WEBVTT

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What's going on, everybody?

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Happy Thursday.

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I am coming to you with one that I am excited about.

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I've told you a little bit more pine

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with sky stuff the last few days.

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And I am excited to bring you some very actionable nuggets

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that you can use immediately in your next sales

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costations.

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And obviously, we sell lots of really expensive stuff.

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And so naturally, we have to be able to overcome price

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objections, which is simply saying,

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I don't believe that what you have is sufficiently valuable.

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I already told myself, guys, to watch this video,

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so I'm trying to make it extra good.

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Yeah, good point, that was that, dude.

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So there's four kind of parts, too.

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So we have a lot of price overcomes that we do in our sales

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trade for the majority, you know, inner stuff.

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And one of the interesting things is that,

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so we have probably 10, 15 overcomes for every objection.

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I need to think about it.

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I'm not the decision maker or money, right?

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There's the three main obstacles that come up

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at all times.

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Every other obstacle is not really an obstacle

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because you can get over it like half of in times,

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or I'm not sure about the workouts,

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all about it, you can get over all that stuff.

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The only things that are the main three obstacles will,

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say three obstacles since the dawn of time

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of selling stuff, right?

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And so it's the lay, not the decision maker or money.

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And so today, this is one of the overcomes

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that we use for price.

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Now, Dave Kennedy tells a story about how he was talking

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with the best vacuum sales reps in like the 19,

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who was one of the top reps in like 1950 or something like that.

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And he had to pass, like a test,

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and he had to memorize like 356 obstacle overcomes.

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And he was like, and he was telling Dan, he was like,

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you know how many I actually use?

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He was like three.

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And so what ends up happening is that you're gonna start

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finding like we have 10, 15 overcomes

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in each of our trainings, but like there's gonna be

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a couple of them just feel like it feels like

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the way you described something where it resonates with you.

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And then that's the one you should pick, right?

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And that's what you should use.

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So what I'm gonna share with you today on this price one

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is one that for those of you who know, like my first gym,

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when I was like fighting the good fight.

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So, so a primary of me, this is sort of actually

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one that I discovered just in the trenches.

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I didn't pick this up from anyone.

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And so it kind of has four pieces to it.

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And it's probably the one that I use the most

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when it comes to price, right?

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And so, you know, this is when right after you,

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you explain that you sold them on the vacation,

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they're totally bought it and you're like,

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listen, it's gonna cost your first kid, right?

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And then they're like, holy crap, they're like,

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that's expensive.

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And so a lot of people ask those people,

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as soon as someone says, that's expensive,

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they immediately go and defensive

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and start trying to discount prices.

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And then still, because you should agree with them.

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And so that's the first step as you agree.

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You're like, absolutely, it's totally expensive.

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And that's why if you guys understood my videos,

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I'm like, we are 100% by far the most

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expensive to the marketplace.

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Like, we are the most expensive.

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And then you always give me say this right afterwards

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and like, we're also the best, right?

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And so the second piece is first to agree with them.

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Totally agree with me.

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We are definitely, I mean, hopefully we're the most expensive.

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You don't be like, almost like,

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take it on like, you're proud of them, right?

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Like, hopefully we're the most expensive

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because we're definitely the best, right?

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And then they're like, huh, like, wow,

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that didn't actually get them off-culture, right?

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And so piece number two is, so agree.

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And then you're like, so, I mean, the reason that we're,

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you know, the most expensive is because we had a decision

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to do it, right?

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We could have either been, you know,

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competed in the world of the cheapest, right?

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Or we could be the best and give people

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what they accidentally need.

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And from what it sounds like, you've already tried

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the cheaper out and it brought you into it, right?

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And then you get agree with it, you're like, yeah, right.

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And so, and right after that option,

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it just should be like, so, you know, it's like,

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and then you're basically backtracked into the vacation,

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reminding them of you stating the value.

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You know, it's in the honest, I mean,

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if this program does what I say it does, right?

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This is why you got to deliver hard, right?

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So you can sell hard.

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It's just like, so if this does what I say it does, right?

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It truly gets you free of any of these conditions

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that you've been suffering from for the last 10 years, right?

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Gives you a little less develop.

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And here's one that you guys can use,

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generational health, right?

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People talk about generational wealth,

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you're about generational health, don't you want to have,

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like don't you want to impact your family?

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It's like, what if your kids kids were perhaps,

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by the way that you lived your life today?

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Like Jack the Lane's family, two generations later,

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they're all into fitness and health, right?

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That's generational health.

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People don't talk about that because no one knows how to get,

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and I'm gonna show you how this works, okay?

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So like I said, if this does what I say it does,

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and like, the weight on the scale, you own that, right?

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It never goes anywhere because you know exactly

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to your age, you can have tape and look into bikini,

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we're gonna show you how to get there, right?

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And guess what, it's not gonna take, you know,

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four more days, or 21 day detox, right?

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We're gonna show you to do this

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that that weight on the scale is what it is forever, right?

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And you can actually get rid of that second half

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the puzzle you're ashamed to have,

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but you're still aware, right?

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Because you're like, I don't know

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if I'm gonna go back to that, you can get rid of it

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and that little black dress or whatever it is.

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Like whatever that piece is, you know what that piece is?

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They lie, right?

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You're like, whatever that is, like you can own it.

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Like you can step into it and be like, yeah, this is mine.

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I'm gonna show you how to do that

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and not feel like you're starving yourself,

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that's you can live with this.

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That cool?

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Yeah, okay.

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So if this did what I say to us,

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wouldn't you not even believe me if it were cheap, right?

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Like I just told you this program's through again.

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If I just said all this stuff and I said yes,

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300 bucks, would you believe me?

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Of course not.

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So I think really what it comes down to

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is the main question, which is,

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do you wanna keep running in circles

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using the cheap route?

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Or do you wanna solve this problem for a bit?

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Hey guys, love that you're listening to the podcast.

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If you ever want to have the video version of this,

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which usually has more effects, more visuals, more graphs,

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you know, drawn out stuff,

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sometimes it can help hit the brain centers

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in different ways.

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You can check out my YouTube channel.

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It's absolutely free to check that out

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if that's what you are into.

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And if not, keep enjoying the show.

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And like, no one's like, no one's gonna say no.

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You're gonna be like, no,

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I wanna keep doing the cheap route.

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So it's like, and that's the beauty.

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That's why you have to establish the gap,

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which is one of the videos I made two days ago.

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It's like, the reason you came into this

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is because you don't have what you need.

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Period, you don't have what you need

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because if you did, you would not have walked in.

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Right?

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If you're like, well, I'm gonna think about it.

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I'm like, girl, what are you like?

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What are you going home to?

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There's nothing there, right?

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Hey, fitness, what are you gonna do?

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Right?

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There's nothing else besides us right now

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because like, you have this ultimate advantage

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that they walked in.

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They admitted, I have a problem,

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you can solve.

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Right?

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And so just to restate, someone says,

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oh my gosh, this is expensive.

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You're like, absolutely.

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It's definitely expensive.

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Hopefully we're the most expensive,

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because we're definitely.

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Pause, let's look at it and you're like,

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I mean, honestly, the reason we did it

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that way is because we did a decision of it.

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We could be the cheapest

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or we could give people what they actually needed.

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And in order to do that, we need to give you

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more attention to you.

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If you need more accountability,

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we need to give you more coaching.

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Like, all the things that like everyone else

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coach corners on is the reason that no one gets

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the results that they're looking for.

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They get sold on them, but they don't actually get it.

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Which is why you're here.

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Right?

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And so like I said, recap it.

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If this does what I say it does,

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why can get you free of this

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which you've been struggling with for the last 10 years?

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You're just gonna look at you

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the way you want it to, right?

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Get you an empty key and eat center.

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Get your kids healthy forever, generational health.

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Wouldn't it be worth three grand, right?

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Wouldn't you not believe me if it weren't three grand, right?

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Okay, so main question is,

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do you want to keep running the cheap cycle

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or do you want to fix this for good?

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Because I can guarantee you,

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if you add up all of the next 10 years

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worth of cheap things you're gonna do,

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it's gonna cost 10 times more than this

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and all the emotional trouble and time

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which you're gonna put into it.

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Double sell this for good.

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Awesome.

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All right, what do you wanna use?

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And then you close it out.

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So, hopefully that makes sense to you.

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If you are new to this group,

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by the way, we are by far the most expensive,

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I'm going to increase our prices again soon.

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And so the main question is,

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if this does what I say it does,

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if Jim Orange does what I say it does,

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if it's gonna help you bring $200,000

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revenue in your first year,

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which is what happens to personally all the things

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that do it, isn't it worth what I'm charging for it?

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If it did that and I was selling it for a grand,

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wouldn't you be a little suspect, right?

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Of course you wouldn't,

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because it wouldn't actually do that,

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because of course it wouldn't do that.

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So if you're like, man, I'm afraid to take that job,

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it's like, well then how else do you think I'm gonna

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fulfill in that promise that I'm doing to you, right?

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We have a 40 person company.

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Like, this is not a good business anymore.

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Like, we need a 40 person company.

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Like, dedicated to you,

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one thing which makes you informed money.

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So, anyways, I say that to you,

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I saw something on the,

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I'm not here the other day.

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Someone was afraid to make the jump.

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And the thing is, you're supposed to be afraid.

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That's okay.

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That makes you normal.

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Like, if you're not afraid,

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you're just a psychopath.

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And that's also another good one you can use in the sale.

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Which is like someone's like, man,

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this is a lot of money.

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I'm like, if you weren't afraid to spend the money right now,

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I'd soak you off the door.

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Of course you're supposed to be afraid,

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but that makes you just like everybody else.

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Like, virtually no gyms have the money to pay us.

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And the reason that they don't have the money to pay us

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is because they don't have the systems

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that we have to give them, right?

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And that's how it works.

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And then, I mean, I guess the main question is,

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I got this from Myron Golden.

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He said this one, I like this one a lot too.

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He said, he said, hey, man,

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I have to have you like here, like you're my little brother.

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And this is one of his price overcomes.

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And I was like, sure, man.

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He's like, so how long do you want to not have,

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do you want not having $10,000 to put forward on something?

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To be on the list of problems that you have in life?

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I use that one, actually I'm freaking you too.

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He's like, so you, like our program of thinking,

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just so you know our program of thinking,

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but how long do you want not having to hang around

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$1,000 today to be among the things

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that you struggle with in life?

295
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So that's a B to B overcome.

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Not on an emotional service,

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it should be a business service,

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but it's just like a real question.

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So if you're someone who's like,

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man, I mean, I can barely put $1,000 on it.

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I said, well then, like,

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what are the things going to change unless you change something?

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And how long do you want that to be one of the problems

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that you have in life?

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So anyways, lots of everyone, hopefully,

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this is useful for you for overcoming price.

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One of the stories that I had from Nick Elliott

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was going to be one of our speakers.

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Man, I'm just dropping a whole bunch of stuff today.

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That's okay.

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Is that, so if you was selling on six pack shortcuts,

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you guys saw that, like Mike King,

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all those six pack shortcuts dudes.

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He was their top sales rep.

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They had 75 sales reps on the floor.

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They didn't have about a million a month in phone sales,

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just selling high volume,

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turned in burn, transactional sales.

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And one of the things that they had on the floor

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is like if you didn't get a gas,

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when you said the price,

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you didn't go high enough.

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Because they would anger it's so high

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on that first presentation

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that they could bounce all over whatever they wanted to.

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And, but it's like they didn't get a gas,

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they're like, shit, I could have gone higher.

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I could have gotten from you, right?

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Now, I'm not saying you should think that way

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because they had a very transactional sales,

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not a relational sales business.

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There's very much, you know,

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Wambam, you know, get the credit card

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and close a very trendy burn.

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That's not how I suggest you when you're gin,

336
00:11:21.000 --> 00:11:24.920
but there's something there's some truth to it, right?

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Is that starting with that high ticket, starting at top?

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Just don't be afraid of the gas,

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just embrace it when you're like,

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yes, it's really best.

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If it does what I say it does,

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when you be suspect,

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if it works, price for it is.

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Anyways, lots of love guys.

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So I'm here with a basic day,

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tax and friends in it.

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Throw me some likes if you can.

348
00:11:43.360 --> 00:11:44.200
I appreciate it.

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00:11:44.200 --> 00:11:45.040
That's what you got.

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The little notifications.

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00:11:45.880 --> 00:11:46.720
Thank you, thank you.

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00:11:46.720 --> 00:11:50.280
Um, I'm an amazing Thursday.

353
00:11:50.280 --> 00:11:52.240
How could you guys in the flip side?

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Bye.