WEBVTT 1 00:00:00.000 --> 00:00:06.320 What's going on everyone? Happy Monday. Hope you guys had a media meals weekend. So we just got 2 00:00:06.320 --> 00:00:11.280 off the launch. We've done a few meals, which went amazingly well. Just super proud of the team. 3 00:00:12.160 --> 00:00:16.720 We went off without a hitch, 18 months of prep, and I'm just super excited to have that out. Now, 4 00:00:17.520 --> 00:00:23.200 what I wanted to talk about was sales, right? And this is probably the number one thing that 5 00:00:23.200 --> 00:00:28.240 I see that increases closing percentages. And so if there's anything that you ever take from 6 00:00:28.240 --> 00:00:33.840 any of the sales messages, this may be one of the most important ones, all right? And it has to do 7 00:00:33.840 --> 00:00:38.080 with belief. And what I mean by that is if I'm looking at a salesperson and trying to analyze 8 00:00:38.080 --> 00:00:42.400 how they're doing, typically I'm not going to start with the typical hand to hand comp, right? 9 00:00:42.400 --> 00:00:46.560 Overcoming obstacles, the typical drilling. That stuff's important and you have to have the 10 00:00:46.560 --> 00:00:50.400 fundamentals, but it's not like once someone has repeated that, they're an experienced salesperson. 11 00:00:50.400 --> 00:00:55.520 They've sold plenty of times and you, if you're selling for your business, you probably know the 12 00:00:55.600 --> 00:01:00.640 fundamentals, right? Or hopefully you should. But the thing is, and the thing that happens is that 13 00:01:00.640 --> 00:01:06.320 you lack this one thing, and that one thing is conviction, right? It's belief that if the person 14 00:01:06.320 --> 00:01:10.480 signs up with you, they're going to achieve a result. Now, here's what gets really, really tricky, 15 00:01:10.480 --> 00:01:18.320 all right? It gets tricky because the... When you're in a coaching business, right? When you're 16 00:01:18.320 --> 00:01:24.560 trying to teach people how to get a result, right? And that works with B2B, right? Me trying to 17 00:01:24.560 --> 00:01:32.800 help gyms make more money, or when you're coaching clients on how to lose weight, right? All of those 18 00:01:32.800 --> 00:01:38.160 things, you actually have no control. And that's where it gets kind of tricky with this, right? And 19 00:01:38.160 --> 00:01:45.520 what I see this happen a lot of times is that we'll have a... You know, someone signs up and for 20 00:01:45.520 --> 00:01:49.040 gym lunch, for example, and their closing rates actually really good. And then all of a sudden, 21 00:01:49.040 --> 00:01:53.200 it starts going down, which you think is counter because they got more reps, they should be selling 22 00:01:53.200 --> 00:01:57.760 better, not worse, right? That would be the logical thing. But what happens is not that their 23 00:01:57.760 --> 00:02:01.600 skills go down, but their conviction goes down, because what happens is they start to see people 24 00:02:01.600 --> 00:02:07.200 who sign up and then don't get results. All right, so let me give you a bit of truth about gym 25 00:02:07.200 --> 00:02:12.480 lunch. Not every gym that signs up for gym lunch has a crazy transformation, all right? Not every 26 00:02:12.480 --> 00:02:18.640 person that signs up at your gym loses weight. Why? Because you can't control everything, right? Now, 27 00:02:18.640 --> 00:02:22.400 you can do is show the zillions of people who have, and they follow the process, and it worked, 28 00:02:22.400 --> 00:02:27.360 right? And so how do you maintain conviction when you know that a certain percentage of people 29 00:02:27.360 --> 00:02:32.880 aren't going to achieve a result, right? And so what's interesting is that like I have, like when 30 00:02:32.880 --> 00:02:37.360 I had my trainers, it was almost like this right of passage, like until they saw the way out day, 31 00:02:37.360 --> 00:02:42.240 and they saw person after person after person lose weight and be happy and lose weight and be happy. 32 00:02:42.240 --> 00:02:47.760 And then all of a sudden like sales after a way out day were always like sky high. Why? Because 33 00:02:47.760 --> 00:02:51.120 they believed it and they had just experienced it, which is why you're reading the testimonies of 34 00:02:51.120 --> 00:02:55.360 the morning reading and reminding them why we do this is so important. But here's the technique, 35 00:02:55.360 --> 00:02:59.760 though, beyond just reading testimonials and being reminded of that, is that you have to sell 36 00:02:59.760 --> 00:03:06.640 in your mind against the alternative, right? What's the alternative of this person who's walking 37 00:03:06.640 --> 00:03:11.440 in the door, Susie, right? Susie's come in and she's trying to lose weight. You may know in the 38 00:03:11.440 --> 00:03:15.440 back of your mind that there is a percentage likely that she may not hit it, right? She may not 39 00:03:15.440 --> 00:03:20.160 hit the goal. She may not ever achieve the body that she wants, right? It's possible. You saw 40 00:03:20.160 --> 00:03:24.800 someone cancel last week. You saw someone cancel this morning, right? So how do you maintain that while 41 00:03:24.800 --> 00:03:28.880 also talking to Susie me like you're going to change your life? This is where the discipline of 42 00:03:28.880 --> 00:03:35.200 sales is so important, right? Is that you have to look at it by comparing the alternatives. If she 43 00:03:35.200 --> 00:03:40.000 does not sign up, what is the likelihood that she is going to have her life change? Probably 44 00:03:40.000 --> 00:03:46.320 significantly lower. If she goes to a non-service-based facility down the street, what is the likelihood 45 00:03:46.960 --> 00:03:53.280 that she achieves the result? If she goes and gets an online program or if she gets a, you know, 46 00:03:53.280 --> 00:03:57.920 just like buys a course or anything like that, all of the alternatives she has, what is the 47 00:03:57.920 --> 00:04:04.320 likelihood that she succeeds? And so the best reframe that I can give you is this is your best shot, 48 00:04:04.960 --> 00:04:10.080 right? Because nothing is guaranteed in life, right? Like I said, there are gyms, 49 00:04:10.080 --> 00:04:13.760 there are gyms who have not gotten resulties in general, right? There are also 50 00:04:13.760 --> 00:04:18.400 shitloads of gyms who have what separates them, right? Same system, same process, right? What's 51 00:04:18.400 --> 00:04:22.800 separate for the two? The person, right? The person only. They might be at a different stage in 52 00:04:22.800 --> 00:04:24.960 their life. They might have different levels of commitment. They might have different levels of 53 00:04:24.960 --> 00:04:29.600 pain. Other things going on in life, etc., right? A supportive husband, a supportive business partner, 54 00:04:29.600 --> 00:04:34.480 supportive wife, whatever, right? A supportive staff that's B2B. All of those things factoring 55 00:04:34.480 --> 00:04:39.120 that you have no control over. You can try to influence that person and that is what your job 56 00:04:39.120 --> 00:04:44.960 as a coach is to fill the gap between, we know that calorie deficits work and that you should exercise. 57 00:04:45.760 --> 00:04:50.720 Like that part is really simple. All of the hard part is how do I get someone to do that, right? 58 00:04:50.720 --> 00:04:54.880 And knowing full well when you're selling someone that there is no 100% like that of success, 59 00:04:55.440 --> 00:05:02.400 there isn't. It's just, it's just a fact. So deconstructing that, the people who have the highest 60 00:05:02.400 --> 00:05:07.760 level of conviction close the most period, all right? If you've ever seen someone and like what I, 61 00:05:07.760 --> 00:05:11.200 the easiest way to think about this is if you have someone who's a friend of yours who's an 62 00:05:11.200 --> 00:05:15.600 absolute fundamentalist in a religion, it doesn't matter what religion is. If they're truly, 63 00:05:15.600 --> 00:05:21.600 they're just so sold, you see how hard they sell it and it's because of their belief, right? 64 00:05:21.600 --> 00:05:26.640 And if someone's super convicted, like crazy convicted, at some point you start to question 65 00:05:26.640 --> 00:05:30.960 your own beliefs. You're like, what is this person know that I don't know, right? Because their 66 00:05:30.960 --> 00:05:36.240 conviction was stronger than yours. And so that is why as a as a skilled salesperson, you have to 67 00:05:36.240 --> 00:05:40.480 know how to manage your own conviction. That also means that if you know that you're doing everything 68 00:05:40.480 --> 00:05:45.360 in your power on the fulfillment side, right, to achieve those results, then you know that this 69 00:05:45.360 --> 00:05:50.400 person you're sending in front of you has the best shot at achieving their thing by working with you. 70 00:05:50.400 --> 00:05:55.600 And so that way you can, you can still keep your mind space in a space of absolute conviction 71 00:05:55.600 --> 00:06:00.960 will also address in reality, right? Which is that person may not actually achieve it, but it is 72 00:06:00.960 --> 00:06:06.800 still in their best interest and best shot to work with you, right? So what's interesting about 73 00:06:06.800 --> 00:06:12.800 this is that your language changes, the tonality changes, how you address things changes. So I was hired, 74 00:06:13.440 --> 00:06:17.760 I think I may have told the story before, but I'll tell you again, I was hired to consult for a 75 00:06:17.840 --> 00:06:24.000 leads brokerage, right? So they were selling leads to mortgage brokers and real estate agents, right? 76 00:06:24.000 --> 00:06:28.400 So people were one of my houses. And so they came in to help me, I was supposed to help them 77 00:06:28.400 --> 00:06:31.600 script out the process better. And then I was supposed to like, that was the first half of the day, 78 00:06:31.600 --> 00:06:34.240 the second half of the day, I was supposed to like motivate the team and get them jazzed up, right? 79 00:06:34.960 --> 00:06:40.000 And so they were expecting like, you know, Glen Gary Glen Ross, like always be closers, like, 80 00:06:40.000 --> 00:06:43.440 you guys suck like type of speech for me. And it wasn't really that at all. I kind of just sat down and 81 00:06:43.440 --> 00:06:49.840 I was like, John, right? Tell me how good are the leads, right? And he was like, well, you know, 82 00:06:49.840 --> 00:06:54.000 they're certain I was like, stop. I already know you've already unsolved me because of your belief, 83 00:06:54.000 --> 00:07:00.560 right? I was like, imagine if these leads were so hot that like every person, every one of these 84 00:07:00.560 --> 00:07:06.000 leads was going to my house. Well, how much would your life change? What would actually change in 85 00:07:06.000 --> 00:07:10.240 how you do things? Right? I was like, you probably would be like, shit, oh my god, like these real 86 00:07:10.240 --> 00:07:15.120 state agents are making so much money. He's brokers are making so much money. So like my, my 87 00:07:15.120 --> 00:07:18.960 uncle Fred is a realtor. So I'm sending him leads, I'm buying leads with my own money, 88 00:07:18.960 --> 00:07:22.560 sending them to him and then we're splitting it. I'm studying for my real estate degree so that I 89 00:07:22.560 --> 00:07:25.920 can start taking these seats right now. So the eventually I can even maybe even get out of this 90 00:07:25.920 --> 00:07:32.240 job because like the opportunity is so big. Do you see how how you speak changes because of your 91 00:07:32.240 --> 00:07:39.120 level of conviction for the thing, right? And so the script only matters in so far as the person 92 00:07:39.120 --> 00:07:43.760 who's delivering it in their ability to to convict the other person of their conviction because 93 00:07:43.760 --> 00:07:49.200 it doesn't matter if you are so convicted, other people will believe you. And so all of the hand 94 00:07:49.200 --> 00:07:53.920 hand combat of sales, all the clothes or frameworks, all clarifying the pain, all of those things 95 00:07:53.920 --> 00:08:00.480 are just methods to have a conversation. But at the end of the day, you being able to truly 96 00:08:00.480 --> 00:08:03.840 believe in your products and understand that the person in front of you, what is their alternative, 97 00:08:03.840 --> 00:08:06.960 what is the likelihood of success of those alternatives and understanding that you are their 98 00:08:06.960 --> 00:08:11.920 best shot. Then if you can approach the conversation with that framework, you have the highest 99 00:08:11.920 --> 00:08:17.440 likelihood of success, right? And that is what I look for in salespeople is conviction, which is why 100 00:08:17.440 --> 00:08:21.920 some of the best salespeople for you will be ex-clients who've achieved amazing results because they 101 00:08:21.920 --> 00:08:28.800 may not have the in the trenches sales experience, but conviction will be experienced and skill seven 102 00:08:28.800 --> 00:08:34.480 days a week if they believe, right? Now, what you have to count of that with is not selling hot and 103 00:08:34.560 --> 00:08:42.640 over-promise it, right? And so I was talking to Mike Arson from the other day, and he's a phenomenal 104 00:08:42.640 --> 00:08:47.360 salesperson. I mean, I think he's one of the best. He's great. And one of the things he did is like, 105 00:08:47.360 --> 00:08:51.840 after he closes, he re-closes the sale. What I loved about this is he said, okay, now, 106 00:08:51.840 --> 00:08:56.240 you know, Susie, I need you to ask me a question. Okay, with that, she's like, okay, cool. What's the 107 00:08:56.240 --> 00:09:01.360 question? I need you to ask me, what if I want to cancel? What if I want to cancel? I need you to 108 00:09:01.360 --> 00:09:05.040 ask me that right now. She's like, okay, you know, what if I want to cancel? You can. 109 00:09:08.160 --> 00:09:12.160 Hey, if you're a return listener and you have not rated or reviewed the show, 110 00:09:12.160 --> 00:09:16.320 I want you to know that you should feel absolutely terrible about yourself and everything else in 111 00:09:16.320 --> 00:09:19.600 the world. I'm kidding. But it would mean the absolute words to me if you guys would go ahead and 112 00:09:19.600 --> 00:09:22.080 do that. You don't even have to pause to show you. Keep listening and you can just do it with 113 00:09:22.080 --> 00:09:25.840 your thumb right now. It'll take you less than 60 seconds. And like I said, the only way that 114 00:09:25.840 --> 00:09:30.320 podcast grows through word of mouth and this is you joining hands with me and helping as many 115 00:09:30.320 --> 00:09:34.160 entrepreneurs as we possibly can because no one is coming to save us. It's just us. All right, 116 00:09:34.160 --> 00:09:42.480 so please go do that now. And let's get back to the show. Oh my god. It's like they step back. 117 00:09:42.480 --> 00:09:47.360 They're like, like, what? Yeah, like you can't cancel. Like you just selected a year-long, 118 00:09:47.360 --> 00:09:52.560 you know, program and you're getting a discounted rate because of that. So like, obviously, you can't 119 00:09:52.560 --> 00:09:57.760 cancel because that's why you're getting this lower rate. Does it make sense? Like the only 120 00:09:57.760 --> 00:10:02.160 reason that you could cancel is because of like because you move, right? And it has to be 20 121 00:10:02.160 --> 00:10:05.360 miles or more. But we also have an online program. So there's really no reason for that. So you can't 122 00:10:05.360 --> 00:10:08.400 cancel. Does that make sense? Because life is always going to get in the way. So you can't cancel 123 00:10:08.400 --> 00:10:12.720 because of that because we have to make this work, right? That's why you're here, right? Right? Okay. 124 00:10:12.720 --> 00:10:17.200 So what situation would come up where you think that you that you would that you would cancel? 125 00:10:17.200 --> 00:10:22.000 Right? And like, and so you're you're overcoming the reasons in the future that they might consider 126 00:10:22.000 --> 00:10:27.520 canceling, right? And then you're like, okay, cool. So you don't understand that. Like if for some 127 00:10:27.520 --> 00:10:30.720 reason you came to me and said, like, I'm going to cancel that I would send you to collections. 128 00:10:30.720 --> 00:10:35.120 That makes sense. And then they're like, you would send me to collections. And then his response is 129 00:10:35.120 --> 00:10:42.400 you wouldn't hold up your end of the agreement. They're like, oh, yeah. And so imagine the expectations 130 00:10:42.400 --> 00:10:47.920 and the strength of that close compared to the the soft weak ass closes that you hear all the time 131 00:10:47.920 --> 00:10:50.960 of like, listen, you know, if it doesn't look out, you can always cancel whenever you want. And like, 132 00:10:50.960 --> 00:10:53.840 you know, even if you don't pay, we're not going to charge you like, you know, I mean, like, 133 00:10:53.840 --> 00:10:58.560 like consider the difference in that person. The thing is is that if you confront it in the 134 00:10:58.560 --> 00:11:02.560 sale, you're still going to close. They already said yes, right? But they said yes, they're getting 135 00:11:02.560 --> 00:11:06.320 these new terms that are that are cheaper because they're doing a lot of your time. So like, make 136 00:11:06.320 --> 00:11:11.120 sure that you collect on that, right? Now, I've never sent people to collections. I never have. 137 00:11:11.920 --> 00:11:15.200 But after speaking with him about this, I was like, man, that's actually really interesting. 138 00:11:16.160 --> 00:11:23.680 And so I just thought he was absolutely awesome. But that level of conviction that was there, 139 00:11:23.680 --> 00:11:30.160 it just seeps through. It's like, Susie, like, if you move away, we have online. If you get busy, 140 00:11:30.160 --> 00:11:33.120 we need to make sure that we can make this work because you're always going to get busy in life. 141 00:11:33.120 --> 00:11:37.680 So that's not a reason. Well, what if I don't have the money? Well, you have money now, right? Okay, 142 00:11:37.680 --> 00:11:40.960 what are the things do you spend money on? You spend money on clothes, you spend money on food, 143 00:11:40.960 --> 00:11:44.720 eating out, you spend money on nails, you spend money on hair, you spend money on, like, what are 144 00:11:44.720 --> 00:11:48.160 all the things do you spend money on? Well, a lot of things. Okay. So we can agree that you 145 00:11:48.160 --> 00:11:50.800 probably take this out because you didn't make a commitment to the hair company, right? You 146 00:11:50.800 --> 00:11:53.840 didn't make a commitment to the nail company, right? But you're making a commitment to me right now, 147 00:11:53.840 --> 00:11:58.000 which is where I get this right to make sense, right? So you can understand why we would hold 148 00:11:58.000 --> 00:12:02.800 you to this, right? Just like you'd hold it to me to fulfill on my promises, which I plan 100% 149 00:12:02.800 --> 00:12:08.240 on doing. Does that make sense? Right. And so if you want to increase your closing percentages, 150 00:12:08.240 --> 00:12:12.320 right? You want to increase your closing, you have to start with you. You have to look at the 151 00:12:12.320 --> 00:12:17.280 alternatives that Susie has and think what other alternatives she has besides signing up here. 152 00:12:17.280 --> 00:12:21.440 She may not have 100% success rate because you don't have one. I don't care what the fuck you say, 153 00:12:21.440 --> 00:12:25.280 you don't have 100% success rate because if you are not the one who's solely responsible for 154 00:12:25.280 --> 00:12:30.080 delivering the result, you're not eating the food yourself, you're not working out her body for her, 155 00:12:30.080 --> 00:12:33.760 then you don't have control. I can't call the leads. I can't sell for a gym. There's nothing I can do 156 00:12:33.760 --> 00:12:38.080 about it. I can't manage their team for them. I can't see if their facility sucks. There's nothing 157 00:12:38.160 --> 00:12:43.040 I can do about that. I have no, I do not have 100% control. I can only guide you, right? And I can 158 00:12:43.040 --> 00:12:47.280 show you all the things all these other people who have been successful have had, right? But I can 159 00:12:47.280 --> 00:12:52.400 say that the likelihood that you are successful with us compared to any alternative that you can 160 00:12:52.400 --> 00:12:58.240 present is superior. And so if you want this thing, I'm your best shot. How bad do you want this? 161 00:12:59.200 --> 00:13:05.680 Right? And so your conviction will seep through. And so if you need to check on your team, 162 00:13:05.680 --> 00:13:11.360 you need to check on your salespeople. What you need to do is sell them on why this is so 163 00:13:11.360 --> 00:13:15.680 important that they sign up with you because if they don't, what are they going to go to? They're 164 00:13:15.680 --> 00:13:18.560 going to go back home. They're going to have a thing of ice cream and they're going to wait three 165 00:13:18.560 --> 00:13:22.480 more years before they get the courage up to do it again. And they're going to be that much worse 166 00:13:22.480 --> 00:13:28.320 off because you didn't have the gall or the conviction to sign them up, right? Because you started 167 00:13:28.320 --> 00:13:34.240 second guessing yourself. All right. So as a business owner, you got to be able to take the good and 168 00:13:34.240 --> 00:13:38.720 the bad and still move forward, right? That's part of the discipline of being a business owner, 169 00:13:38.720 --> 00:13:44.400 which is why when people start, they sell better sometimes than they do six, six months in, 170 00:13:44.400 --> 00:13:51.040 right? Because they've been beat up, right? And so you have the skill, and if arguably even more skill, 171 00:13:51.040 --> 00:13:55.840 but the thing that you missed, the thing that went down is your conviction, right? And so if you can 172 00:13:55.840 --> 00:14:00.240 bring that conviction to the table, they will feel it the way you speak will be different, 173 00:14:00.240 --> 00:14:04.880 the tonality that you have. And even the words you say will change because if you're looking at it 174 00:14:04.880 --> 00:14:09.280 when this person walks in the door and like, I'm really urging you, if you think about it as a 175 00:14:09.280 --> 00:14:13.520 sale, you will lose, all right? If you're like, I got to sell this person. I got to close this person. 176 00:14:13.520 --> 00:14:17.120 You're going to, you're operating from the wrong mindset. It's not going to work. But if you come in 177 00:14:17.120 --> 00:14:22.240 and you see Susie and you think, what was Susie's life before this, right? She's trying to get to 178 00:14:22.240 --> 00:14:26.640 hear, where is it likely that she achieves that doing anything but working with me? Probably pretty 179 00:14:27.360 --> 00:14:33.920 low. Okay. Then it is my responsibility. It is my duty because the coaching starts at the sale. 180 00:14:33.920 --> 00:14:38.480 The coaching does not start once they are sold. The coaching starts at the sale. That is where the 181 00:14:38.480 --> 00:14:41.520 expectations are set. That's where you're saying, this is what you're going to do. This is what I'm 182 00:14:41.520 --> 00:14:47.840 going to do. And you can imagine how much more committed Susie is if I say asking if you can cancel. 183 00:14:49.040 --> 00:14:54.000 You can because I'm not going to give up on you, right? Because you have given up on yourself 184 00:14:54.000 --> 00:14:59.120 many times in the past. So give me examples of things that would make you think you would cancel, 185 00:14:59.120 --> 00:15:03.200 right? Because we're in this, right? I'm going to get you to that goal. That is the commitment I've 186 00:15:03.200 --> 00:15:08.880 made to you. So I don't see what life scenarios could come up, right? Can't make it to them. No 187 00:15:08.880 --> 00:15:13.920 worry. We have online and remote. Can't, like, you're moving away. Cool. Again, online and remote. 188 00:15:14.880 --> 00:15:18.400 You know, I'm super busy. It doesn't matter. You're going to be busy again in your life. You 189 00:15:18.400 --> 00:15:22.000 think you're not going to be busy, right? You want to stake this for life? Yes. All right. You're 190 00:15:22.000 --> 00:15:25.360 going to seem you're not going to be busy for the rest of your life. That's a lie. Well, there's 191 00:15:25.360 --> 00:15:29.040 holidays coming up, right? There's a vacation coming up. Do you think that the rest of your life 192 00:15:29.040 --> 00:15:33.600 not going to go vacation? Of course you are, right? So that's not a reason to cancel, right? And if 193 00:15:33.600 --> 00:15:38.400 you can address those things up front, you're actually being a good coach will also transfer 194 00:15:38.400 --> 00:15:42.160 into conviction to that person that they have this moment where they're like, Oh, shit. This is going 195 00:15:42.160 --> 00:15:48.560 to work. Like, they're going to follow through. I'm actually going to get what I want, which is 196 00:15:48.560 --> 00:15:52.080 someone to hold me accountable who's actually going to follow through with me, right? The 197 00:15:52.080 --> 00:15:57.600 calorie deficit is not hard to calculate, right? It's just getting them to do that and be committed. 198 00:15:57.600 --> 00:16:00.720 And so if you can address that stuff on the front end, if you can transfer your conviction to 199 00:16:00.720 --> 00:16:04.560 the person knowing that they have no alternative that is better than the solution that you have in 200 00:16:04.560 --> 00:16:08.480 front of you, then you will be able to make them believe because you have to believe that. 201 00:16:09.520 --> 00:16:15.280 And like, the sale is simply explaining to them why you believe them, right? Like, I had some people 202 00:16:15.280 --> 00:16:19.680 who were like, how do I, you know, how do I, how do I sell meals? I was a question. I'm like, 203 00:16:19.680 --> 00:16:24.160 how do you recommend knee sleeves? You probably are like, well, these are the knee sleeves I use. 204 00:16:24.160 --> 00:16:28.000 I've used a bunch of them and these ones are the best. Like, they're, you know, they're like, 205 00:16:28.000 --> 00:16:31.360 are you even concerned with the price when you're talking to them? Probably not. They're probably not 206 00:16:31.360 --> 00:16:35.280 the cheapest sleeves of the ones that you use. You probably use them some nicer ones. Why? Because 207 00:16:35.280 --> 00:16:40.240 they're better, right? And so you don't need to change the way you talk. You just need to transfer 208 00:16:40.240 --> 00:16:44.480 and explain to them the same reason you believe. And the issue is that some people don't believe. 209 00:16:44.480 --> 00:16:48.560 And they think the hand-to-hand sales combat, they think the closer framework is going to 210 00:16:48.560 --> 00:16:55.840 overcome the fact that they lack the conviction in themselves and what they provide. And so you 211 00:16:55.840 --> 00:16:59.760 go dial in with your team, make sure you're at some point so that when you look someone in the 212 00:16:59.760 --> 00:17:04.400 eyes, you can say, I know and I can commit to you that we will try absolute hardest to get you 213 00:17:04.400 --> 00:17:08.240 there. And part of that starts with this conversation is seeing how committed you are. Fair enough? 214 00:17:09.040 --> 00:17:12.800 All right. Awesome. And as a, as a total side note, one of my favorite ways to close 215 00:17:13.360 --> 00:17:19.600 is saying fair enough, all right? Why? Because I got this from Vernon Buffard. Fair enough is not 216 00:17:19.600 --> 00:17:23.280 saying, does this sound like the best you'll ever? No, because it might not be the best you'll ever, 217 00:17:23.280 --> 00:17:28.400 right? But if you're saying, does this sound fair? Then it's the lowest level of getting someone 218 00:17:28.400 --> 00:17:34.160 to say, yes, this sounds fair. Does it sound reasonable? Sounds reasonable. Okay. But you got the yes 219 00:17:34.160 --> 00:17:38.880 and then you can close the sale based on saying, is this fair, right? And then you're having someone 220 00:17:39.360 --> 00:17:44.080 who's less emotional, more rational is making the decision. And that is more likely to stick 221 00:17:44.080 --> 00:17:48.240 after the emotions of the moment have worn off. All right. So you're explaining why you believe 222 00:17:48.240 --> 00:17:52.960 what you believe. And if you do truly believe it, then they have no reason to not believe what you 223 00:17:52.960 --> 00:17:56.960 do believe. All right. So conviction is the thing that you may be missing. Conviction may be the 224 00:17:56.960 --> 00:18:00.640 thing that your sales team misses, which is why you should read testimonies then, which is why 225 00:18:00.640 --> 00:18:05.040 you should share the wins every day so that they believe as hard as you believe. And they never will 226 00:18:05.760 --> 00:18:09.840 believe like you believe, because that's, I mean, I hope not, because if they believe more than 227 00:18:09.840 --> 00:18:12.960 you believe, then you got some issues. All right. But it all starts with you. So it has 228 00:18:12.960 --> 00:18:16.880 happened amazing day. Conviction is the key. And I'll catch you guys on the flippy, 229 00:18:16.880 --> 00:18:22.240 keeping amazing. And if you're, if you were tuning in to all of our stuff with the meals 230 00:18:22.240 --> 00:18:28.320 launch, affiliate dot, prestigelads.com is where you can sign up to sell meals and become a 231 00:18:28.320 --> 00:18:33.520 founding member, which is your KG twice, the incentive. So you get twice as many meals per 232 00:18:33.520 --> 00:18:36.640 free, which is pretty dope. So if you want you and your trainers and all that stuff to get 233 00:18:36.640 --> 00:18:40.400 free meals, go do that. You got to sell three people. Your meals are covered, which is pretty 234 00:18:40.400 --> 00:18:44.400 fucking badass. All right. After that, then it's going to double us be six people, which is still 235 00:18:44.400 --> 00:18:50.160 fucking amazing. But just for founders, you get into that. So affiliate dot prestigelads.com. 236 00:18:50.160 --> 00:18:53.120 And you can go sign up. All right. Be easy. Love you all. Keep rocking.