6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling

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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
It's Cole here. Welcome to this part of sales training 101, the closer crash course. So what
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
we're going to cover in this training is an overview of where we are at in the sales process,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
the sales script, and really diving into the syntax we're using. And then we're going to break
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
down each part of the sales call flow. So as you'll see, there's the introduction,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
the information gathering phase, transition, pitch, committing phase, and objections.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So just as an FYI, this video is going to be really the only video in the course that in just
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
one single sitting and one single video, we go through the entire sales call flow in one video.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So it's going to help you understand kind of how everything fits together and how to bring
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
everything together. And then really the rest of the course is going to break down each of these parts
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
in very extenuous detail, explaining exactly how to do it at the highest level possible. But
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
you are going to get pretty much everything in one video. So the purpose of this video,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
hence being called the crash course, is so that you can watch this and study it and then be able to
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
literally take what you're learning in this and implement it on your sales calls starting tomorrow.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So that way you can get up to speed as soon as possible. And then going through the rest of the
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
course of each part to kind of fine tune things. So let's get into it. Now let's do an overview
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
of the sales process first. And I'm going to tell you why this is called GS syntax here in just a
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
second. But first we're going to overview the entire sales process. So this might be very,
1:36
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
very fundamental and like basic for a lot of you guys, but just remember essentially what's happening
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
here is if you are a closer, this is what you are doing, right? You're doing a consult. Okay. So
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
right here, what I have highlighted on my screen right here, this is what we were covering on this
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
training. Okay. Now, just as some context, you might have inbound applications coming from marketing
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
going straight to a consult, right? They go from ad, maybe they opt in, they watch a video that basically
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
sells them on a conversation with you. After they book that conversation, they fill out an application,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
that application sent to you, you look it over before you're actually taking this consult with
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
them. This is like the main sales call. And essentially there's two outcomes of the sales
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
call, right? They either enroll, we call that closed one, or they don't enroll. And we're going to put
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
them in our pipeline to follow up for later. I guess you could say there's a third outcome and that
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
maybe they're not a fit and we're not going to follow up with them. So that's a possibility as
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
well. But just know after this, either closed one pipeline, or they're not a fit. Maybe like
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
they should never been on the calendar in the first place. And this is somebody we're never going to
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
follow up with because there's somebody we just can't help. Okay. So again, what we're covering this
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
training is this part here. Now, just as a context, like I said, you might have inbound applications
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
that are coming in through ads to a VSL or to a webinar, to whatever, and they're applying to
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
speak with you. And then somebody's actually vetting those applications, making sure it's worth
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
your time, and then proceeding it to a consult. However, you might have an outbound team who's
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
making a bunch of outbound calls, driving that to a triage call or what's called a Q call.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
And then they're doing a quick qualifying call and then setting them for you. So you might have
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
sales calls coming your way from that angle. The setters also might be using social prospecting,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
LinkedIn, email, Facebook, Messenger, anything that's kind of chat-based prospecting. I just have
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Messenger here to, again, book a triage call where they have a quick call and then they set them for
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
you. And then sometimes in some systems, the chat-based setting system, if it's a good qualified
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
prospect, we'll just set them right for consult right off the beginning. Okay? So I just want to
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
show you this so you know the different contexts that your sales calls could be generated from.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
And sometimes it's your sales call is going to be after the prospect has already had a triage call
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
with a setter. And then other times it's going to be directly set for you based off chat or based
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
off ads and you're just going to be working off an application. Okay? So those are the different
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
contexts. It's kind of like the whole entire macro sales process of the company you're going to be
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
selling for at a high level. But just remember, this video is about this one. Okay? The consult.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Right? Now, let's look at the process of the consult. I call this the belief blueprint. And you should
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
already know why at this point because we talked about the seven beliefs and all that stuff. And this is
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
also a one call close framework. Okay? In another video in the training, I'm going to teach you the
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
difference in how to adjust this if you're doing a two call close. But for now, the easiest way to
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S… Speaker 2 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
teach the sales process is going to teach the sales process.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
is just the one call close, okay?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Or just to understand the one call close first.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Now, in the one call close,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
we have different parts of the call.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
We have the introduction phase,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
the information gathering phase,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
the transition, the pitch,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
the committing phase, and objections, okay?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So the introduction, there's different parts, okay?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So these are kind of like different,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
I call them phases,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and then within each phase, there's different parts, okay?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So within introduction,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
there's rapport, then there's frame the call.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Rapport is basically where you demonstrate
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
your normal human being,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and you just kind of have a quick back and forth
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
just to sort of get in sync with the prospect.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
A lot of times can be less,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
I mean, most cases, it's always 90 seconds or less, okay?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Sometimes it can be literally 20 seconds.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Frame is where you basically set the agenda for the call
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
of how the call is going to go,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and you start the call off the right way, okay?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Also in frame, and we're going to talk about this later,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
you're going to make sure the prospect
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
is in a good time and place for the call.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Now, information gathering phase.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Essentially, all you have to know
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
about information gathering phase
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
is that it has two functions, okay?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
And by the way, this is the point
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
where we're getting information from the prospect,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
we're diagnosing, we're asking questions,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
we're learning about their situation, right?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
We're learning about their current situation
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and their desired situation,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
where they are now, where they want to be,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
their hell island, their heaven island, okay?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So, information gathering phase.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Really, we only want to do two things.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Number one, we want to understand
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
if we can help the person,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and if so, how that's going to work, okay?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So, that's number one.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
We want to understand if we can help the person,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and if so, how that's going to work.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Number two, if we can help the person,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
then the second thing we want to do
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
is understand, or sorry,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
is to eliminate all objections before the close, okay?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So, first thing we want to do
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
in the information gathering phase,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
understand if and how we can help the person.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Second thing, eliminate all objections before the close, okay?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Now, what I teach you, the sales process I teach you
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
with the seven beliefs framework and all that stuff,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
it's designed so that through asking skilled questions,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
what you can do is build the seven beliefs
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
the prospect needs to have to buy,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and conversely, break down the seven reasons they don't buy,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
so that by the time you transition
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and get into the pitch
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
where you're explaining what you do and all that stuff,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
by all that time, the sales resistance is lowered,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
they have all the beliefs they need to have to buy,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
so instead of you having to hard close the prospect at the end,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
the prospect is going to be in the buying pocket,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and they're going to close themselves, okay?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Because all objections are eliminated,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and they view you as a leader and not a salesperson, okay?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So, again, information gathering phase.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Please understand if and how you can help them.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Eliminate all objections before the close.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Now, you can see here, there's basically, I believe, eight parts.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
One, two, three, four, five, yep, eight.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So, there's eight parts of the information gathering phase.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Everything but background questions correlates
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
with one of the seven beliefs that we already covered, right?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So, there's pain questions, and that covers the pain belief.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
There's doubt questions, that covers the doubt belief.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
There's financial and resource questions, that covers the money belief.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Solution questions covers the trust belief.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Cost questions covers the cost belief, duh.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Desire questions covers the desire belief.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
And support questions covers the support belief,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and that's like the spouse partner, right?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So, pain is where you're getting clear on the pain.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Doubt is why they can't fix the pain on their own.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Cost is why they want to fix the pain now.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Desire is the compelling benefit if they fix the pain.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Solution is what have they tried in the past, if anything, to fix the pain.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Money is do they have the resources and willingness to fix the pain.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
And support is do people around them, spouse, partner, et cetera,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
support them in fixing the pain, okay?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So, if we know all that to be true,
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and you should already have covered all this stuff in a separate training, okay?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So, if not, maybe go back and watch some of the philosophy and mindset trainings
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
because we cover all this in detail.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So, all these seven, right, they correlate with the seven beliefs.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Background questions is just the context you need about the prospect
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
to really understand, like, if and how you can help the person
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and how to navigate the conversation.
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
And in most cases, background questions is only relevant
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
when you're dealing with a business owner
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
because a lot of times you don't really know what questions to ask
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
until you understand, okay, what is this person's offer?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
What are they selling?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
At what price point?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
How does the delivery work?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
What are the terms of each sale?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
And what does the sales process look like?
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
like in which they turn a stranger to a paying client, right? So these background questions are
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
kind of just basic, boring questions, but you do need to ask them to know kind of how to navigate
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S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
the conversation. So in the information gathering phase, okay, you can really cover these aspects
10:15
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and these parts in any order, all right? But it's much, much better to follow a syntax, okay?
10:22
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Opposed to free-flowing and just kind of going, you know, however the prospect takes you. It's
10:27
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
much, much better to have a syntax, which a syntax means like a specific predetermined order of how
10:34
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
you're going to ask the questions so that they can build on top of each other, okay? And we're
10:38
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
going to cover that in this training. We're going to cover one of the syntaxes. So basically there's
10:41
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
two syntaxes, as you can see here. There's goals-first syntax and there's problems-first syntax, okay?
10:50
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Goals-first is where, guess what? We cover the goals first, right? We cover desired situation,
10:55
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
then we cover current situation. Problems-first is where we cover current situation, then we cover
11:01
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
desired situation, okay? So later in the training, you're going to learn problems-first, and problems-first
11:08
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
is actually the one where you're probably going to end up using the most, but it depends on your market.
11:15
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
But what we're going to learn in this training is goals-first. Now, why goals-first? The reason
11:20
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
we're going to learn goals-first first is because it's so easy to implement. It is very simple, okay?
11:27
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Very simple, very straightforward, and even though in some markets I do believe problems-first to be
11:34
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
superior, goals-first is essentially, it works for every market, okay? And it's very, very easy to
11:41
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
implement. So within goals-first, you'll see there's desired situation, current situation, and then each of
11:48
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
these parts get categorized under desired to current, right? So under desired, we're going to go over
11:54
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
background questions, desire, money, and support, okay? And then under current, we're going to get
11:59
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
clear on the pain, doubt, cost, and solution, okay? In this example, we're not going to do any money or
12:10
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
support during problems. Sorry. Just made a quick update to this. In desired situation, we're going to cover
12:23
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
the background questions, desire, and money. Then in current situation, we're going to cover
12:28
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
pained-out cost, support, and trust and solution, okay? So that's how it's going to work, at least for
12:35
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
the sake of this training. So we're going to cover goals-syntax first, okay? Later in the training,
12:41
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
you can learn problems-first syntax, which is really, really powerful, especially for a B2B situation.
12:46
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
But goals-first is what we're going to learn first. So moving on with the sales process,
12:52
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
the next phase is transition. What we're going to learn, there's different types I teach in the
12:56
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
program, but what we're going to learn now is what we call the super basic transition. And to be honest,
13:01
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
this is still what I use, okay? I created fancier stuff throughout my sales career that does work
13:06
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
to an extent, but super basic is really all you need to know to sell at a very, very high level.
13:12
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So just we're going to stick with this. And what is the point of the transition phase of the call?
13:18
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Essentially, it's to acknowledge the prospect, that you hear them, you understand them,
13:23
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and then transition into the pitch with zero sales resistance, okay? That's the big part here,
13:29
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
because essentially, we just got a bunch of information from the prospect. We want to
13:33
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
acknowledge that we hear them, we understand them. And then we need to get into the pitch without kind
13:39
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
of it being a clunky transition, where all of a sudden, we went from being like a trusted advisor
13:44
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
to a hype-y salesperson. So this transition, essentially, what's going to happen is they're
13:50
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
going to ask us to pitch them, okay? We'll see how that works later in this training.
13:54
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Then the pitch has three parts. There's the promise, the bridge, and the delivery. So a few things
14:00
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
about the pitch. We're going to get them clear on the end result. We're going to give them a simple
14:03
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
bridge that explains how they get from point A to point B. Then we're going to simply explain how it's
14:08
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
delivered, okay? So you're going to see how that works later in this training. Then the committing
14:14
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
phase, essentially, what we're doing in the committing phase is this is sort of our thesis
14:21
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
on what the prospect needs to do to get to X, Y, and Z result, right? It does include what we are
14:29
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
going to help them do and what our offer is. But a lot of it, and you'll see how the way it's framed,
14:34
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
is we're really explaining a method, okay? A method of getting said result. The committing
14:40
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
phase gets them to commit that basically money aside, we don't say that explicitly, but it gets
14:48
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
them to commit that money aside, the method we just explained is what they need to get to the result,
14:55
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
okay? And so you'll see how we do that later in the training. We don't say, hey, money aside.
14:58
S… Speaker 2 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
But
15:00
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
But it gets them to buy in that they believe this is the right thing and now is the right time.
15:05
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
That's a key.
15:06
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
This is the right thing and now is the right time.
15:09
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So that they're totally bought in and tied down on the process.
15:14
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So what we're actually doing in the committing phase of the call, and you'll learn this later,
15:18
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
is we're eliminating what's called uncertainty-based objections before we even get to the objections phase of the call.
15:24
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Now why are we doing that?
15:25
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Because uncertainty-based objections are the hardest objections to handle once price is on the table.
15:31
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So before price is on the table, we're eliminating those.
15:34
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
That way, hopefully, by the time we drop price, we only have to deal with spouse, partner, or finances, or maybe just finances.
15:42
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So there's only one objection left and that's the easiest one to handle.
15:47
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So in the committing phase, we do what's called a temp check.
15:50
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
And that's essentially where we get them tied down that this is the right thing, that was the right time.
15:55
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Then after we do that, we explain the next steps of actually how they get onboarded.
16:00
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
And then we drop the investment, which kind of seems backwards, right?
16:04
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
But we do that so that they're certain and they're clear what happens after they pay.
16:09
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So that eliminates the uncertainty of like, okay, well, what happens after I give you money?
16:13
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So they're already clear on that and it kind of does a little bit of future pacing.
16:17
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
And then we drop the investment, okay?
16:20
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So then once the investment's on the table, you know, sometimes people are going to buy right away
16:24
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and then that just kind of proceeds right to the button down.
16:28
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
But a lot of times there's going to be logistics or concerns or questions or objections, right?
16:34
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
And all of those are going to be handled in the objection phase of the call, right?
16:38
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So the objection phase, and we're going to go over this, you know, we have a whole week of objections training later in the training.
16:44
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
We do cover a little bit in this training.
16:46
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
But essentially there's three types of objections.
16:48
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
There's uncertainty-based, spouse-partner, finances, okay?
16:53
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Uncertainty-based is anything that's keeping them from being less than 100% certain that this is the right thing
16:59
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and now is the right time.
17:00
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So uncertainty-based objections are like, send me a proposal.
17:03
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
I want to think about it.
17:04
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
I want to do it in three months.
17:05
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Can I talk to one of your clients?
17:07
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
I need to do some research.
17:09
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
I need to do some due diligence.
17:10
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Can we follow up next week?
17:12
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
I need to sleep on it.
17:13
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
That's all uncertainty.
17:15
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Anything that's keeping them from being less than 100% certain that this is the right thing, now is the right time.
17:20
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
If you have uncertainty-based objections, if there's any uncertainty essentially in the prospect, you'll never be able to get past either of these, right?
17:30
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So we always have to handle uncertainty-based objections first, right?
17:37
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Because if there's an uncertainty-based objection and there's a money objection, if we successfully handle the money, they still won't buy because they're uncertain.
17:45
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
But once we get rid of uncertainty-based objections and they are certain that this is the right thing, now is the right time, then spouse-partner and finances become logistics, okay?
17:56
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
They're no longer objections, they actually become just logistics because the person really, if they're certain, they really want to do it, they want to move forward, it's just a matter of either, one, getting their spouse or partner on board, or two, making it work financially, right?
18:11
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Which, if we have them certain, is much easier, right?
18:16
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
If they're 100% certain that this is the right thing, now is the right time, then it's very easy for us together, two versus one, to convince their spouse or to convince their partner.
18:27
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Maybe we need to get that partner on a call so we can have a two versus one call.
18:31
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Or, we need to coach them through how to get them on board and then set a follow-up.
18:36
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Whereas with finances, we just need to create a payment plan or a financing plan or help them get financing or help them get creative in terms of making things work financially.
18:44
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
But if they're 100% certain that this is the right thing, now is the right time, we're not going to get any resistance here.
18:49
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Then finally, once they buy, we're going to button down, which basically means we're going to reassure they made the right decision.
18:56
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
And we're going to end the sales call in a way where it's going to eliminate buyer's remorse and make sure they're able to know their next steps ASAP so they get to essentially what's called the first activation point within the program, okay?
19:11
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
And that's where customer success is going to take over after that, okay?
19:15
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So, again, uncertainty-based, anything that's keeping them from being less than 100% certain that this is the right thing, now is the right time.
19:21
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Spouse-partner is spouse-partner objections, okay?
19:24
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Like, I want to talk to my wife, I need to talk to my partner, I need to talk to my CFO, whatever.
19:29
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Finances is essentially, I really want to do it, it's just the money, okay?
19:36
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Finances isn't, that's too much, okay?
19:40
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Finances isn't, oh, I mean, oh my God, that's as much as a car, I can't do it, right?
19:46
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Those would actually be uncertainty-based objections.
19:50
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Because if they're 100% certain that this is the right thing, now is the right time, they're not going to be comparing it to a car or saying, oh, I would never spend that amount of money, right?
19:59
S… Speaker 2 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Because they're 100%.
20:00
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
uncertain that this is the right thing and that was the right time. So financial objections is
20:02
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
really, dude, I really want to do it. It's just the money, right? That's a financial objection.
20:08
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So we'll talk more about that in the training. So let's go back to the sales process. Now,
20:14
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
as a reminder, we are in this training to go over goals first syntax. Okay. Now, if you do want to
20:21
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
learn problems first, which I do recommend problems first in the information gathering,
20:26
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
or it's sales process part one, you'll see in that tab, there is a whole training on
20:31
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
problems first syntax. If you want to learn that right after this video, you can go learn that as
20:35
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
well. And you can swap it with this based on your market, but it's up to you. Goals first syntax
20:41
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
will work for everything. And it's the simplest to understand and master first. If you want to just
20:46
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
commit to everything that's in this video and keep it all in one video. Okay. So without further ado,
20:51
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
let's get started. Now, first we have the call introduction. All right. So I'm going to have
20:57
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
us follow along here. So we're starting here and we're starting with rapport. So let's get into
21:03
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
this. So we're going to start. We're going to say, Hey, is this John? Hey, John, it's just Cole here.
21:08
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
What's up? Awesome. I was actually just, and then you say kind of whatever you were doing,
21:15
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
but having a good week so far. Great. Well, I know I have a limited amount of time here. So you're ready
21:20
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
to jump in. You got a clean sheet of paper, something to take notes with, ready to go.
21:24
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So let's break down rapport. Super easy, right? That was like the super easiest thing ever.
21:28
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Hey, is this John? Right. Let's just, obviously his name is John. Hey, is this John? Hey, John,
21:33
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
it's just Cole here. What's up now? Um, do I, I don't say it's just Cole from company name
21:39
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
because usually what you should have done before this is text confirmed your appointments the night
21:45
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
before, which there's a training on that later in the training. Um, so they should know like,
21:51
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
okay, Cole's calling me at 3 PM. Right. And then they should also know that based on the calendar
21:55
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
invite. Okay. So I just say, Hey, just Cole here. What's up? Oh, nothing much. Whatever.
22:01
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
They say, what are you up to? I say, awesome. I was actually just finishing up a call. You know,
22:05
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
super interesting, super interesting guy. You know, he owns this business and this and blah,
22:09
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
blah, blah, blah, blah. So I say, awesome. And then I just share with him like a tiny,
22:12
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
tiny, I bring him into my life just a tiny bit. Okay. Awesome. Just finishing out a workout,
22:17
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
you know, just had to kind of break up the day, get a quick afternoon workout in. Now I'm ready
22:21
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
to talk to you. Been having a good week so far. Okay. So I just end kind of, kind of share with
22:27
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
him a little bit of my life. And then I say, but having a good week so far, right. Or having a good
22:32
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
start to the week. He's like, yep. You know, whatever. I'm busy. Oh, you know, I might, I might say I
22:37
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
may have a quick back and forth. He's like, Oh, I'm super busy. Oh man, is it a good busy or bad busy?
22:41
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
He's like, Oh, it's a good busy. You know, I got this going on and that going on. Oh,
22:43
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
that's super cool. Great. Well, I know we got a limited amount of time here. So you ready to jump
22:49
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
in? You got a clean sheet of paper, something to take notes with. Ready to go. Okay. So this part
22:54
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
is key because what I do here is after a quick back and forth, and this could literally be,
23:01
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
you know, you never know if they're very chatty, 90 seconds. If they're not, if they're just like
23:05
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
kind of a stoic, like ready to go type of guy, 20 seconds. Okay. At this point, I say, great.
23:12
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
No, we got a limited amount of time. And then I basically see if they have something to take
23:18
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
notes with. Now, why do I do that? Because if they're driving, if they're at their son's baseball
23:24
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
game, if they're mowing the lawn, you know, who knows what they're doing. I want to see if they're
23:29
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
in a buying situation, right? A buying situation, the perfect buying situation is them sitting at their
23:37
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
desk, inside of their house, completely quiet, in a quiet place, uninterrupted by anybody with,
23:44
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
with their giving me their full attention. That's a buying situation, right? So in this,
23:49
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
in this part, I want to say, you know, hey, I know we got a limited amount of time. Do you have a
23:53
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
clean sheet of paper or something to take notes with? Ready to dive in? And what's going to happen,
23:58
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
especially if it's obviously, if this is on Zoom, you're going to be able to see if they're in a
24:01
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
buying situation. I would still make them get something to take notes with, pen and paper. Okay.
24:05
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
And you'll see why later in this training. However, if your audio call, you don't know
24:10
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
where they are. So what happens is this will sit them down in a buying situation. Okay. It'll make
24:20
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
them get out a sheet of paper, a pen, sit down and be ready to take notes, which means they're giving
24:26
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
me their full attention. But also if they're driving, if they're at their kid's baseball game,
24:31
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
whatever it is, they're going to basically have to tell me they're driving. And it's a much,
24:36
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
much easier. Like this is a very cool, non-invasive way of seeing if they are driving or not or
24:42
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
whatever. And it also gives me criteria of like kind of being able to reschedule them if they are.
24:49
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Okay. Oh, you know, this call is not going to really make any sense. Like, you know,
24:52
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
we're going to go through some notes. I'm going to share some things on my screen.
24:56
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
You know, and then you can position a reschedule.
25:00
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Okay? So we want to make sure they're in a buying situation. This is how we qualify them for that.
25:06
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Now, I put here, if skeptical, if you're getting some really kind of weird energy to where it's
25:14
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
like they're very disengaged off of, you know, just saying, you know, been having a good week
25:19
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
so far. Hey, what's up? And they're just kind of like, all right, you know, been having a good
25:26
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
week so far. Like, yep. You know, just throw in a quick, okay, you know, is now still a good time
25:34
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
to connect? Oh, yeah, yeah, yeah. Sorry. Because they might just be finishing up something or who
25:38
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
knows? Maybe they're just having like the worst day ever. They need to reschedule. Who knows? But
25:42
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
what we do here is we kind of lean out with this phrase so that they can lean in, you know, because
25:48
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
sometimes they're just really, really busy. They're like doing, you know, they're kind of finishing up
25:52
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
whatever they're finishing up. Now they're getting into talking with you. So we just want to lean out
25:56
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
a little bit so they lean in. Now using this is like maybe 10% of the time. Most times they should
26:02
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
be pretty much expecting your call ready to go, okay? So that's rapport. That's it. We nailed the
26:08
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
first part. Now we're moving on to frame, okay? We're moving on to the frame. So here's how we're
26:15
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
going to frame the call. We're going to say, gotcha. So what I've really found to work best on these
26:19
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
calls is first just kind of diving deeper into the specifics of your business and your sales
26:24
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
process. So how that's working right now and ultimately what you feel like are like the
26:28
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
specific challenges that are keeping you from moving forward. Then once we get some clarity
26:33
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
there, if we can help, I'm more than happy to walk you through what you have going on over here and
26:37
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
you know how that works. And if not, we can figure out whatever else is best. You know, I might refer
26:41
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
to somebody you know or just give you some homework that you can work on into the meantime. You know,
26:46
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
pretty much whatever you need. Sound fair? Cool. So with that being said, probably our best place to
26:54
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
start is tell me, I mean, what's kind of like the biggest challenge in the business right now or
27:01
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
like what's not working really at the level that you truly feel like it could be or that it should?
27:06
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Okay. So here we go here. Frame. Let's break this down. Now, later the training, you will learn
27:12
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
different ways to frame the call. And I kind of do have different ways to frame based on your market.
27:18
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
But for the most part, this should pretty much work for any market. Now, the example I'm going to give
27:23
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
you in this call is if we were having a call about somebody's sales process. That's why I said sales
27:30
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
process here. Okay. So I say, gotcha. So what I really found to work best on these calls is first
27:36
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
diving deeper into the specifics of your business and your sales process. So you could say what I
27:41
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
really found to work best in these calls is first diving deeper into the specifics of your dating life
27:46
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and how, and you know, the women you're meeting in your life right now. What I've really found to work
27:51
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
best on these calls is first diving into the health, your fitness, your exercise, and kind of how that's
27:56
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
working right now. So we basically just say, first diving into your current situation. But we're not saying
28:02
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
current situation. We're going to kind of substitute some market-specific words here. Then we say, great.
28:07
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
And then once we get some clarity there, more than happy to walk you through what we have going on over here
28:11
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and how that works if that, you know, if you feel like that's best. Or, you know, if we can't help, I can refer you to
28:17
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
somebody we know or, you know, give you some homework to work on the meantime, whatever you need.
28:20
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Right? So then we say, once we get some clarity, basically, if it makes sense, we can walk you
28:26
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
through what we have going on over here. Or if not, we can refer you out, give you some homework,
28:31
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
really whatever you need. Okay? So obviously I'm saying, after we get clear on where you're at,
28:37
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
if it makes sense, we're going to go into what we offer. Or if we can't help, no worries at all,
28:43
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
we can refer you out. So we're kind of taking this position to where, you know, if we can help,
28:47
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
great. That's amazing. If we can't help, also no worries. We're good either way. Right? We're
28:54
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
demonstrating indifference here and removing the risk of it being a high-pressure close. We know
29:00
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
either way, we have the prospect's best interest in mind. Okay? So with this one, you can pretty much,
29:08
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
for the most part, use it verbatim. I would just make sure in your frame the call, you know,
29:13
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
don't say, if we can help, I'll walk you through the program. If we can help, I'll walk you through
29:18
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
the system. Right? Don't use specific words like that. Because when you do that, they're going to
29:26
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
want to know what the program is. And a lot of times they're going to push and be like, well,
29:30
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
can you just tell me what the program is? I like to make it feel like it's this very, like, white-glove
29:35
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
customized type of service. And so how I always refer to, quote-unquote, the program, I never say
29:43
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
program, because nobody wants a program anyways. I always say, more than happy to walk you through
29:47
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
what we got going on over here. You know? It just, it's very ambiguous of what that is. Okay? And I
29:55
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
don't want the focus of this call to be on the program. I want it to be on the...
30:00
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
problem, all right? So, we frame this way, and then after that, we say, fair enough, or sound good,
30:09
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
sound cool, you know, you could say whatever here. They say, yep, that's great, and then we say,
30:15
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
awesome. So, with that being said, probably our best place to start is, tell me, you know,
30:23
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
what would you say right now is the biggest challenge in the business, or like, what's not
30:30
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
working at the level that it truly feels like it could be, that it should, and let me change that
30:35
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
text right here, because that's a little bit wrong. So, I've modified this to be just verbatim what I
30:40
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
said, right? So, that being said, probably the best place to start, and then I say, tell me what the
30:45
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
biggest challenge is right now, or what's not working at the level that truly could be that it
30:49
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
should. So, let's break down why I said this, and it's very important that you start off with a
30:54
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
question similar to this, okay? Why? Because, as we covered earlier in the training, business is
31:02
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
about solving problems, okay? And that's because when you solve a problem, you create value, and
31:09
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
people trade their money for value, right? So, if we know that to be true, then sales is really just
31:15
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
the demonstration that you can solve a problem for somebody else, and if there's no problem, there's
31:20
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
no sale, right? So, therefore, we're always going to start every sales call off really trying to
31:26
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
figure out what is the problem, and or, like, what is the gap? And when I say the gap, I mean the gap
31:30
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
between where they are now to where they want to be, because that gap essentially is the problem.
31:36
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So, I'm going to say, tell me what the biggest challenge is right now, or what's not working at
31:40
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
the level that truly could be that it should. So, one quick thing about when I say this question,
31:45
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
a lot of sales trainers think this question to start off with is invasive, and I agree if you say,
31:51
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
all right, buddy, well, tell me what the biggest challenge is, or, like, what's not working? Like,
31:55
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
I mean, if you say it aggressively like that, then it is invasive, but if you say it like this, okay?
32:00
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So, probably our best place to start is, what would you say right now is, I guess, like, the biggest
32:06
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
challenge in the business, or, like, what's not working at the level that it really could be or that
32:11
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
it should? So, when you say it with that tonality, it's much less, it's so much lighter, because I say,
32:21
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
it has what's called implied thoughtfulness, almost like, you know, I'm not even working
32:26
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
off of a script. I'm kind of, I'm, like, thinking about, okay, kind of their situation, and I'm
32:32
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
almost, like, struggling. My tonality is, like, I'm almost struggling to come up with the words,
32:41
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and then I'm, like, okay, I think this is, like, the best thing I could say. That's kind of what the
32:45
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
tonality is communicating, and it's coming off way less aggressive. So, I say, tell me what the
32:50
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
biggest challenge is in the business. So, challenge is almost, like, an upward inflecting question
32:56
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
mark, or, like, what's not working at the level it truly could be that it should? And so, that
33:01
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
what's not working at the level it truly could be that it should is softening it at the end,
33:06
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
all right? And if you start with this, I've never had anybody say anything. Like, even, I've rarely
33:13
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
ever even had somebody say, oh, we don't have any challenges in the business. I mean, because when you
33:17
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
have that tonality, and then you soften at the end with this one, they almost never will shut off to
33:26
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
that, okay? Like, 99% success rate if you do this right with the right tonality, okay? So, that is how
33:34
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
we end the frame the call. Now, let's get into information gathering phase, okay? So, again, we're
33:41
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
going to be covering goals for syntax, okay? So, I did not put this here, but if you are talking with
33:50
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
a business owner, okay? We first do want to do background questions. So, right after the challenge,
33:57
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
you might ask a few probing questions, and then just know sales process, offer, price point, market,
34:06
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
ideal client. You want to know kind of the basic background. So, you know, you ask this question,
34:10
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and then say, okay, great. So, for context, help me understand a little bit, like, what are you
34:15
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
selling? What price point? Who's your ideal client? And explain to me, and these are all separate
34:21
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
questions, so don't hit them with these all at once, but then just say, okay, and explain to me how that
34:25
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
stranger becomes a paying client, right? So, you just want to get some background. Now, I didn't add it
34:31
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
because if you have, like, let's say, a biz op offer or a dating or a fitness offer or something like
34:36
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
that, okay, you're not going to have to do any background questions. It's only really for existing
34:41
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
businesses. So, I'll put this here, background questions if necessary. But then, we are going
34:50
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
to go into the rest of discovery, okay? And we're going to be following, again, goals for syntax. So,
34:55
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
desire situation first, current situation. So, we're going to knock off the background.
35:00
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
around desire and money, then later
35:02
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
we're going to go into pained out cost, support, and solution.
35:06
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So here's how it ends up looking, the discovery flow.
35:10
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
We just did this part.
35:12
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
We isolated the challenge.
35:14
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
We isolated the challenge.
35:16
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
That is, what is the biggest challenge, what's not working?
35:18
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Then we go into desired situation, then eventually
35:21
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
current situation.
35:21
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
We just covered that like a million times.
35:23
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Goals first syntax.
35:25
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Now, inside of desired situation,
35:27
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
here's how it's going to kind of break down.
35:28
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
We're going to ask this shot across the bow ultimate goal
35:32
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
question.
35:33
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Then we're going to get the monetary value
35:36
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
within the ultimate goal.
35:37
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Why that number?
35:38
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
We're going to throw in this financial qualifier.
35:40
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
OK?
35:41
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
You'll see how that works later.
35:42
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
And then we're going to get clear on the long-term vision
35:45
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and then the non-monetary goals.
35:46
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
This is super easy.
35:48
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
We're going to go over it in a second.
35:49
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
OK?
35:50
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Then in current situation, we're
35:53
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
going to uncover the reason for change.
35:55
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
We're going to do doubt questions, solution questions,
35:58
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
and then cost and why now questions, and then
36:01
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
finish with support questions if necessary.
36:05
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
OK?
36:06
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So basically, that's how it looks.
36:09
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
The only thing I would add is after you isolate
36:11
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
the challenge here, you do probably
36:13
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
want to ask some probing questions.
36:15
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So things like, tell me more.
36:17
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
OK, well, when you said that, can you clarify?
36:19
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
When you said that, what do you mean by this?
36:21
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Just some basic probing questions just to get clear.
36:25
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
OK?
36:25
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So again, we're going to break through all of this right now.
36:30
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So isolate the challenge.
36:31
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
We just went through all of this.
36:33
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
OK?
36:34
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So that's how you start off the call.
36:36
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
What's the biggest challenge?
36:37
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
What's not working to level truly it could be that it should?
36:39
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
And then some basic probing.
36:40
S… Speaker 2 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Tell me more.
36:41
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
When you said this, what did you mean?
36:43
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Et cetera.
36:44
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
OK?
36:45
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
Now, after we get somewhat clear on that,
36:48
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
then what we're going to do is say, gotcha.
36:51
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
OK, well, what might make more sense
36:53
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
is to begin with the end in mind here.
36:55
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
So ultimately, what's the goal?
36:59
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
And then the same thing.
37:00
S… Speaker 1 (6-Closer Crash Course - 02 Sales 101 Crash Course 7-Figure Selling)
We're going to say, ask some probing questions.

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