VIDEO
TITLE: 10x Revenue with 1 New Sales Process (You Can Steal It)
URL: https://youtu.be/1UhvBSQFy6A
PRIMARY_TOPIC: closing
TOPICS: closing, closing, offers, upsell, case-study

[0:00] YouTube https://youtu.be/1UhvBSQFy6A?t=0 || 10x Revenue with 1 New Sales Process (You Can Steal It)
I crossed $100 million in net worth by age 32 I sold my first big company for 46.2 million and the reason we're able to do that is because we know how to grow companies and so now I buy companies at a lower price I grow them and then we sell them and so I want to talk to you about one of the companies

[0:15] YouTube https://youtu.be/1UhvBSQFy6A?t=8 || 10x Revenue with 1 New Sales Process (You Can Steal It)
we just bought uh we bought them a year and a half ago I think or a year ago uh they had 14 locations so it was a chain of brick and mortar and since then we've gone from 14 to 32 locations and the reason we're able to do that is because we focused on the sales process and through a process that I want to walk you through something that I call the diagnostic sale we're able to 10x the recurring revenue of the business across all the locations so before we get into Chapter 2: Diagnostic Process

[0:40] YouTube https://youtu.be/1UhvBSQFy6A?t=33 || 10x Revenue with 1 New Sales Process (You Can Steal It)
the nitty-gritty of the story let me just walk you through the steps in the diagnostic process first is we like to have some sort of pre-sale questionnaire which the purpose of that is to get more information that arms the salesperson so they know who they're talking to what their pains are but from the sales perspective for them they also increase

[0:55] YouTube https://youtu.be/1UhvBSQFy6A?t=48 || 10x Revenue with 1 New Sales Process (You Can Steal It)
their awareness of the problem second is we get their information in their credit card which is key and I'll explain why it lat uh third is we want to understand what the current situation is where are you at today then we have your desired state so where would you like to be at and then what's the obstacle why aren't you there and then finally once we have

[1:10] YouTube https://youtu.be/1UhvBSQFy6A?t=63 || 10x Revenue with 1 New Sales Process (You Can Steal It)
these big three we present the desired State and our vehicle to overcome the obstacle and we tie our price to the way that we're going to get them there and then finally we give them an incentive to prepay so here's the five steps that we follow to actually get this done so number one is that we secret Chapter 3: Five Steps

[1:25] YouTube https://youtu.be/1UhvBSQFy6A?t=78 || 10x Revenue with 1 New Sales Process (You Can Steal It)
shopped the business so we actually looked into it we went there by the the way you should secret shop your own business highly recommend doing it you'll be horrified by what you hear your sales guys say you're like I thought we had a script what are you even doing number two is from there this is basically information gathering we figure out what the constraint is okay

[1:42] YouTube https://youtu.be/1UhvBSQFy6A?t=95 || 10x Revenue with 1 New Sales Process (You Can Steal It)
where do we think there's big opportunities in the business now you should think about yourself as your own business consultant if you could buy your business today and look at your business what would be the no duh thing that you would do now for this particular business we thought that they had an offer constraint which really came down to packaging we had offer SL

[1:59] YouTube https://youtu.be/1UhvBSQFy6A?t=112 || 10x Revenue with 1 New Sales Process (You Can Steal It)
packaging because fundamentally we're not going to change the core of the business we're not going to all of a sudden start selling soap when you sell HVAC like that's not going to happen right so the core of the business can remain unchanged it's how we're going to package the services we deliver or that

[2:15] YouTube https://youtu.be/1UhvBSQFy6A?t=128 || 10x Revenue with 1 New Sales Process (You Can Steal It)
the services we sell to a customer how are we going to get them to perceive what we're selling we gathered the data we figured out the constraint was that they should get way more re bookings which I thought was an offer and $100M Offers: How To Make Offers So Good People Feel Stupid Saying No (Hardcover) acquisition.com

[2:23] YouTube https://youtu.be/1UhvBSQFy6A?t=136 || 10x Revenue with 1 New Sales Process (You Can Steal It)
packaging issue which is we need to sell the solution sell the goal and so number four is okay if we assume that we're going to make this new transition into this new new offer new packaging we have to anticipate so you we call it killing zombies uh which is one way of putting it you anticipate the obstacles or objections that people are going to

[2:40] YouTube https://youtu.be/1UhvBSQFy6A?t=153 || 10x Revenue with 1 New Sales Process (You Can Steal It)
throw at you ahead of time write this in neon marker above your sales team which is it's way harder to get someone to buy after you presented the price because now they're like he's trying to sell me so we have to counter that before we become salesp people in their mind we are a trusted expert ideally if we're positioned well and you should be that way if you know what you're talking about and I like to use the frame of childlike curiosity I always tilt my

[3:04] YouTube https://youtu.be/1UhvBSQFy6A?t=177 || 10x Revenue with 1 New Sales Process (You Can Steal It)
head I probably even did it subconsciously just now you tilt your head when you ask the question because it's non-threatening you're like huh that's weird what changed between then and now just so I understand then they can tell you rather than be like you said that your husband says he supports you you can't say that now you have to

[3:20] YouTube https://youtu.be/1UhvBSQFy6A?t=193 || 10x Revenue with 1 New Sales Process (You Can Steal It)
buy doesn't work that way if you win the argument in a sale you lose the sale the only way that you win the sale is being willing to lose being right and so the fifth step and this is the ongoing step is that you implement the diagnostic sales process so it's implementation so now that I just outlined the five steps

[3:36] YouTube https://youtu.be/1UhvBSQFy6A?t=209 || 10x Revenue with 1 New Sales Process (You Can Steal It)
let me deep dive into the implementation into the actual business and how we did this with this particular business when we bought them I spent four hours with Chapter 4: Implementation our director of sales and we outlined the new sales process we wanted to implement and as soon as we implemented that sales process we 4X LTV progresser

[3:54] YouTube https://youtu.be/1UhvBSQFy6A?t=227 || 10x Revenue with 1 New Sales Process (You Can Steal It)
meaning how much people paid us it went from 200 to 800 so really big jump and we the crazy thing about this is that we didn't change what we delivered we only changed how we presented it and so this is the key of how we create value how we scale companies how we grow companies and many companies keep these things as Secrets uh as their special sauce and I

[4:16] YouTube https://youtu.be/1UhvBSQFy6A?t=249 || 10x Revenue with 1 New Sales Process (You Can Steal It)
just fundamentally believe that the more we put out the more we get back and say that's why I operate this way all right so I will hold nothing back and this is something I call the diagnostic sales process now to be very clear the diagnostic sales process is one of two two different sales or maybe three different sales processes big picture

[4:32] YouTube https://youtu.be/1UhvBSQFy6A?t=265 || 10x Revenue with 1 New Sales Process (You Can Steal It)
that you can have in a business one is a transactional sale all the way on this extreme so on one side you've got Chapter 5: Diagnostic Sales Process transactional sales and on this side you've got Enterprise sales which is like uh relational sales like if you think about like you're selling some big Fortune 500 company you have to get stakeholders involved get budget approval there's all that stuff and on transactional side

[4:57] YouTube https://youtu.be/1UhvBSQFy6A?t=290 || 10x Revenue with 1 New Sales Process (You Can Steal It)
you've got like High Velocity sales we're talking 20 30 minute sales a guy who stands in of the car wash sells Car Wash somebody sells gym memberships transactional and then you've kind of got like this Middle where you might sell something that's a little bit higher ticket but it's a little bit more custom all right now what we did was I

[5:13] YouTube https://youtu.be/1UhvBSQFy6A?t=306 || 10x Revenue with 1 New Sales Process (You Can Steal It)
took their sale from here a purely transactional sale and moved it towards custom all right now in a transactional sale you typically fit the customer to the product and so let's say that I sell Pence all right so I sell Pence if somebody comes in I'm going to basically spend all my effort listening to what they say they want and then telling them how this pen fits their needs or I have

[5:37] YouTube https://youtu.be/1UhvBSQFy6A?t=330 || 10x Revenue with 1 New Sales Process (You Can Steal It)
to basically say your needs are wrong let me educate you more and this actually solves all your problems right and so those are pretty much the only two approaches you can take in a transactional sale now the advantages of having this type of sale is that it's really fast uh they tend to be lower ticket in general uh and from an

[5:54] YouTube https://youtu.be/1UhvBSQFy6A?t=347 || 10x Revenue with 1 New Sales Process (You Can Steal It)
operational perspective in the business you don't need to personalize anything and so you get the sales team and the Sal sales process to basically Orient everyone like a funnel down to one solution and then you just make a ton of these Solutions and you get lots of efficiencies because you only have to produce one thing this the custom sale

[6:11] YouTube https://youtu.be/1UhvBSQFy6A?t=364 || 10x Revenue with 1 New Sales Process (You Can Steal It)
is a harder sale sorry easier sale to do but harder on the operational side and so the magic happens when you can actually Bridge the product component of transactional which you say okay we only sell these types of widgets this is the only thing we deliver but I can do it in a way that feels custom feels personalized all right so I'm going to give you two examples and

[6:35] YouTube https://youtu.be/1UhvBSQFy6A?t=388 || 10x Revenue with 1 New Sales Process (You Can Steal It)
I'll explain this one in a second this chart that I have here which if you could take your recurring revenue from that to that just by changing how you sell if you'd want to do that hang tight we're going to break that in the process so if I had because I did this in the gym in the gym world too which is part

[6:49] YouTube https://youtu.be/1UhvBSQFy6A?t=402 || 10x Revenue with 1 New Sales Process (You Can Steal It)
of why our gyms make more money so a traditional sale would look something like this someone comes in so this is traditional and you say we have a membership that's you know whatever $99 per month all right that's your membership and you say our membership has this this this and this and you want that right because it's going to help you accomplish all your dreams okay

[7:13] YouTube https://youtu.be/1UhvBSQFy6A?t=426 || 10x Revenue with 1 New Sales Process (You Can Steal It)
sometimes you get people sometimes you don't what I do we do something called a diagnostic and so the first thing is that when the person walks in the door we get them to fill out a pre-sale questionnaire and so that's like an application in a digital process but an inperson process it follows the same logic which by the way internet businesses follow local businesses local businesses can also model internet Chapter 6: Presale Questionnaire

[7:38] YouTube https://youtu.be/1UhvBSQFy6A?t=451 || 10x Revenue with 1 New Sales Process (You Can Steal It)
businesses when you find out something works in one place which I think has been one of the big advantages of I've had in business is I try and put it in a completely different place and it often works too if you understand the concept and so we fill out a pre-sale questionnaire now the pre-sale questionnaire simply walks them through all the reasons they walked in today and it ask them the same question in

[7:54] YouTube https://youtu.be/1UhvBSQFy6A?t=467 || 10x Revenue with 1 New Sales Process (You Can Steal It)
multiple different ways so it's like hey like what brought you in today what's the current problem you're doing dealing with how long You' been dealing with it if you had to quantify how much this has cost you financially what would it be uh if it continued for five years how much worse would the situation be and so the

[8:10] YouTube https://youtu.be/1UhvBSQFy6A?t=483 || 10x Revenue with 1 New Sales Process (You Can Steal It)
whole point is we're trying to agitate tame we're trying to bring attention to this problem and Elevate its importance so that's what the pre-sale questionnaire does now the second thing is we get info and this is very key so when someone comes in after that we say hey I want to I want to set up your account profile and so when you do that you collect their information and this

[8:28] YouTube https://youtu.be/1UhvBSQFy6A?t=501 || 10x Revenue with 1 New Sales Process (You Can Steal It)
is the key part you get their credit card now you're like wait a second I'm getting a credit card but I haven't sold anything exactly and you do that so that when you do sell something later you don't have to ask for it now you get the pre-sale they're like wow I really do need this thing you say hey let me complete your customer profile just

[8:44] YouTube https://youtu.be/1UhvBSQFy6A?t=517 || 10x Revenue with 1 New Sales Process (You Can Steal It)
standard procedure no big deal all right then you get their info now if they're like well I don't want to give you my credit card you're just like it's just how the system works it's how we complete profiles and then they'll give it to you all right so from there this is the this is where the special the special magic

[9:00] YouTube https://youtu.be/1UhvBSQFy6A?t=533 || 10x Revenue with 1 New Sales Process (You Can Steal It)
9 minutes that's unique to each individual business happens so in the weight loss business I want to understand where their goal at so you say what's current and then four what's desired where are you now where would you like to be and then this one you ask them say what's the obstacle what's in between these two

[9:26] YouTube https://youtu.be/1UhvBSQFy6A?t=559 || 10x Revenue with 1 New Sales Process (You Can Steal It)
things is the obstacle right current I've got an obstacle getting the way of I desired that's all we're asking in the process now in weight loss and in most businesses the thing the person thinks is in the way is often not the real thing in the way and that's because they've never had this conversation before they clearly haven't solved the

[9:43] YouTube https://youtu.be/1UhvBSQFy6A?t=576 || 10x Revenue with 1 New Sales Process (You Can Steal It)
solution and that's why they're coming to you and so you want to just get their words more so so that you can explain it back to them using the language they gave you all right and so in the weight loss world for example instead of selling a membership I would say okay well it sounds like you need these three things Fitness Nutrition accountability Fitness wise you need to work out X days a week nutrition wise you need to eat

[10:05] YouTube https://youtu.be/1UhvBSQFy6A?t=598 || 10x Revenue with 1 New Sales Process (You Can Steal It)
this food at this time and we can help you meal prep the stuff so you got when you go to restaurants you can still stick on it and you need accountability because if you don't if you do if if I give you the best fitness plan and the best nutrition plan but you don't show up doesn't matter right accountability is what makes the whole thing work great finished nutrition accountability easy

[10:20] YouTube https://youtu.be/1UhvBSQFy6A?t=613 || 10x Revenue with 1 New Sales Process (You Can Steal It)
three-step framework fantastic now this is where it becomes diagnostic now most customers and this is why this is where the magic happens is that even if you still deliver the same thing so fundamentally when I switch the sales process the gyms remain the same they still have workouts they still have nutrition help they still have accountability nothing changed but how we present it changes and so rather than saying hey I'm going to sell a four-week

[10:45] YouTube https://youtu.be/1UhvBSQFy6A?t=638 || 10x Revenue with 1 New Sales Process (You Can Steal It)
thing or a six week thing I say hey you're currently 200 lb Okay now what's your high school weight she says I want to I want to get to 140 you say okay cool you want to get to 140 this is your desired okay so we have a 60 pound difference 11 minutes now what we found is that we don't want people to lose more than pound and a half to two pounds a week all right so let's just be conservative and call it one and a half so then I take out my

[11:09] YouTube https://youtu.be/1UhvBSQFy6A?t=662 || 10x Revenue with 1 New Sales Process (You Can Steal It)
calculator and I say what's 1 and a half time 60 which would be other way around it' be 60 divid by one and a half which is 45 okay so 45 weeks is how long it's going to take us to take you from 200 to 140 so you lose a pound and a half a week it's going to take 4 5 weeks and so six present price in relation to

[11:40] YouTube https://youtu.be/1UhvBSQFy6A?t=693 || 10x Revenue with 1 New Sales Process (You Can Steal It)
goal so you say awesome so we currently charge 99 bucks a week we can get you there in 45 weeks which means it's $4,500 and that means and for us I added a a guarantee on the back end which which said hey if you show up to the workouts for next 45 weeks and you log your food and you don't lose the weight

[11:57] YouTube https://youtu.be/1UhvBSQFy6A?t=710 || 10x Revenue with 1 New Sales Process (You Can Steal It)
I'll keep working with you for free until you do so that means this is the translation this is the key part in the script so that means when you pay this $4,500 it means that you can count that weight for good you can put it out of your mind you pay me this money we're going to get there one way or another As Long as You Follow the steps you're G to follow the

[12:12] YouTube https://youtu.be/1UhvBSQFy6A?t=725 || 10x Revenue with 1 New Sales Process (You Can Steal It)
steps right great and so here you're trying to sell 99 bucks a month or or whatever this would be 99 bucks a week if if I was doing equivalent pricing all right so this would be like a semi-private program but by positioning it this way I'm not selling a membership anymore I'm selling exactly what they want and putting a price tag on it and saying you want to get to 140 it's going to take this long and I'll guarantee that you

[12:36] YouTube https://youtu.be/1UhvBSQFy6A?t=749 || 10x Revenue with 1 New Sales Process (You Can Steal It)
that you'll get there provided you follow these steps and then they say wow that's awesome you say well if you want I can save you a little bit of money you want to save a little bit of money and they're like yeah I want to save a little bit of money well if you prepay you can save 10% today so I can save you 450 bucks you want to do that that's what most people do great you want to you want to use the

[13:01] YouTube https://youtu.be/1UhvBSQFy6A?t=774 || 10x Revenue with 1 New Sales Process (You Can Steal It)
card you have in file done so that's that's the process now I took this process and applied it to a completely different service business that we own that's a chain that this is a little bit more Medical but the concept still applied which is and this is the key part is you have to figure out for whatever it is that you

[13:22] YouTube https://youtu.be/1UhvBSQFy6A?t=795 || 10x Revenue with 1 New Sales Process (You Can Steal It)
sell what the current is versus what the desired is so if I were uh a painter all right and I was painting houses sounds crazy right say hey so you currently have this thing you want a completely painted house and so the like now for them this is like more us do it for you rather than uh self-service like I'm going to have to like they you're not painting your house

[13:49] YouTube https://youtu.be/1UhvBSQFy6A?t=822 || 10x Revenue with 1 New Sales Process (You Can Steal It)
and them helping you so they're actually going to paint the house so then we just try and think how can we how can we how can we sell to goal and break it into a price that we tie to that and so it' be like okay so we're going to need four coats of paint and it's going to take this period of time and then at that point your your whole house

[14:05] YouTube https://youtu.be/1UhvBSQFy6A?t=838 || 10x Revenue with 1 New Sales Process (You Can Steal It)
is going to be weatherproofed and so that means that when you pay this price that's what you're going to get by this date and if we don't get it done by that date I'm going to give you this and that way we can relieve their risk that it's not going to happen and we tie the purchase to the outcome so this particular business when I bought

[14:22] YouTube https://youtu.be/1UhvBSQFy6A?t=855 || 10x Revenue with 1 New Sales Process (You Can Steal It)
it or bought into it um it was a business that they had really good lead gen and they have a Chapter 7: New Sales Process good product but they didn't have good packaging and I saw the opportunity because I knew that if I installed my sales process into their business I could make it make a lot more money and so if you have the opportunity to like Forex a business without opening new

[14:45] YouTube https://youtu.be/1UhvBSQFy6A?t=878 || 10x Revenue with 1 New Sales Process (You Can Steal It)
locations you do that and so that's more or less what we did so I actually wrote down the new sales process took me four hours so I wrote down the new sales process and then I presented to the management team and they were like wow this is the most valuable thing we've ever had happen to our business and I said great so let me know when you do it

[15:00] YouTube https://youtu.be/1UhvBSQFy6A?t=893 || 10x Revenue with 1 New Sales Process (You Can Steal It)
15 minutes across all the locations and let's keep buying and opening new ones and so 18 months later we have 32 locations and the recurring Revenue in that time period has gone up and the average revenue per customer went from $200 to $800 from this one process and that was because before this they were selling oneoff transactions they were saying hey Chapter 8: Average Revenue Per Customer

[15:24] YouTube https://youtu.be/1UhvBSQFy6A?t=917 || 10x Revenue with 1 New Sales Process (You Can Steal It)
we'll do this service for you so think of it like botox or we're going to do filler or we're going to do something this one time and so rather than just say sure give us a call when you want it again which is pretty much what the process was before this I say hey you want to look a certain way you're not

[15:40] YouTube https://youtu.be/1UhvBSQFy6A?t=933 || 10x Revenue with 1 New Sales Process (You Can Steal It)
here because you want filler you're here because you want to look a certain way so if I show this chart to you of faces and filler densities where where do you see yourself on here currently now you let them self identify you can't be like look Pi you're ugly you can't say that so you got to say where are you on this chart and then they say this now in the weight loss sale I got them to step on the scale the scale called you fat not me all right so maybe just point to the

[16:03] YouTube https://youtu.be/1UhvBSQFy6A?t=956 || 10x Revenue with 1 New Sales Process (You Can Steal It)
third party not me so so so you get them to pick how ugly they are all right and then you say how pretty do you want to be now everyone's going to say I want to be super pretty but here's the beautiful thing when they pick how pretty they want to be they're the one who set the goal and that means that the price came from them and you know where I picked

[16:19] YouTube https://youtu.be/1UhvBSQFy6A?t=972 || 10x Revenue with 1 New Sales Process (You Can Steal It)
this up was yogurt stores so one of the things I thought was genius about like Yogurt Land and things like that was if if you go to a store and then they fill up your stuff behind the counter and then they say hey it's 8 bucks you're like man what the hell this place is so expensive but if they give you the cup and you fill it up and you put it on the

[16:36] YouTube https://youtu.be/1UhvBSQFy6A?t=989 || 10x Revenue with 1 New Sales Process (You Can Steal It)
scale you're like man I'm a fat ass same pricing but because I had control over what I picked I'm the one who's responsible for the decision and so by saying where are you on this chart and again this is where the magic happens I say current desired that's where the thinking behind how I'm going to structure a sale is where like that's where the that's where the experience that's where the expertise that's where it comes in this is the process and

[17:00] YouTube https://youtu.be/1UhvBSQFy6A?t=1013 || 10x Revenue with 1 New Sales Process (You Can Steal It)
17 minutes hopefully you guys can take this for your business and think like okay what's current what do they really want they're not buying lip filler they're not buying a painted house they're buying an image in their mind of what they want that house to signify or what it means to them and this lady is not buying filler

[17:15] YouTube https://youtu.be/1UhvBSQFy6A?t=1028 || 10x Revenue with 1 New Sales Process (You Can Steal It)
she's trying to buy a certain look she wants people to think about her a certain way she want when people walk when she walks in the room she wants guys to turn their heads though because she's probably getting a little older they're not turning their heads as much and she still misses that and she' pay anything to get that so say you're ugly now how pretty do you want to be we say

[17:30] YouTube https://youtu.be/1UhvBSQFy6A?t=1043 || 10x Revenue with 1 New Sales Process (You Can Steal It)
cool so for us to get you from here to here it's going to take us 45 weeks it's going to take us Botox filler and you know plastic surgery whatever we're going have to hit you with a pretty shovel and bring you back to life all right we're going to have to do this and it's going to take this many weeks for us to reverse this level of Aging or at

[17:46] YouTube https://youtu.be/1UhvBSQFy6A?t=1059 || 10x Revenue with 1 New Sales Process (You Can Steal It)
least take these Crow feed out or whatever it is and so we tie where you're at to where you want to go and then our solution is only the vehicle that delivers this outcome and so that is the moment that you present the price because they picked where they were where they want to go and then you as the expert explain the path to getting there so they picked the before and after and you just use your expertise of this is what we found best to get people

[18:08] YouTube https://youtu.be/1UhvBSQFy6A?t=1081 || 10x Revenue with 1 New Sales Process (You Can Steal It)
to hear Who start where you're at and so we found out that this opportunity existed within this particular business because I had my sales director secret Chapter 9: Secret Shop shop them so mind you this is Brick and mor chain we have a lot of locations so we could sneak our way in it's harder if you have like a you know four sales guys who do all the sales they'll just tell

[18:25] YouTube https://youtu.be/1UhvBSQFy6A?t=1098 || 10x Revenue with 1 New Sales Process (You Can Steal It)
the owner right so we wanted a secret shop before we actually completed the investment and so uh when he went in he was I I asked him so I went through this checklist I was like okay so did they give you some sort of pre-sale question he was like no I was like okay great I like did you did they ask you for your credit card or did they ask you for your

[18:40] YouTube https://youtu.be/1UhvBSQFy6A?t=1113 || 10x Revenue with 1 New Sales Process (You Can Steal It)
information or anything before you got the service and he was like No And I was like fantastic what else what else did they do it's like did they have you set you know pick uh where you're at and where what your goal is he said yeah they did have me uh pick where I was at but not where I wanted to go so they

[18:56] YouTube https://youtu.be/1UhvBSQFy6A?t=1129 || 10x Revenue with 1 New Sales Process (You Can Steal It)
just had him pick okay how ugly are you and he was like okay now again not completely flawed I want to be really clear here like this is a at 14 locations they're not they're not idiots they had the pain we agitated the pain they said listen this is how ugly you are on this scale that we invented and you're here you're a seven ugly great so

[19:12] YouTube https://youtu.be/1UhvBSQFy6A?t=1145 || 10x Revenue with 1 New Sales Process (You Can Steal It)
he checked this but he didn't get to say where he wanted to be so then from there he just went right into the service and then when he came out he just gave them the card to pay for the service and that was it and he just walked out the door and I was like wait so they didn't they didn't actually like ask you to buy a package or get into some membership or anything and he was like well they tried

[19:34] YouTube https://youtu.be/1UhvBSQFy6A?t=1167 || 10x Revenue with 1 New Sales Process (You Can Steal It)
to upsell me this one product at one point but this was the price point and the price point was like 20 bucks or something and I knew what the average customer is worth which was like 200 at the time I was like this like by the way if you're going to do upsells you want the price point to usually be usually be five times more than the current price

[19:51] YouTube https://youtu.be/1UhvBSQFy6A?t=1184 || 10x Revenue with 1 New Sales Process (You Can Steal It)
because if you get 20% of people so customers are fractal so we're going to go into a little side quest here but it'll be worth it for you since we're talking about sales Chapter 10: Side Quest so you've heard of 8020 right so you've got 100 people right the top 20% you've got the 80 underneath right these are the people 8020 have five times the spending power of these people and so because of that if you get

[20:16] YouTube https://youtu.be/1UhvBSQFy6A?t=1209 || 10x Revenue with 1 New Sales Process (You Can Steal It)
20% of people to buy something that's five times as expensive so let's say my current thing is $1,000 if I'm going to have an upsell I want my upsell to be $5,000 because if 20% take it then it's 20% time 5,000 which means I add $11,000 to my average ticket so I go from $2,000 or sorry $1,000 per customer to

[20:39] YouTube https://youtu.be/1UhvBSQFy6A?t=1232 || 10x Revenue with 1 New Sales Process (You Can Steal It)
$2,000 per customer and so when I heard that their upsell was 10% it'd be like having it' be like my upsell is 100 bucks okay fine maybe 20% take that so I I go from a th000 to 1,20 who cares like what's like why bother right and fundamentally again smart business owners and they were upselling product which means there's no real delivery in a brick and Mort service business so they could just hand the product make the money and I think they were using it more for commissions for their staff to increase the average

[21:11] YouTube https://youtu.be/1UhvBSQFy6A?t=1264 || 10x Revenue with 1 New Sales Process (You Can Steal It)
pay which a different objective entirely and totally fine but I was only looking at this from how do I take customers who are worth $200 and make them my goal is to get them worth a th000 currently it's $800 I'm GNA keep getting there until we get to a th but I think that we can get it to a th and so we secret shop them number one which by the way if you have a team of people who are currently selling your

[21:35] YouTube https://youtu.be/1UhvBSQFy6A?t=1288 || 10x Revenue with 1 New Sales Process (You Can Steal It)
stuff secret shop them and then be horrified by what you listen to on the phone or what you see in person because you have this beautiful idea of what you think your sales process is and it's a nightmare it's an absolute nightmare if they remember half of it you'll be stoked and so if you run an environment

[21:52] YouTube https://youtu.be/1UhvBSQFy6A?t=1305 || 10x Revenue with 1 New Sales Process (You Can Steal It)
especially in a in a lower wage environment so if you're brick and mortar you have a chain of of locations and you have to take low skill labor and teach them a sales process you've like the the expertise in sales comes down to how easy and simple you can make the process and so that comes down to like

[22:08] YouTube https://youtu.be/1UhvBSQFy6A?t=1321 || 10x Revenue with 1 New Sales Process (You Can Steal It)
can I automate parts of the p uh the point of sale so that they can't move forward without doing this checkbox right and by doing this chalk boox they have to ask the question so it forces script adherence now training sales not into this video but you want to basically repeat the process over and over and over again until they're sick of it until they say like yes Mom would you like to have do you have your credit you want to use the credit card on on file like until they're saying it like

[22:32] YouTube https://youtu.be/1UhvBSQFy6A?t=1345 || 10x Revenue with 1 New Sales Process (You Can Steal It)
they can they can breathe it they can think they can say without thinking about it that's when you've maybe just started to have a te a team that's that's well trained now that we finished these seven uh pieces of the diagnostic I want to add one more bonus because you're like wait a second so where's the where's the recurring Revenue great Chapter 11: Transition to Recurring

[22:47] YouTube https://youtu.be/1UhvBSQFy6A?t=1360 || 10x Revenue with 1 New Sales Process (You Can Steal It)
observation Andrew okay so so number eight is transition to recurring all right I remember this I'll give you two separate stories that'll drive this home so A friend of mine has uh a a recurring membership that he sells and he sells it at uh I think he sell at 300 bucks a month and he couldn't get people stick past three months and so he tried all these different gimmicks and things and he just couldn't crack three months of LTV now that could have been a pricing

[23:13] YouTube https://youtu.be/1UhvBSQFy6A?t=1386 || 10x Revenue with 1 New Sales Process (You Can Steal It)
issue whatever so this is what he did he stopped selling it at $300 a month month to month and started selling as a $110,000 program with 36 month of Interest refinancing and so when people bought they were buying a $10,000 price point but they got an amazing aming payment plan and so he didn't change anything about what he sold but that took his average customer from 3 months to 8

[23:36] YouTube https://youtu.be/1UhvBSQFy6A?t=1409 || 10x Revenue with 1 New Sales Process (You Can Steal It)
months so we're talking about a $900 so 3 * 300 to 8 * 300 2400 that kind of change in a business life-changing in terms of how much money you can make the second one was I had a different friend who had a continuity program uh he was an uh agency and what he did was he realized he had turn in his business and so he said you know people are way less likely to turn out of a payment plan same as is the other one then they are out of a monthly recurring Revenue

[24:00] YouTube https://youtu.be/1UhvBSQFy6A?t=1433 || 10x Revenue with 1 New Sales Process (You Can Steal It)
24 minutes stream and so what you call it to the customer can affect the likelihood that they pay but as far as the business is concerned you just want payments that are regular and all you do to take a program and take it from Rec from a payment plan to recurring in terms of how it actually looks and feels is you just put an automatic recurring at the end of the program and so when someone

[24:23] YouTube https://youtu.be/1UhvBSQFy6A?t=1456 || 10x Revenue with 1 New Sales Process (You Can Steal It)
buys this big thing and you make a payment plan and then it recurs into the exact same price as the payment plan you just move the pieces around but the likely they stick is way higher and so that's exactly what we did as the last step in the diagnostic sales process and I wanted to highlight this point for you

[24:37] YouTube https://youtu.be/1UhvBSQFy6A?t=1470 || 10x Revenue with 1 New Sales Process (You Can Steal It)
because I've done it in every business and so we give someone the option to prepay you can give if you want a little bit more aggressive you get 20% off if they prepaid today if you want to have one step down below that which is what I like to do you give them 10% off if they do half down and they make the rest as

[24:53] YouTube https://youtu.be/1UhvBSQFy6A?t=1486 || 10x Revenue with 1 New Sales Process (You Can Steal It)
payments and if they still can't do that then I take the whole thing and I spread it over let's say 45 weeks and so I'd 25 minutes say okay it's 99 bucks a week 99 a week and there you go now they go from 99 a week to 80 bucks a week if they prepay the whole thing and they go from 99 bucks a week to 90 a week if they prepay half and here's the key part is that

[25:16] YouTube https://youtu.be/1UhvBSQFy6A?t=1509 || 10x Revenue with 1 New Sales Process (You Can Steal It)
when we present the price you present it at the highest rate so you present it at the payment plan let me walk I'll walk you through this because I think it's important well I'm going to put it here and so I don't have to flip screens for you all right so you have your full boat I'll say full interest

[25:33] YouTube https://youtu.be/1UhvBSQFy6A?t=1526 || 10x Revenue with 1 New Sales Process (You Can Steal It)
price so for us in our example is 4500 bucks all right 45 weeks times 99 roughly all right so this is our full boat price we have our prepayment discount in full which is minus 20% all right so for us it's going to be minus what is that 900 yeah 900 from there so that's 5600 sorry other way uh 3600 3600 if they do half down you say I I'll let you save uh 450

[26:04] YouTube https://youtu.be/1UhvBSQFy6A?t=1557 || 10x Revenue with 1 New Sales Process (You Can Steal It)
bucks so 10% so 4050 Z all right so this is 10% minus 10% that's- 20% now the reason this is so important is think about the alternative think about and this is what most people do so listen to me Andrew most people do this they present the price as $3600 and then they say oh well we have payment plans that we have interest on and so we do we do have 10% interest if

[26:29] YouTube https://youtu.be/1UhvBSQFy6A?t=1582 || 10x Revenue with 1 New Sales Process (You Can Steal It)
you can put half down and we have 20% interest if you put uh nothing down and you just go onto a straight payment plan well which one would you rather buy if on one hand you have a $4,500 price tank which anchors you high and you say or you can get a benefit for prepaying today rather than you think about 3600 you're considering it and then they say oh it's even more even though you're just considering this tag guess what you

[26:53] YouTube https://youtu.be/1UhvBSQFy6A?t=1606 || 10x Revenue with 1 New Sales Process (You Can Steal It)
have to pay way more now be because you can't afford it you have to pay more Banks do it all the time and guess what everyone hates Banks so if banks want to fix their process Mr Bank maybe this will work who knows anyway point is is that this is how you present the price because you get the benefit of a price anchor and you get to be the good guy

[27:10] YouTube https://youtu.be/1UhvBSQFy6A?t=1623 || 10x Revenue with 1 New Sales Process (You Can Steal It)
for getting them to pay upfront rather than the bad guy for them not being able to so we're going to we're going to go through step eight in uh in the more Chapter 12: Step Downs transition uh process for the sale and so I want to just walk you through step downs and so this is super important to understand from a sales perspective so

[27:27] YouTube https://youtu.be/1UhvBSQFy6A?t=1640 || 10x Revenue with 1 New Sales Process (You Can Steal It)
we'll call this sales step downs and uh this is by the way a preview for my next book coming out $100 million yeah anyways so so Sal step Downs is one of the things that we have so obviously the first thing we're going to present is a prepayment all right $100M Leads: How To Get Strangers To Want To Buy Your Stuff (Hardcover) acquisition.com

[27:42] YouTube https://youtu.be/1UhvBSQFy6A?t=1655 || 10x Revenue with 1 New Sales Process (You Can Steal It)
which is pay in full today prepaid y by the way you've probably noticed from any of my content I don't say paidon fools and that's because that's a that's a Salesman term not a customer benefit if you prepay you get a benefit whereas Pon full is like I got all the cash to front good for me and so I have trained myself because I used to say pton fools piff skis P you know whatevers pifs like all of that stuff I used to do as a sales team sales

[28:06] YouTube https://youtu.be/1UhvBSQFy6A?t=1679 || 10x Revenue with 1 New Sales Process (You Can Steal It)
leader and then I also heard my team saying that to customers be like hey if you want to pay in full today like it's just like kind of gross and so I prefer to say like hey we have a prepayment discount and so training that just little Pro tip for you so number one is prepay number two is we do discount uh with partial so this is this is the half down oops half

[28:33] YouTube https://youtu.be/1UhvBSQFy6A?t=1706 || 10x Revenue with 1 New Sales Process (You Can Steal It)
down here you can also do in-house well this is whatever sorry this is credit card or third party so if you have like most most businesses that sell legitimate Services have third-party financing solutions that already exist and so I promise you there is a banker somewhere who started a business to service this Emerging Market of whatever it is that you do who says I'll bet you I can help Finance transactions now the prices they charge

[28:58] YouTube https://youtu.be/1UhvBSQFy6A?t=1731 || 10x Revenue with 1 New Sales Process (You Can Steal It)
for that financing will differ based on how risky your business is and so like there's financing for casinos like if you want to get if you want to get a loan to go gamble more like there's financing for that but they will charge you a lot of money right and so like that being the extreme on the other hand

[29:14] YouTube https://youtu.be/1UhvBSQFy6A?t=1747 || 10x Revenue with 1 New Sales Process (You Can Steal It)
if you want to finance a house there's obviously a huge mortgage industry and so from every step in between there are Partners who will step in as third party and take on that risk for you for a price and so I prefer can I get the prepayment because it's easiest and fastest if not usually have a third party that I set up so that my customers

[29:31] YouTube https://youtu.be/1UhvBSQFy6A?t=1764 || 10x Revenue with 1 New Sales Process (You Can Steal It)
can get financing if we don't move past either of these two things then I try to go with a partial with some level of discount not as much as here but a little bit and if they still say no then I go for continuity which is why don't we just make a payment plan on the thing and in this particular business because what they were doing before was simply rebooking people for another session of

[29:55] YouTube https://youtu.be/1UhvBSQFy6A?t=1788 || 10x Revenue with 1 New Sales Process (You Can Steal It)
service we just had this be the automatic like everyone gets rebooked and that would became that became an internal saying like I like having mantras uh within sales teams which is like everyone buys something like everyone buy something there's no reason someone should not buy something and so sure we'll get them a prepay maybe a partial okay fine we'll do a payment plan that's whatever call it you know 250 uh times four great that's our $

[30:18] YouTube https://youtu.be/1UhvBSQFy6A?t=1811 || 10x Revenue with 1 New Sales Process (You Can Steal It)
th000 that's our th000 plan that we're getting people to buy and you pay 250 today and then three more times and you can do it every other month if it's a more uh intermittent service whatever just match the payments to when they get delivery and then finally if they're like well I can't do any of those things

[30:34] YouTube https://youtu.be/1UhvBSQFy6A?t=1827 || 10x Revenue with 1 New Sales Process (You Can Steal It)
it's like cool let's just let's just book the next time you want to come in that's it and so this is the final of the process in terms of in terms of the step Downs that we might offer someone we just walk through this whole process and you're like wow maybe that's a lot of work I have to use my brain power but welcome to business but let me tell you

[30:49] YouTube https://youtu.be/1UhvBSQFy6A?t=1842 || 10x Revenue with 1 New Sales Process (You Can Steal It)
why it's worth it so these are the actual stats and I put the numbers without the names to keep it nice open loop for you so number one is that they had 9% of Revenue uh that was recurring within this product line all right so they had 9% that was curring after we implemented this process 60% they took this 9% to 60% of this product line within the company so

[31:13] YouTube https://youtu.be/1UhvBSQFy6A?t=1866 || 10x Revenue with 1 New Sales Process (You Can Steal It)
awesome number two they had basically no membership at all because they just weren't it wasn't even an option not really and we were to push that to 30 that's a 30 30% into memberships this included payment plans this is just memberships and then we went from getting one additional extra visit on average per person meaning two to

[31:39] YouTube https://youtu.be/1UhvBSQFy6A?t=1892 || 10x Revenue with 1 New Sales Process (You Can Steal It)
getting four to six visits per customer by introducing this sales process and from a money perspective we went from $220,000 when we uh bought the business so mind you this business made a lot more money than this single product line or this service line but this is where I want wanted to invest my time because I thought there was a huge opportunity here because I saw from the secret shoer from the

[32:02] YouTube https://youtu.be/1UhvBSQFy6A?t=1915 || 10x Revenue with 1 New Sales Process (You Can Steal It)
constraints I thought this was a big area of attack and so they're only 20,000 a month which business the size is not a lot and then however many however we dots this later over 250,000 per month in added and it continues to grow and this compounds and that's the that's the beauty of this type of sales process and repackaging of what someone already

[32:25] YouTube https://youtu.be/1UhvBSQFy6A?t=1938 || 10x Revenue with 1 New Sales Process (You Can Steal It)
sells and so we went from 9 to 60 0 to 30% on memberships from one visit to four to six visits and from 20 to 250,000 so we more than 10x the recurring revenue of this business by following a diagnostic process rather than just selling some traditional one-off thing I have two books on Amazon $100 million offers $100 million leads

[32:42] YouTube https://youtu.be/1UhvBSQFy6A?t=1955 || 10x Revenue with 1 New Sales Process (You Can Steal It)
you can go check them out uh if you have are completely poor uh my podcast has them for free too you can check those out it's all free enjoy


VIDEO
TITLE: Change Who You Compare Yourself to
URL: https://youtu.be/2Pzuc_8DxtU
PRIMARY_TOPIC: closing
TOPICS: closing

[0:00] YouTube https://youtu.be/2Pzuc_8DxtU?t=0 || Change Who You Compare Yourself to
But in terms of like a strategy to get around people who are making more, I will say that I think for me personally as I've um made more and more and whatnot, I have fewer mentors and more heroes. And so it's more um who your reference group is more than the average of the five people you spend the most

[0:18] YouTube https://youtu.be/2Pzuc_8DxtU?t=11 || Change Who You Compare Yourself to
time with. Because if that were true, then Elon Musk would only get poorer because everyone's poorer than him. And so it's really about who you compare yourself to. And when you make hard decisions, whose opinions you think about when you're making them and that's the like everyone says this is my reference group, but the people who

[0:36] YouTube https://youtu.be/2Pzuc_8DxtU?t=29 || Change Who You Compare Yourself to
influence the decisions you make are the real reference group. And so I had this little piffy quote, but I like it. Um, when you make hard decisions, don't think about the people closest to you. Think about the people closest to your goal. What would they do and what would they say? And I think that is a much

[0:50] YouTube https://youtu.be/2Pzuc_8DxtU?t=43 || Change Who You Compare Yourself to
better orientation for um the benefit of those people that you get in proximity with. Like proximity doesn't do anything. All it does is it changes your behavior. And so if it changes your behavior, then all we really want from proximity is what are the lessons I need to learn to change about what I do? And so ex uh

[1:08] YouTube https://youtu.be/2Pzuc_8DxtU?t=61 || Change Who You Compare Yourself to
abstracting it that way, that's what you're solving for is what do I need to do to change my behavior to make it more likely that I hit my goals, right? And so you want to have models that you can say, "Oh, this worked for them. I will also do it." And that's an easy way to learn. It's one of the most effective

[1:22] YouTube https://youtu.be/2Pzuc_8DxtU?t=75 || Change Who You Compare Yourself to
ways a lot of people learn. Which is why proximity is beneficial for a lot of people because there are a lot of smaller behaviors that you will learn unconsciously or at least not consciously from the person teaching you, but just through observation. Like we learn so many different habits from our parents just from the hours and

[1:38] YouTube https://youtu.be/2Pzuc_8DxtU?t=91 || Change Who You Compare Yourself to
hours and hours of observation. Now if you like if I were to ask my father what are the like if I had him on stage and be like what did you teach Alexander because that's what he calls me. Um he would be like I always wanted to teach him these things. Most of the things that he thought he was teaching me he

[1:52] YouTube https://youtu.be/2Pzuc_8DxtU?t=105 || Change Who You Compare Yourself to
didn't teach me at all but I learned a lot of things from my father. It's just not always the things that he thought he was teaching me. And so I think we learn a lot more from those people than even what they let on. And so there's probably for example a larger metal lesson here hopefully hopefully that

[2:06] YouTube https://youtu.be/2Pzuc_8DxtU?t=119 || Change Who You Compare Yourself to
like you probably met a lot of my teams today and you're probably like they're really good and I remember I'll tell you this story because I think it might it might reinforce the point. I remember when I had uh when we were looking, we were we were doing these deal with the private with private equity uh kind of shopping the business

[2:22] YouTube https://youtu.be/2Pzuc_8DxtU?t=135 || Change Who You Compare Yourself to
around and there was this moment when it was me at uh at the head of of a long table, the uh managing partner of of one of the private equity firms at the end of the other and all of my directors at gym launch on this side and all of his VPs and principles on this side. And I just remember thinking it is clear as

[2:40] YouTube https://youtu.be/2Pzuc_8DxtU?t=153 || Change Who You Compare Yourself to
day why he is going to make a billion dollars and I am not. And so that kind of switch. And so us, we can do all the stuff that we have up here, but one of the things that we do internally is that we are business professionals demonstrating excellence as much as talking about it. And so if we got up here and said all this stuff

[2:57] YouTube https://youtu.be/2Pzuc_8DxtU?t=170 || Change Who You Compare Yourself to
about culture, but my whole team were it doesn't matter what we say because you're going to learn way more from all the other ancillary small exchanges that you have than from any presentation. And so TLDDR to your original question, how do I get around those people? I think the benefit is only boiling things down to what do I

[3:15] YouTube https://youtu.be/2Pzuc_8DxtU?t=188 || Change Who You Compare Yourself to
need to change my behavior and trying to get into rooms whenever possible that have people who are above it. And I on my way up I begged, borrowed, and stole whatever I could to get into every room. So I mean like I donated $2 million to um Arnold's charity just because I wanted to get around the other guys who

[3:33] YouTube https://youtu.be/2Pzuc_8DxtU?t=206 || Change Who You Compare Yourself to
donated over a million dollars. And so talk about like the best mastermind ever, guys who can write million- dollar checks mandatory every year to be on the board. those guys don't give a And I was like, whoa, how do these guys talk? How do they think? Like, what do they move? What are they prioritizing?

[3:47] YouTube https://youtu.be/2Pzuc_8DxtU?t=220 || Change Who You Compare Yourself to
And so, it was very valuable for me. And so, I did whatever I could. And obviously, the price tag has gone up on the rooms that I need to get into. Um, but I have done whatever I could to reinvest in my ability to learn. And it's been probably the single best investment I've ever made in my whole life.

[4:01] YouTube https://youtu.be/2Pzuc_8DxtU?t=234 || Change Who You Compare Yourself to
All right. Thank you so much. Hopefully that helped. If you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of

[4:18] YouTube https://youtu.be/2Pzuc_8DxtU?t=251 || Change Who You Compare Yourself to
growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for

[4:31] YouTube https://youtu.be/2Pzuc_8DxtU?t=264 || Change Who You Compare Yourself to
each of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap,

[4:45] YouTube https://youtu.be/2Pzuc_8DxtU?t=278 || Change Who You Compare Yourself to
plug in your business information, and if you want us to actually help you deconrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas

[5:00] YouTube https://youtu.be/2Pzuc_8DxtU?t=293 || Change Who You Compare Yourself to
and we'll do this in person live.


VIDEO
TITLE: How To Build Large Sales Teams (Starting from 0)
URL: https://youtu.be/2lA_A8BGRRs
PRIMARY_TOPIC: closing
TOPICS: closing, hiring, closing, scaling

[0:00] YouTube https://youtu.be/2lA_A8BGRRs?t=0 || How To Build Large Sales Teams (Starting from 0)
in this video I get really in depth on the actual scaling of a sales team process the training process the onboarding process the management process Etc so that you can scale sales within your organizations the interview process what we're testing for is the speed of response you can test work ethic by how quickly they get back to

[0:14] YouTube https://youtu.be/2lA_A8BGRRs?t=7 || How To Build Large Sales Teams (Starting from 0)
you because you are a lead to them number two somebody who's intelligent so if somebody sounds like an idiot then it's the impression that they're going to be giving of your brand the next one is you want somebody who can listen so someone's dominating the conversation they're talking they're you know motor

[0:24] YouTube https://youtu.be/2lA_A8BGRRs?t=17 || How To Build Large Sales Teams (Starting from 0)
mouthing it's not a good idea you want somebody who's kind of an ambivert somebody you can listen and can talk when it's time and socially aware you want someone who's coachable and so you can measure coachability by saying Hey I want you to role play with me in this situation and you just give them a

[0:36] YouTube https://youtu.be/2lA_A8BGRRs?t=29 || How To Build Large Sales Teams (Starting from 0)
little bit of context I don't care about how well you sell me I just want to hear you talk through things and then what you'll do is you'll give them feedback and then ask them to try again now if someone can take the feedback without an ego then you have somebody who's coachable and if they make Improvement

[0:47] YouTube https://youtu.be/2lA_A8BGRRs?t=40 || How To Build Large Sales Teams (Starting from 0)
on the second try then you know that they can improve if someone is not coachable and they do not take feedback well you can already know way ahead of time that they're going to be terrible fit for the team now at this point they have to transition their general knowledge of sales to your specific product or service now I think one of

[0:58] YouTube https://youtu.be/2lA_A8BGRRs?t=51 || How To Build Large Sales Teams (Starting from 0)
the things that's overemphasized is proud technology which underemphasized is Prospect knowledge what we should be focusing on is who are we selling to more than what are we selling because who matters more in the sale the person the product the person right so we want to understand their problems so in depth

[1:11] YouTube https://youtu.be/2lA_A8BGRRs?t=64 || How To Build Large Sales Teams (Starting from 0)
because if you can explain to somebody exactly the problem that they're going through they will buy whatever you have because they will believe that you so intrinsically understand what they're going through once we've decided to hire this person I like to have a 14 day onboarding period what is covered in the

[1:22] YouTube https://youtu.be/2lA_A8BGRRs?t=75 || How To Build Large Sales Teams (Starting from 0)
onboarding period is that we want them to listen to sales calls that are good now if you don't have any sales calls that are good like I would recommend you go and sell and do it well and then record those calls and have them listen to it you want them to be bathing in good sales all they're doing all day

[1:34] YouTube https://youtu.be/2lA_A8BGRRs?t=87 || How To Build Large Sales Teams (Starting from 0)
long is listening to sales calls listening to sales calls listening sales calls and you can see if they watched it based on most software once they've watched let's say about 40 different sales calls they're gonna have a pretty good idea now in between those watchings you want them to work on the script the

[1:46] YouTube https://youtu.be/2lA_A8BGRRs?t=99 || How To Build Large Sales Teams (Starting from 0)
script should be in my opinion a question based framework it's a framework of questions that lead someone naturally to the conclusion when I review the salesforcement portfolio companies when they're trying to improve there wasn't a core decision that was articulated the sales people in general would multiple times throughout the

[1:59] YouTube https://youtu.be/2lA_A8BGRRs?t=112 || How To Build Large Sales Teams (Starting from 0)
sales say do you have any questions for me do you have any questions for me and that's an indication that the salesperson doesn't know how to close clearly not following the script because you're not asking the prospect to come with more reasons to not buy right you're asking them to make a decision

[2:11] YouTube https://youtu.be/2lA_A8BGRRs?t=124 || How To Build Large Sales Teams (Starting from 0)
it's going to be very clear at the beginning of the call which is clarifying why we're here and then labeling them with the problem so that's the closer primary clarify why they're there label them with a problem overview their past experiences and pains once you have that you've gathered enough info you say cool I think you'd be a

[2:22] YouTube https://youtu.be/2lA_A8BGRRs?t=135 || How To Build Large Sales Teams (Starting from 0)
good fit can I tell you about it you get invited to sell which is the S and then you explain in very short analogies why you think you're going to be able to solve two to three of the problems that they explained and then you ask for the sale and then enr are explaining what their concerns and then reinforce the

[2:34] YouTube https://youtu.be/2lA_A8BGRRs?t=147 || How To Build Large Sales Teams (Starting from 0)
decisions and so once we have a script do you want to boil down the decision to the most basic unit possible and the reason you have to do that thinking is because you don't want them to try and think about what the decision is you want to give them the decision that they have to make by the end of the call and

[2:47] YouTube https://youtu.be/2lA_A8BGRRs?t=160 || How To Build Large Sales Teams (Starting from 0)
so if you're selling a B2B service it would be like the decision we have to make is whether you're going to make more money on your own than you will with us in excess of our thing what most people do is they just talk for 30 minutes and then they just present the price and they just don't have any structure of the conversation and they

[2:59] YouTube https://youtu.be/2lA_A8BGRRs?t=172 || How To Build Large Sales Teams (Starting from 0)
don't actually do any fact finding they go on off all of these all these changes why are you here what is your problem what have you tried to solve here's how I think we can help you given what you just said to make this one decision which is can we help you more than you could on your own yes or no fantastic

[3:11] YouTube https://youtu.be/2lA_A8BGRRs?t=184 || How To Build Large Sales Teams (Starting from 0)
close that's it once we've clarified what that scripting needs to look like and that's big picture there's obviously wording but for the sake of this video I want to talk bigger picture so once you have that and this person is watched themselves in sales they're studying the script what you want to do is you want

[3:23] YouTube https://youtu.be/2lA_A8BGRRs?t=196 || How To Build Large Sales Teams (Starting from 0)
to role play with them you want to role play with them every morning during that process so they get better at it once they pass the role play test right and if you're like whoa that sounds like a lot of work well it is a lot of work to build a great sales team once they sell you on them being able to have this

[3:35] YouTube https://youtu.be/2lA_A8BGRRs?t=208 || How To Build Large Sales Teams (Starting from 0)
sales conversation then you put them on the floor on a half schedule you're not going to give them a full schedule because you want them to blow through a ton of leads you give them a half schedule the second half their day they're still reviewing the calls they had and then you're still meeting with

[3:45] YouTube https://youtu.be/2lA_A8BGRRs?t=218 || How To Build Large Sales Teams (Starting from 0)
them twice a day beginning of the day and a day the second week of this training when you're reviewing the sales costs with them they now have fresh ones that they went through that you're going to give them feedback on here's how you have these meetings when you do sales manager meetings you're communicating

[3:58] YouTube https://youtu.be/2lA_A8BGRRs?t=231 || How To Build Large Sales Teams (Starting from 0)
the goals which in sales is usually pretty sure straightforward you're making sure they're motivated and you're training them that is the point of the job you motivate and you train as long as they're clear on what their kpis are 30 minutes before the call that you have with the new trainee you listen to one

[4:11] YouTube https://youtu.be/2lA_A8BGRRs?t=244 || How To Build Large Sales Teams (Starting from 0)
or two of their sales calls at 2x you know speed take written notes of all the things that you would want to improve when you get on the call with them which should happen immediately afterwards because it's going to be fresh in your mind you then look at your notes and then you want to bold or prioritize one

[4:23] YouTube https://youtu.be/2lA_A8BGRRs?t=256 || How To Build Large Sales Teams (Starting from 0)
to two highest impact things that they can do now there's probably a hundred things they're doing wrong but you just want to start with the highest impact things and then you give them those things and it takes about five minutes to communicate that 30 minutes to review and write the notes five minutes to

[4:34] YouTube https://youtu.be/2lA_A8BGRRs?t=267 || How To Build Large Sales Teams (Starting from 0)
communicate the thing that the one to two highest leverage things that they can do to improve and then 25 minutes where you role play again with them with the new changes and then they go back the next day they do more calls you listen to see if they did the thing they didn't do the thing roll play again the

[4:47] YouTube https://youtu.be/2lA_A8BGRRs?t=280 || How To Build Large Sales Teams (Starting from 0)
next day you listen to recordings now maybe they got it right you say hey keep doing that you're getting better now let's also do this thing when someone says I got to think about it when someone says I have to talk to my spouse or when someone says that's a lot of money let's drill this overcome this is

[4:58] YouTube https://youtu.be/2lA_A8BGRRs?t=291 || How To Build Large Sales Teams (Starting from 0)
what I need you to say you have to Flex that muscle as many times you can get those reps in within that 25 minute period And so as you're scaling a sales team you need to do that with all of the Reps that is what Sales Management is it's not just like sitting there having one weekly meeting and checking in on

[5:12] YouTube https://youtu.be/2lA_A8BGRRs?t=305 || How To Build Large Sales Teams (Starting from 0)
people and asking them what their pipelines at you need to be reviewing sales calls with written notes prioritizing where they can improve the most and then communicating and drilling them on those things maintaining the culture of the team through three things one is having a leaderboard that is Visual and up to date at all times sales

[5:27] YouTube https://youtu.be/2lA_A8BGRRs?t=320 || How To Build Large Sales Teams (Starting from 0)
people are competitive you want to Foster that competition number two is that you want to have clear kpis and some sort of bonus and we like every 30 days to 42 days every four to six weeks having some sort of big little thing that they can brag about winning some sort of sales competition of the different objectives that we have

[5:41] YouTube https://youtu.be/2lA_A8BGRRs?t=334 || How To Build Large Sales Teams (Starting from 0)
optimized for the one that has worked best for all of our portfolio companies is optimizing for cash up front there's three things one is the leaderboard two is the kpi in competition and the three is that you have to cut the bottom 10 on a quarterly basis if you're not cutting you're communicating with the team

[5:55] YouTube https://youtu.be/2lA_A8BGRRs?t=348 || How To Build Large Sales Teams (Starting from 0)
that's okay to suck and it will drag down the culture of the team and so the job of the manager besides training is motivation motivation comes from culture and the standards that we set for ourselves and what you agree to tolerate and so fundamentally Sales Management is a skill of Tolerance is the person who

[6:09] YouTube https://youtu.be/2lA_A8BGRRs?t=362 || How To Build Large Sales Teams (Starting from 0)
tolerates the most is the one who has the weakest team you can tell the difference between the winning teams and losing teams usually by the coach how can you have one coach go from a losing team in the NFL to almost undefeated team in one year because of the leadership because of the culture because of the Mojo because we say we no

[6:23] YouTube https://youtu.be/2lA_A8BGRRs?t=376 || How To Build Large Sales Teams (Starting from 0)
longer tolerate these things like if you want to be here this is a world-class sales organization and if you are on this team it means that you're agreeing to them there was a time a few years back where our sales team got a little bit bloated got a little bit fat and so I ended up cutting more than half the

[6:35] YouTube https://youtu.be/2lA_A8BGRRs?t=388 || How To Build Large Sales Teams (Starting from 0)
team and then I had a meeting with everybody afterwards and I wanted to reset the tone and I was like guys if you're here it's because a we value and we think that you're solid but B is because we think that you're going to buy into the vision of what we will have for the future which is we want to build

[6:47] YouTube https://youtu.be/2lA_A8BGRRs?t=400 || How To Build Large Sales Teams (Starting from 0)
a world-class sales organization and if you want to stay on this team then it means that you're agreeing to that and I don't want to say that you're inherently agreeing to that I want to let you guys sleep on it because tomorrow if you want to quit that's fine you just let me know in the morning no harm to foul I'd

[6:58] YouTube https://youtu.be/2lA_A8BGRRs?t=411 || How To Build Large Sales Teams (Starting from 0)
rather you just tell me because what we're going going to go through is going to be a significant change and so if you're a sales manager coming into an organization you say these are the new standards of what we will do I expect you to all attend our 5 a.m training for an hour where we drill together I expect

[7:11] YouTube https://youtu.be/2lA_A8BGRRs?t=424 || How To Build Large Sales Teams (Starting from 0)
you to show up on time to every single call I expect you to clean your pipelines every single day and that you put the call notes in the CRM as required if you do not do those things even if you're the best closer on the team I will fire you are we clear and the reason I do that is because I want the culture of this team to be one of

[7:25] YouTube https://youtu.be/2lA_A8BGRRs?t=438 || How To Build Large Sales Teams (Starting from 0)
excellence in everything we do because if it's worth doing it's worth doing well and so you have to set that tone on the team to get them to want to raise up and that's where the leadership of sales manager is so important as a side note I have rarely found that the best salesperson is the best sales manager

[7:39] YouTube https://youtu.be/2lA_A8BGRRs?t=452 || How To Build Large Sales Teams (Starting from 0)
sales managers tend to be more giving in general and more stable as people there's less emotional highs and lows they are more even they need to be the rock of the team that people look up to no one respects a sales manager who says do all these things and doesn't do it themselves and so they have to emulate

[7:55] YouTube https://youtu.be/2lA_A8BGRRs?t=468 || How To Build Large Sales Teams (Starting from 0)
or exemplify what work ethic looks like what following through looks like which finishing your checklist every day looks like being first to show up for the meeting in the morning before everyone else does like you have to lead by example the last piece I want to hit on here is the Cadence which is what

[8:08] YouTube https://youtu.be/2lA_A8BGRRs?t=481 || How To Build Large Sales Teams (Starting from 0)
frequency are we talking to our sales people the first 14 days you're going to be talking to that person once or twice a day when they're getting onboarded once they get out of that training wheels period which is the half week if they meet the quota which is the minimum allowable close rate or whatever metric

[8:20] YouTube https://youtu.be/2lA_A8BGRRs?t=493 || How To Build Large Sales Teams (Starting from 0)
you want to use then they can get a full schedule once on the full schedule they're still kept on that and everyone understands that if you drop below kpi for two weeks you go on a pip which is a performance Improvement plan which means you go basically regress back to being a trainee which means I now have to train

[8:32] YouTube https://youtu.be/2lA_A8BGRRs?t=505 || How To Build Large Sales Teams (Starting from 0)
you the way we were and I'm going to take even more attention to fixing your calls and getting you back on track if after the next two weeks you still haven't improved you're all that's the name now when you hire people you also set that expectation this is how this works this is a dangerous place to work

[8:45] YouTube https://youtu.be/2lA_A8BGRRs?t=518 || How To Build Large Sales Teams (Starting from 0)
we do that because we expect Excellence you want them to be fired up they'll be like let's go the Cadence after you've graduated someone from trainee to full time is you would meet with them on a weekly basis and then maybe after a year every other week if they're just killing it but most times most sales

[8:58] YouTube https://youtu.be/2lA_A8BGRRs?t=531 || How To Build Large Sales Teams (Starting from 0)
people meet on every basis just to clean the engine check in on things give them a couple of tidbits hear them out Etc the structure of those calls already outlined in terms of how you give feedback that same feedback structure applies to all of the existing guys too which is an hour per guy per week is for

[9:13] YouTube https://youtu.be/2lA_A8BGRRs?t=546 || How To Build Large Sales Teams (Starting from 0)
the sales management and so you take 60 to here maybe two calls because you can listen to it on faster rate and then you can have your written feedback and after you have the call with them you want to message them or email them the Salient blocks and if you're an organized person which I recommend you be if you're a

[9:27] YouTube https://youtu.be/2lA_A8BGRRs?t=560 || How To Build Large Sales Teams (Starting from 0)
manager I like having a tab of all my sales guys and having the things that I want them to work on each week so that I can just date it and say like last Monday I said these two things come back this Monday and so when I'm reviewing it the next week I'm saying this is the two things I tell them to work on did they

[9:38] YouTube https://youtu.be/2lA_A8BGRRs?t=571 || How To Build Large Sales Teams (Starting from 0)
improve it yes no cool when I come back to that call I'm like hey we said these two things did you do it did it results in you making more deals awesome cool big meeting Cadence you've got your weeklies you've got your monthlies you've got your one-on-ones that happen on a weekly basis or more frequently if

[9:51] YouTube https://youtu.be/2lA_A8BGRRs?t=584 || How To Build Large Sales Teams (Starting from 0)
they're on a performance plan or a trainee and then you have as a team daily huddle end of day huddle the end of day is a short just like hey how's everyone doing checking in cool awesome make sure you clean your pipelines Etc the early morning one is a training if you want you can make it optional and if

[10:05] YouTube https://youtu.be/2lA_A8BGRRs?t=598 || How To Build Large Sales Teams (Starting from 0)
you're on a performance plan or you're a trainee it's mandatory with the right culture teams most guys always attend that's the overarching structure for scaling a sales team in an organization the only other thing that can happen is that they will lose conviction that's when sales can get cold the things that

[10:18] YouTube https://youtu.be/2lA_A8BGRRs?t=611 || How To Build Large Sales Teams (Starting from 0)
keep people motivated are the competitions because that keeps things fresh because it's a very repetitive job but also reading testimonials of clients they recently sold and the results that they're experiencing and you do that so that they feel like they're good guys because a lot of times sales can feel

[10:31] YouTube https://youtu.be/2lA_A8BGRRs?t=624 || How To Build Large Sales Teams (Starting from 0)
very hunt and kill but you want to sell from a place of empathy genuine empathy not nice guy but like I really want to help you which means you need to make a decision and that's what like I'm not going to let you hide in your excuses again because I really am trying to help you not say I am because I've seen guys

[10:44] YouTube https://youtu.be/2lA_A8BGRRs?t=637 || How To Build Large Sales Teams (Starting from 0)
just like you change their lives by doing this and I know you're just putting up and you're afraid and that's okay because we're going to help you you have to have somebody who who's willing to push through the know because they believe in the product and the transformation the other person is going to experience not because they

[10:57] YouTube https://youtu.be/2lA_A8BGRRs?t=650 || How To Build Large Sales Teams (Starting from 0)
have their ego tied into it and they want to close the sale to be number one you get there backwards and you do that by having people who were clients hop on a sales call and talk about their experience the second best thing is to watch videos of testimonials with the team before you start the day in the

[11:13] YouTube https://youtu.be/2lA_A8BGRRs?t=666 || How To Build Large Sales Teams (Starting from 0)
early morning huddle and then the third is just just read them out loud yourself and ideally what you want is if you're going to read them out loud have the guy who sold the person read the testimonial because then it'll double down on their conviction


VIDEO
TITLE: “Should I Build a Coaching Business or an Educational Platform?”
URL: https://youtu.be/32R-eshEOdY
PRIMARY_TOPIC: closing
TOPICS: closing

[0:00] YouTube https://youtu.be/32R-eshEOdY?t=0 || “Should I Build a Coaching Business or an Educational Platform?”
So, you do business coaching for wedding. Uh, I say this again. Doing a million dollars run rate. Yep. Um, and you want to get to five million in the next three years. Yes. Okay. And you said what's holding you back is sales conversion. I say sales conversion. Your sales team says differently, but um,

[0:15] YouTube https://youtu.be/32R-eshEOdY?t=8 || “Should I Build a Coaching Business or an Educational Platform?”
wow. Um, which has been helpful, super helpful. I came in thinking it's a sales conversion issue. Maybe it's not. What's your close rate? Our close rate is 38%. which doesn't it sounds terrible to me because I you know we just brought on a sales team in February so it feels like you know we used to sell all organic now

[0:38] YouTube https://youtu.be/32R-eshEOdY?t=31 || “Should I Build a Coaching Business or an Educational Platform?”
it's so much cold traffic so apparently that maybe not is my issue um but I I think it's our team I agree with my sales team okay that's good they're good they're really so like not only did you go from warm traffic to cold traffic which is an entirely different it's a it's an entirely different funnel

[0:54] YouTube https://youtu.be/32R-eshEOdY?t=47 || “Should I Build a Coaching Business or an Educational Platform?”
and so some of you guys who are organic and wanting to get into paid I think we were talked about this yesterday. You're like, I have all these all these referrals that are coming into my my clinic. It's like it's a different game. Like selling to cold, it's like we're only selling one out of 10 cold leads.

[1:06] YouTube https://youtu.be/32R-eshEOdY?t=59 || “Should I Build a Coaching Business or an Educational Platform?”
It's like, yeah, no it's cold. Like they don't know who you are. But as long as the math makes sense, who cares because there's way more of them than there are warm. And so that's the trade. But anyways, you keep Yeah. So basically what I want to do, like my goal is to build Ramsay Solutions in the wedding industry.

[1:22] YouTube https://youtu.be/32R-eshEOdY?t=75 || “Should I Build a Coaching Business or an Educational Platform?”
Okay. Every time you have him on the show, I'm like anxiously listening. Um, also I would say that would be like also like building gym launch for the wedding industry, right? So the biggest thing that I have focused long term is do I want it to just be me? So kind of like gym launch would have been um or with

[1:41] YouTube https://youtu.be/32R-eshEOdY?t=94 || “Should I Build a Coaching Business or an Educational Platform?”
Ramsay Solutions how they have, you know, Rachel Cruz does finances for couples and then they've got the doctor. And so with my industry, it's like having coaches for venues, having coaches for photographers, things like that. It feels like I want to build an educational platform, okay, versus just a coaching business for

[1:58] YouTube https://youtu.be/32R-eshEOdY?t=111 || “Should I Build a Coaching Business or an Educational Platform?”
myself. And I honestly don't even know what the next steps. Do you want to sell it longterm or no? Sell. Yeah. Well, then if you do want to sell longterm, then bringing another kind of personalities to your point is pretty much the way that you're going to probably have to do it. Yeah. Um, the really cool news that

[2:18] YouTube https://youtu.be/32R-eshEOdY?t=131 || “Should I Build a Coaching Business or an Educational Platform?”
wasn't like available 12 months ago even is the AI avatars. And I think I would like really strongly consider just building out a team of AI avatars. Oh, that's interesting. Yeah, it's pretty nasty now. Like it's very good. Yeah. So instead of having focused coaches in all these different areas, a podcast network,

[2:36] YouTube https://youtu.be/32R-eshEOdY?t=149 || “Should I Build a Coaching Business or an Educational Platform?”
you probably know what they're supposed to do for each of those niches, right? Yes. Yeah. I currently coach. If you could build out the education for that and just feed it into the avatars, now you have an entirely AIdriven business with avatars that won't cheat, won't sleep with each other, won't, you know,

[2:50] YouTube https://youtu.be/32R-eshEOdY?t=163 || “Should I Build a Coaching Business or an Educational Platform?”
you know, won't go work for a competitor. Like, all of that is just done. Yeah. Um, so I actually really like that. And the really cool thing if you want to is that you can build it off of people that you know. You can train the avatars and just license their likeness if you want to. Um, or you can just do it from complete

[3:06] YouTube https://youtu.be/32R-eshEOdY?t=179 || “Should I Build a Coaching Business or an Educational Platform?”
scratch. Either way works. Yeah. Then I don't have to deal with so many people though, which is great. Okay. Yeah. But no, I don't think you're sales constraint. Yeah. Okay. Thank you. Okay. So, if you've hit a revenue ceiling or your entire business relies on you to grow, then I'd love to invite you out to our headquarters here in

[3:22] YouTube https://youtu.be/32R-eshEOdY?t=195 || “Should I Build a Coaching Business or an Educational Platform?”
Vegas to learn how we scale. And so, my team spends two days with you to identify the thing that's holding your business back. And so, if that sounds interesting, click book a call. And if you're a fit, we'd love to potentially see you out here in


VIDEO
TITLE: The 3 Things Everyone Gets Wrong About Feedback
URL: https://youtu.be/5JOzXM0wjj4
PRIMARY_TOPIC: closing
TOPICS: closing, mindset

[0:00] YouTube https://youtu.be/5JOzXM0wjj4?t=0 || The 3 Things Everyone Gets Wrong About Feedback
If you do nothing, people will criticize you. If you do something, people will criticize you. So, criticism is a fixed cost. Period. Number two, it takes about 20 hours to become proficient in just about anything. You want to play guitar, like proficient in just about anything. It just takes people 10 years to get the first 20

[0:17] YouTube https://youtu.be/5JOzXM0wjj4?t=10 || The 3 Things Everyone Gets Wrong About Feedback
hours. And that's a huge a huge issue. The third is that when you're thinking about feedback is one, not all feedback is created equal. You don't want to listen to the people who are closest to you. You want to listen to the people who are closest to your goals. And so listen to the people who are already at your goals, who already have

[0:34] YouTube https://youtu.be/5JOzXM0wjj4?t=27 || The 3 Things Everyone Gets Wrong About Feedback
achieved those goals and listen to their feedback. Because I'll say, for example, for me, like if I if I I mean, I rarely do, but if I post anything of me at the gym, the only people who comment are people who are smaller than me. No guy who is bigger than me ever has talked about, you know, about my,

[0:49] YouTube https://youtu.be/5JOzXM0wjj4?t=42 || The 3 Things Everyone Gets Wrong About Feedback
you know, my fitness stuff. Um, and so to the same degree, anybody who's an entrep who's a real entrepreneur is going to be like, "Hell yeah, man. You got out there. Oh, of course you failed. I mean obviously you failed but that's okay right everyone falls the first time right from uh from the matrix and so

[1:02] YouTube https://youtu.be/5JOzXM0wjj4?t=55 || The 3 Things Everyone Gets Wrong About Feedback
expect failure and I think that if you can play it out the there's a there's a really wonderful frame around this which is the the frame of the veteran which is if you were to imagine whatever bad experience occurs happening a thousand times more in a row how would you feel on the thousandth time and if that's how

[1:19] YouTube https://youtu.be/5JOzXM0wjj4?t=72 || The 3 Things Everyone Gets Wrong About Feedback
you're going to feel in the thousandth time with the exact same condition you might as well feel that way today and it's just been a really like a like if you're like man I hate traffic. It's a Google. Let's assume traffic is a constant and it happens for the next thousand days. You'll probably be like,

[1:29] YouTube https://youtu.be/5JOzXM0wjj4?t=82 || The 3 Things Everyone Gets Wrong About Feedback
"Well, it's just how it is." Totally, right? And so, this is just how it is. That's the feedback that you're going to get from the videos and it's going to keep happening and it's okay. Yeah. Your your point just now of the problem is it takes us 10 years to get the first 20 hours is so true. I know something that I've

[1:45] YouTube https://youtu.be/5JOzXM0wjj4?t=98 || The 3 Things Everyone Gets Wrong About Feedback
because people are often like that to me like, "Jay, how do you solve a problem?" I'm like, if I think something's a big problem to solve or a skill to learn, I will cancel every evening plan this week and I will cancel my entire weekend. And all I'm doing this weekend is figuring out that skill. I'll get a coach. I'll

[2:01] YouTube https://youtu.be/5JOzXM0wjj4?t=114 || The 3 Things Everyone Gets Wrong About Feedback
commit to the time and I'll be around that community of people. Those are my three practices or things to develop a skill. And then this weekend is dedicated to getting good at X. And it's like if I don't get enough hours in this weekend, the next four weekends are dedicated to that thing. And all of a

[2:19] YouTube https://youtu.be/5JOzXM0wjj4?t=132 || The 3 Things Everyone Gets Wrong About Feedback
sudden in a month, I've solved a problem that could have taken me six years. And so I love that piece of advice because I think it's it's the same advice when you give people like, "Hey, just try three things out." And they're like, "Okay, I'll try three things out one a year." And and also when you give it 12 months

[2:34] YouTube https://youtu.be/5JOzXM0wjj4?t=147 || The 3 Things Everyone Gets Wrong About Feedback
to try one thing out, you actually never know. Whereas if you did something for a whole day, like I remember when me and my wife were in Hawaii and we both grew up in London. We never went surfing or skiing and things like this, right? We're in Hawaii. We try surfing. We do it the whole day. I knew I was never going to

[2:52] YouTube https://youtu.be/5JOzXM0wjj4?t=165 || The 3 Things Everyone Gets Wrong About Feedback
be a surfer and it's the last thing I want to do and I don't care at all about surfing. It It looks good, but it is not fun to do. Like I didn't enjoy the process. And I'm like, but if I went like for 30 minutes one day, then I'd be like, "Oh, well maybe I just didn't do it right." And then you're like, "Okay, I'll go 30

[3:08] YouTube https://youtu.be/5JOzXM0wjj4?t=181 || The 3 Things Everyone Gets Wrong About Feedback
minutes next year. I'll do an hour next year." And so we just keep elongating the kind of failure rate or knowing how quickly something's important or not. I think it's getting completely immersed and just soaked in whatever the thing that you're trying to pursue. So I'll tell you a comparable story. So when I

[3:26] YouTube https://youtu.be/5JOzXM0wjj4?t=199 || The 3 Things Everyone Gets Wrong About Feedback
was when I had my first business, I I was I've never been a techoriented person. Now I try not to speak that over myself, but like I'm working on it. And so I was like, I have to learn how to build web pages. I hate relying on these IT guys. They're slow. They don't build it the right way. And so this is right

[3:40] YouTube https://youtu.be/5JOzXM0wjj4?t=213 || The 3 Things Everyone Gets Wrong About Feedback
as some of the early kind of softwares say come out. And I had put it off. And then I finally said, "Both days this weekend, I'm locking the doors. I'm closing the the frames. I'm turning off my phone." And I just had a simple page. I said, "I'm just going to copy this page. I just want to see if I can figure

[3:54] YouTube https://youtu.be/5JOzXM0wjj4?t=227 || The 3 Things Everyone Gets Wrong About Feedback
it out." And I set two full days aside and I finished it by noon. Yeah. But I had put it off for weeks. And so most times it's almost like fear is a mile wide and an inch deep. So is ignorance. It's like it's more than you expect but less less than you think. Yeah. Right. You get in and you're like,

[4:09] YouTube https://youtu.be/5JOzXM0wjj4?t=242 || The 3 Things Everyone Gets Wrong About Feedback
"Oh, there's only four parts to this. Okay, I think okay, now I you want to wrap your arms around it." And I think that's why having these kind of longer intense sessions where you kind of drink all of it up because if you did multiple 30 minute sessions, for example, it's like it'll take you the first 15 minutes

[4:21] YouTube https://youtu.be/5JOzXM0wjj4?t=254 || The 3 Things Everyone Gets Wrong About Feedback
to get back into what did I just learn last time? And then it just it takes very it's very hard to get make progress. And so I'm a I'm a massive advocate of full shutdown days. I mean, drink your coffee, get your good night's sleep, and then put your earplugs in, and then like lock in. Yeah. Real quick, if you're a business owner

[4:37] YouTube https://youtu.be/5JOzXM0wjj4?t=270 || The 3 Things Everyone Gets Wrong About Feedback
and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through, and more importantly, where

[4:52] YouTube https://youtu.be/5JOzXM0wjj4?t=285 || The 3 Things Everyone Gets Wrong About Feedback
they got stuck and how they got past it. And so we broke it in these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing,

[5:04] YouTube https://youtu.be/5JOzXM0wjj4?t=297 || The 3 Things Everyone Gets Wrong About Feedback
sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. free. You can go to acquisition.com/roadmap, plug in your business information, and

[5:19] YouTube https://youtu.be/5JOzXM0wjj4?t=312 || The 3 Things Everyone Gets Wrong About Feedback
if you want us to actually help you deconrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: A Players Will Make You Rich
URL: https://youtu.be/9V9VlKYIMs4
PRIMARY_TOPIC: closing
TOPICS: closing

[0:00] YouTube https://youtu.be/9V9VlKYIMs4?t=0 || A Players Will Make You Rich
So A players will make you rich, but here's the downside or the hard part about A player culture. A players cost more per headcount, but not not in actuality. So let me give you an example. If you had five eights and five sixes on a team, what really happens is that the sixes pull down the eights, and now you just have a bunch of six sevens.

[0:18] YouTube https://youtu.be/9V9VlKYIMs4?t=11 || A Players Will Make You Rich
Anyways, the smart move is to fire all five sixes, and what happens is your eights become nines, and you never needed the sixes to begin with. And that is something that I've seen over and over and over again. I had a team of 14 sales guys at one point and we had a cancerous there was a one guy was stealing some other guys knew about it.

[0:35] YouTube https://youtu.be/9V9VlKYIMs4?t=28 || A Players Will Make You Rich
It was bad and so we ended up cutting I think from 14 to six and those six guys closed more deals than the 14 real I've also had to do this on the on on the media. I mean I've had to do this in a lot of different teams over the years where I have to just massively take an axe because culture runs a muck. There's

[0:51] YouTube https://youtu.be/9V9VlKYIMs4?t=44 || A Players Will Make You Rich
a bad leader. They lower those standards and then you got eights with sixes and then the eights start acting like sixes too. But then when you get all the bad ones out, then all of a sudden these eights rise to the occasion and they're like, "We just only want to play with A players because A players will

[1:06] YouTube https://youtu.be/9V9VlKYIMs4?t=59 || A Players Will Make You Rich
self-manage, but everyone has to be an A player." Otherwise, they'll say, "Oh, that's accepted." And either they'll lower the bar or they'll leave. And one of the difficulties of this is that your definition of an A player will change as you get better. What I thought was an A player when I was in, you know, when I owned a gym was somebody who was making

[1:22] YouTube https://youtu.be/9V9VlKYIMs4?t=75 || A Players Will Make You Rich
$50,000 a year. And I was like, "This is the This guy is the man. this is a player. And then I had my first $75,000 a year of player, then my first $100,000 a year, and then first 200, and my first 400, then my first million, their first multi-million. And at each level, I'm like, I didn't even know they made people like this, right? And so your

[1:38] YouTube https://youtu.be/9V9VlKYIMs4?t=91 || A Players Will Make You Rich
definition of what good looks like will always be better. And this is a quote from Shiran. He said, the best talent is always in the future. And so we always want to make room. We want to build a business that has a vision that's big enough that their big dreams can also fit inside of it. And I'll just say on a tactical level, I I this has just almost

[1:55] YouTube https://youtu.be/9V9VlKYIMs4?t=108 || A Players Will Make You Rich
become my razor. I have yet to find an A player that I don't immediately know as an A player within the first 14 days. It just hasn't happened. And so I I think what's really happening for me now is that like my tolerance for not A players has just gone down. I just I can just say like I'm sure they're okay and I'm

[2:11] YouTube https://youtu.be/9V9VlKYIMs4?t=124 || A Players Will Make You Rich
sure we could give them time and I'm sure they could become a seven and so what? It's they're not going to be an A. Why bother? And that that is a hard culture to enforce because people don't want to let other people go. Hey, this person just changed their jobs, etc. And some people might say, oh, you're not giving them a chance. I want to be clear here, it depends on the level of who you're hiring. If you're hiring very low

[2:31] YouTube https://youtu.be/9V9VlKYIMs4?t=144 || A Players Will Make You Rich
low wage employees, um, and the training is really fast, that can be different than maybe somebody who has to ramp up. There are elements of this, but you can still see leading indicators in terms of character and work ethic almost immediately. And those are the reasons that most people get fired, not because of kind of the day-to-day skill stuff.

[2:48] YouTube https://youtu.be/9V9VlKYIMs4?t=161 || A Players Will Make You Rich
Real quick,


VIDEO
TITLE: My Standards for Conversion Rates Across Different Sources
URL: https://youtu.be/AK6Trx0PFyU
PRIMARY_TOPIC: closing
TOPICS: closing

[0:00] YouTube https://youtu.be/AK6Trx0PFyU?t=0 || My Standards for Conversion Rates Across Different Sources
Yeah, I was going to give you guys some rules of thumbs for like different kind of conversion metrics. So, one of the simple ones would be like if you're doing thing is there's so many variations. So, it's like if you're closing off of meta leads for in person, it's like you should close 10% of the leads that that you have. So, you get

[0:13] YouTube https://youtu.be/AK6Trx0PFyU?t=6 || My Standards for Conversion Rates Across Different Sources
100 leads for an inerson service business, you should close about 10%. Um, if you're, you know, above that, amazing. If you're below that, you probably have some opportunity for improvement. Um, if you're closing off cold webinar leads, um, if you're selling to broader markets, you're probably looking at two to 3% conversion

[0:29] YouTube https://youtu.be/AK6Trx0PFyU?t=22 || My Standards for Conversion Rates Across Different Sources
of those leads, as in webinar opt-ins to sales. If you are a little bit more niched, then that can go up to 5% of leads. Um, the craziest I've ever seen. And like again, that's leads, not shows, right? Or people who are there during the offer. That's just overall like you had 100 people opt in for webinar. All

[0:45] YouTube https://youtu.be/AK6Trx0PFyU?t=38 || My Standards for Conversion Rates Across Different Sources
right. Um, if you have a salesperson that's in person, right? If you're going to someone's home, um again, my rule of thumb with sales people in general with a proper sales process is 35%. I would like them to close at least one out of three um of the prospects that they're getting in touch with. Typically, if

[1:01] YouTube https://youtu.be/AK6Trx0PFyU?t=54 || My Standards for Conversion Rates Across Different Sources
it's higher than that, I will raise price. Um if it's below that, then uh then I will fix the process before I even consider lowering the price. Um web pages, most times it's going to be between 1 and 2% um in terms of conversion rate on those pages. I'll I'll give you a fun factoid for uh school. So I think school right now is

[1:19] YouTube https://youtu.be/AK6Trx0PFyU?t=72 || My Standards for Conversion Rates Across Different Sources
at like 4%. It's really good u for school about pages and it's because when you have trust in a platform that starts to increase your conversion overall. So I'll give you a wild example on this. Again these are rules of thumb. Um my Amazon page for my books so like offers for example. This is the last time I

[1:36] YouTube https://youtu.be/AK6Trx0PFyU?t=89 || My Standards for Conversion Rates Across Different Sources
looked. Um we convert roughly a quarter of the traffic that hits that page. Think how crazy that is. One out of four clicks buys. Now, what you trade off when you have a platform like an Amazon, right, is that I'm not making all that money. Amazon's basically making all the money and then like paying me a small

[1:53] YouTube https://youtu.be/AK6Trx0PFyU?t=106 || My Standards for Conversion Rates Across Different Sources
commission. And so, you just have to play with the numbers there, which is like, okay, instead of it being uh, you know, 25%, I'm getting two and a half%. So, I'm getting 10x the conversion per click and I might be getting onethird the gross profit. Is it worth it? Yeah, I'm still making three times as much

[2:09] YouTube https://youtu.be/AK6Trx0PFyU?t=122 || My Standards for Conversion Rates Across Different Sources
money, right? But you just have to understand the difference between those things. So, those are just a handful of rules of thumb that I have followed that have served me well in business, in services, um, in order to scale. Real quick, I'm going to show you the exact 10stage road map from zero to 100

[2:23] YouTube https://youtu.be/AK6Trx0PFyU?t=136 || My Standards for Conversion Rates Across Different Sources
million plus that less than 1% of companies finish I've now done multiple times. And so, I can say with a lot of confidence that these are the stages as headcount increases that you need to get through. And I broke each of these down by eight different functions of the business. what the constraint feels

[2:38] YouTube https://youtu.be/AK6Trx0PFyU?t=151 || My Standards for Conversion Rates Across Different Sources
like, like what are the symptoms of it when you're going through it, and then what steps we actually took to graduate. And we've done this across software, physical products, uh, service, businesses, brickandmortar, all of this, and it works. And it's my gift to you. It's absolutely free. And so the link's

[2:52] YouTube https://youtu.be/AK6Trx0PFyU?t=165 || My Standards for Conversion Rates Across Different Sources
in the description, but you just go acquisition.comroadmap. Just enter your info and it'll spit it right back to you. Offering.


VIDEO
TITLE: The SaaS Trap Founders Walk Into
URL: https://youtu.be/CUDu2EE8Bwk
PRIMARY_TOPIC: closing
TOPICS: closing

[0:00] YouTube https://youtu.be/CUDu2EE8Bwk?t=0 || The SaaS Trap Founders Walk Into
So, newer SAS company, we helped inbound sales teams improve their eliminate no shares, improve their sellers off and self-sufficiency. Um, I really think the most helpful things for me would be just you running through um really the major learning lessons you had from Allen in terms of red flags. But my my background is high ticket

[0:22] YouTube https://youtu.be/CUDu2EE8Bwk?t=15 || The SaaS Trap Founders Walk Into
education and photo states. So, I think kind of coming into it, you know, do you have this technical co-founder? I do. Okay. How good is he? I spent 18 months fighting, so that's pretty good. Well, that could mean that it just took you really long to find somebody who's bad. So, like, um, two years from now, you're like, I

[0:40] YouTube https://youtu.be/CUDu2EE8Bwk?t=33 || The SaaS Trap Founders Walk Into
should know. Yeah. Um, so really comes down to like, has this person built a software company before? Yeah. Okay, cool. So, fundamentally, like the entire game's different than the high ticket game, right? Like it's all about revenue retention. It's all about word of mouth. It's it's a product business.

[0:56] YouTube https://youtu.be/CUDu2EE8Bwk?t=49 || The SaaS Trap Founders Walk Into
There's actually a podcast I just made. I don't even know when it's coming out about this, but like what business are you really in? And so like when I got into Allen, I thought I was in the marketing and sales business because that was the business that I came from, but you're actually in the product

[1:08] YouTube https://youtu.be/CUDu2EE8Bwk?t=61 || The SaaS Trap Founders Walk Into
business. So it has to be it has to be basically like taking to its natural extreme if people don't stick with it, it doesn't matter. So basically marketing and doing everything else like it's irrelevant, right? And so like unless that's right, nothing else matters basically. And so marketing sales on the front end literally only

[1:26] YouTube https://youtu.be/CUDu2EE8Bwk?t=79 || The SaaS Trap Founders Walk Into
serves the purpose of making the product better until there's a point where it has what I would consider passive growth where it grows on its own and then you gas the living hell out of it and then that's what makes gazillion dollar companies, right? Like the reason I I I I bought, you know, school um was because the

[1:45] YouTube https://youtu.be/CUDu2EE8Bwk?t=98 || The SaaS Trap Founders Walk Into
passive metrics were awesome and it took 5 years to get all of the tiny little things right so that it would grow on its own with zero. They was literally they had zero human being who worked in marketing. Like not one or did you a co-owner? Um and so yeah, Sam's still Sam's still an owner as well. Um and there's obviously

[2:06] YouTube https://youtu.be/CUDu2EE8Bwk?t=119 || The SaaS Trap Founders Walk Into
employees that have equity and whatnot. Um but point big, I saw that it was growing on its own and that once people get to a certain point, they never leave. And that's what you want to have in the business. And so the either you go like if you want low churn, you either have to go up market and find the people who don't turn out

[2:28] YouTube https://youtu.be/CUDu2EE8Bwk?t=141 || The SaaS Trap Founders Walk Into
or you have to help create the people who don't turn. So like the Shopifies and the Spotify, a lot of if here um there's going to be there's cohort churn, which you're probably familiar with if you're co-founders in this. So like you're going to have periods of time where it's like okay the first six months we turn

[2:48] YouTube https://youtu.be/CUDu2EE8Bwk?t=161 || The SaaS Trap Founders Walk Into
out 80% of our customers but the 20% after that point our retention curve is flat and so you have to figure out once you get to that data cohort you're like okay what do these people look like and then you readjust the messaging readjust uh the marketing so you can get more and more of those people so you get

[3:04] YouTube https://youtu.be/CUDu2EE8Bwk?t=177 || The SaaS Trap Founders Walk Into
a bigger and bigger slice of them and funnally that loop is what we more or less focus on um and then I think about it from when I'm trying to reverse engineer the customer avatar it's like you have psych graphics, like what do they believe? You have demographics, what do they look like? Where are they

[3:18] YouTube https://youtu.be/CUDu2EE8Bwk?t=191 || The SaaS Trap Founders Walk Into
from? You have geographics, sorry, where where are they? Um, and then you have kind of activities, which is like what did they do? So, if I'm trying to reverse engineer what the people who spend the most money with me look like, I look through those those lenses. Who are they? Where are they from? What do

[3:33] YouTube https://youtu.be/CUDu2EE8Bwk?t=206 || The SaaS Trap Founders Walk Into
they believe? What do they do? And then I try and say in my ads, hey, I'm looking for people who believe these things. I look in the places that they're at. Um, and then once they're in, I try and get them to do the same things that the people who were successful, who look like them, who talk like them, who believe like them did in

[3:48] YouTube https://youtu.be/CUDu2EE8Bwk?t=221 || The SaaS Trap Founders Walk Into
order to be successful. So like in the beginning, you just do a ton of marketing to get traction in the door. And that's literally just so you can like see if people like it, see where they're turning out, see get basically just want feedback. And then once you find what people are liking, what they're successful with, obviously

[4:04] YouTube https://youtu.be/CUDu2EE8Bwk?t=237 || The SaaS Trap Founders Walk Into
iterate from a product perspective on the road map to do more of the stuff that's core in terms of value. But then on the marketing side, it loops back and then that's what informs who you're picking on the front end, who you're marketing to, right? So you're being much more specific on the front end to only call out the

[4:18] YouTube https://youtu.be/CUDu2EE8Bwk?t=251 || The SaaS Trap Founders Walk Into
people that it's different. Yes. Yes. And the hard part is that your sales team won't want to do it and you will not want to say no to money. Yeah. But I I understand from a company perspective, it makes it possible. Cool. But that's I mean fundamentally like if you look at Vista um I I became friendly

[4:38] YouTube https://youtu.be/CUDu2EE8Bwk?t=271 || The SaaS Trap Founders Walk Into
acquaintances with their their head of pricing and packaging and he was just like uh if you don't do you know who Vista is so they're out of Austin hundred billion dollar private equity they're they'd be like the fifth biggest company like whatever they're massive um and they only they're private equity

[4:53] YouTube https://youtu.be/CUDu2EE8Bwk?t=286 || The SaaS Trap Founders Walk Into
they buy software companies and they triple them in in in three years which is their goal and they flip them and so um the founder I can't remember his name now I feel bad um is uh anyways, rich dude. I'll just put that way. Um point being I was talking to the head of packaging and he said, "You want to know

[5:09] YouTube https://youtu.be/CUDu2EE8Bwk?t=302 || The SaaS Trap Founders Walk Into
our whole secret?" And I was like, "What man?" He's like, "We just know our our acquired company's customers better than they do." I was like, "What do you mean?" He's like, "So we go into the data room and we look at all the customers they have and we look at what channels they came from. We look at who

[5:22] YouTube https://youtu.be/CUDu2EE8Bwk?t=315 || The SaaS Trap Founders Walk Into
they are, how they act, all that stuff." He's like, "Then we turn off all the marketing that's not those customers and we crank the living hell out of the stuff that is that and we do nothing else and the company triples." Obviously, it's more than that. But fundamentally, like big picture strategy, that's what they do. We get

[5:37] YouTube https://youtu.be/CUDu2EE8Bwk?t=330 || The SaaS Trap Founders Walk Into
more of the people who spend the most money, right? But people just aren't disciplined and that's why people just stay poor because then they they try and serve too many people, too many different avatars. They can't say no to money today so they don't get the big money tomorrow. Cool. Appreciate it. Thank you. So, if

[5:53] YouTube https://youtu.be/CUDu2EE8Bwk?t=346 || The SaaS Trap Founders Walk Into
you've hit a revenue ceiling or your entire business relies on you to grow, then I'd love to invite you out to our headquarters here in Vegas to learn how we scale. And so, my team spends two days with you to identify the thing that's holding your business back. And so, if that sounds interesting, click

[6:06] YouTube https://youtu.be/CUDu2EE8Bwk?t=359 || The SaaS Trap Founders Walk Into
book a call. And if you're a fit, we'd love to potentially see you out here in


VIDEO
TITLE: 3 Simple Steps To Close Any Sale
URL: https://youtu.be/CojS0DwflXc
PRIMARY_TOPIC: closing
TOPICS: closing, closing, hiring

[0:00] YouTube https://youtu.be/CojS0DwflXc?t=0 || 3 Simple Steps To Close Any Sale
what's going on everyone i want to make a quick video for you guys about the only three things to say when closing or selling and the reason this came up was uh recently i was on uh i was coaching our sales team uh on just just going over game tape footage which is like hey how's you know let's let's watch the sale from yesterday

[0:16] YouTube https://youtu.be/CojS0DwflXc?t=9 || 3 Simple Steps To Close Any Sale
you know what we could what was done well what was great what was bad what could have been improved etc and one of the the habits that some of our team gets in because our our sales team is really knowledgeable we call them business consultants because they really are i mean they really are business

[0:31] YouTube https://youtu.be/CojS0DwflXc?t=24 || 3 Simple Steps To Close Any Sale
consultants you know what i mean and that's why sometimes it's harder to find good sales people because they have to have um a really high level of understanding if you're going to like the higher the level of the business that you're going to be selling the higher level of expertise the person talking them must

[0:44] YouTube https://youtu.be/CojS0DwflXc?t=37 || 3 Simple Steps To Close Any Sale
have if they have no context that's why like low level transactional sales like if you're doing b2c you know supplement sales over the phone you really don't need to have an exquisitely you know knowledgeable uh a rep it's more about a very transactional process that's going to be very highly scripted minimum variability

[1:02] YouTube https://youtu.be/CojS0DwflXc?t=55 || 3 Simple Steps To Close Any Sale
right whereas if you're talking about a complex business deal right um then you need to have a very good understanding of their business where there's potential opportunities et cetera right and so sometimes it can be difficult because you may want to switch and this is especially true when it's uh if you're the owner of the business or

[1:19] YouTube https://youtu.be/CojS0DwflXc?t=72 || 3 Simple Steps To Close Any Sale
you're you know integrally involved in just a couple of sales people you may get into the mode of trying to teach which is one of the biggest um a mistakes but b um one of the biggest hard things to not do there's some good words um as a salesperson right because if you're trying to close a deal you want to

[1:38] YouTube https://youtu.be/CojS0DwflXc?t=91 || 3 Simple Steps To Close Any Sale
educate the person but the reality is that's not they're not going to listen to you until they buy and so there's no actual point in quote teaching but you do want to coach and that's something that i was talking about with my team yesterday is the difference between teaching and coaching and so fundamentally there's only three types

[1:55] YouTube https://youtu.be/CojS0DwflXc?t=108 || 3 Simple Steps To Close Any Sale
of statements that should come out of your mouth when you are selling number one and most likely to be coming out is questions all right so if you don't know what types of questions um like for us i i prefer question-based frameworks for more complex sales um and the reason for that is these are the types of questions that

[2:12] YouTube https://youtu.be/CojS0DwflXc?t=125 || 3 Simple Steps To Close Any Sale
we would need to know the answer to in order to work with someone it's also the only way you can get someone to change their beliefs about something because ultimately the person especially the more complex the higher level the sale the the more the person has to come to the conclusion on their own that they

[2:25] YouTube https://youtu.be/CojS0DwflXc?t=138 || 3 Simple Steps To Close Any Sale
should work with you and less feel forced or suggested hopefully that makes sense and so we should ask leading questions that lead them to the conclusion that they should work with you can solve their problems the second uh type of thing is a restatement which means uh after they say something you say it back

[2:44] YouTube https://youtu.be/CojS0DwflXc?t=157 || 3 Simple Steps To Close Any Sale
to them which means that you understand and you are listening all right so it's like so what i'm hearing is this is the primary issue that you've been trying to solve this is what you've done so far and this is why it hasn't worked does that sound about right so that would be an example of restatement

[2:59] YouTube https://youtu.be/CojS0DwflXc?t=172 || 3 Simple Steps To Close Any Sale
notice none of these things are our declarative statements of fact i'm not teaching them anything all right which is the same reason that people get in trouble when they do presentations to try and pitch they try and teach the thing is is person has to have their beliefs broken in order to take action

[3:16] YouTube https://youtu.be/CojS0DwflXc?t=189 || 3 Simple Steps To Close Any Sale
and you're not providing value in a real way because the reality is they're not going to execute on anything you teach them they will only execute if they have their beliefs broken and believe you can help them and then that they can trust what you are saying this is like this was so hard for me to learn because in the very beginning when

[3:31] YouTube https://youtu.be/CojS0DwflXc?t=204 || 3 Simple Steps To Close Any Sale
i started gym lunch i just wanted to go in and get on the phone and jim's oh no no your pricing is all wrong you got to do this you got to do this guy do this and they were just like take lots of notes and then end up getting off the call not buying and then be like well uh i don't even know who this guy is i'm just going to ignore it

[3:43] YouTube https://youtu.be/CojS0DwflXc?t=216 || 3 Simple Steps To Close Any Sale
and so i didn't actually help them i thought i was helping them but i was not actually helping them and i actually heard this from talking more a good friend of mine he said everyone gets benefits from breaking beliefs only 10 of people get benefits from tactics and so you actually are providing more

[4:00] YouTube https://youtu.be/CojS0DwflXc?t=233 || 3 Simple Steps To Close Any Sale
value on the call by questioning their beliefs because you're actually servicing a hundred percent of the people providing value compared to trying to give tactical advice that only one out of ten people may or may not use and likely the people who will use it are not buying from you so either way you're you're not

[4:15] YouTube https://youtu.be/CojS0DwflXc?t=248 || 3 Simple Steps To Close Any Sale
benefiting your business and you're also not benefiting there's that was a huge thing that i had to break with my own beliefs and so then you might be wondering well if i'm only asking questions and restating things how do i close the deal great great question glad you asked all right and so what i like are short stories

[4:32] YouTube https://youtu.be/CojS0DwflXc?t=265 || 3 Simple Steps To Close Any Sale
and so the reason we do this is that so we'd ask a question ask a serious question hey why are you here what are you struggling with where you at right now where you trying to go what have you tried so far how's that working for you um why is this important does it matter like within the bigger context of

[4:46] YouTube https://youtu.be/CojS0DwflXc?t=279 || 3 Simple Steps To Close Any Sale
of your life and what you're trying to do okay great this is what i'm hearing i think this is why uh you haven't been successful would you agree with that does that make sense fantastic do you want to hear how our program works right so at that point you'd enter quote the pitch right which is where you're

[4:58] YouTube https://youtu.be/CojS0DwflXc?t=291 || 3 Simple Steps To Close Any Sale
gonna explain how the services work this is where most guys and gals will just blab right they'll just talk and talk and talk and talk and talk and try and teach and about how they have this secret system in the and really uh i think russell brunson calls it technobabble it's like you talk about your periodization you

[5:14] YouTube https://youtu.be/CojS0DwflXc?t=307 || 3 Simple Steps To Close Any Sale
talk about your plan or you talk about your programs you're talking about the softwares or whatever right the route is they don't care and so all we have to do realistically is tell a story that illustrates what they're going to experience as a result all right and so um if i were trying to sell uh you know i'll just use gym launch as a

[5:33] YouTube https://youtu.be/CojS0DwflXc?t=326 || 3 Simple Steps To Close Any Sale
simple example so if i'm like listen fundamentally until you learn how to market your business you're never going to be free and earlier you said that the goal when we asked for context is that you want to you want to be free you want this business to be able to run on its own um does that sound about right yes okay

[5:49] YouTube https://youtu.be/CojS0DwflXc?t=342 || 3 Simple Steps To Close Any Sale
cool well then then do you see a world in which you're going to be able to outsource the most important part of your business which is acquisition lead generation lead nursery and sales do you feel like there's a world where you can just offload that responsibility and then somehow have a reliable business because

[6:03] YouTube https://youtu.be/CojS0DwflXc?t=356 || 3 Simple Steps To Close Any Sale
what if that business goes out of business which is likely happens all the time then what right you're never actually going to be free until you learn this which means you have to confront this either today tomorrow or 10 years from now but you're going to have to do it does that sound fair does that make

[6:16] YouTube https://youtu.be/CojS0DwflXc?t=369 || 3 Simple Steps To Close Any Sale
sense right and so here what i'm doing is i'm trying to i'm telling i'm telling a story to break a belief i'm not saying let me show you how we're going to teach you how to market instead i'm saying we have to at least come to an agreement that you need to learn this skill does that sound fair yes and then the

[6:32] YouTube https://youtu.be/CojS0DwflXc?t=385 || 3 Simple Steps To Close Any Sale
next kind of mini story and if i if they didn't understand it then it would be like well this is the difference between giving a fish and teaching a man to fish right now you need to learn how to fish for yourself right in order for this business to be sustainable for you right right and so these are little analogies that

[6:46] YouTube https://youtu.be/CojS0DwflXc?t=399 || 3 Simple Steps To Close Any Sale
you've already pre-packaged if i was selling weight loss i would say something like all right well fundamentally you know fitness nutrition accountability you need these three things fitness-wise you're gonna have to come and work out here we agree that you need to work out right right why haven't you been working out

[7:00] YouTube https://youtu.be/CojS0DwflXc?t=413 || 3 Simple Steps To Close Any Sale
so far i don't know how fair enough is it also because you're not motivated to do it yes what if you actually what do you what something that you like doing well i like doing i like watching tv cool what if what if working out was something that you could look forward to as much as or more than watching tv

[7:15] YouTube https://youtu.be/CojS0DwflXc?t=428 || 3 Simple Steps To Close Any Sale
if you liked working out more than watching television which one would you think you would do why probably work out right so our goal is not to get you to work out but learn to like working out more than watching television if we can accomplish that then we're going to solve this problem for good does that make sense

[7:28] YouTube https://youtu.be/CojS0DwflXc?t=441 || 3 Simple Steps To Close Any Sale
yes notice i told them they're going to have to work out i did not talk about the the the new the exercise selection we're going to do the programming how we're going to ramp up their volume their undulating periodization the fancy exercise like none of that stuff we talked about because it doesn't matter we have to

[7:44] YouTube https://youtu.be/CojS0DwflXc?t=457 || 3 Simple Steps To Close Any Sale
just come to an agreement that this is what we're going to be doing to solve the problem does that make sense yes fantastic when we move forward right and so you'll have these pre-packaged ideas and other examples if i if i had somebody who wasn't i'm giving you these examples to hopefully drive the point home if

[7:58] YouTube https://youtu.be/CojS0DwflXc?t=471 || 3 Simple Steps To Close Any Sale
someone said uh you know you're gonna have to change the way you eat for example and i'd say okay well you've probably tried stuff in the past right i'm not gonna talk to him with a meal plan right it doesn't matter right it does matter but not in this conversation it does not matter fundamentally you're going to change the

[8:12] YouTube https://youtu.be/CojS0DwflXc?t=485 || 3 Simple Steps To Close Any Sale
way you eat because what you got like why you are here is because of something you are currently doing does that sound fair right okay cool so again with this example i'd be like well do you like cake do you like cookies yes okay so then the key do you think you could not eat cookies for this your life

[8:27] YouTube https://youtu.be/CojS0DwflXc?t=500 || 3 Simple Steps To Close Any Sale
do you think you cannot eat cake or not eat ice cream thrust your life do you think that's reasonable no i don't think that's reasonable cool so then we have to figure out a way for you to eat the things that you enjoy and still lose weight and do it in a way so that you look forward to it because at the end of the day if you like the

[8:40] YouTube https://youtu.be/CojS0DwflXc?t=513 || 3 Simple Steps To Close Any Sale
food more than you're currently eating you will stick with it does that sound fair yes because do you think that you can sustainably give yourself willpower for the rest of your life no okay well then can we agree that all we have to do is just simply figure out the foods that you will like and that's an iterative process for us

[8:55] YouTube https://youtu.be/CojS0DwflXc?t=528 || 3 Simple Steps To Close Any Sale
and we'll walk through it but the end goal is that you will like this more than you're currently eating and as a result of that will stick with it which means that over the long haul you'll get to where you want to go does that sound fair yes notice again this is an explanation this is a this is a mini story this is an analogy

[9:10] YouTube https://youtu.be/CojS0DwflXc?t=543 || 3 Simple Steps To Close Any Sale
that we'll use and you should have multiple of these so you can drive the point home if you feel like the prospect does not understand what you are saying right and so this is where we are we are coaching based on beliefs we are not explaining or tacticalizing or technobabbling about our program because fundamentally it does not matter

[9:30] YouTube https://youtu.be/CojS0DwflXc?t=563 || 3 Simple Steps To Close Any Sale
they don't care nor will they listen they're not even paying whenever you have a monotone you can see it in gong recordings if you don't if you don't record this you can see talk time you can see where engagement goes down and in invariably it's when a salesman gets to this part of the pitch and then they talk for five minutes

[9:46] YouTube https://youtu.be/CojS0DwflXc?t=579 || 3 Simple Steps To Close Any Sale
straight no one cares i'm sure like i'm sure that when you've been if you've ever been sold something you feel like the person isn't listening to you right and so what i can say is the best way to sell is to have the person feel like you understand them and the best way for someone to feel understood is for you to actually give a

[10:08] YouTube https://youtu.be/CojS0DwflXc?t=601 || 3 Simple Steps To Close Any Sale
if you actually give a you will know what questions to ask in what order because those are the questions that you would naturally ask the reason scripts were even invented is to mimic or structure a conversation between somebody who cares and someone that they can help that is what a sale is is we're we're

[10:25] YouTube https://youtu.be/CojS0DwflXc?t=618 || 3 Simple Steps To Close Any Sale
breaking their beliefs we're coaching them to the conclusion that they have not been able to make up for this point which is that they need to work with us in order to solve their problem and we should be okay with the fact that i would like to provide value to this person so that i can break their beliefs

[10:36] YouTube https://youtu.be/CojS0DwflXc?t=629 || 3 Simple Steps To Close Any Sale
around this whether they work with me or not this is still the type of solution that they're going to need and if you can approach it like that you stop having your ego tied up in your closing percentages in your numbers and instead you start helping people on the phone and by extension you will sell

[10:48] YouTube https://youtu.be/CojS0DwflXc?t=641 || 3 Simple Steps To Close Any Sale
more deals all right and it's not by proving your expertise and and ego ego babbling about how smart you are right instead it's asking them questions making sure they understand that you're that you're tracking what they're saying asking more leading questions restating what they said and then when they ask

[11:07] YouTube https://youtu.be/CojS0DwflXc?t=660 || 3 Simple Steps To Close Any Sale
you about how they could potentially work for you then and only then you give them the stories to explain how it works that's the deal and one of the big rules that i was hitting on with our sales team yesterday is you do not pitch the program until you believe the person will say yes lawyers do not ask questions they do not

[11:27] YouTube https://youtu.be/CojS0DwflXc?t=680 || 3 Simple Steps To Close Any Sale
already already know the answers to no guy most guys don't propose to someone without already know the person's gonna say yes the the take rate on proposals is very high right let's be real most you know girls say yes to a proposal most right i'm not saying all but most do and sales should be the same way

[11:44] YouTube https://youtu.be/CojS0DwflXc?t=697 || 3 Simple Steps To Close Any Sale
if you feel like you don't think you're going to close this person do not pitch them continue to stay in this circle where you are asking questions and reinstating and clarifying until you can eventually find that that piece that thread that was unexposed that you need to pull to then get them to say that aha

[12:02] YouTube https://youtu.be/CojS0DwflXc?t=715 || 3 Simple Steps To Close Any Sale
that's the issue right and so from this the three things that you should be using when you're closing is you should be asking questions you should be restating what they said and then once you've exhausted these pieces where it becomes obvious that they you need to move on the sale only at that point they'll say well how

[12:18] YouTube https://youtu.be/CojS0DwflXc?t=731 || 3 Simple Steps To Close Any Sale
do i how do i work with you how does the program work they should be asking you or you can at the very least say would you like to know the programmers i think it might be a good fit for you at that point they can give you permission to say yes now if someone says yeah hey hey tell me how the program works it's like no i

[12:31] YouTube https://youtu.be/CojS0DwflXc?t=744 || 3 Simple Steps To Close Any Sale
don't think we're ready for that right now i need to understand more about your business otherwise it's not gonna it's not gonna make any sense i don't have enough context right and again when you do that you can retake the frame in the conversation if someone's commanding you around you're not going to close the deal

[12:43] YouTube https://youtu.be/CojS0DwflXc?t=756 || 3 Simple Steps To Close Any Sale
right and so a lot of times usually within the first five to 10 minutes you can tell whether you're not going to close the deal most people most experienced sales people know by how the first five to ten minutes go whether this person's really even five minutes um you can tell whether you're gonna be able to close

[12:58] YouTube https://youtu.be/CojS0DwflXc?t=771 || 3 Simple Steps To Close Any Sale
this person or not and if you don't feel like you're gonna be able to close this person it means you need a state shift you need to shift the frame and the only way to do that is to ask questions that are challenging one of the things i have my team say is closers ask hard questions right is ask questions that are going to

[13:12] YouTube https://youtu.be/CojS0DwflXc?t=785 || 3 Simple Steps To Close Any Sale
challenge their current paradigm if they're in a current paradigm that they're getting on the phone because they want to prove to themselves that nothing's going to work for them then you need to say it sounds like it sounds like you're out a lot sounds like your business is kind of there's no way for you to succeed

[13:25] YouTube https://youtu.be/CojS0DwflXc?t=798 || 3 Simple Steps To Close Any Sale
does that sound about right and then they're gonna sell you on why you're wrong but by selling you and why they're wrong they're taking a contrarian stance which then proves to you that there is a way rather than saying no i think you can be successful they're like no i can't be successful right and so understanding that before you get

[13:39] YouTube https://youtu.be/CojS0DwflXc?t=812 || 3 Simple Steps To Close Any Sale
into your pitch the person must already be sold on working with you is one of the biggest things i can give you right now so if your script has too many paragraphs and too much explanation and all of that stuff then it's off it just needs to be questions and restating for clarification that you are hearing what

[13:54] YouTube https://youtu.be/CojS0DwflXc?t=827 || 3 Simple Steps To Close Any Sale
they're saying and asking the next natural question that will lead logically to them working with you and asking the question at the end which is well how do i do this that sounds amazing that's exactly what i want like how do i move forward with the details etc and then at that point you say cool this

[14:05] YouTube https://youtu.be/CojS0DwflXc?t=838 || 3 Simple Steps To Close Any Sale
is how it works ready to rock and roll all right fair enough hope that makes sense keep being awesome lots of love and i'll see you guys on flip side bye


VIDEO
TITLE: Close High-Ticket Sales By Saying “NO”
URL: https://youtu.be/ETEFhDICm5o
PRIMARY_TOPIC: closing
TOPICS: closing, closing, objections

[0:00] YouTube https://youtu.be/ETEFhDICm5o?t=0 || Close High-Ticket Sales By Saying “NO”
what's going on everyone alex ramosa here founder of jim launch allen prestige labs and owner of a couple other companies um and today i'm going to talk to you um about how to sell some stuff all right so there's um there's there's three types of questions um i think i've talked in other videos about how

[0:19] YouTube https://youtu.be/ETEFhDICm5o?t=12 || Close High-Ticket Sales By Saying “NO”
um how to structure your sales conversations but i haven't talked as much about the nature of the questions and the types of responses that you're getting right and so in a sales process right you're you have some questions that are going to be mining questions that's trying to extract information from the prospect

[0:34] YouTube https://youtu.be/ETEFhDICm5o?t=27 || Close High-Ticket Sales By Saying “NO”
and the remainder of the questions are questions to get agreement right so you're going to put a proposition out there and ask for agreement right and if you get enough agreements it's going to be natural that they're going to want to move forward working with you now the way that you structure these Structure Questions

[0:45] YouTube https://youtu.be/ETEFhDICm5o?t=38 || Close High-Ticket Sales By Saying “NO”
questions all right i would say that you have yes-based questions you have um neutral questions and then you have negatively inclined questions all right first time i heard about this from chris voss he's the guy who does the um he wrote the book never split the difference really interesting stuff um and so a yes-based question would be

[1:03] YouTube https://youtu.be/ETEFhDICm5o?t=56 || Close High-Ticket Sales By Saying “NO”
like sound great yes that sounds great right a neutral type of question would be like fair enough does that sound fair does that sound reasonable to you right they'd be like well that sounds reasonable now it's still technically a yes-based question but the question that we're asking has a neutral tone to it

[1:20] YouTube https://youtu.be/ETEFhDICm5o?t=73 || Close High-Ticket Sales By Saying “NO”
all right because we're not saying hey is this the most amazing thing you've ever heard of like do you think this is the most amazing program the amazing product like blah blah that's asking a lot of someone right for them to agree to that so that would be a harder yes to get it's easier to get something like a a

[1:37] YouTube https://youtu.be/ETEFhDICm5o?t=90 || Close High-Ticket Sales By Saying “NO”
reciprocal yes which i would say someone says you know that's a lot and we say no worries what if we did this fair enough they say well he made a concession that sounds fair or if we did this does that sound reasonable that's not like a fair expectation yes it does great and then you can go to close the sale

[1:54] YouTube https://youtu.be/ETEFhDICm5o?t=107 || Close High-Ticket Sales By Saying “NO”
and if you've heard any of my past sale stuff one of my favorite closes which i got from jordan belfort um is fair enough right No Base Statements i just love this clothes so much because it's like fair enough right you make a concession fair enough and so many times we were like well they made a concession

[2:09] YouTube https://youtu.be/ETEFhDICm5o?t=122 || Close High-Ticket Sales By Saying “NO”
and i'm a reciprocal human being it's very hard for me to deny this request and say yes i do believe it's fair and then you say boom then let's move forward right but this is one that i learned very recently um that i really like and i when i look back through my actual conversations i do this and that's why i think it's so

[2:24] YouTube https://youtu.be/ETEFhDICm5o?t=137 || Close High-Ticket Sales By Saying “NO”
interesting because i'll i'm gonna i'm gonna be i'm gonna level with you really quickly all the people that i know who teach sales are natural born salesmen which is interesting right they're natural born salesmen i don't know a lot of people who who teach sales who weren't naturally very good at it quickly right um

[2:47] YouTube https://youtu.be/ETEFhDICm5o?t=160 || Close High-Ticket Sales By Saying “NO”
and so there are some things that people naturally do because they've had a lot of experience doing it and usually you get a lot of experience doing it because when you start doing it you get enough success that you can you can steamroll right um and grow and get a lot of volume and then once you do lots of

[3:01] YouTube https://youtu.be/ETEFhDICm5o?t=174 || Close High-Ticket Sales By Saying “NO”
volume then you can master at it but you had some sort of inclination or proclivity towards the skill all right um that being said it doesn't mean that anyone else can't become a great salesman it just means you might have to have more reps to get there now that being said no base statements this is actually

[3:16] YouTube https://youtu.be/ETEFhDICm5o?t=189 || Close High-Ticket Sales By Saying “NO”
where you you go in opposition right and so the reason and the psychology behind this per my understanding and it makes complete sense to me at least is that people feel safer saying no people feel like they retain their autonomy they feel like they're they're at ease it's harder especially like you think about decision fatigue at

[3:33] YouTube https://youtu.be/ETEFhDICm5o?t=206 || Close High-Ticket Sales By Saying “NO”
the end of the day people don't want to be responsible or anything they don't feel vulnerable to saying yes and agreeing to something right instead they prefer to say no and stay safe right but if you phrase your questions properly you can get people to say yes by saying no which is one of the most powerful sales taxes i shared

[3:49] YouTube https://youtu.be/ETEFhDICm5o?t=222 || Close High-Ticket Sales By Saying “NO”
in a different video where richard schwartz taught me how to get someone to say yes by saying no hey you don't want anything else do you no i don't want anything else and by doing that they got 95 of people to take an upsell all right now no base question this is something like would you be opposed to moving forward today

[4:05] YouTube https://youtu.be/ETEFhDICm5o?t=238 || Close High-Ticket Sales By Saying “NO”
would it be completely unreasonable for us to get started at the end of this conversation um would it be a completely would it would be completely out of left field for me to say that we should start you know start start working together today um so it's all of these would you be opposed to would you be against

[4:21] YouTube https://youtu.be/ETEFhDICm5o?t=254 || Close High-Ticket Sales By Saying “NO”
would it be unreasonable right all of those things are no based kind of antecedents or sorry precedence that that that lead into a no base question and so think about this if i said and i'm going to give you the same same kind of scenario here if i'm trying to get my wife to go where i want to go to dinner right

[4:40] YouTube https://youtu.be/ETEFhDICm5o?t=273 || Close High-Ticket Sales By Saying “NO”
because i want to go to cheesecake factory the finest establishment in the land all right count it get the cajun chicken little so you can get them half grilled and half uh half a half right and get the get the sauces from the thai lettuce wraps anyways um if i say hey babe you want to go to uh cheesecake factory she might be like

[4:56] YouTube https://youtu.be/ETEFhDICm5o?t=289 || Close High-Ticket Sales By Saying “NO”
well no i don't want to go to cheese factory right or like i'm not really sure right now if i switched that and i said would you be against going to cheese factory well i'm not against going to tca factory and i'm like great let's go and so that's the beauty of a no base question see how different it free it's

[5:14] YouTube https://youtu.be/ETEFhDICm5o?t=307 || Close High-Ticket Sales By Saying “NO”
phrased right and if i say hey you excited to move forward today that's a yes right it's harder to get someone to say yes i'm excited before today would you be opposed to moving forward at the end of the conversation no i'm not opposed to moving forward great and we get the sale and so this is really interesting

[5:28] YouTube https://youtu.be/ETEFhDICm5o?t=321 || Close High-Ticket Sales By Saying “NO”
because um what i find because there's there's lots of uh literature on you know getting people to say lots of yeses and trial closes and things like that throughout the sales process but in my mind these are all still ways of getting agreement which is the goal so it's simply using psychology in terms of how people

[5:48] YouTube https://youtu.be/ETEFhDICm5o?t=341 || Close High-Ticket Sales By Saying “NO”
like to respond to things how they feel in the moment of you know saying yes makes them feel vulnerable saying no makes them feel safe and leveraging that now that that being said it doesn't mean every single question you have to ask has to be a no based question but i think if you if you can rephrase a

[6:02] YouTube https://youtu.be/ETEFhDICm5o?t=355 || Close High-Ticket Sales By Saying “NO”
couple of the key milestone questions that you have in your sales conversations or if you feel like you're kind of closer to the edge with someone leaning towards a no based question i think is something that natural salesmen do well automatically like is it unreasonable for us to move forward today right would you be opposed

[6:17] YouTube https://youtu.be/ETEFhDICm5o?t=370 || Close High-Ticket Sales By Saying “NO”
to moving forward today would you be opposed to knocking out the paperwork should be opposed to are you against xyz right oh no i'm not against it all right let's rock and roll right um all of these are still ways to get questions and so i think that in some of my sales scripts right now we're going to be shifting from fair

[6:33] YouTube https://youtu.be/ETEFhDICm5o?t=386 || Close High-Ticket Sales By Saying “NO”
enough clothes drive is so wired in my brain from doing it so many times um to some no based phrasing uh because it's easier to get agreement with prospects especially even if they're kind of fatigued at the end of the day or which is when people are less likely to want to say yes to things um counter

[6:52] YouTube https://youtu.be/ETEFhDICm5o?t=405 || Close High-Ticket Sales By Saying “NO”
example there could be decision fatigue and they just want to say yes to to get done with it right depends on the size of the purchase but anyways i hope this was valuable for you in terms of phrasing behind the questions obviously this is not for mining based questions where you're trying to extract

[7:06] YouTube https://youtu.be/ETEFhDICm5o?t=419 || Close High-Ticket Sales By Saying “NO”
information from someone um and to better understand this is really where you're trying to get agreements um towards milestones to work together all right so i hope this made sense keep being awesome lots of love i'll catch you guys soon bye


VIDEO
TITLE: How to Maximize Your Sales Team’s Conversion Rate
URL: https://youtu.be/G_M5eenRzQs
PRIMARY_TOPIC: closing
TOPICS: closing

[0:00] YouTube https://youtu.be/G_M5eenRzQs?t=0 || How to Maximize Your Sales Team’s Conversion Rate
When you have more salespeople, there's another issue that starts to come up, which is my sales team's underutilized or they're booked out. So, what's the sweet spot? The reason this is important is because well, if you miss it, you will let me let me go either extreme. If you have your sales team completely booked out, fully

[0:21] YouTube https://youtu.be/G_M5eenRzQs?t=14 || How to Maximize Your Sales Team’s Conversion Rate
utilized, here's two things that happen as a result that are bad. Number one is that your total lead conversion will go down. you will make more sales because they're booked out for sure. Absolute will go up, but your your conversion rates will go down, meaning your CAC, your cost to acquire customers will go

[0:35] YouTube https://youtu.be/G_M5eenRzQs?t=28 || How to Maximize Your Sales Team’s Conversion Rate
up. Um, which is depending on how sensitive your numbers are, could be very bad for the business. And so that utilization happens and as a result, one people have to start booking out further and further because tomorrow, the next day, they're all booked out. They can't find convenient times. So, one, it's

[0:52] YouTube https://youtu.be/G_M5eenRzQs?t=45 || How to Maximize Your Sales Team’s Conversion Rate
further out. And so show rates on further out appointments compared to sooner appointments goes down. Number two, show rate on appointments that are inconvenient versus convenient. Maybe they do it a little bit sooner, but it's still not the time they'd ideally like. Show rates go down. Number three, what

[1:07] YouTube https://youtu.be/G_M5eenRzQs?t=60 || How to Maximize Your Sales Team’s Conversion Rate
happens if a sales guy is making calls all day long? What are they not doing? They're not doing outbound. What are they also not doing? They're not following up on the the calls that they should just they have six-in putts. They have some tipins that they need to do that they just aren't doing because

[1:20] YouTube https://youtu.be/G_M5eenRzQs?t=73 || How to Maximize Your Sales Team’s Conversion Rate
they're on calls today. And rightfully so. They should be focused on like they should reasonably focus on the leads that are in front of them but it is your job as the entrepreneur to move their calendar better utilize their time so you can maximize conversion. Okay. So on the other extreme let's say that you

[1:37] YouTube https://youtu.be/G_M5eenRzQs?t=90 || How to Maximize Your Sales Team’s Conversion Rate
have 30% utilization uh so you know 70% of their calendars uh empty. The problem with this that I found is that sales team morale can start to drop because they're they don't really ever get in momentum. So, if you have like two calls a day, like the calls sometimes mean too much. And so, guys will have kind of

[1:54] YouTube https://youtu.be/G_M5eenRzQs?t=107 || How to Maximize Your Sales Team’s Conversion Rate
commission breath. They're like, I have to close this sale, right? I'm not going to get paid. And so, it's a balance between both those things. So, I found 70% is kind of the sweet spot. I don't let it get above 85. Um, and I try not to let it drop below 60. And so, that's kind of give you a range. I would say 70

[2:10] YouTube https://youtu.be/G_M5eenRzQs?t=123 || How to Maximize Your Sales Team’s Conversion Rate
75 is right around the sweet spot for this. And I'll and I'll explain the reasoning why. when we see conversion rates as in if we get 100 leads we want to maximize the conversion of those leads which function functionally is what a sales team is supposed to do why why you have sales team rather than just

[2:21] YouTube https://youtu.be/G_M5eenRzQs?t=134 || How to Maximize Your Sales Team’s Conversion Rate
a checkout page if we want to maximize that conversion then we want to give the time we want to give one enough times for the prospect to book soon two enough times for that time to be convenient for them both of these things increase show rates number three we want to have the salesperson have enough blank space in their

[2:40] YouTube https://youtu.be/G_M5eenRzQs?t=153 || How to Maximize Your Sales Team’s Conversion Rate
calendar so they can work their pipeline and bring people back in and I remember the realization I had around this was we would have high weeks and low weeks with ads in terms of book calendars, but our sales remained relatively the same. And I was like, how does that work? And it was just because when a big wave came

[2:56] YouTube https://youtu.be/G_M5eenRzQs?t=169 || How to Maximize Your Sales Team’s Conversion Rate
in, the guys were really inefficient. And when there was, you know, a famine, if you will, and there was more empty calendars, the guys squeezed their pipelines. And so I was like, man, if we just squeezed our pipelines all the time, we would just make on the high weeks, we'd make so much more money.

[3:08] YouTube https://youtu.be/G_M5eenRzQs?t=181 || How to Maximize Your Sales Team’s Conversion Rate
Well, how do you do that? You typically need to hire more salespeople. And I will say as a as a personal note, I have yet to make less money by hiring more sales people. So like when in doubt, sales tends to drive business. And I also have some belief around the fact, and this is most cultures, not ours here

[3:24] YouTube https://youtu.be/G_M5eenRzQs?t=197 || How to Maximize Your Sales Team’s Conversion Rate
at acquisition, but the vast majority of sales cultures, guys will get fat and happy. They will make enough sales to make whatever that nut is for them that they don't want to work that hard anymore. And so I would rather have the guys just below whatever that that that amount is. So they're always striving.

[3:39] YouTube https://youtu.be/G_M5eenRzQs?t=212 || How to Maximize Your Sales Team’s Conversion Rate
they're always squeezing the pipeline rather than you know they can sell to their goal within the first two weeks and then they take the last two weeks of the month off and that's where um you know entrepreneurs will say hey do I need to change my sales commissions maybe but more often than not it's like

[3:53] YouTube https://youtu.be/G_M5eenRzQs?t=226 || How to Maximize Your Sales Team’s Conversion Rate
you can just add sales people so that they can squeeze their opportunities better real quick I'm going to show you the exact 10stage road map from zero to 100 million plus that less than 1% of companies finish I've now done multiple times and so I can say with a lot of confidence that these are the stages as

[4:08] YouTube https://youtu.be/G_M5eenRzQs?t=241 || How to Maximize Your Sales Team’s Conversion Rate
headcounting increases that you need to get through. And I broke each of these down by eight different functions of the business. What the constraint feels like, like what are the symptoms of it when you're going through it, and then what steps we actually took to graduate. And we've done this across software,

[4:22] YouTube https://youtu.be/G_M5eenRzQs?t=255 || How to Maximize Your Sales Team’s Conversion Rate
physical products, uh, service businesses, brickandmortar, all of this. And it works. And it's my gift to you. It's absolutely free. And so the link's in the description, but you just go acquisition.comroadmap. Just enter your info and it'll spit it right back to you. Offering.


VIDEO
TITLE: Your Downside Is Made Up.
URL: https://youtu.be/IXNoirXe7PA
PRIMARY_TOPIC: closing
TOPICS: closing

[0:00] YouTube https://youtu.be/IXNoirXe7PA?t=0 || Your Downside Is Made Up.
So many lives would transform overnight if they realized my life sucks. I have nothing going for me really means I have nothing to lose. And that makes you a very dangerous person. So in any kind of game position, so like in business, right, every position has advantages and disadvantages. And a lot

[0:19] YouTube https://youtu.be/IXNoirXe7PA?t=12 || Your Downside Is Made Up.
of people look at the really big guys and they're like, man, they uh they they like they're they look at me like must be easy for Alex, right? And I remember when we had uh gym launch and we had a very big company. I would tell the guys who were coming up. I was like, "If you're trying to compete against me, I

[0:34] YouTube https://youtu.be/IXNoirXe7PA?t=27 || Your Downside Is Made Up.
was like, "You have advantages." I was like, "If you're on a sales call, you're like, "Listen, you're just a number to Alex. You're never going to talk to Alex." Right? Here with me, you're going to get my attention. I'm the one right? I was like, "That's how you're going to throw stones at me." I was like, "But on

[0:45] YouTube https://youtu.be/IXNoirXe7PA?t=38 || Your Downside Is Made Up.
the flip side, if it's me marketing to the masses, I'm going to be like, "This kid's in his mom's basement. He has no idea what he's doing. He's been in business for 12 months, and of course he has no idea. Like wouldn't you want somebody who has thousands of success stories behind it because we've made a

[0:58] YouTube https://youtu.be/IXNoirXe7PA?t=51 || Your Downside Is Made Up.
system. Like both sides have advantages. And so what happens is people are in this small position where they're more nimble. They can give more personalized attention to people etc. And they see it as a pure disadvantage. And so you can flip the fact that you have nothing going for you with you have nothing to

[1:14] YouTube https://youtu.be/IXNoirXe7PA?t=67 || Your Downside Is Made Up.
lose. And that means that you can take lots of risks very quickly and end up in the exact same position you are, which is nothing. And so if you eliminate downside, it should decrease your action threshold, meaning you should be able to do more things faster rather than do fewer things because you don't have a

[1:33] YouTube https://youtu.be/IXNoirXe7PA?t=86 || Your Downside Is Made Up.
great life or things going for you. And so I think if people flip that, a lot more people would take action because they actually realize the advantage of their position. Jack Butcher says, "You get rich by taking lots of risk with small amounts of money, and you stay rich by taking small amounts of risk

[1:47] YouTube https://youtu.be/IXNoirXe7PA?t=100 || Your Downside Is Made Up.
with lots of money." Yes, I wholeheartedly agree. I didn't know that was his quote. Uh he may have repurposed it. There's something called Churchillian drift. Do you know what that is? No. So it's a a Churchill at the at the core. It's no the opposite. It's that um quotes that weren't said by Churchill

[2:04] YouTube https://youtu.be/IXNoirXe7PA?t=117 || Your Downside Is Made Up.
often get like erroneously attributed to him. It's like all quotes lead back to Churchill even though they didn't. And Socrates. Yeah. It's like it's just one of those things. It's like I think the Churchill once said that you get rich by making large amounts. It's like no, he But there's another one as well

[2:19] YouTube https://youtu.be/IXNoirXe7PA?t=132 || Your Downside Is Made Up.
uh that a good friend James Smith talked about which is if you're succeeding at a job that you hate, imagine how good you'd be at a job that you loved. And that's kind of the same this person is starting from essentially zero. How much worse can it get, right? Is the downside. If you can eliminate someone's downside for action,

[2:37] YouTube https://youtu.be/IXNoirXe7PA?t=150 || Your Downside Is Made Up.
it's like then the bias it should bias you towards taking action. Why is it that people in that case if they do have nothing to lose still feel like they have lots to lose? Because I think most of the times so this I think this is really important is that they have nothing objectively to lose. And so

[2:56] YouTube https://youtu.be/IXNoirXe7PA?t=169 || Your Downside Is Made Up.
everything that they feel like they have to lose is purely made up in their mind. It's stories they tell themselves about what other people are going to think about them when those people aren't even thinking about them to begin with. Right? But like that's where they live all of their lives or live out all of

[3:09] YouTube https://youtu.be/IXNoirXe7PA?t=182 || Your Downside Is Made Up.
the potential downside is in the mere reflection of what other people will think about them in the future should they fail. M and I think that is the like if we were if we're trying to get real and I'm like talking to somebody like well I I mean cuz I know that if I actually had somebody in front of me they'd start

[3:23] YouTube https://youtu.be/IXNoirXe7PA?t=196 || Your Downside Is Made Up.
squirming right if I said the first thing right like you have nothing to lose and then cuz then they do have something to lose and I just have to name it for them and be like okay who's the person in your mind who's the voice it's like blah blah blah six questions deep it's my uncle okay why like let me

[3:35] YouTube https://youtu.be/IXNoirXe7PA?t=208 || Your Downside Is Made Up.
state it this way will your belief that you're going to be viewed as a failure by your uncle be the sole reason that you live the rest of your life below your potential and regret everything that you don't do because of Uncle Tom. That's the wrong one. Uncle Harry. When you say it like that, all of a

[3:56] YouTube https://youtu.be/IXNoirXe7PA?t=229 || Your Downside Is Made Up.
sudden they're like, I don't want to let Uncle Harry have that kind of power. And then all of a sudden it breaks and then they like get free of it. And so I think it's getting really specific and really narrow on the because people say it's society, it's other people. It's like it's usually one or two voices. And if

[4:10] YouTube https://youtu.be/IXNoirXe7PA?t=243 || Your Downside Is Made Up.
you can get really specific on whose voice it is, then you can name it. And then like I think I'm a big believer in like shame only exists in the shadows which is like once you put it in the light you look at it and you're like my mom that was really it like when I really think about it it's because it's

[4:24] YouTube https://youtu.be/IXNoirXe7PA?t=257 || Your Downside Is Made Up.
not even just my mom it's my mom in this circumstance when I come back home for Thanksgiving I just am so afraid of the comment that she's going to make. It's like well what if we confront that? Okay your mom you sit down at Thanksgiving dinner and you haven't made money yet and you quit your job. Now what

[4:40] YouTube https://youtu.be/IXNoirXe7PA?t=273 || Your Downside Is Made Up.
is that better than you spending the next 60 years hating her or resenting her for the fact that she held you back? And then it's like when you give the real scenario, they're like, "Well, shit." And then like this weight comes off and they're like, "Fuck, I guess I should do this." And you're like, "Yeah,

[4:53] YouTube https://youtu.be/IXNoirXe7PA?t=286 || Your Downside Is Made Up.
shame on you exist in the shadows is nice. I like that." And it it definitely is cleansing to just be like, "Look, here it is out in front of you." And it real you realize just how irrational it is cuz we don't want to look at it. Yeah. because it's in the shadow and we put it in the shadows because of how it

[5:06] YouTube https://youtu.be/IXNoirXe7PA?t=299 || Your Downside Is Made Up.
makes us feel about ourselves in my opinion. And so it's it's so scary we avoid it. We avoid it. We avoid it. Avoid it. But it's like I think the faster you can kind of build that muscle of like huh I've got this hesitation. What is the real reason? Because like logically I can do that whole thing. Cool. You have

[5:22] YouTube https://youtu.be/IXNoirXe7PA?t=315 || Your Downside Is Made Up.
nothing to lose. You're poor. Great. Zero. Right. Okay. But then what is it that I'm that I do have something to lose? It's relational capital. It's status within my tiny micro community that doesn't matter. But like my perceived status, okay, name the names. And but but by pulling it out from the shadows,

[5:40] YouTube https://youtu.be/IXNoirXe7PA?t=333 || Your Downside Is Made Up.
it all but like that confrontation from here to here is I think where all the fear is because it's embarrassing to be like it's my mom. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling road

[5:57] YouTube https://youtu.be/IXNoirXe7PA?t=350 || Your Downside Is Made Up.
map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so, we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business

[6:11] YouTube https://youtu.be/IXNoirXe7PA?t=364 || Your Downside Is Made Up.
information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with

[6:25] YouTube https://youtu.be/IXNoirXe7PA?t=378 || Your Downside Is Made Up.
it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.comroadmap, plug in your business information, and if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just

[6:38] YouTube https://youtu.be/IXNoirXe7PA?t=391 || Your Downside Is Made Up.
book a call with my team and we will look at the business, see if we can help. And if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
URL: https://youtu.be/JE2_7elAcxM
PRIMARY_TOPIC: closing
TOPICS: closing, closing,offers,objections

[0:00] YouTube https://youtu.be/JE2_7elAcxM?t=0 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
this is all my best presentations and videos on sales you could call it my Ultimate Guide enjoy selling with logic to make lots of money and so this will either be the best presentation on sales you've ever heard the worst presentation on sales you've ever heard or somewhere in between that is a promise all right and so I thought it would make

[0:24] YouTube https://youtu.be/JE2_7elAcxM?t=17 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
sense to start with this we have a high this is Charlie Monger who's probably like my number one hero in this season of My Life um we have a high moral responsibility to be rational and I think that getting someone to rationally decide is important because emotional buyers often times get excited they'll buy and then

[0:39] YouTube https://youtu.be/JE2_7elAcxM?t=32 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
who's had somebody who calls him two days later it's like I don't know why anybody raise your hand just so you know you're not alone okay and what happens is it's just like dating I think Lea talked about it yesterday if you have a rational foundation for a relationship or a decision when the emotions fade the

[0:55] YouTube https://youtu.be/JE2_7elAcxM?t=48 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
logic will continue and so it's good to to answer both sides of the decision-making process the short-term side is the emotion that gets you to decrease your astion threshold and take a step right but the logic is what makes it stick and actually makes a great customer all right and so for me and I think that the further along you get in business and the higher up you get in business the more you'll see people who tend to make more logical decisions more logic first decisions and fewer and

[1:20] YouTube https://youtu.be/JE2_7elAcxM?t=73 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
fewer emotional decisions all right so what does being a rational sorry what does rational logical have to do with selling well you have logical buyers and you have emotional buyers in general right most people sit on this Continuum one way or the other and emotionally people want to believe you people want to buy you must help their logical

[1:44] YouTube https://youtu.be/JE2_7elAcxM?t=97 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
brains justify to decision that they already want to make think about it that way they want to buy from you you have to help them all right so who here identifies actually I'll skip through this emotional logical you're probably in between anybody in between these two anyone all right then you'll love this so before we get started I thought I

[2:08] YouTube https://youtu.be/JE2_7elAcxM?t=121 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
would give you a few beliefs about selling that have served me very well throughout the years number one people want to believe you they want to buy you must help their logical Brains Brains justify the decision two selling happens before you ask for the sale closing happens after so you're selling for a lot longer period of time but the moment you kind of like take your pants yourself and you're like this is what it is that's when you're closing

[2:33] YouTube https://youtu.be/JE2_7elAcxM?t=146 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
right you have now solicited now you close three it's easier to handle obstacles than objections I'll get to what the difference between those are in a second that being said expect and plan for no it is not failure it is expected so stop being surprised it's one of the first things we talk new sales guys into

[3:00] YouTube https://youtu.be/JE2_7elAcxM?t=173 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
3 minutes is expect no that's not like that's a part of this if they already were going to say yes then you are not necessary no is the job right if they could make the decision on their own they would just send you the money right the reason they're struggling is because they can't and they need your help which is why sales is actually the first step in coaching and I see sales as power if you

[3:25] YouTube https://youtu.be/JE2_7elAcxM?t=198 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
can have the ability to direct or influence others that is power and I feel like it should be made much cooler than I feel like it is five if you didn't get a gasp from a price tag you didn't go high enough this is another belief so for those of you who are afraid to raise your price if you're not getting gasps you're not going high enough straight up and when you do it

[3:48] YouTube https://youtu.be/JE2_7elAcxM?t=221 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that way you can always walk down and have a beautiful price anchor right when you say $100,000 first a grand feels like a rounding error it's true but when I say $10 first like I'm saying right now $10 and I say a thousand sounds way bigger doesn't it so you got to get the gasp and you got to train your guys if you have a team they have to be comfortable with the no and they have to be comfortable with the gasp they got to

[4:12] YouTube https://youtu.be/JE2_7elAcxM?t=245 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
go for the gasp be like dude you should have heard the gasp on this one right there we go seven selling properly is the first step becoming a coach right your first impressions the expectations you set dictate the relationship how you sell the fact that you use logic in the sale will set you up for success and

[4:28] YouTube https://youtu.be/JE2_7elAcxM?t=261 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
your client for success in the long run eight selling is helping prospects make decisions to help themselves like you are helping them help themselves that's where the power comes from you are not helping them you're helping them help them see the difference it's nuanced but it's real nine keep the prospect not the

[4:45] YouTube https://youtu.be/JE2_7elAcxM?t=278 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
sale as the priority it's not about us the more you can vanish in the sale and and magnify them the better your selling conversations will go because it's not about us they don't care about you they only care about them and they will talk about themselves as long as they'll let them this is a really important one especially when you starts getting into

[5:08] YouTube https://youtu.be/JE2_7elAcxM?t=301 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
closing seek to understand not to argue and the way that I train our sales teams around this is childlike curiosity so when someone says when someone objects to something it's like ha that's so weird I wouldn't have thought that tell me more about that right and you get to be able to maintain that childlike curiosity the same way they train fighters to not breathe too

[5:32] YouTube https://youtu.be/JE2_7elAcxM?t=325 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
much during a fight through exposure the more more times you get into these uncomfortable high stakes closing scenarios the less weird and high stakes they become because they become what you do every day and the good thing is you get to have this conversation hundreds and thousands of times and they only get to have it once so you better be better at it than them closing is a

[5:55] YouTube https://youtu.be/JE2_7elAcxM?t=348 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
dance not a fight it's seduction not rape I mean I'm being super serious about this the goal is not to beat them into submission the goal is to sell from your back foot it's like I'm good I want to help you help you and if that means not doing this then I love it I'm with you I'm on your team and I'll give

[6:20] YouTube https://youtu.be/JE2_7elAcxM?t=373 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you a bullet around that in a second selling is a transference of belief over a bridge of trust therefore there are two things that are required You Must Believe so that you can transfer it and you must have trust to make the transfer because if you truly believe and a lot of times you anyone been on a hot streak

[6:38] YouTube https://youtu.be/JE2_7elAcxM?t=391 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
when they're selling anyone anyone who just had their hand up ever been on a cold streak most times you go from hot to cold not because you forgot how to sell because you stop believing in why you're selling you have the same skills as you did the day before but sometimes you get a text you get an email get a pain in the ass customer you ask for a refund whatever the hell it is right and then you question yourself and so that bridge

[7:02] YouTube https://youtu.be/JE2_7elAcxM?t=415 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
might have been created but there was nothing to walk across it because your cup wasn't full and so that's why especially it's you in the beginning but your teams over time the process of filling conviction is one of the easiest and best ways to increase someone's closing percentage better than any of the training in the world if you get

[7:19] YouTube https://youtu.be/JE2_7elAcxM?t=432 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
someone to believe they will sell the right way because they're doing it not to make the deal because they want to help the other person 16 you can only build trust if you genuinely want to help and humans are exceptionally good at sniffing out intention is a survival mechanism you have to know if someone's trying to double cross you we're very

[7:35] YouTube https://youtu.be/JE2_7elAcxM?t=448 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
good at smelling it out and the reason a lot of you guys can't close is because you only care about closing belief and Trust are a Continuum not binaries so it's not you believe or don't believe it's not they trust you or don't trust you but how much do they trust you how much do you believe how deeply do you

[7:52] YouTube https://youtu.be/JE2_7elAcxM?t=465 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
believe because anyone ever been around somebody who just believes balls to Bones something that you think's batshit crazy like I mean all the way so much so that you start to question what you believe that's what real conviction does 18 closers ask hard questions and it's because you genuinely care that's why you do it it's why we're here who here wants to impact thousands of lives and help people then you got to ask

[8:17] YouTube https://youtu.be/JE2_7elAcxM?t=490 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
hard questions because it's the only thing that's going actually Pierce someone's hard and actually get the transformation to happen if you can't make if you cannot have transformational conversations you cannot coach and this is the first step the person who cares the most about the prospect wins the sale that includes them so if you care more about their well-being than they do you will win and

[8:40] YouTube https://youtu.be/JE2_7elAcxM?t=513 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
if you are more convicted they will question their own excuses because you are so certain little TI Little Nugget for you record all your sales by the way because when you do get on that hot streak right when you get on that hot streak and then you get cold again watch your hot streak see where you pause what jokes you made when you asked for the sale when you didn't how you overcame it and it'll get you back

[9:04] YouTube https://youtu.be/JE2_7elAcxM?t=537 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
in the flow much faster than trying to question yourself what do I do what do I do always record all your sales it's also the easiest way to train new people and then lastly 21 power is the ability to direct or influence people if you want to be powerful you must understand this skill and that's what we're going to talk about cool awesome when does selling

[9:27] YouTube https://youtu.be/JE2_7elAcxM?t=560 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
happen does it happen when they're a lead does it happen when we're qualifying them does it happen when we solicit the sale does it happen when we close the sale when does the selling happen all the time the entire time selling is happening but what are we going to talk about today just this just closing everything you have to do after

[9:49] YouTube https://youtu.be/JE2_7elAcxM?t=582 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
asking someone to buy why are we doing that rather than the entire process beyond the fact that we'd be here all day the other reason and I love this is that closing has one of the highest predictors of success in business and here's an analogy for it everyone familiar with the NFL yeah great so here's an insane statistic the top five Red Zone offenses in the league now last

[10:14] YouTube https://youtu.be/JE2_7elAcxM?t=607 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
five years made the playoffs 90% of the time here's why this is interesting and crazy there's a million other stats they could have horrible defenses they could have terrible coaching they could have a terrible whatever it is right they could have all these things that are wrong with their they could have Terrible

[10:30] YouTube https://youtu.be/JE2_7elAcxM?t=623 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
Special Teams whatever but just this one set if they're in the Red Zone they close and I can tell you if you have this ability if you have this skill it will make up for a tremendous amount of deficiencies in other areas of your life and business and it will buy you time to learn those but if you can't close it's very difficult to grow in business

[10:53] YouTube https://youtu.be/JE2_7elAcxM?t=646 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
especially in the beginning because it's probably you that's why we're talking about closing why is this important from Money Getting perspective well first off if you have 100 people walking the door 10% are never going to buy just accept that right problem is you don't know which 10% it is but 10% are ever going to buy 10% are always going to buy you just got to not it up and most of you guys these are the only sales you're getting

[11:18] YouTube https://youtu.be/JE2_7elAcxM?t=671 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
they're like well I already I'm already here my friend told me about you I have my credit card out and some of you like well you know let's make sure you're like just shut the just take the card you know what I mean like shut up right that's like hey my friend's so awesome you got to meet him and she's like oh my God he's great and then the

[11:34] YouTube https://youtu.be/JE2_7elAcxM?t=687 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
guy starts talking and she's like oh just kidding you know like terrible right but this is what we fight for this is what we train and if you want to make a big impact that's what we're fighting for it's the middle 80 why this presentation will make you money if after this presentation you just have one more bullet one more play In Your Arsenal to close where I get you one more deal a month I'll feel like my job was done all right and hopefully if

[12:00] YouTube https://youtu.be/JE2_7elAcxM?t=713 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
12 minutes you just do that it'll pay for your entire weekend all right that's my goal for the presentation that everything that you guys have done for this whole weekend is paid for is that cool Fair outcome all right so this is one of my favorite sayings you're only one decision away from changing your life

[12:14] YouTube https://youtu.be/JE2_7elAcxM?t=727 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
forever and whenever I feel overwhelmed or I feel like I'm decreasing like I feel powerless or I feel like I have less power than I want to have I always say this to myself because it's like I can take one decision and change everything you know what I mean like I can I can drink a bottle of Jack get the

[12:29] YouTube https://youtu.be/JE2_7elAcxM?t=742 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
car I can change everything with one decision right I can make a step to to invest in something I can buy something I can invest in myself I can I can have a terrible conversation with Laya or I can have amazing conversation with Lea but just one decision and that's always given me power but the thing is is that

[12:45] YouTube https://youtu.be/JE2_7elAcxM?t=758 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
instead of changing our lives we blame when I say blame I want you to think give power to sources outside of our control and this is what you and this is what your prospects and your customers are doing and this is why so many people are Weak and Powerless and so we're going to do a fun activity today because I want you to be involved so you can learn it and we're going to do this so that one you can help decisions to help yourself with whatever decisions you're facing two you can use these Frameworks

[13:10] YouTube https://youtu.be/JE2_7elAcxM?t=783 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to help prospects help themselves and then three become more powerful so but rather than keep this hypothetical I need you to visualize the decision that you need to make all right can you do that for me fantastic and this is why I want you to actually think through a decision together because this is a statement from confusious I hear and I forget I see and I remember I do and I

[13:34] YouTube https://youtu.be/JE2_7elAcxM?t=807 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
understand so my goal here isn't for you to take screenshots of every picture of every slide that's not my point here because the thing is is when you do that and you kind of I mean this is why I do it I take pictures so that I don't have to remember it but I don't want you to remember it I want you to understand it if you understand it you won't have to

[13:50] YouTube https://youtu.be/JE2_7elAcxM?t=823 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
go back to your notes because let's be real half the time you're not even going to open these notes up again you're here now with me try and understand if you do that it can change your life because what we're going to do is not going to be some scripts that you have to understand but the logic behind the arguments that people will give you as to why they are not choosing to become

[14:06] YouTube https://youtu.be/JE2_7elAcxM?t=839 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
more powerful and if you can unlock that you people will feel more powerful talking to you and they will want to buy from you because of the feeling they have does that make sense and so that's when you're using logic to create an emotion so you here here's an easy one for it anyone here presented with the decision last 24 hours yes great

[14:23] YouTube https://youtu.be/JE2_7elAcxM?t=856 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
fantastic so who thinks the a decision could change your life for the better great for the worse knows all right let's go so here's my goal I want to show you as though you were Prospect how to think through a decision and help others using these Frameworks right what you want what you don't want maximize the left minimize the right so here's

[14:40] YouTube https://youtu.be/JE2_7elAcxM?t=873 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
what this is translated to if you decide to buy the offer you feel more certain about your decision if you decided not to buy the offer you feel certain about the decision and if you're undecided you make a decision all right and you feel good that it's the one that has the highest likelihood of you getting you close to where you

[14:56] YouTube https://youtu.be/JE2_7elAcxM?t=889 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
want to go and this is what we have to walk through with with our prospects when you're looking at them you have to be like I don't want you to buy I want $100M Offers: How To Make Offers So Good People Feel Stupid Saying No (Hardcover) acquisition.com you to decide for you not for me I'll be the same either way right you're like I'm going to be ripped and in shape it's not going to change me right like that's

[15:12] YouTube https://youtu.be/JE2_7elAcxM?t=905 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
not going to change but like it will change for you right so quick note on sales ethics and then we'll dive in helping someone make a decision to help themselves does not mean buy from you that's a reiteration you have to keep their goals at the center of the decision and you should be happy I mean this because if you can shift this truly

[15:29] YouTube https://youtu.be/JE2_7elAcxM?t=922 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
if you can be happy when someone decides to own the power and not work with you then the pressure around sales disappears it evaporates there's no stake the stake is did I help them does that make sense and that means that you can win every sale because you change the metric you're measuring Yourself by

[15:45] YouTube https://youtu.be/JE2_7elAcxM?t=938 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that's the superpower like and that's where you do make the most sales because you don't care about the sale because you care about the person and the people pay the people who pay the most attention so what I call it paying attention they pay for it they pay for you to pay attention rather than talking about yourself right CU they don't care

[16:01] YouTube https://youtu.be/JE2_7elAcxM?t=954 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
about you cuz they're thinking about 100 other things and this is why most importantly make high stakes decisions to help your prospects in order to best serve them okay so I told you earlier I was going to talk about the difference between obstacles and objections couple of you guys raised your hands about the

[16:18] YouTube https://youtu.be/JE2_7elAcxM?t=971 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
differences I'm not going to ask I'll tell you what it is obstacle is a thing that blocks one's way or prevents or hinders progress when you disagree with them that is an obstacle this happens before you solicit the sale someone says some before you even get to the sale that's an obstacle a simple example I hear all the time hey why'd you hop on the call today hey why'd you walk in the gym today whatever it is right them I

[16:44] YouTube https://youtu.be/JE2_7elAcxM?t=997 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
just wanted to find out a little bit more about the program first 10 seconds obstacle you're not here to find out more about the program I'm here cuz you're fat but they got to say it so you're like oh so you finding out like do you do this all the time do you go to lots of different programs it's find out

[16:59] YouTube https://youtu.be/JE2_7elAcxM?t=1012 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
information or is there a problem you're trying to solve they're like oh well you know I'm trying to lose weight like oh got it so you're not just hopping on 100 calls a day cuz I was like that would be a very weird existence right you just hop on for information all day ha great fantastic I've had this conversation

[17:14] YouTube https://youtu.be/JE2_7elAcxM?t=1027 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
before right so that's an obstacle right and the thing is it's easy to confront and Destroy obstacles before you ask for the sale once you've asked for the sale you switch to objections objections is when they disagree with you do so it's much easier to be on the other side disagreeing and helping them break their beliefs before the stake has been presented after after the after you're

[17:37] YouTube https://youtu.be/JE2_7elAcxM?t=1050 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
in the Red Zone it's all closing it's all objection overcomes right example that's like I don't want to buy right now and you're like totally understand what are the main criteria you're thinking through which is always funny because people are like I need to think about I've never had someone like leave because they need to think about it I'm like cool what are you thinking

[17:53] YouTube https://youtu.be/JE2_7elAcxM?t=1066 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
about and they're like oh I'm still here right like so learning how to talk through these high stakes decisions with 18 minutes yourself or others is the purpose of presentation and as a result you'll become more powerful okay so before I dive into these AR each of these arguments I have to make this one

[18:08] YouTube https://youtu.be/JE2_7elAcxM?t=1081 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
statement is that the person must really want the goal and believe three things one which you'll get to it there we go the product will get them the goal comma the way they want to get there and I learned that second half the hard way because we found out in gym launch that people would say no sometimes to buying memberships right or buying challenges or whatever but when we offered them the

[18:31] YouTube https://youtu.be/JE2_7elAcxM?t=1104 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
ability to come back the next day help them for free we'd sell them $400 of supplements and they just said no to a $100 down service thing I'm like what the it's because they want to lose weight but they want to lose weight their way and so that's when I started learning like oh not only do we have to make sure that they want the goal and they believe that the product's going to get them there it has to get them there the way they want to get there this

[18:56] YouTube https://youtu.be/JE2_7elAcxM?t=1129 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
gives you ammo for the questions that you're going to ask does this make sense okay the second thing is that you and others will support them like are you telling me the truth is this really what's going to happen will other people around me support this decision and the third is that it will work for them and not just everyone else sure I've seen the people who step on the stage but

[19:18] YouTube https://youtu.be/JE2_7elAcxM?t=1151 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
they're different than me I'm a snowflake I have metabolic thyroid keto osis right whatever I have zero influence oler whatever you know what I mean like I have no following is itis right whatever it is right whatever you tell yourself and what you have to do in this situation you have to Pride proof so that it'd be more unreasonable not to believe than to believe and this is a logical close this

[19:42] YouTube https://youtu.be/JE2_7elAcxM?t=1175 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
is not a this is not an emotional close this is when you look at someone and say how many people would you need to see for it to be more unreasonable for you not to believe than to believe at what point is it 10 is it 50 here's a thousand tell me when to stop okay okay okay great so that's not the real reason and then you can confront the real all right so otherwise if they're not sure of those things if they

[20:07] YouTube https://youtu.be/JE2_7elAcxM?t=1200 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
don't actually want to lose weight if you don't actually want to make money doing online fitness then it doesn't matter what Jason says you don't want to make money doing online fitness then you're not going to buy right if you do want to make money doing online fitness then you go down you go down the Train

[20:21] YouTube https://youtu.be/JE2_7elAcxM?t=1214 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the train tracks that make sense okay again this is why you expect no at first because if people could make the decision they would have already made it all right out of the main course Richard feeman besides Charlie one of my favorite thinkers of all time he was like the second guy on uh the atom bomb sounds negative brilliant teacher he's

[20:37] YouTube https://youtu.be/JE2_7elAcxM?t=1230 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
known for this understand don't memorize learn principles not formulas and that's what the rest of this presentation is about is the principles behind overcoming these distortions that people have and so this is me asking you for your own sake don't take pictures of the slides it's because all the stuff's

[20:52] YouTube https://youtu.be/JE2_7elAcxM?t=1245 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
going to be in the recordings but you are here now so be here now so you can understand it okay so there are three sources this is a huge breakthrough for me so I'm going to share it with you this first time try share to life there are three sources that we cast our power to okay and it took me a very long time

[21:09] YouTube https://youtu.be/JE2_7elAcxM?t=1262 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to get through this because I looked at Grant and he had his you know you got stall decision maker money then you talk to Barry who owns Sage she's like you got time fit uh money fear shame right those are hers and then Jordan Belford's got his and so everybody's got like these are the only overcomes right I was like there has to be an actual truth here like there has to be something that's true that's

[21:32] YouTube https://youtu.be/JE2_7elAcxM?t=1285 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
uned and so trying to figure this out I actually went back to Dr Albert Ellis anybody who know who he is no one great um who here knows what cognitive behavioral therapy is CBT he invented it smart dude and so what he noticed is that he originally had 11 distortions of reality then he dropped it to nine then to seven and then he came to three and the three stuck and the three are what I'm about

[21:59] YouTube https://youtu.be/JE2_7elAcxM?t=1312 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to share with you and you're like why is he talking about this about sales because the objections that people offer you where they cast their power to are distortions of reality they are the things we use to upset ourselves these are the three circumstances and this is the irrational statement that people make I must get what I want when I want it I must not get what I don't want if I don't get

[22:21] YouTube https://youtu.be/JE2_7elAcxM?t=1334 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
what I want I can't stand it that's when people blame their emotional disturbances on emotional disturbances on circumstances two others other people must treat me fairly and kindly and if I if they don't they are no good and deserve to be condemned and punished it's like your animal brain right three self I must do well or else I am no good

[22:44] YouTube https://youtu.be/JE2_7elAcxM?t=1357 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
these are the three core distortions that upset people this is like mental illness right and so I'm not saying anyone has mental illness if they don't agree with you it's more so that these are distortions that are not real and if you can understand not memorize if you can understand this then you can have

[23:00] YouTube https://youtu.be/JE2_7elAcxM?t=1373 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
23 minutes these high stakes conversations understanding exactly which Distortion they're suffering from and I'll show you how to overcome them okay and so I like to consider like the onion of blame people this is like one of the bigger breakthroughs I had they start with the outside they blame circumstances time money other and then the step next to that they start to blame other people my spouse my kids my

[23:22] YouTube https://youtu.be/JE2_7elAcxM?t=1395 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
employees and then finally they say like it's me it's my fault and so you might have to overcome multiple layers as you peel back and based on the objection they give you you can know where you're at you can know how close you are if someone just says I have to think about you're like great I'm talking to the person who's in power and the decision maker and I just need to get them to say yes if they're like I don't have they're

[23:45] YouTube https://youtu.be/JE2_7elAcxM?t=1418 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
casting the power away and some of you guys are probably casting your power away on decisions you need to make which is why I'm making this presentation even though that these are the things that distort people's realities CU you're like no one's ever said circumstances are getting in my way right like no says that right they manifest in five ways

[24:01] YouTube https://youtu.be/JE2_7elAcxM?t=1434 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that I want to equip you to deal with all right for yourself and others so these are the five most common excuses scapegoats that people use for circum and if you find other ones these are the biggest buckets because I didn't want to have a hundred things here but the big three buckets are circumstances others

[24:16] YouTube https://youtu.be/JE2_7elAcxM?t=1449 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
and self right but they manifest with time in multiple ways and I'll show you how value price money Etc fit I'm a special snowflake others which is I don't have the authority to make the decision and then finally self which is what if I just don't make the decision let some let life make it for me right avoidance stall you go from surface level to core and as a side note you should never get

[24:41] YouTube https://youtu.be/JE2_7elAcxM?t=1474 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
stuck on the stuff near the top and ideally you really never get stuck anywhere on this equation if the person wants what you have and you truly believe in what you have to help them and I mean that like if you understand this thoroughly you can walk someone towards helping themselves okay okay this is what they look like or this is what they sound like in reality not a good not a good time right now I'm really busy right that's time

[25:07] YouTube https://youtu.be/JE2_7elAcxM?t=1500 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
can't afford it too expensive fit not sure if it's for me I hate broccoli I can't do a plan with broccoli right can't do a plan where I have to DM people every day it's against my brand I'm poor but it's against my brand right Authority have to talk to my partner spouse I have to talk to somebody who

[25:23] YouTube https://youtu.be/JE2_7elAcxM?t=1516 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
has more power than me it's funny because when you start thinking this way it sounds silly and then avoidance I need to think about it clearly let's think about it now all right and so I told you I want you to think about the principles Behind these things not memorize you've got circumstances you got other people and

[25:39] YouTube https://youtu.be/JE2_7elAcxM?t=1532 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you have yourself and we drill down so quick test who here is physically in the room raise your wonderful arms are working we're rocking so here's my ask raise your hand if you or your prospects present with this Distortion so who here is a Time person I'm busy it's not a good time maybe in the future anyone deal with these sometimes it's yourself totally so I'm

[26:04] YouTube https://youtu.be/JE2_7elAcxM?t=1557 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
also going to tell you a secret about this I think the reason I got pretty decent at logical arguments is because I am inherently skeptical and I will paralyze myself from not doing anything unless I have really sound reasons to do it and I realized that I couldn't move forward to make any progress in my life

[26:20] YouTube https://youtu.be/JE2_7elAcxM?t=1573 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
until I had these Frameworks to think through these hard decisions through so I could start taking steps to where I where I wanted to go it took me years to get there and so so hopefully I can give you some keys that help me unlock my own head to get out of my own way so that you can too and help your clients

[26:34] YouTube https://youtu.be/JE2_7elAcxM?t=1587 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
all right so the way I think about time and there's a lot of overcomes for all of these things what I tried to do is Bunch the three biggest ones that I like to use most frequently and if I uh Veer from like the the bullets on the screen it's because I'm riffing with you and I'd rather just kind of stay in the flow

[26:51] YouTube https://youtu.be/JE2_7elAcxM?t=1604 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
is that cool okay fantastic so when you're overcoming this one each of these is kind of a specific angle that you're attacking it from so macro is like I'm this is a busy season for me got lots of stuff going on right micro is like I don't have any time in my day so you're one person is saying I've got lots of going on one person's like I can't find the time it's different sounds subtle but it's both about time but in

[27:14] YouTube https://youtu.be/JE2_7elAcxM?t=1627 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
different ways all right and then the the last one is well when when I have time I'll start right everyone know this horeshit but whatever okay so as always we never disagree with prospects because you're not in a fight totally get it totally understand do you think like do you want this to be something that lasts for the long term right it's a question you're like yeah do you think that you're going to be

[27:38] YouTube https://youtu.be/JE2_7elAcxM?t=1651 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
busy again in the future well yeah so you want this to last in the long run and you do think you're going to be busy again in the future well then don't you think it'd be best to start now when you are busy because if you learn how to do it when you're busy you'll be able to do it forever if you can only learn it during a perfect circumstance then

[27:54] YouTube https://youtu.be/JE2_7elAcxM?t=1667 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you're going to fall off when it gets busy again and isn't that the time you'd want to have the most support goes for you guys too that's just number one we got so many lore right and so when you knock that out the goal is that the person says well that's not a good reason and you take one step towards the truth so when you're thinking about it's not like oh I've got to overcome this one thing and then they'll buy you got

[28:16] YouTube https://youtu.be/JE2_7elAcxM?t=1689 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to keep peeling and if you have this framework you understand the direction you're going in and you can start listening for the oh they're talking about themselves now I've gotten two layers deeper right so that's seasonal micro you can't tell someone in a sale hey take out your phone take out your hours by week pull it up oh look 22 hours on social media this week you've got time so you say it differently you say you know what I had the same issue

[28:40] YouTube https://youtu.be/JE2_7elAcxM?t=1713 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
and I used to complain all the time about like how I didn't have time to to be successful and do things I needed to do and my wife got so sick and tired of me saying this she pulled my phone out and she was like look I guess I just found your time didn't I I was like ah and you can say it that way and then a prospect feels better does anybody here feel like they don't have

[28:56] YouTube https://youtu.be/JE2_7elAcxM?t=1729 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
time right and the first thing that any program is going to do if it's a good program is going to cut out the 90% of the that you are doing which is causing you to feel overwhelmed which is probably the real reason you feel like you don't have time Jeff basil got the same time you do right it's just what are the

[29:13] YouTube https://youtu.be/JE2_7elAcxM?t=1746 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
things that you're doing that he's not it's not about adding to your plate it's about removing the stuff that's not working because clearly everything you're doing that's filling your time is not making you more money so you're doing the wrong so there's going to be plenty of time because all the stuff you're doing now is not working right not simple but that's the reason right

[29:30] YouTube https://youtu.be/JE2_7elAcxM?t=1763 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
so we went mael when then hey in the future when I've got time I'll totally sign up for your program right anyone heard this one anyone say this one right and again you want to you want to empathize you don't say like Ah that's you say totally understand that's I was stuck like this for years if you can step in their shoes you're not attacking them you actually

[29:54] YouTube https://youtu.be/JE2_7elAcxM?t=1787 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
go from the inside out you step into their self and then you walk them through the Epiphany that you experienced and it doesn't feel judgmental it feels helpful that make sense I used to feel the same way right and I found this out actually from Jason Flatley and he was the one who told me this it's a it's a logical fallacy it's

[30:10] YouTube https://youtu.be/JE2_7elAcxM?t=1803 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
called the when then fallacy which is why that's how I remember it and the onein fallacy simply States when I have X then I will do y but it flips sequence so it's like when I get better I will go to the hospital sorry there's just so many like hilarious ones about like money and stuff like I start saving money once I'm rich like all right but the thing is is

[30:31] YouTube https://youtu.be/JE2_7elAcxM?t=1824 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that we do this right we do this I'll pay for the program that'll make me more money when I have more money that's the point of the program I'll pay for the program that'll help me get a sixpack once I have a six-pack once I have more time which the program is going to help me have you know what I'm saying like it's just it doesn't make it's a fallacy and so what that means is it's a distortion it's not

[30:54] YouTube https://youtu.be/JE2_7elAcxM?t=1847 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
real and so the goal of having these high stakes conversations is simply showing people we're not attacking we're just walking them through it and be like do you realize that this is holding you back and I know this better than anyone because I'm a skeptical the reason I can do all these logical things is because I'm the first person I'd

[31:10] YouTube https://youtu.be/JE2_7elAcxM?t=1863 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
overcome right and you might be too so once we attack time from these three angles it depends which one they present with if they present with one and then move to the next you can knock all three out you'll probably find some that that make the most sense to you but the thing here is it's not about

[31:25] YouTube https://youtu.be/JE2_7elAcxM?t=1878 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
memorization you just got to get it macro you're always going to be busy once you want the most help when you are busy so that it can stick forever yes time my wife showed me my phone turns out I got time but the reality is it's not about what I am doing it's about the stuff I got to stop doing and that's what I'm going help you with right this isn't scripting this is just understanding it right and then when then it's a fallacy it's a distortion

[31:49] YouTube https://youtu.be/JE2_7elAcxM?t=1902 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
it's not real and then just use two crazy examples like once I have money then or I'll save money when I'm rich right it's just like ridiculous okay so what do we do one reason down and we're getting closer to the core right right so who here is somebody who's like I can't afford it it's too expensive or has heard this from a prospect I like I better see everybody's hand especially if you're selling High

[32:13] YouTube https://youtu.be/JE2_7elAcxM?t=1926 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
ticket which hopefully you get a gasp so these are the four Frameworks that I think through there's a million like money closes but these are the ones that I like the most and that that to me resonate the best right and so why a lot is good is kind of like my my my first one here and so the reason that if someone gasps or think that this is a lot of money you just ask them is this a lot of money to you and they're going to

[32:37] YouTube https://youtu.be/JE2_7elAcxM?t=1950 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
say yeah if they say no then you're like awesome buy it and if they say yes right and if they say yes then you're like that's the exact reason how you're going to be successful because there's other people who buy this thing and you know what they're not all in on it but the question is do you want to draw the line in the sand and go all in do you want to

[32:52] YouTube https://youtu.be/JE2_7elAcxM?t=1965 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
step over the line and be the person you want to be because I can tell you that this is not about what whether this works or not I've already proven that the question is whether you work or not and so if you put more on the line then you have a higher likelihood of being successful so you should be the last person to be worried about this I'm more excited because the best stories are

[33:09] YouTube https://youtu.be/JE2_7elAcxM?t=1982 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
always coming from people like you in your exact situation so don't let that be a reason not to do it that should be the reason to do it so the next one is like why is this not a lot so first is the fact that it's a lot for you is good it means you're going to try hard the second one is like well it's a lot in

[33:25] YouTube https://youtu.be/JE2_7elAcxM?t=1998 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
terms of absolute amount but relative amount very little right because if all this does is ADD $10,000 a month to your income is it worth it if all this does is get you into a bikini is it worth it yeah and so then what happens and the reason that this is a stepping process right is that we're we're just taking these objections out of the way so we can get the person to confront reality

[33:49] YouTube https://youtu.be/JE2_7elAcxM?t=2022 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
not a distortion they've created because the reality is the thing they're afraid of and so what happens is when they say yeah if it did that it would be worth it right the problem is they don't believe you right and so it's like great then it's not about the price it's about whether you believe me so you can

[34:05] YouTube https://youtu.be/JE2_7elAcxM?t=2038 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
sidestep it does that make sense we're taking a step closer and then obviously you can use a comparison you know depending on what you're selling if you can price anchor with like well here they don't have a four-year degree for doing online fitness that's why the alternative education industry exists and it's because the formal education

[34:22] YouTube https://youtu.be/JE2_7elAcxM?t=2055 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
has failed most of us right anybody graduate with here with a 4-year degree anyone immediately be able to use that for degree to get leads make sales no me neither right and what's crazy is that some of these degrees are 501 $200,000 and take four years when you've got something that can help you make make that entire amount of money in half

[34:46] YouTube https://youtu.be/JE2_7elAcxM?t=2079 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the time right for a tenth of the price when you think about it like that frame it's actually a great deal does that make sense so you just frame it you have to give context all right so number one is the fact that it's a lot for you is good means you're actually going to try number two is if it does what we say it's it's going to do the value is there so that's not actually what you're opposed to which then we can take the next step all right number three is

[35:11] YouTube https://youtu.be/JE2_7elAcxM?t=2104 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
what's money good for anyways this is actually one of my favorite lines of reasoning for a variety of reasons and I'll get to it when you're looking at a prospect or looking at yourself you're going to spend this money either way over the next 12 months you're going to spend it right and in fact not only

[35:27] YouTube https://youtu.be/JE2_7elAcxM?t=2120 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you're going to spend it you're going to buy the program the question is whether you're going to pay for it in money or pay for it in time and so like you can learn every single lesson that's in this program whether it's losing weight you know uh getting leads selling online whatever it is right you're going to learn these lessons but do you want it

[35:44] YouTube https://youtu.be/JE2_7elAcxM?t=2137 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to take 12 weeks or 12 years and the question is are you going to be able to live a thousand lifetimes because of the thousand people that we've helped just like you and gathered all those lessons and put them together so you don't have to do the trial and error for that entire period of time so the question is

[35:59] YouTube https://youtu.be/JE2_7elAcxM?t=2152 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
not whether you're going to buy it or not it's just how do you want to pay and so for me this is a personal note and I I'll probably say it at the end but like the reason we've been don't move quickly through life is that I will buy other people's mistakes because it's just it's the only way you can buy time in this life is to buy the knowledge to take

[36:15] YouTube https://youtu.be/JE2_7elAcxM?t=2168 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
less time from other people who have taken their time and like if you think about human civilization in general Edis took however long to make a light bulb and then we just bought the lesson from him and now we have light bulbs right and the next guy figures out the next thing and then we just buy the lesson from him and that's how we have to move faster so you're going to spend the

[36:32] YouTube https://youtu.be/JE2_7elAcxM?t=2185 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
money either way question is 12 months from now is it going to be on that didn't get you anymore or stuff that is going to get you somewhere and no matter what you're buying you're buying the program just going to pay time or you're going to pay with money and if you're being real you've probably been paying for time the last six years how's that working for you do

[36:48] YouTube https://youtu.be/JE2_7elAcxM?t=2201 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you want to do more of that this is also this is a this is a classic one it's very easy one to remember but like who here knows the difference between a self-made billionaire when they had nothing and where you're at right now if you have nothing zero they both you're both broke they were broke you're broke whatever it is if that's where you're at right now the only difference is that that proves that if they were successful

[37:12] YouTube https://youtu.be/JE2_7elAcxM?t=2225 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
it wasn't about the resources they had is about how resourceful they were so I'll tell you a quick story about this so anyone here read uh shoe dog right story of Nike so in the story he talks about how he was about to lose everything multiple times it's a crazy story and this time it was like it was it was going to go down like it wasn't going to happen and he needed a tremendous amount of money and he just didn't have it he' extended all his

[37:38] YouTube https://youtu.be/JE2_7elAcxM?t=2251 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
credit lines the banks wouldn't do it and the next lenders said they they canceled on him and the company was going to fold because it was growing too fast at that point he could have just given up and said there's nothing I can do I maxed out all my cards I maxed out all my Banks there's literally nothing I can do and his people had already worked for free they were like we can't do this

[37:53] YouTube https://youtu.be/JE2_7elAcxM?t=2266 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
anymore he went to his vendors and said you need need to pay my payroll for me he went to his vendors anybody use like landing page software anyone or anyone use something from a vendor right it's like going to that guy like going to your videographer and be like listen you got to pay payroll for me this uh this month

[38:11] YouTube https://youtu.be/JE2_7elAcxM?t=2284 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
because otherwise I'm not going to be able to keep doing business with you because I'll be out of business resourceful not resources and the reason this is so important is because when you have nothing it's the easiest excuse to give yourself is you're like well I have nothing that's why I can't it's like of course but every self made millionaire

[38:28] YouTube https://youtu.be/JE2_7elAcxM?t=2301 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
and every self-made millionaire was self-made and they started with nothing which puts them in the exact same seat you are so the question is do you want to have power or do you want to not have power you want to have power you're resourceful not resources right and so if we want to make these decisions that are going to help ourselves we need to

[38:45] YouTube https://youtu.be/JE2_7elAcxM?t=2318 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
step into that and so when you're talking to your prospects it's the same thing right does that make sense okay rocking I mean and you can drill deeper into this as like do you think there's anyone else who's been in your situ situation who's achieved this or maybe worse than your situation the answer is yes and if they can why can't you right so we're taking steps closer is are you guys digging this okay

[39:08] YouTube https://youtu.be/JE2_7elAcxM?t=2341 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
cool oh thanks thanks I wasn't sure if it was WRA attention or sheer boredom so we're not you feel you feel we're progress are making like the person presents this say I don't have time shit's busy blah blah and you're like nope Noe we're going to take one step Clos they like you know what but I I don't have the money or it's too expensive you're like well if you don't have the money you're going to

[39:33] YouTube https://youtu.be/JE2_7elAcxM?t=2366 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
be successful it's worth it right yes I understand why it's worth it well you don't need money to begin with right you got to be resourceful and you can find the money cuz I'll ask you this is a fun one for business owners who here has had an unexpected bill ever come up taxes right yeah and then all okay so everyone here is still alive who raised

[39:56] YouTube https://youtu.be/JE2_7elAcxM?t=2389 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
their hands who here was able to magically pull money out of their ass and figure out a way to do it raise your hand here's what's crazy you have the ability to be resourceful when it's for someone else and not for you it's because you choose to be powerful when someone else needs it but not for yourself up right so stop doing that if you function like you you have

[40:27] YouTube https://youtu.be/JE2_7elAcxM?t=2420 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to make payroll tomorrow and like you you're back on rent you're going to get kicked out you think differently and if instead of paying your landlord you're paying you because that's what you want to do it shifts internally because everyone here just Prov the fact that you can be resourceful when you choose to

[40:43] YouTube https://youtu.be/JE2_7elAcxM?t=2436 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
be so just choose to be so number three is it's not not sure it's a fit for me so be besides the obvious ones which is like I don't want to work out broccoli sucks I I can't do a program where where I I can't do cardio whatever the 41 minutes right um like I said I don't want to do DMs I don't want to post on Instagram I don't want to have a Facebook group whatever right whatever the is all right I'm not sure

[41:07] YouTube https://youtu.be/JE2_7elAcxM?t=2460 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
if the vehicle is a fit for me so usually you can overcome the easy ones but if someone is just really sticking hard these are the three that I use to to shift perspective okay so this one is new identity new priorities so it's good to have cues for these things which is like we vote with our dollars about the things that we care about and if you show me what someone is spending their money and their time on I can tell you what their future is and I'll tell you

[41:31] YouTube https://youtu.be/JE2_7elAcxM?t=2484 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
an interesting story so um I had somebody who was just like you who was like you know what I don't want to do this either and I told her this story can I tell you it yes and this is what you'd say to the prospect right so I was with Lea and we went to Sephora which is a makeup store and and I show up like this um I feel welcomed and so we're we're standing there she's doing something and I

[41:56] YouTube https://youtu.be/JE2_7elAcxM?t=2509 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
usually stand in the corner like this um and I saw these two little girls it might have been like I don't know girl age so like 12 to 15 this like this this and they were like giggly and so excited and they had like the girl with the smok came over was like helping her out helping them out and she was like okay this is like eyeliner and this is

[42:17] YouTube https://youtu.be/JE2_7elAcxM?t=2530 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
lipstick and this is whatever blush um I'm just like using words I've heard uh this is how you paint your face and the thing is the girls were like so excited and then they were like right before they left she was like girls she's like you have to remember like now that you're getting older and you're

[42:33] YouTube https://youtu.be/JE2_7elAcxM?t=2546 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
becoming a woman you need to start budging for this stuff all right so you're going to start buying this every month all right so like remember you got to save some money for this so you can have it and the girls were so excited that they were like yes like we're becoming women now and these are the things that women do it's because when

[42:47] YouTube https://youtu.be/JE2_7elAcxM?t=2560 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you have new identity you have new priorities and so you've had priorities that are aligned with your old identity right there's the you that goes out the you that drinks the you that does the BL blah blah blah blah spends money on you shouldn't do spends time on you shouldn't be spending time on and there's the you that you want to be and so right now we can draw the line in the

[43:04] YouTube https://youtu.be/JE2_7elAcxM?t=2577 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
sand and be like do you want to keep walking down the road that you have been walking and if you don't then you have to step into a new identity and with that new identity comes new priorities because people who want to be rich spend money on themselves they spend money on education they invest in their skill

[43:19] YouTube https://youtu.be/JE2_7elAcxM?t=2592 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
sets because I want to align my identity with the identity of those who came before me who've done the things I want to do right and just like those little girls stepping into that identity we too must step into the identity we want to be does that make sense and so when you're talking to somebody who's trying to lose weight and they're like I can't

[43:35] YouTube https://youtu.be/JE2_7elAcxM?t=2608 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
afford a gym membership and you're like girl you're spending 200 bucks on your nails and you've got a $1,000 outfit on do you think another $1,000 outfit would make you look better or your high school weight right do you think another ,000 outfit would make you look better or being rich as and I say that for those of you who are thinking about on

[44:01] YouTube https://youtu.be/JE2_7elAcxM?t=2634 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the money side right like who waste like some of you guys have bigger shoe collections than like it's like Fitness like Fitness people and shoes it's like the weird like and Lululemon and the you know spandex it's like a hundreds piece of SP anyways so it's like your whole wardrobe could be Consolidated into a skill that could buy you as many wardrobes as you want if you chose to right okay rocket I don't like this

[44:26] YouTube https://youtu.be/JE2_7elAcxM?t=2659 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
certain aspect this is one of my favorite easiest ones to hit which is like you got to change the change right what you have been doing it's been getting what you've been getting and you got to change the change cuz like I remember I would go through meal plans with people and they'd be like well can

[44:41] YouTube https://youtu.be/JE2_7elAcxM?t=2674 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
we change this because this is what I eat for breakfast can we tell can we make that the breakfast and I'm like that breakfast makes you look like you that way you spend your first four hours of the day makes your bank account looks like what it does look like 45 minutes ooh right right taking steps right we're getting closer to the truth and so the thing is is that it's going to hurt to

[45:08] YouTube https://youtu.be/JE2_7elAcxM?t=2701 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
change because change hurts and you've heard this one probably from Tony Robinson if you haven't the question is whether the pain of staying the same is greater than the pain of change and that's we just ask someone and this is in the help part if someone's like the pain of staying the same is not worse

[45:23] YouTube https://youtu.be/JE2_7elAcxM?t=2716 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
than this Chang it's like then girlfriend like gain 50 more pounds and come back you know what I mean like get there you I mean hit rock bottom this isn't it for you I'm being real some people Rock Bottom is 12% body fat some people it's 500 lb but everyone's got one you just got to know where yours is and all you really got to do is just move what rock bottom is for you which is kind of interesting because you start making a change here which is

[45:47] YouTube https://youtu.be/JE2_7elAcxM?t=2740 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
kind of Interest like interesting as a thought but are you in enough pain is the question you ask the person so for those of you who are unwilling to make a change because it feels contrary to like I don't want to do I don't want to seem salesy I don't want to I don't want to help people like whatever right like is

[46:03] YouTube https://youtu.be/JE2_7elAcxM?t=2756 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
your current situation more painful then the change that you'll have to go through or experience to get to where you want to go and so the last one is hypothetical I actually really love this this is a great framework overall for overcoming lots of different obstacles um or objections that present themselves but the hypothetical and there's lots of

[46:19] YouTube https://youtu.be/JE2_7elAcxM?t=2772 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
ways of phrasing this which is like you've probably heard the Unicorn clothes you probably heard like if this were perfect would you do it on want a scare from 1 to 10 where would this program be if 10 was amazing one was terrible you know where is this they say a number and you say cool what would make it a 10 why isn't a one like you guys heard this scripting before so you guys are like no please talk slower um

[46:36] YouTube https://youtu.be/JE2_7elAcxM?t=2789 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the reason I said we have to learn the principles behind it rather than memorizing the script is that it all is based on one thing which is hypothetical which is if this were perfect would you do it because you get a hypothetical agreement and they say yes if it were per the thing is that if you're like if this were perfect would you do it if someone says no then you're like girl

[46:53] YouTube https://youtu.be/JE2_7elAcxM?t=2806 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
okay like let's take five steps back this my breath smell because the thing is they've actually told you a lot there it's like it has nothing to do with the stuff you're talking about they don't trust you and now we can talk about that right so it's a great question to frame like where are we and so it's like if this

[47:09] YouTube https://youtu.be/JE2_7elAcxM?t=2822 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
were perfect would you do it sometimes they'll laugh if you ever poor they'll laugh they'll say yes right and so then you get to flip it and say then what's difference between Perfection and what we've got and the thing is is that people are very hard they don't actually know how to generate making a program cuz they're not going to like know all the things you can deliver on the spot

[47:26] YouTube https://youtu.be/JE2_7elAcxM?t=2839 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
right and and so they're like most of the time they'll be like I don't know you're like right well because it sounds like it's nothing to do with the program it's all about to do with you so let's talk about that right and then all of a sudden boom one step closer to the truth does that make sense yeah all right and

[47:42] YouTube https://youtu.be/JE2_7elAcxM?t=2855 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that's why we do hypotheticals so if it were perfect what's missing and then if you can if it's if they do give you an answer and they're like I just don't want to do broccoli and you're like I do green beans would you do it they're like yeah you're like great green beans it is sign here right like some you would be amazed how many times like that happens it's like one crazy thing it's like well if we didn't have that would you do it

[48:06] YouTube https://youtu.be/JE2_7elAcxM?t=2879 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
like oh yeah sure where were you 10 minutes ago right and that's how you do hypothetical okay we're making we're making progress you still with me still digging okay cool Authority all right this is one of my favorite F and so this one instead of having three I really just have like one very good statement of reasoning that

[48:30] YouTube https://youtu.be/JE2_7elAcxM?t=2903 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you should understand okay this is real so this is more of a process than it is anything else but the spouse or decision maker is not there right now note for you guys a lot of you guys have had the opportunity to go talk to a spouse but a lot of you guys don't have that in your business right like spouse

[48:46] YouTube https://youtu.be/JE2_7elAcxM?t=2919 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
ain't there and they leave they're not coming back right or they are but very small percentage don't wait for it okay so what we have to do is try and sidestep it by isolating the objection and casting aside the partner because the partner is not there so how could they object anything they don't even know who you are right and so

[49:03] YouTube https://youtu.be/JE2_7elAcxM?t=2936 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the idea is and again this is assuming if you have a really long-term thing then you want the partner to be there right like ideally that's what you have but if you don't have the opportunity then you got to go through the next step all right which is what do you think they wouldn't like and then they will tell you and then you just overcome the

[49:18] YouTube https://youtu.be/JE2_7elAcxM?t=2951 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
thing which has nothing to do with the spouse because spouse isn't there right very easy s side step does that make sense this works really well it's like why wouldn't they It's like because they don't want me to fail o they don't want you to fail let's talk about you and so this is the process that I walk through do they approve of your current struggle they happy that you're

[49:40] YouTube https://youtu.be/JE2_7elAcxM?t=2973 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
struggling no okay then why would they not approve of something that's going to fix something they already don't approve of right they're not happy with how you're currently doing why would they be against something that's already making them unhappy right right well let me ask you this and they pause like if the rules were reversed and your husband needed this to make what he

[50:05] YouTube https://youtu.be/JE2_7elAcxM?t=2998 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
wants his dreams happen or your wife needed this program to make her dreams happen would you support her then why wouldn't you support you right right and I think the real problem that we're dealing with here and this is the kicker this for everybody is that you're asking for permission instead of support

[50:27] YouTube https://youtu.be/JE2_7elAcxM?t=3020 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
because it is your life not theirs and what happens is if you give that power to them and then two years from now you're still fat you're still poor whatever it is who are you going to blame them and so that's when you have a resentful marriage because you didn't own your and so I'm not saying you shouldn't like explain the decision to them but the way you explain it to them

[50:52] YouTube https://youtu.be/JE2_7elAcxM?t=3045 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
is what I just said which is if I don't do this for me I'm going to end up resenting you and I don't want that and 51 minutes instead of me bitching to you every day about how we don't have money or about how I don't like my body I'm now doing this and I'm joining a group of support of community of people just like me and

[51:08] YouTube https://youtu.be/JE2_7elAcxM?t=3061 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
crazy enough for some reason doctors go to college right right that makes sense they go to medical school lawyers go to law school but where do entrepreneurs go there's no entrepreneur school no one teaches the stuff but it turns out there are people who teach it just for this specific industry and I can take failures of a thousand people in pack into a year and it's one10 the price of a

[51:31] YouTube https://youtu.be/JE2_7elAcxM?t=3084 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
4-year degree right and so instead of whining to you what I commit to is I'm going to show up and be a better husband a better wife a better partner I'm not going to to you about this the stuff because I'm going to take this seriously I'm going to go all and I'm not asking your permission I'm just asking for your support all right that's how you can

[51:47] YouTube https://youtu.be/JE2_7elAcxM?t=3100 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
overcome it because I'm going be real with you it is about them and you have to believe that like you can't say this unless you believe it because like you will you save marriages by showing people that they are the ones in control because if they keep saying my husband's not going to let me buy a weight loss program what do you think she's secretly saying can't believe you won't let me do it right if that's real if she's using

[52:11] YouTube https://youtu.be/JE2_7elAcxM?t=3124 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
it as a foil you sidestep you get yourself right but that might be the real thing and if that is the thing then you have to let them step into that and that's where you know having that's where like having a three-day no sweat guarantee or something like that is also helpful it's like hey sign up and I use

[52:27] YouTube https://youtu.be/JE2_7elAcxM?t=3140 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
I use a lot of aapor and humor in my selling and so I'd be like hey Cindy if you sign up and you tell your husband and he's upset you have and and when he sees you he's like girl I don't want you to get in shape I want you to stay overweight I want you to put those sweatpants on I want you sit on that couch reach your hand a bag of Cheetos put the the Cheetos fingers on there I want you to create generational unhealth

[52:52] YouTube https://youtu.be/JE2_7elAcxM?t=3165 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
I want you to live 10 years less long I want you to see our grandkids I don't want that right I want to marry a younger better you sooner because you're going to have a heart attack if he says 53 minutes that to you you have him call me and then they're like cracking up and you're like okay okay listen sign up three-day no sweat like if he if he does tell you

[53:08] YouTube https://youtu.be/JE2_7elAcxM?t=3181 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that he just wants you to be out of shape and never leave him because uh because he doesn't want you to get you hot cuz he's insecure if he says that um yeah just let me know all right so like the whole time you're just joking and stuff but the 3day guarantee helps like nudge a lot of these people over is that cool you guys get that one

[53:24] YouTube https://youtu.be/JE2_7elAcxM?t=3197 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
okay sweet and so that goes for you right like it's it's about support not permission that's the bottom line right support not permission because otherwise you're going to blame them for your lack of Dreams being realized rather than blaming the person that should which is you all right so this is avoidance now we're getting to the core we've gotten rid of time we know that you've got time and the best time to do it is today

[53:48] YouTube https://youtu.be/JE2_7elAcxM?t=3221 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
because you're going to be busy forever right value we know that you can't afford it if you can't afford it you'll buy it if you can't afford it's a great great reason to do it and if the value is there then there's no reason not to do it because it'll pay for itself right what's money good for anyways you're going to pay for the program regardless

[54:04] YouTube https://youtu.be/JE2_7elAcxM?t=3237 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you want to pay him less time or more time value is not a problem fit you got to step into new identity right you've got to be willing to change and the question is just whether the pain that you're experiencing is less than the pain of the change that it takes to experience the next thing right if they step into that they're good because it's not about resources it's about resourcefulness so

[54:26] YouTube https://youtu.be/JE2_7elAcxM?t=3259 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the fit's not an issue Authority they have to own it it's about support not permission we all here do you feel like we've peeled the layers back on your prospects and they're just laid bare naked there just you've solicited the sale now you got to close all right avoidance so now they're like wait wait I need to think about it so now that we've exhausted I'm

[54:50] YouTube https://youtu.be/JE2_7elAcxM?t=3283 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
putting this as emphasis we've exhausted all outside reasons now we are finally talking to someone in power and that is what a good coach does we don't make decisions for people we help them make decisions so here's I have to think about it not sure give me a hand who's dealt with somebody who say thinks that way all right at least one person here no I'm kidding all you guys that you guys are great so this is how I divide this up past present future and so

[55:15] YouTube https://youtu.be/JE2_7elAcxM?t=3308 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
hopefully this should already before I I dive into these give you simple Frameworks to work through time you've got macro micro when then right you've got you got value you're thinking about it's not a lot of money even if if it were a lot of money it's not a lot of money you're going to pay for it either way like you have the simple Frameworks that you can walk through you might just

[55:30] YouTube https://youtu.be/JE2_7elAcxM?t=3323 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
hit them with one and if they hit it with again you hit them with the other angle because they're logical Frameworks they're not scripts that's why I made them bubbles you don't have to memorize it just got to understand it past so like I need to think about it and so the thing is is and this the first bubble there is if someone's like I feel like this is happening so fast

[55:46] YouTube https://youtu.be/JE2_7elAcxM?t=3339 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
any we get that one like I just I just got on the phone with you I don't really know who you are and you're like hey this is not a fast decision right you've been making this decision for the last 6 years you continually make the decision we're doing to say is deciding you're actually going to do something about it right how long you wanted to lose weight a long time so this is not a fast

[56:03] YouTube https://youtu.be/JE2_7elAcxM?t=3356 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
decision at all but the thing is is that and this is where you go sunk cost so if I were talking to you guys I would say you you know you bought tickets cuz you saw some ad you registered there you got your flights you got a hotel you blocked the time you flew here you listen to this whole thing you're 6 in from gold this isn't a fast decision at all you

[56:25] YouTube https://youtu.be/JE2_7elAcxM?t=3378 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
did all these to get here because it's important to you so don't let that Distortion stop you from getting what you want right it's fear right let's face that what are you afraid of having happen which by the way I took the slide out but my two favorite questions to ask in a in a sale that I feel like are the

[56:43] YouTube https://youtu.be/JE2_7elAcxM?t=3396 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
fastest to cut through is what are you most afraid of having happen if you buy what are you most afraid of what's the worst thing that you envision in your mind and if they're not sure I just fill in the blanks I'm like I take your credit card I swipe over as as much as I possibly can I go to Vegas I put it all

[56:58] YouTube https://youtu.be/JE2_7elAcxM?t=3411 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
on black and then I go to Monaco where they can't extradite me fair enough and they're like I was not thinking that and you're like right so what's the worst you know like what's what's the real thing they're like and then they're like you know I just hav bought so many programs before you're like right let's talk about that

[57:15] YouTube https://youtu.be/JE2_7elAcxM?t=3428 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
right and so I'm going to skip one forward and then I'm going to go back to it this is one of my favorite obstacle or objection overcomes it's I call it don't let it burn you twice and this you can see the date it happened yesterday this girl texted me or me April 6th she said it's crazy to think that I had a

[57:31] YouTube https://youtu.be/JE2_7elAcxM?t=3444 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
sales call with you 6 years ago and I'm kicking myself in the butt for not jumping on this is yesterday right like I don't even own the company anymore and I said you let a bad decision burn you twice once when you made your poor investment but a second time when you let that bad investment stop you from a good investment it would be like anybody ever have a boyfriend or girlfriend in

[57:48] YouTube https://youtu.be/JE2_7elAcxM?t=3461 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
middle school or high school that they're not currently married to anyone just like just come on help me out here okay it would be like having a bad eighth grade boyfriend or girlfriend and being like you know what men aren't for me all coaches suck right there's good coaches there's bad coaches there's crazy ass and there's crazy ass dudes you know what I mean like there's

[58:12] YouTube https://youtu.be/JE2_7elAcxM?t=3485 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
also good ones and so the things is if you stop if you let the bad one prevent you from the good one you get burned by being with the bad one and because you let the bad one control your next decision right and so when someone has had a bad experience with do doing keto or whatever the right or you had a

[58:28] YouTube https://youtu.be/JE2_7elAcxM?t=3501 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
bad experience with some program that you did or did not do or they didn't fulfill whatever either way don't let that burn you twice because no matter what you're going to have to do you're going to have to do these actions whether you're part of the program or not you're got to do these workouts where you're part of the program or not doesn't matter you're going to have to

[58:44] YouTube https://youtu.be/JE2_7elAcxM?t=3517 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
do it so you might as well do it but somebody's going get you there faster right let me go back one real quick so it's not a fast decision and this is another one that I love which is do you think that you're maybe in this position because you have struggled to make a decision in the past you have waffled when it came time to make to make the

[59:01] YouTube https://youtu.be/JE2_7elAcxM?t=3534 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
hard call have you been in this conversation and said no before yeah do you think that's why you're here yeah do you think that might be the reason you should change that yeah okay let's change it one decision change your life and the last one is like are you tired of another year of almost right tired another year of almost hitting your goals of almost getting to 10K a month of of almost you

[59:25] YouTube https://youtu.be/JE2_7elAcxM?t=3558 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
know Hing the team that you wanted of almost retiring your your wife or husband or almost moving into the neighborhood that you wanted to move into or almost being able to pay for your kids Recreational Sports rather than not being able to because you can't afford it you're tired of another year of almost well if you're tired of another year almost then we can't do what we're doing to get here for another year because we're going to get another

[59:42] YouTube https://youtu.be/JE2_7elAcxM?t=3575 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
year almost and so the question isn't what it cost you but how much has it cost you to not decide up to this point right the cost of inaction and I think that when we think about our lives in Reverse we never never regret the things that we did we regret the things we didn't do the opportunities that we let pass by and I think that if you can let that person step into that power they will make the decision to help themselves like this

[1:00:06] YouTube https://youtu.be/JE2_7elAcxM?t=3599 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
person did not all right present so depends on who you're talking to someone's talking about past stuff then you do with the past stuff the second frame for avoidance is present which is they just don't know how to make a decision right and so you have to help them make a decision and so this one the rocking chair is one that I just

[1:00:23] YouTube https://youtu.be/JE2_7elAcxM?t=3616 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
for some reason have used a tremendous amount of time especially when I was selling weight loss is to be like I just really really need to think about it like totally understand well let's walk through like what that looks like you're not going to like go home sit in the rocking chair you know smoke a cigarette because of course you're not healthy yet right

[1:00:37] YouTube https://youtu.be/JE2_7elAcxM?t=3630 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you'll quit when you're healthy right you're smoking your cigarette and you're like H am I going to do this weight loss program right you're just sit there and stare into the clouds like I wonder no of course now you're get in your car and you're going to realize you got to pick up Timmy from soccer practice you got to get groceries you got to cook you got to clean you got to pick you know go do the laundry got to do all these things right

[1:00:53] YouTube https://youtu.be/JE2_7elAcxM?t=3646 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
and then 3 four 5 days from now you're going to put on that pair of jeans and it's not going to fit you be like and just there you'll have made the decision you'll keep living your life and so let's just make it now because the reality is that it doesn't take information to make decisions sorry it doesn't take time to make decisions takes information and I'm the only source of information you got so let's talk I'm here I'm here for you let's do

[1:01:18] YouTube https://youtu.be/JE2_7elAcxM?t=3671 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
it right because that's the fallacy is that people think they need more time to make decisions because they assume they will get more information in that time but if you are the source of the information then time does not help them and so let's confront it now and let me answer the questions you have to make

[1:01:34] YouTube https://youtu.be/JE2_7elAcxM?t=3687 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the decision one way or another does that make sense yeah all right and so then they're like well then how do I make a decision you're like glad you asked so there's three things that we got to understand do you believe that this product or service is going to help you achieve what you want yes or no

[1:01:50] YouTube https://youtu.be/JE2_7elAcxM?t=3703 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
they're going to say yes right and if they don't you can confront it note all of these are confronting decisions so we've moved all the way down the onion right we're at truth now and all like the theme of the of the last bullet is confrontation we have to confront the decision we got to peel it back and be like are we going to do this or not right because we already got out the time we got out the fit we got out the SP we got everything out of the way it's

[1:02:14] YouTube https://youtu.be/JE2_7elAcxM?t=3727 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
just you do you think that this is going to help you get closer to your goals yes or no two do you trust me to fill to fulfill my word that I said I'm going to help you I'm going to do these calls I'm going to do these workouts I'm going to do whatever right three this is the mo probably the most important one do you

[1:02:29] YouTube https://youtu.be/JE2_7elAcxM?t=3742 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
think it'll work for you and if they say no you say why not and then they have to defend why not and then it's very easy at that point it's a 6inch putt right and once they say yes to all three which is usually what'll happen be like cool we'll make the decision together do you know how to make the decision they'll

[1:02:43] YouTube https://youtu.be/JE2_7elAcxM?t=3756 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
say no you go through the three and the last question is they said yes yes yes it's just do you have or have access to the amount of money to get started do you have the MX do you want me to help you enroll in an MX cuz I want to I want to help you I'm good either way but if you believe that this is going to help

[1:02:59] YouTube https://youtu.be/JE2_7elAcxM?t=3772 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you get closer you believe that what I'm saying is true and you believe that you can be successful it's my moral obligation to get you going and do everything in my power to help you get the money or get access to it because the real R is if I was giving you a Ferrari right now for $5,000 you'd find the money if your landlord needed you to come up with $10,000 because you had

[1:03:14] YouTube https://youtu.be/JE2_7elAcxM?t=3787 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
background and payroll you'd find the money so find the money let's do it right three who wants to make informed decisions yes how can you make an informed decision if you haven't even tried it huh so this is when you have some element of trial in the program or some sort of guarantee which is why I'm a big fan of guarantees it's like well you can't make the

[1:03:40] YouTube https://youtu.be/JE2_7elAcxM?t=3813 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
decision to buy that's informed until you're on the inside so I'm not even asking you to make a decision right now I'm just asking you make an informed decision which you can only do on the inside and if after 30 days I'm not what I said this product doesn't do what I told you I didn't fulfill my promise and you don't think it's going to work for you you let me I'll give you the money

[1:03:56] YouTube https://youtu.be/JE2_7elAcxM?t=3829 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
back low pressure you get someone to decide by not deciding even easier does that make sense think that'll help you close yeah all right and then uh this one is uh it depends on who you're selling to but sometimes if you a logical person it's like do you know what deciding even means like where the atmology of the work comes from it's dcad which is Latin which means to cut off to kill off and

[1:04:21] YouTube https://youtu.be/JE2_7elAcxM?t=3854 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
so the question is which future are we killing off today are we killing off the future of the dreams that you want are we killing off the future sorry are we killing off the future of of not doing anything and the life that you've lived up to this point because indecision is a decision inaction is an active decision right and so it's just which one are we killing

[1:04:45] YouTube https://youtu.be/JE2_7elAcxM?t=3878 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
today we killing your dreams or we killing your past second and last one future so we talked about past so if they're thinking about the past the things that hurt them don't let it burn you twice Etc right they don't know how to make a decision rocking chair this is how you make a decision three things you have access to money great let's get

[1:05:01] YouTube https://youtu.be/JE2_7elAcxM?t=3894 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
going you want to kill your past you want to kill your future right awesome we're talking about the future this is actually magnifying pain which is cool you got here it's been 5 years you've been struggling how's another five years sound what if we just keep doing let's go with indecision let's look at it what does five years of you doing what you've been doing look like and is that a place you want to be no you got to change the change let's do it

[1:05:25] YouTube https://youtu.be/JE2_7elAcxM?t=3918 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
right and then you go right into let's consider the options which is like like this is logic right so let's consider the options option one you do the thing get the result life is awesome option two you don't do the thing you don't get the result because you didn't do the thing option three you do the thing but then you don't get the result all these are the options that can happen in front of

[1:05:50] YouTube https://youtu.be/JE2_7elAcxM?t=3943 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you because we have a guarantee they're all risk-free except for one of them only one of them has a true guarantee of not getting you where you want which is walking out the door so which risk-free option do you want the one that's risk-free that guarantees that you're not going to get there or the one that's risk-free and has the potential to get

[1:06:06] YouTube https://youtu.be/JE2_7elAcxM?t=3959 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you where you want to go right that's not an emotional close it's logic and if you have an offer that's set up that way you should be able to close most people as long as they don't think you're an right okay this is one that's more around urgency because again this is avoidance if someone says I I'm still not sure I want to think about it more whatever you say well you're not going to struggle forever right like you don't want to

[1:06:30] YouTube https://youtu.be/JE2_7elAcxM?t=3983 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
struggle forever you're going to do something about this whether it's weight loss business whatever they're going to say yes you're like well if you're going to fix your business eventually you might as well start fixing it now so you can start enjoying the fruits of that labor sooner would you prefer making more money faster or slower what's your

[1:06:48] YouTube https://youtu.be/JE2_7elAcxM?t=4001 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
preference great so if you're going to do it eventually you might as well do it now does that make sense it's a little nudge this is a final one that I just really like from a framing perspective which is instead of a like this has to be my savior this program has to get me to an ifbb Pro bikini body and I'm 100

[1:07:05] YouTube https://youtu.be/JE2_7elAcxM?t=4018 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
pounds overweight probably not realistic right reframe the question is do you think that making the decision is going to be help you get closer or further from your goal that's it because if we keep making decisions that keep getting us closer we will get there eventually but if we make decisions that get us further away we will not get there and so do you think that this is going to get you closer to your goal than what you're currently doing yes what are we

[1:07:30] YouTube https://youtu.be/JE2_7elAcxM?t=4043 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
waiting for we don't need to be snipers we need to be directionally right we do that long enough we'll get there does that make sense that helps you too because we have this fear of perfectionism is this going to be the one probably not but it will get you way closer right because I can tell you there's no one program that changed my life but the the decision to buy education changed my life forever

[1:07:53] YouTube https://youtu.be/JE2_7elAcxM?t=4066 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
does that make sense yeah all right boom and so let me let me look at the top we have no reasons left not to own the power that you have it's just you all right and here's bonus number six and you can use this as one of like there's some closes that you use all the time you always go back to right the reason you are telling yourself not to do this is the reason you to do it how long do you want I can't afford

[1:08:18] YouTube https://youtu.be/JE2_7elAcxM?t=4091 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
this to be on your list of problems in life the fact that you don't have time is the very reason you need to do this the fact that you're so dependent on your spouse is the reason you need to take this decision and own it right the fact that you're not sure about the person that you want to be is the very reason that we're going to help you get it in this program so whatever the

[1:08:35] YouTube https://youtu.be/JE2_7elAcxM?t=4108 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
reason is is usually the biggest chain that you're holding on to is the thing that you're enslaving yourself to is the thing that you're casting your power to if you break that chain power comes back to you and so the very reason that you're holding yourself back is typically the very reason that you need to do it so hopefully this helps you

[1:08:51] YouTube https://youtu.be/JE2_7elAcxM?t=4124 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
realize that you and your clients are always in complete power did I accomplish that awesome thank you and like I promised at the beginning My Hope Is that you become more powerful by making decisions rather than letting life make them for you all right so here's a few final thoughts fortunes are created by taking a lot of risk with a little bit of money fortunes are maintained by taking a

[1:09:18] YouTube https://youtu.be/JE2_7elAcxM?t=4151 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
little bit of risk with a lot of money and every one of those people that was self-made takes a lot of risk with a little bit of money and sometimes you need to take that step because it's the only way to build the fortune all right and if everything that I've ever made in my life all right sorry everything that

[1:09:34] YouTube https://youtu.be/JE2_7elAcxM?t=4167 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
I've made in my life is a result of investing in my own education it has gotten me far higher returns than any stock any real estate any crypto right any whatever buy a mile and people say like it's all about investing yourself like I just I think it sounds a morphus it's like Buy experience and skills because no government can take that from you no divorce can take that

[1:09:57] YouTube https://youtu.be/JE2_7elAcxM?t=4190 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
from you nothing can take that from you and I come from a family where so we're Persian and so my my parents had to flee Iran During the Revolution and so they had land and houses and other stuff right and my uncle was uh the brother to a guy who started the lottery in Iran he owned the lottery because you can do that there right very rich rich and so my dad and him he went to London my dad went to the

[1:10:29] YouTube https://youtu.be/JE2_7elAcxM?t=4222 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
US he had no skills and he was able to just forge enough money to buy a print shop and he lives above the print shop in London and still to this day that's what he does and went to visit him it was incredibly sad seeing just like well once once incred and his wife my dad gave her a scarf and it was like a nice scarf apparently and she just baled she's like I used to have rooms of these and now I have nothing and blah blah blah blah

[1:10:53] YouTube https://youtu.be/JE2_7elAcxM?t=4246 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
right my dad came to the United States with $1,000 but because he had skills he built it all from scratch and so I mean he was a doctor as all Middle Eastern and Indians are um right doctor lawyer accountant engineer anyways um the only four approved paths but when we say invest in that we come from a place where like it was

[1:11:17] YouTube https://youtu.be/JE2_7elAcxM?t=4270 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
literally all taken the government was like that's our house now that's our land now that bank account is our bank account now and so that was why it was so and like that might be a benefit for me I had somebody who was always like it's the only thing no one can take from you and so why would you not invest in the one thing that can never be stolen can never be taken and compounds with time and it increases your capacity to make money

[1:11:42] YouTube https://youtu.be/JE2_7elAcxM?t=4295 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
increases your capacity to live and so I like to think of the Investments that I've made in myself as bricks on a bridge and so if I'm on the bottom left here and where I want to be is the top right is right looking like The Nightmare Before Christmas now um you're going like there are many skills that it takes to cross the bridge right and just like you have an

[1:12:05] YouTube https://youtu.be/JE2_7elAcxM?t=4318 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
arithmetic teacher in high school once you learn calculus you're not like that guy was a load of calculus is what no you have to learn things in sequence right and so the thing is is that when we build this bridge it's one brick at a time and I always come back to the same question which is is this going to get

[1:12:19] YouTube https://youtu.be/JE2_7elAcxM?t=4332 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
me closer to where I want to go I don't need it to get me there I just need to get closer and if I get better I'll get there eventually right as long as I don't stop moving and so that's why that's that what I've dedicated my life to education my mission is to document and share the best practice building

[1:12:35] YouTube https://youtu.be/JE2_7elAcxM?t=4348 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
world class companies because when you realize that you are the source you realize that Superman is not coming it's just you and every decision that you make is a vote towards or against the person that we want to be and so the question for you is that are your decisions voting towards the person that you want to

[1:12:52] YouTube https://youtu.be/JE2_7elAcxM?t=4365 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
become or just more of what you already have and so people ask me all the time how do you move so quickly and the answer is I 1 hour, 13 minutes know how to buy time and the follow question is how do you buy time you buy Time by buying the time took other people to make mistakes that taught them the lessons that's how you do it right that's that's the heck and so right now the ignorance of not knowing how to create a million dollars a year is

[1:13:15] YouTube https://youtu.be/JE2_7elAcxM?t=4388 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
costing you a million dollars a year the fact that you don't know how to make a million dollar a year is costing you a million dollars a year think about it right and so therefore you should always be willing to invest money to increase the capacity for your income because once you have it that capacity pays you

[1:13:31] YouTube https://youtu.be/JE2_7elAcxM?t=4404 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
forever you're increasing your ability does that make sense we're widening the pipe and so when I thought about this I just added zeros to it and I was like it's costing me a billion dollars a year not knowing how to make a billion dollars God right but it's true because the thing the number one tax that no one appreciates or no one respects is not the tax of the government it's not capital gains not

[1:13:55] YouTube https://youtu.be/JE2_7elAcxM?t=4428 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
income tax it's the time tax of ignorance someone asked Lela yesterday what's the number one thing that people from 0 to 10K are messing up you don't know what the you're doing that's what's messing you up you're ignorant you have no idea you're eating an orange like an apple no clue right and it's not because you don't have the processing power it's not because you don't have the ability to

[1:14:18] YouTube https://youtu.be/JE2_7elAcxM?t=4451 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
reason it's because you just don't know and so the goal is to pay down the time tax of ignorance fast as humanly possible and the only way you do that is by educating and investing yourself right specifically investing in experiences that build skills so make the decisions that to help yourself Implement like crazy take ownership

[1:14:40] YouTube https://youtu.be/JE2_7elAcxM?t=4473 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
because we just discover that all the other is not real is literally a distortion of reality that anything that you give your power to that's not you is fake you're making it a false god in your life and your prospects are too and you now you know how to confront those when your mind tries to play tricks on

[1:14:57] YouTube https://youtu.be/JE2_7elAcxM?t=4490 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you and realize that there are no silver bullets no program is going to save your life all right but some things can move you close to your goals and when those rare opportunities present themselves take them all right because either you win or you learn and both of those get you closer to wherever you want to go all right and so a wrap up with this 10

[1:15:21] YouTube https://youtu.be/JE2_7elAcxM?t=4514 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
years ago I had to that was me a Swanky uh you know when I was a consultant looking cool was actually after I don't even have a good picture when I was a consultant but there's me in a suit um and I I knew I hated the job that I had um I made okay money but I just like I just really wasn't happy um and I emailed 40 gym owners and I was like hey

[1:15:46] YouTube https://youtu.be/JE2_7elAcxM?t=4539 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
I think I want to get in Fitness can somebody like help me out one guy was like sure you can work for free I was like awesome uh that guy was standing back to y and anybody know who Sam backr is raise hand jeez okay well seven figure Sam is what he used to be known as he actually died during Co um which is really sad for me because I really looked up to Sam and the thing is is that when I got to his office I

[1:16:11] YouTube https://youtu.be/JE2_7elAcxM?t=4564 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
literally drove across the country from Baltimore to LA or Chino Hills which is where he was and I showed up without notice and he was like you're a psychopath I just met you from the internet and I was like I'm here I'm ready to learn he was like I'm going to lunch and um but right after he came back from lunch

[1:16:27] YouTube https://youtu.be/JE2_7elAcxM?t=4580 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
uh he was like all right so you should join my my Mastermind and I was like I don't have a gym he's like that's okay it was a gym Mastermind um and I didn't I mean like I was 22 like I did not have a lot of money um and he was like well it's 10 grand and I was like I I don't know and he's like you need a commit man he's like

[1:16:51] YouTube https://youtu.be/JE2_7elAcxM?t=4604 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you've been waffling back and forth I had had multiple phone calls with him before left um he's like I think you need to draw a line in the sand and thank you God you know thank God he did cuz I did take a step over I had no idea what the I was doing but I was trying to start paying down the time tax

[1:17:07] YouTube https://youtu.be/JE2_7elAcxM?t=4620 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
of ignorance and I got around a whole bunch of other Fitness professionals and I learned way more from all of them than I ever learned from Sam but because of that my belief started to change the ways I saw the world Chang the traits I started to embody change and started taking steps The Mastermind I got from

[1:17:23] YouTube https://youtu.be/JE2_7elAcxM?t=4636 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
Sam is not what made me $100 million but it got me on the right path towards making it over the years of having hundreds of salespeople work for me I've seen these nine things that the best sales people do differently than everyone else and so if you boil it down a salesperson has three jobs to do they

[1:17:39] YouTube https://youtu.be/JE2_7elAcxM?t=4652 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
have to maximize the number of opportunities they have they have to convert the highest percentage of those opportunities and and this is the important part they have to do it consistently for a very long period of time and so the nine things they do differently will fall elegantly into each of these three buckets let's start with the first one which is maximizing

[1:17:54] YouTube https://youtu.be/JE2_7elAcxM?t=4667 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
lead needs or maximize the number of opportunities that a salesman has so right off the top I've never seen a salesperson who does the most in a company have the lowest amount of hours worked I've yet to have it you know what maybe there's a special snowflake out there but every company that I've owned and every company that I've looked at the guy who works the most hours is the one who sells the most deals and so

[1:18:18] YouTube https://youtu.be/JE2_7elAcxM?t=4691 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
maximizing opportunities comes in a number of different forms so number one is that they have the total most hours available per day because you should be available when the prospect is available and that means sometimes working long hours it sometimes mean working weekends and yes businesses also pay rent on Sundays and so you can make sales on

[1:18:34] YouTube https://youtu.be/JE2_7elAcxM?t=4707 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
Sundays so my software company Allen scheduled 4,000 plus appointments per day across a number of different Industries and so we got to see all the way from click to close which companies were selling the most people and we looked at all the different data so times of day number of days per week you

[1:18:50] YouTube https://youtu.be/JE2_7elAcxM?t=4723 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
know speed between text responses number of characters and text response all these different variables cuz I had two data analysts that looked at this to figure out how could he maximize throughput for any business and obviously sales a big component of that and the single greatest lever on throughput across all companies was the

[1:19:07] YouTube https://youtu.be/JE2_7elAcxM?t=4740 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
number of total available time slots which means availability was the strongest predictor of total sales and let me give you a tactical example of this when Leila and I were traveling the other day we went to a different city and she wanted to get her nails done or something and so she she just pulled up Yelp and looked at the one that had the top reviews called them up and they said oh I'm sorry we don't do same day appointments and they're like we can

[1:19:31] YouTube https://youtu.be/JE2_7elAcxM?t=4764 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
book you in for 2 days from now and she was like yep don't care called the next one same thing called the third one and then they were like yeah we can take you right now and boom she went in and the thing is is that both those other business owners the first two business owners that said no lost money and the next time she comes to that place she'll probably go back to the one that she

[1:19:47] YouTube https://youtu.be/JE2_7elAcxM?t=4780 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
went to as long as they did a good job and so trying to be egotistical about it rather than accommodate customers it's like well we're so great you just lose money now if we maximize the total number of time that's available for the salesperson to sell then the next part of maximizing their opportunities is getting as much of their day as humanly possible filled with the best opportunities and so the

[1:20:10] YouTube https://youtu.be/JE2_7elAcxM?t=4803 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
second subunit of this is they will pull up calls and so the first thing is if you see a call that gets booked or you book a call that's on Thursday and today's Monday if you have a time slot that's open you grab your Thursday appointment you drag it into today because today appointments always have higher show up rates and if you pull it up then they're even more interested and you can close even higher and you can have two or three calls by that same Thursday time so you increase

[1:20:35] YouTube https://youtu.be/JE2_7elAcxM?t=4828 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
your sales velocity now a correlator to that is if you look at your calendar and you've reached out to a prospect and that person has not responded back and now it's the same day and they're coming up in a few hours well what do you do well the best salespeople pull that time slot and say hey sorry I didn't see that you confirmed why don't we do the same

[1:20:52] YouTube https://youtu.be/JE2_7elAcxM?t=4845 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
thing for tomorrow you can push it out one and then try and fill that time slot with somebody who is responsive even if they're later in the week and that increases your total number of calls per day and so fundamentally the perfect day for a salesperson is that they have call back to back to back to back to back

[1:21:07] YouTube https://youtu.be/JE2_7elAcxM?t=4860 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
with the best possible leads that are the hottest that day I learned that little tactic about pulling up because we had one of our companies uh was in solar sales and they had one rep that massively outperformed everyone else and I was like what is this guy doing and so what he was doing was he would whenever

[1:21:22] YouTube https://youtu.be/JE2_7elAcxM?t=4875 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
a new appointment would book he would immediately call the appointment to qualify the lead cuz that checks two boxes one is he says okay is this person qualified to buy if the person was he had two decision paths if they had the time right then he would just go straight into closing because he was in offthe callop and then by getting in

[1:21:38] YouTube https://youtu.be/JE2_7elAcxM?t=4891 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
contact with the lead became on the call in terms of his sop and if they said they had time right now he just went for the sale that maximizes his time on call if they said no then the reason for his call was that he had an opening later that day that he was trying to fill up and so he either takes the moment now that he's working the lead and turns it

[1:21:54] YouTube https://youtu.be/JE2_7elAcxM?t=4907 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
into into a sales call or he fills another slot later in the day and turns that into a sales call both of those things maximize the number of sales that guy was having and this guy was selling like four times more units than the second best guy on the team and then they obviously saw this and then adopted it companywide and then of course I saw it and adopted it across all my entire

[1:22:11] YouTube https://youtu.be/JE2_7elAcxM?t=4924 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
portfolio and let me double down to why that's so powerful because not only does the salesman have two opportunities to sell now or later that day he also opens up the slot later in the week for availability for another customer that can't make it today to to book that time then because what I have found and we

[1:22:27] YouTube https://youtu.be/JE2_7elAcxM?t=4940 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
saw this with the software was if you have fewer time slots people may still book with you but they are not booking at the most convenient time for them you'll see schedule rates but then show rates will drop because it's not the time that works for them ideally and so you want to make it the most accommodating so it's not just are is it convenient or inconvenient it's how convenient is it if I have a a tight deadline and a hard stop and I've got something that I'm stressed about

[1:22:49] YouTube https://youtu.be/JE2_7elAcxM?t=4962 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
afterwards I might be able to schedule a call then but I might not be in a in the mood to buy high but if I say you know what Sunday afternoon I'm free I'll have all the time in my world I'm going to have zero urgency to get off the call I'll listen to you and I'll be in a completely different Zone and that might be when I'm in receiving hands in terms

[1:23:05] YouTube https://youtu.be/JE2_7elAcxM?t=4978 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
of prospect brain mode for buying and so one of the things that the best sales people have and this is something that companies should provide but often don't is that you have two Sops meaning standard operating procedures you have an on thee call sop which is what you say when you're talking to prospects and you have an offthe call sop which is what do in between the vast majority of companies don't have an off-the call sop and

[1:23:29] YouTube https://youtu.be/JE2_7elAcxM?t=5002 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
they're losing tons and tons of money because they just say yeah just work the leads in the meantime when the total amount of output that a salesman has is so correlated with the amount of opportunities they have and they get those opportunities by the time they have when they're not on the call and so they should have two separate checklists

[1:23:45] YouTube https://youtu.be/JE2_7elAcxM?t=5018 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
if they don't have them in front of them and this is what the best sales people do is this is what I'm doing when I'm on and this is what I'm doing when I'm off and you can just switch hats as soon as you're off you start at the top and you're like I'm following with this person I'm following with this person I'm dragging this person forward I'm canceling this appointment and they have

[1:24:00] YouTube https://youtu.be/JE2_7elAcxM?t=5033 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
1 hour, 24 minutes high Activity one of the things that we do across all our companies and I learned This Acronym from my friend shiron bamfam which is book a meeting from a meeting which is that the best salespeople never finish a call with a prospect not knowing when the next time they're going to talk to the prospect so

[1:24:16] YouTube https://youtu.be/JE2_7elAcxM?t=5049 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that Prospect should never fall into no l they should never fall between the cracks where they're like I don't know and so if you get to the end of the call and they're like yeah let's uh connect offline we'll you know we'll Circle back up and we'll find another time no you have to address it at that time because if for whatever reason like a Time obstacle is still an obstacle and you

[1:24:32] YouTube https://youtu.be/JE2_7elAcxM?t=5065 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
can resolve it right then you both have your calendars up you can both make the decision if someone's like well I'm not sure then you actually address the concern like isn't this a problem for you how much you losing every day not implementing this solution in your business how much like how much of a problem is this in your life and why isn't it this something that we'd be doing sooner right and so you want to

[1:24:49] YouTube https://youtu.be/JE2_7elAcxM?t=5082 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
address those things because that is these are obstacles and so if you just get off the call Jolly then you actually lose more sales so you always book a meeting from the meeting here's three more things that the best salese will do number one is that they don't take rejection personally because they're going to reach out in more volume than

[1:25:05] YouTube https://youtu.be/JE2_7elAcxM?t=5098 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the mediocre salespeople and so you can see on a CRM how many Outreach attempts and how many follow-up attempts that A salesperson is having between calls and it correlates with the number of calls that they take and so they work their leads harder and that's because if someone before they've scheduled a call you know say has something mean they're not like oh my gosh I can't believe this or if someone no shows they're not like well I'm not going to work the rest of

[1:25:29] YouTube https://youtu.be/JE2_7elAcxM?t=5122 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
my leads no one really cares about me like wo is me it's no they know it's a numbers game and they just keep plowing something that I've noticed the best salespeople do is they have something called a kill list and so those are those prospects that you're like this is a whale or this is a really good Prospect and they they sure they have in

[1:25:45] YouTube https://youtu.be/JE2_7elAcxM?t=5138 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the CRM sure they have them in the place that they're supposed to have them but they also have it somewhere else that's visible so they can always think about it and like that's like an everyday list it's like I got to get back to these two guys I got to make sure that these ones I'm going to put extra attention to because they're high value deals now the

[1:26:01] YouTube https://youtu.be/JE2_7elAcxM?t=5154 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
last element of what the best salese do for increasing their number of leads is that they create their own opportunities so sure they're going to get the inbound leads from marketing they're going to get the people you know the leads that are handed to them but the best salese know the value of referrals and so the

[1:26:18] YouTube https://youtu.be/JE2_7elAcxM?t=5171 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
way they do that is at the end of the call or at the time that it makes sense they say hey do you know anybody else or my favorite way of asking is who do you know because it forces the prospect to answer the question with a not yes no but with a name you say who do you know who is as awesome as you now it's a

[1:26:34] YouTube https://youtu.be/JE2_7elAcxM?t=5187 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
compliment who would also benefit from this so now I'm giving them a compliment by by by asking them for the referral so I kind of like have a like a nice guy sandwich there so like you're amazing who else do you know who's like you who would love to do this with you or with us who could benefit from XYZ right now

[1:26:49] YouTube https://youtu.be/JE2_7elAcxM?t=5202 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
sometimes if they say no one then sometimes like this is where Rapport is important but you could say say something like why do you hate me so much and they're like what do you mean it's like well I only can assume that you hate us because you don't want anybody else to know about this amazing thing and you probably hate your friends

[1:27:04] YouTube https://youtu.be/JE2_7elAcxM?t=5217 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
because you want them to suffer as well right and if it's because you don't believe me then let's talk about that but otherwise like why are we not getting your friends in here because I can promise you you'll be far more successful if you have more people you know who are in it so in the spirit of bamfam book a meeting from a meeting if we consider this to be a meeting if you

[1:27:19] YouTube https://youtu.be/JE2_7elAcxM?t=5232 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
would like us to help you more with your sales process acquisition. just started a workshop division where my sales director my team will talk to you specifically about your sales your process your scripting so we can Implement some of the things that we know work in our portfolio into your business ASAP we do other stuff at the

[1:27:34] YouTube https://youtu.be/JE2_7elAcxM?t=5247 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
workshop but we also talk about sales if that's at all interesting you can book your next meeting by going to acis.com clicking the scale button and following the steps and if you're qualified my guys will reach out when I had a team in a different portfolio company we had one guy who was outperforming everyone else by a huge

[1:27:50] YouTube https://youtu.be/JE2_7elAcxM?t=5263 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
margin this one wasn't as big as the pullup thing that was massive this was was about 50% higher than the number number two guy and we were like what is this guy doing he was brand new and that was what was interesting is like brand new going to the top leaderboard is not very common because that means that they're doing a different process right and so he was following the script and

[1:28:07] YouTube https://youtu.be/JE2_7elAcxM?t=5280 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
we listened to the calls like this is the same call and so when we called him up we said what are you doing differently and the thing is he was multiplying his leads and so what he did was at the end of the calls he was just asking who they knew who would also benefit from this thing and I think they were they were selling um some sort of

[1:28:22] YouTube https://youtu.be/JE2_7elAcxM?t=5295 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
uh tickets of some sort and so he was saying who else wants to come with you who else would you like to bring and it's just a simple little thing that he was doing but by doing that he was increasing his sales by 50% because the referrals even though only one out of three or one out of four people would

[1:28:38] YouTube https://youtu.be/JE2_7elAcxM?t=5311 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
refer the referral close ratees like 80 or 90% And so if you think okay I take you know four calls and I close one and I ask for referrals in all all four and only one of them gives me referral but then that referral then closes then I take my one sale out of four and turn it to two out of five if you're a business owner thinking about how valuable just implementing that is consistently is that your cost to acquire a customer you

[1:29:03] YouTube https://youtu.be/JE2_7elAcxM?t=5336 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
just you cut in half by taking one customer and getting a referral from that customer and if one out of three customers refer someone then you cut your cost to Aire customer by a third and this is the type of stuff is advertising becomes more expensive because it always will become more expensive that the businesses that do

[1:29:18] YouTube https://youtu.be/JE2_7elAcxM?t=5351 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
this the salesmen that do this will be the ones that win in the future so now we have a Salesman who has the max maximum number of hours the maximum number of days they're pulling up appointments so that their time on call closing with the best people is maximized they're following up before they're following up after they're doing

[1:29:34] YouTube https://youtu.be/JE2_7elAcxM?t=5367 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
personalized reach outs and saying like hey voice memo hey video hey I've got this thing for you that I've got set up for the call um what size shirt do you want I've set aside uh thing here was one of the things we did at the gym hey what color shirt do you want hey what boxing gloves hey what you do a tiny

[1:29:51] YouTube https://youtu.be/JE2_7elAcxM?t=5384 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
little thing hey I've got three gift cards here I got one for Amazon one for Starbucks and one for whatever which one would you prefer right you ask a preference question prior to the call and more people show because the thing is is you're like well shoot this guy's doing this thing the least I can do is show up and so they're maximizing the

[1:30:07] YouTube https://youtu.be/JE2_7elAcxM?t=5400 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
number of scheduled appointments they're maximizing the number of shows they're maximizing the number of opportunities they're getting from those opportunities and now we get to the call so now we got to close them understand the value of preparation you would be amazed at how much of a genius you sound like if you just do 5 minutes of research before a call and so

[1:30:30] YouTube https://youtu.be/JE2_7elAcxM?t=5423 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
my rule of thumb for research is that if it's something that you do all the time it's about 10% of the time that you're going to be on a call or meeting that you can do in prep so if you have a 2-hour call then you've got 12 minutes of prep if you've got a 60-minute call then you do six minutes of prep now this is something that if you do it all the

[1:30:46] YouTube https://youtu.be/JE2_7elAcxM?t=5439 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
time if this is like I'm doing a quarterly meeting then it reverses it's like 6 hours of prep for 1 hour of presentation if it's something that you don't do often and so sales people do the same call over and over again but the thing that's different the tiny bit of difference is the prospect they're

[1:31:00] YouTube https://youtu.be/JE2_7elAcxM?t=5453 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
1 hour, 31 minutes speaking with and so like this applies to everything like if you're picking a girl up at her house if you do 5 Seconds of research in the car before you go in and you look at what her dad does and look at the company of the of the father and say hey so Mr so and so really nice to meet you so I see you work at you know whatever engineering like do you

[1:31:15] YouTube https://youtu.be/JE2_7elAcxM?t=5468 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
like that stuff I see that they just had a a press lease coming out do you have any involvement in that this guy would immediately see you no matter how you're dressed what you look like as it's a it's a check they're like whoo like I will respect this person because he did me the honor of actually taking some

[1:31:31] YouTube https://youtu.be/JE2_7elAcxM?t=5484 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
time to look me up and figure out more about my business he didn't show up like everybody else does not knowing which way is Sunday trying to figure things out as they go I'm telling you the best salespeople take those five minutes they do that tiny bit of research and the amount of Rapport that you build in that first one minute from having those Secrets the person is then like oh wow

[1:31:55] YouTube https://youtu.be/JE2_7elAcxM?t=5508 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
they know about me think about what it takes to close someone no like and Trust well all of a sudden you feel known because they did it you like people who know more about you and what else do you do you trust people who know more about you because you approximate friendship you approximate a relationship and you do and you get to do a ton of that at the first second of the call rather than

[1:32:17] YouTube https://youtu.be/JE2_7elAcxM?t=5530 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
taking the five first minutes the call to show that you don't know what you're doing right as I started selling gym owners rather than weight loss when I was selling my turnaround business I started getting leads but I didn't have any like methodology so like I had a webinar it didn't work and so I just started finding people on Google using

[1:32:33] YouTube https://youtu.be/JE2_7elAcxM?t=5546 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
their emails and so I'd find their social profiles and I'd liter have to piece together like a profile of who this person was cuz the only thing I was collecting was an email for this webinar and so I'd find like three or four social profiles and then I would connect with them and I would do some research so that I could make my reach out not look sketchy as hell and so when I would

[1:32:51] YouTube https://youtu.be/JE2_7elAcxM?t=5564 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
do my reach out that I would have all this data that I put as almost like a little profile together um about them and so when I hopped on the phone they $100M Leads: How To Get Strangers To Want To Buy Your Stuff (Hardcover) acquisition.com were like whoa like you know a lot about my gym and I was like well yeah and I saw that because I look at the images like so I saw your square footage layout

[1:33:06] YouTube https://youtu.be/JE2_7elAcxM?t=5579 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
I think if you move this here this might actually be able to allow you to double the amount of usable square footage that you have for the sessions and that would help me sell more people into your gym so I don't know if you're open to something like that but now I'm coming with like I see the problem I also have the solution cuz I thought about it before we got on the phone cuz I don't want to waste your time trying to figure

[1:33:23] YouTube https://youtu.be/JE2_7elAcxM?t=5596 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
things out now I want to figure them out beforeand come with you with Solutions and this is when I was starting out so I didn't have a reputation yet so I had to build the reputation by showing up and providing more value than other people were ahead of time and this is where like if you're new and you're coming into a space you win through prep like

[1:33:39] YouTube https://youtu.be/JE2_7elAcxM?t=5612 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the big guys have the reputation the small guys went through preparation the best sales people take notes this is one of those things that is just like prep but it preps you for the next call and so you do your public preparation with what you can find and observe you do your second call preparation with what you find out on the phone and I'm telling you if you hop on the phone and say oh yeah so you've got your daughter

[1:34:05] YouTube https://youtu.be/JE2_7elAcxM?t=5638 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
Sarah and Jessica and they're at you know Colorado and they're finishing up and you've got X Y and Z happening in the business is that correct okay cool just making sure just reading over some of the past Nots got on the call they're like oh wow I don't have to resay my whole life story again this guy now when

[1:34:20] YouTube https://youtu.be/JE2_7elAcxM?t=5653 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
this guy makes recommendations I assume he does it within the cont context of my business because one of the big things when you are selling something is that people want to make sure that it not only that it works but it's going to work for them and so you can address that concern before it ever comes up by

[1:34:36] YouTube https://youtu.be/JE2_7elAcxM?t=5669 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
proving that your recommendations are contextual this is also what switches you from being a Salesman to a consultant this is what switches you from somebody who's just trying to close to somebody who's trying to help the most brilliant salespeople listen more than they talk and this is one that people get wrong all the time is that they see super talkative people I mean moms in high school are like you

[1:34:58] YouTube https://youtu.be/JE2_7elAcxM?t=5691 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
should get into sales cuz you don't shut up uh no that's not not always the case that's what that's what bad sales people look like uh and unfortunately the thing is is the best salespeople don't come off as salespeople they just close and so people don't feel sold they feel like they bought and so everybody buys stuff every day all the time and they're buying from companies that have salespeople and they don't know it so

[1:35:25] YouTube https://youtu.be/JE2_7elAcxM?t=5718 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
when you go to a restaurant and they ask you if you want dessert that's a sale they get commissions on those things and if they do it in a weird way you're like uh I don't want to be sold if they do in a great way you're like oh I'm so glad that person made that recommendation and so you never felt like you got sold you felt like you bought and so the problem is that the reputation of salese is

[1:35:41] YouTube https://youtu.be/JE2_7elAcxM?t=5734 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
terrible because you only remember the bad ones we actually did this big study because we have a huge amount of sales calls that we can look at across the whole portfolio and we use software that analyzes the calls with AI and all that stuff we can see what's talk time versus listen time and the best best salespeople listen twice as much as they

[1:35:55] YouTube https://youtu.be/JE2_7elAcxM?t=5748 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
talk and so the little isms that I have for this is that the person who's answering the questions is the one getting interrogated you don't want to be the one getting interrogated and whenever you answer questions you give the other person something to attack and so you want them to be answering so that

[1:36:11] YouTube https://youtu.be/JE2_7elAcxM?t=5764 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you have things that you can pick apart and move around if you're the one answering questions then you're the one who's getting picked apart and has things that they can disagree with I want to be like smoke right they can't they can't catch anything that I say and so if someone says you know hey well tell me tell me what makes you better

[1:36:27] YouTube https://youtu.be/JE2_7elAcxM?t=5780 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
than your competition I'd be like well what things you're looking for right back to them right it's like it's like hot potato it's like right back to you well I would want this this and this and this I'm like why are those things important to you right back to you right like I I can do this all day right like I I cannot answer because the

[1:36:44] YouTube https://youtu.be/JE2_7elAcxM?t=5797 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
thing is is that they believe nothing that you say they believe everything that they say and so I need them to say that it's a good idea not me when I started selling weight loss I realized really quickly that I had an agenda of what I wanted to tell people they needed to do and I realized that I didn't have

[1:37:00] YouTube https://youtu.be/JE2_7elAcxM?t=5813 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
1 hour, 37 minutes time in 15 minutes to re-educate someone their last 10 years of life of all the experiences good and bad that they had prior to me what I needed to do in that moment was get them to buy and then I could spend the rest of my time trying to do the real education stuff and so I wanted to Simply align with where they

[1:37:16] YouTube https://youtu.be/JE2_7elAcxM?t=5829 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
were coming from to get them to make the sale and so that was why I started asking what have you done before for what did you like what did you not like rather than picking apart the things they did and then they like I actually really like that about that other thing lost the sale only takes a few times of

[1:37:32] YouTube https://youtu.be/JE2_7elAcxM?t=5845 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
doing that to be like I'm going to shut the up and just let them tell me what they liked and then I'll say we're like that and not like that and so the whole concept here is you want to educate the prospect so that they can come to their own conclusion and so the only gaps that you're filling is is hard

[1:37:48] YouTube https://youtu.be/JE2_7elAcxM?t=5861 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
information and I only give that information after I already know it's the right answer and so just like lawyers don't ask questions when they're on the stand that they don't already know the answers to should never ask for the sale unless you already know they're going to buy and so there are times and this is where pattern recognition is

[1:38:04] YouTube https://youtu.be/JE2_7elAcxM?t=5877 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
helpful for salese this is what the brilliant salese do is that if they're like I don't think he's ready there I don't think he's ready yet and it's like you don't you don't go for the kill you just ask more questions like I feel some hesitation like what are your main concerns right now like I'm feeling some hesitation around price talk to me about that there's two ways by the way if

[1:38:21] YouTube https://youtu.be/JE2_7elAcxM?t=5894 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you're weirded out about asking questions is that you can both give commands or ask questions and so you can change the the Cadence up in the script by saying so instead of saying for example hey how's it going it's an easy first thing a lot of people say on the first thing of the call but if I say tell me about your day it's a very

[1:38:37] YouTube https://youtu.be/JE2_7elAcxM?t=5910 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
different thing because it it people have automatic responses to questions they hear all the time and so if you want to break a pattern with somebody and then get them more present you say tell me about your T and then like oh uh I mean it it was good I had a couple calls before this and you're like oh that's fantastic was that related to this thing cuz I looked

[1:38:53] YouTube https://youtu.be/JE2_7elAcxM?t=5926 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
looked you up online totally different perspective on that salesperson the first 30 seconds right so they listen more than they talk they are like smoke you only answer questions with questions unless you already know that the statement that you're going to say is in alignment with what you know the person

[1:39:11] YouTube https://youtu.be/JE2_7elAcxM?t=5944 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
wants and so if they're like tell me why you're different then I'd be like well what have you done in the past because then it'll give me more context so I can help explain it now they're going to say all these things they be like what did you like about that what did you not like about that and so when I get to the point where I actually have to say what what are things about I'm going to highlight all the things they liked

[1:39:27] YouTube https://youtu.be/JE2_7elAcxM?t=5960 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
about the other stuff and I'm going to not highlight the things they didn't like about the other stuff and all of a sudden they be like this is perfect i' be like what do you know I just asked you the question of the things you wanted and as long as they are the things that we can actually provide I highlighted those features about our thing because I already knew which piano

[1:39:42] YouTube https://youtu.be/JE2_7elAcxM?t=5975 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
keys to play cuz you told me they breathe the script and so the reason I use that is because that is the best description I can give is that they can they can say it without thinking just like you breathe without thinking they can say the script without thinking because you can't listen to a prospect

[1:40:00] YouTube https://youtu.be/JE2_7elAcxM?t=5993 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
1 hour, 40 minutes if you're waiting to talk because you're trying to remember what you're going to say next you need to know all of the script like the Bible or like something that you've memorized in the past so that you can be 100% present with the Prospect and listening and so my favorite ISM around this is again and the first time I learned this was I saw an exceptional sales trainer training a

[1:40:22] YouTube https://youtu.be/JE2_7elAcxM?t=6015 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
rep and he was just drilling them on the opening 30 seconds of the script and so they did the script and I heard and I and I was watching him listen to them while giving them visual cues and so this is this was a huge advancement in terms of my understanding of selling happened because before this I knew how a sell but I couldn't transfer the skill but this guy was sitting there and he was like yep yep yep pause harder on

[1:40:45] YouTube https://youtu.be/JE2_7elAcxM?t=6038 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
this word do it again nice do it again nice one more time nice keep going and so he would get them to drill it three times in a row the right way after making the correction and then he would keep going in the script and so the 1 hour, 41 minutes point was is that if you're a salesperson you need to be able to do it again and again and again because the

[1:41:08] YouTube https://youtu.be/JE2_7elAcxM?t=6061 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
word concision matters a lot you don't want to be one of these salespeople that takes a hundred words to say something you could say in five it'll also make your sales way longer so again the best salesperson can take more calls because they shorten the call required a medoc salesperson will do the script in the beginning and it'll close and they will have coughed right before they asked for the close and then the person closes and

[1:41:31] YouTube https://youtu.be/JE2_7elAcxM?t=6084 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
so they get reinforcement for coughing and so the next sales call they take they add a cough in and whether that person closes or not they're like well it worked on that other one and so all of a sudden they add coughing in right before they close now the next time on the time that they close let's say on their fourth call after this they also

[1:41:47] YouTube https://youtu.be/JE2_7elAcxM?t=6100 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
added a second question in before the close so they add the second question in and then you see where this happens is that they cough and add a second question to every single call that they do and by doing this over time the length of the script and the length of the things that salespeople do continues to expand because they get positive

[1:42:03] YouTube https://youtu.be/JE2_7elAcxM?t=6116 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
reinforcement but the reality is that that person might have just been willing to buy no matter what and so the script gets longer and longer even though it might not have nothing to do with what was required to close and so you want to be as concise as humanly possible and this is with the best sales people do in order to close the most sales per day

[1:42:20] YouTube https://youtu.be/JE2_7elAcxM?t=6133 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
per unit of time because the less time you're on the phone after make the sale the more time you have to fill your calendar back up and close more deals and so the three tactics this is the sales managers is that you rehearse the script every morning they do role plays meaning let's pretend like I'm a prospect like you got to you got to get

[1:42:36] YouTube https://youtu.be/JE2_7elAcxM?t=6149 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
over whatever your weirdness is with role playing like I don't know what it is but so many managers like don't want to role play like Get over yourself you have to role play in order for them to get good and when you do the role playing you work on one specific part of the script because if you're doing every

[1:42:53] YouTube https://youtu.be/JE2_7elAcxM?t=6166 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
morning you're going to be able to work through things pretty quickly but you're like today we're just going to focus on the intro today we're just going to focus on the close today I just want you to focus on how we're overcoming spouse overcomes I want you to overcome I have to think about it issues I want you to give me two or three bangs in a row to overcome that obstacle because you seem

[1:43:09] YouTube https://youtu.be/JE2_7elAcxM?t=6182 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to be struggling with it right and so by and you just keep hitting it again and again and again so that when it comes up they just breathe it out rather than thinking about it also because no one can improve multiple things at the same time so when you say hey there's nine things you did wrong one it's a incredibly discouraging second they

[1:43:25] YouTube https://youtu.be/JE2_7elAcxM?t=6198 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
can't improve any of them and so if you look at any good skills coach whether it's a basketball coach or it's a painting coach or a sales coach they work they might see you have a hundred things wrong with your game they're just going to focus on one at a time until they clean them all up and then all of a sudden you become an exceptional sales person so I said I had nine but I have

[1:43:41] YouTube https://youtu.be/JE2_7elAcxM?t=6214 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
way more than nine so enjoy so here's number 10 they kill zombies up front now that's the term that we use internally you can say diffuse the bomb which is one that I did earlier in my career is what I used to say but I'm Middle Eastern so you know we had to change that the formal definition that I use is you've got

[1:43:57] YouTube https://youtu.be/JE2_7elAcxM?t=6230 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
obstacles and you've got objections an obstacle occurs before you've mentioned the price and so if someone says for example um you know I have a special snowflake thyroid issue right and you're trying to say like you need to do this thing to lose weight you know that that's going to blow up on you in the sale see we're doing bomb references so

[1:44:11] YouTube https://youtu.be/JE2_7elAcxM?t=6244 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you have to address it up front and it's much easier to address things before you ask for money than after if you do it after it's called an objection all right so I say obstacles are up front you want to avoid them you want to move around them right I mean you have to Crush through them realistically but you get through those and then objections you

[1:44:27] YouTube https://youtu.be/JE2_7elAcxM?t=6260 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
have to handle but now the the time is ticking on the bomb like now you have a short period of time before it blows up on you right uh or the zombie is about to bite you whatever analogy you want spouse for example or decision maker or I'm not going to have time to do this thing or there's elements of this you

[1:44:42] YouTube https://youtu.be/JE2_7elAcxM?t=6275 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
know program or implementation that aren't a fit for me you want to address all that stuff up front so that you've handled everything before the stakes get lifted When you mention price and then you go for for the close and the obstacles and objections that you handle are always the same and so they're going

[1:44:58] YouTube https://youtu.be/JE2_7elAcxM?t=6291 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to Bubble up to three main things one is going to be circumstances so circumstances is going to be time it's going to be money it's going to be things about this specific program or implementation those are all circumstances those are outside the next is going to be other people it's going to be my wife my employees my kid my

[1:45:15] YouTube https://youtu.be/JE2_7elAcxM?t=6308 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
some my business partner somebody else has decision-making Authority and the third is going to be myself somebody who themselves doubts that they can do it or that they will be successful or that it's the way they want it to be done the good news is that most of the time when you're diffusing these bombs they start

[1:45:31] YouTube https://youtu.be/JE2_7elAcxM?t=6324 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
with the outside because time money fit is what I like to call it are things that are really easy to cast blame to and it's and it's almost a it's a it's a response right it's like they don't have to think about like I don't have time I don't have the money I don't have I don't have the card I want like I don't have the you know whatever if they talk about an authority figure then it means

[1:45:48] YouTube https://youtu.be/JE2_7elAcxM?t=6341 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that like I would do it but this person's in the way and so now you're one step closer to the decision maker once you handle that if you have somebody who says I need to think about it that's actually great cuz it means you're already two layers of the onion deeper to just like you're talking to somebody who's in power who can make the

[1:46:04] YouTube https://youtu.be/JE2_7elAcxM?t=6357 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
decision great now you just have to help help them make the decision and so you should know all of the key fundamentals of how to overcome these now you can memorize each of them which I highly recommend but I think it's also good to understand the fundamentals and so this is what the best salespeople do is that

[1:46:21] YouTube https://youtu.be/JE2_7elAcxM?t=6374 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
they have key stories or metaphors to break the belief that the person has around that obstacle so for example if someone says hey um I can't decide today because you know my husband and I make all of our decisions together right now this depends on the nature of your sale if you're in a transactional sale and I would say like a consumer based sale that's under 1,000 bucks maybe 2,000 bucks usually you have

[1:46:46] YouTube https://youtu.be/JE2_7elAcxM?t=6399 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to do that right there if you have like a B2B sale that's going to be a multi you know multi call sale then you might have to bring in stakeholders and so this is one of the nuances that depends on the thing you're selling in the price point but the way that the best sales people do this is that you play out something in the past and you play it out in the future okay so with a decision maker you'd say hey so let me tell you about this girl Susan she was

[1:47:10] YouTube https://youtu.be/JE2_7elAcxM?t=6423 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
just like you and um she actually had the same issue come up where she was like I don't do anything without the consent of my husband and you know what happened she walked out her husband said I don't want you to spend the money I actually saw her a few years later and when I talked to her I said hey so how's how's things going with the you know the fitness stuff she was like oh they're they're not and I was like oh why she was like well my husband never

[1:47:33] YouTube https://youtu.be/JE2_7elAcxM?t=6446 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
lets me do anything and I was like oh geez um that's got to be kind of rough and she's like yeah it sucks and so the thing is is that if you play it out into the future like you're going to end up resenting that person because they're not letting you do what you want and so I think what you're asking for is

[1:47:48] YouTube https://youtu.be/JE2_7elAcxM?t=6461 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
permission when you really need support that's how you how you like you go from past to Future right and so then you can play it out with this person so so let's play it out five years so over the last five years you've gained 5 pounds a year so you're 25 pounds heavier so 5 years from now if you're 25 pounds heavier than you are right now they're like oh

[1:48:04] YouTube https://youtu.be/JE2_7elAcxM?t=6477 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
my God if I'm 25 pounds heavier than I am but that's just the track you're on and so let's play it out it like what if they say no and so sometimes they're like well then I would do it anyways then you're like awesome let's sign you up now one out of three times that's actually what happened which is crazy I still am blown

[1:48:19] YouTube https://youtu.be/JE2_7elAcxM?t=6492 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
away by that but then the two out of three times then I go you want permission not support now if you're looking at time or money for example then you say hey we need uh we need resourcefulness not resources so it's like you have your little isms that you can remember if it's time then it's well is it a seasonal thing because if it's a seasonal thing means you're busy right now uh and you might be you know less busy later that assumes that you'll

[1:48:42] YouTube https://youtu.be/JE2_7elAcxM?t=6515 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
never be busy again and so do you want this thing to be long lasting this implementation or do you want it to be just like only for the time that you're not busy and then you'll fall off again when when you get busy well shoot I want it to last forever it's like okay well then you should probably start when you're busy cuz that's what I'm going to be giving you the most support is now so that when you get to the the free time

[1:48:58] YouTube https://youtu.be/JE2_7elAcxM?t=6531 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
it'll be easy coasting and when you get busy again you know how to stick with it because you had the support right and so again it's like you have to be able to dismantle these things because you understand all of these there's a fundamental underlying fallacy of giving away power to something else because people don't want to make mistakes they

[1:49:15] YouTube https://youtu.be/JE2_7elAcxM?t=6548 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
don't want to fail and so they come up with all of these excuses they come up with time they say like that's the seasonal thing you can have time in terms of the money micro which is I don't have time in my day I'm like well you're here so when were you imagining this is why you do this up front when were you imagining how much time can you dedicate to this implementation to this

[1:49:32] YouTube https://youtu.be/JE2_7elAcxM?t=6565 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
SEO agency to this weight loss program whatever it is right if you ask that up front then if they say oh I don't have time with it then you can say well what changed between then and now just so I have understanding did I ask the question in a weird way that made you like not understand it um and again this

[1:49:49] YouTube https://youtu.be/JE2_7elAcxM?t=6582 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
is where tone matters a lot cuz now you're in the red zone right now it's like the bomb's way more sensitive cuz the the the the time ticker is going and so we want to be extra this is where Rapport is so important in the beginning because I I'll add this in this is a bonus one I call it the ghetto tone okay

[1:50:05] YouTube https://youtu.be/JE2_7elAcxM?t=6598 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
and I learned this from Sam back so he had a personal training business and that's why I I shadowed underneath when I got into fitness he let me just work for him for minimum wage uh and so I learned how the gym business worked but anyways I saw him have this you know rich white lady doesn't put her weights

[1:50:20] YouTube https://youtu.be/JE2_7elAcxM?t=6613 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
back right and he was still training at the time like he was training sessions a little bit um and so he was like girl he's like I know you ain't about to leave my gym without putting your weights back and he's a Persian dude right but he would get into this kind of like ghetto like whatever you want to

[1:50:36] YouTube https://youtu.be/JE2_7elAcxM?t=6629 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
call it way of talking and she'd be like fine I'll go put him back and I thought about that and I was like man if I had just been like hey Susan can you put your weights back like she's like I pay for personal training you can put my weights back like that could get really bad really fast but when you say it like that all of a sudden it's like I'm communicating the same thing and I get the desired

[1:51:00] YouTube https://youtu.be/JE2_7elAcxM?t=6653 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
1 hour, 51 minutes result and they think it's fun and light-hearted and so in the same sense when you're in the clothes I use a ton of humor and that tonality to diffuse hard conversations so I say like girl I was like five minutes ago I was like you had four hours a week I was like what happened to my four hours if I say that no one's going be upset with me they' be like ah well I mean I didn't know that

[1:51:23] YouTube https://youtu.be/JE2_7elAcxM?t=6676 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
it was going to be X Y and Z and then I'll be like fine I know like and then then then tone switch and you're like what's really going on and then you get the real stuff because guess what closers ask hard questions right and they're the questions it's the place where you don't want to go versus where you need to go which is you want them to

[1:51:47] YouTube https://youtu.be/JE2_7elAcxM?t=6700 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
diffuse the bomb in front of you not when they get home right and so you don't want them to sit with the decision you want them to confront it's like you might be wondering this is a lot of money let's talk about it right you might be wondering if your husband's going to be against it well let's talk about some reasons that he might not be against it let's talk about uh what your

[1:52:03] YouTube https://youtu.be/JE2_7elAcxM?t=6716 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
business partner will say if you buy this without their permission let's talk about that right and so you want to confront those ugly things you don't want to cuz like you're not like if I if you take anything from this the best salespeople want to confront it because they're better at selling them than they are at selling themselves so you want

[1:52:21] YouTube https://youtu.be/JE2_7elAcxM?t=6734 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
them to confront the obstacle in front of you so that you can help them through it so don't wait for like you're not going to avoid it I promise you you think you're avoiding the landmine but like CU sometimes you hear that thing in the beginning of the call and you're like that's a bit I don't know if I want to blow the call dude it's going to blow up in the close if you can't even can't

[1:52:37] YouTube https://youtu.be/JE2_7elAcxM?t=6750 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
even confront it before you've mentioned price it's definitely coming up after you mention price so like confront it now so one of my favorite ways to get to the hard question is asking what are you afraid of happening and then I follow that with let's just play it out a lot of times it's like people don't even want to look at what's going to happen it's like no let's play it out right like I remember I had this this sale that happened where

[1:53:00] YouTube https://youtu.be/JE2_7elAcxM?t=6773 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
1 hour, 53 minutes I had a lady who was like I follow Dave Ramsey and I have envelopes of cash and if I give you this envelope that's my grocery money for the week uh if I do this program and I was like okay well what are you afraid of and she like paused and I was like is it that you won't be able to afford food I was like would you be afraid of that and she was like well yeah CU she thought she was going to win the sale day but it was a

[1:53:24] YouTube https://youtu.be/JE2_7elAcxM?t=6797 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
trap um and I was like but you're trying to lose weight I was like worst case scenario don't afford food you lose some weight I was like whenn win now I did that with a good tone so she got a laugh out of it right and I was like but let's be real I was like have you ever bought anything in the past that you weren't sure you could afford I was like and

[1:53:39] YouTube https://youtu.be/JE2_7elAcxM?t=6812 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
where are you now you still survived you're not on the couch right I was like we always make it work in the end right and you have to you cut somewhere else I was like this is something that's going to last with you forever like you have all these clothes I was like you want to make all of them look better in 6 weeks I was like just lose 20 lbs what are you afraid of let's play it out best case

[1:53:56] YouTube https://youtu.be/JE2_7elAcxM?t=6829 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
worst case when you do that you can basically take away the emotion from the decision and say okay worst case scenario you're on your friend's couch and you know what you were poor before this and you were happy then too so worst case scenario is you're in the same position you've been in before and it was fine best case scenario you change your life

[1:54:11] YouTube https://youtu.be/JE2_7elAcxM?t=6844 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
forever so does that feel like a bet you're willing to take right and so if you if you just you want to confront it and then walk into what they're afraid of and just say let's play it out so this happens here this happens here best case worst case and I can tell you like I've probably closed more sales on best case worst case than any other close I have ask for the sale again and so this

[1:54:35] YouTube https://youtu.be/JE2_7elAcxM?t=6868 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
is a big one if you do not ask for the sale you will not get it that is a promise once you ask if you ask again you'll increase the likelihood that they buy now there's a right way to do this and a wrong way to do this if you just ask again when someone says no bad look if someone says no and you ask why and

[1:54:51] YouTube https://youtu.be/JE2_7elAcxM?t=6884 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
then you resolve the why then you ask again and that makes sense says hey I can't make Tuesdays and you say no worries if we're able to do it on Thursday would that work for you and they say yes they say awesome so you want to move forward you ask again right so all you're doing is resolving the concern there's terms in the industry

[1:55:08] YouTube https://youtu.be/JE2_7elAcxM?t=6901 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
called looping or you know uh obstacle overcomes whatever whatever wording you want to use is that you resolve the concern and you ask again and you can do this literally unlimited times as long as you resolve the concern and then you ask again I mean Lila will tell you that like if it was either a Sunday sale cuz I usually had way less calls on Sundays um or it was the last appointment of the

[1:55:29] YouTube https://youtu.be/JE2_7elAcxM?t=6922 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
day for me she just knew that I would always close that sale because I would just have unlimited time because I was like I will just keep going and so I ask again and again and again and I had um I had a partner back in the day I don't know if I like the visual but he's like he's like you're like a pit pull on someone's ankle he's like you just will

[1:55:46] YouTube https://youtu.be/JE2_7elAcxM?t=6939 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
not let them leave and I was like it's cuz I think I think that they need it they came in cuz they're trying to lose weight we sell weight loss what's the problem like we just have to figure it out and usually it's just like it's mounds of stuff you have to UNP of all these excuses of all the times that they've been unsuccessful in their lives

[1:56:03] YouTube https://youtu.be/JE2_7elAcxM?t=6956 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
it's like they came in because they want to solve the problem and when then they get confronted with the decision they get freaked out again because they reli this past traumas of the things they've tried and then feeling like a failure and then they associate that failure with you in the moment you're like hey Susan calm down we're just going to have you eat some chicken and walk a

[1:56:18] YouTube https://youtu.be/JE2_7elAcxM?t=6971 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
little bit it's going to be okay and so the best closers come from the frame of helping the Prospect and so I will tell you this right now the best salespeople care more about the prospect than they do so whoever cares the most about the prospect wins the sale and so if they care more about themselves then they will win now you're like well of course they're going to care more about themselves ah if you have more context than they do which you should because

[1:56:41] YouTube https://youtu.be/JE2_7elAcxM?t=6994 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you know more about the product than they do you should be able to have the best perspective to say no I'm not going to let this guy's limiting beliefs get in the way cuz I really want to help him or really want to help her and I can see that today it feels safe to retreat back to not taking action on this huge pain that they have but I can see how this is

[1:56:58] YouTube https://youtu.be/JE2_7elAcxM?t=7011 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
going to play out cuz I've seen a hundred other people just like them walk out the door and I see them you know a year later and they're the exact same position or worse and I don't want that for them and so if you keep the human at the Forefront of your mind when you're making the sale you'll never come across pushy because you they can hear the

[1:57:13] YouTube https://youtu.be/JE2_7elAcxM?t=7026 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
intention they can hear the tonality in your voice about you actually just trying to help them so when you ask for the sale again having key stories and metaphors that you can use to break beliefs is what allows you to then ask again and you can do that literally unlimited times as long as they have time and you have time and you address the problem now if you don't address the problem and ask in they go annoy so you just want to make sure that you have an

[1:57:37] YouTube https://youtu.be/JE2_7elAcxM?t=7050 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
answer and you should have an answer because you've had this conversation before there's nothing they should be able to tell you that should surprise you if we zoom out we have a salesperson who has maximum hours maximum days they have as many time slots per day filled up with the best Prospect effect CU they

[1:57:52] YouTube https://youtu.be/JE2_7elAcxM?t=7065 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
work them well they have a plan before and after to come prepared to the call and take notes and follow up with them bam famam the whole thing and when 1 hour, 58 minutes they're on the call they're completely present they breathe the script they know how to handle obstacles they have they have analogies and stories and metaphors memorized so they can help

[1:58:08] YouTube https://youtu.be/JE2_7elAcxM?t=7081 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
people overcome their issues they stick to the script they don't add to the script they keep their word concision as tight as humanly possible so they can maximize the number of sales they have per day and maximize the conversion rate of those sales fundamentally sales by the way I should have defined this earlier is increasing the likely that

[1:58:22] YouTube https://youtu.be/JE2_7elAcxM?t=7095 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the prospect buys that's all it is so everything that has to do with sales like if you had the perfect sales process it means you would account for every single variable that could ever happen to any human and you would get 100% of people who go through this process to buy that's what a perfect sales process would be and so it's a

[1:58:39] YouTube https://youtu.be/JE2_7elAcxM?t=7112 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
percentage conversion that's all it is and so with that we have maximum opportunities maximum percentage conversion we have an amazing sales rep but what if they can only do it for a day that gets into the third bucket which is what I would consider meta skills which is traits of the best salespeople the things that most sales people struggle with are trait issues meaning they are on and then they're off again they're on and they're off they

[1:59:04] YouTube https://youtu.be/JE2_7elAcxM?t=7137 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
get motivated they get demotivated motivated demotivated if you feel like this then it's a skilled deficiency you just don't know how to sustain performance for a long period of time and I promise you the difference between Champions and everyone else is they can sustain performance it's not like I don't know if sales is for me um I don't know if I'm growing enough in my dude

[1:59:20] YouTube https://youtu.be/JE2_7elAcxM?t=7153 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
here's the cleared deficiencies you can't stay consistent there's some growth that you can tackle right now being consistent another kind of meta skill around this is enthusiasm like they're enthusiastic one week they're not enthusiastic the next week being able to sustain and maintain a high level of enthusiasm for with the role

[1:59:34] YouTube https://youtu.be/JE2_7elAcxM?t=7167 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
and when you're on the call is a skill it's a skill you whistle while you work you got to learn how to do it you got to learn to like the stuff you don't love so you can do the thing you really love which is sales the best sales people kill for sport so let me tell you this a little analogy huh notice a little iies so I heard this from uh Mike Ary and I just love this he said there's three types of sales people there's dogs horses and

[1:59:58] YouTube https://youtu.be/JE2_7elAcxM?t=7191 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
tigers he like dogs you got to feed them and if you don't feed them they starve to death and you got to you got to give them all this attention you got to rub their belly every day and the moment you stop they die horses they will Gallop as long as you keep whipping them but the moment you stop Galloping they just go down to a trot he's like but Tigers he

[2:00:14] YouTube https://youtu.be/JE2_7elAcxM?t=7207 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
said a tiger can eat a full meal but then if a bunny walks across his line of vision we'll kill the bunny for sport he's like you want tigers and I love that little analogy because the best sales people that I've ever met in my life they love sales they love the thrill of the clothes of the hunt when I

[2:00:31] YouTube https://youtu.be/JE2_7elAcxM?t=7224 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
was selling weight loss I would sometimes have homeless people and things like that that would come in who would respond to my ads it would happen right I had two ways to take it I could try and not take it seriously try and just like basically just get through the sale so I could move on with my life or I could see it as free practice and

[2:00:48] YouTube https://youtu.be/JE2_7elAcxM?t=7241 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
what's crazy is the amount of times where I judge someone as poor and turned out that they just dress different I don't know anything about that was more times than I can count and a lot of them were like hey I appreciate you're just like you know Trea me well I was like of course I was like this is a

[2:01:03] YouTube https://youtu.be/JE2_7elAcxM?t=7256 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
business your money spends the same and so you either practice the skill or you close either way you win it's a lot like lifting weights where if you have your warm-up reps and they look different than your heavy reps you're actually not practicing at all so you're wasting all these opportunities that you could be practic practicing your skill sharpening the sword which is what we call it in the sales world you could be sharpening your sword but you're actually making it

[2:01:28] YouTube https://youtu.be/JE2_7elAcxM?t=7281 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
duller CU you're practicing the wrong way you're learning bad habits by not taking the sale seriously so the best sales people kill for sport and so I had uh I'll tell you a Jacob story which is my my young my young you know started with me at like 15 and now he's been with me however many years seven he started as a low man on the totem pole

[2:01:46] YouTube https://youtu.be/JE2_7elAcxM?t=7299 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
and so when we would have lesser qualified leads they handed all of them to Jacob he's like I'll be the garbage man he's like take anybody's leads he's like I just want to get good I just want to practice and so he's trying to take as many reps as he possibly could and guess what happened he started taking more reps than everyone else did and guess what happened after that he got

[2:02:01] YouTube https://youtu.be/JE2_7elAcxM?t=7314 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
better than other people did cuz he took more reps and he took every one of these as a gift which is what it is is that someone's going to give you the time to learn the skill of sales the business paid for that lead maybe it's less qualified they paid for it just the same and you have the benefit of learning the amount of people who want

[2:02:17] YouTube https://youtu.be/JE2_7elAcxM?t=7330 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to learn how to sell better and are unwilling to take quote unqualified leads is ridiculous to me it's free practice with stakes and you still have the possibility of winning and closing a deal track data the best salespeople track data and so they're meticulous about the data they track and so let me explain this so you can judge and I've just seen this across my portfolio the

[2:02:40] YouTube https://youtu.be/JE2_7elAcxM?t=7353 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
skill of any person in any Endeavor that they practice by the quantity and quality of the metrics they track and so if someone says oh I'm good at sales i' be like cool tell me about the metrics you track now if if they're like ah just you know close rate it's like well there's so many other metrics that you could track to understand how good you

[2:02:57] YouTube https://youtu.be/JE2_7elAcxM?t=7370 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
are at sales because the close rate is really just an outcome it gives you no leading indicators it tells you nothing else right I want to know what percentage of leads you're booking I want to know what percentage of of scheduled things are showing I want to know of show rate what percentage are you offering of offer how many of you're closing how many how many what's your

[2:03:13] YouTube https://youtu.be/JE2_7elAcxM?t=7386 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
average call to close are you doing one call two call 1.2 like what's your what's your average number what's your average number of cash collected like there's so many other metrics that you can track to know how well you're doing as a salesperson and yes for everybody like shout this from the rooftops if you

[2:03:30] YouTube https://youtu.be/JE2_7elAcxM?t=7403 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
can get their schedule rate up by 20% it's just as good as getting their close rate up by 20% and so there's so many other things in the funnel that the best sales people know about closing about how to increase the total number of sales they get by controlling all of the other variables that are under their control now the bad guys the dogs are

[2:03:47] YouTube https://youtu.be/JE2_7elAcxM?t=7420 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
like I only want these times and I want them to be spoonfed to me and if I don't get them fed there and you don't pat me on the head I'm going to starve to death and die right that's what the dogs do and if you've got sales people like that they're dogs I don't care how many how much experience they have they're dogs right tigers are like I want to be

[2:04:03] YouTube https://youtu.be/JE2_7elAcxM?t=7436 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
available to kill whenever because I just love the hunt I would do this for free I'm just happy I get paid to do it pro tip if you are somebody who's running a sales team if you want to increase the close rates across the entire team even more give the best closers the best leads and the way you do that is that you have to start by scoring your leads first which means you actually have to track data so you can say these people have the highest likelihood of closing when they have these three characteristics they close

[2:04:28] YouTube https://youtu.be/JE2_7elAcxM?t=7461 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
at a way higher percentage and then you give those leads to the best guys so fundamentally you'd want the worst leads to go to the worst guy the best leads to go to the best guy and everyone in between and so by doing that you actually match the org and so I actually had a Salesman that I knew who was the top sales rep for a time share business

[2:04:44] YouTube https://youtu.be/JE2_7elAcxM?t=7477 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
and it's exactly what you think it was so it's a billion dollar plus company this guy was making 3 million a year in commission selling time shares and I had with him and I was like what do you do you know differently and he said well I won the sales competition and so I got one hour with the CEO and on that one

[2:05:00] YouTube https://youtu.be/JE2_7elAcxM?t=7493 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
2 hours, 5 minutes hour with the CEO which is the prize for winning the sales competition it was 3,000 sales people it was number one he said I just said if you give me the best leads instead of wasting them on these guys who are new he's like I will make you so much money and so the guy experimented with his little Division and he 5x his income as the sales guy

[2:05:18] YouTube https://youtu.be/JE2_7elAcxM?t=7511 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
and then they took it and they rolled it out Nationwide and they 5X the business and so there's a huge opportunity in every business to give the best closers the best leads because you make more money and what happens is is that the best guys will actually make more and more and more money which then creates a survivorship bias for new guys coming in and so if you know that best guy used to

[2:05:42] YouTube https://youtu.be/JE2_7elAcxM?t=7535 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
make 200,000 a year as the top closer but now can make 800,000 a year the amount of sales people that you will attract your opportunity will 10x now even though the entry level guys now make less than they did before the opportunity just like the lottery the same reason people buy tickets is they assume that they're going to get there

[2:05:59] YouTube https://youtu.be/JE2_7elAcxM?t=7552 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
and so by having it this way you'll have people come in willing to make less because they know that if they if they perform well they'll go to the big leagues now the other benefit of this is that you train your new guys on the worst leads so you lose the least money as a business but they also develop

[2:06:15] YouTube https://youtu.be/JE2_7elAcxM?t=7568 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
their skills because they've got to learn how to Big borrowed steel and squeeze blood from the stones from the least qualified customers and so when they get to somebody who's got a 700 credit score and actually has intent to buy they're like oh my God this is amazing because they practiced on somebody who's like missing an arm and

[2:06:31] YouTube https://youtu.be/JE2_7elAcxM?t=7584 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
missing seven credit cards and they are in bankruptcy and they're actually in the middle of a divorce and the real name isn't Al it's actually Larry and you know it's complicated I'm a little liquid right now I'm between thing you know whatever right and they're closing those people for lunch money uh and so

[2:06:48] YouTube https://youtu.be/JE2_7elAcxM?t=7601 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
when you learn how to do that when you get to like qualified prospects you're like oh my God this amazing but at that point the business doesn't bear the cost the salesperson does so that they can develop their skills cuz just being real you're still paying them to learn and I'd rather pay as little as I can so I can allocate the resources the best

[2:07:04] YouTube https://youtu.be/JE2_7elAcxM?t=7617 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
way possible in the business my biggest pet peeve and the reverse of that is my favorite thing about the best salespeople is they never blame circumstances so whenever I have a salesperson is like the leads are bad or you know uh these These people aren't a good fit or just like whatever BS that they can come up with or like I don't like the commission structure we should change like just focus on the things you can

[2:07:29] YouTube https://youtu.be/JE2_7elAcxM?t=7642 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
control right and the guys that I love the most never complain they pick up the extra shifts they call the leads the most they work them the most they're like these leads are amazing I'm so grateful to have these and be able to practice and get paid to do it and there's a time and a place for giving

[2:07:46] YouTube https://youtu.be/JE2_7elAcxM?t=7659 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
feedback on stuff group calls not one of them if you are one of these salese you give it oneone with the manager say hey by the way I've noticed like some people get on the phone just objectively like their credit scores are just consistently lower than they were a couple months ago I don't know if we've changed anything on the marketing side I'm going to approach the leads the same

[2:08:02] YouTube https://youtu.be/JE2_7elAcxM?t=7675 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
I love The Practice just thought might be you know useful data for marketing right that's very different than like dude these leads are I'm I'm not taking these calls right that's just a primadonna and I hate that and so again the worse the leads the better you get the flex your skill and the best sales

[2:08:18] YouTube https://youtu.be/JE2_7elAcxM?t=7691 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
people take 100% of the control and the best marketers take 100% of the control too and so if everybody is taking absolute blame for every outcome guess what you win we doubled one of our portfolio company sales by tweaking several tiny things in the sales process and you can use all the same tactics in

[2:08:33] YouTube https://youtu.be/JE2_7elAcxM?t=7706 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
your business too enjoy three young Founders who are all sad because they were not making the amount of money that they wanted to make so before I show you the data let me explain what each of these terms actually mean so show rate is the percentage of people who have an appointment who show up for their

[2:08:49] YouTube https://youtu.be/JE2_7elAcxM?t=7722 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
appointment so in any business if if you deal with people you will have sessions or appointments you have a time slot that someone says they're going to show up right if it's a sales consult then they are a prospect and they're going to show up to get sold so if I have 100 people have an appointment and 70 show up that would be a 70% show rate the

[2:09:05] YouTube https://youtu.be/JE2_7elAcxM?t=7738 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
second one here is offer rate which we forgot to put in the rate so let me just put that in for you there you go offer rate which is the percentage of people that we actually make an offer to you might be like well why would I not offer everybody well not everyone's qualified and so for example if I work with only gym owners and somebody comes on it's

[2:09:20] YouTube https://youtu.be/JE2_7elAcxM?t=7753 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
like Oh I'm a personal trainer well you shouldn't be here we had all these other things that said don't be here but you still came why are you here that means that you don't offer them anything and that's it now if 100% of people who showed up show right you are able to offer to then that means that your offer rate would be 100% And that is an indicator of the quality of the lead flow that you have the third is close

[2:09:36] YouTube https://youtu.be/JE2_7elAcxM?t=7769 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
rate this depends on how you can track this all right so you can either do it based on percentage of people who show or you can do it on percentage of people who are offered what I normally do is I'll just track both I'm going to guess that this one is off of offer rate because it's what we have here it's good to have both stats here because let's say a Sal man wants to artificially

[2:09:53] YouTube https://youtu.be/JE2_7elAcxM?t=7786 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
increase his close rate well then he will just say well I'm not going to offer anyone unless I know they're going to say yes and so then their close rate is high and then they'll show that 2 hours, 10 minutes there's a really low quality score but if that salesman this is why having team stats is so important and individually is because if the team is all saying that they're offer rate 70 and one guy

[2:10:08] YouTube https://youtu.be/JE2_7elAcxM?t=7801 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
saying his offer rate's 30 but he has 100% close rate and they all have 30% close rates we know where the data went and this is why having high quality data allows you to see what the problems are if I didn't have this percentage then I wouldn't know it's because we have low quality leads or because my salesman suck this data allows me to identify the problem and then fix it so the fourth

[2:10:25] YouTube https://youtu.be/JE2_7elAcxM?t=7818 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
set here is percentage of cash collected up front meaning if we're selling $1,000 widgets and the average cash we collect today is $500 because people do payment plans then we would know our cash collected percentage would be 50% if I have a low close rate but High cash collected percentage that would tell me a different story than a really high

[2:10:42] YouTube https://youtu.be/JE2_7elAcxM?t=7835 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
close rate and really low cash collected percentage i' be like oh so they're just getting anyone to say yes and taking $10 down if they can versus somebody saying we have a hard line and so it's really trying to find the magic between these two and saying how can I get as many people to say yes and get as much cash collected up front the final one here is just unit sold and this is really just

[2:10:58] YouTube https://youtu.be/JE2_7elAcxM?t=7851 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the output of these four well if we multiply these things together how many do we end up closing and that's the result so beforehand damn we had a 49% show rate so let's say we have 100 appointments now we have 49 who actually show up for their appointment and then of the 49 we're able to offer 83% of

[2:11:15] YouTube https://youtu.be/JE2_7elAcxM?t=7868 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
them beforehand so 80% of that is 40 40 people now are getting offered out of our original 100 appointments of the people who get offered 27% of them which is 10 people roughly are actually buying in that closing percentage and then our cash collected from those 10 people is we're getting a little less than half of the cash that we closed down now I gave you 100 as a number but the actual

[2:11:37] YouTube https://youtu.be/JE2_7elAcxM?t=7890 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
number of units sold for this business in the prior month was 56 units all right so this is current state if you don't know these numbers in your business you should so that you can improve them let's say I invested in your business today the first thing we want to do is get the data so that so we can see what Baseline is so we can see

[2:11:53] YouTube https://youtu.be/JE2_7elAcxM?t=7906 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
where the discrepancies are and where we think the biggest opportunities for improvement are and you're going to have to wait till the end of the video I'm going to show you what happened after so let's start with problem number one or opportunity for improvement number one we had a low show rate as in based on our benchmarks of 70% for any kind of appointment type business we think that

[2:12:09] YouTube https://youtu.be/JE2_7elAcxM?t=7922 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
we should have at least 70 there Allen which was a company that I had all we did was show rates we were doing 4,000 appointments a day we experimented we had a machine learning team to think like what was the number of communications that we had to have with a prospect what was the delay between responses that got the most people what were the total number of exchanges how

[2:12:27] YouTube https://youtu.be/JE2_7elAcxM?t=7940 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
far apart were the exchanges there is lots of data that we were able to collect so their number was 49% of appointments were showing up what we wanted them to be at was 70% this is our Benchmark where we'd say okay this isn't a problem anymore now do we want to improve things absolutely but where are we going to allocate our effort at the constraint this was a constraint now to

[2:12:43] YouTube https://youtu.be/JE2_7elAcxM?t=7956 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
give context here this Delta is a 40% difference 40% is a lot think about the S&P 500 they're like we trying grow 9% a year it's like boom I unlock that I get 40% growth I don't have to do anything else for like 4 years in the S&P big wins that's what we look for lots of things can affect show rate by the way

[2:13:00] YouTube https://youtu.be/JE2_7elAcxM?t=7973 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
2 hours, 13 minutes the number one one that affects show rate is number of total time I sa available take that to the bank but one of the other ones is the targeting and the offer itself so targeting is who's actually seeing this promotion if I'm targeting teeny boppers for example I might get people to schedule but then realize that they're not here for a

[2:13:17] YouTube https://youtu.be/JE2_7elAcxM?t=7990 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
laser hair removal appointment so the targeting there would be off and and so that would affect our show rate and that has nothing to do with our lead nurture sequence or our salesman or anything like that it's just the wrong people were seeing it so that was issue number one for context for us just imagine that's underneath it was 25 to 35y olds

[2:13:33] YouTube https://youtu.be/JE2_7elAcxM?t=8006 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
who were gainfully employed and love their job and this when we came in to look at it was actually targeting 18 to 24y olds the reason that this was far off for us is that the ad objective now I'm going to get a little bit tactical with you ad acis.com at hold Co we have media buyers we have Pros who do this

[2:13:48] YouTube https://youtu.be/JE2_7elAcxM?t=8021 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
for a living and so when they zoomed in on how their Med a buyer was optimizing the traffic they were optimizing against what a lot of people would initially think they should do which is optimizing for the lowest cost leads and the lowest cost appointments what we had to do we switch to optimize around cost per sale

[2:14:03] YouTube https://youtu.be/JE2_7elAcxM?t=8036 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
if we can optimize around who we actually sell to we will shift where the sales come from and just to give you how big of a problem this was they had to cancel 75% of their appointments before the 49% show rate the sales guys are spending most of their time just looking at their appointment looking up the person cancelling to get their 49% show rate and that's about the closest thing

[2:14:19] YouTube https://youtu.be/JE2_7elAcxM?t=8052 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to literally burning money so second big problem was multitasking and this really goes for any role but especially like sales-driven roles they had a setting team and a closing team and the Setters were both trying to call leads to get appointments and then also nurturing and doing the follow-up to remind them of

[2:14:36] YouTube https://youtu.be/JE2_7elAcxM?t=8069 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the appointment and it's similar as that may sound in your mind it's two completely different activities you're banging phones calling people up you're in that flow and then you're like oh wait Sarah has an appointment today let me go REM mind Sarah does Sarah going to interrup it and you're like wait I'm calling and then you start like and it's you go back and forth right so they had three big issues number number one is

[2:14:51] YouTube https://youtu.be/JE2_7elAcxM?t=8084 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that they weren't double dialing right which is one of the most common things that you can do by the way if you're doing phone calls because a lot of initial screens will stop the first call but if you dial twice you'll get through number two is that the time to contact was too slow so lead would come in and

[2:15:06] YouTube https://youtu.be/JE2_7elAcxM?t=8099 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
they would just like sit there for 30 minutes 60 minutes an hour 2 hours 3 hours right and they weren't getting contacted it's like what did this person do they're like oh I'd like to find out more information nothing and the third thing is that they didn't have the right times to set appointments and they weren't nurturing correctly so we go same day next day I'm just giving you

[2:15:22] YouTube https://youtu.be/JE2_7elAcxM?t=8115 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
some secrets and they didn't have morning of nurture meaning if you have an appointment today and you booked this appointment 3 days ago if I don't remind you that day that you have an appointment the likely that you show is lower and so these are the problems that they have no double dial slow speed to contact and they didn't have any mning

[2:15:38] YouTube https://youtu.be/JE2_7elAcxM?t=8131 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
of nurture but wait there's more the second problem they had or opportunity for improvement was that they had a low close rate and this is based on our Benchmark I would normally give you a kpi but it has so many different variables in terms of what percentage Clos rate is cuz if you're selling in person for example for a low ticket thing you might be able to sell 80% plus of people walking the door on the flip side if you're selling an investment

[2:15:59] YouTube https://youtu.be/JE2_7elAcxM?t=8152 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
opportunity over the phone on you know a first or second contact you might sell 5% but for this particular type of sale that they had which was a two call close for like I would say a mid-priced consumer service in my opinion they should have been about 40% so 40% is what I wanted them to be at and then

[2:16:15] YouTube https://youtu.be/JE2_7elAcxM?t=8168 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
current was 27% so this is where they were this is where we wanted them to be and again for context here this is about a 50% Improvement so problem number one is that they had service level Discovery if you're not familiar with that terminology in a sales script there's different kind of phases that you go through in a conversation and the opening part is often a little bit of

[2:16:32] YouTube https://youtu.be/JE2_7elAcxM?t=8185 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
Rapport and then right after that you get into Discovery and Discovery is where you're discovering what the problems that the person's going through you're trying to understand why they are where they are why they're on the phone with you why they decided to take time out of their day why this problem's important to them what they've tried in the past etc etc right this is the

[2:16:47] YouTube https://youtu.be/JE2_7elAcxM?t=8200 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
Discovery this gives you all the ammunition that you're going to use at the end of the sale to close it so the way that they were doing was simply saying how much money do you want to make just asking the one question which is the big obvious question it's surface level but the big thing that you always want to ask when you're selling is

[2:17:02] YouTube https://youtu.be/JE2_7elAcxM?t=8215 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
intention why do they want this like what changes as a result of this how will your life look different what can you not do now that you would be able to do as a result of this change who else in that in your life would that affect why does that matter to you right and so these are all why questions and it's to

[2:17:16] YouTube https://youtu.be/JE2_7elAcxM?t=8229 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to dig up their intentions because if you can understand why someone's there it's much easier to get them to agree to getting them there right but if you don't know that someone's trying to let's say replace their income versus quit their job versus just have side hustle money those are very different intentions if I want to talk to side hustle money I'm probably not going to be like this is going to take a ton of time on the flip side if someone's like

[2:17:39] YouTube https://youtu.be/JE2_7elAcxM?t=8252 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
I hate my job I just want to do something that's not this then I might talk about what the day-to-day looks like in this scenario and ask them if that sounds better to them so if you think about sales process what they were doing is they were asking questions that were here surface level but this is where all the meat is and that's where all the money is is the questions that are below the surface is understanding why someone's even doing this to begin with look at that Iceberg

[2:18:04] YouTube https://youtu.be/JE2_7elAcxM?t=8277 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
killer Iceberg and so the second issue is that they had a lot of objections coming up on the call I'll say objections but I also mean obstacles for those of you who are sales sales senses objections happen after you talk about the number obstacles happen before you talk about the number if you come on the

[2:18:18] YouTube https://youtu.be/JE2_7elAcxM?t=8291 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
phone and I say hey why are you here and you're like I just want to find out more information that's actually an obstacle like you already have to confront that cuz like no you're not hopping on phone calls all day trying to find information what problem you trying to solve and then they're like well and then you get into it right but if you don't address that up front it'll blow up on you in the cloes so objections and obstacles is

[2:18:34] YouTube https://youtu.be/JE2_7elAcxM?t=8307 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
what they were encountering a lot of and part of that is because they Discovery was wrong right they were talking to service levels so then lots of was blowing up on them in the close common objections that happen after you present price is uh this is too much I need to think about it I have to talk to my spouse I'm not sure if this is for me I'd like to get more data can you send

[2:18:50] YouTube https://youtu.be/JE2_7elAcxM?t=8323 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
me a brochure like these are all just the make believe things that people will say in order to not buy from you interestingly a lot of times if you stay in the surface level they'll even give you what we call Smoke screens but basically like they'll just come up with uh a reason that they're not going to do it and it's not even the reason they just throw a smoke bomb up and they're

[2:19:06] YouTube https://youtu.be/JE2_7elAcxM?t=8339 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
like I don't like English you know walk away right has nothing to do with it they just want to get off the phone so those are the two issues that we had on the sales and that was getting us to this 27% close rate and what this looks like is lots of argumentation and like hard closing and it's because the S

[2:19:21] YouTube https://youtu.be/JE2_7elAcxM?t=8354 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
isn't positioned properly and they were basically talking at people and not listening if the salesperson is talking more than the prospect in your sales like these are likely issues that are coming up I'm going to give you two examples real quick to show you how important delivery of a messages so if I

[2:19:37] YouTube https://youtu.be/JE2_7elAcxM?t=8370 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
say I have to think about it and I say oh like what are your main concerns or what are the main like what are the main variables that you're considering you're not thinking wow this guy's a douchebag I sound like I just genuinely want to know I call it childlike curiosity I always cue it by tilted my head I'm like huh what are the main things and I would

[2:19:53] YouTube https://youtu.be/JE2_7elAcxM?t=8386 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
increase my voice at the end there an improperly trained salesp person might be like well what are the main concerns you have and all of a sudden that sounds like a very different thing so they're saying the script but they're not but the prospect isn't hearing the same message and these are little details that actually can make a huge difference in ultimately how you close there's a lot of things in tone but I'll just say

[2:20:09] YouTube https://youtu.be/JE2_7elAcxM?t=8402 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
one is how you raise or lower your voice and the second is where you choose to emphasize if I say I didn't say he hit his wife if I say like that I have neutral Tone If I say I didn't say he hit his wife then it's like I'm not saying that I didn't say he hit his wife is now saying that like those weren't my

[2:20:25] YouTube https://youtu.be/JE2_7elAcxM?t=8418 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
words I didn't say he hit his wife he's the one to question I didn't say he hit his wife means like he might have done something else but he did something to his wife I didn't say he hit his wife it could have been somebody else's I didn't say he hit his wife it might have been his kid right and so it's the same sentence but simply emphasizing different parts of it communicate

[2:20:41] YouTube https://youtu.be/JE2_7elAcxM?t=8434 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
different things and so the tone and emphasis create a altogether package of how we communicate and for them their tonality was way off as a team because they were missing the first five minutes of discovering and setting the frame properly and so I'll give you the last set of problems opportunities for improvement and then we'll dive into

[2:20:57] YouTube https://youtu.be/JE2_7elAcxM?t=8450 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
what we did to solve them and what happened sales problem three opportunity for improvement people in orc structure issues so issue number one is that CEO was the sales manager and that was because he was the best closer he had a significantly higher close rate than the rest of the team but he wasn't a very good sales manager even though he was a good Closer by the way that's one of the

[2:21:19] YouTube https://youtu.be/JE2_7elAcxM?t=8472 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
main issues that a lot of sales teams have they promote their best closer as a sales manager and often times those are two very different skills and we could see this because the churn on their sales team was through the roof just to be clear like they were a group of young Founders it's not uncommon it's actually probably very common because usually when you start a business learning how

[2:21:36] YouTube https://youtu.be/JE2_7elAcxM?t=8489 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to promote and sell the product is usually the job of the founders like how do I get people to want to buy the thing and so they end up getting the most reps early on and also understanding the prospect better than just about anyone and so one of the big things you guys were in a little mini sales last I is that companies will over educate on the product and under educate on the

[2:21:52] YouTube https://youtu.be/JE2_7elAcxM?t=8505 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
prospect the person that you should be educating your sales stuff on is who we're talking to more than what we're selling cuz for me if I know someone deep in their core what their intentions are I can tell them anything I know someone inside and out and then someone says sell this thing and I know nothing about it I could probably get them to

[2:22:07] YouTube https://youtu.be/JE2_7elAcxM?t=8520 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
buy on the flip side I know everything about this thing and I don't know who I'm talking to talking to a child a man a woman old young different language and so a lot of people talk like hey sell me this pen when in reality what we want to do is like talk to John the majority of good sales trainers who try to do that

[2:22:22] YouTube https://youtu.be/JE2_7elAcxM?t=8535 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
gimmick what they want the person to do is ask them a question it actually has nothing to do with the pen and so if they say sell me this pen what you do is you take the pen and you put it in your pocket and you say how's it going what brought you in today right cuz I got to go from where they're at to wanting a pen I'm not going to just be like hey

[2:22:38] YouTube https://youtu.be/JE2_7elAcxM?t=8551 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
buy this pen give me money like it doesn't work that way but bad salesmen do so the second issue was the setting team expectations one of the benefits of working with someone who has more experience is that we know what the Benchmark should be and so a lot of times we can reset some 's minimum standard and they're like well they're setting two a day and we're like they

[2:22:53] YouTube https://youtu.be/JE2_7elAcxM?t=8566 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
should all be minimum setting three and that sounds tiny but again 2 to three is a 50% increase in sets and that's across a whole team so that means a lot of productivity but if you set the bar low people just naturally shrink down to that level all right so you understand the problems and here is the data this

[2:23:10] YouTube https://youtu.be/JE2_7elAcxM?t=8583 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
is before they had a low show rate issue they had low close rate and multiple issues around that and they had people in organizational issues I want you to pause real quick in the video in the comments to be like what would you do how would you attack these issue if this was your business and then I'll tell you what we did now there's two elements of

[2:23:27] YouTube https://youtu.be/JE2_7elAcxM?t=8600 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
solutions element one is what would you do to attempt to solve the problem and the second is which one do we do in what order the third problem that was actually the first thing we decided to fix was so we hired a sales director the reason for that was because the CEO was overly involved he was micromanaging he wasn't a good manager and he also wasn't

[2:23:43] YouTube https://youtu.be/JE2_7elAcxM?t=8616 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
doing CEO stuff and so we had to hire an experienced sales director who in this instance had been a sales trainer for a similar type of sale in a consumer good this guy ended up being exceptional and being able to implement the rest of the changes that we outlined so this was in terms of order of importance I think if

[2:23:57] YouTube https://youtu.be/JE2_7elAcxM?t=8630 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
we hadn't done this and had tried to do the rest of them it would have fallen flat this is like one of the most common errors that business owners and Founders make is that they see the what and not the who or they focus on the how and not The Who and if you have the same problem that has recurred multiple quarters in a

[2:24:12] YouTube https://youtu.be/JE2_7elAcxM?t=8645 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
row in the same Department underneath of the same who it might not be a what issue it might be a who issue one of the reasons having experience is he is because you know what it looks like when it's right some of the biggest costs in the business are hiring incorrectly you waste the time trying to find them you waste the time onboarding

[2:24:28] YouTube https://youtu.be/JE2_7elAcxM?t=8661 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
them and training them and then you waste the time of all the time it takes you to figure out that they're not the right fit and all the loss growth that you would have had to then start that process over again that's tough but a lot of businesses have to deal with that which is why picking Personnel is so important with this instance we looked at culture fit which is like do we think

[2:24:44] YouTube https://youtu.be/JE2_7elAcxM?t=8677 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that this guy will fit in which we usually the founders pick that part out like hey does this guy fit in cool and then we're going to hardcore drill on usually experience and tactical knowledge and so we have subject matter experts at holdco media buying cro experts sales experts Finance expert whatever and we will then do tactical

[2:25:00] YouTube https://youtu.be/JE2_7elAcxM?t=8693 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
2 hours, 25 minutes interviews we talked about earlier you can know that someone is good based on the quality and quantity of the data that they collect I would ask somebody what data do you plan on collecting and how would you plan on fixing those things based on how vague they are and how high level they go in terms of their Solutions it'll tell you how nuan they can be in their thinking and ultimately

[2:25:16] YouTube https://youtu.be/JE2_7elAcxM?t=8709 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
executing Solutions sales directors specifically in my experience when I have guys who are like I just want to build up people I want to give these guys skills and they marry that with like and these are the metrics that I track to know X Y and Z that's a good sales director the next thing we decided to solve boom was fixing the ad

[2:25:33] YouTube https://youtu.be/JE2_7elAcxM?t=8726 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
targeting and the reason we did the sales director first was because we're like well how do we know if anything else is going to happen afterwards if we fix this so what we ended up doing here it turns out is that we also had another Personnel issue the media buyer was asleep at the wheel they were optimizing around the wrong stuff they were trying to split their attention and start their

[2:25:49] YouTube https://youtu.be/JE2_7elAcxM?t=8742 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
own side hustle it was clear that they were negligent they actually were doing the right thing and then they stopped doing the right thing and it was clear that that type of behavior the founders felt was not going to correct itself so they let go of that person hired a new person and boom fixed the ad targeting problem we were back to 25 to 35y old people who love their job what did we

[2:26:05] YouTube https://youtu.be/JE2_7elAcxM?t=8758 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
fix next boom We reduced the sales team what and we reset expectations for the setting team what we looked at is sales team utilization if we know that guys can take 10 sales a day and they're actually only taking four then we have too many sales people in this instance it gives you an opportunity to to cut the fat for lack of better term and

[2:26:22] YouTube https://youtu.be/JE2_7elAcxM?t=8775 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
reward the people who are actually doing their jobs and closing well if you cut the lowest percentage of the team and you have utilization like you have space you lose the lowest closing percentage people and you gain more closes just by Shifting the closing rate overall of the team when you make those changes in my experience sales people get into a rhythm if you don't take enough sales calls you're too desperate to close the

[2:26:44] YouTube https://youtu.be/JE2_7elAcxM?t=8797 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
deal and then you start being too hard and not listening enough cuz it's about you not them when sales people have more and more consults they sell from the back of their heel they're open-minded they're asking questions they're feeling good and they get in a rhythm the setting team we both downsized and increased expectations how did all these

[2:27:00] YouTube https://youtu.be/JE2_7elAcxM?t=8813 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
2 hours, 27 minutes sales increase by having fewer people we had better people that's how and that also helps recreate the culture of the team so that we can have a new standard set of high performers because there's nothing that demotivates a high performer like a low performer who's still on the team and so we went from two to four in terms of our expectation

[2:27:17] YouTube https://youtu.be/JE2_7elAcxM?t=8830 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
per day for the team in terms of sets sales fix numero qu I'm messing all my columns up now just going to have to deal with it we promoted one Setter to lead nurture specialist I was saying earlier that they were multitasking right so they're doing some setting and they're doing some lead nurture and that gets really hard for a team of six guys

[2:27:32] YouTube https://youtu.be/JE2_7elAcxM?t=8845 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to split those things we took one of the Setters who was really good and made that person the lead nurture specialist who basically acted as the bridge for both the setting team and the closing team to basically coordinate and remind the people of their appointments and we equipped that lead nurture specialist with one of our checklists for what that role needs to do to get the most people

[2:27:49] YouTube https://youtu.be/JE2_7elAcxM?t=8862 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to show up and I'm not going to give you all because of the long checklist I'll give you two quick examples one of them is doing a three-way intro once you have the set appointment between the setter and the closer and doing it via iPhone if you can because now you have a known person and an unknown person and a person that Bridges the two they might

[2:28:04] YouTube https://youtu.be/JE2_7elAcxM?t=8877 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
know show on Johnny over here but not on the guy that they just spoke with and so the idea is how can I bridge that Gap and kind of make the association for them add some trust the other thing is that the closers mning of would remind them with either a voice memo or a video text personalized to them being like hey John really excited for our apointment

[2:28:21] YouTube https://youtu.be/JE2_7elAcxM?t=8894 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
today I saw your profile XYZ personalized to you really pumped for you I think we might help you out so that's just a couple of the things that we have on that list that we had them Implement and all do consistently and sales team fix number five boom is we optimize the sales scripts I said earlier that the discovery was to surface level so we rescripted the

[2:28:37] YouTube https://youtu.be/JE2_7elAcxM?t=8910 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
discovery made sure we were asking deeper more meaningful questions and a part of that is also bringing some of the objections to the front it's much easier and this is the this is the terminology that our team uses which is killing zombies right it's a lot easier to kill a zombies when it's far away than when it's on top of you if somebody's trying to bring up a zombie

[2:28:53] YouTube https://youtu.be/JE2_7elAcxM?t=8926 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
in the clothes another way of saying it is like you want to diffuse the bomb before it goes off in the clothes in your face so we solve the problem before we bring it up now this is actually something that we added to this part of the script which is prior to the appointment we say hey is there anyone else who'd be required to make a decision about this thing if they say

[2:29:08] YouTube https://youtu.be/JE2_7elAcxM?t=8941 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
yes then you say cool well let's push back the appointment and let's get that person on that way you have all the decision makers present so these are just little things but like little 1% improvements over and over over again is what yield these 50% boosts and the third main change we did was that we drilled the team on looping and looping

[2:29:25] YouTube https://youtu.be/JE2_7elAcxM?t=8958 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
is just a sales terminology for basically when you encounter an objection handling the objection and then asking again handle the objection ask again right because a lot of sales people are afraid to ask if someone says no and they don't want to ask again right and I can tell you this is that the number of sales you make is direct proportional to how many times you ask

[2:29:42] YouTube https://youtu.be/JE2_7elAcxM?t=8975 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
there's ways to do it wrong and there's ways to do it right the idea is that you should be able to resolve the concern right so if someone says I need to think about it and you say well what are you your main concerns and they say well it seems really complicated you say oh what part specifically feels more complicated they're like it's the whole Tech thing and we're like oh we also have a vendor

[2:29:58] YouTube https://youtu.be/JE2_7elAcxM?t=8991 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that can actually fill that in I think it's a couple bucks extra but like we can just handle that for you does that solve the problem and they're like oh okay so you guys you guys will just handed that one part of it like yeah we'll handed that part of it for you cool now this is where the salesman says great you want to move forward you have your idea on you hey what C you like you

[2:30:14] YouTube https://youtu.be/JE2_7elAcxM?t=9007 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
can just make the ask right after that and so then at that point you might say ready to move forward then and they might say this feels like a fast decision it's like oh well what makes it fast how long you been thinking about this they're like well I mean I just met you and you say well how long have you wanted to solve this problem and then they would say well I mean a long time it's like well that doesn't sound like a

[2:30:30] YouTube https://youtu.be/JE2_7elAcxM?t=9023 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
fast decision at all it sounds like you've already made the decision a long time ago that you wanted to change now we're just acting on it so now do you want to move forward right keep looping and continuing to resolve the concern ask again resolve the concern ask again drum roll please what happened in the real world so let's go to the data all right so in

[2:30:48] YouTube https://youtu.be/JE2_7elAcxM?t=9041 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
our first column we had 49% show rates after we implemented sales fix 2 fixing the ad targeting sales Fix 4 promoted one lead Setter to lead nurture specialist and sales fix 3 reduced the team size and reset expectations survey says we had a 70% boost which is almost exactly the kpi and that's because when you do things that work they work so that was a 40% Improvement in sales and to be clear this was just over 2 months

[2:31:14] YouTube https://youtu.be/JE2_7elAcxM?t=9067 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
all right so some of these changes going to happen real quick if you know what you're doing the second change we have is our offer rate and so here's what happened so survey says 80% we actually offered just about the same amount of people realistically what they were doing is offering people who weren't qualified cuz the sales team wanted to eat I get that like there's a human component here they were offering people were not qualified the deal cuz

[2:31:31] YouTube https://youtu.be/JE2_7elAcxM?t=9084 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
they needed commissions right which is what we were trying to fix with the targeting close rates we went from 27% and 60 days later we were at 41% so 1% above our Benchmark all right this is a 50% Improvement in sales so 40 and 50 Kazam next up we have percentage of cash collected a really good metric for knowing how strong the sales team in is and this is especially

[2:31:52] YouTube https://youtu.be/JE2_7elAcxM?t=9105 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
important for that early Discovery portion and how good they are at looping and closing because the deeper you get the discovery the the more convicted the buyer will be about the solution and the more likely they are to pay up FR as a measure of their conviction in the solution the survey says we went from 47

[2:32:09] YouTube https://youtu.be/JE2_7elAcxM?t=9122 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to 82% so we almost doubled the amount of cash that we were collecting up front per sale in 60 days we had a 40% Improvement and we had a 50% Improv and we had a almost doubling of cash collected so if we almost doubled the amount of sales that happened and we almost doubled the cash upfront collected what did we do to the cash FL the business Forex ah much more enticing after we added all these four changes

[2:32:35] YouTube https://youtu.be/JE2_7elAcxM?t=9148 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
together and we waited 60 days what happened survey says we went from 56 to 93 sales a month and that was just from a few of these fixes on one particular part of the organization I taught 116 sales Prof professionals my closing framework and after implementing it they increased how much they closed enjoy um Alex Becker who's the who's the founder

[2:32:58] YouTube https://youtu.be/JE2_7elAcxM?t=9171 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
of that uh clued me in recently to something he's like dude your your your rowes is insane because he can see everyone's revenue and their ad Spin and I was like what do you mean he's like you have the highest return on ad spend of everyone in the entire platform by like a mile and I didn't really ever

[2:33:14] YouTube https://youtu.be/JE2_7elAcxM?t=9187 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
think about it but our lifetime return on Advertising is 36 to1 so to do over you know hund now you know five or 10 million whatever we're at now um we've spent just under $3 million in advertising and so there's a lot of other pieces to you know making more but just for everyone on this call we're talking specifically about sales

[2:33:39] YouTube https://youtu.be/JE2_7elAcxM?t=9212 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
correct yeah so so Alex yeah yeah 99% of these guys are are closers and they're getting closing positions a couple people are sorting like a closer agency where they partner up with a guy like you and they're like hey let's do like a little JB deal I slam your deals okay sweet well then why don't I so what I'm going to do is because I do have a presentation um which is just how I think about sales um and I have the the third part of the

[2:34:05] YouTube https://youtu.be/JE2_7elAcxM?t=9238 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
presentation about scaling sales teams does anyone here have multiple closers who work for them or is is most people just closing on your own right now you guys got to talk with Alex he don't bite I also can't see I can't see the chat I can't see the chat we're working towards that Alex okay so how about this I'll give you the things that so um Russell when I

[2:34:29] YouTube https://youtu.be/JE2_7elAcxM?t=9262 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
first met him was like dude how did you learn how to sell so well and it was because I looked at my CRM and I'd done 4,000 sales one-on-one uh in Fitness and so that's a lot of reps you know I was taking 20 consults a day for like four years and so that's in person face to face my team would double or triple book me every 30 minutes and I just sold the

[2:34:50] YouTube https://youtu.be/JE2_7elAcxM?t=9283 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
same thing over and over again and because I was really good at sales I ended up not hiring a ton of salese and I would actually have my manager set appointments for me all at one location so I had six gyms and so I would go there they'd stack up an entire day I'd mow down a whole day go to a different gym and they'd been stacking all the

[2:35:07] YouTube https://youtu.be/JE2_7elAcxM?t=9300 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
appointments and I'd mow down and so usually I do 20 to 25 consults a day and you just get you you know you just get these reps in of reading people gauging tonality and seeing where you need to lean in and where you need to lean back and so um you know over time I've then started training sales people and sales

[2:35:23] YouTube https://youtu.be/JE2_7elAcxM?t=9316 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
managers I had a remote sales team we F we'd fly out and do turnarounds um like in person so I had eight guys we'd fly out to eight facilities every month and we turn these facilities around because I know Mike you were in the Fitness World before this um that's right and then I brought that sales team in-house and they started doing phone sales for

[2:35:39] YouTube https://youtu.be/JE2_7elAcxM?t=9332 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
high ticket so I've had um I've had in-person phone High ticket low ticket we've kind of done a lot of those things I trained mortgage leads teams um so kind of the whole Gambit and there's definitely some things that I've seen you know I've bought every sales product on the market I bought Grant stuff bought bord stuff um and I think there's

[2:35:57] YouTube https://youtu.be/JE2_7elAcxM?t=9350 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
a lot of Merit and there's a lot of good stuff out there but in my experience uh Simplicity is what scales and so I'll give you if you're okay with it I'll give you the few things that I have implemented consistently within my companies that have generated outsize returns is that cool all right awesome what I'm Gonna Roll let get all right

[2:36:20] YouTube https://youtu.be/JE2_7elAcxM?t=9373 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
full Jam so as I said Simplicity right I'm a the world's best graphic designer uh as you can see here so I'm trying to uh show the the real Keys of the Kingdom so everybody here everybody here selling expensive stuff is that most people on this call yes everything's High Alex fantastic all right everyone still see

[2:36:42] YouTube https://youtu.be/JE2_7elAcxM?t=9395 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
me and the screen yep all right Rock and Roll All right so I'm guessing this guys isn't your first rodeo um not your first presentation with the sexy headliner big promise and so if you have failed for you guys to uh grow your thing in the past I promise you it's not your fault lots of information very confusing um and you can sometimes be inundated with lots of different sales people's information you've got Mike here who's a

[2:37:05] YouTube https://youtu.be/JE2_7elAcxM?t=9418 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
who's a gem and knows his and you guys are lucky to have him um but in hopefully in this presentation I will put some of those fears to rest of like what if I'm never what if I never make it what if I never turn this corner um and become the salesp person I want what if I never hit the 100 100 Grand a year what if I never hit the 100 Grand a month or whatever don't hit the million

[2:37:21] YouTube https://youtu.be/JE2_7elAcxM?t=9434 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
a month goal that I have and then what does that what does that mean about me right if you've ever thought those things um like I can tell you I did two um right after the instance that I had uh mic with that individual um and that individual drained my entire bank account and then sent it to their girlfriend in Sweden and then filed

[2:37:36] YouTube https://youtu.be/JE2_7elAcxM?t=9449 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
bankruptcy after that happened I had $1,200 because I had sold all my gyms and put my money into that account so I started at zero which I'm very grateful for because it gave me the experience that I have now and so what I'm going to show you is that you can have a simple sales process that can yield outsid

[2:37:52] YouTube https://youtu.be/JE2_7elAcxM?t=9465 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
returns a lot of people like to make this fancy because it makes it easier to sell stuff to people about selling but these are the things that I have seen that have unlocked the growth for us because I don't think I'm the best marketer out there I think we've simply attached a phone to a funnel um and

[2:38:06] YouTube https://youtu.be/JE2_7elAcxM?t=9479 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
we've been very efficient at it and so as a result of that I've always been able to make more per customer than anyone else because of how efficient we are at the conversion process all right and so that's what we're here for so I want to show you exactly step by step our process for selling all right and so there should be two types of people here

[2:38:22] YouTube https://youtu.be/JE2_7elAcxM?t=9495 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
some of you guys who are under $100,000 a month and I'll show you how to never compete on price again all right and if you guys are over $100,000 a month I'll show you exactly what we did to scale a team to get to a million a month and Beyond is that cool yes because if you're under a 100 it's just you right if you're over a 100 you need people all right so it's GNA kind of be like the

[2:38:39] YouTube https://youtu.be/JE2_7elAcxM?t=9512 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
actual sing itself and then the scaling of the sales all right so that's kind of the goal for the 60 minutes I'll probably be able to get it done in 40ish I'll talk fast so we can have some time all right everyone can just listen fast is that all right all right I'm it so I've been really fortunate um yeah

[2:38:56] YouTube https://youtu.be/JE2_7elAcxM?t=9529 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
now we're at 105 or 110 or whatever it is um in in selling stuff which has been cool what's been coolers we've been able to donate to causes you guys don't know my story but um I had a I had a gym teacher after school who stayed with me he didn't have to he didn't know me from anybody and he worked out with me for an

[2:39:11] YouTube https://youtu.be/JE2_7elAcxM?t=9544 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
entire year and taught me how to work out because I was like a really insecure kid and as a result of that I got into fitness and so I feel like it's all of our opportunity because you guys are on here like we're already in the top 1% in the world you know what I mean like we're bitching about not making a 100 Grand a month like you you know

[2:39:27] YouTube https://youtu.be/JE2_7elAcxM?t=9560 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
what I mean like really and so um it's been a great privilege to be able to give back you we've donated 1.4 million just in the last three years actually 1.7 now I have to update that um but anyways just the causes that we that we care about and so for us it's it's kids being able to have the opportunity that we had all right and uh if you guys are

[2:39:44] YouTube https://youtu.be/JE2_7elAcxM?t=9577 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
in the fitness industry Arnold was my hero is the reason I quit my job um and I've been able to you know grow a friendship with him which is been awesome um and we've had you know over a thousand clients hit $100,000 a year using the sales framework I'm going to show you all right so like you can imagine that these people are not maybe

[2:40:00] YouTube https://youtu.be/JE2_7elAcxM?t=9593 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
2 hours, 40 minutes as good as you are you can imagine that somebody in that thousand is probably not as naturally talented right so the process works okay and we've got a lot of people over seven figures now um but it wasn't that way right so this is me when I started my first gym I slept on the floor I had $5,000 total my rent was

[2:40:16] YouTube https://youtu.be/JE2_7elAcxM?t=9609 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
$5,000 um and so I had one month that I had to learn how to make money and uh I built a funnel because I learned this from the internet and I was actually I sent this picture to my dad because I was so excited I was so proud of this picture because I sold that many people in the first in the first two

[2:40:30] YouTube https://youtu.be/JE2_7elAcxM?t=9623 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
weeks uh for free um and things started to grow right I my that was my one of my gyms I had nine employees I felt like a badass you know my dad finally told me he thought I you know wasn't a schmuck for you know being an idiot and getting into fitness so I thought I felt like I was figuring things out and then all of a sudden

[2:40:47] YouTube https://youtu.be/JE2_7elAcxM?t=9640 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
Facebook slap happened this is years ago and there's been many slaps Facebook just kind of kind of has its it its hand proverbially swinging back and forth but um you know we got slapped and overnight my my lead cost went up 5x right and so my my money my moneymaking rain turned into a desert and the thing was my marketing was losing money every

[2:41:04] YouTube https://youtu.be/JE2_7elAcxM?t=9657 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
day and all I could think about was letting my dad down and more realistically having my dad be right I'm gonna I'm gonna all right cool um and so the question that I asked myself was like how can I afford to get more leads right and so I called on my friends up and he had a he was a brick and mortar gym owner and he told me that things

[2:41:20] YouTube https://youtu.be/JE2_7elAcxM?t=9673 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
were going great for him and I was like what the hell dude what are you what are you doing he was like dude we just we just attached the phone to the funnel and I was like no he's like we're selling expensive stuff on the front end now instead of selling trials I was like well that's cool I'll do that and so we went from losing two and a half two to one to making 10 to one return on the

[2:41:36] YouTube https://youtu.be/JE2_7elAcxM?t=9689 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
front end right and what that meant for my business is I went from being able to break even at $10 a lead to being able to spend up A1 $100 a lead and still make money which is crazy right and so then things started to grow again for me and then we you know open location after location and things grow and I met this

[2:41:51] YouTube https://youtu.be/JE2_7elAcxM?t=9704 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
guy and uh I was I was I met I joined his Mastermind I was trying to I told him I wanted to create a nationwide gym gym chain and he said uh you should teach other people how you do what you do and not grow that chain and I was like well you make more money than me so okay I'll listen and so then I started

[2:42:07] YouTube https://youtu.be/JE2_7elAcxM?t=9720 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
making uh our doing our Marketing System Mike this is by the way at that guy's gym um did 191 signups in 19 days and that was the stack of contracts um some of you guys may have seen this it was like the most run ad for like a year and a half um but we did I know $100,000 in in 19 days in sales like in the ghetto all

[2:42:23] YouTube https://youtu.be/JE2_7elAcxM?t=9736 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
right so these are the three Frameworks sorry I sped through that because we already covered a little bit of my story early so I wanted to get through it um and these are the free Frameworks that I kind of discovered um to scale High ticket all right and it'll take if you if you're if you're partnering some with someone then it'll help take their losing funnels and turn them into into

[2:42:39] YouTube https://youtu.be/JE2_7elAcxM?t=9752 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
cash machines and I mean that genuinely all right so the free three Frameworks that I do is one is the closure framework all right these are the questions that get prospects to say yes all right and so adding this to any kind of any funnel process is going to instantly make it more profitable all right and I'm going to walk through the questions that we ask and specifically

[2:42:56] YouTube https://youtu.be/JE2_7elAcxM?t=9769 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
what only three things that you can say on a sales call period it's the number one mistake that all the sales guys that even my guys make and I have to remind them up all right the second thing is the conviction framework so anyone who believes can outperform a seasoned sales rep by simply learning control their tone all right so some of you guys right now can I get a hand um I'm gonna

[2:43:12] YouTube https://youtu.be/JE2_7elAcxM?t=9785 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
unshare my screen real quick can I get hands on the screen of who here is newer to this newer to high ticket sales okay great great perfect then this is for you I'm going to show you how you can beat the best sales reps all right and this is how I never ever hire seasoned closers just FYI no no mik we're goodna TR trading salese I don't um but I'm gonna show you how you

[2:43:35] YouTube https://youtu.be/JE2_7elAcxM?t=9808 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
can beat seasoned prep seasoned Pros all right which if I can find my presentation there we go um by learning control your tone and the last one is scaling so for all you guys who are over $100,000 a month and need to scale a team I'm going to show you how to duplicate the skill in other people all right because it's one level of the skill is learning to sell another level of the skill is teaching to sell and it's a more valuable skill so if you can

[2:44:00] YouTube https://youtu.be/JE2_7elAcxM?t=9833 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
2 hours, 44 minutes duplicate your skill in someone else that is how you can make 10 times 100 times more money because it's no longer you're no longer constrained by your time all right so let's rock and roll close your framework so after pouring over like hundreds of scripts like I mean it hundreds of scripts um I

[2:44:17] YouTube https://youtu.be/JE2_7elAcxM?t=9850 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
realized that there was always like these minor in wording but if I hit these kind of main Milestones along the way I ended up closing the sale right and the nice thing is that this process works for B Toc and B2B so I don't know what stuff you're selling but it works for both and it worked for $500 tickets

[2:44:32] YouTube https://youtu.be/JE2_7elAcxM?t=9865 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
as much as $100,000 tickets the process is the same right and the way I teach my sales teams and now thousands of clients is This Acronym right and like even when I'm thinking through sales calls we use we like closer C right l so the C is clarify why the person is on the phone with you right that's the the objective

[2:44:49] YouTube https://youtu.be/JE2_7elAcxM?t=9882 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
why are you here why' you take the time to take the call what's the problem right what are we trying to solve here after that then we're like got it so what I'm hearing is you're struggling with this does that sound about right I'm going to label you with a problem after that we overview their past pain

[2:45:06] YouTube https://youtu.be/JE2_7elAcxM?t=9899 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
it's like okay so you have this problem I can't be the first person you've talked to about this tell me a little bit about what you've done so far to try to try and get past this right tell me more about that how'd that work out for you okay understood after that it's like okay so hearing all these things this is why you're here this is what you're

[2:45:21] YouTube https://youtu.be/JE2_7elAcxM?t=9914 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
trying to get this is what you've tried and hasn't worked okay well can I tell you about how I think we might be able to solve your problem this is where we sell the vacation right and then finally or step before finally we explain away their concerned so this is where we tell them about the program and then we're like do you want to do it they say yes

[2:45:37] YouTube https://youtu.be/JE2_7elAcxM?t=9930 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
or no if they say no then we explain away their concerns so they say yes and then once they say yes we reinforce the decision and this last R here is a point that I added years later because we realize that the sale the sale just continues throughout the entire customer relationship right and so for you guys if you're dealing with clients uh who you're selling for you have to also sell them on continuously selling right you

[2:46:01] YouTube https://youtu.be/JE2_7elAcxM?t=9954 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
might have closed the card or closed the first payment but they're onboarding experience they got to close them again and then after that when they have their first week check-in call they got to get closed again because we have to consistently sell them on why they should do anything why should they not just watch Netflix why should they why should they take action why should they have the discomfort of getting you know

[2:46:19] YouTube https://youtu.be/JE2_7elAcxM?t=9972 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
smacked on the phone by a stranger right why should they why should they feel the The Sting of failure we have to sell them consistently to help them overcome their pains right and so I'll show you each some of these more closely so clarifying why they're there right it's like what made you come in today what made you reach out what's your goal

[2:46:34] YouTube https://youtu.be/JE2_7elAcxM?t=9987 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
right now why is that important to you right okay helping me understand what what you what are we doing here right this is one where someone in the beginning like you have to hit this because if someone says like you I just wanted to find out more information you're like cool but why like what did you want the information to solve what was the like I'm sure you don't just go

[2:46:51] YouTube https://youtu.be/JE2_7elAcxM?t=10004 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
around collecting information all day right like there's something you're trying to get out of this what's the problem and then and then you get what you need you're like got it okay so just 2 hours, 47 minutes so I'm hearing you right it sounds like this is your goal correct then they acknowledge they have a problem this is important because they have to say it they have to own it I can't cure cancer

[2:47:08] YouTube https://youtu.be/JE2_7elAcxM?t=10021 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
until you admit that you have it right we got to give it to you before we can cure it after that we overview the past right so it's like what have you tried so far to accomplish this how long did you do it for how long long ago how did that work for you what else have you tried we call this the pain cycle right we consistently do this over and over

[2:47:25] YouTube https://youtu.be/JE2_7elAcxM?t=10038 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
again until we've exhausted all options right at that point we have tons of ammo that we can use later in the clo which I'm sure you're aware of right and the big piece here is we explain how it's not their fault because if they had this missing piece or two of the equation they were halfway there they were three4 the way there they were just missing this one piece which we're going to

[2:47:41] YouTube https://youtu.be/JE2_7elAcxM?t=10054 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
provide for them right and the nice thing is is for most of you hopefully you're selling a a holistic solution right so for example I'm G to use a fitness example because Mike's from from that background too if someone came in and said they tried workouts in the past I'm be like I'm not telling you don't that you don't need to workout it's

[2:47:57] YouTube https://youtu.be/JE2_7elAcxM?t=10070 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
great but you also need the nutrition and the accountability right you need nutrition to make sure they stop eating because if you just start working out eating Donuts it's not going to work right of course now if I make you the best plan in the world but you don't follow it's not going to work either that's why you need the accountability and that's what I'm here for and so from that point that's kind of how you can naturally transition so it's like I'm hearing these things this is what you're

[2:48:13] YouTube https://youtu.be/JE2_7elAcxM?t=10086 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
missing well do you want to hear how the program works because I think we might be able to solve that for you they'll say yes all so what we've seen is that there's three things that make clients successful right and at this point this is my belief is that three things has been you know unequivocal and most pitches is that I think it's human brain

[2:48:28] YouTube https://youtu.be/JE2_7elAcxM?t=10101 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
is that you can't take more than three but typically it's like three pillars to the to the stool or three you know finish and accountability if I was selling leads I'd want them to be you know timely uh you know qualified and you know uh exclusive right there'll be three elements to make what makes a good lead right there's there's always three that you can usually find when you're selling a solution and most times not

[2:48:52] YouTube https://youtu.be/JE2_7elAcxM?t=10125 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
most times every time if you're on the phone with the prospect you always have the upper hand because they have admitted at the beginning of this phone call that they have a problem they have not solved it and so inherently they're going to be missing one of the keys they cannot have them all or they would not be on the phone so you have a you you you are in in an unlosable situation

[2:49:10] YouTube https://youtu.be/JE2_7elAcxM?t=10143 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
unless you choose to lose it right unless you choose to lose the frame and so in this instance it has been my experience that we use stories short short anecdotal stories to to to break the belief of the prospect around a topic what's important here is that we don't get into uh jargon right we don't

[2:49:28] YouTube https://youtu.be/JE2_7elAcxM?t=10161 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
get into technobabble and talking about the program and the modules and the the things they're going to do because all of that sounds like work and that's not what they're there for they're there for a result right and so instead I would say something like with the Fitness Nutrition accountability like I said earlier so if I was trying to explain accountability be like listen you don't have accountability when you were a kid

[2:49:52] YouTube https://youtu.be/JE2_7elAcxM?t=10185 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you ever like have your parents tell you to brush your teeth they were like yeah like you know how you're like I don't want to I don't want to and they would tell you oh no you got to go brush your teeth and and you go and you brush your teeth and you Sul back to bed and next night you do the same thing they tell you brush your teeth you go brush your teeth go back to bed but you're an adult now right you brush your teeth they're

[2:50:07] YouTube https://youtu.be/JE2_7elAcxM?t=10200 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
like yeah and that's because you had external accountability that turned into an internal habit right and that's what we're going to do for you here right so I didn't tell them about the coaching call that they're going to have and the post that they're going to have and the blah blah blah we told them as the result of that we gave them an

[2:50:22] YouTube https://youtu.be/JE2_7elAcxM?t=10215 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
anecdotal story that made sense to them for that's probably a really key point I just want to drive home ear out when you have your pitch part it shouldn't be longer than three minutes like tops because no one really gives a and at the end of the day the reason they're going to buy is going to be because of

[2:50:37] YouTube https://youtu.be/JE2_7elAcxM?t=10230 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
how understood they feel so how much when you went through that overview of the pain you were able to restate back to them accurately exactly how they felt felt and the struggles they are experiencing which is why you need to shut the up when they're talking right and so there's only three things that are ever said on a sales call do you guys know what they are there's only three things that ever

[2:51:00] YouTube https://youtu.be/JE2_7elAcxM?t=10253 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
2 hours, 51 minutes come out of your mouth questions restatements and anecdotal stories which is the story that I just referenced the three stories that you will use to break a belief that's it so this so that's how you sell them the vacation you have these little sound bites right I'll give you another example so if I was doing um if I was doing food right I'm like listen uh three parts of the program

[2:51:22] YouTube https://youtu.be/JE2_7elAcxM?t=10275 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
Fitness accountability so nutrition wise you've got to eat stuff that's going to make you lose weight can we agree on that yes okay cool but the problem is you don't want to do that right that's where we're here right right okay so let me ask you a question when uh do you feel like what's your favorite TV show they're going to be like uh whatever Game of Thrones you're like okay Game of Thrones do you feel like

[2:51:46] YouTube https://youtu.be/JE2_7elAcxM?t=10299 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you need to get like motivated to watch came through like man I was trying to watch it tonight but I just couldn't you know I just I just I got really busy and I just couldn't sit down on the couch and turn the TV on I couldn't do it right of course not because you look forward to it because you wanted to do it and the key that we're going to do here is we're going to get you to look

[2:52:02] YouTube https://youtu.be/JE2_7elAcxM?t=10315 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
forward to the foods that you're eating because if you look forward to it you don't need to be motivated because you do it on your own because you like it does that make sense right so what I didn't talk about the macros and the carb cycling and the intermittent fasting and the calorie counting and the blah blah blah blah blah because the end

[2:52:18] YouTube https://youtu.be/JE2_7elAcxM?t=10331 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
of the day that does not matter what they want is for them to solve the problem and have it be painfree right and that's what we're explaining to them so that's selling the vacation right and this is a saying that I've used for a long time which is sell the vacation not the plane fright right and so this is what everyone else talks about they're

[2:52:34] YouTube https://youtu.be/JE2_7elAcxM?t=10347 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
like sir for us to get you these results you're going to have to take your pants off you're goingon to have to jump through this Loop you're gonna have to go through the TSA the airport lines pack your suitcases take your shoes off do the layovers connect your flights uh have a person farting next to you don't worry they don't have covid you'll have turbulence probably on the plane then as soon as you're out you think you're done

[2:52:51] YouTube https://youtu.be/JE2_7elAcxM?t=10364 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you still have to wait a baggage CLA they probably lost your bag right and in our world it's your modules your MPL your Macros your workouts your support team your URLs your domains your funnels your targeting your ads and the other that doesn't matter right but instead what they want is you sell Maui Final Destination and you always sell

[2:53:06] YouTube https://youtu.be/JE2_7elAcxM?t=10379 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the same thing because the difference is only the level of service and how they want to get there right if you have multiple levels of service so do they want to swim to Maui to where they're trying to go there's sharks and you could drown or get robbed right this chick crazy uh do they want to take a boat to Maui it'll take a little longer

[2:53:23] YouTube https://youtu.be/JE2_7elAcxM?t=10396 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
but there's no shark attacks but there's still no Wi-Fi and you're kind of you know in the sun uh do you want to take a normal flight to Maui get there a little faster still smells bad has security bad food but you're going to get there or do you want to take a private jet to Maui right direct non-stop champagne on the plane suitcase is packed when you arrive

[2:53:38] YouTube https://youtu.be/JE2_7elAcxM?t=10411 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
right and so that's the selling piece e is explaining way they concerns and so these are the questions that sound like um so there's I'm sure Mike has already taught you a lot of the uh the obstacle overcome Concepts right so fundamentally there's there's three big ones right price and rather than teach you like the uh the the the drilling of the obstacles I told you there's two things you need to memorize one of them are the stories

[2:54:01] YouTube https://youtu.be/JE2_7elAcxM?t=10434 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the second are the obstacle overcomes all right because those are the things that you're in the Red Zone like that's not where you start thinking about what you're going to say all right so the two things that you need to memorize as a salesperson are the stories about what you sell and the obstacles that you're going

[2:54:16] YouTube https://youtu.be/JE2_7elAcxM?t=10449 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to encounter when you're in the red zone the questions on the front end you need to know the Milestones you need to hit in order to move forward and this is one of the big mistakes I'm sure Mike talks about a lot which is you need to sit in the pain if someone does not clarify why they need a solution you do not ask for

[2:54:33] YouTube https://youtu.be/JE2_7elAcxM?t=10466 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the sale if they're if we just say hey you know what what brought you to here today I just want to find out more information Okay cool so you know let me tell you about the program like that's not we didn't get the like we don't know why they're there we don't know what their goals are like one of the things drives me nuts about my team sometimes is I'm like dude we're eight

[2:54:49] YouTube https://youtu.be/JE2_7elAcxM?t=10482 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
minutes in the conversation I was like I don't know how many clients they have I don't know what their revenue is I don't know what their profit is I don't know what their biggest pain and struggle was right now I'm like what are you doing I'm like you just told them they're like oh Jim is $100 million doll company I'm like they don't give a but they do my sales guys because they get their OS

[2:55:05] YouTube https://youtu.be/JE2_7elAcxM?t=10498 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
puffed up right but it has nothing to do with the prospect they do not care right they only care about them so right that's right yeah that's the issue right everyone talks way too much about the product and so when you're training sales people you don't train them on the product you train them on the

[2:55:24] YouTube https://youtu.be/JE2_7elAcxM?t=10517 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
prospect the product doesn't matter I mean it matters obviously from like how you're going to make money because you have to do a good job because I'm going to get that in the second point but in terms of when you are selling and training someone if you guys know someone or know a specific Niche really well then you will know their pains and

[2:55:41] YouTube https://youtu.be/JE2_7elAcxM?t=10534 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
if you have a new salesperson you hear them say and you're like that's not what he thinks what is's he doing he might know the product perfectly but he just said that the guy's problem was not the problem and so then it doesn't matter what the product is because he doesn't feel like it's for him even though it's totally for him but you just misarticulated the problem that's where

[2:55:57] YouTube https://youtu.be/JE2_7elAcxM?t=10550 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the clarity has to happen if you nail that the rest of the pitch is easy all right and so the key here is relying on past agreements that have already been made so this person with their partner with their spouse with their B you know whatever has that person knows that there's a problem and they also don't

[2:56:15] YouTube https://youtu.be/JE2_7elAcxM?t=10568 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
approve of that problem and so why would they be in any way against remedying a problem that they already don't approve of right and then finally we always tack on sometimes it's better ask for forgiveness than permission right ha depends on the ticket sale right but you can get those in right and then obviously last last case here is you

[2:56:32] YouTube https://youtu.be/JE2_7elAcxM?t=10585 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
just do a delayed close and say let's get your car down we can put it down payment we can pay the rest on Friday and if between now and then you know your partner comes back and says no man I want to be poor I want to keep struggling and like I want to never make money and like continue to do this for the rest of our lives then I'll absolutely tear up the contract don't

[2:56:47] YouTube https://youtu.be/JE2_7elAcxM?t=10600 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
worry about it right finally you've got stalls right I need to think about it so these are because people don't people are afraid of making mistakes right people are afraid of making mistakes and because of that they don't like making decisions because it's easier to let life make the decision for you and so they like doing it that way because then they feel like

[2:57:10] YouTube https://youtu.be/JE2_7elAcxM?t=10623 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
it's not their fault right and so I mean a great obstacle over for this is what's your main concern which is usually my number one thing I go to when someone's like I need to think about it it's like totally what's your main concern right let's think about it together right and so fundamentally these are the things that they need to know do you feel like

[2:57:27] YouTube https://youtu.be/JE2_7elAcxM?t=10640 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
what we're doing can meet your needs and solve the problem yes or no yes do you want to work with us as a company do you like our values do you like what we stand for do you believe what we believe about the world yes do you have access to funds or know someone who does yes well then let's rock and roll because

[2:57:44] YouTube https://youtu.be/JE2_7elAcxM?t=10657 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
those are the only things we know to me the B decision right do you like the product do you like us and do you have the money to do it that's it simple as that right and so when we walk through those if you encounter these situations obviously there's you know if you're going to do it now sooner or later you might as well like there's plenty of

[2:58:00] YouTube https://youtu.be/JE2_7elAcxM?t=10673 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
2 hours, 58 minutes things to say but I think it's more important to understand the theory behind why someone has this objection right they have an objection around price because they don't see the value because you didn't articulate it they have an objection around decision maker usually because you something up earlier in the sale but at this point you're in the red zone so you got to deal with it so you rely on pasted

[2:58:17] YouTube https://youtu.be/JE2_7elAcxM?t=10690 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
agreements if they come with a stall then you help them confront a decision and make a logical choice and teach them how to make a decision that in that moment you say what are you most afraid of happening I'm afraid of you just you're afraid of me taking the money right just taking your money and you

[2:58:32] YouTube https://youtu.be/JE2_7elAcxM?t=10705 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
getting nothing right again well let me tell you how that's not going to happen right you can bring their concerns all right and then finally they say yes and you're like awesome and this is where if you're selling for someone else get them to send a personalized video like hey Johnny saw you just signed up with us today super pumped to have you uh you're going to be meeting with Heather

[2:58:48] YouTube https://youtu.be/JE2_7elAcxM?t=10721 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
tomorrow she's going to get you kicked off um you should in the mail get a special gift so keep lookout for that and then uh you know send a handwritten card if someone just bought a really expensive thing people are making their decision about whether they believe in you as a company within the first 48 hours after the sale they make a

[2:59:04] YouTube https://youtu.be/JE2_7elAcxM?t=10737 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
decision of whether or not they're going to be with you in the long term and how they are treated in the first 48 hours after they give you money so it's critical and it's usually in that point that people up and just ignore them framework two and you know Mike I can stop I'll just do framework two and then we can do the Q&A because if I don't

[2:59:20] YouTube https://youtu.be/JE2_7elAcxM?t=10753 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
have time to scale the sales teams I can hit on the points later um so this is a big one for everyone who is who's newer to sales all right if you believe you can outperform to season sales rep by learning control your tone all right and so I reworked all of our scripts into the closer framework and

[2:59:37] YouTube https://youtu.be/JE2_7elAcxM?t=10770 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the thing is is immediately some people were crushing it right While others were still not selling and I was like what the right and so I talked to my friends and they were like dude you should read this book by Jordan buffer and the big biggest thing that I got from the book was just he was very specific about tonality and that was a

[2:59:52] YouTube https://youtu.be/JE2_7elAcxM?t=10785 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
big shift for me in just learning to teach how to ask the question not just asking the question right and so in the book he talks about having the same issue that I had with scaling sales it's like I give the script to two guys some guy crushes some guy doesn't I'm like what the right and the thing is there's a hidden dialogue that the sales team does not know that they are talking in right and so the words are not going to be enough all right they're

[3:00:18] YouTube https://youtu.be/JE2_7elAcxM?t=10811 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
just literally 10% so the words that you have it might be the most tested script in the world it's still only 10% 90% is how you say the words right because how you say what you say is tonality like right now I could give everyone here you know Jerry Seinfeld standup script you could read it it wouldn't be funny right because it's not just that you had the script it's how you deliver it right and

[3:00:42] YouTube https://youtu.be/JE2_7elAcxM?t=10835 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that takes time to develop right and that's kind of unconscious Mastery and so there's two ways to do this all right that I have found you can either trick yourself into it or you can train yourself to do it all right and since we don't have enough time to uh to train on the influence of tonalities here's the trick that I teach all right conviction will correct your tone conviction made real so um let me

[3:01:06] YouTube https://youtu.be/JE2_7elAcxM?t=10859 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
tell you this story so I was I was brought in to do a day of Consulting for this mortgage leads company to train their sales team and the first half of the day I reworked the whole script I put the closure framework made it a question based um sale and then I came in and they were expecting me to like rain you know fire and brimstone on

[3:01:23] YouTube https://youtu.be/JE2_7elAcxM?t=10876 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
these guys and so I sat down I was like who's the guy having the most trouble it was this guy John so I was like John and they were still on the leads I was like John how good are the leads he was like well you know and I was like we're good thanks and I was like let me show you how you would answer it if you actually believed that the leads were good I was like you say like dude these leads are unbelievable right now I'm studying for my real estate exam so I

[3:01:45] YouTube https://youtu.be/JE2_7elAcxM?t=10898 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
can get in on these leads my aunt is real her and she has more business she can handle and I'm sending her traffic I'm trying to get my my my brother to do it with me I'm not sure how long I'm in a worker because these leads are killing it for us right if you believe in the product you don't need to have all the sales skills you'll do it the right way because you'll actually want to help the person so that's why the most important part of

[3:02:09] YouTube https://youtu.be/JE2_7elAcxM?t=10922 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the sale is the product Because unless you're a malicious person like most people here was everyone here have some level of ethics on some level like no near just wants to like take someone's last dollar right so then the only way to sell hard because if you're going to close you got to sell hard the only way to sell hard is to believe through and through balls to bones when you look at yourself in the mirror at night this is what I talked about when Mike said at the very beginning like what happens when people

[3:02:34] YouTube https://youtu.be/JE2_7elAcxM?t=10947 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
start hating on you the only way that I've been able to stay where we're at in the gym industry Mike knows the amount of hate that I get right the only way we've been able to do that is that I read the testimonials the thousand of them that I have of Jim who have gone to six figures of the hundred gyms we've taken to seven

[3:02:51] YouTube https://youtu.be/JE2_7elAcxM?t=10964 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
figures right like I know beyond a shadow of a doubt that our product works I also know that if you sign up for a gym not everyone loses weight and I'm willing to deal with that I I'm willing to give everyone the opportunity to change their life so here's the tactics around this reread testimonials out loud daily in front of your sales team all right and if the business that you're working for doesn't have testimonials

[3:03:15] YouTube https://youtu.be/JE2_7elAcxM?t=10988 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
find another business all right I'm serious you're not going to be able to close unless you're like literally unless you're unethical you're not going to be able to close so go find something that is a good product because there's plenty of them out there all right find a good product that you believe in you just see tons of testimonials and then

[3:03:30] YouTube https://youtu.be/JE2_7elAcxM?t=11003 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
read those every day in front of the team all right second well this is for the business owners but fix everything you possibly can about the product all right and never blame a customer for lack of success so as much as there are people who have not been successful who've used gym launch I still take the

[3:03:47] YouTube https://youtu.be/JE2_7elAcxM?t=11020 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
fact that they were not successful and I think what could I have done that would have made the next person like them successful and you plug the hole right if you do that over and over and over and over again you know truly at the end of the day when you look at yourself in the mirror when no one else is watching whether or not you truly put the effort

[3:04:03] YouTube https://youtu.be/JE2_7elAcxM?t=11036 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
forth that merits the price that you are charging right and only you can know that and the thing is is like the reason salese get beat up is because they don't put the work in and then it grates on their soul and then eventually they burn out they burn out not because they can't handle no but because they can't handle how they feel about

[3:04:20] YouTube https://youtu.be/JE2_7elAcxM?t=11053 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
themselves right and so you have to put the work in to have the conviction because that's what's going to get you through it if you've ever met someone who's a born again Christian all right they are convicted they do not care how many people tell them to shove it because they are trying to save people's Souls it's real like if you let that hit you it's real you know what I mean and

[3:04:44] YouTube https://youtu.be/JE2_7elAcxM?t=11077 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
if you can be a disciple of whatever the product you have an evangelist in the truest terms then all the scripting stuff it won't matter why are some of the best sales people clients who had success because they believe in it that's it and the most convicted person will always win the fight right they'll always lead the dance because they have conviction in their skepticism you have conviction in your product and one of

[3:05:08] YouTube https://youtu.be/JE2_7elAcxM?t=11101 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you is going to win out right and it's the question is whose belief is stronger because belief isn't binary it's not do I believe or do I not believe it's how much do I believe to what extent do I believe would I bet $1,000 on this product would I bet $10,000 on this product would I sell my mother this

[3:05:23] YouTube https://youtu.be/JE2_7elAcxM?t=11116 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
product think about it if you would sell your mother this product how convicted are you probably very and you will have no problem closing deals and notice that I have a lower tone right now so that you listen to the words that I'm saying so you think that they're important in terms of uh the training

[3:05:41] YouTube https://youtu.be/JE2_7elAcxM?t=11134 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
schedule 60 minutes a day 5 days a week my guys do world class sales training they text me in the morning before they wake up they text me once they're done uh they do the first 25 minutes they read the script out loud five minutes they drill obstacles I need to think about it I need to talk to my partner um

[3:05:56] YouTube https://youtu.be/JE2_7elAcxM?t=11149 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
this is expensive and then they talk they they drill the second half right as a closer you got to talk you got to listen you got to train both skills right the talking is the tone and saying the words the right way in the right sequence without having to think about it the listening is going over recording and figure out what went right what went wrong and what we're going to do next

[3:06:12] YouTube https://youtu.be/JE2_7elAcxM?t=11165 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
time and saying it drilling it as a team marking it and moving to the next one that's the short answer we 10x the recurring Revenue in one of my portfolio companies by using what we call the diagnostic sale there are seven steps that you can use to follow the script and apply it to your business enjoy I cross $100 million in net worth by age 32 I sold my first big company for 46.2 million and the reason we're able to do

[3:06:36] YouTube https://youtu.be/JE2_7elAcxM?t=11189 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that is because we know how to grow companies and so now I buy companies at a lower price I grow them and then we sell them and so I want to talk to you about one of the companies we just bought uh we bought them a year and a half ago I think or a year ago uh they had 14 locations so it was a chain of

[3:06:53] YouTube https://youtu.be/JE2_7elAcxM?t=11206 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
brick and mortar and since then we've gone from 14 to 32 locations and the reason we're able to do that is because we focused on the sales process and through a process that I want to walk you through something that I call the diagnostic sale we're able to 10x the recurring revenue of the business across all the locations so before we get into

[3:07:10] YouTube https://youtu.be/JE2_7elAcxM?t=11223 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the nitty-gritty of the story let me just walk you through the steps in the diagnostic process first is we like to have some sort of pre-sale questionnaire which the purpose of that is to get get more information that arms the salesperson so they know who they're talking to what their pains are but from the sales perspective for them they also increase their awareness of the problem

[3:07:26] YouTube https://youtu.be/JE2_7elAcxM?t=11239 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
second is we get their information in their credit card which is key and I'll explain why it later uh third is we want to understand what their current situation is where are you at today then we have your desired state so where would you like to be at and then what's the obstacle why aren't you there and then finally once we have these big

[3:07:40] YouTube https://youtu.be/JE2_7elAcxM?t=11253 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
three we present the desired State and our vehicle to overcome the obstacle and we tie our price to the way we're going to get them there and then finally we give them an incentive to prepay so here's the five steps that we follow to actually get this done so number one is that we secret shopped the business so we actually

[3:07:57] YouTube https://youtu.be/JE2_7elAcxM?t=11270 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
looked into it we went there by the way you should secret shop your own business highly recommend doing it you'll be horrified by what you hear your sales guys say you're like I thought we had a script what are you even doing number two is from there this is basically information gathering we figure out what the constraint is okay where do we think there's big opportunities in the

[3:08:13] YouTube https://youtu.be/JE2_7elAcxM?t=11286 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
business now you should think about yourself as your own business consultant if you could buy your business today and look at your business what would be the no duh thing that you would do now for this particular business we thought that they had an offer constraint which really came down to packaging we had offer slash packaging because

[3:08:29] YouTube https://youtu.be/JE2_7elAcxM?t=11302 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
fundamentally we're not going to change the core of the business we're not going to all of a sudden start selling soap when you sell HVAC like that's not going to happen right so the core of the business can remain unchanged it's how we're going to package the services we deliver or that the services we sell to

[3:08:45] YouTube https://youtu.be/JE2_7elAcxM?t=11318 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
a customer how are we're goingon to get them to perceive what we're selling we gathered the data we figured out the constraint was that they should get way more re-bookings which I thought was an offer and packaging issue which is we need to sell the solutions sell the goal and so number four is okay if we assume that we're going to make this new transition to this new new offer new

[3:09:01] YouTube https://youtu.be/JE2_7elAcxM?t=11334 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
packaging we have to anticipate so you we call it killing zombies uh which is one way of putting it you anticipate the obstacles or objections that people are going to throw at you ahead of time write this in neon marker above your sales team which is it's way harder to get someone to buy buy after you

[3:09:18] YouTube https://youtu.be/JE2_7elAcxM?t=11351 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
presented the price because now they're like he's trying to sell me so we have to counter that before we become salespeople in their mind we are a trusted expert ideally if we're positioned well and you should be that way if you know what you're talking about and I like to use the frame of childlike curiosity I always tilt my

[3:09:34] YouTube https://youtu.be/JE2_7elAcxM?t=11367 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
head I probably even did it subconsciously just now you tilt your head when you ask the question because it's non-threatening you're like huh that's weird what changed between then and now just so I understand then they can tell you rather than be like you said that your husband said supports you you can't say that now you have to buy

[3:09:50] YouTube https://youtu.be/JE2_7elAcxM?t=11383 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
doesn't work that way if you win the argument in a sale you lose the sale the only way that you win the sale is being willing to lose being right and so the fifth step and this is the ongoing step is that you implement the diagnostic sales process so it's implementation so now that I just outlined the five steps

[3:10:05] YouTube https://youtu.be/JE2_7elAcxM?t=11398 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
let me deep dive into the implementation into the actual business and how it did this with this particular business when we bought them I spent 4 hours with our director of sales and we outlined the new sales process we wanted to implement and as soon as we implemented that sales process we 4X LTV progression meaning how much people paid us it went from 200

[3:10:27] YouTube https://youtu.be/JE2_7elAcxM?t=11420 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to 800 so really big jump and we the crazy thing about this is that we didn't change what we delivered we only changed how we presented it and so this is the key of how we create value how we scale companies how we grow companies and many companies keep these things as Secrets uh as their special sauce and I just fundamentally believe that that the more we put out the more we get back and so

[3:10:49] YouTube https://youtu.be/JE2_7elAcxM?t=11442 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that's why I operate this way all right so I will hold nothing back and this is something I call the diagnostic sales process now to be very clear the diagnostic sales process is one of two different sales or maybe three different sales processes big picture that you can have in a business one is a transactional sale all the way on this extreme so on one side you've got

[3:11:11] YouTube https://youtu.be/JE2_7elAcxM?t=11464 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
transactional sales and on this side you've got Enterprise sales which is like uh relational sales like if you think about like you're selling some big Fortune 500 company you have to get stakeholders involved get budget approval there's all that stuff and on transactional side you've got like High Velocity sales we're talking 20 30 minute sales a guy who stands in of the car wash sells Car Wash somebody sells gym memberships transactional and then you've kind of got like this Middle

[3:11:36] YouTube https://youtu.be/JE2_7elAcxM?t=11489 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
where you might sell something that's a little bit higher ticket but it's a little bit more custom all right now what we did was I took their sale from here a purely transactional sale and moved it towards custom all right now in a transactional sale you typically fit the customer to the product and so let's say that I sell pens all right so I sell pens if somebody comes in I'm going to basically

[3:12:00] YouTube https://youtu.be/JE2_7elAcxM?t=11513 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
3 hours, 12 minutes spend all my effort listening to what they say they want and then telling them how this pen fits their needs or I have to basically say your needs are wrong let me educate you more and this actually solves all your problems right and so those are pretty much the only two approaches you can take in a transactional sale now the advantages of

[3:12:17] YouTube https://youtu.be/JE2_7elAcxM?t=11530 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
having this type of sale is that it's really fast uh they tend to be lower ticket in general uh and from an operational perspective in the business you don't need to personalize anything and so you get the sales team and the sales process to basically Orient everyone like a funnel down to one solution and then you just make a ton of these Solutions and you get lots of efficiencies because you only have to produce one thing this the custom sale

[3:12:40] YouTube https://youtu.be/JE2_7elAcxM?t=11553 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
is a harder sale sry easier sale to do but harder on the operational side and so the magic happens when you can actually Bridge the product component of transactional which you say okay we only sell these types of widgets this is the only thing we deliver but I can do it in a way that feels custom feels personalized all right so I'm going to give you two examples and

[3:13:04] YouTube https://youtu.be/JE2_7elAcxM?t=11577 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
I'll explain this one in a second this chart that I have here which if you could take your recurring revenue from that to that just by changing how you sell if you'd want to do that hang tight we're going to break that the process so if I had cuz I did this in the gym in the gym world too which is part of why

[3:13:20] YouTube https://youtu.be/JE2_7elAcxM?t=11593 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
our gyms make more money so a traditional sale look something like this someone comes in so this is traditional and you say we have a membership that's you know whatever $99 per month all right that's your membership and you say our membership has this this this and this and you want that right because it's going to help you accomplish all your dreams okay

[3:13:43] YouTube https://youtu.be/JE2_7elAcxM?t=11616 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
sometimes you get people sometimes you don't what I do we do something called a diagnostic and so the first thing is that when the person walks in the door we get them to fill out a pre-sale questionnaire and so that's like an application in a digital process but an inperson process it follows the same logic which by the way internet businesses follow local businesses local businesses can also model internet

[3:14:08] YouTube https://youtu.be/JE2_7elAcxM?t=11641 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
businesses when you find out something works in one place which I think has been one of the big advantage of I've had in business is I try and put it in a completely different place and it often works too if you understand the concept and so we fill out a pre-sale questionnaire now the pre-sale questionnaire simply walks them through all the reasons they walked in today and it ask them the same question in

[3:14:23] YouTube https://youtu.be/JE2_7elAcxM?t=11656 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
multiple different ways so it's like hey like what brought you in today what's the current problem you're dealing with how long you've been dealing with it if you had to quantify how much this has cost you financially what would it be uh if it continued for 5 years how much worse would the situation be and so the

[3:14:39] YouTube https://youtu.be/JE2_7elAcxM?t=11672 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
whole point is we're trying to agitate tame we're trying to bring attention to this problem and Elevate its importance so that's what the pre-sale questionnaire does now the second thing is we get info and this is very key so when someone comes in after that we say hey I want to I want to set up your account profile and so when you do that you collect their

[3:14:56] YouTube https://youtu.be/JE2_7elAcxM?t=11689 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
information and this is the key part you get their credit card now you're like wait a second I'm getting a credit card but I haven't sold anything exactly and you do that so that when you do sell something later you don't have to ask for it now you get the pre-sale they're like wow I really do need this thing you

[3:15:12] YouTube https://youtu.be/JE2_7elAcxM?t=11705 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
say hey let me complete your customer profile just standard procedure no big deal all right then you get their info now if they're like well I don't want to give you my credit card you're just like it's just how the system works it's how we complete profiles and then they'll give it to you all right so from there this is the this

[3:15:28] YouTube https://youtu.be/JE2_7elAcxM?t=11721 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
is where the special the special magic that's unique to each individual business happens so in the weight loss business I want to understand where their goal at so we say what's current and then four what's desired where are you now where would you like to be and then this one you ask them say what's the

[3:15:53] YouTube https://youtu.be/JE2_7elAcxM?t=11746 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
obstacle what's in between these two things is the obstacle right current I've got an obstacle getting in the way of my desired that's all we're asking in the process now in weight loss and in most businesses the thing the person thinks is in the way is often not the real thing in the way and that's because they've never had this conversation before they clearly haven't solved the solution and that's why they're coming to you and so you want to just get their

[3:16:16] YouTube https://youtu.be/JE2_7elAcxM?t=11769 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
word words more so so that you can explain it back to them using the language they gave you all right and so in the weight loss world for example instead of selling a membership I would say okay well it sounds like you need these three things Fitness distri accountability Fitness wise you need to work out X days a week nutrition-wise

[3:16:33] YouTube https://youtu.be/JE2_7elAcxM?t=11786 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you need to eat this food at this time and we can help you meal prep the stuff so you got when you go to restaurants you can still stick on it and you need accountability because if you don't if you do if if I give you the best fitness plan and the best nutrition plan but you don't show up doesn't matter right account is what makes the whole thing work great finished nutrition

[3:16:49] YouTube https://youtu.be/JE2_7elAcxM?t=11802 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
accountability easy three-step framework fantastic now this is where it becomes diagnostic now most customers and this is why this is where the magic happens is that even if you still deliver the same thing so fundamentally when I switch the sales process the gyms remain the same they still have workouts they still have nutrition help they still have accountability nothing changed but how we presented changes and so rather than

[3:17:12] YouTube https://youtu.be/JE2_7elAcxM?t=11825 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
saying hey I'm going to sell a four-week thing or a six week thing I say hey you're currently 200 lb Okay now what's your high school weight she says I want to I want to get to 140 you say okay cool you want to get to 140 this is your desired okay so you have a 60 pound difference now what we found is that we don't want people to lose more than pound and a half to two pounds a week all right so let's just be conservative and call it one and a half so then I take out my

[3:17:39] YouTube https://youtu.be/JE2_7elAcxM?t=11852 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
calculator and I say what's one and a half time 60 which would be other way around it' be 60 divid by 1 and a half which is 45 okay so 45 weeks is how long it's going to take us to take you from 200 to 140 so you lose a pound and a half a week it's going to take 45 weeks and so six present price in relation to

[3:18:09] YouTube https://youtu.be/JE2_7elAcxM?t=11882 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
goal so you say awesome so we currently charge 99 bucks a week we can get you there in 45 weeks which means it's $500 and that means and for us I added a a guarantee on the back end which which said hey if you show up to the workouts for the next 45 weeks and you log your food and you don't lose the weight I'll keep working with you for free until you do so that means this is the translation this is the key part in the script so that means when you pay this $4,500 it

[3:18:34] YouTube https://youtu.be/JE2_7elAcxM?t=11907 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
means that you can count that weight for good you can put it out of your mind you pay me this money we're going to get there one way or another As Long as You Follow the steps you're going to follow the steps right great and so here you're trying to sell 99 bucks a month or or whatever this would be 99 bucks a week

[3:18:49] YouTube https://youtu.be/JE2_7elAcxM?t=11922 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
if if I was doing equivalent pricing all right so this would be like a semi-private program but by positioning it this way I'm not selling a membership anymore I'm selling exactly what they want and putting a price tag on it and saying you want to get to 140 it's going to take this long and I'll guarantee that you

[3:19:05] YouTube https://youtu.be/JE2_7elAcxM?t=11938 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that you'll get there provided you follow these steps and then they say wow that's awesome you say well if you want I can can save you a little bit of money you want to save a little bit of money and they're like yeah I want to save a little bit of money well if you prepay you can save 10% a day so I can save you 450 bucks you want to do that that's what most people do great you want to you want to use the

[3:19:30] YouTube https://youtu.be/JE2_7elAcxM?t=11963 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
card you have in file done so that's that's the process now I took this process and applied it to a completely different service business that we own that's a chain that this is a little bit more Medical but the concept still applied which is and this is the key part is you have to figure out for whatever it is that you

[3:19:52] YouTube https://youtu.be/JE2_7elAcxM?t=11985 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
sell what the current is versus what the desired is so if I were uh a painter all 3 hours, 20 minutes right and I was painting houses sounds crazy right say hey so you currently have this thing you want a completely painted house and so the like now for them this is like more us do it for you rather than uh self-service like I'm

[3:20:15] YouTube https://youtu.be/JE2_7elAcxM?t=12008 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
going to have to like they you're not painting your house and them helping you so they're actually going to paint the house so then we just try and think how can we how can we how can we sell to goal and break it into a price that we tie to that and so it' be like okay so we're going to need four coats of paint and inste to take this period of time and then at that point your your whole house is going to be weatherproofed and so that means that when you pay this

[3:20:37] YouTube https://youtu.be/JE2_7elAcxM?t=12030 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
price that's what you're going to get by this state and if we don't get it done by that date I'm going to give you this and that way we can relieve their risk that it's not going to happen happen and we tie the purchase to the outcome so this particular business when I bought it or bought into it um it was a business that they had really good lead gen and they have a good product but they didn't have good

[3:21:01] YouTube https://youtu.be/JE2_7elAcxM?t=12054 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
packaging and I saw the opportunity because I knew that if I installed my sales process into their business I could make it make a lot more money and so if you have the opportunity to like 4X a business without opening new locations you do that and so that's more or less what we did so I actually wrote down the new sales process took me four hours so I wrote down the new sales process and then I presented to the management team and they were like wow

[3:21:26] YouTube https://youtu.be/JE2_7elAcxM?t=12079 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
this is the most valuable thing we've ever had happen to our business and I said great so let me know when you do it across all the locations and let's keep buying and opening new ones and so 18 months later we have 32 locations and the recurring Revenue in that time period has gone up and the average revenue per customer went from

[3:21:44] YouTube https://youtu.be/JE2_7elAcxM?t=12097 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
$200 to $800 from this one process and that was because before this they were selling one-off transactions they were saying hey we'll do this service for you so think of it like botox or we're going to do filler or we're going to do something this one time and so rather than just say sure give us a call when you want it again which is pretty much what the process was before this I say hey you want to look a certain way you're not

[3:22:09] YouTube https://youtu.be/JE2_7elAcxM?t=12122 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
here because you want filler you're here because you want to look a certain way so if I show this chart to you of faces and filler densities where where do you see yourself on here currently now you let them self-identify you can't be like look vix you're ugly can't say that so you got to say where are you on this chart and then they say this now in the weight loss sale I got them to step on the scale the scale called you fat not me all right so maybe just point to the third party not me so

[3:22:34] YouTube https://youtu.be/JE2_7elAcxM?t=12147 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
so so you get them to pick how ugly they are all right and then you say how pretty do you want to be now everyone's going to say I want to be super pretty but here's the beautiful thing when they pick how pretty they want to be they're the one who set the goal and that means The price came from them and you know where I picked this up was yogurt stores

[3:22:51] YouTube https://youtu.be/JE2_7elAcxM?t=12164 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
so one of the things I thought was genius about like Yogurt Land and things like that was if if you go to a store and then they fill up your stuff behind the counter and then they say hey it's eight bucks you're like man what the hell this place is so expensive but if they give you the cup and you fill it up and you put it on the scale you're like

[3:23:07] YouTube https://youtu.be/JE2_7elAcxM?t=12180 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
man I'm a fat ass same pricing but because I had control over what I picked I'm the one who's responsible for the decision and so by saying where are you on this chart and again this is where the magic happens I say current desired that's where the thinking behind how I'm going to structure a sale is where like that's where the that's where the experience that's where the expertise that's where it comes in this is the process and hopefully you guys can take

[3:23:31] YouTube https://youtu.be/JE2_7elAcxM?t=12204 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
this for your business and think like okay what's current what do they really want they're not buying lip filler they're not buying a painted house they're buying an image in their mind of what they want that house to signify or what it means to them and this lady is not buying filler she's trying to buy a certain look she wants people to think

[3:23:47] YouTube https://youtu.be/JE2_7elAcxM?t=12220 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
about her a certain way that she want when people walk when she walks in the room she wants guys to turn their heads though cuz she's probably getting a little older they're not turning their heads as much and she still misses that and she pay anything to get that so say you're ugly now how pretty do you want to be we say cool so for us to get you from here to here it's going to take us

[3:24:03] YouTube https://youtu.be/JE2_7elAcxM?t=12236 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
45 weeks it's going to take us Botox filler and you know plastic surgery whatever we're going to have to hit you with a pretty shovel and bring you back to life all right we're going to have to do this and it's going to take this many weeks for us to reverse this level of Aging or at least take these cow feed out or whatever it is and so we tie

[3:24:19] YouTube https://youtu.be/JE2_7elAcxM?t=12252 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
where you're at to where you want to go and then our solution is only the vehicle that delivers this outcome and so that is the moment that you present the price because they picked where they were where they want to go and then you as the expert explain the path to getting there so they pick the before

[3:24:34] YouTube https://youtu.be/JE2_7elAcxM?t=12267 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
and after and you just use your expertise of this is what we found best to get people to hear Who start where you're at and so we found out that this opportunity existed within this particular business because I had my sales director your secret shop them so mind you this is Brick and mor chain we have a lot of locations so we could

[3:24:50] YouTube https://youtu.be/JE2_7elAcxM?t=12283 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
sneak our way in it's harder if you have like a you know four sales guys who do all the sales they'll just tell the owner right so we wanted a secret shop before we actually completed the investment and so uh when he went in he was I asked him so I went through this checklist I was like okay so did they give you some sort of pre-sale question

[3:25:04] YouTube https://youtu.be/JE2_7elAcxM?t=12297 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
he was like no I was like okay great I like did you did they ask you for your credit card or did they ask you for your information or anything before you got the service and he was like No And I was like fantastic what else what else El did they do it's like did they have you set you know pick uh where you're at and where what your goal is he said yeah

[3:25:21] YouTube https://youtu.be/JE2_7elAcxM?t=12314 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
they did have me uh pick where I was at but not where I wanted to go so they just had him pick okay how ugly are you and he's like okay now again not completely flawed I want to be really clear here like this is a at 14 locations they're not they're not idiots they had the pain we agitated the pain they said listen this is how ugly you

[3:25:37] YouTube https://youtu.be/JE2_7elAcxM?t=12330 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
are on this scale that we invented and you're here you're a seven ugly great so he checked this but he didn't get to say where he wanted to be so then from there he just went right into the service and then when he came out he just gave them the card to pay for the service and that was it and he just walked out the door and I was like wait so they didn't they didn't actually like ask you to buy a

[3:26:00] YouTube https://youtu.be/JE2_7elAcxM?t=12353 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
3 hours, 26 minutes package or get into some membership or anything and he's like well they tried to upsell me this one product at one point but this was the price point and the price point was like 20 bucks or something and I knew what the average customer's worth which was like 200 at the time I was like that's like by the way if you're going to do upsell you

[3:26:16] YouTube https://youtu.be/JE2_7elAcxM?t=12369 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
want the price point to usually be usually be five times more than the current price because if you get 20% of people so customers are fractal so we're going to go into a little side quest here but it'll be worth it for you since we're talking about sales so you've heard of 8020 right so You' got a 100 people right the top 20% you've got the 80 underneath right these are the people 8020 have

[3:26:41] YouTube https://youtu.be/JE2_7elAcxM?t=12394 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
five times the spending power of these people and so because of that if you get 20% of people to buy something that's five times as expensive so let's say my current thing is $11,000 if I'm going to have an upsell I want my upsell to be $5,000 because if 20% take it then it's 20% time 5,000 which means I add $1,000 to my average ticket so I go from $2,000

[3:27:04] YouTube https://youtu.be/JE2_7elAcxM?t=12417 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
or sry $1,000 per customer to $2,000 per customer and so when I heard that their upso was 10% it'd be like having a up be like my upsell is 100 bucks okay fine maybe 20% take that so I I go from a th000 to 1,020 who cares like what's like why bother right and fundamentally again smart business owners and they were upselling product which means there's no real delivery in a brick and mor service business so they could just hand the product make the money and I think they

[3:27:38] YouTube https://youtu.be/JE2_7elAcxM?t=12451 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
were using it more for commissions for their staff to increase the average pay which a different objective entirely and totally fine but I was only looking at this from how do I take customers who are worth $200 and make them my goal is to get them worth a th000 currently it's $800 I'm going to keep getting there until we get to 1,000 but I think that

[3:27:54] YouTube https://youtu.be/JE2_7elAcxM?t=12467 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
we can get it to a th and so we secret shop them number one which by the way if you have a team of people who are currently selling your stuff secret shop them and then be horrified by what you listen to on the phone or what you see in person because you have this beautiful idea of what you think your sales process is and it's a night nightmare it's an absolute nightmare if they remember half of it

[3:28:19] YouTube https://youtu.be/JE2_7elAcxM?t=12492 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you'll be stoked and so if you run in an environment especially in a in a lower wage environment so if you're brick and mortar you have a chain of of locations and you have to take low skill labor and teach them a sales process you've like the the expertise in sales comes down to how easy and simple you can make the

[3:28:36] YouTube https://youtu.be/JE2_7elAcxM?t=12509 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
process and so that comes down to like can I automate parts of the p uh the point of sale so that they can't move forward without doing this checkbox right and by doing this checkbox they have to ask the question so it forces script adherence now training sales not into this video but you want to basically repeat the process over and over and over until they're sick of it until they say like yes Mom would you like to have do you have your credit you want to use the credit card on on file

[3:29:00] YouTube https://youtu.be/JE2_7elAcxM?t=12533 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
3 hours, 29 minutes like until they're saying it like they could they can breathe it they can think they can say without thinking about it that's when you've maybe just started to have a a team that's that's well trained now that we finished these seven uh pieces of the diagnostic I want to add one more bonus because you're like wait a second so where's the where's the

[3:29:15] YouTube https://youtu.be/JE2_7elAcxM?t=12548 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
recurring Revenue great observation Andrew okay so so number eight is transition to recurring all right I remember this I'll give you two separate stories that'll drive this home so A friend of mine has a a recurring membership that he sells and he sells it at uh I think he was sell at 300 bucks a month and he couldn't get people stick past three months and so he tried all these different gimmicks and things and he just couldn't crack three months of

[3:29:40] YouTube https://youtu.be/JE2_7elAcxM?t=12573 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
LTV now that could have been a pricing issue whatever so this is what he did he stops selling it at $300 a month month to month and started selling as a $10,000 program with 36 Monon of Interest refinancing and so when people bought they were buying a $10,000 price point but they got an amazing payment plan and so he didn't change anything about what he sold but that took his average

[3:30:04] YouTube https://youtu.be/JE2_7elAcxM?t=12597 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
customer from 3 months to eight months so we're talking about a $900 so three times 300 to 8 * 300 2,400 that kind of change in a business life-changing in terms of how much money you can make the second one was I had a different friend who had a continuity program uh he was an uh agency and what he did was he realized he had churn in his business and so he said you know people are way less likely to turn out of a payment

[3:30:27] YouTube https://youtu.be/JE2_7elAcxM?t=12620 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
plan same as the other one than they are out of a monthly recurring Revenue strain and so what you call it to the customer can affect the likelihood that they pay but as far as the business is concerned you just want payments that are regular and all you do to take a program and take it from from a payment plan to to recurring in terms of what how it actually looks and feels is you just put an automatic recurring at the

[3:30:50] YouTube https://youtu.be/JE2_7elAcxM?t=12643 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
end of the program and so when someone buys this big thing and you make a payment plan and then it recurs into the exact same price as the payment plan you just move the pieces around but the likely they stick is way higher and so that's exactly what we did as the last step in the diagnostic sales process and

[3:31:05] YouTube https://youtu.be/JE2_7elAcxM?t=12658 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
I wanted to highlight this point for you because I've done it in every business and so we give someone the option to prepay you can give if you want a little bit more aggressive you get 20% off if they prepaid today if you want to have one step down below that which is what I like to do you give them 10% off if they

[3:31:20] YouTube https://youtu.be/JE2_7elAcxM?t=12673 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
do half down and then make the rest his payments and if they still can't do that then I take the whole thing and I spread it over let's say our 45 weeks and so I'd say okay it's 99 bucks a week 99 a week and there you go now they go from 99 a week to 80 bucks a week if they prepay the whole thing and they go from 99 bucks a week to 90 a week if they prepay half and here's the key part is

[3:31:46] YouTube https://youtu.be/JE2_7elAcxM?t=12699 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that when we present the price you present it at the highest rate so you present it at the payment plan let me walk I'll walk you through this CU I think it's important well I'm going to put it here and so I don't have to flip screens for you all right so you have your full boat I'll say full interest

[3:32:02] YouTube https://youtu.be/JE2_7elAcxM?t=12715 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
price so for us in our example is 4500 bucks all right 45 weeks time 99 roughly all right so this is our full boat price we have our prepayment discount in full which is- % all right so for us it's going to be minus what is that 900 yeah 900 from there so that's 5600 sorry other way uh 3600 3600 if they do half down you say I'll let you save uh 450

[3:32:34] YouTube https://youtu.be/JE2_7elAcxM?t=12747 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
bucks so 10% so 40 five Z all right so this is 10% minus 10% that's- 20% now the reason this is so important is think about the alternative think about and this is what most people do so listen to me Andrew most people do this they present the price is $3,600 and then they say oh well we have payment plans that we have interest on and so we do we do have 10% interest if

[3:32:58] YouTube https://youtu.be/JE2_7elAcxM?t=12771 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you can put half down and we have 20% interest if you put uh nothing down and you just go onto a straight payment plan well which one would you rather buy if on one hand you have a $4,500 price tank which anchors you high and you say or you can get a benefit for prepaying today rather than you think about 3600 you're considering it and then they say oh it's even more even though you're just considering this Peg guess what you

[3:33:22] YouTube https://youtu.be/JE2_7elAcxM?t=12795 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
have to pay way more now be because you can't afford it you have to pay more Banks do it all the time and guess what everyone hates Banks so if banks want to fix their process Mr Bank maybe this will work who knows anyway point is is that this is how you present the price because you get the benefit of a price anchor and you get to be the good

[3:33:39] YouTube https://youtu.be/JE2_7elAcxM?t=12812 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
guy for getting them to pay upfront rather than the bad guy for them not being able to so we're going to we're going to go through step eight in uh in the more transition uh process for the sale and so I want to just walk you through step downs and so this is super important to understand from a sales perspective so we'll call this sales step downs and uh this is by the way a preview for my next book coming

[3:34:03] YouTube https://youtu.be/JE2_7elAcxM?t=12836 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
out $100 million yeah anyways so so sales step Downs is one of the things that we have so obviously the first thing we're going to present is a prepayment all right which is painful today prepay yay by the way you've probably noticed from any of my content I don't say paidon fools and that's because that's a that's a

[3:34:20] YouTube https://youtu.be/JE2_7elAcxM?t=12853 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
Salesman term not a customer benefit if you prepaid you get a benefit whereas paidon full is like I got all the cash to front good for me and so I have trained myself because I used to say paidon fools pipis P you know whatevers pifs like all of that stuff I used to do as a sales team sales leader and then I also heard my team saying that to customers like hey if you want to pay in full today like it's just like kind of

[3:34:41] YouTube https://youtu.be/JE2_7elAcxM?t=12874 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
gross and so I prefer to say like hey we have a prepayment discount and so training that just little Pro tip for you so number one is prepay number two is we do discount uh with partial so this is the half down oops half down here you can also do in-house well this is whatever sorry this is credit card or third

[3:35:08] YouTube https://youtu.be/JE2_7elAcxM?t=12901 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
party so if you have like most most businesses that sell legitimate Services have third-party financing solution that already exist and so I promise you there is a banker somewhere who started a business to service this Emerging Market of whatever it is that you do who says I'll bet you I can help Finance transactions now the prices they charge for that financing will differ based on how risky your businesses and so like

[3:35:33] YouTube https://youtu.be/JE2_7elAcxM?t=12926 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
there's financing for casinos like if you want to get if you want to get a loan to go gamble more like there's financing for that but they will charge you a lot of money right and so like that being the extreme on the other hand if you want to finance a house there's obviously huge mortgage industry and so from every step in between there are

[3:35:48] YouTube https://youtu.be/JE2_7elAcxM?t=12941 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
Partners who will step in as third party and take on that risk for you for a price and so I prefer can I get the prepayment because it's easiest and fastest if not I usually have a third party that I set up so that my customers can get financing if we don't move past either of these two things then I try to

[3:36:04] YouTube https://youtu.be/JE2_7elAcxM?t=12957 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
go with a partial with some level of discount not as much as here but a little bit and if they still say no then I go for continuity which is why don't we just make a payment plan on the thing and in this particular business because what they were doing before was simply rebooking people for another session of service we just had this be the

[3:36:26] YouTube https://youtu.be/JE2_7elAcxM?t=12979 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
automatic like everyone gets rebooked and that would became that became an internal saying like I like having montras uh within sales teams which is like everyone buys something like everyone buys something there's no reason someone should not buy something and so sure we'll get them a prepay maybe a partial okay fine we'll do a payment plan that's whatever call it you know 250 uh times four great that's our th000 that's our th000 plan that we're

[3:36:50] YouTube https://youtu.be/JE2_7elAcxM?t=13003 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
getting people to buy and you pay 250 today and then three more times and you can do it every other month if it's a more uh intermittent service whatever just match the payments to when they get delivery and then finally if they're like well I can't do any of those things and like cool let's just let's just book

[3:37:05] YouTube https://youtu.be/JE2_7elAcxM?t=13018 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the next time you want to come in that's it and so this is the final of the process in terms of in terms of the step Downs that we might offer someone we just walk through this whole process and you're like wow maybe that's l lot of work I have to use my brain power but welcome to business but let me tell you why it's worth it so these are the

[3:37:21] YouTube https://youtu.be/JE2_7elAcxM?t=13034 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
actual stats and I put the numbers without the names to keep it nice open loop for you so number one is that they had 9% of Revenue uh that was recurring within this product line all right so they 9% that was occurring after we implemented this process 60% they took this 9% to 60% of this product line within the company so awesome number two they had basically no

[3:37:47] YouTube https://youtu.be/JE2_7elAcxM?t=13060 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
membership at all because they just weren't it wasn't even an option not really and we were to push that to 30 that's a 30 30% into memberships this included payment plans this is just memberships and then we went from getting one additional extra visit on average per person meaning two to getting 4 to

[3:38:10] YouTube https://youtu.be/JE2_7elAcxM?t=13083 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
six visits per customer by introducing this sales process from a money perspective we went from $20,000 when we uh bought the business so mind you this business made a lot more money than this single product line or this service line but this is where I wanted to invest my time because I thought there was a huge opportunity here because I saw from the secret shopper from the constraints I thought this was a big area of attack and so they only do 20,000 a month which

[3:38:35] YouTube https://youtu.be/JE2_7elAcxM?t=13108 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
business de sizes not a lot and then however many have been dots this later over 250,000 per month in and added and it continues to grow and this compounds and that's the that's the beauty of this type of sales process and repackaging of what someone already sells and so we went from 9 to 60 0 to 30% on memberships from one visit to

[3:38:59] YouTube https://youtu.be/JE2_7elAcxM?t=13132 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
four to six visits and from 20 to 250,000 so we more than 10x the recurring revenue of this business by following a diagnostic process rather than just selling some traditional one-off thing the first thing you have to learn how to do is how to sell the second thing you have to learn how to do is get someone else to sell for you and

[3:39:14] YouTube https://youtu.be/JE2_7elAcxM?t=13147 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
so in this video I break down how he scaled a new sales department from 0 to 40 sales reps doing 5 million plus per month in sales within 90 days but before I explain the $21.6 million increase let me kind of give you some context on this business and where it was in the life cycle we brought in Mercenaries so when I say mercenaries I mean an outsourced sales team the founder of the business had never been in sales at all he'd

[3:39:38] YouTube https://youtu.be/JE2_7elAcxM?t=13171 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
never got on the phone he' never done door Todo he never done anything related to getting a stranger to give him money one-on-one I thought it was too risky to try and have somebody's completely new to it try and start from scratch and so I called somebody in my network and I said hey do you want to make a bunch of

[3:39:53] YouTube https://youtu.be/JE2_7elAcxM?t=13186 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
money and he said yes can you round up some of your guys and start taking college for this company that I have and so they started taking sales and we started making more money we have a w money up W fantastic and in a second I'll walk you through all the statistics of what the mercenaries and the ouse

[3:40:09] YouTube https://youtu.be/JE2_7elAcxM?t=13202 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
team did which then led us to a fully in-house team now as you can imagine imagine going from zero sales guys to 40 sales guys in a fresh company is hard but let me explain some of the problems with the mercenaries and then I'll walk you through the actual stats so there were three main problems with the

[3:40:26] YouTube https://youtu.be/JE2_7elAcxM?t=13219 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
mercenaries all right problem number one is that we were giving them 20% of the revenue all right now this is something that I was vehemently against to be very honest with you in this particular company I was in a minority position I said it's ultimately your call I was like but I would not do it at this percentage they decided to move forward with it anyways and hey we made money there was a w there but it was a problem 20% of Revenue coming in is a big

[3:40:50] YouTube https://youtu.be/JE2_7elAcxM?t=13243 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
check the sales team company was arguing we can't get the top guys to sell unless we give them a really big rip that's sales slang big commission so we had to give them 20% of the revenue that they collected as commission to The Mercenaries team the ouse sales team the second problem that came up is related to Performance they were getting less than 30% of people to ascend meaning people who buy the first

[3:41:14] YouTube https://youtu.be/JE2_7elAcxM?t=13267 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
thing to buy the next thing and we wanted it to be higher than that or I believe that it should be higher than that we're paying a lot and we're not getting as much out as we want the third problem with the ouse sales team and this is one that I think more long-term about because I'm investor in the business

[3:41:30] YouTube https://youtu.be/JE2_7elAcxM?t=13283 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
is is the sellability and Enterprise value of the business meaning in the future we'd like to sell the company at some point probably and even if you don't want to sell a business creating a sellable business still makes the business more valuable and so if you can make a business more Val Val to a stranger it also becomes more valuable

[3:41:47] YouTube https://youtu.be/JE2_7elAcxM?t=13300 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to you if you have a outsourced sales team something that exists outside of the business that's responsible for 203 40% of the revenue in the business then that could be a material issue that's why we decided to look at these three things and say all right let's see if we can move this in house I'm going to walk

[3:42:03] YouTube https://youtu.be/JE2_7elAcxM?t=13316 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you through first the funnel kind of before and after and then I'll walk you through the process that we did to fix it or swap it over that resulted in the $21.6 million increase in profit not Revenue profit the way that this process was structured is we had a two call set up we've got a percentage of people who

[3:42:20] YouTube https://youtu.be/JE2_7elAcxM?t=13333 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
schedule a call a percentage of people who show to the call and then schedule the next thing then they have to show to the next thing and they go to the next call and then do they buy so let me walk you through the stats here because everyone who bought the product had a first call that they wanted to attend 100% of people were scheduled to show up for this call with the Outsource sales

[3:42:42] YouTube https://youtu.be/JE2_7elAcxM?t=13355 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
team we had 74% of people are actually showing for the call once they got on the call we're able to get 53% to schedule the follow-up call and so some people call this a qualification call which is if you're going to sell something else you want to make sure the person actually fits for the thing you sell makes sense right you want to make sure they have the problem to solve and the money to spend with the 53% the Outsource team wanted to only give their

[3:43:08] YouTube https://youtu.be/JE2_7elAcxM?t=13381 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
closers because he's trying to optimize for his dollars per hour for his team only the easiest closes so they weren't willing to take call they weren't already sure were going to close all right so because of that they're only passing 53% or almost half to the next call now again this is just scheduling

[3:43:23] YouTube https://youtu.be/JE2_7elAcxM?t=13396 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
now from here we had 63% showing up to call two so this is call one this is call two now this is the close call this is the set call this is the close so I'll just put set this is close so the last box we got to fill in here is how many people were they actually selling all right and they were getting 80% of people who show go to the second call

[3:43:46] YouTube https://youtu.be/JE2_7elAcxM?t=13419 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the closed call to buy all right and so that is where money came out the other side hooray so let's walk through the math as if a 100 people bought the product so if 100 people bought the product then it means that we'd have 74 3 hours, 44 minutes 74% of 100 74 people who would show up to this first call now of the 74 people

[3:44:07] YouTube https://youtu.be/JE2_7elAcxM?t=13440 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
53% so about 37 of them would then schedule for the second call of the 37 people who scheduled for the second call we're going to have 22 so 63% 22 of them are actually going to show up to this close call now 80% of these 22 are going to close which means we'd have about 20 sales or 20% of that front end that ascends now remember I said at the very beginning one of the

[3:44:38] YouTube https://youtu.be/JE2_7elAcxM?t=13471 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
problems is that we wanted it to be closer to 30 this is the issue and so I want to be very clear a big part of this was was the price point we were selling at and the fact that we were selling people who are already customers we're not selling cold traffic here we're selling people who already bought this already demonstrated an interest and

[3:44:54] YouTube https://youtu.be/JE2_7elAcxM?t=13487 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
we're saying do you want more help with that thing so we thought it should be much higher so there's five steps that we broke down that we had to do to go from out ofh housee team mercenaries to in-house sales team and the first one started with hiring a director now right off the BET let me explain our thinking process before I explain who we were looking for and how we found them cuz listen you don't want to hire 40 people people right you were thinking okay I

[3:45:16] YouTube https://youtu.be/JE2_7elAcxM?t=13509 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
want to hire one person who can then hire 40 people times a lot more circles right it's even long to write it out all right it's an old investor saying which is hire one to hire 10 we're going to hire the one person not the 40 that's the main decision after that what we're looking for is who who are we looking for what do they look like and then how

[3:45:38] YouTube https://youtu.be/JE2_7elAcxM?t=13531 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
are we going to find them okay now from a who perspective we wanted someone who had been there done that which means specifically somebody who sold this type of product in this type of industry and ideally scaled a big team and knows how to coach up new salespeople so that's what been there means for us for this particular role the next thing is you want the person to be metric driven so one of the easiest

[3:46:02] YouTube https://youtu.be/JE2_7elAcxM?t=13555 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
ways that you can measure someone's Proficiency in any skills this little Pro tip the quality and quantity of metrics that someone explains about how they do their job is directly correlated with how good they are at the job and so if someone's like hey I'm an amazing HR person and I say cool what metrics do you track and they're like well the happiness of the team and I'd be like what else do you track how many

[3:46:26] YouTube https://youtu.be/JE2_7elAcxM?t=13579 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
complaints I get on payroll I'd be like okay what else do you track the order that they tell me the metrics they're looking at and what they track is going to tell me what they care about what they pay attention to and their level of expertise now on the flip side if someone says hey I like to take companies from on average a 45-day time

[3:46:41] YouTube https://youtu.be/JE2_7elAcxM?t=13594 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to fill to 20-day time to fill because we know that every day that company doesn't have something they need they're losing money there's opportunity cost of Revenue they should be making by not having them this is really interesting because they're connecting their metrics to the company's revenue and so how people talk about the metrics and which metc they track and how they connect

[3:46:57] YouTube https://youtu.be/JE2_7elAcxM?t=13610 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
those with how it makes the company more money will show you how good they are what they do the third one is just kind of the I would say demeanor now I've hired a lot of sales people and sales directors in my life and the personality of a sales leader is usually not the same as the personality of a sales killer now there are some superstars who can do both but it's rarer often times the demeanor of sales

[3:47:21] YouTube https://youtu.be/JE2_7elAcxM?t=13634 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
directors is a little bit more even killed usually more humble very servant oriented they have to be people people they have to be the type of person who wants to pour into the team and loves watching someone improve their skill set and can repeat the same directions over and over and over again without losing enthusiasm that's who you want you want somebody who's like a Energizer Bunny of of Positive Vibes because for the most

[3:47:44] YouTube https://youtu.be/JE2_7elAcxM?t=13657 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
part sales director is just Performance Management they manage the culture of the team like the output of the entire team is the direct function of the sales director and so if you think about this like on a on a football team or something you can switch the coaches and all of a sudden the whole team does way better it's because the coach drives the

[3:48:00] YouTube https://youtu.be/JE2_7elAcxM?t=13673 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
3 hours, 48 minutes culture in the team that drives the performance and the output and so that is what they are responsible for and so if they don't have values everything else that comes from the team is going to be a diluted version of them now we go to the how you're like okay well that sounds like an amazing unicorn Alex how do you find that person who's going to

[3:48:15] YouTube https://youtu.be/JE2_7elAcxM?t=13688 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
replace this well I personally have a relatively large network of salespeople and so one of the big things here is that you can either this is the core 4 by the way you can do Outreach which means you reach out to strangers who you think might fit the role you can run ads so you run ads to go get more people content you can also do recruiter I've used all of these all

[3:48:39] YouTube https://youtu.be/JE2_7elAcxM?t=13712 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
right so there there's pros and cons to each of them but what I will do is I'm going to cross out two of these early for most of you most people think that you can run ads for these types of roles the reality is usually no the higher the role is the better the person is the less likely they're going to respond to an ad cuz think about it an amazing

[3:48:56] YouTube https://youtu.be/JE2_7elAcxM?t=13729 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
sales director is always going to have a job and always going to be making good money now they might not like their job as much as they they they could but they're going to keep making money and sales directors tend to be money oriented in general and so they're going to keep making money so ads is probably not the way to get them content unless you have a salesperson audience probably not going to be the way you can always try it it's free give it a shot but I

[3:49:20] YouTube https://youtu.be/JE2_7elAcxM?t=13753 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
wouldn't say I'm going to bet the farm on this so it's probably not going to be content and so usually you're going to do one of these two which is you're going to get a recruiter to do it or you do it yourself but guess what a recruiter does they do Outreach too I know this is going to sound crazy you message them and you say hey I've got this role and

[3:49:37] YouTube https://youtu.be/JE2_7elAcxM?t=13770 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
it looks like you're perfect for it could I tell you about it or if you want to be a little less direct you can say you're an amazing person who' be a fit for this role do you do you know anybody else like you they're going to be like screw everybody else talk to me Alex how many people do I reach out to five five

[3:49:55] YouTube https://youtu.be/JE2_7elAcxM?t=13788 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
no one's even going to read it if you message five people 10 no one's going to read it if you message 10 people reach out to 100 to 1,000 people and if you get to that 1% on the 100 and you haven't found it then you might have to go 1% on th000 and that's okay cuz remember would you rather have a top 1% sales director I sure this would so

[3:50:12] YouTube https://youtu.be/JE2_7elAcxM?t=13805 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
it's okay to turn down the first you talk to just cuz he has a pulse and has one of these things it's like okay this guy talked about metrics but he was a dick and he actually doesn't have the experience that I'm looking for well then don't hire him the thing is is it's tough to do that when you're an

[3:50:29] YouTube https://youtu.be/JE2_7elAcxM?t=13822 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
entrepreneur because you're like I'm bleeding every day the house is on fire I need this roll but I promise you it's way more painful to hire the person on board them spend 2 months run getting them up then they start hiring because they're a and then all of a sudden you're like oh my my God I HTE this whole team and so even if you do get rid of the top you then have all the stuff they brought in underneath and so you have to clean house and it's really really painful and so as much as

[3:50:53] YouTube https://youtu.be/JE2_7elAcxM?t=13846 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you hire one to hire 10 if you fire one sometimes you have to fire 10 and that sucks and so getting this higher right is super important but it's also why we spend more time on it so now that we hired our in-house sales director we want to rebuild the compensation structure right because remember the 20% wasn't going to fly because if we just flipped it to 20 we might as well just save the effort right so we had to

[3:51:15] YouTube https://youtu.be/JE2_7elAcxM?t=13868 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
rebuild the incentive structure the problem that we had right now if you remember was that we had the pro I think it was problem one or problem two whatever problem one problem two whatever it was 20% of Revenue was going to the Outsource sales team so we wanted to make sure we were less than that our Target was sub 10% and that's usually

[3:51:31] YouTube https://youtu.be/JE2_7elAcxM?t=13884 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
around what I like to be in now I want to be very clear here there are things that this depends on so if you're in a business where the salesman does self gen meaning they generate their own lead so if you're if you're going out Bend and you're cold calling or you're door knocking then these percentages will be shifted

[3:51:46] YouTube https://youtu.be/JE2_7elAcxM?t=13899 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
because you technically are a cost of acquisition you're both marketing and sales you're getting the leads and closing the leads if you're handing salese leads if you're running ads you have a media team that then generates leads or prospects for a sales team then you basically have to split that cost between the marketing team and the sales

[3:52:03] YouTube https://youtu.be/JE2_7elAcxM?t=13916 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
guys and so given that let me explain how I actually think about this what skills do I need how rare are those skills so if I'm feeding softballs to somebody then I don't need need Ken griffy to hit it out of the park all right for jiny uh mookie bets all right I don't need mookie bets to knock it out

[3:52:21] YouTube https://youtu.be/JE2_7elAcxM?t=13934 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
of the park uh because I'm soft tossing right anybody can probably rock it out of the park that's double AER up because at that level because it's so much easier if you have crazy expectations it's rarer and they have more skills so you got to pay more if it's something that's not a lot of skills and more

[3:52:37] YouTube https://youtu.be/JE2_7elAcxM?t=13950 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
common you can pay less and so I just think how much would I need to pay to attract the level of salesperson I need our goal is to take from 20% to around 10% or less and rebuild the complaint you can think about compensation in two columns all right you've got money and not money all right this very complicated system I don't want to get into the specific a lot of physics behind this

[3:53:01] YouTube https://youtu.be/JE2_7elAcxM?t=13974 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
all right so you've got the money you give them for closing deals and then you've got other and so that's recognition praise attention approval perk status if you publicly recognize them if you have a leaderboard if you give them more attention you get you actually train them more you give them more skills you say hey out a boy awesome job

[3:53:25] YouTube https://youtu.be/JE2_7elAcxM?t=13998 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
great day today you say hey the guy who closes the most gets to park in the nice parking lot and then status like maybe when they close a 100 sales they get a hat with a stripe on it when they close a th sales they get two stripes and so forth so when you guys come on the team they're like I want one of those hats right sales team six let's go

[3:53:41] YouTube https://youtu.be/JE2_7elAcxM?t=14014 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
there's all these things that you can do to increase the value of of the job outside of money and as much as people sales guys include will be like that doesn't motivate me sure as does all right it totally does cuz it makes your life better on the money side there's a couple ways to do this all right and so I'm going to explain how we did it i' we've we've made a lot of different compensation structures a lot of it depends on again the business that's involved now one of the big

[3:54:04] YouTube https://youtu.be/JE2_7elAcxM?t=14037 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
decisions we made up front was that we were going to comp Setters and closers now why is that so important the funnel is through if I can increase my show up rate by 20% it's just as good as increasing my closure by 20% it makes no difference the business they were just as equally weighted in terms of their value but again how rare are the skills and what skills are required it's easier to set than it is to close just as

[3:54:29] YouTube https://youtu.be/JE2_7elAcxM?t=14062 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
important but easier Setters and closers equally important but rarer to find a skill from closers so they got paid a little bit more but Setter still got commissions as well to incentivize the fact that they would get people to sh cool so the way that I prefer to set up compensation structures the idea that I

[3:54:46] YouTube https://youtu.be/JE2_7elAcxM?t=14079 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
like to have is that I like ww at the top which means winners win all right which also means losers lose that's fine there's more fewer winners than there are losers what that means is you can have ratchets for compensation meaning 3 hours, 55 minutes if you close 50% of the people I'm just using arbitrary number you get to keep your

[3:55:09] YouTube https://youtu.be/JE2_7elAcxM?t=14102 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
job if you close 60% you get adab boys if you close 70% your commission goes from 10% to 15% ah 50% increase not bad if you close above 80% you get 25% whoa right and so it ramps and so it allows the people who are absolute Killers to crush and then the people who are not guess what happens down here turn but this is structural turn this is expected turn this is part of the game with this type of role like if

[3:55:48] YouTube https://youtu.be/JE2_7elAcxM?t=14141 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you require work ethic you require practice require people show up early work late work weekends take calls it requires a certain type of person and a lot of people aren't cut out for it which is also why most people don't make multiple six figures a year selling we fixed the compensation structure we comped Setters and closers we ramped it

[3:56:04] YouTube https://youtu.be/JE2_7elAcxM?t=14157 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
so that the best guys would get more than 10% but we knew that as a team we averaged around if you want to know the actual number was we got the overall everything Allin fully baked in including the sales director for 9% we are feeding them qualified prospects they're not even prospects they're customers we already have their credit card like we just had to say want more of the thing you just bought want

[3:56:28] YouTube https://youtu.be/JE2_7elAcxM?t=14181 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
more help with that thing so you can get the outcome you just said you wanted like these are not hard sales and by doing this we got to move on to step three now that we rebuilt the incentive and comp to get the types of sales guys that we want on the team then we had to rebuild the process so I'm going to walk

[3:56:43] YouTube https://youtu.be/JE2_7elAcxM?t=14196 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
through what we do to improve each of these numbers one by one because as you're thinking about your business there is no Silver Bullet there's no one thing you're going to do that change this entire process it's 100 golden BBS and this is how we approach everything in business and business is a pipeline like this and so I'm going to show you what we did and we did improve every one

[3:56:59] YouTube https://youtu.be/JE2_7elAcxM?t=14212 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
of these numbers except for one but it was okay and I'll show you why but remember 100% of people are automatically booked for this next appointment all right and so we wanted to improve this show up rate and so we improved it to 91% woo ooh 74 9991 more money good that's a 211% increase meaning if we did nothing else we did nothing else in this entire process everything willse stay the same we would have a 20% increase in

[3:57:24] YouTube https://youtu.be/JE2_7elAcxM?t=14237 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
sales and most of that would disproportionately drop to the bottom line cuz we already acquired the customer so all this additional sales money goes to profit big deal so we did three things the first is that the mercenary team is way too aggressive in their copy false urgency false scarcity people kind of see through it um so that

[3:57:40] YouTube https://youtu.be/JE2_7elAcxM?t=14253 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
was number one that they did that we fixed number two is they were giving people way too much time time to book out I'd say hey when do you want to show up for your next call people would be like oh how's 2 weeks from now and they were like sure our big rule of thumb despite the fact them trying to push out five plus days for appointments is we

[3:57:55] YouTube https://youtu.be/JE2_7elAcxM?t=14268 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
try to go for same day next day and that's because in our history more people show up the same to next day appointments than 5 days plus from now and so by just simply making the messaging less aggressive shortening the time when they can book their next call and number three setting reminders that were actually personalized so rather than just Robo texts they're the green ones that everyone hates right we'd have the sales guy do a three-way

[3:58:20] YouTube https://youtu.be/JE2_7elAcxM?t=14293 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
connection with the setter and say hey my name's John it's nice to meet you Sarah looks like you've got X Y andz that I can reach from your account really excited to talk to you tomorrow I think I can help you with X Y and Z very simple but it's a video or a voice memo and they see it from a real person all right and they can take a picture

[3:58:36] YouTube https://youtu.be/JE2_7elAcxM?t=14309 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
whatever and those three things together 91% which is a 21% improvement so now that we got people to show for that first call how many of them did we get to schedule the next call which is basically the close of the set call you're going to see some magic happen right here we had a major Improvement I'm not going to tell you what I'll tell you how much we improved this one in a second but we did two things to improve the percentage of people who showed up

[3:59:00] YouTube https://youtu.be/JE2_7elAcxM?t=14333 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
3 hours, 59 minutes to set calls who decided to schedule close calls all right so the number one mistake that they were making in this particular business is that again this was an outsourc closing team and so they were trying to minimize how much unqualified work their closers would get because they so carefully wanted to make sure their closes were happy because

[3:59:16] YouTube https://youtu.be/JE2_7elAcxM?t=14349 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
they were all mercenaries they all had to pay them a ton just to show up to work every day point being one the incentives were misaligned and so Setters remember we added our Setters had a compensation to get people to set they didn't have that we did add that and so what do you know our Setters got more people to schedule wild I know the

[3:59:33] YouTube https://youtu.be/JE2_7elAcxM?t=14366 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
second thing was that they were deqing people on the set call uh in my opinion too early and so they wouldn't really go through a sale they would just say hey here's the price are you down to pay that if yes I'll book you a call with John but by doing that they were basically not selling they were just taking orders which if I just tell you the price and you buy I don't need you you're not selling at all you're just a

[3:59:56] YouTube https://youtu.be/JE2_7elAcxM?t=14389 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
checkout page that's inefficient that takes 20% we corrected number one we we we align the incentives of the Setters with the overall business not the closer we align the setting incentive with the business throughput which got rid of the dqs that were overly deqing people and we made sure that when they were talking about the product we were just more trying to qualify the prospect to make

[4:00:22] YouTube https://youtu.be/JE2_7elAcxM?t=14415 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
sure they had the problem to solve and the money to spend not telling them the price of what they would ultimately buy cuz we haven't sold them yet we just want to make sure that this is a big enough problem for them and that they seem reasonably able to pay if we present it to them our schedule percentage went from survey says 53% to 94% % for those keeping track at home

[4:00:45] YouTube https://youtu.be/JE2_7elAcxM?t=14438 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that's a 77% increase so forgetting this one if we kept everything else the same and we only did this we would have increased sales by 77% assuming everything else stayed the same but everything else didn't stay the same so let me show you the next thing 4 hours, 1 minute we did which is we had people show up for the first call we got 94% to schedule the next call and now we have what perc of these 94 actually showing

[4:01:09] YouTube https://youtu.be/JE2_7elAcxM?t=14462 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
cuz hey maybe you just get everyone to say yes so they get off the phone but are they actually showing believe it or not this is going to sound crazy the show rate that we had here was actually the same process that we had here because believe it or not if people have good experience and it's personalized to them they're more likely to show and so rather than explain literally repeat

[4:01:26] YouTube https://youtu.be/JE2_7elAcxM?t=14479 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
myself I'm going to say how we actually got the team to do it so we did four things number one is we started implementing daily training which means that every day the team would get together and they would roleplay the scripting to make sure their tone was right that they were coming off the right way that they're hitting the main points Mak sure that they were framing things properly adding curiosity hitting

[4:01:41] YouTube https://youtu.be/JE2_7elAcxM?t=14494 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the main pain points that the prospect was going to have so they could set up the next call number two is that we do gam tape reviews which is uh very simple but you just watch gam tape with the team and you have the person who is in the call critique themselves so rather than have everybody jump on them cuz no one likes that it's horrible you just

[4:01:58] YouTube https://youtu.be/JE2_7elAcxM?t=14511 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
have them say what are all the things you could have done differently and then the team says all the things they did well cuz remember there's always something someone did well you play the tape they say all the things they would have done differently and most people do know when they watch it which is one of the best ways to learn and then everyone else says hey I think you did a great

[4:02:15] YouTube https://youtu.be/JE2_7elAcxM?t=14528 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
job here I think you did a great job here Bravo next one up the third thing is this is why the sales director was so key and why they were the first hir was is doing one on ones and 101's you role play like I you role play till you're sick in the face you have to learn how to train people how to speak like that's

[4:02:29] YouTube https://youtu.be/JE2_7elAcxM?t=14542 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
what the job of the sales manager is besides managing the culture of the team is if John's Rapport building sucks guess what sales manager does every time they have a one with John they practice Rapport building all right which means you follow the script no say it again y say it again try like this huh like

[4:02:46] YouTube https://youtu.be/JE2_7elAcxM?t=14559 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
there you go change your tongue there it is like we're talking 10 20 30 reps on one or two phrases in the script so they get it down if your salesman is not talking back to you in the script on your one-on ones you were literally wasting time the fourth thing was just end of day reports which is you just

[4:03:02] YouTube https://youtu.be/JE2_7elAcxM?t=14575 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
want to make sure that they know you're tracking what matters and if there's no tracking throughout the week no one feels held accountable it also doesn't give you the opportunity to praise and give out of boys all right and so every day the stats are get tracked in real time and daily leaders daily winners all right so those are the four things we

[4:03:17] YouTube https://youtu.be/JE2_7elAcxM?t=14590 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
did from here to drive our show rate to woo 87% that's a 40% increase so if we did nothing else but we just had this one Improvement in this process and everything else stayed the same we would have increased sales by 40% not too shabby if you're following at home which you should be we should at this point have a ton more volume that

[4:03:42] YouTube https://youtu.be/JE2_7elAcxM?t=14615 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
is coming to these closers massive improvements cuz remember these are customers this is why we felt like we could do a lot better now hitting the close call so in order to improve this number to the best degree possible because we never we're going to have more disqualified people here remember we we told the Setters send anybody you can because we wanted to get more at

[4:03:58] YouTube https://youtu.be/JE2_7elAcxM?t=14631 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
bats okay so one we also added in a vssl so video sales letter between call one and call two so people got to have some social proof they got to see some results they got to have a better understanding because in my personal opinion I don't like sales people repeating a pitch I'd rather have someone understand the benefits and then

[4:04:13] YouTube https://youtu.be/JE2_7elAcxM?t=14646 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
have salesmen resolve concerns and personalize solutions to customers rather than have them say the same 15minute pitch because it then it sounds robotic and they zone out and so does the prospect so I like to say here's all the info watch that and then we'll talk about it okay so number one is we added

[4:04:30] YouTube https://youtu.be/JE2_7elAcxM?t=14663 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that piece in number two we role played a lot on the common objections and we like to do that before the call the video sales letter covered some of these common concerns in the video so that the sales guys had a little bit more of Advantage going into the call and then also in the scripting we front-loaded the obstacles before you mention the price you overcome obstacles after it's

[4:04:52] YouTube https://youtu.be/JE2_7elAcxM?t=14685 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
objections all right so if I say hey do you think your husband supports you in doing this new thing before I say the price then I've overcome an obstacle if I say the price and I didn't overcome it it becomes an objection which is way harder to close we call it killing zombies right you want to kill the Zombies you want to defuse the bombs

[4:05:09] YouTube https://youtu.be/JE2_7elAcxM?t=14702 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
before you talk about money and so we front loaded the script to accom at those issues that people were losing in the sales and we focused the script far more on what they were going to experience afterwards rather than the features within the service because at the end of the day they don't care about

[4:05:25] YouTube https://youtu.be/JE2_7elAcxM?t=14718 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the features of service they care about where they're going to go what life's going to be like afterwards so sell the vacation not the plane flight so we made those changes and we got the close rate if you're like wait 42 is lower than 80 sure as hell is great math if we're doing the percentages here and we have a 21%

[4:05:41] YouTube https://youtu.be/JE2_7elAcxM?t=14734 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
increase here and a 77% increase here and we have a 40% increase here so that's 1.2 + 1.77 + 1.4 we have far more than a double in terms of how much volume was going there in fact we had three and 1 half times more volume but we cut the Clos rate in half but 3 1/2 * .5 is more than 1 meaning we increased the total throughput of this system and so the end result of this entire process

[4:06:16] YouTube https://youtu.be/JE2_7elAcxM?t=14769 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
is we went from closing 20% of that 100 people that buy the product to 32 for a net Savings of going from 20% of Revenue to 9% so we paid less than half to get 60% more sales and as you recall all additional sales dropped to the bottom line because we'd already acquired the customers so now that we had ear in

[4:06:39] YouTube https://youtu.be/JE2_7elAcxM?t=14792 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
house director we rebuilt the incentive and comp plant and we rebuilt the sales process now we wanted to scale so we had to go from zero to 40 reps and we had to do it in record time all right so number one is that to go get all those people we went everywhere all right so we actually did all the things that

[4:06:56] YouTube https://youtu.be/JE2_7elAcxM?t=14809 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
outlined but we also hired five to six recruiters right off the bat we did a ton of up on ourselves we hit our whole email list up we did everything cuz we had to hire 40 guys we had to do it in 12 weeks all right so number one is we did everywhere so plus ads well actually didn't do ads there's more uh content and outbound all right so recruiters content and outbound is what

[4:07:19] YouTube https://youtu.be/JE2_7elAcxM?t=14832 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
we did to get all the people in the door now once we had people in the door we didn't have the sales director interview all these candidates because he just wouldn't literally have the time he did a final check off once the team planned on hiring them and so we had the manager for the Setters do do several of the

[4:07:35] YouTube https://youtu.be/JE2_7elAcxM?t=14848 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
talks with the leads and we also had the recruiters do a lot of the screening as well so that the sales director could save his time and still keep managing the actual team and training the people who are on the floor making money for the company all right so saved directors time the next thing is okay great so we got a lot of people we got them hired but how do we make sure that they're actually good so we automated

[4:07:59] YouTube https://youtu.be/JE2_7elAcxM?t=14872 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the sales training to the greatest degree possible now what does that really mean it means we made a course that was an internal course on how to sell this thing and so the nice thing with internal courses if you don't have them high recommend it because the most expensive thing a business can do is train salespeople reason why is because when you take a salesperson and you train them on live

[4:08:22] YouTube https://youtu.be/JE2_7elAcxM?t=14895 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
prospects all of the money they don't close is money you lose and you lose all like you lose the money that you could have made and you lose the money that you spent to get them there very expensive all right especially when and this happens a lot too you do all of that only to have them get fired or

[4:08:39] YouTube https://youtu.be/JE2_7elAcxM?t=14912 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
leave or burn out or whatever all right and so we want them to take as many reps ass soonly possible in a fashion where there's no risk to the company which is why we have them watch tons of gam tape footage they tend all the meetings they listen to tons of live calls they go through the course and then they

[4:08:55] YouTube https://youtu.be/JE2_7elAcxM?t=14928 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
roleplay there's one takeaway from this video it's that you roleplay with your team and that you get really really narrow on the things you want them to improve and you keep nailing that thing until it's perfect and then you move to the next thing there's no point in trying to tell someone to improve six things doesn't work I promise you it doesn't work I spent too

[4:09:10] YouTube https://youtu.be/JE2_7elAcxM?t=14943 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
long doing this doesn't work you say let's work on the first sentence of the script keep doing it again try it again try it again try it again one more time say it lighter say it faster Loop to this one got it second question right that's how you work through a script until they will they will be able

[4:09:26] YouTube https://youtu.be/JE2_7elAcxM?t=14959 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to breathe it in their sleep then they can actually be present for the sales call cuz they don't have to think about the scripting cuz they already know it so we recruited the people we saved the director's time we automated the internal onboarding I'm going to give you a pro tip from me which is that if someone seems like a

[4:09:41] YouTube https://youtu.be/JE2_7elAcxM?t=14974 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
dad within 14 days let them go some people think I'm heartless how could I be so heartless because I have other families I have to look out for too and if we don't keep the sales team profitable the whole business doesn't work we give people a shot we get to all this stuff we give them a ton of free training all right they actually

[4:09:57] YouTube https://youtu.be/JE2_7elAcxM?t=14990 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
technically get paid to get trained and if they don't if they're not up to chops we got to let them go but we set that expectation up front and one more thing and this is a a little Pro tip for me I don't know how to spell that but no padas all right so no special snowflakes because the thing is is even if you have one killer on the team and they don't follow the process they undermine the entirety of the process and they also

[4:10:20] YouTube https://youtu.be/JE2_7elAcxM?t=15013 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
kill the culture and so if one guy does double the sales of everybody else or triple the sales of everyone else I can almost guarantee nine times out of 10 in my experience they actually take those sales out of the organization overall so one guy does triple and everyone's like oh we should be like him but the you if

[4:10:37] YouTube https://youtu.be/JE2_7elAcxM?t=15030 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you have like a 20 person team and everyone goes down by 10% because of this guy because the cancer spreads not worth it just cut it out keep the system and now that we had the in-house director we rebuilt the incentive and comp plan we rebuilt the sales process we scaled the sales team and we stabilized it so that we were consistently beating the other team and

[4:10:53] YouTube https://youtu.be/JE2_7elAcxM?t=15046 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
doing it for less then we're able to move on to step five which is get rid of outsourced team so with the ouse team we did $7 million in cash collected in q1 the commission on that was 1. $4 million remember 20% so the company got to profit 5.6 I'm saying profit Loosely 5.6 the company got to keep after paying the sale the out Outsource sales team this

[4:11:27] YouTube https://youtu.be/JE2_7elAcxM?t=15080 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
7% with the in-house sales team became $12 million the next quarter the commission because instead of 20% we went to 9% so the commission went from 1.4 million on 7 to 1.08 million for 12 net change here was 12us 1 10.92 million which created the difference between these two was 5.4 million and that was just in that quarter times four for the year and you

[4:12:13] YouTube https://youtu.be/JE2_7elAcxM?t=15126 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
get 21.6 million this is one of my favorite sales presentations I've ever given and it covers three things one how to ask the right questions two how to ask them the right way and three how to duplicate those words in that tone across a team of people if you're building your first sales script if you're scaling a sales team and you want to make sure that you can onboard new people and get them selling at the same percentage or better than you are right now which for many people is biggest

[4:12:37] YouTube https://youtu.be/JE2_7elAcxM?t=15150 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
bottleneck especially when you're coming to for your first million or first 3 million per year scaling the sales team is one of the most difficult tasks and so I've broken this down into three Frameworks that I've used very successfully to scale lots of different sales teams I say that the the company I'm referencing in this video has 14 that one company already now has almost

[4:12:53] YouTube https://youtu.be/JE2_7elAcxM?t=15166 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
30 sales guys so this process continued to work past when I made this presentation so if you're trying to scale sales you want to close a higher percentage you want to get more guys closing at that same percentage or better than yours and if you don't know who I am my name is alosi I acquisition. comom with a portfolio at this moment of six companies to do $85 million a year keep being awesome love you and enjoy the video what I'm going to be breaking down today

[4:13:14] YouTube https://youtu.be/JE2_7elAcxM?t=15187 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
is the scripting process that we've applied for calls right and so as the world's worst marketer I set my first email this year I was very excited about it we've been in business for 10 years uh pretty big stuff and it was because I couldn't get webinars I couldn't get vsls I couldn't get all the fancy stuff

[4:13:31] YouTube https://youtu.be/JE2_7elAcxM?t=15204 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that you guys get to work um and so I went back in time and just was like if I can just get him to give my phone number I'll be able to get him to you like buy from me and so I went and called back all these webinar leads that never showed up or never bought or whatever and then doing like 100,000 in sales in a day and I was like wow this is so much

[4:13:47] YouTube https://youtu.be/JE2_7elAcxM?t=15220 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
easier and so over time I've consulted with sales teams I've uh trained and owned four high ticket uh performance teams uh I think we have 12 or 14 sales guys now it kind of rotates and so what I want to do is kind of show you what we've done to consistently replicate the skill of sales another human being would that be cool all right so if I can add like 10% to your conversion rate in terms of how you attract better closers

[4:14:11] YouTube https://youtu.be/JE2_7elAcxM?t=15244 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
how you script the process out and how you should close more deals and scale them to incentivize them would that be valuable for you guys all right sweet so these are the three Frameworks that transform losing funnels in cash machines that was my real life that was a picture of my actual first funnel and that's what it became and so these are

[4:14:27] YouTube https://youtu.be/JE2_7elAcxM?t=15260 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the three fail uh the Frameworks number one closure framework how to ask questions that prospects to say yes adding this to a funnel instantly can make it profitable right this is my personal experience number two is conviction framework all right how anyone who believes can outperform a seasoned sales rep by simply learning control control their tone really

[4:14:45] YouTube https://youtu.be/JE2_7elAcxM?t=15278 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
important this is one of the biggest things that most sales people Miss number three the scaling framework how to easily duplicate this process across sales people in any niche in seven days or less so seven days from now we can do this would that be cool all right let's rock so number one the closure framework

[4:15:00] YouTube https://youtu.be/JE2_7elAcxM?t=15293 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
4 hours, 15 minutes after going through hundreds of scripts I've bought Grant stuff I bought the Wolf of Wall Street stuff I bought all that stuff and going through my own sales processes I learned that the the scripting process even was simpler I think than it's portrayed and it's not that it's something to be sold against but um every sales script that has been

[4:15:17] YouTube https://youtu.be/JE2_7elAcxM?t=15310 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
absolute Gang Busters has been a question-based framework that is based on this process all right and this works for B Toc sales it works for B Tob uh B2B sales it works for $500 tickets it works for $100,000 tickets the process is the same and so this is the acronym closure framework as I said world's

[4:15:33] YouTube https://youtu.be/JE2_7elAcxM?t=15326 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
dumbest marketer so I made it nice and easy to remember all right so C clarify why they are there when I look at creating a script the first thing we ask is like why the hell are you here what mean you reach out to us today what was the thing what is the goal you're trying to accomplish right two label them with

[4:15:48] YouTube https://youtu.be/JE2_7elAcxM?t=15341 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
a problem we can't cure cancer unless they admit that they have it right has anyone had a situation where like I just want to find out more information you ever had that right well it's like well I'm assuming you're not hopping on sales calls all day just trying to find information is there a problem you're trying to solve oh you're fat got it all right boom so that's a problem we can

[4:16:05] YouTube https://youtu.be/JE2_7elAcxM?t=15358 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
solve it after that I'm I'm assuming I'm not the first guy you've ever dated right so is there anything else that you've had happen in the past that got you here that didn't work I'd love to know more about it s once we've gone through the pain we sell on the vacation right there's a process that I'll walk through e we explain away their concerns cuz obviously samean people don't make

[4:16:22] YouTube https://youtu.be/JE2_7elAcxM?t=15375 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
decisions on the first call unless you're a closer in which case they do which I'll talk about and then finally and this is something that we actually added in my original flamework for my first couple years was close and then we added the r uh because when you do this it actually transitions into the onboarding process that will get higher

[4:16:39] YouTube https://youtu.be/JE2_7elAcxM?t=15392 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
LTV per customer lower churn lower refunds lower charge backs which sales guys and you will be happy about cool all right let's rock so we'll examine each one more closely clarify why they're there these are the questions that sounds like what made you come in today what made you reach out what's your goal right now why is that important to you why that number

[4:16:56] YouTube https://youtu.be/JE2_7elAcxM?t=15409 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
specifically what does it what does it resonate for you right why why is that real L the questions that we're looking is like okay so what I'm hearing is XYZ us your goal does that sound about right right really simple but very important it's a milestone that has to be hit in the process all right then we overview

[4:17:12] YouTube https://youtu.be/JE2_7elAcxM?t=15425 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
all right this is where we're Gathering all the inel and for some of you guys my goal is that you can take this to your sales team your sales director and run your script through this framework and then see where you can plug in you probably have some of it but if you're missing one or two of these questions and Milestones you're losing conversions on the call like you're closing people

[4:17:28] YouTube https://youtu.be/JE2_7elAcxM?t=15441 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
who already had those obstacles covered but everyone who didn't have two of these questions covered you lose them and you don't know why you watch the sales call you're like what the hell happened here right so what have you tried so far to accomplish that how this is what we call the pain cycle it's a four-step process what have you tried so

[4:17:45] YouTube https://youtu.be/JE2_7elAcxM?t=15458 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
far to accomplish this how long did you do that for how long ago how did that work for you what else have you tried right so we just do that cycle until they're like well yeah that's it now that you think about it I've tried everything under the sun like I can't imagine what that's felt like wow right

[4:18:00] YouTube https://youtu.be/JE2_7elAcxM?t=15473 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
4 hours, 18 minutes it's not your fault you're so close you're 6 Ines away right and I think you you said this one thing which I'm about to show you in a second we could be able to help you want to hear about the program fantastic that's when we transition to the sale right right so sell them a vacation the number one thing that people mess up our sales

[4:18:16] YouTube https://youtu.be/JE2_7elAcxM?t=15489 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
pitch on the call is under 3 minutes 3 minutes 180 seconds when we talk about um I think someone was asking about what are the bullets on the page we don't say anything about that because what we're trying to do is get them to understand what they're going to experience not how they're going to experience it right and so when we have a sales pitch just about every time we sell three things right and it doesn't

[4:18:41] YouTube https://youtu.be/JE2_7elAcxM?t=15514 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
matter what industry you're in I was training mortgage leads team and they were selling leads right and it was like uh the leads are exclusive they're timely and they're qualified right and so we talked about hey you've had leads in the past ah well the Zillow leads my real estate people right the Zillow leads are not they are timely but

[4:18:58] YouTube https://youtu.be/JE2_7elAcxM?t=15531 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
they're definitely not exclusive and these are people just window shopping right our leads are different three things you can always find them your s fitness your own Fitness Nutrition accountability right and so what we do is when we say the three bullets get them to understand yes that takes 5 Seconds cool fitness-wise we get the

[4:19:14] YouTube https://youtu.be/JE2_7elAcxM?t=15547 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
commitment this is what I need you to do fair enough be like I need you to work out three days a week can you do that awesome if we see any hesitation you have a 30second story that's memorized most of this script and this is what makes it scalable is a question-based framework which means if you get lost

[4:19:29] YouTube https://youtu.be/JE2_7elAcxM?t=15562 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you can find your way back again if anybody here have scripts that are like paragraphs and stuff anyone okay like no no one has a script that's paragraphs and Pages please we all know um but if you have those things it'll totally mess it up because then the the sales guy gets lost and then he's just freeballing and he has no idea where he is hot doging a hallway no idea what's going on right and so the point

[4:19:52] YouTube https://youtu.be/JE2_7elAcxM?t=15585 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
is here little visual anyways is that when we're telling the story like with the fitness example I would say hey when you failed in the past like right now do you have a do you have a favorite TV show Game of Thrones that's awesome do you feel like like you got to get motivated to watch Game of Thrones you're like oh man I've been wanting to

[4:20:09] YouTube https://youtu.be/JE2_7elAcxM?t=15602 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
watch it but I just can't get up the motivation to watch TV they're like well no I don't have that it's like right and so that's exactly how we're going to make your fitness program so if you look forward to you don't need the motivation The Willpower because that's why you fail in the past they're like oh I

[4:20:25] YouTube https://youtu.be/JE2_7elAcxM?t=15618 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
didn't talk about the workouts the heart rate and the calories they're going to burn and they're going to sweat cuz all that sounds like work right but what they do get is exactly what they want which is wait so you're telling me that if I actually like something I'm not going to even have to try and it's

[4:20:40] YouTube https://youtu.be/JE2_7elAcxM?t=15633 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
going to feel like watching TV cuz I look forward to it it's exactly what I'm saying and if you can deliver you make tons of money and that's the point so each of those points your sales guy should know what that anecdotal story is right if I was selling accountability anyone have kids anyone here tell their

[4:20:57] YouTube https://youtu.be/JE2_7elAcxM?t=15650 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
kids to brush their teeth and we have their kids to brush their teeth say they don't want to brush their teeth anyone tell their kids even though they want to brush their teeth to brush their teeth anyways and now you're an adult did your parents did that to you do you brush your teeth that's an example of external accountability turning into an internal

[4:21:15] YouTube https://youtu.be/JE2_7elAcxM?t=15668 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
habit it's exactly what the accountability we're going to do in this program indust does that make sense great done next bullet that's how you transition in the pitch right so if you think about this process why are you here I have cancer I think we might be able to help you out but I don't want to get into that because I don't know about you like I don't know what your

[4:21:30] YouTube https://youtu.be/JE2_7elAcxM?t=15683 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
situation is tell me what you've done ah that sounds that sounds great that makes sense okay I think we might be able to help see a little bit about that all I did is I tell three stories that make complete sense to everything you just told me and then we transition and so um I pretty much just covered this um but we we call it sell on the vacation not the plane flight right and so we're not selling TSA we're not selling your modules your me plant your macr workout

[4:21:54] YouTube https://youtu.be/JE2_7elAcxM?t=15707 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
your sport team your URLs your whatever right we're selling Maui we're selling the Final Destination and it doesn't matter what level of service you are selling you're always selling the same thing it's always Maui it's just how do you want to get there you want to swim to Maui right do you want to take a boat

[4:22:08] YouTube https://youtu.be/JE2_7elAcxM?t=15721 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to Maui do you want to take a normal flight or do you want to take a private jet to Maui right it's your call you're getting to Mau either way because we're a man of our word and I'm not going to sell you something that's not going to deliver right but it's going to be a little different it's a little bit rock here but we're going to get you there all right so everyone gets the Maui the variables are the the speed and the quality of the journey all right the

[4:22:25] YouTube https://youtu.be/JE2_7elAcxM?t=15738 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
likelihood of arrival is assumed so since it's always the same thing you probably have multiple levels of business um but it's always the same process right and so once we have that they're like got it then we just make the ask all right from this point going forward it's explaining way their concerns like any human being would normally do I could drill price over comes with you but I think it's more valuable to explain the thought process

[4:22:47] YouTube https://youtu.be/JE2_7elAcxM?t=15760 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
behind price stall and decision maker um objections all right so the first and obvious one is I can't afford it anyone to get this one right couple people two people of God in the you guys have the best leads give me your leads um and so the easy question that I use to explain to our sales team because it's really about breaking their Le beliefs is if we were giving away Ferraris right now for

[4:23:11] YouTube https://youtu.be/JE2_7elAcxM?t=15784 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
five grand do you think they'd find a way to get the money yes so that simply they do not understand the value we're trying to provide and if you can get your team to believe that then they understand that it is always their fault if someone cannot afford the program does that make sense fantastic second decisionmaker clothes one of the hardest things to overcome right I got to have my business

[4:23:35] YouTube https://youtu.be/JE2_7elAcxM?t=15808 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
partner I got to have my husband my spouse my whatever right so we have a specific process that we go about this and so what we do is in the very beginning we just say we circumvent then we go over past agreements and then we ask for forgiveness all right this is the best way that I've seen to overcome

[4:23:51] YouTube https://youtu.be/JE2_7elAcxM?t=15824 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
this so the first thing we say is well what if they say no one out of three times they'll be like I'd probably do it anyways and we're like let's get started boom it's done you'd be amazed how many times that actually works it's hilarious if they say well then I wouldn't do it then we divert we say well what do you think their biggest objection would be

[4:24:08] YouTube https://youtu.be/JE2_7elAcxM?t=15841 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
about it because now they're just using a foil even the person's not there and has no idea what the program is cuz they're not involved with call right they're like well I think this and at this point we can attack the actual obstacle even though the decision maker isn't there now if they still if we still can't overcome it then we go to P agreements we say well does your business partner know you guys are

[4:24:24] YouTube https://youtu.be/JE2_7elAcxM?t=15857 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
struggling on sales well yeah does he approve of that well no then why would he be against something that he already doesn't approve of that doesn't make any sense why would he be against a business partner solving a problem is know what you do well that's great you're being a great partner let's go right and so we try and rely on past agreements that are

[4:24:41] YouTube https://youtu.be/JE2_7elAcxM?t=15874 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
obvious and use those to Pro into the present right and then finally you know sometimes it's better ask for uh forgiveness and permission right and so we'll tack that on to the end you can put that at the end of any of the closes and so when we're dealing with this with price it's value with decision maker we go on past agreements and with stalls we just teach people to make decisions

[4:25:04] YouTube https://youtu.be/JE2_7elAcxM?t=15897 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
people are just so afraid of making the wrong decision they're petrified and so what we do is we literally teach them on the call here's how we make a decision these are the the variables you should be considering X Y and Z right can the product meet your needs do you think that if you work with us you have a

[4:25:19] YouTube https://youtu.be/JE2_7elAcxM?t=15912 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
greater or lower likelihood of losing weight greater fantastic I think we're halfway there do you want to work with us do you think it'd be fun to hang out and see me every day because believe me this stash I had to I had to work 12 months to get my wife to say yes to that so I understand if you're hesitant does that make sense would you be willing to

[4:25:35] YouTube https://youtu.be/JE2_7elAcxM?t=15928 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
do that all right let's rock right and then do you have access to funds or know someone who does right because it's not just about you because if it's something that's amazing we can find other ways to finance this so do you have access or know someone who does yes well then great let's get started and if for some

[4:25:51] YouTube https://youtu.be/JE2_7elAcxM?t=15944 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
reason we haven't closed them at this point we say how about this let's take a card down we'll delay the payment to Friday you go to your husband you go to your business partner right you go to your I love this one you go to your husband right and he says baby I want you to live a shorter life I want you to

[4:26:06] YouTube https://youtu.be/JE2_7elAcxM?t=15959 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
I want you to be a terrible example to our kids I want you to not have generational Health in our family to be down I want you to sit in that corner I want you to pull those sweatpants up take up a bag of Cheetos rub your fingers on there right and just get comfortable with the fact that you're never going to look better than you are right now I like if your husband says

[4:26:22] YouTube https://youtu.be/JE2_7elAcxM?t=15975 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
that to you you call me back and I will tear this contract up fair enough right you close them all right so we explain where their concerns and then finally we get the yes we reinforce the decision this is stuff that we started doing and it helped a lot so personalized video from the CEO hey welcome aboard so happy

[4:26:39] YouTube https://youtu.be/JE2_7elAcxM?t=15992 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
to have you thank you for trusting us with your business hey we're so happy to have you you thank you for trust me with your your weight loss Journey know personalized this is we want to do everything in our power to absolutely Amaze you right little things like that because the customer is usually deciding whether or not they like your business in the first 48 hours after the sale I learned this later so how you hand off

[4:26:56] YouTube https://youtu.be/JE2_7elAcxM?t=16009 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
from sale to customer experience and activation is where this all happens does that make sense is that cool was that nice love framework to work through okay so that's the disclosure framework that is the first thing that's what you can run your script through all right how to ask the questions to get the prospects to say yes

[4:27:13] YouTube https://youtu.be/JE2_7elAcxM?t=16026 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
check one down two to go you with me you still good all right let's rock so conviction framework number two how anyone who believes can outperform a season sales rep by simply learning to control their tone all right so um after I reworked all of our scripts using the closure framework um some of my guys were really successful but other ones still blew and I was like well this sucks right I was really excited I had a

[4:27:38] YouTube https://youtu.be/JE2_7elAcxM?t=16051 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
little acronym and everything I was like that took me a long time to come with the acronym right and I was like what gives and so I talked to some my friends um and they recommended this book which was awesome and the biggest takeaway from this book is the is the concept of tone and this was something that really

[4:27:55] YouTube https://youtu.be/JE2_7elAcxM?t=16068 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
helped take us and give an extra Edge for our sales training ourselves process and the coaching that we give people right and so in the book he talked about the hidden dialogue um which I just love and I just I just never want to take credit for an idea because I got it from him um but there's two dialogues that are happening right um because the words

[4:28:12] YouTube https://youtu.be/JE2_7elAcxM?t=16085 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
or the logic right what you're actually saying is talking to The Logical brain how you say it is talking to the emotional brain right that's the one's making decision that's the one running the shop all right and so how you say what you say is what you say so here's an example that's my wife she's going to be here with me soon but if she were here if she

[4:28:36] YouTube https://youtu.be/JE2_7elAcxM?t=16109 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
said Alex right or Alex right or Alex very different meanings very different afternoon for me in each of these scenarios right based on how she said it because there's so much communicated and that's just one word imagine a 30 minute dialogue where each word can be chosen to have packed with the meaning that you

[4:29:01] YouTube https://youtu.be/JE2_7elAcxM?t=16134 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
need them to feel does that make sense okay so we need the words for The Logical influence we need the tone for the emotional influence we need both okay and so once you become a more seasoned like sales crap you can learn to control your tone on purpose right you can raise your voice at the end of the statement to make it into a

[4:29:17] YouTube https://youtu.be/JE2_7elAcxM?t=16150 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
question right it's a question this is John right I didn't need to ask him I'm saying you know to answer that as a question I didn't ask you that but you know that based on the tone right or I could lower my voice right now you know that what I'm saying extremely important right tone matters and so it takes time to develop this level of

[4:29:40] YouTube https://youtu.be/JE2_7elAcxM?t=16173 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
unconscious Mastery so there's two ways to develop this and I believe that you can either trick yourself into it or you can train yourself into it and since I don't have enough time in 30 minutes to train on the influence of tonalities here's the trick is that all right I'll just give you the hack conviction will correct your

[4:29:57] YouTube https://youtu.be/JE2_7elAcxM?t=16190 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
tone if you believe in what you sell you will say it the right way and that's why some of you guys have a sales rep it comes on crushes it and then tanks because they did believe and then they saw your reviews or they got customer support feedback someone called them up after buying it was like you I can't believe you did that and they're done and then all their tones off because they feel like out of Ethics

[4:30:20] YouTube https://youtu.be/JE2_7elAcxM?t=16213 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
right and so I'm lowering my tone right now so you know that this is really important right and so I'll go upbeat kiss the boooo bring us back up all right and so real estate sales team Consulting this is a great story so I was flown out paid way more money than I should have been paid um to fly out and

[4:30:36] YouTube https://youtu.be/JE2_7elAcxM?t=16229 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
consult with the sales team all right they were selling mortgage leads example I was giving earlier and they were really excited and they wanted me to give this ABC always be closing chat like this huge PumpUp chat and so I spent the first half of the day on the script and the second half of the day we're supposed to be drilling the sales team right so I get on the sales team

[4:30:52] YouTube https://youtu.be/JE2_7elAcxM?t=16245 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
they got I think had a nine person sales floor and uh they're like we're having some problems with this guy John I was like all cool so I was like John how good are the leads he was like well you know there's kind of and I was like I'm good thank you and I was like because if you thought the leads were were good you would say dude they're unreal I can't believe it right now I'm getting my mom to pass her real estate certification so I can start

[4:31:17] YouTube https://youtu.be/JE2_7elAcxM?t=16270 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
sending her leads I'm studying for mine I'm a couple months behind but I'm telling you as soon as I get this thing pass I'm out of here I'm G to start buying these leads myself because I make more than I make right now as a sales guy that's what you'd say if you believed right the way you say and what you'd say would be entirely different

[4:31:33] YouTube https://youtu.be/JE2_7elAcxM?t=16286 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
and so one of the hacks on this by the way has anyone ever gotten hot or has a sales guy who got hot starts just closing closing closing closing anyone that becomes a sales training for that person because the way they asked the question at what point how they closed that's how it's perfect and so they should study the best game footage when they're on a streak and that's when you can replicate it much more easily

[4:31:57] YouTube https://youtu.be/JE2_7elAcxM?t=16310 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
because it's like in the wild you'll witness it and that's when they're Masters right in those moments all right and so these are the actions that we do so I'm transitioning into tactic for you guys who have teams all right reread the testimonials out loud daily in front of your sales team if you got fresh ones which you should read them makes their

[4:32:13] YouTube https://youtu.be/JE2_7elAcxM?t=16326 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
day makes them feel like they're making an impact right they're getting the kicked out of them every single day getting hung up on getting cussed at getting told a off every day right and like the best thing you can do is give them a cup of coffee and says hey man you're doing good in the world right that's what they need so do it every day number two fix everything

[4:32:29] YouTube https://youtu.be/JE2_7elAcxM?t=16342 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you can about the product this is obvious but I want to say it directly like don't blame the customer for a lack of success because it doesn't help anyone right doesn't help them doesn't help us if we can take ownership then we can fix the product right three never stop improving it so you always know it's up to date and this is a good one

[4:32:43] YouTube https://youtu.be/JE2_7elAcxM?t=16356 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
for the sales team if you're sales dip take your head of customer support bring them to the sales meeting and say Erica tell these guys what you do for our customers they're like oh well the first day what we do is we send them this text and we send them this letter and then we give them swag and then we follow up with them and then we like write them a

[4:33:00] YouTube https://youtu.be/JE2_7elAcxM?t=16373 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
4 hours, 33 minutes handwritten card and we give them a back massage and a foot massage and then we find a wife for them it's unbelievable you know what I mean and then the sales guys are like God this is awesome I'm like I know let's go sell it right and so these are the actions that you can do on a daily basis to get your team to be excellent all right and so that's how you can hack

[4:33:15] YouTube https://youtu.be/JE2_7elAcxM?t=16388 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
conviction and get your team's tone unconsciously correct by just truly believing in the product is that cool you think you'd sell more if you did that hell yeah sweet thank you all right conviction framework number two check all right number three scaling framework how to easily duplicate this process across sales people in any niche in seven days or less all right so we've talked about closure framework we talked about conviction framework and this is

[4:33:39] YouTube https://youtu.be/JE2_7elAcxM?t=16412 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the oops I think I going to skip one oh no where you are back great so when I showed my sales team this stuff they didn't do it every time all right because you're probably going to come back from here all gung-ho you might show them this video and they're like yeah and they go raw ra for two to three days and then it's like back to normal right no one wants that so piece by piece we implemented processes to get

[4:33:56] YouTube https://youtu.be/JE2_7elAcxM?t=16429 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
the same outcome over and over and over again because of the $10 million we've sold which is crazy it's been 100% over the phone no one over the age of 20 no we got one guy who's 40 but Bey besides him everyone's younger than $27 $27 27 years old all right like these aren't like crazy you know what I mean like crazy veterans right they just do this process over again you get the right

[4:34:20] YouTube https://youtu.be/JE2_7elAcxM?t=16453 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
thing as a total aside find people and educate them about your prospect not your product that's a big up because like they shouldn't even be talking that much about the product they should be knowing everything about the Prospect and so right now if your sales training is focused on your product Doing It Wrong these are the six C's that I use to scale teams from little guy to lots

[4:34:43] YouTube https://youtu.be/JE2_7elAcxM?t=16476 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
of guys all right so this still a you know we Ed this to build a 3,000 person affiliate base in our physical Products Company it added 35 million in sales which is cool which is awesome and so I will show you how this works all right and so um we've used these sales teams and this is how we've kind of these were all multi-figure teams and I'll show you what we did all right so closure sequence is the first C which we went

[4:35:05] YouTube https://youtu.be/JE2_7elAcxM?t=16498 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
over earlier the second C is consistent daily training and conviction and I'll show you how to do each of these call recordings you got to record them communication Cycles cuts and competition those are the six C's all right so number one make sure you have a question based framework that follows those steps in the script it should just be questions it's so much easier to just follow questions because if someone's

[4:35:27] YouTube https://youtu.be/JE2_7elAcxM?t=16520 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
out and you know out in left field you know wandering on like onto the highway you're like whoa hey come back over here this is the next question in this process so thank you so much for sharing that that must have been so hard for you so what do you think that brought right you go right into the next question the sale all right number two uh consistent daily training

[4:35:44] YouTube https://youtu.be/JE2_7elAcxM?t=16537 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
this is the number one thing if you take one thing away from this besides conviction because that'll do more for yourselves than anything this is the second biggest thing all right is that daily training our team trains 60 minutes a day five days a week we actually do twice a day stuff but that's okay anyways for right now if you just do this you'll already be way better

[4:36:01] YouTube https://youtu.be/JE2_7elAcxM?t=16554 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
than everyone else in your in your Market all right so we do talking and listening because a salesperson needs to know how to speak the right tone you know how to listen right and so we drill both scales we're talking we have them read the script out loud and the questions with the correct tonality for

[4:36:16] YouTube https://youtu.be/JE2_7elAcxM?t=16569 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
25 minutes and if they up they start again simple five minutes we drill obstacle overcomes I need to think about it I'm not sure I don't have the money can't afford that right now I got to talk to my partner right I know what's going to work in my market or whatever your specific obstacles are because those when they're in the Red Zone they shouldn't have to think about those so the only two things that someone will ever truly memorize will be those 30

[4:36:39] YouTube https://youtu.be/JE2_7elAcxM?t=16592 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
second anecdotal stories I mentioned earlier and your obstacle overcomes it makes it much easier to get new people on the team listening so every day we listen to a 30 minute recording and we'll go with what went right in this call what went wrong what are you going to do next time very simple right you play the call everyone watches it's game tape review we're like man you got kicked in the balls on this one right but you had

[4:37:05] YouTube https://youtu.be/JE2_7elAcxM?t=16618 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
great report in the first 5 minutes right um you're like what went wrong and that was about it um and what you going to do next time I'm going to transition from the report of the question asking without sounding like a douchebag fantastic all right next day and you continue to improve I know this sounds crazy simple but it's so simple no one will do it so number three C's is call recordings if you don't call like record your calls one

[4:37:29] YouTube https://youtu.be/JE2_7elAcxM?t=16642 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
you're not compliant but two like how are you going to study game film you know what I mean everybody's got all their data and you've got your mouse tracking on all the pages I'm like how where's the mouse tracking on the calls right that's where that's where you're going to train your team this is like every NBA team they play game and they watch the game footage right why are we

[4:37:43] YouTube https://youtu.be/JE2_7elAcxM?t=16656 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
not doing that with the sales team and so you have to record it if you use zoom gong is absolutely the best highly recommend it it's been awesome we us this for two years they'll tell you exactly how many minutes people are talking versus someone else they'll tell you who's talking the most where how many questions were asked if the AI they have there is unbelievable um it's expensive but it's worth it four com

[4:38:01] YouTube https://youtu.be/JE2_7elAcxM?t=16674 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
cycles and feedback um I don't know if you guys have heard the story but if I were trying to uh fix your golf swing right and I said okay so I take a swing looking like I do like a like an idiot right he's like all right man well first off lose 40 lbs so you can rotate all right after you do that uh change your wrist by two degrees turn your other hand over put your thumb underneath I

[4:38:23] YouTube https://youtu.be/JE2_7elAcxM?t=16696 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
need you to take your first foot put it forward and then point it the other way and then put this foot back and try again I'm no chance of swinging right but if he just said hey take another 20 swins and just put one thumb under the other one I'd have one thing to work on I could probably get better and so when you're training and this is for the sales directors if you're helping them out with that call what went right what went wrong the what am I

[4:38:46] YouTube https://youtu.be/JE2_7elAcxM?t=16719 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
going to do about it is the one thing do that makees sense and so in terms of communication Cycles we do weekly with the team we've got daily training we've got daily wrap-up at the end which is really just to pump up and kiss them on the forehead good night to make sure they feel okay right because they do get punched in the face all day so it's it's worth being like hey you see Derrick's overcome this morning it's awesome he killed it let's watch that as

[4:39:08] YouTube https://youtu.be/JE2_7elAcxM?t=16741 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
like highlight footage like watch him say he's going to have to talk to wife Bo overcome right and then and then they're like dude you killed it and then it just makes them feel like they're part of the team right and so that's where we do the feedback and the communication cycles and then we do once a once a week if they're new we'll do one of ones if they're a little bit older we'll do once every other week

[4:39:25] YouTube https://youtu.be/JE2_7elAcxM?t=16758 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
does that make sense can you use this right now what I'm giving you for your sales teams okay sweet number five cut the fat cut it fast um Randy probably knows this better than anyone when you hire sales people at least in my experience like it's Sinker swim like if a guys if guys can't close in the first week to two weeks unless it's some sort of crazy complex thing

[4:39:49] YouTube https://youtu.be/JE2_7elAcxM?t=16782 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
they ain't closing right and then I've got somebody who now came in neutral now they feel like they suck right they're actually worse than someone who's new because now I got to overcome all your beliefs and then bring you back up and so in my experience it's been much easier to take a six and get him to a nine than try and take than try and take

[4:40:05] YouTube https://youtu.be/JE2_7elAcxM?t=16798 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
a two and get him to a five it's more work and it's not good for me or him right does that make sense so in most cases does anyone have a salesperson that you've been waiting for them to turn the corner for the last like six months they're not going to turn the corner unless they have like a come to Jesus moment which does happen but it

[4:40:21] YouTube https://youtu.be/JE2_7elAcxM?t=16814 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
doesn't need to happen on my team you can do that and come back right all right number six competition and career path all right A big one so salespeople are competitive right as they should be right they are hunters and they should go hunt and so having competition on a regular basis what we have found is that six we Cycles tends to work best it is long enough that believe they can accomplish something but short enough they believe it's going to happen soon

[4:40:44] YouTube https://youtu.be/JE2_7elAcxM?t=16837 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
and so we run our competitions on six we Cycles um for us I think what you said uh whatever Ryan said about the percentages 10 to 15% actually works pretty well as like a group goal um when we have those as like top salesperson we like we did like weekend to Vegas so we'll split all the guys up we like four teams of four you know what I mean and

[4:41:01] YouTube https://youtu.be/JE2_7elAcxM?t=16854 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
they're all comp so it's like you get the the competitiveness but you still get the camaraderie CU if it's just one you know one versus everyone sometimes they can get um a little bit too you know teethy uh so having like little mini teams helps too because then you can you can kind of like make it an adjusted draft you can put the best guy with the worst guy and then he helps him out and he speeds him up does that make

[4:41:18] YouTube https://youtu.be/JE2_7elAcxM?t=16871 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
sense and then career path this is one that I probably learned later but it's really good is that you can have minor Minor Road uh Milestones like 50 deals closed 100 deals closed 150 deals closed right and they just get a little just a little you know they go from 500 a deal to 525 a deal right they go from 525 a deal to 550 a deal just the fact fact that there's this this road map of where

[4:41:43] YouTube https://youtu.be/JE2_7elAcxM?t=16896 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
they're going and there's actual progress because sales is one of the most repetitive positions in the world just the fact that they're doing this and they something is changing on the outside I think just helps relieve anxiety and help the guys Focus so that is one of the things that I would recommend doing um with the career path

[4:41:59] YouTube https://youtu.be/JE2_7elAcxM?t=16912 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
and then obviously if you have roles like depending how big your team is manager Etc and you can move up um something that I don't have on here that I will add is that um this seems to be common practice but remember dumbest marketer on Earth um outbound and inbound uh keep them separated we also have Setters and closers for both of

[4:42:17] YouTube https://youtu.be/JE2_7elAcxM?t=16930 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
those teams so outbound sets are different than inbound sets which go to different in closers on either side right because the prospects are a little bit different right and so if you if you have lots of different types of leads going to the same person you're probably losing a lot of efficiency and if you don't have that much lead flow that's

[4:42:33] YouTube https://youtu.be/JE2_7elAcxM?t=16946 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
another issue but it's it's as soon as you can separating them out will get you a lot a lot higher conversion rates all right so I'll recap this this six for scale in our closure sequence make sure it's in a question based framework daily trainings and conviction so you're reading the testimonies every day you're training them every morning on talking listing the most valuable skills that a

[4:42:49] YouTube https://youtu.be/JE2_7elAcxM?t=16962 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
Salesman can have call recordings to make sure that they're actually doing you have game tap footage to actually look at communication Cycles to actually improve on their skills based on the game footage that we just had you cut the bottom people who are just dragging the team down that probably just don't have the makeup for this and then you keep it competitive and you give them a

[4:43:04] YouTube https://youtu.be/JE2_7elAcxM?t=16977 || How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE)
career past so they have something to look forward to in the future all right and so uh now you can understand how anyone can sell expensive FX paper Pro even if you don't think you're any good which is completely normal yeah that's sales


VIDEO
TITLE: Sell Anything To Anyone With This Unusual Method
URL: https://youtu.be/JfbtySq6_B4
PRIMARY_TOPIC: closing
TOPICS: closing, closing,offers

[0:00] YouTube https://youtu.be/JfbtySq6_B4?t=0 || Sell Anything To Anyone With This Unusual Method
what's going on everyone really pumped to tell you one of my strongest and most powerful tactics in persuasion that allows you to use integrity to increase the trust in your prospects by owning all of your deficiencies with a single statement all right so uh many times if you're thinking about how you're selling someone the degree to which they will buy is directly correlated with how much they

[0:24] YouTube https://youtu.be/JfbtySq6_B4?t=17 || Sell Anything To Anyone With This Unusual Method
trust you especially in a b2b scenario where if i said hey for every dollar you give me you'll make 10 back if i if someone truly believed that then every single person would buy from me right because there's no logical reason not to so underpinning that is whether they believe me or not and that could be within the context whether they believe in themselves versus the system versus the world there's other sub beliefs there but fundamentally if those three things are aligned and

[0:47] YouTube https://youtu.be/JfbtySq6_B4?t=40 || Sell Anything To Anyone With This Unusual Method
they truly believe in their core then they're going to buy which is the same reason that when you have a referral that gets on the phone with you it's so easy to close them because the person who referred them has already imbued you with trust they've already vouched for you and so the person comes in with sky high trust and really just you just need to

[1:05] YouTube https://youtu.be/JfbtySq6_B4?t=58 || Sell Anything To Anyone With This Unusual Method
get out of their way so they can make the purchase and so i learned this tactic from eminem in eight mile um and uh you can see it at work and i'll give you a couple of prominent examples but it's using the word but all right and this is the concept of damaging admission which is probably my single favorite uh technique to use in persuasion because it allows me to be even more honest than

[1:29] YouTube https://youtu.be/JfbtySq6_B4?t=82 || Sell Anything To Anyone With This Unusual Method
i otherwise would be in a world of like charlatans where people are always making huge promises and making huge claims and never kind of being real and authentic with people you stick out like a sore thumb in a good way right and so let me give you a statement really quickly um and then we're gonna i'm gonna show

[1:46] YouTube https://youtu.be/JfbtySq6_B4?t=99 || Sell Anything To Anyone With This Unusual Method
you how to how to reverse it in order to make it more persuasive so let's say i said um i'm going to make you uh you're going to make a ton of money if you work with me but it's going to be a ton of work there's going to be hundreds of hours of videos you're going to have to go through um there's five hours a day that you're going to have to spend you know to execute each of the things that i'm going to tell you to do

[2:11] YouTube https://youtu.be/JfbtySq6_B4?t=124 || Sell Anything To Anyone With This Unusual Method
right what happens is in that statement i directed your attention to all of the things that you're going to have to do right $100M Leads: How To Get Strangers To Want To Buy Your Stuff (Hardcover) acquisition.com now if you noticed it was positive statement but negative statement now if you reverse these things

[2:26] YouTube https://youtu.be/JfbtySq6_B4?t=139 || Sell Anything To Anyone With This Unusual Method
and go negative statement but positive statement the butt acts as an amplifier for the second half let's try it on listen if you sign up for gym launcher you sign up to work with me you're gonna have to go through hundreds of hours of videos you're gonna have to take five hours a day you know to work and do these things but you're gonna make more money than ever in your life the thing is is that

[2:49] YouTube https://youtu.be/JfbtySq6_B4?t=162 || Sell Anything To Anyone With This Unusual Method
but and then the statement when i say something negative if i was on a date for example and i was trying to persuade a young lady you know back in the day before i was married i might say something like listen you know sometimes i have a temper um i can be i can be short at times i don't have a ton of time to get dedicated to a relationship right now because my business is taking up the

[3:11] YouTube https://youtu.be/JfbtySq6_B4?t=184 || Sell Anything To Anyone With This Unusual Method
majority of my time but i'm absolutely fantastic in bed right if i said something like that the thing is is the more negatives i can say in the beginning the more believable the thing that i say right afterwards is right and so if i own all of my negatives which is why i love this because be truthful in the things that you're saying that are negative and the more true they are and the more damaging they are the more

[3:37] YouTube https://youtu.be/JfbtySq6_B4?t=210 || Sell Anything To Anyone With This Unusual Method
believable the thing that comes after the sentence all right and so the way to use but because everything that happens here after the word but is amplified all right and everything that is before the word but is diminished so you have so the good thing is you can actually control 4 minutes where your prospect's attention is going so this is where we're where we're directing them it's after the word but and so

[4:07] YouTube https://youtu.be/JfbtySq6_B4?t=240 || Sell Anything To Anyone With This Unusual Method
i do this sometimes um you know the word because is actually really similar too to this in a different way i'll use it in another video but uh if if i say something really horrible um i'm trying to think of something else uh let's see here uh i'm i'm really hard to live with um i i absolutely do no house chores

[4:31] YouTube https://youtu.be/JfbtySq6_B4?t=264 || Sell Anything To Anyone With This Unusual Method
whatsoever but whatever i say right now is something that you're going to believe right and so when you use this to your advantage and you weave this into your copy especially as you get closer to your call to actions people will believe you and fundamentally this is what will make your copy so much more persuasive right like for example gym launch has tons of one star reviews we also have

[4:56] YouTube https://youtu.be/JfbtySq6_B4?t=289 || Sell Anything To Anyone With This Unusual Method
but we also have thousands of five stars right and so the question is whether you want to eat at a restaurant that has 4.7 you know stars with 3 000 ratings or you would need at a place that has five stars with 19 right i would rather you the 4.4.7 star same thing would you buy on amazon right because the damaging admissions the reviews that are negative give credence to the things that are positive so let me give you a really famous

[5:20] YouTube https://youtu.be/JfbtySq6_B4?t=313 || Sell Anything To Anyone With This Unusual Method
example that viagra had and some of you guys may know this commercial but it's literally it it crushed for them right some of you guys may remember that they had a warning label at the end of their advertisements that said if an election lasts longer than four hours you know must contact a medical uh you know professional right and so the beauty is there was a genuine risk

[5:44] YouTube https://youtu.be/JfbtySq6_B4?t=337 || Sell Anything To Anyone With This Unusual Method
right but in making the risk they amplified the power of the product every single guy heard that warning and was like i could have an erection for four hours like sign me up right and so it would be like the same thing as saying like um you know warning uh you know when you $100M Offers: How To Make Offers So Good People Feel Stupid Saying No (Hardcover) acquisition.com

[6:00] YouTube https://youtu.be/JfbtySq6_B4?t=353 || Sell Anything To Anyone With This Unusual Method
6 minutes sign up and start working with gymloc you're gonna massively increase your tax burden all right so like like we we are not liable for the amount of taxes that you're gonna have to pay as a result of the amount of money we're gonna make right so it's it's the negative consequence of the positive that amplifies the believability of the statement if we're warning people

[6:17] YouTube https://youtu.be/JfbtySq6_B4?t=370 || Sell Anything To Anyone With This Unusual Method
that the extreme adverse effects of the of the of the result that we're promising in an extreme fashion then it makes the the the underlying believability of whether or not they're going to achieve it seem assumed right and then it makes the entire set of of sentences or the preceding argument um more uh persuasive right and believable and so ultimately um this is one of my

[6:42] YouTube https://youtu.be/JfbtySq6_B4?t=395 || Sell Anything To Anyone With This Unusual Method
favorite persuasion tactics and i love it because it's so based in integrity right you're just saying all of the things that someone is going to find out eventually you might as well use those things to increase the persuasiveness of your argument right and so i wanted to leave this with you i hope you found it valuable keep keeping awesome try it in your copy try it when you're presenting something in a sales presentation and i guarantee you

[7:06] YouTube https://youtu.be/JfbtySq6_B4?t=419 || Sell Anything To Anyone With This Unusual Method
um you will have a prospect who believes you much more and is more likely likely to buy so lots of love and i'll catch you on the flip side but


VIDEO
TITLE: How to script a VSL
URL: https://youtu.be/Lm_PEN6PH-M
PRIMARY_TOPIC: closing
TOPICS: closing

[0:00] YouTube https://youtu.be/Lm_PEN6PH-M?t=0 || How to script a VSL
So, are you familiar with how to do a VSSL? Uh, no idea. No, that's probably how we length this video content right now. Yeah. Why? Considering that you do backyard before and afters like sexy thing to look at in the home, I follow backyard transformations as a as a psychopath. Like I just I don't even have a yard and I follow. Okay. So,

[0:21] YouTube https://youtu.be/Lm_PEN6PH-M?t=14 || How to script a VSL
so VSSL is the way I like to structure them. A lot of people like to make these seem like they're this like crazy, you know, magic thing. It's not. So basically you have your intro, you have your you know like unique thing then you have objections you know one through five and I'll I'll so basically promise

[0:46] YouTube https://youtu.be/Lm_PEN6PH-M?t=39 || How to script a VSL
pain uh proof plan. So these are our five piece. So, it's like, hey, in this video, I'm going to walk you through um how we transform shitty backyards into nice backyards. And if right now you haven't had the opportunity because like you're ashamed of having people over, it looks like or you're thinking about selling

[1:09] YouTube https://youtu.be/Lm_PEN6PH-M?t=62 || How to script a VSL
your house and you're like, "This is actually a major detractor." Um, we can help solve that for you. And just like this house and this house and this house and this house and so what I'm going to walk through is kind of like our five-step process um of how we approach, you know, transforming backyards. And

[1:24] YouTube https://youtu.be/Lm_PEN6PH-M?t=77 || How to script a VSL
here's a visual road map fundamentally of like where we're going to be in the video. And so this is our, you know, our our LS secret method. This is our thing. So it's basically this is like one three minutes just like this is how a thing works. This is call it, you know, one minute 90 seconds tops, right?

[1:42] YouTube https://youtu.be/Lm_PEN6PH-M?t=95 || How to script a VSL
And then here it's just what are all the big objections that people come up with? Like think of every like what are the big ones? They're going to say bloody backyard, dead grass. Yeah. Exactly. So it's like so a lot of people think so it's like here's our process and so a lot of people think uh dead grass is actually a big issue but

[1:56] YouTube https://youtu.be/Lm_PEN6PH-M?t=109 || How to script a VSL
let me show you this example and so the way we all of these get broken down the same way which is what they think. So dead grass is the thing here what they think why it's wrong what's right and then proof and that is literally the belief breaking formula for everything. So, a lot of people think that, so it's

[2:20] YouTube https://youtu.be/Lm_PEN6PH-M?t=133 || How to script a VSL
like what they think. So, a lot of people think that dead grass is going to like make this like it's never going to look good. Um, but it turns out that you can actually replant or resaw or returf and it takes less time than people think and it's actually cheaper than having the irrigation system and whatnot. And

[2:35] YouTube https://youtu.be/Lm_PEN6PH-M?t=148 || How to script a VSL
so, this is how we do it at Lonear. And let me just show you a couple of dead grass examples that turned into amazing. And the other thing that people think is that mud. And then you just go, you literally just do the same. You hit every one of the objections and you just go what they think, why it's wrong,

[2:48] YouTube https://youtu.be/Lm_PEN6PH-M?t=161 || How to script a VSL
what's right, proof, and you just do it for all of them. And then at the end, you say, "Great." Um, basically whatever whatever the thing that you want them to do is. So, we have two of these for you. One is uh if you're like, "What's the difference between the first one, the second one?" Nothing besides the fact

[3:02] YouTube https://youtu.be/Lm_PEN6PH-M?t=175 || How to script a VSL
that you just do the video again with different examples. It's the same thing. So because fundamentally here we're selling them on like being excited and we're preframing the fact that like we do hardcape like we do all of these things end to end. This is our process. This is how we approach everything. And

[3:18] YouTube https://youtu.be/Lm_PEN6PH-M?t=191 || How to script a VSL
so you know at the end it's just like hey you can shoot us a text shoot you know at this number uh for a special thing if we want but look forward to the guy who's going to be showing up right and then when the guy comes it's more related to like what's the next step in that process. So fundamentally just the

[3:33] YouTube https://youtu.be/Lm_PEN6PH-M?t=206 || How to script a VSL
CTA changes but like that's it. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had

[3:47] YouTube https://youtu.be/Lm_PEN6PH-M?t=220 || How to script a VSL
and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you,

[4:01] YouTube https://youtu.be/Lm_PEN6PH-M?t=234 || How to script a VSL
what to do for each of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go

[4:14] YouTube https://youtu.be/Lm_PEN6PH-M?t=247 || How to script a VSL
to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconrain the business and you're trying to scale, we'd love to help you out. On the thank you page, you can just book a call with my team and we will look at the business, see if we can help, and if

[4:29] YouTube https://youtu.be/Lm_PEN6PH-M?t=262 || How to script a VSL
we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: The Input-Output Equation Most Entrepreneurs Ignore
URL: https://youtu.be/Qq-iYKtyF0U
PRIMARY_TOPIC: closing
TOPICS: closing, productivity

[0:00] YouTube https://youtu.be/Qq-iYKtyF0U?t=0 || The Input-Output Equation Most Entrepreneurs Ignore
I end these podcasts with a challenge. Ask the guest for a challenge of the audience to do something and take the action from the hour and a half we've spoke. Does a challenge come to mind? Define the input output equation that gets you closer to where you want to go and then 10x the input. So, whatever your thing is, like if

[0:23] YouTube https://youtu.be/Qq-iYKtyF0U?t=16 || The Input-Output Equation Most Entrepreneurs Ignore
you're like, I want to be an editor, I want to be an agency owner, I want to be a whatever, whatever the thing is, the first thing you have to do is figure out the input output equation, which is what do I have to do that will get me closer to where I want to go. Step one, if you can't define your input output equation,

[0:38] YouTube https://youtu.be/Qq-iYKtyF0U?t=31 || The Input-Output Equation Most Entrepreneurs Ignore
then you need to define your input output equation because otherwise you're working for no goal. Once you define that, then do 10 times more. This is the flyer story. Like you probably you might be doing the right stuff. You might be working out, but you're working out five minutes a week and being like, I don't

[0:54] YouTube https://youtu.be/Qq-iYKtyF0U?t=47 || The Input-Output Equation Most Entrepreneurs Ignore
know why I'm not losing weight. It's like, you're not even close. You're like, no, I think I need to double it to 10 minutes a week. It's like, no, you're not even close. The thing is is in fitness, we have some context, right? But in business, you have no idea. And that's the big disconnect is that people

[1:08] YouTube https://youtu.be/Qq-iYKtyF0U?t=61 || The Input-Output Equation Most Entrepreneurs Ignore
might be doing the wrong the right stuff, but doing the wrong amount. They're doing way too little of it. And they think you they think in doubles, not in orders of magnitude, as in 10x, 100x, but like the like if you want to make a hundred times more money than you are, you need a 100 times more input.

[1:24] YouTube https://youtu.be/Qq-iYKtyF0U?t=77 || The Input-Output Equation Most Entrepreneurs Ignore
Like, hold on. I'm I'm going to hit this home real quick because this is this is this is important. I have right now 10,000 times the input that I used to used to have when I was running my gyms. I just have leverage on my input. And so, for example, I could do 200 cold calls a day. I could double that to get

[1:50] YouTube https://youtu.be/Qq-iYKtyF0U?t=103 || The Input-Output Equation Most Entrepreneurs Ignore
to 400 400 cold calls a day. I could also do 200 cold calls a day to get someone to recruit for me. And then that person starts, sorry, I I'm going to rewind real quick. So, I could do 200 cold calls a day and get a certain amount of sales. The next level is I could go get somebody to do those 200 phone calls for me and then I make the

[2:12] YouTube https://youtu.be/Qq-iYKtyF0U?t=125 || The Input-Output Equation Most Entrepreneurs Ignore
same amount of sales, but that don't do anything. More leverage. Another leverage above that is I go call do 200 phone calls a day until I get a recruiter and then that recruiter brings me a new person every week. And then every week I get another added 200 phone calls per day that keeps stacking and

[2:28] YouTube https://youtu.be/Qq-iYKtyF0U?t=141 || The Input-Output Equation Most Entrepreneurs Ignore
the number of customers that comes from that. But what did I do there? I made calls for a week to get one recruiter. And then from that point going forward, every single month I get more and more sales. And so that's three levels of leverage. They're more than that. And so what you unlock in the game of entrepreneurship

[2:47] YouTube https://youtu.be/Qq-iYKtyF0U?t=160 || The Input-Output Equation Most Entrepreneurs Ignore
is leverage. And the way that you un unlock leverage is through relinquishing control. And so the tough part about the entrepreneurial journey is that the thing that got you to quit your job is the very thing that you have to stop doing. And so what happened is you felt out of control and so you quit your job

[3:06] YouTube https://youtu.be/Qq-iYKtyF0U?t=179 || The Input-Output Equation Most Entrepreneurs Ignore
so you could take complete control of your life. And when you're self-employed, you take complete control. You are you hunt, you kill, you produce, you do everything, right? And then the thing that you got the big massive reward for because you quit your job, you started making money, living life your own terms. You now have to

[3:21] YouTube https://youtu.be/Qq-iYKtyF0U?t=194 || The Input-Output Equation Most Entrepreneurs Ignore
unlearn that and you have to say now I'm going to give up control again. And then the rest of the journey is unlearning the control that you so hardcore were rewarded for on that first action. Because in the beginning you have to give up doing production or doing delivery right on the back end and then

[3:38] YouTube https://youtu.be/Qq-iYKtyF0U?t=211 || The Input-Output Equation Most Entrepreneurs Ignore
you have to give up doing admin work and then you have to give up doing sales and then you have to give up doing marketing then you have to give up doing management then you have to give up doing leadership then you have to give up doing financing then you have to do like you have to give up all these

[3:49] YouTube https://youtu.be/Qq-iYKtyF0U?t=222 || The Input-Output Equation Most Entrepreneurs Ignore
things until eventually you're like but I'm not needed and then you have to give up the desire to be needed by your business because many people make their business to to fulfill personal desires. But the business doesn't need to do that. It doesn't exist for you. It exists for the customer. You're not

[4:07] YouTube https://youtu.be/Qq-iYKtyF0U?t=240 || The Input-Output Equation Most Entrepreneurs Ignore
required. You think you are because it makes you feel more important. And so that's the unlearning experience. And that's where leverage comes from. And so right now to answer the question, the challenge for the people is figure out what the input output equation is and do 10 times more. And if you can

[4:24] YouTube https://youtu.be/Qq-iYKtyF0U?t=257 || The Input-Output Equation Most Entrepreneurs Ignore
figure out how to do 10 times more, figure out how to do a hundred times more. And the secret is that if you're trying to do 100 times more, it's probably not just you. Real quick, I'm going to show you the exact 10stage road map from zero to 100 million plus that less than 1% of companies finish. I've now done multiple

[4:41] YouTube https://youtu.be/Qq-iYKtyF0U?t=274 || The Input-Output Equation Most Entrepreneurs Ignore
times. And so I can say with a lot of confidence that these are the stages as headcount increases that you need to get through. And I broke each of these down by eight different functions of the business. What the constraint feels like, like what are the symptoms of it when you're going through it, and then

[4:55] YouTube https://youtu.be/Qq-iYKtyF0U?t=288 || The Input-Output Equation Most Entrepreneurs Ignore
what steps we actually took to graduate. And we've done this across software, physical products, uh, service businesses, brickandmortar, all of this, and it works. And it's my gift to you. It's absolutely free. And so the link's in the description, but you just go acquisition.com/roadmap. Just enter your info and it'll spit it

[5:10] YouTube https://youtu.be/Qq-iYKtyF0U?t=303 || The Input-Output Equation Most Entrepreneurs Ignore
right back to you. Offering.


VIDEO
TITLE: After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
URL: https://youtu.be/RVbvhPGFi6E
PRIMARY_TOPIC: closing
TOPICS: closing, closing

[0:00] YouTube https://youtu.be/RVbvhPGFi6E?t=0 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
I have over 100 sales people across our portfolio that does over $250 million a year in this video I'm going to teach you one sales skill that separates the best from the rest and it's so powerful I've never taught it before and so I'm going to cover the 3A framework of reframing which is the skill I'm going to teach you and the five rules for using it ethically so what's reframing Chapter 2: What is Reframing

[0:17] YouTube https://youtu.be/RVbvhPGFi6E?t=10 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
reframing is the one to three sentences that you say after a prospect says anything but yes that increases the likelihood that whatever your next thing you say gets them to buy so here's how a reframe might sound someone might say say hey uh how many certifications do your trainers have now this is a trap question because it's basically a blind question where whatever you say in

[0:39] YouTube https://youtu.be/RVbvhPGFi6E?t=32 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
response Prospect gets to be the judge of whether or not they accept that and then they choose to buy or not and you don't know what the right answer is and so rather than answer the question you ask a question about the question and so you'd say something like well which certifications are you looking for specifically the next version of this might be someone says uh how many questions I'm going be able to ask via

[1:01] YouTube https://youtu.be/RVbvhPGFi6E?t=54 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
email in support now whatever number you give they might say oh that's that's not enough or that's too many or whatever it is and then they say no for that reason I don't want to buy so instead you might say well why do you want to ask additional questions how many questions do you want to ask is there a purpose

[1:16] YouTube https://youtu.be/RVbvhPGFi6E?t=69 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
that you're trying to solve with this like what are you most afraid of see that was two or three questions in a row that can reframe without answering the question they gave me and one of the biggest lessons that I teach in sales is the person asking the questions is the one who's in control and if you've ever seen the Hollywood movies where they're

[1:32] YouTube https://youtu.be/RVbvhPGFi6E?t=85 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
like I'm the one asking the questions here it's because the person who ask the questions is the one who's in control of the conversation as soon as they start asking the questions you're on defense which is not where you want to be and the reframing process I'm about to show you has sold things as low as 100 bucks all the way up to Million Dollar Plus service packages and it's sold them in

[1:48] YouTube https://youtu.be/RVbvhPGFi6E?t=101 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
person on the phone via Zoom from stage wherever which way you can imagine this works so in a second I'm going to give you the 3 a framework and five rules for using it because this is unbelievably powerful and in use the right way it helps lots of people make good decisions use the wrong way you become a very bad

[2:04] YouTube https://youtu.be/RVbvhPGFi6E?t=117 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
person give a bad reputation for sales so the reason I started thinking about this was I was writing and reviewing our closing manual for our closers and I had this little piece right before all the closes says hey by the way make sure that you reframe the question before you enter into the close but the thing is is I realized as I was walking through the sales Flor the other day I heard someone just immediately fir back an obstacle

[2:27] YouTube https://youtu.be/RVbvhPGFi6E?t=140 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
overcome and it seemed very combative and I was like ah they're not they're not getting the the reframe part and I realized that that little reframe little bubble was one of if not the most important part of handling sales and so if you think about what the most productive sales people do the people who close the highest percentage of sales what do they do they ask for the sale more times than anyone else now

[2:50] YouTube https://youtu.be/RVbvhPGFi6E?t=163 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
here's the problem with that is that if you ask more times than anyone else the wrong way you'll get prospects to hate you and if prospects hate you they won't buy from you and so the idea is we want to be able to ask ask for the sale as many times as soon asly possible which means the way that we ask for the sale or how we frame our ask should not

[3:08] YouTube https://youtu.be/RVbvhPGFi6E?t=181 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
decrease rapport with the customer and so the idea is we want to continue to maintain Rapport the entire time so that we can then ask as many times as we darn well please so here's the 3A framework that I teach the first a is acknowledge all right this is where you build Chapter 3: Acknowledge rapport with the prospect version one all right and the way that we do that is by saying what they said back to us now

[3:33] YouTube https://youtu.be/RVbvhPGFi6E?t=206 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
there's a couple benefits from this one is when you say it back to them they think that you're actively listing which of course you should but the other part of it is that it buys you time to think about what you're going to say next and so it gives you a little bit of space to process before you give your overcome or your handling of whatever their

[3:48] YouTube https://youtu.be/RVbvhPGFi6E?t=221 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
objection is the second piece and this is part of why this seems more natural with the most professional guys is that you this is the this is the really sexy part you associate all right now there's three associations that I'm going to show you how to do but Chapter 4: Association what you do is you associate the question they asked with the type of behavior that someone who gets the best results from your product or service

[4:12] YouTube https://youtu.be/RVbvhPGFi6E?t=245 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
would ask and so basically when they feel like they're taking a step away from buying you say that's an amazing question that's actually a question that a lot of the best customers we have ask and so actually you just say nope that means that you're more likely to buy the third thing is that after you have made the association you've made you've

[4:28] YouTube https://youtu.be/RVbvhPGFi6E?t=261 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
acknowledged what they said you've made the association then you ask your next question after you've properly reframed what you're going to say next so let's Chapter 5: Attack dive into this so like a lawyer in an interrogation they never ask questions they don't already know the answers to and you as a salesperson want to only

[4:44] YouTube https://youtu.be/RVbvhPGFi6E?t=277 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
ask questions that you know the answers to and if you are ever going to answer questions you want to know that you have the right answer before you respond and so when we do the acknowledgement let's walk through the example I had earlier so they say well what kind of certifications do your trainers have and

[5:00] YouTube https://youtu.be/RVbvhPGFi6E?t=293 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
5 minutes I say so you're curious about what our certifications are it's a great question it's actually shows that you're really rational person and you're making a serious decision here which is amazing so what I did was boom We restated it boom we made our association and then I would ask an i you can call it an attack it sounds a little bit more aggressive than it is but you basically attack the

[5:24] YouTube https://youtu.be/RVbvhPGFi6E?t=317 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
frame of the question you say hey which certification you looking for specifically and the thing is is most people have never asked a question about their question they usually ask questions because they feel like they're supposed to to make an informed decision but most of the time they don't even know what they're asking and so they're like I don't know it's like well let me tell you what we do have now if the

[5:41] YouTube https://youtu.be/RVbvhPGFi6E?t=334 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
person's like uh do they have nasman Ace certifications now if I don't have that for my trainer specifically I would then say why those certifications specifically right and then they would say well I I I heard that they're good it's like well those are amazing certifications I agree with them I'm not

[5:57] YouTube https://youtu.be/RVbvhPGFi6E?t=350 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
disagreeing and then I would say well we have a couple other ones and I'll tell you why we chose these rather than those and now I can answer it without failing right now if I just said uh our guys don't have that or they have this I might have lost the sale right there and so the thing is is that this applies to

[6:13] YouTube https://youtu.be/RVbvhPGFi6E?t=366 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
basically any question that someone asks it could even be like um you know I need to think about it it' be like awesome what's your main concern right like immediately I'm not I'm not letting them out on that or like hey what are the main variables using to decis make the decision or what would make this a no

[6:28] YouTube https://youtu.be/RVbvhPGFi6E?t=381 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
right these are all questions what are you most afraid of having happen right if I'm deeper in the sale obviously that wouldn't be my first one I would say what's your main concern then we'd sort the question from there but many times people ask you questions in the sale that you don't need to answer you just ask more questions about their question

[6:45] YouTube https://youtu.be/RVbvhPGFi6E?t=398 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
and as long as you're the one asking questions you're the one who's in control which leads me to rule number one of the triaa so here's a little psychology for you as counterintuitive as this seems a prospect believes almost nothing about what you said say in almost everything that they say and so the goal is not to tell them they're a good fit the goal is to ask them questions so that they then say I think I'm a good fit for this or yeah that

[7:08] YouTube https://youtu.be/RVbvhPGFi6E?t=421 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
makes sense that's how you can get them you breadcrumb them to The Logical solution which is that they should buy your thing and by the way if you like some of this more advanced sales stuff we go through this stuff in depth at our acquisition. comom scaling Workshop so my sales director he personally meets

[7:25] YouTube https://youtu.be/RVbvhPGFi6E?t=438 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
with all the companies uh that show up and helps them issue whether it's nurture issues whether it's compensation issues is stuff that we understand really well and so if you are a business owner you are looking to scale check them out acquisition. comom hit the scale button and my team will be in touch so a lot of beginner salespeople think that they

[7:42] YouTube https://youtu.be/RVbvhPGFi6E?t=455 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
should want and this is the worst question ever asked in sales is do you have any questions it's literally asking them to have objections and asking them to take the wheel of the conversation you're literally saying here take control over this because I don't know what I'm doing so please don't do that train that out of your team the second thing is that as soon as you start

[7:57] YouTube https://youtu.be/RVbvhPGFi6E?t=470 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
answering questions again they're the judge jury and executioner of whether or not your answers are good and if your salespeople are not as knowledgeable as you or your technicians which is often true in any kind of service business the people delivering are not necessarily the same or as knowledgeable as the people who are selling it is that they

[8:14] YouTube https://youtu.be/RVbvhPGFi6E?t=487 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
basically set themselves up for failure and I'll give you a quick overcome for this if someone gets a little bit like hey why aren't you answering my questions you say listen it would be like you asking the secretary about how your heart surgery is going to be with the surgeon you're going to want to talk to the surgeon and I'll give you a different one I call this the mechanic version which is hey you're asking me what's wrong with your car and it would

[8:31] YouTube https://youtu.be/RVbvhPGFi6E?t=504 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
be unethical for me to answer it without looking under the hood first and so we can give you much better answers on the inside once we started working with your business or with your whatever right with your body it doesn't really matter right but you can use that analogy to kind of get around it and then I say this and this seals it and if anyone this is how I say it and if anyone does

[8:48] YouTube https://youtu.be/RVbvhPGFi6E?t=521 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
give you an answer on the first call without already having looked under the hood after already giving you a physical or doing the an assessment run the other way because it means they're just trying to tell you whatever they can to get you to buy and now I have the ethical High ground and they can't ask any more questions about that rule number two no

[9:04] YouTube https://youtu.be/RVbvhPGFi6E?t=537 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
one can disagree with a question I tell my team be like smoke and so you can't catch smoke because all you're doing is Chapter 6: Be Like Smoke you're basically always sides shifting in terms of whatever they say you're like o let me ask you a question about that oh can you be more specific hey what are the variables you're thinking

[9:19] YouTube https://youtu.be/RVbvhPGFi6E?t=552 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
about and that way you're always engaging with them and they're the ones doing the talking and then you get to decide whether their answers are good or not and whether or not they're a good fit for the program now we're not going to tell them that that they're a good fit for the program we're going have them make that decision but in terms of

[9:35] YouTube https://youtu.be/RVbvhPGFi6E?t=568 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
judge jury executioner you want that to be you here's why rule number two is so important you can never disagree with a prospect now you may you may you know actually disagree with them but you don't want to voice disagreement with the prospect because you never win a sale by winning an argument anyone who's engaged in an argument both people lose

[9:51] YouTube https://youtu.be/RVbvhPGFi6E?t=584 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
and more importantly for you as a salesperson you lose the sale and so the objective is actually to never disagree with a prospect and the point is to get them to change their minds and we can only do that in an agreeable way people don't change their minds when in a bad mood or they feel insulted right and so

[10:05] YouTube https://youtu.be/RVbvhPGFi6E?t=598 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
we do that by asking them questions now there are ways to ask questions that seem insulting and that's what triaa helps solve and we're going to dive more on that as we go through this but it also means that we can ask questions about their questions which is something that a lot of beginner salespeople don't know they then assume they know what

[10:21] YouTube https://youtu.be/RVbvhPGFi6E?t=614 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
this person is asking about and so they have this really vague question and then they try and come up with the quote right answer and they fail every time and by the way this is just the Ultra Mega hack is that if you don't know how to answer the question you can always ask more questions about their question so let me show you how this sounds in Chapter 7: Ask Questions

[10:37] YouTube https://youtu.be/RVbvhPGFi6E?t=630 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
reality so someone says I need to think about it we say totally understand what are the main things you're considering what are the variables that you're considering in your decision what's your main concern what are you most afraid of having happen What would make this a no and one of my favorite questions by the way is well then what would it take for you to say yes now let's say someone says

[11:00] YouTube https://youtu.be/RVbvhPGFi6E?t=653 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
11 minutes I don't have time timing is off right now for me you say great totally understand acknowledge timing is kind of tough for you right now I think it's smart that you're already thinking about implementation our biggest success stories are actually people who think they're the process the same way you are right now so what would make it a good

[11:17] YouTube https://youtu.be/RVbvhPGFi6E?t=670 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
time and so as you work through this this these two give you the space make the positive Association they take a step back you say I feel you I totally understand now they're back to neutral and then you iate with the thing that's closer to the sale and then you move the move the conversation forward with the ask so let's do another one someone says I need to talk to my spouse you say totally understand I think it's really sensible that you'd want to talk to your

[11:39] YouTube https://youtu.be/RVbvhPGFi6E?t=692 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
spouse and super fair just so I understand out of curiosity what parts do you think now I'm here what parts do you think they wouldn't like what parts do you think they would disagree with and so we've now moved from I have to talk to my partner to now we're back in the sale talking about the specific

[11:54] YouTube https://youtu.be/RVbvhPGFi6E?t=707 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
things and once we get the prospect to name those things then we can attack those right we're still in the sale so let's say someone says I hate this particular feature you say totally get it I hate them all too just kidding let me just ask you a real question why not and then we can get we're back into it right like all of these things is people

[12:12] YouTube https://youtu.be/RVbvhPGFi6E?t=725 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
will make statements as though they are deal Enders and beginners will take a statement like that and think oh I guess they're not going to buy and that's couldn't be further from the truth you just continue to ask questions about why they don't like something and by continuing to ask questions about their questions you can stay in it and keep

[12:30] YouTube https://youtu.be/RVbvhPGFi6E?t=743 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
asking because that's the point the best closers make the most asks which leads me to rule number three which is tell them what their question means so this Chapter 8: Tell them what their question means Chapter 9: Zoom in on Associate is a zoom in on associate if you're a salesperson with at least two years of experience and you're enjoying this stuff this is like just the surface of

[12:46] YouTube https://youtu.be/RVbvhPGFi6E?t=759 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
the type of stuff that we train our teams on and if you'd like to work at acquisition. comom or one of our portfolio companies we are always looking for exceptional sales people we have a lot of roles open right now in sales and so you can go to acquisition. /are and hit the business consultant button that'll that'll take you to the uh application for that if you're good just apply we're willing to be flexible

[13:08] YouTube https://youtu.be/RVbvhPGFi6E?t=781 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
on payments based on experience and whatnot but just put in the application so the first time I had this used on me I was actually getting pitched investment or private wealth management from somebody and I wanted to just get out of the conversation as fast as I could because I was like I already have

[13:23] YouTube https://youtu.be/RVbvhPGFi6E?t=796 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
a wealth advisor like I'm good and the guy just said oh that's amazing 90% of the clients we have that shift over are already have a wealth advisor so it means you already know how a lot of these things work which means you'll be up the learning curve and I was like what just happened I was like I thought I was getting out of this and now I'm more like the customers that that

[13:39] YouTube https://youtu.be/RVbvhPGFi6E?t=812 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
ultimately buy and I ended up not buying from that particular guy but I did think wow that was such a powerful reframe how can I use that in all of my selling and so the prospect has not had this conversation as many times as you you should never be caught off guard with the questions or the statements that they're going to make remember you've had a thousand of these conversations the fact that somebody

[14:04] YouTube https://youtu.be/RVbvhPGFi6E?t=837 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
could surprise you is ridiculous you have to practice this is why we train and so a prospect is trying to just throw up bombs or smoke screens to get out of the sale and again to be clear what I believe is bad selling is one of two key things is one is you sell an unqualified Prospect which basically means that you're lying to them that they're going to get a good result or that they somehow are qualified when they're really not which really

[14:27] YouTube https://youtu.be/RVbvhPGFi6E?t=860 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
underpins the main thing of sales in my opinion which we have across really all of our communication stuff in the company which is State the facts and tell the truth if you state the facts and tell the truth and this person is qualified then you have the ethical obligation to ask as many times as you possible and get them to pull their head out of their ass so that they can see the world clearly instead of it being

[14:44] YouTube https://youtu.be/RVbvhPGFi6E?t=877 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
dark and full of which is is up their ass and help them make a decision to help themselves that's the point now if you get weird about resistance then you don't understand the job of sales the the best sales people are comfortable when other people feel like there's conflict all right and so they're able to always deescalate which is why be like smoke is so key it's a

[15:07] YouTube https://youtu.be/RVbvhPGFi6E?t=900 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
dance not a fight it's seduction not rape all right the idea is that we want to always have consent from the person we always want them to want to be there and people like you when you ask questions about them people like you when you compliment them and you say hey that's a really smart question hey that

[15:23] YouTube https://youtu.be/RVbvhPGFi6E?t=916 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
makes you just like the people who have the best success stories and I'll show you a little bit more about some more associations in the next rule which leaves to rule number four use Straw Men Chapter 10: Use Straw Men for tough truths so we've all been in a sale where someone just says something ridiculous where you can clearly see that they beliefs around the world are so flawed that you have to have kind of

[15:40] YouTube https://youtu.be/RVbvhPGFi6E?t=933 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
a papa talk right now there's different ways of entering this some people say hey can I put my coach hat on instead of my friend hat so the thing is is that in all of these reframes you're basically getting permission from the person to give them a harsh truth now if you're a younger guy and let's say you sell B2B

[15:57] YouTube https://youtu.be/RVbvhPGFi6E?t=950 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
much tougher to do so if you're 22-year- old sales guy and you're talking to a 45-year-old you know $10 million year plumber he probably doesn't give a about you trying to put your coach hat on he just thinks you're a child and he doesn't care at all to the same degree if you say hey well can I share something that really worked well for me again the same degree that puts you

[16:13] YouTube https://youtu.be/RVbvhPGFi6E?t=966 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
above him and he's not going to like that and so I use three different strategies of Straw Men and strawman in argumentation is basically like basically putting I use the word foil normally but people don't know what that means but basically it's like you basically put up this caricature of someone who's just like them that you

[16:29] YouTube https://youtu.be/RVbvhPGFi6E?t=982 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
can then have the tough conversation with without insulting the prospect so I'll give you three different ways that we do this so the first way is when you make the association so this is us going deep on associate here okay so this is where someone says whatever it is totally understand that you're coming

[16:45] YouTube https://youtu.be/RVbvhPGFi6E?t=998 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
from that direction I would ask those questions too now we make the association so one of three so number one you can say it's so funny you ask that because I had someone just earlier today who asked the same questions can I share with you what I just shared with them now the thing is is that because I'm now

[17:01] YouTube https://youtu.be/RVbvhPGFi6E?t=1014 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
talking about a conversation I had with someone else I can now be brutal as to this other person but I'm not saying it to the Prospect and so it's not insulting the second way that you can do this is that you do it in reference and I said it earlier to a successful past $100M Offers: How To Make Offers So Good People Feel Stupid Saying No (Hardcover) acquisition.com

[17:17] YouTube https://youtu.be/RVbvhPGFi6E?t=1030 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
customer that's so cra like totally understand you know what that actually makes you just like Sarah who had a similar Plumbing business and actually crushed it with our marketing agency and so now we've made the association and she asked this question too boom and then we and then we handle the objection all right and so these Straw Men are particularly important when you are going to answer a question so everything

[17:40] YouTube https://youtu.be/RVbvhPGFi6E?t=1053 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
up to this point has been basically sidest stepping being like smoke but sometimes you will have to make the answer and so if we do need to give them an explanation or kind of break their belief when they're say I don't have time you're like oh it's not really a timing thing it's a priorities question but if you say that to somebody and you don't have as much Rapport you're going to lose the sale right like that is the

[17:58] YouTube https://youtu.be/RVbvhPGFi6E?t=1071 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
logical thing it everybody has the same amount of time every day it's really just a question of priorities but if you say it at the wrong time they're going to be like screw you right and so by doing the straw man or putting the foil up or the car that you can then attack or talk to in front of this Prospect it creates a third party that's

[18:14] YouTube https://youtu.be/RVbvhPGFi6E?t=1087 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
neutral the third way of using the associate is that you can appeal to Authority so if you're in a business where the CEO is edified or the CEO is seen as a as a as a as a uh as a respectable person or an expert in the field either can be fame or it can be influence or can be expertise it doesn't really matter which one but as long as they have some level of expertise instead

[18:37] YouTube https://youtu.be/RVbvhPGFi6E?t=1110 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
of appealing to your own authority you appeal to theirs which is it's so funny that you ask that Alex just told me this thing earlier today can I share it with you right and so then the person appeals to someone else's Authority and then shares it they're the messenger they're not saying I'm not saying this he said

[18:53] YouTube https://youtu.be/RVbvhPGFi6E?t=1126 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
it and I'm just sharing it with you these sound like tiny Sid steps but this type of triple reframing is what separates beginners from pros and it and when you do it this way people actually like to be sold by you because they feel like they're being hurt you make associations that are saying hey that's smart hey that's reasonable totally

[19:10] YouTube https://youtu.be/RVbvhPGFi6E?t=1143 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
understand why you'd say that like these are all things like that's a rational decision hey I think that's a fair point those are all things that someone wants to hear they're like hey he's listening he thinks I'm intelligent or I'm rational or he's not discarding my decision everybody wants to be validated right so it's the same thing as the Chapter 11: Be Validated

[19:26] YouTube https://youtu.be/RVbvhPGFi6E?t=1159 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
angry boat but just in a sales conversation so in the angry boat for customer success or customer service if someone's upset you don't disagree with them and say hey it wasn't that big of a deal sorry we were 5 minutes late it never works because you're disagreeing with them you're invalidating the reason that they're angry so you have to get

[19:42] YouTube https://youtu.be/RVbvhPGFi6E?t=1175 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
more angry you have to go above and that's where you say hey that's a totally reasonable concern rather than saying that's a stupid question right like you might feel that way but you don't say that and the reason I realize this especially with the association one is I heard my sales guys and they were

[19:59] YouTube https://youtu.be/RVbvhPGFi6E?t=1192 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
they were having a tougher time using some of the closes and I was like they're like yeah you know some of them aren they sound a little you know tough they're a little harsh and I was like no no no it's and when I realized that I was like oh it's because they're not prefacing it with this if you preface with this you can say almost anything and this allows you to cut to the heart

[20:16] YouTube https://youtu.be/RVbvhPGFi6E?t=1209 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
of the matter way faster instead of dancing around it because you don't want to hurt someone's feelings which leads me to rule number five which is retain Chapter 12: Keep childlike curiosity childlike curiosity at all times so one of my favorite ways of training this concept is actually training a physical

[20:30] YouTube https://youtu.be/RVbvhPGFi6E?t=1223 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
thing that you do with your body even if you're on a sales call and they can't see you because your tone will change based on how you're standing if you're smiling or not your voice will come out different which by the way I encourage you to have a mirror if you're on the phone next to you in your sales booth and if you do Zoom obviously you can see your own little image there but I like

[20:47] YouTube https://youtu.be/RVbvhPGFi6E?t=1240 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
to have people say huh and you say it just like that and huh also buys you two or three seconds before you say your next thing say huh that's so interesting you'd ask that question can I can I ask you a little bit more about that like if someone says something really nasty to you right but if you if you

[21:03] YouTube https://youtu.be/RVbvhPGFi6E?t=1256 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
retain that way the goal is to seek to understand not whenn and the way that I try to keep this and if you're a sales guide put a little sticky note above your camera or wherever you look while you're selling which is keep the human number one all right and so this is a really powerful frame that I actually learned from Leila for having hard

[21:19] YouTube https://youtu.be/RVbvhPGFi6E?t=1272 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
conversations on the team but it actually applies to sales which is if you genuinely believe that the product you have is going to help this person and this is a qualified prospect that you're talking to then you want to understand their concerns so that you can help them get over them because you know this is the right decision for them and so this is a frame that I like to think about so let's say you could travel back in time but you're in a

[21:43] YouTube https://youtu.be/RVbvhPGFi6E?t=1296 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
different body and you see your old self and you know what the future's going to be and you might say okay I have to convince this person to buy Nvidia 10 years ago and so or I have to buy Apple stock or I have to buy Bitcoin whatever it is I don't really care the thing is is you know that this thing is going to

[22:00] YouTube https://youtu.be/RVbvhPGFi6E?t=1313 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
22 minutes go through the roof but the person you're talking to doesn't know you from adom think about how you talk to that person now remember they don't know who you are even though you know you you would have absolute empathy for your old self and be like listen I totally understand this seems totally crazy but $100M Leads: How To Get Strangers To Want To Buy Your Stuff (Hardcover) acquisition.com

[22:17] YouTube https://youtu.be/RVbvhPGFi6E?t=1330 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
let me walk you through what I think is going to happen right let me let's like what are what are your main concerns what are you most afraid of right what would it take for you to say yes what would it take for us to take the next step together it allows you to make sure that you're focusing on the prospect rather than the product and so you don't

[22:33] YouTube https://youtu.be/RVbvhPGFi6E?t=1346 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
close sales by being right you close sales by making the prospect right and so the big understanding here is that you want to understand them not beat them because as soon as it feels combative you've already lost the sale if they feel like you won an argument logically you've lost the sale the point is to make money not to be right and so we want them to feel good about The Logical decision that we're helping them

[22:56] YouTube https://youtu.be/RVbvhPGFi6E?t=1369 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
make and if anything you want to be you want to be a face hero in this in their in their Journey you're like hey I'm just I'm just the guide here I'm just I'm going to just share the information that I think will help you make a good decision right Ah that's a great question can I provide a little bit of context on that just from someone that had this experience earlier today right

[23:11] YouTube https://youtu.be/RVbvhPGFi6E?t=1384 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
like all of these things are things that will allow you to give those hard truths to close the deal the reason the association is so important is that it gives the prospect a label to then live up to and so this is a 2011 version of selling but if you say Hey you seem like a really honest person or hey that's a really smart decision or hey that's a really smart question if I then give them that label when I get closer to the

[23:34] YouTube https://youtu.be/RVbvhPGFi6E?t=1407 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
close I might bring that back up and then associate smart people by this thing right hey that's you must be a good family man right because you had some spouse objection fine seems like your family man family is really important to you I think that's awesome it's super admirable now when I get to the end of the sale I can bring up the fact that this is a family man and

[23:51] YouTube https://youtu.be/RVbvhPGFi6E?t=1424 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
because he's a family man he should buy and so it allows me to pair whatever their obstacles were with things that I'm going to bring up in the clothes Pro tip my Universal response for almost anything so I walked through the sales floor and one of the guys was on the phone and I was like you should come and

[24:08] YouTube https://youtu.be/RVbvhPGFi6E?t=1441 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
I just walked through the room and then the guy was like ah and so my sales guy was like so you coming and the iy was like yeah and it a super weak right he was obviously not sold yet so I actually was like give me the phone and so I hopped on the phone and I said dude what are you afraid of and so when you ask

[24:24] YouTube https://youtu.be/RVbvhPGFi6E?t=1457 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
what are you most afraid of it gets you to the heart of the issue as fast as POS now if it's the first objection I would want to ask what's your main concern what's your main issue what are the variables using to make the decision that's like kind of understanding so you can triage but when I'm further along in the sale I'll usually ask hey what are you afraid of man like what are you

[24:40] YouTube https://youtu.be/RVbvhPGFi6E?t=1473 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
afraid of having happen and if someone's like I just I just need more time then you say totally understand what would make it a no and so by doing that it still keeps you in the sale because at the end of the day like you want to make a good decision I'm the source of your information so the best possible decision we can make is is here but

[24:57] YouTube https://youtu.be/RVbvhPGFi6E?t=1490 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
again you can only say something like that if you have Rapport in the sale and you've continue to demonstrate that throughout if I said something like that and I didn't have Rapport they'd be like no you so it's not going to work if you liked this very mini training you're going to love the 4our plus compilation

[25:12] YouTube https://youtu.be/RVbvhPGFi6E?t=1505 || After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster
of my best sales trainings all put together at once click it enjoy


VIDEO
TITLE: The Ultimate Sales Training for 2026 [Full Course]
URL: https://youtu.be/StVqS0jD7Ls
PRIMARY_TOPIC: closing
TOPICS: closing, closing,content

[0:00] YouTube https://youtu.be/StVqS0jD7Ls?t=0 || The Ultimate Sales Training for 2026 [Full Course]
over the last 13 years I've personally closed 4,000 sales and these are the six elements of The Ultimate Sales blueprint so let's begin with sales multipliers these things right off the bat will make you more money first sales multiplier sell 7even days per week now the reason this is so important is that a lot of business owners want to make more money in their

[0:25] YouTube https://youtu.be/StVqS0jD7Ls?t=18 || The Ultimate Sales Training for 2026 [Full Course]
business a lot of sales people want to close more sales but they only choose to close days a week but the interesting thing is that and depending on the industry sometimes the off hours from like 5:00 p.m. onwards is when the most of your prospects are available so like in Fitness where I came from I closed

[0:42] YouTube https://youtu.be/StVqS0jD7Ls?t=35 || The Ultimate Sales Training for 2026 [Full Course]
all my sales from 4: until 8:00 p.m. and so if you're like well I only want to work between 9 to 5: it's like well guess what no one's going to buy during that time and so you can probably close more sales in the back at the day uh and on Saturdays and Sundays than you would during the normal 9 to5 so is especially true in like retail and businesses where you sell to Consumers who work normal

[1:05] YouTube https://youtu.be/StVqS0jD7Ls?t=58 || The Ultimate Sales Training for 2026 [Full Course]
jobs and you have to sell basically on the times that they're available so sell during the weekends the other piece of selling seven days a week is like there's actual math behind this and so there's 52 weeks a year and so if you have 52 weeks per year times two days right is 104 days of sales extra per year which is 29% increase over just

[1:29] YouTube https://youtu.be/StVqS0jD7Ls?t=82 || The Ultimate Sales Training for 2026 [Full Course]
selling 5 days a week and so if you want to immediately increase your sales by 29% sell on weekends and I know I've tried to sell you on this but I'm going to give you one more really good reason to sell over the weekend if you've ever tried to book sales and skip the weekends so you've got Friday here and then you've got Saturday and then Sunday and then Monday right and so you skip

[1:52] YouTube https://youtu.be/StVqS0jD7Ls?t=105 || The Ultimate Sales Training for 2026 [Full Course]
these days and so then this Monday gets stacked right you have all these people who are saying like oh man um I'm going to show up so your sales guys get 2 minutes they're like oh dude Monday looks big but as soon as Monday happens it's no show no show no show no show reschedule and you're like what the hell well you

[2:08] YouTube https://youtu.be/StVqS0jD7Ls?t=121 || The Ultimate Sales Training for 2026 [Full Course]
didn't make it available at the time when they wanted to actually come which is Saturday and Sunday that's when they clicked on the ad that's when they actually made the booking and believe it or not from a lot of our portfolio companies we get more people who actually schedule on Saturdays and Sundays for Monday which means that they

[2:23] YouTube https://youtu.be/StVqS0jD7Ls?t=136 || The Ultimate Sales Training for 2026 [Full Course]
are available right then to buy cuz they've got time and so when you do it this way not only do you sell two more days per week which is 104 days more per year which is 29% increase in Revenue that assumes just a flat increase but if you pull up the appointments from Monday to Saturday when they scheduled and Sunday when they scheduled you then get same day next day showup rates which

[2:49] YouTube https://youtu.be/StVqS0jD7Ls?t=162 || The Ultimate Sales Training for 2026 [Full Course]
your showup rates also go up on those days so not only do you schedule more people because it only works for sat them on Saturday and Sunday and they didn't want to do Monday you also get higher show up rates on Saturday and Sunday for the people who wanted to schedule then because that was when it was convenient for them and so you get a multiplier effect across the entire

[3:07] YouTube https://youtu.be/StVqS0jD7Ls?t=180 || The Ultimate Sales Training for 2026 [Full Course]
business of sales by simply adding two more days in a year so it's minimum 29% sometimes more next up respond to leads in less than one minute now you may not know the stats on this some of the more experienced salespeople do if you can contact a lead within 60 seconds of them showing interest or opting in or giving you their contact information you have a

[3:31] YouTube https://youtu.be/StVqS0jD7Ls?t=204 || The Ultimate Sales Training for 2026 [Full Course]
391 per increase in the likelihood that you can close the Prospect and so that means that if you did nothing else but simply put the processes in place so that you can contact leads within 60 seconds you could 4X your business tomorrow and so then you have to ask the question what are all these other things that I'm spending my time on and do those things have an immediate 4X

[3:57] YouTube https://youtu.be/StVqS0jD7Ls?t=230 || The Ultimate Sales Training for 2026 [Full Course]
increase in my business if the answer no then you should probably stop doing those things and do this one obvious thing that can increase your business to such a large degree also 50% of prospects will go with the business that response to them first not the one who's best that they did the most research for simply the one that responds them first

[4:19] YouTube https://youtu.be/StVqS0jD7Ls?t=252 || The Ultimate Sales Training for 2026 [Full Course]
and I remember when Lila was we were out of town we were scheduling some or she was scheduling something for her hair or whatever and she went to a salon and she called them and she said hey are you available right now to take me and they're like no we're only appointment only and she said cool hung up called the next one she's like are you

[4:34] YouTube https://youtu.be/StVqS0jD7Ls?t=267 || The Ultimate Sales Training for 2026 [Full Course]
available to take me now they said no hung up next one they answered and she and they said yes we can take you in right now they're the ones who got the business and here's the crazy part is the first two owners maybe they're like I don't know why customers aren't com you didn't make it convenient for them

[4:49] YouTube https://youtu.be/StVqS0jD7Ls?t=282 || The Ultimate Sales Training for 2026 [Full Course]
right and so the thing is is that people have huge motivation for a tiny period of time and when they knock on the door in that tiny period of time you want to open it and welcome them in and like okay Alex but you know one minute's a lot well totally and if you do greater than five minutes the likelihood that you close them drops by 80% which means four out of five times you would have

[5:13] YouTube https://youtu.be/StVqS0jD7Ls?t=306 || The Ultimate Sales Training for 2026 [Full Course]
closed now goes to 20% close rate on those leads and so the whole idea that people think that the lead quality is go down is not really true it's completely dependent on how well you work the leads now a lot of people like to talk about follow-up and follow- Up's important right you got to make it personal you got to make it fast you want to do it multiple times over multiple days for

[5:35] YouTube https://youtu.be/StVqS0jD7Ls?t=328 || The Ultimate Sales Training for 2026 [Full Course]
sure but one of the most important follow-ups is the first followup which is how quickly you can show them that you have received their interest and are ready to help them and customers will make a judgment on how good your business is how buttoned up you are by how quickly you respond so if you reach out to a company just imagine for a second you opt into something and then within 5 Seconds your phone rings and someone's like hey saw that you asked

[5:59] YouTube https://youtu.be/StVqS0jD7Ls?t=352 || The Ultimate Sales Training for 2026 [Full Course]
for more information about this how can I help you right and right there you're like man these guys are on top of it it makes it judgment that you cast over the entire business that first impression it's the tip of the spear and most people are missing out so all the data that I will cite in this video will come

[6:15] YouTube https://youtu.be/StVqS0jD7Ls?t=368 || The Ultimate Sales Training for 2026 [Full Course]
from two sources so one is there was a Harvard Business Review uh that did a huge case study on different sales metrics across massive Industries and then me personally won Allen and so a lot of the lead nurture stats are related to Allen which is a software company that we own uh which is like 4,000 plus appointments per day and so

[6:31] YouTube https://youtu.be/StVqS0jD7Ls?t=384 || The Ultimate Sales Training for 2026 [Full Course]
we could see how changing scheduling and changing hours per day and things like that affected overall throughput because we could see from click to close and so we could see house opening up calendars was the single strongest correlate to overall throughput more than increasing closing percentages by you know 10% 20% because you couldn't get 400% increases in closing like you can by putting these

[6:57] YouTube https://youtu.be/StVqS0jD7Ls?t=410 || The Ultimate Sales Training for 2026 [Full Course]
sales multipliers in that I'm talking about right now these are all the things that happen outside of the sale that affect your sales more than anything that happens inside the sale now the next one in the spirit of all this speed of response is it's good to have someone have the option to schedule but you know

[7:13] YouTube https://youtu.be/StVqS0jD7Ls?t=426 || The Ultimate Sales Training for 2026 [Full Course]
what else you can give them call now and so when someone clicks down your funnel and they click over to your schedule or something if you can add a dropdown that says call now because now they're calling you and now the intent could not be stronger now if you're in a business where you're like oh man we have to qualify leads more fine put the call out thing after you've qualified the lead

[7:37] YouTube https://youtu.be/StVqS0jD7Ls?t=450 || The Ultimate Sales Training for 2026 [Full Course]
duh right and so just think through how we need to do this and if you're like man I don't have the sales team to support it think about it like this if you can 3x your business or double your business by simply hiring one more sales rep if the relative increase in revenue is significantly greater than the cost of onboarding one more sales rep then you should make that investment so that you can have the coverage for your

[8:03] YouTube https://youtu.be/StVqS0jD7Ls?t=476 || The Ultimate Sales Training for 2026 [Full Course]
prospects to call you to give you money all right so let's talk about the next one which is time slots so if you are going to have them Book on a scheduler then how do you set up that schedule a lot of people don't put any time or thought into this now we already covered the seven days a week but what about the

[8:18] YouTube https://youtu.be/StVqS0jD7Ls?t=491 || The Ultimate Sales Training for 2026 [Full Course]
actual day layout itself now most people say okay I'm going to have these one hour time slots 1 hour uh you know 1 hour whatever now what we found out with Allan is that we could increase the overall schedule rate and show up rate by simply changing how the times appeared on the calendar and so we set this up so that we would have 15 minute slots so you might be thinking how am I going to sell

[8:42] YouTube https://youtu.be/StVqS0jD7Ls?t=515 || The Ultimate Sales Training for 2026 [Full Course]
in 15 minutes you're not you allow them to start in 15-minute increments and then we know that the next three blocks are used up and then somebody else books here now some of you might say wait a second that means that some of my sales guys are going to have awkward times in between well there's two solutions one is hire more sales reps number two is you need to have something called an off-the call sop and so you have an

[9:06] YouTube https://youtu.be/StVqS0jD7Ls?t=539 || The Ultimate Sales Training for 2026 [Full Course]
onthe call sop which is standard operating procedure which is what do you do when you're on the call of the prospect but if you have a no-show or there's off the call or you don't have somebody on your calendar then you need to have step- by-step of what they need to do when they're not actually on a call and most people only address the on

[9:22] YouTube https://youtu.be/StVqS0jD7Ls?t=555 || The Ultimate Sales Training for 2026 [Full Course]
the call and don't address the off the call which is why their sales people aren't nearly as productive and so by doing 15-minute time slots people pick a time that is more convenient for them and so I think on one level because it's more convenient for them it's more precisely convenient they show up at a higher percentage I think the other

[9:38] YouTube https://youtu.be/StVqS0jD7Ls?t=571 || The Ultimate Sales Training for 2026 [Full Course]
reason and there's this big misconception about the idea of like no I want to make it look like I'm busy and not have full availability completely dumb it doesn't do anything to literally take up slots that are not true to show that you have traffic it's dumb it just it's dumb I just stop it we've already

[9:55] YouTube https://youtu.be/StVqS0jD7Ls?t=588 || The Ultimate Sales Training for 2026 [Full Course]
looked at it it doesn't do anything it just makes it less convenient for your customer to book with you now in the offthe call sop all right what should they be doing then I'll give you the next hack which is you start pulling up appointments so you remember I said we had the Monday Sunday Saturday whatever and people are booking on Saturday for Monday right they're booking here because you didn't put any availability well if you do have

[10:22] YouTube https://youtu.be/StVqS0jD7Ls?t=615 || The Ultimate Sales Training for 2026 [Full Course]
your salesperson working and they have an off-the call block where they don't have anything on their calendar what they should be doing is they should be let me see if I can draw a phone here there you go calling these leads and then pulling them up and so when you have that conversation with the prospect the first thing you're doing is qualifying them which you should do

[10:39] YouTube https://youtu.be/StVqS0jD7Ls?t=632 || The Ultimate Sales Training for 2026 [Full Course]
anyways with any leads that are on the calendar that are going to take a full sale slot but secondarily when you call them to qualify them say hey I had an opening later today that just opened up do you want the slot and so it takes a three-day out appointment and makes it a same day appointment and anyone who's been in sales knows that same day

[10:54] YouTube https://youtu.be/StVqS0jD7Ls?t=647 || The Ultimate Sales Training for 2026 [Full Course]
appointments have way higher SHP rates than future appointments next is is the actual uh person if they can't move it up for whatever reason you still have contacted them within just a few minutes of them opting in so they know that you're legit you've already qualified them and by pulling them off and moving them up if you do have that situation you increase the salesperson's

[11:17] YouTube https://youtu.be/StVqS0jD7Ls?t=670 || The Ultimate Sales Training for 2026 [Full Course]
utilization because now their whole calendar has more sales appointments that are stacked fewer Open Spaces which is good and we now have opened up this slot right here so that somebody else can find it convenient and then book in in the future and so by simply changing what people do off the call you increase the sales utilization you increase booking rates and you increase show rates by adding this one thing to what

[11:40] YouTube https://youtu.be/StVqS0jD7Ls?t=693 || The Ultimate Sales Training for 2026 [Full Course]
your sales people do when they currently weren't doing anything waiting between calls so the next one is very controversial and a lot of bad sales people are going to be against it but the killers are going to be nodding their head so what you want to do is you want to feed the killers now what does that mean

[11:58] YouTube https://youtu.be/StVqS0jD7Ls?t=711 || The Ultimate Sales Training for 2026 [Full Course]
is that the best leads should go to the best closers and the worst leads should go to the worst closers and so you're like wait a second what do you mean my my worst leads go to my work yeah because that means that you have the lowest amount of net waste within the business the people who are the most

[12:14] YouTube https://youtu.be/StVqS0jD7Ls?t=727 || The Ultimate Sales Training for 2026 [Full Course]
closable who are the most qualified who have the most money go to the people who have the highest likelihood of closing them for the most money and so I'll tell you a story when I learned this so there was a guy who lives in my building he does like 3 million a year in personal income and he was the number one sales rep or still is the number one sales rep for a time share company that's a multi-billion dollar company he the number one time share company he was the number one sales rep and he's won the best sales

[12:38] YouTube https://youtu.be/StVqS0jD7Ls?t=751 || The Ultimate Sales Training for 2026 [Full Course]
rep of the year out of 3,000 sales reps five out of the last six years and so I had dinner with him and I was like so give me give me your give me your strategy he's like you know I won the first year when just with the existing system but then I got to have one hour with the CEO as kind of like the prize

[12:53] YouTube https://youtu.be/StVqS0jD7Ls?t=766 || The Ultimate Sales Training for 2026 [Full Course]
for winning best salesman plus you know a check or whatever and I was like okay he said so when I sat down with the CEO I closed him on basically changing the way they allocated leads and he said so they used to just round robin all the leads to all the salespeople and he said when I went to the CEO I said listen

[13:10] YouTube https://youtu.be/StVqS0jD7Ls?t=783 || The Ultimate Sales Training for 2026 [Full Course]
you're just throwing money down the toilet you're giving me people that no one has a chance of closing and they're completely unqualified and you're wasting my time and then I see some really qualified person go to a dud closer's office and then he misses it and it's like shoot you should give him my terrible Le is not going to close them anyways and give me the good one and I'll close him and so the CEO decided to test it just with the

[13:32] YouTube https://youtu.be/StVqS0jD7Ls?t=805 || The Ultimate Sales Training for 2026 [Full Course]
location that this salesman was at he took his income from $250,000 a year to $3 million a year for him as a Salesman personal income but what was more important is that it 5x the company when they rolled it out Nationwide he increased the total output for that one location by so much that they then rolled it out and so this goes to show that if you're like wait I feel bad

[13:55] YouTube https://youtu.be/StVqS0jD7Ls?t=828 || The Ultimate Sales Training for 2026 [Full Course]
about this this is a business decision but if you are worried about your worst Sal people turning out why are you worried about your worst sales to people turning out now the other side of this which is really nice a lot of people don't think about is if your top sales rep can make a million dollar a year or

[14:11] YouTube https://youtu.be/StVqS0jD7Ls?t=844 || The Ultimate Sales Training for 2026 [Full Course]
$500,000 a year or $3 million a year do you know the amount of people who will work for nothing for the opportunity to make that kind of money and so what happens is salespeople will come in and work for way below the the normal wage for their skill because they want the shot the opportunity to be top dog and the other piece that this trains for or helps the business out with is that if

[14:34] YouTube https://youtu.be/StVqS0jD7Ls?t=867 || The Ultimate Sales Training for 2026 [Full Course]
someone survives this churn Factory of down here where it's really hard for guys to get started because they're getting the worst leads they learn on the hardest people to close and then when they survive and they can still make enough to move up then they get better and better leads but now they have qualified themselves as closers who

[14:56] YouTube https://youtu.be/StVqS0jD7Ls?t=889 || The Ultimate Sales Training for 2026 [Full Course]
are worthy of those leads so the next hack actually has again something to do with things around sales but is not sales itself which is most times it's harder to get an entire team to go up by 30% in close rates unless you just absolutely suck at sales but there's usually massive opportunities on show up rates and so one of the things that we

[15:19] YouTube https://youtu.be/StVqS0jD7Ls?t=912 || The Ultimate Sales Training for 2026 [Full Course]
do is we give kudos or shoutouts to the closers who have the highest show up rates and so by calling those people out we draw attention to how show up rates are very important to the business because if I had to give you an option hey would you rather increase your close rates by 20% or increase your show rates by 20% Which would you choose well if you're a smart business owner you'd say Well they're

[15:44] YouTube https://youtu.be/StVqS0jD7Ls?t=937 || The Ultimate Sales Training for 2026 [Full Course]
the same thing yes so then the followup question is which one's more likely given the stats you're at if your guys are closing at 35% for you to get a 20% boost might be very very difficult but for you to just simply remind them to work their leads and follow up with their appointments might be very easy

[16:00] YouTube https://youtu.be/StVqS0jD7Ls?t=953 || The Ultimate Sales Training for 2026 [Full Course]
16 minutes and so you shout out the closers who have the highest Strow rates every week not just highest close rates and then you ask them what they did and they're probably going to say I just followed the process and then you're going to say that's awesome great job and if you want you can give an extra kudos for the guy

[16:15] YouTube https://youtu.be/StVqS0jD7Ls?t=968 || The Ultimate Sales Training for 2026 [Full Course]
who has the highest show up rate you can give him like you know a $500 flat thing per week whatever something that makes it material enough that it's worth showing off for but I'm telling you this can increase your overall sales in your business more than sales training can sometimes and so if you're listening to that you might be like okay well what is the best reminder sequence for people to show up now the first thing is is you

[16:38] YouTube https://youtu.be/StVqS0jD7Ls?t=991 || The Ultimate Sales Training for 2026 [Full Course]
want to have your automated reminders set up right those have to be done and the thing is is and I think a lot of people make this mistake is you want to to look automated don't try and pretend that automation is a real person everyone knows and it looks like so don't do it all right but on top of automation you layer manual now manual you don't have to nearly as much to make it effective and hopefully I'm spelling manual right all right and so there's

[17:03] YouTube https://youtu.be/StVqS0jD7Ls?t=1016 || The Ultimate Sales Training for 2026 [Full Course]
three times that we have S this is from Allen that we know that gets the highest show upates all right very simple 24 hours before all right then am and then 1 hour all right and so think about it like this it's like you have your automated ones until the night before and someone says hey just making sure that we're on for tomorrow very excited I did this personalized thing for you

[17:24] YouTube https://youtu.be/StVqS0jD7Ls?t=1037 || The Ultimate Sales Training for 2026 [Full Course]
and so you want to show that you did some sort of prep for the prospect so they know you've put some effort in and so they would feel worse about not showing because you show that you've got a whole bunch of work that you want to show them on that call and so whether you're a weight loss you know business it's like hey I set aside this t-shirt

[17:39] YouTube https://youtu.be/StVqS0jD7Ls?t=1052 || The Ultimate Sales Training for 2026 [Full Course]
for you what size do you want or what color do you want for when you come in would be something that you could do for a weight loss customer if you're a B2B customer it's like hey I already I looked over your site we already uh I talked to my team about it it looks like we've got three things we can immediately help you with very excited to share what we found like it takes 5 minutes to do that but if you can

[17:56] YouTube https://youtu.be/StVqS0jD7Ls?t=1069 || The Ultimate Sales Training for 2026 [Full Course]
increase your show up rate by 30% because you do that makes a lot of sense right in 60 minutes you can increase your closure your total sales througha by 30% once a day feels like it's worth it now that's night before morning of you think you're a prospect right you're like okay yeah sounds good morning of

[18:12] YouTube https://youtu.be/StVqS0jD7Ls?t=1085 || The Ultimate Sales Training for 2026 [Full Course]
you start and your whole day is blank because you forgot everything from the day before and so the morning it's like hey just reminder again I'm seeing you later this afternoon and they're like yep I'm in cool and then one hour before they're busy during the day and you're like yo a meeting with you in 60 minutes just making sure now for these I prefer

[18:29] YouTube https://youtu.be/StVqS0jD7Ls?t=1102 || The Ultimate Sales Training for 2026 [Full Course]
to have uh blue messages is what we call them but basically the IM messages whenever possible rather than the green ones because people still don't entirely believe uh that it's a real person and so this is where having uh voice voice memos uh and video work really well for those reminders in addition to the

[18:44] YouTube https://youtu.be/StVqS0jD7Ls?t=1117 || The Ultimate Sales Training for 2026 [Full Course]
things that you're doing at the 24-hour Mark that show personalization so it would be something like this hey John really excited to meet with you tomorrow we outlined six things for your business that I think would really help you out I'm very excited to share them with you these were things that I pulled from my team and just from looking at the site

[19:00] YouTube https://youtu.be/StVqS0jD7Ls?t=1133 || The Ultimate Sales Training for 2026 [Full Course]
19 minutes uh before we get on the call so stoked we're at 4:00 tomorrow hit me up if there's any issues or you have any problems getting on otherwise I'll see you then next one is Logistics in terms of how you schedule Andor your policies which is we like to do same day next day period in terms of our availability now the reason for that is because show up rates are higher same day next day

[19:24] YouTube https://youtu.be/StVqS0jD7Ls?t=1157 || The Ultimate Sales Training for 2026 [Full Course]
and so if we constrain people to those days we increase the show up rates now the key and this is where most people mess up is that they're like well if I did same day next day I'm not going to be able to book all my appointments that means you need to hire more sales people and when you do that you'll get more shows which then means you close more sales so those are some immediate things

[19:41] YouTube https://youtu.be/StVqS0jD7Ls?t=1174 || The Ultimate Sales Training for 2026 [Full Course]
that you can do to multiply your sales without even having to learn anything more about what you have to say on the phone or even getting good at sales itself these are all the things you do around sales that still close way more sales than anything you can actually do on the call but once you do get on the

[19:57] YouTube https://youtu.be/StVqS0jD7Ls?t=1190 || The Ultimate Sales Training for 2026 [Full Course]
call you should make sure that your guy or you yourself don't suck so let's talk about sales training so now that we've covered sales multipliers now let's talk about sales training making it happen so I'm going to cover daily huddles one-on ones gam tape review role playing and CS gam tape weekly reviews all right you're feel like I don't know what any of those are that's why I made this video and I'll break them down so number one is most people have no idea what they're

[20:21] YouTube https://youtu.be/StVqS0jD7Ls?t=1214 || The Ultimate Sales Training for 2026 [Full Course]
doing when they're training sales so the vast majority of sales organizations don't even know how to train them at all and simply just run shurn factories so they say you know we'll bring 100 people in we'll see who survives which fine but if you know how to train sales as a business owner you can compensate below Market because you can take someone who's not good and make them good rather

[20:44] YouTube https://youtu.be/StVqS0jD7Ls?t=1237 || The Ultimate Sales Training for 2026 [Full Course]
than relying on people to come in with existing skills and so that is the Arbitrage opportunity that you get to have as a business owner and so if someone comes in with no skills and then you give them a lot of skills they come in at that Baseline right now I'm not saying that uh sales people shouldn't make make a lot of money they should uh

[21:00] YouTube https://youtu.be/StVqS0jD7Ls?t=1253 || The Ultimate Sales Training for 2026 [Full Course]
21 minutes but it's all based on the marketplace if you have 10 times bigger audience that you can take sales people from then that's an advantage that you have compared to your other businesses on the marketplace of sales skills so the first thing that we do is we like to have daily huddles and so daily huddles are

[21:16] YouTube https://youtu.be/StVqS0jD7Ls?t=1269 || The Ultimate Sales Training for 2026 [Full Course]
where we do role playing now role playing is probably the single greatest skill that you need to learn in sales and the big thing I'll give you as a caveat is every entrepreneur or sales managers always afraid of looking bad or not being able to close something uh in front of their team and so they they shy away from doing role playing but you need to set the frame up front which is no one's perfect that's why we practice

[21:40] YouTube https://youtu.be/StVqS0jD7Ls?t=1293 || The Ultimate Sales Training for 2026 [Full Course]
and so I'm going to mess up you're going to catch me and it's fine right because if you have any ego around this you will not do it as much because you'll be afraid of looking stupid in front of your team so just get over that as fast as humanly possible now when you're doing these daily huddles you want to do

[21:55] YouTube https://youtu.be/StVqS0jD7Ls?t=1308 || The Ultimate Sales Training for 2026 [Full Course]
the role playing so the role playing the important part of role playing is you actually have to get into it with them and give Fast feedback now here's how not to do it so and this is how most people do it which is someone goes through the script and they give not real answers anyways and then they say okay at the end of the 30 minutes or 20 minutes they say do this

[22:18] YouTube https://youtu.be/StVqS0jD7Ls?t=1331 || The Ultimate Sales Training for 2026 [Full Course]
different do that different do this different do that different so two massive problems number one is that you have to give one piece of feedback at a time people can't handle multiple piece feedback so it's not going to work second is that the trainability of a person or really an organism because this actually happens across species is inversely correlated with how fast you get feedback and so basically the number

[22:42] YouTube https://youtu.be/StVqS0jD7Ls?t=1355 || The Ultimate Sales Training for 2026 [Full Course]
of times that you have to uh give feedback to an organism is inverted with how quickly so one second 2 second 3 second whatever now this is an exaggeration but this would be number of times so that means that if I say Hey try it like this and then they can't do it again and then I have to say try it like this and then they still can't do it and then I say try it like this the

[23:08] YouTube https://youtu.be/StVqS0jD7Ls?t=1381 || The Ultimate Sales Training for 2026 [Full Course]
faster I do it the fewer times I have to repeat myself before they get it and so this is why speed is so important for training this actually happens across human you know across the entire organization but specifically for sales so when someone does the role play the sales manager or the other person's only working on one thing and when they begin the sale they say this is what we're working on and then they start the role play and

[23:31] YouTube https://youtu.be/StVqS0jD7Ls?t=1404 || The Ultimate Sales Training for 2026 [Full Course]
then as soon as they mess up or do a good job which both those are happening in real time all the time you say great keep going great keep going and so they keep talking and they can see you nodding your head they can see you giving thumbs up and you can hear you saying great and so you have three or four different ways that you can give positive reinforcement in real time so that you can train them on the right thing to say now when they do mess up

[23:54] YouTube https://youtu.be/StVqS0jD7Ls?t=1427 || The Ultimate Sales Training for 2026 [Full Course]
you also set the frame beforehand saying listen I'm going to probably stop you 30 or 40 times times during you just trying to say this one script that's okay that's to be expected that means we're doing it right and so if you set that expectation people aren't thrown off guard if you don't they're going to think that they're just doing a horrible

[24:09] YouTube https://youtu.be/StVqS0jD7Ls?t=1442 || The Ultimate Sales Training for 2026 [Full Course]
job which is not what you want to do and so they go through and you're like awesome great job M keep it going pause say it like this try it again great try it again great try it again and so once someone properly does the right way of saying it you don't just say great they did it once you have them do it two

[24:31] YouTube https://youtu.be/StVqS0jD7Ls?t=1464 || The Ultimate Sales Training for 2026 [Full Course]
three four five six times in quick succession so that it drills it in so that when they actually are on a sales call it's like this little mini recorder plays and they remember when they to drill it so many times in a row and from a sales training perspective you want to be working with them on one thing

[24:48] YouTube https://youtu.be/StVqS0jD7Ls?t=1481 || The Ultimate Sales Training for 2026 [Full Course]
sometimes for a week or two weeks all right so it's not a big deal now daily huddles you're usually working with the team on something like as a team we're struggling with this and so as a team we're going to be drilling this on 101's it's one thing and it's going to be specific to that person now the reason that most sales managers do a bad job sales training is because it's a full-time job like you have to listen to

[25:14] YouTube https://youtu.be/StVqS0jD7Ls?t=1507 || The Ultimate Sales Training for 2026 [Full Course]
sales recordings you have to see what they're messing up you have to take notes and then when you meet with them one-on-one you have to see all 28 things you think they did wrong and say which of these 28 things is going to create the highest Improvement in their close closing rate and then say we're only

[25:31] YouTube https://youtu.be/StVqS0jD7Ls?t=1524 || The Ultimate Sales Training for 2026 [Full Course]
going to prioritize this one thing so it may be like they just don't know how to ask for the card smoothly it may be that they don't know how to set the agenda well on the call it may be that they lose the frame somewhere during the sale it may be that they're getting lost in the weeds when someone asks detail based questions that they don't know how to zoom out like these are all different

[25:47] YouTube https://youtu.be/StVqS0jD7Ls?t=1540 || The Ultimate Sales Training for 2026 [Full Course]
skills that a good salesman should know how to do in a sale and you can only focus on one of them so I'll give you another one which is your best closer usually isn't your sales manager all right and so this is a mistake that I've made multiple times in my life and it's because typically the best closers are very like Hunter type person um and there's nothing wrong with that I mean

[26:12] YouTube https://youtu.be/StVqS0jD7Ls?t=1565 || The Ultimate Sales Training for 2026 [Full Course]
hey that's what makes the world go around um but often times they're not like super like leadership oriented patient willing to uh continue to invest in teammates like they just want to close deals and so most times most closers that I've had in our businesses before I explain this to them they're like I want to be sales manager somay and I'm like do you know what the day-to-day of a sales manager is because

[26:35] YouTube https://youtu.be/StVqS0jD7Ls?t=1588 || The Ultimate Sales Training for 2026 [Full Course]
it's not just like oh this makes me more money it's your entire activities that you do all the things you love about this job are now going to stop and be a whole new set of things and so sometimes the best closers it's kind of like coaches it's like it's not the best players who sometimes make the best

[26:51] YouTube https://youtu.be/StVqS0jD7Ls?t=1604 || The Ultimate Sales Training for 2026 [Full Course]
coaches sometimes it's like mediocre or bad players who just learned how to be decent or good not the best best who actually make the best coaches and so I set this stage what I said earlier which is like the sales manager has to have no egoo and can set the stage which is like hey some of you guys are better than me at sales like and so for example Phil Jackson is not better than Michael Jordan or kobby Bryant at basketball but

[27:16] YouTube https://youtu.be/StVqS0jD7Ls?t=1629 || The Ultimate Sales Training for 2026 [Full Course]
they respected when he gave them feedback on their work and so I would even use that as a sales manager to set the stage was like I hope that you guys are better than me at sales because that's what you have to do every day you just make not be better than me at helping other people get better at sales and so these are different skills and

[27:32] YouTube https://youtu.be/StVqS0jD7Ls?t=1645 || The Ultimate Sales Training for 2026 [Full Course]
it's totally okay and so when I roleplay with you if you smash me that's awesome that's fine if Phil Jackson went one-onone with MJ he's gon to get destroyed every time that's fine my goal is that this team crushes as a team the next one that a lot of people don't understand is about competition all

[27:47] YouTube https://youtu.be/StVqS0jD7Ls?t=1660 || The Ultimate Sales Training for 2026 [Full Course]
right now I think competition is very good but not in the way that you think it is so I used to be really hardcore and Cutthroat about I wanted all my teams you know the guys to compete like you know let the let the winners win losers lose Etc and I do but in a different way so I don't want it to be

[28:04] YouTube https://youtu.be/StVqS0jD7Ls?t=1677 || The Ultimate Sales Training for 2026 [Full Course]
us versus ourselves I want the competition to be us versus them so you need to pick a big enemy and it doesn't even have to mean that you actually are enemies with this person it could be a rival or friend ofy whatever you want and say listen every customer that we're not selling they're selling and so we

[28:21] YouTube https://youtu.be/StVqS0jD7Ls?t=1694 || The Ultimate Sales Training for 2026 [Full Course]
want to beat them right the reason that you know the us could get to the moon first because we were trying to beat the Russians right like having uh a common enemy is a great thing to align the troops towards achieving a big goal and it kind of quells the inner conflict of the team but if everyone's trying to Edge each other out it creates a culture that in my opinion doesn't actually make the most total sales you'll definitely

[28:46] YouTube https://youtu.be/StVqS0jD7Ls?t=1719 || The Ultimate Sales Training for 2026 [Full Course]
have people who thrive in those ultra competitive environments but you will lose people who otherwise would have been good closers in a team environment another amazing sales training piece that we like to do in our companies is gam tape review so first off you absolutely need to be recording every single call that happens to the customer across the company across the life cycle of the customer if you're not doing that you should do it please do it now stop

[29:10] YouTube https://youtu.be/StVqS0jD7Ls?t=1743 || The Ultimate Sales Training for 2026 [Full Course]
the video go do this now all right now assuming you are recording all calls this is something that completely changed my business forever was getting sales and Cs on the same call every week to review the game tape and so you're like why would you review sales game tape with customer success on the call well because then you can say hey

[29:36] YouTube https://youtu.be/StVqS0jD7Ls?t=1769 || The Ultimate Sales Training for 2026 [Full Course]
guys when you say it this way they expect this and it's really bad for the business and so what it does is actually elevates both teams to a larger perspective so they understand that like when if you ever have conflict where CS is like sales is over promising and sales is like CS stop being such babies

[29:51] YouTube https://youtu.be/StVqS0jD7Ls?t=1784 || The Ultimate Sales Training for 2026 [Full Course]
and just do stuff right like we're the ones who make the money like everyone gets it we've all been there and so the idea is when you get the them both on the same call one of the other nice things is that you then review an onboarding call most salesp people have never seen an onboarding call they've

[30:06] YouTube https://youtu.be/StVqS0jD7Ls?t=1799 || The Ultimate Sales Training for 2026 [Full Course]
been selling for you for three years five years and they literally have no idea what happens after they click submit or they run the card or they send the invoice over to finance and then they get the car you know the approval for their commission they're like all right next Prospect and that's fine but they have to understand kind of the

[30:21] YouTube https://youtu.be/StVqS0jD7Ls?t=1814 || The Ultimate Sales Training for 2026 [Full Course]
larger life cycle of the customer and so this is what ends up happening the first time sales seeson onboarding they're like oh dude this is awesome this is so good oh I'm going to use this in my right they actually get way more data that arms them to be more knowledgeable in the sale and increases their

[30:37] YouTube https://youtu.be/StVqS0jD7Ls?t=1830 || The Ultimate Sales Training for 2026 [Full Course]
conviction as a closer for the business because they believe in it and CS is can look at the sales and be like hey now I understand why they're coming in with these expectations and they can give sales the feedback of like hey do you think if you sit it like this it would change the sale a lot of guys like oh no I don't know I just said it that way I

[30:54] YouTube https://youtu.be/StVqS0jD7Ls?t=1847 || The Ultimate Sales Training for 2026 [Full Course]
didn't know that they were coming in that way and so what happens is you create this really seamless process between sales and Cs and you stop having those drop offs and cold feet where you're losing 5% of your sales or 10% of your sales for people who close and then back out and so that in a very real way will increase your sales by decreasing a

[31:11] YouTube https://youtu.be/StVqS0jD7Ls?t=1864 || The Ultimate Sales Training for 2026 [Full Course]
negative I learned this from my software days so when I started with Allen which is the first software company I ever owned um I learned from the software world that they started doing these CS to sales gam tape reviews and so we said okay well if all these really big companies that make more money than us do this we'll give it a shot and as soon

[31:27] YouTube https://youtu.be/StVqS0jD7Ls?t=1880 || The Ultimate Sales Training for 2026 [Full Course]
as we did it and that first call happened where we had the whole sales team and the whole customer success team on I was like oh I get it now like everyone got a holistic view of the customer Journey sales expectations were better and cleaner uh they were more knowledgeable about what the customer Journey was going to be uh CS stopped

[31:43] YouTube https://youtu.be/StVqS0jD7Ls?t=1896 || The Ultimate Sales Training for 2026 [Full Course]
getting upset at sales for making promises and it also helped because then the Cs side was like Hey would it help you if we did this one extra thing and the sales guys are like dude everyone asked for that they're like oh wouldn't even be that hard for us to do and then boom both sides get better they're setting better expectations and they're

[32:00] YouTube https://youtu.be/StVqS0jD7Ls?t=1913 || The Ultimate Sales Training for 2026 [Full Course]
32 minutes giving customers what they want more and the Cs team didn't know because the sales team said they couldn't do it because they weren't communicating now on recording sales which of course you should do and you promise you'll do no matter what after this video is done for sure that's Pinky Promise that's what you're going to start doing all right

[32:16] YouTube https://youtu.be/StVqS0jD7Ls?t=1929 || The Ultimate Sales Training for 2026 [Full Course]
now the next thing is what sales should I watch all right and so this is my big tip is there is no mysticism in sales there's a lot of like you know it's kind of like baseball they're like these are my lucky socks or like I always touch the phone here and here because uh I close when I do that thing right there's

[32:32] YouTube https://youtu.be/StVqS0jD7Ls?t=1945 || The Ultimate Sales Training for 2026 [Full Course]
a lot of superstition that starts to happen in sales because there's such fat feed fast feedback loops so people learn because they change their behavior uh because it worked before and so they try and do it again but they end up adding all these rituals to their sales processes that end up longterm actually eroding uh their ability to sell all

[32:49] YouTube https://youtu.be/StVqS0jD7Ls?t=1962 || The Ultimate Sales Training for 2026 [Full Course]
right so they start adding all these appendages to their sales process and actually gets really cluttered and it starts sucking all right now the biggest hack that I can give you as an individual salesperson is is that there are times when you're hot all right where you're like dude I feel like I could close everyone today right you you

[33:03] YouTube https://youtu.be/StVqS0jD7Ls?t=1976 || The Ultimate Sales Training for 2026 [Full Course]
know it you're on fire when you're hot record the living hell out of that and rewatch those game tapes because you aren't on fire you're doing things slightly differently it means that your Tone's a little different how you open's a little bit different how you transition to the Clos is a little bit different and all you want to do is you

[33:25] YouTube https://youtu.be/StVqS0jD7Ls?t=1998 || The Ultimate Sales Training for 2026 [Full Course]
want to look for the details because the big difference between good closes and great closers is that good closers try and get hot great closers never get cold and it's because they've systematized every single thing on their monster checklist that creates the hotness of their closing and so if you ever do get hot know that you now have the potential

[33:49] YouTube https://youtu.be/StVqS0jD7Ls?t=2022 || The Ultimate Sales Training for 2026 [Full Course]
to close at that closing rate and then say cool I'm going to analyze the living hell out of what it looks like when I'm hot how I say it where I pause where my tone shifts where I ask my questions how like when I transition to the sale how I frame my overcomes how I'm punching back and pushing back earlier in the sale to overcome objections earlier before I asked for money that is probably one of the biggest RI tactics I can give you

[34:13] YouTube https://youtu.be/StVqS0jD7Ls?t=2046 || The Ultimate Sales Training for 2026 [Full Course]
either as a sales manager for your teams or you as a sales professional just record everything and when you're hot analyze the living hell out of it next one is also big team management stuff which if you're ever in a slump so this is for sales managers specifically or entrepreneurs is that if you're in a slump one of the easiest things to do is start drilling everything and sure you can do all that stuff but in my experience reading

[34:38] YouTube https://youtu.be/StVqS0jD7Ls?t=2071 || The Ultimate Sales Training for 2026 [Full Course]
testimonials can be one of the biggest things that you can do to increase the conviction of the team and so you can get someone's tone to be correct by lots of drilling and lots of training but if they are convicted they will always have the correct tonality because they genuinely believe in the product and they genuinely believe it will help the customer and so I like to train competence in tone emphasis pacing I

[35:03] YouTube https://youtu.be/StVqS0jD7Ls?t=2096 || The Ultimate Sales Training for 2026 [Full Course]
like someone to understand all of those things so they know what it looks like when it's right but there's nothing that replaces A salesperson who's actually convicted because either you have a team of sociopaths who don't care at all but know how to say everything the exact right way or you just have a team of people who really believe in the product

[35:19] YouTube https://youtu.be/StVqS0jD7Ls?t=2112 || The Ultimate Sales Training for 2026 [Full Course]
and by believing the product they say things the right way and I will tell you personally it's way easier to find these people than these people and so read testimonials and then give kudos to the salesperson who Clos the prospect who got the great result and so imagine this you closed Sandy you know four weeks ago and you had to arm wrestler into closing she was super you know worried or

[35:43] YouTube https://youtu.be/StVqS0jD7Ls?t=2136 || The Ultimate Sales Training for 2026 [Full Course]
concerned but you overcame that and then four weeks later you read a testimonial from your manager who's like hey here's Sandy saying like I'm so grateful that I signed up for this thing it's completely changed my life it's changed my business I've lost weight whatever it is and and you then as the salesman say Tom I know

[36:00] YouTube https://youtu.be/StVqS0jD7Ls?t=2153 || The Ultimate Sales Training for 2026 [Full Course]
36 minutes I saw this call and I saw you arm wrestle Sandy to get to get this deal like awesome job because if you hadn't done that if you hadn't stayed in the pocket she wouldn't have this outcome and so I learned this because I figured out that my sales team had the highest absurd closing percentage like 100% like absurd closing percentages on one specific day of the month when I had my gyms and I was like what is it about

[36:26] YouTube https://youtu.be/StVqS0jD7Ls?t=2179 || The Ultimate Sales Training for 2026 [Full Course]
this day do you want to know what day it was it was we out day and so when we'd run our challenges every week we would have people who'd be weighing out from six weeks earlier and so on Friday or Saturday we'd have way outs and so it'd be people coming in for 15-minute appointments and weighing out taking

[36:42] YouTube https://youtu.be/StVqS0jD7Ls?t=2195 || The Ultimate Sales Training for 2026 [Full Course]
their after pictures weighing out taking their after pictures and after someone saw 20 people lose 20 pounds 30 pounds whatever it was in that time period when someone would come in between those weigh-ins or after those weigh-ins and they're like I'm thinking about signing up they had absolute conviction in the

[36:57] YouTube https://youtu.be/StVqS0jD7Ls?t=2210 || The Ultimate Sales Training for 2026 [Full Course]
fact that it was going to help them because they had just recently that day hours or minutes before seen 5 10 20 people literally demonstrate results in front of them and so that conviction they passed the Prospect and so I just like to remind you of this if you are a salesperson is that sales is passing

[37:14] YouTube https://youtu.be/StVqS0jD7Ls?t=2227 || The Ultimate Sales Training for 2026 [Full Course]
conviction from one person to another it's an education process over a bridge of trust and so fundamentally if a prospect knew everything that you know about the product they should buy now if they knew everything that you know and then they wouldn't Buy and you get them to buy it means that you deceive them

[37:29] YouTube https://youtu.be/StVqS0jD7Ls?t=2242 || The Ultimate Sales Training for 2026 [Full Course]
which means that you are an unethical salesperson so don't do that and so the idea is that you want to just basically fill in the fewest gaps you need to in order to get them over the bridge they say yes I know enough to make this decision and now I want to buy now that we've covered sales training let's talk about what happens before the sale which yes is absolutely part of the sale so

[37:46] YouTube https://youtu.be/StVqS0jD7Ls?t=2259 || The Ultimate Sales Training for 2026 [Full Course]
the first thing that a lot of people Miss up is that the sale Begins the moment the customer engages with your business not the moment they get on the phone and so how the interaction and communication happens between click and call Will massively change your close rates on the team independent of what

[38:04] YouTube https://youtu.be/StVqS0jD7Ls?t=2277 || The Ultimate Sales Training for 2026 [Full Course]
you say so for example if you're a local business and when you call to book the lead you say hey uh before you get going $100M Offers: How To Make Offers So Good People Feel Stupid Saying No (Hardcover) acquisition.com did you hear about us on uh you know local City's best boot camp list or that we won this thing three years in a row is that how you heard about us now if

[38:21] YouTube https://youtu.be/StVqS0jD7Ls?t=2294 || The Ultimate Sales Training for 2026 [Full Course]
they're like no I heard about you from a Facebook ad you still asking that question will influence what the customer uh perceives about your business and then we'll be like oh wow I I didn't know that they won that stuff and so the questions you ask can still be educational and frame how you exist in the marketplace to a prospect before you even beun selling them because you have begun selling them and so the thing is is that the sale

[38:47] YouTube https://youtu.be/StVqS0jD7Ls?t=2320 || The Ultimate Sales Training for 2026 [Full Course]
starts at the click all right so the setting script the ad they see all influence whether they're going to buy and so this is where having continuity and having a seamless experience between this whole thing is what will overall increase your closing percentage as a team again prior to even talking to them for the main sale so the next thing is

[39:17] YouTube https://youtu.be/StVqS0jD7Ls?t=2350 || The Ultimate Sales Training for 2026 [Full Course]
like okay what else can I do before the sale that increases the likelihood that someone closes and so the big obvious one and ke de talks about this in his influence book is edifying the closer so if I am setting a call and I've already edified the business by saying something like hey we were on you know so and so's list now a lot of people want to get on those lists because they think the list is going to somehow get them business no the list isn't going to get you business

[39:42] YouTube https://youtu.be/StVqS0jD7Ls?t=2375 || The Ultimate Sales Training for 2026 [Full Course]
but telling people that you were on the list will get you business and so that's where and let's be real you usually just pay five grand to the magazine so that they put you on the list of best boot camps in local area or best accounting firm in local area or state whatever then that edified the business now when

[39:58] YouTube https://youtu.be/StVqS0jD7Ls?t=2391 || The Ultimate Sales Training for 2026 [Full Course]
I'm qualifying the prospect I say oh I'm going to put you on with Shawn Shawn's unbelievable he help 400 people just like you get to thing that you just said you wanted in your specific circumstances recently for example he helped someone just like you achieve this and this someone else like you achieve this and this and so you're going to love talking to him he's a great guy and he's going to help you out

[40:21] YouTube https://youtu.be/StVqS0jD7Ls?t=2414 || The Ultimate Sales Training for 2026 [Full Course]
oh you know what I think he has an opening this afternoon let me see if I can get you in hold on two seconds making noise in the background yep he confirmed we're good to go four o00 Works awesome and so if you have that versus yeah uh I got you down for four one of our team will be reaching out imagine the difference in terms of how

[40:42] YouTube https://youtu.be/StVqS0jD7Ls?t=2435 || The Ultimate Sales Training for 2026 [Full Course]
that Prospect has been pre-framed to talk to that closer now the closer when they start the call have to maintain that frame that the set are set but again this is all creating one seamless experience of we are on top of it we are a legitimate business and we are someone you want to do business with the next

[40:59] YouTube https://youtu.be/StVqS0jD7Ls?t=2452 || The Ultimate Sales Training for 2026 [Full Course]
thing is the qualification process so a lot of people have said a lot of things about qualification but the nice thing is that IBM did this massive study and then came up with bant and bant is an acronym that stands for Budget Authority need timing and so they said that for a lead to be qualified for an account rep or close closer the setter had to make sure

[41:30] YouTube https://youtu.be/StVqS0jD7Ls?t=2483 || The Ultimate Sales Training for 2026 [Full Course]
that they had ban they had to make sure that the person had the budget they had the authority to make the decision they had the need they had the problem to solve and they had the timing meaning they wanted to get started soon and so those fundamentally are the things that are required to close a sale and so you

[41:47] YouTube https://youtu.be/StVqS0jD7Ls?t=2500 || The Ultimate Sales Training for 2026 [Full Course]
can do this on the call you can also do this on the application that you have prior to the call and even if you did that on both you'll still probably have to say yet again on the closing call but you want to say it before you ask for money and so fundamentally you're making sure the problem the person has the

[42:03] YouTube https://youtu.be/StVqS0jD7Ls?t=2516 || The Ultimate Sales Training for 2026 [Full Course]
problem to solve the money to spend the time to do the implementation and the authority to make the decision and people will say yes to it and then change their mind when you ask for money but we'll get to that later now this section isn't about outbound per se but I couldn't help but give you one of my favorite outbound scripts I've ever

[42:19] YouTube https://youtu.be/StVqS0jD7Ls?t=2532 || The Ultimate Sales Training for 2026 [Full Course]
heard which is hey business I'm calling about competitor period give me a call back so think about this imagine you have a dry cleaning business and it's Tom's dry cleaners that's you and you've got Jones uh because you're keeping up with the Joneses Jones dry cleaning across the street and you get a call being like hey um this is Alex I'm

[42:43] YouTube https://youtu.be/StVqS0jD7Ls?t=2556 || The Ultimate Sales Training for 2026 [Full Course]
calling in regards to Janes dry cleaning uh give me a call back when it's convenient you're like so incredibly curious that somebody has left a message and they want to talk about your competition and so imagine that versus hey I'm calling from 123 Financial wanted to see if you wanted to work like no one gives a right but because you have this personalized uh message that you're sending which works via

[43:07] YouTube https://youtu.be/StVqS0jD7Ls?t=2580 || The Ultimate Sales Training for 2026 [Full Course]
email it also works via uh voicemail uh the likelihood that the respond is way way higher now when the person comes on and they're like hey what about whatever it's like oh it looks like they're kicking your ass and so or hey I see that they're in the same industry as you and we've reached out to them as well

[43:22] YouTube https://youtu.be/StVqS0jD7Ls?t=2595 || The Ultimate Sales Training for 2026 [Full Course]
and then so like it's it's a very easy Bridge into whatever you want to say when you get into your when you actually get into the conversation but the response rates from hey x uh calling regarding competitor slays and while we're on the topic of how to work leads let me give you my favorite scripting for calling up

[43:52] YouTube https://youtu.be/StVqS0jD7Ls?t=2625 || The Ultimate Sales Training for 2026 [Full Course]
leads for local business when someone opts in and so the way that I do this so this is local leads so when I call a lead or called a lead and I called many of them uh I wouldn't say hey John this is Alex I want to see when you want to come in for like no that's not going to work all right so even though they already showed interest they usually don't even know who you are when you're calling all

[44:21] YouTube https://youtu.be/StVqS0jD7Ls?t=2654 || The Ultimate Sales Training for 2026 [Full Course]
right so the way I would do it is this so I would call and I would say John not is this John I would say John question no my tone goes up pause and then he's John is gonna be like yeah uh who's this like this is Alex pause he's thinking who is Alex who like how like and I'm acting with the way that I'm I'm toning

[44:47] YouTube https://youtu.be/StVqS0jD7Ls?t=2680 || The Ultimate Sales Training for 2026 [Full Course]
toning uh that he should know who I am all right that's the tone that I'm that I'm bringing this it's Alex pause and during the pause I can hear them it's like I'm calling you because you opted in on Facebook for our promotion and so I just wanted to make sure that one you weren't a crazy person on the internet ha and if there was a time that worked well for you to come in

[45:13] YouTube https://youtu.be/StVqS0jD7Ls?t=2706 || The Ultimate Sales Training for 2026 [Full Course]
and obviously to make sure that you knew that we weren't crazy people either right and so just in that little opener we have we pull them in we pull them in again then we quickly like you steamroll this you go as fast as you can and say Hey you opted in for that thing on Facebook this specific promotion it's like I'm giving them three different

[45:29] YouTube https://youtu.be/StVqS0jD7Ls?t=2722 || The Ultimate Sales Training for 2026 [Full Course]
kind of mental cues around what they opted in for because people don't remember the things they opt in for and especially if you don't call your leads within one minute then you call them two days later they're in a different Universe at this point they have no idea what they opted in for and they might have opted in for 10 things so they have

[45:45] YouTube https://youtu.be/StVqS0jD7Ls?t=2738 || The Ultimate Sales Training for 2026 [Full Course]
no clue what you're talking about and so then you can then bring them in and schedule time I wanted to figure out a time that would work well for you to come in I've got 2:00 and 4:00 today which works better all right and so by doing that I'm also giving two options and saying which do you prefer rather than saying asking them to pick a time I

[46:02] YouTube https://youtu.be/StVqS0jD7Ls?t=2755 || The Ultimate Sales Training for 2026 [Full Course]
look at my schedule I see my openings I present two openings that both work for me and then they pick and if you want to hear a little little little little early Alex story um when I started my gym I used to pretend that I there were multiple employees that worked at my gym and I would be like this is John and

[46:18] YouTube https://youtu.be/StVqS0jD7Ls?t=2771 || The Ultimate Sales Training for 2026 [Full Course]
then when they come in be like oh you're G to love Alex Alex is the amazing he's totally going to help you out he's helped out so many people just like you at same same edification script they come in and they'd be like you sound a lot like John be like we get it all the time and we go into it um but

[46:33] YouTube https://youtu.be/StVqS0jD7Ls?t=2786 || The Ultimate Sales Training for 2026 [Full Course]
alternatively uh you cannot do that if you don't want to I was young and uh I thought it was fun and uh to me and you know what I was deceiving people and so that is wrong uh but to me that's a little bit of a white FIB of a 23-year-old gym owner trying to trying to make it happen and the last one and

[46:49] YouTube https://youtu.be/StVqS0jD7Ls?t=2802 || The Ultimate Sales Training for 2026 [Full Course]
this one is so unsexy and because it's so unsexy no one does it which is why you make so much money doing this which is you prep for five minutes before the call looking up stuff about the person or the business and so if you're a Setter you can do this for the closer or closer you can do this for yourself prior to the call but you would be amazed at how much of a genius you look

[47:14] YouTube https://youtu.be/StVqS0jD7Ls?t=2827 || The Ultimate Sales Training for 2026 [Full Course]
like with five minutes of prep people are like wow this guy really did his homework and it's not because you really did that much homework it's just because everyone else is so lazy that any level of effort looks amazing all right and so the five minutes of prep in addition to and this is clear all the notes that the

[47:30] YouTube https://youtu.be/StVqS0jD7Ls?t=2843 || The Ultimate Sales Training for 2026 [Full Course]
setter sets should be in the CRM so that when you go up with the prospect you want to say Hey so uh you know Jimmy earlier was telling me that you're X Y and Z and that you've done this and you've done this got it so it's this is it fair to say that this is where you're currently at right now this what you're trying to achieve great well this sounds

[47:46] YouTube https://youtu.be/StVqS0jD7Ls?t=2859 || The Ultimate Sales Training for 2026 [Full Course]
like this would be a good call for you and I think we're we're going to we're going to figure something out together whatever right and so the thing is is that you never want a customer to repeat themselves right that's not a good experience experience overall and the flip side is it's kind of like binary like repeating is really negative but

[48:01] YouTube https://youtu.be/StVqS0jD7Ls?t=2874 || The Ultimate Sales Training for 2026 [Full Course]
you repeating to them what they told you is exceptionally positive and so it's this really binary swing in terms of like this can hurt the sale this will help the sale and so it takes five minutes and most of the time you should be taking notes on your sales calls anyway so that you can look like you're

[48:17] YouTube https://youtu.be/StVqS0jD7Ls?t=2890 || The Ultimate Sales Training for 2026 [Full Course]
actively listening which you should be and that way guess what happens to those notes after the closer closes they get passed on to customer success and then they say so I you talked to Steve you talk to Jim and these are the things that you decided on I think we're going to be able to help you out with insert goal and the way that we're going to

[48:33] YouTube https://youtu.be/StVqS0jD7Ls?t=2906 || The Ultimate Sales Training for 2026 [Full Course]
help you insert goal is by following step one two three so let's get started right and so by setting this seamless experience from click to close from Setter to closer to to onboarding you create an amazing process for prospects to go through and again you can solve so much of this and blow prospects Away by just preparing for 5 minutes and either you do the research or you at least read the notes before the call the next one's

[48:59] YouTube https://youtu.be/StVqS0jD7Ls?t=2932 || The Ultimate Sales Training for 2026 [Full Course]
a small one but we have one in our sales room which is uh a mini trampoline and so I used to take 20 25 in-person sales sales consults per day and so that could be very tiring and on my really Hercules days I would see 4850 people oneon-one or one on two uh every 30 minutes right and so I would get exhaust so one on1 102 for 12 hours is 48 um is what I

[49:23] YouTube https://youtu.be/StVqS0jD7Ls?t=2956 || The Ultimate Sales Training for 2026 [Full Course]
would do is I would do little mini J trampoline jumps between sessions to kind of keep my energy up and mostly to keep my mood up because I would start to get beat down when you have your 25th or 30th conversation that the exact same conversation of the day it starts to drain you and so what I figured out was

[49:40] YouTube https://youtu.be/StVqS0jD7Ls?t=2973 || The Ultimate Sales Training for 2026 [Full Course]
you cannot be in a bad mood and jumping on a trampoline at the same time so try it like seriously you can jump on a TR like you can't even do it and frown it's ridiculous but it really works and so I did it and I highly recommend it if you're somebody who struggles to keep your energy up or keep your tone

[49:56] YouTube https://youtu.be/StVqS0jD7Ls?t=2989 || The Ultimate Sales Training for 2026 [Full Course]
positive uh when you have like a long sales day now that we covered what happened before the sale now let's talk about the actual sale as it begins opening up the sales conversation you need to as quickly as possible set the agenda of what's going to happen so I actually think a lot about proof promise plan just like we do

[50:12] YouTube https://youtu.be/StVqS0jD7Ls?t=3005 || The Ultimate Sales Training for 2026 [Full Course]
for YouTube videos just like we do for short content because humans are still humans their attention still works the same way and just like the opener to a piece of content can dictate how well the entire video goes or How likely someone is to pay attention the same thing is true about how you open a sales

[50:28] YouTube https://youtu.be/StVqS0jD7Ls?t=3021 || The Ultimate Sales Training for 2026 [Full Course]
call and so think of every single thing that I'm going to talk about for this whole portion about as things that increase the likelihood that someone purchases and so fundamentally it's my belief that the way sales work is that we have 100 golden BBS we have a 100 tiny things that each of them increases

[50:44] YouTube https://youtu.be/StVqS0jD7Ls?t=3037 || The Ultimate Sales Training for 2026 [Full Course]
the likelihood that someone purchases and so I will share this one perspective with you on sales then we'll get into it which is BF Skinner who's a behavioral psychologist said this quote he said people say you can lead a horse to water you can't make a drink he said I wholeheartedly disagree he said if I

[51:00] YouTube https://youtu.be/StVqS0jD7Ls?t=3053 || The Ultimate Sales Training for 2026 [Full Course]
51 minutes dehydrated the horse bled it out and salted its mouth and I put water right in front of it when it's on the ground on a hot day he said I can veritably guarantee that it will drink and I kind of see sales the same way which is that if you control every single variable you could in theory close every single

[51:15] YouTube https://youtu.be/StVqS0jD7Ls?t=3068 || The Ultimate Sales Training for 2026 [Full Course]
Prospect and so I like to think about it that way as though all of these things are under my control so I start sales the same way that I start content which is proof promise plan and fundamentally I do this because I believe that humans are humans and if you want to gain someone's attention and have authority and have them want to wait until the end then if you can do it

[51:38] YouTube https://youtu.be/StVqS0jD7Ls?t=3091 || The Ultimate Sales Training for 2026 [Full Course]
that way when you're not there to reinforce them or force them to stay on the call and you still get people to stay to the end then this absolutely works when you're also there to reinforce them on the call and keep them going to the end and so I actually think this is one of the easiest ways and proof promise plan only takes 15 seconds

[51:53] YouTube https://youtu.be/StVqS0jD7Ls?t=3106 || The Ultimate Sales Training for 2026 [Full Course]
maybe 20 so you can absolutely get to the point and so when you start on a sales call it works more or less the same way which is John decided to get get going with you on this thing this big promise that we're working on uh we've done this with lots of other people who are just like you and so this

[52:11] YouTube https://youtu.be/StVqS0jD7Ls?t=3124 || The Ultimate Sales Training for 2026 [Full Course]
is the process that we're going to do and at the end of the call we're to see if it makes sense to move forward if not no sweat I'm going to still send you on your way with stuff that could help you with the problem overall right and so by doing that we still set out our proof promise plan right at the beginning and what I have found in my opinion one man's opinion is that you actually gain more report I actually got on a sales

[52:27] YouTube https://youtu.be/StVqS0jD7Ls?t=3140 || The Ultimate Sales Training for 2026 [Full Course]
call uh yesterday with uh a banker for one of the portfolio companies and they were trying to bring our business over and uh he said hey if you don't mind can we just skip the foreplay and I was like I I just immediately was like I love you for saying that and he's like let's just get right to it and then he set the

[52:43] YouTube https://youtu.be/StVqS0jD7Ls?t=3156 || The Ultimate Sales Training for 2026 [Full Course]
agenda and it was awesome and so I could tell obviously he was a super you know very very hot multi-million dollar preyear salesperson because we have big counts uh and so the same thing is True For You especially if you sell B2B like get to the point and when you set theend that way you actually control the frame because you told them how this call is

[53:00] YouTube https://youtu.be/StVqS0jD7Ls?t=3173 || The Ultimate Sales Training for 2026 [Full Course]
53 minutes going to go and if you don't know how the call is going to go you don't know what you're doing and then it looks like an increased likelihood that you waste that person's time and so you having an agenda also shows that you have done this before that you're a professional that you know what you're doing so the next one is follow the script so I

[53:16] YouTube https://youtu.be/StVqS0jD7Ls?t=3189 || The Ultimate Sales Training for 2026 [Full Course]
actually asked my sales team uh to tell me I said what are the things that I shout at you guys that uh that have helped you a lot so some of these isms are directly from the horse's mouth via other horses horsing it back to the horse uh but I I say follow the I'll put a little asteris here follow the script now the reason I I want to highlight this is that if your team does

[53:38] YouTube https://youtu.be/StVqS0jD7Ls?t=3211 || The Ultimate Sales Training for 2026 [Full Course]
not follow the script there is no point in having a script and so script adherence in my opinion is the first thing that you drill I would rather have 100% of my team saying the script word for word and Us close no one because then I could then close change the script and then get everyone to close because if everyone follows the script and doesn't close you have a script problem if people aren't following the script you can't change anything because

[54:02] YouTube https://youtu.be/StVqS0jD7Ls?t=3235 || The Ultimate Sales Training for 2026 [Full Course]
then you have to do it all onesie TWY all over the place now to be clear a the script is basically up to the ask after the ask you have the loops that you're going to do the overcomes that you're going to drill with them and sometimes that leads you down a different Christmas tree but the first part of the

[54:17] YouTube https://youtu.be/StVqS0jD7Ls?t=3250 || The Ultimate Sales Training for 2026 [Full Course]
sale the first two-thirds of the sale should be pretty much word for word the same their answers will change but the actual scripting Remains the Same so there's different levels of following the script the very surface of that would be actually just saying the words but there are a lot of other things in

[54:33] YouTube https://youtu.be/StVqS0jD7Ls?t=3266 || The Ultimate Sales Training for 2026 [Full Course]
communication like if I slow down what I'm saying right now it sounds really important and if I speed up what I'm saying what it sounds is going to be really like interesting and I'm very excited about I'm transferring that to you and you might increase the speedo as you're approaching the close but then when you go for the ask you might slow down you might lower your voice again

[54:49] YouTube https://youtu.be/StVqS0jD7Ls?t=3282 || The Ultimate Sales Training for 2026 [Full Course]
and the thing is is that you can also change the meaning of a sentence by changing how you say it so I got this from Jason F FL was a good um and he said and I love this one I didn't say he hit his wife which implies that I wasn't the one who said it I didn't say he hit his wife I didn't say he hit his wife I didn't say he hit his wife I didn't say he hit his wife I

[55:11] YouTube https://youtu.be/StVqS0jD7Ls?t=3304 || The Ultimate Sales Training for 2026 [Full Course]
didn't say he hit his wife I didn't say it his wife each of those sentences are all the same exact words but mean very different things and so one is you can change the meaning of a sentence by where you emphasize the next is your ality so me going low or me going high both of those things can change what a sentence means so if I say a statement like you're doing 3 million a year

[55:35] YouTube https://youtu.be/StVqS0jD7Ls?t=3328 || The Ultimate Sales Training for 2026 [Full Course]
versus you're doing three million a year those are two very different things one is a question asking somebody to respond back and the other is me just making a statement and then moving on and so you can increase or increase the tone of your voice at the end of a sentence which then implies that you're asking

[55:50] YouTube https://youtu.be/StVqS0jD7Ls?t=3343 || The Ultimate Sales Training for 2026 [Full Course]
for a response from the Prospect and so one is you have emphasis which is where am I going to pause the second is that you have tone which is am I going to go low am I going to go high and how is it going to change throughout the sentence and then finally you have pacing where do I slow down when I really want to make sure that you hear every word that I'm saying because it's very important and this is a matter

[56:15] YouTube https://youtu.be/StVqS0jD7Ls?t=3368 || The Ultimate Sales Training for 2026 [Full Course]
OFA tone to increase trust with the prospect because what I'm sharing is something that I haven't told other people or whatever right and so pacing can go slow and fast toning can go up and down emphasis is where you pause and so when you're following the script or making the script you want the script to have a tone guide with it and so you could have XY z w as the words and you

[56:38] YouTube https://youtu.be/StVqS0jD7Ls?t=3391 || The Ultimate Sales Training for 2026 [Full Course]
can use the things on a word processor AKA Google Docs or whatever you type stuff on and you can say if I underline it means slow down if I put this in all caps then it means emphasize this if I put this in italics then it means create space whatever so so the nice thing is that on word processors you have

[56:59] YouTube https://youtu.be/StVqS0jD7Ls?t=3412 || The Ultimate Sales Training for 2026 [Full Course]
underline italics bold and caps and so those things give you four different kind of cues for the closer so that when they're reading the script they know how they're supposed to read the script and so when you're drilling the first thing you're going for is actually saying the right words once you have a team that can breathe the script which they should do very quickly because it's not that many words you should only be looking at

[57:21] YouTube https://youtu.be/StVqS0jD7Ls?t=3434 || The Ultimate Sales Training for 2026 [Full Course]
you know 12 questions that you might be asking maybe one follow-up or two for the questions not something that's like the Gettysburg address here right which you still memorized when you were in sixth grade anyways and so and you did it for free rather than getting paid for it all right here the 2011 version of

[57:37] YouTube https://youtu.be/StVqS0jD7Ls?t=3450 || The Ultimate Sales Training for 2026 [Full Course]
following the script is saying the words the way they need to be said in order to increase the likelihood that the person buys all right so now that we have okay you have to follow the words we emphasize tone and pacing we can write the script in a way that helps the closers uh have the right tone at each

[57:53] YouTube https://youtu.be/StVqS0jD7Ls?t=3466 || The Ultimate Sales Training for 2026 [Full Course]
portion of the sale then we can move on to the actual scripting itself now I have used something called The Closer framework for a long time I don't think that this is magical it just is an acronym that people remember more than anything um and if people remember it then it means it's been effective at

[58:10] YouTube https://youtu.be/StVqS0jD7Ls?t=3483 || The Ultimate Sales Training for 2026 [Full Course]
teaching them because if they remember it then it changes their behavior they have learned and so there are probably more complex ways we have a different scripting process that I call the diagnostic script I've made a big video about that but for the vast majority of sales calls that are specifically transactional so it's one call two call

[58:24] YouTube https://youtu.be/StVqS0jD7Ls?t=3497 || The Ultimate Sales Training for 2026 [Full Course]
closes I usually follow this structure and so the C stands for clarify why they are here all right and so if you get on the phone and someone says I just want to have more information people don't get on the phone to get more information no one wants to learn stuff people get on the phone because they want to solve

[58:41] YouTube https://youtu.be/StVqS0jD7Ls?t=3514 || The Ultimate Sales Training for 2026 [Full Course]
a problem and so we need to get really clear we clarify the problem that they're like why are you here this is that the question that we're answering now it's like why'd you take the time to hop on the call today what made you reach out to us what made you op on the site and what you want to ask in these types of questions that are clarifying the problem are reminding them of

[58:58] YouTube https://youtu.be/StVqS0jD7Ls?t=3531 || The Ultimate Sales Training for 2026 [Full Course]
actions they took to show up on your call and so the thing is is even if you're outbow no matter what every lead that you talk to is engaged meaning they've taken one action towards you so hey what made you what made you comment on my post what made you respond to my email what made you set a call on my calendar no matter what it is what made

[59:14] YouTube https://youtu.be/StVqS0jD7Ls?t=3547 || The Ultimate Sales Training for 2026 [Full Course]
you pick up the phone and and keep listening to me like they've always done something to uh now obviously if you're in a close you're probably not closing on on a cold first Outreach right um they've done something at this point to indicate interest and we will remind them of the interest and then tie that

[59:29] YouTube https://youtu.be/StVqS0jD7Ls?t=3562 || The Ultimate Sales Training for 2026 [Full Course]
to a problem they're trying to solve all right then we label them now I this is like the shortest part of the script but it's incredibly important all right which is you label them with that problem so you've clarified it but you said okay so just to make sure I'm clear you are here you want to get here and this has been the issue that's been holding you back what you're essentially doing is establishing the gap between

[59:53] YouTube https://youtu.be/StVqS0jD7Ls?t=3586 || The Ultimate Sales Training for 2026 [Full Course]
present and desired and sometimes the obstacle that they believe is standing in their way once you have that you have now set the table for making a sale because now you have this is where you want this is where you are this is where you want and we've got this big dragon I think I can give you the sword to slay it or I can slay it for you whatever the

[1:00:10] YouTube https://youtu.be/StVqS0jD7Ls?t=3603 || The Ultimate Sales Training for 2026 [Full Course]
next part of the sale is overviewing past pain now the reason the overview of the pain is so important I call the pain cycle is something that I've actually only learned about I I learned this while I was selling I just knew that talking about people's pain and what they done before got more people to buy I didn't know why I just knew that that ended up always being the case now later I know a little bit more about sales uh

[1:00:34] YouTube https://youtu.be/StVqS0jD7Ls?t=3627 || The Ultimate Sales Training for 2026 [Full Course]
and more just human behavior and deprivation creates motivation and so if I am hungry I am motivated to eat if I'm tired I'm deprived of sleep means I'm motivated to sleep if I am if I haven't seen my wife in a few days I might be motivated to do other things you get the idea if you're deprived You Are by definition motivated to end the deprivation and so what we want to do in

[1:01:03] YouTube https://youtu.be/StVqS0jD7Ls?t=3656 || The Ultimate Sales Training for 2026 [Full Course]
the sales call is basically expand the deprivation we want to bring their state of deprivation to top of mind so that in the moment we can increase their deprivation which then rubber bands back to increasing motivation to solve it and so if you've probably seen you know political polls where they're like what's the topic of this election what they do is they specifically choose topics to deprive the population of so

[1:01:29] YouTube https://youtu.be/StVqS0jD7Ls?t=3682 || The Ultimate Sales Training for 2026 [Full Course]
that we say this is now more important for us it's not that education isn't important but for apparently this election it's not no one's talked about education right but in different elections they've been like this is a big problem and so then that becomes the thing that everyone talks about and then that's the main reason people choose the people that they're going to elect and

[1:01:46] YouTube https://youtu.be/StVqS0jD7Ls?t=3699 || The Ultimate Sales Training for 2026 [Full Course]
so this deprivation motivates a change in behavior and within the context of sales that means taking the action to move forward in the sales process or taking the action to buy this is why the pain cycle is so important and so I have a little ISM that I have in my sales team which is the pain is the pitch like the pain is the thing that often it's

[1:02:08] YouTube https://youtu.be/StVqS0jD7Ls?t=3721 || The Ultimate Sales Training for 2026 [Full Course]
the Gap we have to make sure that they have it's like well I tried this thing and I tried this thing and I tried this thing and so we want to quantify how much they've spent so far in time and effort and what the impact that's been on their status within their community and how much it's costing them to not do this every day so this is the cost of inaction or the cost of failure every

[1:02:30] YouTube https://youtu.be/StVqS0jD7Ls?t=3743 || The Ultimate Sales Training for 2026 [Full Course]
single day that they don't achieve this thing whatever it is that they want and the reason we highlight those pains is because it creates urgency it creates an increased likelihood that they act so the pain cycle that I ran with like weight loss for examples what have you done so far to try and lose weight and then when someone would say I did Weight

[1:02:46] YouTube https://youtu.be/StVqS0jD7Ls?t=3759 || The Ultimate Sales Training for 2026 [Full Course]
Watchers or I did you know whatever it didn't matter I knew what my pitch was going to be because I had a three three-pillar pitch which we'll get to in the S we which I would always try and highlight the good things of the things they did and the things that it was missing when they brought it up and so

[1:03:02] YouTube https://youtu.be/StVqS0jD7Ls?t=3775 || The Ultimate Sales Training for 2026 [Full Course]
if someone said hey I did you know Weight Watchers I would say great so they gave you nutrition I was like but I'm guessing you kind of bounc back now remember everything they've done is an advantage for you because they are here in the sale which means it did not solve the problem and so I remember even having somebody came in who's like I already have a personal trainer and I'm

[1:03:18] YouTube https://youtu.be/StVqS0jD7Ls?t=3791 || The Ultimate Sales Training for 2026 [Full Course]
like yeah he's obviously not doing a good job but she just looked at me sideways I was like you're here and so she was like fair right and so then I closed the sale but the thing is is that so you know Weight Watchers was they had nutrition and they had accountability but they didn't have Fitness right and so you lost the weight then you gained it back because you lost muscle when you

[1:03:33] YouTube https://youtu.be/StVqS0jD7Ls?t=3806 || The Ultimate Sales Training for 2026 [Full Course]
did it oh that's why it didn't work six from gold all we have to do is fix this one thing and then we can get you success uh oh I did the gyms before but it didn't work for me well did they give you a personalized food plant well you know what they did okay did they hold you accountable to doing it no they didn't okay so you had Fitness and Nutrition you didn't have accountability because if you have Fitness Nutrition

[1:03:50] YouTube https://youtu.be/StVqS0jD7Ls?t=3823 || The Ultimate Sales Training for 2026 [Full Course]
and accountability you can't fail fundamentally if you eat the food you work the work the working out and this actually makes sure you do the first two you're going to lose the weight right and so every business has I call a three-pillar pitch that's buried inside of it so I was making I always tell the story because it's a fun one but I was

[1:04:05] YouTube https://youtu.be/StVqS0jD7Ls?t=3838 || The Ultimate Sales Training for 2026 [Full Course]
making a sales script for a marketing company that was selling leads to mortgage brokers and Realtors I spent the whole morning being like what are the three things like what are the three things that makes an amazing lead and so it's like okay well you want and I came up with you want leads to be timely you want leads to be uh qualified and you

[1:04:20] YouTube https://youtu.be/StVqS0jD7Ls?t=3853 || The Ultimate Sales Training for 2026 [Full Course]
want them to be exclusive right and so basically it's like it's basically going through b it's like you want them to have the budget you want them to have the timing and you want them to have uh the authority and or need right and so obviously the need was established because they were leads in already indicated interest right and so was

[1:04:37] YouTube https://youtu.be/StVqS0jD7Ls?t=3870 || The Ultimate Sales Training for 2026 [Full Course]
really just controlling for the other three in the three-pillar pitch and so when we were talking and so when we scripted it out it's like oh have you ever done have you ever bought leads in the past and if they had and obviously they weren't having a good experience because they were on the phone with us be like oh what was it and all we had to

[1:04:52] YouTube https://youtu.be/StVqS0jD7Ls?t=3885 || The Ultimate Sales Training for 2026 [Full Course]
do was pick out oh you you were getting leads from Zillow but they weren't exclusive to you right and so you had to compete with 20 other guys so you had good quality leads they had the budget and they had the interest and presumably the authority to make a decision right but but they weren't exclusive to you and so that was the problem and if You' had leads that were exclusive do you think you'd be able to make money they're like oh my God if I had an exclusive it would been great you're like awesome boom established the Gap

[1:05:15] YouTube https://youtu.be/StVqS0jD7Ls?t=3908 || The Ultimate Sales Training for 2026 [Full Course]
figured out the poll in between boom we can pull him over we can help you out right and so every pitch usually now to be very clear I'm not saying that it's always three things that triangulate a sale I'm saying that humans tend to think in threes and so when I make a sales pitch I try and chunk up to the three big things so you might be like well we have a seven-step process it's

[1:05:38] YouTube https://youtu.be/StVqS0jD7Ls?t=3931 || The Ultimate Sales Training for 2026 [Full Course]
like fine Chunk Up Until It's three so nutrition I could break down into like okay well we've got calories we've got macronutrients we got micronutrients we've got meal timing we've got meal composition like I could get it I could get as fancy as we wanted to to create more components but you just want to

[1:05:53] YouTube https://youtu.be/StVqS0jD7Ls?t=3946 || The Ultimate Sales Training for 2026 [Full Course]
chunk up to three because people tend to remember it now when you get to the S which is the sell the vacation which I've already kind of gotten into we want to talk about the vacation we want to talk about Maui we don't want to talk about the plane flight we don't want to talk about TSA we don't to talk about taking shoes off going through security you know getting padded down uh

[1:06:17] YouTube https://youtu.be/StVqS0jD7Ls?t=3970 || The Ultimate Sales Training for 2026 [Full Course]
how how bumpy and you know it's going to be on the on the plane the food you're going to have to eat the person sitting next to you is going to smell bad like we don't want to talk about any of that we want to talk about Maui we want to talk about the experience of what it will be like when they've accomplished the thing the the transformation that we're selling whatever it is now when we

[1:06:34] YouTube https://youtu.be/StVqS0jD7Ls?t=3987 || The Ultimate Sales Training for 2026 [Full Course]
have the three-pillar pitch I like to make the statement of what you need like exclusive right or it needs to be nutrition you need to have whatever the pillar is you make the statement and then you give the metaphor all right and so this is how I do my three-pillar pitches and normally a three-pillar

[1:06:51] YouTube https://youtu.be/StVqS0jD7Ls?t=4004 || The Ultimate Sales Training for 2026 [Full Course]
pitch shouldn't be longer than 2 minutes and so if you're like wait a second so this whole sale I'm only going to be talking about my product for like two minutes yep because you want to be talking about the prospect not the product and so if I want to get into a new organization and I want to figure

[1:07:06] YouTube https://youtu.be/StVqS0jD7Ls?t=4019 || The Ultimate Sales Training for 2026 [Full Course]
out how to sell I'm going to spend 90% of my time trying to understand the pains remember for motivation the Pains of the Prospect and once you know the Pains of a prospect and this is me just you know taking my ethical disclaimer hat on you can sell them anything because fundamentally if you know where someone is and you know where they want to go and you know the things things they've struggled with if I wanted to sell supplements you just sell that as the bridge between where they're

[1:07:30] YouTube https://youtu.be/StVqS0jD7Ls?t=4043 || The Ultimate Sales Training for 2026 [Full Course]
at and where they want to go or you sell nutrition coaching or you sell Fitness or you sell all three it doesn't really matter you could sell your piece of equipment either way you're going to have where they're at where they want to go difficulties they've had and then you just Bridge it with the product but most

[1:07:45] YouTube https://youtu.be/StVqS0jD7Ls?t=4058 || The Ultimate Sales Training for 2026 [Full Course]
sales teams spend all their time trying to train people on the product and not the Prospect and so then they sound really ill-informed and ask stupid questions that anybody who knew more about the prospect would already know the answer to it so I'll give you three of my my favorite kind of metaphors um

[1:08:00] YouTube https://youtu.be/StVqS0jD7Ls?t=4073 || The Ultimate Sales Training for 2026 [Full Course]
1 hour, 8 minutes that I used to use around uh accountability uh and so I had the three-pillar pitch one is I would just the fact that I would call it the three-pillar pitch I call the three legs the stool and so I was like you can have if you have two then the stool Falls over right you can maybe balance it for a little bit maybe you did do nutrition

[1:08:15] YouTube https://youtu.be/StVqS0jD7Ls?t=4088 || The Ultimate Sales Training for 2026 [Full Course]
and accountability for a little bit with Weight Watchers you lost 50 but you G back 60 and they like yeah like right so you had it it balanced but then it fell over right but if you have all three and I could use my hands and I would show them that then they'd be like oh I get it it's like yeah this is what you need in order to be successful this so I make

[1:08:30] YouTube https://youtu.be/StVqS0jD7Ls?t=4103 || The Ultimate Sales Training for 2026 [Full Course]
an analogy or metaphor of what the three pillars that we have and how it relates to something that's a strong structure now does the Dynamics of how a stool stands have anything to do with SEO or how we get leads from mortgage brokers no but it helps people understand and so fundamentally what a metaphor is is it Compares something they don't understand

[1:08:53] YouTube https://youtu.be/StVqS0jD7Ls?t=4126 || The Ultimate Sales Training for 2026 [Full Course]
your thing that you sell with something they do understand and you make parallels fundamentally by the way this is what teaching is and so if we want to have a metaphor so I use I use these two for accountability which absolutely slay one I got from Alison Prince the other one I got from Tom Miller so I'll give

[1:09:08] YouTube https://youtu.be/StVqS0jD7Ls?t=4141 || The Ultimate Sales Training for 2026 [Full Course]
you the toothbrush one so you say hey uh when you were a kid did you hate brushing your teeth right all of a said or if they have kids it's like do your kids hate brushing their teeth yeah of course but you know and so every night you're like hey brush your teeth they like brush the teeth and they go to bed and now you're an adult do you brush

[1:09:24] YouTube https://youtu.be/StVqS0jD7Ls?t=4157 || The Ultimate Sales Training for 2026 [Full Course]
your teeth now and the answer is yes most people do if you have a weirdo then maybe you shouldn't sell them anyways so you brush your teeth now of course okay so what happened was in the beginning you had external accountability your parent was your coach saying hey kept reminding you kept reminding you kept

[1:09:39] YouTube https://youtu.be/StVqS0jD7Ls?t=4172 || The Ultimate Sales Training for 2026 [Full Course]
reminding you and then over time the positive reinforcement of doing the behavior became the internal motivation to stick with it and so what we're doing is we're going to artificially become that external motivation that you need in the beginning to create the Habit so that you can do this long term right now that's I would sell accountability and

[1:09:57] YouTube https://youtu.be/StVqS0jD7Ls?t=4190 || The Ultimate Sales Training for 2026 [Full Course]
so me saying that notice I'm not saying hey we're going to reach out to you this many days and we're going to be on this channel of communication these are the the response times I just say big picture you didn't brush your teeth and you hated it and now you brush your teeth and you don't miss a day and the big thing that was the difference was this thing and that's what we're going

[1:10:13] YouTube https://youtu.be/StVqS0jD7Ls?t=4206 || The Ultimate Sales Training for 2026 [Full Course]
to provide to you done then a different version of this was uh The Amazing Race in The Amazing Race uh they actually had to change the rules because there was a couple that won too many times that they had had to say they had to dismantle their advantage you know what the advantage was well what they would do is whenever they get dropped off this new area they would find a local person put him in the back seat pay him for the day and say hey help us get to this place

[1:10:36] YouTube https://youtu.be/StVqS0jD7Ls?t=4229 || The Ultimate Sales Training for 2026 [Full Course]
and because they had a local they beat everyone else who tried to do it on their own and so what I want to do right now is I've been to where you're going and I've been in the backseat with a hundred other people just like you and I can be your backseat driver because it'll give you an unfair advantage that makes sense done you've already moved on from the pillar right and so that's how

[1:10:52] YouTube https://youtu.be/StVqS0jD7Ls?t=4245 || The Ultimate Sales Training for 2026 [Full Course]
you explain that's those are two metaphors to explain something right and if I sold supplements I would give metaphors around uh you know protein or 1 hour, 11 minutes whatever right and so the whole idea is that you want to know what your three pillar are and then you want to know uh an analogy that makes it more relevant if I was selling SEO I'd be like hey

[1:11:09] YouTube https://youtu.be/StVqS0jD7Ls?t=4262 || The Ultimate Sales Training for 2026 [Full Course]
well think about your ads as your paycheck that you get every month you have to put you have to put work in make new ads put money in but you get money out immediately think about SEO like an investment account you're going to put money in but it's not really going to be much for a while but eventually it starts compounding and then within one year or two years it's going to be

[1:11:24] YouTube https://youtu.be/StVqS0jD7Ls?t=4277 || The Ultimate Sales Training for 2026 [Full Course]
bigger than anything you could do actively right but it just takes time so it's just like an investment account right and so that's my analogy so you've got SEO and paid traffic it's the same as income and investment right and so whatever the three things that you're selling are you just want to have a clear analogy that someone can just say

[1:11:40] YouTube https://youtu.be/StVqS0jD7Ls?t=4293 || The Ultimate Sales Training for 2026 [Full Course]
got it because if you start getting into details you get into the weeds and that's where you die and by the way if you're working leads because you didn't work them fast you didn't work them enough and then you get ghosted at any part in the sales cycle just send them a meme just send them a meme like there's the Kevin Hart meme where he's like

[1:11:56] YouTube https://youtu.be/StVqS0jD7Ls?t=4309 || The Ultimate Sales Training for 2026 [Full Course]
where you at um and it actually has the highest response rate out of any messages that we've sent just sending the meme and so uh that that Meme has made a lot of salespeople a lot of money and so you can just send that to your cold pipeline send it to 200 guys uh and you'll probably get five to 10 that just

[1:12:14] YouTube https://youtu.be/StVqS0jD7Ls?t=4327 || The Ultimate Sales Training for 2026 [Full Course]
re-engage off of that and they'll probably laugh and then you're back in the saddle and I'll explain why closes die in the details when we get into the closing section all right now the last two pieces are actually around closing which is is if you've sold them at this point you've said hey does that sound good you're ready to move forward ready to get started ready to get some traffic

[1:12:30] YouTube https://youtu.be/StVqS0jD7Ls?t=4343 || The Ultimate Sales Training for 2026 [Full Course]
to your site ready to start losing the weight ready to start getting back to that High School weight whatever it is ready to ready to insert goal that's how you know you can ask for the sale great let me get your ID or whatever let me get your information start moving forward then if they don't say yes you explain

[1:12:45] YouTube https://youtu.be/StVqS0jD7Ls?t=4358 || The Ultimate Sales Training for 2026 [Full Course]
away concerns all right this is fundamentally closing this is objection handling which is the perfect thing to get into right now now that we've covered the open now we have to get our money we got to close before I dive into to the tactics one I'm going to be bringing in audience objections so we pulled my uh YouTube audience and said hey what are some of the objections that you guys are struggling with so I'm going to be uh overcoming some of those

[1:13:09] YouTube https://youtu.be/StVqS0jD7Ls?t=4382 || The Ultimate Sales Training for 2026 [Full Course]
now live and on top of that I want to preface with the fact that you should train sales back to front so what do I mean by that you want to make sure that someone knows how to collect payment and process as the first thing that you you teach a closer why because if they don't know how to do that they have a 0% chance of closing and so the next thing that you would teach someone is how to

[1:13:33] YouTube https://youtu.be/StVqS0jD7Ls?t=4406 || The Ultimate Sales Training for 2026 [Full Course]
ask for payment and how to ask for someone to get started because if they don't know how to do that the likel that they close a sale is zero and so a lot of people start at the top of the script when they start teaching a closer but it's my preference to start at the bottom of the script because that is what's required to close that being said

[1:13:49] YouTube https://youtu.be/StVqS0jD7Ls?t=4422 || The Ultimate Sales Training for 2026 [Full Course]
where does closing begin closing begins once someone says no and to be very clear just be because they said no once doesn't mean they're saying no forever or they're going to say no over and over again and we have to train and expect no that is the job of sales if every person immediately says yes honestly you're not really required we could just record the video put it in front and then just put a buy button and to be fair Tesla does

[1:14:14] YouTube https://youtu.be/StVqS0jD7Ls?t=4447 || The Ultimate Sales Training for 2026 [Full Course]
this and they they do a pretty good job of it right and so depending on how good you are at marketing you might not need sales at all but under the assumption that you're not the perfect marketer and people come in with more questions or more concerns when they say no is when closers Step Up So before I get into all

[1:14:28] YouTube https://youtu.be/StVqS0jD7Ls?t=4461 || The Ultimate Sales Training for 2026 [Full Course]
the things that we can go for I want to break down the one time where you shut up all right which is if someone says yes and says yes I'm in shut up and close the sale do not sell yourself out of a sale and this is something that a lot of beginners do they get excited when the person says yes and then they start bringing up more details and then those new details increase the

[1:14:53] YouTube https://youtu.be/StVqS0jD7Ls?t=4486 || The Ultimate Sales Training for 2026 [Full Course]
likelihood greater than zero that they take a yes and turn it back into a maybe or take a yes and turn into a no the moment you have agreement you shut your mouth you ask for payment information and you close yeah it's like you're you're at the bar and you're like hey you want to go back and she's like sure and then you're like oh yeah I'll show

[1:15:08] YouTube https://youtu.be/StVqS0jD7Ls?t=4501 || The Ultimate Sales Training for 2026 [Full Course]
you my Star Wars collection she's like actually just kidding it's like no you wait and then you show her the Star Wars collection because it's sick but you don't say it until you're back right that's the idea save your Lego Star Wars lightsaber for after she gets back the next one is that if someone says anything that you aren't prepared for it's because you are

[1:15:31] YouTube https://youtu.be/StVqS0jD7Ls?t=4524 || The Ultimate Sales Training for 2026 [Full Course]
underprepared and so prep equals smooth meaning you should in one breath know exactly what you're going to say back to the person when they have any kind of objection if someone says I got to think about it or hey you know like give me a day or two or hey I got to talk to my spouse or um you know I don't really like this particular thing about the

[1:15:56] YouTube https://youtu.be/StVqS0jD7Ls?t=4549 || The Ultimate Sales Training for 2026 [Full Course]
product you should already be like take inhaling to begin the next part of your clothes now to be fair or to be clear you don't want to make what you're about to say sound like an obsolute overcome or sound like a pre-recording and so I made a whole video about the AAA method which is you acknowledge then you associate and then you move on in the sale and you ask your next question that is what gives the appearance of a more

[1:16:20] YouTube https://youtu.be/StVqS0jD7Ls?t=4573 || The Ultimate Sales Training for 2026 [Full Course]
natural sale meanwhile the whole time there's nothing they can say that you should not already know the answer to because it is your literal job to have this one conversation 10 times a day for your entire life and so the fact that a prospect can say anything that surprises you just says that you are underprepared that being said once we are prepped we expect and plan for no and no is not a

[1:16:45] YouTube https://youtu.be/StVqS0jD7Ls?t=4598 || The Ultimate Sales Training for 2026 [Full Course]
failure it's to be expected so what happens as soon as someone says I'm not sure I need to think about it whatever so what I want to do is give you my rapid Fire series of questions that I ask prior to get into anything that's real closing all right and so the questions that I ask are in order first off what's your main concern all right so if I'm early on in the sale and this is the first no I get I'm like hey

[1:17:10] YouTube https://youtu.be/StVqS0jD7Ls?t=4623 || The Ultimate Sales Training for 2026 [Full Course]
what's your main concern because they say I need to think about it you say cool what's your main concern and then you're right back in the sale it's not like oh I need to think about it the sale's over it's what's your main concern let's talk about it together let's figured it out now if you're further on in the sale then I like to ask a little bit harder questions so would be like hey what are you afraid of having happen right like dude I just

[1:17:26] YouTube https://youtu.be/StVqS0jD7Ls?t=4639 || The Ultimate Sales Training for 2026 [Full Course]
need to think about it's like dude what are you afraid of right what do you what do you think's going to happen what what's the big thing that you're trying to avoid right I ask that question because it gets to the heart of the issue and what you hear after that is usually the real obstacle and that you cannot overcome rather than I need to

[1:17:42] YouTube https://youtu.be/StVqS0jD7Ls?t=4655 || The Ultimate Sales Training for 2026 [Full Course]
think about it which you can't right and so all of the things that uh get around stall overcomes all basically try and tease out why they're stalling and how to make a decision and so from there what's the concern what are the variables you're using to make the decision and my my final two that I love very close to my heart is what makes this a

[1:18:04] YouTube https://youtu.be/StVqS0jD7Ls?t=4677 || The Ultimate Sales Training for 2026 [Full Course]
yes what makes this a yes and if they can't answer that question then you can say well can I share with you some of the the decision-making variables that I often hear when I when I ask that question sure now what makes this and this is a really good one if they're like I'm just not sure then you're like

[1:18:20] YouTube https://youtu.be/StVqS0jD7Ls?t=4693 || The Ultimate Sales Training for 2026 [Full Course]
totally understand what makes it a and so people are so afraid to ask what it would get someone to not buy the thing is is that you've had this conversation more times than them and so sometimes they're like I you know I don't really know you're like that's amazing acknowledge and then we associate it's like well it sounds like you know believe it or not you're a

[1:18:43] YouTube https://youtu.be/StVqS0jD7Ls?t=4716 || The Ultimate Sales Training for 2026 [Full Course]
totally normal person because anybody who'd be making a decision like this really fast would be crazy we wouldn't want to work with them um but it also sounds to me like this is just that you're nerous about making the decision which makes you just like all the people who end up buying and getting amazing

[1:18:59] YouTube https://youtu.be/StVqS0jD7Ls?t=4732 || The Ultimate Sales Training for 2026 [Full Course]
results and so now I Associated their what was once I need to think about it to I don't know what makes this a no which then you circumvent by saying oh it just sounds like you're afraid of making the decision which makes you just like other people who get amazing results because it shows that you care

[1:19:16] YouTube https://youtu.be/StVqS0jD7Ls?t=4749 || The Ultimate Sales Training for 2026 [Full Course]
if you care you're going to follow through and you're going to do amazing if you don't care this is going to be awful and so it's actually better that you had this fear and so now we've Associated and then we ask the next question which is ready to rock and roll and no like there it's like you can even feel feel my tone change in how I'm saying like you ready to go ready to rock let's do this right and so that's how I like overcoming lots

[1:19:39] YouTube https://youtu.be/StVqS0jD7Ls?t=4772 || The Ultimate Sales Training for 2026 [Full Course]
of stall uh stalls which is what you're being concerned what are the variables you're make using to make the decision what would it take for this to be a yes and what makes this a no right all great ways of segmenting around it without even having to get into more of the uh standard closes around uh I have to think about it to

[1:19:57] YouTube https://youtu.be/StVqS0jD7Ls?t=4790 || The Ultimate Sales Training for 2026 [Full Course]
give me some more time so one of the big things that I like to train with our team is something that I call allpurpose closes and so allpurpose closes are the are the 8020 um of closes so these are closes that uh pretty much work in all situations so you have to know price overcomes you have to know stall overcomes you have to know decision maker overcomes you have to know preference overcomes so that's when somebody's like I don't like this particular feature or I don't like it

[1:20:22] YouTube https://youtu.be/StVqS0jD7Ls?t=4815 || The Ultimate Sales Training for 2026 [Full Course]
that you do it this way um you to have overcomes for all those things but the allpurpose closes uh work in pretty much all scenarios because all of them basically chunk up and get yourself out of the weed so you can just make the big decision overall so an allp purpose close might sound like do you think the

[1:20:38] YouTube https://youtu.be/StVqS0jD7Ls?t=4831 || The Ultimate Sales Training for 2026 [Full Course]
reason that you're on the phone today is because you've struggled to make this decision in the past and so that works no matter what thing that they're they're bringing up whether it's their spouse it's money and you just call it the reason so it's like oh do you think like I think it's a lot of money say do you think that uh the fact that you

[1:20:54] YouTube https://youtu.be/StVqS0jD7Ls?t=4847 || The Ultimate Sales Training for 2026 [Full Course]
hav't invested in the past is the reason that you're not successful right uh I need to talk to my spouse do you think the reason that you haven't been successful so far is because you've needed to talk to your spouse for all these things you've always needed to get permission do you feel like the fact that you struggled to make decisions in the past is why you're on the phone with

[1:21:10] YouTube https://youtu.be/StVqS0jD7Ls?t=4863 || The Ultimate Sales Training for 2026 [Full Course]
me today so like it doesn't matter what it is is whatever they say you say you think the reason like you just take their objection and add do you think that's the reason that you haven't succeeded because they haven't succeeded yet that's the thing that you have to your advantage they're on the phone they have the pain and so you just say whatever their thing is that's the reason right now there's another one

[1:21:26] YouTube https://youtu.be/StVqS0jD7Ls?t=4879 || The Ultimate Sales Training for 2026 [Full Course]
which is just the the 1 to 10 Close which is hey on a scale from 1 to 10 uh 10 being you know Fair let's do this one being like let's let's never talk to Alex again your breath stinks I hate you uh you know where we at now it doesn't really matter what they say you just say after that well what would make it a 10

[1:21:42] YouTube https://youtu.be/StVqS0jD7Ls?t=4895 || The Ultimate Sales Training for 2026 [Full Course]
which is another version of like what would it take right but just framed differently so what would it take now if they say a six then you can also say why not a one and they're like well because you're great and you're awesome and all these things then you have them say it not you and you're like awesome so what would make this aent and sometimes they

[1:21:57] YouTube https://youtu.be/StVqS0jD7Ls?t=4910 || The Ultimate Sales Training for 2026 [Full Course]
just give you the one or two things like oh I must have done a poor job of commun that we'll totally take care of that for you so sometimes they bring up features that they specifically wanted or some element that you can reframe your existing stack and just saying oh we satisfy that problem for you I just didn't communicate that well are we feeling tennish is how I like to say it

[1:22:13] YouTube https://youtu.be/StVqS0jD7Ls?t=4926 || The Ultimate Sales Training for 2026 [Full Course]
we feeling tennish awesome let's get go let's get going right so allpurpose closes you should know like the back of your hand there's a bunch of other ones I'll just leave it there otherwise the whole rest of the video would be over overcomes with allpurpose causes the next one is a big big big one which is

[1:22:29] YouTube https://youtu.be/StVqS0jD7Ls?t=4942 || The Ultimate Sales Training for 2026 [Full Course]
details are death traps all right and the reason that deals are lost in the details is because not for what you think the reason that details lose deals and that they are death traps and let's see if I can use more deal iteration is because you don't get to pick whether your answers are correct or not so if someone says hey how many days a week

[1:22:51] YouTube https://youtu.be/StVqS0jD7Ls?t=4964 || The Ultimate Sales Training for 2026 [Full Course]
are you open if you answer I call that a blind answer so it's basically you rolling the dice that whatever you say is the right answer which you never want 1 hour, 23 minutes to do as a Salesman and so whenever someone's asking a question about a detail what I train our team to do is ask a question about their question and

[1:23:09] YouTube https://youtu.be/StVqS0jD7Ls?t=4982 || The Ultimate Sales Training for 2026 [Full Course]
so we say oh well how many days were you looking for or what days a week were you do you need it to be open right because now based on their answer I can then hedge or frame my answer in a way that increases the likelihood that we close and so kind of like lawyers when they're cross cross-examining uh you know uh

[1:23:26] YouTube https://youtu.be/StVqS0jD7Ls?t=4999 || The Ultimate Sales Training for 2026 [Full Course]
somebody on the stand they never ask questions they already don't know the answers to and so you as a Salesman should never answer questions you don't already know the answers to and if someone really presses hard on something this is where you appeal to the authority of the business rather than yourself and so you say hey totally fair

[1:23:44] YouTube https://youtu.be/StVqS0jD7Ls?t=5017 || The Ultimate Sales Training for 2026 [Full Course]
question I would say it's kind of like asking the secretary at the heart surgeon's place like what's wrong with your heart without having seen the heart surgeon yet or the alternative this is the mechanic close which is like hey I totally get this is super important um I can't ethically answer your question right now because we haven't brought your car into the shop yet right so be like you asking you know a mechanic hey what's wrong with my car before you

[1:24:07] YouTube https://youtu.be/StVqS0jD7Ls?t=5040 || The Ultimate Sales Training for 2026 [Full Course]
brought it in like we got to look under the hood before we can tell you what's going on with it and I used to use this whether it was hey I can't I can't tell you what's wrong with your diet they' be like hey well what kind of diet are you going to be giving me I'd be like honestly it's going to depend and so it's going to depend on these things and this is where you close it you say and

[1:24:21] YouTube https://youtu.be/StVqS0jD7Ls?t=5054 || The Ultimate Sales Training for 2026 [Full Course]
if anyone ever gives you an answer before looking at that stuff run the other way because they're just trying to sell you stuff they're not trying to help and so as soon as you say that you have the moral High Ground done you're out of the details you're out of the weeds and you zoom out right and again a

[1:24:36] YouTube https://youtu.be/StVqS0jD7Ls?t=5069 || The Ultimate Sales Training for 2026 [Full Course]
lot of these a lot of these allpurpose closes zoom out because people get lost in the details they try and find something to nitpick and every salesman's experience knows that like you die in the details one because it's not your expertise two they get to tell you what's right and so you want both of those are terrible things that you want

[1:24:51] YouTube https://youtu.be/StVqS0jD7Ls?t=5084 || The Ultimate Sales Training for 2026 [Full Course]
to avoid and so this is where hey sometimes you have to to say I'm be like hey before we get deep you know deeper in this fundamentally you want this 1 hour, 25 minutes outcome we sell this outcome what's get in the way here all right and where we get into details and this is the theory behind this that you should understand is that a detail obstacle is actually a preference obstacle meaning I want to

[1:25:15] YouTube https://youtu.be/StVqS0jD7Ls?t=5108 || The Ultimate Sales Training for 2026 [Full Course]
have my cake and eat it too I want your results but I want them my way you can't have that and so one of the ways you can overcome this is this is specific to a a detail CL close you say Hey you change the variables you change the outcome I can tell you that if you do things our way we'll get this outcome and I also know from what you told me earlier pain

[1:25:32] YouTube https://youtu.be/StVqS0jD7Ls?t=5125 || The Ultimate Sales Training for 2026 [Full Course]
cycle that you've tried a lot of other ways and what you have been doing hasn't been working for you see I'm lowering my tone I'm seeing really reasonable right um it hasn't been working for you and so like if you're willing to give this a shot I know that these are the numbers that we can do if you follow this process does that sound fair right and

[1:25:47] YouTube https://youtu.be/StVqS0jD7Ls?t=5140 || The Ultimate Sales Training for 2026 [Full Course]
when you say it like that you sound very reasonable and then you can close and so a lot of times when you get caught in the details it's because they want things their way and they want your outcome and you can't have both I'd have people say hey uh I I see this meal plan can I just eat what I'm eating uh on the challenge I'm like no because I was like because eating what your eating's got in

[1:26:04] YouTube https://youtu.be/StVqS0jD7Ls?t=5157 || The Ultimate Sales Training for 2026 [Full Course]
the body that you got I was like and you want this body which doesn't come from that food and if you're talking to a business owner now obviously like I have to have poor to make that joke um but if it's a business owner it's like no you can't keep doing what you're doing right you can hear my tone change no you can't do it keep doing what you're doing because doing what you're doing is gotten you where you gotten right you

[1:26:21] YouTube https://youtu.be/StVqS0jD7Ls?t=5174 || The Ultimate Sales Training for 2026 [Full Course]
got to change to change right and so that's like it always usually levels up so you got to change to change you got to change the got to change the variables to change the outcome right so don't get lost in the details and the first response to any detail question is asking why they care about the detail and so you want to ask specifics about

[1:26:38] YouTube https://youtu.be/StVqS0jD7Ls?t=5191 || The Ultimate Sales Training for 2026 [Full Course]
the detail so if someone would say hey uh you know what what certifications do your trainers have i' be like which certifications you looking for and they'd be like uh I don't know it's like right and i' be like it sounds like you just want to make sure that you're making inform decision what I can tell you is right and so I was always what I can tell you is and I I it's like it's muscle mus memory uh what I can tell you

[1:26:55] YouTube https://youtu.be/StVqS0jD7Ls?t=5208 || The Ultimate Sales Training for 2026 [Full Course]
is is that each of my trainers are certified in three different ways and they're master trainers because they've done over a thousand sessions because I'm guessing the reason that you're trying to ask that question is because you want to make sure that you're safe does that sound fair yes well let me tell you this we haven't had a single injury in the last two years does that make you feel better great boom right

[1:27:11] YouTube https://youtu.be/StVqS0jD7Ls?t=5224 || The Ultimate Sales Training for 2026 [Full Course]
and so you want to Chunk Up the reason behind the detail and so if they say hey how many you know how many emails can I send to your support team let's say you had you had no emails for your support team you'd say well one how many questions were you looking for right and then they're never going to be able answer that question but even if they did you'd say well it sounds like the

[1:27:29] YouTube https://youtu.be/StVqS0jD7Ls?t=5242 || The Ultimate Sales Training for 2026 [Full Course]
main reason that you want to again reason the reason behind the reason that you want that is because you just want to make sure that you fully understand things if you fully understood things hypothetical if you fully understood exactly what to do would you have questions well no great well then if we just make sure that you understand

[1:27:44] YouTube https://youtu.be/StVqS0jD7Ls?t=5257 || The Ultimate Sales Training for 2026 [Full Course]
exactly what you like you don't leave the sessions with our team without knowing exactly what you're going to do you understand every single one of those points that you'd feel okay great well that's what we're going to do ready rock and roll right and so you can you never want to get in the details you either question the detail or circumvent it by

[1:28:00] YouTube https://youtu.be/StVqS0jD7Ls?t=5273 || The Ultimate Sales Training for 2026 [Full Course]
1 hour, 28 minutes trying to guess the reason behind the detail and then chunking up and closing that way but details are where you die and finally of course you can mechanic close or secretary close your way out of it and say hey I can't ethically answer that question because we got to bring your car in and look under the hood before we can actually give you an honest answer and it's going to depend

[1:28:17] YouTube https://youtu.be/StVqS0jD7Ls?t=5290 || The Ultimate Sales Training for 2026 [Full Course]
so the next one is the AAA system now I made an entire training on this because it's so important but I'm just G to give you the high level on it which is whenever someone asks you uh a question or they give you some sort of objection you want to follow the Tria framework and I realized this only years into teaching sales that this is what separated my top salespeople from my mediocre sales people and they did it

[1:28:39] YouTube https://youtu.be/StVqS0jD7Ls?t=5312 || The Ultimate Sales Training for 2026 [Full Course]
naturally and I never caught it which is that they first acknowledge what the person said so the reason you do this is twofold one is because it buys you time to think about what you're going to say next because uh they say something you repeat it back to them it's like oh so it sounds like right it's you basically say the last

[1:28:55] YouTube https://youtu.be/StVqS0jD7Ls?t=5328 || The Ultimate Sales Training for 2026 [Full Course]
phrase back to them so it buys you time and when someone hears you rephrase what they just said it builds Rapport because it looks like you're actively listening which you should be and so one you keep Rapport and you give yourself a little bit of time a little bit of breathing room then you associate what they said with either something positive which is like hey that's a smart question or that's amazing or uh totally understandable like those are just I would say generic

[1:29:19] YouTube https://youtu.be/StVqS0jD7Ls?t=5352 || The Ultimate Sales Training for 2026 [Full Course]
neutral associations or you make an association with someone that you just talked to earlier that day somebody who used the product and loved it and got amazing success or some Authority in the business who gave you Insight that they don't know so it's like that's an amazing question I actually just talked to our senior engineer earlier today and

[1:29:35] YouTube https://youtu.be/StVqS0jD7Ls?t=5368 || The Ultimate Sales Training for 2026 [Full Course]
he actually told me this can I share it with you right that allows you to sell a harsh truth to somebody without actually attacking their character and so if someone says something uh that's way off I'd be like totally understand where you're coming from uh I think it's a super fair question do you mind if I uh share something that I talked to someone

[1:29:50] YouTube https://youtu.be/StVqS0jD7Ls?t=5383 || The Ultimate Sales Training for 2026 [Full Course]
earlier this morning had the same issue as you and it helped them get over it now again I'm not now saying this to you I'm telling you what I told them and I just happen to be telling you so I'm not insulting you I'm telling you my harsher truth that I told this person and then you can connect the dots and so by having those associations it creates

[1:30:07] YouTube https://youtu.be/StVqS0jD7Ls?t=5400 || The Ultimate Sales Training for 2026 [Full Course]
foils for people's egos so you can have more direct conversation indirectly and then the last part is obviously just ask so you acknowledge you associate then you ask the next question and that's how you move forward in the sale because this is a law that you must understand about closing key who asks the most

[1:30:32] YouTube https://youtu.be/StVqS0jD7Ls?t=5425 || The Ultimate Sales Training for 2026 [Full Course]
times gets the most sales this is a law he who asks the most times gets the most sales and the reason that this is so important is because asking when you ask wrong usually loses you sales and because they don't want to talk to you anymore and so if they get into a bad mood they don't buy and so how do you reconcile asking a lot of

[1:31:00] YouTube https://youtu.be/StVqS0jD7Ls?t=5453 || The Ultimate Sales Training for 2026 [Full Course]
1 hour, 31 minutes times closing the most sales with when you ask wrong people stop wanting to talk to you therefore you can't ask more times what Bridges this Rapport and so the reason this is so important is because it gives you unlimited shots on goal you stay in the saddle you stay in the sale rather than getting knocked off

[1:31:17] YouTube https://youtu.be/StVqS0jD7Ls?t=5470 || The Ultimate Sales Training for 2026 [Full Course]
and you can tell when someone's complete demeanor changes they close off you've already lost the sale right you lost them you lost Rapport and so by ackn ning what they say associating with something positive or someone positive someone like them who got this big result it allows you to say harsher overcomes that allow you to move the

[1:31:32] YouTube https://youtu.be/StVqS0jD7Ls?t=5485 || The Ultimate Sales Training for 2026 [Full Course]
sale forward two three steps rather than just kind of like for lack of a better term footing around it and so this is what allows the best sales people to ask hard truths because closers ask hard questions so In The Same Spirit as this in order to keep this whole tone I like to remind my team childlike curiosity and the point of this is that you want

[1:31:56] YouTube https://youtu.be/StVqS0jD7Ls?t=5509 || The Ultimate Sales Training for 2026 [Full Course]
to understand not win and so if someone doesn't immediately buy it should be your first instinct to not be like screw this person I'm going to hard close them because it probably won't work instead being like huh that's interesting I wouldn't have expected that can you tell me more about that or hey so all of

[1:32:14] YouTube https://youtu.be/StVqS0jD7Ls?t=5527 || The Ultimate Sales Training for 2026 [Full Course]
these things are different ways of acknowledging and so I even taught this to uh our team and I you can even see it with my head when I say huh I always tilt my head up because that's how I naturally am curious and so when someone does this you're not like oh this guy's going to try and be combative with me it's like huh that's interesting and so that one buys you more time it also isn't competitive it's not you attacking

[1:32:37] YouTube https://youtu.be/StVqS0jD7Ls?t=5550 || The Ultimate Sales Training for 2026 [Full Course]
them it's you not trying to prove them wrong because if you prove them wrong you make no money so you want to be right not rich the classic ISM you become rich by making them right because they believe nothing about what you say they believe everything about what they say and so the reason that sales people ask questions because we need them to

[1:32:55] YouTube https://youtu.be/StVqS0jD7Ls?t=5568 || The Ultimate Sales Training for 2026 [Full Course]
say it not us so within that context because closers ask hard questions and because we are curious that means that we ask more questions and so what a lot of people don't know is the person asking is the person closing so there's a reason that when you're in an interrogation they're like I'm asking the questions here it's because the person asking the questions is the one who's in control you're the

[1:33:19] YouTube https://youtu.be/StVqS0jD7Ls?t=5592 || The Ultimate Sales Training for 2026 [Full Course]
one who's leading the sale because the questions guide the conversation the answers do not and so you want to be the the spirit guide who's letting your questions guide the person to the Natural conclusion and so fundamentally sales is an education process and so our goal is to Simply figure out what pieces of information they need in order to make a decision and act on it and so if we think about sales as teaching because teaching is

[1:33:43] YouTube https://youtu.be/StVqS0jD7Ls?t=5616 || The Ultimate Sales Training for 2026 [Full Course]
same conditions new Behavior then we want them to now have a new Behavior which is buying which we've motivated them to do by pointing out the deprivation they've had in their lives and presenting our solution as the thing that will Bridge that Gap and so if someone asks you questions it's like hot potato that's why we ask a question back because we Take Back Control the reason the details are death is because they

[1:34:06] YouTube https://youtu.be/StVqS0jD7Ls?t=5639 || The Ultimate Sales Training for 2026 [Full Course]
are asking you questions they are in control not you the other reason that questions are so powerful is that no one can disagree with a question all right so it doesn't matter what what they say if you just ask a question about it there's they can't disagree with the question question which makes you like smoke and so this is my little ISM that I like telling my team is that you want to be like smoke like they can't catch

[1:34:29] YouTube https://youtu.be/StVqS0jD7Ls?t=5662 || The Ultimate Sales Training for 2026 [Full Course]
you like any any statement that you give is an opportunity for them to disagree and we want to never disagree with prospects now some people might disagree with that and I don't care uh and so the thing is is you don't disagree with prospects because the likely that you lose Report with the prospect super high

[1:34:46] YouTube https://youtu.be/StVqS0jD7Ls?t=5679 || The Ultimate Sales Training for 2026 [Full Course]
you can agree with the reason behind the question you can agree or say that it's understandable for them to have a question but you don't want to disagree so there's very different saying don't disagree with agreeing with everything they say very different you just don't want to create a competitive environment

[1:35:02] YouTube https://youtu.be/StVqS0jD7Ls?t=5695 || The Ultimate Sales Training for 2026 [Full Course]
and so questions allow you to have that Gap and so statements are bombs that they can then blow up in your face and so if we are ever going to answer things we check to see what answer they want and then say it and so they say hey what kind of food's on the plan I say what kind of food you looking for hey what are your workouts like well what workouts you looking for right like and then they say well I was hoping you do

[1:35:24] YouTube https://youtu.be/StVqS0jD7Ls?t=5717 || The Ultimate Sales Training for 2026 [Full Course]
some sort of cardan Weights well that's exactly what you do you're in luck right because they just told me the answer and so it's amazing at the end of this they're like dude this sounds exactly like what I want I'm like yes because you told me what you wanted and I told you that's what it was now again you want to be ethical and making sure that you're not deceiving people but I think

[1:35:40] YouTube https://youtu.be/StVqS0jD7Ls?t=5733 || The Ultimate Sales Training for 2026 [Full Course]
it's way more about how you frame the solution right if I say hey what kind of workouts you looking for and they say uh I want to do a lot of cardio and if I know that there's no cardio in our thing for example I might be like why and they'd be like uh well I heard that that's what I need to lose weight and I'm like what if we could help you lose weight and you wouldn't have to do card you would still want to do it and then they probably like well yeah and be like

[1:36:04] YouTube https://youtu.be/StVqS0jD7Ls?t=5757 || The Ultimate Sales Training for 2026 [Full Course]
awesome well let's focus on that because this is what I can help you do do you care a lot about how we get there and a lot of times most people are like no as long as you get me there and so this again Loops us out it gets you into you want cake you also want to eat it let me just get you cake and then we can I don't know what you do with cake if

[1:36:21] YouTube https://youtu.be/StVqS0jD7Ls?t=5774 || The Ultimate Sales Training for 2026 [Full Course]
you're not eating it but that's where that and then we can throw it there we go all right so even though we're point being is that you either question questions or you ask the right answer from the person before answering it and so if you think about this as the decision trait someone ask a detail question you then ask a question what's the right answer to this question they

[1:36:43] YouTube https://youtu.be/StVqS0jD7Ls?t=5796 || The Ultimate Sales Training for 2026 [Full Course]
then tell you the right answer if you have the right answer you say great that's what we have if they if you don't have that as the right answer you ask why they have that and then you chunk up to the reason behind it and then say if we got to that same solution either way would you care about how we got there both of those note got you out of the details and you never answered a

[1:36:58] YouTube https://youtu.be/StVqS0jD7Ls?t=5811 || The Ultimate Sales Training for 2026 [Full Course]
question you didn't already know the answer to as we're going through these closing things right rather than make this an entire thing of just obstacle overcomes um I I really want to tease up to the the the strategy behind this rather than just heav you know shout lines at you all right and so we talk about killing zombies early another way

[1:37:14] YouTube https://youtu.be/StVqS0jD7Ls?t=5827 || The Ultimate Sales Training for 2026 [Full Course]
of thinking about is like you want to diffuse the bomb before you get into the cloth um and the reason that we do zombies is because if zombies get close to you they eat you and they bite you right so you want to kill them from a distance before they get close all right and so you handle zombies earlier on in the sale and so if you recall from bant

[1:37:31] YouTube https://youtu.be/StVqS0jD7Ls?t=5844 || The Ultimate Sales Training for 2026 [Full Course]
these are typically going to be your zombies right budget Authority need timing hey is there anyone else that needs to uh be on the call or involved in this decision hey uh just to be clear the reason that we do the labeling up front that gives us the need right timing like are you good to start now when would you like to start if we were

[1:37:47] YouTube https://youtu.be/StVqS0jD7Ls?t=5860 || The Ultimate Sales Training for 2026 [Full Course]
to move forward right budget some of these things you can ask in the application you can ask them the qualifier but when you ask them in the pain cycle for example and this is where you can actually collect all your gold for this is when you ask what they've done in the past you can get an idea of what their need was what the timing was

[1:38:03] YouTube https://youtu.be/StVqS0jD7Ls?t=5876 || The Ultimate Sales Training for 2026 [Full Course]
what the budget was hey was your husband involved in that decision right and so you can collect all the data you need around B before getting to the close and so if you consistently have a few things that come up in the close and blow up in you then you want to just load those earlier in the sale before you ask for

[1:38:19] YouTube https://youtu.be/StVqS0jD7Ls?t=5892 || The Ultimate Sales Training for 2026 [Full Course]
money because anything that you ask for after making money is when you're in the very very uh tight RPP area if if you're asking to overcome those things before money there's no Stakes on the table yet I like to tell my team literally in person you always want to be on the same side of the table if you're via Zoom or phone you want to figuratively be on the same side of the table they want to feel like you're an ally you you going to be shoulder Tosh shoulder you be across the

[1:38:41] YouTube https://youtu.be/StVqS0jD7Ls?t=5914 || The Ultimate Sales Training for 2026 [Full Course]
corner of the table not across the table overall and so when you're in the beginning of the sale you want to be a FactFinder you want to be a guide right if you're positioned as a helpful guide throughout this whole process then you'd asking these questions are things that are going to help you help them if you're asking them after you've asked

[1:38:58] YouTube https://youtu.be/StVqS0jD7Ls?t=5931 || The Ultimate Sales Training for 2026 [Full Course]
for money it's a way for you to extract money from them and so it shifts the frame when you ask these questions and these are all answerable prior to asking for money another one is just a little ISM which is a when in doubt repeat it back or one in doubt say it back uh and that's because if you're like Oh shoot what am I going to say you can just

[1:39:14] YouTube https://youtu.be/StVqS0jD7Ls?t=5947 || The Ultimate Sales Training for 2026 [Full Course]
always just pause be like so you want to know which certifications our trainers have and they're just going to look at you like yes okay I was just thinking about the stuff that we have which ones are you looking for specifically right and so that gives you that time to to come up with whatever your answer so if you get into into ghost mode you can always just slowly say back what they just asked you and you'll still stay in

[1:39:38] YouTube https://youtu.be/StVqS0jD7Ls?t=5971 || The Ultimate Sales Training for 2026 [Full Course]
the sale and keep report rather than having a long awkward silence so when in doubt say it back all right so the next one is before getting real get permission so I would say that this depends on your frame within the sale and so if you're seen as an authority then you can say hey can I be a coach instead of a friend here hey can I put my uh can I put my real hat on hey do you mind if I get real with you for a second before before we move on so these

[1:40:18] YouTube https://youtu.be/StVqS0jD7Ls?t=6011 || The Ultimate Sales Training for 2026 [Full Course]
are all ways to uh gain permission before giving someone a harsh truth now if you're in a sale let's say you're a 20-year- old guy and you're closing you know 40-year-old business owners that are doing $20 million a year that's probably not going to work right and so that's where the other three foils that

[1:40:34] YouTube https://youtu.be/StVqS0jD7Ls?t=6027 || The Ultimate Sales Training for 2026 [Full Course]
I brought up in the associate part of that sounds like somebody else just like you because now it's using the authority of somebody else like them which is their own authority uh using again Someone Like You Who Saw success it's just a different version or if there's an authority in the business or the product that you can lean on so hey our senior engineer oh our founder those are

[1:40:51] YouTube https://youtu.be/StVqS0jD7Ls?t=6044 || The Ultimate Sales Training for 2026 [Full Course]
things that as long as your founder which presumably if they're coming to the business you Le they have some Authority if they're thinking about working with you um then that gives you some Authority that the salesman can then transfer in giving a hard truth um and so but this that's the common language before you're going to say something harsh if you ever heard a

[1:41:07] YouTube https://youtu.be/StVqS0jD7Ls?t=6060 || The Ultimate Sales Training for 2026 [Full Course]
close or read a close and be like dude I don't think I could say that it's usually because you didn't triaa beforehand right you didn't acknowledge what they said associate with what they said reframe it uh and then ask the question with some sort of like can I be a coach and said of a friend here uh or would it be totally overstepping for me

[1:41:23] YouTube https://youtu.be/StVqS0jD7Ls?t=6076 || The Ultimate Sales Training for 2026 [Full Course]
to uh share this harsh truth with you and I say not harsh truth so be like that thing hey would it be totally overstepping um if I shared something with you that might be uncomfortable uh right um can I tell you what I told somebody in your exact same position right now that's that's an example of the foil Association rather than the first two if I'm selling consumer weight loss you can get away with the first two if someone's coming to you for weight loss coaching you can say can I be a coach inside of a friend it makes sense

[1:41:47] YouTube https://youtu.be/StVqS0jD7Ls?t=6100 || The Ultimate Sales Training for 2026 [Full Course]
you're starting that relationship if you're just a Salesman stick with the foils that I was mentioned earlier next one is uh learn to stack closes all right so something that you'll notice or at least me in my my career um selling is that some it's like it's sometimes they're like on the fence they're on the

[1:42:03] YouTube https://youtu.be/StVqS0jD7Ls?t=6116 || The Ultimate Sales Training for 2026 [Full Course]
edge and they're like teetering that's where you want to like right hook jab jab ja like you want to just like ah and then and push them over um so I don't I don't know if I subscribe to the uh whoever talks first after you uh mention money like money maybe but um I can tell you I've closed plenty of sales where like I could like hey seems like you're hesitating right let me like let's let's let's close this up more um but in the

[1:42:31] YouTube https://youtu.be/StVqS0jD7Ls?t=6144 || The Ultimate Sales Training for 2026 [Full Course]
vast majority now obviously with a price drop uh sometimes you do want to wait but the vast majority of other times when I have a big pause I'll just insert more closes from different angles around the same uh obstacle so if someone's saying hey for example I don't have a lot of time right now then I'm going to

[1:42:48] YouTube https://youtu.be/StVqS0jD7Ls?t=6161 || The Ultimate Sales Training for 2026 [Full Course]
know one I'll Attack on the fact that hey the first thing we're going to do is cut out 90% of the stuff that you that's not working because that's why you're here so that you will be spending your time doing the stuff that matters I also know be like hey at the end of the day this is a question of priori it's not time right because everybody has it and there's other people in your industry who are growing faster than you and they

[1:43:04] YouTube https://youtu.be/StVqS0jD7Ls?t=6177 || The Ultimate Sales Training for 2026 [Full Course]
have the same resources so we just need to allocate them differently right um and then I could go from a a macro busy perspective which is well I understand that you're totally busy I think it's really reasonable that that you say that um so let me ask you a question do you think that you ever going to be not busy again in the future this is a trap

[1:43:20] YouTube https://youtu.be/StVqS0jD7Ls?t=6193 || The Ultimate Sales Training for 2026 [Full Course]
they're going to say yes and say cool do you ever think you'll be busy again in the the future and now they're like well yeah it's like okay well if you can't succeed when you're busy then it means that you'll fall off when you're busy again and so if you want this to be permanent then we have to figure out how to make it work during all seasons does that sound fair does that make sense got

[1:43:36] YouTube https://youtu.be/StVqS0jD7Ls?t=6209 || The Ultimate Sales Training for 2026 [Full Course]
it and so now it's like I just had three different ways and so whichever one I said first if they're like still thinking about it I like if I just said the seasons one I'd be like hey and no matter what we're going to cut out 90% of the stuff that you're doing right now so we're going to save you that time so you can start doing the stuff that

[1:43:51] YouTube https://youtu.be/StVqS0jD7Ls?t=6224 || The Ultimate Sales Training for 2026 [Full Course]
matters right because it's going to be ities not how much time you got right everybody's got the same amount of time right okay cool right and so I just went three closes in a row after as the after making the first one and so learning how to stack closes and weave them together will make all your closing more

[1:44:06] YouTube https://youtu.be/StVqS0jD7Ls?t=6239 || The Ultimate Sales Training for 2026 [Full Course]
effective and this is why knowing the theory behind the close is more important than trying to memorize what close it is which kind of brings me to this um the next one is I think there's a lot of guys who say to memorize closes I couldn't even tell you uh I don't think I've really hard poor memorized any clo I know the gist of almost all of them word for word not really uh

[1:44:30] YouTube https://youtu.be/StVqS0jD7Ls?t=6263 || The Ultimate Sales Training for 2026 [Full Course]
so don't don't memorize understand and so let me walk you through the big understandings that you have to have all right so if someone comes with a Time objection they're too busy then it's really understanding that's a prioritization thing that's all it is so we have to allocate the resources differently that's all the closes that are going to be around time are going to be around that a decision maker close is going to be

[1:44:55] YouTube https://youtu.be/StVqS0jD7Ls?t=6288 || The Ultimate Sales Training for 2026 [Full Course]
around you want support not permission right so they're going to ask for permission you're going to try and empower the person saying hey we're going to rely on past behaviors this person has said we're going to fact find to say oh you know what it turns out they've done all these other things that would indicate that they're already okay with you making this decision and so I think you want to go for support not permission it's better to ask for

[1:45:12] YouTube https://youtu.be/StVqS0jD7Ls?t=6305 || The Ultimate Sales Training for 2026 [Full Course]
forgiveness than permission ha right and so you can make those make those little isms but all of those are going to circle around that that main thing if someone's saying details it's going to be preferences it's going to say want your thing my way and so we need to overcome the fact that if they change the variables they change the outcome uh

[1:45:27] YouTube https://youtu.be/StVqS0jD7Ls?t=6320 || The Ultimate Sales Training for 2026 [Full Course]
and all the closes around details are more or less going to be around basically that fundamental line of reasoning um if someone says money then you're going to basically zero in on value because nothing is ever too expensive it's just not worth it right if I was giving you a Ferrari for five grand you would find a way to come up with five grand of course which then leads to the second underlying one which is about resourcefulness not resource

[1:45:53] YouTube https://youtu.be/StVqS0jD7Ls?t=6346 || The Ultimate Sales Training for 2026 [Full Course]
ources because if you really thought that this was going to be the thing that was going to change your life you'd find a way to make it work right if I were giving you the keys to my Ferrari for five grand you would call 10 friends and get the money together which means fundamentally you don't see the value and so every one of the obstacles that

[1:46:08] YouTube https://youtu.be/StVqS0jD7Ls?t=6361 || The Ultimate Sales Training for 2026 [Full Course]
people will throw at you you just need to understand the fundamental fallacy of belief that they're presenting with so that you can help overcome it and stall overcomes the last kind of category are stalls link back to decision avoidance so it's typically either fear uh of making the wrong decision which we reassure them that is the right decision and not knowing how to make a decision

[1:46:34] YouTube https://youtu.be/StVqS0jD7Ls?t=6387 || The Ultimate Sales Training for 2026 [Full Course]
so then we walk them through how to make a logical decision what questions they should ask and we just lead them through it that's it and when I go through the uh objections that my audience came up with um whatever I respond with I'm not saying say word for word I think understanding the argument behind it is

[1:46:49] YouTube https://youtu.be/StVqS0jD7Ls?t=6402 || The Ultimate Sales Training for 2026 [Full Course]
what will help you close more deals in that same vein you really only need to have two to three closes per obstacle that you really like all right and so that's why I'm saying like you don't have to memorize them but you would you would want to know the two or three that you're usually going to bring up when it

[1:47:04] YouTube https://youtu.be/StVqS0jD7Ls?t=6417 || The Ultimate Sales Training for 2026 [Full Course]
comes to uh a Time overcome or a money overcome or a decisionmaker overcome or a stall close uh or an avoidance thing right all of those are you just want to have two to three that you know like I could give you a hundred but which one you're going to use on a regular basis it's going to depend on the ones that you feel most comfortable saying in your

[1:47:20] YouTube https://youtu.be/StVqS0jD7Ls?t=6433 || The Ultimate Sales Training for 2026 [Full Course]
own language in the spirit of the allpurpose closes uh earlier I said when in doubt say it back another thing is that if you ever get lost in the details or you're just like you're like where am I right now lost question zoom out all right so this is where you say whoa whoa tot okay I feel like we've got we've got all the way to Pluto uh and back together so big picture right this is how it you always phrase it like

[1:47:46] YouTube https://youtu.be/StVqS0jD7Ls?t=6459 || The Ultimate Sales Training for 2026 [Full Course]
big picture or let's zoom out for a second this is where we say hey best case worst case right this is an allpurpose close so it's zoom out out best case worst case best case we get you this thing worst case you get six weeks of free service from us and you get your money back if you hate us all right and so again getting best case

[1:48:02] YouTube https://youtu.be/StVqS0jD7Ls?t=6475 || The Ultimate Sales Training for 2026 [Full Course]
worst case closes um especially strong if you have any kind of guarantee um that's associated with whatever it is that you sell hugely valuable mostly just because best Cas worth Cas clothes just murders because you can say listen at the end of the day you have two options both are risk-free you canot do this go home and that's guarant aned to get you in the exact same position you're currently at or you can take a

[1:48:26] YouTube https://youtu.be/StVqS0jD7Ls?t=6499 || The Ultimate Sales Training for 2026 [Full Course]
shot here also risk-free but you've got a chance of getting what you want so one is guaranteed to not the other one's got a chance both are risk-free which one you want right best case worst case and so guarantees help you boil the decision down so low that it's just simple yes no and so uh whenever you're lost zoom out so finally you have reinforced the decision so you're like wait a second

[1:48:49] YouTube https://youtu.be/StVqS0jD7Ls?t=6522 || The Ultimate Sales Training for 2026 [Full Course]
where is that coming from so the closer frame has c l o s e r so everything I've talked about has been e which is explain away their concerns the last step of all of these is that you want to reinforce the decision all right and so when you reinforce the decision it's actually what happens after you've gotten the money so you've explained explained away their concerns they now buy and then

[1:49:13] YouTube https://youtu.be/StVqS0jD7Ls?t=6546 || The Ultimate Sales Training for 2026 [Full Course]
post swipe post purchase that's when you do the handshake all right now I'm not saying a physical handshake I'm saying that you pass them off instead of a hand off you do a handshake with customer success so if you've ever seen you know from this whole you know video so far there's the through line that all information should get passed like a baton from the person to the next person

[1:49:36] YouTube https://youtu.be/StVqS0jD7Ls?t=6569 || The Ultimate Sales Training for 2026 [Full Course]
in line and so I like using this concept of bamfam which is book a meeting from a meeting and every interaction with a customer they should know exactly when the next time they're going to be meeting and with whom and the with whom person should know all of the conversation they've had up to that point so they know a lot about the Prospect and what the salespeople have said up to that point so that they know the goals the aspirations the fears the

[1:50:01] YouTube https://youtu.be/StVqS0jD7Ls?t=6594 || The Ultimate Sales Training for 2026 [Full Course]
pains so that when they talk to them they can talk in those terms and it will be unbelievably more compelling now we've we implemented this one of our portfol companies I made a case study about it just switching from a handoff to a handshake handoff is like good luck right and they pass him to the Cs team and the Cs team is like oh I'm trying to

[1:50:16] YouTube https://youtu.be/StVqS0jD7Ls?t=6609 || The Ultimate Sales Training for 2026 [Full Course]
catch it right rather than John this is Sarah Sarah's going to help you with your XYZ problem so that you can accomplish goal and she's going to walk you through with the next steps look like you know it's been a pleasure talking to you she's going to take care of you she's cured cancer six times and someone said she walked on water once I

[1:50:31] YouTube https://youtu.be/StVqS0jD7Ls?t=6624 || The Ultimate Sales Training for 2026 [Full Course]
can't confirm it but she's amazing Sarah gets on and says John we're gon she's we're going to help you take care of this thing and the way we're going to do that is then lays out the proof promise plan but specific and personalized to the pains and the and the and the aspirations of the Prospect and so we

[1:50:49] YouTube https://youtu.be/StVqS0jD7Ls?t=6642 || The Ultimate Sales Training for 2026 [Full Course]
want to reinforce the decision because this video is about making more sales and just about that is about keeping more sales and so if you reinforce the decision you'll get a lot fewer drop offs back outs cold feet first 30-day refunds things like that all right so now let's get into FAQs from the audience and so these are going to be real examples of real objections that you guys are getting that I'm going to

[1:51:13] YouTube https://youtu.be/StVqS0jD7Ls?t=6666 || The Ultimate Sales Training for 2026 [Full Course]
do my very best uh to help overcome so the first one we got is a cheap competitor so the good news for you is that we have one that we literally just call the cheap competitor close so uh this one you can smash so you just say hey um if ours was the same as theirs which one would you do then they're going to say well I would do yours and you're like why and then they'll say well you have this thing that seems a little better you got this thing my friend referred to you you're like right that's why we're more so you

[1:51:39] YouTube https://youtu.be/StVqS0jD7Ls?t=6692 || The Ultimate Sales Training for 2026 [Full Course]
let them tell you all the things that make you better rather than you telling them what makes you better and then you say yeah and the thing is is usually when you say it like that most people laugh like you're like right and that's why we're like and that's why we're we're more right because we're better and you know it that's why you're here also by the way that's usually a uh it's usually a buying question so that's good

[1:51:56] YouTube https://youtu.be/StVqS0jD7Ls?t=6709 || The Ultimate Sales Training for 2026 [Full Course]
it means you're pretty close to the sale so that's called the cheap comparison close all right so the next one you guys had was uh the ID close because I do this in person so if you don't know what the ID close is is that I prefer to close sales rather than asking for form of payment when I'm in person for asking for their ID first the reason I do that

[1:52:12] YouTube https://youtu.be/StVqS0jD7Ls?t=6725 || The Ultimate Sales Training for 2026 [Full Course]
is because someone takes their wallet out usually they put it on the table or they take their purse out and they pull out their wallet that has all their cards in it and so when they do that a lot of little things can't happen after that point they can't say forgot their uh wallet they can't say they forgot their credit card at home because now

[1:52:28] YouTube https://youtu.be/StVqS0jD7Ls?t=6741 || The Ultimate Sales Training for 2026 [Full Course]
it's right in front of me right and because I didn't ask for their payment yet I asked for their ID and so we asked for the ID and I also like to do this because when I get it there's always a little bit of chitchat that happens there so I'm like oh you should see my picture it's terrible oh so you're from you know blah blah blah oh that's amazing you know I got a friend who's out there and you're filling out and

[1:52:44] YouTube https://youtu.be/StVqS0jD7Ls?t=6757 || The Ultimate Sales Training for 2026 [Full Course]
also make sure that you fill out all the information correctly which one of the one of the ways that you can lose a sale is that you put the wrong payment information in or you tie to the wrong uh uh ZIP code and you're like oh by the way this how you can lean into like the ZIP code that you have for this is this the same zip that you have for the form payment you want to use right and at

[1:53:01] YouTube https://youtu.be/StVqS0jD7Ls?t=6774 || The Ultimate Sales Training for 2026 [Full Course]
that point then you say awesome you put it between your fingers and you gesture towards the wallet wherever it is on the table say I'll trade you for whatever one you want to use right and so it's cute it's easy you trade like this but it's clear your line of sight it's like they can't say now this just eliminates a lot of BS so that you don't have to oh

[1:53:19] YouTube https://youtu.be/StVqS0jD7Ls?t=6792 || The Ultimate Sales Training for 2026 [Full Course]
I forgot my it's like well I didn't ask for that yet and so if you're on Zoom so that's what this is about how do I do that same close you just say awesome can you put your ID next to the camera is to make sure that we associate the right account profile with the right payment and this to make sure that you're you listen nowadays we just try to be

[1:53:36] YouTube https://youtu.be/StVqS0jD7Ls?t=6809 || The Ultimate Sales Training for 2026 [Full Course]
careful we try to be PCI Compliant I just made that up it doesn't matter the point is like I asked you and like if you're really not true you just say that's how we've always done it they'll be fine with it don't worry about it all right the next one uh is just generic uh decision maker which is I have to talk to my spouse my dog my grandmother my business partner my emotional partner

[1:53:52] YouTube https://youtu.be/StVqS0jD7Ls?t=6825 || The Ultimate Sales Training for 2026 [Full Course]
partner whatever right fundamentally they're saying that they don't have the authority to make the decision and so first off if you know that whatever you 1 hour, 54 minutes sell is something that will materially affect a business or household then you want to give the opportunity for them to talk to their spouse in the setting

[1:54:07] YouTube https://youtu.be/StVqS0jD7Ls?t=6840 || The Ultimate Sales Training for 2026 [Full Course]
process right and so either it's uh you either bring both of them on the call uh if you're like selling B2B or you're selling B Toc uh so especially like I have a friend of mine who sells really high ticket weight loss stuff they ask the partner uh to get on the phone this is specifically women and then they end up just closing both Partners they're

[1:54:24] YouTube https://youtu.be/StVqS0jD7Ls?t=6857 || The Ultimate Sales Training for 2026 [Full Course]
like ah you know you should join to and then they sell they make two sales out of it they sell the husband and the wife because you get better results when you do together cool it turns the negative into another sale opportunity if you're in a business situation having the business partners on the phone beforehand helps now I also understand

[1:54:39] YouTube https://youtu.be/StVqS0jD7Ls?t=6872 || The Ultimate Sales Training for 2026 [Full Course]
that there are times when it's like you've got one shot and this is your this is your opportunity so I follow process which is number one I say what would happen if they said no and if I'm talking to a more egotistical guy I would say what happens if they don't give you permission because it makes them sound like a uh and so by doing that

[1:54:55] YouTube https://youtu.be/StVqS0jD7Ls?t=6888 || The Ultimate Sales Training for 2026 [Full Course]
they're like oh I don't need permission then you're like awesome let's get you taken care of then right done over it now this is very crazy but one out of three times when you say what would happen if they said no they're like I'd do it anyways you're like so what are we waiting for let's get started now the two out of three times they'll say something like well then I wouldn't do

[1:55:11] YouTube https://youtu.be/StVqS0jD7Ls?t=6904 || The Ultimate Sales Training for 2026 [Full Course]
it now some people say oh now that's where that sale ends no we got tons of questions left so you say oh well what do you think would be their main concern so now all I'm doing is just shifting from okay okay you're not the decision maker now let's talk to this hypothetical person they've used their

[1:55:27] YouTube https://youtu.be/StVqS0jD7Ls?t=6920 || The Ultimate Sales Training for 2026 [Full Course]
partner as a foil the same way we use this hypothetical person we talked to earlier today as a foil for what they want it works the same way it's just in reverse and so you say so what's their main concern even though they have no idea and haven't been in the conversation then what they're going to do is they're going to tell you what their main concern is through the mouth

[1:55:44] YouTube https://youtu.be/StVqS0jD7Ls?t=6937 || The Ultimate Sales Training for 2026 [Full Course]
of this hypothetical person they've made as their business partner and then you can actually follow through the same well what would you think would make them say no what do you think would make an absolute yes for them what would it take for us to move forward right and so those are trying to isolate variables and if you can offshoot there into

[1:55:59] YouTube https://youtu.be/StVqS0jD7Ls?t=6952 || The Ultimate Sales Training for 2026 [Full Course]
whatever that person says would be the issue then you're out of the decision maker frame and now you're closing the obstacle now if they still say you know they would be concerned with this or that or whatever then I rotate into um past agreements all right so past agreements is like huh well do you think

[1:56:17] YouTube https://youtu.be/StVqS0jD7Ls?t=6970 || The Ultimate Sales Training for 2026 [Full Course]
uh like what would you think would be a good indication that they would be okay with it like from the stuff that you've done already like do they know that you're here do they know that like have you bought things like this in the past do they know that you're in pain with the situation right now yes well if they don't approve of your current situation why would they not approve of you solving something they already don't approve of right so it's taking a

[1:56:33] YouTube https://youtu.be/StVqS0jD7Ls?t=6986 || The Ultimate Sales Training for 2026 [Full Course]
reversing a negative and so here it's like sometimes you'll get they'll be like you know you're right I think that's fine if you still can't close then you resort to support not permission right and that's kind of like the final kind of final straw but I try and offshoot I really focus a lot on that trying to break the foil and say what do you think their main concern is make it a no for them because now we're isolating issues and we can tackle them rather than getting around decision

[1:56:57] YouTube https://youtu.be/StVqS0jD7Ls?t=7010 || The Ultimate Sales Training for 2026 [Full Course]
maker but if they insist on decision maker and you insist on having to close the sale right now then you go to hey I think that you're asking for permission when you really should be looking for support right because at the end of the day if we play this out let's say your business doesn't grow uh like who are you going to blame is it fair to the

[1:57:14] YouTube https://youtu.be/StVqS0jD7Ls?t=7027 || The Ultimate Sales Training for 2026 [Full Course]
partnership that you don't get this outcome because you rely on this person person no right because all this is going to do is that if you to not get this person's permission 5 years down the road where you going to be right and who you going to blame because fundamentally if they're the one who are in charge then they're the ones who also get all the blame which means that you're not in any way control of your own life and I don't think that's fair to you I don't think it's fair to them I don't think it's for

[1:57:38] YouTube https://youtu.be/StVqS0jD7Ls?t=7051 || The Ultimate Sales Training for 2026 [Full Course]
the relationship and so that's the support not permission angle and so that gives you a lot of offshoots to uh close prior to getting to that the decision maker is the hardest one to overcome of all cloes is because it's the only one that the person says I can't make a decision so doesn't matter what you say I have no Authority and so the whole point like the reasoning behind this is you see if

[1:58:03] YouTube https://youtu.be/StVqS0jD7Ls?t=7076 || The Ultimate Sales Training for 2026 [Full Course]
they actually do have authority and they're just using it as a smoke screen that's like the one out of three right off the bat they say why I would do it anyways that's a smoke screen done you already closed the deal if they're using it because they don't want to say what their actually what their real objection is then they're using this person to tell you a hard truth because they're afraid of insulting you because you know

[1:58:20] YouTube https://youtu.be/StVqS0jD7Ls?t=7093 || The Ultimate Sales Training for 2026 [Full Course]
it goes both ways and so then you say oh well what would the you know what do you think they would be afraid of having happen What like um what would make them say no and then you can overcome that because it actually wasn't really that they don't have decision-making Authority they just didn't want to say this thing but if they truly don't have

[1:58:35] YouTube https://youtu.be/StVqS0jD7Ls?t=7108 || The Ultimate Sales Training for 2026 [Full Course]
decision-making Authority trying to then relate the fact that it's like oh you might not have authority but they have already agreed with you based on their past agreements and so if you think about each of these as arguments number one is you do you actually have authority and don't care uh two is you were afraid to tell me and have authority the third is you don't have authority but they already have agreed based on what they've already

[1:59:00] YouTube https://youtu.be/StVqS0jD7Ls?t=7133 || The Ultimate Sales Training for 2026 [Full Course]
1 hour, 59 minutes done and then the fourth is basically trying to get them to take authority of their own lives by asking for support not permission so that's the reasoning behind kind of that four-step close with that has offshoots all the way through but if someone's like I absolutely need must that's why we try to no matter what

[1:59:17] YouTube https://youtu.be/StVqS0jD7Ls?t=7150 || The Ultimate Sales Training for 2026 [Full Course]
if we know that this is a common thing or it's an expensive you know if you're trying to sell houses you're not going to close the close the spouse and buying the house without the other spouse it's not going to happen right and so if you know that both people are going to be required for whatever it is that you sell just involve them in the process earlier so let's say someone says hey

[1:59:33] YouTube https://youtu.be/StVqS0jD7Ls?t=7166 || The Ultimate Sales Training for 2026 [Full Course]
everything sounds amazing uh give me some time so it's actually there's like there's a false truth in there that's embedded which is it's actually not good enough here's why so if someone says hey you know this sounds amazing let me Circle back in a couple quarters you say awesome so what are you going to be doing

[1:59:49] YouTube https://youtu.be/StVqS0jD7Ls?t=7182 || The Ultimate Sales Training for 2026 [Full Course]
instead and so then they're going to say X Y and Z and then you're like okay um zooming out and hey if you don't this is just a question I asked somebody earlier today and they it they said it was enlightening so you mind if I share it with you right because I'm already getting into hard territory here right so U at that point I'd say do you think

[2:00:06] YouTube https://youtu.be/StVqS0jD7Ls?t=7199 || The Ultimate Sales Training for 2026 [Full Course]
that doing what this is is going to get you better returns than what we're talking about right because again time is priorities so all like fundamentally like I said earlier like you have to understand the theory behind this they're saying I have other things that are more important and so we have to say no this is more important which means we

[2:00:23] YouTube https://youtu.be/StVqS0jD7Ls?t=7216 || The Ultimate Sales Training for 2026 [Full Course]
have to elevate the value of what we're currently doing or devalue what they're currently doing so fundamentally that's the that's how we're attacking this so it's like what are you going to do instead got it do you think it'll make you more than this and if they say yes then you'd say why if they say no then

[2:00:39] YouTube https://youtu.be/StVqS0jD7Ls?t=7232 || The Ultimate Sales Training for 2026 [Full Course]
it's like oh then you should prioritize this let's get rolling right and so with each of these you'll not there's like there's offshoots like if if they say yes then it's done you've already closed it right if they say uh no I think this other thing would make me more money and the thing is is if there right then they

[2:00:53] YouTube https://youtu.be/StVqS0jD7Ls?t=7246 || The Ultimate Sales Training for 2026 [Full Course]
should do that and so a big part of being an ethical salesman is that the moment that you feel like a prospect is better served not doing something you should stop but this is why you want to sell stuff that works better right uh but if you do have something that you know will make the more money then all you have to do is break down how it's going to make

[2:01:16] YouTube https://youtu.be/StVqS0jD7Ls?t=7269 || The Ultimate Sales Training for 2026 [Full Course]
them more money and then cover cost of in action so that would be okay so uh let's put math to it and that's how I'd say like let's put some math let's let's put some numbers down so if we improve your conversion rate you know by 30% that would increase Revenue by 30% but you have uh you know gross margins of 90

[2:01:34] YouTube https://youtu.be/StVqS0jD7Ls?t=7287 || The Ultimate Sales Training for 2026 [Full Course]
and so and your and your current net margins are 30 and so if we do that we'll actually double the profit of the business so the things that you're working on right now um are those doubling the profit of the business and over what time period over two quarters well if we could double the profit of the business would that allow you to make those things happen even faster okay just asking so I can understand right and so again when you're getting

[2:01:56] YouTube https://youtu.be/StVqS0jD7Ls?t=7309 || The Ultimate Sales Training for 2026 [Full Course]
into those situations it's always the seek to understand frame right that's the that's where we're coming from and so if you have elevated yourself to a helpful guide then it shouldn't feel combative it's like totally get it just so I'm clear you're saying that because the stuff that you're going to do is

[2:02:11] YouTube https://youtu.be/StVqS0jD7Ls?t=7324 || The Ultimate Sales Training for 2026 [Full Course]
make you more money than what we're talking about and if they're like no then it's like oh then why are you prioritizing it right and the thing is a lot of times whenever someone gives you an answer you can always ask why because then you can go chunk up to reason and then basically say oh my thing actually solves that

[2:02:27] YouTube https://youtu.be/StVqS0jD7Ls?t=7340 || The Ultimate Sales Training for 2026 [Full Course]
reason even better so uh I'm really busy right now is different from the give me some time and it sounds similar but they're actually different uh different objections right which is I don't have time I'm busy right now whatever all right so this one is give me some time to make the decision like let me decide in a week that's when you go that's avoidance that's decision avoidance if someone says I don't have time and I

[2:02:52] YouTube https://youtu.be/StVqS0jD7Ls?t=7365 || The Ultimate Sales Training for 2026 [Full Course]
could do this later that's the I'm busy which means that we're we're talking about priorities what else are you doing that's more important than this so let's say that you don't have a guarantee 2 hours, 3 minutes which is fine I don't have a guarantee around most of the things that I sawell all right um the anti-g guarantee is how I like to sell around guarantee which is

[2:03:09] YouTube https://youtu.be/StVqS0jD7Ls?t=7382 || The Ultimate Sales Training for 2026 [Full Course]
oh if you're the type of person who needs a guarantee then this is definitely not for you because at the end of the day we can control we can control we can't control what you do so do you think it'd be fair for us to guarantee work I have no input in doing and so it really just comes down to basically the more control you have the more you can offer a guarantee the less control you have the less you can offer a guarantee if you choose not to offer them and so you want to basically do a

[2:03:34] YouTube https://youtu.be/StVqS0jD7Ls?t=7407 || The Ultimate Sales Training for 2026 [Full Course]
takeaway sale on the guarantee being like oh this is really for people who are serious about doing it are you serious about doing it okay cool I can't control I can't eat the food for you I can't work out for you I can give you the guide and I can tell you that hundreds of other people have S succeeded but I can't do it for you myself it's one of the few things that I can't do right does that sound reasonable right and that's and that's

[2:03:57] YouTube https://youtu.be/StVqS0jD7Ls?t=7430 || The Ultimate Sales Training for 2026 [Full Course]
where like reasonable is what we're going with is that sound fair so that makes sense uh around an anti-g guarantee for uh for not having a guarantee if they off if they say you don't have one all right so the next one that came from the audience was uh hey let me watch some of your free stuff or let me go through your lead magnet right

[2:04:13] YouTube https://youtu.be/StVqS0jD7Ls?t=7446 || The Ultimate Sales Training for 2026 [Full Course]
so like if you've got some sort of resources that you put out there and then they get on the sales call and say oh well you know or this sales call was super helpful I think I'm just going to you know do the stuff that you said on the sales call what you do is you agree with them and say oh absolutely you should do that uh and do that before you come out or before you start our program

[2:04:30] YouTube https://youtu.be/StVqS0jD7Ls?t=7463 || The Ultimate Sales Training for 2026 [Full Course]
or before you whatever before we start and kick you off so you just say you should totally do that because if you do that successfully then one of two things is going to happen either you're going to succeed in which case you're going to run into another problem that I can help you solve or you're not going to succeed in which case I can help you solve it to

[2:04:47] YouTube https://youtu.be/StVqS0jD7Ls?t=7480 || The Ultimate Sales Training for 2026 [Full Course]
begin with but either way you should you should get started so let's get you moving and so again we have to take it from I want to do this thing we agree with them we're not disagreeing you should totally do that stuff because it will make you money and one of two things are going to happen you're going to succeed in which case you're going to

[2:05:03] YouTube https://youtu.be/StVqS0jD7Ls?t=7496 || The Ultimate Sales Training for 2026 [Full Course]
run into another issue which we can help you solve or you're not going to succeed in which case we can help you solve that either way results in you doing it so let's get started if you sell to the government or you have very large Enterprises that require 6 12 month sales cycles and you need multiple stakeholders uh to buy in much of the stuff that I covered here is not going

[2:05:26] YouTube https://youtu.be/StVqS0jD7Ls?t=7519 || The Ultimate Sales Training for 2026 [Full Course]
to apply and that's because these are these are transactional these are basically these fundamentally all of these force a prospect to make a decision now in a big Fortune 100 or a government sale things like that oftentimes no one has the ability to make a decision and it's a decision by committee and so you basically need to continue to stay in the pocket and in most Enterprise sales the amount of

[2:05:49] YouTube https://youtu.be/StVqS0jD7Ls?t=7542 || The Ultimate Sales Training for 2026 [Full Course]
people that the customer talks to in your organization increases the likelihood of closing and a smooth uh transition and so if they talk to two or three people on your team and you talk to two or three people on their team it's like uh I'll give you a visual so if it's you and one person this Bond easily broken but if it's

[2:06:13] YouTube https://youtu.be/StVqS0jD7Ls?t=7566 || The Ultimate Sales Training for 2026 [Full Course]
you and three people on their team and two people on yours then you have uh uh whatever I could draw all these connections but you get the you get the you get the point there you go so there's way more ties and this is much harder to break and so with Enterprise sales it looks more like this than it does like this so hopefully feel like I helped you guys overcome some of the obstacles that you brought up

[2:06:35] YouTube https://youtu.be/StVqS0jD7Ls?t=7588 || The Ultimate Sales Training for 2026 [Full Course]
otherwise we could be here all day now that we forget out closing we just got to make sure that our heads space is right and we continue to do the right things over and over again so wrap up with mindset now I hate the term mindset overall because I'm like what does that even mean and so what I'm going to try and do is reframe some set things that I

[2:06:52] YouTube https://youtu.be/StVqS0jD7Ls?t=7605 || The Ultimate Sales Training for 2026 [Full Course]
have into behaviors that they apply to all right so sales mindset number one the person who cares the most about the prospect wins the sale and so if they care more about themselves than you care about them they will win and so in terms of what does this change about your behavior the idea is that if you truly care about them you will usually not lose Rapport in the sale because you

[2:07:15] YouTube https://youtu.be/StVqS0jD7Ls?t=7628 || The Ultimate Sales Training for 2026 [Full Course]
will always seek to understand and so then you will always your tone will change your conviction will change because because fundamentally it says keep the human first if this is no longer a good idea for them you should not sell them you should tell them I think it's a good idea for you not to do this and I promise you there's nothing more powerful than learning to turn away prospects which will increase your overall closing percentage because you

[2:07:39] YouTube https://youtu.be/StVqS0jD7Ls?t=7652 || The Ultimate Sales Training for 2026 [Full Course]
will know that you are in this to help people make decisions to help themselves and so if you try to close everybody you will it will start to wear on you over time because you'll know that you're a piece of all right and so either you're you become a sociopath or you your sales will go down so instead make

[2:07:55] YouTube https://youtu.be/StVqS0jD7Ls?t=7668 || The Ultimate Sales Training for 2026 [Full Course]
sure you qualify prospects Never Lie um and if you keep the person at the center of the sale then when someone says I got to think about it you're like Sarah I'm trying to figure out how to make this work for you because I know this is going to help you and I I want to help you make this decision because I

[2:08:12] YouTube https://youtu.be/StVqS0jD7Ls?t=7685 || The Ultimate Sales Training for 2026 [Full Course]
I just genuinely believe that so what are the what's what are you most afraid of right now like what are you what are you afraid of having happen right and then you get to the heart of it and the thing is is if you keep that Rapport you will close more sales because they will feel that you do care so the next one comes from uh my team so this is one

[2:08:30] YouTube https://youtu.be/StVqS0jD7Ls?t=7703 || The Ultimate Sales Training for 2026 [Full Course]
that I repeat over and over and over again so this is banged into their skulls uh volume negates luck all right and so the big thing uh with sales is that it is a num game it's like dating you just have to know what the pipeline is and the guys who become the best salespeople are the ones who do the most volume volume and so there's this relationship between volume and skill

[2:08:54] YouTube https://youtu.be/StVqS0jD7Ls?t=7727 || The Ultimate Sales Training for 2026 [Full Course]
the more you do the better you get the better you get the more you do and so the idea is that you want to in the beginning force feed yourself through tons and tons of volumes so that you can get through the terrible period as fast as possible because a master in any domain has more ways to reward themselves if you're a master editor then when you look at a video there's a hundred things that you can do that you know how to do that you enjoy doing that you've been rewarded in the past for

[2:09:19] YouTube https://youtu.be/StVqS0jD7Ls?t=7752 || The Ultimate Sales Training for 2026 [Full Course]
doing if you're a Salesman who's a master salesman you can you like pulling a sale out of the depths you love overcoming the details you enjoy being in the red zone and kind of navigating those conversations because it's a fun challenge for you when you're a beginner you're freaked out and you're paranoid

[2:09:34] YouTube https://youtu.be/StVqS0jD7Ls?t=7767 || The Ultimate Sales Training for 2026 [Full Course]
you don't know what you're doing and so the idea is to you to follow what Kobe Bryant did so if everybody else is working out once a day if I work out three times a day I'm going to get better that much faster and so my recommendation is find the person on your team who's the best closer and do double the effort that they're doing and if you're like dude that's barely even possible great welcome to getting better right and the thing is is that I'll I'll

[2:10:00] YouTube https://youtu.be/StVqS0jD7Ls?t=7793 || The Ultimate Sales Training for 2026 [Full Course]
2 hours, 10 minutes draw this this visual that uh that we we introduce a lot of our our sales team with which is this is what your skill is going to look like over time so this is this might take you know two to three months and this might take you know a year and this might take you know two to three years for your skill so this is my skill here

[2:10:24] YouTube https://youtu.be/StVqS0jD7Ls?t=7817 || The Ultimate Sales Training for 2026 [Full Course]
we go but what people don't understand is that this is your income and so in the beginning you just learn not to suck which is fantastic and very important to suck less but eventually you'll suck so little that you'll actually be very good and all of the best returns in life come at the very end of Mastery and so people give

[2:10:47] YouTube https://youtu.be/StVqS0jD7Ls?t=7840 || The Ultimate Sales Training for 2026 [Full Course]
up in this period of time but they miss out this much where all of the gains are going to happen because they quit early and so you have to approach sales as a skill and if you hate it just understand it's not that you hate it because you somehow have some natural distaste for sales you just aren't skilled enough because I promise the best salespeople

[2:11:11] YouTube https://youtu.be/StVqS0jD7Ls?t=7864 || The Ultimate Sales Training for 2026 [Full Course]
love selling the best editors love editing the best writers love writing and when the best editor started editing they sucked at editing and the best sales people started sales they sucked at sales I didn't close my first sale all right I'm just saying like but I had enough reward cycles and I forced enough volume down my throat that I started liking it and then once you like it that reward Cycle takes over all right the

[2:11:33] YouTube https://youtu.be/StVqS0jD7Ls?t=7886 || The Ultimate Sales Training for 2026 [Full Course]
next one is sales resumés don't matter and I'm gonna I'm gonna I'm GNA explain what I mean by this so I have had two times in my career where our sales teams were not growing at the rate that they needed to to support the amount of demand that was coming in and that was very frustrating for me and once I dove $100M Leads: How To Get Strangers To Want To Buy Your Stuff (Hardcover) acquisition.com

[2:11:50] YouTube https://youtu.be/StVqS0jD7Ls?t=7903 || The Ultimate Sales Training for 2026 [Full Course]
in I wrote a chapter about this in uh my leads book on the uh employees chapter um once I dove in I found out that in both situations they were screening heavily the salespeople's resumee to qualify them to get interviewed and that is typically in my opinion a mistake because especially in a transactional selling environment so if you're thinking setting or one to two call closing so very short sales Cycles you're going to immediately look for

[2:12:13] YouTube https://youtu.be/StVqS0jD7Ls?t=7926 || The Ultimate Sales Training for 2026 [Full Course]
other skills outside of what their past experience is that you can tell very quickly on a call and so I am more Pro Group interviews and so you can just invite everyone onto the call and quickly do one to two minute interviews with everyone who hops on because the star salespeople will in that environment where they need to speak up

[2:12:38] YouTube https://youtu.be/StVqS0jD7Ls?t=7951 || The Ultimate Sales Training for 2026 [Full Course]
be more assertive be more social uh one they'll speak up two they'll be clear communicators three the really good ones uh will also encourage other people who are nervous so that's just something that we've noticed there they're going to be more team players at least the type of salesp people that we want to attract and so group interviews instead

[2:12:56] YouTube https://youtu.be/StVqS0jD7Ls?t=7969 || The Ultimate Sales Training for 2026 [Full Course]
of resume screening as one of the easiest ways to scale a sales team that we've found now one of the things that people don't understand about this is the understanding between attitude and aptitude all right so you've probably heard the like hi for attitude uh not for aptitude all right so that is true sort of and so let me

[2:13:20] YouTube https://youtu.be/StVqS0jD7Ls?t=7993 || The Ultimate Sales Training for 2026 [Full Course]
explain so so fundamentally the real truth is you should always hire for the lowest skill deficiency so it's just what are the deficient skills what is the cost of training these skills I want to hire people who have the lowest efficiency which means that I have the fastest ramp up or the highest return on

[2:13:37] YouTube https://youtu.be/StVqS0jD7Ls?t=8010 || The Ultimate Sales Training for 2026 [Full Course]
investment for them becoming proficient in the business that's fundamentally what all hiring is in general not just sales and so the thing is is that we have these bundled terms like kind hardworking right uh uh uh charismatic whatever right but the thing is is that these are bundled terms that actually have many skills underneath of them and so when we say

[2:14:00] YouTube https://youtu.be/StVqS0jD7Ls?t=8033 || The Ultimate Sales Training for 2026 [Full Course]
2 hours, 14 minutes hire for attitude it really means you know there's probably 20 different examples of what kindness looks like within the setting of a workplace and if someone has zero of them that's 20 skills I have to teach them whereas if they only need to learn how to call leads and work leads and say a script

[2:14:15] YouTube https://youtu.be/StVqS0jD7Ls?t=8048 || The Ultimate Sales Training for 2026 [Full Course]
that might only be two to three weeks of training but training someone to be kind certainly takes longer than two to three weeks now where this flips is that there is some point in the future where if you have a very Niche expertise that's very very hard to find it might be easier to teach you to be kind than to teach you

[2:14:33] YouTube https://youtu.be/StVqS0jD7Ls?t=8066 || The Ultimate Sales Training for 2026 [Full Course]
how to code like a level 10 expert or to be a transactional CFO that's done you know 50 transactions before for your type of Industry there might not be that many people who've done that and so it might be easier to teach them how to behave within your culture than it is to teach them that skill set and so this is

[2:14:49] YouTube https://youtu.be/StVqS0jD7Ls?t=8082 || The Ultimate Sales Training for 2026 [Full Course]
more true the lower level the role that you're hiring for and less true as you get higher but the fundamental universal truth is that you always hire for the small skill deficiency so the next is that compensation attracts great salespeople but it does not retain them or get them to behave the way you want to so

[2:15:12] YouTube https://youtu.be/StVqS0jD7Ls?t=8105 || The Ultimate Sales Training for 2026 [Full Course]
compensation equals recruiting compensation in my experience does not equal uh performance and I'm now you might be like of course it does I'm just telling you uh in my experience I have never had a compensation change really change the behavior of the team except for one thing uh which I will share with you if you compensate them off of cash collected you will in general get more cash collected but everything else in terms of like we're

[2:15:43] YouTube https://youtu.be/StVqS0jD7Ls?t=8136 || The Ultimate Sales Training for 2026 [Full Course]
going to pay this for that and this for that most of the times the reward cycle is so delayed they're just going to still just try as hard as they can to sell and so the things that change Behavior are typically much faster uh and lower intensity meaning you were addicted to your phone not because it pays you but because it has a very fast feedback loop and so the reason that in

[2:16:05] YouTube https://youtu.be/StVqS0jD7Ls?t=8158 || The Ultimate Sales Training for 2026 [Full Course]
general sales in Slack are overrepresented from sales that actually get processed is because people get rewarded for saying I closed the deal in slack and so they say they close deals more times than they do and so you by the way Pro tip on that is just create a zap between your uh CRM and a process sale that's been submitted and make that

[2:16:27] YouTube https://youtu.be/StVqS0jD7Ls?t=8180 || The Ultimate Sales Training for 2026 [Full Course]
the thing that goes into slack that they get kudos on just a side little little tip ski there for you um but it's been my experience that you absolutely get better closers with higher comp but and when I say better closers I mean people who have smaller skill deficiencies that you need to train but then after that trying to like redo compensation over and over again it's very rare in my

[2:16:50] YouTube https://youtu.be/StVqS0jD7Ls?t=8203 || The Ultimate Sales Training for 2026 [Full Course]
experience that it has has changed the behavior of the team that in a way that training and fast feedback loops can't do better the next is that sales and marketing are one Continuum all right so people see them as different departments and for me I've actually profited a lot um by putting them Under One Roof so I always have our meetings as basically Revenue generation uh and you can have a

[2:17:16] YouTube https://youtu.be/StVqS0jD7Ls?t=8229 || The Ultimate Sales Training for 2026 [Full Course]
chief Revenue officer who really oversees acquisition overall and since I've done this and I've done this for years um there's basically been no conflict between sales and marketing they're working together to close as many deals as possible so if you ever have conflict where like sales is like marketing they G they're not giving us

[2:17:33] YouTube https://youtu.be/StVqS0jD7Ls?t=8246 || The Ultimate Sales Training for 2026 [Full Course]
enough leads or the leads are and then s uh and then marketing's telling sales like why don't you close anything like you should be closing right like it's because they're sitting on opposite side of the table but when they're collaborating under the same roof especially if there's one leader ahead of it all of that disappears like I can't remember the last time that like Marketing sales had any kind of like

[2:17:49] YouTube https://youtu.be/StVqS0jD7Ls?t=8262 || The Ultimate Sales Training for 2026 [Full Course]
weird weirdness in companies that I own uh and so you have you do that by unifying them and I explain it like this which is that they sit on one Continuum and so fundamentally you just have a certain amount of information that's required to get someone to buy and so in a hypothetical world if someone was perfectly knowledgeable they could make

[2:18:10] YouTube https://youtu.be/StVqS0jD7Ls?t=8283 || The Ultimate Sales Training for 2026 [Full Course]
the buying decision on their own and companies have proven that like carvana that doesn't have salespeople or Tesla which you can buy a car on the website like if you have enough marketing people can get and search for enough information that they just make a buying decision on their own but whenever you have sufficient marketing to get people

[2:18:27] YouTube https://youtu.be/StVqS0jD7Ls?t=8300 || The Ultimate Sales Training for 2026 [Full Course]
to start buying on their own there's typically an even larger pool of people who do need more selling to occur to close this Gap to get them to buy and so sales think about sales as personalized marketing which is okay you uh let's say that there's uh one two three four uh five six things that someone needs to know in order to buy if marketing covers

[2:18:53] YouTube https://youtu.be/StVqS0jD7Ls?t=8326 || The Ultimate Sales Training for 2026 [Full Course]
1 two and three then you the salesperson cover four five and six now let's say the next Prospect comes in and they have 2 hours, 19 minutes one three and five then you would cover two four and six and so basically it allows you to personalize the information required to get this person to make a decision I don't believe in any kind of mysticism around like oh over this price you have to sell over the phone I do think that there are

[2:19:16] YouTube https://youtu.be/StVqS0jD7Ls?t=8349 || The Ultimate Sales Training for 2026 [Full Course]
behaviors in general that more people do but I don't think it's in any way a necessity but a lot of times there are opportunities because there's just more people who don't know as much as people who buy so having a sales team will almost always improve the overall Roi or roaz uh asend for any kind of acquisition process another good thing to understand from a mindset perspective

[2:19:38] YouTube https://youtu.be/StVqS0jD7Ls?t=8371 || The Ultimate Sales Training for 2026 [Full Course]
is the difference between uh like belief and Trust not really the difference but belief and Trust actually exist because people talk about like oh you need to have trust from the prospect it's not they have to trust you because they are actually continuums it's how much do they trust you how much do they believe you and so when you think about it this way then it's not this binary of like oh they didn't trust you it's they didn't

[2:20:04] YouTube https://youtu.be/StVqS0jD7Ls?t=8397 || The Ultimate Sales Training for 2026 [Full Course]
trust you enough which then allows us to have these little check marks along the way that we can say these things increase the belief of the prospect these things increase the trust of the prospect these things decrease the trust of the Prospect and the more things you do that get them to believe you and trust you the more likely it is that

[2:20:21] YouTube https://youtu.be/StVqS0jD7Ls?t=8414 || The Ultimate Sales Training for 2026 [Full Course]
they will buy and so fundamentally seeing sales in these two frames allows you to think of sales as an education process which you then teach them in order to change their behavior and so one of my one of my little isms that I like to think of is that in general the trust and belief that is required to

[2:20:38] YouTube https://youtu.be/StVqS0jD7Ls?t=8431 || The Ultimate Sales Training for 2026 [Full Course]
make a big purchase is smaller than the trust and belief that is required to make a little purchase and so basically the bigger the plane so if I have a little plane right that's a bad plane there we go if I have a little plane then I don't need a very long Runway to get this plane to take off if I have a

[2:20:55] YouTube https://youtu.be/StVqS0jD7Ls?t=8448 || The Ultimate Sales Training for 2026 [Full Course]
big plane then I'm going to need a very long takeoff to get this to go up and so if you're selling a more expensive thing think about it like it's a bigger plane which means you're going to have more selling more information that's going to have to happen before they make a purchasing decision and so if you're getting a lot of two three four call closes it's usually because you're not doing enough education prior to the first call so the thing that change is

[2:21:21] YouTube https://youtu.be/StVqS0jD7Ls?t=8474 || The Ultimate Sales Training for 2026 [Full Course]
you need to create more education materials basically you need to pre-market them more you need to warm them up which is just move them along this Continuum here you need to move them along the Continuum more so your sales don't have to take three four five calls but instead they get them to the 6 inch Putt and they can putt them in they get them to the 5 yard line and they can knock it forward the next one is what I'll call say less and so this is uh

[2:21:44] YouTube https://youtu.be/StVqS0jD7Ls?t=8497 || The Ultimate Sales Training for 2026 [Full Course]
something that one of one of uh our sales guys said that I said to them apparently um and and really help them out a lot in terms of changing their behavior and so if you tend to be more talkative in terms of talk time you want to have roughly two-thirds of the talk time from the prospect not you now gong uh and some of these other sales tools have released different like ideal closing amounts but in general most

[2:22:07] YouTube https://youtu.be/StVqS0jD7Ls?t=8520 || The Ultimate Sales Training for 2026 [Full Course]
closers talk less than the Prospect and so that's because they're asking they're answering your questions you're not answering theirs ideally and so one of the things that I noticed with the most compelling conversations uh that I've had and the podcast that I've been on is the m Master interviewers uh so uh

[2:22:22] YouTube https://youtu.be/StVqS0jD7Ls?t=8535 || The Ultimate Sales Training for 2026 [Full Course]
Steven Bartlett when I was on Dio and Williamson the few times have been on on his pod they're very good at letting silence sit and people like to talk about themselves and people will expound on themselves if you do not respond so I would encourage you to try this so remember I'm changing this in terms of what does it change about Behavior if someone says something instead of immediately jabbing back sometimes just

[2:22:46] YouTube https://youtu.be/StVqS0jD7Ls?t=8559 || The Ultimate Sales Training for 2026 [Full Course]
let them talk more just give them more time to talk because the more they talk the more Rapport you have because people like talking about themselves so they'll think that you're amazing without you ever saying anything all right the next one is a story that I got told to me by a Serial CEO seial private Equity CEO so

[2:23:02] YouTube https://youtu.be/StVqS0jD7Ls?t=8575 || The Ultimate Sales Training for 2026 [Full Course]
when I was uh when I was interviewing CEOs of the companies that um had been sold or been acquired by the private Equity firms that we were we were recording at the time they introduced me some CEOs and actually was one of the most valuable things I got uh from the whole process outside of the the transaction so one of these guys he's from Long Island and I'll do my very best to butcher his accent um but I was like so what's the

[2:23:25] YouTube https://youtu.be/StVqS0jD7Ls?t=8598 || The Ultimate Sales Training for 2026 [Full Course]
secret you know for you and he said don't be cute and I was like what do you mean by that he's like he's like a lot of CEOs try and get cute he's like they uh you know it's like backyard football you've got you know you got this super secret double reverse fake you know thing and then you try and do it and

[2:23:41] YouTube https://youtu.be/StVqS0jD7Ls?t=8614 || The Ultimate Sales Training for 2026 [Full Course]
what happens he's like you fumble the ball you lose 50 yards it's a complete waste of time he's like but what what plays always work he's like two fat guys in the middle run to the right right he's like don't be cute and so I I actually took that to heart a lot which is basically like growing a business is

[2:23:57] YouTube https://youtu.be/StVqS0jD7Ls?t=8630 || The Ultimate Sales Training for 2026 [Full Course]
a lot like backyard football and getting good at sales is a lot like backyard football the best salespeople say the script they follow up quickly they keep Rapport they ask good questions they listen and they allow the prospect to close themselves so the thing that separates the good sales people from the great people the great salesp people is that the great salespeople never don't do the basics

[2:24:23] YouTube https://youtu.be/StVqS0jD7Ls?t=8656 || The Ultimate Sales Training for 2026 [Full Course]
they always do the fundamentals and when you always do the fundamentals you will sustain exceptionally High close rates they always prepare for each sales call they always do the warm handoffs they always refer to the notes rather than asking the customer to recap they always set the agenda with proof promise plan

[2:24:37] YouTube https://youtu.be/StVqS0jD7Ls?t=8670 || The Ultimate Sales Training for 2026 [Full Course]
they always do those things and that's what allows them and then when they get asked what do you do they're like I just do the fundamentals man it's just that doing the fundamentals is doing a lot of things over and over and over again and never forgetting any of the steps and so that's what creates Mastery that's an exhibition of skill so the next one is

[2:24:55] YouTube https://youtu.be/StVqS0jD7Ls?t=8688 || The Ultimate Sales Training for 2026 [Full Course]
that no isn't no forever no for Now does not equal no forever and so the big thing is think about it this way let's say uh you were in the dating pool and you've got this girl or this guy that you've got your eye on if they say hey I can't hang out with you I'm predisposed I have whatever and then let's say 6 months later there

[2:25:20] YouTube https://youtu.be/StVqS0jD7Ls?t=8713 || The Ultimate Sales Training for 2026 [Full Course]
they're single that no for now doesn't mean you should never reach out to them again it just might mean that right now is not the perfect time because some of the obstacles they gave you might be legitimate they might have another opportunity that is higher return than whatever you're offering they might be going through a merger and their team is too spread thin and it's not worth the

[2:25:36] YouTube https://youtu.be/StVqS0jD7Ls?t=8729 || The Ultimate Sales Training for 2026 [Full Course]
resources to bring on more people to do your implementation it's very possible that now might not be a good time but it doesn't mean that it's a no forever and so I say this as like okay what's the behavior that you're going to change as a result of this is that you should not be ashamed of reaching out every 3 to

[2:25:51] YouTube https://youtu.be/StVqS0jD7Ls?t=8744 || The Ultimate Sales Training for 2026 [Full Course]
six months just for a pulse check this is where sending those fun memes or those on line emails can make you so much money because so many sales people are afraid to follow up one because it's work and two because they're afraid of rejection but if you're not afraid of work and you're not afraid of rejection because you believe genuinely which you

[2:26:08] YouTube https://youtu.be/StVqS0jD7Ls?t=8761 || The Ultimate Sales Training for 2026 [Full Course]
should that you're going to help this Prospect because they are qualified for whatever the solution is then just circle up when they have a better time all right the next one is be a trash man all right and so this is especially for the younger closers uh that are you know just getting into this um and so I'll give you another one underneath of that which is yellow equals gold

[2:26:30] YouTube https://youtu.be/StVqS0jD7Ls?t=8783 || The Ultimate Sales Training for 2026 [Full Course]
so in companies that we have we like to do something called lead scoring which is basically putting an approximation on How likely it is that this lead closes so earlier I told you the story of the salesman who was uh you know selling time shares became the number one guy and the way that he was able to become

[2:26:46] YouTube https://youtu.be/StVqS0jD7Ls?t=8799 || The Ultimate Sales Training for 2026 [Full Course]
that super super duper closer was because they began scoring leads so we could say this guy who's got an 800 credit score and makes $500,000 a year is more likely to buy a time share than this person who's got you know six jobs and 19 Kids and is on welfare and whatever right like the likelihood is it's higher that this person's going to close so that person will get a higher lead score and so what happens is oftentimes you have a score Andor a

[2:27:09] YouTube https://youtu.be/StVqS0jD7Ls?t=8822 || The Ultimate Sales Training for 2026 [Full Course]
color that's associated with that so you've got like greens yellows and reds and so a red would be a just unqualified yellows are like slightly qualified but like probably a lower quality lead and so if you're new salesperson you want to be a trashman you want to be willing to take as many calls as the company will let you take and so think about this way you are going to get free training from

[2:27:31] YouTube https://youtu.be/StVqS0jD7Ls?t=8844 || The Ultimate Sales Training for 2026 [Full Course]
the hardest leads which are the best training grounds for you to learn how to sell and so you need to think of those yellows as Golds it's a reframe and so I remember thinking about this when I was selling in person that I had like some homeless people who'd respond to my ads and so they'd come in and i' you know I had people just getting out of jail you know after a 10e stint you know 30 days

[2:27:56] YouTube https://youtu.be/StVqS0jD7Ls?t=8869 || The Ultimate Sales Training for 2026 [Full Course]
earlier coming in like no job whatever like I dealt with everything that came in through the door and I thought about it and I was like this is such a waste of my time but I was like what if this were amazing how could this be an amazing thing for me and I was like well man if I can close a homeless person if I can close somebody who has no money no job that would mean that I've gotten

[2:28:12] YouTube https://youtu.be/StVqS0jD7Ls?t=8885 || The Ultimate Sales Training for 2026 [Full Course]
really good at the skill and so I just saw this is advanced level bosses that I got to go against rather than this is a waste of my time and so if you're younger in the sales or and you're not getting as many reps with the green leads then ask for all the trash leads because there's usually more than a

[2:28:27] YouTube https://youtu.be/StVqS0jD7Ls?t=8900 || The Ultimate Sales Training for 2026 [Full Course]
company can possibly handle in unqualified now again if someone literally cannot benefit from the product don't sell it but if it's they are less qualified as in like they have less Financial Resources things like that then you can still practice closing and so think about it and we say this term sharpen the sword is that you want

[2:28:44] YouTube https://youtu.be/StVqS0jD7Ls?t=8917 || The Ultimate Sales Training for 2026 [Full Course]
to just keep sharpening your skill sharpening the axe taking more wax at the tree and repetition is the mother of skill and repeating yourself when it's a hard Prospect to close just makes the easier ones that much easier so this next one sounds similar to things I've said in the past but it's different so

[2:29:02] YouTube https://youtu.be/StVqS0jD7Ls?t=8935 || The Ultimate Sales Training for 2026 [Full Course]
objections do not mean no all right so let me explain what I mean by that so on one level obviously you can overcome an objection with whatever you're going to handle but a lot of times they just are voicing out loud their reaction this is especially true when it comes to prices so if someone says wow that's expensive it doesn't mean automatically that you need to

[2:29:26] YouTube https://youtu.be/StVqS0jD7Ls?t=8959 || The Ultimate Sales Training for 2026 [Full Course]
start overcoming price objections you could say yeah totally it doesn't like there have probably many times in your life when you've been like oh that's expensive and then you still bought it you just it was expensive it was more than you expected but it doesn't mean that you're not going to buy and so a lot of times

[2:29:42] YouTube https://youtu.be/StVqS0jD7Ls?t=8975 || The Ultimate Sales Training for 2026 [Full Course]
people just say things as they come out but it doesn't mean you're not buying and so an experienced salesperson is going to trying to start overcoming things and you're basically like Wasting Bullets on on on zombies that aren't there they were going to close either way that's not a real objection they

[2:29:58] YouTube https://youtu.be/StVqS0jD7Ls?t=8991 || The Ultimate Sales Training for 2026 [Full Course]
haven't said no they just made an observation so unless someone says they don't want to buy don't assume that they don't want to buy next one is we don't negotiate with terrorists which is never change price to close a sale now the reason this is so important is obviously one because people talk and then customers won't like if you're changing a sale price between different

[2:30:23] YouTube https://youtu.be/StVqS0jD7Ls?t=9016 || The Ultimate Sales Training for 2026 [Full Course]
customers now testing price absolutely you should test your prices but that should be done ahead of time premeditated saying these next time we're going to try this out and see what happens not oh I got to close this guy so I'm going to lower the price to do it all right and so my favorite overcome for hey can I do it can you guys do it

[2:30:38] YouTube https://youtu.be/StVqS0jD7Ls?t=9031 || The Ultimate Sales Training for 2026 [Full Course]
for Less is we could do it for more and as silly as that sounds that has never not worked for me and I'm still like I have like a perfect batting average on that one and so the thing is is that it's such a high indication of purchasing intention when someone says can you do it for $500 less can you do it for 30 grand instead of 50 Grand whatever that just saying we could do it for more what it does is it actually re

[2:31:02] YouTube https://youtu.be/StVqS0jD7Ls?t=9055 || The Ultimate Sales Training for 2026 [Full Course]
anchors so if you're familiar with anchoring so let's say you say price is this they say well I want to pay 20% off that you then say cool well I'm going to say plus 20% and so basically it re anchors above it counter anchors and then they have a fear of missing out because all of a sudden the one price now becomes even more and they're like no no no no and a lot of times they just say no no I'm good I'll buy I'm I'm fine I'm fine and so uh never change price to

[2:31:28] YouTube https://youtu.be/StVqS0jD7Ls?t=9081 || The Ultimate Sales Training for 2026 [Full Course]
close a deal now you can change terms so if you want to change how much they pay today then you have a payment plan if you want to change the uh components of the offer then you have a feature downsell those are very very different than discounts that you give for no reason and so you never negotiate with

[2:31:44] YouTube https://youtu.be/StVqS0jD7Ls?t=9097 || The Ultimate Sales Training for 2026 [Full Course]
terrorists because if they see you change your price for them once they'll believe that every price you have is negotiable and then they'll tell everyone it is too so the next one that we'll cover is the idea that people want to buy so think about this when you are 2 hours, 32 minutes perusing on a site you want the thing people usually want the stuff people like buying the only reason that they

[2:32:08] YouTube https://youtu.be/StVqS0jD7Ls?t=9121 || The Ultimate Sales Training for 2026 [Full Course]
don't buy is because they have a history of being punished for buying in the past but they want to buy and so our job as sales professionals or entrepreneurs is to help them justify making the decision and so people want an excuse to buy you need to give it to them and so earlier I said closers ask hard questions but my team hit this hit this pretty hard for me uh in terms of it being a big one so I'm GNA I'm going to highlight it with a little bit more detail so the reason

[2:32:35] YouTube https://youtu.be/StVqS0jD7Ls?t=9148 || The Ultimate Sales Training for 2026 [Full Course]
closers ask hard questions uh is because they genuinely care and the reason that's so important is that you want to be kind not nice because nice guys don't want to offend someone kind people want to genuinely help and if you want to genuinely help then you want them to change their behavior just like these things hopefully change your behavior in terms

[2:32:58] YouTube https://youtu.be/StVqS0jD7Ls?t=9171 || The Ultimate Sales Training for 2026 [Full Course]
of selling and so that means that you sometimes have to call them on their BS and the tactful way to doing that is that you want to confront those hard questions one before you've asked for money and two through foils of other people like them this is what allows you to stay in the pocket in the sale and continue to ask the questions that genuinely can change this person's life and if you always come from the

[2:33:21] YouTube https://youtu.be/StVqS0jD7Ls?t=9194 || The Ultimate Sales Training for 2026 [Full Course]
perspective of human first you will usually maintain Rapport if you don't then what you will get is something we call commission breath which is it sounds like you're not listening to them and you are prioritizing the closeth over the person and that's where you lose them completely because now they feel like your incentives are no longer aligned if you come at it from I want

[2:33:44] YouTube https://youtu.be/StVqS0jD7Ls?t=9217 || The Ultimate Sales Training for 2026 [Full Course]
the best thing for you then you will always be on their side of the table your incentives as far as they're concerned will always always be aligned with theirs and you will be able to ask the questions that are actually going to change their lives all right so those are the behaviors that you can change as a salesperson to make more sales


VIDEO
TITLE: Helping a $250K Sales Training Business Get to $1M by Fixing their Price
URL: https://youtu.be/UQsaJdb3urU
PRIMARY_TOPIC: closing
TOPICS: closing

[0:00] YouTube https://youtu.be/UQsaJdb3urU?t=0 || Helping a $250K Sales Training Business Get to $1M by Fixing their Price
I sell to 85 people to be high ticket closers. Okay. We did uh 250 revenue this year. We want to be in one million revenue the other year. Yeah. I would like to uh um the thing we think is stopping us right now is the BSL is stuck. The front end is not dial. So our price is 2K and the best month was from that line was seven uh people.

[0:24] YouTube https://youtu.be/UQsaJdb3urU?t=17 || Helping a $250K Sales Training Business Get to $1M by Fixing their Price
Our CA right now is four to one from that line. So, well, were you selling a course? Yes. Like a digital product course. Yeah. But you're selling over the phone. Yes. Uh BSL setter closer. Yeah. Yeah. Um I think you're mispriced. So typically typically phone sales products start at around $3,000. Uh if you're doing like an automated

[0:47] YouTube https://youtu.be/UQsaJdb3urU?t=40 || Helping a $250K Sales Training Business Get to $1M by Fixing their Price
sales machine, like you just have a straight VSSL to a checkout page is usually where you'll be in that sub2000 range. And so you're right on that cusp where it probably makes more sense to be selling at like a five or a 6K uh price point. And instead of selling the course, ask the question like, "What would I need to

[1:03] YouTube https://youtu.be/UQsaJdb3urU?t=56 || Helping a $250K Sales Training Business Get to $1M by Fixing their Price
add to this thing to make it worth 6,000 or $8,000?" Um because you're already getting the people who want that help and you're giving them something that's moderately valuable. Let's be real, 27% of them are going to make a login. Uh and so if we want them to actually like succeed, then basically adding in more perceived

[1:23] YouTube https://youtu.be/UQsaJdb3urU?t=76 || Helping a $250K Sales Training Business Get to $1M by Fixing their Price
likelihood of achievement. So lower the risk for them by adding the pieces that they will struggle the most with. And then once you have statistics or data on how successful they are, then you want to include that in your VSSL and your marketing. So, you want to track how well they do and then you can

[1:43] YouTube https://youtu.be/UQsaJdb3urU?t=96 || Helping a $250K Sales Training Business Get to $1M by Fixing their Price
state the facts and tell the truth that you actually have a good product and then people can make an informed decision about how good the product is based on what has happened so far to people just like them. How can I track that? Like you're talking here. How can I track the that information, you know, like

[2:03] YouTube https://youtu.be/UQsaJdb3urU?t=116 || Helping a $250K Sales Training Business Get to $1M by Fixing their Price
how do you track it? Yes. Like inside like the experience. Yeah. Yeah. So, I don't think you need to track for now. You don't need to track their experience much at all. You need to track the outcome that you promise because you're selling them something, right? I'm assuming you're selling them some

[2:19] YouTube https://youtu.be/UQsaJdb3urU?t=132 || Helping a $250K Sales Training Business Get to $1M by Fixing their Price
opportunity of getting a job as a closer, correct? Yes. Right. And so, it's what percentage of people get placed, what's the average pay that they get? Uh like those are probably the things that they care about. And so, it's like what's the average success? What's the outcome of that success? That gives me a blended

[2:36] YouTube https://youtu.be/UQsaJdb3urU?t=149 || Helping a $250K Sales Training Business Get to $1M by Fixing their Price
rate on risk. So if I'm buying and I know that 80% of people get a $100,000 job remotely, I would be very excited to spend $2,000. I wouldn't give a if it was $10,000. If that was actually what was happening. And so a lot of you guys can probably increase how much you pay by increasing the perceived

[2:53] YouTube https://youtu.be/UQsaJdb3urU?t=166 || Helping a $250K Sales Training Business Get to $1M by Fixing their Price
likelihood of achievement by simply making the product better. Does that make sense? Thank you. Yeah, you bet. And it's normal to start with lower pricing in the beginning. You also have lower CAC in the beginning, too. So, that's also normal. Like, whenever you're launching a new product, you're like, "We're going to kill it." And it's

[3:09] YouTube https://youtu.be/UQsaJdb3urU?t=182 || Helping a $250K Sales Training Business Get to $1M by Fixing their Price
because you always have the cheap, you know, the the very easy customers that are six inch putts, uh, that are, you know, already, they already know you, they like you or whatever, they follow you for a little bit, and so they just hop over the buy line. It's very easy. But when the guys over there, there's a

[3:20] YouTube https://youtu.be/UQsaJdb3urU?t=193 || Helping a $250K Sales Training Business Get to $1M by Fixing their Price
lot more work that has to get get put into it. And so, I'm a big advocate of sell like have low CAC, have a low price, get the early results with the, you know, halfway point results. Like I told you guys yesterday, it was like it's going to be 65. I'm pricing it at 45 now. And as soon as I have like a

[3:38] YouTube https://youtu.be/UQsaJdb3urU?t=211 || Helping a $250K Sales Training Business Get to $1M by Fixing their Price
full year or close to full year data, I'll bump it because I already know that like I want to make sure that just my price to value discrepancy is wild. The first people who took a shot when I had zero, I was like, "Hey, this is going to go way up. But I just need really good data. So just crush it for me. Please,

[3:52] YouTube https://youtu.be/UQsaJdb3urU?t=225 || Helping a $250K Sales Training Business Get to $1M by Fixing their Price
please do what I tell you to do. Uh don't start another business." Uh um and so does that make sense thematically? Yes. Okay. If you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling road map, which is basically 200 hours of us

[4:11] YouTube https://youtu.be/UQsaJdb3urU?t=244 || Helping a $250K Sales Training Business Get to $1M by Fixing their Price
looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're

[4:25] YouTube https://youtu.be/UQsaJdb3urU?t=258 || Helping a $250K Sales Training Business Get to $1M by Fixing their Price
at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to

[4:39] YouTube https://youtu.be/UQsaJdb3urU?t=272 || Helping a $250K Sales Training Business Get to $1M by Fixing their Price
give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out. On the thank you page, you can just book a call with my team and we will

[4:53] YouTube https://youtu.be/UQsaJdb3urU?t=286 || Helping a $250K Sales Training Business Get to $1M by Fixing their Price
look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
URL: https://youtu.be/Ul87yrDKZ78
PRIMARY_TOPIC: closing
TOPICS: closing, closing, objections

[0:00] YouTube https://youtu.be/Ul87yrDKZ78?t=0 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
In this video, I'm going to walk you through exactly how you can overcome I forgot my wallet at home. If you don't know who I am, my name is Ashramosi. I own acquisition.com. It's a portfolio of e-learning and coaching businesses that does about $85 million. And so, what I want to talk to you about today is how do you overcome this? And

[0:15] YouTube https://youtu.be/Ul87yrDKZ78?t=8 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
you can do this in person or you can do it over the phone. And there's a process that we've used and this is just I had to learn this the hard way was figuring out how can I set this up so that I can decrease the likelihood that someone says they forgot their wallet. Now, notwithstanding, you probably messed

[0:27] YouTube https://youtu.be/Ul87yrDKZ78?t=20 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
something else up in the sale earlier, which would make them say that cuz realistically, no one ever leaves their home without something to pay with. Like, think about yourself. You've literally never left home without a way to pay for stuff. All right? So, like, it's not actually real, but it's nice to

[0:39] YouTube https://youtu.be/Ul87yrDKZ78?t=32 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
have stuff in your back pocket to know how to decrease the likelihood that it comes up and then how to address it if it does. Okay? And so, once we've gotten to the end of the sale and we say like, "Fair enough." And they'll say, "Yes." And you say, "Cool. Let me see your ID. Do you have your ID on you?" which is

[0:52] YouTube https://youtu.be/Ul87yrDKZ78?t=45 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
the question that I would and I would always do this and and like if you're in person or you probably do it on Zoom, you just look at them, you're like, "Do you have your ID on you?" And I do this and then they know that they take out their ID, right? And so what happens is they'll either take out their purse if

[1:02] YouTube https://youtu.be/Ul87yrDKZ78?t=55 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
it's a if it's a lady or it's a guy, he'll take out his phone or his wallet wherever he keeps his ID. Now, the next part that's important here is that especially if you're in person, but you can also see this on Zoom is that when they're taking it out, they usually have their ID next to the things that they do

[1:15] YouTube https://youtu.be/Ul87yrDKZ78?t=68 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
payment with. And so once they have given you the ID because it's much easier to ask someone for their ID than it is to ask them for their payment method. You then say, "Awesome." And so you take you you see it, you take a picture of it if it's on Zoom because you need it for your stuff or if you're

[1:26] YouTube https://youtu.be/Ul87yrDKZ78?t=79 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
in person, you should take it from them. And the reason you do this is because it actually builds trust when you give it back. All right? Because it means that like, hey, you have nothing to fear here. I grabbed it from you and I'm giving it back. But it's much easier to grab someone's ID than it just to grab

[1:37] YouTube https://youtu.be/Ul87yrDKZ78?t=90 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
someone's credit card. All right? So, hey, do you have your ID on you? Right? They say yes. They pull their wallet out. You can see the fact that they have cards. You say, "Great." You take it. You write down the stuff. You make, oh, you're from so and so. Oh, that's so cool. I know I have a dog in Michigan.

[1:49] YouTube https://youtu.be/Ul87yrDKZ78?t=102 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
Blah, blah, blah, whatever. Right? You write it down and then you hold it back and you hold on to it and you look at them and you say, "Let me trade you for the card you want to use." Okay? Let me trade you for the card you want to use. And so when you say that, you're literally staring. And ideally, if

[2:01] YouTube https://youtu.be/Ul87yrDKZ78?t=114 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
you're in person, I would shake the card in the direction of the wallet that's sitting on the table or the phone that they have that has like the slots in it or whatever or their purse, whatever it is. like you're shaking in the direction so they know that they need that you're indicating that they need to take out

[2:14] YouTube https://youtu.be/Ul87yrDKZ78?t=127 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
their wallet. Okay. So at this point they'll usually you've already you've already set the scene so that you're not going to have an issue with this. Now this is the only thing they can possibly say at this point because they've now shown you that they have payment methods in front of them. They will then say I

[2:27] YouTube https://youtu.be/Ul87yrDKZ78?t=140 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
don't have the card that I want to use. Okay? And so in this instance, there's two things that you can do from this point besides like and depending on the level of rapport, you can back up a second, be like, "Hey, Sandy, listen. I don't want to make you feel like, you know, uncomfortable in any way." And

[2:40] YouTube https://youtu.be/Ul87yrDKZ78?t=153 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
this is where you have to ask questions based on some of the information that you've had up to this point. It's like what would make this not a fit for you, right? And sometimes it's like you just you just skip all the and you just ask like, "Hey, let's just pivot for a second. Don't worry about signing

[2:50] YouTube https://youtu.be/Ul87yrDKZ78?t=163 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
up. I just want to talk to you. Like what did you come in here for? I want to lose weight." Okay, cool. What have you done? Like you basically have to re remind them of the sale. But if you don't have to do that, here's the two ways you can overcome this. Number one is they'll always have their phone on

[3:00] YouTube https://youtu.be/Ul87yrDKZ78?t=173 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
them. Okay? Now, if they don't have their phone on them, like every single human being on planet Earth has their phone on them, right? For everybody who's uh online, of course, there are countries that don't have phones and that is unfortunate, but you're on YouTube and you're watching this, so you have a phone. Okay? So, you ask them to

[3:13] YouTube https://youtu.be/Ul87yrDKZ78?t=186 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
take their phone out or and and you say, "Cool. What bank do you bank with?" And then they'll say whatever bank they bank with. And you're like, "Cool. Can you pull up your banking app real quick?" And they'll be like, "Okay, cool. Go to statements." As soon as they go to statements, you say, "Cool. There you

[3:24] YouTube https://youtu.be/Ul87yrDKZ78?t=197 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
go. You can click any of the months. It doesn't really matter." And on the top right, you'll see your account number. And so right there it's the full account number for their their account and you can write that down in lie of a credit card. It's an a transaction. If you can't do a transactions, you should get

[3:38] YouTube https://youtu.be/Ul87yrDKZ78?t=211 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
that set up with whoever processes your money because it opens up another way for you to make a sale. The other alternative is to say, "Hey, no worries. Do you have your Apple wallet set up?" Now, I wouldn't do that as my go-to. I would do the bank statement and a display first because just about everybody who banks has their banking

[3:52] YouTube https://youtu.be/Ul87yrDKZ78?t=225 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
app on their phone and a way to pull the statements and see the account number. So, the likelihood that you do that is virtually 100%. And so, this works especially well for in-person sales because like they're right there, they have their phone. You can say, "Pull, cool. Do you have your phone on you?"

[4:05] YouTube https://youtu.be/Ul87yrDKZ78?t=238 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
They'll say, "Yes, obviously." You say, "Cool. Pull your banking app up." They pull it up. You walk them through statements, account numbers at the top right, and you write it down. If you don't do a go get it set up so that you can do this to overcome these issues, right? And then option two is you have

[4:17] YouTube https://youtu.be/Ul87yrDKZ78?t=250 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
them pull up Apple Wallet. And if they don't have Apple Wallet, then you're like, "Cool. How about this? Why don't you put one of the cards you don't want to use down right now? Cuz I have to do that. That's policy, right? So, you put it outside of yourself like, "Hey, this is just how we've always done it,

[4:27] YouTube https://youtu.be/Ul87yrDKZ78?t=260 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
right?" And you get them to write down the card that they don't want to use and we say, "No worries. What I'll do is I'll delay the payment for for for 24 hours and so that you can go home and just and just swap whatever card you want you want to use for it." Okay. So, it'll run tomorrow. So, just make sure

[4:41] YouTube https://youtu.be/Ul87yrDKZ78?t=274 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
that when you get back and I'll shoot you a text. What time you going to get home? Okay, cool. I'll set an alarm on my phone. Why don't you set an alarm on your phone cuz you have your phone out. Um, and I'll call you at that time. Cool. Great. And then you can get it. And so to walk you through this, you

[4:52] YouTube https://youtu.be/Ul87yrDKZ78?t=285 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
write down the info and make a joke about where they're from. And you build you reinforce rapport, indicate, you shake it back to them and say, "Hey, let me let me trade you for the card you want to use." Most times this will like this will handle 80% of the scenarios anyways. They'll give you the card. If

[5:04] YouTube https://youtu.be/Ul87yrDKZ78?t=297 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
they don't give you the card, right, cuz they say, "I don't have the card that I want to use." Because it's the only thing they can really say in this instance is you say, "Cool. Pull your banking app up. Get a If you can't do that, you've got Apple Wallet, which you can see, do you use Apple Wallet?" If

[5:16] YouTube https://youtu.be/Ul87yrDKZ78?t=309 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
they say no, then you go to the final step that you can do, which is let me just use one of the other cards you have. We'll delay the date and then I'll text you in a minute or when you get home so that we can swap the cards. Fair enough. Right now, either way, the deal was closed with that credit card and you

[5:29] YouTube https://youtu.be/Ul87yrDKZ78?t=322 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
have the contract on file that says that. Okay. So, you're fine, but it's up to them to swap it out. Now, the key point here is that you can ask questions like, "Hey, um, you still want to do this, right?" And they're like, "Yeah, of course." And you're like, "Okay, cool. Then let's just put this other

[5:41] YouTube https://youtu.be/Ul87yrDKZ78?t=334 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
card in, and then when you go home, you can swap it out for me." All right, fair enough. Easy. Okay, cool. Now, sometimes it's like, well, I don't have enough money. And so then you're like, cool. What day do you get paid? And a lot of times it's like whenever I'd have like Friday's coming up. Awesome. So what?

[5:53] YouTube https://youtu.be/Ul87yrDKZ78?t=346 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
Today's Wednesday. Let's put it on Friday and that's when you get paid. Cool. Okay, great. Boom. And a lot of times you can just close the deal cuz we just have to identify what the issue is. And you can usually tell based on the rapport of the person that sometimes they're hesitant because they actually

[6:03] YouTube https://youtu.be/Ul87yrDKZ78?t=356 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
don't know if they have money or they're hesitant because they don't want to do the program. And that's why it's important to ask like, "Hey, you sure you still want to do this? Like I just want you to get what you said you wanted to come in here for." If they say, "Yeah, no, no, no. I want to do it."

[6:12] YouTube https://youtu.be/Ul87yrDKZ78?t=365 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
It's like, cool. Then let's just put that card down. That gets you in. you locked your spot up, like you're in the program, you're good. And then when you get home, just swap the cards you want to use, right? And it's like, cool, got it. That is the four or fivestep process I I walk through to decrease the

[6:23] YouTube https://youtu.be/Ul87yrDKZ78?t=376 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
likelihood that someone says they left their wallet at home. And we can prove that they didn't leave their wallet at home. If they say they left the type of payment that they wanted, the steps to overcome that so that that doesn't blow up the deal for you. All right? And I learned this just from doing a zillion

[6:34] YouTube https://youtu.be/Ul87yrDKZ78?t=387 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
sales um in my life and step by step adding these little tweaks that improve the likelihood that I was actually going to close the deal. And so my hope is that you can use this immediately and not have to go through all those sales uh to use this stuff in your life. All right, so keep being awesome. Lots of

[6:47] YouTube https://youtu.be/Ul87yrDKZ78?t=400 || How to CLOSE THE SALE when the prospect says, “I left my wallet at home..”
love, Moy Nation. I'll see you guys in the next video.


VIDEO
TITLE: How To Know When to Switch Business Models
URL: https://youtu.be/UlS2JRt4JJs
PRIMARY_TOPIC: closing
TOPICS: closing

[0:00] YouTube https://youtu.be/UlS2JRt4JJs?t=0 || How To Know When to Switch Business Models
You helped me turn my senior design project. Name of the day. It's woohoo without the who. Yeah. No, that works right. Um, thank you. You helped me turn my senior design project at college into my business. Last year, it's my second year in business. Last year, we did 150. Amazing. And I want to get to 500.

[0:16] YouTube https://youtu.be/UlS2JRt4JJs?t=9 || How To Know When to Switch Business Models
Were you at one of the schools I talked at? No. Okay, cool. Now, I just figured I'd ask. Yeah. Um, I would love to be at 500K. And the one thing that's stopping me is right now it's just me selling. So 90% of our sales come from inerson presentation. What do you sell? Oh, for duh. We do digital business

[0:33] YouTube https://youtu.be/UlS2JRt4JJs?t=26 || How To Know When to Switch Business Models
cards for primarily in real estate. Digital business cards for real estate. I know somebody else who's in real estate. How old are you? Me? I'm 27. 27? Yeah, I'm old. Never mind. Never mind. Yeah. But is digital business cards though, right? It's an NFT. There you go. Web three. Um so yeah uh I'm the only

[0:58] YouTube https://youtu.be/UlS2JRt4JJs?t=51 || How To Know When to Switch Business Models
salesperson. I have a few vendors. So more better new in online memo that my options are one duplicate myself hire sales people to do what I do sponsor events pitch and sell or number two basically transcribe my sales process online and I wanted to hear what you think is the better move. What's the value prop of a digital

[1:20] YouTube https://youtu.be/UlS2JRt4JJs?t=73 || How To Know When to Switch Business Models
business card? So essentially we connect to it's like a I don't know if I'm am I allowed to say like brand names. Linkree. Sure. Okay. It's like Linkree on steroids. Linkree your phone and your CRM all connected. It builds your CRM on like an automate. Okay. So people opt in when they scan the QR code.

[1:38] YouTube https://youtu.be/UlS2JRt4JJs?t=91 || How To Know When to Switch Business Models
Yeah. And then that info will go to their CRM essentially. And it like it's got other features like business card scanner. You scan your uh business card, that info goes to your CRM. So Okay. And um so yeah, what do you think? Those are the two options that I have. But you want to grow this. So just to be sure, I'm not trying to

[2:04] YouTube https://youtu.be/UlS2JRt4JJs?t=117 || How To Know When to Switch Business Models
sell. I just want to make money and then sell more expensive things later. Right now I'm just using this to make money. To make money. Yes. Yeah. Yeah. No. Heard, dude. I think I think if you sold something else, you'd make way more money. I agree. Okay. It's a hard pitch. Like what you have is a hard pitch

[2:27] YouTube https://youtu.be/UlS2JRt4JJs?t=140 || How To Know When to Switch Business Models
because I'd be like your digital business card is here's my Instagram. That's my digital business card. If you want to find out more about me, watch some content. You know um um Okay. Uh what what else are you into selling, man? I just I I just I don't know if this is like like fundamentally you can sell like you

[2:51] YouTube https://youtu.be/UlS2JRt4JJs?t=164 || How To Know When to Switch Business Models
obviously have the skill of sales and so I'd rather you just like use that on a better opportunity vehicle. Got it. Um okay. It's like this world is just crumbling. You want to hire me? Well, if you can close. Yeah, sure. Ari is Ari over there. Oh, there's Stephanie. Stephanie's right there. Stephanie's works in our recruiting. You

[3:16] YouTube https://youtu.be/UlS2JRt4JJs?t=189 || How To Know When to Switch Business Models
can talk to Stephanie. Okay, Stephanie. We'll talk. But on the real note though, um Oh, that wasn't real. That's not a real offer. All right. Neither was mine. Two can play that game. Um on a real note though, like I don't know what I'm doing. What do I do in the meantime to make money essentially? Yeah.

[3:33] YouTube https://youtu.be/UlS2JRt4JJs?t=206 || How To Know When to Switch Business Models
So, uh you were selling So, who had this idea for this digital business? Well, there's your senior whatever thing, right? Your senior project. Yeah. One of the big issues I take with um and when I do my entrepreneur talks at like colleges and stuff um the big thing that I that I hate about those classes is that they try and make

[3:50] YouTube https://youtu.be/UlS2JRt4JJs?t=223 || How To Know When to Switch Business Models
seniors invent something. It's like it's very like inventionheavy. Like everyone thinks it's Shark Tank. Like I have to invent something that doesn't exist when you can pretty much just like go look at any business that exists and just do that and probably make way more money. Like you can start a lawn care business

[4:03] YouTube https://youtu.be/UlS2JRt4JJs?t=236 || How To Know When to Switch Business Models
tomorrow like knocking door to door and probably get to two or three million dollars a year just with your existing skill set. like you're able to, you know, shake hands and kiss babies and close and so like like you could sell solar and make, you know, 800 grand a year on your own income. So I'm like I'm just saying like

[4:23] YouTube https://youtu.be/UlS2JRt4JJs?t=256 || How To Know When to Switch Business Models
there's there's like I think I would be looking at So when I was when I was doing the presentation yesterday, I talked about how like now I look for products that people don't cancel. I would look for products that people don't cancel. Probably the the people that are similar to who you already sell

[4:37] YouTube https://youtu.be/UlS2JRt4JJs?t=270 || How To Know When to Switch Business Models
to. I would look for that product. Um, and then I would use all my sales skills on that rather than trying to explain to them why they need a digital business card. Got it. Basically, for your current pitch to work, you have to you have to create a problem and then solve a problem all within one presentation, right? And also

[4:54] YouTube https://youtu.be/UlS2JRt4JJs?t=287 || How To Know When to Switch Business Models
explain some stuff that they don't understand how it works, right? So, it's kind of like three things. I'd rather just like talk to somebody who immediately already knows the problem that they have and I'd be like, I can solve that. And I know from the history of that industry that they don't cancel

[5:07] YouTube https://youtu.be/UlS2JRt4JJs?t=300 || How To Know When to Switch Business Models
and that they're just going to buy from me because they like me better. Awesome. Well, can I have a follow-up question to that? Sure. Okay. So, would you recommend that We went fast on the other one, so you're good. Would you recommend that I get a like a sales position at another company or just like sell more expensive?

[5:23] YouTube https://youtu.be/UlS2JRt4JJs?t=316 || How To Know When to Switch Business Models
Definitely not here. So, um, no. I mean, fundamentally, every entrepreneur is a salesman at heart. like we're the promoters. And so like you can obviously sell for somebody else or you can sell for yourself. Um a good way to learn a new industry is to sell within that industry, kind of learn the ropes and then try to basically just

[5:40] YouTube https://youtu.be/UlS2JRt4JJs?t=333 || How To Know When to Switch Business Models
figure out lead genen uh for it. Once you have that, then you'll have lead genen and sales. And so the only thing that you'd really need would be delivery. If you're good at sales um and good at training sales, which is a different skill, um then it comes down to like can I like this is where like insurance sales are incredibly

[5:56] YouTube https://youtu.be/UlS2JRt4JJs?t=349 || How To Know When to Switch Business Models
profitable. Like there's really no delivery. You just sell the product, right? Right. And then there's these massive behemoths that that deliver the risk essentially. Um there's so many businesses that are basically demand constrained where people stick. Uh you just want to find one of those that you

[6:10] YouTube https://youtu.be/UlS2JRt4JJs?t=363 || How To Know When to Switch Business Models
like that caters to the existing avatar you currently sell to because you already know that avatar well. And if we're talking speed to money um and then sell that. Got it. Thank you, Alex. I'll switch vehicles. Okay. So,


VIDEO
TITLE: “How Do I Know If My Offer Is the Problem or My People Are?”
URL: https://youtu.be/Y-GLsSl5FS8
PRIMARY_TOPIC: closing
TOPICS: closing

[0:00] YouTube https://youtu.be/Y-GLsSl5FS8?t=0 || “How Do I Know If My Offer Is the Problem or My People Are?”
I'm a deck builder in East Tennessee. Yeah, you've niched down decks, niched down, made more money, do about three mil. I'd like to get to the point where we're above 10. Uh, I think the biggest thing that's stopping us is really me first of all. Um, I was here a couple years ago and learned how to one call close from a

[0:14] YouTube https://youtu.be/Y-GLsSl5FS8?t=7 || “How Do I Know If My Offer Is the Problem or My People Are?”
gentleman and I overco complicated that whole thing and now I can't train and sell it to the people that are working for me because they don't have what I have. So, uh, I've kind of come to the point where I think the pitch is the offer is a little too much and I want to kind of Too much as in what?

[0:30] YouTube https://youtu.be/Y-GLsSl5FS8?t=23 || “How Do I Know If My Offer Is the Problem or My People Are?”
As in like it's kind of slimy. It's, uh, it's called an ambassador program and um, basically the month that I'm building your deck, uh, rather than me spend a bunch of money on advertising, I'd rather partner with you and, uh, in exchange for a few things. So, for instance, um, I spend quite a bit on an ad spend. I'd rather spend

[0:51] YouTube https://youtu.be/Y-GLsSl5FS8?t=44 || “How Do I Know If My Offer Is the Problem or My People Are?”
that in your deck, make your backyard look like my billboard and you be my radio ad, my spokesperson in exchange for, you know, that Google review, that kind of thing. So, I'll cut the bill down quite a bit. And people seem to kind of think that that's a little pressure sale and then we don't really get anything from it. When I did

[1:07] YouTube https://youtu.be/Y-GLsSl5FS8?t=60 || “How Do I Know If My Offer Is the Problem or My People Are?”
it, it worked well. My guys are getting feedback that it's just not a good fit. Do you have any recordings? Um, vague. No. Yeah, that's it, man. I I guarantee if you heard them say it, you'd be like, "God, dude, no, you're just h like that's it. It's it's there's no like I think it's not, dude, they're they're

[1:25] YouTube https://youtu.be/Y-GLsSl5FS8?t=78 || “How Do I Know If My Offer Is the Problem or My People Are?”
sucking ass at it." That's all it is. Like it's all it is. Like by the way, if anyone here doesn't record their sales calls, like listen to them for the first time and you will want to kill yourself. Um, so no, I don't think like if you had the offer that already worked really well, they're just phrasing it wrong or

[1:41] YouTube https://youtu.be/Y-GLsSl5FS8?t=94 || “How Do I Know If My Offer Is the Problem or My People Are?”
they're presenting it wrong. So I think you just need to get you need to get sales recording. So, it's like, how do I do that? It's like you can have them put their phone in their pocket. You sell in person, right? Yeah. Yeah. It's at their house. Oh, yeah. Yeah. So, you can just record it. Okay. And then based on laws of that area, you

[1:56] YouTube https://youtu.be/Y-GLsSl5FS8?t=109 || “How Do I Know If My Offer Is the Problem or My People Are?”
can let them know they're being recorded. That's what you should do. Okay. Disclaimer, I got you. Just want to be clear. Sounds good. Thank you. But you'll be able to get that feedback. I I guarantee you as soon as you listen to it, you'll hear it in two seconds. Like rather like actually this is a really good one. So many times we want

[2:14] YouTube https://youtu.be/Y-GLsSl5FS8?t=127 || “How Do I Know If My Offer Is the Problem or My People Are?”
to change our entire business because of something that's just like, oh my goodness, like I have I just haven't heard the sales calls. So like record the sales calls, listen to the sales calls, see what the problem is, and like not change my offer, my pricing, my marketing, like all of that because we

[2:27] YouTube https://youtu.be/Y-GLsSl5FS8?t=140 || “How Do I Know If My Offer Is the Problem or My People Are?”
just had to avoid like, okay, I don't I don't I don't have any visibility. So if we're actually looking at which one this one was, it was a data one. The data was that you didn't have the calls. So, if you've hit a revenue ceiling or your entire business relies on you to grow, then I'd love to invite you out to our

[2:42] YouTube https://youtu.be/Y-GLsSl5FS8?t=155 || “How Do I Know If My Offer Is the Problem or My People Are?”
headquarters here in Vegas to learn how we scale. And so, my team spends two days with you to identify the thing that's holding your business back. And so, if that sounds interesting, click book a call. And if you're a fit, we'd love to potentially see you out here in


VIDEO
TITLE: Alex, how do I find my niche? It looks like I’m not good at anything.
URL: https://youtu.be/YGWu-R9tMLk
PRIMARY_TOPIC: closing
TOPICS: closing, niche, career

[0:00] YouTube https://youtu.be/YGWu-R9tMLk?t=0 || Alex, how do I find my niche? It looks like I’m not good at anything.
Alex, how do I find my niche? It looks like I'm not good at anything. Thank you. Thank you for saying that, man. Uh I listen um you might be right, you might not be. So I I'll give you I'll give you an answer for both sides. Here's why I think you are good at something. You probably just aren't good at

[0:22] YouTube https://youtu.be/YGWu-R9tMLk?t=15 || Alex, how do I find my niche? It looks like I’m not good at anything.
something that is immediately as monetizable as you would like. But if you chunk up a level to generalize skills, so can you read? Can you write? Can you speak? Can you type? Okay, great. So we have these skills. What's a what's a degree closer to that? Well, I can learn relatively quick. Okay, great.

[0:40] YouTube https://youtu.be/YGWu-R9tMLk?t=33 || Alex, how do I find my niche? It looks like I’m not good at anything.
So it's like we're we we can take these skills approximate. It's like, all right, well, what things do other people want? And can I learn how to do them faster than they can so then I can sell them the thing that they want? Right? Hopefully. And the reason that you might not be good at uh anything is that you're just

[0:58] YouTube https://youtu.be/YGWu-R9tMLk?t=51 || Alex, how do I find my niche? It looks like I’m not good at anything.
not good at anything that people want to buy from you yet. Nothing wrong, but just nothing that people want to buy yet. So, we just go learn that stuff. Real quick, I'm going to show you the exact 10stage road map from zero to 100 million plus that less than 1% of companies finish. I've now done multiple

[1:13] YouTube https://youtu.be/YGWu-R9tMLk?t=66 || Alex, how do I find my niche? It looks like I’m not good at anything.
times. And so, I can say with a lot of confidence that these are the stages as headcount increases that you need to get through. And I broke each of these down by eight different functions of the business. what the constraint feels like, like what are the symptoms of it when you're going through it, and then

[1:26] YouTube https://youtu.be/YGWu-R9tMLk?t=79 || Alex, how do I find my niche? It looks like I’m not good at anything.
what steps we actually took to graduate. And we've done this across software, physical products, uh, service businesses, brick-andmortar, all of this, and it works. And it's my gift to you. It's absolutely free. And so the link's in the description, but you just go acquisition.comroadmap. Just enter your info and it'll spit it

[1:42] YouTube https://youtu.be/YGWu-R9tMLk?t=95 || Alex, how do I find my niche? It looks like I’m not good at anything.
right back to you. offering.


VIDEO
TITLE: Wholesaler Makes $250K/Month but Can’t Scale Past It
URL: https://youtu.be/_4BGku-jLh4
PRIMARY_TOPIC: closing
TOPICS: closing, scaling, hiring, closing

[0:00] YouTube https://youtu.be/_4BGku-jLh4?t=0 || Wholesaler Makes $250K/Month but Can’t Scale Past It
I am a real estate wholesaler. Okay. Um we're currently averaging about $450,000 a month. Okay. In revenue. I would like to be at a million. That's your spread? That's what you're making. Or that's like house volume. Uh that's gross. Okay. So, so what's your what's what's your spread on that? What's your take

[0:18] YouTube https://youtu.be/_4BGku-jLh4?t=11 || Wholesaler Makes $250K/Month but Can’t Scale Past It
home on that? So, we're at 40%. So, right around 250 240. Interesting. Weird. That's high. What kind of what are you wholesaling? All right, so here's the um he's like, "Have you heard of brothel?" So, imagine a brothel, but now it's all midgets. Okay, keep going. You're good. Okay, but here's the challenge uh we run

[0:46] YouTube https://youtu.be/_4BGku-jLh4?t=39 || Wholesaler Makes $250K/Month but Can’t Scale Past It
into. So, we're currently at 450 average. Yeah, we've had 700K months this year already. The challenge is every time we get to those numbers and I try to, hey, you know what? It's time to ramp up. Uh, for some reason we tend to tank to, you know, 200, 250. Okay. Um, I'm s I I have cause to believe it's

[1:07] YouTube https://youtu.be/_4BGku-jLh4?t=60 || Wholesaler Makes $250K/Month but Can’t Scale Past It
the sales team and just, you know, they have those power months where everyone, you know, takes home 20 30 grand. Uhhuh. And then the month after it's like, are they pure commission or is it split? So, there is a base salary and Okay. What's the split between commission and base? Um so they're at 42

[1:27] YouTube https://youtu.be/_4BGku-jLh4?t=80 || Wholesaler Makes $250K/Month but Can’t Scale Past It
base okay uh peranom and then 10% of the assignment fees of okay of the fees. Um all right this is so so you have you have an ops issue which is sales ops and so it's going like this is going to be much more weedy in terms of like tactics to answer this question. Um, but it's like there's probably like 20

[1:53] YouTube https://youtu.be/_4BGku-jLh4?t=106 || Wholesaler Makes $250K/Month but Can’t Scale Past It
things that you need to be doing and you're probably doing like 13 of them and the other seven are going to be the thing that make the difference. Uh, and creating the consistency of the team. That's at the service level. At the at the at the deep root of this is who's the leader of the sales team. I do have a sales manager.

[2:08] YouTube https://youtu.be/_4BGku-jLh4?t=121 || Wholesaler Makes $250K/Month but Can’t Scale Past It
Okay. So he or she is the problem because like sales at the end of the day is a culture game. Well everything's a culture game but like sales you can feel it so quickly when things are good or not good because the performance the feedback loops are so fast. Um but for whatever reason you do not have a culture of consistency within

[2:34] YouTube https://youtu.be/_4BGku-jLh4?t=147 || Wholesaler Makes $250K/Month but Can’t Scale Past It
your team. I would wager that script adherence is low because you have such variability in close rates unless there's a change in lead quality which would be something else. But are the leads the same like this month as last month? Yes, the leaves are the same. Yeah. So it's a sales discipline issue

[2:51] YouTube https://youtu.be/_4BGku-jLh4?t=164 || Wholesaler Makes $250K/Month but Can’t Scale Past It
which then comes down to the training cadence, the scripting, um how people are being managed on a daily basis and weekly basis in terms of their career goals, how like you're doing morning like it's it's this is all sales ops. Um, I could I could like just start talking about sales, but like this is a pure

[3:11] YouTube https://youtu.be/_4BGku-jLh4?t=184 || Wholesaler Makes $250K/Month but Can’t Scale Past It
sales ops issue. And so at the like there there's a two-step like I would approach this in two steps. Step one is we should do all the stuff that we are not currently doing or we should be doing. Everyone should be reading the same script. If they're not reading the script, why are you on this team? Right?

[3:28] YouTube https://youtu.be/_4BGku-jLh4?t=201 || Wholesaler Makes $250K/Month but Can’t Scale Past It
Uh we need to have training that's every day to make sure that they are saying things the right way. We need to make sure that everyone memorizes the script. Some of you guys might have seen the YouTube video I put out like two days ago about this. But like they have to breathe the script. If they are not

[3:39] YouTube https://youtu.be/_4BGku-jLh4?t=212 || Wholesaler Makes $250K/Month but Can’t Scale Past It
saying the script word for word, you cannot be on this team. You cannot take these calls. I'm getting these leads and not for you to go cowboy and make up. And that then if we cannot solve that problem because for whatever reason you keep trying it and they don't adhere and they go off script because they just

[3:54] YouTube https://youtu.be/_4BGku-jLh4?t=227 || Wholesaler Makes $250K/Month but Can’t Scale Past It
want to close the deals. It means you have a cultural issue which is a leader problem because it means the leader is reinforcing behaviors that get people to go off script and there's no consequences for doing it. And so if you want to have a consistent worldclass sales team the process has to always go

[4:15] YouTube https://youtu.be/_4BGku-jLh4?t=248 || Wholesaler Makes $250K/Month but Can’t Scale Past It
above the player. No one is above the process. And I do think that 95 maybe 98% of sales teams have no idea how sales training, how sales culture, any of this stuff works. They just hire a bunch of people, see who closes deals, fire the rest. And so then you just have a bunch of mercenaries who work for you. But there

[4:36] YouTube https://youtu.be/_4BGku-jLh4?t=269 || Wholesaler Makes $250K/Month but Can’t Scale Past It
is no culture. There is no team. And it's every man for himself. And that is what creates this volatility in sales. and some guy says something and he closes a deal and the other guy's like, "I'm gonna try that now." And there's no consistency across the board. And that also gets you in trouble long term

[4:51] YouTube https://youtu.be/_4BGku-jLh4?t=284 || Wholesaler Makes $250K/Month but Can’t Scale Past It
because they start promising things and making deals that you can't cash. That makes a lot of sense. I um up until now, I mean, we have scripts, but they're more of suggestions, guidelines. Yeah. Yeah. I mean, no, it's I mean, like I've done a lot of sales. Um like this is a straight out of the book checklist problem. like we have

[5:11] YouTube https://youtu.be/_4BGku-jLh4?t=304 || Wholesaler Makes $250K/Month but Can’t Scale Past It
to do all of these things. If we do this entire checklist, we will get this outcome. If we can't do this checklist, the leader is the problem because they don't know how to reinforce culture, which then means that they're not able to get the right people on and the wrong people out, which sometimes means we

[5:24] YouTube https://youtu.be/_4BGku-jLh4?t=317 || Wholesaler Makes $250K/Month but Can’t Scale Past It
might have to fire half the team to get the right people in so that we can build the culture we need to get to where we want to go. Because you are in like I show the shapes of businesses, you are in a sales and marketing business. There's functionally no delivery. Like you're just basically like are are you

[5:39] YouTube https://youtu.be/_4BGku-jLh4?t=332 || Wholesaler Makes $250K/Month but Can’t Scale Past It
guys doing outbound or like smiling and dialing or do you buy leads from setting teams? Inbound. Yes. Google ads. Google ads. Yeah. Okay. So you have inbound leads that are coming in and then you close. Like that's the business. Like you buy media, you sell And so like this has to be a core like you have to be world

[5:56] YouTube https://youtu.be/_4BGku-jLh4?t=349 || Wholesaler Makes $250K/Month but Can’t Scale Past It
class at this if you want to be world class at wholesale. Gotcha. But that's the constraint in the event that I have to you know let go of half the team because they're just not good enough. Yeah. Where do you suggest I look for um It's not about where, it's about how. So, it's not like I'm going to find like

[6:16] YouTube https://youtu.be/_4BGku-jLh4?t=369 || Wholesaler Makes $250K/Month but Can’t Scale Past It
the better you get at training sales and creating consistent sales processes, the less skill someone can have and create a consistent outcome within your team, which becomes the arbitrage of your business. Just like I said the cleaning thing before, if the whole constraint of that business is going to

[6:30] YouTube https://youtu.be/_4BGku-jLh4?t=383 || Wholesaler Makes $250K/Month but Can’t Scale Past It
be finding, you know, basically taking a human being and then turning them to a great cleaner that actually shows up on time, you have to take the raw input of somebody who has no skill and just has work ethic, just has energy. And in 14 days, you can get them closing deals on wholesaling. That box is the value that

[6:44] YouTube https://youtu.be/_4BGku-jLh4?t=397 || Wholesaler Makes $250K/Month but Can’t Scale Past It
your company, that is your IP. That is the trade secret. That's how your company is valuable. And so when I say who versus how, like where do I find these people? you could run Indeed ads and find like for this caliber of salesperson, they're everywhere. Uh the issue is then what is the process and what are the expectations we're setting

[7:02] YouTube https://youtu.be/_4BGku-jLh4?t=415 || Wholesaler Makes $250K/Month but Can’t Scale Past It
for those people as they walk in. And so typically when you're doing high volume sales like you are, how many guys you have on the team? Um currently 17. Okay. So when you have that that I mean it's you know midsize uh someone comes in uh usually you get constrained because the amount of churn you have

[7:19] YouTube https://youtu.be/_4BGku-jLh4?t=432 || Wholesaler Makes $250K/Month but Can’t Scale Past It
people quitting leaving is about equal to what you have to hire and that's what keeps you stuck right and so it's a process issue kind of on the demand genen side for talent and so usually we look at that and say okay what part of this can we screen ahead of time so it's like let's send them the script before

[7:34] YouTube https://youtu.be/_4BGku-jLh4?t=447 || Wholesaler Makes $250K/Month but Can’t Scale Past It
they even show up. So, people apply, we send them the script, and then send us a 60-cond video of you saying the script, and then from the 60-cond videos, we're going to invite people to a group call, not one-on-one because we don't have time for that. And we're going to go quick drill, say the script, give a

[7:48] YouTube https://youtu.be/_4BGku-jLh4?t=461 || Wholesaler Makes $250K/Month but Can’t Scale Past It
piece of feedback, see how they do it. Again, if they could take the feedback well and they were prepared, great. It means they're coachable, they have work ethic, awesome. Now, we can take you to a job offer call. Somebody, you know, has attitude on the coaching, they're out. If someone doesn't show up

[8:03] YouTube https://youtu.be/_4BGku-jLh4?t=476 || Wholesaler Makes $250K/Month but Can’t Scale Past It
prepared, they're out. very easy screening. And so you take 10, you pick two, pick three, they go to the next one, you make job offers, and that's the flow. But like the entire sales process of selling them on selling for you sets the frame for how the company operates. Like how disciplined you are and how

[8:21] YouTube https://youtu.be/_4BGku-jLh4?t=494 || Wholesaler Makes $250K/Month but Can’t Scale Past It
militant you are in terms of how you set the frame for this is how we do things here. Either get in or get out. I do not care. But we win. And if you can set that frame, you will attract winners. And winning is not for everybody. And so that means that on the team there's probably some losers and it's

[8:40] YouTube https://youtu.be/_4BGku-jLh4?t=513 || Wholesaler Makes $250K/Month but Can’t Scale Past It
not for everybody. So that's the decision you make and that's from top down. So there's the tactics and then there's the root issue. I would try this first. If this doesn't work, you have to probably gut things. Thank you. If you're a business owner and you are not growing as fast as you'd like, I'd

[8:56] YouTube https://youtu.be/_4BGku-jLh4?t=529 || Wholesaler Makes $250K/Month but Can’t Scale Past It
like to give you a free gift. So my team and I put together the $100 million scaling road map which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we

[9:10] YouTube https://youtu.be/_4BGku-jLh4?t=543 || Wholesaler Makes $250K/Month but Can’t Scale Past It
broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information it'll tell you where you're at and the most important part for you what to do for each of functions of the business across product marketing sales customer success recruiting IT human

[9:23] YouTube https://youtu.be/_4BGku-jLh4?t=556 || Wholesaler Makes $250K/Month but Can’t Scale Past It
resources and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstrain the business and you're

[9:38] YouTube https://youtu.be/_4BGku-jLh4?t=571 || Wholesaler Makes $250K/Month but Can’t Scale Past It
trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help. And if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: The Two Questions Every Sales Rep Must Ask
URL: https://youtu.be/aX0A7HzDyTw
PRIMARY_TOPIC: closing
TOPICS: closing, closing, upsell, hiring

[0:00] YouTube https://youtu.be/aX0A7HzDyTw?t=0 || The Two Questions Every Sales Rep Must Ask
Hey, what's going on, brother? Can you hear me? Okay, I can. What's up? What's happening? What's going on, man? I just want to say first before we start that you made me a lot of money. Uh, more than I ever thought I could make and I want to thank you for everything you're doing, man. I really do appreciate it.

[0:15] YouTube https://youtu.be/aX0A7HzDyTw?t=8 || The Two Questions Every Sales Rep Must Ask
Well, thank you for actually taking action. It makes my fills my heart. So, what's cooking? Oh, yeah, man. Yeah. So, I'm getting a little feedback, so I might mess up here. However, I run an uh marketing agency for B2B SAS service, mostly professional services. We did about 1.2 million uh trailing 12 months. I want to do 10.

[0:39] YouTube https://youtu.be/aX0A7HzDyTw?t=32 || The Two Questions Every Sales Rep Must Ask
Okay. Bottleneck right now is I'm totally keyman risk in sales and ascension. Okay. The only one that can reliably close and upsell clients thanks to money miles book though. to our core offers. The front end 16 weeks guaranteed 20 qualified calls for these folks. I close like 34%. Okay. The closer that I hired in the US closes

[1:03] YouTube https://youtu.be/aX0A7HzDyTw?t=56 || The Two Questions Every Sales Rep Must Ask
0%. That is worse than 34%. Terrible. Yeah. Quite bad. Yeah. Them maths don't math. Problem is I'm in Spain. Yeah. Okay. He uh he's in the US so he has a full calendar. I have a half calendar. Okay. Right. So that's problem number one. Problem number two is on the back end only about 10 to 15% of pilots ascend to

[1:25] YouTube https://youtu.be/aX0A7HzDyTw?t=78 || The Two Questions Every Sales Rep Must Ask
our long-term. We have a bolt-on. Yeah. Nobody's buying it. Okay. So, you have two separate problems. Let's do Yeah. Go ahead. Right. Okay. We dramatically outperform the promise though. Okay. So, we get about 59.8 calls for these folks over 16 weeks. Okay. Let's just separate the problems into one at a time though. So problem

[1:47] YouTube https://youtu.be/aX0A7HzDyTw?t=100 || The Two Questions Every Sales Rep Must Ask
number one is that you're dealing with a closer issue and problem number two is that you don't have you have lack of ascension, right? Yes. Are you taking the ascension calls? Um I will hop in when we've identified an opportunity for it. Well, who's taking the call as I should because my counter's full.

[2:08] YouTube https://youtu.be/aX0A7HzDyTw?t=121 || The Two Questions Every Sales Rep Must Ask
So but who who's taking the ascensions? I have a like a CS leader who's essentially taking those and making those offers and I will kind of check it up, but it's not really refined as a process, I guess. Got it. My team's also telling you to turn down the volume on me. That might help with the feedback.

[2:28] YouTube https://youtu.be/aX0A7HzDyTw?t=141 || The Two Questions Every Sales Rep Must Ask
Okay. Um Okay. So, let's let's deal with problem number one, which is which is that you haven't been able to duplicate a salesperson. So, um number one is do you have a script? Yes. And this guy, is he following said script? He's very script adherent, but he's not asking the sort of what's behind that?

[2:50] YouTube https://youtu.be/aX0A7HzDyTw?t=163 || The Two Questions Every Sales Rep Must Ask
How do you mean by this specifically? Like he's not he's okay with surface level answers, right? And so, uh, you have the sales handbook that I have, right? My sales handbook. Absolutely. Okay. So the issue that we're missing is you just have to train them on saying uh these two things literally. All right.

[3:11] YouTube https://youtu.be/aX0A7HzDyTw?t=184 || The Two Questions Every Sales Rep Must Ask
This is what you're and you're going to role play with this. Can you tell me more about that? Can you give me an example? And you're going to rotate back and forth. And so he says, "Hey, you know, uh you know what brought you on the call today? Uh you know, I saw this and that. Okay, I'm guessing you're not doing this

[3:24] YouTube https://youtu.be/aX0A7HzDyTw?t=197 || The Two Questions Every Sales Rep Must Ask
and that all day. What problem are you trying to solve?" "Ah, you know, I'd like to get more calls." "Okay, got tell me more about that." And then they tell you more about that. And then you say, "Can you give me an example?" And he's like, "Well, XYZ." And you're, "Huh, tell me more about that." You literally alternate back and

[3:39] YouTube https://youtu.be/aX0A7HzDyTw?t=212 || The Two Questions Every Sales Rep Must Ask
forth between, "Tell me more about that. Can you give me an example? Tell me more about that. Tell you give me an example." Until you get something meaty. It's just way better than saying why Y, right? It's the equivalent of that pain cycle for someone. So, you have to role play with him on that part. And so, he's

[3:54] YouTube https://youtu.be/aX0A7HzDyTw?t=227 || The Two Questions Every Sales Rep Must Ask
getting the first part of the script, but he's not learning how to dig for pain. And so the first part of that could be true, but also was just curious about is the offer not obviously we've been my idea on the ascension is that the people who do asens we're talking one problem at a time. One problem at a time. One problem

[4:17] YouTube https://youtu.be/aX0A7HzDyTw?t=250 || The Two Questions Every Sales Rep Must Ask
at a time. There's the front end sale and there's the ascension. We're not talking about ascension. We're talking about front end sale because that's what's up right now because you can't even focus on the ascension because you got to take the front end sales. Right. Yeah. and and he's talking to these

[4:29] YouTube https://youtu.be/aX0A7HzDyTw?t=262 || The Two Questions Every Sales Rep Must Ask
middle market people and there's the multi-threading aspect, there's the sales cycle aspect. He's going to bring in people at the table, the director of marketing into stuff like this. Well, who do how do you close? How are you closing? Are you doing that? Absolutely. Yeah. Okay, then so Okay, let me say this differently.

[4:51] YouTube https://youtu.be/aX0A7HzDyTw?t=284 || The Two Questions Every Sales Rep Must Ask
You're doing something that he's not doing. You have to identify what you do. that he's not doing and get him to do that. And he might also be doing things that you don't do or saying things that you don't do. And you got to get him to stop doing those things. And the only way you're going to do that

[5:12] YouTube https://youtu.be/aX0A7HzDyTw?t=305 || The Two Questions Every Sales Rep Must Ask
is through role playing. I hear you. And the only way you're going to do that is through role playing. How often are you role playing with him? Yeah, I hear you. Every day. How do you role play? Yeah. Um I we give an example of said person the SAS company I'm doing this da da da like whatever we get from the the

[5:33] YouTube https://youtu.be/aX0A7HzDyTw?t=326 || The Two Questions Every Sales Rep Must Ask
marketing form that comes in and then we just start with the script and he goes through the script and it's perfect you I mean it seems like great and then he gets on the call I mean this guy's a good salesperson he's done all types of sales this and that first time doing remote though it fits the parameters from like like a

[5:54] YouTube https://youtu.be/aX0A7HzDyTw?t=347 || The Two Questions Every Sales Rep Must Ask
psychological perspective I just I'm a marketing guy. I know like an ad works when an ad works, a landing page works when a landing page works. But when I think about sales, it's quite difficult for me to understand like what am I doing differently that he's not. It's hard for me to identify these things.

[6:08] YouTube https://youtu.be/aX0A7HzDyTw?t=361 || The Two Questions Every Sales Rep Must Ask
You just have to like if he's saying the initial questions and he's not quote digging for pain, it's likely that you're trying to get him to sell like you. And this may sound in contrast to what I was saying before, but it's more that like when you create a truly good script, it doesn't require an expert to

[6:24] YouTube https://youtu.be/aX0A7HzDyTw?t=377 || The Two Questions Every Sales Rep Must Ask
sell it. And so if you have a purely authoritative consultative based selling style, which a lot of founder, you know, founders do, then it requires on you knowing more than the prospect and then them being impressed by you because you get really into the weeds and then they're like, "Wow." And they buy,

[6:39] YouTube https://youtu.be/aX0A7HzDyTw?t=392 || The Two Questions Every Sales Rep Must Ask
right? That is not how you can treat teach, right? That is not how you can teach a team to sell. We have to dig into the pain but offer absolutely no solution. So all we do That's absolutely right. Yeah. So the part that you're missing in your sales process and the part that you need to review and probably train with

[7:01] YouTube https://youtu.be/aX0A7HzDyTw?t=414 || The Two Questions Every Sales Rep Must Ask
him is the discovery process. So if we break the if we break the script right now. So when you're doing your role playing, are you fe theming the day? Say again. Sorry. So, if we if we're training if I'm training somebody on sales, I'm going to train them differently all five days of the week. So, on Monday,

[7:17] YouTube https://youtu.be/aX0A7HzDyTw?t=430 || The Two Questions Every Sales Rep Must Ask
we're going to work on the intro purely. How do we open the call? How do we set the frame? And just go back and forth on that part of the script. That's it. We're going to role play that 10 times for the day. That's it. Tomorrow, we're going to go through disco. We're go through discovery and we're going to we're going to basically

[7:33] YouTube https://youtu.be/aX0A7HzDyTw?t=446 || The Two Questions Every Sales Rep Must Ask
practice. Tell me more about that. Can you give me an example? Tell me more about that. Can you give me an example? Now, the second part of discovery as we transition into pitch is going to be the recap, which is so it sounds like you match what they said the problem is to what you solve. So, it sounds like

[7:48] YouTube https://youtu.be/aX0A7HzDyTw?t=461 || The Two Questions Every Sales Rep Must Ask
you've got you said this, this, and this. It sounds like you've got an ads issue and it sounds like you've got a funnel issue. Does that sound about right? Great. Once we basically do a pain stack at the end of like that pain cycle, so we figured out problem one, problem two, problem three, and the sub

[8:02] YouTube https://youtu.be/aX0A7HzDyTw?t=475 || The Two Questions Every Sales Rep Must Ask
problems. You say, "Okay, because you said XYZ, it sounds like you that that is that true. You know, ZYW, it sounds like you've got this. Is that true?" Great. So, we get agreement on the problems. You say, "You know what? I think you'd be a perfect fit for what we've got. Can I tell you a little bit

[8:14] YouTube https://youtu.be/aX0A7HzDyTw?t=487 || The Two Questions Every Sales Rep Must Ask
about it?" Great. Now, we're in pitch. So, on Wednesday, we practice the pitch. Now, the pitch should be short, man. Pitch is like 60 to 90 seconds top. It's three three things. We do X, we do Y, we do Z. And for each of X, Y, and Z, we have an unbelievable example of why it would be ridiculous not to believe what

[8:31] YouTube https://youtu.be/aX0A7HzDyTw?t=504 || The Two Questions Every Sales Rep Must Ask
I'm saying. So you're doing, you know, $2 million a year. Closed though. That's fine. Doesn't matter. Is he setting for you? So you just started off at O. You just start off at O and then you move to review and cap and then S when you go to the second call or you still got to go CLLO again. You still have to reset the frame.

[8:52] YouTube https://youtu.be/aX0A7HzDyTw?t=525 || The Two Questions Every Sales Rep Must Ask
Okay. Is he setting and closing for himself? He has his own. Yeah, for himself. Do you have a VSSL between? We have too many calls. We have a super good VSSL and a super good thank you video. Like 300 calls, 200 live calls um a month right now. Right. And so All right. Tell me what this offer is real quick.

[9:16] YouTube https://youtu.be/aX0A7HzDyTw?t=549 || The Two Questions Every Sales Rep Must Ask
I would love for you to know that. Yeah. So it's 16 weeks um 20 qualified calls. It is either they can split split pay that for eight and eight eight now eight at launch or 13.4. My plan is like just increase that as we keep getting more results. Sure. And then we have a bolt-on there. What's the qualifier for them to get on

[9:40] YouTube https://youtu.be/aX0A7HzDyTw?t=573 || The Two Questions Every Sales Rep Must Ask
the call? Say again. What's the qualifier to get on the call? Uh their ticket price has to be for their product, their ACV has to be over 30K. What about the revenue? 500K. Okay. Minimum floor. Yeah. I mean, that price point's fine. All that stuff works. So, do they not believe you? I I mean, the thing is, too, though, is that like

[10:10] YouTube https://youtu.be/aX0A7HzDyTw?t=603 || The Two Questions Every Sales Rep Must Ask
what I've noticed is that he's not opening the doors and closing them. Like, he's not killing zombies proverbally. Uhhuh. Um, yeah. He's up Discovery. Oh, I don't know if ads are going to work for me. He's up Discovery. I mean I'm I'm just everything you're saying he's missing disco. He's just got you need to

[10:25] YouTube https://youtu.be/aX0A7HzDyTw?t=618 || The Two Questions Every Sales Rep Must Ask
role play him on disco. That's the issue. I'm just saying like that's the root problem. That's so right now if that's the core issue then you're probably going to disco times and then once he gets unfucked on disco then every day of the week you go intro you go train on disco. Then you train on pitch. Then you

[10:38] YouTube https://youtu.be/aX0A7HzDyTw?t=631 || The Two Questions Every Sales Rep Must Ask
train on close which is objection handling. And then on Friday you train again on the thing that he's weakest at which probably for a while will also still be discovery. That's the training cycle. And don't let him just say the script. Don't let him just say the script. He goes through the script and stop him the moment he

[10:52] YouTube https://youtu.be/aX0A7HzDyTw?t=645 || The Two Questions Every Sales Rep Must Ask
up and then get him to do it the right way and try again. You have to stop him in real time. Otherw if he just goes through it and then try and give him feedback at the end, it's not going to work. It's not how people learn. Mhm. So you should tell him up per month problem that he Yes. 100%. And so you have to set the set the stage up

[11:10] YouTube https://youtu.be/aX0A7HzDyTw?t=663 || The Two Questions Every Sales Rep Must Ask
front. Hey, listen man. I'm going to role play with you. I'm going to change how we're doing it. The moment I see you mess up or not do something wrong, I'm going to correct you. But here's the thing. when he's doing it right, I want you to have your thumb up and I want you to nod while he's talking. So, I want

[11:21] YouTube https://youtu.be/aX0A7HzDyTw?t=674 || The Two Questions Every Sales Rep Must Ask
him that visual feedback that he's doing a good job when he's doing it right. And then as soon as he gets it right, say, "Great. Let's lock it in. Do it again. Great. Do it again." So, as soon as So, if let's say you get something wrong, you say, "Awesome. Do it like this." He does it. If he does it

[11:36] YouTube https://youtu.be/aX0A7HzDyTw?t=689 || The Two Questions Every Sales Rep Must Ask
correctly, then you have to do it three more times before he gets to move on. Rock and roll, man. Dude, that's the That's the thing that's missing right now. All right. I think if you solve that problem, you'll be able to have the bandwidth to go solve the ascension issue because honestly, you just need to take the ascension calls

[11:53] YouTube https://youtu.be/aX0A7HzDyTw?t=706 || The Two Questions Every Sales Rep Must Ask
for now. Put a VSSL there and you should be fine. You have a CS person doing sales. Obviously, that's the issue. Yeah. No, you're absolutely right. I really do appreciate. I mean, I just I'm glad to know that the offer looks good. It's fine, dude. Honestly, it's underpriced. It's actually a little underpriced right now, but like let's

[12:08] YouTube https://youtu.be/aX0A7HzDyTw?t=721 || The Two Questions Every Sales Rep Must Ask
solve the sales problem. But I think to a degree, you're too cheap for some Like, think about it. you're charging $13,000 for somebody who has a $30,000 per customer. So, it's like it's like No, I'm saying I think it might it actually might be below the point of point of marginal cheapness, which is

[12:25] YouTube https://youtu.be/aX0A7HzDyTw?t=738 || The Two Questions Every Sales Rep Must Ask
PMC. You might be so cheap they don't even believe you can deliver. Like you might sound small racking up the price because I'm already planning on I think you I think you sound small time, dude. It sounds too cheap. If I have a 30k average, I mean at least one or two clients worth. Yeah, cuz I mean we're signing folks

[12:47] YouTube https://youtu.be/aX0A7HzDyTw?t=760 || The Two Questions Every Sales Rep Must Ask
that are like deals are like 500k, 800k. Yeah. It's just not believable, dude. It's not believable. It's not believable. Yeah. I would go 15k a month, man. If these are the people you're dealing with and they're signing 500k deals, then like it's it's a rounding error. They just don't believe you can do it because

[13:03] YouTube https://youtu.be/aX0A7HzDyTw?t=776 || The Two Questions Every Sales Rep Must Ask
you're too cheap. So, still break it into like per month, but the prepay or the split. Do you like that kind of setup or should it be monthly? Dude, it shouldn't even matter if they're actually making that amount of money from customers. They shouldn't even need a payment plan. Like 13K, 8K, it's like doesn't it's irrelevant.

[13:22] YouTube https://youtu.be/aX0A7HzDyTw?t=795 || The Two Questions Every Sales Rep Must Ask
Yeah, I hear you. Right. man. They just don't believe you. It's too cheap. And then take the ascension calls. Yeah. And just crush it. Drill disco with him. raise price, you take ascension calls. One, two, three. Rock and roll, man. Hell yeah. Appreciate you, man. Hell yeah, dude. Appreciate you. Take

[13:42] YouTube https://youtu.be/aX0A7HzDyTw?t=815 || The Two Questions Every Sales Rep Must Ask
care. Thanks, brother. If you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went

[13:58] YouTube https://youtu.be/aX0A7HzDyTw?t=831 || The Two Questions Every Sales Rep Must Ask
through, and more importantly, where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the

[14:11] YouTube https://youtu.be/aX0A7HzDyTw?t=844 || The Two Questions Every Sales Rep Must Ask
business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap,

[14:25] YouTube https://youtu.be/aX0A7HzDyTw?t=858 || The Two Questions Every Sales Rep Must Ask
plug in your business information, and if you want us to actually help you deconrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas

[14:39] YouTube https://youtu.be/aX0A7HzDyTw?t=872 || The Two Questions Every Sales Rep Must Ask
and we'll do this in person live.


VIDEO
TITLE: How I Built A 20+ Sales Team [The Process]
URL: https://youtu.be/bgmh7p1s7zs
PRIMARY_TOPIC: closing
TOPICS: closing, closing, hiring, scaling

[0:00] YouTube https://youtu.be/bgmh7p1s7zs?t=0 || How I Built A 20+ Sales Team [The Process]
Who's pumped about sales? Sort of pumped about. Okay. So, quick question so I can cater this to you guys. Um, as I try and tell my team sometimes, I'm going to talk fast. You can just listen fast. So, um, who here has one person or less? That would mean if you are selling um, doing the majority of the sales in your company.

[0:17] YouTube https://youtu.be/bgmh7p1s7zs?t=10 || How I Built A 20+ Sales Team [The Process]
Can I get a hand raised? Okay. So, like half. Okay, that's perfect. And the other half of you have a sales team, multiple two or more, right? Okay. So the name of my lovely talk um is going to be the closer framework. All right. And so what I'm going to do is break this up into two halves. The first half

[0:37] YouTube https://youtu.be/bgmh7p1s7zs?t=30 || How I Built A 20+ Sales Team [The Process]
is how you actually manage the conversation. That should say work. You get the idea. Closer framework. Um and then the second half is how you manage the sales team so you can get wicked consistent sales on a monthly basis. Um, so first things first, who here has ever struggled with uh inconsistent lead

[0:54] YouTube https://youtu.be/bgmh7p1s7zs?t=47 || How I Built A 20+ Sales Team [The Process]
quality, inconsistent CAC, right? You're like, I thought I was at a thousand and now I'm at 3,000. My leads are Actually, my leads are amazing. Uh, my sales team is underworked. Now they're overworked. They said there's too many, there's too few, they're not being efficient, etc. Has anyone dealt with

[1:08] YouTube https://youtu.be/bgmh7p1s7zs?t=61 || How I Built A 20+ Sales Team [The Process]
any of that stuff? Okay, cool. So, um, I've run a lot of sales teams, u B2B. We did outsource a sales company. We would fly two gyms, actually sell for them. we'd fill them up in 30 days um with us actually flying people out and selling. So we've done a lot of sales and this is the simplest framework that you can use

[1:25] YouTube https://youtu.be/bgmh7p1s7zs?t=78 || How I Built A 20+ Sales Team [The Process]
um and so this is the first of the five C's. So I try to use Marcus as 5C so when you go home you've got 10 C's. Okay. So um the first one it governs the conversation. So that's kind of for everyone who was raising your hands about I've got one person or it's me. This is the governing framework for how you make the conversation. see

[1:42] YouTube https://youtu.be/bgmh7p1s7zs?t=95 || How I Built A 20+ Sales Team [The Process]
is you clarify why the person is there. All right? Now, when you use this framework, everything that's in your framework has to be a question only. Do not put paragraphs, do not put statements because they will start reading them. They can't think that way. Only put questions because they can pause, they can ask another

[2:01] YouTube https://youtu.be/bgmh7p1s7zs?t=114 || How I Built A 20+ Sales Team [The Process]
question. They can pause, they can ask another question, and they need no intelligence to do that, which means it's scalable. Okay? So when you're asking, so all of these buckets are the buckets under which you want to create the framework that you're making your sale. So it's like what made you get on

[2:15] YouTube https://youtu.be/bgmh7p1s7zs?t=128 || How I Built A 20+ Sales Team [The Process]
the call? What's your goal? Why is that important to you? What would it look like 12 months from now if this ideal outcome were to be achieved? Right? Those are the clarification questions. Next, you label them with a problem. So what I'm hearing is you've done X, Y, and Z, and the missing link has been X

[2:33] YouTube https://youtu.be/bgmh7p1s7zs?t=146 || How I Built A 20+ Sales Team [The Process]
whatever. Is that right? Yes. Got it. I now have a problem. you now have cancer. I can cure it. All right. Next is O. We're going to overview the pain. Okay. So, I'm assuming not not the first person you've come to to try and solve this problem. So, what have you done in the past? All right. I've done X, Y, and

[2:48] YouTube https://youtu.be/bgmh7p1s7zs?t=161 || How I Built A 20+ Sales Team [The Process]
Z. Why did that not work for you? Obviously, it didn't work cuz they're on the phone with you. All right. So, you always have that advantage because they are on the phone with you right now. So, you're overviewing past pain. We call it the pain cycle. You do that until they have nothing left and you're like,

[2:59] YouTube https://youtu.be/bgmh7p1s7zs?t=172 || How I Built A 20+ Sales Team [The Process]
"Awesome." And then you recap the pain. Then, s you sell the vacation. This is the only thing that your salespeople have to actually know. There's going to be three stories that you're going to tell them. They're going to be illustrative of the thing that you were helping them solve. So, an example would be fitness, nutrition, and

[3:17] YouTube https://youtu.be/bgmh7p1s7zs?t=190 || How I Built A 20+ Sales Team [The Process]
fitness, nutrition, and accountability. If I was trying to sell weight loss, right? You're usually missing one or two or all three of these things. That's why you weren't successful, right? You couldn't consistently work out. You couldn't consistently eat the right way or no one was there to hold you

[3:28] YouTube https://youtu.be/bgmh7p1s7zs?t=201 || How I Built A 20+ Sales Team [The Process]
accountable. Does that make sense? Yes. If you're selling leads, it would be like you need your leads to be exclusive. You need them to be timely. You need them to be geographic. Whatever. Like, you're going to find three things and then you have to give a short 30-cond snippet of why that's important. Right? If I was trying

[3:43] YouTube https://youtu.be/bgmh7p1s7zs?t=216 || How I Built A 20+ Sales Team [The Process]
to illustrate accountability, I'd be like, "Hey, did your parents ever tell you to brush your teeth when you grow up?" You probably hated it. You're like, "No, I don't want to." And they kept doing it over time. And I'll bet you brush your teeth now. Right? You need someone to hold you accountable so you

[3:53] YouTube https://youtu.be/bgmh7p1s7zs?t=226 || How I Built A 20+ Sales Team [The Process]
can create the habit. Does it make sense? 30 second story. They understand it. That's how you sell a vacation. All right. E. explain away their concerns. Away concerns, blah blah blah, you get the point. All right, that's where you're doing all of your obstacle overcomes. All right, crazy people buy

[4:09] YouTube https://youtu.be/bgmh7p1s7zs?t=242 || How I Built A 20+ Sales Team [The Process]
without obstacles. Normal people have concerns. You need to overcome them. These have to be drilled. All right, they have to be drilled. So that means that you have flash cards like I need to think about it. I have to talk to my husband. I have to check with my partner. I have to So there's only three, by the way, if you don't know

[4:23] YouTube https://youtu.be/bgmh7p1s7zs?t=256 || How I Built A 20+ Sales Team [The Process]
what they are. It's price, it's stall, it's decisionmaker. All right. So, all you have to do is understand what each of those three are. If it's price, it's a discrep discrepancy in value. They don't understand the value. If it's um decision maker, what you have to do is rely on past agreements that are implied

[4:38] YouTube https://youtu.be/bgmh7p1s7zs?t=271 || How I Built A 20+ Sales Team [The Process]
that that person has already communicated to the partner. So, your partner knows that you're struggling with these things already, right? They know that you're looking for a solution, right? So, why do you think they'd be opposed with you solving the problem that you already know you have that they don't agree with? Right? Overcoming.

[4:52] YouTube https://youtu.be/bgmh7p1s7zs?t=285 || How I Built A 20+ Sales Team [The Process]
Okay? Those have to be drilled. Next one um is uh so we did decision maker we did price and stall right all you're doing is teaching someone to make a decision because people don't like making them because they fear making a mistake right perfect halfway through okay so what you're going to do is walk them through

[5:10] YouTube https://youtu.be/bgmh7p1s7zs?t=303 || How I Built A 20+ Sales Team [The Process]
a decision-m process so how do we make decisions either do you do you like me yes or no do you like the product yes or no do you think that we'll be able help you achieve this outcome yes or no do you have access to this amount of money in your bank account or know someone who does yes or no? Yes. What card do you want to use? Right.

[5:29] YouTube https://youtu.be/bgmh7p1s7zs?t=322 || How I Built A 20+ Sales Team [The Process]
Overcome. You make them confront the decision. All right. What's your main concern? Then they tell you main concern. You overcome it. Close. All right. Last one is reinforce the decision and I like doing this and we included it after time is that people back out, right? So, how can we slam slam it on

[5:47] YouTube https://youtu.be/bgmh7p1s7zs?t=340 || How I Built A 20+ Sales Team [The Process]
them? How can we get them super pumped? So immediately afterwards, that's the 30 secondond video from the founder be like, "Hey, just saw you sign up for our software. Super excited to have you by name, personalized, handwritten card, t-shirt, any of those things. Reinforce the decision. Make their feet nice and

[6:00] YouTube https://youtu.be/bgmh7p1s7zs?t=353 || How I Built A 20+ Sales Team [The Process]
hot." Make sense? That's the closer framework. Every single one of these buckets has to be questions that are simple for them to ask. All right? So, when you're organizing your script, this is the conversation we're going through. Does that make sense to everybody? Okay. That is the first of the five C's. Don't

[6:14] YouTube https://youtu.be/bgmh7p1s7zs?t=367 || How I Built A 20+ Sales Team [The Process]
worry, the other ones are are fast, and it's about how you manage your sales team. Okay, don't worry. I'll be fast. So, that's closer. The next one is Don't worry, I'm rocking. We're good. Okay, the next one. I should know these. That's okay. Okay. Call recordings. And then I'm going to I'm just going to

[6:36] YouTube https://youtu.be/bgmh7p1s7zs?t=389 || How I Built A 20+ Sales Team [The Process]
write these down real quick for you so you can write them down. Comms, cut, competition. Okay, so Marcus is much smarter than me. I think he's like the really classy classy person. Um, this is like from the streets closing 4,000 people, one-on-one sales, like weight loss. Susie's writing with, you know, her kids trying to write

[6:59] YouTube https://youtu.be/bgmh7p1s7zs?t=412 || How I Built A 20+ Sales Team [The Process]
permanent marker on the wall and I'm trying to close her credit card. All right, so closer sequence is how you manage the framework. Call recordings. If you're not recording every single call that your your people are on, one, you're not compliant. Two, you should do it because then they become more accountable to following the

[7:13] YouTube https://youtu.be/bgmh7p1s7zs?t=426 || How I Built A 20+ Sales Team [The Process]
script. All right, you also overview those. The tool that you need to use is Gong. If you use if you guys sell via Zoom, it's the best. It's all I can say. Use Gong. It's amazing. All right, comms. You need to talk to your team on a regular basis. All right, the cadence there is daily huddles, weekly

[7:30] YouTube https://youtu.be/bgmh7p1s7zs?t=443 || How I Built A 20+ Sales Team [The Process]
one-on- ones, and when you do the and then obviously monthly, but the um the daily huddles are quick. All you do is you share testimonials so they remember why they're selling. So they get beat up every single day with nos. They need to remember why they're still doing it. All right. From the one ones that you're

[7:46] YouTube https://youtu.be/bgmh7p1s7zs?t=459 || How I Built A 20+ Sales Team [The Process]
doing when you're meeting with them, you're going to record, you're going to have them tag you in three calls. Their best call, their worst call, and their average call. When you go over in the 101's, you're going to ask them to show you where they clarified the problem, where they outlined the pain, and then

[8:01] YouTube https://youtu.be/bgmh7p1s7zs?t=474 || How I Built A 20+ Sales Team [The Process]
where they asked for the sale and where they overcame objections. If they never clarify the pain and they never asked for the sale, you don't make money. So that way they always know that on every call you always ask for the sale. You can never make a sale if you never ask for it. All right, that's what

[8:16] YouTube https://youtu.be/bgmh7p1s7zs?t=489 || How I Built A 20+ Sales Team [The Process]
you from the communication cadence cut. You got to cut the bottom. All right, it's the number one thing that will drive sales teams is by cutting the bottom 10% you do it on a regular basis. It has to be on a regular basis. All right, even if the team is going okay, when you cut the bottom, you'll see a

[8:32] YouTube https://youtu.be/bgmh7p1s7zs?t=505 || How I Built A 20+ Sales Team [The Process]
30% jump in productivity every time. So if you can have a persistent 30% jump, why would you not do that? Does that make sense? Okay. Competition. Last point. I'm good. I got a minute 20. Okay. So, competition. Sales people are competitive. You have to have a leaderboard that is published that they can see every single day that they get

[8:53] YouTube https://youtu.be/bgmh7p1s7zs?t=526 || How I Built A 20+ Sales Team [The Process]
notified when every other guy is making a sale. If it's super high volume, it could be end of day. But when they you've got a bell if you're in person. If you're not in person, you have a thread that should be all the sales guys dinging. They can literally send an image or a GIF of a bell. So, it's like

[9:04] YouTube https://youtu.be/bgmh7p1s7zs?t=537 || How I Built A 20+ Sales Team [The Process]
ring the bell, right? So that they know and it's just volume. they can see it. There's activity, there's action, right? It's all of momentum. So, leaderboard that has to be checked every day. Has to be updated regularly. Like that has to be on point. And then competitions, we found that six weeks works best. Um, in

[9:21] YouTube https://youtu.be/bgmh7p1s7zs?t=554 || How I Built A 20+ Sales Team [The Process]
terms of sending them on like closers, go to Vegas or go to the Bahamas or whatever it is. And so, we put them in threeman teams and that tends to work really well because that they they share best practices, they continue to work with each other, they root for each other. So, it's not as cutthroat um as

[9:36] YouTube https://youtu.be/bgmh7p1s7zs?t=569 || How I Built A 20+ Sales Team [The Process]
just always having top dog. Um and in terms of how much to spend on that, uh 25% of one month check um is usually the amount per person that a prize like that would be, right? So, if your guys make 70, you might spend 1,500 bucks to send per guy for like a three-day or like a two-day weekend. It's not expensive,

[9:54] YouTube https://youtu.be/bgmh7p1s7zs?t=587 || How I Built A 20+ Sales Team [The Process]
five grand, but it is worth every dollar. So, to recap, if you want really, really consistent sales, use a closer framework. Everything has to be questions. Do not have statements. Have 30 secondond stories. Record your calls. Make sure you're sticking to the comm cadence. Cut the bottom percentage and

[10:10] YouTube https://youtu.be/bgmh7p1s7zs?t=603 || How I Built A 20+ Sales Team [The Process]
keep it competitive so they stay in it. Thank you.


VIDEO
TITLE: How to Turn Cold Traffic Into Buyers
URL: https://youtu.be/kgvGUBhEG70
PRIMARY_TOPIC: closing
TOPICS: closing, leads, ads, closing, scaling

[0:00] YouTube https://youtu.be/kgvGUBhEG70?t=0 || How to Turn Cold Traffic Into Buyers
Hey, Alex. Hey, Mark. What's going on, dude? We did it. When my uh when my wife was in labor, I worked from the hospital room on my laptop during the hours she slept. I promised her for years that also all of this would pay off. But right now, we're crammed in a tiny house in LA with two kids under 18 months. And

[0:15] YouTube https://youtu.be/kgvGUBhEG70?t=8 || How to Turn Cold Traffic Into Buyers
yes, the second one was not planned. I run a poker coaching business and I was at your workshop 9 months ago. We were at 2 million a year then and we've doubled to about a 4 million a year pace this year. But my goal is a million a month. Okay. What's stopping me is I can't figure out how to scale demand

[0:29] YouTube https://youtu.be/kgvGUBhEG70?t=22 || How to Turn Cold Traffic Into Buyers
past what our warm audience generates. We've got nearly 200k YouTube subscribers and we close over 40% of the people we pitch into our 5day 5K program, but we only sell 30 something seats a month and we have capacity for triple that. And every cold audience funnel I've tried has come back break even or worse. I was hoping you could

[0:46] YouTube https://youtu.be/kgvGUBhEG70?t=39 || How to Turn Cold Traffic Into Buyers
tell me exactly where I'm up so I can buy my family the house they deserve. Well, first off, thank you for that context. Um, that's it sounds like you have a crazy story right now. Um, right now your cold like cold traffic is the natural funnel that should be added on to what your exist like basically warm

[1:03] YouTube https://youtu.be/kgvGUBhEG70?t=56 || How to Turn Cold Traffic Into Buyers
is only going to get you whatever warm is going to get you. And you probably have a a warm sales motion rather than a cold sales motion. And so when cold traffic is going through a warm motion, it's not converting. And so we basically need to change your sales motion from a warm motion to a cold motion. And so

[1:19] YouTube https://youtu.be/kgvGUBhEG70?t=72 || How to Turn Cold Traffic Into Buyers
there's two downstream benefits of that. the warm when warm traffic goes through cold motion, they will be more sold and more likely to take a higher priced offer. And when cold traffic goes through cold motion, they'll just be more likely to buy. And so basically, we need to microwave your cold traffic to

[1:36] YouTube https://youtu.be/kgvGUBhEG70?t=89 || How to Turn Cold Traffic Into Buyers
make it warm. And so that's the basically the the step in the process that's probably missing. So walk me through the cold traffic funnels that you had um leading up to this. And what is the actually let's start with the warm and then we'll do the cold. So what's the warm traffic funnel right now? Warm traffic funnel is just VSSL into

[1:53] YouTube https://youtu.be/kgvGUBhEG70?t=106 || How to Turn Cold Traffic Into Buyers
book a call. Okay. Yeah. So just a basic call funnel on warm traffic and we also have a warm direct response that is printing as well. It just that one fatigues really quickly. So we have to keep spend down. So it's just bottom of funnel that's the issue. So basically it's functionally like that that direct response kind of

[2:09] YouTube https://youtu.be/kgvGUBhEG70?t=122 || How to Turn Cold Traffic Into Buyers
like hey come to the thing is taking the the bottom slice of the pyramid the people who are like 6in putts and then just putting them in. And so in a lot of ways they're just retargeting, but you're looking at like how do I get more people in top of funnel uh into my world. Correct. Correct. Yes. So there's a there's a couple ways to do

[2:27] YouTube https://youtu.be/kgvGUBhEG70?t=140 || How to Turn Cold Traffic Into Buyers
this. Um I call it the short-term and long-term way, and we could have a combination of both, which is probably what I recommend. So the the call it the blended way is to run a paid workshop. So when I say paid workshop, I'm saying like a call it a a $49 to $99 offer. probably 99. Um, and have it be a legit

[2:50] YouTube https://youtu.be/kgvGUBhEG70?t=163 || How to Turn Cold Traffic Into Buyers
workshop and then that workshop will allow you to take like it's much easier to get someone to buy a $99 thing than how much is the uh poker coaching? 5K. Okay. Yeah. So, it's much easier to get those guys to spend 99 and deliver one thing uh that's, you know, super valuable. You prove the value, right?

[3:07] YouTube https://youtu.be/kgvGUBhEG70?t=180 || How to Turn Cold Traffic Into Buyers
That that way they don't have to guess is this guy good or not. you can take the time to tell them who you are and then the vast majority of it is gonna be the value and then you make them very a nice irresistible offer of taking the next step and so basically you book your calls from that live thing rather than

[3:19] YouTube https://youtu.be/kgvGUBhEG70?t=192 || How to Turn Cold Traffic Into Buyers
from like a short VSSL. Cool. We tried a cold webinar and it's it's flopped a couple of times. Yeah. I'm guessing was it free? Yes. Yeah. So I would I would make it paid and just expect that you'll um like expect to lose money on the you know the $99 purchases. But what'll happen is I'm going to bet that the people who did

[3:41] YouTube https://youtu.be/kgvGUBhEG70?t=214 || How to Turn Cold Traffic Into Buyers
like did no one show up or were the people who showed up not qualified? We had about a 25% show rate, but that's fine for free. That's fine. Yeah. Only 5% of those booked calls. The retention was incredible, but only 5% ended up booking calls. So, what's what's likely is that the vast majority of people who showed up to

[3:57] YouTube https://youtu.be/kgvGUBhEG70?t=230 || How to Turn Cold Traffic Into Buyers
the call did the webinar were unqualified. Did you have any metrics on the customers like from the opt-in of like who who was qualified for the thing? It seems like even the ones that booked calls, it just most of them could not afford anything. So that's where that's where like having that little bit of friction will

[4:14] YouTube https://youtu.be/kgvGUBhEG70?t=247 || How to Turn Cold Traffic Into Buyers
typically take the the unqualified from like 90% which is probably what it was uh to closer to like 40%. Uh on a paid a paid workshop and once someone makes a tiny purchasing decision likely they make the next purchasing decision significantly higher like buyers buy more. Does that track? Yes. So, basically just run this to a sales

[4:36] YouTube https://youtu.be/kgvGUBhEG70?t=269 || How to Turn Cold Traffic Into Buyers
page, stack the living out of the bonuses. Um, so that it just be like the the $99 should feel like absolutely absurd and then make that call it like a threehour uh workshop and then just sell at the end. Cool. Okay. Does that make sense? It was just you just you just had to tweak it. That's all it was. You were like um free

[4:56] YouTube https://youtu.be/kgvGUBhEG70?t=289 || How to Turn Cold Traffic Into Buyers
sometimes can be harder and especially since you have an audience. It's like these people have some level of trust with you and so it's like let's just get let's let's deliver more value prior to the ask 100% and qualify better. Yeah. I would also on the opt-in form are you um getting qualification data?

[5:15] YouTube https://youtu.be/kgvGUBhEG70?t=308 || How to Turn Cold Traffic Into Buyers
Right now we're only asking for name, email, number. What do you know? What is what what behaviors or characteristics um does someone have to have um to be a good buyer for you? The average amount that they buy in for is our highest quality signal. They play poker. Oh, okay. Cool. So then I would just add

[5:37] YouTube https://youtu.be/kgvGUBhEG70?t=330 || How to Turn Cold Traffic Into Buyers
that as one of the fields. So you have name, phone number, email, average buy in for the games you play. Cool. And do we DQ people who don't? No. What it what it'll do is you're going to get that data. Um, and you can get a little bit cute with uh Facebook and have different thank you pages for the people who buy and are qualified or

[5:58] YouTube https://youtu.be/kgvGUBhEG70?t=351 || How to Turn Cold Traffic Into Buyers
don't buy and are not or buy and are not qualified. And then you can train the pixel data on the more qualified audience. Okay, cool. Yeah, we're doing that for uh for our organic right now anyway. All right, cool. I'm just writing this down for myself. Okay, so number one, we switch from free webinar to paid

[6:16] YouTube https://youtu.be/kgvGUBhEG70?t=369 || How to Turn Cold Traffic Into Buyers
webinar, which is not even a webinar, but we're going to change to a workshop. And then number two, that maybe 90-minute thing that you were doing before, expand to three hours, deliver true value for 99 bucks. And then um on the front end, we want to make sure that we add the charact the the highest

[6:34] YouTube https://youtu.be/kgvGUBhEG70?t=387 || How to Turn Cold Traffic Into Buyers
signal, which is the buyin, to the intake so we can start optimizing all of our ads around it. And you can quickly see what your true conversion percentage is. Because I actually care very little about the webinar conversion percentage. I care a lot more about what the qualified conversion percentage is

[6:49] YouTube https://youtu.be/kgvGUBhEG70?t=402 || How to Turn Cold Traffic Into Buyers
because maybe you had 5% that closed last time or whatever it was. No, 5% qualified, whatever it was, but like if if you closed 50% of the people who were qualified, it's a banger webinar. It's a traffic issue and that will give you a much better uh read uh cuz if you're going to do these week to week, which

[7:05] YouTube https://youtu.be/kgvGUBhEG70?t=418 || How to Turn Cold Traffic Into Buyers
I'm sure you will, you will be way better at predicting what the revenue size of the, you know, workshop is going to be based on how many qualified are there, not how many leads. Cool. Okay, rock and roll. This tracks. Yeah, I appreciate this. Yeah, and juice the hell out of that $99 offer. That's the third thing.

[7:22] YouTube https://youtu.be/kgvGUBhEG70?t=435 || How to Turn Cold Traffic Into Buyers
Just give away a ton. Yeah, make it Make it absurd. There's no reason someone should not do it. Okay, great. Thanks, Alex. I uh I appreciate it once again. Congrats on getting from two to four million. Thank you. Next time next time we talk, hopefully it'll be over 10. Million a month, baby. All right, rock

[7:35] YouTube https://youtu.be/kgvGUBhEG70?t=448 || How to Turn Cold Traffic Into Buyers
and roll, man. Thanks, Alex. Yeah. If you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what

[7:52] YouTube https://youtu.be/kgvGUBhEG70?t=465 || How to Turn Cold Traffic Into Buyers
stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it in these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do

[8:05] YouTube https://youtu.be/kgvGUBhEG70?t=478 || How to Turn Cold Traffic Into Buyers
for each of the functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You

[8:18] YouTube https://youtu.be/kgvGUBhEG70?t=491 || How to Turn Cold Traffic Into Buyers
can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help. And if

[8:32] YouTube https://youtu.be/kgvGUBhEG70?t=505 || How to Turn Cold Traffic Into Buyers
we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: I Bought 32 Teeth Whitening Studios. Here’s Why
URL: https://youtu.be/nXqF-F6By40
PRIMARY_TOPIC: closing
TOPICS: closing, scaling, ads, upsell, case-study

[0:00] YouTube https://youtu.be/nXqF-F6By40?t=0 || I Bought 32 Teeth Whitening Studios. Here’s Why
How do you tell if there's a 10x? What do you look for? What sort of qualities do you see? So, it's actually just looking at the business like a pipeline. So, it's like, okay, you've got uh x x percent like basically just have to understand everything from click to close to renewal. And so, every business more or

[0:12] YouTube https://youtu.be/nXqF-F6By40?t=5 || I Bought 32 Teeth Whitening Studios. Here’s Why
less is like you have eyeballs that at some point get converted into leads or they get converted into customers. So, if it's leads, then they have eventually have to get a scheduled appointment. they have to show, they have to close and then uh on the back end once they are closed they have to get a product

[0:25] YouTube https://youtu.be/nXqF-F6By40?t=18 || I Bought 32 Teeth Whitening Studios. Here’s Why
delivered or a service delivered and then they have to buy again and again or get upsold into other things right so if we look at that we can see breakages along that line because that would be something that we'd get in diligence just like okay what are the clickthrough rates on the ads what are the CPMs on the ads what are the

[0:38] YouTube https://youtu.be/nXqF-F6By40?t=31 || I Bought 32 Teeth Whitening Studios. Here’s Why
conversion rates on the pages what percentage are scheduling what percentage are showing what percentage are closing what's the average offer rate what percentage are we collecting in cash up front what's the average close rate um on the back end like how many dropouts do we have in the first 48 hours after that uh what does it look

[0:50] YouTube https://youtu.be/nXqF-F6By40?t=43 || I Bought 32 Teeth Whitening Studios. Here’s Why
like over the 12 months or 24 months for those customers. What percentage are ascending to the next level of service? And so if we look at that and we have our benchmarks for what we think we can do with the processes that we have already tested, then we're like, okay, well these guys are getting 30% of their

[1:04] YouTube https://youtu.be/nXqF-F6By40?t=57 || I Bought 32 Teeth Whitening Studios. Here’s Why
appointments to show up and we know that we can get that to 80. It's okay, well there's a 2 and 1 halfx. Okay, boom, there's one. And we're like, okay, um, I think they're mispriced on this offer and I think we can at least double this. It's like, okay, well there's 5x. You got two and a half and two. You're like,

[1:18] YouTube https://youtu.be/nXqF-F6By40?t=71 || I Bought 32 Teeth Whitening Studios. Here’s Why
okay. And right now they're not doing anything to reduce their turn. and they're at 10%. I think we can get them to three. So there's a triple. And so we're like, okay, so that's 15x. Are what's our confidence score in terms of like our likelihood that we'll be able to implement these changes? Is it like a

[1:30] YouTube https://youtu.be/nXqF-F6By40?t=83 || I Bought 32 Teeth Whitening Studios. Here’s Why
super big overhaul or is it just like there's a handful of things that we can implement immediately? See that? And um the easier it is, the more likely we want to do it. And so like I just bought um a chain of um teeth whitening studios with 32 locations. we just bought. Um, and I just got so excited because I saw

[1:47] YouTube https://youtu.be/nXqF-F6By40?t=100 || I Bought 32 Teeth Whitening Studios. Here’s Why
their sales process and I was like, I'm going to It's a very interesting business. Oh, very interesting. Um, I've seen a lot of those um just this direct to consumer products though that you see that you get on the subscription and they just send you uh I actually I have a whole bunch from Ali. Okay. Believe it or not, from I think

[2:03] YouTube https://youtu.be/nXqF-F6By40?t=116 || I Bought 32 Teeth Whitening Studios. Here’s Why
that was an AlphaM product. Alpha M. Yeah. Well, I saw their sales process and was like, I could make this like we literally can just change a handful of things around here, switch it from one time to membership, make these packages based on these price points, have an intake questionnaire, you know, like do some of

[2:20] YouTube https://youtu.be/nXqF-F6By40?t=133 || I Bought 32 Teeth Whitening Studios. Here’s Why
the things that we already know work over and over and over again, and we 5x the LTV of the customer. So, 5xed how much people were worth to the business. And so, it's like, great, well, there's a 5x and uh then all I have to do is double the locations over the next five years. I got a 10x. Great. And then what do you do once you do

[2:35] YouTube https://youtu.be/nXqF-F6By40?t=148 || I Bought 32 Teeth Whitening Studios. Here’s Why
that? Is it just collecting cash or is it to eventually then sell that business? Depends on the business to the next one. Depends on the business. Um I would say there definitely are like I used to give probably like I always wanted to hold everything forever but I think there are times where it does make where where

[2:49] YouTube https://youtu.be/nXqF-F6By40?t=162 || I Bought 32 Teeth Whitening Studios. Here’s Why
businesses get to a point where the next like increment of growth um requires like an order of magnitude in terms of effort that it's not worth or we might determine you know what we're we're good cashing out on this one. like we might not be the right partners or like we might not be the right owners

[3:07] YouTube https://youtu.be/nXqF-F6By40?t=180 || I Bought 32 Teeth Whitening Studios. Here’s Why
to take it from here to there. Um it also just depends on what's on the horizon if it's like you know interest rates are super low. I mean I I sold I sold literally everything I owned in 2021 cuz money was free. And so I was like I sold my house I sold my cars. I sold all three of my companies. I sold

[3:19] YouTube https://youtu.be/nXqF-F6By40?t=192 || I Bought 32 Teeth Whitening Studios. Here’s Why
everything. I was just completely cash um because it just it just seemed ridiculous what people were willing to pay. So I was like okay. And so if like something like that comes along that I would be consider someone wants to if someone wants to buy it more than I want to own it then I'll always I always

[3:30] YouTube https://youtu.be/nXqF-F6By40?t=203 || I Bought 32 Teeth Whitening Studios. Here’s Why
entertain offers. Now, in hindsight, it seems like you made a pretty good deal by selling everything somewhat at the peak of the market. I think you I think you cashed out, the market kept going up a little bit and then Yeah. Amazing time. And then I think you were in contract to buy a house, weren't you?

[3:43] YouTube https://youtu.be/nXqF-F6By40?t=216 || I Bought 32 Teeth Whitening Studios. Here’s Why
And then you backed out of that and also a fantastic time. Yeah. So, things have worked out pretty okay um on on the timing of that. And I would not like cla So, it wasn't like I think I'm timing the market. It was just more like this makes sense like this is a this is a deal that I will accept. And on the

[3:59] YouTube https://youtu.be/nXqF-F6By40?t=232 || I Bought 32 Teeth Whitening Studios. Here’s Why
flip side, when you're buying, you're like, I don't know if this is a deal I want to do. And it's just more like that. Unless you have like an absolute need, which I would say on the flip side, like if you need a house, buy a house. You know what I mean? Like if you like whatever, if you need a if you need

[4:09] YouTube https://youtu.be/nXqF-F6By40?t=242 || I Bought 32 Teeth Whitening Studios. Here’s Why
an office for your company, like buy an office because you're going to make more than trying to time the market perfectly. At least in my opinion. Yeah. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put together the $100

[4:24] YouTube https://youtu.be/nXqF-F6By40?t=257 || I Bought 32 Teeth Whitening Studios. Here’s Why
million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing

[4:37] YouTube https://youtu.be/nXqF-F6By40?t=270 || I Bought 32 Teeth Whitening Studios. Here’s Why
where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with,

[4:51] YouTube https://youtu.be/nXqF-F6By40?t=284 || I Bought 32 Teeth Whitening Studios. Here’s Why
someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.comroadmap, plug in your business information, and if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you

[5:04] YouTube https://youtu.be/nXqF-F6By40?t=297 || I Bought 32 Teeth Whitening Studios. Here’s Why
out on the thank you page. You can just book a call with my team and we will look into the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person
