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What is up everyone and welcome to the Jims to your podcast. My name is Alex and I will be your host.

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If you are a Jim owner and you are looking to fill your gym and see how we keep getting all these

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Jim owners, all these dollars, all these clients, you can go to idon'thatemoney.com and then it's only

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if you do not hate money. If you do hate money, then please don't go there. Anyways, I love that

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you're all. Anyways, so I wanted to continue the discussion we're talking about yesterday,

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how to spot expensive stuff and really the sales process in general. And one of the things

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that kind of came up at the very end was the two main questions about sales. And I want to dig into

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that because like if you understand this, then you can basically sell anything. Okay. And as someone

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who has like, I'm here we go, I'm going to go to my own horn. I've been flown out for 25,000

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a day to go help mortgage teams, some more leads. I've helped infoproduct guys some more

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more phone sales. We've done high ticket, we've done low ticket, we've done high volume, we've

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done weight loss, we've done a lot of different stuff. And understanding the nature of this,

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these two questions is the basis of all persuasion from a sales standpoint. So I'll dig into them.

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So the first question is, if I am telling the truth and this program, product, service, etc,

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does what I say it does, is it worth it to you for this price or does this price mix? You know,

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like is that valuable enough that we can get you to do, get you to this promised land, right?

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Now, in the first podcast, or podcast report this, I kind of said, well, most time they're going

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to say, I said, and I thought more about it. And that's, that's not entirely true. Because sometimes

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when you're selling, let's say if you're selling a, I got a friend, Derek Casey who, he sells like

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10 to $15,000, 12 week packages is online, personal training. Okay. Super high ticket. Now,

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in his case, now, if you do it any kind of like monetization, money, you know, any like, you know,

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if your B2B, a lot of times it's going to be related to bottom line, right? So if you're doing

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business, business, and sales, bottom line is going to be really important. They're going to want

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to know what their ROI is on buying your product or service, right? And so it's really clear,

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because then it's like, hey, if this makes you more than you're paying, is that worth it? They're

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going to say, yes. So that in that instance, it becomes really clear cut. But the conviction becomes

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harder, right? Now, in the other way, in an emotional selling script, so something where you're selling

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a service that's really just a benefit to someone. Okay. One of the things that I've found value,

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and since most of our people are Jim owners, and this is called the Jim Sugars Podcast,

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the here are some ways that you can build value for someone who you don't think they are

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valuing what you're selling as much as they should. Okay. So one, pinning the ideal picture. First,

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you ask them what they want. Okay. And once they tell you what they want, then really what you're

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going to do is just enhance that picture. And you're going to really try and paint it as a picture

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in a emotional experience. Like, what would it look like? So, so d'Arthie, right? Like, what,

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like, what do you want to have happen? Like, well, you know, and this is a famous question. It's like,

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if we were, if we were talking six months from now, and you're looking back on this conversation,

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what would have had to have happened for you to be really happy? Okay, which is really just about,

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like, as, as, ascribing values, is that first question? Is this like, what do you need to think that

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this is valuable? Okay. And then they'll tell you. And in this case, you know, she might say,

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I just really want to lose 30 pounds. And this is where you have like the whole seven layers of

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why thing, which is, you know, one way of doing it, which is just basically asking why over and over

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again, such as I was like, okay, why do you want to lose 30 pounds? Well, because I feel fat. Okay.

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Well, what would, so is it just losing 30 pounds or like, no, you feel fat is that influencing

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other things so you feel like you're not good like a good mother or you feel like, like, you're

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not being a good wife. Like, you know, is it influencing your work? Like tell me more about that,

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right? Um, I don't like saying why every time I think people just get really, you know, annoyed

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with that. But like tell me more about that. Let's like dig a little bit deeper here, right? And

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eventually you can kind of find the main nuggets, right? But with this whole value question,

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in the context of weight loss, I like to paint the picture more or less.

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If you were 80 years old, there's two main huge prices things that I like to sell.

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Hey, most of the nation quick break just to let you know that we've been starting to post

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on LinkedIn and want to connect with you. All right, so send me a connection request and note

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letting me know that you listen to the show and I will accept it. There's anyone you think

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that we should be connected with, tag them in one of my or Layless posts and I will give you all

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the love in the world. All right, so let's get back to the show.

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One, permanent weight loss is the is like the is the holy grail, okay? So if you can sell

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permanent weight loss, don't mind you. This is a huge caveat. You have to know how to deliver,

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okay? But if you can deliver, right? Then you're like, if you lost 25 pounds and you never gained

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it back. So you're 80 years old and you feel great and still awesome. Like the ability you're

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walking around and you do all these things and you've kept that weight off your whole life,

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your 30s, your 40s or 50s or 60s and you've and you've continued that habit of this healthy lifestyle,

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you sleep better, you're nicer to your spouse, you work harder because you have more energy,

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all these things. I'm like, what is that worth to you? Right? See how much more valuable that is

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than, hey, like, what if we have you lose 10 pounds? Like, well, you can just shed water

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weight and then gain it back if you really want to, but that's not the point. That's not what they want.

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So what is that value to you? Right? Here's another one. If every time you walked into a room,

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you felt like you were like in just unbelievable shape. Like you're incredibly toned like,

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and like a good one I like to ask is like in high school, right? Yeah. What was your way in

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high school? Now some people were overweight in high school, but a lot of people weren't like,

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man, if I could get back to my high school, and some of them, they won't even believe it,

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right? They'll be like, I'm never going to get back to that, but I'd be happy at 150. I'd be like,

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but I like digging one like, but what if we could get you to 130, right? And have you toned?

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And like when you walk into a room, you get double takes because people are like, dang,

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and depending on where their age is, be like, you know, okay, I will go in that. But age is tricky,

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but you know, if you can get someone to be like, hey, you should look to be afraid. That's a terrible

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caveat. Anyways, but like if you could get back to that because I'm bringing this up because I know

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we can because we've done it so many times. But like, is that something, and like you got to stay

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there, and not only did you stay there, because people always talk about maintenance, but what if

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about we get you to lose 20,000, and then you continue to improve? Okay, not maintain, but improve,

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you grow, you get better, you get stronger, you get leaner, you get more tone, you have more energy,

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you continually do this, right? And what if those habits start trickling over in other parts of your

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life, because then you just start to know that you have this discipline and believe it or not,

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discipline in this area of your life will carry over all the other areas of your life. Okay,

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how you do one thing is how you do everything. All right, and right now you're doing this pretty

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poorly, right? You probably feel guilty about it. But again, like, what if, what if we could give you

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the habits that could fix that, right? But if like you lose those 20 pounds and not only lose them,

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but you continue to improve, like, what is that worth to you? Okay? And then you can throw stones,

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okay? And the throwing stones process would look like this. You say like, yes, I get there's a

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like, you could just starve yourself for, you know, three weeks and you could lose the same amount

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of weight, right? But have you tried to die before, and she's going to say, yes, I'm like,

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have you lost weight before in the past? Well, yeah, I've lost weight. We're like, okay,

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but why are you here? Because you gain it back, right? So like, when you're 80 and you look back

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on your life, like, do you want to just say that you were in shape three or four times in your life

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for a couple of months, maybe a year? Do you want to say that? No. Well, if like, if you keep continuing

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down the path that you're at and you keep doing these one-off things, then like, that's what it's

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going to be your story. So like, do you want to change that story? And we're like, yeah, awesome,

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because we can do that. Now, if we can help you change the story, imagine this is your story.

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Today, you look back and you're like, I can't believe I sat down with this guy and I paid all this

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money to do this thing. But boy, am I glad I did because that was the day that everything changed for me.

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And my life improved, my marriage, my work, my motherhood, all of those things improved because I

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got this one area of my life under control. I was like, if you could tell that story, how much

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is that worth to you? And I like to care. I like to be like, I'm just being real with you. It's like,

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is that worth it to you? And then they'll be like, well, yeah, I mean, if we could do that,

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it's worth it to me. Like, boom, okay, so we figured out the first question. Great. So now they've

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described the value. So if I need to build the value up so that I can then get the agreement,

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then that's those are the questions that we're asking in order to do it. Okay. And then we would

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transition to the second question about believability and conviction that you can deliver on that

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promise. Okay. Since this podcast, I actually took a little bit longer than I thought, but I'm

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really glad I got to dig into that question a little bit more. I'm going to make another podcast

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right now right after this talking about the second question regarding conviction. So the two main

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questions, one, if this does what we say it does, is it worth this price? If you're in the B2B space,

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it's much easier to do if you're in the emotional selling space, it's harder to do. Okay. And

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with and weight loss, that's an emotional sale. So you say, like, this is how I would stack the value.

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You talk long term, you talk permanence, you talk about habits, you talk about all the other

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areas of life that it trickles, you talk about building someone's story because what you're really

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selling is a new identity. Okay. You're selling a new identity. Okay. Cool. So if you're a gym owner and

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you like what you hear and you think that we know a thing or two, which we super appreciate,

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and you don't hate money, go to IDon'tHateMoney.com and we'll show you how we get gyms from zero

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to full capacity in 30 days. And we are excited to potentially hop on the phone with you and not

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selling anything. Okay. So have a good day and I'll see you on the flip side.