exposing how easy sales is ($12,500 deal SMMA)

Sometimes it comes out as an objection, other times it comes out as a statement. And what I'll do at the end of this video, I'll show you a live call recording where I handle that objection on an actual real-life sales call. So hopefully this is helpful for you. Cool. Now, whether you are closing, whether you're setting Even if you're doing something like in-person sales, let's say in-person fitness sales, for example, there will be a lot of people that you speak with. I'd say at least 3 out of 10 prospects that have tried something similar to what it is that you're offering or selling that have either A, been scammed before, quote unquote, or B, didn't get the results that they wanted from the company. Okay, now this is how you handle that objection when it does come up. The first thing I'll say is that number one, you could prevent that objection from coming up in the first place. And it's really simple. All you need to do is ask them early on in the conversation one of two questions. Number one, have you tried something similar in the past? Or number two, have you tried solving X problem in the past? At that point is when you'll get them to open up and let you know "yes, I've been scammed," or, you know, "yes, Alex, I did pay a company for marketing services this past year and I didn't get the results that I wanted from the company." Now, what most people do is they put the boxing gloves on, right? They start walking backwards and defending themselves for no reason, essentially saying things like, you know, "Alex, that sucks. I'm sorry that happened to you." 'But have you seen our testimonials?' or 'I could assure you, Alex, we're different,' or 'I promise you'll see better results from our team.' And two things are going wrong when you go that direction. Number one is that you're walking backwards and defending yourself for no damn reason. Number two is you're not coming from a place of true understanding. What I mean by that is you're not coming from a place where you're understanding what the person has gone through, the experience they had, and trying to figure out what it is that they want to see different from your company, that way they could trust it's a good fit for them. And I mean, I'll give you an example, right? Let's say you have a significant other. Let's say in my case, I have this girl that I've been talking to for some time, And now I want to make her my girlfriend. So I ask her, I say, hey, you know, we've been talking for a couple months. I think we've both been enjoying the time we spent together. I would like to make you my girlfriend. And she lets me know, you know, Alex, I enjoy the time we spent together as well, but here's the thing. In my last relationship, I got cheated on and it makes me difficult to trust people. Or makes me put myself in a place where I don't want to be in a relationship again. I get two options at that point. Number one, I could put the gloves on and start defending myself and let her know, hey, listen, that sucks you got cheated on, but I promise it won't happen with me. Or B, I could try to come from a place of true understanding of what she's been through and figure out what it is that she wants to see different from me that way she could trust the same situation won't happen with her. Now to break that down further, you guys, I break it up in a simple 6-step process here which we'll cover right now, and allow your questions to do the talking. There is no reason to defend yourself, right? Show that you're different through the questions that you ask. The first step with that is to empathize with the prospect. So if someone tells me, hey, I've been scammed before, The first thing I'm gonna do is empathize with him. Wow, Alex, that sucks, man. I apologize. Getting scammed is not a good feeling, even if it's for a dollar, right? But step 2, do you mind if I ask, what do you mean by that, right? Were you a part of a program similar to ours? Did you pay for marketing services in the past? Like, what does that look like? You need more information at the end of the day. "yes, Alex, I paid a company $3K and about 6 months ago they scammed me." "Damn, okay, I apologize. Do you mind if I ask?" Step 3: "What went wrong? What do you mean by scam? Did they just take your money and run, or did you not get the results that you wanted? What did that look like?" "Yeah, you know, it's not that they took my money and run, but You know, they promised me X and they delivered Y. Now you have the information that you need. From there, you can move to step 4. Okay, that makes sense. So I mean, that's good they didn't take your money, right? But Alex, do you mind if I ask you this? What was missing with the past company that you were working with that would have made it a better experience for you, or just made it plain and simple to where you succeeded? Right? Yeah, Alex, good question, man. Good question. That's funny. I asked myself that question. Good question. They said that I was gonna get multiple coaching calls per week to help me scale my business and my Facebook ads, you know, but every time I booked a call, they would cancel the meeting, and then when I would try and contact the team, they would never get back to me. Ah, okay, that makes sense. So Alex, it sounds like what you're really looking for is like that hand-on-hand coaching, right? Someone to guide you through every step of the process. Is that correct? Yes, that's correct. Step number 5: make them sell themselves to you. Well, Alex, listen, I know you went through that, but you're on this call for a reason. "Right, do you mind if I ask, like, what stood out about our team that made you even show up to the call today?" "Well, you know, I saw your testimonials. I know the person who owns the business. I trust him. I've seen a lot of the stuff that he posts, and it just gives me a different feeling compared to the past company I've worked with." Right now, they are selling themselves to you on how you are different rather than you giving statements on how you're different, right? There's a big difference with that. There's a lot more power when it comes out of their mouth rather than when it comes out of yours. From there, step 6, super simple. Okay, so what do you want to see from our company that way you know it's a good fit for you? Well, plain and simple, I want more coaching calls, right? The last company, they promised me all this stuff, I never got it. I want more coaching. More guidance, and I want to get results. Got it. Okay, that makes sense. Now, how long have you been looking to solve this problem? Right? And you can move on to your next step within discovery. But what you did in that situation is you came from a place of true understanding. Not only did you figure out what they meant by being cheated on, what happened, you know, but you also asked them, hey, what is it that you want to see from me That way you know that I'm different, right? And the fact of the matter is, Alex, we've been kind of talking for the past 2 months here as boyfriend and girlfriend, right? So there is something that you see different about me. What does that look like? Step 5: Make them sell themselves to you. Now, super simple process, you guys. And after going through this, you could just move on to your discovery questions from there. You know, of course, like sometimes it'll still pop up in the close and you just have to be super convicted in what it is you could deliver to continue pushing past that. But the thing is, you don't want to constantly be at this forefront battle with people where you're always trying to defend yourselves based off mistakes that past companies made with them. Show that you're different through the questions that you ask. Now, what I'm going to do next is take it to a sales call where I actually handled that objection. And yeah, hopefully you liked it. This is a $12,500 deal that I closed this last week, and I got this exact same objection. So I'll play the video, we'll walk through it. I'll even talk about a mistake that I made in the video as well. Well, let me know. I mean, do you have any questions on any of that? Does that kind of sound like what you're looking for?

Uh, you know who Daniel is?

Yeah, coach.

Yeah, I worked with him like, uh, last month for the million-dollar view guarantee. Got jack shit.

How much did you pay him?

I was supposed to pay $18,000, but I broke it up into $1,000 monthly payments. But after the second week, I said, bro, this is fucking shit. So I quit.

Yeah. So one mistake I made, I didn't ask early in the conversation, have you tried something like this in the past? I don't know how I blanked out on it. This is a sales team that I'm building. This is actually the first call. That I took for him, and I closed the deal, you know. But it got to the point where I dropped the price, he gave me a couple objections, and this is really the last one that came up before I ended up closing the deal, okay? And the mistake that I made was that I should have asked 30 minutes ago, hey man, have you tried something similar in the past? And I didn't, right? And then exactly what I said, what you don't want to happen earlier in this video happened. I got to the close and he started word vomiting about the past company that he worked with and how he didn't get jack shit. Right now, let's see how I handled the objection.

They just gave me all the top 10, the top viral videos in my niche, and they said just recreate it.

Have you seen the views on his videos?

Yeah, they're horrible.

Great. Yeah, I should kind of answer the question, but I mean, listen, you know, Brian, he's worked with Devin. I mean, I could literally show you a video of him talking about Devin if that helps. Like, do you really think Devin would let you fail if he's literally working with you side by side? Probably not. Yeah. And that was it, you guys. Right after this, he was like, let's do it, right? And then we had 45 minutes of cards being declined, and then we figured it out. But at this point, you know, we were so— I was so close to getting payment and getting him to jump in. I really had two options. Like, I could start putting the gloves on and defending our company. I could start talking shit on the other company and say, hey, those guys are just trash, which I didn't want to do. So I just asked him a question. Hey man, I know what you're here for is to grow your personal brand. The last guy you worked with, have you seen his brand? And he said, yeah, it's shit. And I said, yeah, that should answer your question right now. He was also familiar with Devin. He knew who he was. So I also asked him, hey, do you really think Devin will let you fail? And he said no. Right, right after this, I just went to the point of beautiful, let's get you ready to rock. He paid, had some card issues and so forth. But this one was a little bit unconventional, you guys. Reason being is because I fucked up. I allowed it to get all the way to the end of the call. I didn't ask the proper question to figure out if he worked with someone in the past, and then what ended up happening is that right when he was going to pay, he started talking about the company that he didn't get results with. You know, luckily I was able to just kind of breeze over it with one or two questions, but that is the reason why you want to ask early on in the conversation That simple question, have you worked with someone similar in the past? Yeah, I did, man. I worked with this guy, X name, at X company. I just paid him like 3 months ago and it was dogshit. I didn't get the results that I wanted. Damn, how much did you pay, man? I paid X amount of money. Wow, that sucks, bro. Do you mind if I ask you a question? Like, what do you mean that you didn't get the results, right? Well, yeah, well, they promised me X, they had this guarantee. I didn't even get what was guaranteed. God, that sucks, man. Well, listen, I know you know Devin, right? But like, what do you want to see different from our company that way you know that we're different here? Well, I— if you guys have a guarantee, I want to make sure that you deliver the results. I want better coaching. I want better editing for building out my brand. Okay, that makes sense, man. That makes sense. Uh, well, Ben, let me know, bro. I mean, you jumped on this call for a reason, right? Like, what stood out about our team that made you even come to the call in the first place or feel like this is a good fit for you? Well, I know Devin, right? I know people that have gone through his program before and that have succeeded with it. Understood. Okay, cool, man. So how long you've been trying to solve this issue? And then move on from there. Now, wanted to pull up a video, you guys. I have a ton of recordings that I could have showed this objection, but this was the quickest one on hand because I would just took the call last week, but point blank period, what I should have done was find out this information at minute 10, not at minute 41. Okay, a lot of people would screw up the objection handling after you drop price and scare the prospect away. But hopefully that was helpful and gave you guys some good direction on how to handle that objection. It's simple. Once you figure it out, and it's just coming from a place of understanding and having a good organic conversation with someone. So thanks, see you later.