VIDEO
TITLE: 30 Minutes of sales training that will explode your business in 2022
URL: https://youtu.be/oi7bnS8uyJM
PRIMARY_TOPIC: closing
TOPICS: closing, closing, leads, hiring

[0:00] YouTube https://youtu.be/oi7bnS8uyJM?t=0 || 30 Minutes of sales training that will explode your business in 2022
i was asked to speak at the war room mastermind which is a thirty thousand dollar year mastermind i think it's a two or three hundred person program run by ryan dice perry belcher and roland fraser and it's a it's a great program and i was asked to speak on sales i have given versions of this sales presentation a handful of times but this is the best one that i think captured

[0:16] YouTube https://youtu.be/oi7bnS8uyJM?t=9 || 30 Minutes of sales training that will explode your business in 2022
the audio and the visual and everything kind of put together and it's condensed into a 30 minute video so i think you guys will absolutely enjoy this so 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

[0:32] YouTube https://youtu.be/oi7bnS8uyJM?t=25 || 30 Minutes of sales training that will explode your business in 2022
biggest bottleneck especially when you're coming to for your first million or first three 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

[0:48] YouTube https://youtu.be/oi7bnS8uyJM?t=41 || 30 Minutes of sales training that will explode your business in 2022
almost 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 oxford mozzie on acquisition.com we had a portfolio at

[1:03] YouTube https://youtu.be/oi7bnS8uyJM?t=56 || 30 Minutes of sales training that will explode your business in 2022
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 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

[1:19] YouTube https://youtu.be/oi7bnS8uyJM?t=72 || 30 Minutes of sales training that will explode your business in 2022
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 that you guys get to work um and so i went back in time and just was like if i can just get them to give my phone number i'll be able to get them to like buy from me and so i went and called back all these webinar leads that

[1:36] YouTube https://youtu.be/oi7bnS8uyJM?t=89 || 30 Minutes of sales training that will explode your business in 2022
never showed up or never bought or whatever and ended up doing like 100 000 in sales in a day and i was like wow this is so much easier and so over time i've consulted with sales teams i've uh trained and owned four high ticket performance teams 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 in another human being would that

[2:01] YouTube https://youtu.be/oi7bnS8uyJM?t=114 || 30 Minutes of sales training that will explode your business in 2022
be cool all right so if i can add like 10 to your conversion rate in terms of how you attract better closers 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 uh three frameworks that transform losing

[2:16] YouTube https://youtu.be/oi7bnS8uyJM?t=129 || 30 Minutes of sales training that will explode your business in 2022
funnels into 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 the three fails uh the frameworks number one closer framework how to ask questions prospects to say yes adding this to a funnel instantly can make it profitable alright this is my personal

[2:31] YouTube https://youtu.be/oi7bnS8uyJM?t=144 || 30 Minutes of sales training that will explode your business in 2022
experience number two is a conviction framework all right how anyone who believes can outperform a seasoned sales rep by simply learning control their tone really 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

[2:48] YouTube https://youtu.be/oi7bnS8uyJM?t=161 || 30 Minutes of sales training that will explode your business in 2022
or less so seven days from now we can do this would that be cool all right let's rock so number one the closer framework after going through hundreds of scripts i've bought grand stuff for about 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

[3:04] YouTube https://youtu.be/oi7bnS8uyJM?t=177 || 30 Minutes of sales training that will explode your business in 2022
even was simpler i think than it's portrayed it's not that it's something to be sold against but um every sales script that has been absolutely gangbusters has been a question-based framework that is based on this process all right and this works for b to c sales works for bsb 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 closer framework as i said world's dumbest

[3:28] YouTube https://youtu.be/oi7bnS8uyJM?t=201 || 30 Minutes of sales training that will explode your business in 2022
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 made you reach out to us today what was the thing what is the goal you're trying to accomplish right two label them with a problem we can't

[3:44] YouTube https://youtu.be/oi7bnS8uyJM?t=217 || 30 Minutes of sales training that will explode your business in 2022
cure cancer unless they admit that they have it right has anyone had that situation like i just wanted 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 running for fine information is there a problem you're trying to solve oh you're fat got it all right boom see that's a problem we can solve it after

[4:01] YouTube https://youtu.be/oi7bnS8uyJM?t=234 || 30 Minutes of sales training that will explode your business in 2022
that i'm sure 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 saw on the vacation right there's a process that i'll walk through e we explain away there are concerns because obviously same people don't make

[4:17] YouTube https://youtu.be/oi7bnS8uyJM?t=250 || 30 Minutes of sales training that will explode your business in 2022
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 framework for my first couple years was close and then we added the r because when you do this it actually transitions into the onboarding process

[4:33] YouTube https://youtu.be/oi7bnS8uyJM?t=266 || 30 Minutes of sales training that will explode your business in 2022
that will get higher ltv per customer lower churn lower refunds or chargebacks which are sales guys and you will be happy about cool $100M Offers: How To Make Offers So Good People Feel Stupid Saying No (Hardcover) acquisition.com 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

[4:48] YouTube https://youtu.be/oi7bnS8uyJM?t=281 || 30 Minutes of sales training that will explode your business in 2022
your goal right now why is that important to you why that number specifically what does that what does it resonate for you right why is that real l the questions that we're looking is like okay so what i'm hearing is xyz usually does that sound about right right really simple but very important it's a milestone that has to be hit in

[5:05] YouTube https://youtu.be/oi7bnS8uyJM?t=298 || 30 Minutes of sales training that will explode your business in 2022
the process all right then we overview all right this is where we're gathering all the intel and for some of you guys my goal is that you can take this to your sales team or your sales director and run your script through this framework and then see where you can plug it you probably have some of it but if you're missing one or two of these questions with milestones you're losing

[5:21] YouTube https://youtu.be/oi7bnS8uyJM?t=314 || 30 Minutes of sales training that will explode your business in 2022
conversions on the call like you're closing people 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 and 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

[5:38] YouTube https://youtu.be/oi7bnS8uyJM?t=331 || 30 Minutes of sales training that will explode your business in 2022
cycle it's a four-step process what have you tried so far to accomplish this how long did you do that for how long ago had that worked for you what else have you tried right so we just do that cycle until they're like oh 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

[5:53] YouTube https://youtu.be/oi7bnS8uyJM?t=346 || 30 Minutes of sales training that will explode your business in 2022
felt like wow right it's not your fault you're so close you're six inches away 6 minutes right and i think you've had this one thing which i'm about to show in a second we could be able to help you wanna hear about the program fantastic that's when you transition to sale right so sell them a vacation the number one thing that people mess up our sales pitch on the call is under three minutes

[6:15] YouTube https://youtu.be/oi7bnS8uyJM?t=368 || 30 Minutes of sales training that will explode your business in 2022
three 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 matter what industry and i was training a mortgage

[6:38] YouTube https://youtu.be/oi7bnS8uyJM?t=391 || 30 Minutes of sales training that will explode your business in 2022
leads team and they were selling leads right it was like the leads are exclusive they're timely and they're qualified right so we talked about hey $100M Leads: How To Get Strangers To Want To Buy Your Stuff (Hardcover) acquisition.com 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 they're definitely not exclusive

[6:54] YouTube https://youtu.be/oi7bnS8uyJM?t=407 || 30 Minutes of sales training that will explode your business in 2022
these are people just window shopping right our leads are different three things you can always find them you're selling fitness you're selling fitness nutrition accountability right and so what we do is when we say the three bullets get them to understand yes that takes five seconds cool fitness wise we get the commitment this is what i need you

[7:10] YouTube https://youtu.be/oi7bnS8uyJM?t=423 || 30 Minutes of sales training that will explode your business in 2022
to do fair enough let's be like and you should work out three days a week can you do that awesome if we see any hesitation you have a 30-second 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 you can find your way back

[7:25] YouTube https://youtu.be/oi7bnS8uyJM?t=438 || 30 Minutes of sales training that will explode your business in 2022
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 sales guy gets lost and then he's just free balling and he has no idea where he is hot dog in the hallway no idea what's going on right and so the point is here little visual anyways

[7:50] YouTube https://youtu.be/oi7bnS8uyJM?t=463 || 30 Minutes of sales training that will explode your business in 2022
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 watch game of thrones you're like oh man i've been wanting to watch it but i just can't get up the motivation to watch tv they're

[8:08] YouTube https://youtu.be/oi7bnS8uyJM?t=481 || 30 Minutes of sales training that will explode your business in 2022
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 and the willpower because that's why you failed in the past they're like oh i didn't talk about the workouts the heart rate and the calories they're

[8:24] YouTube https://youtu.be/oi7bnS8uyJM?t=497 || 30 Minutes of sales training that will explode your business in 2022
going to burn and they're going to sweat because 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 going to feel like watching tv because i look forward to it it's exactly what i'm saying and if you can deliver you make tons of money and

[8:41] YouTube https://youtu.be/oi7bnS8uyJM?t=514 || 30 Minutes of sales training that will explode your business in 2022
that's the point so each of those points your sales guys should know what that anecdotal story is right if i was selling accountability anywhere of kids anyone here tell their kids to brush their teeth and we have their kids who 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 do that to you

[9:05] YouTube https://youtu.be/oi7bnS8uyJM?t=538 || 30 Minutes of sales training that will explode your business in 2022
do you brush your teeth that's an example of external accountability turning into an internal habit that's exactly what the accountability we're going to do in this program just does that make sense great done next bullet that's how you transition the pitch right so if you think about this process why are you

[9:20] YouTube https://youtu.be/oi7bnS8uyJM?t=553 || 30 Minutes of sales training that will explode your business in 2022
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 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 see a little bit about that all it is i tell three

[9:35] YouTube https://youtu.be/oi7bnS8uyJM?t=568 || 30 Minutes of sales training that will explode your business in 2022
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 call it selling the vacation not the plane flight right and so we're not selling tsa we're not selling your modules you may plan your macros you work out your support team your urls

[9:50] YouTube https://youtu.be/oi7bnS8uyJM?t=583 || 30 Minutes of sales training that will explode your business in 2022
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 to maui do you want to take a normal flight or do

[10:06] YouTube https://youtu.be/oi7bnS8uyJM?t=599 || 30 Minutes of sales training that will explode your business in 2022
you want to take a private jet to maui right it's your call you're getting them out 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 a little bit rockier but we're going to get you there all right so everyone gets to maui the variables are the squeak the speed and the quality of the journey all right the likelihood of arrival is assumed

[10:22] YouTube https://youtu.be/oi7bnS8uyJM?t=615 || 30 Minutes of sales training that will explode your business in 2022
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 and then we just make the ask all right from this point going forward it's explaining away their concerns like any human being would

[10:37] YouTube https://youtu.be/oi7bnS8uyJM?t=630 || 30 Minutes of sales training that will explode your business in 2022
normally do i could drill price over comes with you but i think it's more valuable to explain the thought process behind price stall and decision maker objections alright so the first and obvious one is i can't afford it anyone get this one right a couple people two people have gotten this you guys have the best leads give me your leads um and so the easy question that i use to

[11:00] YouTube https://youtu.be/oi7bnS8uyJM?t=653 || 30 Minutes of sales training that will explode your business in 2022
11 minutes explain to our sales team because it's really about breaking their lease beliefs is if we were giving away ferraris right now for five grand do you think they'd find a way to get the money yes so that simply they do not understand the value you'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

[11:23] YouTube https://youtu.be/oi7bnS8uyJM?t=676 || 30 Minutes of sales training that will explode your business in 2022
fantastic second decision maker clothes one of the hardest things to overcome right i gotta have my business partner i gotta have my husband my spouse my whatever right so we give 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 this so

[11:46] YouTube https://youtu.be/oi7bnS8uyJM?t=699 || 30 Minutes of sales training that will explode your business in 2022
the first thing we say is well what if they say no one out of three times they'll be like i'll probably do it anyway so 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

[12:02] YouTube https://youtu.be/oi7bnS8uyJM?t=715 || 30 Minutes of sales training that will explode your business in 2022
objection would be about it because now they're just using a foil even the person's not there and it's no idea what the program is because they're not involved with the 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 past agreements we say well does your

[12:18] YouTube https://youtu.be/oi7bnS8uyJM?t=731 || 30 Minutes of sales training that will explode your business in 2022
business partner know that you guys are 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 so why would he being it's a business partner solving a problem what you do well it's great you're being a great partner let's go right and so we try and

[12:34] YouTube https://youtu.be/oi7bnS8uyJM?t=747 || 30 Minutes of sales training that will explode your business in 2022
rely on past agreements that are obvious and use those to project into the present right and then finally you know sometimes it's better as for uh forgiveness and permission right and so we'll tack that on to then 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

[12:57] YouTube https://youtu.be/oi7bnS8uyJM?t=770 || 30 Minutes of sales training that will explode your business in 2022
people to make decisions people are so afraid of making the wrong decision they're petrified and so we do is we literally teach them on the call here's how we make a decision these are the variables you should be considering x y and z right can the product meet your needs do you think that if you work

[13:13] YouTube https://youtu.be/oi7bnS8uyJM?t=786 || 30 Minutes of sales training that will explode your business in 2022
with us you have a 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 everyday because believe me this stash i had 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

[13:29] YouTube https://youtu.be/oi7bnS8uyJM?t=802 || 30 Minutes of sales training that will explode your business in 2022
would you be willing to 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

[13:44] YouTube https://youtu.be/oi7bnS8uyJM?t=817 || 30 Minutes of sales training that will explode your business in 2022
let's get started and if for some 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 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

[14:01] YouTube https://youtu.be/oi7bnS8uyJM?t=834 || 30 Minutes of sales training that will explode your business in 2022
you to i want you to be a terrible example of our kids i want you to not have generational health in our family to be passed 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 it's like if your

[14:17] YouTube https://youtu.be/oi7bnS8uyJM?t=850 || 30 Minutes of sales training that will explode your business in 2022
husband says 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 away their concerns and then finally we get the yes we reinforce the decision this is stuff that we started doing it helped a lot so personalized video from Chapter 2: Reinforce their decision

[14:32] YouTube https://youtu.be/oi7bnS8uyJM?t=865 || 30 Minutes of sales training that will explode your business in 2022
the ceo hey welcome aboard so happy to have you thank you for trusting us with your business hey we're so happy to have you thank you for touching with your weight loss journey and our personal licenses we're gonna 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

[14:49] YouTube https://youtu.be/oi7bnS8uyJM?t=882 || 30 Minutes of sales training that will explode your business in 2022
later so how you hand off from sale to customer experience and activation is where this all happens does that make sense is that cool was that nice 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

[15:05] YouTube https://youtu.be/oi7bnS8uyJM?t=898 || 30 Minutes of sales training that will explode your business in 2022
questions to get the prospects to say yes check one down two to go you with me you're 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

[15:31] YouTube https://youtu.be/oi7bnS8uyJM?t=924 || 30 Minutes of sales training that will explode your business in 2022
well this sucks right i was really excited i had a little acronym and everything i was like that took me a long time to come with the acronym right i was like what gives and so i talked to 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 helped take us and give an extra edge to our sales training ourselves process and

[15:54] YouTube https://youtu.be/oi7bnS8uyJM?t=947 || 30 Minutes of sales training that will explode your business in 2022
the coaching that we give people right and so in the book he talked about the hidden dialogue which i just love and i just i just never want to take credit for an idea because i got over man but there's two dialogues that are happening right because the words are the logic right what you're actually saying is

[16:10] YouTube https://youtu.be/oi7bnS8uyJM?t=963 || 30 Minutes of sales training that will explode your business in 2022
talking the logical brain how you say it is talking to the emotional brain right that's the ones making decisions that's the one running the shot 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 said alex

[16:33] YouTube https://youtu.be/oi7bnS8uyJM?t=986 || 30 Minutes of sales training that will explode your business in 2022
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 need them to feel

[16:57] YouTube https://youtu.be/oi7bnS8uyJM?t=1010 || 30 Minutes of sales training that will explode your business in 2022
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 prep you can learn to control your tone on purpose right you can raise your voice at the end of the statement make it into a question

[17:13] YouTube https://youtu.be/oi7bnS8uyJM?t=1026 || 30 Minutes of sales training that will explode your business in 2022
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 see that what i'm saying extremely important right tone matters and so it takes time to develop this level of unconscious mastery so there's two ways to develop this

[17:39] YouTube https://youtu.be/oi7bnS8uyJM?t=1052 || 30 Minutes of sales training that will explode your business in 2022
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 let's give you the hack conviction will correct your 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 that comes on crushes it and then tanks

[18:02] YouTube https://youtu.be/oi7bnS8uyJM?t=1075 || 30 Minutes of sales training that will explode your business in 2022
because they did believe and then they saw your reviews or they got customer support feedback or 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 right and so i'm lowering my tone right now so you

[18:17] YouTube https://youtu.be/oi7bnS8uyJM?t=1090 || 30 Minutes of sales training that will explode your business in 2022
know that this is really important right and so i'll go upbeat kiss the boo-boo 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 consult with the sales team all right they were

[18:33] YouTube https://youtu.be/oi7bnS8uyJM?t=1106 || 30 Minutes of sales training that will explode your business in 2022
selling mortgage leads the example i was given earlier and they were really excited they wanted me to give this abc always be closing chat like this huge pump up chat so i spent the first half the day on the script and the second half of the day was supposed to be drilling the sales team right so i get on the sales team they got they got a nine person sales floor

[18:49] YouTube https://youtu.be/oi7bnS8uyJM?t=1122 || 30 Minutes of sales training that will explode your business in 2022
and uh they're like we're having some problems with this guy john i was like alright 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 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 sending her leads i'm studying for mine i'm a couple

[19:14] YouTube https://youtu.be/oi7bnS8uyJM?t=1147 || 30 Minutes of sales training that will explode your business in 2022
months behind but i'm telling you as soon as i get this thing passed i'm out of here i'm gonna start buying these leads myself because i'll 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 and so one of the hacks on this by the way has

[19:30] YouTube https://youtu.be/oi7bnS8uyJM?t=1163 || 30 Minutes of sales training that will explode your business in 2022
anyone ever gotten hot or has a sales guy got hot start just closing closing close it close it anyone that becomes the sales training for that person because the way they ask 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 because it's like in the wild you'll witness it and that's when they're masters right in those

[19:55] YouTube https://youtu.be/oi7bnS8uyJM?t=1188 || 30 Minutes of sales training that will explode your business in 2022
moments all right and so these are the actions that we do so i'm transitioning into tactics for you guys who have teams all right re-read the testimonials out loud daily in front of your sales team if you got fresh ones which you should read them it makes their day makes them feel like they're making an impact right

[20:10] YouTube https://youtu.be/oi7bnS8uyJM?t=1203 || 30 Minutes of sales training that will explode your business in 2022
you're getting the kicked out of them every single day getting hung up on getting cussed at getting to off every day right and like the best thing you can do is give them a cup of coffee that says hey man you're doing good in the world right so they need so do it every day number two fix everything you can about the product

[20:25] YouTube https://youtu.be/oi7bnS8uyJM?t=1218 || 30 Minutes of sales training that will explode your business in 2022
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 what's up to date this is a good one for the sales team if your sales dip

[20:41] YouTube https://youtu.be/oi7bnS8uyJM?t=1234 || 30 Minutes of sales training that will explode your business in 2022
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 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 handwritten card and leave them a back massage and a foot massage and then we

[20:57] YouTube https://youtu.be/oi7bnS8uyJM?t=1250 || 30 Minutes of sales training that will explode your business in 2022
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 conviction and get your team's tone

[21:13] YouTube https://youtu.be/oi7bnS8uyJM?t=1266 || 30 Minutes of sales training that will explode your business in 2022
unconsciously correct by just truly believing the product is that cool you think you'd sell more if you did that 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've talked about conviction framework and this is the oops i think i'm gonna skip one i don't know where you're at great

[21:37] YouTube https://youtu.be/oi7bnS8uyJM?t=1290 || 30 Minutes of sales training that will explode your business in 2022
so when i showed my sales team to the 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 they go rah-rah 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 the same outcome over

[21:53] YouTube https://youtu.be/oi7bnS8uyJM?t=1306 || 30 Minutes of sales training that will explode your business in 2022
and over and over again because of the 110 million dollars we've sold which is crazy it's been 100 over the phone 22 minutes no one over the age of 20 no we got one guy who's 40. but beyond besides him everyone's younger than 27 27 27 years old all right like these aren't like crazy you know i mean like crazy veterans right you just do this process over and over again and get the

[22:15] YouTube https://youtu.be/oi7bnS8uyJM?t=1328 || 30 Minutes of sales training that will explode your business in 2022
right thing as a total aside find people and educate them about your prospect not your product because 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

[22:33] YouTube https://youtu.be/oi7bnS8uyJM?t=1346 || 30 Minutes of sales training that will explode your business in 2022
you're doing it wrong these are the six c's that i use to scale teams from little guy to lots of guys all right so this delta you know we used this to build a 3000 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 kind of these are all

[22:55] YouTube https://youtu.be/oi7bnS8uyJM?t=1368 || 30 Minutes of sales training that will explode your business in 2022
multi-figure teams and i'll show you what we did all right so closer sequence is the first c which we went 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 there's the six c's

[23:12] YouTube https://youtu.be/oi7bnS8uyJM?t=1385 || 30 Minutes of sales training that will explode your business in 2022
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 out and you know out in left field you know wandering like onto the highway you're like whoa hey come back over here

[23:28] YouTube https://youtu.be/oi7bnS8uyJM?t=1401 || 30 Minutes of sales training that will explode your business in 2022
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 you right i think you go right in the next question the sale all right Chapter 3: 6C number two uh consistent daily training 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

[23:45] YouTube https://youtu.be/oi7bnS8uyJM?t=1418 || 30 Minutes of sales training that will explode your business in 2022
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 than everyone else in your market all right so we do talking and listening because the salesperson needs to know how to speak

[24:02] YouTube https://youtu.be/oi7bnS8uyJM?t=1435 || 30 Minutes of sales training that will explode your business in 2022
the right tone you know to listen right so we draw both scales for talking we have them read the script out loud and the questions with the correct tonality for 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 gotta talk to my partner right i know what's gonna work in my market or whatever your specific

[24:26] YouTube https://youtu.be/oi7bnS8uyJM?t=1459 || 30 Minutes of sales training that will explode your business in 2022
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-second anecdotal stories i mentioned earlier and your optical overcomes it makes it much easier to get new people on the team listening

[24:42] YouTube https://youtu.be/oi7bnS8uyJM?t=1475 || 30 Minutes of sales training that will explode your business in 2022
so every day we'll listen to a 30-minute recording and we'll go with what went right in this call what went wrong what do you 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 great rapport in the first five minutes right um you're like what went wrong and that

[25:05] YouTube https://youtu.be/oi7bnS8uyJM?t=1498 || 30 Minutes of sales training that will explode your business in 2022
was about it um and what you gonna do next time i'm gonna transition from the report of the question asking without sounding 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 sees is call recordings if you Chapter 4: 6C

[25:22] YouTube https://youtu.be/oi7bnS8uyJM?t=1515 || 30 Minutes of sales training that will explode your business in 2022
don't call like record your calls one you're not compliant but two like how are you going to study game film you know i mean everybody's got all their data and you've got your mouse tracking on all the pages i'm like 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 the game and they watch the game footage right why

[25:38] YouTube https://youtu.be/oi7bnS8uyJM?t=1531 || 30 Minutes of sales training that will explode your business in 2022
are we not doing that with the sales team and so you should have to record it if you use zoom gong is absolutely the best highly recommend it it's been awesome we'll use it 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 it's expensive but it's worth it

[25:55] YouTube https://youtu.be/oi7bnS8uyJM?t=1548 || 30 Minutes of sales training that will explode your business in 2022
four calm 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 Chapter 5: 6C 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 pounds so you can rotate all right after you do

[26:13] YouTube https://youtu.be/oi7bnS8uyJM?t=1566 || 30 Minutes of sales training that will explode your business in 2022
that uh change your wrist by two degrees turn your other hand over put your thumb underneath i 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

[26:30] YouTube https://youtu.be/oi7bnS8uyJM?t=1583 || 30 Minutes of sales training that will explode your business in 2022
thumb under the other one i'd have one thing to work on and 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 went wrong that what am i going to do about it is the one thing does that make sense and so in terms of

[26:46] YouTube https://youtu.be/oi7bnS8uyJM?t=1599 || 30 Minutes of sales training that will explode your business in 2022
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 worth being like hey you see derek's overcome this

[27:02] YouTube https://youtu.be/oi7bnS8uyJM?t=1615 || 30 Minutes of sales training that will explode your business in 2022
morning is awesome he killed it let's watch that as like highlight footage like watch him say he's gonna have to talk to his wife 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 one so once a week if they're new we'll do one-on-ones if

[27:18] YouTube https://youtu.be/oi7bnS8uyJM?t=1631 || 30 Minutes of sales training that will explode your business in 2022
they're a little bit older we'll do once every other week 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 salespeople at least in my experience like it's sink or swim like if guys if guys can't close in the first week to two

[27:42] YouTube https://youtu.be/oi7bnS8uyJM?t=1655 || 30 Minutes of sales training that will explode your business in 2022
weeks unless it's some sort of crazy complex thing 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

[27:58] YouTube https://youtu.be/oi7bnS8uyJM?t=1671 || 30 Minutes of sales training that will explode your business in 2022
them to a nine than try and take then try and take 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 sales person 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

[28:14] YouTube https://youtu.be/oi7bnS8uyJM?t=1687 || 30 Minutes of sales training that will explode your business in 2022
unless they've come to jesus moment which does happen but it doesn't need to happen on my team you can do that and come back right all right Chapter 6: 6C number six competition and career path all right it's a big one so sales people are competitive right as they should be right they are hunters and they should go hunt and so having competition on regular basis what we have found is that six week cycles tends to work best it is long enough that they believe they can accomplish something but short enough

[28:37] YouTube https://youtu.be/oi7bnS8uyJM?t=1710 || 30 Minutes of sales training that will explode your business in 2022
they believe it's going to happen soon and so we run our competitions on six week cycles um for us i think what you said uh whatever ryan said about the percentages 10 to 15 percent actually works pretty well as like a group goal um when we have those as like top sales person would like we did like weekend to vegas so we'll split all the guys that way like four teams of four you know what i mean they're all comp so it's like you get the the competitiveness but you still get the camaraderie because if it's just one you

[29:01] YouTube https://youtu.be/oi7bnS8uyJM?t=1734 || 30 Minutes of sales training that will explode your business in 2022
know one versus everyone sometimes they can get um a little bit too you know teethy uh and so having like little mini teams helps too because then you can you can kind of like make it an adjusted draft you put the best guy with the worst guy and then he helps him out and he speeds him up does that make sense and then career path this is one that i probably learned later but it's really

[29:18] YouTube https://youtu.be/oi7bnS8uyJM?t=1751 || 30 Minutes of sales training that will explode your business in 2022
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 to 550 a deal just the fact that there's this this road map of where they're going and there's actual progress because sales is

[29:41] YouTube https://youtu.be/oi7bnS8uyJM?t=1774 || 30 Minutes of sales training that will explode your business in 2022
one of the most repetitive positions in the world just the fact that they're doing this and they're 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 with the career path and then obviously if you have roles like depending how big your team is manager etc and you can move up

[29:59] YouTube https://youtu.be/oi7bnS8uyJM?t=1792 || 30 Minutes of sales training that will explode your business in 2022
something that i don't have on here that i will add is that this seems to be common practice but remember dumbest marketer on earth outbound and inbound keep them separated and we also have setters and closers for both of those teams so outbound sets are different than inbound sets which go to different enclosures on either side right because the prospects are a little bit different right and so if you if you have

[30:23] YouTube https://youtu.be/oi7bnS8uyJM?t=1816 || 30 Minutes of sales training that will explode your business in 2022
lots of different types of leads going to the same person you're probably losing a lot of efficiency if you don't have that much lead flow that's another issue but 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 the 60s for scaling our closer sequence make sure that's in a question-based framework

[30:39] YouTube https://youtu.be/oi7bnS8uyJM?t=1832 || 30 Minutes of sales training that will explode your business in 2022
daily trainings and conviction so you're reading the testimonials every day you're training them every morning on talking listing the most valuable skills that a salesperson can have call recordings to make sure that they're actually doing any of gamete 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

[30:54] YouTube https://youtu.be/oi7bnS8uyJM?t=1847 || 30 Minutes of sales training that will explode your business in 2022
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 career path 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 life paper pro even if you don't think you're any good which is completely normal yeah that sales


VIDEO
TITLE: 7 Ways To Get Customers for Free
URL: https://youtu.be/qpQvdBFW_yI
PRIMARY_TOPIC: closing
TOPICS: closing, leads, follow-up, closing

[0:00] YouTube https://youtu.be/qpQvdBFW_yI?t=0 || 7 Ways To Get Customers for Free
I'm going to give you seven obscenely easy ways to get customers for free that you can Implement within this week these tactics have made me millions of dollars they actually work and I'll give you the real stats that I got when I used them in my business so you can use them in yours you should be obsessed with getting referrals and here's why referrals buy at higher percentages at

[0:18] YouTube https://youtu.be/qpQvdBFW_yI?t=11 || 7 Ways To Get Customers for Free
higher prices they buy more often they buy more times and they're the most likely customer to yes refer you more customers and so if you have two types of customers that you can potentially get one that cost you a lot of money and does none of these things and one that's free that does all of those things which

[0:34] YouTube https://youtu.be/qpQvdBFW_yI?t=27 || 7 Ways To Get Customers for Free
would you prefer well obviously this one and independent of how big your business gets 30% of your business coming from referrals no matter you're at 100 million or 100,000 a year still grows your business by 30% and when it's that big and it's still free that's the type of stuff that compounds a business into

[0:51] YouTube https://youtu.be/qpQvdBFW_yI?t=44 || 7 Ways To Get Customers for Free
Infinity versus having one that plateaus because not enough people tell other people about it so the first one is when I looked at one of our portfolio companies we had a new sales gu who came in and crushed all of the records that had ever been done on that sales team and it was a very experienced sales team and I was like what is this guy doing

[1:06] YouTube https://youtu.be/qpQvdBFW_yI?t=59 || 7 Ways To Get Customers for Free
does he have higher close rates on the phone and he didn't have higher close rates but for some reason he was able to get 30 to 50% more sales than everybody else I was like okay so how is he getting more opportunities and so we got on the call we listened to all the all the scripts we're like he's not doing anything different and so we pulled the guy up we were like dude what are you

[1:22] YouTube https://youtu.be/qpQvdBFW_yI?t=75 || 7 Ways To Get Customers for Free
doing and he said I don't know um after I close the customer I just say who else do you know who might also want this and I usually get like one out of three people to send me one or two other people and I just do that on every sale cuz I learned that uh in my last job and when he said that it was like this big obvious duh that I'm sure was in the sop at some point for the sales team and of course people get lazy because they don't want to scare the sale away but by

[1:49] YouTube https://youtu.be/qpQvdBFW_yI?t=102 || 7 Ways To Get Customers for Free
simply saying hey who else very clear who else do you know not do you know anybody yes no it's who else do you know who do you think would benefit from this who you'd want to do this with right cuz now you're actually asking them to solve a problem with their brain not make a quick yes no answer which is what most

[2:04] YouTube https://youtu.be/qpQvdBFW_yI?t=117 || 7 Ways To Get Customers for Free
people are just going to say no I don't know anybody let's move on and number one this isn't going to be your grandmother's you know referral video on hey you should ask for referrals I'm going to give you some very specific strategies on what to do how to say it in a way that'll actually get the likel that they do it pretty high now referrals are super valuable for a

[2:19] YouTube https://youtu.be/qpQvdBFW_yI?t=132 || 7 Ways To Get Customers for Free
number of reasons one is that they compound with the business meaning whether you're $100 million business 30% on 100 million or 30% on 100 Grand is still going to be 30% and so it's one of the most scalable ways to grow business overall the biggest companies in the world the vast majority of what they get is from word of mouth it's from people telling other people and in today's

[2:36] YouTube https://youtu.be/qpQvdBFW_yI?t=149 || 7 Ways To Get Customers for Free
society where people are more able to share things faster and bigger across broader audiences and networks it matters more than ever it's so funny because people are like man why are my ads they were working now they're not everybody believes in positive word of mouth they don't believe in negative word of mouth but both Word of Mouth happen because that's how this works

[2:52] YouTube https://youtu.be/qpQvdBFW_yI?t=165 || 7 Ways To Get Customers for Free
number two referrals who come in are more likely to buy so they have a higher close rate they pay more they're willing they're more likely to buy buy a more 3 minutes premium version of what you have and they're also more likely to refer other customers so you get three spins on the money-making wheel from having referrals

[3:09] YouTube https://youtu.be/qpQvdBFW_yI?t=182 || 7 Ways To Get Customers for Free
versus a cold customer so if you have let's say a recurring membership business that you have 10% monthly turn well you can obviously always keep trying to decrease that turn but one of the other things that will always come out at any level so if you have a th customer you can you turn 10% you need a 100 new customers just to break even one

[3:24] YouTube https://youtu.be/qpQvdBFW_yI?t=197 || 7 Ways To Get Customers for Free
of the very smart things that business owners do is they say okay well if I can get 10% of my customers to refer someone every month then I can offset that churn so that my business is stable and so by having a consistent way to get your all your customers to refer you 10% you can make up for the 10% turn that you have

[3:40] YouTube https://youtu.be/qpQvdBFW_yI?t=213 || 7 Ways To Get Customers for Free
and the ratio between your referral percentage and your turn percentage is you're going to be your stable at rest growth rate and so if you could have even 20% referrals on 10% then it means you're going to grow two to one and you will keep growing 2 to one no matter how big you get number one this is called the gift card play so I use this dur during holiday season so either you make up a holiday it's like hey it's my

[4:03] YouTube https://youtu.be/qpQvdBFW_yI?t=236 || 7 Ways To Get Customers for Free
birthday it's my wife's birthday it's the anniversary of the business or you go with the standard holidays it's Christmas it's Easter it's it's uh you know you can make it a spring thing it doesn't really matter you just have to a reason why to do the the gift cards now what you do with the gift cards it works especially well at Christmas is that you

[4:18] YouTube https://youtu.be/qpQvdBFW_yI?t=251 || 7 Ways To Get Customers for Free
say that they are gifts for other people so you offer to your membership base and here's the here's how it works is that you want the amount for the gift card to $100M Offers: How To Make Offers So Good People Feel Stupid Saying No (Hardcover) acquisition.com be equal to one of your core unit of service so something that you would normally give away for free so if you were an SEO agency you might have a

[4:33] YouTube https://youtu.be/qpQvdBFW_yI?t=266 || 7 Ways To Get Customers for Free
$2,000 month service okay then it would be $2,000 is what the gift card would be now you're like wait $2,000 gift credit yes this is why it's so compelling if you had a you know a garage door fixing business and there's three elements to your service you'd make it the base level the cheapest level is what the gift card would be equivalent to so

[4:49] YouTube https://youtu.be/qpQvdBFW_yI?t=282 || 7 Ways To Get Customers for Free
let's say you have up to $1,000 of stuff and the lowest thing is 200 bucks then you make the gift card one or $200 now that step one is what you price the value of the discount the of the the gift card at the second element is what you make the discount for and the discount you want to be as aggressive as

[5:04] YouTube https://youtu.be/qpQvdBFW_yI?t=297 || 7 Ways To Get Customers for Free
possible and so I recommend 90% or more discount on this so if I have a $2,000 thing 90% discount is 200 bucks you're like wait I'm not going to make money on this hold on the point here is what would you already give away for free in terms of service or product in order to get in your customer probably a lot

[5:20] YouTube https://youtu.be/qpQvdBFW_yI?t=313 || 7 Ways To Get Customers for Free
especially if you know that a referral is worth a lot of money and this is where it gets this is where the money this is where it gets magical okay is that what you do is you say Hey I'm going to be giving these gift cards away only to my existing customers and you can only give them to other people for the holiday season now I'm going to

[5:37] YouTube https://youtu.be/qpQvdBFW_yI?t=330 || 7 Ways To Get Customers for Free
limit them this is a key Point limit two per customer because that also gets everyone to buy two so that they refer you to customers and so that customer now buys two 90% off coupons that they have to give to two individual people that they can't use on themselves and when they make the purchase you say who

[5:52] YouTube https://youtu.be/qpQvdBFW_yI?t=345 || 7 Ways To Get Customers for Free
are you want me to make this gift card out too and guess what happens there by making the gift card out to somebody you also capture the lead and so you get two 6 minutes referral leads that you get paid for this is what I'm saying you get paid for the referral lead everybody else you have to pay money to get leads here you

[6:08] YouTube https://youtu.be/qpQvdBFW_yI?t=361 || 7 Ways To Get Customers for Free
get paid to get leads all right big difference here so whatever if you want to get really nuanced about it you could just make it your cost to acquire customer but I think it's form more compelling to make it whatever your base unit is with the assumption that you know that you're going to be able to bring this person in and then upsell for the levels of service and then use that

[6:23] YouTube https://youtu.be/qpQvdBFW_yI?t=376 || 7 Ways To Get Customers for Free
gift card against that and so obviously we ran this in the brick and mor gym space which is where I started and so we would run say a $200 gift card which is about a month and you get 90% off so that people would pay 20 bucks for $200 gift card and now they look like amazing family members they're like hey I gave you a $200 gift card and you $200 gift

[6:39] YouTube https://youtu.be/qpQvdBFW_yI?t=392 || 7 Ways To Get Customers for Free
card to my gym the person comes in with the card because you have their number so you can text them and follow up and then you put an expiration date on the gift card this is very important is the expiration on the the gift card needs to be 30 days because you want them to use it as fast as possible this is an year long thing you need to put urgency to

[6:54] YouTube https://youtu.be/qpQvdBFW_yI?t=407 || 7 Ways To Get Customers for Free
get the lead in the door so then you follow up and say hey Sandra G uh gave you that gift card uh let's get you in here and then when they come in you have that $200 thing at the base level you give the free month that you'd be happy to do anyways and you get their card right their credit card or you can take that and say hey I think you'd be a best

[7:10] YouTube https://youtu.be/qpQvdBFW_yI?t=423 || 7 Ways To Get Customers for Free
suited for the $2,000 package I'm going to take the 200 put it against that and boom now I took my $200 gift card put it against something that's 10 times more expensive they got 10 really 10% off and I still got paid 20 bucks for the lead and to make the sale and think about the math here so like if you have a big customer base and you sell two per

[7:26] YouTube https://youtu.be/qpQvdBFW_yI?t=439 || 7 Ways To Get Customers for Free
customer and you have call it 200 customers in your base uh and you get you know 30 of them to buy two cards each that's 60 cards that you give out and you're going to convert a huge percentage of those cards so you bring 50 of those 60 in the door and you're going to close a big chunk of those people and depending on the price point multiply that by your price take out the discount there you go so you don't lose money for three reasons one you're not

[7:48] YouTube https://youtu.be/qpQvdBFW_yI?t=461 || 7 Ways To Get Customers for Free
paying cost to acquire the customer two the amount that the thing that you're giving away as a discount is something you should be comfortable giv away that you would normally give away as a lead Magnet or a free level of service just to customer anyways and so when you have a normal way to get a customer you usually have some sort of promo and you

[8:05] YouTube https://youtu.be/qpQvdBFW_yI?t=478 || 7 Ways To Get Customers for Free
have a cost to display that promo to people in terms of advertising you pay neither of those costs and then you make money because you're still getting paid by the customer to get the gift card and then the third way that you can offset this is that you can still sell them into something that's far more expensive and so at the very worst case scenario

[8:20] YouTube https://youtu.be/qpQvdBFW_yI?t=493 || 7 Ways To Get Customers for Free
you make a little bit of money on the discounted cash to give away an a level of service that you're comfortable giving away anyways so the second one is super tactical and it's a very specific point in the sales process and so when someone comes up to you and says hey I want to buy these Services can you give

[8:37] YouTube https://youtu.be/qpQvdBFW_yI?t=510 || 7 Ways To Get Customers for Free
me a discount we've all heard this hey can you make it a little less hey can you give me a homie hooko hey I know somebody do you think you could uh blah blah blah blah right so you say sure I'd love to just give me the name of three friends and I'm happy to give you the discount and so by doing that you can immediately say like because what

[8:54] YouTube https://youtu.be/qpQvdBFW_yI?t=527 || 7 Ways To Get Customers for Free
happens they walk into a trap because they're they're going to like lean in as soon as you say oh I can totally give you that discount just give me the name of three friends and then all of a sudden they're like oh it's like yeah I will happily do that if you do something for me and be amazed at how many times that actually works I'm like oh so if you just want me to introduce you to

[9:08] YouTube https://youtu.be/qpQvdBFW_yI?t=541 || 7 Ways To Get Customers for Free
three friends for your service or whatever you'll give me this discount I say sure but we do that right now and you got to make the introduction and so by doing that you lock in three leads they get the discount that you might have been willing to give before I personally never discount unless there's a change in terms and so either I change

[9:24] YouTube https://youtu.be/qpQvdBFW_yI?t=557 || 7 Ways To Get Customers for Free
what I sell or they have to do something for me and so this is the second way which is they basically do some average iing on my behalf and so in exchange I give them the discount because I'm paying that discount is my cost to get those leads which I'm willing to pay for if someone's asking for a discount I mean again everything's going to come

[9:40] YouTube https://youtu.be/qpQvdBFW_yI?t=573 || 7 Ways To Get Customers for Free
down to what is your cost you acquire customer normally and so if I figure I'm going to convert one out of these three referrals then I would say 1/3 of CAC times three so 1X CAC your cost to acquire customer whatever it normally is is what I'd be willing to give as a discount on the main thing and as you become more experienced with this you

[9:55] YouTube https://youtu.be/qpQvdBFW_yI?t=588 || 7 Ways To Get Customers for Free
start to get more and more predictable metrics and in the beginning I just want this to work you can start fine-tuning hey I'll give you a 100 bucks per referral or whatever now the second way that you can do this is that instead of offering the discount you can offer more service that's an equivalent amount and the reason you do that is because let's

[10:12] YouTube https://youtu.be/qpQvdBFW_yI?t=605 || 7 Ways To Get Customers for Free
say I charge $200 for my thing and it actually cost me $40 to deliver if someone says hey can I get a $200 discount I say I'll do you one better I'll give you $400 of service for free if you send me the person now the $400 of service to me only cost me 80 bucks but the perceived value of the $400 of

[10:28] YouTube https://youtu.be/qpQvdBFW_yI?t=621 || 7 Ways To Get Customers for Free
service actually makes it even a bigger quote discount for them to get the thing and send me the traffic and so it's the second version kind of 2A and 2B of that second strategy and if you want to hear how to take the referral process I just outlined and put it on steroids I have a course that goes with this book it's $100M Leads: How To Get Strangers To Want To Buy Your Stuff (Hardcover) acquisition.com

[10:44] YouTube https://youtu.be/qpQvdBFW_yI?t=637 || 7 Ways To Get Customers for Free
free calm down that's on my site at acquisition. comom you can click the leads course you don't even have to opt in for it and just go to the Affiliates chapter it's a 45 minute video I think is that breaks down everything that you can do to get more customers by partnering with people who send you customers on a regular basis and number three is actually a permutation of number two but just done instead of on the discount you do it on the positive you say hey so you ask for $100 discount

[11:07] YouTube https://youtu.be/qpQvdBFW_yI?t=660 || 7 Ways To Get Customers for Free
how about I do you one better I'll give you $200 of extra stuff and the reason I'm willing to do that as a business owner you don't say this this me explaining to you the $200 of service or stuff might cost me 40 bucks whereas giving $200 off the price is going to cost me hard cost $200 and so I'd rather

[11:23] YouTube https://youtu.be/qpQvdBFW_yI?t=676 || 7 Ways To Get Customers for Free
give you $400 of value for 40 or 80 bucks of cost so actually reduce what my effective discount is but I also increase the value for the Prospect and one of the nice valuable things here is that you're just encouraging a customer to use your service more or use your product more which is always a good

[11:39] YouTube https://youtu.be/qpQvdBFW_yI?t=692 || 7 Ways To Get Customers for Free
thing and the fourth version of this is one that I used all the time and it crushed for me and so what I did was as soon as the sale was over I would say hey do you to know how you can get this stuff for free and every time I did this when we'd have our sales 30% of our sales for every one of our promotions

[11:54] YouTube https://youtu.be/qpQvdBFW_yI?t=707 || 7 Ways To Get Customers for Free
would come from people using the word of mouth the referral strategy that I'm about to talk talk about all right so it works really well and so at the end of the sale they already got you already got the card they already signed up and you say hey by the way do you know how to get this for free everyone leans in they're like yeah of course I want to learn how to get it for free so now

[12:09] YouTube https://youtu.be/qpQvdBFW_yI?t=722 || 7 Ways To Get Customers for Free
we're not talking about discounts we're talking about how do I get it free and so what you say is hey if this thing's 500 bucks you say for every person you bring in I'll give you a 100 bucks in cash and it was a real $100 cash check that I would give these people and so I had so many people I had have nurses or teachers who had h networks of people that they worked with on a regular basis and said hey you want to do this weight

[12:33] YouTube https://youtu.be/qpQvdBFW_yI?t=746 || 7 Ways To Get Customers for Free
loss challenge with me or whatever it was and so I would have one girl come ref me 10 people make 500 bucks and I would get 10 customers from this one person now that was obviously on the sale not on them making the introductions that was the big difference between the the first two and this one is I would say it was only

[12:49] YouTube https://youtu.be/qpQvdBFW_yI?t=762 || 7 Ways To Get Customers for Free
after the fact after the sale that they'd be able to get the 100 bucks but that slayed for me I've tactically executed this two different ways in my career way number one is that underneath of my contract I had all the names of the referrals always listed out there and that would remind me and my sales

[13:04] YouTube https://youtu.be/qpQvdBFW_yI?t=777 || 7 Ways To Get Customers for Free
guys to ask for that referral and also know that that person would be attributed back to that customer remember I came from you know analog brick-and mortar I printed out contracts okay the second way is to just do the digital way which is hey introduce me right now with your friend which I'll show you the real tactic on that uh in

[13:21] YouTube https://youtu.be/qpQvdBFW_yI?t=794 || 7 Ways To Get Customers for Free
one of the one of the future ones because it's really good which leads me to number five which is referral at success and so the moment that someone has some big thing you just finished painting their house or you put their garage door in or you train their dog or you help them lose weight there's a moment of transformation that you have and a lot of times that's where you

[13:36] YouTube https://youtu.be/qpQvdBFW_yI?t=809 || 7 Ways To Get Customers for Free
capture testimonials now for sure capture the testimonial but right afterwards they're amped they're feeling good they love your service they just experienced it when you say hey you're amazing how many other amazing people like you do you know and usually they're like I don't know and then they start giggling whatever and you're like

[13:53] YouTube https://youtu.be/qpQvdBFW_yI?t=826 || 7 Ways To Get Customers for Free
awesome can we take a picture together to commemorate the moment and then they say yes it's like let me give your phone so you take their phone you do a selfie and say hey let's take this picture who do you know that we can send this to that we can invite them in so we can do this with them and by making that ask and you do it from their phone you text

[14:09] YouTube https://youtu.be/qpQvdBFW_yI?t=842 || 7 Ways To Get Customers for Free
yourself through their phone with the picture of you the outcome and them so if it's you and the dog or you and the garage or just you and them skinny right you text them and say hey this is Sandra you should meet Alex and I used to joke around and like be like Alex is the coolest guy of all time he's he's the

[14:25] YouTube https://youtu.be/qpQvdBFW_yI?t=858 || 7 Ways To Get Customers for Free
most amazing man you should to CU like they knew that I was texting as them um and they would get a laugh out of it and so mind you this is where you have to have rapport with a customer if you don't have Rapport then this isn't going to work but for me this is why having it at the success moment it's like you've literally demonstrated the result in

[14:40] YouTube https://youtu.be/qpQvdBFW_yI?t=873 || 7 Ways To Get Customers for Free
front of you to someone they know and then that person is making the introduction being like dude you've got to check this place out it's awesome they have the best crepes or they have the they totally fixed my garage and you said you were you were looking at at fixing it look how nice mine looks whatever it is and that worked amazingly well to get referrals at the point of

[14:56] YouTube https://youtu.be/qpQvdBFW_yI?t=889 || 7 Ways To Get Customers for Free
success and so you'll notice the through line here is that it each of these moments if someone ask for a discount boom you can get a referral if you want to get a referral you can add in a bonus uh or you can flip the discount into a bonus you can just ask them uh on a regular basis hey how do you want to know how to get this for free which slay

[15:13] YouTube https://youtu.be/qpQvdBFW_yI?t=906 || 7 Ways To Get Customers for Free
for me you can do the version here we're at the point of success you take the picture and you do the three-way introduction all these versions work obscenely well no matter how big your business is to get more customers in the door let's get the next one if you're watching on YouTube tell me which of the seven you're actually going to do not what you think would be cool or what you thought was neat which one can you do

[15:30] YouTube https://youtu.be/qpQvdBFW_yI?t=923 || 7 Ways To Get Customers for Free
and Implement in the next 30 days number six the next one is a handwritten card strategy so here's how it works you pair handwritten cards with in-person events or virtual events but it works especially well for in-person events and so if you have a member appreciation event or some sort of Workshop or something that you're going to be

[15:46] YouTube https://youtu.be/qpQvdBFW_yI?t=939 || 7 Ways To Get Customers for Free
holding on a quarterly basis or whatever Cadence you have on I'd recommend doing this at least quarterly if you have especially a local business and so you invite the customers in and it doesn't have to be high budget it's just supposed to have some fun have some food it can be a pot lock whatever and so you invite all the customers uh there and

[16:02] YouTube https://youtu.be/qpQvdBFW_yI?t=955 || 7 Ways To Get Customers for Free
the way you do that is you write a handwritten card thanking them for their patronage and saying this is your invitation you're cordially invited to the quarterly or semiannual uh you know painters R R Us event whatever right and so you invite them to this event for you to appreciate them now you say PS This

[16:19] YouTube https://youtu.be/qpQvdBFW_yI?t=972 || 7 Ways To Get Customers for Free
is key PS on the letter you say if you take a screen screen if you take a picture of this letter and you text it to a friend of yours they can use that to get into the event they can have all the food and all the drink they want and they can come with you and if you want just so that I know them before they come in the door just do a three-way text with me and you can send that

[16:35] YouTube https://youtu.be/qpQvdBFW_yI?t=988 || 7 Ways To Get Customers for Free
invite like you sending it to them and by doing that you can collect a bunch of leads and you say hey it's also all people are welcome and so they can then bring other people with them to your event and when we would do this you get 30 to 50% of the room would be people who were friends and plus ones of the

[16:50] YouTube https://youtu.be/qpQvdBFW_yI?t=1003 || 7 Ways To Get Customers for Free
people who are coming to the event and then at the event all day long think about this all the people were there love you enough to show up to your event and so they're all talking about how awesome you are whatever the thing is and you're providing stuff to them you're giving them food you're giving them drinks you're ging entertainment you're walking around you're kissing baby shaking hands and so you seem like

[17:05] YouTube https://youtu.be/qpQvdBFW_yI?t=1018 || 7 Ways To Get Customers for Free
mayor of the town so you get great positioning and then all you do is as you go one-on-one you say hey let's talk on Monday hey let's get a time set up blah blah blah blah and all you do is you set a shitload of appointments don't sell there just set follow-up appointments so that it's fun it keeps it chill and that way you can collect a ton of leads and after they've met you once in person they're not going to

[17:22] YouTube https://youtu.be/qpQvdBFW_yI?t=1035 || 7 Ways To Get Customers for Free
ghost you on the next thing and the likelihood they buy because their friendss already there they already literally consume something from you the reciprocity laws that it's highest amount and so they're really likely to buy so uh two quick tactical things that I learned the hard way uh don't book these too far out like if someone's like

[17:37] YouTube https://youtu.be/qpQvdBFW_yI?t=1050 || 7 Ways To Get Customers for Free
hey I can do it two Eastern I'm like girl you're here right now I was like get in on Monday I was like let's coaching starts now let's go you know what I mean like I would like I always try to have that kind of like playful Rapport so I can get people in faster because obviously Interest wains really quickly and so you have a very small period of time where motivation is super

[17:52] YouTube https://youtu.be/qpQvdBFW_yI?t=1065 || 7 Ways To Get Customers for Free
high and so we want to capitalize on that moment and after the event happens and I've already booked them I treat them like a normal lead so I'm going to still work them send reminders all the normal stuff you do number seven is the spouse request so this is a good one so if you have a service that a spouse can do with them so that could be like wine

[18:08] YouTube https://youtu.be/qpQvdBFW_yI?t=1081 || 7 Ways To Get Customers for Free
and paint night that could be like I said weight loss that could be therapy that could be anything that somebody could do you ask them so basically it proact the obstacle so you get to be aggressive on it and say hey does your husband support you in this hey do you think this would help your husband out

[18:26] YouTube https://youtu.be/qpQvdBFW_yI?t=1099 || 7 Ways To Get Customers for Free
and or your wife out whatever and by doing that you say hey we have an amazing uh spouse program and we've actually seen that people who do it with their spouse and this is this is the key part of it is you want to have some sort of stat that's associated with it that shows that oh people who do with their spouse are three times more successful

[18:41] YouTube https://youtu.be/qpQvdBFW_yI?t=1114 || 7 Ways To Get Customers for Free
and by doing that then it's like well you want to be more successful and so I would strongly like I don't use the word mandatory and I would even say this in the scripting I never say the word mandatory but unless your spouse has a reason like they their foot fell off or they're you know about to go to the

[18:56] YouTube https://youtu.be/qpQvdBFW_yI?t=1129 || 7 Ways To Get Customers for Free
hospital they're crazy if unless it's one of those reasons they should come with you because I think it's going to it's going to it will be far more long- lasting whatever the transformation is it'll be far more effective whatever our our intervention is and you're going to have a much better experience and you'll have support here and at home which makes it way more likely that you'll win

[19:12] YouTube https://youtu.be/qpQvdBFW_yI?t=1145 || 7 Ways To Get Customers for Free
and the last one is a bonus one which is a friend of mine runs massive massive online challenges so this isn't just brick and mortar or just service businesses like it works for any business and you just have to think how can I make this work for my business not it won't work for my business because I promise you that is The Voice of the

[19:29] YouTube https://youtu.be/qpQvdBFW_yI?t=1162 || 7 Ways To Get Customers for Free
loser like beating you into losers ship okay literally just in all messaging he had all he did for an entire campaign was simply remind people in every piece of content in every piece of messaging in every ad and every post that he did throughout the entire campaign was he just said hey be sure to bring a friend it's far more likely that you'll succeed you're going to love this if you do this together and he just said it every time

[19:54] YouTube https://youtu.be/qpQvdBFW_yI?t=1187 || 7 Ways To Get Customers for Free
and at the end of his campaign and he's getting million plus customers when he runs these campaigns so massive massive massive scale 25 to 30% of the customers that came in from the campaign were from Word of Mouth were from unattributed sources and when he didn't do this it was almost nothing and so he attributed

[20:11] YouTube https://youtu.be/qpQvdBFW_yI?t=1204 || 7 Ways To Get Customers for Free
that big jump to making sure that he wo in the bring a friend that bring someone else that you're going to be more successful that you'd have more support you'll get faster results if you do it together and so I would encourage you obviously these tactics that I just outlined give you when someone asks for

[20:27] YouTube https://youtu.be/qpQvdBFW_yI?t=1220 || 7 Ways To Get Customers for Free
a discount how to do it if it's the holidays you use the gift card if someone has a great success that's the moment if you want to get an event you use it to use as a referral event all of these tools are things that you can use at specific moments but the big overarching one is that if you know that you can generate about 30% of your leads

[20:43] YouTube https://youtu.be/qpQvdBFW_yI?t=1236 || 7 Ways To Get Customers for Free
and this is just what I've seen across our businesses by implementing these strategies you get 30% more customers by just asking and actually weaving this in and not being lazy about it it's an obscenely easy way to get customers that are free pay more more stay longer and 21 minutes refer you more customers everybody want to get customers but ain't nobody want to ask for referrals


VIDEO
TITLE: The “Assumed Close”: How to Close Deals Without Resistance
URL: https://youtu.be/xy1h4qqF778
PRIMARY_TOPIC: closing
TOPICS: closing, closing, upsell

[0:08] YouTube https://youtu.be/xy1h4qqF778?t=1 || The “Assumed Close”: How to Close Deals Without Resistance
traveling to come back home or something. And during a layover, I saw this guy that I used to go to college with and he uh he was I didn't think this guy was like that much smarter than me and like definitely didn't like I was in some classes. I was like, I don't think this guy is that bright. And he

[0:22] YouTube https://youtu.be/xy1h4qqF778?t=15 || The “Assumed Close”: How to Close Deals Without Resistance
sits down next to me and he says uh he's like, "Oh, how's how's your gym? I heard you got a gym." And I was like, "Oh, you know, it's going well." I was like trying to be cool. And he's like, "Yeah, I've got this supplement store." Um, and I was like, "Oh, that's awesome." He's like, "Well, I've got two locations

[0:34] YouTube https://youtu.be/xy1h4qqF778?t=27 || The “Assumed Close”: How to Close Deals Without Resistance
now." I was like, "Oh, well, fancy you." Um, and I said, "Well, what do you guys do like a month?" He says, "I don't know. We do like 70 80,000 a month." And I was like, "In supplements?" He was like, "Yeah." And at that moment, it was like my mind broke. I was like, "If this guy can do this, I'm going to

[0:51] YouTube https://youtu.be/xy1h4qqF778?t=44 || The “Assumed Close”: How to Close Deals Without Resistance
find a way." Like, I was like, "I've got this whole gym full of people and I don't sell them supplements." And so when I came back, I was like 100% committed to selling supplements. I was like, I'm going to figure out how to do this. And every single client that would walk into my facility after I would sell

[1:04] YouTube https://youtu.be/xy1h4qqF778?t=57 || The “Assumed Close”: How to Close Deals Without Resistance
them our service package, I was like, "Hey, buy these supplements." Right? Uh and they were like, "No, uh I'm not going to." And uh it felt horrible. And I literally just again and again and again, I just kept getting beat up. And I had bought all this inventory after I talked to that guy. And so this cash is

[1:20] YouTube https://youtu.be/xy1h4qqF778?t=73 || The “Assumed Close”: How to Close Deals Without Resistance
just sitting on my shelf. And I was like, "I have to find a way to move this stuff." And so one day I think I had 15 or 20 consultations. So I I had sold a bunch of people into a new program that was starting and I was doing all the one-on-one orientations and I was probably like 15 orientations deep and I

[1:34] YouTube https://youtu.be/xy1h4qqF778?t=87 || The “Assumed Close”: How to Close Deals Without Resistance
just had no after no after no after no. And finally I was sitting down and this nice lady walked in and she had like a nice ring and a nice purse and I was like, "Okay, if I don't sell this woman, I'm going to kill myself." And so and she was like super upbeat and anybody who's ever done sales like you know when

[1:50] YouTube https://youtu.be/xy1h4qqF778?t=103 || The “Assumed Close”: How to Close Deals Without Resistance
you see that person you're like I'm definitely closing this one. like I I have to close this one. Like this is how I pay my bills. And so she sits down and I remember getting to the end of the presentation and I just said instead of my normal pitch around like hypertrophy and maintaining lean body mass and just

[2:05] YouTube https://youtu.be/xy1h4qqF778?t=118 || The “Assumed Close”: How to Close Deals Without Resistance
a whole bunch of jargon that she would never even understand. I said, "Hey, uh so with the program, I was like, "Do you want to do uh you want chocolate or vanilla for your protein?" And she was like, "Which one do you like?" I was like, "Chocolate." She was like, "All right, I'll take one of those." And I

[2:19] YouTube https://youtu.be/xy1h4qqF778?t=132 || The “Assumed Close”: How to Close Deals Without Resistance
was like, I didn't want to scare her away. So, I was like, uh, I've got, uh, for the the pre-workout, do you want to do kiwi or strawberry? I I like the kiwi. She was like, okay, I'll do that one. And I didn't want to sell anymore because I was afraid that she would somehow back out. And so, and I didn't want her to

[2:38] YouTube https://youtu.be/xy1h4qqF778?t=151 || The “Assumed Close”: How to Close Deals Without Resistance
like make any other purchasing decisions, so I said, "Do you want to just use the card you have on file?" And she was like, "Yeah, that's fine." And then I took these off the shelf and I and I slid them over to her and she grabbed them and she smiled and she walked out of the facility and I made my first supplement sale and I was like,

[2:56] YouTube https://youtu.be/xy1h4qqF778?t=169 || The “Assumed Close”: How to Close Deals Without Resistance
"Holy shit." I didn't even talk at all about what these even did or how to take them or what the benefits were. I just simply asked her which one she wanted. And the key was I didn't ask her whether she wanted them. I asked her which one she wanted. And as soon as I realized that, that is when I was introduced to

[3:18] YouTube https://youtu.be/xy1h4qqF778?t=191 || The “Assumed Close”: How to Close Deals Without Resistance
the assumed close. All right? It is one of the strongest upsells in all of business. All right? Like, I can't tell you whenever whenever I hear someone, if there's ever a sales process that generates tons and tons of traffic and they're closing anywhere in the 80% plus range, I usually know that it's an

[3:37] YouTube https://youtu.be/xy1h4qqF778?t=210 || The “Assumed Close”: How to Close Deals Without Resistance
upsell. All right? And the beauty of an assumed close is that the prospect is choosing between two options that both are buying from you rather than whether or not they're going to purchase. And so the beauty is if you can construct your conversations in a way that makes the sales seamless and make it assumed that

[3:53] YouTube https://youtu.be/xy1h4qqF778?t=226 || The “Assumed Close”: How to Close Deals Without Resistance
they're going to have this extra thing with your program, you can immediately upsell a big big big percentage of customers. Whereas maybe normally you might close one out of three or one out of four or if you're really good, one out of two of customers who walk in the door. with an assumed close as an

[4:07] YouTube https://youtu.be/xy1h4qqF778?t=240 || The “Assumed Close”: How to Close Deals Without Resistance
upsell, you can sell nine out of 10, nine and a half out of ten of the people that you sit in front of and you can close them at higher tickets at higher percentages. And part of the reason is because in an upsell opportunity, you're selling to a customer who already knows and trusts you, right? And if you pair

[4:22] YouTube https://youtu.be/xy1h4qqF778?t=255 || The “Assumed Close”: How to Close Deals Without Resistance
the fact that they already know and trust you with the fact that you already have a purchase that's already happened, you have their their information on file and then you simply present them with an eitheror option that both include buying, you will typically get a huge percentage to take that option. And so

[4:37] YouTube https://youtu.be/xy1h4qqF778?t=270 || The “Assumed Close”: How to Close Deals Without Resistance
um this this assumed closed rapidly transformed my business. I ended up making just as much if not more from the supplement sales in profit than I did from my actual facility. Uh it became a staple in all the locations that I had. I was able to cover all of my advertising expense simply from the upsells. And so that took all of what

[4:55] YouTube https://youtu.be/xy1h4qqF778?t=288 || The “Assumed Close”: How to Close Deals Without Resistance
used to be my service revenue and just turn that into profit because I could cover all my acquisition costs simply with the upsells. Um I taught this to all of the facilities that we had and they ultimately use that for uh selling Prestige Labs, which is the brand of supplements that we have that pays

[5:08] YouTube https://youtu.be/xy1h4qqF778?t=301 || The “Assumed Close”: How to Close Deals Without Resistance
really really high margins for gyms. Um, and so that single experience where that lady, bless her soul, just said yes to the either or option is what significantly changed a huge part of my life. And so anyways, I hope uh you take something from that. I hope there's there's something you can look in terms

[5:25] YouTube https://youtu.be/xy1h4qqF778?t=318 || The “Assumed Close”: How to Close Deals Without Resistance
of your sales process, in terms of something you could upsell. It doesn't have to be a product. It can be a service. Um, it could be, you know, it can obviously be any kind of retail stuff. Physical products is really easy because you already sold service. a next that you want to think about what's the

[5:36] YouTube https://youtu.be/xy1h4qqF778?t=329 || The “Assumed Close”: How to Close Deals Without Resistance
next natural thing that they're going to want to need or or want or going to have to normally buy on their journey. And if you're like, I don't know how to find something like that, you just simply look at what the normal things that a normal that a customer will buy in addition to your services as a result of

[5:49] YouTube https://youtu.be/xy1h4qqF778?t=342 || The “Assumed Close”: How to Close Deals Without Resistance
the decision. You know, fitness is an easy one. People will go buy clothing, uh fitness clothes, they buy shoes, they might buy some at home stuff, they might start downloading some apps, they might get different groceries. Uh so that's food or food prepping, food prep materials, a crockpot, like all of those

[6:03] YouTube https://youtu.be/xy1h4qqF778?t=356 || The “Assumed Close”: How to Close Deals Without Resistance
things are things that be accompanied, then obviously supplements. And so a lot of times when a consumer makes a decision to work with you on a service side, there's other additional purchases they're going to make. And if you can if you can if you can predict what those are, which you should know, and weave

[6:16] YouTube https://youtu.be/xy1h4qqF778?t=369 || The “Assumed Close”: How to Close Deals Without Resistance
those into your sales process as an eitheror decision, you will usually get a very big percentage to uptake. And a lot of times those upsells can be all profit for you and even offset the entire cost of acquisition of getting a new customer. So, I can't even stress how how impactful this was on my life.

[6:31] YouTube https://youtu.be/xy1h4qqF778?t=384 || The “Assumed Close”: How to Close Deals Without Resistance
And so, anyways, hope you found that valuable. Hope that was cool. Um, if you like this stuff, you know, like, subscribe, all that kind of jazz. Um, and I think I've got some trainings that you can go through for free and go click do that. And, uh, catch you soon.
