How To Have Effective Sales Meetings To Close More Deals

But I know we were talking about on start today just like getting that North Star what's. I know since you hopped into different training programs over the past couple years, like years, like, what's kind of been the biggest, like needle mover for you.

And your career as far as from like a sales perspective? Because again, there's always like so many different ways people go about obviously slicing the cake with sales, of course. But the, the biggest thing I found is like, you know, because I get it, people always want to overcome objections and all these different things. But what I've found to be the most effective is just learning how to be better with people and overcoming their own fears, limitations, uncertainties, because that's how you drive a change in behavior. So the way I go about it now is just figuring out what their North Stars, what's the tangible outcome they want in their life, what are they currently doing to get themselves out of it? So you're always gonna have the current situation where they're trying to get to, and then the gap is the consequence of not getting to the desired outcome. And I find when I just gear my process around that specifically, that's what gets people to move it. Because, you know, obviously, you know, you could have somebody in a chair and they're. And they're gonna be like, lazy as shit. They're not gonna get up. But, but if you can like, if you like, if you like literally like light a fire on the chair, like, that's what's gonna force them to drive and move and have that urgency. So that's how I approach my conversations as of late. Yeah.

I think what you said about like just being better with people because it's just having people to people conversations at the end of the day, you know, it's not. There's not a tactic or like a cheap little thing that you can do to like, get people to close. I think it comes down to just really understanding what are these people's desires, what do they want, and then helping them make a change. Because that's all we're doing at the end of the day is we're helping them make a change in their life around a certain area of their life. And they're scared. And people are scared to make changes. They don't want to. They don't want to commit. Yes or no? I was thinking about this over the weekend and like. Yeah, it's just funny because people paralyze themselves because they can't make a decision whether it's yes or no about anything in their Life, and they. They want to kick the can down the road, you know?

Absolutely. It's. It's just how I even say with my guys, where it's like, you know, you're here, you know, basically think of, like, success, all the goals, outcomes, achievements, things, family, all this stuff that's on the other side the bridge. And then it's just a conversation of like, hey, like, do you want to cross this bridge or do you want to stay where you're at? Because, like, yes, you can be absolutely certain that you're going to just stick to what you're doing, and you know that it is. Even though you might not want that, or you can step across the bridge and it's scary as shit because you're like 10,000 foot up high in the air. You don't know if the bridge is going to crumble or not. But obviously the other side of the bridge, if you make it there, should you have the, you know, the balls and willingness to, like, follow suit on that. That's where change is really made by having a drastic changing our actions that we take and behaviors.

Did you notice? Cause I know you've jumped into a lot of different programs and training, and you've invested a lot over the past couple years and yourself, like, did you notice a change in the people that you got coming to you after you started to be kind of that better person, like, and you made the change in your own life.

Absolutely. Cause again, at the end of this, like, fundamentally, what is sales? When you break it down, it's just leadership at the end of the day. And if you're on the call and you're, like, expecting somebody to, like, do this thing, and it gets the most trivial, right? It's like if you're not holding, you know, promises to yourself where you're like, hey, I want to go to a gym today at X time. And then X time comes, you're like, nah, like, I'm gonna. I'm gonna just stay in bed. It's nice.

You don't hold promises to yourself.

Yeah, it's like you're breaking promises to themselves. So it's like, even though it's like it's you and this person speaking, they're not communicating to you. They're. They're picking up, like, humans are incredible in this regard. Like, they can pick up the subtleties in your mannerism, the way you act. And, you know, if you're. If you're portraying this facade, how can you expect somebody to when there's especially $10,000 plus on the line or whatever it is. And you're expecting to make this buying decision and the drastic change, if you're like, dude, what do you. Like, you're expecting them to make exchange when you can't even, like, you know, take the ownership of your own shit. And for me, yeah, things didn't change for me until I started, like, owning up to my own shit. My own. Because I have my own fears, my own insecurities, my own limitations when I. We all started, and when I decided to, you know, obviously grab life by the balls and, you know, do the things that scared me in some ways, even though they're very uncomfortable, like dropping 15 grand on a sales coach on a dime like that. I mean, it's like. It was scary, but I'm far better off.

How can you expect other people to invest in themselves if you're not investing in yourself? It's like. It's like a overweight person trying to get people to go to the gym or, you know, workout. It just doesn't make any sense, you know? So you have to be that person. I love what you said there. I think that's so true.

Yeah, like. Like one of my. My sales coaches names Bill Wash. I mean, with him, he's all about talking about, like, leading from the front. And for me, I'm like, you know, you want to bring that change. You want to be that catalyst to do that, you got to be that agent of change for these people. And because you're coming from, like, you know, like, you speak with certainty, confidence, conviction, like, hey, I am that guy. I walk the walk. I don't just talk to talk. And once I started, and yes, it took me over 30 grand worth of investment into all these different programs, but nothing fundamentally changed until I decided to, you know, work on my own shit.

And, yeah, it's not a magic pill. You have to take the tools that are given to you and make those work and make those happen.

Yeah.

Let's talk a little bit about, like, common misconceptions within sales, because I know over the past couple years, your sales style has definitely changed a bit. And I know a lot of people, they talk about building rapport. They talk about, you know, conquering objections. Like, let's talk about rapport for a second. I know that we. We've talked a lot about this on our meetings, but, like, within rapport, like, what are some things people are doing right now within rapport that just aren't working and, like, some misconceptions around that.

The misconception around Rapport is people think it's like, oh, like, did you watch the game last night? Or how's the weather down there? And it's like, the thing is, like, in this day and age of sales, like, the skepticism at its absolute highest, and people sniff right through that bullshit. And. And again, I used to be that guy too, when I used to think, like, oh, yeah, just, you know, be this warm, fuzzy person at the beginning and they'll do that. But that's just not the case where, you know, what I've learned over time is rapport is just basically the respect you build within the context of the conversation by asking people really, like, really good questions, that gets them to think and have them come to their own conclusions. And it's just being very active, you know, what, your listening ability and actually having, like a normal conversation with somebody and not. Not just being like a robotic person on the call and just, you know, when you just do those things intangibly itself, then that's how rapport itself is built. It's just from the context of the conversation and the respect you're both providing the conversation.

Yeah, 100%. I know a lot of people give. Are given scripts or they're given formats or outlines. Like, what's your relationship been with scripting and stuff like that when it comes to sales?

Yeah, dude, this is. This one took me quite a while because I. I used to, like, be on the zoom and I'd have the thing right there and. And like. And also I wear glasses, so sometimes you can see it. Like, it was. It was so bad. But like. But then what I've learned over time, it's just like, you gotta. Frameworks always are gonna trump overcome scripts because obviously, you know, somebody might do something out of left field in the car, like, oh, shit, this isn't part of the scripts. And then you're like, you're fumbling and mumbling around and you don't know what it is. But when you have more of a framework of like, here's the specific things I need within the context of this conversation. And it's all framed around like, what does this person need so I can give them the absolute most value and, like, help them, you know, make the best decision for themselves. So it's more of like, you know, what. What's the general piece of information I need? And it's not about the questions that we're like, providing these people. It's like, what's the answers you're looking for? And what. What does each part of your process what, what, what are you looking for there? And when you have more of a framework, it just gives you a lot more behavioral flexibility where not every call is going to be one in the same. But you, you're not just shooting from the hip either because you also, you don't want to do that, but it's just like a happy medium where this is, this is the line. I'm trying to take this person down and you might like do a little bit of this, but either way, all roads lead to this specific path down this way. So frameworks, frameworks have provided me a lot more flexibility. Yeah.

What's your. And then last question around, like some sales philosophy stuff. But like, what is your, what is your take on follow up and on. Like, like, because I know a lot of people, there's different schools of thought around it, right? It's like, let's hard close them on the call. Let's, let's do longer follow up. Let's never follow up. Let's follow up forever. Like, what is your, what's your experience been with. With follow up?

Yeah, what follow up? What I've learned, it's, it's like, it's just, it's a whole different philosophy where I think people sometimes they're almost scared to follow up with their people as a result of like annoying this person. But then at the end, it's like, if you, if you genuinely believe your, your is going to help somebody better have that betterment in their life, then it is up to you and your responsibility to get in front of that person. But obviously, yes, there's, there's a right or wrong way to do anything in that. So like, when it comes to follow up, you never want to just like, hey, you ready to buy? You ready to buy? You ready to buy? You know that, you know, approaching it from that needy place, you know, that, that, that, that's how, that's how you get blocked and you get told to off. But yeah, but the more effective way, which is like with us, it's like, I mean, I mean somebody might be 30 days, 60 days down the line, but then I remember, like, hey, like we have these things. And then you know, hey, here's a helpful piece of the training that one of our clients did to scale their company to X and Y and Z. Here you go, have at it. So I think it's just being more creative with that stuff. And I think even at one point once, like, I have had some pretty fearful people where I've literally, like, I've seen some like motivational TED talk type of stuff. And I've literally like grabbed the link before and I've sent it to them like, hey dude. Yeah, thought about our.

That's a great. That kind of segues into my next question too. Like, how do you deal with different types of people? Because there's advanced people and then there's more people that need to be led. And how do you differentiate between the two?

Yeah, because the thing is it's with certain individuals, like they're going to be so fear driven because again, it's either they're running away from some type of fear or they're running towards some type of like pleasure or unfulfilled desire. What? The person who's like barely making ends meet, like, hey, I really need this thing, like they're running away from something or like they don't want, they don't like this nine to five, they want to get away from it. So with them it's more of playing more into like the future of like what is this thing going to look like? You know, what specific changes do we have to make in your life so then we can get you out of this situation? So just framing it around, you know, getting from that point A to the point B. Whereas where the people who are more established or they're not necessarily like, you know, they're not dying to, like they're not like struggling to pay their bills, more of those people is more about like playing into their vision and it's more of a status thing if anything. Like if somebody's going from, I don't know, 50k a month to 100k a month. Obviously, yes, like that person's good. Like they're, they're, their everyday needs are not met. Like they're good. Like if they never made a single dollar more, they'll be fine. But it's just speaking more into like the, you know what Those people hitting 100k a month is like. Hey, it's more of a, you know, they want, they want to be a philanthropist or you know, they want to play like a bigger vision that's like unfulfilled. So speaking more to like, you know, this, this, this desire that they haven't achieved yet and is speaking more towards out of a place of vision, not from them running away from something.

Makes sense. Yeah. So you, you treat those people differently obviously within the sales call when you're, you're going through that. Yeah, that makes sense. And I guess, like how has, because, because I know you've been on a lot of offers. And I just want to kind of talk about your background a little bit too, but, like, how do you feel like your sales philosophy has changed, or at least your. Your conviction has changed since? Because you've enrolled so many people into Master Filmmaker that have crushed it, got amazing results, and have just really, really taken off. And obviously that's really awesome to see as someone who's enrolling them, but obviously, I know you've been on other offers, and we won't say who they were or whatever, but, like, how do you feel like that experience has changed now that you can see, hey, I enrolled this person, and then they really. They really crushed it. Like, how does that help you within your conviction and within your. Your sales?

Yeah, because. Because at the end of the day, it's like, you know. You know, again, I've been on all sorts of offers out the. Out the wazoo, any industry you could physically think of at this point. But for me, over time, it's just. I don't know. For me, it's more of a case of, like, you know, we're not. We're not trying to, like, sell anybody, per se, but it's more of, like, being. Being a bit more of an active listener on the call. Whereas again, I think that you're just having a conversation with somebody and it's just actively listening to where they're at now, where they're trying to get to you. And it's like, hey, can you. Can you, you know, out of a place of, you know, with the proper ethics in mind, does your. Does your thing actually help that person? Because, like, even with us, like, on the flips. Yes, I know we go crazy in the channels and stuff. We're like, hey, like, we may. But I've also had a handful of times where, like, I told somebody, like, hey, like, let's put this on pause.

Yeah.

The last thing you need to be doing right now is investing in a growth program. Like. Like. Like, you need to, like, you need to go get a job or drive Uber or something. You need to figure stuff out.

Yeah.

And the amount of times those people have, like, thanked me for not trying to, like, hard close them, but be an actual person and be a person.

Yeah.

Yeah. Because, like, these people, these people sometimes live in their own shit, and people don't want to ask them the tough questions. So I think as a segue there, it's like the biggest thing is just being willing to asking people the questions that nobody's asked them before. Like. Like, it's like, if you Have a, if you have a best friend of yours and they're clearly like, you know, obese, they're overweight. I mean, like the reason they got into that position is because they have a fundamentally flawed decision making pattern of how they treat their, you know, their diet, their nutrition, all these different things and people around them have enabled them versus with you where it's like, hey, like, man, like I'm going to tell.

You what you don't want to hear.

Yeah.

And you got to be that high school. We talk about this all the time, talk about that. Be that high school football coach. Like you didn't always like them, but you respected them.

Yeah. And it's like, it's like, it may not be a comfortable conversation, but it's like, hey, like listen man, like you're, you're like you're this thing. Like if you don't fundamentally change something, then like you're gonna like harm your own health. Yeah. That's literally why when somebody goes to the doctor, they know like they've had the specific health issue until the words come out like, hey, you are going to die if you don't do this specific thing. And until once those words they come, that's when they go, oh. Because there's a true consequence to what, what they're not doing right now. And that's what gets people to change. So I think for me it's just been a matter of being a bit more of a human being on these conversations, like, and be that leader that they clearly have lacked because, you know, they got into this specific position and it's just being willing to ask the questions that nobody has had the balls to ask that individual before.

And I think that's why sometimes it's uncomfortable on these calls. And it's not uncomfortable in a pushy way, but it's uncomfortable in a way where they have to confront demons or things that they've. Yeah, they've been struggling with and they don't want to confront that. But in order to change and become a different person, you have to confront the problems that you've been facing. And a lot of people just want to sweep it under the rug and pretend like it's not there.

I mean, dude, the amount of times I've had somebody who was like fearful, like almost like driven into tears because they were, they were so uncomfortable, they were so scared on our call. And then that's typically the person three to six months later, you know, they're throwing up some stuff on the trust pilots. They're sending sending me a message sending you a message saying thank you so much for like pushing me past my limits. Even though I didn't like you at the time but now I respect you for it. And at the end of the day it's like I have, I have plenty of people in my life I love. I have plenty of friends. I don't need more friends. But, but you will respect me and you will respect the conversation we have because we're just a mirror at the end of the day and somebody tells me like what they're doing and I'm gonna reflect back to them exactly what they told me. And either you're gonna make the change or you're not. So I think I've just, I've been a lot more detached in that regard where it's like I want to help as many people as we can but obviously we can't do this for them all things considered. So I think that's.