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

2:02:29 5 Дыбыс тақшалары 30 Бөлімдер 1909 сегменттер

Толық транскрипция Барлығын іздеу

Дыбыс тақшалары

Бөлімдер

0:00

Бөлім 1: It's Cole here. 298s · Speaker 1

It's Cole here. Welcome to this part of sales training 101, the closer crash course. So what we're going to cover in this training is an overview of where we are at in the sales process, the sales script, and really diving into the syntax w…
4:58

Бөлім 2: teach the sales process is going to teach the sales process. 301s · Speaker 2

teach the sales process is going to teach the sales process. is just the one call close, okay? Or just to understand the one call close first. Now, in the one call close, we have different parts of the call. We have the introduction phase, …
10:00

Бөлім 3: like in which they turn a stranger to a paying client, right? 298s · Speaker 1

like in which they turn a stranger to a paying client, right? So these background questions are kind of just basic, boring questions, but you do need to ask them to know kind of how to navigate the conversation. So in the information gather…
14:58

Бөлім 4: But But it gets them to buy in that they believe this is the right thing and now is the right time. 300s · Speaker 2

But But it gets them to buy in that they believe this is the right thing and now is the right time. That's a key. This is the right thing and now is the right time. So that they're totally bought in and tied down on the process. So what we'…
19:59

Бөлім 5: Because they're 100%. 299s · Speaker 2

Because they're 100%. uncertain that this is the right thing and that was the right time. So financial objections is really, dude, I really want to do it. It's just the money, right? That's a financial objection. So we'll talk more about th…
25:00

Бөлім 6: Okay? So we want to make sure they're in a buying situation. 299s · Speaker 1

Okay? So we want to make sure they're in a buying situation. This is how we qualify them for that. Now, I put here, if skeptical, if you're getting some really kind of weird energy to where it's like they're very disengaged off of, you know…
30:00

Бөлім 7: problem, all right? 299s · Speaker 1

problem, all right? So, we frame this way, and then after that, we say, fair enough, or sound good, sound cool, you know, you could say whatever here. They say, yep, that's great, and then we say, awesome. So, with that being said, probably…
35:00

Бөлім 8: around desire and money, then later we're going to go into pained out cost, support, and solution. 100s · Speaker 1

around desire and money, then later we're going to go into pained out cost, support, and solution. So here's how it ends up looking, the discovery flow. We just did this part. We isolated the challenge. We isolated the challenge. That is, w…
36:40

Бөлім 9: Tell me more. 300s · Speaker 2

Tell me more. When you said this, what did you mean? Et cetera. OK? Now, after we get somewhat clear on that, then what we're going to do is say, gotcha. OK, well, what might make more sense is to begin with the end in mind here. So ultimat…
41:41

Бөлім 10: They might give you all of this in one response. 200s · Speaker 1

They might give you all of this in one response. They might go for three minutes, and they give you all of it. Okay? So, if that happens, you have everything you need, maybe ask a few probing questions, then you just move on. The purpose an…
45:02

Бөлім 11: What does that look like? 302s · Speaker 2

What does that look like? You know, like paint the picture in total detail, okay? And then, again, with health and fitness, it's the target weight. Now, this financial qualifier here, this is really only for a biz-op offer, okay? So this is…
50:04

Бөлім 12: And you're going to understand what they want, which is important, because you're the person helping them in getting it. 78s · Speaker 1

And you're going to understand what they want, which is important, because you're the person helping them in getting it. Now, finally, we're going to ask, awesome, and can I ask you a personal question? And the reason why I'm asking this is…
51:23

Бөлім 13: well, how would this affect other areas of your life? 304s · Speaker 2

well, how would this affect other areas of your life? You can't ask it that way, but again, my goal is compliance. My goal is to get the best response as possible. So I say now, present moment, can I ask you a personal question? So I get pe…
56:28

Бөлім 14: more, right? 206s · Speaker 1

more, right? This one right here, this could kind of depend. Take me back to the last day where you said, you know, enough is enough. Like, what happened? How did you know, or how do you know that it's not working at the level that you trul…
59:55

Бөлім 15: right? So, then I say, or sorry, let's. 301s · Speaker 3

right? So, then I say, or sorry, let's... say they do like it. Do you like it? Oh, I love it. People will say that. You know, they're on a call to do a new business opportunity and start, you know, high ticket closing or, you know, Amazon b…
1:04:57

Бөлім 16: the existing business owners, using full goals for syntax, you will qualify financially. 302s · Speaker 1

the existing business owners, using full goals for syntax, you will qualify financially. So let's say, you know, somebody's lead generation is not working and they're the household provider and they made three grand last month net. Okay, go…
1:10:00

Бөлім 17: into the transition phase. 299s · Speaker 1

into the transition phase. Fun stuff, okay? So basically, after you get done with asking all the questions, you've gathered all the information, we go into the transition phase. The transition phase starts off with this question, okay? We s…
1:15:00

Бөлім 18: okay so then you can skip this part right here it's optional then I say that said where do you want to go from here I can walk you through the process of exactly how he would get you to the outcome right exactly how would you be able to get you to five dates a week with you know women that you would really like women like you just told me you wanted on this call if you would like but you tell me where you want to go so this is like this random question framework that I came up with that essentially it's question suggestion question okay so we say where do you want to go from here so we pass off the control to them and then we make a suggestion I can walk you through pretty much the entire process a to z of of how we would get your real estate business to 20k a month if you would like but you tell me where you want to go right and then so we we pass off the control we make a suggestion then we pass back off the control again so what happens if you do this correctly what you say in between those two parts here what you say in between this sandwich they're gonna they're gonna take this every time 99. 302s · Speaker 2

okay so then you can skip this part right here it's optional then I say that said where do you want to go from here I can walk you through the process of exactly how he would get you to the outcome right exactly how would you be able to get…
1:20:03

Бөлім 19: I literally just, like, made that up, okay? 153s · Speaker 1

I literally just, like, made that up, okay? But you see how I just kind of, like, used the case study of the client I work with in the past as proof that we can definitely help. You could also tell a personal story. So, you know, I could te…
1:22:36

Бөлім 20: You're like, perfect. 302s · Speaker 2

You're like, perfect. Do you have that pen and pad still? Okay. Go back and get it. Let me know when you have it. You're like, okay, I got it. Great. Write on your pen and pad, write out one through four. And then make sure there's some goo…
1:27:39

Бөлім 21: Then you just change that language to say giving you everything you need to be able to get there in about eight weeks. 152s · Speaker 2

Then you just change that language to say giving you everything you need to be able to get there in about eight weeks. So, for instance, our sales training program, or sorry, our sales team building program, the high-level promise is really…
1:30:12

Бөлім 22: This is key. 72s · Speaker 3

This is key. We say, what questions do you have on that? They think, oh, what questions do I have on that? And then they ask a question. Right? And this dialogue back and forth is really important to establish because it helps them solidify…
1:31:26

Бөлім 23: Sales, process, redesign. 301s · Speaker 2

Sales, process, redesign. And by the way, I do that every time. So when I state these things, I always state them twice. Okay? You say it once, they say okay. You say it twice, they write it down. Right? So I literally say, the cadence of h…
1:36:27

Бөлім 24: and it's making you feel like emotional pain, okay? 304s · Speaker 1

and it's making you feel like emotional pain, okay? So at this stage, what we're going to do is deliverable, okay? And this is just explaining the deliverable, right? So this is, at this stage, what we're going to do is deliverable, which i…
1:41:32

Бөлім 25: So at this point, usually the fourth pillar is the future pacing one. 206s · Speaker 1

So at this point, usually the fourth pillar is the future pacing one. And we'll talk more about this when we break down the pitch codex in that actual week of training. But basically, I'm like, there's not a whole lot to say here because th…
1:44:59

Бөлім 26: say, we're see how I went, how do you feel, how do you feel about the process specifically, I would tack on something li… 300s · Speaker 2

say, we're see how I went, how do you feel, how do you feel about the process specifically, I would tack on something like that, because if you just randomly ask, how do you feel, they're like, oh, I feel great, right, so yeah, I kind of, a…
1:50:00

Бөлім 27: asked them up here what questions they have on the process. 299s · Speaker 1

asked them up here what questions they have on the process. So then we'll say, gotcha. So you feel good. No questions. So what's next? Where do you want to go from here? Okay. Now, this is like the it's a great transition. Okay. Because bas…
1:55:00

Бөлім 28: all of the objection handling frameworks and scripts and all of that stuff in this exact training because, I mean, that's a whole couple hour training within itself, okay? 299s · Speaker 1

all of the objection handling frameworks and scripts and all of that stuff in this exact training because, I mean, that's a whole couple hour training within itself, okay? I'm gonna teach you the very basic one and then we're gonna wrap it …
2:00:00

Бөлім 29: that this is what you need to get your weight and maintain your weight at the level that's really going to make you feel like you're $1,000. 92s · Speaker 1

that this is what you need to get your weight and maintain your weight at the level that's really going to make you feel like you're $1,000. Or whatever the outcome was. I'm just making stuff up. Insert that. OK? So two things are going to …
2:01:34

Бөлім 30: So can you be honest? 54s · Speaker 3

So can you be honest? Like, what's really going on? OK? And this is like one of the best objection link frameworks is when you say earlier, you said, like, you were saying this and you were doing this. Now, you're saying this and doing this…