WEBVTT

1
00:00:00.000 --> 00:00:04.800
And so they want to maintain consistency because people do not like pure appearing inconsistent

2
00:00:05.120 --> 00:00:08.960
Welcome to the gym secrets podcast where we talk about how to get more customers how to make more

3
00:00:08.960 --> 00:00:13.760
Per customer and how to keep them longer and the many failures and lessons that we have learned along the way

4
00:00:13.760 --> 00:00:15.760
I hope you enjoy and subscribe

5
00:00:17.640 --> 00:00:18.640
What's going on everyone?

6
00:00:18.640 --> 00:00:22.280
Hope you guys are having an awesome start to your Wednesday wacky Wednesday

7
00:00:22.280 --> 00:00:24.720
Um, I'll make this short and sweet for you

8
00:00:25.520 --> 00:00:28.100
Advanced sales technique to get over decision-maker optical

9
00:00:28.100 --> 00:00:33.780
So one of the big obstacles you have in any selling situation is especially in a transactional sale like fitness

10
00:00:34.580 --> 00:00:39.020
Is you know, I have to talk to my spouse. I have to talk to I mean, typically it'll be a spouse if it's way lost

11
00:00:39.020 --> 00:00:42.500
And so that's what I wanted to cover today. So the first time I heard of this

12
00:00:43.780 --> 00:00:45.940
Technique was in psychology class

13
00:00:46.900 --> 00:00:50.740
In college the next time I heard about this was from Frank Kern

14
00:00:51.540 --> 00:00:57.780
In a sales training that he was doing and he had this big ethical disclaimer before saying how to use this

15
00:00:58.420 --> 00:01:00.740
Because it's extremely powerful in terms of

16
00:01:01.700 --> 00:01:07.060
How you can either help or manipulate someone into doing something and so it's called labeling

17
00:01:08.020 --> 00:01:14.180
And so essentially and I'll tell you a quick story about how I used it in a non-sale situation and you can use it in your life as well

18
00:01:14.580 --> 00:01:20.420
But labeling has nothing to do with the obstacle overcome, but it is the technique that makes it work all right and so

19
00:01:21.380 --> 00:01:23.380
Basically what you want to do is

20
00:01:23.940 --> 00:01:33.700
Label someone with a positive attribute and then associate that attribute with the action that you want them to take and because people want to

21
00:01:34.660 --> 00:01:39.140
reinforce positive attributes that other people see about them. They will often

22
00:01:39.860 --> 00:01:44.740
associate or reinforce that action by doing the thing that you said so for example

23
00:01:45.940 --> 00:01:47.940
If I said to you

24
00:01:48.340 --> 00:01:51.220
It's so you know, it's it's awesome that you've been

25
00:01:51.460 --> 00:01:55.620
Even crushing the program you're definitely someone who has lots of work ethic

26
00:01:56.260 --> 00:02:01.380
And is in a successful person and because of that that's why you're always doing your hundred reach outs every day

27
00:02:02.900 --> 00:02:07.380
That's an example of me labeling someone with a positive attribute and associating that with an activity

28
00:02:07.540 --> 00:02:14.340
Right, and so people especially in the relationship you have with them and this happened this works a lot in in short context

29
00:02:14.340 --> 00:02:18.260
It's not like you're going to change someone's identity, but within the concept of an of a conversation

30
00:02:18.580 --> 00:02:22.660
people want to be consistent with a positive attribute that you've labeled them with, right?

31
00:02:23.060 --> 00:02:27.300
And so it works extremely well in selling situations and so

32
00:02:28.900 --> 00:02:37.380
The example that Chad Screters to used with how to overcome the decision-maker obstacle was really brilliant and use labeling

33
00:02:37.380 --> 00:02:40.260
And so works like this so hey before we get going

34
00:02:40.580 --> 00:02:45.860
Do you need to check with anyone, you know, husband, spouse, et cetera to make a decision to to help your health

35
00:02:46.660 --> 00:02:51.540
They're going to say no, I can I can I can make decisions on my own typically at the beginning of the sale

36
00:02:51.540 --> 00:02:56.740
There's low pressure so they just want to move on so let's say yes, but once they say that that's when you drive it in

37
00:02:57.060 --> 00:02:59.460
You say awesome, so you're like a strong confident woman

38
00:03:00.260 --> 00:03:04.180
Just like my wife. I would know I married one. She always makes her own decision. So that's great

39
00:03:04.820 --> 00:03:06.580
That you are that way, right?

40
00:03:06.660 --> 00:03:11.300
And so by saying that we didn't just say okay, they said yes, and then we're moving forward

41
00:03:11.860 --> 00:03:15.060
We take the yes, and then we drive it, right? You nail it down

42
00:03:15.780 --> 00:03:18.340
And so that that way it's associated with who they are

43
00:03:18.820 --> 00:03:23.300
And so they want to maintain consistency because people do not like appearing in consistent

44
00:03:24.020 --> 00:03:27.700
Um in in any kind of social situation, and so I'll say it again

45
00:03:28.420 --> 00:03:32.580
You ask them if they're the decision-maker if they have to check with their their dog spouse, you know

46
00:03:33.300 --> 00:03:36.740
Their creator, et cetera before you know moving forward for their own health, right?

47
00:03:37.060 --> 00:03:41.540
Mind you the tonality you use in the question will dictate how frequently people give you yes

48
00:03:41.860 --> 00:03:43.060
Let me give you an example

49
00:03:43.060 --> 00:03:45.220
And this is why tonality matters with everything, right?

50
00:03:45.220 --> 00:03:50.020
It's not just the words is how you say the words especially when you're signing over the phone which most people are right now, right?

51
00:03:50.580 --> 00:03:51.780
Is um

52
00:03:51.780 --> 00:03:54.100
You're saying okay, so uh, you know

53
00:03:54.820 --> 00:03:56.900
You don't need to check with anyone to

54
00:03:57.700 --> 00:04:00.260
To you know move forward with the program for your own health. Do you?

55
00:04:00.900 --> 00:04:05.380
So you see how it like your own health emphasize there. Do you inflection of the voice at the end?

56
00:04:05.380 --> 00:04:07.060
All right, and so by saying it that way

57
00:04:07.060 --> 00:04:10.660
I'm telling the person with my tone that I want them to say yes, right?

58
00:04:11.060 --> 00:04:15.220
After they say yes, then you drive the point home and say okay

59
00:04:16.100 --> 00:04:19.780
Oh, awesome. So you're a strong confident woman. You can make decisions for yourself

60
00:04:20.500 --> 00:04:22.500
Totally appreciate it. My wife's the same way

61
00:04:22.660 --> 00:04:27.380
And so just like that I also built some rapport because I drove a bridge between her and someone that I clearly would care about

62
00:04:27.540 --> 00:04:34.020
Right, and so just like that you take it you showed them with the tonality of how you ask the question that they need to say yes

63
00:04:34.420 --> 00:04:39.380
They say yes, and then you label them with their identity of having something confident

64
00:04:39.380 --> 00:04:42.980
You know something positive so most women want to be perceived as strong confident women

65
00:04:43.220 --> 00:04:46.420
Most women want to be perceived that way and so by giving them that label

66
00:04:46.500 --> 00:04:54.100
They now need to live up to that label uh during the conversation right and so that it's less likely at the end of the call that they will bring it up

67
00:04:54.260 --> 00:04:56.260
You

68
00:04:56.260 --> 00:05:00.740
Real quick guys you guys already know that I don't run any ads on this and I don't sell anything

69
00:05:00.740 --> 00:05:03.940
And so the only ask that I can ever have review guys is that you help me spread the words

70
00:05:03.940 --> 00:05:11.060
We cannot more entrepreneurs make more money feed their families make better products and have better experiences for their employees and customers

71
00:05:11.220 --> 00:05:15.540
The only way we do that is if you can rate and review and share this podcast

72
00:05:15.700 --> 00:05:18.100
So the single thing that I have to do is you can just leave review

73
00:05:18.180 --> 00:05:22.180
But take 10 seconds or one type of the thumb it means the absolute world to me and more importantly

74
00:05:22.340 --> 00:05:24.340
It may change the world or someone else

75
00:05:26.660 --> 00:05:29.860
That being said if someone brings up the decision-maker

76
00:05:30.420 --> 00:05:32.260
obstacle at the end of the call

77
00:05:32.260 --> 00:05:36.820
Here's the unfortunate thing about sales is that you can't bring up what they said earlier

78
00:05:37.140 --> 00:05:42.020
Because you don't win sales by making lots you don't win sales by proving someone wrong right?

79
00:05:42.100 --> 00:05:46.420
If you if you if you prove yourself right you lose the sale so you can either be right or be rich

80
00:05:46.420 --> 00:05:49.060
If you've heard of that saying this is where those things apply

81
00:05:49.620 --> 00:05:54.100
The obstacle over a proportion of any sale is a dance not a fight right?

82
00:05:54.100 --> 00:05:55.540
I'll make a whole video about that

83
00:05:55.540 --> 00:05:56.420
But

84
00:05:56.420 --> 00:06:01.940
Essentially as soon as someone puts their hands up and realizes that this like if you're if your tonality shifts at all

85
00:06:02.100 --> 00:06:06.740
Where they feel like they got you off track or you feel defensive or you have that kind of tonality of like

86
00:06:06.740 --> 00:06:11.460
But you said as soon as you say that you're done right they have to feel like it's fluid

87
00:06:11.700 --> 00:06:16.660
Like they say that and you're like oh totally understand and so you have childlike curiosity in your tonality

88
00:06:17.060 --> 00:06:20.020
Which is like oh, why do you think that is right rather than

89
00:06:20.900 --> 00:06:22.900
What do you mean right you said earlier?

90
00:06:23.060 --> 00:06:25.620
So when you say that you're not gonna you might win you might win the point

91
00:06:25.620 --> 00:06:30.100
But you're not gonna win the sale and so just remembering that even when you're setting these setting

92
00:06:30.100 --> 00:06:32.100
Setting these things up at the beginning of the sale

93
00:06:32.580 --> 00:06:35.460
Hey, you need to you know, you need to tell me by the end of the call if you can make a yes or enough

94
00:06:35.460 --> 00:06:39.620
They say they have to think about it like you can't bring that up or if you do bring it up

95
00:06:39.620 --> 00:06:43.780
You can't bring it up directly and say that they're lying because then they feel like their status goes down

96
00:06:43.780 --> 00:06:46.180
And they don't want to talk to you right they'll hang up etc

97
00:06:46.420 --> 00:06:49.780
All right, so it's really important that when you're managing the obstacles at the end of the sale

98
00:06:49.780 --> 00:06:54.980
You keep your tonality totally neutral even more more light during that period of time

99
00:06:54.980 --> 00:06:57.860
So they feel like there's no pressure right this is still just a conversation

100
00:06:57.860 --> 00:07:00.740
This is just a dialogue and you're exploring the reasons

101
00:07:01.700 --> 00:07:05.620
Of why that may be and and trying to pull out from them

102
00:07:06.420 --> 00:07:13.700
The reasons that you're going to eventually get them to come to their own conclusion about why their husband would support them right given past experience

103
00:07:13.780 --> 00:07:16.420
Of when they have supported them right so you're going to use cat

104
00:07:16.420 --> 00:07:18.420
I won't get into the all the different ways you can overcome

105
00:07:18.980 --> 00:07:21.060
Spouses but I wanted to just talk about that one

106
00:07:21.620 --> 00:07:25.700
Sales technique which is called labeling all right you can use it during your prefame

107
00:07:25.940 --> 00:07:30.260
It will help you get more people to the end without bringing that back up all right

108
00:07:30.340 --> 00:07:34.980
So use that use it in your sales use it as your second third line after the introduction

109
00:07:35.860 --> 00:07:38.420
Hey, can you make your own decisions tonality?

110
00:07:39.220 --> 00:07:40.820
Right cool

111
00:07:40.820 --> 00:07:45.380
Yes, got it. So you're a strong confident woman love it my wife's the same way

112
00:07:45.380 --> 00:07:47.300
I can totally appreciate that

113
00:07:47.300 --> 00:07:51.220
Boom and you move on right now you've labeled them and then you have a nice prefame for the sale all right

114
00:07:51.220 --> 00:07:55.060
So anyways, I use that in your sales if you're if you're struggling with that specific overcome

115
00:07:55.060 --> 00:07:56.980
I'll make sure it tack to a things like this if you like it

116
00:07:57.860 --> 00:08:03.060
Um if you do like more stuff like this like and comment it otherwise have an amazing day. I'll get you guys some flips on all right back