Telling people they suck at sales: Live!

Hey, guys, what's up? This is a sales training, and I'm going to start bringing them in now.

Okay, so give me some context here. Like, what was the last time you, like, really had that, you know, that beach body where you had those abs?

Oh, man. I mean, it's just been. Probably when I was in the military was the last time time. So that was about, geez, what, two years ago?

So, like, are you anything for blood pressure, blood sugar, cholesterol.

Blood pressure? I do take a blood pressure med, Nothing else.

Okay.

And as far as, like, any toxins in the body, have you done any cleanses, like heavy metals, parasite, anything like that?

I wouldn't know. I haven't done anything.

Okay, well, I could just. Just get you some background on me, too. My name is Yemen once again, so I'm one of the head coaches with Aquasculpt.

Okay.

So I just work along.

I think everything's good so far there. Okay. I like it. You clearly know what you're doing. I want to skip forward to some objections.

Okay.

Okay. Just go for your live stream.

There's two places where I normally get them.

Okay. Yeah. Where is it?

One is protocol, where they're like, oh, I didn't order that.

Yep.

Or it's towards the end, and I'm finding that a lot of them don't know that I was adding initial supplements. Their protocol.

Okay, all right, cool. Well, let's just go through that, and then we can go through some things that we can do to potentially look at, like, getting it less. But let's just kind of, like, go through it for now. Right. So let. Let's go. Let's go to the. Oh, let's go to the end one. Right. So, like, you're. You're pitching and, you know, you're. You're getting, like, a price. Objection. Let's just use that.

Okay. That takes care of your entire plan. Uh, so really the idea is, once we've really helped you combat some of these issues, then we can get you in more to a maintenance mode. We can really get you to off those pills entirely. So now that you're a member with us, I'm able to set you up with your entire protocol. As far as the options here, we have two approaches. One of them is more direct, which is three months. That's more common for those who are more consistent with their diet and their supplements. On the other hand, there's something more slow and steady of five months, which is more common for those who, you know, they might forget their supplements or they might not be as tight with their diet. So for yourself, which approach do you feel like is more appropriate?

You know, I would lean towards the three month.

Okay, solid, man. So we'll go three months then.

What's the way that you could solidify that decision? So when somebody makes, when someone makes a choice. Right, right. Like what's the way that you can double down?

How come you chose that option?

Or.

Oh, well, yeah, it seems like it's less of a massive commitment and I can get of course the results in a shorter time frame. So who doesn't want that?

Right?

Yeah, agree with you. Why delay it? Okay, so here's how everything will work then. Your entire treatment, this would cover everything. Summarize, pill, pill, pill. Now typically this would be about 886 here, but since you're a member with us, that would be.

Right.

So that qualifies you for 50% discount to 441 instead.

Okay.

441, man. Do I look like I shall timeshare or something? That's, that's a little expensive, man.

Yeah, no worries, man. Are you on a fixed income, retired or anything like that? We might be able to help.

I am.

You've already given a 50% discount, right. You've already gone through that like going through and just dropping price is not the, the way to do it again, like, you have to establish value, right? Okay, let's just go like, let's try and establish the value. What I want you to do is go back and I want you to like. And initially when you did that probe right, where he was like, oh, I think I'll take the three month. I want you to spend a little bit more time in there, just getting more solid foundations before you move forward. All right, so just rewind a little bit.

Got it?

Yes.

Which of those two options would you feel is more appropriate for you?

You know, Yemen. I think I will go with that initial three month option.

Oh, three months. How come that's good?

Well, three months seems like plenty of time for me to achieve my goals given I don't have a huge amount of weight to lose. And it's also.

It'S also, it's less.

Of a commitment upfront, I would imagine.

Got it. No, no. What do you feel like specifically? We outline in our protocol, like both, both morning and night. Like, what do you feel like is most, most helpful for you there?

Well, I really like how everything is custom. And of course you had mentioned the ongoing support as well. That's very important to me.

Okay, so then so that's. That support's gonna be super important. Okay, so now that you're a member.

Why. Why is that ongoing support really important to him?

Why is that?

Okay, again, don't take the open goal. Just set your foundation. It's gonna be faster in the long run just to take it slow.

Okay.

Right. You know, it's like this sort of slow and steady wins the race. If you try and shortcut your way to the end, it's not fantastic, but just by asking if someone. That's a really positive statement for you. Right. And that's going to be really important. Why is that? Well, I just, you know, I haven't been able to do it by myself in the past. Why do you think that is? Well, I just didn't really have anyone holding me accountable. So you feel like you're ready for that now? Do you know what I mean? Like, you see how, like, maybe it doesn't go that exact way, but, you know, it's nothing but positive for you. So spending an extra minute going over that solidifying detail is going to do nothing but very, very positive things for the outcome. Okay. Okay.

Yeah, got it. Okay. So, Stu, if we want to rewind back to the protocols, then.

No, no, no. Just. Just, like, just keep going from where you're going. So he said, like, that. That support really important.

Okay, got it. Cool, man. So in your mind, like, how come the support is super important to you?

Well, I had previously signed up for. For coaching, and I just ended up submitting a payment and not receiving a whole ton of ongoing support. It was just a program. And then I didn't hear. It was kind of radio silence after that, so I wasn't able to achieve the result that I had paid for.

Okay.

Okay.

Is that enough?

I mean. Yeah, So, I mean, that's. He just told you, like, what's going to potentially hold him back from moving forward? Like, so what. What I would do there is. Then I would go over. Well, you know, based on what we've gone over, do you feel like we'll be able to provide that support to you? Right. Because now he's just telling you. He's telling you without telling you. I'm concerned about you taking my money and running away. Right. Does that make sense, everyone? Yep. Right. So, you know, you got to look for that underlying sub. Like, subtext would be like, okay, cool. And so do you feel like what we've outlined, that there's enough support for you to be able to kind of get the result? Yes, it is. All right. Cool. You know, and I know that, you know, that would seem like an unfortunate instance, but, like, was that. Did you. Was it supposed to be ongoing coaching? Like, I want to find out a little bit more because there's a big difference between being scammed and just sort of having unreasonable expectations. Right? Like, oh, I bought a 47 PDF and the guy wouldn't pick up my calls. Crazy. You know, it's like, okay, cool, bro. So again, because you're either going to get the objection and try and overcome it, or you can try and understand it before you get it and then overcome it before he actually gives it. Okay, Right. And this is happening conversationally. The key is to be able to kind of see it for what it is and then essentially handle while pre. Handling. Does that make sense? Whereas if you're not probing and asking the questions because it's all coming up contextually and it's not bringing you off track, you've done the pitch, you've done all the hard work now, and now it's just a case of, like, you're just about to ask for the payment. But, you know, these are things that are going to come up now once I've asked for the payment, the context of all of my words is different. Right. So now it's like we're in a purchasing conversation, whereas at the moment, we're not in a purchasing conversation, we're in a value and results conversation. Okay. So if you can get it out of the way if it comes up, then it would behoove you to deal with it.

Okay, got it. Okay. All right. So towards the close, why, though? Why that? Oh, okay. So do you feel like. So he gave the objection and said, oh, yeah, they didn't work. Okay. Do you feel like with the plan we outlined, like, you'd be able to receive the proper support? Okay, man.

Oh, yeah.

Cool, man.

So, and more importantly, do you, like, feel now it's time to.

There you go. It's good.

Make a change so then you can keep this weight off.

Oh, yeah, no doubt about it.

Okay. You sure?

Oh, I'm sure, baby.

Okay.

All right. Cool. All right. That was good. That was a good exercise. Right? Okay. I think I like your. I think you have a good natural demeanor about you. Right. Which. Which is great. And I think that, you know, I think if you just work on that and you just listen a little bit more, you know, because if you listen, you can hear it, and if someone's giving you, like, clear, like, really positive things, you must probe and get some sort of Level of clarity on. Right. Why is that? Oh, you know. Oh, I think you're. I think you're really attractive. Why is that? You know, I mean, it's better than just like, oh, yeah, you know, so. Okay. Makes sense. Okay. All right, cool.

Let's say somebody at the beginning or if anybody else's questions.

I wanna. I wanna trade. I want Stu to go and then. You mean you're gonna be the prospect? Okay. All right.

Hey, Yemen.

Hello?

Yeah, hey, Yemen. This is Stu from Aquasculpt on a recorded line. How are you?

Yeah, I'm good.

How are you?

Awesome, man. I'm doing phenomenal. I just wanted to touch base with you, get a few things confirmed on my side. So it looks like we're sending everything out to you at one two three Main Street. Is that right?

Yeah, that's. That's right.

Okay, awesome. So, Yimin, as far as you coming on board here, are we currently working to improve overall health, weight management? What brought you on?

I just really lose some weight here.

Okay. And how much weight exactly would you say?

I don't really know. I. I haven't really thought about that too deeply. I just. I just wanna.

So just so you know, if you ask. If you ask for exactly, you make it a hard question to answer. Whereas if you go like, you know, how much? What are you looking to lose? Roughly? Then it's like they're not locked into any one number and it's an easier one to answer.

You got it.

Right.

So you mean roughly how much weight are you looking to lose?

I think maybe 20, 30 is gonna be enough.

And that will be like. So that even. That's a role play. That's exactly how that will go. If you ask for exactly. You're now, like, forcing someone like that. It's just harder. Right. So again, small word choices make things easy to get the answer that you want because you don't need specific yet. You need overarching. Right.

Okay, you got it. Okay. So 20, 25 to 30 pounds. Now, is that extra weight carried around the midsection, the arms, legs? Where is that actually carried?

Jeez. I like, mostly around the belly, but, I mean, it's pretty much everywhere at this point.

Pretty much everywhere. Hey, that's. That's a body fat for you right? Now in regards to just blood pressure, cholesterol, diabetes. Are you on any medications at all?

Yeah, yeah, I am.

Okay. In. In regards to which ailment, Blood pressure, which meds?

Oh, yeah, like all three.

Okay, all three. Got it. And in regards to family history, Strokes, heart attack, anything like that?

Yeah, like, my grandma had a heart attack last year, so I think I'll have a. Or her. My mom had a heart attack last year, so I think. I think I'm at risk too, probably.

Okay, so the, the main thing would be it doesn't sound like you have. I mean, you're on medications at this time being, but you do want to lose the weight. So how long, I mean, how long have you has this been going on for where you felt overweight?

Where I felt overweight, yeah.

So. So how would you ask that question and tie it back to what he wants, which is 20 to 30 pounds? Right. So just make it easy for him to answer. How long have you wanted to lose the 20 to 30 pounds? Right, got it.

So, Yimin, how long have you wanted to lose the 20 to 30 pounds?

I think I first started looking into like this winter because summer's coming up, right. So I want to be able to look pretty good here.

Okay, now pause. Okay, the meter that's going on inside your head right now. What are you thinking?

Why aren't you in shape already? It's already summertime.

All right, good. Okay. So that's the correct way of thinking. So how do you convey that in a way that's not gonna like, be insulting, but it's like, why haven't you gotten shape?

Yeah, so I'd say, like, what's gotten in the way of getting in shape?

Yep.

I guess I was just like super busy with work. And like, I looked at you guys, you guys supplement here and it seems like, yeah, like this will be super, super useful. Like I just take it in the morning and then be off to work here. So that's why I checked everything out.

Yeah. What about it would be super useful?

I mean, like, I could just like take a pill in the morning and then I just kind of go about my day. I don't have to like, you know, do a ton of stuff. It just seems super convenient.

Okay, so now you've got to create the shift. Right. Because you've got to get. You can't down talk the supplement. Right? We can't do that, but we've got to get him out of that way of thinking. So how would you do that?

When I could ask him if he had taken supplements before? Is this something you've already done?

Yeah, so the way that I would do is I would chunk it right up. So I would just do this. So I'd go, okay, yeah. And have you tried to lose weight before?

Yeah, like A couple times before.

Okay, did it work for you? Like, what was the outcome?

Like, I lost a bit of weight, but like, like it came back.

Okay, like, what did you try? Just high level. Okay. So this time that just high level, that's prompting him to not go into detail. Okay. Because I don't want detail. All right, so, yeah, just high level.

I mean, I've done this like mall walking thing and then. Okay, I like, I tried this like, other pill thing and it's just like, didn't really work.

Okay. And when you tried them, you tried them because you saw people were getting results.

Yeah, like one of them was from this like, infomercial. Okay, that's pretty cool. Okay.

All right, cool. So, you know, like, I remember I had this car once and I took it to like 15 different mechanics and it was this intermittent fault, right? And then I took this, like no one could figure out what to do. I spent thousands of dollars trying to fix this thing. And then I took it to one guy and he was like, oh, I know what that is. It was a 25 cent part. And he was like, yo, he didn't charge me. I was like, man, are you like a genius mechanic? He's like, no, I've just seen this before. Right. And so like all those things that you tried, they worked for other people, which is why you tried them. Right? You know, so, so maybe, you know, you're one of those performance vehicles that just like hasn't found the right mechanic. Right? Maybe things just don't work for you immediately. Like, have you ever tried a diet that's working for other people and then like, you do it all correctly but still doesn't work? Yeah, yeah. So like, you know, maybe you're just one of those people that can take a sleeping pill and then get super hyper. Right? It doesn't mean that you can't lose the weight, doesn't mean you can't get lean, but it just means that you have to find the right mechanism. Right? You're the broken car that hasn't found the right mechanic. Does that make sense? Right. So would you be open to like, maybe me having a bit of a look under the hood and seeing if like, maybe the supplement's going to be enough. But maybe since you are someone who's tried things in the past and it hasn't worked, maybe we need to maybe add some things or make some continual tweaks, you know, because like A, you know, NF1 car is a great car, but it's not great to drive to the Shops, right? So it's like, you know, you're gonna need a lot of tweaking and maybe you're just one of those high performance vehicles that needs tweaking. Tweaking and stuff like that makes sense.

Yeah. Yeah. I'm open to exploring that.

Yeah, yeah. Sweet. So see how like that plays into the ego, right? And. But the ad set, it covers everything. No, so, like, but you see how like. So that means like, they've. There's someone who has continually tried something, done it, but it hasn't worked. Okay? So you're setting it up as like, it's not your fault, but it is your problem. Okay? You are special. You are a snowflake. If it's a guy, you're a high performance goddamn vehicle. All right? And you know, does that make sense? So that's like that mechanic frame, which is really easy to put in there, and it totally opens them up to wanting to explore more because it's in their benefit too. And it makes them feel special. So it makes them. It gives them the. Oh, I. It wasn't me. It's not that I only did it for a day.

Right?

Didn't actually try it. It's just that, you know, I. I haven't found the right mechanic. Ah, Makes total sense. My whole life makes sense now. Right. And you know, to some regards. Very true. Because, like, as your body changes, you need to do constant tweaks, right? You know, like, I've been going to the gym. I put on like eight pounds of muscle. My calorie. My calorie requirements have gone up significantly. Right? So, like, you know, God bless TRT. So. Right. 41. I can call it TRT now. Not just gear, you know.

Yeah.

And oddly low genetic levels of myostatin, so. All right, all right, guys, I gotta end this a bit early today, but does that make sense to everyone? Like, so, you know, go. Going back to like what we talked about in the last training is like, all those little word choices matter, right? So, you know, it's like when, when, when Stu. When. When you were like, you know, how much weight exactly are you looking to lose again? It's a hard question to answer, so make it easy. Roughly how much weight are you looking to lose? Okay. Or, you know, you know what I mean? So just those small changes in language make a big difference, and we use them as like flippant throwaways, but they're not, you know, and it's about stacking easy. You know, make the questions that want to be easy, easy and make the questions that need to be hard, hard. But do it intentionally and be in control of it. Right. Don't let throwaway words derail the conversation because it's just sloppy. It's sloppy communication. Right. But a lot of people just don't realize that they're doing it until it's pointed out to them. You know, every word kind of has a meaning and a purpose and we want to understand that and listen back to your calls and listen to. Am I making just like some strategic or tactical errors in my day to day language by over harshening, over softening certain things just because it's, it's like a comfort talk. Right. I remember I rode was a great, great sales guy I worked with for years. He used to say exactly. I think it was exactly, exactly, exactly. All the time, all the time. And it was like, it's sort of. And then there's other guys that say, awesome, awesome, yeah, great, great, great, awesome. Yeah. And you'll end up with someone saying like, oh, my wife just died. And they'll be like, oh, great, awesome. Yep, yep. Makes sense. Great. You know, because it's a throwaway. It's just how it's like your filler and then it's like, huh, you're like, oh, you know, and you gotta try and. Because you know you're. You're having a sum of forty hundred thousand conversations at once when you just need to be focusing on having the chat with that person. Okay, guys, makes sense.

Makes sense.

Alrighty. All right, team, love your work and I'll speak to you guys next week. Bye. Alrighty. That was all right. That was some sales training. Hope you guys enjoyed it. If you guys want to join, be able to join some of those calls. Link is down there. It's like anywhere from 49 to 200 bucks a month. And we do it like four or five times a week. All right, bye.