WEBVTT 1 00:00:00.000 --> 00:00:02.300 Good morning, happy Tuesday, terrific Tuesday, 2 00:00:02.300 --> 00:00:03.920 tubular Tuesday. 3 00:00:03.920 --> 00:00:07.440 I wanted to make a video about selling things to people 4 00:00:08.600 --> 00:00:10.560 so that you would be able to do some more things 5 00:00:10.560 --> 00:00:11.640 to more people. 6 00:00:11.640 --> 00:00:14.440 And so I've been, I've been working, 7 00:00:14.440 --> 00:00:16.560 hammering away, chiseling away at this nice script 8 00:00:16.560 --> 00:00:17.960 that we'll run the diagnostic sale. 9 00:00:17.960 --> 00:00:19.840 It's going to be coming out for our 10 00:00:19.840 --> 00:00:21.800 German lawyers community soon. 11 00:00:21.800 --> 00:00:25.800 It's basically increasing the overall ticket, 12 00:00:25.800 --> 00:00:28.560 average ticket on the front end by significant amount 13 00:00:28.560 --> 00:00:29.400 and close rates. 14 00:00:29.400 --> 00:00:31.600 So that is exciting for us, 15 00:00:31.600 --> 00:00:33.680 but it got me into the sales mindset. 16 00:00:33.680 --> 00:00:36.680 And so as I've been tinkering away, 17 00:00:36.680 --> 00:00:39.600 there's kind of one aha moment that you're trying 18 00:00:39.600 --> 00:00:42.520 to reach in every sale, right? 19 00:00:42.520 --> 00:00:47.560 And this is the part that I think a lot of people miss 20 00:00:47.560 --> 00:00:50.040 are people who are new to sales mess up. 21 00:00:50.040 --> 00:00:51.200 And it's just that they don't know 22 00:00:51.200 --> 00:00:53.200 what the aha moment is supposed to be. 23 00:00:53.200 --> 00:00:55.680 And so the aha moment that you're driving towards, right? 24 00:00:55.680 --> 00:00:56.960 Everything in the beginning of the sale, 25 00:00:56.960 --> 00:00:58.960 when you're clarifying whether they're there, right? 26 00:00:59.080 --> 00:01:00.960 That's just to establish that you're talking 27 00:01:00.960 --> 00:01:01.800 to the right person. 28 00:01:01.800 --> 00:01:03.840 So they know that your message is meant for them. 29 00:01:03.840 --> 00:01:05.480 Then when you label them with the problem, 30 00:01:05.480 --> 00:01:07.120 it's just saying, hey, we're both saying 31 00:01:07.120 --> 00:01:08.280 that this is the goal we're trying to go to. 32 00:01:08.280 --> 00:01:09.640 It's literally just clear communication. 33 00:01:09.640 --> 00:01:11.280 Like that is what the beginning parts 34 00:01:11.280 --> 00:01:12.840 of the sale are meant to do. 35 00:01:12.840 --> 00:01:14.880 The next piece is like, cool, 36 00:01:14.880 --> 00:01:18.080 what have you done in the past to accomplish this, right? 37 00:01:18.080 --> 00:01:20.080 Now, you're getting them, part of that is pain, 38 00:01:20.080 --> 00:01:21.080 for sure you want to bring up, 39 00:01:21.080 --> 00:01:22.080 you want to add to say some of the pain 40 00:01:22.080 --> 00:01:23.320 of what they've done in the past, right? 41 00:01:23.320 --> 00:01:25.720 And elevate it in their awareness. 42 00:01:25.720 --> 00:01:28.040 But the next piece is the critical piece. 43 00:01:28.040 --> 00:01:30.000 And it's the gap, all right? 44 00:01:30.000 --> 00:01:31.200 And it's the question of, 45 00:01:31.200 --> 00:01:33.600 what do you think was missing from those things? 46 00:01:33.600 --> 00:01:35.720 And why don't you think they worked, right? 47 00:01:35.720 --> 00:01:37.200 Because what we have to get them to say 48 00:01:37.200 --> 00:01:39.360 is why they failed, right? 49 00:01:39.360 --> 00:01:40.560 Not just what they did, 50 00:01:40.560 --> 00:01:42.320 because some people who are selling, 51 00:01:42.320 --> 00:01:44.480 who aren't as experienced and are following a script 52 00:01:44.480 --> 00:01:46.560 might just say, well, tell me what you done in the past. 53 00:01:46.560 --> 00:01:49.720 Okay, write it down, okay, write it down, right? 54 00:01:49.720 --> 00:01:51.640 But you have to figure out the one thing 55 00:01:51.640 --> 00:01:52.960 that you're driving towards. 56 00:01:52.960 --> 00:01:55.080 And there's only two possible real answers 57 00:01:55.080 --> 00:01:56.960 to that question of why they failed in the past. 58 00:01:56.960 --> 00:01:57.800 That's it. 59 00:01:57.800 --> 00:01:58.640 And you need to get them to say, 60 00:01:58.640 --> 00:02:01.640 one, the first, the second, or both of them, right? 61 00:02:01.640 --> 00:02:03.960 Which is either they didn't know how, 62 00:02:03.960 --> 00:02:05.680 or they didn't have the accountability to do it. 63 00:02:05.680 --> 00:02:07.120 Which means either they did something 64 00:02:07.120 --> 00:02:09.880 and it didn't work, which means it was the wrong thing. 65 00:02:09.880 --> 00:02:11.040 And you can say it was the wrong thing 66 00:02:11.040 --> 00:02:12.120 because it either didn't work 67 00:02:12.120 --> 00:02:14.200 or was the wrong thing because it wasn't sustainable. 68 00:02:14.200 --> 00:02:15.760 Either of those things would be the right way, 69 00:02:15.760 --> 00:02:18.480 but the crux of the issues that they didn't know 70 00:02:18.480 --> 00:02:20.200 the right thing to do, right? 71 00:02:20.200 --> 00:02:21.840 And mind you, this is selling in general. 72 00:02:21.840 --> 00:02:23.320 This doesn't just have to do with fitness, 73 00:02:23.320 --> 00:02:25.000 like I'm selling business stuff. 74 00:02:25.000 --> 00:02:28.120 I'm gonna say either if you did it, 75 00:02:28.120 --> 00:02:30.200 then you were either doing the wrong thing 76 00:02:30.200 --> 00:02:33.280 or you're doing something that wasn't sustainable, 77 00:02:33.280 --> 00:02:34.760 like the results weren't sustainable. 78 00:02:34.760 --> 00:02:36.080 It's one of the other, right? 79 00:02:36.080 --> 00:02:37.520 It's all it wasn't. 80 00:02:37.520 --> 00:02:39.400 The other one is that you didn't do it, 81 00:02:39.400 --> 00:02:40.840 which means it was accountability. 82 00:02:40.840 --> 00:02:42.360 And so the objective in the sale, 83 00:02:42.360 --> 00:02:43.800 when you're going through the gap, right? 84 00:02:43.800 --> 00:02:46.560 The aha moment that you're trying to get them to say, 85 00:02:46.560 --> 00:02:48.400 is like, so why didn't, like, and you're probing, right? 86 00:02:48.400 --> 00:02:50.720 You're acting with childlike curiosity, 87 00:02:50.720 --> 00:02:53.240 like you've never had this conversation before in your life. 88 00:02:53.320 --> 00:02:56.520 And you're like, huh, so what do you think? 89 00:02:56.520 --> 00:02:58.320 Why don't you think that worked? 90 00:02:58.320 --> 00:03:00.240 And then you're gonna continually guide them to say, 91 00:03:00.240 --> 00:03:03.640 like, so you think that that would've worked. 92 00:03:03.640 --> 00:03:05.680 You just didn't stick with it. 93 00:03:05.680 --> 00:03:07.520 Is that kind of what it was? 94 00:03:07.520 --> 00:03:09.760 Why many times a day were they checking up with you? 95 00:03:09.760 --> 00:03:11.720 Oh, they weren't, huh? 96 00:03:11.720 --> 00:03:13.120 Okay, interesting. 97 00:03:13.120 --> 00:03:16.320 So, you know, and then you start hammering and layering in 98 00:03:16.320 --> 00:03:18.320 the things that you would be doing 99 00:03:18.320 --> 00:03:19.600 to make sure that they would be success 100 00:03:19.600 --> 00:03:21.360 from an accountability standpoint, right? 101 00:03:21.360 --> 00:03:24.840 Or, oh, so they had you just eat chicken and broccoli 102 00:03:24.840 --> 00:03:26.920 every day, huh? 103 00:03:26.920 --> 00:03:28.240 Okay, interesting. 104 00:03:28.240 --> 00:03:29.640 Did you enjoy that? 105 00:03:29.640 --> 00:03:31.000 No, okay. 106 00:03:31.000 --> 00:03:32.400 Do you think that you would be able to follow that 107 00:03:32.400 --> 00:03:33.360 for the rest of your life? 108 00:03:33.360 --> 00:03:35.440 No, huh, huh, interesting. 109 00:03:35.440 --> 00:03:36.880 Okay, cool, good point. 110 00:03:36.880 --> 00:03:39.560 So, like, you're saying, like you've never heard this, 111 00:03:39.560 --> 00:03:42.480 you've never had this conversation before in your entire life. 112 00:03:42.480 --> 00:03:44.280 All right, childlike curiosity 113 00:03:44.280 --> 00:03:45.880 when you're asking these questions. 114 00:03:45.880 --> 00:03:47.680 All right, it allows people to be, 115 00:03:47.680 --> 00:03:50.520 it puts them, it relaxes them. 116 00:03:50.520 --> 00:03:52.800 They lower their guard, they're like, oh, 117 00:03:52.800 --> 00:03:54.280 this guy's just trying to ask questions, right? 118 00:03:54.280 --> 00:03:55.440 That's all you're trying to do. 119 00:03:55.440 --> 00:03:58.720 But you're driving towards the one point, which is the gap. 120 00:03:58.720 --> 00:04:00.560 And the gap in the bridge of where, 121 00:04:00.560 --> 00:04:01.680 why they're on this side of the river 122 00:04:01.680 --> 00:04:03.520 instead of the south of the river they want to be on 123 00:04:03.520 --> 00:04:05.800 is see that because they didn't do it, 124 00:04:05.800 --> 00:04:07.320 which means they need accountability, 125 00:04:07.320 --> 00:04:09.160 or the thing they did didn't work, 126 00:04:09.160 --> 00:04:11.360 which means they didn't have the right thing. 127 00:04:13.680 --> 00:04:15.160 Hey, if you're a return listener 128 00:04:15.160 --> 00:04:17.680 and you have not rated or reviewed the show, 129 00:04:17.680 --> 00:04:20.120 I want you to know that you should feel absolutely terrible 130 00:04:20.120 --> 00:04:21.880 about yourself and everything else in the world. 131 00:04:21.880 --> 00:04:22.720 I'm kidding. 132 00:04:22.720 --> 00:04:24.160 But it would mean the absolute words to me. 133 00:04:24.160 --> 00:04:25.400 If you guys would go ahead and do that, 134 00:04:25.400 --> 00:04:26.400 you don't even have to pause to show you, 135 00:04:26.400 --> 00:04:28.040 keep listening and you can just do it with your thumb right now. 136 00:04:28.040 --> 00:04:29.200 It'll take you less than 60 seconds. 137 00:04:29.200 --> 00:04:31.840 And like I said, the only way that podcast grows 138 00:04:31.840 --> 00:04:35.200 through word of mouth, and this is you joining hands with me 139 00:04:35.200 --> 00:04:36.800 and helping as many entrepreneurs as we possibly can 140 00:04:36.800 --> 00:04:37.960 because no one is coming to save us. 141 00:04:37.960 --> 00:04:39.400 It's just us. 142 00:04:39.400 --> 00:04:40.840 All right, so please go do that now 143 00:04:40.840 --> 00:04:41.960 and let's get back to the show. 144 00:04:45.480 --> 00:04:47.720 Right, in a B2B sale for us, 145 00:04:47.720 --> 00:04:51.400 we usually typically have to focus more on the knowledge side, 146 00:04:51.400 --> 00:04:53.160 right, of saying like you were doing the wrong thing 147 00:04:53.160 --> 00:04:54.080 because most business owners, 148 00:04:54.080 --> 00:04:57.680 at least on their belief, they believe they were doing 149 00:04:57.680 --> 00:04:59.000 everything they possibly could. 150 00:04:59.000 --> 00:05:01.880 And so I would never question a business owner's work ethic, 151 00:05:01.880 --> 00:05:03.200 right, and so if we're selling, 152 00:05:03.200 --> 00:05:04.400 we're going to sell from the knowledge standpoint 153 00:05:04.400 --> 00:05:05.600 for the most part. 154 00:05:05.600 --> 00:05:08.160 In a weight loss sale, most women who are trying to lose weight 155 00:05:08.160 --> 00:05:10.120 aren't, don't have nearly the pride of the ego 156 00:05:10.120 --> 00:05:11.240 that a business owner does. 157 00:05:11.240 --> 00:05:13.480 And so for them, you can very easily be like, 158 00:05:13.480 --> 00:05:14.480 so no one will follow it up with you. 159 00:05:14.480 --> 00:05:15.600 No, no, of course not. 160 00:05:15.600 --> 00:05:17.080 I mean, the best people in the world have coaches. 161 00:05:17.080 --> 00:05:17.920 You didn't have a coach. 162 00:05:17.920 --> 00:05:20.240 Of course, you didn't follow through with your P90X program 163 00:05:20.240 --> 00:05:21.080 and no one checked in on you. 164 00:05:21.080 --> 00:05:22.200 Like, that's not your fault. 165 00:05:22.200 --> 00:05:24.080 Boom, you remove the responsibility where you're from. 166 00:05:24.080 --> 00:05:26.520 And now they don't feel bad about themselves, right? 167 00:05:26.520 --> 00:05:30.440 And so the whole aha moment that we're leading towards 168 00:05:30.440 --> 00:05:31.960 is that once you've set, 169 00:05:31.960 --> 00:05:33.600 hey, why'd you walk in today? 170 00:05:33.600 --> 00:05:34.440 Cool. 171 00:05:34.440 --> 00:05:37.520 So why today and not last month or last year, right? 172 00:05:37.520 --> 00:05:38.720 Oh, okay, it's important. 173 00:05:38.720 --> 00:05:39.480 Okay, cool. 174 00:05:39.480 --> 00:05:42.520 So which of your goal is X? 175 00:05:42.520 --> 00:05:43.360 Got it. 176 00:05:43.360 --> 00:05:44.360 Why is that important to you? 177 00:05:44.360 --> 00:05:45.560 Okay, just so I know why, 178 00:05:45.720 --> 00:05:47.480 but the things that are driving that behind the number. 179 00:05:47.480 --> 00:05:48.400 Okay, really cool. 180 00:05:48.400 --> 00:05:49.880 Okay, so what have you done so far? 181 00:05:49.880 --> 00:05:52.400 Right, these are all things that are setting the stage 182 00:05:52.400 --> 00:05:55.320 for the elbow drop on why they failed. 183 00:05:55.320 --> 00:05:57.600 What the missing link was, all of that 184 00:05:57.600 --> 00:06:00.120 is just to set the stage for this one pivot point. 185 00:06:00.120 --> 00:06:02.320 And it's the point that a people who were new to sales 186 00:06:02.320 --> 00:06:05.400 miss, it's that pivot point of got it. 187 00:06:05.400 --> 00:06:06.400 You didn't have the accountability. 188 00:06:06.400 --> 00:06:07.400 If you had the accountability, 189 00:06:07.400 --> 00:06:08.800 you think you would have stuck with it. 190 00:06:08.800 --> 00:06:10.680 Boom, and as soon as you have that, 191 00:06:10.680 --> 00:06:12.360 you broke their belief. 192 00:06:12.360 --> 00:06:14.360 Right, now they understand why they failed 193 00:06:14.360 --> 00:06:15.800 and now succeeding seems simple 194 00:06:15.800 --> 00:06:19.160 because they understand what they messed up last time. 195 00:06:19.160 --> 00:06:21.840 And then at that point, you're gonna say awesome, Julie. 196 00:06:21.840 --> 00:06:23.720 I think you're really gonna like this program. 197 00:06:23.720 --> 00:06:26.400 I think we'll be able to get you here to your goal 198 00:06:26.400 --> 00:06:27.560 since now that I know what you've done 199 00:06:27.560 --> 00:06:28.520 and what was messing. 200 00:06:28.520 --> 00:06:29.360 That makes sense? 201 00:06:29.360 --> 00:06:30.200 Cool. 202 00:06:30.200 --> 00:06:31.920 And then you just go right into it, right? 203 00:06:31.920 --> 00:06:32.960 And then you go into the pitch, 204 00:06:32.960 --> 00:06:34.960 but you have to get to that point 205 00:06:34.960 --> 00:06:37.280 where they admit what the gap was 206 00:06:37.280 --> 00:06:40.400 and why they didn't think they were successful, right? 207 00:06:40.400 --> 00:06:44.880 Now, you can sprinkle in some more daggers, right? 208 00:06:44.880 --> 00:06:47.240 A little pain points of things that should have happened 209 00:06:47.240 --> 00:06:48.600 that would have made them successful 210 00:06:48.600 --> 00:06:50.840 them successful the last time, 211 00:06:50.840 --> 00:06:53.320 but they have to be the ones who say, 212 00:06:53.320 --> 00:06:55.480 and that's why the childlike curiosity is so important 213 00:06:55.480 --> 00:06:57.360 because they don't feel like you're pushing them 214 00:06:57.360 --> 00:06:58.720 in one direction or another. 215 00:06:58.720 --> 00:07:00.160 You're just guiding them 216 00:07:00.160 --> 00:07:03.680 along the natural conclusion that they should have already made 217 00:07:03.680 --> 00:07:06.040 but didn't think about it long enough, right? 218 00:07:06.080 --> 00:07:08.800 So would it be safe to say 219 00:07:08.800 --> 00:07:10.600 that this wasn't a sustainable diet? 220 00:07:10.600 --> 00:07:13.160 Sometimes the more aware people will laugh and be like, 221 00:07:13.160 --> 00:07:15.760 yeah, it wasn't a sustainable diet, like, okay. 222 00:07:15.760 --> 00:07:18.560 So the goal is, just so I'm clear, 223 00:07:18.560 --> 00:07:20.920 to lose the weight and keep it off, right? 224 00:07:20.920 --> 00:07:22.560 Yes, okay. 225 00:07:22.560 --> 00:07:24.840 So do you think if we did the chicken broccoli thing 226 00:07:24.840 --> 00:07:26.760 forever, that would be a good plan? 227 00:07:26.760 --> 00:07:28.800 I'm like, no, like, okay, cool. 228 00:07:28.800 --> 00:07:30.880 Just so we're going to click, right? 229 00:07:30.880 --> 00:07:33.280 And so you stabs that, I'm building rapport 230 00:07:33.280 --> 00:07:34.520 as I'm saying this, 231 00:07:34.520 --> 00:07:35.720 but I'm also proving the point 232 00:07:35.720 --> 00:07:36.840 that the things that then in the past 233 00:07:36.840 --> 00:07:38.160 didn't really make sense, right? 234 00:07:38.160 --> 00:07:40.520 And so it's like, boom, you're following the wrong plan. 235 00:07:40.520 --> 00:07:42.200 And then, it's like, listen, I don't think 236 00:07:42.200 --> 00:07:43.640 if you had the most account of going in the world, 237 00:07:43.640 --> 00:07:44.440 you would have enjoyed life, 238 00:07:44.440 --> 00:07:45.640 you probably would have just stopped doing it 239 00:07:45.640 --> 00:07:46.640 at certain points, right? 240 00:07:46.640 --> 00:07:48.440 Right, okay, so the plan was wrong. 241 00:07:48.440 --> 00:07:50.200 And sometimes they can both be wrong. 242 00:07:50.200 --> 00:07:53.000 You had a horrible plan and you had no one fall of you. 243 00:07:53.000 --> 00:07:55.200 Of course you failed, right? 244 00:07:55.200 --> 00:07:57.360 And so once you have those two points, 245 00:07:57.360 --> 00:07:59.600 you build rapport because you make them feel better 246 00:07:59.600 --> 00:08:02.040 about themselves, but then you prove very clearly 247 00:08:02.040 --> 00:08:04.760 why they failed, why they didn't achieve 248 00:08:04.800 --> 00:08:06.280 but they were looking to achieve. 249 00:08:06.280 --> 00:08:09.360 And so when you were teaching your salespeople, 250 00:08:09.360 --> 00:08:11.760 they have to have the objective of saying, 251 00:08:11.760 --> 00:08:13.360 of getting the person to the point 252 00:08:13.360 --> 00:08:15.440 where they either say they didn't have the right plan 253 00:08:15.440 --> 00:08:17.320 or they didn't have the accountability. 254 00:08:17.320 --> 00:08:20.400 And virtually every single sale will lead to one 255 00:08:20.400 --> 00:08:21.240 of those two points. 256 00:08:21.240 --> 00:08:22.080 And if you're not driving that, 257 00:08:22.080 --> 00:08:23.360 that is why you'll miss the sale later. 258 00:08:23.360 --> 00:08:25.160 And be like, I couldn't overcome the obstacles 259 00:08:25.160 --> 00:08:26.800 as because they didn't understand 260 00:08:26.800 --> 00:08:29.000 why you were going to solve the problem, right? 261 00:08:29.000 --> 00:08:31.320 And so drive towards that point, 262 00:08:31.320 --> 00:08:33.760 the plan was wrong or you didn't have the accountability 263 00:08:33.760 --> 00:08:35.080 as soon as you get them to say, 264 00:08:35.080 --> 00:08:36.560 you can go into your pitch and you'll close, 265 00:08:36.560 --> 00:08:39.320 and you'll close way more easily just by making sure 266 00:08:39.320 --> 00:08:42.240 that you've broken the belief that they came in for 267 00:08:42.240 --> 00:08:44.960 because they don't know why they're not losing weight. 268 00:08:44.960 --> 00:08:46.600 And you're now showing them why 269 00:08:46.600 --> 00:08:48.720 and then you're showing them the new way, all right? 270 00:08:48.720 --> 00:08:51.440 So anyways, hope you guys have a terrific Tuesday. 271 00:08:51.440 --> 00:08:52.960 Closing, closing like mofos, 272 00:08:52.960 --> 00:08:56.200 the diagnostic script is going to be coming out soon. 273 00:08:56.200 --> 00:08:57.160 Right now we're getting people close 274 00:08:57.160 --> 00:08:58.960 in $2,000, $3,000 tickets on the front end 275 00:08:58.960 --> 00:09:03.120 from 28 day from six week challenge orientation. 276 00:09:03.120 --> 00:09:04.440 So just by doing that, 277 00:09:04.440 --> 00:09:07.680 we're increasing the average ticket, three, four X, 278 00:09:07.680 --> 00:09:10.120 which is pretty flugging and awesome. 279 00:09:10.120 --> 00:09:11.360 Okay, have an amazing day guys, 280 00:09:11.360 --> 00:09:12.760 keeping awesome and I'll catch you guys soon. 281 00:09:12.760 --> 00:09:13.760 Bye. 282 00:09:13.760 --> 00:09:16.960 Tag a friend, throw a like, you know, 283 00:09:16.960 --> 00:09:18.440 comment, all the comments. 284 00:09:18.440 --> 00:09:19.280 Bye, bye.