Realtime Sales RolePlay with Joe Apfelbaum

Is that the right email address we have for you?

Yeah, that's my email.

Great, I'll send it over and I'll be sending over a questionnaire as well that would just take you 1 or 2 minutes. So just answer the questionnaire so we can prepare of whatever question you have regarding Evie AI. Also, um, yeah, I could see here that we're set for today. Could you please check your email if you already have the invite?

Yeah, I got the email.

Okay, perfect. So before I let you go, just wanted to ask, what's your favorite pizza topping?

Mark. Um, probably, I don't know, pepperoni.

Pepperoni. Yeah, that was, that was great.

Well done, well done, well done. Round of applause for the wonderful replay with— okay, that was really good. Lori, what did you hear that was good in that role play?

It was spontaneous. Um, everything is smooth. Uh, he asked the right questions. And he also, um, handled the objection well.

And he controlled the conversation the whole time, right?

Correct.

Wow.

Wow.

James, great job. What, what could he have done better?

Um, I think, uh, I could have done better to make it much more smoother, uh, because I, I still, still rattle sometimes.

You rattle? Yeah. Yeah. You could have, you could have made a, you were a little uncomfortable at certain points, right?

Yeah.

Yeah, that's true.

Okay.

Yeah, I'm working on it.

Yeah.

No, you're good. Okay, so now you guys are gonna listen to me and take notes. Lori, you're going to be the coach. I'm gonna call you up. You just signed up for Evie AI. You're gonna be a, a sales coach. You ready?

Yep. Okay.

Ring, ring.

Hi, this is Lori.

Hi, Lori. This is Joe. Uh, thank you so much for signing up to Evie AI. The reason I'm calling is because I wanted to show you exactly how it works. Are you currently looking for clients, Laurie?

No, I'm not.

Are you not looking for clients? What made you decide to sign up to HeavyAI? Were you looking for a job or were you looking for exposure? What was your thought process if you're not looking for clients?

Yes, I have a business and I want to have it highlighted.

Okay, so you want a little more exposure, it sounds like. Am I right?

Right.

Amazing. Amazing. So here's what I want to do. Today at 12 PM, I want to meet with you and show you exactly how to get exposure for your business. Are you available today at 12 PM or tomorrow at 7 better? Which one works better for you?

Um, I'm not available, uh, today. Okay.

You're not available today. All right. Um, are you available maybe next week at Monday at 12, uh, 12 PM Eastern?

That should be fine.

Okay, wonderful, wonderful. I'm so excited about showing you how to get exposure. Could you— do you mind telling me real quick who your ideal client is? Because if you're looking for exposure, it's probably because you want to get some more people to notice you, right?

Right. I'm actually a restaurant owner and I just want—

Oh, got it. You're a restaurant owner and you want more exposure. Do you want corporate clients for your restaurant? Like getting tons of people to come to your restaurant and do business activities at your restaurant?

Yes, that should be fine. And of course, lots of customers.

Yes, you want customers into your restaurant. Oh my goodness, I'm so excited about showing you how to use LinkedIn and other social media platforms to get customers into your restaurant. It's very, very exciting. I just sent you an invite for next week, Monday at 12 Eastern. Did you receive it via text message? Did you see that I sent it?

Yes, I got it.

Amazing. I also, I also included a questionnaire so you can answer 3 questions that will help you be able to give us an understanding of the ideal customers that you can look for so we can prepare for our call and show you the best way to get those customers. Did you receive that questionnaire?

Yeah, I got it.

Amazing. Do you want to go ahead and let's fill that out right now? Do you have 2 minutes to fill it out right now? So this way we get it out of the way here.

I'm driving right now.

Oh, you're driving. Okay, well, when you get home, go ahead and fill that out and just reply to the text letting me know that you filled it out. That would be wonderful. And, uh, by the way, where are you headed to right now? Are you, are you going home to be with your kids or something, or something else?

Um, I'm going to the bar.

Are you going to the bar? Well done, well done. What's your favorite drink?

Tequila Sunrise.

Oh my God, tequila— for me, that's a Paloma. I like Palomas better, but Tequila Sunrise is a pretty good drink.

Yeah.

Very, very nice.

I'm a little exhausted, so I just have, I just need a bottle of tequila.

You just need a whole bottle of tequila. Okay. All right. Well, we could talk about that when we meet as well, because I have some experience with some delicious tequilas that I can recommend to you. But anyway, I really appreciate you taking the time to speak to me today. Really, really appreciate that very much. And I look forward to connecting with you and learning more about you. And it's been a real pleasure. So thank you for showing up today.

No worries. Thank you so much for your help, Joe.

All right, take care, Lori. Have a great day. Enjoy. Drive safe and enjoy the tequila later.

Okay, bye.

Boom.

Juan, do you want to go in breakout room with me?

Uh, what did you guys— what did you guys hear? James, what did you hear that you liked?

Um, what I actually hear what I like is Giving options to the client and that you were just spontaneous with throwing in, throwing out questions out there. It's not just you providing them information. So I could see that it's like 80%, 80% of the conversation is coming from the client and not from me, and 20% is just you asking questions, getting to know them. And what really highlights me is you giving them options regarding with what time it's gonna be available. And in contrast with me, what I did earlier was Um, Is 12 PM okay for you? You'd be good at that? And yeah, and you give out options to the clients if she— if he or she is not available.

Yeah, yeah, very good, very good noticing that. Mark, what did you notice?

Yep, I agree with, uh, James actually. Very spontaneous. You provide options to, uh, to Lori, and Lori just shared some information to, you know, you take it more of a personal call in touch on later part, which, uh, you know, can kind of adding some flavor to what you're, you know, providing with them.

Okay, amazing, amazing. All right, what about you, Laurie? What did you hear?

Uh, one thing about it is that I like, uh, how you answer the question Because you listen to what I'm saying. It's not like scripted or something. And then you know how to connect with people.

Yeah, building those relationships and getting to know people. You know what I mean?

Right.

And and you know, I just keep the conversation rolling. Yeah, it's true.

It's like a conversation, not one way.

Yeah, yeah, yeah. And sometimes you guys get scared and you don't have a conversation with the person. I made— I talked about the tequila. I asked follow-up questions. I asked follow-up questions about the type of customers they want. I gave them multiple choice. I made it really easy. The person doesn't have to think so much. That's the idea. Whenever you're talking to somebody and building a relationship, you want to make sure the person doesn't have to think so much. If they have to think too much, Then then you're putting the work on them. You're being lazy. You get it?

Oh wow, that's nice.

What you want to be of service. You want to be. It's such a pleasure talking to you because it's easy. The pressure is off. When I say when do you want to meet tomorrow, the pressure is on. Oh now I have to kind of figure that out and have to start doing work. I don't want to do work. Are you available tomorrow at today at twelve Eastern or tomorrow at seven? I don't have to think. I can just say oh no, I'm not available today or tomorrow. What about Monday at 12 Eastern? Oh yeah, Monday at 12 Eastern, that works for me. You get it?

Oh, okay.

And when you said, you said you don't want clients, I didn't say, oh, what do you want? I said, are you looking for a job? Are you looking for exposure? She's like, I'm looking for exposure. Then I realized she wanted customers. You see, even though she said she doesn't want clients, she wants clients. You get it? Sometimes people just say no for the sake of saying no. That's a very, very interesting phenomenon that when somebody tells you no, it doesn't necessarily mean no. You get it?

Yeah.

So building that relationship is going to be key. Okay, we're going to do it the other way. Lori, you're going to call me and I'm going to be a difficult client for you, and let's see how you're going to handle it. You ready for this, Lori? Okay, let's see if you can handle it. Remember, Lori, all you got to do is try to get— book me a meeting. Be specific. Have a conversation. Acknowledge me, but don't fight me. And then keep driving towards, toward, and don't talk too much. Ask me questions and control the conversation. You ready? All you got to say is ring ring. I'm a sales coach. My name is Joe. You ready?

Okay. Ring ring.

Hello.

Hi, Joe. Are you looking for clients?

Uh, who is this?

Uh, this is Lori. I saw you sign up on our website.

What? I don't know what you're talking about. What website?

It's Evii, actually. And, um, do you remember signing up yesterday?

I don't know what Evii is.

It's actually helping you look for clients, or it's actually a social media assistant. That will help you in networking professionally. Are you looking for a job or exposure?

Uh, who is this? I don't even know who you are or what you want. Why are you calling me?

Again, this is Lori Jo, and, uh, you signed up to our—

I did not sign up. I did not sign up. Don't bother me. Oh, don't bother me. Please don't bother me.

What are you looking for? What do you need, by the way?

I don't need anything. I don't need anything. Please don't bother me.

You've actually checked up our website. Um, if, uh, you need our service, uh, please don't hesitate to reach us, and we are here to help you out. I can send you an email if you want. Would you like that?

Uh, do I want an email from you?

Yes, uh, we can actually give you, um, more information about our company and then for you to be able to know more about our AVII.

Um, you can send me an email. All right, thank you very much. Have a good day. Goodbye.

Bye, Joe. Thank you.

Just be careful not to reply on WhatsApp, okay? Okay, what just happened? Joe, can you hear me? I said I'm sorry to hear that. Yeah, just be careful not to say things at all.

Anything at all.

I don't care what it is. I don't care if you write the number one. Okay. I wrote sorry to hear that already, but I'm not gonna write anything more. Um, go ahead. Uh, uh, James, what did you hear?

Um, I think Lori was Uh, Lori was nervous, um, taking the call, especially that's Joe, right? I mean, you, you'd never know what's coming if Joe's taking you for a role play. However, um, I think we lost it at first, um, regarding with, um, asking, yeah, hi, this is Lori, are you looking for clients? And that's kind of a bit—

She didn't even say— yeah, and she went— yeah, she went right away to, are you looking for clients?

Yeah, and that's kind of like the most important thing.

100%. The most important thing you need to do is establish context when you make a call, which means the reason why I'm calling. Yeah, what is the reason why I'm calling? We're going to do this with Ash now. Ash is here. Ash, welcome.

Hi, Joe. Good morning, team.

Good morning, good morning, good morning. Okay, so we're gonna role play right now, Ash. Okay, you're gonna be Ash. I'm gonna be a sales trainer named Joe. I just signed up to Evie AI, and you're gonna try to book me on a meeting tomorrow— today at 12 or tomorrow at 7.

Okay, okay.

You're gonna go, you're gonna call me, I'm gonna pick up. I don't know what's flying. All right, you ready? Just say ring ring and I'll pick up.

Okay, ring ring. Hello, good morning. Is this Joe?

This is Joe.

Hi Joe, this is Ash from Evvy AI, and the reason why I'm calling is I see that you recently signed up with Evvy AI, so I'm here to book a call with you. We got 2 slots happening today for your onboarding. It's 12:00 PM today, and we have another slot happening tomorrow at 7:00.

I don't remember.

So would you like to go with one today?

Yeah, I don't remember signing up. What is this about?

This was about LinkedIn, how you can get more clients on LinkedIn using AI.

Oh, I definitely want more clients, but—

Yeah. But I don't remember signing up.

Up to this. What's your name?

So my name is Ash, and it was you have requested information, and you just recently signed up. Let me know: Is today twelve a good day for you?

Yes.

A good time for you, or tomorrow at seven?

I can meet at twelve today. Thank you.

Okay, perfect. Is this the best email to reach you at?

Yes.

Joe Applebaum at.

Yes.

Okay, perfect. I'm gonna send you the invitation from Juan Jose Fernandez. Go ahead and have a look on your email. Did you receive the invitation there?

Yes, I got it. Oh my gosh! Thank you. This is great.

Thank you so much. Have a great day. See you at 12. Bye-bye.

Bye. Okay guys, what did, what did she do? What did she do that you liked? Like, what was it? What was, what's the difference between Lori and Ash? Mark, you can go. Mark, tell me, what's the difference between Lori and Ash?

Um, Lori, um, missed some few questions in the first part while, uh, Ash provided all. I mean, very straight to the point, uh, No, without asking any unnecessary questions to book that appointment with the client, which is great as well.

Amazing.

Joe, just FYI, we have a 10 AM— I mean, 9:30 call.

Tell me if he joins. Do you have the contacts? Send me the contacts. I don't see contacts. Put the contacts in WhatsApp.

Okay.

All right, guys, do you— we're gonna need to keep practicing until we get— you guys get as good as Ash. Ash, how long have you been working?

It's been 8 months.

In 8 months?

7 to 8 months.

And she's been, she's been calling several hundred people every single day and booking between 5 to 10 meetings a day. But do you understand what she's doing? She's driving forward. She's confident. All she's trying to do is book the meeting. She's trying to get the client. The reason why I'm calling is because I saw that you blah blah blah. You start off, hey, is this Joe? You don't start off, hi, it's Laura, you want clients? You don't even know who you're talking to. You get it, Laurie? I don't confirm that it's the person. Hi, is this Joe? Yeah, this is Joe. The reason why I'm calling is because I saw you sign up for Evai. Are you looking for clients? Yeah, I'm looking for clients. Awesome. Or I don't know what Evai is. No worries. Are you looking for clients? Yeah, I'm looking for clients. But what? Great. We'd love to help you find clients. But who are you? What do you do? We help people get clients on LinkedIn. Let me ask you a question. Are you available today at 12 or tomorrow at 7 so we can show you how? Which one's better? Today at 12 or tomorrow at 7? Oh, tomorrow at 7 works better EST. Okay, awesome. Amazing. I just sent you a calendar invite. Is this the right email? Great. Okay, I'm also going to send you a questionnaire to fill out. Did you get the questionnaire? Do you want to fill it out now? Okay, great. Okay, goodbye. Have a good day. That's it. No matter what the person says, do you want clients? I don't want clients. Oh, so what do you want? Do you want a job? Do you want exposure? I want a job. I want exposure. I don't want anything. Leave me alone. Oh, you don't want anything? Okay, no problem. Would you like to at least learn how it works? I can show you how it works to get to whatever goal you want. What do you guys get what I'm saying? There's a rebuttal for everything, but you gotta keep driving it forward and you gotta play ping pong with the person. You got to keep driving it forward. Do you guys get it? Yep. James, you get it? Yeah.

Yep. We got it. It actually brings back the, of the role play that we had before where, where I was just playing around LinkedIn. So, In the way that you handle it was great. Yeah, it kind of brings me back there.

100%. 100%. Okay, Mark, you're gonna call me and you're gonna try to book me a meeting. I'm a sales coach. You're calling me. I just signed up to Evai. Go ahead, Mark. Say ring ring, and I'm gonna pick up and you're gonna ask me. Hello?

Hey, Joe.

Hi, this is Joe. Who's calling?

Hi, my name is Mark with Evai. Thank you for signing up. Are you available today? We help actually people to get more clients.

Sorry.

Why are you being sorry? I don't know what you're doing wrong.

Yeah. Yeah. My name is Mark with Heavy AI. Thank you for signing up with us. Are you looking for clients?

Yeah, I'm looking for clients.

Perfect. Yeah. Um, are you available at 12 PM today?

Yes, I'm available today.

Awesome.

We'll send you a link for that invite. Uh, should be there anytime soon. Can you check your email for that?

Yes. Thank you very much.

The call is a follow-up call. You had a conversation with, with them last week and you said you wanted to continue the conversation with them.

Amazing, amazing. Okay, so I'm gonna hop on, uh, I'm gonna hop on now.

Thank you, everyone.

Google Meet, right?

Correct, everyone's here.