WEBVTT 1 00:00:00.000 --> 00:00:07.000 What I want to share with you is the one sales tactic that has directly made over 35 million dollars for my company. 2 00:00:07.000 --> 00:00:10.000 And I want to show you how I learned it. 3 00:00:10.000 --> 00:00:13.000 Welcome to the game where we talk about how to get more customers, how to make more progress, 4 00:00:13.000 --> 00:00:17.000 how to keep them longer, and the many failures and lessons we have learned along the way. 5 00:00:17.000 --> 00:00:19.000 I hope you enjoy and subscribe. 6 00:00:19.000 --> 00:00:24.000 So when I was at my own gym back in the day, probably eight years ago, 7 00:00:24.000 --> 00:00:26.000 I was really struggling, right? 8 00:00:26.000 --> 00:00:29.000 And I was traveling to come back home or something. 9 00:00:29.000 --> 00:00:32.000 And during a layover, I saw this guy that I used to go to college with. 10 00:00:32.000 --> 00:00:36.000 And he was, I didn't think this guy was that much smarter than me, 11 00:00:36.000 --> 00:00:40.000 and definitely didn't like, I was in some class, but I was like, I don't think this guy is that bright. 12 00:00:40.000 --> 00:00:44.000 And he sits down next to me and he says, he's like, oh, how's your gym? I heard you got a gym. 13 00:00:44.000 --> 00:00:47.000 And I was like, oh, you know, it's going well. I was like trying to be cool. 14 00:00:47.000 --> 00:00:50.000 And he's like, yeah, I've got this supplement store. 15 00:00:50.000 --> 00:00:52.000 And I was like, oh, that's awesome. 16 00:00:52.000 --> 00:00:56.000 I was like, well, I've got two locations there. I was like, oh, well, fancy you. 17 00:00:56.000 --> 00:00:58.000 And I said, well, what do you guys do like a month? 18 00:00:58.000 --> 00:01:01.000 He says, I don't know. We do like 70, 80,000 a month. 19 00:01:01.000 --> 00:01:05.000 And I was like, in supplements, he was like, yeah. 20 00:01:05.000 --> 00:01:08.000 And at that moment, it was like my mind broke. 21 00:01:08.000 --> 00:01:11.000 I was like, if this guy can do this, I'm going to find a way. 22 00:01:11.000 --> 00:01:14.000 Like I was like, I've got this whole gym full of people and I don't sell them supplements. 23 00:01:14.000 --> 00:01:18.000 And so when I came back, I was like 100% committed to selling supplements. 24 00:01:18.000 --> 00:01:20.000 I was like, I'm going to figure out how to do this. 25 00:01:20.000 --> 00:01:23.000 And every single client will walk into my facility. 26 00:01:23.000 --> 00:01:27.000 After I would sell them our service package, I was like, hey, buy these supplements. 27 00:01:27.000 --> 00:01:32.000 And they were like, no, I'm not going to. And it felt horrible. 28 00:01:32.000 --> 00:01:35.000 And I literally just, again, and again, and again, I just kept getting beat up. 29 00:01:35.000 --> 00:01:38.000 And I bought all this inventory after I talked to that guy. 30 00:01:38.000 --> 00:01:40.000 And so this cash is just sitting on my shelf. 31 00:01:40.000 --> 00:01:42.000 And I was like, I have to find a way to move this stuff. 32 00:01:42.000 --> 00:01:45.000 And so one day, I think I had 15 or 20 consultations. 33 00:01:45.000 --> 00:01:48.000 I had sold a bunch of people into a new program that was starting. 34 00:01:49.000 --> 00:01:51.000 And I was doing all the 101 orientations. 35 00:01:51.000 --> 00:01:53.000 And I was probably like 15 orientations deep. 36 00:01:53.000 --> 00:01:56.000 And I just headed no after no after no after no. 37 00:01:56.000 --> 00:01:59.000 And finally, I was sitting down in this nice lady walked in. 38 00:01:59.000 --> 00:02:01.000 And she had like a nice ring and a nice person. 39 00:02:01.000 --> 00:02:05.000 I was like, okay, if I don't sell this woman, I'm going to kill myself. 40 00:02:05.000 --> 00:02:07.000 And so, and she was like super upbeat. 41 00:02:07.000 --> 00:02:09.000 And anybody who's ever done sales, like you know when you see that person, 42 00:02:09.000 --> 00:02:11.000 you're like, I'm definitely closing this one. 43 00:02:11.000 --> 00:02:12.000 Like I have to close this one. 44 00:02:12.000 --> 00:02:14.000 Like this is how I pay my bills. 45 00:02:14.000 --> 00:02:18.000 And so she sits down and I remember getting to the end of the presentation. 46 00:02:18.000 --> 00:02:22.000 And I just said, instead of my normal pitch around like hypertrophy 47 00:02:22.000 --> 00:02:25.000 and maintaining body mass and just a whole bunch of jargon 48 00:02:25.000 --> 00:02:28.000 that she would never even understand, I said, hey, so with the program, 49 00:02:28.000 --> 00:02:32.000 I was like, do you want chocolate or vanilla for your protein? 50 00:02:32.000 --> 00:02:34.000 And she was like, which one do you like? 51 00:02:34.000 --> 00:02:35.000 I was like, chocolate. 52 00:02:35.000 --> 00:02:37.000 She was like, all right, I'll take one of those. 53 00:02:37.000 --> 00:02:41.000 And I was like, I didn't want to scare her away. 54 00:02:41.000 --> 00:02:47.000 So I was like, I've got for the pre-workout, do you want to do kiwi or strawberry? 55 00:02:47.000 --> 00:02:48.000 I like the kiwi. 56 00:02:48.000 --> 00:02:50.000 She was like, okay, I'll do that one. 57 00:02:50.000 --> 00:02:54.000 And I didn't want to sell anymore because I was afraid that she would somehow back out. 58 00:02:54.000 --> 00:02:58.000 And so, and I didn't want her to like make any other purchasing decision. 59 00:02:58.000 --> 00:03:00.000 So I said, do you want to just use the card you have on file? 60 00:03:00.000 --> 00:03:02.000 And she was like, yeah, that's fine. 61 00:03:02.000 --> 00:03:05.000 And then I took these off the shelf and I slid them over to her. 62 00:03:05.000 --> 00:03:10.000 And she grabbed them and she smiled and she walked out of the facility. 63 00:03:11.000 --> 00:03:13.000 And I made my first supplement sale. 64 00:03:13.000 --> 00:03:16.000 And I was like, holy shit. 65 00:03:18.000 --> 00:03:23.000 Aimos in Asian, quick break just to let you know that we've been starting to post on LinkedIn and want to connect with you. 66 00:03:23.000 --> 00:03:28.000 All right, so send me a connection request and let me know that you listen to the show and I will accept it. 67 00:03:28.000 --> 00:03:32.000 There's anyone you think that we should be connected with, tag them in one of my relay list posts. 68 00:03:32.000 --> 00:03:34.000 And I will give you all the love in the world. 69 00:03:34.000 --> 00:03:36.000 All right, so let's get back to the show. 70 00:03:37.000 --> 00:03:46.000 I didn't even talk at all about what these even did or how to take them or what the benefits were. 71 00:03:46.000 --> 00:03:49.000 I just simply asked her which one she wanted. 72 00:03:49.000 --> 00:03:53.000 And the key was I didn't ask her whether she wanted them. 73 00:03:53.000 --> 00:03:56.000 I asked her which one she wanted. 74 00:03:56.000 --> 00:04:01.000 And as soon as I realized that, that is when I was introduced to the assumed close. 75 00:04:01.000 --> 00:04:06.000 All right, it is one of the strongest upsells in all of business. 76 00:04:06.000 --> 00:04:19.000 Like I can't tell you, whenever I hear someone, if there's every sales process that generates tons and tons of traffic and they're closing anywhere in the 80% plus range, I usually know that it's an upsell. 77 00:04:19.000 --> 00:04:28.000 And the beauty of an assumed close is that the prospect is choosing between two options that both are buying from you rather than whether or not they're going to purchase. 78 00:04:28.000 --> 00:04:41.000 And so the beauty is if you can construct your conversations in a way that makes the sale seamless and make it assumed that they're going to have this extra thing with your program, you can immediately upsell a big, big, big percentage of customers. 79 00:04:41.000 --> 00:04:53.000 Whereas maybe normally you might close one out of three or one out of four, or if you're really good one out of two of customers who walk in the door with an assumed close as an upsell, you can sell nine out of 10, nine and a half out of 10 of the people that you sit in front of. 80 00:04:53.000 --> 00:04:57.000 And you can close them at higher tickets at higher percentages. 81 00:04:57.000 --> 00:05:02.000 And part of the reason is because in an upsell opportunity, you're selling to a customer who already knows and trusts you. 82 00:05:02.000 --> 00:05:10.000 And if you pair the fact that they already know and trust you with the fact that you already have a purchase that's already happened, you have their information on file. 83 00:05:10.000 --> 00:05:18.000 And then you simply present them with an either or option that both include buying, you will typically get a huge percentage to take that option. 84 00:05:18.000 --> 00:05:28.000 So this, this assumed closed rapidly transformed business. I ended up making just as much if not more from the supplement sales and profit that I did for my actual facility. 85 00:05:28.000 --> 00:05:34.000 It became a staple in all the locations that I had. I was able to cover all of my advertising spend simply from the upsells. 86 00:05:34.000 --> 00:05:41.000 And so that took all of what used to be my service revenue and just turned that into profit because I could cover all my acquisition costs simply with the upsells. 87 00:05:41.000 --> 00:05:51.000 I taught this to all of the facilities that we had and they ultimately used that for selling prestige labs, which is the brand of supplements that we have that pays really, really high margins for gyms. 88 00:05:51.000 --> 00:06:01.000 And so that single experience for that lady, bless her soul, just said yes to the either or option is what significantly changed a huge part of my life. 89 00:06:01.000 --> 00:06:08.000 And so anyways, I hope you take something from that. I hope there's there's something you can look in terms of your sales process in terms of something you could upsell. 90 00:06:08.000 --> 00:06:15.000 It doesn't have to be a product. It can be a service. It could be, you know, it can obviously be any kind of retail stuff. Physical products is really easy because you already sold service. 91 00:06:15.000 --> 00:06:22.000 So next that you want to think about what's the next natural thing that they're going to want to need or want or going to have to normally buy on their journey. 92 00:06:22.000 --> 00:06:31.000 And if you're like, I don't know how to find something like that. You just simply look at what the normal things that a customer will buy in addition to your services as a result of the decision. 93 00:06:31.000 --> 00:06:44.000 You know, fitness is an easy one. People go by clothing, fitness clothes, they buy shoes, they might buy some at home stuff, they might start downloading some apps, they might get different groceries, that's food or food prepping, food prep materials, a crock pot. 94 00:06:44.000 --> 00:06:53.000 Like all of those things are things that be accompanied, then obviously supplements. And so a lot of times when a consumer makes a decision to work with you on a service side, there's other additional purchases that they're going to make. 95 00:06:53.000 --> 00:07:03.000 And if you can, if you can predict what those are, which you should know, and weave those into your sales process as an either or decision, you will usually get a very big percentage to uptake. 96 00:07:03.000 --> 00:07:09.000 And a lot of times those upsells can be all profit for you and even offset the entire cost of acquisition of getting your customers. 97 00:07:09.000 --> 00:07:14.000 I can't even stress how impactful this was in my life. And so anyways, hope you found that valuable. Hope that was cool. 98 00:07:14.000 --> 00:07:23.000 If you like this stuff, you know, like, subscribe, all that kind of jazz. And I think I've got some trainings that you can go through for free and go click do that and catch you soon.