How I closed Over $8m in sales in under 4 years (Sales Process Breakdown)

I've sold over $7 million in sales in under four years. And in this video, I'm going to show you exactly how I did it. So we'll be going over the exact process I use, the big mental shifts I had to make, and really why 99% of salespeople get stuck at just being a glorified order taker. I'll also take you through how I help clients get to the point where they're able to close over 50, 60, 70, 80, and even 90% of the people that they talk to. If you don't know who I am, my name is Christian Polka Dot. So I've been in the online sales space for a little over four years, and I've sold anything from B2B. B2C. I've sold for some of the biggest names in the industry you've probably heard of, like Jeremy Miner, Alec Heck, Ravi was scaling with Systems, Ryan Pineda, bunch of others. But who really cares about me? Okay, so who this video is for is somebody who is in sales who is looking to get to the point where they're actually elite and they can close anybody. If you're somebody who's happy closing 20 to 30% of the people that you're talking to and feel like there is nothing else you can learn in sales, then this video isn't for you.

Okay?

This is for somebody who knows that there's a way to close anybody. And it really just comes to tapping into that and making sure you can connect with your prospects and get to that level. So what this is not going to be is like one of those other sales gurus which, which there are a ton that's gonna focus on one aspect of the sales process, like, objection, handling right. Or tell you something gimmickly like, oh, scriptless selling is the new way to go. Those processes. Again, if you want to get to 20 or 30% close rate, those are going to be perfect for you. But if you want a process that actually works, go ahead, stay tuned and we'll get through it.

Okay?

And this is the exact same process again that I've used, but I've also taught to hundreds of clients at this point. Like for example, I, Georgie here, who lives in Bulgaria, crushing over there, made 32k last month, bought himself a new car. You know, Ethan got the 56% close rate. We have Jacob, who, he is a business owner. He sells more B2B services. He got 11k month. We have Jonathan here, who's been in sales for over 10 years. Sell something B2B as well, was able to over double what he was making. We have Jared, who sells B2C, a more of a biz op offer. He was closing at 38%. He got to over 62%. We got Jacob, who was able, able to. Or James. My bad James. He was able to get over 8,000 per week in comms. We got Owen here, who again, sells something. B2C sells a biz op went from 4,200 to over 10,000 just one month. And we got Andrew here closing a little bit over 90% of the people he's talking to. So first and foremost, let's dive into the mental shift you have to make in order to actually get the results that I'm talking about here. The big shift for me was understanding what actually holds people back from getting anything that they want. It's not really like their actions or really whatever it is. It really just comes down to one thing. It's their identity. Because if their identity was aligned to the person who they needed to be, the actions, their beliefs, everything else would be aligned and they would be where they need to be. Okay, so how I came to this conclusion is pretty interesting. So I, like I said, got in sales space a little over four years ago. Soon as Covid hit, I said, fuck it. I lived in Kansas at the time. I just graduated college. I was in the service industry. Before that, I was a waiter. Well, I worked two waiting jobs to pay through college. And I did not want to stay in Kansas because I am deathly scared of being average. And I never wanted to be the person who died basically like two miles away from where they grew up.

Okay?

So that was the biggest thing for me. So as soon as I could, I hopped into sales because I could do it remote. It seemed like a good opportunity to make some money. And then as soon as I do that, I shipped off to Miami.

Okay.

So when I was getting fresh into sales, I was pretty up and down. But I ended up investing a bit bunch of money into some mentors, like over 30,000. And I got to the point after about a year and a half or so, I was pretty consistent, making around 15 to 20k per month.

Okay.

I was closing around 20 to 30% of the people that I talked to. Sometimes a little higher, like, you know, 40%, but I was pretty consistent at that range. But I knew for me, I got into sales for freedom. And being on calls all day and not being able to break through to the next level was impeding on that. Because if you live in Miami or If you've been there for a weekend, you know, it is not cheap. So 15,000, 20,000 per month doesn't really go as far as you think it would. As soon as you hit it, you realize that I don't think where. No matter where you live, but especially if you're living in Miami. And the thing was, I knew I could get to the extra level in sales. Like, I knew there was another level. Like, I've seen it in some people and I knew I could be making more money. But really all I got told was, well, you're doing pretty good, man. Just take more calls. Because like, like, I was always like the number two guy and the number one guy was taking 16 calls a day, seven days a week, right? So he is making like 60k, but he was taking more than double the calls that I was willing to take.

Right.

Like, I had a girl at the time. We don't got to talk about that. But it's like I wanted a life outside of sales. And I knew I wasn't going to be able to reach that if I just kept doing what I was doing. And also, life has a funny way of making it to where even if I wanted to be that person who was taking 16 calls a day, I literally couldn't. So the biggest thing I was running into is I was having really bad neck problems. So if you know anything about the neck, it's connected to a bunch of different things. Mainly the vagus nerve and the blood that goes to your head. So through a motorcycle accident, tons of sports injuries, what I had ran into is my vagus nerve was about. I think they said it was like the fifth the size of what it should be. And would. When I was actually sitting, no blood would rush to my head. Like, I was getting no blood in my head. So if I was on a call for an hour, by the end of it, I couldn't think straight. Like, I would get lightheaded. So between each of my calls, I had to lay down for at least 10 minutes, at least to get some blood back in my head so I can then prop back up and hop on my next call. And if you were reviewing my calls at this time, which I later found out, like there was people who were reviewing my calls, you realize I never moved my neck. So this was the thing I was running into. And the procedures that I needed to get were not cheap at all. Like, I. At this point, luckily, because I was able to make more money, I put over $30,000, 40. I put a lot of money into my neck. I haven't sat down and calculated it out, but like on top of the living expenses that I was having, and for those type of procedures, insurance doesn't cut it at all. They, they don't really dive into it because you need a specialist. Because most of the people that you go to, even if you got insurance, they just don't like, they don't know what's going on. Especially when it comes to things like the neck, that's very complicated. So I knew I needed something different. So really what kept driving me to get to the next level was one, because I was always wanting more, but two, some of it was out of necessity. So really what helped me make this shift into understanding how to tap into pretty much everyone. So I wasn't that person who's closing 30, maybe 40%, but how can I actually close 90%? I wanted to learn from somebody who was closing over 90%. So that's exactly what I did. Okay, so this is somebody who, you might know him, very, very thick accent, like one of the best people I know. I was able to actually get one on ones and truly dissect his brain, which is very hard to understand. And I think you can really only be at a certain level of sales to really even understand like half of what he says.

Okay.

And that's what I was able to do because he was somebody who closed over 90% of the sales he was making. And he was able to, as a high ticket closer, just selling coaching, make over a million a year. Now you do hear some people who say, like, oh, I hit a hundred thousand per month. But what they don't tell you is that was only for one month and that offer is probably not around anymore. Cause they were selling a scam. I've seen a couple different people actually get indicted because they ended up, you know, they're selling a scam and then they're held liable and things like that. And, and I knew these people weren't very good at sales, but they hopped on, you know, a flash in the pan offer made a hundred K per month. But it wasn't consistent. I wanted to be, I wanted to learn from somebody who was actually consistent because I didn't want to be that person who had to hop from offer and offer and offer and just had no stability in my life.

Right.

I wanted freedom, but I also wanted stability. I didn't want to, you know, not know where rent was coming in case, like I had a month where I wasn't on an offer. So I learned from him and he was able, like he. And the biggest things that I was able to really learn from him was how to actually tap into people's identity. That was the big shift. And from that point I've gone all in on just really truly understanding people's identity. And a lot of the studying after that that really came was not from salespeople because most. I've never seen an actual salesperson, like a trainer dive into this because he wasn't like a trainer. He was just somebody who'd really well, and if, you know, you got his attention, you could get some one on one time with him. So I've never had anybody else actually teach this. So I would have to dive into like psychology textbooks, like from Stanford, or like really, really study like, you know, FBI negotiators, CIA people and really be able to formulate and break down how to tap into somebody's identity and bring it into the actual sales process. So you can start, you know, so I could close more while talking to less people. And it took a little bit of trial and error, but once I actually cracked the code, you know, went from 30, 40 to 50, 60, you know, 70 plus percent some months. And that's what allowed me to have the freedom where instead of, you know, being stuck around 15 to 20, I was able to get to 30, 40, highest month around 60,000 per month while not having to work more hours.

Okay.

And which allowed me to actually get my neck, for the most part fix. I probably have to get some more stuff done. But as you can see, I can sit here and talk and I can actually have blood rushing to my head.

Okay?

So that was the big shift for me. So if you're like me and you're obsessed with really truly understanding like human beings and you want to close as many people as you want, this is what we're going to go over. And we're going to go over the process to actually do that. Because that's really what it comes down to. Because the only thing that holds people back is their identity. So you need to have a process and that dives into people's identity. And one of the big thing as well, I would say is you don't need to be somebody who had been in sales for a couple of years to do this.

Okay.

For example, I have Lauren here who just freshly got into sales and he was able to get to the point where like, I think just within a month because of what he was doing, he was having people ask him to review his sales calls, right? Or we got like A new offer. We got Sergio here, was just able to come in and start crushing it. We got Georgie here, who was able to go, you know, perfect. And then, you know, we got Michael here, who was fresh into high ticket sales, just quit his W2 job, was able to get to 10k pretty, pretty quickly. So it just comes down to if you truly understand the process, that's how you're going to be able to close deals. So let's dive into the process. Now. This is typically going to be for people who you're either booking your own calls or you're having them booked for you. Like I said, more coaching, consulting, service based industries. That's really what the process is going to be focused on. Okay, first things first, we need to open the call. So when we open the call, we'll go over this process and just understand. I'm not going to teach you the word for word scripting here because it's not the word for word script that you need. You need to understand the process at a deep level and have genuine conversations with people. Because the biggest thing, especially when you're starting the call, is if you sound like a salesperson or if you sound like anything they've heard before, they put you in the bucket of salesperson. Understand we're all running automated scripts in our mind. That's how we shortcut life, right? If you had to consciously think about everything you were doing all the time, you, you literally wouldn't be able to function. So our brain is really great at just creating shortcuts. So if you sound like somebody else that they've heard before, like they're just gonna automatically put you in that bucket. So when we open up the call, we need to understand like why they're there. We don't need to understand what the weather is like or where they're calling out of because why? That's what other people are gonna ask. And if we fall into that bucket, then we're just gonna have an uphill battle.

Okay.

Once we understand, okay, why they're there, why they booked the call, then we need to understand like what they' like what are they looking for help with. The biggest thing is we can't accept bullshit because what will happen is just understand anybody that you're talking to, they're wearing a mask.

Okay?

You're not talking to the real person, you're talking to the representative. And a lot of type A personality people, they have a thick mask and they're not going to want to tell you the real thing. So they'll Tell you. Oh, like I'm just always looking to get better.

Right.

Which you and I both know, or you should know that that's not a real answer. So if we accept it, then they're basically going to stay surface level and they're going to lie to you the entire call. So first things first, we need to know what they're actually looking for help for. But we can't accept bullshit. And this is why I hate the question of what's the biggest challenges you're looking to get help with?

Right?

Like you're only going to get good answers from somebody who is very open about the problem. You're not going to get good answers from somebody who wants to master problems. Which if you're dealing with type like prospects who are more type A, you're going to run into that a lot. So we need to make sure we're, we can get this actual problem out of them, of what they're looking for and why they're actually looking for help with that. That's going to get a problem and, or a goal.

Okay.

So that's going to be the biggest thing that we need. And if we're actually direct, okay, we can get problems out of people. So like, oh, in here, excuse my French, but just bitch slap T F out of some cocky kid. Got some goodness there that I'll bleep out. And it resulted in a sale. More of the story. Kids stop buying into frames and accepting half ass answer. Big shout out for Christian for correcting this mistake.

Right?

So again, get real answers out of people. You're actually going to get some sales.

Okay.

Then from there we can add in a frame. So when I mean a frame, I don't mean an agenda. I do not like agendas. I very rarely use them. Agendas 99% of the time are for the salesperson. They're not for the prospect. If you don't know what an agenda is, it's you basically telling them how the call is gonna go. Like, hey, I'm gonna ask you a few questions and at the end we'll see if it's a good fit. Bullshit. What this does is it makes them painfully aware that they're in a sales conversation. It breaks up the conversationality of the sales combo and it just puts them into, I'm a salesperson and I'm here to sell you.

Okay?

Really? It's for the salesperson. It's to give them the illusion of some type of control and try to tell the prospect how the sales call is going to go but the prospect really dictates how their sales call is going to go. You just have to be good at really getting them to the right spot. When I say frame, it's about putting an identity on them. Depending on what you sell, depending on type of person, that's what the frame is going to be. So it's hard to give you just a concrete. This is the exact frame you use because it's going to be very, very much dependent on exactly what you sell.

Okay.

But a very easy one. Like let's say you're selling a biz op. Going from. I love working with people who are going from, you know, order taker to action taker. Becoming a business owner, something like that.

Right.

You could put a frame on them, get them to start buying into the identity of going from a order taker to an action taker.

Right.

Becoming a business owner. Because that's the identity by the end of the call, I need them to adopt. From there, then we dive into situation.

Okay.

You need to know what they're doing now to currently solve their problem or what they're doing now in the realm of their problem. You need to know how long they're doing it and why they're doing it.

Okay.

The reason why I like to ask why they're doing it is oftentimes they don't have a good answer and they're telling themselves they don't have a good answer of why they're doing a certain thing. For example, if you're selling a marketing solution and they're doing referrals, well, what caused you to do it that way? Oh, it's just the way we've always done it.

Right.

They're telling themselves they have no good reason of why. They're only stuck to referrals. Right. So we can really start to create more doubt in their mind. Right. Side note, Then from there we dive into the problem. Now we're talking about the problem. The biggest thing is we need to know what is missing or why their current situation isn't enough. And they need to admit that they are the problem. Because if they blame the external, you can't change the world. You can't change the external. You can only change their current situation. So if they blame the external, there's no way you can help them. Again, going back to leads. Example, if they say, let's say you help real estate agents and you're selling them leads, which is somebody to help with right now. If they're blaming the market, like bro, you can't change the market all you can do is change the amount of leads that they're getting. So we need to make sure anytime they blame the external, we make sure we bring it internal and get them to admit that they're the problem. Again, somebody who's looking to lose weight, well, they don't have time to do the diet plan and lose weight. Let's say that's what they say is missing or that's why their current situation is what it is. You can't give them more time. So we need to again take away the external, get them to make it internal, and then once we get them to admit that they have the problem, we need to probe and make it hurt. Okay, Understand why people change. People change due to pain or the fear of future pain. So if you truly believe in what you're selling, you have a moral obligation to make people fear, to make people feel the pain. Because if you don't, then they will stay in their current situation that they're in. And if they stay in the current situation that they're in, they're going to keep on reliving the pain over and over, day and day and day.

Okay?

So you need to help create enough pain and tension inside their body that they need to move. Because the thing is people do not typically sit and think about their problems. People think by talking. So you getting them to really understand their pain. And like they thought like they only had this much pain, but you like what widen the gap in their mind. They're not only telling you that, but they're telling themselves that, which just allows you to create more urgency. And if you create more urgency, right, you're gonna get more piffs. Objectionless.

Right.

Like Ethan here. Okay, so it's like able to really get to that next level is making sure we're widening the gap, also eliminating alternatives. Okay? So getting alternatives out of the way, them figuring out on their own they're going with a cheaper option, any of that dumb shit. And then we need to get commitment on them actually doing something. Okay, so that's going to be more of the problem section then from there we need to understand buying decisions. When I say buying decisions is what do they need and why, why haven't they got it yet? Okay, so there's two big key aspects of this that really allows you to have a lot of objectionless closes. It's eliminating, limiting beliefs and diving into their identity. So when we eliminate, eliminating beliefs, we need to understand what's actually holding them back.

Okay?

So if they are looking to change, understand, guess what. They're looking to change. They haven't changed yet. And for a lot of people, they've been looking to change for a long time, or if they're even looking to change for a little bit of time, they still haven't changed yet. So we have to understand, like, why they haven't changed or if they tried something else and it didn't get results, why didn't they get results when other people got results? What's been holding them back? Typically, you're going to be able to get beliefs out of people whether they, you know, don't think they can make the time, they're too comfortable in their current situation. You know, they get shiny object syndrome, whatever it is, we're able to pull out these beliefs, really understand them, and help them eliminate them, and dig down that those beliefs don't help them from there. Then we can tie those beliefs to their current identity, okay. Of, like, where they're actually at now. So if you did a good job in problem I, they think they're here, we push them down, and then we build that gap of, like, where they need to be, and then we tie their identity down here. And then the person who they need to be is all the way up here. And we want this contrast of who they need to be versus who they are now. And this has to hurt. It really has to hurt. Like, for a lot of people, you need to make them cry, okay? I can't tell you how many people I've made cry during this, but it needs to hurt. And the reason it needs hurt because it needs to create that urgency inside of them, okay? And the identity level is one of the highest levels you can to actually have leverage in a sales conversation. Because if somebody truly views himself here, but you're showing them they're down here and they're stuck here, like, there's so much inner tension that they have to give you their money, basically, right? But the thing is, they need to understand that they need to feel that pain because it's the best thing for them. And if you're really able to dial this in, you'll be like, my man Emanuel here, he got two 6k deals, really digging into limiting beliefs and was able to get 12k cash collected just a day. And then we have Jared here, who is able to get some objectionless closes. And it really comes down to his setter told him, like, hey, they're gonna give you this objection. What makes you different? But if you know how to sell, right? Like, you know, they're not gonna have A conversation like they're about to have. So he didn't even ask, and he paid in full with no objections. Also, as well, Jared even gets compliments on how he's selling people. So people will even thank you for really getting them to see the identity of who they need to be and helping them get there. That's what it comes down to. Then from there, we need to understand again what's going to help them get to their goal again. Like, how do we get there? By understanding more of their ideal criteria. Just like we had, like, you know, Wagner here, who dug a little bit more into that, was able to get, like, a 32k sale. And then after that, we go into future pace. Future pace. We need to know where they're going, why they're going there. Okay, so what does them getting to their goal actually do for them? I need tangible. I need emotional. Get both of them out of them. Then from there, what we need to do and what is going to be the most leverage as far as helping them paint that picture is getting to a moment in time. What do you mean by that, Christian? Okay, so what I mean by a moment in time. Just understand human beings. When you really sit and you think about it, like, all the stuff we put ourselves through, like, all the hard work, all that stuff, it's really for a moment in time that can help encapsulate, like, what we're searching for, what we're doing. Like I said with Georgie, like, he got 32k in one month, and then he bought himself a car because he really wanted to buy himself a car. The happiest Georgie felt when it comes to that car. I'm sure he still loves it now, right? He bought it like. Like a couple weeks ago. I'm sure he still loves it now.

Right?

But the happiest he's ever gonna feel is when he first bought it, got the keys, and when he's driving it off the lot, like, dude, it just feels great. Like, that's the moment in time that makes it all worth it. Like, I know for me, for example, like, I wanted a sports car, got a Jaguar, and the best moment was when I was first driving it.

Okay.

Like, when you first get the car, I still do like it, don't get me wrong. But we have a good ability of just normalizing whatever it is around us. So if we're able to really paint a picture and we're able to get to a moment in time, make it really real in the prospect's mind and understand, like, what that Moment in time is for them that they're doing this all for help them paint that picture, really get them to see it in their mind of what it actually is. Then we create this North Star, like really what they're running towards on such a, like, visual level that they're going to do whatever it takes to get there.

Okay.

So just like with Blake here, he was able to really create that bright future and getting an objectionless piff.

Okay.

He sells fitness. Then from there we need to go into consequence. And that perfect image that they want so much, we need to rip it away because we need to bring them back to reality. So we have what it is, is we have that emotional high and then we strip it from them. And what this does is it creates so much urgency inside of them that they need to make a change.

Okay.

So. And the biggest thing is if we understand the principles of it. You don't have to say it. Perfect. Just like Jared here, right? Imperfect action beats perfect in action. Pre handled things pretty shaky, but still getting the closes. And then, you know, we have Peter here who closed three out of five on the bad leads, quote unquote.

Okay?

So just understanding the actual discovery process on a deep level and then again just really creating a big gap in their mind. So once we get to the consequence, we rip it away. We get the commitment to change and then we get into the presentation tie everything they said they wanted, we get commitment and then we need to handle any concerns. If there are some. If you're doing doing well, you should be getting a lot of objectionless closes. But sometimes people have concerns, that's okay. But what you do not do is you do not start to logic trap people.

Okay?

Like again, if you're too aggressive, then you're going to only sell those people who are going to be people who can push into something. Like, I don't know about you guys, but I know for me personally, if somebody starts to push me, I got some, I don't know, maybe Neanderthal DNA, like, there is no way you're going to get me across the line. So if you. If I hop on a sales call with you and you try to do that stuff like, dude, you're not closing me and you're only going to, like I said, you're going to be closing those people who are pretty much the 20 to 30% of the people that you know are going to be a little bit easier to push around and close.

Okay?

You need to really be able to speak to this person on a deep level. Tie in to their identity of who they need to be and that's how you actually handle their concerns. Like with Jared here, again, like I said, if you're really good at this, you get to the point where you get a lot of objection as closes. So hopefully you don't forget how to handle concerns. Okay. But he was able to actually overcome objections. He was talking about being able to cancel. So we just confronted it on. We're not going into logic mode on, oh yeah, you can cancel, blah, blah, blah, blah, blah. Like, no, there is a limiting belief. There's an identity shift this person needs to make. Because if they're asking you, hey, can I cancel this? They don't have the right mentality to actually get any type of results, no matter what program that they're going to join. So we need to be able to actually ship that for them. Okay, we got Ty here who's able to go from like, you know, two out of three overcoming these objections, close at 66%. We got Tony here finally overcome people who are fearful about the money. Get them across the line. He is in fitness, so he's able to get him across the line. Again, we got Jared here, got some other people just talking about the, the objection handling frameworks, all those different things, just so you can understand it more. Okay, so when we talk about the process, because this is the one again, I use to get to a point where I can close pretty much anyone that I'm having a good conversation with.

Okay.

And this is what again, help my students get to the point where they're closing 50, 60, 70 and even upwards of 90%. But why most people are stuck at the point they're at when they're in sales is due to a couple things. So just understand any prospect that you talk to, they're basically a lock.

Okay.

There is some type of combination that can get this unlocked. Just most people don't have that combination.

Okay.

So there's really three levels. So level number one, you're a beginner.

Okay?

So you're fresh into sales, you're following a script, you're a bit robotic, you fall into people's frames, you're not really able to truly connect with people. You have a hard time leading, you can come across as salesy, you're closing like 10, 20%. Like what you are is your hammer. Okay?