I mean why it all talk to

me now what kind of effect that gives to You do you think a prospect will open up to that as opposed to like really highy oh what challenges are you facing tell me now which one do you think work the will work the best the first one the confused one or the second one The Confident one give me like one or two in the chat yeah confused one confused one yeah awesome second one was Confident by the way yeah I I don't remember which one so curious little bit of curiosity in your Tone goes a

long way so especially in case of an inbound lead let's say somebody put their name email address phone number in an ad and they came and talked to us right then we add a curious tone where you say oh V I'm really curious what part about my ad really you know vied with you the most or what part of my ad uh you know attracted you to us specifically though now what this does it opens them up and every time I as that question by The way what part of my ad really opened you up

they keep telling and I thought like these guys are really good and what this does prospects sell themselves on me before I even start pitching about my product do you think this will help let me know in the chat we'll do a lot of exercises in the future put yes in the chat box because I your faces are very small to me right now from where I'm looking at so put like yes in the chat Box so that I know awesome the third one is challenging so let's say I'm asking a very difficult question let's

say difficult question is let's say for example Sunil Sunil here sends he runs a study ofroad consultancy let's say we challenge the parents like hey what if we don't send your kid to abroad for education at all if we don't change anything about your current situation what do you think will happen that that's a we call it future pacing In a negative way we have a future pacing in a positive way as well but let's say we ask the same question challenge so V can I challenge you for a second here the reason why I'm

doing this is because I really want to understand what's the alternative just so that we steer clear of the all the bad things and go towards the good things I want to know so let's say we don't change anything you kid stays here he stays in India compete with all the 100 colleges and you know and we don't send him for a better and brighter future abroad what do you think is going to happen do you think they will actually think about this consequences that I just talked about yeah this is called a challenger tonality

that is actually actually a book called The Challenger sale so if you are a book nerd like me who likes to read a lot of stuff about sales that's Another book for you concerned somebody just shared their pain point oh business we used to get 30 customers a day now we are barely down to 15 business is down by half you don't want to sound you know very very confident you want to sound concerned like what are you talking about the business became half and how did that make you feel it's concerned right because this

guy business just became half like how can You not be concerned but a lot of people they ask like this so Mr Vishal so how did that make you feel like who the hell talks like that and people who typically follow a script they talk like that they never build a relationship with their people or that Prospect and what happens eventually is they say OHP all you sales people I know the excuses because I have been a sales person myself and I managed the sales team myself or playful playful one works very Well in building

raport breaking the initial amount of ice you know the the way let's say we open up a zoom call and or let's say we went to a call let me give you an example by the way um yeah let me come back here so I we went to a particular client's company uh to pitch them so in their case I had to go to their office and pitch my services right and uh we were there and this guy was like hey jant how are you like this Very like rites uh rites Agarwal have you seen

Shack tank how he's like always smiling like this always like he was like that hey jant how are you it was a very friendly face but I know this is the mask so instead of saying all good sir how are you no I said all good just trying not to be the boring guy and not to bore you to death and he laughed and we broke I and that was the moment we became friends just like the way we did here today I was like can you guys see My big beautiful handsome face and everybody

laughed and I use this joke Everywhere by the way people love it my wife hates it though but any see that was a that was a playful tone again so these are the five types of tone and I have described this to their best extent here you can go ahead and read it in the document I just wanted to demonstrate this properly in this particular board now let's do another exercise who is up For another exercise very simple raise your hand and I'll pick you and we'll do a very quick exercise on tonality okay nalka

I'll not pick okay dhika dhika is not from our cohort so let's start with thisa hi thisa what is up hello whose team team are you in sorry I mean uh you came from a client's team right some some yes from anitas okay cool anit let's do a quick exercise here Awesome thank you very much for being so prompt this is the same word yeah but right next to the word I have added a feeling an emotion let me do the first three for you and I want you to do the next whatever number I

forgot how to count uh yes sir okay the first one is yeah neutral yeah falling yeah Rising now I want you to with this enthusiasm excitement super excitement uncertain surprise and disinterested let's start With this one yeah no that doesn't sound enthusiastic come on okay yeah so that's exciting awesome that's good that's good then exciting yeah so that's super exciting okay yeah that's uncertain yes nice yeah surpris yeah and then listen yeah see it's the same goddamn word I don't know how many emo let me put a counter to it we have nine emo nine

of them for the same word and People tell me oh jant give me a sales script that can close deals emotions how do you convey emotions in a whole sales script that goes for like 20 Pages yeah this is where understanding tonality absolutely comes into the picture how many of you had a sense of what to talk and how to talk and how many of you at least understood something how to talk put me in the chat box if you felt this was Valuable awesome so how many of you want to keep doing this sort

of exercises so that you install this whole tonality game in your mind raise your hands whoever raises their hands I'll ask them as volunteers I'll just keep giving you one one line like this and we'll have a lot of fun like this new people need people we have nari as well let's start with I don't know him her how to pronounce but keep Raising your hands I'll pick people you are hurting my feelings and you just came to came here just because your boss told you to come on raise your hand or put me in

the chat whatever works see you guys respond to emotions your prospects will also do that to okay cool nari can you hear me I'm trying to ask you to unmute but not sure okay we'll go with SEL yes J awesome which team are you From I'm from RCM batch 2 oh you're from batch two okay awesome sorry yeah I have too many people here too keep track all right let's do this one can you tell me about your current challenges and we have five different tones that we'll be going through here and will use this

particular emotions while explaining these challenges so let let me do this one for you and then you can start with this one okay okay cool so The question is can you tell me more about your current challenges this is how a normal neutral thing will person will say okay if I'm I'll say I'm not quite sure uh I I'll repeat I'm not quite sure I understand your challenges so could you explain bit more to me than curious that sounds interesting can you deep dive into those challenges for me challenging so how do those challenges really

impact your overall goals though concern so Goa man This challenges these are worrying me so how are you coping with them how does that make you feel playful so if you had a magic wand which challenge would you like to make disappear first right yog pointal let's start with this one with you start with the confused one okay I just it yeah oh I I remember your profile picture okay now I know and I saw okay yeah fine so um first is I'm confused sorry I might have missed but What exactly have you tried to

solve the issue not bad then okay then I'll go for curious oh interesting what other Solutions have you experimented with why don't you keep camera on though I can't see your face on actually I'm I'm I'm with my cell phone right and you can't see cool cool cool go ahead okay okay okay okay so let's go for challenging to Yes uh do you think Solutions were effective or could have been a better approach so It'll it help you know when this sort of a question yeah I try to do this in any question that I

ask I try to act slightly confused towards the end of the question it okay okay I'll do it once again I'll do it once again do you think these do you think those Solutions were effective or it could have been or they could be a better approach something like this yeah something like I would say do you think the solution effective or could there Have been a better approach yeah okay I got it helps okay I got it so I'll go for the concern tone now yes uh it sounds like these uh those attempts might

have not worked out how did that affect you loan that's cool that's cool okay I I'll get actually there's some phone problem that's why I'm not able to see no problem well I'll try with a playful tone okay try turning it off on and again uh is that too C for the solution So restarting the whole thing maybe that will help that is a I got it I got it that's not the right turn for this question by the way but I got it okay okay cool great stuff let's give hand give a good hand

to sel for trial who else do we have we have Priyanka but where we where do we have Priyanka prianka raise your hand no otherwise I can't see do you see that reaction thing somewhere there how many of you want me to pick you up Just raise hand in that Zoom thing pranka I can't find one okay prianka is yes awesome so let's unmute prianka to begin with yes hi Priyanka what is up hi which group are you from are you from our RCM or from any sorry group I'm from yeah I like it let's

do it with this one how important is solving this issue for you try with confused curious challenging Concerned and playful okay just just just wait yeah so how support how important is uh solving this issue to you yes act confused and go through this okay uh confused tone uh I'm a bit lost here how critical is this issue for you actually uh sir I'm sorry uh it's okay it's okay actually my U my eyes are weak actually I'm not uh No problem no problem this is is it better yeah yeah this is better this is

better thank you thank you so much yeah confused Stone I'm a bit lost here how critical is this issue for you are a scale of 1 to 10 so let's say we add a little bit of confusion to this so I'm a little bit confused so when I confused I act confused like my eyebrows come come closer and I like this I always tilt my head like this so like so I'm a little Bit confused so how important is this solution for you on a scale of 1 to 10 right so so so just a

little bit of act even I on the phone right I do this it still conveys the same meaning because you might feel okay the other person doesn't see me they still feel you right so definitely helps let's do it curious Stone I'm really Keen to know how high on your priority list is this issue let's repeat back uh I'm really Keen to know how high On your priority list is this issue is this right that's pretty good actually yeah okay let's challenge it if that's so important what stopping you from tackling it right away challenge

it attitude right if it's so important uh what's stopping you to from tracking is right away is it is it okay sir I mean I'll give this sheet to you I want you guys to practice this sort of Thing on a daily basis sure sure sure thank you sir because D like you guys are doing much better than my first ever attempt like I did this for three whole months I couldn't get it so it comes with a lot of practice uh and I'll give you some tips towards the end on how exactly to practice

and to really become better cool then we got uh concerned tone let's go with this one concerned tone yeah okay I can sense this uh this I can Sense this is quite important what impact is it h it uh is it having to you on your business so concern means you are seeing like something is not going the right way right like yeah right right right I can see this is quite important so what impact is it having on you or your business so how do you talk to a friend you don't say like okay

what impact is it having you right you how are you Feeling I don't drink by the way just putting it out there but yeah this is how boys talk I don't know how girls talk I've never been a girls so don't ask me my wife just cries if she is hurt [Music] soce she's all okay with that but yeah so anyhow play full t i I do this I'll do this for you so play I say on a scale of zero zero means giant I hate your face you ugly to 10 jant you are my

Bro I'll listen to whatever you say where exactly do you feel you need help here so people are like active I never use playful in this sort of scenario though but good attempt prianka very good attempt I think to actually no problem no problem letters there that's why only sir but you got the gist right you you got how to do this I think I understand yeah yeah I'm understanding mean how to just awesome beautiful I love it let's go With n so is from deams he is already killing it so let's do it n

by I expectations I expect now best of nothing cool so the question is what are you looking for in a solution I want you to give me these five here okay so let's start with the confused yeah could you help me understand a bit better what's your ideal outcome Here I should not have picked you bro like you already know this stuff so let's go with curious okay um that's a good point what specific features or results are you hoping for in this solution okay right very good challenging are those are those criterias even realistic

considering your current situation I do this a lot so sometimes people come to me and they are barely making like 50,000 a month and they'll book a call And then I'll be like okay so what's your goal like I want to make 10 lakhs per month in the three months like okay this Challenger tone definitely helps sir uh concerned let's go here um finding the right fit seems vital for you it sounds bro concerned uh finding the right fit seems vital for you uh have you H how have the wrong Solutions impacted you Before so

I mean you don't need to follow the script to the te we can just say it seems like it's a big challenge so what exactly are you looking for in a solution so that these issues can go away mhm by the way it's the same thing you and this is what I mean by you don't have to follow the script you can also like make your own words that makes you feel more comfortable stating the same emotion that's why I say F the script I print it out in t-shirt okay throw your Scripts ditch your

script whatever uh let's say playful okay so if you could design like a dream solution what kind of superpowers would you have honestly exercise it's good good job good job by beautiful I love it let's have big hands for Norman who else wants to go s I'll not pick you again so we already did it so raise your hand last exercise of the day and raise your hand who should I Pick or just put me in the chat n I'll start picking from my end sha hi sha what is up hello J hi which group

are you from um B's team sorry anit bat's team why anit batas team is on fire dude like awesome I can't wait to train you guys cool do you think it's helping yeah it's very helpful awesome and it's interesting to all let's do the number five one last one so how do you feel about the options Presented let's say pitch it we can act confused we can act curious we can act challenging concerned playful playful it's just for ra building honestly I never use it apart from the first line but yeah let's go with this

confused Stone H I'm not sure I got your reaction how do you really about these options how do you really feel about this option feel I'm not seeing that do it again No do it again yeah yeah confused okay okay I'm actually I'm not sure I CAU your reaction so how do you really feel about this options yeah sayous have you seen what's on your what's on the table what are your thoughts sir so what your thoughts sir okay that's you can so you have seen what on what's on the table so what are your

thoughts to as a proactive Challenging so do you do any of these options actually meet you your needs or sorry any of these options actually meet your needs or are we just shooting in the dark okay okay this is confused or challenging so do any of these options actually meet your needs or or are you uh shooting it and dark problem concerned honestly this is not the right thing to present for this question but We can still ask the concerned question okay so you seem a bit hesitate about these options so what's on your mind

can you please explain what's what's on your mind right now this is okay so what is going on in your mind like that if you ask I mean it was good playful will not work it will feel very weird for this question but let's do it anyway imagine this options for ice Cream flavors which one would you pick or or are they all vanilla for you so imagine these options with ice cream flavor so which one you would pick or or are they all a bit vanilla for your taste nice that was actually good cool

good stuff big hands fora good stuff good stuff I like it awesome awesome so let me ask you all a question did you guys learn something about tonality verbal cues where to stop yes put it in the chat box for me And obviously it's probably not possible to make you a master in like a 50 minute training it'll lead a lot of what practice Yeah so the way we practice me ad so in our team we do daily role plays so 10 to 11 right now ad is doing with my sales team because I have

to work with a lot of other places so in our team we do daily role plays on tonality without missing a shot Monday to Friday 10 to 11: we always always do it so try if you are in a team please find a play Know time to like actually do these roleplay exercises and especially focus on the tones free I don't care it won't help you understand the framework you use the right tone that's the key to the sale okay so I want you guys all to practice this now let me by the we also

did something called as a mirror exercise I do it in my bathroom till date so look at yourself in the mirror and try asking the same questions In different different tones and you'll yourself feel what tone is right for you it's an acting exercise by the way it's not even a sales exercise but I made make people do it because it's at the end it's just communication come on it's just you talking to another human being who should respond emotionally to you right that's the whole game here so all you have to do is practice

on this whole thing next I have added something called as deeper probing questions so these are Important because uh our current students would know we use something called as a Socratic dialogue when it comes to selling we never have a PP open we never say oh we have the best product in the world we actually do something called a Socratic dialogue that means we ask very skilled questions to our prospects so that they convince themselves on the sales process so I always keep telling this you don't sell when you convince someone you sell when They

convince convin themselves that this is the right fit for me so how do you take them from a journey of like should I listen to this guy to like oh I should definitely buy from them it's through a is through the art of asking really skilled questions now in our journey let's say even if you are asking people you know in your case anit batra's case because his team is so proactive I love it um let's say you guys have your prospects have just Attended the webinar and you are on a call with them or

even if they have you know picked the call did not signed up for the webinar did not attend it whatever the case you can simply ask in a curious ter so UHA so what really attracted you to our thing what really whatever and then say blah blah blah Goa then what to say so I add something called as deeper probing questions so when they give one answer Never believe them everybody in the world lies because in their mind you are another salesperson so what we do we add these set of questions that I call deeper

proving questions when you add these layers of questions they keep telling more and more about this stuff so let's say they said oh yeah I'm having this issue I really think numerology can be the answer Goa so tell me more about why you feel like numerology can be the answer now they'll Have to explain that last statement in the process of explaining the statement they keep saying whatever they want to say and in the process of explaining this thing they convince themselves right so that is a theory uh during you know affirmation they they have

taught me and there is this podcast by Tom B and Simon Sanic where they said why you should not be saying bad things about yourself because whatever you say it resonates four to seven times in your Head and whatever you write resonates 10 to 15 times in your own head which is why you should never say bad things about yourself you should always say positive things about yourself which is also of the whole affirmation Sciences are built on that so when your prospect tells about the problems that they are facing they understand what problems they

are going through which makes them realize the Gap that you are selling so let's say they said oh I'm having XYZ Issue and you said tell me more about this XYZ issues so let's say they say business L really what do you mean when you say l then they start giving you numbers God it how does that make you feel or has that put you in a tough spot concerned yes I have thank you for understanding because half the time entrepreneurs are lonely honestly everybody is lonely like we don't really have honest conversation nowadays right

so let's say somebody is not giving the Right sort of answer like really can you give me any example of this that you talking about or sometimes you can just restate their statement as a question let's say oh man don't don't tell me this weight gain is stressful weight gain is stressful or sometimes my favorite I do the same thing that the doctor told me to do nowadays whenever somebody comes in fact I did with Sunil came on a call he said he was facing XYZ issue in the Business I was like huh I did

this and he kept talking a lot so that helps right so that is one verbal cue that HS so I just say h really I like hauh and people keep talking a lot so that's my personal cue at least for my personality that works a lot um why do you say that though let's say somebody says weight gain is stressful really why do you say that though then they start explaining their statement and the process of explaining You can find so many more pains that you can leverage to pitch your prospects need to feel that

pain right this is my favorite has that ever put you in a tough spot concern the same concern tone in what way though and this scale I I love it so I don't understand so I get it I get it so just to quantify this based on a scale of 1 to 10 where is your situation right now where as opposed to where it possibly could be or where it could Possibly be something like this and then the given number so this is all in this particular tutorial and there are some assignments or people in

RCM it's compulsory for you people who are not in RCM please do it it will really help okay now what I want you to do is record these sentences these five statements and start observing start listening to you and it's super cringe I tell you it's not easy it's so so cringe to listen to your own voice but trust me it Will allow you to really introspect and become more self-aware about how is your tonality if it is not even 90% convincing to you or it's not even 10% convincing to you it's not going to

be 90% convincing to your audience so make sure that you are sold on your own tonality and this can be done with a lot of practice Sal script practice I don't care but do this because this is the literal Game Changer between somebody Who is really successful in terms of closing deals as opposed to somebody who is struggling to meet these things yeah so there you go next we got uh and you can add your own 100 to 200 word reflection and write it yourself I'm not going to check I'm going to check our students

Reflections 100% And then do a role playing situation just ask the same questions along with deeper probing questions with some of your teammates or in the Community just talk to each other right so if you do that so what are the challenges that you're facing huh tell me more about it and observe how they are opening up if your teammates can open up your prospects can open up as well so do this exercise and you can paste your you know assignments here or the recording links here for the you know people my my boys or

girls in remote clothing Mastery obviously and if you're not in the community uh it's okay Do it at least practice yeah cool so let me ask you a question before I take doubts right now on a scale of 1 to 10 oh wa Zoom is going thing on a scale of 1 to 10 how much would you rate this particular class let me know in the chat how oh wow I got that validation now awesome how much would you like would you refer a friend to take a class like this this is my NPS score

here Whoa awesome I love this I love this now how many of you promise me that you'll go to your home and do this exercise because this is very important I can only give one hour of my time and that that's too like I to fre Chell but yeah please do practice now thank you I have recorded these responses now let me know if you have any questions uh raise your hands in the zoom if you don't have any questions please lower your hand so that I don't Ask you know everyone sha you have a

question okay I'll lower your hand how many of you have a question to ask I'm open for discussions link to this sheet this links to this dog yes here you go go ahead and check it out cool but situ either you understood everything or you understood nothing or let's say add Had a third situation where you understood something but you was too overwhelming for you when you want to go through it I'm assuming it's number three because that hurts me the least okay [Laughter] no worry I've been doing this classes for a long time so

uh it's okay all I need is you guys practicing madam what is up I have a pointed question here uh so Uh while we prepare uh our sales script and uh we also have the tonality training in place but um how to AG experience but are there any guidelines like you know um based on the pre conversation before getting into the call or what are the guidelines kons are those guidelines is something that I'll be covering in the next thing so I okay Whenever I create a sales script I actually do this I add like

the tone I am I bold the word that you need to emphasize on in that particular thing so so create your own badass script I will so Bas by the way is my proprietary sales framework it's called building Rao attaining control D there a whole acronym uh I called it badass because yeah when we are when we are training the staff uh we know we are able to gauge People based on The confusion confident confident I didn't clear know right because that's obvious honestly but yeah concerned so you can add this so I normally add

this in the script so that's why I don't ask the entrepreneurs to write the script with theone first so so looking at the script itself they'll know how to act in which situation and with practice they'll basically uh you know get to a good Level can I can I ask you or can I jump in for 3 minutes yes yes Sunil thank you very much please thank you thank you so a lot of my team members are there in this meeting I saw sadanand and everybody uh thank you very much for being there and to

everybody who is attending this meeting I can see that all of you are very very young people so I will tell you a small story I'm 54 years old now and when I was 29 years of age one of my friend from xlri Jamshedpur back graduate had organized only for us friends a sales program in Al lonavala Resort when I was 29 today I'm 54 today this session is the only second session that I have attended after the lunaala session okay now and and hear me out J you will you will see this I have

always said that I could build my business entirely based on the the seminar that I had attended on behavioral selling skills in Lonavla now I want to share with all of you here all these techniques work like mathematics mathematics only thing is it takes some kind of a practice conscious practice Yeah learning these techniques is like learning to drive a car once you drive a car you can go places but initially when you are learning you know your car will stop you will be very conscious you know with that clutch and gear and all that

kind of a thing and then you will Think avoid that avoid that and stay with that car and learn to drive oh my God once the the car starts driving all these techniques work like math so I don't want many of my friends who came to that L meeting J said and you know some people have this de sh attitude particularly sales people after every sales meeting while going out and lighting a cigarette everybody will say practically It's a very very uh short shortsighted attitude yeah I have actually implemented all the suggestions of Behavioral selling

skills and objection handling that he taught me in lonavla and built a business of a few Crow of rupees international business only on the basis of those two days of training today I saw the same value in Js every single suggestion my only thing is to these 44 people who are attending It initially because of the hiccups you will feel like throwing it away yeah but if you stick with it for six months you will build an Empire out of it for the rest of your life that's and so I thought my my experiences thank

you very much I came out of the line and I came Uninvited but this is it came where I couldn't control myself in just explaining this to people thank you thank you that was really awesome awesome so you know what my mentor when He took this class uh he's in us so he is a Us sales guy he gave a disclaimer in the beginning he's like I'm giving you the last chance to leave this webinar because after what I Tau you today you'll never be able to see your sales script the same way and yeah

that that happened actually my sales dipped after that so don't worry your sales won't deep but you'll be I become so self-aware of my own vocal patterns my tones that Initially there was a small sales hiccup but then it went like like this and I used to sell at so when I became like a sales closer for Deepak I was I would convert at 5% 10% in the webinars and probably in know one-onone call 15 sometimes 10 and this dipped to like 5% in one-onone calls as well and then it straight up jumped to like

once I got it 33 40% 25% and this month I'm proud of saying this ad's conversion rate is 66% so two out of three calls he closed and A new sales guy that I hired this month and we hired them on February 15th in 15 days that's our ramp up period by the way I I'm really proud of this because our ramp up period is the fastest in the industry 14 to 15 days in 14 days this guy Shivam I I don't know whether Shivam has attended sham Dei he closed at 35% internationally the conversion

rates average conversion rate is at about 10% so and by the way Shivam doesn't even remember half of my script he just Knows tality that's it right so that's how powerful this is so I want you guys to take it up and start acting on it uh by the way one final permission I so by the way this whole presentation I created because a lot of the entrepreneurs whether they were my clients or not anit is not yet my clients but when I see this pain there are some sales people in my network who say

and all that I thought like this is not something that I should Get myself inside a private Community where I'll just teach to people who have paid me money I want this out in the world so I want your permission especially people who have paid me money can I have your permission to put it on YouTube put yes in the chat box and don't worry you will not have any competition it's just that people out there will get some free G yeah awesome thanks a lot for this you guys are generous I love it I'm

so proud to Mentor you guys so all right so if you learn something by looking at this brain picture then let me know in the comments if this whole session was valuable and if it was valuable please do subscribe and share this lesson with your friends because honestly I charge a lot of money money to show you all this and I don't want honestly from my whole heart I don't want to limit this knowledge to just a paid gated community I want the whole world to know this so please share This whole knowledge to your

friends or family whoever wants to become really good at sales or communication and if you want to become a world-class salesperson with trainings like these then there is a link below this video you can click on that and book a session with one of my team members where we'll understand your requirements because we have very high bar for taking our students and just apply for it and we can definitely talk more about it thank You very much for watching and see you in the next video all right in the last part we what we understood

is the sales tonality now once we understand tonality now we need to apply on the sales call right so I have created my own homegrown system of sales which I call the badass framework and essentially it has three parts proving or information gathering understanding requirements of the customers why they want to buy what they want to buy what have they tried before What has worked what has not worked all of those stuff right second is called the pitching where you actually present your product your services how are you better than anyone else all of those

and third is objections so in this particular section we'll be learning how exactly to probe and gather information from people while not being very salesy so without any further Ado let's get into the video right this class is also very important just like the last one Last one uh the reason why I spoke about tonality first is because majority of the people that I personally work with they suck on tonality they remember everything about the sales script right they'll remember word for word the sales script and they will still suck in their sales call and

hence the reason was tonality and hence tonality and verbal cues are something that I covered in the last session now today we'll learn the actual sales script and the I want say Skill script because I hate script as much as I mentioned the last time I believe in Frameworks I'll show you about our sales framework what are the different different parts of my sales process okay and uh then there will be an assignment about the sales framework right so it's like if you're like an actor an actor bestt though if they don't have tonality they'll

suck but if they have all the tonality but they don't have a Script well then they're still stuck so both of them go hand in hand it's not like you ignore one above the other at least you should know the right framework now I'll make you understand this framework with the help of this graph this is literally the Cornerstone of my business like our entire business of Consulting is based on this graph so no matter what you sell to anyone you sell right there is always a current state there is always a desired State I

Hope I'm clear with this one right people are somewhere they're not happy they're sad and uh there is a desired set people who are jumping with happiness they're sad although some of my team members when they saw this diagram they say but yeah but however you know forgive my horrible drawing however we want to show our guy that we can take them from here to here and the difference between this guy and this guy Is called The Gap there is actually a book called Gap selling by this author his name is Kenan uh who talks

about this in very very detail and in my sales process I will basically show you how how exactly we demystify the Gap how exactly we amplify the Gap we show them that the Gap is not this big the Gap is this big and then how exactly through our sales pitch oops sorry that's not the right one we connect the Gap and Bridge it with our vehicle and the Pillow this is how this is a basic visual representation of my sales process and to make sure that you remember this I have framed it in a nice

way some people call it spin celling some people call it something else some you know one of my mentors call it neq uh but I call it the badass framework because it's a cool word next of how this whole sales framework works so my sales process is divided into three parts and the first part of my Sales process is called information gathering phase the first part is not about selling at all lot of people get nervous about you know okay if I go to the sales call what if they you know customer what if the

reject all those things well if you don't have to sell them anything you don't have to worry about anything our sales call is all about just gathering enough information to figure out how good or bad of a fit our own sales framework is our own Product is for them so we don't have to sell them anything now second part of my sales process is all about the pitch now whatever information we gathered from the information gathering phase we connect it with our sales pitch exact word of the client we connect it with the sales pitch

and make sure that the sales pitch is very very at least it feels very very customized to the prospect now the third part is called you know probably the negotiation and Objection handling part where once we reveal the price you know we need to work on the objections figure out how do we navigate through that how do we clear some doubts that our customers might have so these are the three parts of our sales call so the actual pit the part where people are most scared about scared of in a sales call is the second

part B is easier so today we'll cover the first half of the call and to cover the first half I need To take you through the Journey of seven belief system a lot of people might know a lot of people might not know you need to break and build seven core beliefs in your prospect's mind now alternatively if you don't break or build the seven core beliefs these will come back and bite you in the ass like an objection like for example the problem problem unless there is a problem you can't sell like imagine if

you started a sales conversation with a full-on PP saying Our company is the best company in the world I give an example so very recently we wanted to build like a custom app for our group here and we are trying to build some sort of a sales CRM that you can use in the future so building like a sort of SAS products on top of coaching and everything so that it becomes a very holistic coaching program now when we connected with this guy they're the app development agency this is how the call started this Guy

opens the call and say oh our compan is funded our startup owner is a I don't know he's like some series unicor I don't care so he said something like this and he's like we can build the best app for you he did not ask me for what are my requirements why do I need this app without this app how am I managing nothing of that sort so he not dig my problems and inherently even though I know this stuff I don't see this working for Me why would anyone say this is not working for

me because in your prospect's head the problems are not clear so you have to make sure that your the problems that you are solving with your product is clear in your prospect's head the second one is called doubt a problem now we have a problem now what if I could solve the problem all by myself would I ever go to somebody else no right if I know all the the techniques in the gym let's say I go to Gym daily you can see my doish so if I know all the workouts that are needed all

the nutrition that is needed I would probably not go ahead and hire a Gym trainer I would probably hire a dietician if I probably don't need that if I need that right so if I could figure it out all by myself I would never hire somebody else externally so we have to challenge and build a belief of doubt that cool you can do it on your own but the cost of U you know the Amount of time energy or money that you need to learn or do things yourself will be significantly higher than simply hiring

me for example if I were new to the working out processes the accountability and whatnot I hired a sales Gym trainer for almost a year the reason why I did that because if I went to the gym I tried doing all those things myself watching YouTube videos doing nutritions and whatnot it would take me years if not Months to figure things out and I was happy because my job was done and the journey became shorter now if the doubt was not in my head that huh you know what I can figure this out myself this

doubt was not there in my head you know it's also called the ego problem a lot of people have this ego right if you are not building that doubt they will never believe or never even be open to the possibility of hiring somebody else which is why we Built something called as a doubt belief next one is called cost belief now what is cost belief cost basically is the cost of investing you know a cost of inaction cost of not doing anything about that problem that we figured out should be way higher than the cost

of Simply hiring you and getting it done right so the cost in this particular uh phase can be time money effort energy or resources it can be any of these five things so as your cost of inaction Should be higher they should believe that the cost of not working not acting on it should be way higher than the cost of investing in product right this is another belief next one is desire a problem there should be a compelling payoff if the problem is solved what is that Happy State what is the desired state right and

again there are two types of problems and two types of Desire first type of problem is surface level problem business Right but deeper problems is like oh I'm procrastinating there is nobody to push me there is no accountability I don't know desired State uh my business is growing sustainably I am comfortable my team is comfortable and I'm H you know I'm more satisfied more fulfilled with my business these are called deeper level desires right so there is surface level and there is emotional level desire similarly there are surface level pains And emotional level pains so

we need to uncover these out and by uncovering this your prospect understands that there is a gap between where he is now or she is now where he or she wants to go so this is the desired part of this equation okay next part is money money belief doesn't mean that they need to have money money means they should have the resources and the willingness to invest in a product how do you invoke this belief is something that we'll Talk resources and they willing they'll figure out a way to pay you money always I have

seen this firsthand all the time and here we'll cover how exactly to understand whether they have the resources and willingness and how to build that feeling of resourcefulness and willingness to invest in your product okay next is support people will still not invest in your product if they feel like their loved ones their Partners don't support them in this Decision everybody's against me they will never take action or there is low probability of them taking action there are a few crazy ones out there always right so we have to make sure that they know that

their support supportive ones you know agree with them in investing this product otherwise objection I'll need to talk to my dog I'll need to talk to my dog's grandmother I'll talk to my dead husband I don't know so I'll talk to my partner I'll talk to my Exgirlfriend boyfriend ex I don't know they'll come up with all this sort of nonsense so support belief needs to be broken as soon as possible then we need to build a particular belief of trust now trust comes in three level one is the trust in the method that whatever

method you propose them is the right method to grow trust in themselves that I can execute on this method I'm comfortable with executing on this method my team can do it I can do it Whatever and third I trust on you and I always tell Deepak people come to me thinking that de will give them service but they get sold on me always so it's very very important that you personally build a lot of trust with the client so trust on all the three levels Trust on themselves Trust on you or trust on the Product

Trust on themselves let's say you are selling a gym membership they like oh I'm not very I'm not a very consistent person so I don't think this Will work for me okay yeah because they don't trust themselves right second is Trust on the method I don't see a keto diet working for me so I don't know if I should go for it objection if they're not sold on Trust on you they will not say it out loud K jant I don't trust you nobody says that they'll be like oh I need to think about this

I need I don't take rash decisions we have three other vendors to talk to these are the things that they will start saying right so by Building a sense of trust we make sure that the method that we present them is the only method that can give them results the they can execute on this method and we are the only people that can help them a very good example of this is Russell brunon how many of you know about Russell Branson uh some people may know some people may not know he is one of the

top OG internet marketers out there uh author of a lot of books I read Them uh yeah there you go so you can check his books and he has a software called clickfunnels and I love the way he pitches he will do this one month long I don't know whether they do this challenge or not one funnel away challenges earlier they used to do that now in that one month they will not share that okay click funnel is great you should buy from me or whatever they break that belief saying that websites Are just like

online pomate and brochures they don't work anymore conversion rate is super bad and funnels are the best ways to make the most amount of money that's the belief that they will install on the method then they'll say click funnel just happens to be the best software to help you through this and I'm the best person because I have built so many funnels in my life and so many millionaires billionaires in my life that this can absolutely work so Once he installs these three levels of trust people just buy that's the only reason why they are

so successful right so this is all about the seven core beliefs now let me in know introduce you to something called as the badass framework now obviously it's an acronym so b stands for building Rao attaining control demystifying the Gap amplifying the Gap selling the dream and slashing the objections now in this whole process the first half this part is called the Discovery call or we can say Discovery phase or information gathering phase you can name it many gurus many terms all those then there is a proposal stage where you actually propose Your solution you

propose your product and then there is objections slashing the objection phase now aligning with the seven belie systems I have added basically seven checkpoints that you can go through to build and break this sort of belief so in this entire call I'll show you how Exactly this process goes and how exactly to tackle those seven beliefs that I mentioned in a little bit earlier that you can apply in your whol sales process now the first half first part of this whole process is called building Rao and attaining control and this whole by the way this

this whole framework it doesn't take more than doesn't take more than like 1 hour the maximum that I've gone to in this uh in sales cost is like even if it's a two Call close it doesn't go more than 1 hour collectively right so the first two part building Rao and attaining control they take about combinedly take about 2 to 3 minutes it's that easy right now every salesperson or sales coach says build Rao build ra but majority of them for majority of them building Rao would mean hey how are you where are you from

oh bangaluru I have been to Bangalore this is how they build Rao right which you know I kind of Slightly agree with that works in some cases but majority of the cases that doesn't have any impact on the end end goal the last sales conversation so it's good if you can be a little bit funny but if you're not funny then it sucks right so in my case how do I build rapo see Rao building builds trust so whenever you are in a call with somebody there is a high chance that they don't trust you

right from the get-go so there are two ways you can Build Ru one of them is listed here is one way what I use is I try to be a little bit funny and it works like for example if I say hey man can you hear me they say hey jant I can yes how are you I'm like just trying to be the boring guy man trying not to bore you to death is that cool and they laugh I laugh we break the Appo but not everybody can have that playful tone so I had to

device a certain way what I've seen works the best if you feel like this is Not for you is this particular line how do I build this Rao is like can you hear me or in the zoom call if it is on a face to face call then how was your day have a glass of water whatever you can do there then you can take over this this is the line that I use it's like all right Deepak so and I have a bunch of notes I always have I don't know where it is in

my bag so I always try to look at my notes it's like so Deepak it looks like you need some possible help Regarding X right for example de uh it looks like you need some so you booked a call regarding some possible help related to generating leads for your business and you have to act confused and the reason why we are acting confused is because they don't expect a salesperson to be confused now what we are basically asking is it feels like you need some possible help right I'm not saying I can help you with

everything that you have you need some Possible help it shows that I don't know whether I can help you or not so taking a step back it's like a dance right you're taking one step back saying hey it seems like you need some possible help regarding XYZ yeah awesome so again you don't have to follow the script as long as you understand what we are conveying here what you are basically conveying here is uh we're trying to get to the point as fast as possible in my experience a lot Of people appreciate that uh it

obviously varies from case to case let's say for example you are selling b2c products you are selling to kids and the parents are the decision maker in that case you can't just it looks like you'll book The call because of possible help of sending your kid abroad but most of the time it's like how's the kid doing what was his last you know all good what motivated you to go abroad something like that mild Conversation can still work but in my experience this has worked in uh every single scenario Customer because that was our script

but you can change that to like all right giant looks like you booked a Poss in a call with me about looking at possible help regarding weight loss about getting possible help regarding sending your kid abroad about getting possible help regarding uh I don't know growing a beard whatever works for you or you can also do this by The way it helps a lot um so I was just curious what really attracted you to the webinar it does the same thing it opens them up the point is to open your prospects up right so if

they're registered for the webinar I like just curious man dancing is a very odd little way to Fitness obviously so what really attracted you to the webinar instead of a confused tone you can use a curious tone and ask the same question it still opens them up next Part is called attaining control or it's called framing for example if so how many of you have gone on a sales call at all in in your life just put me in the chat boook if you have gone through a sales call at any given point of your

life most of the time people will say oh tell me how you can help me and tell me the price not even in this one they'll be like okay Jen tell me how can how can you help me and tell me the price and I'll tell you the deeper psychology of This yesterday I was in a call with one of our very premium clients like agency clients and um there was odd scenario that we did with this clent this client did not need any sales people he wanted to learn sales himself but then for you

I don't get it so I was coaching him oneon-one and we did this whole badass framework with him so he was telling me so he went to a lead first before coming to us it's been a week that we have been training so last week when we went to he Went to the call the exact same scenario happened so he helps hospitals with this YouTube and video marketing and whatnot so he basically customers for hospitals so I his name is Alo he helps hospitals with lead Generations through YouTube and what happened was last week when

he went to the clients and they were talking to the client the client was that you knowa like how can you help me and everything and he actually lost the Control somehow he he managed to secure another meeting because not all the partners were there so at least he he had the right thought process of telling hey you know what we are just together why don't we all have a discussion together so yesterday or day before yesterday they had another meeting with all the stakeholders of the company right and by that time he had learned

trao building at least the framing control very fast so he was giving me The exact um uh like he was telling me how exactly this whole call went with them so he shared that when he started the call he did not start by saying oh we are so great and everything and people are like okay Alo tell me how you can help then he immediately uttered the word that uh oh you know what I can give you an alak of all my services but do you really think that will help because I can quote you

10 lakhs right now but I don't think a generic standardized Pricing would work that is the whole reason I didn't even send you a deck in fact we don't have a deck what do you think it will be helpful if we could discuss about the problem at hand and figure out out of all the problems that you're facing especially with lead generation which is the most crucial one and I'll provide my services for that and just quote you for that so that you pay less and your needle moves faster do you think that will help

he did this and Immediately everyone of them broke one of those stakeholders was the sales guy basically the sales head and he faces a lot of objections so this is basically some sort of a not hospital this was a medical equipment manufacturer company and uh they had a problem that even Tata and big big companies are coming into the picture so these smaller players even though they make crores of money they're still smaller and they don't get that in as tataa and all the Reliance All the big companies so what happened was this guy jumped

up oh yeah every time I go they don't seem to trust me at all and I saw your videos and I think by just sending some one or two minute video beforehand we could build a lot of we could initiate a good conversation boom entry and he literally you know he he not the deal is not closed close yet but they have agreed to a proposal call which will be happening in Monday so hopefully everything goes well the same Thing happened even with me so I went to pitch as chattered accountant okay and this guy

so if I have to give you some sort of a basic understanding so this guy wanted purposefully wanted to hold the control to himself themselves and majority of this service providers have this sort of a think like oh I want to present that I'm the boss so what they did they made us wait in the reception for almost 30 minutes our call was supposed to start At 11:00 we were sitting till 11:30 then his assistant came and took us to his office and again we had to wait for another 10 15 minutes there so ex

but he made us wait for a lot then he comes in a very rushed manner into the office like he took out his Cod and he put it on his chair like this and said how much do you charge what framing all R of building all framing went out of the window at that point right what sales script and Yeah a lot of people know about this right I was like oh yeah Manoj you know you look very tired why don't you have a glass of water so I was like oh yeah thank you very

hot outside no yeah yeah yeah don't tell me it's so hot I'm also very tired cool no problem bro anyways coming back to your question and the same thing right so what this did was coming back to the question I told like hey I can quote you for like 10 lakhs right away but it Doesn't won't make sense why don't I understand your problem give you the right solution so the reason why framing is important is because majority of the salese are trained to just respond to a customers answers right away the problem is when

your customer controls the whole call they control the pitch they control the price and they always win the negotiation you don't have any control and even if you close a deal at that point you keep thinking that I Clos the Deal no no no the customers himself closed the deal it's not you none of your sales call was sales skill was required so framing attaining control framing is the process of attaining control right so how exactly this attaining control happens so there are multiple types of frame moral Authority frame price frame and like you can

go very deep into that but what I've seen work the best in almost every scenario is something called as a price framing What is price you have to make your prospect know that towards the end of the sales call they have something to gain always right so this situation always works especially if especially in a uh B2B and b2c scenario or I more scenario the only way the moral Authority Frame Works and you know what is moral Authority the exact frame that we took while selling you guys so when you joined remote closing Mastery right

in that particular case people had to Apply we had about some 100 applications right and we had a hard limit of 30 or 35 and we only wanted to take people who are serious about learning the skill of sales not just want to make money right so when we went on a call majority of the time cool towards the end we'll figure out whether we are the right fit for each other or not so moral Authority basically is like like we will basically be the judge of whether we can invite you in or not and

how can we work Together but a price framing is towards the end of the call I'll give you this x thing in most cases this x thing is this so let's say you know okay I like this this this whatever then you put an agenda to this call they say cool hey you know what we only have 60 minutes together or 30 minutes together whatever time number we only have deep we only have 30 minutes together so I think it will be better if you could have a structure to this call So that we don't

waste each other's time so why don't we do this that let me ask you a couple of short and really specific questions and uh figure out what's really stopping you from whatever let's say growing your business generating leads whatever and towards the end we can come up with a game plan together what works the best for you and after that if you feel like learning about my services I can give you a very customized package that Sol that Particular problem do you think that will work for us this is called framing right so you can

do this even for a b2c scenario let's say you are selling a lot of our b2c clients are in the health space so let's say you are selling a fitness coaching program and we as simple as that good man I see so Rau building What attracted you they came on a call and now you are talking and you're simply asking you simply ask them like hey you know what Shear I think it Would be great that if we discuss what are the challenges that you're facing because of a possible ill health and then come up

with a road map that fits your lifestyle and you can implement it faster without just getting you a c know standardized game plan I just want you to happily lose weight so in this regard I'll just ask you a couple of short and specific questions we'll come up with a structure routine that you can follow and then After that if you want to learn more about our training I'm more than happy to tell more about it does that seem fair can be done with any case by the way it can also be done for a

business scenario so why don't we understand your business where exactly are your choke points which are stopping you from generating leads on your own uh and then we can figure out something that works for you and then I can show you how we can build this whole system does that Work for you that's there uh in terms of uh let's say we are selling uh sunila product sunil's product is uh he sends uh kids abroad the education part the framing in that case would be and I have to write this down but it would be

most like so we first asked what attracted you to the call they say blah blah blah and the framing would be more like cool uh Kiran so I think you have a lot of background you know we have done a lot of research And you're still facing a lot of problems especially with the immigration and whatnot so why don't we do this let me ask you sh short and specific questions because we barely have 30 minutes together and figure out what is the best route that best route and probably the best weight and best strategy

for your kid to go abroad which country to go for what kind of University to go for what scholarships would be best for them and then possibly I can talk about my services that work the best for you do you think that will work something like that and slightly in empathetic tone we can add so let's say somebody says we we we said like okay okay what attracted you to this call or what attracted to you attracted you to our ad they say I have been trying to send my kid abroad for so many things

so so much time you can simply say oh I totally understand it must be really tough isn't it they say yes Goa Man I totally understand as a parent it's probably the biggest thing that you look for in a child right um so why don't you do this let me understand your background a little bit your financial status Your Kids Academy qualification figure out a good game plan that you guys can possibly use slightly confused at this point and then we can uh you know you can pretty much take that and use it for yourself

and then if you are if you agree we can obviously talk about How our Solutions can work for you does that seem fair so first half is slightly more empathetic towards the end we are acting confused what this does it also opens the parents up because there is a benefit that they can look forward to towards the end so that's there um next part is called demystifying The Gap now the way I visualize a sales call is pretty much This where did we go this part this is the way I see every sales call go

everybody has a current state and everybody has a desired State and whatever we have is called The Gap the problem is most of the people time most of the time people think that the Gap doesn't exist you know our brain is very efficient at suppressing pain I would say I'm going through a psychology course right now so I'm understanding these things a lot our brain is extremely extremely good at suppressing a lot of pain for example if you hit your knee somewhere right even if it hurts you feel like right so let's say you driving

you're on a very long drive and you're pushing the accelerator you know your leg is constantly juggling between your accelerator and your break and there is a clutch that you keep have to keep pushing and eventually it kind of hurts Your knee but you feel like or so kilm we'll reach there in an hour let's just push it right so our brain thinks in those terms even if there is a pain our brain hides the fact that this pain and it it tries to ignore it as much as possible again the crog brain kind of

comes into picture sometimes if it is not an urgent pin if it is an urgent pin you would go and search on Google you'll find out a solution so that's there but sometimes some parts of The pain definitely are suppressed by our brain so your job as a salesperson is to uncover that there is a Mist around this whole scenario this Gap and our job is to demystify that to make them visualize how there how big is the gap right and this visualization is done when they start speaking to us in the last session I

shared this right so that was this podcast by Simon sinic and Tom B you and they talk about why you should not be saying bad things about yourself And why you should not be obviously writing bad things about yourself because everything that you say out loud it resonates four to seven times in your head every time everything that you write out it resonates 10 to 15 times in your head right so similarly when in a sales call when somebody talks about a problem it's not just that you are becoming aware you are obviously aware about

the pain the prospect prospects became self-aware about the pr problems The desires that they want to go for okay it has to be done in a certain way so this step is called demystifying The Gap the demystifying the Gap starts with the current state and the desired state right we'll have some set of questions to ask especially to uncover the current state we'll have a certain set of questions to ask to uncover the desired state so it's not just medium Pain by the way so a lot of people think that the the pain is only

this Much A lot of the time it's like there are multiple pains stacked on top of each other by the way for example if I talk about the knee pain thing there's a old guy who has a lot of knee pain next oh I have a lot of pain in knee because of driving a lot of car then I can ask like how is it affecting your life well I can't run I used to love running but I can't run now I wanted to play with my grandkids but I can't even lift them up it

hurts me so Much these are the unsaid pain that they usually ignore so all these things we need to bring out always right so there we go so there is a client with me who his Niche is a very awesome Niche very high ticket niche and uh it's a very critical Niche J A relationship is if it's not built well then you lose the Deal completely so what he does is like he helps equipment manufacturing plant owners with uh some Operation systemizing like like they have this conveyor belts and whatnot right so they put the

right people at the right place and they optimize their productivity overall so output increases because of that when output increases these manufacturers can take more deals and they can supply more stuff and make more money that's the whole angle so what happened with this guy is like he understood everything role play like we we normally Do like three to four role plays with him we did almost 10 role plays to make him make it sure make sure that he doesn't suck at the sales call so what happened yesterday day before yesterday we were on the

call reviewing his sales call so the prospect arrived 20 minutes late to the call and that pissed this guy off so he let that whole thing get under his skin because of which he started the conversation by asking you are 20 minutes late to this call are you Really serious about your business D he lost patience and uh when that happened the prospect got irritated right and he didn't say it in the right tone also he was agitated you could see this visually he did not do any sort of framing that we'll figure this out

together or what not no no no he's like are you serious about this pain at all you are 20 minutes late to the call as if he was interrogating and the whole sales call even if you followed the Script it became more of an interrogation not a you know not a partnership and your sales is not a partnership is not a sales call right so you you got the prospect has to feel inclusive in the whole process otherwise it becomes just another sales just talking and you know that's that's pretty much it so that was

the bad example so don't do that so and it's also very important there will be a lot of times when you will feel triggered There is no way you'll not feel triggered in a sales call it happens it's just that you need to develop that thick skin to not take that thing emotionally or personally right so yeah just to let you know a good example uh another one there was this agency owner in uh odisa so his his rapper was not rash but uh he he never would lose control over the sales he would his

his skin is thick but he somehow appeared very needy You know how that neediness feels like girls will understand when when they get hit on in this hinge and T right so uh that neediness always pushes people away if somebody's too needy you also don't like to talk to them right so with him what happened was uh one of his sales calls that I was understanding he was always smiling for some reason he asking pain questions he's like how is that affecting you personally like and it feels like he Wants the deal to be closed

as much you know the you know uh he wants the deals to be closed uh as fast as possible surprisingly uh we also did the role the the sales call review very recently uh almost like 3 months I've been training him and um on Thursday when I saw his sales call I was pleasantly surprised he became very neutral on the sales call so neutral as in he was even willing to walk away from the deal he showed me some phone call recording that he had I Mean he didn't have a zoom call because he meets

people personally and everything so one of his prospects actually called him and this Prospect was apparently traveling so he said oh Deepak I'm also talking to a bunch of vendors right now why don't you send me your deck so earlier he used to say I'll send you a deck sir then he kepts on following up following up and that's how he used to take care of the sort of situations but Thursday call he clearly Mentioned so it was a salon business owner he has a chain of Salon some International franchisee and everything so when this

guy said oh why don't you send me your deck and I'll red back he said like you know what I don't even have a deck to send you do you really think a deck with like a restaurant menu will work for you because you see I can give you a social media quotation I can give you a Performance Marketing quotation link But the problem here is one you would not know what works for you and it will also create a lot of confusion and I'm assuming you came to me because you have already burnt your

hands in some sort of a with an agency right this opened the prospect oh yeah don't tell me we lost a lot of money but didn't get any result with the last vendor and whatnot then he's like I get it and you know what the reason is you'll probably see a list of items that you can do and they don't Even promise on 20% of the things that they Del you know give they promise you they don't deliver on even 20% of the promises that they made so why don't we do this I don't really

send any decks or whatnot why don't you come back from your uh trip and maybe we can get on a call it won't be more than 30 minutes I promise and come up with a game plan and probably then discuss how I how which exact service can help you the best if not I can give you some of My reference who can send you as many Dex you as you want and uh you can deal with them this is exactly what he shared and I was so impressed with that I was like proud teacher moment

because he was willing to walk away from that deal he was not operating from a place of scarcity he was operating from a place of I would say you need me it's more like this right uh if you have a brain tumor and you go to a Neurosurgeon right and that neurosurgeon won't care how much money you have in your bank account because they know the problem more than you know the problem they know more about the brain then you know right so they would never hesitate before like they will have that kind of an

attitude right like I don't need you by attitude this neediness was reduced by lot and when he did that guess what happened this guy is coming back on 15th the prospect said oh you what you are saying is right I don't want to do the same mistake again let's do a meeting on 15th please come to my office on that day at this time so I'm 100% sure he's going to do a fabulous job right now with his deals uh because he oh by the way to show you a case study of how great the

sales process works when this guy came to us needing help they were losing 5 lakhs every single month so minus 5 lakh with employee Salaries and whatnot this year they're closing at 5.5 crores this year alone all because of a robust sales process now the founder learned it now they have hired us to train their team build a team so I'll be hiring a lot of you guys there as well so yeah there we go there we go I just showed you the Gap now let me show you how exactly this Gap is created [Music]

Um so I'll remove this so I I'll I have added some checkpoints and I'll show you how these checkpoints relate to the beliefs that I shared earlier okay now the Gap is created by two things right it looks something like this there is a current state there is a desired State and there is Mist all over and you have to demystify this whole thing make sure that the Gap is visible to them and this is built by them Understanding where they are right now what are the pain that they are facing and what is the

dream ambition or the goal that they want to go through uh we call it future ping which I'll tell you in a bit now the tone that you have to kind of switch between is confused and concerned in both current and desired situation even the amplification Gap so have to act confused and concerned concerned means confusion with a little bit of empathy Right so how do we ask current situation so this is the same question how what made you book this call What attracted you to this call so this you can add in the beginning

also the same thing uh or you can start with this one so framing say we'll talk for the next 30 minutes I'll ask you some short and specific question we'll have a prize at the end do you agree they say yes then you can simply ask so with that being said uh so shakar what's the biggest Challenge that you're facing healthwise confused right or it can be like uh with that being said what would you say right now is the biggest challenge so emphasize on this word biggest challenge when it comes to X and you

can say when it comes to generating business what's the biggest challenge that you're facing when it comes to sending your kid abroad right so when you ask about these challenges you get the challenges right Now at this point some people like oh no there is no such challenge oh but you're in this call so there must be something that is not working the way it should am I correct so what's really not working the way it should right see challenges or the pain points are always two ways one is either I don't have a six

you know I don't have I'm fat I need to I want to go become thin or I'm already thin I want a six-pack right so either current pain or Future pain right so in this case when you ask what are the biggest challenges that you are facing or roadblocks I call it that you're facing when it comes to whatever they want roadblocks when it comes to sending your kid abroad roadblocks what that you're facing when it comes to um losing weight roadblocks when it comes to generating business I'm giving non- bus examples because scpt business

when you hear this non- business examples you know how it can be Customized for different different businesses not just one business right I've also done it for the size businesses by the way where everything is standardized right so what this does this question because at this point you have attained control you have built a feeling of inclusiveness people become more inclusive at this point right they start talking about about yeah so you know what I have been having this XYZ Problems then you go deeper sometimes people might ask might say uh I don't really have

a problem as such I'm just curious how I can grow the business or let's say I'm just curious how I can get to that sixpack thing or I'm just curious how I can send my kid abroad or I'm just curious how I can improve my relationship I'm fighting with my wife a lot I don't know figure out right um in that case you can say so seems like I'm glad that everything is Working well so what's really not working at the level it should be which is why you are on this call so what is

the biggest challenge alternatively what's not really working at the level it should see expression you mark this it's like this like what's really not working at the level it should so what this does it builds that whole Feeling um I'll probably take a longer session about body language but script so if they say there is no problem what's not working at the level it should and then you can simply say why do you think that this is the biggest challenge so let's say I would say doctor's look yeah I yeah I stole that from the

doctor by the way so if I have to say so what's the biggest Challenge that you are facing when it comes to Growing the business they say oh like oh so why do you think leads is the biggest challenge though again so confused that should be the feeling right so why do you say this is the biggest challenge or let's say oh jant let's say you are Building Systems forone they say oh jant uh I I'm I'm I'm like doing 12 hours of work every day I cannot really handle Clients right now and then you

can be like oh why do you say that though handling clients meaning by using this deeper probing question they say oh I'm not getting any leads really tell me more about I mean what do you mean by not getting leads this this works very well and if can you give me a specific example of I mean what do you mean can you give me a specific example when you faced an issue when you didn't have leads if it is like Losing weight it can be like Oh I'm feeling very anxious I'm not able to lose

weight my marriage is coming oh can you give me an example of how it has affected you when it is losing weight and in the process of giving that example they relive that pain that's the whole point we want them to relive that whole pain at this point sometimes you can restate their whole statement as a question like they say weight gain is stressful weight gain is stressful Stressful something like that right why do you say that though and why is that important to you let's say leads really why do you say that though and

why leads are the biggest challenge why is that important to you use it as per your knowledge I use this scene a lot uh has that put you in a tough position has that ever put you in a tough spot somebody says weight gaining is stressful anxious and they say oh my marriage is coming and what not God yeah So has this weight gain thing has that ever put you in a tough spot and I also ask this question a lot which is and how does that make you feel when they say that it is

stressful that is the feeling itself but I want to bring the feelings out as well I want the want to label that whole feeling as much as possible right so how does that make you feel oh I feel a b c what not and at this point when you understand a little bit about their pain before going Deeper into this pin you can ask certain questions called as situation questions now situation questions honestly don't have a lot of uh wait me give me a minute so situation questions they don't have a lot of responsibility when

it comes to sales situation questions are the questions about your current how the current processes are operating for your customer for example how does your Lifestyle look like if you want to lose weight how many hours do you work what kind of position that you are working in sales but they give you certain insights into your customers business which you can connect with the pain points okay now by saying situation answers let's say you ask somebody how many employees do you have they say 20 employees huh got it that doesn't create any sort of pain

right but you can use this to Connect to a pain let's say 20 employees and how do you manage the whole show though you get my point so situation questions you don't have to ask all the situation questions in the world you have to ask just enough for you to understand how can you connect to the pain emotional intelligence to connect to the right kind of pain I have in the past one I add a lot of um situation questions that you can pretty much copy so this Is what services do you provide and all

this where you located how do you differentiate yourself from the competitors so when you ask this questions you get a lot of uh this sort of you can connect it back to the whole uh problems right you can dig out more more problems this way now here you go into something called as checkpoint number two pain extraction now all this while by the way so out of all the seven checkpoints there is one checkpoint Questions which is the trust right you build the trust with the prospects not by asking a bunch of questions but by

the way you ask questions by the sense of inclusiveness that you bring right by so there is no separate question for asking building trust but the tonality matters a lot in fact in the first 5 to 7 Seconds your prospect start judging you on how whether they can talk to you or not for the rest six you can ask some questions so we go deeper into the pain Extraction so you see this is the first belief that I talked about the problem the pain we got something about the pain so far right we got one

wound we have to like dig it deeper at this point so we asked earlier what made you book this call or let's say what's the biggest challenge and they say Okay leads now they say this many employees cool so 20 employees how many customers do you have again X and if you Don't mind me sharing what's like the average numbers that we are making Revenue wise got it so I barely make like 10 lakhs a month 10 lakhs and 20 employees how are you managing this I don't know we are barely breaking even I'm not

profitable this things come out then we go deeper called we go deeper into pay extractions how do we extract pain so there are multiple ways first one is how long you have been facing these challenges so how long have you Been facing these challenges like how long have you been aware about this lead generation challenge they say let's say 2 years 2 years and how does that make you feel this is dpq combined with that thing and you have to act a little bit surprised two years and how does it make you feel this is

the tone and this is the question right you can then uh widen the Gap using all sorts of deeper probing Questions here and has that in the two years time has that ever put you in a tough spot there is right or again you don't have to ask all the questions just ask enough that is important right what would have happened if you started sooner and or let's say they say lead generation is the problem I've been doing it for 2 years oh and other than the obvious ones what does this being stuck in this

situation cost you because Earlier you mentioned it's stressful right tell me more about that so bring pain points that you have gathered here to this particular pain so what this does it extracts more pain right we want to make this whole thing clear and I tell you this the whole conversations conversation might become bit difficult when you are doing it with the prospects and it's okay it's your job to have difficult conversations because no one in the world will have Difficult conversations with your prospect only you so you have to show them that reality right

A lot of people are afraid of asking difficult question and I tell you this if you don't ask this sort of difficult questions you will never ever be successful uh in sales they have to realize their own paino it's not going to be a walk in the park right and especially when you're ask really emotionally or certain question That could be could remain private you can ask this particular framework I call it the PCA framework permission context ask and I can't tell you how much this framework has helped me save my relationships saved me from

so much fights with my girlfriend now wife because sometimes you need to have difficult conversation so anytime you have to ask a difficult question like what is your Revenue right and how does that make you feel or uh you can be like Has that put you in a tough spot or something like that or you have to ask something really ugly some really ugly questions like you know getting fired from the client how does that make you feel something like that right so when you have to ask ugly questions we use this framework called as

permission context ask so you take a permission say can I ask you an honest question and it might hurt a little bit now we are setting this context that it Might hurt a little bit context why did you ask such a question the reason why I'm asking is because X so with that being said question giving you an example let's say for a business owner you have to ask them uh how much revenue they're making so can I ask you you know an honest question to say yes so if I'm not sounding too intrusive is

it also affecting your personal Life Health mindset work life wise that is one Question right uh this is like I would say we can also add something on top of this we can say can I ask you an honest question the reason why I'm asking is for business owners like us again trying to include for business owners like us our business is not just a separate entity it's also a part of our life and when something happens to the business often times we also feel not so great so has this lack of business ever affected

you in other areas of life like personal Health relationship wise now what this does is because there is a context asked to this people start opening up a lot you cannot directly go and say oh has this ever affected you healthwise personally right that doesn't work or let's say you are in the health coaching space you're selling a health product in that particular case you can simply ask so can I ask you an honest question the reason I'm asking is well our physical health and mental health Are not very different so anything happens with the

body or body image we also start seeing some sort of a we see ourselves in a very negative light as well it's something that I've experienced so has this sudden weight gain and not being able to look pretty In The Mirror Has that affected you in other areas of life emotionally or career-wise now that surface level pain will start bringing in more emotional pain like Told you right there is a surface level Des pain and there are emotional level pains this context will bring in that emotional level pains out and when I show you how

the pitch works I'll connect all these pains back into the pitch so that it feels like oh you okay that AA moment will happen to in the next session okay next you can go you can also ask like just so that I can understand to help you better how much Are you making right now that is a question that you can ask it's a difficult question again but if you add like a context to it it works well next third checkpoint is doubt injection see I told you about this particular feeling called doubt right so

you have to also install a doubt in their head that they can't do it on their own it's not like you can directly inject a question in their head and simply ask like do you doubt no so the Way I ask doubt injection is this so so SEL you look like a smart lady you have figured a lot of things out so what really stopped you from figuring out a solution on your own right so I asked this question a lot so Sher you look like a smart guy I mean you could have watched YouTube

videos before learning sales so why come to me at all why look for a solution now then your prospect start saying these are the reasons why I can't do it alone and Majority the time these are one of the two reasons one I don't know how to do it or I can figure out how to do it but I just want an expert's help so that I can move faster one of these two responses you get during the doubt injection process right and every person in the world has doubt I can't tell you that somebody

does not have a doubt they have some doubt we just have to make it out give bring it out Right so don't clear pain belief broken and built doubt believe broken or built whatever they say some people are very egoistic figure out there are people who say this legit so why ien why come to me at all ah no Jan by I can figure it out myself like good that's awesome but what took you two years because you asked a time frame question earlier right they said oh I've been facing this problem for 2 years

but it took you 2 years to come to here so I don't get it be very Confused and they say huh but you know what I felt like if I just work with you it just will go faster ah ah there we go so I help you go faster that's the answer that we just brought out right next uh is called effort analysis by the way you can go through these these are the same questions effort analysis that means so you know how you how a lot of people give this objection that you know the

other agency is giving me the same service at 5,000 Rupees somebody else is willing to do it at cheaper right I don't like that objection at all I don't even want to glorify by giving such an answer to that objection so I asked this question so you have been facing this for so long I mean have you taken anybody's help so far see how concerned I look when I'm asking this question so have you taken anybody's help so far while solving this XYZ problem now what this does is you pretty Much get the idea right

now they start telling oh yeah we hired that agency they didn't work well you know they charged this much really so what went right there and what specifically went wrong in that particular call Now by asking this question you make them open up they start bashing all the other agencies and that is your cue they cannot later on andcome oh somebody else is giving me at a cheaper price like you only said they don't Work so when and there is something called as a law of consistency consistency bias people want to appear consistent hence this

also avoids an objection and legit if you miss this particular question I tell you this people are 100% Going to compare you with somebody else 100% yeah so somebody they might say okay so we ask this question which like have you reached out to anyone to get help in the Past they might say yes how was your experience what worked and what didn't work let's say they never reached out to anyone in the past right so oh interesting so what really prompted you to reach out to now after all this time like why not just

you know keep doing what you do now this is also something like why why take action now why not earlier right now two two outputs can come out at this point like oh I tried on my own I burnt my hands now I need Expert guidance or I could not find somebody like you there we go we became the only choice right way we are the best choice for him they only say I could not find somebody who specializes in my Niche and has this kind of an offer like awesome so this is where you

diffuse that objection as well and you build this whole belief among here we got problem Doubt um it's kind of false into into the Stout belief at this point next oh by the way sometimes people give you very detached indifferent answer which has nothing to do with this question and you feel like the urgency is lacking so in that particular case you know there are some people who will be like I just I was just curious something like that they will say like very detached as if they don't care right so In that case I

just asked them like why reach out to somebody all the after all this time like you know in I have been doing this calls a lot and what I understand is a lot of the people are proactive who try to solve a problem very very fast and some of the people just push it down the road so I get a different vi from you you seem like somebody who is very proactive and and but I just want to ask like what is motivating you to fix this problem now And why not just push it down

another two years now they start opening up again right sometimes people just uh they I would say go over the sales calls they keep rambling about some nonsense and you have to bring it back like this checkpoint number five Authority identification or support belief so whether they have a business partner or not or if it is a b2c product is usually the spouse right so the kind of Questions I ask is like let's say it's a business thing I ask like hey so what do your partners think about this situation do you guys have Partners

yeah right if it is a spouse thing if I'm selling this study abroad thing right I can simply ask what does your wife think about the situation is she also in you know she wants to send the kid abroad right and you guys are both facing this problem is this challenge of finding the right University the right program and whatnot Does she know that you on this call with me trying to figure out a solution what does she think about me so now we try to ask this questions and nobody gives a negative response so

they usually say oh yeah she's in I'm here if you ALS there's also a chance that they might say oh they don't know I'm here talking to you and then I'll let them know in that particular case try to rebook another meeting after the first half is over do not pitch on the same call Because then they will not understand uh in the worst case if the wife is also not available or the husband is not available then you can pitch it's not like you should not pitch in case the other partner is not available

then only pitch if if you can figure out another meeting where you can present the whole solution together together that helps a lot right if all the partners are in it's easier which is why when all the decision makers are not here on the call I try avoiding the pitch unless it's like absolutely critical uh we have a real estate client uh not real estate client he so this is a service agency they buil 3D visualization this 3D drawings of all this real estate buildings and whatnot in their case right so there is no way

this guy is going to come but marketing manager will come in that case what can you do you have to pitch but you have to pitch in a certain way which I'll cover in the Objection handling uh session awesome next is called desired situation we have figured out so many things like so many things we have figured out at this point right in this particular case we have figured out what is the problem how long they have been facing the problem how does this problem make them feel what are they trying to fix it if

they are so smart why why can't they figure it out on their own have they reached out to anyone else to Solve this problem now we got so many answers so much data at this point alone now you have to go to this particular part which is like if this problem is soled where do they see themselves right this is the next checkpoint by support question is your wife and is your partner and all those things right now next is something called as the desired situation which is like once you have isolated the pain now

you want to see where do they want to go now this is Where the real Gap is generated right so let's say uh typically I say like this so cor it SEL so let's say you and I start working together on your health what would be an ideal situation how does that look like for you in business case I don't ask for ideal situation in business case I ask a realistic situation uh I don't ask like H lak rup we want to make like one CR right now I don't do that I say what's the

realistic goal for you 6 months down the line but In a b2c scenario I ask for an idealistic scenario because b2c calls are very very emotional B2B calls are very very logical so b2c customers they think very emotionally so for them an ideal situation Ram Raj is what works for B2B they need a realistic situation because they're very smart they're very logical they're very calculative right if it is a business offer always ask like that if it is a you know emotional offer like study abroad is one Fitness Is one one relationships are one so

how would an ideal relationship look for you how would an ideal Health look for you how much what would you accomplish by losing all that weight this is the thing in case of a business opportunity if I'm telling somebody oh I'll help you build like a coaching program you'll make so much money right so how much money would you need to make to comfortably quit your job that's what I would ask right now I Got a surface level desire I want X number of things right right now what this x number of thing will do

for you is something that will go deeper at this point and don't worry it won't be as deep as the pain extraction process it is very simple it's like getting to this number let's say losing that extra 5 cages of weight what would that do for you personally so not like this I have to add the tonality it can be like so VI losing That extra 5 pounds of weight so VI you mentioned that you're stressed out because of the weight gain that happened and you want to get to let's say 75 kgs from 85

as soon as possible so getting to 75 exactly like what would that do for you personally though so if you have done Rao building and the tonality right people will start showering so let's say uh the first question is go so let's say you start when I start working together today and I show you how to solve this challenge solve this challenges let's say you and I start working together today and I show you how to lose weight efficiently or how to improve your relationship with your wife then ultimately what's the goal this is a

very open-ended what's the goal question right some people might not understand this some people might say you know I don't understand so you can be like uh so how much would you in that What would an ideal relationship for you look like though that's something so you can ask either this question or this question now whatever answer they give you go deeper using again the dpq I have shared some desire specific dpq here so for example somebody says I want to make one CR a month like really that's awesome so what would getting to that

one CR do for you though now they start talking about why that desire important I asked this Question to somebody so they were making about 5 lakhs a month and they wanted to go to 10 lakhs a month they said this person said like oh I I'm a big traveler dude like before marriage and starting the business I was so happy I was traveling all over the world I was a freelancer I'm stuck to one place I want to go back to New Zealand go on a bike trip oh that's why you want to make

money nobody wants to make money just for the sake of making money I tell you This right nobody wants to do that there is a deeper desire for me I want a Mercedes gclass G Wagon absolutely AMG Edition like tell me about I wrote that once I became a big fan of that vehicle but more than that everybody has a deeper desire why they want to do something why they want to lose weight right so that why is important for you guys to bring out this is exactly what we go ahead and dig out in

this whole process and you Can by the way not just it's not just money it can be relationship Health there is always an emotional angle to it the more emotions the better in case of B2B however this emotions might change slightly based on business owner to business owner some business owners are really open they talk about their feelings out loud some people are reserved you can't do really much so in that particular case I have asked this question to one more person who was not Very emotionally open so they said very clearly employes it was

a yoga teacher who loves doing yoga for him he was doing well but he wanted to pay his employee more because his employees quit like big IT jobs to join him in this whole yoga thing and they are barely making 30 40,000 rupees and he genuinely wanted his employees to get paid well right so his desire was like I don't care about me but I genuinely want my employees to Grow well and they I want that life to be happier which is why I want new help so that's a good very Noble thing to do

right so this sort of desires usually come up so that is the reason why he was asking for money so basically that's the same thing why that number what what does that change for you exactly so getting to this weight ultimately how does that help you personally and how does achieving this number help you anything other than business I mean Personal life wise so how does reducing 10 KES of weight help you anything other than health I mean personal life wise this one helped a lot I I actually tried this with an international guy so

we did uh cold email Consulting for them so he was I asked him how much do you want to make so like I just want to sign some two three clients make some 20 $30,000 like God Mark that's awesome 20,000 20 $30,000 is cool so let's say I write you a check of $220,000 right now And slid you under your desk so so what would you do with that money I asked this and he start he was he laughed and he also opened up a little bit so slightly playful tone uh but I would not

use this last question everywhere but uh the first one is cool so one question to ask what is their goal and why is that goal important and use dpq to basically validate this schol or like bring out this goal as much as possible okay now the thing is final one I call it amplify the gap or now it is I'm calling it amplify the aftermath so now what happened was you just showed them that the Gap is this much oh why is it coming to my face let me just do this now you have to

show them that the Gap is not just this big it is this big right this big so have to extend this Gap right so how does that happen this is called future pacing in a negative way both the exercises are in future pacing future pacing is an exercise Which helps you helps you make your customer visualize what is going to happen in the future now future can be a positive future or a negative future right the positive future is what we just learned just now we discussed that which is like what are the ultimate desires

negative future however is what would happen if we don't change anything about about it that's called negative future now let me go ahead and show you how that Works now it's time to stretch the Gap amplify it even further ask questions that makes your prospect realize what will happen if the problems that you just talked about are not fixed this is the most sensitive part about the sales call and if it is done in a wrong manner you'll lose the deal so it's very important so here we add one more difficult questions is like so

here I T to try to take take a little bit of blame on myself I'll be like so SEL can I ask you can I challenge you for a second here I ask a question like very serious one can I challenge you for a second here the reason why I'm asking is then there is a reason right the reason why I'm asking is honestly I I work on both positive and negative side and you can call me a pessimistic person but the reason why I believe this way is because as a conscious individual or as

a conscious business owner whatever tag you place them in As a conscious conscious business owner you should not be just looking at the positives you also should be looking at the negatives so that you can avoid all those things and by just avoiding these things in your growth your business grow by default does that make sense so as a conscious individuals especially in case of health and fitness and whatnot you don't just have to look at the positives but also the negatives like something might happen something might not happen If you just avoid those things

your health becomes better by default and all those you know desires you previously mentioned so with that being said if let's say we don't do anything about this problem that you mentioned we don't do anything about your weight loss we don't do anything about your leads we don't do anything about your relationship what do you think will happen a year or two years down the line now we are forcing them to Visualize the cost of inaction what will happen if they don't act at all other problem what will happen two years from now you'll become

an not MoneyWise but healthwise that's worse right or if you if you keep on running your business like this no leads generated sales process where will you go how will this affect you like oh I might have to fire my employees and all that now that is the Thing that I want them to bring it out loud and use a lot of dpq at this point whatever answer they give like oh man I might have to quit my job or shut down my business shut down your business then they say more things right so here

you basically have to go ahead and go deeper and deeper and deeper into all these questions so that this Gap is Amplified and towards the end you do something called as restatement give me like a minute no uh Yeah you have to restate this once the Gap is Amplified we can recap at this point in the next session but here is the thing so if I'm correct in understanding staying in this situation will cost you your business growth you might have to fire your employees and possibly even shutting down the business am I correct they'll

say yes and then you basically uh this is the same thing so then you transition into the pitch Part and the whole pitch next part happens which is like this which I'll cover in the next session now as an assignment I want you guys to do this now you understood this I'll add an assignment in the group in a bit but just take a hypothetical scenario sell a product preferably a Consulting coaching or a service or based of product because this works best right with a fellow member in the group and do a role play

starting from building rapo till this Point pitching part we'll cover in the next session all right that's the shment all right I think by this time we would have known what we have done we have understood their pain points that desires their you know uh their personal level pain points and personal level desire we have uncovered what will happen if they don't see don't you know work for the result the cost of inaction and everything and at this point we are Going to transition into the pitch and actually explain how our services look like and

how our services can give them best results so without any further Ado let's get into the pitching session now in today's session we'll be learning how to pitch SO pitching part comes and I call it selling the dream now this is as important as the information gathering part right so here what we exactly do is like we are giving our solution but presenting our Solution also has to be done in a nicer way it should not be like hey here's a PPD go watch figure out doesn't work like that so we have to go ahead

and segment our offer in such a way that uh it becomes easier for us to pitch our product and close our deal right so that's exactly what we are going to cover how exactly to pitch now just like the first half of the uh call where we had multiple checkpoint there are five checkpoints in selling the dream part Right checkpoint number one is called 30,000 ft view I want to imagine the pitch like a bridge there is a current situation there is desired situation your pitch is basically the bridge that you connect this whole current

to desired situation your delivery vehicle is the vehicle that takes them from current state to desired State and your Milestones are the pillars that take them from here to here no matter what product or service you are selling this Stands true right now it has five checkpoints one 30,000 ft view two the bridge connecting the current state and the desired State now that we have uncovered the current state and desired State checkpoint number three the vehicle how exactly what are the things that we will be doing to take them from the current state to the

desired State checkpoint number four we want to understand how hot the prospect is right now are they In the buying window or not if not we need to handle some objections obstacles right here in checkpoint number four and checkpoint number five will nonchalantly reveal the price right so it starts with this checkpoint number one which is 30,000 feed view so now that you have uncovered the current state and the desired state of your Target customers what we need to do is we need to give them a high level overview of how are we going to

help them clear high level Overview how exactly our solution can help them this is not the exact solution this is a very high level overview and I'll give you an example so um let me open a live sales script of one of our clients ah okay here you go here's a sales script so same checkpoints like everything else selling the dream man so this guy does video marketing for hospitals right so now in this particular case how to present the high level overview so now You understood the current state and desired State you go ahead

and say so you know jant based on what you told told me so far what I do might possibly work for you and possibly is a keyword this part you sound conf confused and then you shift your tone to a confident tone where you say based on you told me so far what I do might just possibly work for you because you know how you said that your hospital you're just depending on newspapers Billboards to Get marketing and you're feeling like they are becoming more and more inefficient is ultimately making you feel losing your are

basically losing trust in any of this method well what I do is help people like you with our video marketing funnel that not only helps you build a strong brand but also generates business that means Walkin patients walk in on a very recurring basis what that means for someone like you is that you consistently keep Getting clients even after months and years of creating these videos does that feel like this is something that you might be looking for so that we can go into the deeper details this again confus used right so this is called

sharing a high level overview of the program uh in this particular sales script sorry this particular sales script uh sorry where did I go now this one um where did I leave okay this one so based on what you told me this is the First half and you can act a little bit confused what I just do what I do might possibly work for you because you know how you said whatever the pain points that shared in the beginning of the call which is like the information gathering phase and you are facing this impact which

is the know personal pain that they were facing which is ultimately making you feel so the feelings that they mentioned everything that they Mentioned in the beginning you connect them back into the pitch this is what makes your pitch very very personalized right for example in case of Vishal Vishal is right right now working with a dance coach for them the target audience might be somebody who area depressed who might need some help in terms of getting out of that they want to move their body become better so in that case the high level overview

can be as good as uh you know V how you told me that know based On what you told me Vish what I'm to might just possibly work for you because you know how you said that uh you are living a very sedentary lifestyle and that is kind of impacting your health which is ultimately making you feel like stuck and you're not feeling good in your own body well what I do is help people like you with our whatever with our ACD system which is like Zumba dancing system where I will help you move your

body on a daily basis and Unlike any other exercise you actually enjoying this whole dancing process and come on I needless to say that if you keep on doing this for an extended period of time your body will be healthy and this is a form of this kind of becomes a form of meditation or yoga which you'll actually enjoy what what that means to someone like you is that you'll have a long-term benefit you lose the pound of weight that you always wanted plus you'll become more flexible Does that feel like this is something that

you are looking for so that we can go into deeper details everybody would say yes to that right I yet to see somebody who says no to this because whatever we insert here are the exact things that they have mentioned previously so here we ask them to get a pen and pad if not we also share a proposal in certain cases but let's go with the pen and Pad thing sometimes I make people write those Whole things so when it is a zoom call you either share a presentation which people might forget or we ask

them to write it down themselves and when they write like I told you when they say it resonates four to seven times in their head when your prospect writes something it resonates 10 to 15 times in their head so when I make those people write it's easier lot of the time I just say things and they take it and they they get closed lot of the times what happens We share a proposal it helps so there are multiple mechanisms and you don't have to follow the script at this point you just have to figure out

a way to make the uh pitch okay so you can say oh do you have the pain and Pad so you you can start writing note down note down just note down 1 2 three something like that with a good bit of space or you can say you know if you have a proposal ready or a deck ready you can share that deck and say hey you know what we have Three pillars so whatever slide decks or anything that you create should have like a numbered system so I'll come to that why we need that

so human mind easily comprehends whatever we are going to share if we break that down into certain numbers see if I have to sell you a fitness coaching program so what are the things that is needed regular workout sleep good nutrition and a healthier habit but it's very sounds very unorganized right but if I say hey This is a 3mon program month one we'll be focusing on cardio you'll slightly start uh lifting weights and will not change your diet completely will slightly change your diet so that you still love enjoying having food and you're slowly

slowly changing the diet and will focus on your sleep so once you for this these four things are dialed in you'll probably lose about 2 cges by the end of your first month and you'll fill a little bit lighter and more active and Month two we'll do this and this will result in this and month three will do this and this will result in this so that way when we put phase by phase month by month step by step it becomes very clear in your prospects head what exactly are you how exactly are you going

to take them from the current state to desired State okay in schools they call it curriculum in this case we can call it milestones we can call it month we can say phases we can say steps Anything doesn't matter right in your case in our case it was a week by week system I could have broken it down to month by by month system totally up to you right so in our what I've seen is like if you share it in a week by week manner it's easier for you to like check okay whether you're

sharing a slide deck or you're asking your people to write writing is like one of the most efficient workouts like if you ask them to write hey you have a pen and paper Bring that write down 1 2 3 4 five and I'll let you know how exactly your program is structure and when you ask them to write they actually write and when they write they are involved in this whole EX exercise and the selling becomes so much more easier okay so that's about it second the bridge checkpoint number two 30k ft view then we

go to the bridge part now here we break down whatever we are selling in three to five different parts so here I Have done it for three parts for an Amazon coach so I took this from them uh for a video marketing agency it was I think it's also like three pillars there was one agen where we had five pillars so imagine this like a bridge for your uh program for example now we under gave the 30,000 ft overview of how this is going to look like now we are building this whole Bridge right so

every pillar is Something that we need to Define what does that pillar do what does that month do and we need to have a name for that so when you ask them to write hey write building core Foundation 0 to 30 days okay so this will happen within one month so you Prospect rights right then you can say so you know Vish how you told me that you are not able to have this problem so bring all the past pain points what they have mentioned which is why those pain points are important Right in the

last session somebody was asking is this really important to like ask all this deeper personal questions well yes now you're connected it to the pitch and you're customizing the pitch accordingly so let's say I say V you know how you said you have tried everything taken a franchise want and you wanted to start your own business but you have always failed probably because of a lack of a good mentorship and it's making you feel like you are Stuck in this one rat hole and you w not come out well what we do in phase one

is to what I where we can say like well what we do in phase one is to do this let's say in this particular case it's well what we do in phase one to help is to help you set up the foundations of your Amazon business or whatever you are selling right foundations of your Fitness um and this will help you set up like a very strong Baseline so that you Never fail again this includes high level thing like blah blah blah so little bit of a details about that particular phase and uh here I

covered like okay we'll be covering this all things so that you can have benefit whatever they shared in the desire situation so that you never are confused whenever you are starting a business and you know exactly what what steps to take so that tomorrow you can start a business even when you're sleeping this Will allow you to have more confidence and secure the future of the business that you buil and then we tie down by saying does that make sense they'll say yes so what are your thoughts regarding this so what part of this particular

pillar made the most sense to you and we asked them that so every pill will you will have to explain you know how you said you are facing this problem and because of this problem you are seeing this impact well what we do in This in this particular step or in this particular phase or in this particular pillar is ABC this will allow you to get this benefit and because of this benefit you'll get this desire so every problem has an impact every desire has a sorry every solution has a desire we have to connect

them both and in between comes your product feature or or the benefits right does that make sense so when you pitch it this way it so there is no way that it doesn't make sense to them it They'll always love that hey this is very very much customized to me because you are bringing all those past pain point that you covered in information gathering phase and connecting it here then your offer becomes like a no-brainer offer for them right because everything that they said you have a solution for that right and if you don't have

a solution for that genuinely say hey I cover three things out of all the problems you mentioned this one problem I don't cover so I'll recommend you somebody who can possibly help you be honest they'll actually love that so towards the end what we do tie down say like what do you like this whole plan they say yes so what what specifically do you like about pillar one now they have to answer themselves why they loved that particular phase and this happens every phase man so here what happens you are not selling to the prospect

the prospect is selling himself or herself Onto the product remember how you said how you said like you don't sell anything when when uh you don't sell when you convince the prospect you sell something when the prospect convince themselves well this is where the prospect starts convincing themselves they start selling you on the product that why I'm a good fit for this product they will start saying things like oh yeah you know what I was facing this problem I I think this will really Help me I also have some ideas that I can Implement here

so that I can have better results so they start selling themselves on you and towards the end it becomes a very effortless close and we'll repeat that every time so somebody can have five pillars somebody can have three pillars so face to in this particular business this is another example of the same Amazon business you know how you told me that you are uh you know you are struggling with store Launch and it's very Tech heavy and it's making you feel very nauseous and making you feel very confused on what steps to take well what

we do in phase two is to help you launch your store with the first couple of products this includes things like setting up your Amazon seller account gtin listing the product APO all those technical stuff where we will be sitting with you and building this for you so that you are never alone in this whole journey you'll always have A coach who will sit with you and help you set up this technical stuff so that you can do it in an error free manner which will allow you to have that sense of security that your

store will never go down and it will be optimized to the best to have to make the most amount of money do you think that makes sense who would say no to that right similarly for a video marketing proposal we come here what did we do second pillar of them was brand Building you know how you told me that all the premium hospitals are attracting the customers even though you have more personalized service and in some cases you have better Services than all the other premium chains like AP poloo and it's making you feel like

undervalued because you even though give good service you're not getting enough customers well what we do in phase two is help you build a strong brand of YouTube and Google overall that means Here we help you publish helpful videos for which people are already searching for building authority on unique solutions that you have this is so that you can stand out in the market with an authority build for yourself and your customers value you and potentially prefer you over your competitors this will ultimately help you set the foundation for growth you know this is exactly

what we did for any hospital so this was a hospital B2B client right so B2B you need a lot of case studies so we added a lot of case studies at this point so he said oh yeah we did this for any hospitals they were struggling with the same problem of not being trusted and and all the big players like money PE Aster 4S were like overshadowing them after implementing this street interviews and Casual videos people started to like their content they got more people calling them and people started to trust and people saw The

Human Side of and the obvious side of a hospital and they feel like any was more approachable this allowed them to fill up all their beds in a matter of weeks do you think that you'll also need something like that nobody will say no to that because now you have a competitor's case study also attached so be creative at this point right you don't have to stick to the script like I mentioned it's a framework you always need to have this five things problem Impact Your solution uh problem impact your feature solution desire and you

can add a case study in between to make it even more powerful just like this guy did and then you tie it down by saying does that make sense then they will say yes what part of this particular thing do you feel like will help you the most now they again start selling you on this whole product right and the customer starts selling you on the product you know that you are doing a good job as a Salesperson now here you have to be very careful by the way right be very careful about one thing

that if the customer is not open they give like random answer don't just jump into phase number three wait for phase number two like somebody says huh it seems like it might get help huh so jant you don't sound very confident you do ask some deeper proving questions so that what is the real objection point is before the price is revealed majority at least 80 90% of Objections should be covered they should not come towards the end so if you feel like their their tone is not confident they feel like s of confused then it's

your job that you remove all the confusions regarding phase two at that particular point there we go similarly in pillar number three we did the same thing earlier you did this and this is making you feel this well once we've got the two pillars down last thing we'll do is start generating Leads and once we have strong Foundation we'll have this lead generation campaigns free checkup surveys anything and then people will come to you willingly and we have done it with this Hospital uh oh they have again put like the a new hospital thing which

will allow you to grow more and possibly open more branches does that make sense what are your thoughts and what part made the most sense to you I'll tell you this by if you did checkpoint one and checkpoint Two correctly you will not have any objections but we are human beings it's never the perfect thing in the first time so I recommend doing um uh wait multiple times in in the first phase it's more like high level overview second is like uh what can you expect third is like how exactly are we implementing so by

this time your prospect will be like super super duper excited like he knows that they are getting he or she knows Like they are getting a lot of results now they are willing to see how exactly am I going to get results so here we cover the exact fulfillment process so do they get group coaching do they get one-on-one coaching what time of the week do they get the coaching right so for example here we do something like this now in terms of how it is fulfilled and how I'll implement this three steps for you

is like I'll give you first the product re support and supplier support So that these things are sorted out secondly for the legal work you can have access to our legal Partners who can do these things for a pretty low price it's absolutely optional third once your product is ready we will help you onboard into Amazon so that you can get it done faster in case you feel stuck we will sit with you and do it with you fourth we will help you launch your ads and you can Avail one call per month directly with

our ads team who can guide You through the process Fifth and the best part you will have one weekly session Q&A with Neta where you can ask any and all questions get your doubt sorted and scale faster that way the best part is that you will get access to all our standard operating procedures in a video format in our LMS so that you can do it on your own and get things done faster now in case you get stuck anytime during the implementation we can help you through our email support which Is available 9 to5

Monday to Friday plus you can become a part of the top 1 person d2c brands in the country where in our Facebook Community where our team and other members are available all the time to help you out you can ping me personally on WhatsApp in case you face any issue so that I can get you some solutions ASA this way I can help you even if you hit a slum does that make sense now you see all this things NR small small things that are needed in to Deliver in the program is something that we'll

cover here so in our case I could say oh we'll have 16 weekly sessions it will be four month session 16 weekly session and by the end of 16 weeks you'll become a master salesman at least you'll have the knowledge about how to do sales you would have done at least 16 role plays and you would be so much better ahead in sales as opposed to everyone else now if you have any questions well we will continue this q& A session after the 16 weeks it's not like we'll end this we'll have a dedicated weekly

Q&A session where we can you can ask me questions I can help you answer those second uh second thing whenever I get placement calls I'll help you know put it in the group so that you can apply and we can get started with the interviews right and in case you have applied for 10 interviews and you did not get selected I will make sure that you get selected in the next 10 Round if not you can ask me for your money back this is the pitch let's say for RCM we can can do something similar

for Alpha Club I can say you'll get 13 one-on-one calls with me for the next 3 months and I will personally sit with you build your sales grrip build your lead generation system so that this is on within 3 months and then you become part of our community where my community sits with you and serves you and we'll meet twice in a year in the alpha Club Event in the community we have live calls every single day so that you are always up to date with the whole process this is Alpha club's so every Integrity

that is required we cover in the vehicle part of the equation if it is a software thing then you can sell what are the things that are included for them and how it is going to help them now mind you it's very important that you don't have to reveal all the solutions that you offer Reveal the only solutions inside your software agency or coaching that are relevant to that particular pain point that way the information is also minimal and they'll grasp things faster information overlo they'll say no always clear awesome so this is the delivery

part which is the vehicle next we do something called as temperature check now before we reveal the price the last thing that I would want from a person is that they have a lot of questions Objections right I want this call to be as objection L as possible so they would have some questions they would have some doubts in their head that we need to go ahead and uh clear beforehand and if all the doubts in their heads are clear we become the only way for them to proceed further does that make sense right so

what we do at this point is we simply ask this question so we asked does that make sense what part of my system will work for you the most then we do goam What are your thoughts regarding our whole progress or let's just curious in terms of process specifically how do you feel and you observe that tonality if their answer is certain the tonality is certain move on move to the pricing if you feel like they're sounding to underc confident like yeah we might have to try and see there is no other way something like

that they will say and then you bring out this brahmastra they say hey I hear you and just to be totally clear What's really important for me is alignment I really emphasize on this word alignment because when you come in and work with us we are not just giving you Gan like a course and letting you go we are rolling up our sleeves and getting in the trenches with you on these things that means you and I will be battling the challenges that you will be facing in the next 3 months I mean our team

is all in so it's still important for us that you feel good About the process you know what I mean they'll say yes just to be 100% clear on a scale of 1 to 10 one being giant you are a scammer I'm never going to buy from you 10 being giant whatever whatever you mentioned is really awesome you are my brother I will buy from you where exactly do you fall now if they say oh I'm a nine with certain language move on if it is eight or below then you can say got it man

I appreciate your honesty just Curious what do you think is stopping you from being an 8 9 or 10 that is part of objection handling which we'll be covering later this 1 to 10 scale is so awesome that it'll give you like a tangible score to how good office call you have done if they say seven right oh thanks a lot for the honesty man so what is keeping you from being a nine or a 10 now whatever objections comes out or these are called obstacles whatever you Reveal before the pricing is called obstacle whatever

you reveal after the pricing is called an objection so note that down I have not noted it here so at this point you'll get a lot of obstacles so make sure that all the obstacles are gone up so how to handle this obstacles objection is something that I'll cover in the next session but in the session just know that if at this point you see like oh I need to think about it I need to talk to my Partner can you increase the number of live sessions can you add this feature or that feature because

I really need this feature how how how long the support is going to be available all these things we need to answer right which I'll be covering in the next session how to handle these things and how to negotiate for the right pricing is something that I'll cover next final checkpoint is the pricing so Here we make sure that all the questions are done so we simply ask do you have any other questions regarding this or sometimes I also ask what other questions do you have regarding this so if most of the time I have

seen every time I ask do you have any questions people will say no but when I shifted the sentence to what questions do you have in your mind so I'm not even asking do you have any thoughts I know you have thoughts just tell me those thoughts so When I asked this people actually started giving Real Results so just make sure that all the things are done and then they say no we are all good cool gotta so so you feel good no question so what next what do you feel we should go from here

so I asked the prospect where do you feel we should go from here to I want to hear from their mouth that yes let's talk about the pricing so it should always feel like the customer is initiating but you are basically having A script that initiates the whole thing so the customers most of the time they say oh yeah let's talk about the finances let's talk about the money part like awesome let's talk about that right now here I you have to be very nonchalant this is where all your confident tonality has to come right

do not do not even give them a shred of Doubt just be as confident as humanly possible and say got it so the way we take you ahead is in Two Steps step Number one there is a fee payment step two there is a one-on-one onboarding call to give you access to everything that we discussed right and I'll personally give you access to this whole system so that you can get started literally tomorrow so from there on we are ready to rock and roll so does that sound good they say yes cool so the investment

to get you to this outcome so the investment to help you start a 10 lakh per month business is just 60,000 Rupees per month what do you think and then shut up and the investment to help you lose the 10 CES weight in the next 3 to 4 months is just 59,000 rupees including GST what do you think and just shut up because you have just asked a question they have to answer do not mumble do not fumble do not OV explain why you are charging the price just say this one thing in one single

go sometimes if you have a skeptic Audience you can also have a guarantee most of the time people don't have a guarantee if you have a guarantee you can also say this so the investment required for you to help you get this outcome is 35,000 plus GST and that covers everything and my bold promise is that if you don't shred at least 10 kgs by the end of this 3 months you get another 3 months of coaching from me absolutely for free and if you still don't get results I'll help I'll refund You the whole

thing so then it becomes very much powerful if you don't have a guarantee you can still sell avoid speaking the guarantee though unless you have a very skeptic audience don't say the guarantee uh if the business that you are working with don't have doesn't have a guarantee then also don't say a guarantee right but most of the time without guarantee you can sell so very very confident it it should you know like it should have That tonality of a doctor right uh have you ever gone to a hospital for any surgery or any sort of

like slightly serious condition my wife recently had a you know food poisoning and stuff and immediately like without even batting an eye the doctor said and and when I asked for the fee payment in the reception count they like sir this will cost you like 10,000 rupees or whatever I don't remember the exact number but they said okay this Will cost you x amount they did not even like budge they did not try to negotiate sir this is this and can you please give us no this is the confidence like they don't care whether the

patient dies or not this is the price that you have to pay right so that's the exact confidence that you need to bring that you know the value of your services and you know how good this is and now he needs you more than anyone Else so how does this confidence comes you say it's like this so V the investment required to help you lose that extra 20 cages of weight in the next 3 to 6 months is just $59,000 plus GST and my bold promise is that if you don't lose at least 10 kgs

in the next 90 days by following my system I will Coach you for another 3 months for free if you still don't get results I'll refund you your whole money what do you think this sort of confidence should Have come because they will sense it the human mind is so good at you know finding the finer details in our body language and our expression which is why the tonality class was really important so here you need to be very very confident and Pitch this whole product right so what do you think and then whatever comes

from their mouth is either yes I'm going to enroll or another objections objections again a lot of people just Over glorify objections they say that if somebody gives an objection they don't want to pay us money no people definitely want the solution to their problem it's just that they want to make sure that they are not putting their hard earned money in a you know in a system that doesn't give them that result so they have that certain concern like you guys must have those concerns as well before buying this product right put yourself into

the same shoes right So you must have certain concerns somebody must have handled those objections for you and there is a certain place for them so don't get discouraged if you get objections just like everything else there is a method to handle these objections and negotiate the right quot for everything which is something that we'll be covering in the next session so as a salesperson sometimes you also need to you know you are required to like Share a proposal especially in B2B scenarios they don't get closed like this you know you probably talk to a

marketing manager that marketing manager need to talk to the CEO that CEO need to get advice from his advisor something like that and then that you get Clos so they need a written document in most of the time so I don't recommend creating like slide deck and whatnot I recommend creating simple proposals to share with them to show you an Example here is what I constitute in a proposal uh so this is a proposal for one of the top coaches in the country right now proposal has these elements now every proposal is different I'll not

give you one template that this works uh I I mean I'll give you a template but that that but when you write The Proposal you'll realize that every single proposal is different in all over the place but ultimately the headlines are pretty much the same in any proposal Right so the headlines are this it should talk about your company if you have a subsidiary product it should talk about that put your case study in the beginning lot of people talk about like hey here we are we are so good we are so bad we have

worked with blah blah blah company instead of that just put like your successful clients list all the biggest case studies in the beginning and then write a little bit about about the company that you are reaching out to This is the four part which is which can be ignored till this point this is like formality part this has nothing to do with the sales but little bit of successful clients and everything definitely helps then this is where the sales starts the challenges what are the challenges that the business faces bullet pointed do not do designs

do not do anything Google doc proposals work the best you don't need anything Google Docs Are so much better because everything is black and white and like I said in any kind of sales situation you don't need to be creative you just need to be clear so Google Docs force you to become clear in fact in Amazon Jeff Bezos have banned presentations because the design of the presentations often distract you from the real value in fact uh the you know leadership in Amazon they required to bring in memos to the meeting like a written document

like six phas seven Phase 10 phas documents bullet point to the meeting because it will force you to write think clearly and write clearly right and the same thing I want to bring to even sales calls so you clearly mentioned in bullet point what are the biggest challenges that the client was facing in this particular client's case inefficient sales team lack of professionalism in sales scaling challenges right because they don't have a lot of sales people what is the aim Building a sales system that keeps bringing results for this person without their direct involvement and

hire a young and coachable team then we give them a proposed solution so what this is a challenge this is a proposed solution again this is the exact transcript is technically a transcript of whatever we discussed in the sales call right now the best part of this is I personally use something called as the fathom notaker it looks something like this so Fathom notaker is completely free it doesn't cost any money and it's free forever apparently uh let me open up and show you the magic that it does I'll log in and and setting up

process a little bit uh critical but I need to log into track yeah uh but you can find some YouTube videos on how to set this up and by the way if you want to join my fathom please feel free to click this link and sign Up um so let's say I want so this was a call that happened yesterday so what fathom does it has an AI thing it not only records the whole call it also gives like the summary of this whole presentation and it also gives the transcript and what I usually do

is I copy the transcript and I go to chat GPT and I paste the transcript understand the following Transcript and summarize it to me I do this and and it's like it goes so beautifully well that it reads this whole thing jant Kumar from Pixel track SJ found founder and CEO of Technology firm and then I'll simply ask chat GPD the questions like what are the challenges faced by this person then then chat GP will give me I'll just copy that part put it in my proposal so simple don't even have to bat an i

there right and they can ask Okay what solution did giant propose to this particular person now the chat itself will give you like all lot of bullet points then copy that put it in the proposal right uh so that's what it is useful for and that's exactly what I did here and then this part was about like written by me how does this system look like whatever system we are selling how does it look like so in my case it's hiring a sales team sales scrip building And training and management what is the scope of

work how exactly are we going to do this and phase by phase so timeline is very important for a proposal what is the timeline of your execution of the program so week one week 2 week five week six so week by week I divide the whole thing and what results they get by the end of this week then I say how will we do it the exact same process just the sales process but written in a very clear way I I'm I'm I Hope that you guys have would have made that correlation right it's just

written in just a nice bullet point way it's easier for some people to understand oneon-one onboarding call there is an account manager once in a week catchup call you'll get this progress report this is a WhatsApp group what is the pricing of the project it's going to be 450,000 plus GST for the free months and then 15% of the cash collected for the subsequent quarters and here is our Service guarantee now this is this guy uh there is one more guy shil same method but here I understood his Facebook ads so here I did not

write a lot of bullet points I actually did some research on his Facebook and Google ads and ped him a marketing thing and here itself I gave them a proposal okay if you put this much ad spend you'll get this result if you put this much ad spend you'll get this result this how the funnel look like or system look like Then scope of work timeline how will we do it pricing of the project same 450,000 that's our package rate and service guarantee if you don't get this result we'll refund you this this amount of

money right so this is how we build the proposal so what I'll do is I'll U maybe I can remove the names and everything and can give you like a template that you guys can use later on so will take me some time but the point is when you have a proposal ready it's Just easy so this proposal calls usually takes a different calls the first call may you do the whole thing from a to zed starting from like information gathering pitching and everything except the price reveal part so instead of price reveal you can

say hey you know what I need to talk to my team to give you the right quotation now that I have your requirements so can we meet tomorrow so that I can have a proposal Al ready with me so when we do this usually people are Willing because they want a custom proposal right so next call me I present the proposal to them and then I tell them hey you know what this is the price and let's see if we can work together and then objection handling happens in the next call so it's called a

two call closing process so instead of a one single call where you're taking from information gathering pitching price reveal objections here you are dividing into two parts information gathering and Pitching price reveal and so prop price reveal and objection in a separate call so and sometimes it also takes three calls because they might need to bring their CEO into one more call B2B calls a little bit longer because the ticket size is very high it's like 5 lakhs six lakhs so that level of deals when you do it's slightly longer term uh sales call process

but eventually close any deals so this is the proposal part of the equation so see you guys next week the Assignment of this session is like pick a coaching Consulting SAS or agency business do an end to endend role play so I'll not ask you to build a proposal or anything but just do the normal role play and put it in the Google form you pick your choice it's a it's an Amazon business it's a restaurant bu restaurant coaching business a SAS product it's an agency your pick pick a product find a person in the

group and do the role play with them okay all right you know what No sales call is perfect and I have no matter M how much I've tried I've seen this one thing that no matter how hard you try people will still throw objections obviously not all people and this is exactly why my sales conversion ratio has been like 20 to 30% always like that means 80 to 70 to 80% people say no to you and that's normal but that doesn't mean we should not learn how exactly to handle objections that's exactly what I've done

in this next part Of the video I have covered how exactly to handle objections like a pro and recover the money that you possibly lost right let's get into the video to watch it so what we are going to learn today is called objections now this is the last phase of our sales conversation always right so if I open that Myro board this [Music] One this is how the typical sales process looks like we did probing we did pitching So today we're going to learn objection handling now there is a certain process to handle any

objection that come your way right and there is you can do it in a much Advanced levels but primarily just following three steps allows you to diffuse any and all objections and this three-step framework I keep using in everything the first step is called agree second step is Called isolate third step is called probe no matter what objection what are objections basically objections are limiting belief so out of the seven belief systems if we missed out on one they get thrown at us as an objection simple as that right now if this thing is a

limiting belief um sometimes what happens is we have to break and build rebuild beliefs we try our best during the sales conversation but many times it's not Possible that way you know so objections get thrown at us so there is a process to handle any objection and that is called agree isolate prob this is the overall framework then we'll go into deeper specific objections right so no matter what uh objection get thrown at you you should start an objection with an agreement statement or acknowledgement statement right so for example if somebody says it's too costly

instead of saying why do you Think it's too costly that's the ideal you know typical sales Guru approach but the reason why we feel like that's not the right way is because it creates a lot of conflict instead of you know conversation so your sales call should be a conversation not a conflict right if somebody say I don't have money you said why don't why don't you have money all of that so it doesn't create like a good vibe so what we do is we agree I get it understood Goa cool these are all acknowledgement

statements you acknowledge that they have an objection it lowers the barrier and then you isolate the real objection what is isolation is money the only thing stopping them from taking action or is there something else right that is that thing is called isolation and finally third thing that we have is called probe once you isolated the right objection now you probe deeper why that objection come why Did that objection come in the first place right to show you an example let's take one of the three scenarios right um uh you know what I let's cover

this one first so agreement statement no problem I understand get it then isolation we just use this one it's like the transition to isolation so let's say somebody says oh I need to think about it okay we said no problem I got it I appreciate that you have your own Thinking process for a second let's just pretend that thinking is out of the equation I mean thinking aside what do you feel about the process though do you feel like ultimately this is what you need to get to 10 lakhs a month so we are kind

of isolating around is this the only thing stopping you from being less than 100% certain is there something else and then we kind of go deeper I mean I'll it'll be better if I just show You like in the real world but let's say we say so this is finances right for example if they if they have mentioned like money objection then use this you know what I just go to a real world scenario how it looks like let's start with uh Financial objection right so let's say somebody says uh it's too expensive okay then

what we do is I get it but money is side is there anything stopping you from being less than 100% Certain is that the only thing what do you feel about the process though so we need to get out the real objection sometimes money is not the real objection because everybody has money right and then what do you feel about the process do do you feel that this is ultimately what is going to take to get to a certain level they'll give a particular answer then you do the probing part right uh let's say money

was the only thing then you say cool so That means you are not in a whether I should do it in a place so you're not in a place where you're considering whether you should do it or not or rather you are in a place where uh rather you are in a place where um you just need to make the money work right just arranging the money right they say yes gotcha so then we offer them an Emi do you have a credit card can we present some sort of an Emi Option break the the

money down into multiple Parts this is how money objection works so that's about it now let me show you different different types of objection that comes now also there is a thing that have understood that there are two types of major objection one is a real objection and another one is a non-real objection a real objection is something about your product the deliverability of the Product the results that the product can show all of that however what happens is you know if the real objection comes you should be happy because it shows that they are

interested in getting the result it shows the commitment and most often than not when there is a real objection coming people end up getting closed but if a non-real objection comes real objection is like how many weeks of training do I get how will the placement process look like uh what are the terms And conditions if I don't if I get fired can I get back to the placement system again this is the real objection about the product non-real objections are basically we do not have basis like for example oh the price is too high

so what that's my price right or let's say we talk about um um let me talk to my partner I mean if you are in charge then why is if your partner is in charge then why is he not here that's that third one is let me Think about it I mean come on who needs to think about stuff like that right so there are three different types of objections that come let me show you one by one how exactly we diffuse these objection I'm sorry somebody at the door I'll just get it yo sorry

what is happening M chatting with some girl he's smiling is chatting cool uh um sorry I'm s of low On energy today okay now let's talk about different different objections first thing first the partner objection right spouse or business partner or whatever now sometimes people say oh I need to talk to my wife right and that is definitely an objection that we need to handle so we give them two option again agree right I get it so apart from Talking your part talking to your partner what Do you feel about the process though so isolate

into that what do you feel about the process specifically do you feel like this is ultimately what you need I mean what do you think is there anything keeping you from being 100% certain if they say no no no I just need to talk to my partner that's it then you go into the probing part so the way we probe down into partner objection is by stating this so is it a respect thing where you just need to tell them and Just get onboarded or do you absolutely need the permission that means you don't have

any authority over taking this decision it hurts their ego a little bit right sometimes there oh just a respect thing cool man so I mean just a respect thing how long do you think you need to talk to them H by today evening go so why don't I just book a call for you with a small deposit and in the evening you can come in and you can join us simple right so then you take like a Deposit and then you close this particular de more fun not but if they say no no I need

their uh presence absolutely otherwise it will not be possible then we go ahead and Patch something like C man so I mean is he on the phone I mean can can you bring him on the zoom call right away so that we all of us can have educated discussion and you don't have to pitch him anything I'll be convincing them so you reduce the burden on those let's say they still Say oh it's not possible I have to talk to them personally later then you have no other choice right in that particular case you reschedule

the call first and then tell them look mosome this conversation with your brother or your wife or whatever right we'll go two ways one either you can say oh you know what I always wanted to become a remote closer and you know there is this guy who is charging 35,000 what do you think that's option number one and option Number two you can sit with your brother side by side and tell them you know what we spend all that $2 $3,000 in that particular company and I still didn't get results well I found some body

in India who is doing the same thing and virtually guaranteeing our results as they give our money back um and and you know I really feel like they have a good Network to get us placed and I really want to buy in but before I join in I just need your Emotional support and your buying so that I can get into this confidently I'll promise that I'll make it work which one do you think will work the best for you so we basically insert a script into their mind on how do you how do they

go ahead and do this right right so this way what happens is they now know what to talk otherwise normally when people say let's join you know this is the guy usually the partner is not convinced this where the partners Is you know usually convinced and what we do specifically in these terms is like we re shedule the call we tell them okay why don't we like get on a call with your partner this Monday and just bring him on a call with me and let me talk to him if there is an issue or

do you think there is any other issue apart from this then another real objection might come but most of the time doesn't come and what we do is like we schedule the meeting and bring the partner on the Call and do you know kind of the proving again that's a separate thing when the partner is on the call what we specifically do is that we go ahead and uh basically pull out the questions you know let's say moit and sorry mosam and gonzilla are brothers I and partners and all I would say so gunzel um

moit told me that or let's say mosam told me that he was going through so XYZ problem um do you agree with him no and what how does it affect your Situation does it feel like this is what you needed right so we kind of do this sort of a thing so that uh both of these guys are aligned on the problem I don't do as much deep of a problem and then I pitch anyways most of the time what if one guy is sold he will sell the other guy easily not like a big

deal right so this is how you handle partner objection so what do we do uh apart from this is there isn't there Is there isn't anything else keeping you from being less than 100% certain right awesome so just hypothetically if your partner was in this call I believe in you and said that it's best for us and our business will be 100% n they say yes cool okay we also do a little bit of information gathering I forgot about this just for clarity say is this a respect thing where no matter what you're going to

do regardless you just want to let her know beforehand you know Out of respect or do you need to take that permission because ultimately it's not your sole decision to make whatever and then you go a little bit deeper what do you think they will say about this thing though do they agree that you're facing this problem what do you think they will say about us do they know that you are in this call we go a little bit deeper there and then we do this Clarity and contrast thing you say hey I appreciate you

being so open and honest So look this conversation can go two ways it can be like hey arushi I know you have you know you that business of mine that I spent a lot of Toney turn of money on uh only to give us like constant up and down in stress well I hopped on a call with this guy I met on the internet who might be able to help us and it's two Ls what do you think here are the details or it can be conversation where you sit down and tell her confidently that

hey arushi I know Have let you down in this business and I know that despite all of that you are you know supported me every step to this point and I want to let you know that I've decided and I've committed to Growing this to where it should and be already and have found someone to help us get there but before how I move forward I want to get your emotional support and buy so that I know that we are in this together then I come back to the client after this particular thing So let

me ask you which one of these two guys do you think is going to convince their partner that's obviously number two like obviously because you're not certain about this and then she's not going to be either neither should she be because with scenario number one you are not certain so look the real question is when you go to talk to your partner which one is this two guys are you going to be let's say the second sure because if there is anything that is keeping you From being less than 100% certain that this is what

you want to do let me know and we can talk about that so again we are doing one more layer of probing at this point right so this is there uncertainty which is like again I just want to think about it got it I appreciate you having your own thinking process now at this point what we do is we book another call another meeting basically we tell them that hey Um know uh let me pull out my calendar and have you book a specific time slot so that you don't have me okay we say not

just so that sorry I'm sleeping off uncertainty it says I just want to think about it then you can say agree which is like coach I appreciate you having your own thinking process now just so that I can stay organized from my end what time frame are you looking at to think through this and get back at me back to me so not not at me they'll say 3 days 4 Days whatever like cool so what I can do is I can pull my calendar and have you book a specific time slot with me so

that you don't have to chase me down and vice versa so would you be opposed to ours meeting on next uh Friday at 600 p.m. since you mentioned that you need this much and then they say yes so send them a mail can you quickly check your Google calendars and see if you got an invite for this day say okay I got it so can you mark yes so that it's confirmed So done and then act as if you're know leaving the meeting room room and they say oh wait before I go what is it

that you wanted to go over in your mind just so that I know I know what questions you have for me later it can help you with a proper game plan in the next call and in the meantime I can also pull out some resources that you can use for free like that I have not written it here but I usually give them throw them like a open loop I tell them like I'll also give you Some resources that I'll share with you that you can use for free so then he has an interest to

come on the call next as well right and then you got disarmed and then you'll find the real objection whatever they say at this point will be a real objection oh yeah you know what honestly it's the money thing I don't have the money to pay you right now gosh I appreciate this honesty man I like that you may or may not have the funds funds aside though what do you feel About the process specifically you feel this is working for you they'll say yes so you're not in a whether I should do it on

do it or not in a place in a place like that or like you're in a place where I'm more like how can I do this thing and it's just a matter of making money work right they say yes awesome so you know what I should do um why don't we talk about how can we work on the funds part are you open to that they say yes got it how Much money can you arrange right now that's called the open wallet thing how much money can you arrange right now they say let's say out

of 2 LS I can pull out 50,000 Rupees watch man can we do like a two-part split like you can put down 2,000 now and the rest we you can start probably next month or let's say you can say you have a credit card can we put down some Emi options so that way you can arrange some money uh you know pull out the money so this is how You handle the money objections so these are the three types of objection majority of the time that you get if it is a technical observation objection about

the product you already would have product knowledge by then so it'll be easy for you to know close but if it is a you have to say if it is um you know non-real objection like this you have to follow this particular script and the script is already there in the closing process document right Now assignment for you obviously to a role play covering all the 35 objections so by the way ad what he has done is like he has created like 35 objections it's the same thing but U there is like a way to

handle this objection as well and I would like you guys I not not 35 let's change it just do three observation it's fine not a problem just do these three objections and memorize this 35 because it'll become like a 1 hour long call otherwise right so do a Role play scenario where the other party throws objections like I'll think about it this is the money it's too expensive I'll need to talk to my partner thing and then do a a role play submit that and in the Google form right so that's about it what questions

do you guys have for me so in the document itself like in the last like 33 or 34th objection so there's just mention like I don't want to go into depth or like what like Objection so there I didn't get the clarity of like how exactly do we Sol that object which one uh last 33 objection or 34th the exact number this out oh I don't want to get into debt right so that's a very good objection to throw like a lot of people say oh I don't want to mess up my credit lines to

get this right so this Objection usually comes if the cost of inaction is not proved properly I mean if you already know that staying in the current situation is worse then probably they should not come because you can always get into debt right so a lot of people actually throw this objection I think it was it's incomplete actually but okay now what we do I appreciate you taking care of this credit line thing but uh apart from you know using a credit line to arrange money for this is There anything else stopping you from being

100% certain what do you feel about the process obviously don't repeat it all the time but let's say this is the first objection right and then they say oh no I'm 100% in I just don't want to use my credit card oh I get it however let me ask you this thing gonzil so you mentioned that this problem is causing you ABC thing it's making you feel XYZ um so what would happen if we don't Solve this problem at all let's say because money is not there so let's just postpone this objection this particular situation

for another 6 months what do you think happen 6 months down the line so we Prov down on that and they share like either a good thing or a bad thing usually they say kind of a medium thing to escape the situation we say I get it but say this doesn't happen what else because it has not happened consistently so somebody says Oh by in By 6 months if I work hard then uh I'll probably get results go you man thanks a lot for that what happened in the last 6 months did you get any

result they'll say no what are the chances that you'll get good results in the next 6 months no are you willing to take that risk to stay in the situation constantly in this pain keep hunting for solution and not get any results they'll say ABC then I say you know what as much of a Robert kosaki fan or like whatever Financial Influencer who says like don't get out of debt that I am however something I've observed that if you could know make it work financially with the credit line this will also kind of help you

move things faster with our guidance and this way you could probably solve the problem faster and make all of that money back in the next 6 months which is technically not a risk if you don't get results anyways you don't have to pay us anything you get the full refund so do You think it's still a bad deal we have to prob down on that basically cost of inaction and we have to throw in guarantees that's all yes okay and also like uh lot sometimes I like get I like already have three four courses already

with me I would like to like finish these first and then yeah your program is super awesome like I love everything about it but I already have like what three four courses already I want to complete them First and then maybe join your program so then I like ask them okay how how many how much time would it take for you to complete they like say probably one so this problem objection arises because you have not asked the efforts question see after doubt there is a section right so have you taken any other program help

you out with so and so they'll say oh yes that's that's when they should be doing some honesty uh let's say they said we have so and so program and then You could have probed deeper saying that so you know if you have all this program why are you talking to me what are the you know what what is good and what is not good in those programs so if you hold on to that and hold them accountable to that particular statement what happens says later on this objection doesn't come let's say this objection came

because you missed out on that let's say he was not honest that time right what you can do is like Gotcha man so you mentioned you have all these programs left so why are you here talking to me oh I was just curious about so and so really is this what you do keep hoping on calls and be curious like this no no no I was actually going through the problem and this program that you are going through has it helped in any way I mean if it has then what made you concerned about a

solution like no I was looking if I could get them get the results faster yeah exactly right so Would you get any results in the next 6 months while you're completing the program no so what if I told you this that by implementing this system you can probably get your first High ticket clients in the next 6 weeks while you are continuing that other program so do you think you need results faster or are you someone who just keeps delaying results so that you know and keep delaying the money that you could possibly attract so

that's the Way I would kind of do it uh instead of telling them how long it will be like why question at this point because they're not sold if they say there is another program they are basically comparing you with that program so they have to be so basically mostly comes into like Setter and like initial calls because other we actually try to you know understand the situation and everything close process so that's why it's like ah then Make a promise to them so you have to like throw in like a curve not curve like

an open loop and then open loop will be closed in the sales call so how it will go as a Setter is like let's oh we already have a program that is going a man thanks a lot so what's uh I mean what made you book call with us you know AA and if you're going through this program I mean I mean do you keep hoping on calls like this or are you somebody who is dedicatedly working on something No no no I was curious this is is the problem that I'm facing Goa um and

in this program how long have you been in this program okay let's say 2 months have you gotten any results in two months they'll say yes or no they say they say no more likely right and like so what if we could get your first High ticket client in the next 4 to 6 weeks is that something that You' be interested in because honestly bro if you have not closed any clients For 2 months now I think something needs to change what do you what are your thoughts and can you really wait for another four

months to get some results or do you want to get things done faster that's a faster cool so what I can do is I can assign you with one of our Consultants they can try and help you out so speed you can play a lot and something I've observed dude you can use speed like anything if the program actually delivers speed that that's There if the program actually deliver speed then you can use speed as like a mo to book any number of calls and close any number of deals like for me literally like people

come and throw me like one of my competitor is penov people come and say like penov has more credibility than you they are in the market for longer than you I'm like great awesome by the way they take about a month to finalize one vssl script we build the entire in and funnel in 5 Days and then people just go silent so is it okay for you to wait for like a month and then start ad campaign then build the vsl and then you know then hope and pray to see results or do you want

to start with the imperfect vssl that you can cook out in like less than a week and you can test fail faster so that you know what is working what is not working what do you think then people are usually sold majority of them speed comes to my Rescue mostly I feel objections are like of two types one where like probe a lot right just just as need to think my partner I'll think about it and there are these like these types of objection where we actually making them think about the situation and we are

not probing at all courses part we are not probing anything what is the course what is the outcome anything we are just telling about ourselves so like how do we determine like which one would be Like a probing W and which one would be like a uh see that agree isolate probe if you just stick to that uh probe is common everywhere so the three objection that I gave you it is post sales call mostly right but let's say it is setting call where sales has not been done yet majority of the time you have

to prove and find out why that objection is objection why basically why is this guy in the call and bring out that pain as Much as possible in sales call majority of the times these objections don't come proving Val most of because everything is answered in the in the script so this usually doesn't come uh even if it comes you can handle it the same way like we do but outside of Partner money or uncertainty it's like why even this why should this objection even come in the first place like literally there was an objection

was like uh I know you know if I make all this money how would I manage My taxes I'm like bro is that is that even a concern so funny funny stuff that keeps happening what do you do in those cases right cool anything else bro like wanted to ask so when they like see the systems or they have like understood a lot about it or sometimes they have already been trying a little bit from themselves as well so they say like yeah like I understand your whole process and everything like I want to Like

first try it by myself for like two to three months see how it goes for me so it will be like better for me since I've already tried it and then you know when we start I can achieve results faster because IIT when doubt is not done is it through is it coming on setting calls or is it coming through uh the closing calls mostly like setting closing calls may like rarely it comes but yeah doubt question is already done because know What's stopping you from getting this result solving this on your own and even

when you're setting kind of you have to do that probing part first 30 minutes you have to do a crisper version of that on the setting most of the time so when you ask like what's the challenge cool man so what's stopping you from getting this result and why can't you I mean you sound like a smart guy I mean what's stopping you from getting it done and then it can either be like I don't have Time I don't have money I don't know most of the time they say I don't know the moment they

say I don't know cool I know a consultant who can help you out right because in setting calls bro you're not selling them the stuff in setting call We are booking them with a partner and then we are telling them that hey if you like what you saw then feel free to come in if you don't you know there is no obligation for you but at least you learn something so that's The way we do it but question prob have to do that so that's very important and people when they see this um there is

one way to handle this objection but I'm not sure if this is the most compliant way uh but the best way to see doubt is just sing like hey you know if you watched this video why why haven't you you know done it yet is basically what we ask but more often than not we just play on that uh card where we say like know they say or let Me do it on on my own we just try to avoid it by asking that paino and then tell them what is stopping you from doing it

on your own that seeds doubt and that gets the done that's what I'm think cool V uh so most of the time I get an objection like we have been also seeing other agencies and at that time my response would be like got it man I understand that you have been touched With other agencies it's great that you are exploring other options as well so that's where then I pitch I mean I won't actually pitch I would I would rather say like what set support is uh like our USB and all and we believe in

our expertise so could you could you share what specific area or concern you have I mean is it the right approach or do we need to no good so when so first things first this should not even come this is on the sales call Right unmute sorry yeah yeah this objection comes on a sales call this mostly comes from dpq side I mean not dpq I mean during the sales call or the setting call or like what when do you get this objection Discovery call actually I mean it's a closing thing only closing call yeah

yeah gota so when it is a disc Discovery call obviously everyone says like every goddamn company says like you know we're talking with Other vendors right then we're like Goa man did you find anyone good and then I stop and then I'll just wait for their answer there was one company that did it with me they said that hey we are also talking to a few other vendors we'll let you know because pitching has not happened and they wanted to just you know show their Authority so I would just said like okay cool man that's

awesome so did you like any one of those agencies though so what Exactly did you like about them what do you feel is missing that that because of which you're still talking to me I mean if you liked someone clearly you could have hired them now I got everything that I wanted which I'll present in my proposal and present it as like a solution that they want so that's the right way of doing it don't tell them why you are good because how can you compare yourself with somebody that you have not seen yeah Yeah

I mean initially we used to do that so that's when they agreed to us and during the second call they was like that yeah we unfortunately moved to another agency they will say exactly that because you don't have the the data right you point you don't know how they are better than you right so your job is to know how they are better than you so did you like any one of those so what did you not like about them that you are you not talking to me and then they'll Say oh I was looking

at other people who will do it for cheaper really do you always keep finding cheap stuff or do you think somebody who can help you in the right quality in the right speed got it we we share that and then when we share that then like cool so what did you like about them what did you not like about them whatever answer they give that comes that becomes a part of our proposal Simple right yeah that's about it anything else no no this is the only thing I cool guys go ahead and submit your applications

anything else [Music] gonzil all good byebye all right all right we are pretty much done with the whole video I have covered uh you know how do you handle your tone how do you ask the right questions to uncover your prospects Deepest darkest desires how do you pitch your product so that they can't say no and how exactly to handle objections in case they do but that's not the entire sales process the entire sales process has too many variable but this is how a typical sales call goes now the whole sales process actually starts from

branding then marketing kind of know selling your prospect subtly through visuals over social media and then they get on a call that's when a human Explains how exactly our programs and everything uh you know how do they look like right and then post sales there is a whole new section on delivery onboarding so many things that could happen in a business however I hope this particular whole uh 3 4 Hour whatever long video has helped you understand the integrities of a sales conversation how it goes and I hope it has given you a fair idea

on how do these high ticket sales scenarios work now if it has Helped it now if it has helped you then all I want you to do is comment something that you really liked in this video maybe comment the top three learnings from this video it will really help me uh get a fair idea about you know how much this video has added value to your life so that I can create more such videos so all you have to do is comment below like and share this video with your best friends who want to learn

this particular skill and if you want to Work with me I know help me you know let me help you kind of improve your sales skills help you close better work with my company now all you got to do I have dropped like a link uh below this particular video where you can book in a call and uh you know we can have a conversation with my team and see how we can come in and help right so thank you very much for watching and see you in the next video