If I Wanted to Learn Sales, I'd Do This [FULL GUIDE]

Today I'm going to be sharing with you the most comprehensive sales video that I have ever put out. In it, it holds all the principles that you need to go from complete newbie to an utter savage. If you don't know me, I'm Sabri Subhi. I'm an investor on Shark Tank. I've generated my clients, over $7.8 billion in sales. And I got my start in sales when I was just 16 years old. This video is broken down into four key sections. First up, cold calling. You don't make breakthroughs in your comfort zone. That's not how it Objection. Handling. There's an issue in there that we're not aware of. That is a question that must get an answer. Third is follow up. You will never, ever get that prospect as hot as at the end of that first strategy session. And then fourth, closing. If you speak to anybody and they say that there is no risk, they are lying to you. And these modules all come together to form the backbone of sales. Without any of them, you won't be closing any deal. So make sure that you strap in and take notes because there are a ton of gems in this one. Let's start with the art of mastering the cold. A sales call is a transfer of energy and it's constantly like you never ever really get into that rhythm where you're immediately picking up what they're putting down on the call. That's where things become unbuttoned. If the prospect feels understood by you, they're going to believe in what you say and they're going to be a high propensity for them to buy. But if you're constantly making them reiterate themselves because you're not fully dialed in on the call, that's just you sending them a signal that you don't understand them because if you understood them, you wouldn't ask them to constantly keep repeating themselves. And that's where sales calls go to a 60 minutes. You're a lot of the time making them repeat stuff and you're going through the sales process mechanically. Your goal is to get the information that you need to be able to help them solve the problem. And it's either we can help them solve their problem or we can't. You need to be hyper attentive on those calls, getting in level 10 peak state and just being fully dialed in to the opportunities that you've got. When you're going through all of those things, it's just like, boom, awesome. I'm so happy we could get you on boarded These are the details and you're running through instead of saying like, what is your address? What is your phone number? This is work. Don't make them work. Cool. Just confirming the contact details would be the same one that I'm calling you on right now, which is the 0439 blah, blah, blah, blah, blah. Yep.

Boom.

Like, you just make it really easy. It's like when you click on a form, there's no autofill on the form and you're like, fuck. People are making it hard for me to buy, bro. Throughout all the process, it needs to be radical transparency. The best way to get the most output and have the most energy. It's not what you do in these four walls, it's about what you do outside of these four walls. Like if you want to show up and you want to throw down it' what is your sleep like? Are you exercising? What are you doing before you get in here? You're going to walk in here half asleep and have a coffee and expect to be like a high performance individual. You're going to get a rude awakening. You've got to find out what works for you, what time you get to work, what it is, that routine. But just to really be focused on like managing what that energy is because that's what the game of sales is. Otherwise it's difficult to keep up that output and have that output. And the last thing that you want to do is just rest on your laurels and just coast. Because you're here regardless, right? And you want to make sure that you're making the most of the opportunity that you've got. And the only way to do that is just through activity. And you're the only one that you need to answer yourself to at the end of the day. The pillow never lies when you get home at night. Did you leave it all out there on the field? Let's be real. Some days you're not going to, but it's just about like keeping yourself accountable and say, okay, cool, well, if every day ended up like this, would I be where I wanted to be at the end of the month, at the end of the quarter or at the end of the year? How much fodder is there in my day? How much is there checking Instagram? How much of there is not being engaged in what you do? Social media is the new cigarettes, right? And if you're on the phones, the last thing that you want to be doing is be half on Instagram or, you know, half on social media while you're here, right? You may as well do that stuff in the nighttime or do it before you get to work and just be 100% dialed in and present when you're on the phone. Because otherwise what happens is like you don't getting half the output. You get 25% of the output because you're not engaged in what you're doing and you think that you know what this prospect is saying and you're just kind of coast right or you got semrush up, you're doing keyword research and you're not really, really dialed in. If you're dancing and you constantly keep stepping on their toes, it's not going to be smooth. When you're on the edge of your comfort zone and you feel uncomfortable, you is when you're about to make a breakthrough. You don't make breakthroughs in your comfort zone. That's not how it works. You're going to feel pressed and you're going to feel stretched to make that. And naturally the human tendency is to fight like hell to stay within that comfort zone even though they want that breakthrough. And it's on us to take leadership in the call and help them make that right decision. And when you know down in the marrow of your bones that it is the right decision for them, you can have that conviction and you can transfer that energy and that belief to them and help them make the decision. If you want to get, you know, something live in two weeks, then we're just not going to be a good fit for you. I can just tell you right now because we do things thoroughly and we do them properly. But as such, There is a 12 week wait time. I'm already pre seeding and putting in little kernels and peppers to like, oh well, maybe I shouldn't go with these guys that say they can get my landing page live in a week. How much research is going to go into there? Like who's going to be looking over that? Is it going to be a templated page or are they actually going to do the research? Are they going to help you crafty offer all of those things? You want to be very conscious of understanding that. I keep on saying it is all of these services can be a commodity if you sell them like a commodity, because all of the people that are booking calls with us are being courted and hounded by so many people that are doing outbound on them every day. And if you just kind of slip into that same pattern, it's going to be easy to compare our product and our services and what it is that we have to all the other alternatives that exist out there and it's our job to educate them that that is not the case. So now you're on the phone with the decision maker. So here's some effective open that I've really tried and tested and perfected and I found to be the most efficient over the years from literally making over a million cold calls. This goes back to being respectful. You don't just want to just jump in and railroad this person into a pitch immediately if they don't have the time to speak to you. Because you need to know that all cold calls are an interruption and we have disrupted his day. We don't know what they were doing. We're just kind of jumped in on them. Right. So you do need to be polite in asking them if they do have a minute. Now if no, you simply want to state, right, okay, no problems. When can I get your full attention for about 18 minutes to demonstrate how we can deliver big promise of what they want to do for your company? I assure you this won't be a waste of your time. Nice, short, punchy. You're bringing it back to the end desired benefit they want. You're letting them know a specific time. You're not saying when can I speak to you? And they have no understanding of what a time commitment they're making. Just 18 minutes of your time and I guarantee you this will be a good use of your time. So you kind of finishing with a strong point as well. Then if they say yes straight out the gate, then what you want to do is you want to say no problems. Fantastic. How are you currently using Google AdWords to get more clients? How are you currently using doing. Applying X to get the desired outcome that you're after? So you can basically cut and paste whatever it is that your service is and whatever that big pain point for your market is at that point. Now this is kind of a great way to get them speaking and get them talking a little bit and depending on how much they give out to you at this stage, is essentially how receptive that they are to receiving this phone call in the first place. You wait until you get their response. Okay, so then you basically always want to be in agreeance with the person. Whatever they say you want to say, okay, fantastic. Okay, great. Whatever that transition word is for you that you're really comfortable with. Okay. So would you be open to learning some ways that you could achieve the desired outcome and solve the biggest pain point without the biggest frustration that they currently have? So it Might be without spending more money on advertising or without, you know, hiring more people to do this or whatever the thing is. And if they say that they're busy at this stage, that's when you want to come back and say, no problems. I can call you back in 30 minutes if that would suit. So you're also giving them the option to set up another time of later with you, because the last thing that you want to be doing is pitching someone when you don't have their full attention. You will never, ever move the ball further up the field. If someone's got a million and one things going on right now in their day and they're kind of just half listening to you, you need to assure that you have their full attention. So it is good to basically give them this door as an entry point for them to say, look, can I give you a call back in 30 minutes? And they will say yes. And if they don't, then you can always tee up another time later on in the week. That would be better for them. Once you've kind of. You've got their undivided attention on these calls, then what you want to say is like, you've gone through the pitch with them and they're kind of receptive to what you're talking about at this point. And then you would say, look, great. Look, it sounds like you're a perfect fit for us at this stage. They've already told you how they're using this or how they're kind of using this service or program to solve their biggest problem. So you've listened and you can probe a little bit at that point point in the call and really find out what those pain points are. So we're not trying to close a deal on this call. We're trying to set up another call to really go through our offer in greater detail where we can set some time aside with that prospect. So this call is basically, okay, cool, you've done some initial probing. It sounds like you'd be a perfect fit. What I want to go do now is do this audit for you or give you all this free value, or give you a roadmap, give you this cheat shape and just tee up a time with you that I can walk you through that later in the week. So that's essentially what you want to get through. We want to take this person through those gradual steps that it takes in order to turn that person into a paying client. Then you would basically give them the option and say, hey, okay, cool. So are you available this week or Next for a meeting. And then they'll say, if they say yes, you can say, all right, excellent. And you want to basically schedule that meeting. Now, when it comes to schedule a meeting, you'd never want to ask, you know, when works for you next week, you are simply asking for something then from that person, you're asking them to pull up their calendar, look for an available time slot, and you're asking that person to work for you, to work for you and basically do a task you've asked them to do. And that is the wrong way to approach it. You want to make this very simple and very easy. Right. You basically want to give people options. So you would say, okay, look, you know when works best for you this week or next. And then saying, okay, does Tuesday or Thursday work? And then they'll say Tuesday works awesome. Morning or afternoon? And they'll say, afternoon, terrific. 2:00pm or 4:00pm it's just constantly giving them options. So it's just like they're just selecting and it keeps that momentum and makes this a very easy decision for them. So that's the process of what you want to do in terms of scheduling this meeting with them, making it as easy as possible, letting know that you'll be delivering some value on that call and you're going to go away and put something to work and come back to them with something of value. Now that we've covered cold calling, let's move on to the next part of the call which is handling objections.

Yeah, like I said, I thought I'd give you a buzz, post our initial discussion. I did send you out some extra information since we last spoke. Did you get a chance to look through it?

Yeah, I did have a quick look through.

Awesome. What do you think?

Look, to be honest with you, I really like what you guys are doing. I like the sound of everything that you put forth to me. I guess I got a little bit confused. I thought that it was like all in per month. I didn't think that that was the ad spend on top of that. So it is definitely like a lot more than what I was looking to spend just to shoot you straight.

That's okay, man. No problem at all. And like when you say a lot more than you want to spend, like, tell me a little bit more about that. Is that in comparison to your targets? Like, is it still a lot of money if you're able to achieve those?

No, it's not. If we can hit them, it won't be. But just like forking out, I think the whole thing comes up to about, if I'm not mistaken.

Correct. Yeah. So that's inclusive of the funnel, which belongs to the business, and all your ongoing traffic expenses as well. But keep in mind, Brandon, like that with the view to be able to achieve the target that you've mentioned, like if you get an extra listing per month, which is what you're after, right, and that generates you that extra 60 to $80,000 a month, right. Clear on top of what you're already doing, then that seems like a worth of deal, right?

Yeah.

Cool. And so that's basically like where we're at with the whole thing at the moment, right? So, like, as you mentioned to me, like, we don't have any alternatives right now, like that word of mouth and referral, like that's dried up for you, right?

Yep.

What other avenues are you going to use to be able to get those extra listings?

Every month we're looking at doing this, like where we put an ad at the back of the receipts in our local supermarket around our area, like just in the listing area that we want to run ads in.

Andrek. And that will get you that extra visibility that you need.

I don't know, without having run it.

And look, that might well work. It's definitely worth giving everything that you can try. Like what? While you're at it. But the reality is, man, like, if you want to be able to get like an extra listing, so if you want to be able to get double the amount of business, right, and you've been in the game for 15 years, it's going to take more than that. You told me that in the initial conversation. I think you know that that's probably why we're on the phone right now. But that's really what it's going to be, what it's going to take for you to be able to take this thing to the next level. Because if you were to say to me, look, I just need an extra sale every three months or something along those lines, or every six months, it's a totally different story. Right. Very small things can cause that or very small changes. But in a case like this where we really want to be able to double it and take it to the next level, it is going to require getting this message out to a lot of people in your local area who are already looking or interested. Does that all make sense? Like, do you feel like. Do you feel like the receipt games will be enough to get you.

I was waiting for the question. Yeah, look, it does.

Yeah, no problem. And look, that's. That's basically the basis of the proposals. Right. We. You mentioned to me, like, we have to do this one way or the other. You mentioned that if we don't get this done in the next six or 12 months, you go under. Right. It's not. It's not really worth you being in business anymore.

Right.

And you mentioned that you're a tenant and committed. So we need to make this happen one way or the other. There's not a chance where it's like, hey, it would be a nice to have. This is a must have. Right. And that's basically what we've put this proposal upon. Right. So my question to you, Brandon, is do you feel clear and comfortable with everything? Do you literally just feel like it's a matter of the outlay or the money?

A little bit of both. Okay, cool.

And so, well, let's leave the money. Aside from now, what's the other side? What else do you have concerns about?

Yeah, that's where. That's where I feel like you should have gone straight up in the. In the beginning because don't forget that you've got him on the ropes, but you're trying to sell him right now rather than have him sell himself, like the whole shocker shopper docket thing, like you, you allow. You should just allow him to deconstruct that and for him to like, just fall on his old sword there. Because don't forget, it's pull, not push. Like you're trying to close a deal. We're not just trying to get him into a frenzy right now and say yes right now and then never get the docusign back. We want to eliminate strategic, any and all options to make this look like the only viable solution and the best viable solution to solve the problems that he's got right now. Like, that shopper docket thing is stupid. I was just throwing out. There's an absolutely stupid thing. It's ridiculous. So the way that it's ridiculous is you just get him to arrive at that. Come on, man. Like, do you really think that your most itchy to buy the best prospects that you can get out there looking at the back of shopper dockets and saving them on magnets on their fridge? Do you think that?

Of course not.

Of course, man. So come on, like, how long you been thinking about actually putting a digital strategy together?

Three years now.

Right. And so, like, what do you think is going to change if you put this off for another three years? I don't know.

I guess might come out of COVID and Word of mouth and referral might start flowing again, I guess.

And do you feel confident in relying on that? Right. So what we want to do is like, keep on going down this route of asking the questions so where he realizes himself. And then you're just creating like that space in the call for them to almost close themselves. Because we can get them to confirm and say yes on the call, which we do a lot of the times, but then those deals don't close and it's because, like, we're afraid of taking the call to some place where we're not going to get the answer that we want. You have to remove that, completely detach yourself from that, and really just double down on the, like, what else are you going to do? What are your other concerns?

Fully valid? Because, like, recently I've been able to like, make it happen and get people to a yes on the call, but obviously I'm not doing it deep enough because they're not fully convinced and fully sold. They don't get the docusigns back on time or sometimes at all. But I can get them to say yes on the call.

You want to really button it down on that call because we're not. It's not an impulse purchase, right? It's not. And especially on the agency side, it's even different mechanics to, you know, the QG environment, where if you get them to say yes on the phone and get their credit card, the deal is done. The agency thing, it's like a long dance and it's a much higher ticket that you're asking for the only. And then this is said that you close all those other options and instead of saying, shocker, Docker, he's going to hit you with, look, you guys are all the way in Melbourne. So I have got in contact with a company here, an agency here in Ontario that my friend recommended, and I did speak to them last week and they're going to send me out a prop. But, you know, they're coming in at like 1800 bucks a month, so it is a lot different. So how is any different to what you guys do to what they're going to do?

Yeah, absolutely, Brandon. So, like, that makes sense. You have to have a look at all your different options. With that said, like, just be aware, like, you will also find people who offer it to you for 500 bucks a month. Right. Like, you can definitely find those options out there. The question is, what's going to give you the result that you need. Right. You're 15 years deep now. You have been burned before. Right. And you said that you don't want to go down that path again. There's a difference. Like what's this competitor guaranteeing for you for that? 1500amonth.

Oh, yeah. There aren't any guarantees. Yeah.

And that's what I mean. Like, we're able to charge $300 a month if that's the case, too. Right. But what we're basically saying is like we're working across 400 plus different industries. One of our best industries across all of those is property, real estate and related industries. You see in the case studies. Right. The video that I sent you, there must be three or four in that video alone. So we're hundreds deep in this space all around the world. Right. The strategy that.