Creating and problem solving sales scirpts

Sweet. 45 minutes. I can't go longer. Last ones were like hour and something. I'm not having that kind of happen today, but okay. Uh, let me— yeah, let me pin myself and I'll get into it. All right, who's, uh, Alex?

Happy New Year, Matt. I was, uh, hold on. I just started a new offer, so I was hoping to get your feedback on the script that I've created specifically for just the beginning, being able to uncover a tangible and just the wording and whatnot.

Can you say that again, Matt Ryder?

Yeah.

Can you hear me? Yeah. Sorry. What was that?

Yeah, I started a new offer, so I pretty much created a new script. Just want to get your feedback on Intent and pretty much figuring out why they're there. Cause I was having some trouble today, just uncovering a real tangible that I can build the rest of the call off of.

Okay.

All right, cool. So you want to share the script or you want to do a role play?

Uh, share the script.

Okay.

Go for it.

So here. Do you see this?

I do, sir. Yes. Okay, let's do this in a roleplay format. All right, who wants to be the roleplay partner? Marco, you want to do that?

I can do it.

All right, cool. So it's, uh, what's the offer? It's a stock trading offer.

It's pretty much investment, investment coaching and stock trading.

Yeah. Okay. All right, perfect. What's the context of how they come in?

Context, multiple ways, webinars, and then they're also seeing YouTube ads.

Okay, perfect. All right, let's go. Is this a set call, closing call, outbound?

Set call.

Okay, cool.

And specifically my—

so outbound or inbound?

Outbound.

Okay, cool. Let's go.

Who am I roleplaying with?

Me.

You?

Hey Matt, it's Alex with Felix and Friends. How you doing?

Yeah, I'm doing good, thanks. And you?

Good, man. Yeah, I'm doing pretty good. I just saw you had reached out to us about 2 days ago about some, uh, getting some possible help with investing, you know, maybe try and get better returns or more consistency. Is that right?

Yeah, something like that.

Right on. What did you see from Felix that made you want to reach out and get some info?

Yeah, I checked out one of the webinars. I didn't get through the whole thing, but I saw about the first 15-20 minutes and I kind of—

okay, okay, right on.

And just because, you know, we do speak to a ton of people with a lot of different levels of experience, would you say you're still fairly early on in trading and maybe you're just trying to build it up the right way, or you already have experience and you're looking for more of like a refined strategy to improve your results? What are you actually looking for here?

I mean, I haven't really done any active trading. Like, I've got some bags that I've built up over the years, so it's more like long-term stuff. But I'm curious to kind of look at more active ways that I can get into it.

Okay, so what's kind of the intent then behind, uh, you know, wanting to actively get into it more? What are you looking to get out of that?

Yeah, just to be trading more regularly and, you know, making some more regular profits.

Oh, more regular profits.

Okay.

And, uh, what have you seen so far that makes you feel like maybe the profits aren't as, you know, regular as you'd like to be.

He's not, he's not trading.

Oh, he's not?

Yeah, he said that he hasn't done— hasn't traded, right? So I think, I think, um, you know, I think I would, I would go for like what's— I, I really like like what's changed recently, you know, um, to where you want to start getting into that. I think it's just an easier question, um, I think that your bucketing question was really good. I think the whole script is actually quite good. I just think that maybe like those two intent questions are fine, but I think if you're getting kind of non-specific answered, have like an emergency question where it's like, well, what changed recently to where you really want to start? Because like he isn't trading at the moment. That was the role play.

Yeah, right.

And so you're going to go, oh, like what shifted recently to where you actually want to start kind of getting into trading then? Right, so like you need somewhere to go with it. So I think all of this seems fine, right? It's a new offer, um, so I think all that was fine, the role play was fine, um, I just think that don't be so militantly stuck to the script, right? And then maybe add in that question where if somebody isn't doing a lot at the moment, then you add that. Yeah, or if you're getting super vague answers, ask that to kind of start pushing them down.

What do you mean, like, ask the what's shifted question?

Yeah, so like, if you're not getting good answers, then ask the what shifted question, right? Or if they're not—

okay, because—

or if they're not doing anything.

Okay, because— and so what would I do for situation then? Would I go like down the biz op route, or would I just skip that all and go down to what's shifted without even really worrying about the Yeah, I would do that.

Okay.

And last thing too, cuz what I noticed today through all the calls, especially in the beginning with my intro, I was getting so much vagueness to the point where it felt like it didn't even make sense to use the bucket question or the intent question. So what, what, what, what, what would you say I should do in the beginning so I can—

The bucketing question should always make sense. I mean, it's hard to say without listening to the, the things. But, um, I mean, you're giving them a lot of options. Seems like you reached out about possibly getting some help with investment or maybe getting better returns and more consistency. Is that right? Like, there's a lot of things there. So I would, I would just say some help with investing.

Yeah. Okay.

Right. And I would ditch the possible, right? I would just ditch it. I don't think you need it. Right. And then just go like, is that right? Yeah.

Sweet.

So like, what are you looking for? Then if they're like, oh, you know, then you can bucket question, right? The bucket question is designed to put people into a bucket, so it has to be clear. Yeah, for one of these reasons, they're looking for more profit, uh, that they're currently trading, looking for more profit, or they're looking to yada yada, right? Do you mean— yeah, sweet. Well, so what's— so what's your intent? So that, that, that will flow well. So make that Initial question simpler, like reduce so many variables out of it. Okay. And then from there, like, have your bucket question be more of a bucket question because you've already put them into a bucket. Would you say you're fairly early in trading and trying to build? Like, people usually come to us for one of these reasons, bang, bang, bang, right? So then it's like, well, you're actually bucketing. Okay.

Um, and one more thing for my webinar And is this a good, good opener for, you know, if a lead has opted into a webinar?

It's fine.

You're a fast reader.

Oh yeah. Cool.

Thank you.

That's fine. Yeah.

Easy.

All right, let's go. Uh, Peyton.

What's going on, Matt? Can you hear me?

Yeah. Sweet, sweet.

So I had this, um, call today. He was the most A-type prospect I've ever been on call with. Um, it was kind of crazy and I'd love to get your, uh, do a call review and kind of let me know what your thoughts are on my by like tonality and then also trying to break the preoccupation and setting the tone for like the rest of the call because he was just straight like wanting to get to the point. Like, what do you guys do? What do you guys do? I was trying to shift the focus back on him, but—

Okay. What do you mean by break the preoccupation? Sorry, I don't understand what that means.

When they're kind of in their drone state of just like, what do you guys do?

What do you guys do?

Like shifting or like breaking their pattern.

Yeah.

Like I'm from door to door. So like I say break preoccupation, like—

Yes.

And, uh, yeah, I just love your— it was the most age I've ever had. Funny enough, actually, I'm kind of glad I'm on the call with, uh, you specifically because it kind of reminded me of you a little bit.

Yeah. Um, yeah, Marco, you can go next, buddy. You can go next. I'm going to record the computer. I don't know why this keeps coming up. Yo, Q, what's happening here? I don't understand.

Zoom, give me a lot of that.

Okay, there we go.

Okay, if I sent you the recording, I just can't screen share my screen, Matt Ryder. Should I send it to you?

Uh, in the—

would you be able to share your screen?

Sure. Okay. 2 seconds. Just logging in. Yes, yes. Apparently I can't open it.

Oh, you can't open it?

You haven't got it set to public. Sort that out. We'll go to Marco and then we'll come back.

Okay.

Um, okay. Uh, Marco, come in.

Uh, curious to check out, uh, tonality and just the opening of that script you helped me adjust from last week.

Okay, cool. Make sure you share the tab, otherwise you won't be able to share the audio.

How do I do that?

So it's when you do the sharing settings, you just go to— instead of sharing this, screen, share the tab. Must they fix that?

That work?

Yeah, that's better. No, you can't hear me.

Can't hear?

No, you got to share the tab or make sure that you're sharing the audio from that tab. All right, while you figure that out, I'm going to go to this one because I've got this one. Boom, boom. Hello, my bad.

Good, you?

Not too bad, all is good.

Awesome. Um, can you hear me?

Just FaceTiming me just now.

Yeah, that might have been me, or it might have been, uh, yeah.

Okay, cool.

Yeah, um, cool, man.

Well, how was your New Year's, by the way?

Good. New Year's was good. Um, busy but good. It was, uh, snowboarding and—

nice, nice.

Back down in Miami now, and, uh, yeah, I can't complain.

How about Oh, just working.

Different.

Yeah, just working every day. Yeah. I took a look at your application. Like I said, a bit of context about sort of where you're at. I know you want to recruit. You mentioned 5 more canvassing reps and then 1 to 2 normal reps and then an assistant. Is that sort of where you're at right now?

Just like, yeah.

Yeah.

Yeah.

Okay, cool, man.

How can I help?

Yeah, I mean, again, looking to bring on 5 or 6 and, you know, those kind of churn out a little bit more. So probably trying to hire a little bit more than that. And then, yeah, I wanted to, you know, A+ sales reps and kind of looking to kind of build and grow and hire and find good talent. And curious, kind of a little bit more.

So straight away, if you recap exactly what I want and then say, how can I help? It's a difficult position for them to be in. Like, they can only really say what you just said. If you keep it more broad— you guys hear me right? Yep.

Yeah.

If you keep it broad, you're like, hey, looks like you're looking for some help recruiting. Is that right? Sweet. How can I help?

Okay.

Right? Like otherwise, like it's, it's what the fuck am I supposed to do with that? Fair enough. Yeah. You know, you want ABCDEFG? Yeah. How can I help? Uh, I want ABCDEFG. So now it's kind of weird. So then what you do is you probe on the things that they've said and that's how you start the process. You know what I mean? So it's like, hey, let's see, you have recruiting, is that right?

Yeah.

Okay, cool. How can I help? Oh, we need some this and this and this and this. All right, cool. And what did you see that makes you think that we can help with that? So now it seems like a more natural conversation.

Yeah, that makes sense.

That makes sense.

On your background and what you guys do and what kind of your expertise is and, you know, where we can work with you.

Yeah, cool, man. Um, just so I can help you get the most out of it, what do you feel like you need, I guess, more help with specifically, like from someone like Bryson to like get those reps that you want? Um, I mean, hiring and finding good talent, bringing on good people, more quality, I guess.

Yeah.

Okay.

What have you seen previously makes you feel like you don't have the, I guess, quality of reps that you want?

Like right now we're small, so we're looking to grow. So we're trying to bring on more people. Um, I don't think that there's an issue. We haven't gone out and pushed for it hard ourselves. I can start messaging on LinkedIn and going at it, which I will soon. That's just something I haven't tackled yet and came across your guys' ads. So I was like, all right, well, let's, you know, fill it out and see what they say. See what you guys are able to do and if it makes sense, or if it's better and more efficient for me to do it myself. So, you know, those are the two things I'm comparing between.

And cool, cool.

Yeah, it sounds good, man. Um, what are you doing right now? But like, guide me through your, your, your process. Um, what I'm going to do, Max, I know you want to get down to the point, um, of everything and see if it does work. I want to see if Bryson could help you out, and if you can, we'll make a game plan. If not, then I'll just kind of point in the right direction.

So I think, I think from there you should have just said like What's changed to where you want to, like, you haven't done anything. He said that, like, he's small, they haven't been doing much, right? Like, I would just do the what shifted question there. Okay, what's changed now to where you want to start kind of like putting a more, I guess, more formalized process into place to ensure you actually get the quality, right? And they're like, yeah, well, this, you know, the problem is like that intent question, like a lot of the time, the way that people are wording it, like it's an odd question. What may— like, what has you feeling like you're not getting the— you know what I mean? Like, it's an odd question, like the experience question. Yeah, it's just odd, you know? So you sort of got to word that a little bit differently depending on how they're coming in and what they're saying, you know? So like, I don't know how to answer that question. Like, if we kind of go back, and I want everyone to think about like what their question is, you know?

It's like, there's an issue, we haven't gone I mean, hiring and finding good talent and bringing on good people.

More quality, I guess. Yeah.

Okay.

What have you seen previously makes you feel like you don't have the, I guess, quality of reps that you want, like right now?

Like, what are the answers to that? The answers are we've had shit reps, or like, I don't know, I don't like—

we've had trouble getting XYZ reps, or like this many reps, they came on, they left, or—

yeah, but that's an odd— but the way that it's worded So when you, you wouldn't even ask it at all for this guy, you could say it and be like, okay, so what have you seen specifically to where like, like, or like, is there a particular area where you're not getting good quality? Is it more quality or quantity? Are you not getting, I mean, like the question is sort of different. You know what you want, so you know how you want it answered. I don't know how to answer that question. So like, then I kind of have to start, it's vague, so I have to kind of grasp it. What I think you mean, which immediately kind of like, if it's me, it puts me off a little because I'm like, I don't fucking know, mate. It's like when people go like, you know, okay, like, well, why— like, if you go to a trainer, why haven't you lost weight? I don't fucking know, mate. That's why I'm here. Like, you're the expert. Fuck you. Yeah, you know what I mean? Like, that's, that's where my brain goes immediately. Like, I'm like, I don't like that, you know?

So Well, these general answers he's giving me, like, he just said, I want to help you more.

I want to get more. You're giving, you're asking vague questions. You know, like, they're not bad. They're just a bit vague. They just need to be wordsmithed a little bit. And if you want someone to really clearly go into a particular funnel, you need to make it easy to answer, you know? So, or you make it vague and then you probe them down. Right. So, but if you sort of ask a semi-vague question, like an overarching question, you don't probe them down and which you can't script, then it's just going to be like sort of semi-vague, semi-vague, semi-vague, semi-vague. And then at some point you're going to have to do some sort of course correction to get them back on the track that you want to get. So it's sort of like, it's a difficult way of doing it, you know? Whereas like, you know, if, and you can't be married Like, like the order that you ask things, you have to be okay with asking them in different orders contextually to the conversation that you're having. So maybe you go down and then you go back up. Right. So you go, okay. Like, so what are you seeing, man? You getting like just lots of candidates, but they're shit. Are you getting not many candidates, but they're pretty good. Are you getting no candidates? And the ones that you do get are shit. Right, you know what I mean? And it's like, that's like brass tacks, you know? And so it's like, yeah, no, we're not really getting much. Okay, is that you're not trying to get any, or that you just haven't figured out a way to get the ones that you want? Well, we're just not trying. Okay, well, what's changed recently to where you're like— see how like I'm— it's a choose your own adventure type thing, but it's like, I'm gonna, I'm gonna work you down. And I know a couple different ways because I know the intent of where I want to go. And if he's like, no, we have tried stuff. Okay, so what have you tried? This? Why do you think they didn't work? Was there one that did work? Was there components of it that worked? Okay, cool. Because I don't want to, like, I don't want to waste your time and have you redo the same shit over and over again, right? Like, I want to actually make sure that we can help you.

Okay, perfect.

You know, all right, cool. So, okay, so, like, what about it didn't work?

All right, cool.

What are you looking for? Like, what's the outcome? All right, cool. You know, so see how, like, I can navigate that little area? Because the top of a call is the most difficult part.

Yeah, no, for me, for me, 100% it is. Like, I can do like, emotional is fine, emotional. Like, the first part is just weird. Like, I don't know, I just—

yeah. Um, so it's because you've got to understand what you're doing. So like, um, you're, you're going from like quite wide. And remember, if you ask a question like, how can I help, it is the most difficult opening question you can ask. Right, so that is like ninja level. It's what I do, and I always say I do it, I don't recommend people doing it because it is really difficult to get people on track. But my style of selling is all probing based. Oh yeah, why is that? You sure? For how long? But when? Oh, why? Okay, that makes sense. Well, what's changed?

Oh, now I like that style of selling too. Like, it's just— I enjoy doing that as well, but it's like, it's like hard to get to that point.

Yeah, but I'm 40, almost 42. Years old. No, I know. So I guess like, for as long as you've been alive, you know, so like, get some time up, you fucking lid, you know, right? Allegedly, you know.

Okay, so, um, you said start very vague and go kind of more in, so I guess my first question was too specific.

You—

no, no, your first question was like, how can I help, right?

So like, the recap was too specific.

Yeah, you went specific into vague, which you can't do that, you know. So You sort of, you have a, like a decent grasp of what you're doing, but you're just kind of like, what I want you to do is I want you to like remove the, I want you to go more overarching in your first question. Right? So don't give them so many, give them like one thing.

Yeah.

Right. And then start to try and work your way down, remove the how can I help? Right. So it's like, hey, looks like, looks like you're looking for some help with recruitment, is that right? Yes. Okay. Um, and then go into like the rest of it, right?

What's your next question after that though, instead of how can I help? Well, I mean, like you said, like giving them like, do you need help with more reps? Like, so lay a couple options on the table for them.

Yeah. So that, that, that's when you go into like a bucketing question. You would just go like, okay, you know, and, or they might do, cause they might just give you the thing like, hey man, we're really struggling with getting quality people in. We're getting tons of people. We're just not getting the right at once.

Okay.

Right. And then you're like, fucking cool. And they just, I'm gonna, I'm gonna slide down there. What have you been doing? Right. I've been doing this. How long have you been doing that for? This long.

Okay.

Um, like what about it besides the fact you're just not getting quality? Like, is it, are you getting any quality candidates? Is it no quality? Like, like you need to understand their current situation. Right. And then it's like, okay, cool. So like, what did you see from us to where you're like, oh, I think these guys can help me get better quality. Because like you, you want to attach the problem and, and then start talking about the problem a lot. Like the end of your sentences is like, to get better quality, to get better quality. So when you get better quality, like, what do you want from that? Like what's the trajectory of the business? How many people are you gonna want? What, like, what, like, like what's the goal? If we're sitting down in 12 months, like what's success? Like what's happened? How can we shake hands and you give me 35 different referrals? Like, how do we, like, what's the outcome that happens there? You know? And so, you know, start making it clear and have some, everyone should have more than the questions on the script in their head, ready to ask if you don't get the answers that you want, whether it's asking the same thing in a different way, you have to not be okay with moving on from the question if you didn't get the answer. Right? And, and you sometimes you can go, oh dude, sorry. Like, like if I go, um, what happens if you go to your partner and she says no? They go, well, I don't think that would happen because she's really supportive. And I go, oh sorry, maybe it wasn't clear. Now what actually happens if she says no? Right? Because the first one was not an answer to the question. I didn't ask, do you think your wife's going to be on board? I said, what happens if she says no? Right? So I need that answer. Well, I don't think it would happen. Yeah, what if it does though? Well, I just don't think it would. Okay, what if she had a really shitty day at work and she was super pissed off and she was like, fuck you, right? What happens then? Well, I guess I'd have to do it anyway. Well, why would you do that? You know what I mean? Or go, well, I'd have to convince her. Whose responsibility is it to actually get the outcome? You know, so you can— then you're going to go down a different tact depending on the answer. Yeah, yeah, yeah, that makes sense.

Okay, yeah, that makes sense. So yeah, cool, thanks, Matt.

All right, cool. Uh, Marco?

Yep.

All right, let me know if this works. Okay, cool. So I guess give me a bit of a sense, say, like, what's kind of the main problems you're having as far as your sleep goes? I know sometimes I speak to people and like they struggle to get to sleep other people struggle to stay asleep, or it might be something else. Like, what do you—

Yeah, these days I'm having a hard time falling asleep, uh, kind of tossing and turning, uh, several hours sometimes. I—

For several hours?

For several hours, yeah.

Oh wow, man. How long has that been the case?

This actually— what happened was, uh, my doctor prescribed this Trazodone.

Okay.

For sleep, and it was working well. And then I thought, I mean, I didn't want to take medicines anymore.

Yeah.

So as soon as I stopped it, it seems like I was just reading upon it that it causes this severe insomnia if you stop taking it suddenly.

Yeah, right.

Why it is happening for last couple—

just so I've got some context, like how long has it been since you've stopped taking it and you've been having this Couple of days now. A couple of days?

Yeah.

Okay.

And I guess what was the reason for taking it in the first place?

The first place was again the sleep issue. I was not getting good sleep at night and staying awake. So, and then I think I was taking this other medicine called Q— this is some kind of a new medicine, QEVQ or something like that. Okay. And that medicine is kind of a controlled substance and is expensive.

So yeah, got it.

Not covered by insurance. So I think I tried— I mean, I talked to my doctor and he said let's try that.

Got it.

Okay.

And the medications that you were taking there, like, how long were you taking them for? How long has it been?

Why does that matter?

Because I was trying to get a sense of like, has he only not slept for the last 2 days because he just got off his medication, or like, what's the actual, like, long— like, what's been happening for him before.

So why don't you just ask him how long has he had sleep issues for? Why would you tie it back to the meds?

Because I was— I, in the moment, I wasn't entirely clear on whether it was just him coming off the meds and, like, he's only not slept for 2 days, or if the meds was what he was taking to sleep better because he had sleep issues prior.

Yeah, so I would— if I were you, I would avoid— I try and avoid those medication type stuff when I get back to the core problem. Which is like bad sleep. Because, you know what I mean? So like, what does bad sleep do to you? It makes you cranky. It makes you less productive. It makes you dumber. It makes you live less long, right? You die faster. All these things, right? And so like, if I'm doing, I'm going to be like, fuck, like how many hours? Shit, man. What's that doing to you? Straight away. I'm like, you all right? Blink twice if you're okay. Break the mood a little bit. Right? And you're like, oh mate, we can put some mood music on, you can have a little nananap right now. Yeah, I mean, but like, you know, like, how long have you had sleep issues for? Okay, cool. What have you tried, mate? Tried this, this, and this. Did any of them work? No? Okay, cool. Yeah, we see that a lot, man. Like, doctors are trying to put Band-Aid solutions and just kind of like medicate you to sleep, but like, we know that like you wake up feeling just as shit as what you did if you didn't sleep, right? Cool, man. So run me through, like, like, like, what, what is it actually doing to you? Like, like, what, what's happening with the sleep? I know when I don't sleep, I feel like shit. I'm cranky. I'm a worse husband. I'm a worse father. I'm less effective in my job. And like, you know, as someone— I have suffered from insomnia. The Army, the Army teaches you how to sleep. It's literally one of the things you learn, right? So I fall asleep super quick now, but it used to take me hours. My son takes hours to fall asleep just like I did, right? So, right, you know, but like, yeah, like again, guys, like, you know, if you can ask questions contextually, like you don't have to, like you don't have to be stuck in a spot. If someone, like, this is an emotional thing, it's like sleep, like he's fucking tired, you can tell, right? It's like, hey man, like, what, that's a long time, man, you're right, what's that doing to you? Like showing empathy to someone is not like, okay, now we're in problem awareness. It's like Yeah. You know, because we can ask a couple of questions that are problem-based questions and then we can go into situation. We can tie that off. We can go into like our, okay, like people come to us for this reason, but we can probe and ask questions. It just makes it a more human experience.

Yeah.

You know, so like avoid rabbit holes that aren't going to change the prescription of what you give them. Yeah, right. If the medication changes what you do with them, then go talk about it. But if it's sort of a nothing burger in the overall grand scheme of how you would— of what you would sell them, it's, it's an unnecessary rabbit hole.

Yeah.

And you, you've got, uh, connecting— let's say if we go NEPQ style, connecting questions, situation, problem. These are questions. Now there are phases, but you are allowed to ask any question in any phase. There is no rule. No one's going to arrest you for asking a consequence question in solution phase or— Well, like, has that been going on for a while? Do you really want to fix that? Commitment question. Are you sure though? Yeah. But now or later? Later. What happens if you don't though? Well, I'm just going to fucking keep sleeping and shit. Okay. And just so I can see the rationale behind why you might be looking for someone to really help you. See it like, I can do that. That makes sense. It's totally fine. I haven't been arrested by the NEPQ fucking Gestapo, you know? So, um, and, and freeing that up to be more conversational is a huge benefit. And, and that's why you want to, like, you want to know your script, but you want to know your script well enough to be able to ad-lib and add without having to, like, write it down.

Yeah, that makes sense. Cool, man. Appreciate it.

Okay, awesome. Let's go with that. Yeah. Yeah.

Wanted to do a partner objection roleplay. I'm struggling with some of those.

Okey dokey. We'll go David, because you're going to go next. Sweet. We're going to have to bang these out. Okay, so David, you'll be the partner.

Okay, so let's just assume for this as well that money's out the way. So just pure partner. So David, if your partner was here right now and they were all for it, would you do it? Do you feel like it would kind of get you to that next level?

Those are two very different questions. You sure you want to ask them together? Which one's he gonna ask? Does he get to decide, or do you make him answer both? Oh yeah, fair.

I'll make it more concise. Yeah, I guess, David, if your partner is here right now, they were like all for it, would you actually do it?

Yeah, sure.

If I think it's gonna get me where I want to go, yes.

Can I ask why?

Yes, because what you told me, XYZ, I know it can help me, like, probably help me get that result.

Fair.

Sure.

I guess for you, how does your partner kind of like feel about you kind of getting the right training and learning that skill set to really like kind of make more income for the family? Are they supportive, or—

yeah, for sure. I haven't discussed it with her, the details, to be honest, but why wouldn't she be?

Fair.

If I could ask then, what are you gonna do if you kind of go to her and she maybe doesn't want you to put in the funding to kind of like get the right skill set?

I can tell you the problem right now. Does anyone have a crack at it? This is why, this is why I make, uh, so all of your language is definitive in nature, right? It's trans, it's transaction and definitive, not transactional, right? It's, it's based on getting the transaction and it's definitive. So it leaves you, uh, definitive means like, um, It's a yes or a no, right? So what you're saying, instead of going like, hey, you know, if your partner was here and she had all the context, do you feel like she'd be, you know, on board with you getting the skills too? Or like, do you feel like, you know, she would be on board, right? So, but what you're saying is like, if she was here and on board, would you do it? I see. The would you do it part makes it a much more intense question. And like, it's very early in the objection of the partner. It'd be like, it's like going like, hey, money aside, would you do it? Right? That's not the question I ask. I go, money aside, do you feel like this could be the answer for you? Very different question. One is like, would you give me the money? And one is like, do you think this could work? Then what I can do is I can chunk them down into more definitive statements. Right, yeah, I mean, but if I start there, it's like me just going up to a random chick at a bar and go, do you want to fuck me? Instead of like, hey, can I buy you a drink?

When you said sometimes, well, do you mean like the, like the questions after, like why the, what in specific?

Yeah, so like you're gonna increase, so you're gonna like, you need to be the— in objection handling, your questions can't be based around getting the money or making the sale. It has to be based around like the idea of doing it or like making the change, right? So it's like, hey, if your partner was— do you feel like she'd be on board with you, you know, doing something like this, right? Or, or do you feel like she would be on board— like the one I use is like if it's a coaching program, learning the skills, okay? Because I'll give you an example. Everyone I'm sure is all for your partner winning a gold medal. Like, like in the Olympics. Yay! Do you really want to be married to someone who's trying to become a gold medalist? That's 4 AM starts. That's complete self-obsession, right? Nothing else but them and their goal matters. You will come second or third every single time. So although I would love my wife to have a gold medal, I don't want to be married to a chick who's trying to get a gold medal because like, who's going to cook my fucking dinner? Right? So it's like, that's very different. You know what I mean? A lot of women want a very successful man. Not a lot of women want a dude that is really successful because they have to fucking work a lot and like sometimes they come second, right? So again, like that's the sort of thing. So it's like, hey, if your partner was here, do you feel like you should be on board with learning the skills to be able to? Yes. All right, cool. Let's say you go to her and you're like, hey, this is the best move, and she's like, no, I don't think this is the thing. What happens then? So instead of saying like, would you do it if she says no, will you do it, right? You go, what happens, right? So you see the difference? Like, it's one is inviting of conversation and one is leading to a combative back and worth, right? So you need to look at your script and be very precise with the words that you use and go, am I forcing this person into a corner? Now, if you're doing that intentionally, that's not a bad move. Like, down at the end towards it, you're gonna fucking put the thing on him and go like, like, whose decision is this? Are you going to do this or are you not? Right? Like, but that's at the end. So you have to get through, you have to like sort of It's playing the game.

It's more neutral in the beginning.

Yeah, exactly. You've got to go from neutral to more sort of certain, right? Because, you know, you don't want to— you want to dismantle the idea of having to talk to the partner before you ask for the transaction. And that's like with money. It's the same thing. Money aside, you feel this could be the answer. A lot of people go, if you had the money, would you do it? Is it like, what is this fucking stupid question? It sounds the same, but it's like very different. Mm-hmm.

That makes sense.

That makes sense. So that's your problem. Like, and if you're doing that across all of it, you have to sort of neutralize that language and just be more patient. Fair.

That makes sense. I'll implement that. Quick thing as well, because with partners, sometimes, usually most of the time I'm speaking to, you know, wives who kind of need to speak to their husband. Who's obviously like the breadwinner and stuff in that situation, because obviously they don't have the funding. Would you just like book in the follow-up for that specific scenario just because obviously they're not the breadwinner?

Uh, I mean, you can like, you can still have them buy. Is that what you're asking? Like, even though they're not the breadwinner, they can't make the transaction?

I'll add more context. If they say, if the answer to the question of what if you go to your husband and they say no? If the answer is then I wouldn't do it, would you just book the phone? This is biz op.

Biz op to women?

Just to everyone. But usually when I get partners, usually to women.

Yeah, sweet. Like, you know, you just go through the same process and it's like, you know, and then you just got to remember, like, Sometimes they can do it, sometimes they can't. Like, I've had an alarming amount of fucking, uh, conversations with women who have like kind of shitty husbands, right? It will get pretty scary and pissed off if they do things without their permission. So like, you don't want to be that guy. You, you have to push it but know when to be collaborative and work with her to get the husband on board, right? Um, It's probably like— I've done a bunch of videos on it, um, but you want to try to go through the process, have them take responsibility and accountability, and, and then, uh, see if what they can do without them, and then hopefully get them to make like a payment with an opt-out. It's usually going to be like the way that you do it.

I see. If the answer to the question though of what if you go to them and they say no, whether it's, you know, husband or Or why— what would you sort of do then if they say no? I wouldn't do it if they said no.

Then I would go through like a responsibility kind of frame, like whose responsibility is it to actually get the outcome? Then from there, kind of ask it again. And if it's a no, then I would collaboratively try and get that partner on board. I see.

So then have these at— okay, fair.

Makes sense.

All right, cool.

All right, we got to make this quick. Nitesh and then Sahil.

I was next. Next.

Oh yeah, you were. Sorry, David, you go for it.

Can we do a role play? I'm in education for business owners, some training and coaching. I've been like full sales, like, is it outbound, inbound?

What is it?

Outbound. That's right. People that went to our webinar.

All right, Natasha, you good for that?

Hey, Nitesh, how are you, man?

Yeah, I'm good. Who is it?

Great. This is David from Growth Institute, from Daniel's Marcos team. I'm calling you because it looks like you went through the webinar yesterday, so you can have some tools on scaling your business and eventually have more freedom. Is that right?

Yeah, yeah, I think so.

You think, or you went there just to have more context, or—

No, yeah, I did, I did look at the webinar.

Oh, great, great, man. So what in specifics do you feel you need help within the business so you can scale it where you want it to be?

Um, uh, marketing.

Marketing. And what about marketing?

If you can, like, I mean, I'm trying to get it off the ground, so I'm not really that sure, but one of the things I saw was marketing per se.

Okay, and, uh, what are you doing for marketing right now?

Uh, honestly, I'm just like posting on social media at the moment, like, just trying to get it off the ground. So that's one thing. So trying organic, basically.

Okay, and what kind of results are that strategy getting you?

Uh, yeah, honestly not much, like, but I would say like it's also the start. So, but yeah, we're trying, we're trying at the moment.

Like how many leads you say you're getting from that approach?

I mean, we only started like a week ago, but But yeah, no leads, no leads at the moment.

No leads at the moment. And how many leads would you need, like, in a month to really be a good month for you?

Okay, which part of the outbound are you struggling with?

Yeah, that's the other thing.

Sorry, Matt?

Which part of your outbound are you struggling with? Which part of the outbound are you struggling with?

Uh, no, I'm just wanting to like get feedback.

Maybe that was fine.

The problem was—

that was fine. Like, obviously you have an accent, right? But like, you spoke slow enough. I thought your scripting was pretty good. I thought the fact that he was like being a little bit vague and whatever, like, you handled that pretty well. I thought that was pretty good. I don't have a ton of feedback. I think like, are you selling in English?

No, Spanish.

Okay. All right.

Sweet.

So, I mean, I'm assuming it's smoother in Spanish, right? Which is good. Just give me your opener in Spanish.

I told you in Spanish? Yeah.

Just give me your opener in Spanish. So just like roleplay with me real quick. Just give me the opener.

Hola, Matt Ryder. ¿Cómo estás?

Bien, ¿y tú?

Muy bien, muy bien, gracias. Matt Ryder, soy David del equipo de Daniel Marcos en Growth Institute. Te estoy llamando porque veo que posiblemente estuviste ayer en el webinar para tener más herramientas y poder escalar tu empresa y tener más libertad.

It's pretty good. It's a little wordy. Okay, too much points.

Like, narrow down.

Yeah, just narrow down.

It was really good.

Tonalities good, it's nice, it's good to go. I think just narrow that down a little bit, um, and then go from there. That's pretty good. Okay, all right, all right, cool. Uh, Nitesh?

Yeah, uh, gotta— I wanna— I have a question related more so just understanding the strategy, like you said. So when I ask the shifted question and I get sort of like a recent symptom, my problem awareness, like, I do it, but I'm doing it more so from I think I've got it, but like, like, I'm not like checking checkboxes. Like, so could you maybe, maybe look at the script or just run me through, like, you know, like, because I noticed one of the things is like, you know, why they're— the approach they're using to fix their problem isn't working. So like, that's new, and so I haven't been doing that, um, as much. Like, usually I touch on it, but then I move like very quickly from it.

So What's the specific question? Like, you don't understand the problem or I don't know what.

Yeah, yeah.

You don't understand it. What's the problem that you solve?

People like it's a business coaching offer.

Okay.

So the problem is like they're not able to grow their business.

Okay, sweet. All right. And so what are the usual mechanisms that people struggle to grow their business with?

Marketing, sales.

Okay. And is that what you guys mainly focus on? Fixing marketing and sales? Yeah. Yeah. Is that what the marketing has? Like get more leads, get more sales?

Very— not so much, but yeah, they do touch on it.

Yeah. Okay. So like in problem awareness, you just want to uncover like the problem, but the problem has to be a problem that you can solve.

Sure.

There's no point like them talking about them being fat, right? Like that doesn't help you out. You know what I mean? So like all you're trying to do is get the problem, how long it's been a problem, what's causing the problem, and what impact is the problem having. That's all you need. And that can be just a couple of questions.

Okay. Now these people are like, they haven't had a growing business. It's more so like they're starting out and stuff like that. So would it still be specific around marketing or sales, or just like overall they're not going—

Well, I can't answer that question because that's a— whatever the problems of the business that it solves. But what is, what is the problem? How long has it been a problem? What's causing the problem? And what impact is the problem having? Those are the 4 things that you need in order to understand it. I mean, now whatever problem you do is depending on what you're selling. I mean, but that's going to be dependent on like the marketing, because if they're coming in as like make $10K passive income, right? You still need to know what is the problem that's stopping them from making a passive income, right? And then how long has it been a problem, what's causing the problem, and what impact is not, not being able to create a passive income having, or having an extra income stream, right? So that's all business-dependent stuff.

I understand. Okay, just so, just so I'm like a little bit clear, like, are you also saying like It's to a degree, it's like what they think is the problem and then sort of like making the problem awareness about that.

Or like, well, unless it's, unless it's unrelated, right? Like there's only a number of problems that you can solve. If they come in and say, I'm fat, my marriage is shit, and I can't get any sales. Yeah. I would say, okay, let's, you know, let's talk about the ones that we can fix today. The sales, what's going on there? Yeah. You know what I mean? So like, I'm gonna go after the problems that I can fix. Hopefully they're ones that are addressed in the pillars of the presentation.

Yeah, if I could just make quickly a specific on it. What I meant to ask was like more, so let's say if someone says guidance vs marketing. So like, you know, still like if they're unaware, I still pick just the guidance and like without the guidance they're not growing, yada yada. And if they say marketing—

The guidance in what?

So we still need to be specific to marketing and sales.

Well, you have to be specific to the problems that you solve. Like, I can't, I can't make it any clearer than that because like, again, the problems that you solve are specific to the things that you're selling. I don't know what— I know you sell business coaching. It's very ethereal, right? That could be business, it could be mindset coaching, right? For, for, for, for business owners, whatever it is, right? But like, guidance is super vague. Guidance? How so? Well, I just don't know what to do with my marketing. All right, so you're looking for guidance in marketing?

Yes.

Sweet.

You know what I mean? If they say, I'm looking for guidance in my marriage, they'll be like, mate, you're in the wrong place. What's going on here? How about we make you rich and then you don't have to worry about it? You know what I mean? So it makes sense. Like, you just—

yeah.

All right, uh, Sahil, last question. I've gone over again. Damn it.

Awesome. Um, So I'll just jump in straight away. So pretty much I'm on Committed Coaches, um, so you know a bit about that, I think. Um, the objection I've been struggling with is, um, people have been sort of saying that they just— they're waiting to get the supplement and then they'll be open to chatting again, right? Now, obviously, or, or it might be like, oh yeah, I thought the supplement works as it is, because obviously the marketing, which is all these people that are using AI on the front end, right? So I guess In terms of handling those kind of specific objections where it's like, hey, I thought the supplement does everything, and the other one where it's like, I want to wait for the supplement to come and then be open to chatting. I mean, that's obviously a push, like they're just trying to get rid of you. Um, like, I know the, like, my ideal scenario and the way that I try to manage that is being like, hey, cool, the supplements obviously act as like fuel, but then it's like the, the coaching itself is like really what sort of Supercharging.

It's very early to go into coaching, right? So if someone says that to me, I just go, yeah, sweet, that makes total sense. What we try and do is just make sure that you have everything set up so when you get the supplement, you can start using it and actually get a good result, right? Because like, what if you do it the wrong way or do the wrong things? Like, the whole point of this call is to make sure that you can actually utilize things that you bought to the maximum degree to actually get the outcome that you want. Does that make sense? Yeah, sweet. All right, cool. So what kind of prompted you to buy the supplement in the first place? With, right? So like, I'm just gonna do that. Now, if they're saying like, I thought the supplement did everything, right? Then you're like, yeah, yeah, for sure it does for some people. Let me ask you, have you ever tried to lose weight before and it didn't work? Or you maybe lost some, it didn't— yeah, do you feel like you gave it a good crack? Yes. So you like, you did the thing, it just didn't kind of work? Sweet. Okay, well, when I was a kid, I was dyslexic. I was in all the stupid classes, right? Until a teacher came around that knew how to teach dyslexic children, and then all of a sudden I was at the top of every class. Now, was the way that they Was the talk broken? No, it was perfect, just not for me. But I was the outlier, right? So maybe, like, if you've tried things in the past, would you be open to, like, you know, exploring? Maybe there's some tinkering that needs to be done because you just are a special circumstance.

Yeah, okay. To kind of, like, try to make them feel special by— yeah, tell them this is the special one.

Yeah, right.

And then it's like, oh yeah. Fuckin' give it a— now meanwhile they didn't, but like, you know, they're a special snowflake, right? Okay, cool.

Awesome.

That's how it works.

All right.

All right, guys. Thank you for your time. Speak to you soon. Bye. Thanks, Matt.