Inside My Private Sales Training (Not Meant for YouTube)

This guy has— how'd you manage to be in black and white, buddy? That's impressive. All right, cool. You guys hear me now? Yes, we does. All right, while I sort this out, let's go, Mitch. You're number 1.

What's up, Matt?

You hear me just fine? Yeah, man.

Great. So since Tuesday, I implemented what you said and I've gone 3 for 4 on my calls.

So that's fucking awesome.

Well, that's the question for you now is With call reviews, especially when you were earlier on in your sales career, like ramping up, getting to your level with call reviews, how many would, like, would you review every single call and what are you, outside of the first 5 minutes to kind of see like what dumb shit you can avoid, what else are you looking for when you're doing call reviews to stay at the top of your game?

If you're watching this video, uh, yeah, good question. Uh, sorry, my computer's glitching out. I'm just trying to close everything down. All right, come on, buddy. Um, so with core views, like, I sort of generally only review ones that I thought were really good or where I couldn't figure out what went wrong. Because like, if you, if you like have a call and you're like, I shit the bed on that one, what's the point of reviewing it, right? But like, yeah, if you're sitting there and you're like, man, like, I feel like I should have closed that guy. Um, you guys seeing me okay, or is it all glitchy? Yeah, you're good. Okay, it's really bad weather here today. Um, I can't see anyone, so this is annoying. Um, but yeah, so like, you know, if you, um, you know, if you just sort of shit the bed, you just can't really like learn anything, do you know what I mean? So I just think, um, yeah, just do it that way. And then I would, I would err on the side of like listening to your really good ones. I think that's probably something that people don't do enough, you know. And what, just like, I suggest that Because like, I think you have to go into— you have to sort of believe you're the greatest salesperson that ever walked the planet. Yeah. And then you will be, you know, like, you got to know that you're good at this because then you have a whole different sense of confidence.

Yeah. And when you're listening to the, to the good ones, is it more just like kind of to remind yourself that you're the greatest, or are you also like listening more critically for different things? Like, how did you do it when you were—

No, I'm, I'm listening to be like, fuck yeah, I'm good to go. Like, and it's just, I'm, I'm just reminding myself of the patterns of success, you know? Like, this is what happened, this is what I do when I win, this is what I do when I win. And so it's like, you know, you can review negative game tape all you want, but you, you should, you know, reviewing positive game tape, like, you know what I mean? It's like, hey, this was fantastic. When you ran this route this way, you know what I mean? When you check down here, like, this is great, perfect every time. Like, that's really productive, you know? And I think so many people are looking— also, it means that you're not looking to make a change. It means you're looking to solidify the things that are being done well. And if you could just, like, do the things you do well every time, there would be far less things to change. Makes sense, man. Yeah. Easy. I'm glad that they, I'm glad that those changes, whatever we, whatever I told you to do worked.

Yeah.

One other quick question is just with tie-downs, like, okay, I'm still wrapping my head around what exactly a good tie-down is. You know, it's like they're kind of making micro-commitments along the way and they're reaffirming their identity that they're, they have urgency, they're a changemaker, right? It's like, how would you define tie-down and how you can kind of use it earlier in, in the call.

Um, I, I guess what you're, uh, like a tie-down, I guess, is like a— I guess it's making someone solidify their point. Yeah, right. So it's like a, it's like a do not pass go. So I just think like though, I don't really think of it in that, in that way, like tie-downs and stuff like that. I just, I just think of it in a term of like, uh If I want— if someone says something that's in my benefit, then I'm going to, um, like get them to double down on it, right? Yeah, yeah, because like that just seems like the easiest way to do it.

Yeah, makes sense.

I'm gonna go live on YouTube at the same time. It's not working out for me today. Cool, thanks, man.

Appreciate it.

No worries. All right, uh, we're recording. Yeah, okay. Uh, Bryson Cheatwood.

Sup, Matt? Um, so two very quick questions— one very quick question and one normal question. Um, so the, the normal question is, I told you last time I'm a take inbound triage calls, and then like if they're qualified, I book them for a $5,000 to $12,000 offer. If they're not, then I downsell them on an $800 But I'm having trouble like asking the qualifying questions in a way that sounds smooth and then like transitioning back to a downsell, like if they're not, um, like qualified. So just to give you some background, so like basically in my offer, like what they want for qualified is like, I want to know their credit score and then I want to make sure that they have like at least like $1,000 pretty much. And then Um, that they have the motivation to actually want to like grow and scale a business and not just make a little extra money. Um, and so I just didn't— I wanted to hear like kind of the way that you would ask those questions without coming off like, hey, how much money do you have? Um, and then also like, yeah, exactly. And then also like how you would transition into that after problem awareness, because it's kind of weird for me to be like, oh, what type of impact has this had on this? And be like, okay, cool, well, do you have money? You know what I mean? So I'm trying to figure out how I transition from like the problem awareness section to the qualifier.

Let's hear you do it. I'd like to hear you do it first and foremost.

Yeah, so like, I mean, like through from the beginning or just like after?

Nick Frisco, you're up, buddy. I'm up. What do you need? You selling a bizop? Is it bizop? That's right.

Yeah, it was a bizop. Um, and that was the other thing I was gonna ask you about is the, is the beginning, but I'm just gonna do the impact thing that I've been, that I've used to of like, you know, yeah, let's just hear you go.

Let's tear it to pieces.

Oh, by the way, Nick, this is inbound booked call, but I'm calling you on the phone, but like, you know, I was like, like you expecting a call because you booked it.

Okay.

Okay, cool.

Hey Nick, man, can you hear me?

Yes I can.

Hey what's up Nick? This is Bryson from Dayron's team, man. Looks like you booked in a call about possibly getting some help with like the courier business making more money all that jazz. Is that right?

That sounds alright.

Okay well cool, man. I guess like what were you hoping to get out of possibly even starting a career business in the first place?

Wait sorry, you said career bus—

Courier! Courier! There's biz ops for everything. Courier coaching? No, courier. Like you're gonna turn your car into a business? Yes. You got a door, you got a gym, you got a car, you got a business.

Okay, I'll explain it real quick so you have some context.

No, he doesn't. That's all he needs. Trust me, I know Nick. Well, that's— he's fine, we're good. You can turn your car into a business, buddy.

Okay. Yeah, uh, what was the question?

Sorry.

Yeah, what were you hoping to get out of possibly even starting a courier business?

Yeah, man, I need money. I'm trying to make some money.

Okay, I got you, man. And like, I guess like, what have you noticed or seen now that makes you feel like—

oh, actually, a question. Is this a, uh, is this a like Black influencer? Black people are the, are the thing? Yeah, yeah, yeah. Okay, because that changes things a little. I've sold, I've sold a fair bit of that, right?

What does it change?

Well, because like you're not, you're not Black. Right? So like, it's harder, it's harder to like, like, I mean, I don't know if you know that. Do you kind of know you're not Black?

No, I know I'm not, but I mean, like, it's, it's okay. It's, there's a good—

I'm not sure what's happening. I'm just kidding, I'm just fucking with you. Um, no, it's, it's a little bit different though. Like, I sold for like Tay Sweat. I don't know if you guys know Tay Sweat. He's like a, a big like kind of Black influencer. He's a really good dude actually. He's really nice. He really knows his shit. If you guys ever But like, we had to teach the white people how to sell. So like, it's just a little bit different. Like, straight away, I don't like the formality of the, of the like, possiblys and stuff. Like, I'm not a fan of that. Like, I think you should be more casual. Right. And like, because like, you should be more like you need to exude a bit more confidence. Otherwise you're going to get like eaten up by people. Okay. So like, I mean, like Steven and like Adrian, same thing, get rid of possibly just be like, hey man, looks like you booked in a call. Steven looks like he knows, he knows what's going on. Steven, like your thoughts?

Yeah, I agree. Just, uh, I just think that there's more sales resistance. And so if you come in with that kind of right away, I'm like, what's going on here? I feel like I'm getting sold.

I feel like I'm in the sales call and it's going to think you're a fed. You fed? You a cop? He used to say that shit all the time. No, but it's a real thing though. It's a real thing.

It's like more sales resistance.

Yeah, it's like racial dynamics in sales. Like there's, there's a, there's a, there's like an inherently higher amount of sales resistance that gets built Faster, right? And so what you want to do is like you, you need to make sure that you don't come off as like a sales rep.

So then, right, what do I do to not come off as a sales rep?

Don't use things like possibly, maybe, would be, might be, like, like just make the words more normal, right? Because like you do those things to reduce sales resistance, right? But you will induce it more in this environment because of the dynamics. And no one talks about this, but like I've sold a lot of shit. Right. There's a lot of people. Yeah, I mean, and so like I kind of understand this really well. Also like Rode Thalamac, who's a good friend of mine and was a sales guy for me for ages. He has some sales content like specifically on this. Um, but like you want to kind of remove some of the— so like write your script out just in more plain speak because otherwise like you're just gonna— they're gonna look at— you're gonna be looked at like a sales rep very quickly, which means that like I'm someone who's trying to get in It means the dynamic of that is I'm a person that's trying to get information from you, right? To then like use against you to get your money from you. Right. So like it just doesn't come off that well. So what I would do is like just make your like rewrite it a little bit. Don't like make giant changes. Just take out some of that kind of like only a sales rep would say this. Like, no one, no one but a sales rep is going like, it looks like you're looking to possibly, right? Like, no one's saying that. So in the beginning, just be like, just go straight into it, or just be like, hey man, like, yeah, just be like, hey man, you know, you, you reached out about, uh, this. Like, that's it. Like, real straightforward, right? Okay. Yeah, yeah, I know it's different, but like, it is a thing that will that will cause you issues.

No, 100%. That's why I'm here too, because I just wanted it like something I can just stick to, because I feel like I've been kind of testing, like switching back and forth, and it like, that doesn't— I can't learn anything if I don't do the same shit every time.

So yeah, yeah.

And then like when it goes about the courier business, like what's the goal or some shit like that?

Yeah, yeah, like why, how can we help, right? Like straight away, just real, like take your script Understand the sentiment and then just make it simpler, right? Like, it's not even simpler, it's just like less salesperson, more like, you know, like chatting, chatting to a normal person.

All right, so just remove a lot of words and just like the essence of what I'm trying to get at with the least amount of shit possible.

Least amount of shit, that's the perfect way to say it. Least amount of shit, sweet ass. Um, I want you to work on that first. Then when you come back, like in a few days for the next one, we'll work on the how you ask the questions, right? Like how you asked those ones. We don't make too many changes all at once. But Nick, well done. You played a Black guy brilliantly. Thank you. You can role play anything. Nick Frisco is into— is racially— He's trans, transracial role play. I'm the guy.

I'm South African.

So are you? Well, there you go. Amen, brother. Amen. All right, Marco.

Hey, Matt, how you guys doing? So this question is more about just, uh, improving in-person show rate. Uh, just for context, I sell, uh, manufactured homes, so we have a dealer, uh, dealer lot people need to come into. And ever since I started, uh, It's just struggle with show rate. Um, I stopped setting, uh, on weekdays because that's like the lowest probability that somebody's gonna show up. Uh, we're selling to Spanish-speaking immigrants essentially. Uh, some—

what do you sell?

Uh, manufactured homes.

Okay.

Yeah, mobile homes. Yeah. And so we have to get them into the lot, you know, present and all that. So I stopped doing weekday appointments because it's just super low probability they're going to even show. They're working. So I'm starting to focus everything, uh, just on weekends. Um, and I can set probably a good 6 to 8 appointments. And right now the show rate's around like 30%. Um, and some ideas, I just wanted to see if, uh, I have some possible solutions, but I wanted to see what I should maybe implement first. Um, first of all, the business doesn't have any like, uh, appointment confirmation texts or anything like that.

Wow.

No reminders. So that's kind of my go-to.

That's retarded. Right. Can we just all agree with that? Why don't you just set that up? That'd be cheap as shit.

Yeah, that's what I'm thinking about doing. And then another one was probably like tweaking the script to just increase urgency and like filtering.

I wouldn't, to be honest, man, like if you have no reminders, just do all the reminders yourself. Okay. Like, or just like set up, get a Calendly and just like whatever, right? But, um, first of all, like, are they being reminded? You know, how far out, how far out are you booking them? I, I, you really, I think just set up a series of text and email reminders that even if you just do them, because like on a phone you can schedule text now, you know that, right?

Yeah.

So like just, hey, I'm gonna, I'm gonna text you, you know what I mean? And then it's like, sweet, do you get it? Yeah. Okay, cool. And then like just schedule out the text, just like have them pre, you know, preloaded, like XYZ, and you hit spacebar, whatever, then it kind of preloads everything. Right, shortcuts. Uh, have that like step one, get some reminders in, probably get like 2 days out, 24 hours, 6 hours, 3 hours type thing, right? Um, and then, uh, the secondary thing is like make sure that ironically make sure it's that they know it's okay to reschedule. Okay, right. You're doing it in Spanish, right?

Yeah, that's all Spanish speakers.

Yeah, yeah, for sure. Can you run me through, like, as you leave the call, just like what you do to get them— you can do it in Spanish, I speak Spanish— you use to under— like, just like what they did, like what you say, like, as you leave?

As you leave, uh, so I just recently changed it to start doing the English, but it's more like, okay, pues si algo cambia, me puedes avisar, puedes mandar un mensaje a este número.

[FOREIGN LANGUAGE] Okay, is that the tone that you do it? Yeah, yeah, that's not too bad. Um, yeah, I think let's just go with the reminders first and foremost, and then at the end just make sure that they know that like it's okay to have to reschedule, that like life gets in the way. And then always make sure that you ask, like, is there anything that would prevent you from being able to come? Like, when you book the time, just before you book the time, is there anything that would— is there anything at this time that, that might prevent you? Also, a good thing to ask is, um, uh, do you use like a paper calendar or do you use like your phone?

No, I'm using— oh, for them?

No, for them. Okay. Because if they're still— if they're using like an old school paper calendar, then you need to write that shit in, plus the travel time. Yeah, why is it not so good a schedule, um, Nick? Because like, it is, right? So then, then what they do is then you actually rebook them instead of them like just kind of ghosting because they feel bad, you know what I mean? Like, you're not— yeah, I thought that was helpful, Marco. Yeah, for sure. Um, cool. Issam?

Hey Matt, what's up dude? Um, quick, quick two questions. So, uh, right now I work on an offer. We help, um, mobile app founders scale their apps. So we have a full done for you and we have a done with you. We're pretty good with done with you. We recruited Sales Possible, so they're doing a great job.

Pretty happy.

Um, now obviously the avatars are pretty different. And my main issue that I struggle with is once I ask questions about, okay, so what have you done to grow your app so far and things like that? Um, I obviously removed like asking what their app is because I just realized it's not really relevant to me. You told me that and I just figured out it's completely irrelevant. Uh, the problem is like they might launch it like 2 weeks ago. So for me asking that question, it doesn't allow me to build like big enough of a pain to be like, Oh shit, like what if you continue this way or do like ROI versus COI type label or something? Is there a different way to be able to kind of get to the pain more, especially for these done-for-you prospects who are typically like, you know, raised $5 to $10 million capital, things like that, and are kind of a little bit more enterprise?

Um, yeah, I mean, I think what you've probably got to do, so is have a look at like, I mean, like what was the growth curve that they're expecting? So they should have that all kind of mapped out and where are they at in that growth curve? Like, uh, if you look at like, uh, like I've done some work in like pharmaceutical sales, right? Um, and like when they launch a new product, they, they need like billions in sales like straight away, right? They'll spend, they'll spend— I know a guy who used to sell scripts to Pfizer for like $19 million a script. It was fucking crazy, bro. Um, it was wild, right? Uh, but like, their, their like gap from when they start, like that curve that they need, if they're below that curve, they're fucked, right? So like, it's especially if they've drawn capital from somewhere, like those people are going to be expecting certain things. So what I would do is like, what do you— what it like, if they are brand, brand new, then I would ask like, what, what was the plan? And where are you supposed to be and when, and then how far along that track are you, right? And then like, and then like, how confident are you to be able to XYZ, right? So like, it's going to be using that, that growth curve, because if they're behind, if they're behind like from day 2, that's not a good position to be in. Doesn't matter if it's 2 weeks or whatever, like, that's, that's not a great spot, you know, like Generally speaking, you're gonna— you should have got a good influx of people quickly. Yeah, I mean, yeah, so I would just make that change and then see what happens. Because, um, if that's not like— that should, that should do the job of getting the pain because you should be able to track out like— because if they're like, oh, we think we're going to get a spike here, it's like, why? What makes you think that? You know, like, what are you doing? What plan do you have? Etc., etc.

Yeah, those things helped me a lot because very like 90% of the times they have no clue. Like, even their plans, like, they don't understand it really because most of the times it's like, you know, 50-plus-year-old white guys moving into tech. They're filled with cash and they're just like, you know, let's fucking do it.

So cool.

Thanks for that. Um, my other thing was, um, obviously want to, want to set up a little bit more deal flow for me aside from just inbound because we're mainly getting from ads and then I do some outbound and CRM, but I've farmed a lot of it. And what I realized is that a lot of those prospects either came in, they're like super, super low qualified, or I was able to sell them in a coaching somewhere. So for these like super high hanging fruits that I kind of want to chase, there wasn't a lot that we were able to farm because I've been here for like 9 months. So I basically straight through, most of them. What channel would you recommend for me to tap into? I launched like a cold outbound campaigns. I have a team running that and I was thinking probably like groups and posting organic content on like multiple pages or even like YouTube long form.

So yeah, to be honest, organic content is probably the way to go. Yeah. Yeah. I mean, like on all platforms, I think organic content, everyone should do it. Hands down, no question. I think everyone should do it. Right. Because like there's just no reason not to. And it's even as—

right.

Yeah, I think so. Okay. Yeah. I mean, like, but yeah, I think like if you were talking about, you know, if you're talking about the thing, I think that there's a good chance that you get in there. I mean, you could do some cold email campaigns as well. Like you probably wouldn't be able to do it, but there are good cold email people out there. But again, if you're probably not, it's probably not going to be worth it to like put together advertising campaigns. But if you're going to stay here for a while, then it can be worth it to just, just generate some low-hanging fruit leads by doing some content that speaks to very specific niches because you don't have to have a lot of people see it. Just has to be like the right people, you know what I mean?

Yeah.

Um, yeah.

Already?

Awesome.

Yeah, thanks a bunch.

All right, cool. Uh, Adrian. Hey man, what's up?

Um, well, I'm hoping that you can help with this. I'm sure you can. So what happens if we have leads that aren't product aware, right? So I know like obviously like it's a system issue, like we have to have the right things implemented, pre-call and all that jazz to educate them. Let's just say that they're not educated and they come into the call and they have 1,000 questions. Like, how would you best approach that?

What's the— well, what's the lead generation mechanism?

VSL. But there's some like PM outreach and things like that too.

So like product aware, they're not going to become that until you pitch them, right? But are they like brand aware? So for those who don't know, you got unaware, problem-aware, solution-aware, brand-aware, product-aware, right? That's kind of like the old-school classic buyer's journey for those of you who aren't aware. Um, yeah, um, what was that?

Sorry, I would say the last two. So neither brand or product?

Well, they're coming through a VSL though, so they have to be somewhat brand-aware, right? Right.

Well, I guess that's the case. So like, I don't mind saying like, I'm in the real estate niche, right? So there's like, yeah, there's like short-term, long-term, whatever the case is. So right now they have an idea that it can work, right? But they have so many questions about it because it's a mystery.

Yeah, yeah, for sure. Okay, cool. Well then, like, you know, what you would do is you would just usually like the, the earlier they come in, so like you've got your MQL to SQL transition, right? So marketing qualified lead to sales qualified lead.

Yeah.

Right. So, um, then what you would do is— oh, hello. Where'd you go? Is depending on where they come in is depending on like where your sales, how your sales process is structured. So generally speaking, like the more work marketing does, the less work sales has to do and then vice versa, right? So you might have to do like a 2-call close with a like you might do like a mini webinar in between, right? So like, I've done a number of different sales processes and like, I'll have different sales processes set up for different lead entry points, right? So like, when I was— when I was in 7th Level, like, the website leads went straight to sales call and the sales call was shorter, right? Because those leads were just like, they end up at the website, they're always super highly qualified, right? So shorter sales call. Higher show rate, higher close rate. Yeah, I mean, no need for like a triage call or whatever. But the people who came through from a lead magnet would go through like a triage call, right? And then they would be like sent info in between the triage and the sales call. Yeah, I mean, so like, generally speaking, that's how you do it. I've done it myself ways where like, what I'll do like a mini webinar like a few times a week where people can come in in between call 1 and call 2 to like really kind of warm them up. I've also done one where I've sent them the email with like a little mini webinar, you know what I mean? So really what you wanna do is like break it up and probably into more than one call, like early, at least trial it. And maybe not all of them go that way, but maybe you do a split test where like a percentage of them go to one Right. Um, also, um, are you the rep or the business owner?

The rep.

Okay, cool. Um, like, it— so yeah, and they're all coming into a one, one call, right?

Yep.

Yeah.

And is it like, how long is the call?

Uh, I try to keep it under 40.

Okay, cool. And what's your close rate?

20, 25, somewhere around there. All right.

What's the price?

$7,900 or $7,800.

Okay. That's not too bad. Um, yeah. So like what I would do personally in that situation, because there's only so much that you can figure out, I would, I would want to extract my close rate from the different lead sources. Okay, right? Like, personally, go back through, have a look. If I can, I remove myself from the shit one, right? If I, if I can, I just cheat, because you should, right? Because there might be one or two that you just go like, and we just don't get those anymore. And then now you get full of the better ones, you know what I mean? But then have a process where you know someone's going to require two calls. Okay, right. All right, so, and then you have like a, I pitch on this call versus I pitch on the next one. And then you, you have like some information because there might be just some people that it's just too early for them to buy, right?

Right.

So, but have like a demarcation line.

Well, I've definitely been tracking that. I've tracked a whole lot of shit, um, based off like the feedback that you've given me, right? Um, but so like You want me to answer their questions, so there's gonna be one call where I just answer all their questions and then move them on?

No, but there'll be some, some people where you will have to do like a second call because it's just too early for them. And so what you might do is then put together like a video or like a cheat sheet or an email that answers a bunch of their questions, right? Because like they're just Like there's high information buyers and low information buyers. Mm-hmm. You know what I mean? If a high information buyer comes in, like that's a good lead, but they need information. Mm-hmm. Right. So you wanna have the mechanism to give it to them. So you stay disciplined on your call. Maybe you only do a 30-minute call with them, send them the info in between that one and the second one, pick back up in like solution awareness, future pace out, consequence and pitch. Right.

Yeah.

Does that make sense?

No, it does, it does. Well, there's some things that— and I don't want to harp on this because I know everybody else has a few questions. Well, you know what? Yeah, I'll save it. I'll come back around.

Okay, cool. Uh, Mira. Hi.

Hi, how are you? Hi.

Good.

Um, amazing. So I do have a question about pre-handling. And I don't really see it too much in your role plays, but like, how much do we make— have to make them realize that how much I've lost in the past couple of years because of the way of thinking?

Uh, I need a little more info. So what do you, what do you sell?

Um, it's a manifestation offer about money, uh, and financial abundance. And there's a woman—

what does that mean?

It's about working a lot of, uh, in your subconscious because that's what's holding people back even though they have the skills, even though they have other things. Something is like making them feel stuck and the offer owner is like 9 figures strong. So she's like a very, very big deal in the game and people are— so, um, that was nice. I had a call with and she was like She's a coach and she knows like she's self-sabotaging her situations a lot and she always wanted to like— she has a message she wants to share with lots of people and she doesn't feel very safe in her to stand in her full power like she said, like she says. So it means— and she's 65— that means like until then she never could do the things that she's actually wanted to do, right? Until now, like the first time she had like last month was like the highest she's ever made, and she wants that to become a new baseline, and that's why she knew she needed—

Okay, so, okay, so we're gonna break it down to simplest terms. Mindset offer. Yes, right, sweet as. And, um, how, like, pre-handling the objection. Is that right?

Yes, like how much?

Okay, all right, so with an offer like this, you can really fuck with people. I don't know if we can call it something else if you'd like, but We can say you can, you can, you can really motivate people, right? Right. But you can twist them up real good, especially coaches. Because if like, if the reason why I like working with coaches is because coaches, you know, lead from the front. Right, like a good coach does. That's why people follow them. Do you know what I mean?

Yeah.

Now if you just say that, right?

That's what she did. She said like, that's why she's there. She knows. Yeah, yeah, walk and do the talk.

So do you want to be a good coach or a bad coach?

Exactly. When I did the— this was the first time when I did the price drop before the place, but when I said $22,000, she was like tapped out. Like her head was kind of She was moving, then she was looking away. She was like kind of—

Yeah, for sure. Okay, so, so the pre-handling, like, um, you just want people to say that they want it, they need it, and they need it now, like probably 3 to 3 times before the pitch. Right now with an offer like yours, you should have a through line of like congruence or consistency or like leading from the front or like a You know, a way of saying that that's relevant to that group, right? You know what I mean? However, the ladies that, you know, you know, fucking she power, raw, whatever, whatever, right? Yeah, I mean, whatever, whatever goes with the offer. Okay. So you want to have like some sort of through line like that, because then you can anchor everything to it. I use congruence with sales reps. I go, hey, the reason why I like working with sales reps, because there's like congruence of speech and action.

Right.

You know, how can, like, how can you overcome a think about it objection if you have to go and think about it? Or, you know, how can you overcome a, like, a partner objection if every time you need to spend $17 you gotta ask your wife? Like, you know what I mean? And they would go, oh yeah, sweet. And be like, so usually the sales reps are kind of getting after it and there's like congruence of speech and action. So that's why I like, that's why I like working with sales reps. And then, so I would use that congruence line the whole way through. So I'd be like, okay, so let's just say you're able to become that congruent, consistent, you know, yada, uh, like sales rep, and you're able to actually get the skill set to be able to come XYZ, like, what would you really want to achieve then? Okay, so, and then at the end of it, if they gave me like a think about it, I go, well, of course you're going to think about it, but what does the consistent and congruent sales rep do? Oh, they do it. Okay, and what is a good rep? A good rep is what? Congruent. And what are you? And so like, it's a It's a difficult spot to get out of right now. Is it going to work on everybody? No, it's not, because some people just aren't going to buy, right? But a through line like that really helps. And then just to drive more urgency, get them to say, I want it, I need to do it, and I need to do it now, in different variations, 3 times before you ask for money. Okay, Louis, if you're raising your hand to ask a question, buddy, uh, you just, you have to raise your hand. No, I'm not gonna answer. You know what, I actually wanted to interject. Yeah, um, like, I always like to do a temperature check. I'm not sure if I'm able to. It's the first time that I joined. I joined a couple minutes ago. Okay, cool. Um, no, sorry, I'm just, I'm just trying to speed through everyone, right? So I've sold, I've sold a lot of these offers. I, I really like them. If you figure it out, you'll make a shitload of money, but you need to have some sort of little through line, right, that like allows them to anchor at the end, right? Like congruent or something like that, something that makes sense with it. Makes sense?

Yeah, I did. When I asked her like, what do you, what do you need to do in order to put yourself into the best spot and to step into that being? She's like, yeah, obviously I want to do, I want to do this, but then it became like money objections.

But yeah, so, but you know, but so you can do everything perfectly and they still don't buy. There's not like a relationship between like those things, right? You can do it all perfectly and they don't buy. You can also totally shit the bed the entire way through the call and they'll still buy, right? So like you gotta kind of just don't— individual instances don't matter.

Yeah.

Right. What you wanna do is look for patterns, right? So like always trying to avoid trying to make an adjustment based off one call, right? Makes sense. Yeah.

Okay.

All right. Awesome. All right. Nick Prisco.

Yo, son of a bitch.

So, oh wait, am I on mute or no?

No, you're here. Okay. So what's that now? I'm just kidding. I can hear you fine.

Oh, I told you I closed my first deal here, this new offer, and the person that I closed was from a closed opportunities list from another sales rep. And essentially, just the way it went, they already purchased another device in the past from us. And she said that, and I said, well, how's it going?

And she said, horrible.

And then we like worked out this deal to get the new device. So I had the— my manager give me a list of all the people that have bought this other device, and I want to call them to see if they want to upgrade to this new device. The opener I was using was essentially, uh, "Sally, it's Nick here from Artemis.

How are you?" "Good, good.

Yeah, so the reason I'm calling, it looks like you were looking to get a T-Shape back in March. For some reason, I don't have any notes after that. Did you guys end up receiving the device already?" And they go, "No." And then we're into it. But these people—

oh, go ahead. No, go. Sorry. Yep.

These people, I'm wondering, what do we say to them? Because they were not looking to buy the device, but they bought a different one, correct?

Yeah, I think you stumped— no, I, to be honest, I actually am thinking that you use the exact same opener. Really? I was thinking that, but yeah, what happens when they say, what the hell are you talking about?

I didn't do that.

I didn't be like, oh, so what do you have? This? Oh, so you guys haven't— have you guys not seen the new one? Okay, I like, I like that.

Okay, and would you start asking them how it's going with the other device.

Yeah, yeah, for sure. Yeah, the other side that you could do is full customer service mode. That's where—

that's what I thought you were gonna say.

Well, you can try. I just try both. Okay, so full customer service mode is probably gonna— probably gonna be a good one, but I would try both, um, you know what I mean? Just because, like, fuck it, why not? But, um, it's like, you know, And what do you purchase? Thing XYZ a while ago. Yeah. What is it now? What now? Now, like, what we notice is that people who have had this is, you know, around this time. The reason why I'm calling is because people are usually starting to see X or something like that, do you know what I mean? And so, you know, what, what we like to do is just make sure that you, you have all the information, you know, how's it all going for you, you know, yeah, yeah. And then just try and like, I don't know, like, what's the— no, no, like the, the key point of difference between the new one and the old one. And then just try and sell that feature, right? But I like, I like both angles. And if you had one that was like a really big potential sale, hire someone to go in first asking specifically for that product.

What?

Like, just like call, call up, right?

I got to say, do you have TJ? Do you have the new, the device I want to sell?

Yeah, yeah. I mean, just like call reception, just like, hey, do you guys have this? Oh no. Oh, okay, that's a shame. I heard it's really good. And then you just like do that 5 times and then, and then you call back. That's devious, but it's good. It'll work.

Okay.

I had a guy who had a marijuana store and we, we hired actors to go in with a High Times magazine because he was High Times strain of the year, right? Read that. And I— and, and like, and he was like, he was the Inner Circle guy, and I was like, I got the idea for this. And so he was struggling, he was cold calling head shops, and I was like, you're gonna get actors because it's like they're big contracts, right? I was like, you're gonna get an actor to go forward like a week before, and they're gonna ask for the strain, they're gonna bring the High Times magazine in because actors are cheap. You can get actors to do stuff for like $50. Yeah, right? Yeah, cheap as shit. Just going beforehand, they're like, oh, do you have this strain? Like, ah, no, I heard it's the best. And then like, then they would call up and go, hey, you know, yada yada, they'd cold call and be like, yeah, it's so weird, I had someone come in and ask you about this other one. Yeah, it's like amazing. Funny, funny that. Yeah, fucking marketing genius.

Okay, so full customer service rep is just, hey, I saw you purchased XYZ, you know, 'How's it going?' Yeah, okay.

Yeah, exactly right. But yeah, maybe, maybe, you know, have, have, have you have your lady friend or something call up the day before. Yeah, asking about that, that specific thing. It's fucking devious, but it'll work its ass off. Okay, beautiful.

Thank you very much.

Carlos Gil.

What's up, Matt?

Hello.

Um, hey, so I, uh, I host a real estate— okay, um, I host a real estate and I guess I'm kind of struggling with, uh, I mean, I close deals but I feel like I can be way better. Like, I, like, for one, I, uh, I feel like I'm very transactional with the sellers and I don't really connect on like an emotional level. And I feel like I get, you know, I'm not really I, I feel like it's limiting me, and then I feel like I get pushed around a lot with my offer. Uh, so I'm kind of curious of like any, uh, any thoughts or any ways that I could fix this.

I mean, you just asked like, how do I get better at sales? Yeah, that was a super vague fucking question.

The options right now are kind of like Do I just give up on sales and get somebody to like take over sales for me, like as a partner, or, you know, keep trying sales? Because I feel like I'm very technical and I don't know if like if that's like a limiting belief.

I mean, anyone can get good at sales. It's not like a personality thing, it's just like an effort thing, right? Um, but, uh, I mean, there aren't a lot of people in wholesale kind of team up Right?

Yeah, yeah, yeah.

You know, it's like, do you hate sales?

I mean, I don't love it. I can— I feel like I can sell better to investors when I'm talking just numbers than when it comes to like talking to like, you know, a 7-year-old lady about her, you know, about like emotional problems. I find it hard to connect on that emotional level, which I'm told that I that it need to?

Ah, I mean, maybe. I don't think it needs to go that deep. Like, you're buying someone's home off them, right, who needs to sell their home?

Yeah, yeah.

I don't think it has to be that deep, um, you know. But like, so I guess the answer is like, you know, you either give it a good hard crack where you sit down, get help, and do it, uh, you know what I mean? Like, and if you— I don't know if you've done that or not, so, you know what I mean? Um, you know, scripts, the whole box and dice, really try and nail it in over like a you know, 2 to 3 month period, right, where you try and get everything right. Or, but if you just fucking hate it but you're good at the other stuff, then just partner with someone who likes the sales stuff.

Okay.

You know, because like there are plenty of people out there in that realm who like it.

Yeah, right.

Yeah, you know what I mean? So I guess it really just depends on like, just, just kind of do what makes you happy. But like, I count the, the sales questions specifically, like they're sort of too overarching to answer. You know, it's like, how do I connect with a prospect? It's like, well, fuck, mate, when? You know, I think the only thing you want to be, just be genuinely interested in them and you'll probably be fine. You know, like if you're genuinely like, oh yeah, if you're interested in someone, like that's the best indicator that someone's, you know, gonna react well to you. Yeah, right. Um, you know, uh, But yeah, I mean, if I could hear like a recording of a call, I could give you feedback, but I have no idea. Yeah, what to help fix. But also, if you hate sales and you don't have to do it, like, don't, don't, don't do it.

Again, I don't hate it, but it's not something that I love. I feel like I'm, I'm better at that technical side, and that's kind of what had me thinking down this path.

Yeah, yeah, yeah. There's like, I mean, just tons of people out there that are like, you know, I know like Pace Morby's crew, like he hooked people up and they're like, they have the cold caller and they have like the deal maker and they have like the paperwork person and all that kind of stuff, right? And they all team up together, you know what I mean?

Yeah, yeah.

So it's not, it's not a bad way of doing it, um, but if you've never really given it a good hot crack, gotten someone to really help you with it, yeah, right? Like, I, cause I don't know if you've done courses or whatever.

I, yeah, I've done courses and I think like I've been in, I've been doing this for like, like almost 5 years now. And I feel like my bottleneck has been, I don't know, maybe I haven't tried enough to try and get better in those 5 years.

Uh, get a, get a, get a, get someone to coach you like one-on-one, just do like 10 core reviews.

Okay.

Do you know what I mean? Like, cause like that's probably the best way to get like nitty gritty feedback, right? Cause maybe you just do a couple of really dumb things. Yeah, right. Yeah, I mean, but yeah, do you do that? That's— no, no, no, no, no, no, no. Uh, I mean, I, I could. It's like, it's obnoxiously expensive because I don't want to do it. Um, yeah, I mean, so, so, uh, but like, like, Laura does it. Laura's great. Josh is great. Uh, Jack's great. Do you know what I mean? Like, if you're struggling with emotionally connecting with someone, then reach out to Laura Brewst. Laura, Laura, Laura Bruce. Also like John Lalonde. Do you know John Lalonde?

So I'm in his, I'm in his school community. And John's—

yeah, just hire him to do some coaching with you.

Okay.

He's good, man.

Yeah, yeah, yeah, yeah.

I would like— that's where I would go because it's like real specific. He knows what he's talking about and it's very specific to like what you're doing.

Yeah.

So I just get a few sessions of him. Just say, hey, Matt wanted me to get a few sessions of you.

Yeah.

Google.

Awesome.

All right, cool. All right. Brian Martinez.

Yes, sir. What's going on, my man?

Good.

Yeah, I had a question. I kind of do the same as Carlos. I do wholesaling real estate, but Like, sort of like a personal sales question for you. When you're pitching and you get an objection and you're like juggling 1, 2, 3, 4, 5 objections, when do you like stop? Like, when do you kind of get like that internal feeling of like, damn, should I keep pushing or should I actually like chill?

Um, so you should try and nail it down so you're only dealing with one at a time. Like if someone's like, hey, you know, this, this sounds really good, but I just need to go away and, and like check in with my wife, maybe run it by my girlfriend as well, and then like have a look at the finances, check with the accountant, you know, something like that, right? Then I'm just going to go, okay, money aside, do you feel like this could be the answer for you? Like I'm going to handle money first, right? So like I've got my hierarchy and then I'm going to resolve money completely and then move on to the next concern. Right. So what I want to do is I want to handle logistical concerns, then more emotional concerns. Right. So I'm going to handle one at a time. Now, there's only so many objections someone can give. There's only really time, money, think about it, and partner. That's it. Right. And then you've got like, split it down the middle. You've sort of got either like emotional or Like logical. Yeah. So what I would recommend, so like that objection handling matrix, go through that and like just learn how to like not, cause they'll say a lot of things, but they're all just variants of the same thing. And you don't need to handle the objections that when they're just saying things, you need to handle the underlying concern. It's like, is this time, money, think about it, or partner? Right. And it's almost always going to be money. So if you're not sure, just default to money. And then that will get rid of like a lot of the objections because like the— like they might give you 7 variations of the same one. Right now, the next part of the question is when do I just stop? It's when I run out of time or can't be fucked anymore.

So like, do you mean like run out of time? Like when they're like, all right, I gotta fucking go?

No, like I don't mind if they hang up on me, right? Like that's fine. It depends. Like if you wanna— if you wanna take it to the edge, then like— but like it shouldn't get combative. If it's getting combative, there's a different problem, do you know what I mean? Whereas like if I've got the time before my next call, then I'm gonna— probably I'm just gonna keep going. One, because like why not? And it makes you better, right? So like, you know, but it shouldn't get combative. It shouldn't be like an aggressive conversation. It's just like, yeah, man, like money aside, this could be the answer. Oh yeah, what is that? Okay, makes sense. You know, like it's got to stay kind of that chill. I would like really recommend like, um, you know, look at that, uh, objection handling matrix, go through that matrix, that hierarchy, and make sure that you can like start to identify what objections you're actually getting. Because I, I would, I would hazard a guess that like you're receiving a lot of different types of the same thing, but you're just not able to like categorize it properly. So it means you're kind of having to deal with these real specific minutiae type shit. Makes sense.

Yeah. So one more, just based on what you just said, man. So like, you don't even care if they just hang up on you, like you'll keep going until either you run out of time or they hang up.

Right.

Yeah.

Yeah, pretty much. Cool. You know?

Yeah.

Like, I mean, that's how you get good at stuff. Right? So and then if you do that for a while, like, it'll get to the point where, like, it will, it will just kind of go either, like, it's very obvious what to do. Yeah, I mean, and that will become faster and faster. Yeah, I mean, cool. No. So yeah, good stuff. Uh, all right, um, Ash Ali, you managed to find color, buddy. You found a color.

Yeah, I don't know, I was coming old, old-fashioned. I don't know why I was in black and white. But hey, listen, I'm the first timer here. I just joined yesterday, so, uh, looking forward to working with you guys. I'm looking actually for a new gig. I've got like 12 years of high-ticket sales, you know, worked with Jeremy and all the guys. You can name all the trainers I've been working with. So I was going on your website and I noticed that on the YouTubes that there's a, there's a couple of options. Like, I already put my application in. What do you recommend? Like, there's an insurance thing and there's a— what's your— because I, I sold high ticket up to $100,000 product, so I want to—

yeah. So there's sort of 3 main options, at least in my sphere. There's Cole, Cole Gordon, right? Uh, which is a great gig, hard to get though, right? Like, high is probably the highest paying, hardest gig. Right? Uh, you have to be very good, you know what I mean? And they will, they will test you. Um, but fucking fun. Cole's team is awesome. Um, uh, the next one is like committed coaches. So committed coaches in January is going to be nuts, right? So like, if anybody look— like, it's going to be the— it's going to be— it'll be like shooting fish in a barrel because they have so many leads. Um, it is a little bit lower ticket. It's sort of like that $1,000 to $5,000 range, but it's like insanely high volume, like hundreds of thousands of leads a month, right? Um, and then there's the insurance. Insurance is great. Uh, if you've never sold insurance before, you have to get licensed. There's a bit of a barrier to entry, but it is like a good sales career, I believe, right? I don't think it's particularly difficult sales, but I think it is really solid. Um, uh, and so Do I know?

I went on that, you know, Matt Ryder, what happened? I punched it. I don't have a license and I said no, but it still led me to the page where I can book an appointment with them.

I don't want to book it if I don't have a license, right? No, you can book it because you can just see if you're going to like it. And then from there, like, he can help you through the licensing process. It takes like 2 weeks. It's pretty easy. I don't know anyone named Igor, but it doesn't mean that they're not— they were not committed. Committed has 1,000 reps. So like, and I recruited like 700 of them, mate. So like Fuck knows, right? Yeah, yeah, sweet ass. Um, so yeah, so those are like all the, all the gigs. I think Committed's really good actually. Um, I know guys have made like, you know, guys there have made $100K a month, right? It is like, it is a fucking slog though. Like, I mean, in which one, which one he said, like, like Committed, but like you'd have to work like 15 hours a day. Oh yeah, I mean, because there's sort of like unlimited opportunity, and if you're someone who like wants to get really good and just fucking smash dials and just like get 7 years of like sales experience in a year, you gotta commit it. You'll come out an absolute savage, right? Um, because it's just non-stop dialing all day long and just smacking deals. Um, you know, and then Kohl is probably, I think, the best opportunity, but like, you know, they hire 1 in 500 that sort of apply through it. I've taken a sports edit.

No, it's, uh, it's pretty good.

Yeah, yeah, yeah, Kohl's awesome. Yeah, looking forward to the stuff here.

Thank you.

Awesome. I think we're actually going to finish on time. It was fantastic. We managed to get through all the questions. Yeah, dude, you can go. Last one, Adrian.

Well, I felt like this was going to be a little bit too complicated, but so like right now for me, we'll get back in a short amount of time.

I'm just kidding, you're fine.

We know you can handle anything. Um, but yeah, so like right now I'm losing, I'm losing a few deals over a couple hundred bucks, so I know it has to do with something upstream, and that's why like this, this question might be a little challenging. Um, like, what do you think that would be? Like, I mean, like, they go through a payment partner, they get denied because their credit's bad, but then they can only put down, like, say, $1,500. They can't even put down $2,000. I'm like, what's the difference between $1,500 and $2,000?

$500. What if— I mean, if they don't have it, bro, you know what I mean? Yeah, like, I always like to get what their cash on hand is. So first of all, I like to make it normal to not get approved. Hey man, so we have these finance partners, right? Like, it is, it is pretty normal, like, to not get approved. So like, don't stress about it because like they might be just a bit embarrassed or whatever, you know what I mean? And then it's like, it's $2,000 to get going. Is that what it is? So what, what I like to do is I like to go, okay, cool. So is this something that you want to do, you need to do, you just, we just need to figure out a way like financially to do it? They go, yep, sweet. Okay, so cool. Cash on hand? Right, like, what do you have? All right, cool. What have you got coming up for bills? So I like to get like the lay of the land, and then it's like, listen, if they need $2,000, then I'll go like, okay, let's break that up into two $1,000 things. So $1,000, do you have that available? Yes. Okay, cool. So how do we get the other $1,000? Okay, right. So like, it's working together to find a solution instead of like kind of railroading them into trying to give you cash, right? And like breaking up larger goals into smaller goals, it's just much easier. So like, you know, if I have to find $5,000, it's like, no, no, I've just gotta— I like, I know I can get $2,500 from here, so now I need to find $1,250 twice. Okay, how do I find $1,250? Like, okay, well, I've got this, I've got this, like what this— I can sell those things. All right, sweet, I can do that. Okay, cool. Now can I get $1,250 from friends? Maybe can I get $400 3 times? Yeah, right. See how it's like we start breaking it down into smaller chunks?

True, but that's if it was like a one-off. Like, they still have to go through a payment plan.

Yeah, yeah, for sure. Yeah, but mate, you're selling broke people. So like, we do, we do, we do what we can. Yeah, you know, um, so then there's like Amex Blue. Right.

Yep.

Um, there's like a number of different sort of, you know, get money now type places. Um, but also like, you know, I'm, I'm not a huge fan of cashing people out, you know. So I think there's an element, man, where you're just gonna have to be like, ah, it's probably just not the right time for this person, just be okay with that. You know, because like, is cashing somebody out really worth it? Probably not, you know, when it comes down to it. Um, you know, so people can find the money. So like, what you do with those people is just like, let's stay in touch. Like, you want to do this? Yeah, cool, man. We'll fucking go find the money. Okay, you know what I mean? Like, go find it, go figure it out, you know. Go do Uber Eats, go sell your fucking underpants on OnlyFans or something. You know, and then, and then we can go from there. That's what Nick does, right? He says he does medical device, right?

But cool, man. Like, I thought it was something like that I was doing wrong upstream.

Um, I'm thinking like, no, like, bro, if people like, you know, if you're getting them to apply for financing, like, dude, they're, they're in, right? So it's like they just don't have the fucking cash. Yeah, is what it is, man. All right, all right.

Well, hey, I'll take that. I'll run with it.

You've forgotten what it's like to be broke. It's a good position.

I've been looking good for too long.

Exactly. Big motherfucker. All right, all right, guys. Good to see you all, and I'll see you soon.

Bye.