Behind the Scenes Live Sales Training - CIFC Episode 144

Hey, guys, what's up? Welcome to the episode of Coffees for Closers. Today, what we're going to be doing is a little bit of a roundtable Q A with some of our sales guys. They're going to be going through their questions, their queries, their doubtful points, and hopefully you guys can gain some insight. Might even do a little bit of role playing. We'll see what happens. Could get crazy. All right, cue the intro. Ex Special Forces sniper turned entrepreneur. I've scaled numerous businesses to eight figures. My name is Matt Ryder. This is my podcast, and I'm telling you to that coffee down.

All at.

Once, though, like, time out, guys. Not all at once. I can't handle this. All right, Jake, I know you got some questions. Oh, Cameron Cameroon Ball from Adelaide.

Yeah, so. So I. I'm pretty near this one of these accounts I'm selling. So I got an objection that I wasn't really sure how to overcome. My handle. I think it's just like a variance.

Of, like, there's something about mastering deals.

Yeah. So something along the lines of maybe mastery of deals. So effectively the guy, like, it got to the end, and then I only knew the date of the next event, but he couldn't make that event. And I have no means to go and take a deposit or anything like that. So he didn't want to go forward because he wasn't sure if he could make the event.

Yep. Right.

So, like, when in doubt, just like you take like an emotional deposit, you know, like the old Seinfeld. Anyone can just take the reservation. You just do it that way. You don't write anything down. You don't. Because obviously we can't store that stuff. So it's like you just take it, and then that's an emotional commitment.

Right.

So be like. And then my commitment to you is in the next 24 hours, I'll tell you all the dates that you can have access to over the next xyz. And if they get access to something before that.

Right.

So you just do the Seinfeld approach. Just take the reservation. Because, like, it's the same thing as if someone says, like, oh, hey, like, I'm 100% in. I just don't have, like, my card on me right now. That's not a problem. Do you have bank account?

Yep.

Sweet. Okay. Do you know your bank account details? Perfect. Okay, give me those. Even though you can't take it, because it's not like it's just about taking like an. It's just a deeper level of emotional commitment.

Right.

Then from there you call them back and you go, hey, man, how did everything go? Did you have a good day? Sweet. Hey, just wanted to make sure. Did you manage to find your credit card? Oh yeah, perfect, dude. Hey, do you mind if I grab those details? Because I wasn't able to run the bank account right because like it's just about. It's like the. One of the key things about being a salesperson is like you can never be flustered by a situation. So it's just like, yeah, man, cool. PayPal, Venmo, Cash App, Credit Card, Visa, MasterCard. You know what I mean? Like, like Bitcoin, Carry pigeon. What do we got here? So it's about like just kind of working your way through to get that level of commitment because like, then like emotionally they've paid. Like an emotionally paying is as good as physically paying because like that's already done in their mind. So like the, the amount of like buyers remorse they get from. From that is far less ironically than if they just kind of, you know.

Yeah, okay.

I think I was just. That's the thing was I was just kind of flustered because I didn't really know the dates on you the next day. And it's just like.

So what I would do is I would create like especially when you're doing stuff with events. Like one of the things I used to sell had a quarterly mastermind and they would all. And I would never mention it simply because I would always get hit up with the dates, right? But before I figured out not to mention it, right. I just had a PDF document with all the dates. So what I would do, man, is I would, if I were you, I would go through, have a look at the offer stack of what they get pre event, right? And then I would manipulate your pitch to emphasize the importance of the pre work and the event equally.

Right.

So if you know there's an event coming up very soon, then what you do is you can skew it more towards the event. If you know there's an event in four months, you skew it more away from the event. It's like, yeah, the reason why we want you to have at least a three month Runway before the event is so that you can actually have the best opportunity to be able to absorb the information, have the most productive event possible. It's like, all right, the reason why we want you to go to this next event, which is coming up in three weeks, is because we really want you to start taking action on your goals quickly and being in front of Baron Ken Coney.

Right, right, right.

So does that make sense?

Oh, yeah, no, that makes sense.

That makes sense.

Yeah.

I'll have to go through the pre work stuff, but I think there's something I can do in terms of getting a deal first before the event, if it's super far away so they can actually go through it with a live deal, that kind of thing.

Yeah, because they get access to the portal immediately. Once they buy, they get access to all that offer stack, then it's the event. If you have done some of the work before the event, you'll have a better event, ask better questions. Make sense.

Yeah.

All right, perfect. Tanner.

Yeah. Just kind of a little bit similar, but so I'm on funding for scale, the account there. Okay, I've got a question for you on when you get to the end of the call, you know, you run through everything, perfect fit for the person, and they're all excited about it. And then it's seemingly right in between like a logistical or a smoke screen objection. And you can't really tell which side it kind of leans on. Cause they're super excited about it with, you know, hopping in, you know, paying and getting access to everything.

But okay.

On the same time, they're like, oh, no, no, no. I still need, you know, like two or three weeks to get the funding together to hop in and make it work.

Yeah. So, like, how would you deal with that? Like, what's your process?

So I try to go through to get like the. The open wallet to say, you know, okay, so why don't we do this? Why don't we just kind of take initial credit card deals or credit card, you know, number or however you want to pay for that, and then just kind of hold until you've reached a point of, hey, you know what, Got the funds in there, you know, got the green light, we're all good to go, and then we can just go from there.

Okay.

So I'm trying to work on what.

Objections they actually say. So you said, hey, man, how do you want to proceed from here? And they went, I really want to do it. I'm 100 in. This is very exciting. It's the greatest thing I've ever heard. And two weeks to get my funds together. And you went, give me your credit card. We'll sort it out later. Is that what you said?

I didn't say it quite like that, obviously.

Yeah, yeah, thankfully.

All right, cool. So let's discuss. Go with Jake.

Yo.

What is your thought process behind that particular objection?

The fact that somebody Wants to delay getting started due to the fact that they don't have the funding right now.

Yeah. So, like, again, so we got to have a process for everything, right?

Yeah.

And when. Objection. Handling. The more uniformed and ubiquitous your process is, the easier everything will be. So the problem is you made an assumption that it was a. Either, like real or fake.

Right.

Whereas the answer is you don't know whether that's logistical or fear. You just. You don't. You cannot know that.

Right.

So are we default back to our training, which is. I understand you're new, but which is logistical money? Always. So if we look at like a hierarchy of objections, logistical money is going to take. Constitute 80% of all of your legitimate objections.

Right.

Maybe even 90%. So the first thing we do is that's not a problem. And I guess, like, money aside, like, if you did have the funding available right now, would this be the answer for you? They go, well, yeah. And do you mind telling me why? They go, this and this and this. Okay, well, that makes sense, I guess. And I guess, what are some ways where you can come up with the funding to where you can actually get the training? So you can X, Y, Z, like, what do we think we can do? They go, well, I think maybe I could do this or I could do this. You know, but I really need a couple weeks. You go, okay, but like, so there are some methods. Now, is it. Is it. Is it more the upfront payment that is difficult for you? If I could break that up into more digestible chunks, would that be. Would that be easier for you? Which is why you have to pitch paid in full. I hate hearing pitches that say it's ten grand or four payments of three grand. Like, I hate that. It's just you're shooting yourself in the foot every time because, like, now you've got nowhere to roll that rock. You're on level ground instead of trying to roll downhill, Right. So immediately you're like, fuck it. Break it up. You're like, oh, you can do that? Yeah, we can do that. Would you like me to break that down for you?

Yeah, I could.

All right, well, what we typically do for some of our clients, because, as you can imagine, like, they don't necessarily have the skills to be able to make the money, to be able to afford that upfront payment. So what some more of our successful clients have done in the past is that they've done XYZ payment plan over XYZ time. Would that be easier for you? Notice how I don't say, do you want to do it? I said, would that be easier for you? They say, yeah. Yeah, it would be. Okay, so that would work within your current budgetary constraints? Yes, it would. Okay, so how would you like to proceed from here?

Right.

So now we know it's gone. It's done. No longer exists.

Okay.

So we. We have now resolved a part of that. Objection. But we have resolved that compart that part completely. So now we can move on to the next component. Because, like, objections is like, it's being given, like, a puzzle, and you have to kind of figure out, like, what. What part of the puzzle is what. But you have to complete the borders first, then you can work your way in. If you try and kind of just work random parts of the puzzle, there's got to be a system behind it. So that open Wallet test is fine. That's very much of a. It's a very. You know, I know the person who really advocates for that. And it's not like it's a bad methodology, but it's a methodology that you want to do, like, at a specific part at a specific time. Otherwise, what will happen is that you will do the open Wallet test. They'll say no, and then you'll immediately assume it's a mindset issue.

Right.

Which it doesn't necessarily have to be. That's an oversimplified view of humans and sales.

Right.

Does that make sense? Let's go through and let's role play that. Gabe, if I could have you be the sales guy, would that be all right?

Let's. Let's do it.

Tanner, if you could be the prospect, just kind of give the same similar objection. We'll kind of go through a role play.

Okay.

Yeah. So, Tanner, would that. Would that be appropriate, or how do you want to proceed?

Yeah, I mean, I love. Love the program. It. It all seems really good, but. Yeah, I just. I just can't afford it right now.

Yeah, that's not a problem, man. Curious, though. Like, let's put money aside for a second. Like, if you had the money, like, would this. Would this be the answer for you?

I think so.

Yeah.

100.

Why. Why do you feel like it would be, though?

Well, I feel like it would just really help me to, you know, get to XYZ that I've really been wanting to hit.

Okay. And do you feel like with the. The training and the support and accountability that you would actually be able to, you know, hit that X, Y, Z goal that we were talking about?

I think so.

Okay, so totally understand, like, from what, you're telling me that money might be an issue, right? I guess. How do you feel like you could, you know, find the funding so that you can actually get into this program so that you can achieve xyz?

Well, I would really just need maybe a couple weeks to let the business grow a little bit more, and then I could just take it right from there and hop in.

What do you mean by let the business grow a little bit more?

Yeah, bring in more revenue.

Okay.

Like, bring in more revenue with the current strategy that you have. Can I. Can I share a perspective with you on that?

Sure.

So, I mean, if we don't change anything, right. We're going to be in the same place.

Right.

The same kind of problems that you're having now are going to be the same problems that you have in the future.

Right.

So I guess just around the actual. The funding aspect of that 8k, how does that actually fit within your budgetary constraints?

It's. It's a little tight. You know, currently with where I'm at now, I don't really have that, which is why I was saying, you know, it'd be easier to wait over the next couple weeks while I kind of build that up, and then we can just hop right in and get rolling with it.

That makes sense. Yeah, for sure. If we were able to break that up for you, let's say, over like, monthly kind of terms, would that be helpful to you, though?

It could, but I just. I would just rather hop in all at once.

Why is that?

Instead of. Well, I feel like with the other. I'm kind of just dragging it out. I'd rather just get it all together and then just get going all at once instead of having, you know, two or three or four payments.

Well, you tell me. You tell me, Tanner, is it more important to have it all at once or is it more important to fix this issue?

I mean, fix the issue, definitely.

Right.

So if we could find a way to actually get you in this.

Right.

And split it up so that you can actually get in and have the accountability so that you can change your situation and solve the problem, like, what do you feel like you would want to do?

Yeah, probably just get access sooner, I would think.

Okay.

Do you want to have that conversation?

Yeah, let's go ahead and do that then.

So we can do 2k split over 4 months. That way, you know, you're not at a burden and you don't have to put it all at once, but you're going to have the accountability, the coaching, everything to Actually change the systems within your business so that we don't have to have this kind of conversation again.

Right.

Would that be appropriate or.

That was a dirty. I like that. That was really good.

Yeah, that was solid.

What should we do, brother?

I think the 2k might be tight, but I think I might be able to do it.

All right, perfect.

So let's. Let's break down what happened there. The really key thing is, first of all, just staying super calm and staying really, like, you know, I mean, because the moment you get any level, like, any level of agitation around a objection, it's game over, right? Which is why most people shit the bed on objections, right? Because they, like, they see it as like, well, this idiot. Just move forward. It's like, calm down, bro. Like, we have to understand that, like, it's. There's. There is no requirement, regardless of what someone has said, for someone to act in a manner that is consistent with their words. There is no legal or moral requirement to do so. It's frustrating sometimes to see people not do it. However, these are not our friends and family. These are just random strangers. So we don't need to be frustrated over their behavior. Straight up, they will do what they will do, right? So I think that's one thing that Gabe does especially well, is kind of just staying in the saddle and being super cool. I really liked that thing at the end where you're like, so we don't have to keep having this conversation because that's like. That's a very, very subtle, but ingraining, like, foreshadowing of, like, if this doesn't change, we're just going to keep. This is going to keep being how it is. Those are very, very good. I'm going to steal that for sure. So. But you saw, like, there was a. There was a real method to it, and it was breaking down each problem individually as they come in. Otherwise, you end up getting really overwhelmed with the conversation. You know, like, if someone goes, yeah, man, this sounds really good, and I'm 100 in, I just really need to kind of run about my business partner, like, my cfo, my head of sales, and, you know, maybe my accountant, just to make sure, like, you know, this is actually going to kind of get us results. But, like, I think if you just kind of send me an email with everything we've gone through today, and then we can meet up, like, maybe in a week or two, would that sound good? All right, what do we do from there? Yeah, I mean, that's not a problem. More than happy to do all that. But, like, money aside, do you feel.

Like this would work for you?

Just ignore it. Just do my thing. I'm gonna do my process.

Right.

The big advantage, like I've said before in sales, is that, you know what's about to happen. You know what we're doing here. That person. It's like, you know, that person is just kind of taking it as it comes. So it's the difference between someone doing, like, a scripted, rehearsed keynote and then, like, being judged against someone who's just going off the cuff for the first time. Like, it's a. Like, you would just decimate them, you know? So that's a distinct advantage that we have. That was really good, though. So I think for you, Tanner, it's like, work on that objection handling matrix.

Right?

Have a really, really clear and defined pathway, and then from there, kind of, like, try to consciously not get distracted by what's being said. Make sure that you resolve your. Your component, and you just do your process almost regardless of what the person's saying.

Okay.

Yeah, Yeah, I appreciate that.

No worries. More questiones.

So are you.

How do I explain it? Like, I was watching one of the calls that Marco did from the bonus content in the portal, and he mentioned that, like, before you go into the call, like, you should have an idea of, like, what problem you're solving so that you can kind of drive all the questions in problem awareness to. To that point. So is that, like, the. I mean, it's coming from Marco, so obviously has, like, some merit, but, like, it. What happens if, like, it comes from somebody that.

What.

What if it's like, I don't know what I'm, like, trying to, like, say here.

Me either. Yeah, yeah.

Let me. Let me circle back and let me collect my.

You're fired.

Yeah, no, I think if I. If I can break down what you're trying to say is how do you have a pre supposition of problem when you don't know. When you don't know what that person's problem is gonna be? Is that. Is that what I'm saying?

Exactly. Exactly.

Yeah.

I think I fucking, like, do I.

Assume the problem, or do I go into it trying to figure out? You read my mind, man.

Yeah, bro.

So, like, you know what you're doing. Okay, so this is basically how it works. Like, you're. Every account will have, like, two to three avatars or problem buckets of person, and the occasional person will fully be outside of that realm.

Right.

However, like, because of the marketing and the messaging Is the same for everybody, right? Like the type of person that will want to apply will have a similar problem set, right? So like if we're having a look at like pg, for example, like you could break down if you went through like every call you'd had, right? And you gave it to an AI and was like, give me the three most common problems, they would just. It would be like 90% of people would fall into one of those three buckets, right? So what that means is that like in connecting or connective, it's now connective. If you guys know that changed the language, really evolving the discipline. So in connective stage, what we're looking to do is uncover what it is they want, right? In situation phase, we're looking to get the prospect to tell themselves their current situation. Because most people don't really think about it. And then like in. And then in those two phases, us as the salesperson is really looking to fall is to figure out what avatar we're speaking to. Like if I look at like say seventh level is a really easy one, right? It's just like, are we looking at a successful salesperson who is looking to really skyrocket their results or are we looking for a brokey sales guy who wants to figure out how to be not brokey? Make sense? Like those are the two avatars. And then you could break that down into like B2C versus B2B I guess. But like at the end of the day it's the same shit, right? So like we're looking at those two for pg, you're going to be looking at like people who have a lot of money who are looking for alternate investment vehicles, right? Like alternative investment vehicles. Or you're looking at people who see the traditional style of investment as just like not worth putting their limited amount of funds in. So they want to be able to leverage even though they have money, but it's not tons. But they want to be able to leverage that limited amount so they can get maximum return. Does that make sense? So you might be looking at those two. Maybe there's three. You've had a lot more conversations than I have. Maybe the 85 year olds who don't know why they're there. You need to be able to go, okay, first and foremost, what is the problem in which we solve? So every business only serves to do three things, right? Or two of these three things. One is fulfill an emotional need. One is to solve a problem and the third is to do that at a profit. That's business solve, problem fulfill Emotional need do so at a profit, right? Otherwise, like, if you don't solve a problem, you don't feel an emotional need. Why are you here? Like, there's literally nothing that you could. There's nothing that doesn't do one of those things. Even like. Like Pagani, right? Like, Pagani doesn't solve a problem, but it does fulfill an emotional need to have a bespoke supercar, right? To be able to rock up to your supercar friends and be like, I got this one. You guys can't even get it. That's why, like, Ferrari limits. You can't just go and buy a, you know, like one of the tippity top Ferraris. You can't. You're allowed to, right? That's the whole point of it, right? So they're fulfilling an emotional need by putting you in the boys club.

Right?

Now, something like seventh level solves a legitimate problem of people not having an understanding of how to do their sales calls effectively, right? Like, they just don't have a process. And to do so at a profit is essential. Otherwise you can't continue to do it.

Right?

So you need to have a good understanding as to, like, if you do both, if you fulfill emotional need and solve a problem, fantastic. But really think about that. And I think, like, people who really understand their offers and who are really good at selling, the first thing they do is really understand the problems in which the business solves. That's why, like, the first thing I'll do as soon as I get into a new account is just go through all the marketing funnels, have a look at the program, right? Look at the testimonials. Like, I'll segment the testimonials. I'll be like, all right, well, like, what problem was solved? Because if you have a look at testimonials, that's the easiest way to figure out what problems are being solved, right? Because people will say, oh, I got to 50k a month because. And it's the. After the. Because that's what I learned. How to handle objections.

Sweet.

I learned a better process that I could make.

Right.

I learned how to reduce sales reasons. I learned how to invest my money in higher yield things at a lower, you know, whatever. Whatever it may be. Makes sense.

Yep. Yeah.

So, yeah, that's sort of the key to that question is sort of thinking and then writing it out. And then from there you'll start. If you ride out the buckets, then from there you'll be able to like, think in your head, oh, this person really falls into especially, like, if you sound like a biz op or whatever, it's going to be like, are they nine to fiver looking to escape or are they successful person looking to add on? Those are the two buckets. Then from there it's a slightly different version of the same conversation.

Right, Right.

So like for Peg, it's like people who are successful have excess money, they look and invest it. So like, that's like a. That's like they're running towards something. But then like, sometimes I'll occasionally get like a biz op who, like, doesn't want to continue running the store. And that's more of like a. Like the. Like that with. I think I messed it up. The people who like, come to us because they don't like what they're doing, obviously that's more of like a biz op. And then the people who have money but they just want to invest it into something that's more like lucrative, that's more of like they're fulfilling. Like they're running towards something compared to running away from something.

Solving a problem versus fulfilling a need.

Right.

Bizarre. Best part, are very similar. Completely different offers, but very similar avatars of people.

What PG invests.

Yeah, for sure, because you're looking at, like, it's just an alternative investment strategy.

Right.

One is like businesses and one is land acquisition. Both equally expensive.

Right.

In terms of like, I mean, like, you can do no money down. Shit. But you can also buy businesses no money down. Just ask Cameron.

Right?

So cool.

Yeah. Right.

So, yeah, like, it's. They're all like. They're all somewhat similar.

You know what I mean?

You just kind of got to really think about it and go, like, what problems do I really solve? Like, I remember when I was selling for tgc, I was like, man, like, what problem do we really solve? And so I went back through and, like, listened to sales calls and I listened to triages and I was like. I was like, all right. And I had a look at the applications coming through and it was like there was two types. There was successful guy that can't scale, right, Just due to, like, having no systems and no processes. And then there was the guy that was like working 90 hours a week in the business, like on the tools, like a maniac. No profit. He's fucking struggling, but still, like, has turnover, for example, like. But, like, literally doesn't want to make any more money in the business. Just wants to not work 90 hours a week. So it was like, those are my two main pain points that I'M going to be going into and if I can identify that early, then I can kind of manipulate the conversation to be more advantageous, to kind of get the person to see the light. And there were different problem sets and different objections that you get and all kinds of stuff.

So. Yeah.

And the longer you're on an account, the easier that becomes just to kind of know.

Awesome.

All right, next question. By the way, Shane, this is being recorded for a podcast.

Okay, that's awesome.

Good. Yeah. Yeah.

Any questions? Any more questions?

I've got one, but it's a bit out left field shocks.

I know.

So pretty much I've got, I've got a, a deal I want to get through. Right. So it's, it's something that's going to require multiple calls because it's selling 10 people into like cyber security certification training rather than once for a business that wants to upskill their staff so they can then sell better for cyber security. However, I had no idea how to handle that because I'm used to just doing a triage in the sales call and he's got a boss and the boss has got a boss. So like how does any PQ change when it comes to like multi call selling and stuff like, because I have no idea. I was just following up with him.

Good question. It doesn't change. You still have your phases. You just need to figure out what phases you go through in each call.

Right.

Or how many people you need to get through to get to the. The boss.

Right.

So like the first guy, did you take him through a full sales call?

No, I stopped at the ideal criteria because I wasn't sure where to go. I just wanted what he needed.

Perfect.

So your next one would be like, if you can get everybody on the call, then you go through the entire thing, but you don't pitch. Then from there you put together like your custom presentation, they're going to go, hey, can you email me before the, before the meeting? Be like, hey, I'm not really sure. I might actually be able to do that. We do have a lot of request for proposals at the moment. But what I can try and do is sort of finish it, you know, I'll probably end up finishing it about, you know, maybe a few hours before. So if I manage to do that, I'll send it through before a call, but if not, then we'll just kind of take you through it on the call. Like would that be okay?

Right.

So that allows you, you never want to email proposal first. You'll just kill the deal. Automatically, no matter how good the proposal is.

Right.

But then from there, like if you don't get all the decision makers on the call, then you have to figure out like, what's your end game for the call. If your end game is to get all the decision makers, then what you really want to do is figure out how does it benefit the people on the call to pass you up to the next guy.

Okay, Right.

So if they're like, if they want to do the training, right, and they want to convince their boss, it's like, why do you want to do the training? Like how does that set you up for the future?

Right?

Because like it might be like they want to get the fuck out of there, right?

Yeah, right.

Or they want it or there's someone who won't directly benefit from the training. But the initiative of having people go through that training and the upskilling of the overall company puts the company in better stead. It lowers their insurance. Like, I don't know if you know, but if, like if you don't have certain cybersecurity things in your business now, like you can't get business insurance, especially in Australia.

Right.

So it's like maybe that puts the business in better standing. They're able to do XYZ more then from there. That puts that person in a position to where they get promoted, they get status with the boss.

Right.

So you have to try and figure out like what is their motivation for wanting this to progress and then how do you so that this gets them that. So that's the intricacies of B2B.

But once you understand the motivation of why he wants that done, you can.

Also have Anthony help you out. Like if you're not sure how to do it, he's not going to take any of your comms. But like you can have Anthony help you out on those calls. Bring him in, let him do it for you, like with you and watch him do it.

Yeah, right.

And then from there, like now you're like, oh, this is how he does it. Okay, that makes sense. And then next time you're the number one and he's the number two, so he can step in, mute you and fix anything that you fuck up.

Right, Right.

You know, that's what I've done. I've done that with Anthony tons of times. Like, hey, I want you to shadow me in this.

Cool.

I'm selling, you know, a management offer or something like that. And then from there, like now he just does it by himself.

Yeah.

You know, so like that's a much easier way of doing it.

Okay.

And like, Like, I mean, I'll definitely get him to do that or if I still can get that organized. So in terms of like, like, once you understand the motivation of, let's just say why the guy wants his team to be trained. Like, and you haven't gone to the next level guy, like, when do you start, Like, I take it on the call. You start selling him into why he should move you up. Or like, how do you go about the selling to that person?

Same thing. You're just looking for their motivation. Okay, man. Like, what is it that you would like out of this? And why do you want it? Like, just go through.

No, like, once you understand the motivation.

Though, then from there you have to convince the guy to, like, the sale is then pushing you to the next guy.

Right.

So it's like setting up of next steps. So what happens if we don't end up being able to actually do this? Like, what are the potential ramifications for you and the company if, like, we don't. We're not able to get this training to these people?

People?

Well, that'd be shit for these reasons. Okay, well, so you feel like this would benefit xyz? Yes. Okay, perfect. So from here, and only if you think it's appropriate, what we can do is go ahead and set up a next call with XYZ person so that we can have a better understanding of how we can help to advance the company. And not only that, but also you being able to xyz, would that be appropriate or how would you like to proceed from here? That makes sense, right? Just a sale within a sale, you know, like, especially when you're, like, working with, like, a big company and you're like, you're trying to get up through the ranks of, like, departmental heads and stuff like that. Like, it's just. It's got to benefit everyone, you know, because then they become your advocate.

You.

Know, but, like, that's going to be a, you know, 150, $200,000 deal. So I guess it's not going to happen. Super quick.

Yeah.

So good job. Get her done. Yeah, Just reach out to Anthony if you have any questions. And you're better off getting help and ensuring the deal closes than just trying to kind of bumble through. You know what I mean?

All right, cool.

Next question. Yeah, I got.

I got one. So someone new coming into a new account, like, what would be. What would be, like, your initial, like, first thing you would suggest them to do to be in the Fastest to get. Get up to speed the fastest. So that they're actually prepared to start taking.

First thing is obviously like having a very, very good understanding of the offer stack.

Right?

Like really, really good understanding of the office stack. I'd probably have them. I'd probably have them write the script. So like as in take the script, right, and then rewrite it like themselves, word for word, do the whole thing out, have their own version, not copy and paste it, rewrite it word for word. Write the entire offer stack at the beginning and then re. And then write their pillars and exactly how they're going to present it, like for each offer, you know what I mean? Then from there I'd have them go through the portal. They don't have to absorb all the information, but they have to have a good idea as to what the client journey would look like. And then I would have them go through all the funnels. So, like, then from there you're going to have an idea as to like, what type of prospect you have coming in, what problems the marketing is addressing, how far through the, like, the levels of awareness the prospects are going to be. You'd have a really good understanding of the things that you're going to be saying and the problems that you're trying to be pulling. I would also have them listen to like, successful sales calls of like, okay, perfect, like, this is it. And then from there I would do a few role plays of like, where it's like the very specific role play of the regular client avatar in which that person is going to be coming up against. Once I had that, then from there I would just kind of like let them loose. I probably wouldn't fuck with them for the first week and I would set expectations. You will close nobody. That is totally normal. This is part of it. Like, don't, don't worry about it. I would also tell the business that we're working with, hey, this is a new guy, he is good. But this is obviously a new offer. I do not want to hear anything but positivity towards this human being for the next 14 days.

Right?

I will be managing this internally. But like, no one comes in and just closes deals day one or it's.

Very, very rare, right?

All those people have jobs. So like, and I would create a Runway for that person to be really successful. And I would do a lot of, a lot of call breakdown in that time and then the moment they got a sale, I would have them listen to that sale over and over and.

Over and over again. Perfect. Yeah.

This will Be in a podcast. So we can just.

Yeah, that's why I wanted to get this. I want to get this one down.

Yeah, like, what that does is that's like, if we have a look, it's like, okay, they have an understanding of what the client will experience when they become a client. They have an understanding of, like, exactly what they're getting. They know what process a client needs to go through in order to become a successful from prospect to client. And they know what they're doing to be coming from a nobody to a prospect. Like, so you've got the entire client journey there. And that is, like, that's how you start to break down the understanding and the psychology of someone who's coming through. Because, like, every offer is different, you.

Know.

Just kind of is what it is.

Yeah. Gabe. Gabe.

Yeah, Matt, you mentioned yesterday that when you're listening to other people's calls, don't listen for the words, but listen for why they're saying those things. Right? But when you're breaking down your own calls, what are you. What specifically are you looking for? Because it's your own voice, you know, why you did things like.

Yeah, that's the reason why it's so powerful. So what you want to do is you want to have a look at your decision tree and how good it was. So that's how you. Like, that's how, like, that's why you really should, like, you. You should get a lot more efficient on. On accounts because, like, you're only dealing with 3, maybe 4 max type of people. Like, it's just not that. There's not that much variation of everyone's an individual who comes through, but the type of person and the type of problem that comes through, it's. It's all like, you know, it's just like a Mr. Potato Head type thing. Like, there's just not that much variation.

Right.

So I, After a while, after enough sales calls, you can go, okay, you should be able to identify pretty quickly what type of person you're talking to and what problems they have. Therefore, what are the most obvious objections that are gonna be happening from that? So, and, and, and how you do that is like, when you listen to your own call, you, like, I listen, it takes a long time to review one of your own calls. Like, takes like a long time. Might have to do it over like two or three days because, like, what you wanna do is you wanna listen to it, like one section of it and then go, okay, I asked it this way and I got this response. And then like, you know how like when you're in the shower and you're like pretending to have arguments with people, I think we can all agree that.

We do that, right?

So like where you go over every iteration in your head, right? That's what you need to do. So you're like, if I asked it this way, would he have answered that differently or would she have answered that differently?

And you're like, okay.

And you're like, you know what, actually, really? And then if you go up and you. Because you start to see patterns, if you listen to enough of your calls, you'll be like, okay. Every time I ask it this way I get this response. So then you're like, oh, okay. This line of questioning and this tonality and this pacing gets this answer majority of the time. So if you need that answer, you know how to say it, right? And you just go through step by step. And then like. And then what? Your aim is to like just reduce. So it's like, man, what a useless question. And if you listen to 10 of your calls and you ask a question and 10 of the question and 10 of the answers were useless, or even 8 of the answers were useless but 2 were super powerful, that's just not a good enough ratio. So just remove it.

Makes sense. Yeah.

You know, then from there you just start, you start slicing and dicing your script down to like the most effective possible thing. That's where like my version of any PQ is very different to like Jeremy's. It's the same thing, but mine's so much shorter. It's so much shorter. But like mine is very laser specific for like high ticket coaching sales and like high ticket sales and fitness.

Right.

Like, it wouldn't work as well in insurance. Like an insurance, for example, like you have to have some of the preamble at the top because like, there's a lot more like logistical things that need to be done in the sale.

So.

So I would have to re acclimate myself to sell that that way.

Right.

But for the stuff that most of us are selling here, that my way works pretty well because it's such a highly emotionally charged sale. The shorter the conversation, the more chance you have of writing the emotional wave and benefiting from it. Whereas like every sort of two to three minute preamble that you have throughout the conversation stacks up to 10 to 15 minutes, which then for me, I'm not able to carry that emotion as long. So for me, like an ideal time to pitch is 25 minute. 25 minutes is like if you can pitch at 25 minutes, have a three to four minute pitch, wrap it up within like 35 minutes, you're totally done. You have a 45 minute call booking, you've got 10 minutes to do admin at the end, have a coffee, drink of water, whatever it is, go to the next one.

Right, Makes sense. Yeah.

Cool, cool. Jonathan. Hi Matt.

I just wanted actually to thank you and also Shane for what you just said about the newbie because he was actually helping me out and what you just said actually just got all the anxiety and the pressure off of me starting and not being afraid of messing up. So it's actually something that. Thank you Shane. Because I was here listening and like so soaking in everything without having a specific question. But it like really opened my eye on. Just get into it, you'll mess up. It's okay, it's part of the plan. But here's a great way to start.

So.

Yeah, thank you.

Yeah, no worries. I'm going to take it all back, close the deal today.

Just kidding. You're fired.

No, it's the truth, man. Like I think anyone that expects, anyone who expects a sales rep to come in and day one, knock it out of the park has a fundamentally poor understanding of how sales and marketing works. Anybody with a reasonable knowledge of how these things work and how human beings operate. Like, I mean, Jesus. Like that's why they have red shirt freshmen's, right?

Yeah.

That's why they have 10 day contracts and two way contracts in the NBA. It's like some people just need the G league and the summer league and all that kind of stuff. It's like yeah, people don't come into the NBA and knock it out of the park, guys. Like we need it needs to be a ramp up period. Like it is what it is. So the only downside is like unfortunately like we have to try and squeeze that time down at like two, say two weeks because there's no free leads. That's the hard part. Right. So the good thing is the more due diligence you do, the more work you put in, the more calls you listen to and help you ask for and things you dive deep into and really set yourself up in the highest professional manner. You're putting yourself in the best possible position to be able to succeed, which is all any or anyone can do.

Yeah.

But you got a guy to kind of leave the charge over there and Shane, like he is. You're in a good, a good way.

Well, thanks guys.

No worries.

All right. Anymore. No. Sweet. All right.

Like we don't need to go too much longer. You guys can get back to doing your lives. That's good, though, guys. That's good. That's good. Questions?

Sweet.

To the bait. If you need anything for me, let me know, like subscribe and notification bell. All that kind of good stuff. Give me money in some way, shape or form. All right, guys, I'll catch you soon.

Bye.

Put that coffee down.

Sam.