WEBVTT 1 00:00:00.000 --> 00:00:05.040 The goal with the obstacle overcome period of time is to isolate and resolve the issue, 2 00:00:05.040 --> 00:00:09.360 right, and then ask again. Welcome to the game where we talk about how to get more customers, 3 00:00:09.360 --> 00:00:12.880 how to make more progress and how to keep them longer, and the many failures and lessons we have 4 00:00:12.880 --> 00:00:18.640 learned along the way. I hope you enjoy and subscribe. I'm going to walk you through one of my 5 00:00:18.640 --> 00:00:23.440 favorite closes of all time for somebody who says, I need to think about it, I'm not sure, 6 00:00:23.440 --> 00:00:27.440 I can't make a decision today, all of those types of what I consider stalls. All right, and so 7 00:00:27.440 --> 00:00:32.800 this is a two-part close and if you're like, what is a close? Fundamentally, a close is simply 8 00:00:32.800 --> 00:00:37.680 having a line of reasoning that you've already said before that just shits light on the truth, 9 00:00:37.680 --> 00:00:42.560 because fundamentally, there's no hacks to selling. It's simply, can I get this person to see 10 00:00:42.560 --> 00:00:47.040 reality for what it is rather than what they want it to be? All right, and so this is called 11 00:00:47.040 --> 00:00:51.040 the Unicorn Clothes into the one to ten close. Okay, and so the Unicorn Clothes is one of my 12 00:00:51.040 --> 00:00:56.160 favorite ones because I almost have jokes embedded in all of my closes, and I do that because 13 00:00:56.160 --> 00:01:01.680 it can be a high tension situation, and this person has had far fewer of these conversations 14 00:01:01.680 --> 00:01:06.800 than you are, and therefore far more in a fight or flight like scenario, and you always want to 15 00:01:06.800 --> 00:01:13.200 actively be de-escalating them, right? And that's what building the control of your tonality 16 00:01:13.200 --> 00:01:18.800 is important for, because if you can control your tone, you can control what they are hearing from 17 00:01:18.800 --> 00:01:24.560 you, because how you say what you say matters far more than what you say. And I'm going to do a 18 00:01:24.560 --> 00:01:28.320 quick segment right now on this, because I think it's important for this to make sense to you, 19 00:01:28.320 --> 00:01:33.680 because none of the obstacle overcomes that I'll ever teach you will work if your tone is wrong. 20 00:01:33.680 --> 00:01:38.960 So if I said, so there's two aspects of tone, right? You've got the cadence, right? Like how 21 00:01:38.960 --> 00:01:43.440 quickly you say what you say, you have the tone in terms of whether you go up or down, right? So how 22 00:01:43.440 --> 00:01:49.680 quickly you say it, whether you go up or down in the tone of voice you're using, and then the emphasis, 23 00:01:50.640 --> 00:01:55.920 which is the pauses, on what works. So if I said, and I use this from Jason Flallien, because I 24 00:01:55.920 --> 00:02:00.640 just love this sentence, because it's so great to change the meaning. I didn't say he hit his wife. 25 00:02:01.360 --> 00:02:11.200 I didn't say, or I didn't say he hit his wife. I didn't say he hit his wife. I didn't say he hit his wife. 26 00:02:11.440 --> 00:02:20.640 I didn't say he hit his wife. I didn't say he hit his wife. Notice the difference in what each 27 00:02:20.640 --> 00:02:28.560 of those sentences mean based on the emphasis, right? Now from a tone standpoint, if my wife calls me 28 00:02:28.560 --> 00:02:36.720 and she says, Alex or Alex or Alex, right? The way that she says my name indicates the meaning 29 00:02:36.720 --> 00:02:43.520 behind the statement. And so if you're closing someone, you want to slow down, because you don't 30 00:02:43.520 --> 00:02:49.120 want them to feel rushed. Number one, so your cadence slows to make sure they're understanding the 31 00:02:49.120 --> 00:02:55.760 words that you're saying right now. Number two, from a emphasis standpoint, you want to make sure 32 00:02:55.760 --> 00:03:01.600 that you're emphasizing the words that will matter to them, right? Them being the focus of your 33 00:03:01.600 --> 00:03:05.760 conversation. And so I just wanted to have that as a quick precursor before I get into the unicorn 34 00:03:05.760 --> 00:03:10.480 corner of the 110. So the unicorn closed, I like a lot because I can, I can make these jokes. 35 00:03:10.480 --> 00:03:14.880 The unicorn closed, I like a lot because it gives me this opportunity to give the joke. So I say, 36 00:03:14.880 --> 00:03:19.360 hey, listen, if this, if this were a beautiful unicorn of a program, right? It has everything you 37 00:03:19.360 --> 00:03:25.200 possibly could want. Would you do, would you, would you get started, right? And the nice thing about 38 00:03:25.200 --> 00:03:29.440 this is that you actually get them to say yes to hypothetical, okay? And so it's like, and they 39 00:03:29.440 --> 00:03:32.480 have to say yes to hypothetical because that's why they're here today. If they say no, then you have 40 00:03:32.480 --> 00:03:36.400 massive issues in the cell that you totally bombed earlier, right? But it's like, if this program 41 00:03:36.400 --> 00:03:40.880 were perfect, would you do it? They say yes. And you say, cool. So, and that's why I use the unicorn 42 00:03:40.880 --> 00:03:43.840 because it's like, yes, we're riding on the rainbow and it's this amazing perfect unicorn program. 43 00:03:43.840 --> 00:03:48.160 Would you do it? Let's say yes. It's like, okay. So what's the difference besides the unicorn, 44 00:03:48.160 --> 00:03:51.760 right? Between what, as you currently understand it and the program as you see it right now, 45 00:03:51.760 --> 00:03:56.880 and that perfect program, right? And so they will then tell you what is different about it, okay? 46 00:03:56.880 --> 00:03:59.760 And that will allow you to isolate the issue and then fix it. 47 00:04:02.160 --> 00:04:06.560 Real quick, guys, if you can think about how you found this podcast, somebody probably tweeted it, 48 00:04:06.560 --> 00:04:10.960 told you about it, shared it on Instagram, or something like that. The only way this grows 49 00:04:10.960 --> 00:04:15.360 is through word of mouth. And so I don't run ads. I don't do sponsorships. I don't sell anything. 50 00:04:15.360 --> 00:04:19.520 My only ask is that you continue to pay it forward to whoever showed you or however you found out 51 00:04:19.520 --> 00:04:24.160 about this podcast that you do the exact same thing. So if it was a review, if it was a post, 52 00:04:24.160 --> 00:04:27.040 if you do that, it would mean the world to me and you'll throw some good karma out there for another 53 00:04:27.040 --> 00:04:32.640 entrepreneur. Now, if they're like, well, you know, I'm not really sure about that. It's like, 54 00:04:32.640 --> 00:04:36.720 cool. Well, then on a scary one to 10, 10 being like Alex, let's rock and roll. Let's do this. 55 00:04:36.720 --> 00:04:41.600 I think this makes sense. And I want to move forward versus Alex, you suck your hotel person, 56 00:04:41.600 --> 00:04:45.840 like your wife probably hates you, your father thinks you're a failure. And I never want to see 57 00:04:45.840 --> 00:04:49.440 you again, right? I want to see everyone attend see another opportunity for a joke that we can make 58 00:04:49.840 --> 00:04:54.160 to keep the keep the lightness of the situation high, right? It's like, where are you? 59 00:04:54.160 --> 00:04:57.200 Right? On that scale. Now, what's important is it doesn't matter what number they say. 60 00:04:57.200 --> 00:05:00.880 Because let's say they say I was six, right? Or a seven, which is usually what they'll put up. 61 00:05:00.880 --> 00:05:05.520 You know, sometimes they're like, I'm going to eat. Okay, cool. Then there's two awesome follow 62 00:05:05.520 --> 00:05:10.480 questions to this. Number one is what would make you attend, right? Which is just a different way 63 00:05:10.480 --> 00:05:18.240 of framing the unicorn clothes. The second is why aren't you at two? So you just you just 64 00:05:18.240 --> 00:05:21.040 loop it the other way and have them defending against the negative. And this is where they'll 65 00:05:21.040 --> 00:05:24.800 start selling you and why the program is great. And after they say, well, this is the reasons 66 00:05:24.800 --> 00:05:29.520 I'm not at two. I'm like, well, that sounds like it's a reason to be at 10, right? And then you can 67 00:05:29.520 --> 00:05:33.360 move forward from there. Now, if they say these are the reasons that it's not, then you can usually 68 00:05:33.360 --> 00:05:38.080 try and rectify the issue. But the goal with the obstacle overcome period of time is to isolate 69 00:05:38.080 --> 00:05:42.560 and resolve the issue, right? And then ask again, right? That's that's really fundamentally all 70 00:05:42.560 --> 00:05:47.920 obstacles are. It's like, you are trying to isolate the issue and then overcome it and then 71 00:05:47.920 --> 00:05:52.000 circle back and ask again. So it's normal to ask them until times for the sale. Like don't feel 72 00:05:52.000 --> 00:05:56.560 weird about it. Like sales begin when someone says no, right? If they if they immediately say yes, 73 00:05:56.560 --> 00:06:01.360 like you're just you're kind of just transacting, right? And so it's important to make sure that you 74 00:06:01.360 --> 00:06:08.560 are comfortable in the land that exists past no. And the no is not no forever. It's no for right 75 00:06:08.640 --> 00:06:12.800 now because I just don't understand enough because fundamentally the likely that the person 76 00:06:13.440 --> 00:06:19.040 improves their life and gets closer to their ideal goal if they sign up with you versus not 77 00:06:19.040 --> 00:06:23.760 signing up with you should be a very clear argument to make. Like you can not sign up and you're guaranteed 78 00:06:23.760 --> 00:06:27.200 to not hit your goal because you have it's taking you this long to get to this point you haven't 79 00:06:27.200 --> 00:06:31.520 had it. Or option two is you do sign up and the likely that you get your goal is significantly 80 00:06:31.520 --> 00:06:35.360 hard, right? And so like what are we choosing here? Like obviously you want to increase the likely 81 00:06:35.360 --> 00:06:40.720 digital goal. So let's go, right? And so those are my those are two of my favorite clothes when it comes 82 00:06:40.720 --> 00:06:47.280 to somebody who's like, I'm not sure. And a key point here is that we want to make this child 83 00:06:47.280 --> 00:06:53.840 like curiosity. So if someone is not sure, it's like, huh, that's interesting. Why would think 84 00:06:53.840 --> 00:06:57.520 this is this? Not here's why you're wrong. And I'm going to make an argument to prove to you 85 00:06:57.520 --> 00:07:02.400 because if you prove them wrong, you both lose. It has to be their idea. And it's the only way to 86 00:07:02.400 --> 00:07:05.440 get somebody to think something is their idea is to ask them questions that leave them there. 87 00:07:05.440 --> 00:07:09.840 And the only way to do that is to have the report and maintain the report through the close. 88 00:07:09.840 --> 00:07:12.800 All right. And this is where a lot of people lose rapport is in the close because they feel 89 00:07:12.800 --> 00:07:17.040 personally are fronted, right? And it's not about you. And that's the thing. Like sales is not 90 00:07:17.040 --> 00:07:20.240 about you at all. If anything, it's the most selfless job in the world because you have to make it 91 00:07:20.240 --> 00:07:25.360 all about them. And everything you talk about has to be in their terms, which is why some of the 92 00:07:25.360 --> 00:07:28.640 things that people mess up is like, well, we're so great. We're so amazing. It's been all the time 93 00:07:28.720 --> 00:07:32.720 to sell beefing up while they're amazing. And the person only cared about themselves. So you just 94 00:07:32.720 --> 00:07:37.200 have to always talk about them. And they will love talking to you. Okay. And so those are two of my 95 00:07:37.200 --> 00:07:41.840 favorite. I have a ton of clothes that we use for for how to overcome like I need to think about 96 00:07:41.840 --> 00:07:46.880 it. But those are two of my favorites because it just gives you such easy ammunition. One is what 97 00:07:46.880 --> 00:07:51.760 would make this perfect compared to what it is today. And then why aren't you lower on the 98 00:07:51.760 --> 00:07:55.360 on the scale? Like why don't you believe in this even less than you currently do? And we have jokes 99 00:07:55.360 --> 00:07:59.760 that are woven into both the unicorn and the one to 10 because it's amazing. And also I'm a 100 00:07:59.760 --> 00:08:03.040 terrible person. My father hates me and I'm a response for climate change that you can get 101 00:08:03.040 --> 00:08:12.480 them to laugh again and it keeps the gravity light. And keeping awesome. Bye.