WEBVTT 1 00:00:00.000 --> 00:00:06.080 What's going on everybody happy Monday because the one thing that you're not like about my neighborhood is that the reception sucks 2 00:00:06.280 --> 00:00:10.400 So sometimes my face will rise get messed up and that's what happens. So we're gonna get right back into it 3 00:00:10.440 --> 00:00:11.520 so 4 00:00:11.520 --> 00:00:15.980 What is the number one reason that people don't buy well there are a lot of reasons that people don't buy 5 00:00:16.920 --> 00:00:18.920 like god 6 00:00:19.520 --> 00:00:21.520 Sorry, I get frustrated 7 00:00:21.520 --> 00:00:25.880 So a lot of people don't buy because the reports off the energies off they didn't get greeted right 8 00:00:25.880 --> 00:00:30.560 There's no pre-frame. There's a lot of reasons they didn't buy but if we're getting down to the actual sale itself like 9 00:00:30.560 --> 00:00:36.640 Why did this person not purchase and usually it's because there was not a gap that was established between the where they're trying to go? 10 00:00:36.640 --> 00:00:41.500 And what they have done and what they've done the past right the biggest advantage every single marketer has 11 00:00:41.560 --> 00:00:48.100 Every single salesperson has is that the person signed up the person walked through the door, right? 12 00:00:48.100 --> 00:00:55.840 And so whenever someone's like like if someone walks into your door and say they say they signed up for a specific solution 13 00:00:55.880 --> 00:00:58.420 There's really no reason for you not to close them, right? 14 00:00:58.420 --> 00:01:04.200 Like it's like you need to lose weight. I sell weight loss like let's bridge this gap here, right? 15 00:01:05.320 --> 00:01:08.360 So so like it's it should be really 16 00:01:09.320 --> 00:01:11.360 Common sense, but a lot of times we get so excited 17 00:01:11.360 --> 00:01:15.360 We're like I got a close sale. I got you know like we forget some of the basics of persuasion, right? 18 00:01:15.360 --> 00:01:18.520 And so the first thing you do is you have to clarify where they're trying to go 19 00:01:18.520 --> 00:01:22.320 Which is like why did you come in today, right? They're like why did you come in? They're like well? 20 00:01:22.320 --> 00:01:27.000 I'm trying to lose weight and you're like cool. How much like 30 pounds like okay? Cool. So you're trying to lose 30 pounds 21 00:01:27.000 --> 00:01:28.500 Where are you at right now? 22 00:01:28.500 --> 00:01:33.240 I'm at 200 pounds like okay, so you're at 200 you want to get to 170. Got it. What have you done in the past, right? 23 00:01:34.400 --> 00:01:38.080 Then they're going to go through the things you do in the past now the reason we do the past thing 24 00:01:38.240 --> 00:01:44.480 There's a couple reasons one is because you're trying to elicit emotion right you're trying to get them to think about all the things 25 00:01:44.480 --> 00:01:48.160 They've done and how much investment they've put into it because when you do that stuff 26 00:01:48.320 --> 00:01:52.880 Then they remember the the past pains the suffering and they're like man. I don't want to do that anymore, right? 27 00:01:53.120 --> 00:01:58.600 That's the first reason but the second reason is because we need to establish a gap 28 00:01:59.080 --> 00:02:07.180 Right of what they have done right and where they're trying to go because if someone comes in and they say 29 00:02:07.520 --> 00:02:14.160 Like what I have to establish is that if they if they had the method or our secret sauce 30 00:02:14.800 --> 00:02:20.480 The biggest way to nail them with this the gap wise is that you wouldn't have signed up today, right? 31 00:02:20.480 --> 00:02:24.260 And so that means it kind of nails them to the table if that makes sense 32 00:02:24.440 --> 00:02:28.040 So here's here's a gym owner example, then I'll give away a loss example 33 00:02:28.040 --> 00:02:31.840 So I'll give you two so if a gym owner signs up for something like our thing 34 00:02:31.840 --> 00:02:33.120 I would be like okay. Well 35 00:02:33.840 --> 00:02:36.240 It's clear right because they're like well, you know 36 00:02:36.240 --> 00:02:38.440 Maybe I can run Facebook ads my own or like me 37 00:02:38.440 --> 00:02:41.080 You know, you know, we've been doing word amount and that's more working okay for us 38 00:02:41.080 --> 00:02:44.640 You know, we do a certain amount of revenue like we don't need to do whatever that whatever that reason is right? 39 00:02:45.160 --> 00:02:46.680 We're like well 40 00:02:46.680 --> 00:02:48.520 Why'd you sign up then? 41 00:02:48.520 --> 00:02:53.680 Well, you know, I was kind of interested or like no, why'd you sign up right? We have to establish the gap like well 42 00:02:54.200 --> 00:02:57.580 You know, I'd like to have more I'm like, okay, so you're not content with where you're at 43 00:02:57.880 --> 00:03:02.880 Well, I mean, I'm okay, you're like no, no, but there's a reason that you signed up. What's the reason? 44 00:03:02.880 --> 00:03:06.480 Right and like well, I'd like to make more like well, why aren't you marketing on your own right now? 45 00:03:06.480 --> 00:03:08.320 Well, yeah, I'm like well, why isn't that working? 46 00:03:08.600 --> 00:03:12.200 And then they're like well, it's not as it's not as working as well as as it could be like okay 47 00:03:12.200 --> 00:03:20.400 So it's like you got to keep drilling until you get to okay got it because would it be safe to say if you had a really effective marketing method 48 00:03:20.400 --> 00:03:24.600 That was like printing you cash you wouldn't have walked in today right right okay 49 00:03:24.600 --> 00:03:30.240 So now we're establishing that gap or anchoring them down so within a weight loss conversation, right now you can do like 50 00:03:30.240 --> 00:03:33.080 I'm going really high level like there's more tactics here 51 00:03:33.080 --> 00:03:36.760 But I'm trying to like keep it high levels everyone gets what I'm talking about so with a weight loss conversation 52 00:03:37.080 --> 00:03:39.080 It might go something like 53 00:03:39.280 --> 00:03:44.280 Okay, so you know, you you did a you did an LA fitness membership. Okay, why didn't that work? 54 00:03:44.680 --> 00:03:47.040 Well, I mean I was working out, but I couldn't stick with it 55 00:03:47.040 --> 00:03:50.200 Um, I don't know I just I couldn't stay consistent, right? 56 00:03:50.200 --> 00:03:53.960 And so you'd be like okay, so you didn't follow a diet no one helped you out with your food and 57 00:03:54.720 --> 00:03:57.880 No one was calling to check in with you to make sure that you worked out and then when you're working out 58 00:03:57.880 --> 00:04:02.800 We're working out alone. They're like yeah, I'm like gosh girl. I'm like well, of course you didn't succeed, right? 59 00:04:03.800 --> 00:04:10.360 And so like I'm starting to do it's like break the beliefs of like explain why they they lost right explain why they lost 60 00:04:10.360 --> 00:04:15.600 So then it's like hey, it's not your fault. You just didn't know what it takes to get the goal that you want that's number one and then number two 61 00:04:16.840 --> 00:04:20.940 With establishing the gap is that if someone comes in because that's those are easier sales 62 00:04:20.940 --> 00:04:24.720 Someone comes in who's gonna like fight you a little bit more. It's like well, you know, I could do it on my own 63 00:04:24.720 --> 00:04:28.420 Like I've lost weight in the past like you know, I don't know why this is so different 64 00:04:28.420 --> 00:04:31.300 Right like so if you have one of those types of people then you're like well, listen 65 00:04:31.300 --> 00:04:34.340 I mean you came in today because you're trying to lose weight right right? 66 00:04:34.340 --> 00:04:40.420 Okay, and you're as if safe to say that you're not happy with where you're at. That's why you signed up right right? 67 00:04:40.420 --> 00:04:43.740 Okay, you know, I'm not happy where I'm at. Okay, cool. Well 68 00:04:44.300 --> 00:04:47.500 To be fair you said you've done this a couple times, right? 69 00:04:48.220 --> 00:04:49.420 Okay, cool 70 00:04:49.420 --> 00:04:53.340 So you haven't figured out a way to make it sustainable right you have been able to stick with it, right? 71 00:04:53.940 --> 00:04:55.940 Right because no matter what it is 72 00:04:56.220 --> 00:04:58.220 There's a reason they walked in the door 73 00:04:58.460 --> 00:05:05.220 There is a reason they walked in the door and it's because they don't have what they want and you just need to get them to say that 74 00:05:05.220 --> 00:05:08.460 You need to get them to admit it and as soon as they own that 75 00:05:08.540 --> 00:05:12.180 That it means you have something that you can nail them to that you can solve right? 76 00:05:12.180 --> 00:05:16.320 So this is like for a harder sale like some people are laid out sales and that's obvious 77 00:05:16.320 --> 00:05:21.580 But I'm saying for those for those 50% that you have to fight for not the 30% that just give you money because it's just 78 00:05:21.580 --> 00:05:23.460 They already made the decision before they walked in the door 79 00:05:24.060 --> 00:05:26.860 For those 50% some of them you got to fight for them a little bit 80 00:05:26.860 --> 00:05:32.260 And it's just because people have pride they have egos right as they don't want to admit that they failed, right? 81 00:05:32.260 --> 00:05:34.820 And so you have to bring it out of them like okay, so you 82 00:05:35.700 --> 00:05:40.580 Didn't lose weight or so you've been able to lose weight or you've had trainers in the past you want to other gyms, right? 83 00:05:40.820 --> 00:05:47.460 Okay, why didn't those things work right and so you're trying to tease it out of them and it's like because no matter what the biggest 84 00:05:47.460 --> 00:05:53.900 Advantage you have is that they walked in today and here's the word that you can say to them to make sure that they understand that point 85 00:05:53.900 --> 00:05:59.260 You say because if you did have everything you would have needed you'd already have the body you want and you wouldn't have walked in today 86 00:06:00.260 --> 00:06:02.260 done 87 00:06:03.580 --> 00:06:07.580 Hey, if you're a return listener and you have not rated or reviewed the show 88 00:06:07.580 --> 00:06:12.140 I want you to know that you should feel absolutely terrible about yourself and everything else in the world 89 00:06:12.140 --> 00:06:15.660 I'm kidding, but it would mean the absolute words to me if you guys would go ahead and do that 90 00:06:15.660 --> 00:06:18.340 And you don't even have to pause to show you keep listening and you can just do it with your thumb right now 91 00:06:18.340 --> 00:06:23.100 It'll take you less than 60 seconds and like I said the only way that podcast grows through word of mouth 92 00:06:23.100 --> 00:06:28.220 And this is you joining hands with me and helping as many entrepreneurs as we possibly can because no one is coming to save us 93 00:06:28.220 --> 00:06:31.880 It's just us all right, so please go do that now and let's get back to the show 94 00:06:35.500 --> 00:06:42.260 Right like if you already had the marketing mechanism of sales tactics or whatever to get people to like to acquire customers 95 00:06:42.260 --> 00:06:47.060 That will and make as much money as you needed you wouldn't have applied you wouldn't be on the phone with me right now 96 00:06:47.380 --> 00:06:52.220 Right the point is is that no matter what sales conversation you're having there's a reason that they apply 97 00:06:52.220 --> 00:06:57.140 That's why cold selling sucks because like somebody be like dude. I don't need you like I don't need it 98 00:06:57.140 --> 00:07:02.180 Right, but if someone applies which is my marketing's nice is someone applies then it means they raised their hand 99 00:07:02.180 --> 00:07:08.740 They said I really would like that solution which gives you the ultimate upper hand in the sale because they already admitted that they don't have 100 00:07:08.740 --> 00:07:13.620 They have a problem and they don't have the solution and you have that upper hand in the conversation 101 00:07:14.500 --> 00:07:19.700 Because if you had what I'm talking about if you already had a solution that you could walk away from this table from right now 102 00:07:20.740 --> 00:07:23.300 Then you wouldn't have walked in because you already have the body you want 103 00:07:24.260 --> 00:07:27.140 And like you wouldn't have applied right so you always have that upper hand 104 00:07:27.140 --> 00:07:30.580 So have that in the conversation when you're talking to these people is like well 105 00:07:30.580 --> 00:07:34.500 You know, I'm gonna think about I'm like what you have to sell against the alternative. What are you gonna do? 106 00:07:34.580 --> 00:07:39.300 Like we already know that you came in here and you tried the only finished thing that didn't work right look 107 00:07:39.300 --> 00:07:43.140 So you can't go back to that right and so we we use the pain stuff 108 00:07:43.700 --> 00:07:45.700 So that we can block the exit 109 00:07:45.700 --> 00:07:50.340 Right, it's like well, we've done all these other things. What are you gonna do you said you want to lose weight right right 110 00:07:50.900 --> 00:07:54.420 Well, what are you gonna do and like I say this like with this hardcore attitude because I'm like 111 00:07:54.900 --> 00:08:01.620 If you really believe that you're trying to help this person which is why selling is serving like you need to help them see what they can't see 112 00:08:01.700 --> 00:08:05.620 A lot of people really confuse a lot of people are like super emotional about it and they can't make decisions 113 00:08:05.620 --> 00:08:10.020 And so like you have to you have to learn this conversation so that you can help people 114 00:08:10.740 --> 00:08:15.940 And so you have to get them to see what they've been trying not to see right because they don't want to see the fact 115 00:08:15.940 --> 00:08:19.220 They need help because then it makes them feel small right so you're like listen 116 00:08:19.620 --> 00:08:23.780 You've done all these things. It has not worked right eat this thing didn't work this thing to this one 117 00:08:23.780 --> 00:08:24.580 Okay, cool 118 00:08:24.580 --> 00:08:28.660 So which it'd be fair to say that you have like right now you have yet to figure out what the construct is that makes it work 119 00:08:28.900 --> 00:08:33.540 Yes, okay, well here's why our construct is better than those things right and then you go belief breaking 120 00:08:33.540 --> 00:08:37.540 I'm not gonna get into that right now so belief break on the pitch right and then 121 00:08:38.180 --> 00:08:43.460 You close and this is really kind of more of an obstacle overcome for people who at that close say well 122 00:08:43.460 --> 00:08:46.980 You know what I'm not really sure and you're like what are you not sure about you need to lose weight 123 00:08:47.060 --> 00:08:51.540 You haven't done anything else that's worked and the reason you walked in today is because you're trying to solve this problem 124 00:08:52.580 --> 00:08:56.740 Right and you haven't done it otherwise you wouldn't have walked in you'd already have the body you want 125 00:08:57.300 --> 00:08:59.780 If you knew what I was talking about if you had our system 126 00:08:59.780 --> 00:09:03.060 You don't have the body want if you had our system your gym would be paying for itself 127 00:09:03.300 --> 00:09:07.940 Like if you had our system you'd be making as much one as you want to how do I know and then proof 128 00:09:09.220 --> 00:09:10.980 Like how do I know how to believe you proof 129 00:09:11.780 --> 00:09:15.940 Right that's why the first thing I'm telling you guys like even if you're not a like gym owner works with us 130 00:09:16.340 --> 00:09:21.460 Have an entire wall of before and after pictures have an entire wall of faster reviews because y'all got it 131 00:09:21.460 --> 00:09:23.300 You don't even use it use it 132 00:09:23.380 --> 00:09:30.580 Right we have 200 billion testimonies of gym owners that we've turned the gym around seven figure run rates like actual real seven figure run rates 133 00:09:31.620 --> 00:09:33.620 Like not just the name 134 00:09:33.620 --> 00:09:34.980 um 135 00:09:34.980 --> 00:09:41.860 And because they were at like 15k now they're at 100 right and I can show you a bazillion of them because we've processed it works 136 00:09:41.940 --> 00:09:46.740 Right but you wouldn't be in this group right now if your gym was making what you wanted to make 137 00:09:48.660 --> 00:09:52.740 So anyways I'm not gonna I'm not gonna underkay you um I'm just kidding 138 00:09:52.820 --> 00:09:56.020 But if you're on this group right now you totally should um opt-in somewhere 139 00:09:56.340 --> 00:10:01.380 I think I don't hate money.com you can go there um and you can sign up for a for a call and we'll explain to you 140 00:10:01.700 --> 00:10:05.780 And we'll go through this whole process do it as a learning experience if you want but um anyway guys 141 00:10:06.500 --> 00:10:10.020 Hope you guys have an awesome day uh make sure that you establish the gap 142 00:10:10.580 --> 00:10:14.820 Remind them that they would not have walked in if they had the solution that you already have 143 00:10:15.140 --> 00:10:19.060 It's the biggest upper hand you have in the sale because they raised their hand first all right 144 00:10:19.140 --> 00:10:22.660 You need to lose weight. I sell weight loss like all you got to do is protect that 145 00:10:22.900 --> 00:10:25.380 All right guys have an amazing day and I'll catch you guys on the flip side