Watch These 63 Minutes If You Want to Be a Top 1% Sales Rep (Live Roleplay)
Matt Ryder coaches sales reps through live roleplay scenarios, showing how to handle objections and close deals. The session covers B2B sales strategies with real participants practicing techniques to reach top 1% performance.
Hey guys, what's up? In this video I'm going to go through in depth and answer the questions of high level sales reps from all different industries. This is an exclusive insight into my membership which you can join somewhere around here. You can just go and hit the join button and it goes through all the different options. But it's like an hour and four minute Q& A that I do every single week for the members and we go over in depth through role play and we kind of answer the questions, cruise to alpha points. So enjoy the content. What's up man?
Hey there. How are you?
Good.
Hey, so wait, is this just open for everybody right now?
Yeah, it is and I sent on a registration thing but like it looks like there is a up or something in it. So.
Okay.
Yeah, yeah.
I've been able to join in on the Australia ones and the Europe ones too. So it's been working for me now.
Okay, perfect dude. How can I help?
Yeah, so I just got into my first closing role. I'm working for a marketing agency right now that pretty much works with e commerce brands and optimizing their email flows and their email marketing and so done about 21 qualified calls now. I've closed five out of. Actually wait, no, 21 calls. Let's see, I've closed five and eight are follow ups right now all of those follow ups have been partner objections and so I'm trying to figure out how to essentially pre handle that in discovery the best way possible. Just because everyone who's told me so far is saying like you need to address that in discovery because you can't.
Like fully pre handle it. Yeah, I mean so like what you can do is put yourself in a better position to be able to handle it. So you know, like what I would do is be like, you know, does your, does your partner know that run this call? Are we on a bit of a secret mission? You know, and you can change that wording but something to that effect, if that makes sense.
Yeah, yes.
Right. And then from there it's like is your partner supportive of you? You know, XYZ Jimmy. And so you know you can word it in a number of different ways. What's that? Sorry?
If there's multiple stakeholders and let's say they're like the CFO or something like that. Same type of concept.
Yeah, so. Well yeah, so it's the same concept but like you know, for like a B2B like that it's going to be slightly different wording. It'd be like, so what departments Are who are the key stakeholders that might be responsible or might need to have an input when making a decision like this. Okay, Right. And so then like you get the decision makers and you get all of them and then your goal is to get them all on a call and you want to push the ball forward. The key is to not get into the EAS trying to deconflict schedules. What you want to do is just set a meeting, right. And be like, let's just do the same time next week and then you can add everybody and if we need to change it, we can change it. Right. And then what you do is you just get like, you get the meeting on the books and then it's there. And then if it needs to be altered, it can be. But the key is to have the meeting. That's why B2B blows out for most people.
Yeah, yeah, I know. Because right now it's been like a follow up chase for me right now, just going after all these people. Like they end up closing after like a week or so. But if there's any way that I can address that Before, I didn't know if that's something that like for B2B.
For B2B, if there are multiple stakeholders, like it's just very normal for it to take a week or two or a month, whatever. Like, and depending on the size of the deal as well. Like I just closed a big deal today and you know, I've been chasing that for I would say like probably eight, six weeks. Right. You know, and it's like 100 seats on the dialer and you know, it's a large company doing over 100 million a year, 150 million a year. Right. They have 100 setters and like, you know, and I've got another deal that I'm working with at the moment with like the guys. And like I've been, we've been trying to work that out for two months because like there's rollout plans and like tech deconflictions and stuff like that. And it's like those things just take time and if you become a super thirsty motherfucker, right, like it just, it just doesn't go great, you know?
Yeah, yeah. So that's. I remember when I was going through your course, you were talking about like making sure that you track the objections that you here at the end so that you know what you need to be working on.
Yeah.
It's truly a situation where there's just other decision makers that aren't on the call at the time. That's not something I should be worried about in terms of like my objection handling skills. It's just more of like the natural process is what you're saying.
Exactly. And like, you know, when you're, when you're, when you are doing like a more B2B or more enterprise level environment, like, that's just part of the game. And then you want to have like you, you, you want to be able to share my screen real quick. Right? Like, you know, like when you're in that enterprise level environment, you, you want to have a process that potentially extends it. You know, I mean, and it's like you do three intentional calls, you do four intentional calls, or you do two. You don't try and shortcut things too much. You know what I mean? And 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, Makes sense.
And that's a good question. I'm curious here. Would you go through discovery with that specific person on the phone? Let's just say the CMO is 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 gonna 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. Sorry, I'm just streaming this on YouTube. I'm just gonna 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. Yeah, 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 over to you beforehand. But worst case scenario, what I'll do is I'll take you through on the call, but I'll do my best to get over before. Right. And that usually kind of diffuses it and then I'm not giving it to them before.
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 fucking garbage, you know, and so 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. Yeah, 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. 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.
B2B. I'm giving price range for sure, but I can't get 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. Yeah, 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.
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 sales people 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, well, you, like, because you might be like, you can not. 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, 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, is. Is not good enough to like, for a normal ass rep to be successful or your process is too stilted. So, like, that means that, like, if you add setters to that, like, that might be a good way because you can fill you up. But what you should do is try and figure out secondary funnels that are going to allow a regular ass rep to be successful. Because, like, if I can sell it, it doesn't really matter, like, because I can sell things, right? And I. And I've been a part of teams where I was like the main rep. Like, when I was, like, when I was. I mean, I sell basically full time these days anyway. But like, when I was selling for other people and like, they would be like, oh, yeah. And they'd optimize for me and I would tell them, dude, you can't do that. I'm like, I don't want to be arrogant, but I'm too good at this for you to optimize off me. You're going to break your marketing. So if they're optimizing off you and you've cracked the code on how to sell what you're selling and are you one of the owners? Like, no. No.
Not really.
No. Okay, so you're just a sales guy? Yeah. Yes. It's a different question. Then the answer would be yes. Get as many people in front of you as humanly possible so you can win as many deals as possible.
And get an override on the salesperson too.
Yeah, you're gonna have to have a different, your best way to do it would be to bring. 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 call and they close 1 in 10 and it's a 5K deal and they want 10%, I tell them to go fuck themselves, right? But if I give them like say, if I give them say $10 phone numbers and I say, hey brother, for the next 30 days, go to town, I'm going to give you a higher percentage of commission, right? And 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 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. Fuck you. Fuck you, man. Right? Be better. And I won't make fun of you so much, you little bitch. Right? Right. But now Mirror is 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 what I mean? And then like have a team full of mediocre people pick, because that means that my marketing is successful. Because if you rely on unicorns, then your marketing is actually Kind of shit. 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 fuck 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 hire 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.
Like, 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 shit. 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 reactivations, you know, give them a pool of leads that are cheap. First week, nothing but cancellations, reschedules and no shows. Second week. Yeah, I mean, leads that are 14 days or plus old. Third week, new leads, right. If they close deals. Fourth week, one third inbound, two thirds 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. Yeah, I'm with you. All right, cool. Mahir.
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.
Let's do it. All right, let's do it. All right.
You said like outbound, opt in?
Yeah, Outbound, yeah. Can't see a full name. I can just see Whitehead.
You can call me.
Why did.
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 could, you know, make more money, more freedom, all that jazz. Like, what was that intention?
I was 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, 15 years or so.
15.
One of the new guys over here.
One of the 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 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. Construction's not easy on you, so.
Okay.
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, you know, 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.
Okay, 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.
Okay.
And I'm kind of asking myself, what's. What's next, you know, Is the 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.
Twine. Quiet. Okay, okay. Where are you trying to go? Where are you going?
Trying to find it.
You're gonna stroll. Friend's making a ton of money. That means.
Then. Then why did he say he's making good money again?
Good money.
What does. Good money, though.
You're going down. You're taking a stroll, buddy. You gotta start like. You gotta start jugging. You got to start like. Hey, Gareth. Yeah, hey, Gareth. It's just Matt from Cyber Revolution, buddy. How are you? Yes.
Good cheer, man. What about you?
Hey, good man. It, you know, it just.
Are you with.
Sorry. Yeah, man, yeah. I'm from. I'm from Cyber Revolution, but it just looks like you inquired about, you know, about possible career change. Is that right?
Yeah, yeah, I was looking at that 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 sort of look into it, you're 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 yeah, 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?
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. 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. Super, super labor intensive. I feel 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 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 we 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're actually going to move forward and do it, you know, there's not like 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 sense. Yeah. Okay, cool. So pause somebody 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. Yeah. 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. Yeah, right. I'm sure that average avr, whatever his name, he says I'm a terrible coach online. Fuck you, buddy. Right. I'm streaming this on YouTube. So you've got all the fucking dirt bags. Right? I'm sure, I'm sure, I'm sure he can articulate this very well. Right. But hopefully he starts rage, rage commenting. So it just boosts the algorithm is 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. Yep, yep. I 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. Get. 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 pointing, meaning, like specific. Right?
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, if 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 too many options.
Yeah.
I was like, I don't know, 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, yeah, you straight away went into.
Like, you know, okay, friend aside, like, what shifted you that you then sit on him.
Who cares about. Yeah, right. Yeah. Like, you know, we have a girlfriend in Canada. I get it. Fantastic. You know like, it's like, let's talk about you, let's talk about your problems, talk about what you're doing. You know, let's, let's start to get that around so that we can start to uncover the reasoning. If someone's like, oh, you're putting it off for a while. What shift your reason 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 straight.
Down the line, then.
Yeah, yeah, man. Yeah, yeah, yeah, yeah. Straight line, baby. Hey guys, what's up? Matt here. And I've noticed that a lot of you are not subscribed. So what I want you to do is like go over and hit the little subscription. It really helps the channel out. And if you like the kind of content that I do and you're like, hey, how can I get similar content but pay for it, then I have a membership. You can go over and join that at any stage that you want. It's like $49 a month up to about $200 a month. And we do like live Q and A's. We have a coaching call nearly every single day. And, and there's like well over a hundred videos. And I upload like sort of private trainings and stuff that I do all the time. So if you want to check that out, go for it. You know, sign up through YouTube, cancel anytime, all that kind of good stuff. And anyway, back to the video. Hey guys, what's up? Matt here. And I've noticed that a lot of you are not subscribed. So what I want you to do is like go over and hit little subscription. It really helps the channel out. And if you like the kind of content that I do and you're like, hey, how can I get similar content but pay for it? Then I have a membership. You can go over and join that at any stage that you want. It's like $49 a month up to about $200 a month. And we do like live Q and A's. We have a coaching call nearly every single day and there's like well over a hundred videos. And I upload like sort of private trainings and stuff that I do all the time. So if you want to check that out, go for it. You know, sign up through YouTube, cancel anytime, all that kind of good stuff. And anyway, back to the video. Bye.
Cause I've Seen 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 skillset 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 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, 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, ring.
Hello?
Hey, Gareth.
Yeah, this is him. Who's this?
Yeah, hey, Gareth, it's just me here, buddy with cyber evolution. How you doing?
Yeah, doing well, man. You said you were who.
Yeah, cyber revolution, buddy. Are you inquired sometime 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.
Okay.
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, it's.
Okay. How long you been in construction working the long hours for?
Gosh, man, 20 years now.
20?
Geez, 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 to give up.
Really? 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.
Yeah, 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, man. That was much better. Like, two minutes then.
Yeah. Dude, if it set calls longer than, like, five minutes, I don't know what you're doing.
Yeah, I've seen yours, like, better. Three, two minutes, one and a half minutes. It's crazy.
Yeah. Like, I don't understand what you're trying to get. You know what I mean? Like, yeah, just. Hey, you have problem, we have solution. Boom.
Don't waste time after that.
Yep. 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 sales call.
Yeah, it's hard. Three, two minutes, one and a half minutes. It's fucking crazy.
Yeah. Like, I don't understand what you're trying to get. You know what I mean? Like, yeah, just. Hey, you have problem, we have solution. Yeah, that's your fault. I know. Well done. Boom.
Don't waste time after that.
Yep. 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 sales call.
Yeah, it's hard. That's good.
Yeah. That's enough. Absolutely. What else do you need, bro? All I need is A name. Hey, my hair. A name and a product. That's it. Hey Matt, I have a question for my. Here. Yeah, yeah, that's your fault.
I don't know. That's good.
Yeah, that's enough. Absolutely. What else do you need, bro? I need a name. Hey Mahir. A name and a product. That's it. Hey Matt, I have a question from here. Yeah. Hey, why are you, why are you, are you gay? Why are you gay?
I've seen that one. That was funny.
Yeah, right here. 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. Yeah I do. My name is literally me. Here.
Hey, why are you, why are you, Are you gay? 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. Yeah I do. My name is literally me Here.
No, no, I'm saying that when you drop play, you skip over your name. Oh really?
Every single time.
That's, that's probably my mistake.
Yeah, yeah, because they, that they're triggering self resistance. You're like, who is this?
You're just saying this is like.
I didn't, I didn't even realize that.
You don't even say your name. Yeah, you have a nice name, man.
Yeah, I just forgot.
It'S here.
Yeah, thanks. Thanks bro.
All right, who's next? Right? Who's next? Otherwise I'll just do 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.
No, no, no, I'm saying that when you role play you skip over your name. Oh really?
Every single time.
That's, that's probably my mistake.
Yeah, yeah, because they, that they're triggering self resistance. You're like, who is this?
You're just saying this is like.
I didn't, I didn't even realize that.
You don't even say your name. Yeah, you have a nice name.
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.
Yeah, I just forgot it's here.
Yeah, thanks. Thanks bro.
All right, who's next? Right, who's next? Otherwise I'll just another one for you.
If you don't mind. Because then they buy, but then sometimes I feel like doesn't work and they kind of like talk themselves out and go for it.
All right.
Pretty much a lot of my closed deals right before and I 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.
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 I'll just straight up tell them the claims because then they buy. But then sometimes I feel like doesn't work and they kind of like talk themselves out of it and I questions you're asking me right now don't matter. And sometimes that works and sometimes it doesn't.
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 I'll just straight up tell them the do you have.
So I would. What's, how's your pitch laid out? Like how do you present your offer?
Discovery pillars, commitment price.
What are the, what are the questions.
You'Re asking me right now? Don't matter. And sometimes that works and sometimes it doesn't.
There's no do you have. So I would. What's, how's your pitch laid out?
Front end packaging. Like so we're gonna make your offer, we're gonna build your sales process.
Like how do you present your offer?
Discovery pillars, commitment price.
What are the pillows?
We're going to get traffic to the funnel and then we place a closer in there to remove you from the sales role.
Okay, then what.
Essentially. Do you like it?
Yeah.
Five grand. So really 7500 you'll give me money?
You'll get money now? Yeah.
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 pussy.
Why?
Why do you say that?
Why?
Why? So what happens if I want to buy tomorrow? Do you give me the discount? No.
No, I can't. 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 3,500. Sell less people, make more money. Right? Like, right. 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 you, but I feel like I'd like it. So. 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 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, yes.
We high fiveing or what are we doing? Come on, bro. Yeah, and then you 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. That's when they buy savagery.
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. 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.
And then that's when savagery. That's when they buy savagery.
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 the process. Right? So it's like step one, we're going to get you traffic. The way in which we do that is. All right, step number two is now we 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. This. And here's our three step funnel 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 funnel. Now once they're in there, obviously you don't want to be doing the sales for rest of your life. Do you want to be doing sales for 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 remote. 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 moving 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. And 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 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 MQO to sqs. 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. Conversion get a good closer. Because hey, if it's a shit funnel with shit lead, why not? Well, because. And I can't work on the business. Work in the business. Exactly. So our last pillar is about remove a good closer. Isn't going to want to come, are they? No. So in order for us to get those resources moving you from that process and giving you the freedom to actually work on your business by giving you a closer, 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, you know, Right. So, like, it's like I probably didn't give that much more detail, but. But I fleshed it out. 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? A little bit. Yeah. I gave a series of outcomes 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. You know. You know what I mean? And then I tied it back to goals in which they probably want. Right, right, right. You know what I mean?
And I'm starting the call real quick. Just, I'm starting the call with what brings us to the call, and that's fine.
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 MQO to SQL conversion, get a good closer. Because hey, if it's a shit funnel with shit lead, I started calling. How can I help?
Yeah.
Vague entry point ever. So I feel like 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.
I'm giving them so much control there because if sometimes they.
Yeah.
Can I. Can I show you?
Yeah. I mean, have you ever had the feedback that you sound like an Nicole? Yeah, I mean, yeah, you know, right. So, like.
No, not really.
No. It's like I probably didn't give that much more detail, but I. I fleshed it out a little bit. Yeah. Right. And I gave a series of outcomes. You know what I mean? And then I tied it back to goals in which they probably because like you, like you're. You're very.
Yes, yes, yes, yes.
No. Yes, yes, yes. Even my mother thinks I'm an no. So, yeah, 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 asshole volley. Want. Right, right, right. I mean.
And 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 started calling. How can I help? Yeah, vague entry point ever. I.
So I feel like I'm giving them so much control there. Because if I.
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? Right. But if I told you like this, I'm a little bit more.
Sometimes they.
Yeah.
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 common interested. Okay. And where your camera is like you're looking like this, so your camera's 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.
Yes, yes, 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. It's probably a good. It's a good default. You're giving me kind of like a bit asshole vibe. And I mean that in the best possible way. In the same way where like half people on this call think I'm an asshole. Like, it's fine. I don't. He has 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 what 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, 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 told you like this, I'm a little bit more interested, okay? And where your camera is, like, you're looking like this, 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 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, your camera's 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 okay. And what I can do, I'm quite a big guy, right? Like, I'm like 246 2. 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? 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. I mean, having it below you is a very intimidating. Like, if I did all my calls, like, sort of like this. Hey, guys, what's up? You know, like, 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? 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 instantly, 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, 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, because, like, you're interested in what I'm saying now and I can see it. Do you 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. Okay, okay. And what I can do, I'm quite a big guy, right? Like, I'm like 2:46, right? So, you know, I would say if you fleshed out the 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? 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 it closes for kind of bouncing in and out of your business. Well, what we do is we create a consistible, repeatable yada, yada, because I can, like, use the space. And then when someone's giving me, like what they want, I come in like this. 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 yada yada. What that's going to do is going to attract high quality talent, Right? 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 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. They're like, okay. And now it's not just like, hey, trust me, bro. All right, Off. You know, 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, you know, hey, you're better off being more on the slappy, slappy, make daddy happy side than you are on them. Because, like, you're interested in what I'm saying now, and I can see it. Do you like this? I know. 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. Sweet. Yeah. Alrighty. Oh, 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. Okay. 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. Um, so you can take that pitch, flesh it out, make it into a process, get buying at multiple points, tie it. Let's go. Next person. I got a few more minutes because the. I reached. I canceled the sales call I had coming up. Book a sales call me. Got zero. Got zero. Sales team wants a dialer. Got no, no, no, no. No one who needs to dilates. Like, what do you want to do? Just have a chat Back to a problem? Remember how you said that you were kind of struggling for consistency and that made it so closers were kind of. No, I'm good, thanks. Right, good. Thanks, Jen. I'm bouncing in and out of your business. Well, what we do is we create a consistible, repeatable yada, yada.
