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Hey, what's going everyone? Happy Wednesday. Hope you are enjoying your Wednesday or whatever day you are listening to this or watching this.

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I wanted to go back to some in the trenches sales stuff. I was on my mind and I haven't talked about sales in a while and I do love talking about sales.

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And so what I wanted to do is tell you some of the most used kind of greatest hits in the trenches, overcomes and kind of selling situations that I learned the hard way.

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And so part of this came from the whole Allen project that we have right now which is our software that works leads.

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People self report, they are closing percentage. So this we have reports for how much people say they close so they say they close 51% of people walk in the dorm.

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But with Allen, they're forced to mark every single appointment as show didn't show close didn't close how much etc. And so because of that, I have what they say which is 51% and what they actually show which is 34% which I think is fascinating because it just shows you how much we overestimate our own abilities.

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And so in seeing that that that Jim's that we're working with, we're closing one out of three, we're coming in the door, I was like you know what it might be worth talking about sales.

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So first off, I wanted to tell everyone like I sucked at sales when I started I couldn't close free trials. When I first started my gym, it was like really very humbling. I couldn't even give people like give me the credit card for the free trial.

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And so the first and probably most use thing that I use in sales in terms of in the trenches when I'm trying to close especially those little itty bitty sales like sales that you shouldn't have to worry about.

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But some reason somehow they like get messed up right like a free trial like you should close 100% of people on that right and you shouldn't even feel like a sale because it's free free contract from a referral whatever right.

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Is I would give people the contract right and then they would get to the credit card part be like this free trial starting to fill it out right and I'd be like no you do and then they would look at me and I'd be like it's just how we've always done it.

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And I would just shrug and be like just how we've always done it and they would be like okay it's because that's how they've always done it.

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Literally one of the best and most use lines that I use all the time with any type of sale out there and so if you want because no one knows how you've done it before but people do love following pack.

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And so if you have something where you need someone to sign up or you need to put the card down or you need them to you know whatever if you if you need people to do a thing a certain way because more convenient for your business.

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A lot of times they just need to know that other people have done it do I just how we've always done it and for some reason that that pitches or that that line that hook has served me so well throughout the years might give to you.

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The next one is and I'm going to I'm going to do one on retail and then I'll do a final one that kind of sums up all these other things in smaller tactics.

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So one of the biggest ones in selling retail so that's like selling selling supplements selling products right of any kind which you should at your gym because hopefully you don't hate money and people are going to buy them anyways the most popular for you the most get them from a source.

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Who actually knows their goals what a concept anyways so I decided that I wanted to start something because a friend of mine.

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From college I saw him at the airport and he was like hey man how's your gym going I was good I was like how's your you know something so going it's like it's good you know we're about 75,000 a month and I was like what.

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What something approaching powder like you kidding me.

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And I thought this guy was not that sharp and I literally was so like upset that this guy was making that much money compared to me I was just like.

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Damn like selling supplements.

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And only once I started selling supplements that I realized that I sucked at it and so I could tell you there's obviously a whole period of process and whatnot that we have now but.

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The single biggest breakthrough I had was after getting beat up a whole day of doing orientations and trying to get people to buy supplements and it's like it's inversely modest.

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And you know you're going to you know you know be less or like all this stuff right talking science jargon and they didn't really care.

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And finally I had this really nice one she's like you know the one with a nice ring and the nice person I was like okay if I don't sell this person like I suck and I should just jump out the window right.

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And and so I got through the orientation and at the end of the orientation I just was like.

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So do you want chocolate or vanilla and she was like which one do you like also like chocolate she was like okay I'll take that and I was like really.

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And I just like split it was like okay and then like knowing what had just happened I was like.

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For interwork I was like we have strawberry and we have kiwi which which one do you want and she just was like.

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And I was like I like kiwi she was like all right I'll take that so so towards and I do want to scare her off so I didn't go for anything more than the two right at that time.

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And so I was just like do you want to just use the card you have on your contract she was like yeah that's fine and I was like oh my god I just made a sale.

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And so this was like my first supplement sale that I ever did it took me a really long time to get there.

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And so from a from a tactical standpoint simply asking which one someone wants is some of the ease is one of the easiest and best ways to sell something because it's just it's an assumed clothes it's an either war clothes and I didn't learn that until much much later after a lot of pain and suffering.

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And so sometimes people say like like and what's great is that the first tactic I gave you about this is how we've always done it works perfectly even in conjunction with this and that's why I use it all the time.

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So if someone says like well do I do I have to do I have to take these these products be like this is how we've always done it you know I mean this is kind of what goes with the program this is how we know we're going to get you know XYZ and like okay that makes sense.

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And so like just like if you use those two things in tandem together you'd be amazed at how successful you can be because it's just like really convincing lines.

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One of the other ones that I use pretty much all the time I would say it's probably this single overcome that I use the most when selling physical products was if you change the variables you can't expect the same outcome.

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That was the close and so this kind of got a little bit further along when I was selling a lot more products if someone's like well can I see there's different obstacles right number one obstacles like do I need to do I need to buy supplements right do I need to buy these supplements.

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And those are two you know different ones is like do I need to get them in general do I need to get these ones specifically and can I have the kind of use the one I have at home like there's all of those different variations of those obstacles and the one overcome works all the time it's just like honestly you came here because you want this what you've been doing the past as I'm working and I can tell you that we can hit you here.

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But if you change the variables you can change the outcome right and like literally that little line if you can change the variables you can change the outcome people are like yeah I guess that makes sense right and so I'm hopefully these like these little lines right the first line was just how we've always done it right that like you'd be amazed at how many times you can close cards and get people to do what you need to do with that single line.

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Next is if you're if you're going through a process like an orientation wherever and you just say like great which of these two would do you want which one of these people prefer I prefer this right or most people prefer this right most people do this right most people end up like because a lot of people just want to know what do most people do they just want to follow the pack and not have to risk making decisions.

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You can even sell a bundle that's a four pack or an eight pack or something but be like most like before you get to the end of the sale it's like honestly most people just get this and they're like great I'll just do that that's fine and they're like you want chocolate if you don't and then you can go assume the close and then if you change the variables you change the outcome right and that that's really really good for overcoming obstacles around not taking the next step and that works really really well.

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So those are three easy little tactical in the trenches sales tactics that I used all the time I think there's a lot of really fancy sales stuff and usually it's the simple stuff that works like the number one obstacle overcome that I used for you know I need to think about it I'm not sure what was always just like what's your main concern which is like but wait a second Alex that's not an obstacle overcome well kind of is because then they were they'd have to like say what their concern was which then got me away from what the stall was and got me to like confront the issue.

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So anyways the last piece that I wanted to go over was a conviction so this is a little bit on all hands-on deck video lots of little tactics the most important sale is is between you and your service all right like I can't say this enough is that like a lot of times even be like with our team with Jim to come on board sometimes they sell better before they like in the beginning

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they sometimes there's some gyms who sell better in their first couple weeks then like six months later and what happens is they they learn the selling tactics in the beginning and then their sales immediately go up because you have to have some structure the conversation etc.

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But the thing is is that their convictions really high because the gym hasn't grown a lot right and it hasn't broken.

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And so the most important sale is between you and your service because if you believe in your service none of the other tactics really matter right if you've ever seen someone like MLMs are a great example if you've ever seen someone sell like a product doesn't matter what it is right can be you know Rodan and field I mean I don't know anything about the product but the point is if you've ever seen someone sell those who absolutely drinks the cool aid who is all in

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all in right it's it's so difficult to to overcome absolute conviction it's because what happens is I don't know if you've ever talked to somebody who has absolute conviction and this could be with religion this could be with anything.

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The thing is is their level of conviction makes you question yours and the depth of their conviction will make you question your like what do they know that I don't know man they really believe this like and the thing is is like if you really truly believe that your product your service is going to help someone then you will be able to sell better which is why as the entrepreneur slash CEO etc.

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Like you need to constantly be in the trenches on the other side so that you can keep your conviction sky high so that you can continually acquire customers and so it's this balancing act and that's where it gets difficult because this is one of the difficult parts of business you know what I mean is that like you may know that you need to make sales in order to pay payroll right and you know that you need to pay payroll in order to improve your business over time.

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But there may be times when your product or your service is not as good as you want it to be and let me just give you the surprise here it will never be as good as you want it to be.

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But what you need to do is think about the alternatives and so I think one of the biggest things that helped me with my conviction in selling in general is considering the alternatives and I actually use this in sales presentations you know with someone anyways but it's like oh let's consider the options which is actually one of our obstacles over comes in the bug is like consider the options close it's like what what do you do.

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Right. What else are you going to do and so you may not be perfect because you'll never be perfect right like Jim launch will never be perfect like as much as I want to there's an honestly in any coaching business like I you cannot eat the food for your client you cannot work out for your client I cannot call the leads for you I cannot make your ads for you right I cannot coach your team for you I cannot teach your classes for you I cannot do that right and therefore there is a disconnect between my product and the results that I'm going to do.

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The product and the results that are going to occur period right it cannot I cannot which is one of the reasons I like the Christie's labs and food and Alan is that the product is independent of someone else's effort which is what I really like a lot about that anyways point being if you have a service where you cannot have 100% of the control you have to look at the alternatives that that person might be pursuing if they do not use your service right and so that's where you're like okay Susie it's been two years.

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It's been two years and you've gained 40 pounds so you know what are the options what are you going to do well I mean I could I guess I could go to plan a fitness it's like no you were you already did that we already know that that doesn't work for you okay what else could you do I guess you know I could I could try weight watchers yeah but then you lost it and you gain more back right they'd be literally heavier than you are now and you already feel like you're not happy right now right so if you gain 15 more pounds because you lose it and then gain it how would you feel

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horrible right okay so that's not going to work what else you have and then like basically you exhaust the options where it's like so you really just need someone to like work out with you make sure you learn how to eat the food the right way right and and make sure you actually do it with the accountability like actually hold you to that way you won't fail right like that's been the issue in the past right yes okay

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and so a lot of times you can confront the issue by having them consider the alternatives and so like you may not be perfect you won't be now you should do every you put every ounce of effort into becoming perfect right and trying to make it a mate like and the more this is actually really interesting so for us like with our sales team we recently had a call with them because they were doing a shit job or closing and yeah just sucking and so they know so it's all good

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but one of the issues was they didn't know what we were doing on the coaching site like we've done so many things recently like we like so many new processes for implementation teams and all these things and really and this is where Layla hopped in and she was like do you guys know what we're doing on that side and they're like no we don't know what you're doing and so she just is like we do this on day one and day two and day three and day five and he seven and they blah blah blah blah right and they're like wow that was like amazing and so like this week the right backs where they you know normally on

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and the thing is it's like a lot of times if you get too much in the in the if you see this let's say this and say this and they say this it's like

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in the big picture none of the shit that I said earlier matters because if your conviction is sky high people will buy right that's it like if you believe truly

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and this is the big piece if you believe truly more than they believe in their excuse you will you will win right not

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that it's a zero-sum game but like you like they will be convinced of your argument if you believe that much

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if you believe at a deeper level than they do about their excuse and so that's really what it is you know

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and so if you can like so then all of your effort should be in being the most convicted

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like you as CEO should be the most convicted of where you're going you know I mean and what the

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vision for your company is and where you what how you want to change your community and the process

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that you want to take people through and how you want to solve their problems if you can paint that

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picture and believe it people will believe you and then they will want to come with you so anyways hopefully that

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balance a little bit of in the trenches that's how we've always done it what flavor do you want and if you change the variables you

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change the outcome easy easy overcomes what's your main concern let's consider the options those are all of the

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very very very this things would be worn out if you could see them in physical space like those

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would be worn out words that I have used many many times to close sales but at the end of the day like

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if you just believe they will believe you and a lot of times you just need to check yourself because

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most of us know how to do the fundamentals of sales right and so usually it's just your own stuff

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that's getting your own way you had someone cancel you had someone leave a bad review you had

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you had a charge back you had a decline that's not responding to you and this person's been

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going to the gym for a year right stuff like that stays with you right it bugs you

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and so that's where you have to remove your emotions from the business and that's why business is

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hard right is that it's hard to do that it's hard to it's hard to keep keep moving for keeping

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excited we're also having the trash and the shit that you have to deal with on the day-to-day

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basis of running a business so anyways hope you guys have been amazing Wednesday a wacky Wednesday

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tax on who needs to get some in the trenches sales tactics there were five that I released on that

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call on this this little podcast and I hope you enjoy them and use them to the betterments of

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yourself and your clients be easy bye