We're gonna be talking about about sales and I'm going to be sharing some some some things with you about just just how to get how to get better at sales i mean you know we tell we tell our clients our students this all the time it's like success comes down to two things systems, and skills. Okay, we can, you know, either develop the systems for you or show you how to develop the systems or help you develop the systems, but the skills is something that that you know is going to come through taking action, right, and it's going to come through, you know, having prospecting conversations and and exposing people to your offer and we've got systems, you know for tracking that and, you know, really keeping our members accountable to make sure that they are doing the income producing activities.
But, you know, this is really, this is really not about the systems, this is really about developing the skills, because I am a big believer in the fact that if you can, if you if you can generate leads at will and on demand. You know, like that's just a skill that I have developed over the years to the point where, you know, I just lead generation and traffic generation it's, it's, it's just so systemized now that I don't even, you know I've gotten so good at it over the years that, that it's, it's, you know, something that we do on a daily basis.
Like, right now, I mean there are people that are clicking on our ads that are you know that are watching our videos that are, you know, while I'm sitting here talking to you or well I'm, you know, out snowboarding or while I'm sleeping or, you know, we, you know, I regularly wake up and a lot of our students regularly wake up to a calendar filled with, you know with with prospects that weren't there the day before.
And that's really the goal that you know that you want to get to, but it's like you wish you can do that, right, and you can convert those people into sales, right like you can actually get on the phone with them, you can lead them through a conversation that ends with them making some kind of a buying decision, or at least committing to a follow up call. You know, then you have the keys to the kingdom right if you if you can do those two things, you can put you can enroll them into any business that you want the business becomes completely irrelevant.
l'll them into any business that you want the business becomes completely irrelevant. At that point, you know, I really it really is the business is irrelevant because they are they're joining you because they're attracted to you and your leadership. Now that that's all I wanted to say just to kind of preface what we're going to be talking about here I don't even know like because because I'm here solo and, you know, I'm not gonna be like checking in with a group and see if you guys have questions or any, any of that. I'm just gonna share some really good stuff on sales and on how to turn you into a better, more effective, more profitable salesperson so you good with that. All right, let's go. And just share my screen here.
All right, three rules of sales. This is specifically related to like phone sales. But I would also say that this can absolutely relate to other types of sales selling that you might be doing, whether it's on a video or, you know, I guess maybe through messenger but we don't really, we don't really sell through messenger the whole Nope. The point of the messenger conversation is to get them on the phone. Right. So, if you're not regular getting people on the phone and you're like not getting the results that you want.
That's what you got to start doing you got to be able to, you know, people don't want to sit and talk to you for an hour over Facebook Messenger, it's like, you know, a little bit of back and forth, and then hey look I'm really busy, let's jump on the phone, you know, we've got we've got trainings about where we show people. In fact I think Stephens on here, you know, Stephen just dropped a training in the in the Facebook group about specifically how to do that how to take somebody from messenger conversation to a phone call.
Very, very quickly. And, you know, but I just want to let you know that this is really, it's designed for phone salesmen can work in other mediums as well so these are my three rules of sales.
Number one, it's your job to help the prospect make the best decision for them, it is your job as a salesperson, to help the prospect, make the best decision for them.
This means that you don't close everybody, even if you can and you don't, because you know anybody who's seasoned anybody who's been around the block a time or two in this in this game knows that, that, you know, there's nothing more expensive than enrolling the wrong person into the business okay so the goal is not to enroll everybody, the goal is not to close everybody
It's literally to position you know to put your offer in front of them, and then and then to help them to make the best decision for them.
Number two, what is best for them is almost always going to be outside of their comfort zone
And I know that people say this all the time it's like, you know, you got those those little means that are like, you know, here's, here's your comfort zone and here's like everything that you want in your life.
You know it's true we have, if we want to develop ourselves, we've got to get out of our comfort zone. It doesn't matter what level that you're at either. It's like for me there's no way that I'm going to get to the next level, there's no way that I'm going to create a multiple seven figure business, there's no way I'm going to take my seven figure business and turn it into a multiple seven figure business, unless I get out of my comfort zone.
There's no way you're going to go from where you are now to maybe a six figure business or go from a six figure business for seven figure business without like new levels and new levels is always going to come with you know new challenges, new things that you're going to have to learn. It's almost always going to be outside of their comfort zone.
Okay. And then number three, they are going to fight like hell to stay inside their comfort zone.
So that's what you're up against in sales.
Number one, it's your job to help the prospect make the best decision for them
Number two, what what is best for them is almost always outside of their comfort zone. And number three, they're going to fight like hell to stay inside their comfort zone, which means that if you want to be an effective salesperson, you've got to be able to, you've got to be able to challenge people to get out of their comfort zone because their comfort zone is their failure zone. Right.
And this this is a, this is an image right here of like you know that we just want the weak, I created like this visual representation of this. These backdoors right if you've ever had anybody tell you, like, I don't have the time or I don't have the money or, you know, I need to talk it over with my spouse or I need to think about it or you know i think that that business might be saturated or something like that right, any of these are these are all just excuses.
Right. And when I say they're gonna fight like hell to stay inside their comfort zone. That's what it's gonna look like when they when they are going to when they wouldn't rather stay inside their comfort zone, they're going to use the excuse of I don't have the time, I don't have the money, my spouse, whatever, right, and you need to get them to take a leap right there you have to get them to ignore all of these backdoors that they have. And you need to get them to take a leap into the unknown.
If you can do that. Right. You, you will never have to worry about money for the rest of your life, people that effectively can do that. And then there's some people that are so incredibly good at it, because they're mag you know they're their personality is magnetic they're there, and it's not like you have to have this big magnetic personality, I am an introvert, right I've gotten really good at this stuff, and I like, I don't know I'm, I've never been a very like outgoing very social person I don't think that I have a very big personality, whatsoever.
Right, I but but but I but I can talk to people in a way that that that sends a message to them that I am the leader that they're looking for. And that's what you have to be able to do to get them to take that leap with you into the unknown and ignore all of those backdoors okay guys let me know if this has been if you, if you've gotten anything out of this so far, just up to this point, you think that this is good, right if you think that this is that this is helpful if you're like, Okay, that's exactly what I need to do, if you agree that this that that you know you that that this is the name of the game here, right, that if you get good at this, then you have the keys to the kingdom, you know, let me know if you're in the Facebook group just drop a comment below, let me know that you're tracking with me and that you're that you're ready to roll with this country.
Okay. So, objections should be handled before they even leave your prospects mouth. Okay, so what do I mean by that objections should be handled before they even leave your prospects now so like time money like those those objections, right, you need to be addressing those things in the marketing before they ever get on the phone with you. Okay, because if you address those things early on.
Then when you win by the time you get on the phone with them, they will be so much easier to to close and to enroll and doctrine eight, all those things that were that we're looking to deal with our prospects. Okay, so the objection should be handled before Peter, Peter Drucker. He said he said that if if the marketing is done right, sales is irrelevant. So it What this means is that if you set up your marketing the right way, the way that we teach in our expert accelerated coaching program, and in you know in some of the done for you.
A services that we offer right if you set your marketing up in the right way, you can mess up on the phone, like, a lot, and still close them, because the marketing did such a good job of priming the prospects, means that we use this terminology all the time it's like, like priming the water pump you got to prime your prospects, before they get on the phone with you, and the ones that know how to do that effectively and that can really set them up to that when they do get on the phone with you.
They already know what it is that you have they already a lot of their objections have already been answered. Right. It's like then all you all you got to do is just grab that authority frame, ask them a few questions and then close them into the deal. Now, here's some of the things that you're looking for, because when you're having prospecting conversations, you know there's there's, there's some, there's a lot of times when you're actually going to, like, you want to disqualify people, and you want anyone to be able to to identify based on the, the answers that they're giving you.
You want to be able to identify who are the people that you want to really pull in and we're the people that you want to like let go like, it's like you know you're it's like you're fishing you know you're going to some of the fish you're going to pull in others fish you're going to, you're going to, you know, take them off the hook and you're gonna throw them out. Okay, these are the 10 clarities This stuff is absolute gold.
When it comes to selling over the phone. Number one, pain, don't expect them to give you this right away so you're gonna have to like, you're gonna have to build some rapport first, you're gonna have to, you know, ask quite a few questions before, before you can say, okay, so you've been in this business for this long. You know, you your your x results now you're looking to get this, you know this Tell me, what's that been like for you.
Right, it's like, you want to get them to open up to you. And I think that's one thing that I've been able to do really, really well is that people. I think that one of my advantages as a salesperson be personally is that like I'm not an A type personality. Right. So, like I don't freak people out right i don't i don't like i don't i don't i don't scare people.
Right, so it's like because I'm very approachable and because I'm very, you know I like to think that I'm like, I'm easy to have a conversation with like people open up to me more than maybe they would with a different type of personality. Okay so identify you know maybe even identify what are some of your strengths, you know, is it something like that or is it you know is it maybe that you are a type personality, because you know there's certain things that the he personality, you know, you know hasn't does really well that I don't write but but you kind of want to find like it's almost like your sales language, what is that what is that for you.
Okay, you got to get them to open up with it with their pain, if they if they don't tell you any any pain if they don't trust you enough to share their pain their challenge their struggle, it's gonna be very difficult for, for you to present a solution to them right that they're there they're going to that they're going to part with right it's like it's like if what you're selling cost $500, you've got to get them to experience more than $500 worth of pain, in order for them to part with that $500 give that to you. Okay, and I'm just using that as an example.
Okay, number one is pain. All right.
Number two is cost.
The potential cost to them of not solving this problem. That's why when you you know when when you get them to open up to their, their pain their challenges their struggles their frustrations. It's like, it's like okay, then the next question is okay what what does that cost you right like like you know you've been you've been doing this business for you know x number of years, you don't have the results that you want.
Tell me what what is that costing you in your life right now. How is that affecting your relationships, how is that affecting your relationship with your with your spouse, with your kids. Right. How's that, what's that costing you in other areas of your life. See, because if you can get them to, to, to share that the cost. We've had I mean I've listened to two sales calls where people are just so masterful at this. It's like, they've got them to, they've got the prospect to basically say, like, like, Okay, well, so your goal is to be at $10,000 a month you're currently at $2,000 a month.
Right. So, so in and in I don't have like a super specific example of this, but it's like the product that the salesperson has been able to get them to see the fact that it's actually costing them $8,000 a month to continue going on in the way that they're going on right now because of the gap right and that's that's another, that's another thing that you've got to really get really good at identifying if you want to get good sales is you got to be able to identify the gap right between where they are now and where they want to be. And you got to be able to bridge that gap, okay and that's why I have pictures of bridges here in my office like these two pictures.
That's the Brooklyn Bridge right there that's the Golden Gate Bridge right there, because when I do these things and I have these, you know little cues all around my office to remind me that I am the bridge right I'm the I'm the person that helps them to bridge the gap between where they are now and where they want to be right like I would definitely suggest if you're wondering if you take this stuff seriously.
And if you want to be, you know, an effective professional salesperson who you know make sales and enrolls people at will and on demand. Then, you know, do things like that, you know, add a little, little cues and little reminders around your office that other people might not know what it is but you do. Okay, so you got to get them to see the potential cost of not solving the problem.
If you can get them to see the cost of not solving the problem out ways, like I said, outweighs the cost of us do staying where they're at, so I'll straight up ask somebody like, look where do you think that you're going to be in your business six months from now 12 months from now, it doesn't even have to be in your business. What is your life going to look like six months from now 12 months from now, If you don't solve this problem now.
They're like, Oh my god it's gonna, I mean I'm gonna be the same place I'm gonna be maybe even worse, you know, they it's like, it's so hard for them to stomach that because they don't like where they're at right now, then they're like okay, you know if you, if you do the other parts of this effectively, then they will have no problem handing over their credit card number three, clear desire and goal.
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Where do they want to be, what do they want to have in their life that they're not currently experiencing again this is the gap. Okay, you need to be able to identify the gap. Okay, but they but but this is one visit these are the 10 clarities right so one of the tech.
Number three, clarity
These are things that you need to get clear on, right, as you're having a conversation with them.
So these are the things that you need to identify and we do that through asking the right questions.
Okay, number four is a clear roadblock
Okay so you got like where they want to go or where they want to be is over here, where they are now is here, what is in the gap, like what is the roadblock what is the challenge, what is standing in their way of getting what they want.
So we'll just, you know, we'll just ask that flows very naturally in the conversation. Okay, so you said that you want to get to $10,000 a month, you're currently only making $2,000 a month.
Tell me, what's standing in your way what what what's the reason why you're not at the $10,000 a month already. And we really want them to take some responsibility here. We want them to identify that it's because of something that they don't know, something that they don't have, you know, maybe that's mentorship, maybe that's a, you know the right income, creating vehicle, right, it could be a lot of different things but what is the what is the Roadblock.
What is standing in their way and if they if they say well I don't really have much support? I don't really, I don't know what I don't know, it's like okay well then we can fill that gap, because that's all we're doing is we're just looking for a gap and then we're looking so that we can so that we can insert ourselves, our offer our product or business opportunity inside to get to solve the problem that's what we do as entrepreneurs we are professional problem solvers that's what that's how you need to start thinking about yourself.
If you want to get good at this stuff is that you are a professional problems or maybe even start to write that in your journal, you know, or just write it down affirm that regularly I am a professional problem solver, the more problems that you solve for people, the bigger the problems that you are that thought that you can solve for people, the more money that you're going to make there's a direct correlation between how successful you're going to be, and the size of the problems and the amount of problems that you solve for other human beings.
Okay, number five is doubt doubt that they can do it on their own.
Okay so again this flows very naturally in the conversation. Okay, well what do you think it is that's standing in your way. Okay. Okay, great. Well, what's it gonna look like six months from now 12 months from now if you don't, if you don't, you know, overcome this. It's like you're creating doubt in their mind, that, that they're not going to be able to do much and it's true right it's like they're not going to be, they've been trying it up to they're like doing it on their own. Up to this point and they've got the results that they've got right so it's only natural to create some doubt, because, because if they keep doing it the same way they've been doing it they're gonna keep getting the same results.
Okay. Number six is finances
You need to you need to get an understanding of their financial situation and their willingness to use resources or to find new resources. Okay, so we can have this flow very naturally in the conversation as well okay great so you know you say you want to be here you're here right now you say you want to be here. Let me ask you, have you set any resources aside to start a business to invest in your business to grow your business. Okay, and if they say, you know, that if they say no, then it's like, Okay, the next question is well. Are you willing to get resourceful.
Okay and all that means is just, are you willing to, you know, think outside the box a little bit and not because because, as an entrepreneur. It's like we want to train them to start thinking like a real entrepreneur, and real and real entrepreneurs think in terms of investing right they don't they don't think in terms of cost, they think much more in terms of an investment than than a cost right so it's like, it's like.
Are you are you willing to get creative. And when it comes to investing in your future investing in solving some of these problems for yourself. Right, it's not like it's, you're not you're not you're not paying me money because I need to make a commission.
It's like, it's like all of this is about serving you. Okay, do you do you have resources set aside to solve this problem for yourself. Do you think that successful business owners use their own money or other people's money. That's a great that's a great way to, like, getting people to in the mind frame that like okay I might have to, I might have to leverage credit in order to to get started right there's been so many times when I personally have not had the money.
But I've seen an opportunity to, you know, to invest in myself whether it's getting to an event hiring a coach, you know, joining a mastermind of some kind, buying a course of some kind that helps me to, you know, bridge some gap that as you're dancing in my business at that point.
And I didn't have the money but what I did have was a deep desire to solve my problems, and to change my situation. And I guess what I found the money. I figured it out one way or another. And I did it in lots of different ways you know i mean I've like I've had that experience so many times where I did not have the money, lying on the nightstand.
But because I had the desire, one way or another, I ended up buying it because I knew that it was going forward. That's the way that you've got to be that's like, that's how you've got to be and if you want to attract people that are like that, then you've got to, you know, it starts with you. It doesn't start with them.
Number seven, spouse or partner
So, this can be really frustrating thing for a lot of salespeople is that you know you take them through the whole conversation, you get them to a yes. And then they're like, Okay, well, you know it's a yes for me but I still need to talk about it with, you know, with this other person.
So it's like it does make sense, early on in the conversation. Just say okay. Are you are you the one who can make this kind of decision, or do you have anyone else there's going to need to be, you know, that's going to be, you know, part of the decision making process.
And then if they say yeah you know my husband makes these decisions with me that it's like okay. Let's reschedule when we can have both of you on the phone, you know, rather than you trying to explain. You know what, you know what I did, you know this whole conversation, rather than you trying to explain it to him, one of the three of us just have a conversation.
Right, or even ask like are they supportive of your business, you know, do you do have is your spouse or partner a decision maker, are they supportive of you and if they are, then you might not even need to do that right because you know some, you know, some couples have to make decisions together others, you know, they do what they want.
And number eight is trust
Okay, they've got to have some trust in you and your company and your product. Okay, they've got so you need to you need to get them to trust you and one of the ways to do that is through.
Well, number one, effective marketing right and then number two is, you know, asking questions, leading them through through through the conversation because the more that they can see you as a leader and an authority. That's essentially what they're buying right they are buying your, they have to buy your leadership, before they buy your membership right and you do that just through asking questions just like we've been talking about this whole time. Number nine is timing.
Number nine is timing
Is this is this a now thing for you what, why is it okay so you know what's your life gonna look like if you don't solve this problem now what's your life gonna look like six months from now 12 months from now, if you don't, if you don't solve this now and they say well you know it's gonna, you know, it's gonna be like this and it's gonna, I'm gonna be frustrated over here and like you know my, you know, my life's gonna suck in the following ways right, it's like okay so it sounds to me like this is this is an urgent problem that you that you want to solve.
Would you agree, would you agree to that? You know, get them to say that yes, now is the time for me to resolve this problem, we're doing all of this by the way before we ever even get to any kind of pitch whatsoever. Right, so get them to get them to say yes to the fact that this is a now now now now why right now. Do you know is it the time for you to solve this problem.
Why is this a now thing for you? Just get really get really old, just get okay with with using words like, are you ready to solve this now, today, right, like urgency is important and again Again, remember, they're gonna fight like hell to stay inside their comfort zone. So they're going to try to tell you, like well you know two weeks from now is going to be better.
No. Now, it has to be now, because, because two weeks from now is just an excuse for you to stay in your comfort zone for another two weeks as your coach I'm not going to allow you know as your new leader I'm not going to allow that. I'm not going to allow you to continue to procrastinate like that.
And then number 10 is coachability.
It doesn't matter if you have a coaching program like we do. Or if you have, you know, a, you know, just, you know, a home based business product service opportunity that you're promoting right because because, you know, long before I ever had a coaching program. I positioned myself as their coach. Right.
Can I so can I coach you?
Is it okay if I challenge you?
I'm recognizing a pattern in you of procrastination. How is that affecting other areas of your life, you got you got to be able to you gotta be willing to call people on their B.S, because that bs is exactly what's holding them back in their business in their life in their finances.
If you don't, if you let them, just tell you whatever excuse and you just buy whatever excuse they give you right then you're just another person who's just buying into their their their their bs letting them go on, you know, living the same old you know mediocre life that they've been living for the last decade of their lives. Right.
And it's like, it's like, if you're if you're not willing to do that you're, you're caring way too much about yourself, you're not caring about that is, you're actually caring for people more when you are able to call them on the stuff that's holding them back in their life.
So, that's also a great way of, of getting them to kind of, you know, see you as a leader and an authority, it's like it's like if they say if they say all right you know what, you know that that's, that sounds good, but I'm just gonna wait another couple of months, it's like, Okay Can I can I coach you on this for a minute? do I get their permission to coach you or get their permission for you to coach them, and then say look, you just told me that that you know you want you want to do this, you know, for your kids for your family, you told me that your wife deserves a vacation that your kids deserve a vacation.
And now you're telling me that you're going to, you're going to put it off for another two months. I mean, were you just bullshitting me the whole time that you've been we've been having this conversation about what's important to you and your life.
See that that's kind of that's kind of the the level of trust and rapport that you that you get to, you know, if you go through this process right if you get through the other 10 clarities these 10 things that you want to be able to identify through asking the right questions.
Then you know at the end of the conversation, you can say things like that to them, and they will thank you for it because you have positioned yourself as their coach as their leader, as their advisor, they will be much more likely to not give you those bs excuses that they give to everybody else, and actually move forward with you because they just get the sense that you are, you know, that, that, that you're the leader that they're looking for, right, that, that, that you have a way for them to get from their point A, to their point B, faster, with more speed and pleasure and ease. And with that, I'm going to leave, I'm gonna leave you with that.
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