8 figure business owner teaches employee how to sell
This is a YouTube video titled "8 figure business owner teaches employee how to sell" recorded in August 2021. The content features Matt Ryder leading an in-depth sales training session with his team members including Dan, Oscar, Marco, and Mitch. The discussion focuses on advanced sales techniques, handling objections, building emotional connections with prospects, and refining sales processes to close higher-ticket deals. The video captures a multi-speaker conversation centered on practical sales coaching and mindset strategies.
Hey guys. So this training is one of my guys, Dan. So Dan's been with us for about a year and this is a very, very in depth training and I think it's going to be really, really helpful for you because Dan's been in sales for about a year. He started off as an appointment setter, dialing leads, like kind of good stuff. And now he's closing medium and high ticket deals. And these are the questions that as he's transitioning from those lower end to those higher end deals and coming up with more complicated issues and different types of prospects is a series of questions that he had for me. And I'm going to break down exactly step by step how I would handle each one of those situations and answer all of his questions. So don't forget to like subscribe, hit notification bell, all that kind of good stuff. And I'll see you on the inside.
With the questions here.
Like.
Those guys are like, let's get to the point. I'm a straight shooter.
Yeah.
I'm a person that doesn't around.
Yeah.
We're both sales guys. Let's do this.
Those are definitely the guys that around the most.
Yeah.
They're telling me the solution drop like right away. And I'm, I'm like saying no, man. Like would be more appropriate if we'd know a little bit more about your situation. And from there we can find a view. There's a possible need for ourselves in the first place.
Yeah.
So you can look at what you're selling. You're selling sales coaching.
Yeah.
Right.
So you have an advantage.
Yeah.
Already. Because you can go, what kind of sales guy would I be who sells sales coaches coaching? Who gives into stuff like that? Like there's a process that people have to go through. Listen brother, if you want to go through the process, let's do it. But right now, to be perfectly honest, I don't even know that we can help. I don't know what you need, what you want. We have 12 different products that you can buy ranging from 47 to 47,000. So the price is 47 grand.
Yeah.
You know, and be like. So like if it's okay with you, I can just ask you some questions, find out more about you. I can go through a process which is designed to figure out if we can help.
And then from there, and then from there it's just like some base, say yes and that's fine. We'll go through the process.
That's so we got. Stage one is doing that.
Right.
Stage two is then Going, okay, well, what do you sell? Coaches, they sell coaching.
All right, man.
Like, how much to coach my team?
Or how many lemons do you have, man?
I'm a straight shooter, bro.
Right.
Just how much to coach my team?
I get it. Yeah, yeah.
Just put it back on them.
Yeah. You know what I mean? That works whether they're a mechanic or whether they're a personal trainer. Well, how much to lose? 10 kilos? How much weight you have to lose? Hey, bro, I'm a straight shooter. I just want to get to the point, you know? So, like, that. That's stage two, and then stage three is like just to get real slap. You know, that's probably. But you're almost never gonna have to go there. You know what I mean? The get real slap is like, hey, dude, I'm going to take you through a process because that's what works for me consistently. I don't know what kind of sales guy you are or what kind of business owner you are, but I have a process that works a vast majority of the time.
Yeah.
So I'm not going to deviate from it. If that's not cool with you, dude, that's fine. And especially if you're on a sales call and be like, if you don't enjoy going through a sales process and you don't want to do that yourself, I can only imagine that you probably give in to this kind of stuff from prospects all the time, and that's probably costing you a fuckload of money. So it doesn't serve you. It doesn't serve me. If I end up not making this deal, that's fine. Because my process works. So I'm going to do it.
And you just let them know that word for word, like, because I think you just hit a light bulb moment. So that means I care about the sales too much because I, like, I want to just try to sell them.
But.
Yeah, but, like, don't.
Yeah.
Don't mistake neutrality for pussiness.
Yeah, right.
Your words are neutral. Your tone is not.
Yeah.
So that's why last night I had to design the whole TV on the fucking goals. Like, I felt like being too much of a pussy.
So, like, you're not there to, like, be rude to people or be mean to people. But it's like, you know, at the end of the day, 95% of the time or 99% of the time, they need you more than you need them. That, like, let's. Let's play out the logical. You don't make the sale. That guy Made what, four grand a month? Does it affect you or does it affect him if he doesn't learn the.
Skill set affects him because he's the one that jump in the call. We didn't ask him.
Exactly.
Okay, Right. So at the end of the day, like, you're fine, Your process works. You're making, you made what, like 20 sales last month or something?
23.
23. Amazing.
Yeah.
You know what I mean? And you, you did the process starting from scratch, like, you know, hurt your back, became a lead dialer, became an appointment setter, became a triager, became a low, low ticket closer. Now you're closing the higher ticket deals as well. So it's like you've gone through the process and the process works.
Yeah.
You know, I think it's because I.
Just had like a run with like, with three of the same type of people back to back.
Yeah.
And because the guys that were triaged through had like 500 to a thousand dollars, you know, like, literally to their name. And I guess that played like a major part because I was like, I want a hot streak. And I think I took a bit too personally because I was like, I was supposed to close these guys and they were just like, I don't have any fun.
You.
Yeah, but like, it's not a hot streak, man. It's just being good sales.
Yeah. Okay.
Like, you know, I would say of my last 35 calls, I've closed 34 of them. Is that a hot streak? It's like. No, it's just the way that it is.
Okay.
I guess because it's kind of my best month. I was just like, I didn't want to. I didn't want to like, feel.
Yeah. So like detaching from the outcome. What you gotta understand is.
Yeah.
If you can, you know, if there's, there's a hundred sales calls.
Right.
Ten of them are always gonna be a no. Ten of them are always going to be a yes. And there's 80 of them that are like a mixed bag.
Yeah.
I mean, like, given the right sequence that you can put the puzzle together, you'll make the sale.
Right.
So you might get seven of those. Ten in a row that aren't gonna buy.
Yeah.
And then I get seven of the 10 that are definitely gonna buy.
Yeah.
Right.
So, like, those were gonna happen regardless. Those are gonna happen regardless. The thing is, like, seasoned people don't change anything because they get the seven no's in a row. Like, if I got 10 no's in a row, I'd be surprised But I wouldn't change anything.
Yeah, right.
Because it's like, well, I might now get 90 guesses in a row. It's still gonna work out at 90%.
Okay.
You know what I mean? So if my number is 50%, let's just say that's the number. And I get 10 no's in a row.
Yeah.
I'm on a losing streak. Get 10 yeses in a row. Oh, I'm on a hot streak. No, mate, it's just 50%.
Yeah.
Okay.
So I think I'm just being a little bit too hard on myself here.
Yeah. And also, like, if you get a heavy emotional commitment from somebody and they just can't find the money, that's a win.
That's still a win.
Okay.
That's a win. Because, like, some people just don't have the cash. Like, they just don't. They just don't have access to cash. I sold about eight or nine people in. Into inner circle.
Yeah.
And they, like, put down a credit card. They had no cash. And they went and went to funding. They just couldn't get it. And I was like, I'll work with you, man, as long as we need to. Just couldn't physically come up with the cash.
Yeah.
And it's like they were trying every avenue to try and do it. It's like I sold that person, you know, I don't take it off as a sale.
Yeah.
But like, when I'm looking at my data, I'm like, well, like eight of those, you know, no sales. Those were sales.
Yeah.
But they just couldn't get the money together.
Yeah.
You know, so just. It's just all about pipeline. There's people at the end, I guess. I guess it's just like, I see you, I see Michael. Get the commitment at least. You know, it's just like, what can we do today? To put yourself in the best position to win, they're like, all right, I need to do it. They find, like, put down, like, some sort of deposit for me. I can't even get to that part. You know, I feel like I'm. There's not that enough push there. Maybe it's in myself that I can't get. I just not saying the right things at the right time.
Well, okay, so you've got it. You gotta then have a look at what the problem is. So chances are like, there's. There's tactics that you can use downstream.
Yeah.
And then like, those are valid tactics to learn, right?
Yeah.
But it's more like trying to build a dam when the flood's coming.
Okay.
Right.
It's. You probably do it, but let's try and like build it upstream so it's not such a big flood.
Right.
So the upstream effects, where you want to look at, you got to have a look at if you're struggling, like if you're getting, think about it, objections like, I assume, and I might assume it correctly, money and partner, you can.
Overcome money, partner, I can overcome.
Sweet.
Right.
It's the thing. It's a. It's the fear.
It's really sweet. So, okay, so there's going to be a couple of factors. First is a lack of urgency.
Right.
Lack of urgency is going to be tied to not enough internal tension to need to act the.
Why?
Yeah.
Right.
So if you think of, if you think of pressure as an external force acting inward.
Right.
That's like an old school sales tactic.
Right.
And then tension is like the internal need to move.
Right.
It's like, it's like a cable that's coiled up.
Right? Yeah.
So that's really. It's much stronger. Tension is stronger than pressure. Right. So what you want to do is you want to go, okay, like, what is causing that person to not have a catastrophic enough future facing of the failure?
Right.
Because so early on in the process, we try and get them to buy in.
Yeah.
You run away faster than you run towards.
Right, Right.
So I can casually drop that. We can set that framework, whatever you want to call it, however we want to. So and that's where, like, that's where that will allow us to, to talk about consequence and talk about motivational factors and stuff like that.
How do you get to that part, though? Because I've, I've never really used that frame that the. You run, you know, away from things faster than you run towards.
So like in solution awareness, I'll go, okay, man. So, like, what are you actually, like, looking to achieve?
Right.
Essentially paraphrasing. And then I'll sort of steamroll them straight into. Because, you know, like weight in a scale or money in a bank account is just a series of ones and zeros. It's just code.
Right.
Doesn't mean anything. There's no attachment to money. I've been broke. I've been fairly okay.
Yeah.
And like, definitely okay is better than broke. But once you hit a certain number, like, it doesn't matter anymore. Like you're not, you know, Jeff Bezos isn't running towards more cash.
Yeah.
You know what I mean? Like, he's got something else.
Yeah.
Right. So, like, if I take Usain Bolt, put him on 100 meter line, and I put fame, money, women right on the 100 meters. And it's like, the faster you get there, the more fame, money, women you get. He'll run very fast, but if I release a line behind him, he'll run even faster. If I have both, we'll probably get the best result.
Yeah, right.
You know what I mean? So what we want to do is you want to have an understanding of, like, to get the most amount of motivation to really sort of get you to achieve your goal is what are you running towards and what are you running away from?
Right.
So what do you get? You know, like when you sort of. When you are able to actually figure out how to solve xyz.
Yeah.
Your sales process, figure out your marketing, lose the weight, whatever it is you're selling.
Right.
Then it's like, what do you. What do you actually get from that?
Right?
And then. So we want a tangible outcome.
Yeah.
Now that tangible, we need to. We need to elaborate with detail.
Right.
So they're gonna go. Let's just say, yeah, if I can, you know, I want to put more.
Investments into, like, I want to start my investment portfolio. That's a lot of sales guys say, okay, sweet.
And like, what do you want to invest in?
Real estate.
Why real estate?
Okay.
That's what I'm missing.
Yeah.
Because I just. They say I just. Real estate. It's just something I've always wanted to do.
That's like. Well, like, why? Because you can invest your money. Index stocks, you can invest your money in real estate. Like, why invest your money in the first place?
You gotta be like, time and security or something like that.
Yeah.
It could be legacy, it could be time, passive income, could be whatever. Right. So you want to get that out of them. And you're like, okay, well, how much passive income do you want to make from your investments every year?
So you're chunking down here?
Yeah. Really? Like, let's just say someone says a pretty common thing is like, I'd love to buy the family home, the car, you know, go traveling, stuff like that. You know, pay off student loans. Okay, cool, man. Like, so, like, what house? Where is it? How many bedrooms? Why so many bedrooms? Have you got kids?
Yeah.
Do you want to have kids? Why haven't you had kids yet?
Right?
And they might say something like, yeah, we're just waiting until we're more financially secure to have kids. Yeah, right. Then I'm like, oh, how long have you been thinking about having kids? For like three years.
Yeah.
Oh, cool, man. Like what's, what's been stopping you? Yeah, you know, I just need to get more sort of money and this isn't this. Okay, right. So now we're not selling sales coaching, we're selling the ability to make enough money to have children.
The results.
Yeah, right.
So, but you need to like have the detail. So somebody might give you four or five things. One of them might sound a little bit out of place, you know what I mean? I want the car, the travel, the house, pay back my parents. Do this, do this, do this, be like. What do you mean pay back your parents.
Yeah.
Right, because you need to pay back.
Yeah.
You know, it might be an emotional payback. So, you know, you might get one thing that's a little bit out of sorts and then from there you kind of delve deep on that and you'll then, then you're future pacing out the solution. Okay, man. So, and like what kind of car would you want? Okay, do you want one for you? One for the missus? Okay. And then you might find that like their income goal might have a mission. Massive dis. Like there might be very different to what their lifestyle goal is because they might want to travel internationally three times over a year. They might want to have a house in the hills, two range rovers, and they want to make 15k a month.
Does he cut it?
You're looking at 50k a month. Yeah, you know, and like, you know, and then that's when I usually go, okay, well you know what would that custom, would that custom, would that cost go. It sounds like you kind of your ideal lifestyle is more around the 500,000 a year. Does that sound right? And they go, yeah, I never thought about it. Yeah, that sounds right. After tax.
Yeah, that's easy to drop.
And they go like, so you need like 700. And they go, okay, well I could. That, that's like your five year goal though, right? And we like, you know, it's like a, it's like a hockey stick progression. You go here and then you get to a point where it goes like really fast. Right. So we don't have, let's say that's five years. In three years time you have to be 50% of the way there. Okay, so we're at 50%. That means you need to be at, you know, $5,000 a week. So 20.
25,000.
$25,000 a month.
Right.
So like, like where are you at now? I'm at five. Okay, cool. So let's just say In a year's time, we need to be at 15. That sound right? Good. Okay, cool. With what you have in place now, how close are you at being able to get? 15,000.
That's how it works.
Right. So you are in a position to be able to eventually actually have the lifestyle that you want, which is going to allow you to have the car, the kids, and the whole. The whole box of dice. Right. So, like, I'm really trying to anchor down. If you watch the sales call that I did with Oscar for Inner Circle, is that the.
Is that in the portal?
No, it's not. But Marco, I've got Hit Drop.
I've got Darren Shanks, I think, and I've got Mitch.
Yeah, I've got. I'll show you a bunch more. But Oscar was a good one because he, his what he wanted didn't match up his lifestyle or his time frames.
Okay.
And then I kind of chunked that right down.
Right?
Yeah, that's the really important thing is like taking what they're saying and getting the detail. The detail is what creates the vision in their mind. So if I'm, if I'm talking to you about like your dream car, like, what's your dream car?
Yoko?
Okay, the C63, right. What color?
It'll be white, carbon fiber.
So white with the carbon fiber trim, be matte white or gloss white?
Matte white.
What color badges?
Red.
Red badges?
Yeah.
What size wheels?
I like stock wheels.
Okay, cool. What size? Because mine's got the 20s in the back, 19s in the front.
They come with the 19s, right? Just originally. Yeah, I like it. Like, that's going to be a little bit lower.
What interior? Would you get the racing seats or would you get.
I get the racing seats with the red trims.
Racing seats?
Yeah.
Carbon fiber. Yeah, carbon fiber trims as well.
All right, cool. Do you want it more that you're thinking about it like that?
Yeah.
You don't want a C63.
Yeah.
Do you know what I mean? Like, so the detail. And also I can ask you questions like, okay, who's the first person you call when you got it?
Probably my mum. Yeah.
Okay, cool. And I actually knew it would be you.
Yeah, I did it. Yeah.
All right, cool. Where's the first place you go? Like, where would you drive?
Sydney Opera House.
Take a photo. Okay. How would you feel taking a photo of your C63AMG white carbon fiber trim, black, red interior, 19 inch blacked out wheels. Taking a photo.
But the first major milestone will be done.
Yeah.
Okay, cool. So with what you're doing now, how close are you able to do that?
Yeah.
Right.
So you see, like, it's the vision.
Yeah. Because that's what I'm missing. Like, I get the vision and then the question straight after on the script is like, what would that do for you personally?
Yeah. So then I can go. Yeah, yeah. You just. It's just like chunking it down is a skill in itself.
Yeah.
Right.
And so, like, the ideal lifestyle is a really good exercise to have in your back pocket. Like when someone's giving you Vegas shit, goals having, like. Okay. Have you ever done ideal lifestyle? Like, no. Like. All right, cool. Do you mind if we do like a two minute exercise and we'll help you kind of chomp down and see if you know and see what the goal is, see if we can attach some emotion to it so you actually start doing something better. Yeah, like, sweet, man.
Right.
And that ideal lifestyle is in the portal.
Okay.
Right. When you do it yourself, that's it.
Right.
So like years ago, 10 years ago, I wrote down my ideal lifestyle.
Right.
And I wrote down how much that cost.
Yeah.
Right.
And I gave myself 10 years to get there. Do you know what it was?
You go there, I have a sports.
Car, wife has a Range Rover. I have a house with a harbor view, two to three stories with about four bedrooms, and I have two kids.
Everything came true, Right.
And that was going to cost about $800,000 a year.
Yeah.
And it all came true, right?
Yeah.
And it's like, it took. I wanted it to be done a lot faster than that. I thought I could do it in five, but it took me 10.
Right.
And so, like, you have to create the image. You have to create the image. And then, like, because every decision you make is a fork in the road. Do I go towards or away?
Yeah.
Avoid playing games.
Yeah.
So it's like when you're climbing Everest, the reason why people don't get there is they don't put enough significance on every single decision that they made to get there.
Right.
Because the journey to Everest starts here. Like when you initially make the decision that you're gonna do it, and then you have to book the trip and then you have to get the training and you have to buy the boots.
Yeah. That's the island analogy for me.
Yeah. So it's a series of decisions that get you to the end state. It's not just like, I'm going to Rivers now.
Yeah.
You know, I mean, it's fucking hard slog, you know what I mean? And it's expensive and it's a whole thing.
Yeah, that's super helpful because like, every time they say something, I'm like, I don't know how to probe images. I don't know how to like chunk it down without like going off on a tangent. And I'm just talking about waffling on about shit. So for me, it's just like, I tried that once and it went sideways at all. Get like a consequence if they didn't get it. So I'm just talking about all these things, right?
Yeah.
You got to remember though, a lot of people attach a consequence to a problem, not a solution, which is incorrect.
Right.
So the problem is I don't have a good sales process.
Yeah.
Right.
The solution is I want to make 20k a month so I can put my kids in price.
Right.
So when I do my consequence question, I go, I don't go, what happens if you never fix your sales process? Process? And you know what I mean? I go, what happens if you never figure out how to actually get to 10k a month so you can put your kids in private school? Like, what happens there again?
Right?
Yeah.
And so then that creates a level of urgency within the person. And then by making them really consider success and really consider failure.
Right.
It creates a need to solve the problem.
Yeah.
So I'm still on the consequence questions. I'm still talking about the sales structure. That's why. What the results it leads to.
Yeah.
You know, so I gotta, I gotta frame, like, what happens if you don't get to 20k per month.
Right.
You don't get those investment properties by the age 30.
Yeah.
And you can frame it like, like, so, like, I guess, like, what happens if you don't change your process so that you actually can get to 10k a month? Which is, which is kind of going to allow you to have that financial freedom. Get the investments, build the wealth, get the family, do all that kind of stuff. Like, what happens if you. If you just don't feel it out? And then they're gonna say things like, nah, man, I'm getting after it. It's like, yeah, man, like everyone, everyone's doing their best.
It's an easy thing to do.
Yeah. You know what I mean?
But like, that's not. And they're gonna give you a long answer as to why they will get it. And you just gotta go, that's not the question that I asked them.
That's the challenge. Because that's one of the questions I wanted to ask you. Like, staying in the saddle in that point.
Yeah.
And then they take control of that and they get a little bit offended by me just pumping the confidence questions. And I feel like there's more.
That's where if you do the same boat analogy.
Yeah.
You give permission for that because they buy in that. That level of motivation is important. Right, Right. And then that's when you go, okay, man, let me kind of explain what I mean. Like, everyone knows that person with single mom, four kids, six, six pack abs, seven figure business on the, on the beach every morning. Lower your pose on Instagram.
Yeah, Right.
We all know that person. And you just think, what the are they putting in their coffee? And the answer is a good dose of fear and reality.
Right.
Like they understand the consequences of their inaction.
Right.
They, they inherently, like, that's, that's why people run a hell of a lot faster out of a burning building than what they do fucking running for an ice cream.
Yeah.
Right.
So it's, it's like, you know, you get to a point where you have to act and then you can go, so if I take a deer and a bear and I do that whole thing and I just go, so which, which animal gives up first? They're gonna go, the bear. I go, why? Why is that? They go, well, because the motivations. I go, so are you making decisions as a deer or a bear?
There you go. They gotta select.
Yeah.
And then you gotta go, okay. And be like, and what is your potential competition doing? Are they fucking getting after it?
Right?
So it's, you know, it's like, you know, I know for me, man. And you can have all these little loops and you go, for me, like, especially like when you're comfortable, like, let's say the person's doing 15k a month, right? They're comfortable. Like, you know, like, I know for me, man, like comfort. Comfort is a motherfucker, right? Because for me personally, this is where I attack and confess.
Yeah.
Right.
So I'm attacking them, but I'm. I'm attacking their ideas by like confessing my own.
This is what I went through.
Yes.
How I did it and I became xyz.
Yeah.
But, but it's like, it's really simple because you just go, like, okay, Like, I know for me, comfort is a breeding ground for mediocrity. They're like, oh, you know what I mean? And so like, when we're comfortable, that's the reason why most people don't get uncomfortable to go to the next level, right? It's because you're Comfortable. Being comfortable. Nice warm bed. All good.
Yeah.
I mean, and sometimes you gotta set the house on fire.
Yeah, Right.
And you gotta yo that. And you gotta put yourself in an uncomfortable position to be able to achieve the next stage, you know? And so, like, how, like, what are you doing, man? Like, how are you making decisions? And then, like, we can put them. We can twist them in knots. Once they. Once they agree to some of those frames, like, that becomes like, the truth of the conversation, and you can just keep twisting them.
Yeah.
You know what I mean?
That's super helpful because I'm not just based off these questions. You basically answered all the ones, the major ones that I have. So I had like, you know, like the straight shooters. We covered that. But challenging people, staying in the saddle.
With challenging people, they have to answer the question that you asked.
Okay.
And they have to answer it in the way that you want to answer it.
Okay, so what if I get an answer where it's like, the why some points you now, rather than xyz, the rationale question, a really shitty answer I can't work with. Like, I just ask them, well, why is that important to you now?
And then. So, yeah, what's the. Okay, the rationale question.
Right.
Yeah.
To you. What is the point of it staying.
In status quo and getting the results that they want?
Okay, but like, what's the benefit to you to having them answer that question correctly?
They have to justify why they want to change.
No, they have to justify why what they're doing will never work.
Okay.
Right.
So you have to say that question in a very particular way.
Right.
And that's why you have to customize that question to everyone that you speak to. So if you just go, hey, man, you know, just like, to the rationale behind why you might be looking to potentially get an online business, but besides kind of having more passive income, like, what's the main reason for looking to do that now rather than the way you've been doing it? If you ask it just a really generic way, you get like a. Yeah, why now?
Right.
The way that I would ask it is like, so, man, like, just so I can see the rationale behind why you might be looking to, you know, kind of start an online business, what's the main reason for sort of doing that now? You know, rather than just doing more of what you're doing or, like, just doing more, just working more hours or like, what's the main reason for looking to change your sales process rather than just getting more leads?
So basically you want them to say it's not working.
It will never work. If I just take what I'm doing to the logical conclusion, it will never work.
Why?
Why change your sales process instead of just taking more sales calls?
Because what I'm doing will never work.
Exactly. So, like, you know, I'm already fucking working 50 hours a week. Okay. Why not just work 60 or 70 and get a better result? I don't want to work 70 hours a week. Okay.
Why.
Why is that important to you now, though? Getting a process where you can make more money and work less hours.
Hours.
That's how it's done.
Yeah.
That's a lot of gold nuggets right there.
Okay.
That should tie in everything. Because what I've been doing is just like, besides wanting to make more money, because every single person on the planet wants to do that.
Yeah.
What's the main reason you're looking to have more advanced selling skills rather than just like, you know.
No.
Rather than just taking more sales calls.
Rather than just taking.
Right.
So if you do it that way, they have to take their process to its natural conclusion to achieve the goal they want. So if they close at 20% and they make a thousand dollars a deal.
Right.
They close at 20%.
Right.
So closing one in five.
Right.
That means if they wanted to do $20,000 a month, right. They need to close 20 deals. That means they take 100 sales calls, okay? So like, if they're taking 50 sales goals, which is 50 hours, you know, a month, which isn't heaps, but, like, you know what I mean? Like, let's say they're making 500 bucks, right? But, like, you can just. You can extrapolate it out. Like, their. Their goal is so out of reach, given the current process that they're using, that even considering just doing more of it is ridiculous.
And that's when you challenge them.
Yeah.
And so you're like, okay, well, why is that important to you now? Why is that important to you now? So, like, it's just the way you phrase. Each question is really important. So what you want to do is you want to sit down with your script and you want to go, like, what do I want to get out of this question? And with that rationale question, what I want to get out of it is I want to dismantle their current way of doing things, because that means I don't ever have to deal with that again.
Right.
And if I. And if a sales call is like a series of doors, right. Like, I want to walk through a door closer, behind Me walk through a door closer behind me. I need to know what their problem is. I need to know what their solution is on, like, a tangible level. I need to know what, like, the emotional drivers are behind that solution, and I need to know the consequence of their inaction.
Right.
Those are my four major hurdles that I have to overcome. Then there's a series of smaller ones, which are just, like, boxes that I want to tick to make sure I'm in the best position to be able to actually get the sale.
That's super helpful so that. That uncovers, like, the real why.
Yeah. Yeah.
Because a lot of the times, like, I can't break through that 4. 4. Or then give me the real answer. I can do some people with my attacking vulnerability hits well.
Yeah.
And some guys are just. They just won't give.
It's the detail, man. Like, it's like when I talk to you about your car.
Yeah.
When I talk about the trim, I talk about the accessories and talk about the interior and about where did you go and who you talk to and who would you take? And all those things, all those details, they create an emotional connection to the outcome.
Yeah.
Whereas if I just talk about the car itself. Oh, yeah, cool. Like, and that's where most sales people go. They just talk about the car. I don't give a fuck about the car.
Right.
Like, could you imagine if somebody gave you a Lamborghini, right, for a week? You know how hard it'd be to give that thing back?
Yeah.
Right.
Because it'd be the feeling of walking to your Lamborghini, you know, opening the door and having people go, who the fuck's this Johnny Tran motherfucker?
Yeah.
Getting out of a Lamborghini, you know what I mean? Like. Like, geez, like, I couldn't give back. I'd be like, how much you want for it? Right. Like, the level of status that you get, like, or even perceived.
Right.
Is awesome. It's the same reason people were designer. You know, it feels nice wearing designer because you're like, I worked hard. I was able to pay for this. This is like, it's a little flex.
Right.
But there's nothing wrong with that, right. I have fucking Louis Vuitton shoes. Like, I'm an idiot. Right? So, you know, like, it's the same reason. And so, like, that's why when you future pace out and you talk about the detail and you have a real conversation, potentially, they're actually thinking about it for the first time, and so it really becomes real for them, you know? And you don't have to do your tactical vulnerability when doing that stuff because they're having a conversation, they're excited about it.
But I think the problem with when we all start any key which is sticking to the script too much. I mean, the questions that you get some emotion out.
Well, that's what. Okay, I'll challenge that because it's probing and clarifying.
Okay.
That gets the details right.
So it says probe and clarify.
Right.
It's like, hey, probe into that. Clarify programs that clarify. Now, if you read the, you know, like, chunking down is just a technique of probing and going and clarifying. Okay, well, I want to buy a house. What's that sense? It's a valid question. How many bedrooms?
Where would it be?
How much would it cost? Who would live there? Right. It's the details. You know what I mean? And that's what creates the real emotion.
That's super helpful. I mean, yeah, Basically, I asked, like, challenging people and staying started with objection handling. People don't give me a strong enough.
Why.
I've already covered that. But the objection handling, it's like, do.
You want to go over it in depth?
It's more. Okay, there we go. Yeah, I'll take you through it.
I'll show you. Okay.
