WEBVTT

1
00:00:00.000 --> 00:00:09.000
Hello everyone and welcome to the Jim Ziegers podcast. I am your host, my name is Alex and today we're going to be tossing about the sales process from this spiritual theoretical standpoint.

2
00:00:09.000 --> 00:00:21.000
I started in Deanna Derrick, so good friend of mine is the best copywriter in Amazon. Unbelievable. He's an awesome, awesome copy guy and he was like, dude, he's like, your sales process is so awesome and it was just from that conversation that I wanted to bring this up.

3
00:00:21.000 --> 00:00:31.000
Side note, if you're a gym owner, you want to get your gym full, go to IDon'tHateMoney.com and go apply. And you can get a bunch of cool stuff. Anyways, do the main point.

4
00:00:31.000 --> 00:00:48.000
So a lot of people like he was like, I realized that when I was reading your copy and I was listening to your pitch, he was like, all you do is sell the vacation. And I think a really easy analogy to this is that like you always sell the vacation. You don't sell the plane flight.

5
00:00:48.000 --> 00:01:17.000
Like write it in your wall, put it on like above your computer, tell your sales team, you never sell the plane flight. You're not selling, go into TSA, taking your belt off, waiting for your plane, the connection, the drag, the turbulence of the plane, the crappy food, you know, I mean the person who's farting next to you, like you don't cover any of that stuff. You sell Maui, right? That's what you sell. Now what you're selling is always virtually the same. And I'm going to cover, I'm going to circle back on this about the big main idea.

6
00:01:17.000 --> 00:01:38.000
But you're going to always sell that vacation. The difference in level of service is how they want to get there, because they're going to get to Maui, right? But do they want to take, do they want to walk there from where they're at? That'll probably take a long time and they'll be mosquitoes. They could get robbed. I mean, it's dangerous. But like, but they could do that, right? So that's option one.

7
00:01:38.000 --> 00:01:49.000
Option two is they could take a bunch of buses. They'll take a long time too, but at least there's like, you know, some Wi-Fi, some really, really slow Wi-Fi on the bus and, you know, they're out of the sun, right?

8
00:01:49.000 --> 00:01:58.000
You know, above that, they could, they could just take normal flights, you know, this normal, good old-fashioned flights. You know, or above that, they could take a personal private jet.

9
00:01:58.000 --> 00:02:05.000
It goes straight, point to point B, they have no connections, no layovers, no nothing, and they've got some person who's given them champagne the whole time there.

10
00:02:05.000 --> 00:02:11.000
All right, they're all going to Maui, but it depends the speed and the quality of the journey.

11
00:02:11.000 --> 00:02:16.000
That is how, like, what you sell virtually is always the same thing.

12
00:02:16.000 --> 00:02:22.000
Okay, so like, we have, we have multiple levels of service within our business, right?

13
00:02:22.000 --> 00:02:26.000
And it was not really service because we saw like products, but I will get into it.

14
00:02:26.000 --> 00:02:30.000
But the point is is that we've, we mostly saw these exact same thing.

15
00:02:30.000 --> 00:02:33.000
We're going to fill up your gym and help you make more money. That's what we saw, right?

16
00:02:33.000 --> 00:02:37.000
It's just what vehicle do you want to take? How long do you want it to take you?

17
00:02:37.000 --> 00:02:40.000
All right, how much support do you want along the way?

18
00:02:40.000 --> 00:02:44.000
That's all it is, but like, but like, but the main goal is the same.

19
00:02:44.000 --> 00:02:48.000
And so when you're selling your membership, it should almost always sound the same.

20
00:02:48.000 --> 00:02:50.000
Whether you're selling personal training or you're selling whatever.

21
00:02:50.000 --> 00:02:53.000
And you should usually start with the one-on-one flight because some guys just want a one-on-one flight.

22
00:02:53.000 --> 00:02:59.000
And the nice thing is that if you start high or you price anchor, you know, a $10,000 one-way, you know, plane flight.

23
00:02:59.000 --> 00:03:05.000
When you tell them that they can get a flight for, you know, $4.99, they're like, oh, okay, I can do that, right?

24
00:03:05.000 --> 00:03:10.000
Now, if you start a $4.99, they might be, they might block it that, but if you start it $4,000 per program,

25
00:03:10.000 --> 00:03:12.000
when you say a couple hundred bucks, it sounds like nothing, right?

26
00:03:12.000 --> 00:03:15.000
And you can always squeeze more in that way, just as I know.

27
00:03:15.000 --> 00:03:20.000
Now, the second thing I wanted to talk about today was the concept of a promise, okay?

28
00:03:20.000 --> 00:03:28.000
So every single person within your space or really any vertical industries makes more or less the thing promise.

29
00:03:28.000 --> 00:03:36.000
Okay, like me, every mark, like every marketing agency that speaks to gym owners, every guru, every whatever, every coach, right?

30
00:03:36.000 --> 00:03:38.000
They all say more or less the same thing, right?

31
00:03:38.000 --> 00:03:40.000
The promise isn't that different.

32
00:03:40.000 --> 00:03:42.000
They say, we're going to help you generate more leads.

33
00:03:42.000 --> 00:03:46.000
It gets you, you know, help you get more customers, help you make more money with your gym, right?

34
00:03:46.000 --> 00:03:49.000
And then some of them throw in like an automation systems and freedom, right?

35
00:03:49.000 --> 00:03:51.000
I mean, whatever, right?

36
00:03:51.000 --> 00:04:00.000
But that's more or less, same thing, which is one, sometimes why I feel like sales isn't that hard, but I'm not going to get into that.

37
00:04:00.000 --> 00:04:05.000
But the point there, though, is that like the promise is more or less always the same.

38
00:04:05.000 --> 00:04:09.000
And so it's like, well, then how does this guy sell way more than this guy, right?

39
00:04:09.000 --> 00:04:14.000
How do we sell so much more than every other coach and marketing agency out there, that's our gym owners, right?

40
00:04:14.000 --> 00:04:15.000
How do we do that?

41
00:04:16.000 --> 00:04:20.000
We do it because we hit the other thing, right?

42
00:04:20.000 --> 00:04:22.000
Because there's two questions and sales.

43
00:04:22.000 --> 00:04:27.000
One, do you think that if this thing does what we say it does, it's worth what we're charging.

44
00:04:27.000 --> 00:04:29.000
We're asking for, right?

45
00:04:29.000 --> 00:04:30.000
They say yes.

46
00:04:30.000 --> 00:04:31.000
They move on to the second.

47
00:04:31.000 --> 00:04:33.000
And almost every time it's yes, right?

48
00:04:33.000 --> 00:04:36.000
If you help someone 10 extra gym, is it worth X?

49
00:04:36.000 --> 00:04:38.000
And they're going to be like, well, yeah, right?

50
00:04:38.000 --> 00:04:41.000
So then it's the second question and no one addresses that.

51
00:04:41.000 --> 00:04:44.000
Everyone keeps selling like, don't you like, we're going to 10 extra business.

52
00:04:44.000 --> 00:04:45.000
We're going to 10 extra business.

53
00:04:45.000 --> 00:04:46.000
We're going to do all these things, right?

54
00:04:46.000 --> 00:04:47.000
They make these out, right?

55
00:04:47.000 --> 00:04:51.000
And that's why these claims can get more and more outrageous, right?

56
00:04:51.000 --> 00:04:54.000
I don't think we've 10 extra new ones business.

57
00:04:54.000 --> 00:04:55.000
They do.

58
00:04:55.000 --> 00:04:57.000
No, we're 10 extra Monica's.

59
00:04:59.000 --> 00:05:04.000
Real quick, guys, you guys already know that I don't run any ads on this and I don't sell anything.

60
00:05:04.000 --> 00:05:07.000
And so the only ask that I can ever have are you guys that you help me spread the words.

61
00:05:07.000 --> 00:05:11.000
We can have more entrepreneurs, make more money, feed their families, make better products,

62
00:05:11.000 --> 00:05:14.000
and have better experiences for their employees and customers.

63
00:05:14.000 --> 00:05:18.000
And the only way we do that is if you can rate and review and share this podcast.

64
00:05:18.000 --> 00:05:21.000
So the single thing that I have to do is you can just leave a review.

65
00:05:21.000 --> 00:05:23.000
Let's take 10 seconds or one type of the thumb.

66
00:05:23.000 --> 00:05:27.000
It means the absolute will to me and more importantly, it may change the world for someone else.

67
00:05:29.000 --> 00:05:33.000
But like, I can just reliably get you to six, I can get you to six figures a month.

68
00:05:33.000 --> 00:05:35.000
If you're like, if you're at 30, we can get you to 100.

69
00:05:35.000 --> 00:05:37.000
But like, I can't get you to 300.

70
00:05:37.000 --> 00:05:38.000
I don't know how.

71
00:05:38.000 --> 00:05:39.000
In one gym, I don't know how.

72
00:05:40.000 --> 00:05:41.000
But I can get you to 100.

73
00:05:41.000 --> 00:05:42.000
We have a really repeatable process.

74
00:05:42.000 --> 00:05:51.000
But the point here is that the second question is, how do I get you to believe that Steven is true?

75
00:05:51.000 --> 00:05:57.000
If what I'm saying is true, is it worth what I'm asking for it?

76
00:05:57.000 --> 00:05:58.000
They say, yes.

77
00:05:58.000 --> 00:05:59.000
You're like, cool.

78
00:05:59.000 --> 00:06:02.000
Then what would you need to see to believe me?

79
00:06:02.000 --> 00:06:05.000
That's essentially what sales is.

80
00:06:06.000 --> 00:06:11.000
And so once you've made the proposition, once you've made the promise, and someone isn't buying,

81
00:06:11.000 --> 00:06:15.000
then all you're really facing is, how do you, like, what would you need to believe me?

82
00:06:15.000 --> 00:06:20.000
Because you said that, like, if I cannot be lose 60 pounds, right?

83
00:06:20.000 --> 00:06:23.000
Like, it's worth $5,000 to you.

84
00:06:23.000 --> 00:06:26.000
I mean, they go to plastic surgeons and get tummy tucks for 10 grand.

85
00:06:26.000 --> 00:06:28.000
So it's worth that to them, right?

86
00:06:28.000 --> 00:06:30.000
So it's like, so it's worth $5,000.

87
00:06:30.000 --> 00:06:34.000
If I can get you to lose 60 pounds in this amount of time, which is yes.

88
00:06:34.000 --> 00:06:35.000
Okay.

89
00:06:35.000 --> 00:06:41.000
Then what would you need to believe for me to show you that we can actually follow through with that promise?

90
00:06:41.000 --> 00:06:42.000
Okay.

91
00:06:42.000 --> 00:06:47.000
I'm going to make a second one about how you can increase someone's conviction in the next podcast.

92
00:06:47.000 --> 00:06:48.000
Let me make sure to check it out.

93
00:06:48.000 --> 00:06:53.000
But otherwise, for anyone else who's listening, be sure to go to, I don't need money.com.

94
00:06:53.000 --> 00:07:02.000
And you can check out, like, 60 plus amazing testimonials of gyms that went from zero to full capacity in 30 days using our system.

95
00:07:02.000 --> 00:07:04.000
And then went on to Riches Stadium in glory.

96
00:07:04.000 --> 00:07:05.000
So you should definitely apply.

97
00:07:05.000 --> 00:07:06.000
All right.

98
00:07:06.000 --> 00:07:07.000
Have an awesome day, guys.

99
00:07:07.000 --> 00:07:09.000
And I'll catch you guys on the next podcast.