How to Reframe Limiting Beliefs LIVE - High-Ticket Sales Call Breakdown!

If you are not reframing a prospect's limiting beliefs or pre handling objections before they come up in the first place, you are missing out on sales. So in this video, what I'll be doing is I'll be reviewing a call where I go over exactly how to reframe and pre handle objections before they even come up. For one of my coaching clients. Okay. As somebody who's closed over $6 million in sales and helped over a thousand clients, pre framing and reframing beliefs and pre handling objections has been one of the key skills that allowed me to close the amount of deals that I had, and most of my sales that I would get would be objectionless because of it. So we'll dive on into this call review, and hopefully you'll be able to take some big key nuggets from it for a little bit of context. So this is a sales call for TikTok affiliation marketing offer. So what they do is they teach people how to become an influencer on TikTok, where they can start to make money and they can leave their 9 to 5 job. So typically, the people who come to them are in a job and they're looking to become an influencer so they can get out of their job. So what I want you to do is pay attention and see how you can start applying the feedback that I give on this call in your sales calls so you can make more money. Okay, let's dive into the call review. All righty. Let's go ahead. Let's hop in. All jacked up on caffeine, ready to go alert. Let's take a. Let's take a deep dive into this call, man.

How are you?

I'm doing good.

I'm doing good.

Can you hear me good?

Yeah, Headphones are good. I'm in my car, so I could.

First off, man, I want to say I. I commend you for jumping on the phone with me, man. I know it's. You didn't want to jump on the phone today, and I told you I expect you to make a decision at the end of the call, and you still got on the phone with me, so I want to say I commend you for that, man.

Yeah. And I think he had mentioned, like, it was more of a DM process to get people on a call. Something to keep in mind, like telling somebody, like, hey, I expect you to make a decision. It's a yes or no. Like that type of thing. Those binary. More like hard sales tactics, especially when we're setting a call, like all it's going to do is deter people from hopping on the call. Like, for me, if I hop on a call, like, I know I'm a lay down, right? But I am a little bit more type A. So if, like, if you told that to me, like, I'm not even gonna bother. So you just gotta be a bit careful when you're talking about, hey, like, if you hop on the call, I expect an answer out of you just because it's gonna be very salesy, it's gonna cause resistance to him. And then now in the conversation, let's say now he does hop onto the call, which means he has higher intent. Okay. Is because, like, even despite that he's still willing to hop on a call, he's probably not going to be as open because you made it very, very apparent. That's like, hey, I'm going to sell you. When you hop on this call, like, I expect an answer out of you. So if we want him to be more open, really, like in a DM set, like, all we got to do is sell the call. If we try to do too much, then again, we're just going to hurt our show rate or hurt our conversations. Like, don't do too much in the DMs, sell the call. And then from there, like, just rely on your skill set, your questions, your tonality, your objection, handling to actually get the close.

How's your day been going, bro? Where are you from?

I'm from Baton Rouge, Louisiana. My day's been going pretty good. How about yourself?

It's been pretty good, man. Busy, busy. How about yourself? What do you do for work?

So just, just kind of based off of like the body language and how quickly you're speaking, I can tell there's a little bit of nerves, which is totally understandable, especially if you haven't taken a lot of calls. So but whatever you can do before you hop on the call to really, like lower your nerves, something that I did for a while is like on zoom, I literally would not have, like, they're like, I couldn't see their face and like, that helped me. Okay, so that could be something you could do to like ease your nerves a little bit. I tend not to like to ask people, like, oh, like, where are you from? Just because again, it's a bit salesy. They're going to, you know, kind of lump you in with other salespeople. So it's just typically best to get into like, hey, what made you want to go ahead and book in the call today and just start off the call a little bit more open ended and then we can start to dive into like what they're actually looking for.

For work. My 9 to 5, I am the CEO of a CBD and hemp company, one of largest ones in Louisiana. Okay. And with that. So my CEO, he is in a bunch of different spaces in business. We have spaces in like exosomes and neuro, internal monitoring and so all kinds of different things.

And so complicated.

Yes. Through him we got connected with a company called Oleander Medical Technologies and they are working on a clinical trial treating late stage cancer patients. Wow. With metastatic cancers in Roatan. So I help facilitate the launch of that international study. And so right now I do a lot of patient coordinating, getting people in there, getting doctors on board, referring patients, things like that.

So yeah, it's some impressive stuff. Do you work today?

Right, I'm sorry?

Did you work today?

Yeah, I'm on my car right now.

So I'm always, always careful of over validating somebody, especially with somebody who is like, like has a bit of an ego. And, and just the way that like he, he explained it like there's definitely some ego that is caught up in like what he does for work. Like he's a CEO and a CEO like does all this other stuff and things like that. So you'll start to recognize that language. So I probably wouldn't like validate it because it's just going to cause him to not drop the ego when we really need to get into the problem. And as far as like why, if his job is so amazing, is he looking for something else? Like that's, that's really where the conversation needs to go. But if we validate like oh well, you're doing amazing work, blah blah blah, it's going to be harder for him to start to admit that he has a problem.

Okay, awesome. Well, you know, let's just hop into it. I mean to set a little bit of expectation. The, the way I normally run these calls is just ask a few questions. Should take 10 to 15 minutes. Just ask a couple questions. I kind of want to understand more about yourself and what you're doing right now. What you got you interested in moving forward? Possibly starting TikTok affiliate and if everything checks out on my end, I'll go ahead, I'll show you everything we do, we can make a decision whether it's positive, whether it's negative, and if, if you decide to move forward with something else, I'll be perfectly okay with just giving you some information and shooting you in the right direction.

But first off, yeah, so again, I want to have the. And then at the end we're going to make a decision just because it's going to cause them to be more guarded, just naturally. So if. And you can have a frame. Like, me personally, I don't like using a frame, but if you're going to do the frame, like, just do it a lot more like light. Okay. So the first part of this call, it's going to be pretty basic. It's just more to understand a little bit more about kind of like what you're doing now for work compared to like where you're really wanting to be potentially with like TikTok affiliate just to understand like what that gap looks like, just to see if we can help. And then, you know, at the end, if you feel like this, this might be what you're looking for, we can, we can go over possible next steps. Would that help you? Oh, yeah, for sure. Right. Something just a little bit lighter. Still setting expectations for the call. Again, I probably want to put a timeframe on it as well, because what if your questions need to go a bit longer? So I would just make that a lot lighter if we are going to set an agenda. A frame at the top.

I do want to ask. I believe you spoke. Were you speaking to Michael on TikTok or did somebody give you a call?

So I saw Michael's videos on TikTok. I don't. Honestly, I'm like, I kind of sat in text. I don't exactly know what I guess I got myself into with you because, like, at first I thought looking into it, it was just the like blueprint thing. And so I paid like the $20 for the blueprint and I hadn't spoke to anyone at that point. And then it offered something that was like normally 297 and they were like, oh, now it's 190 $700 off. And I think I had declined it. And then I went back to try to get that added in and I couldn't find that. But then I got emails to get set up for this call. And yesterday I did a call that was like 15 minutes or so with someone named Jack, I believe.

Yeah, Jack, this one. My associates.

Okay, so that right there, if they had had a previous meeting, like, I don't know how you guys keep your notes, but you need to at least know who they had talked to and have some understanding of the conversation before. Because if you don't, then it's just going to come across a little Bit unprofessional. Right. Like, if you don't even know who they had spoken to previously. Because if they. If somebody had set an appointment for you, like, there should be some type of like, notes or something giving you some type of basic understanding. Now, typically I'm not even going to dive into, like, their notes or do much of a recap because I want to be able to have the conversation. But it at least like, addressed the fact that they had talked to someone else. It's like, okay, and it looks like you talked to Jack yesterday. He left a little bit of notes. I always tell him, keep it fairly high level because, you know, I don't want to assume too much, like, on your end. And then you can go like, more into your questions. Like what, like, what was it about, like, what we did over here that really made you want to go ahead and look into this further? Because he's a buyer lead. Okay. Which is good. So there's a. There's a lot more intent here than he's letting on. He's being a little bit nonchalant about it, but like I said, a lot of this is because he's guarded because of the way he hopped on the call and some of the different, like the agenda and the frame that we put on him.

So essentially I can provide a little bit of clarity. So Michael has Those low ticket, $20, $197 offers where they're kind of blueprints, like you said, and they'll teach you, like, kind of the basics. They'll walk you through everything. They're very simple. And then the reason we're on the call is like, Jack. He might have mentioned it yesterday, but I'm not sure if he did or not. It's essentially like one on one coaching with Michael and with his entire team. And it's a community and it's all these different things that are put together to be kind of like the perfect storm for people who are looking to get into TikTok affiliate.

I.

So that's essentially what that is. So if that provides a little bit of clarity, can I ask why you wanted to get into TikTok affiliate in the first place?

Okay, good question. Right. Like what, what. What has you looking into it? You probably don't want to assume that he's. He's like, for sure and. But he's definitely, like, taken a couple steps forward. I'm going to be a little bit weary of, like, solution dropping too early. So just. Just something to keep in mind but start to understand, like, what what got him here to begin with? I would want to ask this. This is probably, like, one of the first questions I would want to ask, like, what made you even want to look into this? Or what made you want to go ahead and book the call? What have you seen that made you want to go ahead, chat with me today? That way we can just get into it a lot quicker.

I mean, truthfully, it's just. It seems like there's a lot of money to go around. And, I mean, I told you what I do for work. I work very hard. And so, I mean, not saying that it's not hard work being a TikTok affiliate, because it is, but it's, you.

Know, it's a different kind.

Right. It's. It's a lot easier to get to a higher amount of money.

Yeah.

You know what I'm saying?

So how long have you been working there for? With what you're doing right now?

About three years.

Straight out of college or. And what made you decide to go down that path and move forward with that in the first place?

It kind of. So I worked at Starbucks before this, and with that, I kind of moved pretty quickly in that and was, like, running stores and doing everything that, like, store managers do, like, basically right after I turned 18. But because of my age, they didn't actually want to promote me to it, and they kept, like, sending me to different stores to get them on track and help fix things that store managers did wrong. And so eventually I left and, like, came and started working for this company kind of lower in the company, five Leaf. And then we got hit with some regulatory and law changes in Louisiana for the company. And I kind of help navigate through that and ended up being the first one in the state to have legally able to be sold products of its sort. And so the company grew really, really fast. And so with that, I ended up kind of taking over, like, hiring, firing, like, getting everything really into place. And so over time, yeah, just moved on up. And then with that, I got introduced to different industries and businesses, things like that. And so that's why, like I said, I'm. I'm not for sure that I'm gonna switch into being a TikTok affiliate, because, like, I mean, I make pretty good money here. I know I could make more with TikTok affiliate.

So can I ask you real quick, how much money do you make with. With that at the moment, if you don't mind?

I make about.

So. And. And this is something to our. Like, we're. We're giving this guy, a lot of free reign to just like, go on. So he was starting to talk about his problems. And then because, like, we didn't really probe on any of the problems as far as, like, oh, well, it's like, it's hard work. Oh, like, how do you mean? Like, it's hard work? Or like, oh, like, if I can make more money, what's even coming up for you that would even have you looking at ways to make more money? Right, like, being able to probe on those things is get him to be more open about the problem. Like, admit that he has a problem, but because we gave him a lot of free reign. Like, again, like, his ego is tied up into his job. Probably makes like low six figures. We're about to find out. Okay, but he has a title, so he's going to want to again, like, defend it. Like, yeah, like, I'd want to make more money, not work as hard, but, like, things are really good. Right? We just need to cut him off before he gets to the but. And this is when, especially with people that are going to have a little bit higher ego, we gotta keep them on point because understand, people think by talking. So as a salesperson, I get to direct our thinking by. Not in a rude way, but with my questioning, being curious, directing what they actually talk about. So I'm gonna be probing on things that are going to expand the problem and I'm going to ignore or interrupt, you know, in a, in a tactical way to get him back on to the problem. Okay. So just not allowing him to have like too much free reign. And with someone like this, when I said, like, you got to smack them, he's like, oh, I make good money. Hold up, hold up, hold up. When you say good money compared to what? Right? So it's like we need to, we need to like, clarify. Like, what do you. What does he even mean by that? And then if need be, like, we can like reframe it. That way we can start to pre handle this notion that he makes good money. Because if he's gonna tell you he makes 100,000 per year, but you know, some TikTok affiliates make 100,000 per month working half as hard as he is. Like, is he really making good money? Probably not, right? So it just depends on, like, what you Compare it to.

100,000 a year.

Okay, awesome. Yeah, I'm sorry, I just cut you off. I didn't want to go over that.

No, all good. So, yeah, that's why. And like, like I said, my, my career is pretty Established. One thing that kind of draws me to affiliate is more and something you.

Can do as well. When they say, like, something like, oh, I make good money, like a hundred thousand per year, you go, oh, per month. I know, per year. Okay. No, that's not bad, man. You could be a little bit playful. But like that. That mentality of like, okay, 100,000 per year is good money. Or you can have a conversation about going from good to great. Oh, so you're good, but you want to get to a point where you can actually make great money. Ah, okay. No, that makes sense. So just we need to reframe that thinking that where he's at is okay. Or it's good.

More so that I like the flexibility because I love to travel.

Yeah.

And so I would like to be able to do that with work a little bit more than I do now. Like, I get to travel places for work, like Roatan, Jamaica, Cancun. I'm going to Vegas on Wednesday. So I get to travel. But I would like to be able to be in places that I want to be while doing work rather than going to places that work sends me. So that's kind of one of the things. In addition, we need a probe on that.

What does he mean by that? Like, get him to expand more. There are certain places he can't go. Like, how long has he been wanting to travel? Not been able to travel. Like, what is. What is causing that? Okay, so we need to start to dig into, like, he's letting you in on these problems. We just need to be able to start to probe into him.

I've kind of always been told that I have a great personality to be a content creator and influencer of that sort. Like, I've been told that since back when vine was a thing and then people wanted me to make YouTube channels in high school, and I just never did. And once TikTok came out, I never even downloaded the app until recently. And so I started making content on there and I mean, gotten like over 600 followers this week. So, I mean, you know, people are liking what I'm putting out so far. So that's awesome. That's. Yeah. So that was kind of more. So the path I was going is I wanted to start doing content creating and affiliate marketing with that as well. And so that's why, again, I'm not necessarily certain that I want to pay all the money and do all the course and things like that. Because part of it.

See, again, like, he's letting you in on these problems that he's having. And the fact that like he's always wanting to be a content creator but like never really done it before and he doesn't make a living doing it. Like he has 600 followers. Like, okay, but because like we're not probing in on these problems as far as like, what do you mean? Like the travel. Oh, like the money. Like diving into the money. We're giving him such a, like such a long leash that like anytime he opens up on a problem, he talks himself out of it because again, he's more guarded, he's tied up in his position. You know, he makes 100,000 per year. Like you'd be surprised. People make like the low six figures tend to have the highest egos. Right. So you just understand with somebody like this, like, you really just need to like probe in on the problem and get them to admit that they really do actually have a problem. And right now, since we're letting him on such a long leash, he keeps talking himself out of it.

For me also is the journey and the growing it organically and stuff like that. And since I have such a good job, I. Part of me is going back and forth on whether or not I just want to, you know, obviously keep working my full time job and then grow my TikTok organically and hopefully get brand deals along the way. Or if I just want to full send, put the, put the money out now, see if it works and then maybe quit my job. But so I don't know.

Well, yeah, and that's the awesome thing about, you know, especially TikTok as one of these things is you don't have to quit your job.

Right.

That's a decision that you'd be able to make as you're going with it. And again, with the, with the journey as well, I really value that as well because that's the same exact thing that I've been feeling as I go down that too. And as everybody around me, I see them going around it as well. And it's awesome. If I can share a little bit of perspective, I feel like the journey might be. And again, this is up you to.