Live Objection Handling Step by Step breakdown

You want to have like, you, you, you want to be able to share my screen real quick, right? Like, you know, like when, when you're in that enterprise level environment, you, you want to have a process that potentially extends it, you know what I mean? And it's like you do three intentional calls, you do four intentional calls, or you do two. You, you don't try and shortcut things too much. You know what I mean? And then what that will result in is that, you know, it results in you having more control over the process. Whereas if you try and like, if you're sacrificing everything for brevity, all you're going to do is end up with less deals at the end of the year. And B2B is like, it's a long term game. Like you have to be willing to sit in the saddle and farm something for six months because it's worth it, you know? Yeah, makes sense. And that's a question, I'm curious here. Would you go through discovery with that.

Specific person on the phone?

Let's just say the CMO was on.

The, on the call with you and not go into the presentation yet until you have other people on. Or is that kind of like a fine line that you're balancing between going ahead and present or presenting and then setting up another call for later?

You know, I, well, I'm never gonna, I, I will present, but I'm, I'm not going to send. The big rule is that I'm not going to send a proposal that I haven't gone through with them.

Okay.

Right. Like that's sort of the big one. I just, I don't want to do that. And like, and like, even if they ask for it. So I'm just streaming this on YouTube. I'm just going to see if it's working, if you can actually hear the thing, because I don't know that it will. Can you, can someone talk?

Hello? Hello? Can you hear us?

Yeah. You can? Sweet. Excellent. All right, cool. Okay. So, yeah, so, you know, don't send out proposals. Okay. You know, like, never ever do that. Like, I'll have companies be like, okay, so send us a proposal. Like, yeah, hey, I'm more than happy to do that. What I'll do is like, we are pretty flat out with people like, like asking for proposals right now. But what I'll do is I'll, I'll try and get it over to you beforehand. But worst case scenario, what I'll do is I'll, I'll take you through it on the call. But I'll. I'll do my best to get it over before. Right. And that usually kind of diffuses it. And then I'm not giving it to them before, like.

Yeah. So you're always telling them when you get on the call with them, oh.

Yeah, I'm going to walk them through it on the call. Because all people do, like, you can look and like, they've done studies on this and they've done like heat mapping. And when you send someone a proposal, they go top left, bottom right. So they look for the who it's addressed to and then they look for the end price. And everything you put in the middle is garbage, you know, and like, you know, it just ends up being shit. And so you want to walk them through it. And there's a difference between a deck and a proposal, right? And so. And then there's a difference between a deck proposal and contract. Right? So what you want to do is you want to go through your deck, right? And then get approval on proposal and then send out contracts.

Okay?

Right.

And if you're on the.

Let's say you're on the call with.

Them in that moment and they ask you about the price, right.

You're not going to price drop until.

You get on the phone at the end of the day with everybody else.

I'm giving price range for sure, but I can't give specifics. Right. But I'm not gonna, like, I'm not gonna, you know, if they're. Because, like, you know, if there's budgets in play as well, like if there's departmental budgets, you know, then you might have to get them to pull from other budgets or you need to know what you're working with. Because also with certain levels of procurement cycle, there's like checks that a company will have to go through if you hit certain thresholds. And so you're sometimes better off having a smaller deal, Right. That gets through the line and doing a land and expand model instead of trying to pitch the large solution first. Especially if you're a new vendor. Right, right. Because you might have to go through like, vendor authorization, stuff like that. I don't know what size the deals are, but, like, you know. But yeah, that's just sort of dependent. And in certain countries they might even do like equity and diversity checks and stuff like that.

Right. Like, it's not that complicated. But I, I see where you're going with that. I appreciate that.

Okay, cool. Alrighty. Anyone else got any questions? Mr. Nick.

What's up, man?

What's happening?

All right, so just a quick summary of where we're at. We're doing well. Numbers are good. We're selling the coaches and consultants lead gen and sales recruiting. Like we play salespeople in their business too. And it's just me as a closer. And then we have a setter. Every time we've brought on another closer with me, it like never works.

Okay.

And so we're saying our set calls are closing at 72%. So we're thinking we need more setters. We don't need another closer. Would you agree with that?

I mean, it's like, it's a, I would say, like it makes no sense that no closers worked out like that to me. Like, you have to do an assessment. Like, are you a unicorn?

Right?

No, no, like what you like, because you might be like, you can. No, you don't have to be humble. Like, it's fine if you're like, it.

Kind of seems nobody can freaking do this profitably.

Yeah. Then your marketing sucks that you, you have to take now it doesn't mean that like, so you have to take that into account, right? Like your marketing is create phone number only leads. And then because like when you say it's not working, my argument to that would be how much time are they given to not be good, right? Because most people suck at things for a pretty significant amount of time and are just not given an opportunity to stop sucking, right? And, and so like if, if like HubSpot did a study, it takes the average rep 90 days to ramp up. Now if I'm giving someone inbound book calls that cost me 250 bucks or 400, let's say 500 bucks, right? To sit that coal and they close 1 in 10 and it's a 5K deal and they want 10, I tell them to go themselves, right? But if I give them like say, if I give them say ten dollar phone numbers and I say, hey brother, for the next 30 days, go to town. I, I'm going to give you a higher percentage of commission, right? Or I'm going to, you know what I mean? And I'm going to be like, but you have to show me because I need you to cut your teeth on these leads and I need you to make mistakes and I just need you to pitch three to four people a day. And once you get to a hundred pitches, then we're going to, then we're going to assess you and put you on inbound, right? Because like otherwise like you're just setting up people to fail And, And. And you want a team of mediocre reps. Because if you're. If you're, you know, like, you want them to hears of the world. I'm just kidding me here. Right, Right. You man. Right? Be better. And I won't make fun of you so much, you little. Right, right. But no mirror's actually very good. He just needs to realize it. So, like, if, like, if I want to make someone better, I need to give them the opportunity, and I want to have them, like, go through that process, you know, like, have. Have a team full of mediocre people because that means that my marketing is successful. Because if you rely on unicorns, then your marketing is actually kind of. You just have someone who can figure it out. And like, that's not a sustainable business model, but it puts you as the sales rep in a unique position to be able to tell those dudes to go themselves and demand whatever you want. And I suggest you do that. Right.

So when we hire setters, though, all they want to do is become a closer.

Yeah, well, they're idiots. So like, say, you know, like. Or you hire over higher setters. Right? Over hire and fire quickly. Yeah. You know, like, you don't do anyone a favor by like, keeping them around. Right. Because they're not able to be successful in the venture in which you're in. So like, allow them to go spread their wings and be successful somewhere else. But you're better off having people like. I don't think the setter to closer transition is like, I've never really seen it done that well. I've seen people like, I never, like, I don't know any dudes that like, used to be savage setters and are now savage sales reps. Like, do you. I can't think of any.

No. For us, it's just filtering out the shitty people.

Yeah. But just have them do outbound and close their own deals. The. So get you full. Get you full by whatever means necessary. And then everything else is just a phone number.

Right.

And that's nice and cheap. And then they call, book their own calls or do outbound and just sell. And that gives them the opportunity, like, give them a month. You know, it's like, hey, man, just sit on the calls for six, seven hours a day. You know, make your dials, do your pitches. Get used to this. I don't expect any sales for the first two weeks. If you say that kind of stuff like, and you give them cheap leads, have them do the old leads, have them do reactivation, you know, Give them a pool of leads that are cheap. First week, nothing but cancellations, reschedules and no shows. Second week, you know what I mean? Leads that are 14 days or plus old. Third week, new leads, right? If they close deals. Fourth week, 1/3 inbound, 2/3 outbound. Fifth week, half and half by week six, week seven, they're full time inbound and they're actually pretty good, right? And then you just have your. You know, because like, you can't create a team of Steph Curry's. You want to create a championship team, not an all star team, right? So, like, you tight, you heavily lead route to yourself, so you are always full. You do a waterfall method of sales management. So it's not rotator. It's not that. It's waterfall. Go. One pool fills, then the next one fills. You are full before anybody else gets a call. Yeah, Right. And then if a call of yours cancels, and a call if old Joe Shitlips over here, right, it gets sent over to you because you are full before anybody else is full. And then they have their outbound. And then when they get better and better and better and better, that is how you grow your sales team successfully, right?

Yeah, man, I'm with you.

All right, cool.

Thanks.

What's up, bro?

I wanna.

I wanna role play.

Oh, do you get into it?

Yes.

What do you want to role play?

I want to do outbound. A setting call for Outbound for selling someone into cyber. Like career change.

Okay, I'm aware of it.

You know, I wonder why. Okay, who's the. Who's the prospect?

Who wants to be the prospect?

I'll prospect for you, mate.

Oh, Garrett. All right, let's do it.

All right.

Like outbound, opt in.

Yeah, Outbound. Yeah. Can't see a full name. I can just see Whitehead.

There we go. You can call me White Head. It's okay, man.

I'll forgive you. No, no, it came now. Gareth. Okay. Ring, ring. Hey, Gareth.

Yeah, who's this?

Hey, Gareth, it's just me here, buddy, with Cyber Revolution. How you doing?

Yeah, okay, man. Who'd you say you're with?

Cyber Revolution. Looks like you inquired, I think of sometime yesterday about, like a possible career change so you could, you know, make more money, more freedom, all that jazz. Do you recall?

Yeah, yeah, man. I was just like taking a look at a couple things on the Internet.

Yeah. What's up? For sure, man. What was it kind of attracted your attention into wanting to, you know, possibly get into cyber so you can, you know, make more money, more freedom all that jazz. Like, what was that intention?

I just curious, man. Yeah, pretty much.

Okay. And what were you hoping to get out of, like possibly getting into cyber, though, just to see if I can help.

I mean, I've got a friend who, he says it's pretty hot right now. Guys are making a ton of money, so thought maybe, why not inquire, you know.

Okay. And what are you doing at the moment, career wise?

I work.

I work construction, man.

Oh, construction. Nice, man. How long you been doing that for?

Gosh, man, years or so.

15.

One of the new guys over here, one of the.

He's stalling, stealing my jokes, man. What are you going to do with. You? All right. And so do you. You've been doing it for 15 years. I mean, do you, do you like the job you're doing?

Yeah, it's okay, man.

What do you, what do you like about.

Pays pretty well, you know? Make a pretty decent cash.

Okay. I mean, sounds like you're killing it, man, making decent cash, I guess. Is there anything you change about, I don't know, just maybe the hours you work or just, just the day to day nature of what you do, if you could.

Yeah, I'm getting old, man. It pays pretty well, you know, make pretty decent cash.

Okay. I mean, sounds like you're killing it, man, making decent cash, I guess. Is there anything you change about, I don't know, just maybe the hours you work or just, just the day to day nature of what you do, if you could.

I'm getting old, man. Construction's not easy on you, so that kind of. The rationale or the motivation behind it, I guess is like, yeah, just don't want to be working so hard anymore, man. Want to sit behind the desk.

Okay.

Drink a beer at lunchtime, chill out.

All right. Okay. I mean, besides, you know, drinking a beer at lunchtime, like, what. What are you noticing, like, physically, if anything, like, how's that showing up?

I'm 40. 40 years old now, man. My knees are one knee replacement later, so it's getting rough.

Yeah.

Okay. I mean, there's, there's people in construction that are 62, man. So what. What's kind of shifted recently that has you, you know, actually looking at making this a priority now, though?

Just sick and tired of the, like, I'm 40 years old, man. Just had a knee replacement, and I'm kind of asking myself, what's. What's next, you know, Other knee gonna go, is the hip gonna go? Is the back gonna go?

Then what?

You know? Okay, so. So what's next then?

I have no idea. That's why I jumped on with you, man.

Okay, okay.

Where are you trying to go? Where are you going?

Trying to find it.

You're going to stroll to memory. You already said the pain point. His friend's making a ton of money. That means he's not, he said.

Then. Then why did he say he's making good money again?

Good money how? What does he mean?

What does good money, though?

You're going down memory. You're taking a stroll, buddy. You gotta start like, you gotta start jogging. You got to start like. Hey, Gareth. Yeah, hey, Gareth, it's just Matt from Cyber Revolution, buddy. How are you?

Yeah, good here, man. What about you?

Hey, good man. It, you know, it just. It just.

Would you say you with.

Sorry. Yeah, man, yeah, I'm from. I'm from Cyber Revolution, buddy. It just looks like you inquired about, you know, about possible career change. Is that right?

Yeah, yeah, I was looking at yesterday.

Yeah. Okay, cool. What kind of sparked your interest?

I mean, I've got a mate who, he's working in the cyber industry right now and he's making pretty decent cash, so. Okay, so why not look into it, man? So that's kind of my motivation.

Okay, so besides that, like, you know why we should look into it? Are you not making decent cash now? Like, what's the sort of motivation behind it?

No, no, I'm doing fairly well right now, man, but my friends doing, I mean, fairly well compared to like, I mean, when I look at myself, like 10 years ago, I'm doing fairly well now, but just wanting a bit of a change, man.

And how old are you? Oh, like, what's the sort of motivation behind it?

No, no, I'm doing fairly well right now, man, but my friend's doing, I mean, fairly well compared to, like, I mean, when I look 40 years old now.

40 years old. All right, cool. So are you where you thought you'd be, where you want to be?

Not quite where I thought I'd be.

Okay.

Yeah, yeah, not quite where I thought I'd be at this point, man.

Okay, so what's the kind of reason for looking for a change?

Just getting older, man. Not really happy with what I'm doing right now.

Okay.

Super, super labor intensive. I feel like myself like 10 years ago. I'm doing fairly well now, but just wanting a bit of a change, man.

And how old Are you 40 years old now? 40 years old. All right, cool. So are you where you thought you'd be, where you want to be?

Like, I can Scale much quicker, make money much easier.

Okay? So, I mean, it's something. You've been doing it for a while, right? So it can't be all doom and gloom. So, you know, like, besides just making more money, like, what would you change about what you're doing if you could?

I just, I don't want to work so hard for the money I make.

You know what I mean?

And when I say, when I say hard, I mean, it's like, I just don't want to be slaving away on a construction site for 10, 12 hours a day, man.

Okay, well, at least you know that you're a worker, right? So at least we know whatever, you know, whatever we do, if you decide to do something, you actually gonna move forward and do it, you know, there's not like a, a laziness factor there, you know? And so, like, I just want to, I just want to like, you know, understand the rationale. What's the main reason for looking to career change? To be able to kind of ascend your career instead of just, you know, just grind it out, work harder, and kind of do more of what you're doing now.

Because I don't know how much more time I have in this, man.

Okay, that makes.

Okay, not quite where I thought I'd be. Okay, yeah, yeah, not quite where I thought I'd be at this point, man.

Okay, so what's the kind of reason for looking for a change?

It's getting older, so.

Pause. Let me hear it. Right, so what you're doing is like you're, you're, you're meandering around the points, okay, Instead of going straight into them. And because you're, you're trying to be like an overly professional, polite version of yourself, right? You are at your best. Because I know you very well, you.

Are at your best and not really happy with what I'm doing right now.

Okay.

Super, super labor intensive.

I feel like when you are more pointy with your conversation, right? You don't, in the beginning of a call, you don't, like, I can scale.

Much quicker, make money much easier.

Okay? I mean, it's something. You've been doing it for a while, right? So it can't be all doing have the luxury of vagueness because what happens is like at the top of a call, it decides the acceptable parameters of what's next. And so if you allow meandering and vague conversation, you open up to a lot of variables and possibilities, right?

Yeah.

I'm sure that average avr, whatever his name, he says I'm a terrible coach online. You buddy. Right. I'm streaming this on YouTube, so you've got all the dirt bags. Right. I'm sure. I'm sure he can articulate this very well. Right. But hopefully he starts rage, rage commenting. So just boost the algorithm. It's good. So, like, like, if you look at the. If the conversations like this, right. Your job is to take it like that. It's why I have gloom. So, you know, like, besides just making more money, like, what would you change about what you're doing if you could?

I just, I don't want to work so hard for the money I make, you know, Funnel.

Right. If you think of a marketing funnel.

Yep.

It's like, go broad with your targeting and then with. You're bringing people down to a decision point to opt in, buy something, whatever, Right. And you're doing that disqualification. Do you know what I mean? And so. But with. But with sales, you're doing it through speed. And when I say.

When I say hard, I mean, it's like, I just don't want to be.

Slaving away on a construction site for specificity of conversation. You can't be having if the more vague it is at the top, the more vague it will be at the bottom.

10, 12 hours a day, man.

Okay, well, at least you know that you're a worker, right? So at least we know whatever, you know, whatever we do if you decide to do bottom. So you have to get on track quickly.

Yep, yep.

Right. So you need to be more pointy with your conversation. So do it again, but this time.

Like, only meaning, like, specific. Right?

Like, specific.

Yeah.

Like, if I asked, like, oh, you know, like, what's shifted? You know, like, what's the motivation behind it? Or if I go, what's really shifted recently to where you're looking to get out of what you're doing and get into something where it doesn't require manual labor. Like, it's just.

I could say the difference. It's like the difference between my hero and Max is like, Matt forced me into an answer. Mihir gave me five options.

Yeah.

I was like, I don't know.

My.

My friend is making some money. Well, okay, your friend aside, man, like, what's shifted for you, though? Like, your friend doesn't matter why you, though. It's like, I have one way to go.

Right? Like, you. You're actually gonna move forward and do it. You know, there's not like a. A laziness factor there, you know? And so, like, I just want to.

Straight Away went into like, you know, okay, friend, decide like what shifted you.

That you like, whatever. Who cares about the friend, right? Like, you know, we have a girlfriend in Canada. I get it. Fantastic. You know, like it, it's like, let's talk about you, let's talk about your problems, talk about what you're doing, you know, and let's, let's start to get that around so that we can start to uncover the reasoning. If someone's like, I'm putting it off for a while, what shift to recent though, you know, so it's about identifying those things and like the more, the more like tighter you can bring it in when you get to that rationale question or you get to something like, you know, like a, you know, more solutiony type question you're going to ask.

It's just straight down the line then.

Yeah, man, yeah, yeah, yeah, yeah. Straight line, baby.

Because I've seen you a lot of your calls as well. Like in the beginning you have a few different questions you ask and, but then once it's too rational, it's, it's pretty much the same.

Yeah, well, because like, like I don't personally think that like there's a big need for like large problem sections, like problem awareness sections. Like the problem is relatively self evident. The marketing's done the job of that. Right? You know, the marketing has made them problem aware. Like if they're here for fitness, they know that they don't know how to lose weight. They're not losing weight. That's the problem. If they're there for cyber, like, they're either there because like, I just want to like, you know, understand the rationale. What's the main reason for looking to career change? To be able to kind of ascend your career instead of just, you know, just grind it out, work harder and kind of do more of what you're doing now.

Because I don't know how much more time I have in this man.

Okay, okay, cool. So pause. So me here, right? So what you're doing is like you're, you're, you're meandering around the points, okay, Instead of going straight into them. And because you're, you're trying to be like an overly professional, polite version of yourself, right? You are at your best because I know you very well, you are at your best when you are more pointy with your conversation, right? You don't, in the beginning of a call, you don't have the luxury of vagueness because what happens is like at the top of a call, it decides the acceptable parameters of what's next. And so if you allow meandering and vague conversation, you open up to a lot of variables and possibilities. Right? Yep. I'm sure that average avr, whatever his name, he says, I'm a terrible coach online. You buddy. Right. I'm streaming this on YouTube, so you've got all the dirt bags. Right. I'm sure, I'm sure he can articulate this very well. Right. But hopefully he starts rage, rage commenting. So just boost the algorithm. It's good. So like, like, if you look at the. If the conversations like this, right. Your job is to take it like that. It's why a funnel, right? If you think of a marketing funnel.

Yeah.

It's like, go broad with your targeting and then with. You're bringing people down to a decision point to opt in, buy something, whatever. Right. And you're doing that. Disqualification. I mean, and so, but with, but with sales, you're doing it through specificity of conversation. You can't be having if the more vague it is at the top, the more vague it will be at the bottom. So you have to get on track quickly.

Yep, yep.

Right. So you need to be more pointy with your conversation. So do it again, but this time.

Like, only meaning, like, specific. Right?

Like specific. Yeah. Like if I asked, like, oh, you know, like, what's shifted? You know, like, what's the motivation behind it? Or if I go, what's really shifted recently to where you're looking to get out of what you're doing and get into something where it doesn't require manual labor. Like, it's just.

I could say the difference. It's like the difference between my hero and Max is like, Matt forced me into an answer. Mihir gave me options.

Yeah.

I was like, I don't know.

My.

My friend is making some money. Well, okay, Your friend decide, man. Like, what's shifted for you, though? Like, your friend doesn't matter why you though. It's like, I have one way to go.

Right?

Like, you, you straight away went into like, you know, okay, friend aside, like, what shifted you, though?

You like, whatever. Who cares about the friend? Yeah, right. Like, you know, we have a girlfriend in Canada. I get it. Fantastic. You know, like, it. It's like, let's talk about you. Talk about your problems, talk about what you're doing, you know, and let's, let's start to get that around so that we can start to uncover the reasoning if someone's like, I'm putting it off for a while. What shift your recent, though you know, so it's about identifying those things and like, the more, the more like tighter you can bring it in. When you get to that rationale question or you get to something like, you know, like a, you know, more solution type question you're going to ask, it's.

Just right down the line.

Yeah, man, yeah, yeah, yeah, yeah. Straight line maybe.

Because I've seen you a lot of your calls as well. Like in the beginning you have a few different questions you ask and. But then once it's too rational, it's, it's pretty much the same.

Yeah, well, because like, I, like, I don't personally think that like, there's a big need for like large problem sections, like problem awareness sections. Like, the problem is relatively self evident. The marketing's done the job of that. Right. You know, the marketing has made them problem aware. Like if they're here for fitness, they know that they don't know how to lose weight. They're not losing weight. That's the problem. If they're there for cyber, like, they're either there because, like they're sick of working. They're either stuck in the position that they're in because they don't have the more advanced skill set and they're already in tech and they want to move up, or they're like tradies that want to get off the tools. Right. Or they're like say, empty nesters that don't have a skill set and this is a good way for them to get back into the job market. So once you identify that problem set, you can put them in the bucket and it's relatively simple so to take them down through that, into that rationale question and then you can start opening up criteria and you can go into solution so you don't have to spend a great deal of time on it. And the more you do, the more complex and convoluted the rest of the conversation will become.

Yep.

Yeah, so do it again with Gareth and be more pointy.

Okay, let's do it. Ring green.

Hello?

Hey, Gareth.

Yeah, this is him.

Who's this? Yeah, hey, Garth, it's just me here, buddy with Cyber Evolution. How you doing?

Yeah, doing well, man. You said you were sorry.

Yeah, Cyber Evolution, buddy. You inquired them yesterday about like a possible career change so you can, you know, make a career shift into like a high paying, flexible industry. Do you recall?

Oh, yeah, yeah, man, I remember seeing that ad.

Yeah, yeah, man. What was it that kind of, I guess, attracted your attention and made you want to, you know, even possibly get into cyber. Like, what was that intention?

Yeah, man, I've got a cousin, she's in the cyber industry and she's doing really well and.

Yeah, okay.

Looked into myself and found you guys.

Yeah.

Okay. And cousin aside, man, my cousin's in NASA, but I'm not, you know, gonna jump into NASA tomorrow. So what was your kind of intention out of wanting to possibly get into cyber? Like, what's the goal?

Yeah, man, I'm just looking to make more or less the same income, if not more, but just like less intensive right now. I mean, I'm in a pretty. Yeah, yeah. Like, I work in construction, man. It's not easy. It's like long hours. Stuff on your body.

It's.

It's.

It's pretty.

Okay. How long you been in construction working the long hours for?

Gosh, man, 20 years now.

20 gez, man. Okay, so what's kind of shifted recently though, that has you wanted to possibly reduce the work hours after 20 years?

Realistically, man, my body's just starting to give out. My mind's starting.

Really?

I had.

Yeah.

Knee replacement last year.

Geez. And.

Yeah, just not. Not super thrilled with life right now, mate.

Okay. And I guess besides just, you know, the physical thing you're noticing, is there anything you change about. I guess just the hours you work?

You don't need that. You don't need that.

Because I felt like he gave me quite a lot.

You can go to Rationale straight away. You don't need.

Because typically I was gonna like, book them in for the next call, but he gave me so much already. Like, is that enough to just. Just literally book the call?

Yeah, that's enough. Yeah, yeah.

Geez.

That was much better.

Like two minutes, though.

Yeah. Dude, if it set calls longer than, like, five minutes, I don't know what you're doing.

Yeah, right. Like, that are three, two minutes, one and a half minutes. It's crazy.

Hey, like, what? I don't understand what you're trying to get, you know, I mean, like. Yeah, you just. Hey, you have a problem, we have solution.

Boom.

This way.

Don't waste time after that.

Yeah, no, like, all you're gonna do is end up driving too much of a need and then they'll go and find a solution in between now and the sales call.

Yeah, it's happened.

Yeah.

Yeah.

It's your fault.

I know.

Well done.

The bias.

That's good.

Yeah, that's enough. Someone doing this call. Absolutely.

Yeah.

What else do you need, girl? One is a name. A name and a product. That's It.

Hey, Matt, I have a question for my. Here.

Yeah.

Hey, why are you.

Why are you gay? Why.

Why are you gay? I've seen that one. That was funny. Yeah. Why do you have a trepidation to saying your name in the very beginning? What do you mean?

You, you don't say your name.

Oh, my name. My name is literally me here. No, no, I'm saying that when you role play, you skip over your name. Oh, really? That's, that's probably my mistake. Yeah, yeah, because they, that they're triggering self resistance.

They're like, who is this?

You're just saying this is like. I didn't, I didn't even realize that. Yeah.

You don't even say one.

Yeah, yeah.

You have a nice thing.

Say it, man. Yeah, I just forgot.

It'S here.

Yeah, thanks. Thanks, Roy.

All right, who's next? Right? Who's next? Otherwise I'll just do my.

Another one for you, if you don't mind.

I mean, go for it. All right.

Pretty much a lot of my closed deals, right before they buy, they go into this long list of questions and I literally see them like coming up with these questions and it's before they buy and it's good sometimes because then they buy, but then sometimes I feel like doesn't work and they kind of like talk themselves out of it. What are they trying to.

What's up?

What are the questions like about the.

The product, about the service. But like kind of ridiculous questions. How many video editors do you have?

How many do you want?

Yeah, well.

Yeah, well, and, and I'll just straight up tell them. The questions you're asking me right now don't matter. And sometimes that works and sometimes it doesn't.

Do you have. So I would. What's. How's your pitch laid out? Like how do you present your offer?

Discovery pillars, commitment.

What are the pillars though?

Front end packaging. Like so we're going to make your offer, we're going to build your sales process. We're going to get traffic to the funnel and then we place closer in there to remove you from the sales role.

Okay, then what.

Essentially? Do you like it?

Yeah.

Five grand. So really seven. Five hundred.

You're getting money? You'll give money now?

Yeah, well, and we do a price drop. So we just say 7,500 and we have a fast action discount for anybody that makes the decision here.

Huh?

You pussy.

Why? Why do you say that?

Bullshit discount.

Why?

Why?

So what happens if I want to buy tomorrow? Do you give me the discount?

No. No bullshit.

Well, Bullshit.

So what, what we would do in that case is we would have you leave a completely refundable deposit of $1,000 and that locks you into the five grand price point.

So what if I say no to that? But I'll say at 9am tomorrow I'm going to give you a call and I'm going to give you five grand. And if you don't take my five grand, then it's a no for me.

Can't take it.

Okay, well that's cool then. I like that. I'm okay with it if you're like that. I don't think you need it. I think just sell it for 3500. Sell less people make more money, right? Like what's your close rate?

So live call the close rates. Like 24 offer to close rate is like 48.

So offer everyone. Why, why don't. What's your credit? What's your criteria for not offering?

They'll hang up on me. Like they'll just.

Yeah, I haven't heard. I mean, but I feel like I'd like it. So.

Yeah.

Okay, well. Okay, so are your. Is your. You have one pillar. It's like, hey, this is what we do, right?

Yeah, like.

Okay, so I would say if you're getting a lot of those questions, you need to address them with like beefing out a little bit. Like most people have too big, big of a pitch. But it's, it sounds like your pitch is like, so we get leads and then give you a closer.

Yeah. Yes.

Yeah.

We high fiving or what are we doing? Come on, bro. Yeah. And then your mindset frame the living out of people. Is that what you do?

I.

What do you mean by that?

Like you just railroad people with objection. Handling through mindset. Yeah.

Or, or, or, or I'll tell them to get off the call and then that's when they buy. That's when they buy a tree.

You're getting people with daddy issues. All right, well I think that what you can do is have a little bit of a more nuanced pitch, right? So break it down into a couple of distinct. Like give them a process. People feel confident with a process, right? So it's like step one, we're going to get you traffic. The way in which we do that is this. And here's our three step formula and it's an overview of the things and then you get buy and you go, okay, so you understand that we have to get you traffic first. Does that make sense? Yes. Okay, cool. Would that help you? Any questions? No, Good. All right, step number two is now I have to send that traffic somewhere, right? So we're going to create a landing pages, lead funnels. There's a lot of different ways to do that, and I won't bore you with all of it because there is no one size fits all, has to chop and change over time. You know what I mean? But we're going to create a place, right, a funnel for those people to go to, and then we're going to be adjusting that and figuring out what works best for you to get people into your sales process. Now, once they're in there, obviously you don't want to be doing sales for rest of your life. Do you want to be doing sales for the rest of your life? No, I don't. Why not? Well, because then I can't work on the business. Work in the business. Exactly. So our last pillar is about removing you from that process and giving you the freedom to actually work on your business. By giving you a closer, putting them and getting the leads through the funnel by the traffic that we generate. Do you feel like that process would help you get out of the business so you can actually work on it faster? Yes. Why is that? For this reason. Is there anything specific about what I've gone through that you feel like will be. Will give you the most amount of benefit right now, though, to move the needle for you? Yes, this. What is it about that? Okay, cool. In order for us to put the resources into your business so that you can actually have the traffic, have a good conversion cycle, make that MQL to SQL conversion, get a good closer. Because, hey, if it's a shit funnel with shit leads, a good closer isn't going to want to come, are they? No. So in order for us to get those resources, the funding required is $5,000. How do you want to proceed from here? Is that better than your pitch? Because I just made it up.

Yeah. I mean, yeah, Right.

So, like, it's like, I probably didn't give that much more detail, but I. I fleshed it out a little bit. Right?

Yeah.

I gave a series of outcomes. You know what I mean? And then I tied it back to goals in which they probably want. Right, right. You know what I mean? Okay.

I'm starting the call real quick. Just, I'm starting the call with what brings us to the call, and that's fine.

I. I start calls. How can I help? Yeah, vague entry point ever.

I.

So I feel like I'm giving them so much control there because if sometimes they.

Yeah, but you they don't like that question.

Can I, Can I show you? Yeah. I mean, have you ever had the feedback that you sound like an Nicole?

No, not really.

No. Because like, no, you. I like, you're. You're very.

Yes, yes, yes, yes, I have. Yes.

No. Yes, yes, yes. Even my mother thinks I'm an. No. So, yeah, you. You're giving me. And I honestly, man, I don't mean this in a bad thing. It's probably a good. It's a good default. You're giving me kind of like a bit vibe and. And I mean that in the best possible way. In the same way where like half people on this call think I'm an. Like, it's fine. I don't. It's fine. I'm. I'm very cool with it. But, you know, being able to use your tonality, you know what I mean? And even like squaring up right now. So see how you're kind of off kilter like this. See how when I talk to you like this, it makes me seem a little bit less interested in you, but if I talk to you like this, I'm a little bit more interested. Okay. And where your camera is, like, you're looking like this. So your camera is down at the bottom. So, like, you're right. Put your camera in the middle. And it's little things like that. It's sort of, you know, that like, show interest in the person and so your tonality is read better.

Right.

You know, there are a lot of little things like that, that, that make a large difference. Like you don't want to have a camera below you. You always want to have it like at or slightly above you, you know, I mean, having it below you is a very intimidating. Like if I did on my calls, like, sort of like this, hey, guys, what's up? You know, like, I. I am better than you and I know it like this. You know, it's kind of a ridiculous way of being, right? So. And then if I'm like off kilter and stuff like that, like, I want to show my interest and I want to use. Like, if we're going to be on zoom, we might as well use it to our advantage so that we can showcase body language and, and use it right? You know, because, like, if I want to show my interest, like if I lean out, like, if someone's telling me stuff, I can go, okay, okay. And what I can do, I'm quite a big guy, right? Like, I'm like 246, two, you know what I mean? So, like, I'm not a small human and I'm covered in tattoos and used to kill people for a living. So I can be intimidating to some people. So I give myself more space, right, like this. And this is how I sit, like, on a sales call to begin with, right? Because I can, like, use the space. And then when someone's giving me, like, what they want, I come in like this. Oh, okay. Oh, that makes sense.

Yeah.

Cool, man. And then I, like, bring it back out when I want to explain something, right? So like, like that. It like, you know, they're all little things, but they're very easy to do and they mimic more normal conversation. And it just is more normal, you know, because, like, you're interested in what I'm saying now, and I can see it. You're like this. I know you're interested. Whereas if you're like, yep. Huh, Yep. Okay. It's like, even if you are interested, you seem like a douchebag. Right? So, you know, I would say if you fleshed out the. This is being. This is on YouTube, right? So you can just go watch this. So you can take that pitch, flesh it out, make it into a process, get buying at multiple points, tie it back to a problem. Remember how you said that you were, you know, kind of struggling for consistency and that made it so closers were kind of bouncing in and out of your business? Well, what we do is we create a consistible, repeatable, yada, yada, yada. What that's going to do is going to attract high quality talent, right? Because, like, you're only. You're only going to get as good of a rep as what your business is good, you know, and so does that make sense? Like, yeah, sweet. And, you know, and then you're like, okay. And now it's not just like, hey, trust me, bro. All right, off. You know?

Yeah.

And I think you'd probably end up getting, you know, an extra 5, 6% of those people and get less questions and get more buying. You probably have a couple refunds every now and then, I'm assuming. All right. Hey, you're better off being more on the slappy, slappy, make daddy happy side than you are on the more passive. Like, please, sir, can I have a sale? Right? So you're better off being on the side that you're on and then using tonality and body language and a better pitch to be able to, you know, soften it a little bit. And then you can bring in the slappy slappy when you need to.

Right?

Yeah. Right. Awesome. Alrighty, let's go. Next person. I got a few more minutes because the. I reached. I. I canceled the sales call I had coming up. Book of sales called me. Got zero. Got zero. Sales team wants a dollar. Got. No, no, no, no. No one who needs to dal eats like. What do you want to do? Just have a chat? No, I'm good, thanks.

Right, Right.

I'm good. Thanks, champ. Right. All right, let's go. Come on.

How do you.

How did you find that out? Did you call them and ask them that or you saw it on a application?

We have it. He must have bypassed some because, like, we have it. So if you have less than three seats. Account book, because we have a minimum. Right. And he has zero setters. Zero anything. So the dude. The dude went into the matrix.

Right.

Would Tyler work for Biz Up?

Yeah, it works for everything. It's dope as we get, like, crazy results. We got cold callers, we got inbound.

We don't have any leads for you to call.

Well, we don't call them. You call them, right?

Oh, well, we don't. We don't have any leads. I mean, we've got.

Yeah, not that.

What do you mean you have leads? Who do you sell?

What? What?

Who do you sell?

Coaches and consultants. We have leads.

There you go. So why'd you say it on a blitz?

Because, like, I. When I look at the dialer thing.

Right.

Isn't it. You can dial a ton of people at one time. Isn't that the.

It's like the opposite of that.

But.

Yep. You haven't been. You've been. You've been. You've been watching those videos in the background. Yeah, sorry. Not sorry.

We have 2000 leads.

We.

We have 2000 leads.

So you guys just do straight booking? You don't do any phone number before that?

No, no, we stopped doing that.

Yeah. Right. Well, you know, you're going to start doing it again because you want to have. The conversation that we had before was like, you need to have opt ins so that you can get sales reps to. To practice on. Right. So you have a secondary funnel with opt ins now that you probably won't need us.

Right?

Because, like, the volume won't be there, like, you know, for a while. But yeah, like, we. We. We kind of bespoke everything. It's just a different way of dialing. We do automated manual dialing. It's different. It's all compliant stuff like that. But you definitely need to start getting, like, phone number opt in so that you can get reps. An opportunity to cut their teeth. It's also a good way to do it for your clients. Like have the reps for the first month just like get phone numbers instead of spending tons of the clients money on like inbound book calls and having them totally to bed like everyone always does. Yeah, Coolio, coolio. Who's next?

I'll role play again if no one else wants to.

Like if you want to, bro.

No one else is raising their hand, man, so.

Oh man, you know. To the winner go the spoils.

Exactly. All right, let's go.

You're gonna be, you're gonna, you're gonna roll with Tony. Tony, Tony, let me ask you a question. What is your close rate right now? 80. Tony's a savage. All right, and who told you how to sell, Tony? Matt Ryder said, well done, Tony. You're a killer. Tony's a goddamn savage. Sounds like a game Michael Jackson every now and then, but we slapped that out of him. Slapped it out of me hard. Let's have you do the role play. You are going to be the salesperson and me here, you're going to be the prospect.

Let's do it.

Tony, you are going to outbound me. Here's offer. He sells a cyber security program where you learn how to be the most secure of the cyber people. So it's like learning a skill to be able to get a higher paying job. Okay, for sure. Ring, ring.

Yo.

Hey, Mahir.

Yeah, who's this?

Hey Mahir. Yeah, it's just Tony here from cyber security, blah, blah, blah. I think you, I think you possibly were looking at getting some skills around becoming a cyber security specialist.

Would that be correct? Yeah, I think so. I think so. What's it about?

Yeah, I think it's possibly transitioning from your career into more of a high paying, demanding role. Do you, does that sort of spark your interest?

Oh, yeah, yeah, I do remember. Yeah, yeah. Cool, man. Just wanted to look into it. I've, you know, I've been seeing the ads like 20 times, so might as well check it out. Yeah, okay, well, what did you kind.

Of see from us? What did you see from the ad that made you feel like this, you know, might be a good direction in the first place?

You know, just he was talking about how you can make an extra, you know, I'm, I'm at 50k right now. I want to be at 100k. So he was like, in six months you can get to 100k? Is that what it is? Yeah, man. You've seen it 20 times, right? Yeah. Seen it 20 times, inquired this time finally. So here we are.

Okay, so you're wanting to make double your current income at the moment. Like what are you, what are you.

Currently doing for work at the moment? I'm unemployed. I'm just doing a marketing agency on the side.

So you have a business or you're an employee?

I have a business, yeah. Okay.

How long have you been doing the business for?

2 months.

2 months and you're at 50k, is that before tax, after tax?

Pretty sure it's off the tax. I haven't checked. I mean, brother, like if you're doing.

50K after two months and you're sort of running your own business, like, what's the rationale behind you actually looking into, you know, possibly looking into a more high demand job, even more stability.

Because that's 100k. I'm at 50, man. Want to double it.

Okay. And I guess prior to the business.

Like, because that's 100k, I'm at 50, man. Want to double it.

Okay. And I guess prior to the business, like what were you kind of doing before?

I was a student.

Student, yeah. What's got you wanting to look into, I guess doing a job? If you already have a business at.

The moment, man, want to make more money, man, why not? Just don't know I can, but at the same time, I'm at 50.

What are you kind of doing before?

I was a student.

Student, yeah. What's got you wanting to look into, I guess doing a job. If you already have a business at.

The moment, man, Want to make more money, man. DK and I want to make a hundred.

Okay. Well, if you'd like, man, like I'm happy to go through sort of our process, our systems and how we up to, you know, doubling your income, let's say over the next 90 days and get you through a position where you have a high paying role. Would that be helpful?

Yeah, sure.

You sure?

Yeah. 100 tops.

Better instantaneously. Well played. That's good. Somebody on YouTube said, how the does.

Boy, I just don't know I can. But at the same time, I'm at 50.

Rogers know how to pitch. Industry is not in, right? Sales is sales, guys. Sales is sales. Like water filtration. Go like it doesn't matter. Like the specifics of an industry are like, they help when you know them, obviously and you get better at it over time. But all you're doing is like, what are you here for? Right? Like what's the problem? You'd like to solve. Hey, I want to get, you know, the water in my house is crap. Oh, okay. Like how long has that been a problem? Oh, for a while. What are you doing at the moment to make the water purity in your house better? The water quality? Oh, nothing. So what shifted recently to where you want to make this a priority and actually get the water nice and clean? Well, my daughter. This, this and this. Oh, okay. Anything else? Yeah, sweet. Just so I can see the rationale, why don't, why not just like place a little water filter on every tap.

DK and I want to make 100.

Okay. Well if you'd like, man, like I'm happy to go through sort of and just kind of, you know, go down to the local hardware store and do it that way. Why actually install like a whole system in your house? Well, it's just. Yeah, this. And it's like, oh sweet. See, like it's easy. You just got to understand like problems and go okay, like tell me about those problems. Oh, tell me about the, you know, what's like, what's the catalyst? There's always a catalyst that's getting them to do something because that's why they're on the process. Our systems and how we up to, you know, doubling your income, let's say over the next 90 days and get you. The marketing has sparked something. So understanding what that is is great. You know, and they might go like. Because it like there's no lack of anything being advertised them at all times, right. So like there had something has happened. There's been a shift in thought because you know, no one just goes like, oh my God. Did you guys know there are places that have position where you have a high paying role? Would that be helpful?

Yeah, sure.

You sure?

Yeah.

100 top instantaneously. Well played. That's good. Somebody on YouTube said how the does fitness equipment that you can pay money to go to? I had no idea, Wendy. Can you believe such a thing? It's like, no. They get advertised for a gym 14 times a day and walk past three on the way to Dunkin Donuts, right? So like it's like, hey, what shifted recently to where you want to stop walking past the gym and maybe you walk into one, you know. Well, mate like stepped on the scale the other day and I wasn't happy. Okay, scale of one to fat. Where are you? You know what I mean? And it's like, okay, cool. So like where do we want to be? Dude? What have you been doing to lose the weight? When did you step on that Scale. Three weeks ago. What have you been doing over the last three weeks? Nothing. Why not? I thought that was the catalyst. Why have you done, Bro, just know how to pitch. Industry is not in. Right? Sales and sales, guys. Sales is sales. Like, nothing. Fair enough question. Right. Well, I've just been busy, so. Are you planning on not being busy now?

No.

Okay, so what's changed to where you just want to say, I actually need to do this and stop pretending like you're going to do it? Well, I just, like, I got my daughter's wedding coming up and I just don't want to be a piece of in the photos. When's your daughter's wedding? Six months. Okay, let's get to work. You know what I mean? You see how, like, just, you know, like, obviously I'm role playing with myself, but it's like, you know, you just gotta, you gotta, you gotta find the answer and you can't accept like water filtration. Go. Like, it doesn't matter. Like the specifics of an industry. Vague answers.

Yep.

You know, you gotta get the specifics. You gotta be like, targeted with it. Don't be afraid to ask a question more than once. That's why you need to have conversational flexibility and be able to ask questions. Or like, they help when you know them, obviously, and you get better at it over time, but all you're doing is multiple ways. Right? When Sales Sniper was at its peak, I used to do a thing where, like, we would have people role play and they would have to. I'd go, say it again, but they weren't allowed. They had to ask the same question, but they weren't allowed to use this, like, what are you here for? Right. Like, what's the problem you'd like to solve? Hey, I want to get same words. I make him do it six times. Why is this important to you now, though? Say it again. What's changed recently to where you actually want to get this done? Say it again. Say it again. Right, and it's about creating really, really conversational flexibility, you know, so that you can ask questions over and over again without it sounding like you're asking the same question over and over again. Right. Because half answers will kill your sales. You know what happens if you go to your wife and like, you know, and she says no? Well, you know, it's, you know, she's not like that. We have a great relationship and she's super supportive. Oh. So thank you for not answering my question. It's like, okay, yeah, but what happens if she's pissed off. She's had a bad day at work, and she just says no. Well, you know, I don't think she'd happen. She's really supportive, and she really wants us to be successful. Okay. What happens if she gets home? You know, the water in my house is crap. Okay. Like, how long has that been a problem, though? Becky's been a. You know how Becky can be, right? Becky's are, you know, been horrible at work. So your wife gets home, she's like, becky. And I'm like, I know. I hate that. Right? And then she. And I'm like, hey, baby, I want to spend five grand. Because, like, Nick says that he's gonna get me a sales rep. And she's like, no. What happens then? Well, right. I guess I couldn't do it. Oh, so she's responsible for the outcomes? No. Okay, well. Oh, for a while. What are you doing at the moment to make the water purity in your house better, the water quality? Oh, nothing. Who else says, okay, so you can't do it? And then she says, yes. Okay. So, you know, can she actually do it for you? Can she make you do it? No. Can she affect the outcome in any way, shape, or form whether godless of whether you do it or not? No. Okay. So is it really fair to make someone the ultimate arbiter of this? So what shifted recently to where you want to make this a priority and actually get the water nice and clean? Well, my daughter. This, this, and this. Oh, success and the decision maker, if they have absolutely no dog in the fight whatsoever. Now, listen. Okay. Anything else? Yeah. Sweet. Just so I can see the rationale, why don't. Why not just, like, place a little water filter on every tap so that you purchase now? But that commitment has to be yours. You're the only one who can affect the outcome. So what do you think you need to do to put yourself in the best position to be able to xyz? Well, I need you to get this, this, and this. Do you feel like we do that for you? Yes. Why is that? Boom. You know? I mean, so, dude, it's just like, knowing where you are and just, like, just asking the questions and the questions and getting the answers. Getting the answers. Ask the questions, get the answers. You know what I mean? This person Anne said, how do you go through this process with someone rushing you at the beginning and wanting to get out price? So the answer is, I don't let them do that. Right. So that's pretty common. So you're only. Only. Okay, so the steamroller does not steamroll. The steamrollee must allow the steamroller to do the steamrolling. Right. The second thing is that you just do a standard deflection. So you know, someone's like, hey, I want the price. And I'm like, yeah, yeah. And just kind of, you know, go down to the local hardware store and do it that way. Why actually install like a whole system in your house? Cool, man. I'm more than happy to go through all that at this stage. I don't quite know enough about you to make sure that what we could actually help. So it's okay with you? Just ask you a few questions and then from there I'll happily go through all that. If they then keep going. I've seen actually people teach this as their own. I made it up. I'm gonna go there and say it. I don't see that very often, but I straight up made this up where it's like, I'll ask them like what they do for work. So it's like, hey, what do you do for work? I'm an architect. Hey, how much to design my house? They go, well, how many bedrooms? It's like, ah, I haven't got time for that, bro. I just need to know how much. Now if they're a. They'll give you a random price. Well, it's just, yeah, this. And it's like, oh, sweet. See, like it's easy. You just gotta understand like problems, things. They'll go, it's 5,000. Oh, mate, perfect. Because I just bought this land, right? And I need like, I. I have like, you know, a 14,000 square foot house that I need, right? And it has to be able to support like, oh, okay, like, tell me about those problems. Oh, tell me about the, you know, what's like, what an internal library that has 12, 000 books, right? So five grand. The other guys quoted me half a mil, you know, and then you're like, sometimes you need to understand more about your prospect to make sure that you can actually quote it effectively. So if it's okay, I'll just ask you a few more questions. And then from there, like, what's the catalyst? There's always a catalyst that's getting them to do something because that's why they're on the clock. I can go through it. And if they still ask you for the money, you give them the price and say, how do you want to proceed from here? And you aggressively, Objection. Handle. Okay, mates, 30 GS. What do you want to do from here? And just Sit in it, just enjoy it. Let it fester.

Just practice. Yeah.

Just. Objection. Handle aggressively. Right? That's how I do it anyway. So my mama taught me, let the boy watch. Right. Oh, the marketing has sparked something. So understanding what that is is great, you know, and yeah, sweet that that's how I do it. It works pretty well. It's like 1% of people are gonna push back on the first one. I mean, it's very, very low. And it makes sense too, because, like, I don't. I don't know what the am I supposed to know. Like, I know your name, you know. Yeah, that does work. There's a thousand ways to do it, but that works. What am I go like, because it like there's no lack of anything being advertised them at all times. Right. What industry is Tony winning? Oh, Tony's. Tony's done a lot of. A lot of industries. How can we be trained by you invested in 3.0. Well, I don't give a mate because I left that business years ago. Good for you. I do this now. I do cheap and whenever I want. I don't need to make money from sales training because I sell for a living. Right. So like there has something has happened. There's been a shift in thought because, you know, no one just goes like, oh my God. Did you guys know there are places that have. So if you want to join the. I have it. What is it, 200 bucks a month? 100 bucks a month? Something like that. There's like the YouTube membership thing. It's like a hundred and something videos and a weekly call. Right. Tony has sold fitness and now he's selling. You're selling like ecom biz up or something, right? Yeah, you could. Sorry, could sell anything. Doesn't matter. He's learned the skill. Should it be a different vibe than if a salesperson in front of founder? No, I'm just, I'm just me regardless. Right. Sales of sales. Like I've sold. I've been on sales calls with public companies. I dress like this.

Right.

Like, like professionalism comes through. Like how you act. Fitness equipment that you can pay money to go to. I had no idea. Right. Obviously you want to dress like good and stuff like that, but you know, you want to present yourself well. But like, you know, you need to be yourself. I think that's really important. And obviously you have to heat check yourself every now and then. Like if you're going to go in and sell like, you know, like a church into something you probably want to like, you know, probably like, wear a cold shirt, you know, maybe tone it down a little bit, you know, but like, you know, she got to read the room a little bit. But I think. Wendy, can you believe such a thing? It's like, no. They get advertised for a gym 14 times. Like, if you're yourself, it's way easier because if you're like, trying to be somebody else on a call, you have to think a lot and then things don't come naturally, and then that just creates issues and chaos and stuff like that. Cool. Cool. All right. People ask for such specific training on these things. Can you do a training on, like, No, I can't. Can you shut the day and walk past three on the way to Dunkin Donuts? Right? So, like, it's like, hey, what shifted recently to where you show me a pitch on how to sell, like, three PL Warehouse B2B? Guys, I could. Sales and sales guys. Who cares? You sell people. It's pretty much the same thing. Alrighty, last question. Query. Doubtful point. Then I'm gonna bounce out. No, if you guys want to join my YouTube membership, give me some money. I think it's like, for. You want to stop walking past the gym, maybe you walk into one, you know, well, 50 to 200 bucks a month. It's in my YouTube. Just go there. I think we have like five coaching sessions a week now. I don't even pay the coaches. They'll probably just try and sell you one on one.

I bought one.

Buyer beware. So I get free coaches. Just pitch them. I don't give a. Do you want. They're good coaches, though. There's like one every day. There's Josh, Lauren, I think Jack's coming on now.

Yashish, Bob's got a question here for you that I'm. I'm dying to hear too. What is it you mentioned earlier about setting up the marketing and funnel so that all reps can succeed, not just killers? Can you elaborate?

Most people suck at sales. So if you only have mate, like, stepped on the scale the other day and I wasn't happy. Okay, scale of one to first system that works for killers, your business will fail.

Yeah.

So, like, you're. You're. If you're. If your business only works with killers, your offer either sucks or your marketing sucks. It's probably the offer. Good offers are easy to sell. Like, so if an offer is really hard to sell, it's just like. It's just a. It's just hard to sell. There's no point of difference. Right? Fat. Where are you? You Know, I mean, and it's like, okay, cool. So like where. You know what I mean special about it, it's difficult. You get commoditized quickly. So like there has to be something difference in the offer or the marketing because like you just have to have like, you know, you want to lead route aggressively to better people. Like, there's no equity and diversity in sales. Right. In the same way there's no equity and diversity in a professional sports team. Like imagine if they said like this, the NBA has to be 40 white dudes. What do we want to be? Dude, what have you been doing to lose the weight? When did you step on that scale? Three weeks ago. What? Wouldn't watch it, right? Like this be terrible. Yeah. I mean, what have you been doing over the last three weeks? Nothing. Why not? I thought that was the catalyst. Why have you done so like in the same way we're a sales team. Like I don't care who you are, if you're the best, you should get all the calls, you know, I mean, and so like. But there should be a mechanism for people to like, like every team. Like if you have a Steph Curry, enjoy the Steph Curry time, right? So make sure he gets his 30 shots a game so he can give you his 30 points. But you then need to sub in dudes every now and then, you know what I mean? And so you've got to have mechanisms for them to be able to create opportunity that allows them to stay on the team. Like imagine if the 12th dude on the bench was forced to start. He'd get kicked off the team, you know, so they put him in when Steph Curry's tired and he just doesn't up. That's his role. He's a professional, not upper right, like a backup quarterback. Just don't lose, right? Don't throw any picks and you'll be fine, champ. You'll have an 18 year career, make a ton of money and never get hit and nothing. Fair enough question, right? Well, I've just been busy. So are you planning on not. You know, so you just have to have that stuff in place. That's why you can only having one marketing channel is crazy. Stephen Curry's here. Like someone called Stephen Curry, you know.

So we got one marketing channel.

Yeah, you need more than that. You need to have phone numbers. You're being busy now. No. Okay, so what's changed to where you just want to have email, you need to have book a call. Like just create points in your marketing to where? Like when people. Dude, if it's set calls longer than like five minutes. I don't know what you're doing.

Yeah, right.

Fall off. You have a bucket for them. That's how you have a good row ass and that's how you give people opportunity to be able to like, better.

Three, two minutes, one and a half minutes. It's crazy.

Hey, like, what? I don't understand what you're trying to get, you know, I mean, like. Yeah, you just. Hey, you have problem, we have solution.

Boom.

This way.

Don't waste time after that. Yeah.

Like, all you're going to do is end up driving too much of a need and then they'll go and find a solution in between now and so, like get after it, figure it out with volume and not just have to deal with inbound book calls because, like, it's just a really difficult way of doing it.

Yeah.

You know. Alrighty. All right, team, I gotta bounce.

Thank you very much.

Peace be with you.

See you.

I want to say I actually need to do this and stop pretending like you're going to do it. Well, I just, like, I got my daughter's bye YouTube wedding coming up and I just don't want to be a piece of in the photos. When's your daughter's wedding? Six months. Okay. That's cool.

Yeah. It's happened. Yeah. Yeah.

It's your fault. He did.

I know.

Well done.

The bias.

That's good.

Yeah. That's enough. Someone doing this. Cool. Absolutely.

Yeah.

Let's get to work. You know, I mean, you see how like just, you know, like, obviously I'm role playing. What else do you need, bro? One needs a name and a name and a product. That's it.

Hey, Matt, I have a question for my. Here.

Yeah, hey. Worry. So. But it's like, you know, you just gotta. You gotta. You gotta find the answer and you can't accept like, shitty, vague answers. Yep. You know, you gotta get the specifics. You gotta be like targeted with it. Don't be afraid to ask a question more than once. That's why you need to have conversational flexibility and be able to ask questions. Why are you gay? Why?

Why are you gay? I've seen that one. That was funny. Yeah. Why do you have a trepidation saying your name in the very beginning? What do you mean?

You. You don't say your name.

Oh, my name. I do. My name is literally me here. No, no, I'm saying that when you.

Do role play, you skip multiple ways. Right. When Sales Sniper was at its peak, I used to do A thing where, like, we would have people role play and they would have to. I'd go say it again, but they weren't allowed. They had to ask the same question, but they weren't allowed to use this or your name.

Oh, really? Every single time. That's. That's probably my mistake. Yeah, yeah, because they. That they're triggering self resistance.

They're like, who is this?

You're just saying this is like.

I didn't.

I didn't even realize that. Yeah. You don't even say one. Yeah, yeah.

You have a nice thing.

Say it, man.

Same words. I make him do it six times. Why is this important to you now, though? Say it again. What's changed recently to where you actually want to get this done? Say it again. Say it again. Right, and it's.

Yeah, I just forgot.

It'S here.

Yeah, thanks. Thanks, bro.

All right, who's next? Right? Who's next about creating really, really conversational flexibility, you know, so that you can ask questions over. Otherwise, I'll just do my. Another one for you, if you don't mind, man. Go for it. All right.

Pretty much a lot of my closed deals right before they buy and over.

Again without it sounding like you're asking the same question over and over again. Right. Because half answers will kill you.

They go into this long list of questions, and I literally see them, like, sales.

You know, what happens if you go to your wife and like, you know, and she says no? Well, you know, it's. You know, she's not like that. We have a great relationship, and she's super supportive. Oh. So thank you for not answering, coming.

Up with these questions. And it's before they buy, and it's good sometimes because then they buy, but then sometimes I feel like doesn't work, and they kind of, like, talk themselves out of it.

What's up?

What are the questions, like, about the.

The product, about the service, but, like, kind of ridiculous questions.

My question, it's like, okay, yeah, but what happens if she's pissed off, she's had a bad day at work, and she just says no? Well, you know, I don't think she'd happen. She's really supportive, and she really wants us to be successful. Okay. What happens if she gets home?

How many video editors do you have?

How many do you want?

Yeah, well.

Yeah, well, and. And I'll just straight up tell them the questions you're asking me right now don't matter. And sometimes that works and sometimes it doesn't.

Yeah, you have no. Becky's been a You know how Becky can be, right? Becky's are, you know, been horrible at work. So your wife gets home, she's like, becky? And I'm like, I know, I hate that. Right? And then I'm like, hey baby, I want to spend five grand. Because like so I would. What's, how's your pitch laid out? Like, how do you present your offer? The Nick says that he's going to get me a sales rep and she's like, no. What happens then?

Discovery pillars, commitment.

What are the pillars though?

Front end packaging. Like so we're gonna make your offer, we're gonna build your sales process, we're gonna get traffic to the funnel and then we place closer in there.

Wow. Right? I guess I couldn't do it.

Oh, so she's to remove you from the sales role.

Okay then what? Responsible for the outcomes? No. Okay, well.

Who else is.

Okay, so you can't do. And then she says yes.

Essentially. Do you like it?

Yeah.

Five grand. So really 7, 500.

You're getting money. You'll get money now.

Yeah, well, and we do a price drop. So we just say 7, 500 and we have a fast action discount for anybody that makes a decision here.

Huh?

You?

Why? Why do you say that?

Discount?

Why?

Why?

Okay, so you know, can she actually do it for you? Can she make you do it? No. Can she affect the outcome in any way, shape or form whether godless of whether you do it or not? No. Okay, so is it really fair to make someone the ultimate arbiter of this? So what happens if I want to buy tomorrow? Do you give me the discount?

No. No success.

And the decision maker, if they have absolutely no dog in the fight whatsoever. Now listen, so what, what we would.

Do in that case is we would have you leave a completely refundable deposit.

That you purchase now. But that commitment has to be yours. You're the only one of a thousand.

Dollars and that locks you into the five grand price point.

So what if I say no to that? But I'll say at 9am tomorrow I'm gonna give you a call and I'm gonna give you five grand. And if you don't take my five grand, then it's a no for me.

Can't take it.

Okay, well that's cool then. I like that. I'm okay with it if you're like that. I don't think you need it. I think just sell it was 3, 500. Sell. Less people make more money. Right? Like it can affect the outcome. So what do you think you need to do to put yourself in the best position to be able to xyz. Well, I need you to get this, this, and this. Do you feel like we do that for you? Yes. Why is that? Boom. You know, I mean. So, dude, it's just like, what's your close rate?

So live call the close rates, like 24. Offer to close rate is like 48.

So offer everyone knowing where you are and just like, just asking the questions and the questions and getting the answers. Getting the answers. Ask the questions, get the answers. You know what I mean? This person Anne said, how do you go through. Why don't. What's your credit? What's your criteria for not offering?

They'll hang up on me. Like, they'll just.

Yeah, I haven't heard, but I feel like I'd like it. So.

Yeah.

Okay, well. Okay, so are your. Is your. Do you have one pillar? It's like, hey, this is what we do, right?

Yeah.

Like, okay. So this process with someone rushing you at the beginning and wanting to get out price. So the answer is I don't let them do that. Right. So that's pretty common. I. I would say if you're getting a lot of those questions, you need to address them with like beefing out a little bit. Like, most people have two big, big of a pitch, but it's. It sounds like your pitch is like, so. So you're only, only. Okay, so the steamroll. We get leads and then give you a closer.

Yeah. Yes, yes.

We high fiving or what are we doing on steamroll? The steamrollee must allow the steamroller to do the steamrolling. Right? Come on, bro. Yeah. And then your mindset frame the living out of people. Is that what you do? I.

What do you mean by that?

Like, you just railroad people with objection handling through mindset. Yeah.

Or, or, or. Or I'll tell them to get off the call and then that's when they buy. That's when they buy a tree.

You're getting people. The second thing is that you just do a standard deflection. So, you know, someone's like, hey, I want the price. And I'm like, yeah, it's cool, man. I wouldn't have to go through all that at this stage. I don't quite know enough about you to make sure that what we could actually help. So it's okay with you. Just ask you if you put daddy issues. All right, well, I think that what you can do is have a little bit of a more nuanced pitch. Right. So break it down into A couple of distinct, like, give them a process, people feel comfortable questions and then from there I'll happily go through all that. If they then keep going. I've seen actually people teach this as their own. I fucking made it up. I'm going to go there and say it. I don't see that very often, but I straight up made this up where it's like, I'll ask them like what they do for work with a process, right? So it's like step one, we're going to get you traffic. The way in which we do that is this. And here's our three step formula and it's an overview of the things and then you get by and you go, okay, so you understand that we have to get you traffic first. Does that make sense? Yes. Okay, cool. Would that help you? Any questions? No. Good. All right, step number two is now I have to send that traffic somewhere, right? So it's like, hey, what do you do for work? I'm an architect. Hey, how much to design my house? They go, well, how many bedrooms? It's like, I haven't got time for that price. You know, how much? Now if they're a dickhead, they'll give you a random price. They'll go, it's 5,000. Oh, mate, perfect. Because I just bought this land, right, And I need like, I have like, you know, a 14,000 square foot house that I need, right? And it has to be able to support like. So we're going to create a landing pages, lead funnels. There's a lot of different ways to do that. And I won't bore you with all of it because there is no one size fits all, has to chop and change over time. You know what I mean? But we're going to create a place, right, a funnel for those people to go to. And then we're going to be adjusting that and figuring out what works best for you to get people into your sales process. Now, once they're in there, obviously you don't want to be doing sales for rest of your life. Do you want to be doing sales for rest of your life? No, I don't. An internal library that has 12,000 books, right? So five grand. Fuck. The other guys quoted me half a mil. Why not? Well, because then I can't work on the business. Work in the business. Exactly. So our last pillar is about removing you from that process and giving you the freedom to actually work on your business by giving you a closer, putting them and getting the leads through the, you know, and then you're like, sometimes you need to understand more about your prospect to make sure that you can actually quote it effectively. So if it's okay, I'll just ask you a few more questions and then from there, like, I can go through it. And if they still ask you for the money, you give them the price and say, how do you want to proceed from here? The funnel by the traffic that we generate. Do you feel like that process would help you get out of the business so you can actually work on it faster? Yes. Why is that? For this reason. Is there anything specific about what I've gone through that you feel like will be. Will give you the most amount of benefit right now, though, to move the needle for you? Yes, this. What is it about that. Okay, cool. In order for us to put the resources into your business so that you can actually have the traffic, have a good conversion cycle, make that MQL to SQL conversion, get a good closer. Because hey, if it's a shit funnel, would shit leak and you aggressively. Objection. Handle okay, mates, 30 GS. What do you want? A good closer isn't going to want to come, are they? No. So in order for us to get those resources, the funding required is $5,000. Do from here and just sit in.

It.

Enjoy it, let it fester.

Just practice. Yeah.

How do you want to proceed from here? Is that better than your pitch? Because I just made it up.

Yeah, I mean, yeah, Right.

So, like, it's like, I probably didn't give that much more detail, but I. I fleshed it out a little bit. Right?

Yeah.

I gave a series of outcomes, you know what I mean? And then I tied it back to goals in which they probably want just. Objection. Handle aggressively.

Right.

That's how I do it anyway, so my mama taught me, let the boy watch. Right, right, right. You know, I mean.

Okay, I'm starting to call real quick. Just. I'm starting the call with what brings us to the call.

And that's fine. I. I start calls and how can I help? Yeah, sweet.

That.

That's how I do it. It works pretty well. It's like 1% of people are gonna.

Yeah.

Big entry point ever.

I.

So I feel like I'm giving them.

So much control, I push back on the first one. I mean, it's very, very low. And it makes sense too, because, like.

I don't roll there because if sometimes they.

Yeah, but you don't like that question.

I don't know the. Am I supposed to know? Like, I know your name, you know, Can I. Can I show you Yeah. I mean, have you ever had the feedback that you sound like an Nicole?

No, not really.

No. Because like, you, I like. You're. You're very.

Yes, yes, yes, yes, yes.

No.

Yes, yes, yes, even. Yeah, that does work. There's a thousand ways to do it, but that works. My mother thinks I'm an no. So, yeah, you. You're giving me. And I honestly, man, I don't mean this in a bad thing. It's probably. What industry is Tony winning? Oh, Tony's. Tony's done a lot of. A lot of industries. How can we be trained by you invested in 3.0. Well, I don't give a mate because I left that business years ago. You're good. It's a good default. You're giving me kind of like a bit vibe. And. And I mean that in the best possible way. In the same way where like half people on this. Cool. Think I'm an like. It's fine. I don't. It's fine. Good for you. I do this now. I do cheap. And whenever I want. I'm. I'm very cool with it. But, you know, being able to use your tonality, you know what I mean? And even like squaring up right now. So. See how you're kind of off kilter like this? See how when I talk to you like this.