Learn the secret to how silence kills objecitons

In this video, you're going to see me actually handling real-life objections. So this is a masterclass that I did where I went away and they tried to stump me. And then I'm going to show you a very simple and I think highly replicatable process that you can use in order to handle more objections, make more sales, make more money, etc., etc. So you can watch them try and stump me. It's pretty funny because I find it— I think it goes pretty well. All right guys, enjoy.

Fine.

So what's the actual product? Like, what are we selling?

Like, let's do—

do you want to just do plat, like sales training? Normal offer?

Yes, sweet. I'll just make up prices. Okay, man. So yeah, in order for us to kind of put the resources into you, the X, the Y, and the Z, so that we can get you to that $50K monthly commissions, the resources required are $15,000. How do you want to proceed?

That's more than I expected. I mean, it definitely sounds good. I think that—

Why is that?

Probably would say because it's like based on everything with like the one-on-one coaching and like having all the pods and all the other stuff, like I feel like obviously I'll get the support and stuff, so I feel like it would be helpful.

Money aside though, do you feel like this could be the answer for you?

I mean, yeah, definitely. Yeah. Like I think if you—

anything specific that kind of jumps out to you that you're like that, that would, that would, that would win?

I would say the one-on-one coaching mainly, because like having somebody—

Why is that?

I want to make sure like I keep—

What is it from the one-on-one that you kind of like, this is the thing?

I'd say more of the progression aspect where like I can like learn something and then make sure I'm doing it right. So like, I guess the feedback you could say.

Okay. All right. And so I guess like, what are some ways that we can come up with the funds to where you can get that one-on-one attention, that feedback, so that you can actually kind of, you know, start progressing your sales?

I mean, I could probably— like, it's, it's not really a matter of not having the money. It's more so I think of like, I just want to think about like a decision of like this magnitude to make sure it's like really the, the right thing for me, I'd say.

So the $15 grand works within your current budget?

Yeah, yeah, it does.

All right, so you can, you can pay in full, that's no problem?

Yeah, I could pay in full. It's just, it's more of like a way to think about, make sure it's like a little bit more comfortable for me.

Okay, well, knowing that it's in your best interest and you can, you can pay in full, like, how do you want to proceed from here?

I mean, yeah, like, again, like, I know it's in my best interest. I just really, like, I, I can do it, it's just tight with the money. And so because it's tighter, it's something I, I want to take more time to make sure, like, yeah, this is actually the right thing for me. Um, just because, like, it is, it is very tight, it is very close.

When you go away and think about it, like, what are you, what are you going to think about specifically?

Just, I, I guess it's, it's more of a thing of like, I usually just don't make decisions on like a first call. So like, it's not even a specific thing, it's more so that's just like how I kind of make decisions.

Okay. And are you happy with where you're at?

I mean, no, that's why I'm here. Definitely not.

Okay, so let's go like scale of 1 to 10, 10 being you're at that $50K a month in commissions, 1 being kind of you're, you know, destitute or like not, like not very close to your goal. Like, where are you at?

Probably not terrible. Maybe like a 6 or 7.

Okay.

What's your current income again?

10K a month.

And you want to get to 50?

Yeah.

And you're at a 6 or a 7. Is that right?

Well, I guess when you put it like that, maybe a little bit lower.

Maybe like, that's a big gap, brother.

If—

what's a 3? Jesus, are you paying money to people, all right, to do sales? All right, so like, no bullshit, no ego, nothing. Like, where are you actually at?

Probably like a 3.

Okay, so that decision-making process that you're using, right, in order to, you know, get to where you are that's caused you to be in a position where you're ultimately quite unhappy with the outcome, wanting to get 5 times higher income levels. Like, how much longer you don't allow that decision-making process to dictate your life and your results kind of moving forward?

I mean, I definitely don't want to get the same results, that's for sure.

Okay, but how do you get a different result if you keep acting and doing things in the same way?

I guess you can. I guess you can.

I guess you can.

Now, I mean, now that I think about it, I think a lot of it is like I have like a wife, obviously. And so usually the reason I don't make decisions like on a first call is because I usually like to like speak to her first and like make sure we're kind of on the same page about like things that we do.

That makes sense. Are you— is she like, is she like your sales EA type thing or like what? Like what involvement does she have in your sales?

No, no, no, no.

She's like a fitness instructor.

Okay.

And like, you want to get to 50 and she wants to get to 50, or like, does she want to work, not work? Like, how's that going to be? Is it 50 as a household or is that you?

That's me. Like, ideally, once I'm doing the 50K a month, she wouldn't have to work anymore.

Okay. So whose responsibility is it to kind of actually do the things that we tell you? We bring you into Plat, we give you one-on-one coaching with Yash, with Andres. You start going through the group coaching sessions, even some with Matt Ryder. Like, you start getting those things and you start getting—

like, who's—

can she make you do it?

Like, I mean, I guess not.

It's more so like, what happens if you go to her and she says no?

I mean, I guess I would like have a conversation with her and try and like work it out between us.

Okay, what happens if you go to her and you have that conversation, at the end of that conversation she's like no?

No, I don't think that would happen, but I guess I would do it anyways, like, if it did.

Well, if it came to that, it's a big call.

Yeah, I mean, I definitely wouldn't want to do that. Like, it's more of a shtick over here, I guess.

Okay, why would you do it anyway though? Why would you do that?

Because I understand it's my responsibility. Like, I'm the one who's on the calls.

Okay. But like, you understand it's your responsibility, but why would you do it regardless of your wife saying no?

Because she's not doing the sales.

Okay.

So she only has like so much context.

So ultimately, whose responsibility is it whether or not you actually do the things required to get the outcome that you need?

Mine.

Okay. And so who's the one who's going to bear the weight of the responsibility of doing it or not?

I mean, me.

Okay. So what happens if you go to your wife and she says no?

I got to do it anyways.

Okay. So if you're going to do it anyways, like, how do you want to proceed?

I mean, I guess I got to do it.

You sure, though?

Yeah, I am.

I am.

Okay. Yeah, that's how I do that. The key thing that makes objection handling simple is like, one, knowing the process. That was just the matrix. And then probing. If you listen to the recording again, I ignored like a third of what he said. Anything that wasn't particularly in my interest was ignored. Anything that was in my interest was probed upon, like not once but twice and sometimes 3 times. And what that does is it leads to like the only logical conclusion is that he does what I want. Right. And so like, if I get— if I ignore the things that are not in my benefit and I double and triple down on the things that he says that are, and I'm probing and clarifying and probing and clarifying and getting him to dig his own grave, like it's in his best interest, right? So I'm saying that like somewhat facetiously, right? The conversation gets thinner and thinner and thinner and thinner, and it funnels down to just a very particular outcome, which is why like I don't have to cheat and get like the answers. And it doesn't matter like what objections you give me. Like it doesn't— I'm going to funnel them into the ones that I want to handle. Which is why like straight away I was like, why? And then like, I knew he was gonna go off on tangents and you guys probably had all this stuff planned, but like I was never gonna let that happen. That's why like I don't care. That's why you don't need to learn complicated word tracks. Nothing I did there was particularly difficult. It's 100% replicatable. It's just that I just know where I want to go, right? And because I have a process and I'm only going to talk about things that are in my process, right? So now that takes discipline and it takes time. Not saying that that skillset is easy to acquire. It is acquirable. Like sales is something that anyone can get good at. Any kind of final questions?

So I'm assuming, correct me if I'm wrong, cuz what would happen for me on my calls, I'd get the random objections and like, I think I've half finished money. That was my issue, but I would have a, an issue like leading them down to those objections. Is the money aside and fully finishing that, like the, the way to like lead them from random objections to like the one we want? Like, is that how it works?

Yeah. So like, if you, if you listen to that roleplay that I did, like I'm only dealing with the things that I want to deal with. And that's one of the keys. So it's not getting distracted. So when you start, when you enter into the money conversation, just, just belligerently finish it. Right? Like you, you can't get distracted because they're going to want to distract you. They're not doing it on purpose.

Right?

They're not like, it's not a plan that they have. It's just that like, they're just kind of squirrel chasing. Right. And but you as a salesperson, like, I think Andres even said, yeah, but I'd go and have a conversation. I was like, yes. And when that conversation finishes, if she says no, what happens then? That's just a box. It's very difficult to not answer that question. Now, it doesn't sound like I was doing much, but I just, I wasn't going to allow him to not answer my question of what happens if you go to your partner and she says no, right? In the same way where he said money wasn't the issue, so I resolved it and I made sure that I said, okay, so the full payment of $15,000, like, that works in the current budget? You can just pitch that? Yes. Okay, how do you want to proceed? Now, I knew I knew that he was going to give me another objection, but I did it anyway. Why? Because it's my process. Like, I don't care. I'm just going to do my process, right? You know, and I'm going to do it diligently and I'm going to do it consistently because that's how I can ensure I have the highest likelihood of success. Does it ensure success? No. But if I deviate from my process, the chances of not being successful are higher because now I'm in uncharted territories. Who's next?

What is your— mentality going into a sales call? Like, you know, the subconscious, like the down below stuff, and maybe even like the baseline emotion that you bring into a call? Because just now when they pushed a little bit, right, at that point, you kind of, you were almost like you didn't care. You're like, okay, well, what are we gonna do now? Right? So more, more of that stuff. Are you just very detached from everything? Or what?

Yeah, what do you think about detached? Is that, I think people look at it wrong. The answer is like, yes. But I'm detached from the outcome because I don't believe that the outcome of a call is a reflection of the quality of it. I'm attached to the process and doing the process. I don't care what happens at the end. Like, I would do live sales calls because, like, there's too many legalities around it, but like, I don't care because whether they bought or not would not be of consequence to me. The call would be good regardless, right? And so I've realized that I can do a perfect call and they don't buy, and I can totally shit the bed and they do buy. These are— this is just reality. The outcome to me is inconsequential. Now, that's easy to say from a position where I have a lot of money, right? Like, it's harder, right? But I had to get there in order to get to the point where I was like able to make more money in sales, right? And it's just because like, it doesn't— it really doesn't matter. If your call is really good and you do good calls consistently, the sales will come. That individual call is not a reflection of anything. Like if you have 50 nos in a row and 50 yeses in a row, you're the exact same sales rep. It's 50%, right? You know what I mean? So you have to start, if you start looking at things that way and you kind of realize that, then it allows you to kind of lean out and just be more relaxed on a call because you realize that like there, there is nothing that you can do to make that person buy. All you can do is a process that hits the amount of time that it hits, right? If it's 30%, then 7 in 10 will say no, but 3 in 10 will say yes. And if you hit 3 in 10, happy days, right? Like 3 in 10 could be, you know what I mean? You can extrapolate that out. Like if you flip a coin 50 times and it lands on tails 49 times, what did you learn? The answer is nothing. It's just circumstance, right? It's just whatever, it's coincidence. So that helped me a lot from just, you know, removing myself from the emotion of a sales call. And the emotion that I bring to a sales call from a baseline is very neutral. The neutrality is just because then I can use my tonality to go up and I can use it to go down. If you come in, like, my initial is going to be nice and high, and it's like, hey man, how are you? Yeah, good, dude. Hey, looks like you booked in a call about possibly getting some help. How can I help? Right? So I'm going to be happy. Why? Because people like talking to happy people. And if someone's like, hi, looks like you booked in a call, it's like, you're fucking miserable. It's like, I don't want to talk to you. Immediately you just think that way, right? You've all walked up to receptionists and they're like, hey, how are you? Or like, hi. You're like, oh. So you want to be happy. That's key because people like happy people. But then from there, like, it's pretty neutral. It's like, yeah, dude, what's going on? Like, okay, cool. Because then I can go up, I can go down, and then it makes a difference, right? In the same way, my pacing is pretty consistent because then I can talk slower and it means something. I can talk faster and it means something, right? I can use dynamics, all that kind of stuff. And so all those things become noticeable. Whereas if I'm super high energy and I drop real low and I do some sort of Jeremy Consequence voice, what's that doing to you? Then it sounds super weird. You know what I mean? So like, I don't want to have too much variation, right? Can I follow up on that?

No, that's beautiful.

Just, just, just like when it gets intense towards the end, right? Objection handling, obviously. I noticed that—

Define intense.

Intense, and let's say like their fear is just triggered immensely. And you, like, I saw you were just like, making it very logical, leaning back, being like, okay, so what are you gonna do? And I feel like I'm more the type of guy like, hey man, we gotta solve this, right? Like, I bring a very intense energy. Is that just style? Would you, would you recommend being calmer, or, or how do you feel about like giving them like an extra push with kind of like your energy, like putting them on?

I mean, let's do it if it works. You can scream at them like a fucking donkey and it works, then do it, right? Like, what do I care? Like, to be honest, whatever works, works. I think that generally speaking, like, leaning in and leaning out are like cues of— they're cues of interest, right? So like leaning out, especially like I'm 6'2" and I weigh like 200 and like, you know, 20, 230 pounds, right? It's like a big dude. So I got covered in tattoos, used to kill people, so I can be intimidating to people.

We've got a badass over here.

So for me, like when I'm, I want to present open, I lean back like this and that's why like the camera is where it is. Right. And then I can lean in and I can show a lot of interest. So like in solution awareness or like in those, those sort of more phases where I want them to sort of really dig deep, I'm going to, oh, okay. That makes sense. And then when I want to slow it down, I just lean out like that. Like that's kind of what I do.