I took 3000 sales calls to learn THIS...

between me and my company I've trained over 3,000 plus sales teams in the past 5 years and also built six eight bigger sales teams internally for companies that I've owned and one of the biggest mistakes I see closers and sales teams make time and time again is really closing what happens at the very end of the call so this video is going to really be a process of how to handle that last 10% of the call and a lot of times this could be the 10% that will really give you 90% of your results so

let's dive in I've said in previous presentation going from a bad sales team to a good sales team is really about having the fundamental and the basics down so having a good offer good lead quality and also uh validating that yourself so you've closed the lead yourself you validated the marketing you validated the offer to cold traffic so on and so forth it's also about nailing Discovery so having an accurate diagnosis of current desire situation and essentially what is the actual Gap that the prospect has and also I teach the seven beliefs there's other videos

on this channel but pay down cost desire money support trust we really want to nail that out the discovery then finally the pitch okay we want to make sure that the prospect has full clarity and certainty that this is the right thing now is the right time and the way we want to explain the pitch is really it needs to be the simultaneous explanation why everything they try in the past is failed and why this is going to be different so if you think about somebody like Russell Brunson when he pitches clickfunnels way back in

let's say 2014 to 17 era when it was first coming out and he's really hitting traction the standard back then wasn't funnels the standard in the status quo was getting traffic to let's say your website and he made a good pitch about how a website is really just a glorified business card and the best most effective way to be able to Jer new Sales Online is through sales funnels and so that was a great example if if you watch some of his sales pitches it's really the simultaneous explanation of why the status quo websites don't

work and the problems with that and getting traffic to that why it doesn't convert as well and why funnels are going to be different and the only way to do that is through clickfunnels so with whatever you're pitching you always want to make sure it's really the simultaneous explanation of why everything they tried in the past has failed this is going to be different if it's the ketogenic diet you haven't lost weight in the past because you're eating carbohydrates that ra raises insulin resistant that keeps you out of a fat burning Zone and when we

get you in a state of ketosis you're in a fat burning Zone and then your insulin comes down and you can actually lose weight right that might not be scien typically correct but that is how they pitch the ketogenic diet so hopefully that makes sense but that's not really the point of this presentation CU those fundamentals that I just went over that's really like the fundamentals of getting to not a good sales team they just good okay just okay but going from good to Great is really about closing more of The Fringe deals and so

the way I like to explain The Fringe deals concept is essentially there's there's 10 to 20% of deals in any pipeline they're going to be laydowns there's another 10 to 20% of deals that are unclosable let's say right but the 60 to 80% that's in between that those are deals that could close but usually don't close or if they do close it's because the salesperson actually did their job right the sale they needed a phenomenal sales effort to get those across the line and really the key to unlocking more of those Fringe deals is is

the closing ability and what happens at the end of the call and most closers just have no process at the end of the call which is what I want to get to next this is the biggest mistake I see is closers who get to the end of the call they have a like think about it this way they have a process for Discovery they have a process for the pitch right they do the same thing almost every single time on the same call but then when they get to the end they have no process and

they just break down and then a lot of times because they have no process and they're sort of hoping that the person is going to close what happens is is when the person gives them a little bit of resistance they get emotionally triggered their bandwidth comes down and then just completely fall apart they overpromise oversell they give greasy payments and they just get needy and they're just a mess they don't hold strong at the end of the call so the same way you have a process for Discovery let's say you need a process essentially for

the end of the call and that's exactly what this video is going to be about the other key mental thing is you have to instill the expectation and the anticipation in your sales team that they're always going to get objections right so instead of like the timeline of the call being essentially okay you know I'm going to pitch I'm G to price drop and then they're going to buy and that is the end of the call right you need to almost extend the closer expectation anticipation of every single call on a price drop get one

or two objections handle them and then close 15 minutes later and then stay in pocket and stay in the process because when they get their hopes up after spending 50 minutes with somebody then they get that first sense of resistance after the price drop that's when they get triggered they fall apart but if you could prepare for and and really anticipate what those objections are and you have a process for it so you're still in process in the call then you can stay centered you can work through those things and then get the close and

the funny thing is is the more you really anticipate and prepare for and expect and almost want the objections from the prospect unless you get them right so once you can nail that thing down mentally it actually works out quite well so with all that being said let's get into from some brainwork and scripting so from a high level U from a high level and you can see this on the screen there's the call framework so we start the call with the intro that's report and frame The Call Etc pretty basic that's not going to

be for this video then we have the discovery all right so that's where we ask questions Etc again I have other trainings on that not for this video then we have the transition so the transition is exactly what it sounds like the transition from information gathering asking questions to actually pitching the services okay so the big thing and why we have a whole phase for transition is some closers they'll essentially you know be asking questions asking questions asking questions now all a sudden like the prospects in the pitch we need to kind of make a

clear division for that to where we can let them know the fact finding is over that we can help maybe share a case study or two give them some highle insight and then get them to ask us to pitch them so again I have other trainings on that on the channel then we get into the pitch which again I think as I'm I'm recording this that was my last video on the channel so how to pitch properly and then we get into what this what this video is going to cover which is essentially the committing

phase and the objections phase each have three parts commit phase has questions small temp what's next we'll cover what that means in a second objections has three phases which is the price drop pacing the first objection and then isolator handle with Logistics okay so let's cover from again if you look at my screen we're covering from the top of the committing phase so just imagine that we pitched all right so we've pitched and essentially we've given the three to four main aspects of our program like if you watched the video before you know that I

teach like come up with three four pillars so we've explained those pillars of what we do in the deliverables Etc so we're kind of finished all right so we finish off by giving a quick recap so so so basically that's it there's one there's there's you know pillar one pillar two pillar three pillar four then here's how the delivery works now in terms of what we just covered what questions do you have about those four things specifically okay so what's key is you have to see this in a way where it's what questions four things

specifically you have to kind of direct the questions because if you just say what questions do you have they're going to ask about the price okay which is not necessarily bad but we want to know again what questions they have about what we just went over because essentially what we want to do before we get into the price and you'll see kind of how this works in a second this is the whole committing phase objective is we want to get them 100% certain that this is the right thing and now is the right time and

bought into the process right money and everything aside do they want to do the plan do they get the plan are they invested in the plan that's what we have to build first everything else can come later okay so now when we say what questions you have about these four things specifically they're going to they're going to ask a question all right so any type of question they ask here's how you handle it you need to clarify the question before answering it answer it briefly end with great question what else what are the questions okay

so I'll give you an example let's say they say do you guys do group coaching you say uh well there's elements of what we do where we bring clients all together but just so I can answer the question effectively um is there a specific thing you're looking for a specific reason why you're asking that question and then what they might say is and you might not have thought this they might say is well like I hate group coaching I don't want to a part of a group coaching program I've done a ton of that you

know the last one I did there were two calls a week there was 100 people on each call so I never got my question answered it was just a mess so now you see how you thought it was an innocent question do you do group coaching right and if and if your program let's say is a service and it's one-on-one but there's there's group coaching in it too is just like a bonus you might have said yes but then they think they just categorize it oh it's a you know chorus group coaching I'm out right

so then now you know they would have given you all this resistance and now they're like out and you kind of got to get them back in by clarifying the question before you answer it what happens is is essentially you know what the actual question you know the question behind the question and you see if there's any hidden objections uh of why they're asking okay and what's nice is also when you clarify the question before answering it it sets you up to answer it briefly in one word or even one to two sentences okay so

in this case they give that whole spiel about how they hate group coaching and I'm like oh no no no no the majority of what we do is one-onone and also you know we're doing it for you because it's a service now in a few key area Specialties we do have some group calls but there's never more than 10 people on the call so you're in and out and within 20 minutes but great question what else what are the questions so see how has a brief response to what a lot of closers will do is

they they they don't even clarify it the person asks and then they get into a huge long spee it's like you know 2 minutes long about stuff and it doesn't even answer the question or it just brings up more objections and it's just a mess okay and then the prospect gets confused or overwhelmed or information overload they don't buy okay so answer briefly now the last part one else one of the questions you know it's taught a lot in sales that you answer the question and shut up and then just wait for them to ask

the next question and then pull from you what they need the issue with that is the person asking the questions is in control of the call so this little phrase actually keeps you control what else what are the questions what else what are the questions I just keep repeating that great question what else what else what are the questions and eventually when they're like no questions then I can move on to the next phase if uh you know they start asking you questions and pulling and pulling and pulling and pulling pulling a lot of times

it kind of veers off uh you know you know I'm not a a huge fan of Jordan bord sales trading but there is some good aspects to it he has the straight line it's it you know is a good analogy if if they start asking the questions it kind of veers it off now you do need to get them to ask questions question so they understand what's going on while you keep in control that little phrase what else what are the questions it kind of keeps you in control all right and you'll see how that

is a nice transition into what we're going to do later now let me just give you one more example like so for us we place Setters within companies and salespeople and you know sales managers but a lot of people reach out for Setters so a lot a common question we might get and this is more logistical all right is they might say you know so how does the set thing work do we work for do do they work for you do do they work for us is a 1099 is a W2 and how do you

pay him is it commission only you know whatever and so and they'll kind of like soup together a bunch of stuff and you don't really know what they asked right and it's like okay I can understand you're confused when it comes to Setters but I don't really know the question you asked so you want to clarify the question before you answer it so what you would say to that blurb of a soup of question is gotcha so if I'm understanding you correctly you're wondering number one who do the centers work for me and me or

you how do you actually contract them 1099 or W2 and and how do you pay them is that accurate yes okay great so they work for you $10.99 is what we recommend but you can do whatever you want I recommend 1099 and then here's the com structure XYZ we recommend because it can be different for each client that we're talking to a lot of times so you see how that was a clean response what a lot of people would do in that instance is oh yeah you know and then like they don't even know what

quite the question was and then they just start blurbing and saying and just going on this long spiel about God knows what okay so again they ask the questions what else worth the question what else worth the question Etc eventually they're like hey I have no other questions then you say perfect well based on what we covered do you feel like this is what you need to insert the outcome all right this is what I call a small temp because the hard temp the the heavy temp check is later but this just kind of like

assures that we're on the same page because if you get anything other than a yes here it's not good okay like if you get anything other than a definitive yes like we haven't even talked about the price yet so like if they're not saying yes right now they're not going to say yes later so this just gives you an opportunity to kind of like you know get the green light to move forward all right so now we're getting in some better stuff now transition to the price after they say they have no questions and then

I do the small attemp and they're like no I feel like it's 100% what I'm looking for then I kind of just summarize with this sentence I say cool so you have no questions you feel like it's what you need so what's next where do you want to go from here and they're going to be like well you know either they be like you tell me or okay how do I get started or the price and then you just kind of go right into the price right so oh yeah so the investment for just blank

is just blank right the investment for these deliverables is just this person and then you know I sit there with some silence I'm not this you know don't what what you don't want to do in this case is like what's taught a lot of time I out there is like don't speak until they speak and okay great like I do agree that you need to pause but if it gets to like 5 six seven 8 seconds I I just toss them a what are your thoughts or how do you feel right so then then I

know I come kind of letting them know it's it's your turn to speak what you don't want to do obviously and where the silence kind of thing comes from is you don't want to give the price and then kind of just like start talking a whole done you don't want to do that right you you need to let them know like that's it you know and so that kind of is a clear section to the next phase so objections right so before we get into the actual scripting all right I need to uh categorize different

objections you're going to get so there's three groups of objections there's uncertainty based objections support uh based objections and financial so let's actually cover Financial first and work backwards because uncertainty is the hardest to understand but the others are easy so Financial is not like oh I just think it's too much money or I you know I just think it's out of my price range Financial is like I 100% want to do this I just don't know how I'm going to make this financially or I have to move money around but I 100% want to

do this I need some payments to come in I I need some invoices to clear but I do want to do this so if Financial it's a logistic okay it means they really want to do it they are certain that this is the right thing now's the right time but it's literally just a like a logistic we have to navigate same thing with support support is I 100% want to do it but I need to check with somebody else whether that's board spouse partner team Etc it could be above below side to side right could

be any of those but for whatever reason they got to check with somebody else but they this person on the call even if it's a 50-50 partner situation this person on the call wants to do it okay anything that is not those two things is uncertainty right uncertainty is anything that's keeping them from being less than 100% certain that this is the right thing now's the right time see there's a billion different ways to categorize different objections like some people do it in five ways seven ways some people will do it like there's solution based

objections then there's timing based objections and there's identity based objections you know and a lot of that stuff like I get it and it's cool and like I'm not saying what they're saying is wrong but I just find for most people who um are trying to learn sales or even get to a really high level to get to a high level like this is the easiest thing to grasp and the best way to simplify it so I box uncertainty in with everything right uncertainty could be like I don't know if the value is there I

need to think about it this is a next quarter thing um I don't know if now is the right time um I need to do some research I need to talk do some clients I need to do due diligence uh anything like that and it could also be the financial Financial or support smoke screens like I don't know I need to talk to my partner so like it could be in a way a partner one until you isolate that and see if they're sold right so the key is is and this is what was really

really important about this why I created this framework is on calls the especially after price drop your number one objection is first to see if this person is sold and when I say sold I don't mean they're paying you right I mean sold on the idea do they think this is the right thing now is the right time irrespective of whatever the other logistics are out there do they want to 100% eing do this right and so or if not what is keeping you from being less than 100% certain that this is what you want

to do and that's how we isolate it out okay so if you think about it as like a reverse pyramid the top is we have to knock down the uncertainty thing first we have to have to have to get that down once there so and this person's on our side they want to do it then it's just about us us together on the same side of the table navigating Logistics to get them to do it this is just much easier I find when you're teaching closers to categorize the objections CU sure there's a billion different

ways to categorize it and c and you know certainly how you might handle I want to think about it might be a little bit different than I want to do some research you can create some Advanced things for that that's great okay or what if it doesn't work for me but I think if you just have this kind of met framework down you're never going to be lost and you'll see as we get into the scripting it's always number one making sure they're 100% certain number two then navigating Logistics okay so what I see as

a mistake is somebody will say okay this sounds good I just need to talk to my spouse and then the closer starts navigating all the spousal stuff without first seeing like but is this person sold that I'm talking to are they 100% certain that this is the right thing that was the right time okay so in other words to wrap it up we have to first address do you 100% believe this is going to work and this is 100% what you want to do all right so we'll see how this kind of like plays out

in a second all right so here's how the scripting would happen the investment is just blank for blank right so the investment for these deliverables is just 10K whatever you're going to say two things will happen now all right now they inv just ask some questions right in that case same framework as before clarify answer what else were are the questions now eventually um they will give you an objection or if they're kind of like not giving you an objection then you still just hard temp all right I'll just give you some scripting so it

makes sense Prospect says well this sounds great can you send this over to me so I can think about it and get back to you next week you would say no problem before we get to any of that how do you feel like you mentioned you want to scale your business to 100 Grand a month do you feel like this is 100% what you need to be able to get there okay you need to ask this in a way that's assertive and commands honesty what you don't want is yeah I mean you feel like this

is kind of you're looking for do you feel like uh do you feel pretty good about this like you can't do that you have to like I uh purposely use that language 100% do you feel like this is 100% what you need to be able to get there okay like that's an answer that they can't kind of weasel the way out of they got to like give you a direct and honest answer because it's so definitive right and what we're looking for again is a definitive answer so we're direct so we get one that's what

we want you don't want to be passive you want to I tell my closers you want to command and honesty right a lot about what I'm doing here is I'm not being this overbearing like mean guy on the calls or anything I'm just showing up in a way in a frame that commands honesty so if you get any wishy-washiness what you want to do is double down you want to say got it but what I'm really trying to understand is like do you want to do this like do you feel like this is 100% going

to work and this is what you want to do it's like they can't they got to give you kind of like a real answer there they can't kind of yeah yeah you know let me think about it you know it's like I understand you want to think about it but I'm asking you like how do you feel like what does your gut say right now you see like that's the kind of thing i' be going for there all right and I'm not pressuring them to do anything I'm not pressuring them to close right down I'm

just trying to get them to be honest with being about like how do they feel do they feel like this is 100% what they want to do easy so two things are going to happen here um two things will happen if this is done properly they tell you a concern or they're going to be like no I 100% want to do it I just got a blank all right great so if they tell you a concern or an objection really you isolate it address it retie down okay it's like looping because it's like a loop

right so it's like now we have the objection we got to kind of isolate it address it retie down that we can keep going all right um now if they 100% want to do it then we just navigate the logistic or I mean if there's no logistic we just assume the close right so I'm going to give you a bunch of examples so you can see how this happens okay example number one well this sounds great I mean I need to think about it so can you send this all over to me in an email

so sales person says no problem so just so I can be clear like how do you feel in terms of getting your business to 100 Grand a month do you feel like this is 100% what you need to be able to get there and this is 100% going to work Prospect says no no no I do I really like this you know I just don't make decisions on the first call that's kind of how I am but I really like this then you say well no issue at all like I'm totally good with you sleeping

on it so just to clarify if we schedule a time tomorrow and you wake up tomorrow feeling the same exact way you feel right now then we're 100% processing the payment moving forward okay see how that now I'm isolating it and I'm getting the tie down and I know how they feel like I know if they're sold or not that's what I'm going for because really this is the this is why I call this like the 10% that drives 90% of the results if I can get this person over the moon excited and sold that

they need this almost everything else kind of works itself out like if they got to go convince a spouse it's easier for them to do it from that mindset same thing with a partner if they got to go move money around or get created with finances it's obviously better if they're like over the moon 110% sold if they're 90% there once they start moving money around or trying to get creative doubt Creeps in and then they have desire fatigue they don't do it so we have to get them sold not sold like paying you sold

on the product right you want them on the same side of the table as you so in this example one quick thing I want to say is you'll notice in both phrases I start with no problem or in the second one I say no issue at all I'm totally good with that I always start by agreeing SL diffusing and then I clarify and you watch how without I clarify I say so if we schedule a time tomorrow and you wake up tomorrow feeling the same exact way you feel right now so on the sleep on

an objection what I do is I presuppose we're already talk tomorrow by asking this question so you notice I kind of seated that we're going to talk tomorrow without even asking if we're going to talk tomorrow I just assumed we're talking tomorrow because they I took them at their word they said they want to sleep on it that means one day so I'm starting from tomorrow like I seated tomorrow and that's key because essentially what a lot of rookies do is they'll be like well when do you want to follow up when you think you'll

be able to make a decision they're like well this time next week and obviously like we know if we're going to talk this time next week it's probably probably done you know unless this is like more of a complex B2B sale where things take longer if this is like B Toc if it's a week they're gone so then like we we were're starting off if today's Monday and we're talking next Monday we're starting off from seven days from now trying to bump the timeline forward I want to Anchor it for tomorrow that way if they

can't do tomorrow it'll default to the next day does that make sense it's kind of a Nuance thing that you want to do there and then you'll see I also end with definitive language then we're 100% processing the payment moving forward that's very strong and I'm not saying like well if we talk tomorrow we better be doing this or like don't F me over it's not that type of vibe it's more of a clarifying definitive honest Vibe right so in this scenario scripting case uh either they say you know he said yes right or she

said yes so we scheduled a follow-up which is totally cool or like if you feel like you can kind of like them you know if you feel like you can kind of like Edge them and they they're they're right there they're just a little bit scared to pull the trigger sometimes I'll just give them a 24 48 hour 72 hour refund Clause they'll just be like hey so look um I don't think the best thing for you right now is to not commit to this because as you told me earlier like you're fed up with

your situation you want to change X Y and Z you've been waiting 3 years to do this and like finally this is the time for you to do it so metaphorically I think the best thing for you is to draw the line in the sand step across it and commit to these things that you want in your life okay but I want to honor the fact that you know you're a little bit weary about it right now so what I'd be willing to do for you is come in and then within the next 72 hours

like if you for whatever reason in the pit of your stomach feel like you made the worst decision in your life we'll just refund you no problem but that way you can make an informed decision and you can really feel it out from the inside opposed to speculating from the outside so if I was willing to do that for you are you willing to move forward right now okay so I just kind of Rift half off the top of my head but some like that now if they're a sensitive type of person like you you

should know just use your best judgment if they're a sensitive type of person don't do that they're going to be like that's salesy but certain people they're like right there and you and you know they won't you know that won't knock them out of pocket then do that okay example number two same thing well this sounds great I need to think about it so you can send me can you send this over to me in an email salesperson says no problem so just just so I can be clear how do you feel the same thing

how do you feel in terms of getting your buit to 100 Grand a month do you feel this is 100% what you need to get there this is 100% going to work Prospect says so different answer here no definitely I want to do this for me it just a matter how I'm going to come up with the money okay salesperson says got it no problem so money aside you're 100% it right so you see definitive language isolate definitive language Prospect says yes you say so look no problem most of our clients do it a front

but for certain clients depending on their situation we break it up so are you open to having an honest conversation financially getting everything on the table so we can see if there's a way to make this work now or at the very least we can create a game plan together to work towards this in the future would that sound good they're like sure okay great so then we call this the open Wallet technique got it so what's the what's the incoming cash in the next 30 days they say whatever like you know how after expenses

I'm going to have two grand left over okay great and what's your cash on hand right now they're going to sell you know they might tell you what their cash on in is or they're going to be like 500 bucks and then you say no no no no I'm not asking what you could spend like right this second I'm asking like what do you actually have access to because I don't even know if we you can do this right now and I'm not saying like you know whatever you have access to is on the table

I'm just trying to get an idea of the lay of the land so I can figure out if there's a way to do this now or at the very least I can create a game plan for you so like start with checking for me okay you have to say it like that if it's not weird for you it's not weird for them believe me again a lot of people get really worried about this like oh my God I'm asking how much money did this does the person have well dude it's like they told you already

by this by this sum of the call they told you like four times they really want to do this and it's just money like I really want to do it it's just money and then you ask like three times to clarify so like you're just helping them do it it's not weird if it's weird for you it's weird for them if it's not weird for you it's definitely not weird for them even with the most sensitive like woo woo markets I have taught this to clients many many times I I one particular client when I

was really in the beginning of my coaching career she was like doing like 30k a month and this this one thing got her to 100 gr a month and she was teaching like very sensitive women Fe like she was like if I say this they're going to freaking freak out no freakouts it worked fine okay so anyways then I asked about credit and then after I get everything out lay on the land I'm like know all the resources then I say and you really want to do this right because I did like you know here

like with the cash on hand and the men income and the and the credit I'm kind of pushing right so here I want them to kind of come back in a little bit metaphorically and so I kind of create some space and I'm like and you really want to do this right and they're like yeah I really want to do it okay because look I don't think the best thing for you is to do this all up front if it's going to zero you out I also don't think the best thing for you is to

do nothing so if I was willing to let you come in for let's say 50% down that way in the next 30 days you can get result one result two result three and then when the second payment comes around 30 days later you have a ton of momentum it's almost like an afterthought if I was willing to split it up like that for you would you move forward right now okay so let me break down when I just sit here so obviously you know in this example it's Financial it's Financial Logistics so they really want

to do it it's just like how do we navigate money okay so we get everything out on the table when everything's out on the table it's very easy for you to figure out a plan that they can do right now if it's even possible so you come up with let's say instead of doing the pay full they got to do a tway or a three pay that's the most that they can do based on the resources that you're seeing okay so what we do is we lean out and you really want to do this right

okay perfect I don't think the best thing for you to is the X I also don't think it's Y and then basically we do a trade so if I was willing to and then I lower the terms or improve the terms for them would you move forward right now this is an exchange so what I'm doing is I'm basically exchanging better terms that's what they get what I get is a decision now does that make sense this is very very key do not uh for the love of God do not say but what about a

two-p what if we just do this how about we just do this you know what about a three p what does break it up at the three they're like oh okay thanks and then you're in this awkward position so so it's like you need to kind of hold back and be like if I was willing to do that for you can you move forward right now because you are doing them a favor right you are improving their terms if you don't ask for anything return it has no cost to it things that have no cost

have no value okay so it's very key it needs to be an exchange right sometimes if I loop again like let's say I try this tpay in this example and then I got go back down to a three I'm going to ask for the decision now and a case study you know so I asked for more so it has more cost okay example three this sounds great can you send this over I need to STI with my partner then it back to you okay no problem so just so I got be clear how do you

feel though like for you personally you know I don't we don't know what your partner feels but for you since you were on this call do you feel like this is 100% what you need to get your business to where you wanted to go they're like oh yeah absolutely I think it's great okay so just to clarify if it was solely your decision we'd be processing the payment and you'd be 100% moving forward right now they say yeah absolutely really want to do it now a lot of times in examples like this if you do

this framework again with a definitive language definitive tone commanding honesty you're actually going to get an objection and then you can handle it then Circle back here and then try to get to the partner stuff next but for the sake of Simplicity we're just going to say this person says they really want to do it okay so now we have what we call 2V1 I got me Partners on my side we got to convince some guy who has no idea what's going on he wasn't even on the goal right sales first perfect well make sure

to send everything over now uh is this something where you sort of like made the decision and you're just letting them know or are you going to have to get him or her bought in on this so is this something to where like you've made the decision you just going to like tell them hey we're doing this or like do you guys got to collaborate on it now in this example I say oh no you know he's definitely got to get I definitely got to get this guy bought in right then we move on to

the rest now just just as a word of the wise anything that's not a definitive like oh no dude like I'm 100% going to do this I just really got to let them know uh because it would just be weird to make such a big investment and they're like man you didn't even like tell me but like we're 100% doing it don't even worry unless you get something like that it's always a collaboration which is a little bit harder to handle but that's 99% of partner situations or even spouse situations a lot of times sometimes

spouse you'll get to let them know uh but partner almost always is a collaboration okay so now back to the scripting uh as soon as I know that it's not a let them know and even if it is I'll probably still ask this stuff but uh as soon as I ask that I'll say godess so what do you think they're going to think what do you think they're going to say by the price would there be any reason if anything they wouldn't want you to do this or they wouldn't want to do this okay but

really what you want to do is you want to identify here again is it a let them know situation or a collaboration situation is there any landmines with the partner and do you trust this person to sell their partner or their spouse or what have you or do you need to encourage them to bring the partner to the second call you know and it's very it's very just kind of um like if I know that it depends on like in my Discovery I'm going to kind of feel out if I know it's a partner situation

or even if I'm selling an executive and the CEO is on on the call I'm going to get a feeling of how much the the other person trusts this person to make decisions and that's going to inform me how much I need to bring this other person in so um you know that's basically how it's going to work right and so it's kind of you know something you have to gauge sometimes I'm going to try to push for that other person to come other times I I I think I can trust this person to do

it other times it's like I could trust this person to do it but I need to give them a like a little coaching of how to approach this conversation so I have tons of detailed training on this uh elsewhere in the channel you can check it out so example number four and I believe this is our last example well this sounds all great I need to think about it can you send this over to me an email they say no problem they say no problem just so I could clear how do you feel in terms

of getting your business to this goal do you feel like this is 100% what you need to be able to get there and this 100% going to work right I'm like La days Lally saying this now because I've said it nine times but you you're you're saying this basically every time I'm like hammering this one example they say so this is a little different okay listen they say in this case well I do like everything you said on paper but you know you never know to actually do it I mean I tried a different recruiter

in the past and it didn't work oh s first totally get it yeah that's frustrating so just so I can just so I can be clear is there anything about what I outline specifically that's keeping you from being less than 100% certain that this is going to work or is this purely a hesitation based on the fact that you tried something similar in the past and it didn't work and you had a bad experience and it's that giving you pause okay you see how I really most people wouldn't even do this but the same framework

you see how I really isolated this and they say yes exactly that last imagees is such a horrible experience now I have successfully isolated okay then I can just double tie down okay but outside of that you'd be 100% it in other words if it wasn't for that you would 100% do this see like it's like I'm really going to get them to like get clear with me here okay um this is the whole point of the presentation so they say yes in this example all right so again I have another uh whole training about

stuff like that so basically the situation this is the the type of objection this is it's an uncertainty objection but under the category of uncertainty we would call this solution based objection or a trust based objection the way I Define that is they tried something past and the similar that didn't work and because of that they're having hesitations about this right so I have a whole training about how to handle this I think also on the YouTube channel but I'm going to give you the short and dirty version all right so what I like to

do is create an apples to oranges comparison all right so there's two ways to go about this if the person that they worked with was like the biggest person in your space and you're kind of like a beginner what you want to do is really make an angle of why they're so big they're going to forget about you they they skill too quickly uh La we're the new guys we're going to give you so much support we're going to be talking I'm G to I'm going to give you my personal number I'm going to be

talking with you every day so like that that category now with us like we're kind of the top person in our space so we sort of do it the reverse way where it's like hey this is some new person on the Block they have on the business for 6 months we've been around doing this for six years we the biggest people in the space right so I always want to make that contrast to where the comparison just doesn't even make any sense all right so you'll see how I so first I start with Discovery and

you'll notice anytime I isolate an objection successfully we go into Discovery almost again right and so um I'll go into Discovery I'll say great so how many clients do this recruiter have what was the revenue did they have a sales team or did you just talk to the founder had they actually worked with any top names how long have they been around so ask those questions right so then I'll summarize and say and you'll see how I kind of teed this up through the questions that I ask I'll summarize they say okay got it so

you're comparing somebody who has three employees and probably five clients no sales team and very little credibility and very little case studies to somebody who's the category Kingdom space has been doing it for six years where with all the top brands the industry has over 3,000 plus clients and all these reviews on trust p and most importantly has actually a sales team doing multiple figures which is exactly what you want right so how does that comparison make any sense so like I know you had a bad experience before but like that experience just being honest

with you is not relevant to this like this is a different thing and in fact like maybe that was the experience that you needed to finally become ready for this but the thing about that is you know look look you learn the right less I mean learn the lesson of okay here's what I didn't like about this and here's what I'm looking for in the future with somebody different don't learn the lesson of just oh well you know this type of service is just never going to work because me and you both know that's not

the right lesson right so does that make sense right so then you kind of see what they say go back back to closing the whole the whole deal so that's pretty much it for this training guys as a recap not a be all and all objection training I have some other stuff on this channel but this is all about the clothes and it's all about really getting to that question and getting them sold do they 100% want to do this are they sold and having that tonality that commands honesty thank you guys see you in

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