Q and A Episode

Hey, guys. Welcome to another episode of Coffee is for Closers. It's just me and James today, so welcome everybody. Hello, James.

How you going, guys? Hope everyone's crushing the day. Making bank, making sales, snapping necks and banking checks.

If you listen to this podcast, you will make your first million within three years. I'm going to repeat that. You will make a million dollars within three years of the first episode. You listen. We don't want pikers. We're not here to save the manatees. We're here to make podcasts. You really want this? You listen and review.

Put that coffee down. All right, so today, what today is going to be is like a Q A. So we put it out there on our sales training. The closing code, which is our 50 a week membership code word trial, all capitals, get you your first week for a dollar. No luck and contract. Check it out. Link in the description.

Just make sure you got a full pipeline.

Ye, yeah. Had a guy come to me. He's probably listening to this, but who gives a fuck? And he was like, hey man, I really want to sign up to your course. And I was like, cool, buddy, here it is. First week's A dollar. Uses code. He's like, sweet, as soon as I fill up my pipeline, I'll sign up. I was like, that's a great idea. You should definitely do that. It's always good to learn stuff when you have to apply it immediately. And with a massive price tag of a dollar. I don't blame you for wanting to wait. Which brings up a good lesson, which is you sell how you buy. Exactly. So if you always need something to be perfect before you buy it, or you need the situation to be ideal or you need something perfect. You know what I mean? Then chances are that's the objection you get all the time. So you need to change your buying habits to ensure that you can fix your selling habits. So ipso facto, give me your money.

You need to see how they're overcome. The other way to overcome them is, or to have someone overcome them is to buy something. So.

Exactly.

Hit me up in the dms. We'll. We'll get you something to buy.

Yeah, I'm sure we'll figure something out for you to buy. Okay, cool. So yeah, we, again, so we, we put it out there in our closing code when it was like, hey, what's about a bunch of questions that we can answer for you. So James is going to rattle through them and then I would do my best and so would James to answer them. And hopefully this is Valuable for everybody listening at home. Yeah.

Well, let's punch some of these out. So we got a couple of posts and some banked up over a few weeks. Plus a lot of people ask very many questions in our group that we have answered. However, if you're not in the group, you don't get to hear it. So first person question, what we've got is the price objection and can I think about it and can I get back to you? I assume that means how do you overcome the think about it and price objection questions. Let's just, we've talked about, about this on many podcasts. Let's just give a brief, brief little two minute answer.

Yeah. So the key to overcoming any objection is first of all you like prevention is cure. So you had to have done, usually to overcome effectively over like a long period of time is, is to have pre framed it somewhat and done some pre handling. So but failing that, what you need to do is essentially as a principle, without just giving you a bunch of useless words to use that you're never going to apply anyway, is that you need to turn. First thing you need to do is reaffirm the want and the need to do the program. So for money, for example, okay, from what I understand, I can see that funding, that money might be an issue for you, but if you, I guess if you did have the funding available, would this, would this be the answer for you? Okay, but why. So then we get the reconfirmation of yes, they want to do it and why they want to do it. Then from there we turn the objection into a problem. Okay, so now that we've established that you do want to do it, which is essentially step one, now it's like, well, it's no longer an objection now it's a problem that you guys have to overcome together. So if it's logistical, the plan is not necessarily to sign them up fully on the day, depending on how big the program is, but it might be just to get the highest level of commitment possible on the day without turning the person off. And a lot of the time that involves just signing them up anyway. But sometimes if they do have genuine logistical objections, they have to go to a bank, they have to talk to their partner, they have to, you know, sometimes there are real things that people have to do. If you're selling a 10, 20, 30, 30, 50, $100,000 program. So that's my big tips, turn the objection into a problem. Walk together, don't push, don't pull. Walk together to solve the problem together.

And getting people on the phone, getting them on the.

Yeah, I mean, there's no skill, but there is data. So what you need to do is, what we used to do is. So I was just probably for fitness, I'm assuming, because they're dialing leads, so you have to consistently track when you call and then you will know when are the most. When are the best times to call. So if you're always calling between 8 and 10, say for example, and nobody picks up the phone, then don't call between 8 and 10. Also get an auto dialer. If you're not dialing with an auto dialer, you're an idiot.

Wasting time.

You're just wasting time. So. And trust me, I was an idiot for a long time. I didn't get an auto dialer until much later when I would have saved myself a lot of headache.

And if you want what we use, we use close IO. We'll put an affiliate link in the link below. You'll get extra support and discounts if you use it.

Yes, and has nothing to do with the fact that we then get a commission that is, don't, don't take that into account whatsoever.

It's pretty minimal, but it works well enough. We only recommend it because it's. It's very good.

Yeah, because it's what we use.

It's good to follow on from that and getting people to pick up the phone. Right. We had one of the girls in a group, a different person that asked this question, reach out about, she's not getting anyone pick up the phone. And a lot of time, if you're calling at all different hours and you've tested that and you're still not getting people to pick up the phone. You need to look at what's happening before they give you your phone number. Is it a marketing issue? Is it a trust issue? And is your content matching what the people want? Because after they've given their phone number and they've got a couple of text messages, emails, voicemails from you and they still decide to not pick up their own. The phone, that's probably by choice.

Yeah, absolutely. So first things first, if you've been doing that for a while, get a new phone number. Because if, like, you just never know, you also might have been flagged as spam, which can happen to phone numbers. So then like most of the time, a lot of people have a setting on their phone where those types of phone numbers just get blocked immediately. Second thing is that get an auto dialer because you like sometimes $100 a day can equal two sales. Sometimes 300 a day can equal two sales. Right. So you got to try to get your metrics and don't over dial people. It just pisses people off. If you're dealing with a crazy amount of leads, then get a predictive dialer, which is where you dial simultaneous numbers at one time, but only if you have a crazy high volume like hundreds and hundreds and hundreds and hundreds a month. Otherwise you just end up hanging up on lots of people and then track the time. So if I call between these hours, I get a much better rate than. Those are your calling times. The auto dialer, you can dial around four leads a minute, whereas on a phone you can dial one. So you get four times the output using auto dialer, which generally fixes most of those issues. And then with your follow up, I like memes better than anything else. So don't send loads of texts, don't be assumptive. And if people are just really not wanting to pick up and you're texting and you're calling and you're emailing and stuff, then there's something wrong with your marketing because they hate you.

Keep it neutral, right?

Yeah. All right, next question.

Yeah, so I guess not necessarily a question, but if you want to give some advice on how do you get people to open up on the phone and what I mean by when you have the skill to get most people to open up. But I'm talking about that guy that just has those one word answers. Hey, how are you going today? What's, what's the biggest thing holding you back? Yep. Okay.

Yeah.

You know that.

Yeah.

Any suggestions?

Yeah. So first of all, I think if it gets to that stage, you have to call that out. You have to be like, hey, man, I feel like this is a super surface level conversation. Do you mind if I just kind of hit the timeout button and just ask you a few questions about that? Be like, okay. And then just be like, you know, this is a coaching program or whatever it is, and most programs are a coaching program of some sort. But it's like in order to get your result, I have to be here through the good times and the bad. And you're going to have to. I'm going to have to figure out a way to keep you motivated between good times and bad. So I really don't feel like I have an understanding as to why you want to do this. So hopefully, maybe if I can just tell you about why I do what I do and then maybe ask you the same hopefully you can have a. We can, I guess, sort of get to a better point in the conversation where I feel like I'm confident that I can actually help. And so that's like a tactical vulnerability piece, Tactical vulnerability training in the closing code. But like having that nightmare story. So a lot of people have got a nightmare story or they've heard that marketing term. So develop that. And then if they're not going to go deep after that, I would probably just end the call.

Cool.

Or just do a quick offer and be like, hey, do you want to do it? Okay. No, Bye.

All right. I guess another question that we got is, can you talk about how to avoid price shock? First of all, maybe define price shock.

Yeah, price shock is. I think it's an objection that I think I coined the term. To be fair. I've never heard it before. I'm sure there's a different term for it, but that's sort of my way of explaining it, which is where you have an unsophisticated marketplace where people, like, are surprised at the price. Like, they're shocked when they hear the price. So I developed that because in fitness, a lot of people think that a personal trainer costs $2 a session. They pay $10 a week for their gym, and they're like, oh, personal trainers are free. They just come with the gym. That's the way it works. People are free. Right. You know, so, so there's, there's a level of a lack of sophistication. So you have to then set a framework within the call that will frame the value so they, they have an expectation of what they're going to be getting when you do pitch the price. And I mean, like, so you talk about the high end, you talk about the low end, and then you're somewhere in the middle and you talk about the low end price, but you don't necessarily talk about your solution and your price, but you framed it as that you're somewhere in the middle. So that's what, that's what I mean when I talk about price shock and how to overcome it. And in non ROI offers, it's. It's a very important thing that you want to tie down in your sales call. Otherwise, like, you'll get it every time people like, oh, I just didn't think it would cost that much. And if people say that, that's a difficult objection to overcome.

Guys wanting some information on when it comes to that. And I guess this comes into the tactics and strategy stuff that we're sort of putting together at the moment. How long should you talk about your product? Which I'd say would fit in prior to the pitch.

Prior to the pitch? Oh, never. Don't talk about it at all.

Okay, then during the pitch.

During the pitch. I don't know, like between three and ten minutes.

Okay. What points would you touch on in that? Like, what do I say?

Yeah, they don't need to know deliverables. I don't think, like step by step. Exactly. What, like if they're gonna get a meal plan, doesn't need to be explained. All they need to know is they get a meal plan and why they get it. If they're going to get a budget. Right, then they're going to get a budget. It doesn't need to go into detail. I. I pick a couple of pillars. They might be three killers. Pillars which say for training, it's training, nutrition, accountability. For business, it's like accountability, sales and marketing. So just stuff like that. So you have those kind of pillars and then what that allows you to do is kind of then anchor an emotion to each pillar. So you go like, okay, you get this. The reason why you get this is this and that. And like, you know how you told me or you know how you were feeling this or you know how you said you wanted this. Like, so it all kind of relates back to what they want to do do three or four pillars, no more than that. Keep the pitch relatively short. I do price and term at the beginning. It's quite a contentious thing to say because everyone does it at the end, but that's how I like to do it. For me, it feels natural. We talked about today in team training, I hate getting sold the other way. So, like, if I hate it, I'm not going to deliver it well. But that's what I would say in terms of talking about your product and your solution. I wouldn't talk about it much during the process at all, if any. And then from there I would really focus on having a really concise pitch because if you overcook it, it tends to put people off and sort of expand. Too many problems. And I was training Vince's crew today. Shout out to Vince Del Monte. I was training his crew today and I was like, who here has ever heard, wow, you've given me so much to think about.

Person never signs up non bio language.

That's because you over. And that always happens if you overcook the pitch.

So just going back to that, can you sort of expand a bit more on the concept of price first, then program first? First program, then price. You just touched on it then. But explain the differences outside of the. This is what's good for me. Go over the. Maybe the benefits and features of. Of both.

And yeah, so I, I understand the rationale behind wanting to do the. The price and the term second. Right. Because you, You. They say that you want people to really pay attention to everything that you're saying and that you want to add the value first, so you want to really stack your value before you give the price. Right. But for me, it kind of acts as the opposite because, like, I've been in rooms where I've been pitched and I've been pitched a lot, and I've had sales calls and all kinds of stuff I like to hear whenever they're talking like that, all I think in my head is, okay, well, okay, that's a lot of stuff. That's. How much is that going to cost? Okay, that's a lot of what's happening. Like, are they building up to a huge, crazy, monstrous price? Do you know what I mean? And then, like, I don't know if there's a way to be. I don't know if I'm ever relieved or there's no payoff. For me personally, there's. I don't see a payoff in doing it that way. Whereas if I do the price in the term first, I feel like, okay, that's out the way. Now they actually have an opportunity to really sink in and listen to what I'm saying and then attach the value to the price, which they already know. So they go, oh, okay, yeah, it kind of makes sense as to why it costs that much, you know, Whereas I feel like doing it retrospectively doesn't really make sense. And also the data on invoices and quotes is that if you have the price at the top, the invoice and the quote is more likely to be accepted. That's the actual science behind it. So I feel like if it's the same in writing, why would it be any different in language, in spoken word?

For sure. Okay.

And that was Paul. Paul Dunn, who's a very successful dude, is the guy who told me that. And he's. I mean, he makes way more cash than I've ever seen, so I'm not going to question him on it.

Yeah. He also goes into a lot of the research around specific numbers and placing in terms of marketing, I. E. Where to put things, what colors to package, where to put things on shelves. So they're. He's at the forefront of that research. And knows.

Yeah, he's very well.

What.

He runs an awesome business called B1G1, buy one, give one, which is cool. You guys should look it up. It's charity.

Yeah. Sweet. All right, so next question is when they ask if you do the business opportunity you're selling personally, what's a good answer for that? Just with that question, I assume that let's say if you're selling, like, network marketing. Right, Network marketing and investment opportunity, Amazon or something like that. And I guess, yeah, that's.

That's a tough one.

The same question for a business coaching. Like, if you're selling for a business coach, it's like, does this business coach, does he run a successful business in this company? If not, why? You know how you overcome that?

Fair point.

It's the equivalent, right?

Yeah. So I don't think there's a way to ethically overcome the second one, because that's a good point. You know what I mean?

Same as the first one.

It's like, the first one's okay because I'm a sales guy. It's what I do. It's what I enjoy. Okay. I had a chat with Rode about this, actually, because Rode was asked the question, he's selling for an Amazon offer. And I also trained the head of sales for Kevin David, who's like the biggest Amazon dude getting around. So I had the same conversation with him, and it was just like, if you get asked that question, it's like, well, no, I do like Amazon, but it's not where my passion is. I really enjoy doing what I do. I don't really particularly want a side hustle, but I understand it. And my goal here is not to. I'm not a coach. I'm not the guy who's going to teach you how to do it. I'm the guy who's going to see if you're a good fit for the program and then help you transition. Transitioning in to do that. But, you know, I'm not the guy, you know, and I think that's really important for people to know. Do you want to get taught by someone who's good at sales, or do you want to get taught by someone who's good at Amazon? Because if someone's really, really good at Amazon, why would they do sales?

Exactly right.

It doesn't make any sense. Like, if someone's really, really, really, really, really good at running a personal training studio, why would they be on a sales call?

And I guess that's where, like, the skepticism comes in. If you're so Good at creating Amazon businesses. Why are you selling a course in IT when you're making all your money off all your side hustles in Amazon?

Yeah, I mean, I think that like, like that's an easy one because it's just diversification of information products, which is a highly profitable venture. I've, I've made the money and now I can. I've done the hard work and the market research and now I can benefit from that in a higher profit venture. So I think just honesty is the key. Like, people try and lie and it's just like, no, just tell the truth. Why are you a business coach? Because it's way more profitable.

It is mostly cases. Right, okay, so moving on to that, I guess we'll leave one more there for the Q and A. This will probably take us the most time. It's a very big open subject. How do you get out of slump? What do you do to stop your balls being blue? How do. When you've got KPIs, right, and you're in a slum, how do you hit them so you don't get fired?

That's a good point. I mean, thinking about the KPIs is not going to help you any, that's for sure. So I think, first of all, you have to be armed with data, so you have to start to have some. Like, if you have to be put in a position where you can be successful and you can hit KPIs, I see a lot of businesses that expect their sales team to perform fucking miracles. And that is the reason why we've been so successful is because I don't allow that thinking to go very far at all. And we have a lot of data. Like, we had a client today, he's like, where are all these leads and what's been going on? He's a great guy, but he was like, you know, I've lost 25 grand. These leads hasn't been contacted. We're like, yeah, man, because of this, you haven't. Your team hasn't done this.

It was like, did you give us the leads to contact? No.

Yeah, no. Okay, sweet. Well, then how are we supposed to know they exist? Right? But we have the answers because, like, we're. Well, James is very, very organized. And so, like, we have all the data so people can come to us, go, hey, what's going on? And we go, this, this, this, this, this, this, this. And they go, oh, okay. So you guys are doing everything really well? Yeah, yeah, we're doing well. Like, one of our clients the other day was like, so what do you need for me to sell this better? I'm like, well, we're crushing it. We couldn't sell this better. There's like. Like, we're closing at a crazy percentage. You just don't have much volume right now.

Spend more money on that.

He's like, oh, so I just need to spend more money? He's like, yeah. He's like, oh, okay, I could do that. We know you.

We know you got plenty because we just sold a ton.

Yeah. So, like, it's like, hey, man, like, we're doing everything. Like, here's all the stats. Like, you can't get better than that. Not like, not like, not enough. You can get better than a day to day or week to week, but not on a quarter by quarter basis. So he's like, okay, cool. But I think so. First of all, have the data. Second of all is like, you have to have a routine that prevents slumps. I've been through slumps. Everyone goes through them. They're just a part of life. You have to have, like, a routine that you can put yourself into to be a bit of a rock buster. So what I do is I. I'll go back through a couple of calls that I know were like, rockstar level, and then I was super, super happy with. And then from there, I'll listen to them every morning. I'll make sure that my routine is really good. So I'll control the things that I can control. The one thing I cannot control is the outcome of the calls. I just can't. If you think you can, you're on drugs. So you can be an absolute savage. Best salesperson on the planet. There's 10% of people you're never going to sell. And if you get five of them in a row, it sucks. But it is what it is.

Yeah.

And you have to be able to identify that and then go, okay, that was a really good call. If I do that, nine times out of 10, I get a sale. So you got to have a realistic look at yourself. And then that's why heavy data helps, because you can take that back to the business owner and the marketing team and actually get some. Give them some, like, honest feedback. That's unemotional. Listen to your calls. Listen to the good ones. If you're in a slump, there's no point trying to fix stuff. Don't fix stuff, because it's not anything. But you. It's just. It's your head. You're getting in your own way. There's something going on. So you can tell and judge a salesperson by like how good they are and how experienced they are, by how long they can be in a slump without changing anything. So don't change anything because you're just going to make it worse. Because if your process has been working for six months, your process isn't broken. It's just there's something going on with you where you're coming off the wrong way or there's something in your life where it's you, it's. It's always you. Right? So, so what you need to do is just get back to consistency so you can control the things that you can control and then everything else hopefully falls around, around it, you know, I mean, but you can't make people do. So you have to let go of that and you have to realize, like, okay, I'm just gonna do the best that I can do and I'm gonna do everything I can and I'm gonna put myself in a position and I'm gonna speak to my coach and I'm gonna listen to a couple of really good calls and I'm gonna. Those are the things that you can do.

The sales will come.

Yeah, exactly. And it.

You also like identify what's changed in your life? What? Yeah, like there's usually something that's happened in you that has caused you to. You might be saying the same things, but your delivery might be off, right? Yeah, it could just be your delivery because something's happened. You know, the miss has left you. You're in a bit of financial debt, therefore you're stressed about money. You put too much pressure on yourself to close so you're not delivering the same way you were six months ago when you're crushing.

Yeah, like I had a big slump when I moved. I had like a two week slump after moving. It's because my life was so chaotic, man. Like, I was just moved across a country with two little kids and it was a nightmare. And I was at that point I was kind of stressed for cash because it cost so much money and we weren't making as much money back then. But yeah, man, it was just stressful and that I couldn't show up with the same level of certainty. My calls were kind of. My office wasn't set up. My office environment is really important to me. It's. I have it set up. Like, I love my office. I enjoy being in it. It's cool. As everyone always comments. And the reason why I do that is because it puts me in a really Positive environment. So when I sell, I'm in an environment that I enjoy, you know, so that's super important. Sales people are really heady, you know what I mean? So you've sort of really got a. You've just got to get your head right, control the things you can control. And then from there just do your best and know that you can't make miracles. You can't make happen a good sales. A good. Like if you fire someone for not hitting KPIs like once or twice, like in the high ticket closing realm, you're on drugs. Like if they're good and they're consistent, but like they go through a couple of months where they're down, like, man, that's on. That's on the business owner to support you, you know, like, like, because you got to look it over long term. If you hit two quarters in a row where you're then see you later. It's too long a time. But like, man, if you have like week to week or month to month, KPIs, like, that's just not a way to run a sales team.

As the business owner, you should have identified that far earlier and worked with that sales rep to figure out what the issue was so you can solve it.

But that's where the data comes in. You know what I mean? And if you don't have it, you're not going to identify it. It's just straight away. So it's impossible. We got to wrap this up though.

I think that. Well, that's most of our questions that weren't repeats or variations of other ones.

Hey guys, if you do have questions, we have an email. It says CIFC your sales sniper.com coffee is foreclosures. CIFC at your sales sniper dot com. Feel free to send any questions that you have or you can hit me up on Facebook. It's Matt Rider. You'll see the Hustle sign in the background. If you're watching this on YouTube, you know what I mean? Also, man, I just started a YouTube channel. I'm trying to get it out there. It's Matt Rider. And again, you'll see the Hustle sign in the background. So you should be able to pick it up. But we do. I do weekly content on there, daily content on Facebook, YouTube, Instagram, Twitter and LinkedIn. So check it out. If you guys like what we do here, please give us a review. And in the review, don't just sort of say random stuff about say like something that actually helped you out. Did you, did you make a sale? Because you heard something on here? Did you get a follow up? Did you get a piece of advice that actually helped you? And then share this around with a friend so we can build this podcast, because I think we're kind of the only people. We're like, the only people in the industry that are doing something like this.

So give us feedback, too, at that COFC email address and be good to take it on board so we can improve things, especially for the guys that are consistently listening. Well, thanks for listening, guys. Have a great day.

All right, guys. Awesome. Have a great day. And usually, like, subscribe if you don't like it. I don't give a. Bye. Put that coffee down. Coffee's for closers only.