How to pitch your product

Foreign. What's up, everyone? Matt here. And today I have a very cool video for you. I'm going to tell you why everything that you've been taught about sales pitching and how to present your offer is wrong. All right? And I'm going to give you a very compelling argument as to why you should do price at the beginning of your pitch and not at the end, like, what everybody else does. So make sure you watch the entire video all the way to the end to get all the reasons why. Make sure you slap. Like, make sure you give a little bit of a tickle to that notification bell. And smash the subscription button. Like, it's. Think about it. Objection. All right, guys, cue the intro. I apologize for the lame background, but I promise you the new stuff is all coming. Studio is going to be beautiful. And one day, I will be allowed to go in the office that I'm currently paying for. People always say that when you're about to pitch and you're about to present, you need to get, like, 17 different types of commitment before you actually go. So this is how much it costs, and I want to tell you why. I don't like that model. So I've been selling for a long time, everything from fitness to business coaching to marketing, digital marketing, to, like, sales coaching, to, like, a very large swath of different things. And there's a couple of things that, to me, are very, very, very similar throughout the entire process is that, like, the job of the sales call is to build the value. It's not the job of the pitch, the presentation to do all the heavy lifting for you to actually be able to build that value. And so if you think it is, you're. You're going to go drastically wrong, and you're not putting enough weight on the rest of the call. And so what a lot of people do is they tell you to go through and go, okay, this is what you get. This is all the things we're going to do for you. This is how we solve your problem. Does that feel like it can be the answer for you? Yes. Tell me why. Tell me more. Tell me what it is that's best. And what do you always get? You always get, well, yeah, it sounds great, but how much does it cost? Because what if you have a $50,000 solution to a $10,000 problem, right? Like, it doesn't matter. All you're doing throughout the entire process is just, like, you're building up resistance in my head. I'm going to caveat this. Everything I say with this is makes Me pitch and present better. And everyone that I've coached and my team has found this to be beneficial for them. But I understand why it seems scary for people to do because, like, everyone's been told their entire life that, like, no, you've got to build the value. You've got to get the commitment change before you see the price. They're just going to get distracted. Whereas I think it's the exact opposite. I think that by treating someone like an idiot and going, like, I'm going to value stack all this stuff, and to think that they're not just going to be thinking in their head, oh, it's a lot of stuff. How much is that going to cost? How much? So in my opinion, does the exact opposite. They don't get distracted by the price. They get relieved when they hear the price, or they can be surprised by the price. And then you can handle that, and then you can deliver the value, given that they know the price. Right? So you never get the most awkward part of every sales call, which is, yeah, man, it sounds great, but how much does it cost? And then you essentially have to go, well, it costs this. Or you try and deflect and you go like, oh, you know, like. But before I go into that, I just want to make sure that you think that this could solve your problems. And you just. In this stupid game. So this is the way that I do it, and this is how I lay it out. So I like to use a pillar structure. So I use three, maybe four pillars. Feature benefit problem. It solves for them. That's it. Pillar one. We do this. The reason why we do this is because, you know how you said that's it, right? So your presentation or your pitch is only going to take like three to five minutes tops, Right? So this is how I do it to go. All right, man. I think that based off what we do, might I get it. So what we wanted to do instead of that is the. They wanted to give you voxer access. Because I think, you know how you said that, like, you just really want to be able to get feedback quickly. Well, this is what solves that. And it's going to make sure that you get the feedback that you need in a dynamic sales environment every single time as soon as possible, and you're going to have a highly successful salesperson in your pocket 24 hours a day. Does that make sense? All right, cool. So pillar two is about scripting. What we're going to do is, you know, write your scripts out. Okay. The reason why it is because every offer is different. We want to make sure that you have a deep understanding of your offer, how it works, and how we need to sell it. So we're going to give you a customized script and write it with you so that we can make sure that you have a deep understanding of how that works. Because, like, I think, you know how you said that you potentially want to be able to sell anything to anyone? Well, I want you to, I want you to learn how to write your own scripting, and that's what's going to give you that skill moving forward. Does that make sense? Okay, perfect. Okay. And like, last but certainly not least, is going to make this up, is going to be like our portal. Okay. So, like, obviously, you know, like, we're going to give you access to a portal and we're going to give you access to role play sessions, okay. So that's going to round out your weekly development because, like, we want you to just, not only just get the scripts and have the voxer, but I want you to be practicing this on a regular basis. And by us allowing you to have a daily role play session, but also allow you to have access to a portal where you can go in there and do your own trainings and we can monitor that with our accountability coach, that's going to allow us to make sure that you're constantly progressing. Because, like, I think you'd mentioned that you're kind of like your, your commissions were kind of up and down, so there's inconsistency. So by bringing in consistency into your development and by making that a daily product virtual, we're going to make sure that your good days stay good and that your bad days go good. Does that make sense? Okay. Does everything that I've said there, does everything make sense to you? Yes, it does. Okay. Do you feel like it can kind of help you get from where you are to where you want to go? Now, if you've done the sales call correctly, that is going to give them everything that they need. Like, you've laid it out for them, you've linked it to their problems, Right? Because you might have 10 pillars, but you're only going to give them three or four. Otherwise you're going to create. Create. Think about it. Objection and stuff. I go, okay, okay, that, that, that, that makes sense. And is there any particular reason why you think that way? So they give you a good idea and then what you do is you solidify it with, like, why probing. Okay. And this is all in context of them knowing the price And I'm not asking them to do the program. I'm asking them if they think the program is going to solve their problem, if that structure that I've done it makes sense. And then I'll ask something like, is there anything specifically that you feel like is. I don't know, like, the key to the castle for you? Well, yeah, it's this. Okay. Like, why that? Okay, so now I've got some really good framework specifics, and I've set up a framework for my objection handling that, that the program solved the problem and they understand the price. So now all I have to do is go. Okay, so from here, I don't really have much else for you. All we need to do is kind of organize payment. We can do that with a Visa or debit card. And then from there we can just go forward, organize your onboarding. We can actually get you starting towards making $25,000 a month in commission. So you can insert emotional driver of what they had. Would that be appropriate? Or how would you like to proceed? It's a much smoother, much simpler process, which is counterintuitive to a lot of people. But I think that's based in an old model of selling where you're trying to kind of trick and bamboozle people. Whereas, like, for me, excuse me, I don't like value stacks. I don't like pretending that something is worth $4,927, but you can get it today for 34. I don't like that style of selling. I don't like this dollar marketing. I think it's silly. And if you were to go onto my closing code website, which I'll link down below, like the sales page, essentially it said you get $3 billion worth of value today only your first week for 25 bucks. Right. It's making fun of that because I think it's stupid. And so for me, like, if I walk into a car dealership and I would go, hey, man, I'd love to know how much this car is. And someone just goes, oh, well, it's got the leather and the this and the this and the this. It's like, okay, just tell me the price, mate. And that's really all I'm thinking when he's going through that. So for me personally and for a lot of people that I've coached, a lot of people that have gone through our programs, like, it's been a really beneficial thing for them because they also don't know that style. So if you don't like having it done to You, I don't think you should be doing it to other people because it brings like an incongruence into it where you're just not really happy with how you're pitching, which means that you're not going to deliver with as much confidence. And also putting the price at the top, it doesn't seem salesy so you're not inducing that resistance. So like it breeds a better long term relationship through throughout the better long term throughout the rest of that call because you might have 20 or 30 minutes of objection handling to like to finish off that call. And so I think it's a much better way of doing it for the reasons that I put forward. I think the guys that I've moved into that model have found success in it. I think there's a big part of it because it's different because the prospects maybe don't just expect it or you know what I mean, that it's sort of. I think it breaks a lot of tension and I really feel like it's a far more comfortable way of selling. What I've done for you today is pretty much laid out exactly how I pitch. Okay. Given you examples. And then from there I think I've done a pretty good job of like being able to say why I think that the price should be at the top. Because I think the most awkward part of any sales conversation is when someone's fishing for the price but you won't give it. Now I'm not saying you should give the price at the very top of the call before you've had a chance to understand someone's problems. But once you're in the presentation phase, I don't see any tangible benefit of actually waiting until you get 17 layers of commitment to get the price. So I'd love you guys to comment down below. I know it's going to be a controversial topic. It's how I do it. It's how I love doing it. A lot of the people that I've coached and stuff like that have, have seen benefit to it and found it a much easier process and it's increased their close rate somewhat. So I'd love to see you guys comments down below. If you guys have a differing view. Fantastic. Pop it in and we can go ahead and have a debate. But I hope you guys enjoyed the content. Hope you guys liked today's video. If you. I want you guys to like subscribe, hit the notification bell, all that kind of good stuff. Make sure that you go over to our closing code and make sure that you check out the podcast. Coffee is for closers. All right, guys, thanks very much. Bye.