These sales tactics are UNETHICAL but almost everyone will buy if you use them

Hey guys, it's Will. And today we're going to talk about how to sell anything to anyone. Now.

To begin with, I'm going to make this applicable to people that are new. You don't understand sales. You don't understand the sales process, sales psychology and just the basics. We're going to do that on that side. Then we're going to go deeper on my actual sales script, my sales process. I've taken literally thousands of sales calls over the last seven years and I've made. Well, I made $16.4 million for my last company before I sold it last year to a private equity firm. And more recently, my current consulting company is doing about 1.4 million a month with about 400k cash collected currently between cash and rev. And I've taken a lot of sales calls. I've trained and ramped and managed and hired and fired the better part of about 40, 50 sales reps between my old company and this new company. And I'm pretty good at sales. So wherever you're at with sales, I'm just going to go deep in this video, break down everything that I've ever learned. Okay, now let's start with.

Why do people even bloody buy? Why do people even buy from you or from anyone? Why does anyone buy anything? Right, well, it all starts with this.

Problem.

Desire.

Right? Desire.

Solution.

Okay, so for most people, what is business? Business is just solving problems. That's all that business is just solving problems. Why do people buy things? Well, it's because they've got pain, they've got a problem. They want a solution. They have a desire, right? So one of my, one of my good friends is about to buy a penthouse out here in Dubai. Now he doesn't need it, he wants it and desires it. It. Okay, so on the one hand, you've got, well, I've written it down. You've got desires. People looking for solutions to problems, to pains. But typically for us, especially in the online course coaching consulting industry, we just solve problems. So when it comes to. I'll give you a few, few niches, a few ideas. One of my friends that helps people stop drinking alcohol, solves the problem of being addicted to alcohol. One of my friends makes well over about 1 1/2 million a month helping people with divorce, how to stop it, prevent it, deal with it, whatever you can even go down to. I've got a friend client that helps people with knitting to learn more about knitting, build friendships, be a part of a community. But it all comes back to solving problems right now. Let's talk about this.

Okay?

Sell me this pen. Okay, sell me this pen. Now, we've all. Well, not all of us, but most of us have heard of Jordan Belfort, Wolf of Wall street, sell me this pen. Right? So how do you sell goddamn pen? Well, here's what you don't do. So what you don't do is you go up to random people and say, look at this pen. Look how good this pen is. It's gold, it's expensive, you can do this, it can do that, you can write better, blah, blah, blah. Do you want it right now? You can do that. And you might, you may force some sales over time, but you're going to expand a lot of time and energy and effort trying to sell it, trying to push it on people, right? Not the way to go. The way to approach that would be to speak to people, walk down the street and just say to people, are you in the market for a pen? Do you want a pen? Do you need a pen? Okay.

Now.

That is where all good sales conversations start. And we're going to start on the advanced side now. So why.

Are you on this call?

Okay, what's.

The problem?

So if I have a sales call with anyone for any coaching offer, this is the first thing that I'm saying to people, and it's the first thing that you should be saying to people. If you get on a sales call, depending on where the leaders come from and the context, but nine times out of 10, I will say to people, hey, great to have you on the call. Where are you calling from? Basic, just to start the conversation. Then I'll just say to them, so what brings you to the call? How can I help?

Why are you here? What's the problem? Why did you book the call? How can I help you? Because that's. We're starting where we should start. What's your problem?

Why are you here? What's the desire? What's your situation? Right? Because business is just solving problems. And if business is about solving problems, then it's like, what's the problem? And again, coming back to sell me this pen. So if you're walking down the street and you say to someone, so, are you in the market for a pen? Well, some people are going to say, no, I'm not. Some people are going to say, yes, I am. So people say, no, don't. You ain't convincing them. Or at least you shouldn't waste your time and energy trying to convince them, right? If someone says, yes, we're in. Great, let's Go. Actually, yeah, I am in the market for a pen. Okay, cool. Well, what kind of pen are you looking for specifically? What do you need a pen for? You know, what are you even going to use it for? Do you have a budget in mind? Do you have a type? Do you have a style? Do you have a size? Do you have a color?

What's your budget? And you just want to discover. And this is why the first part of the sales call is called Discovery, because you're just uncovering and really discovering where are they at? What do they want? What's the problem? What's the pain? What have they tried in the past? Have they had a pen in the past that they bought and it was rubbish? Have they never bought a pen before? Are they aware of proper budgeting for your. Let's bring it back to offers for your offer. Are they aware of. Of the depth of the problem? Right? Because number one, you're never going to sell to everyone. It's impossible to sell to everyone because everybody is in different places. And again, to come back to that question that I just said, are they even aware of the depth of their problem? Because sometimes people are, sometimes people aren't, right? Sometimes you have to actually build the depth of the problem. So let's say you're selling a.

Stop drinking alcohol offer, right?

Well, some people might come to the call because they know they're drinking a lot and they know it's unhealthy, but it's not having any real damage, it's not causing any real negative impact. They just are getting a bit fat and getting a bit lethargic and maybe it's impacting their job or their career a little bit. So in that case, you've got to work on the pain with them and help them understand, well, dude, you know, inevitably you could have serious health problems. And it's going to be, it is going to, it's going to compound on itself and it's going to impact your career, your job, your income, on and on, right? And alternatively, you're going to get some people coming to the call that say, dude, my wife is going to leave me, my kids hate me, I'm a few weeks away from getting fired from my job because I'm hungover, I'm drinking at work, someone caught me in the bathroom downing a little shot of whiskey. I'm making this shit up, right? But there's different on that scale, you know, really, if we think about it as a scale, okay, got zero pain, 10 pain, right? And obviously the closer people are to the 10, the faster they're going to buy, the easier they're going to buy. The less pushing and prodding they're going to need and the more money they're going to pay as well. So then you've got to think about things like the income of the people that you're selling to and also awareness.

Awareness of the people that you're selling to. Okay? So affordability.

So what's their awareness? What's their affordability? Where are they on the scale? And if you get someone on the phone that is a 7, 8, 9, well really an 8, 9, 10, it's going to be so easy to close them. And they're going to pay more money. They're going to buy much easier because they're like, I need a goddamn solution asap. Right? And equally sometimes. And this, this.

It'S all driven by marketing, right? Because marketing is what affects lead quality and call quality. Right. We can maybe talk about that later. But essentially, when you get someone on a call, what you need to establish is, do they have the problem, right? And also how serious do they believe that the problem is? And if they don't believe that it's a problem, if they come on and let's say someone says.

I've got an info business, I'm making 30k a month. I want to scale to 100k a month, but I'm kind of okay at 30k a month. And let's say this is not the case, by the way. But let's say, say I'm selling a 25 grand program. I'm not, I don't. That's not what I sell, by the way. I just want to make that clear. But let's say I'm selling a 25k program all about lead acquisition, call acquisition, client acquisition, building and growing your business. Well, if someone's making 30k and they want to get to 100.

You know, they might be like a 3 on the problem scale. And for 25k, it might not be worth it to them because they're like, dude, I ain't putting down 25k, you know, and they're just not serious. So you've got to use discovery and I'll show you how in a second to build that pain, build that problem, build that desire, and help them understand the gap. So one of my mentors, Sam Ovens, used to actually describe this as the gap.

Okay? And he would say, you know, people, people start here, they realize that, oh, they might have a problem, maybe it's a problem, okay? And Then the sales call process is designed to help them realize the problem, to agitate the problem, to help them understand, oh, my God. Wow, this is actually a bigger problem than I thought. And then to offer them the solution to solve it. And if you have a genuine solution to a big problem, you're going to make a lot of money. And you should be taking sales seriously and understanding the psychology of it and learning this stuff, being the best that you can at sales calls, which I'll cover with you in this video, and getting people closed. Because if you have a solution to someone's problem and you don't solve it for them, well, you're out of integrity with yourself and you're sending them away with. With. With the problem without solving it. You're not doing your job. You're not serving people. And this is all that the online courses. Online coaching is. It's serving people, bettering people's lives, adding value for people, and solving people's problems. And this is why I love this industry so much, because it's high respect, it's high integrity, it really helps people, and it's great for both parties. You make a lot of money and you have a lot of impact and add value to the world. So this is why I love this industry so much. So where does a sales call. Where does a sale begin? It begins with a problem. Sell me this pen. Are you in the market for a pen? Yes, I am. Let's go. No, I'm not. Well, I can't help you. Go away. And if you ever get anyone on a sales call that says something like.

Oh, I just saw one of your YouTube videos or I saw one of your ads and I just thought I'd check it out. Well, that's a bad start. It's a bad sign. It's a bad start. You need to start layering down and going deeper, say, okay, well, I mean, what resonated with you about the ad or the YouTube video? Exactly. Oh, well, you know, I'm thinking of getting into dropshipping, but I don't really know how it works. Okay, yes. So you're interested in this stuff. I mean, have you, like, ventured into it at all? Have you done any research? Have you read any books? Have you bought any courses or coaching yet? And you're just trying to assess, where are they on the problem scale?

Well, why do you even want to get into dropshipping, if you don't mind me asking? Oh, well, I hate my day job. Ah, right. Well, now we're. We're two. We're three, we're four. So they hate their day job. Okay, and what do you do for a job, if you don't mind me asking? I work in a factory. Do you enjoy it? I hate it. I hate it. I work six days a week, nine to seven. I never see my friends. I rarely see my family or my girlfriend. I'm not making very much money.

Now there are four, now there are five, now there are six on the scale. Okay, and how much money do you want to make? Well, I would love to make 10k a month to 20k a month. And how much are you making now, if you don't mind me asking? I make three or two and a half a month. Something. Wow, okay, so you're making two and a half. You're pretty much killing yourself to make that two and a half. You're working all the hours under the sun. You want to get to 10, 20. Okay. We're widening the gap. You're over here. You want to get over here. All right, so what do you think you need to get there exactly? Oh, well, I mean, I probably need someone who's been there and done it, who knows what they're doing, you know, to help me kind of shortcut the learning curve. Alright, got it. So you think the, you know, you just need knowledge and guidance and support to get there? Yeah. Okay. And you know, theoretically, if we could provide that for you and give you the training, give you the coaching, hold you accountable, show you what to do and how to do it.

Would that help you? Yeah, that would really help me. Cool. So it sounds like that's what you're looking for, right? Dude, that's exactly what I'm looking for. Okay, so now there are six, there are seven. Right. So we're just pushing them along the scale by asking them questions that get them to tell us about their situation and what they want. And it's just a very open and honest way of selling because you're not telling anything. You're not putting words in their mouth. You're just asking them leading questions that give you the answers that you would need to move them forward. Or if they don't give you the right answers. Right. So let's just, let's say someone says, oh, dude, I'm not in the market for coaching right now. No, Yeah, I mean, I kind of know I need some help, but now's not the right time. I'm not ready to push forward with it. I don't have the budget for it. Okay, okay, no worries. Well, look, it sounds like, we're maybe not a good fit right now because we do have a program that I believe would help you, but it's $5,000. So I just want to be open and honest with you about that. And it sounds like that's maybe out of your. Your ballpark right now. What do you think? So, yeah, yeah, 5K is a bit out of reach right now, and I'm maybe not ready to fully dive into it yet. Dude, no problem at all. No worries at all. Well, look, let's pause the call here. Let me send you some free resources, some blog posts, some YouTube videos, and maybe let's catch up in a couple of months. Get off the call, right? Add some value for them. Be open and honest with them. Get off the call, because you ain't going to close someone who doesn't want it, who doesn't see the pain in the problem, who doesn't really have the desire to solve it, doesn't have the budget to solve it either. So can you see how we got there? Okay, so why are you on this call? What's the problem right now? If they give you a problem, if they have pain to be sold, if they're in the market for how you can help them tick in the box. Okay, got it. Number two.

Okay, so you are really struggling with your fitness. You've tried this, you've tried that, and you just can't seem to lose weight. You can't seem to get in the shape that you want to get into for whatever reason. So what's the goal? So the next place that I go is, well, where are you even going with this? Like, what do you even want and need? Okay, so number two, what's the goal?

What's the goal? Well, the goal is.

I want to get shredded, I want to get a six pack. I want to be lean, I want to be 10% body fat. I want to have a repeatable diet consistent that I can stick to workout plan, blah, blah, blah. Okay, so you're over here, you've tried loads of stuff that hasn't worked, and you've got this big problem. You have this goal of getting over here. Got it? So now we know that we can get them there ticking the box. We know they've got the problem and they need our help ticking the box. Right. Number three, well.

What'S stopping you.

From.

Getting there.

On your own?

Got it. So you want to get over there. Well, look, just a bit of a. Bit of a curveball question for you here, but what's stopping you from just Getting there on your own.

And then this is what I call a self admission question. Because then they're going to say something like, well, if I knew how to get there, I'd be there already. Or well, I've, I mean, like I said earlier, I've tried this and I've tried that and I've tried this and I've tried that and I just can't seem to get there. So then you could even ask, God, Yeah. Well, it sounds like you're feeling just a bit stuck and lost, right? Well, yeah, I'm feeling stuck, I'm feeling lost, I'm feeling perplexed. I don't know what to do. I just can't solve the problem. Got it. And obviously that's what's brought you to the call. Yeah, that's why I'm here, to solve it. Okay, so we've created the gap and we've had them tell us, I can't do it on my own, I need help, I need a solution. And surprise, surprise, we are here to sell that solution. Okay? So that to me is just like the glue of the conversation. Okay, so number one, why are you on the call? What's the problem? Right, Number two, well, where are you going? What's the goal? Number three, well, what's stopping you from getting there on your own? Okay, now number four, the place that we want to go after we've now established they've got the problem, they've got the desire. Okay, got the problem, they've got the desire. They're, they're clearly actively looking for a solution.

Now I don't always ask this question because sometimes it's just not appropriate off the back of number three. But if it does feel appropriate and it feels natural, I like to say to them, why now?

Why now though?

Okay, so we've asked them, like, what's stopping you from getting there on your own? And they've told us, they've told us this, they've told us that. And then I always like to ask them if it's appropriate. Cool, I appreciate you sharing that with me. And if you don't mind me asking, like, why are you tackling this now? Why weren't you on this call with me six months ago? Why aren't you waiting and carrying on trying to solve it on your own? And why not book in with me in six months from now? Like, why now? Why today?

The reason that I ask this is, is because it removes the. Think about it. Objection. Now obviously it doesn't remove it every bloody time, forever but when you get a clear, concise, real answer to this question, why now? It's going to sound something like this. People are going to say, well, I've waited long enough, I've wasted enough time. It's getting to the stage where I feel like I've tried everything and I'm almost at my breaking point. And if not now, then when? And I booked this call because I'm serious about needing a solution. And when you gather that evidence from them, it's very hard for them to later say, I just need to give it some thought, because they've literally told you, now is the time. If not now, then when. I'm here today because I need help. And on the rare occasion that you do still get that objection when they say, I just need some time to think. And that's okay, by the way, because we're not here to force anybody to buy, right? Just say to them, no problem, completely respect that. But just to kind of. Just to rewind for a second back to what you told me earlier. Very important what you told me earlier. You said, well, if not now, then when? And now's the time. And you booked this call because you need help. And you've told me earlier the severity, the problem. You've told me that, you know, if you don't get this solved, X is going to happen. If you don't get this conquered, Y is going to happen. And you told me that that was pretty serious and pretty impactful for you, right? Ah, well, yeah, that is true. That is true. Yeah. Well, you know, and then you're holding them to their word. And as humans.

It'S very hard for us to go against our own word.

So when someone says to you, like, God, whatever it is, I am going to buy a Ferrari tomorrow with cash. And then you see them two days later like, dude, how's the new Ferrari? Oh, I didn't buy it. Why? You told me you were going to go buy it. Oh, well, you know, and it's just not. When that happens. Humans like to be consistent with their word, right? So what we're doing here is gathering their word, essentially, and then holding them to their word later on. So, number four, why now, though? Why is this so important to do right now? And that's going to remove the think about it. Objection in many cases, not all cases. Okay, now from there, number five.

And by the way, we're still in discovery here, so we haven't gone near pitch. We're not tying anyone down. We're not attempting to kind of close Anybody or close a sale yet. We're still in the discovery phase of the call. So we're basically, we've done problem, desire, solution, okay? And now we're kind of really diving deeper.

Diving deeper, Diving deeper.

And really gathering.

Evidence.

Right, so to speak.

And really getting their word.

Getting their word.

Okay? So that's kind of what we're doing now. And essentially what we're doing is we are trying to gather the evidence and move them along this problem line, not only for them, but for us as well. Because the more sure that you are that this person has the problem that you specifically solve.

The more just in alignment with them you're going to be. And you can just speak with way more conviction when you get to the pitch and you get to the close and they start firing objections at you because if you are fucking serious that you can solve their problem and you truly, truly believe that, then you are going to speak to them with so much more just belief and heartfelt conviction. And that comes across, I'm sure you can hear in my voice right now, the conviction in my voice and how well I know this stuff and how many times I've done this stuff. So you can just tell when someone is real. And this is what you are doing. You're basically building a case for them and for you as to why they should buy from you. And sometimes you're going to find that someone isn't a good fit and they don't have the problem and they don't have the need. And then with integrity, you've got to turn them away and you've got to say, you know what, I don't think that I can help you and I just don't feel comfortable making you an offer. Now when you say that they're going to want to buy from you more because when you turn people away, naturally as humans, we want it more. So you will find that, by the way. But nonetheless, let's stay on track with what we're covering. So diving deeper, gathering evidence, getting their word, moving them across this pain line and conviction line. So number four, why now though? Number five.

Are you sure you've got the time?

Number six.

Partner now, what are you, the top two, three, four objections in sales in general, it's, I need to think about it. I need to speak to my wife or my partner. I don't have the time. I don't have the money. Right, so what are we doing here? You'll be starting to get this now. Right, so what are we doing here? Why now? We're removing the think about it objection. Are you sure that you've got the time to put into this and do this and work on this? We're removing the. Oh, now's not quite the right time. We're removing that objection. And by the way, are you going at this alone? Are you involving your girlfriend, your husband, your wife, your business partner? Do you have a business partner? Right, we're removing the partner objection. Now there's one thing that I've actually.

Semi, semi missed out here. Now if, for example, I mean all of you should have a qualification survey before you speak to people, right? And depending on your niche and.

Your solution to whatever problem, you're probably going to be getting people's ages, people's incomes. Not always, but most of the time, ages, incomes, occupation, you know what country they're in and that kind of allows you to get a grasp on their income. Especially obviously if you're asking the bloody income question right now. There's one thing I can't afford. It is an objection that I haven't actually put a question on here for yet because it's situational. Right now for us in my current coaching business, we have a very heavy survey and we literally ask people, how ready and willing are you to invest in working with Will? On a scale of 0 to 100%? We also ask people, what's your age, what's your income, what's your occupation? We even have a question on there. Working with us is not free and requires a four figure investment on your part. Can you commit to that, yes or no? So when people get on a call with us, we know in almost every case because it's all our marketing is organic. In almost every case you don't book unless you bloody have the money and you have the problem and you want to come on board. So our calls are a little bit different in that way because they're organic, so they're not ads driven, they're not usually too cold. Our prospects are typically warm to hot. So we don't always have to ask that question of what's your job, what's your income, blah, blah, blah. Because we've already got that information on the survey and they know it's expensive to work with me anyway. Okay, but if that's not the case for you, then you are going to want to add this in, right? So this is similar to what we talked about earlier. So when I was talking to you about the example I gave you of the factory worker, well, I said, didn't I? If you think back to earlier in the video, I said, right, how much do you want to make? I want to make 10, 20k a month. Got it. And how far away from you are you now?

So that is a respectful way of saying how much are you making a month? Because if you say to someone, how much are you making a month right now, it's a bit of a abrasive heavy question. And again, depending on your niche, depending on your offer, depending on your traffic source, that will offend some people and it won't offend some people if you're selling a make money offer. Well, it makes sense to ask that if you're selling a stop drinking offer, you've got to skirt around that question more. So you might say, for example.

How much do you currently spend per month on alcohol? Oh, I spend $1,000. I'm just making this up. Thousand dollars. I think that's wildly realistic, isn't it? You can tell I live in fucking Dubai, but let's make it more realistic. Let's say $500 a month. Cool. And how much of your income are you kind of giving away there?

Right, Polite way of asking, what's your income? So how much of your income are you giving away there? Oh well, God, 500. I'm only making two and a half a month. So I'm giving away, you know, oh, wow, that's a decent chunk. That's like 25% of your income or whatever. So now you've got their income without asking for their income. Can you see how you do that in a respectful kind of COVID manner? So if it's appropriate, you would ask that somewhere up here. So obviously you start with, why are you on the call? What's the problem? What's the goal? Where are you going with this? Now depending on your offer, you would want to add it up here. So I'm going to call this like 2B, right? Just income, income slash affordability.

Right. And then you'd put it in there. So let's say you were selling like a, it's a bit of a bad example, but like a get better at producing music offer. So you might say to them, how much do you spend or have you spent on music equipment, music software.

Plugins for your music software, how much do you spend going to shows or whatever, right? And you might even write all that down and be like, cool. So you know, month by month average, you're spending maybe 800amonth on, on your music career. And then it leads you to ask you, cool, and kind of what percentage of your Income, that or whatever, you know, you get where I'm going with this. So that's how you can insert that income question. If you don't get it on your survey already, that is.

Now by this stage, when you've done all of this.

Right, this is basically.

Discovery done. I'm moving the board. There we go. So now you've done discovery. Now when you've done this.

You're now going to say to them this, you're going to transition. I'll just write it like this. Just transition.

Transition to the pitch.

Transition to the pitch. Now you're going to say to them something like this. So Tom.

From what you've just told me there, I definitely feel like I can help you with this based on, you know, what you said there and what you said there, you know. Yeah, I really feel like I can help you with this. Would you like me to tell you more about how. Obviously they're going to say, well, yeah, tell me more about how that's the transition to the pitch. Alright, so based on everything you've just told me there, I definitely feel like I can help you with this. Would you like me to tell you how? Yes. Cool. And then you pitch them. So then you're going to say cool. Well, what I usually do when I work with people is I've built this training program over the last two, three years that is going to help you with this thing that you said you needed help with, that thing that you said you needed help with, this thing that you said you needed help with. And what we're going to do together is we're going to put you through the program first and that's basically going to give you all the knowledge that you need to solve this problem. Then what we're going to do is we're going to get on personalized coaching calls together twice a week for 45 minutes. You've also got a community of like minded others that are on the same mission as you, solving the same problem as you, blah, blah, blah. You've also got bloody this thing and that thing. And with all of that, that's going to allow us to get your problem solved over the next two to four months.

Does that make sense? Do you have any questions? Right, so you're basically just going to pitch them. I won't cover, you know, pitches in this video, but you're going to deliver your pitch, all right? And tell them what they get, why they get it, how it works, what's the time frame? No price yet. By the way, you are not giving them the price yet at all. So you pitch them and then at the end of the pitch you're going to say, now how does that sound? Do you feel like that's going to help you? Is that what you need to get this problem solved? To get you to where you want to go? To get you to where you told me earlier that you want to get to.

And they're almost certainly going to say, wow, yeah, that sounds awesome. That sounds like exactly what I need. Fantastic. Then you're going to tie them down. Now you're not going to do this physically unless you've got them in the room. And if you want to tie them down, I mean, you can steal their wallet and just take the money and bounce. It's easier than fucking closing them in some cases, but it is illegal, you know, so you're probably going to end up in prison. Especially if you do that a few times a week, you know, one, two weeks you're probably going to be in prison. So you'll probably make sales. But not the best way to go about things. A better way to go about it is to tie them down verbally. Okay, so let me write this down. I fucking love my own humour, I really do. I'm so Sad. Like a 70 year old man. So transition to the pitch and then verbally, not physically.

Tie them down. Alright, 1. So tie them down 1 to 10. Now what do I mean by this? So you've done your pitch, you've asked them, is that going to help you? They've said yes and you're going to say, awesome, that's really great to hear. Now one thing that is really important to me is alignment. So when you come in and work with me, I am rolling up my sleeves. I'm jumping into the trenches with you. I take this seriously and I will be alongside with you. I will be all in to help you get the best results possible here. So it's really important to me that you feel the same, that you feel that same sense of alignment. Do you know what I mean? Then the person's going to say, oh yeah, yeah, that makes sense, yeah. Then you're going to say, absolutely. So just so that we're clear and we're on the same page here, on a scale of, let's say one to ten, one being like, will, I don't need the help, I don't like you, your sense of humour is terrible, you seem to only wear white T shirts. I'm concerned for your hygiene, let me off the call immediately. Or number 10 being like, dude, this sounds bloody incredible. Like, let me in right now, where do I sign? I don't care how much it costs, let me in. Where are you on that scale? And I like to just make a bit of a joke out of it, like I just did. You know, just to lighten the mood before we, before we proceed. Then they're going to give you a number. Now if they give you an 8 or a 9 or a 10, move on to the next step, they're ready to move forward to the next step. If they give you a seven order, null, There's a problem. There's a question they haven't answered or asked. There's a problem with the product or the offer, but they're not, they don't dare tell you or they've got an objection. And something, something hasn't been covered properly. So if you get a seven or below, you've really, you've done something wrong, right? Or something is wrong. So let's say they say, oh yeah, I'd say I'm probably about a 7. You're going to say this to them. You're not going to go any further. You're going to say, awesome. Well, I really appreciate the openness there and the honesty there. And if you don't mind me asking, what's stopping you from being like a 8 or a 9 or a 10?

Now they're going to give you the real objection. So they're going to say, well.

I don't know, I'm just concerned that I won't have the time for all the coaching though. Or. Yeah, well, it just, I mean, the program sounds great, but wow, like 35 hours of content. I just don't think, I think that's a little bit too much for me. Or. Ah, well, the program sounds really good, but I thought that I'd get one on ones with you whenever I wanted. And I only get group coaching calls. Right. Whatever it is. Or.

Yeah, I've just remembered I promised my wife that I'd just whatever, whatever the problem, whatever the objection, whatever it is, it's going to come out here and that's the reason why we do this, to get it out here so we can solve it before we move forwards.

On the other hand, if they say to you, oh yeah, I'm a 9, I'm a 9, honestly, maybe even a 10, you're just going to say to them, awesome. Well, that's really good to hear. Well, with that being said, there's only one thing left to cover and that's the price so would you like me to run you through that right now? If you get the seven or below, you say what I just said, you solve the problem. Re temperature check them, re tie them down, then move forwards. Okay, so I guess you're tying them down and you just temperature.

Checking.

So you're just checking. How hot or cold are they? Where are they on that scale of 1 to 10? Okay, now again, let's say they say I'm an 8 or an I know a 10. You're going to say awesome. Well, really appreciate the openness. And with that being said, there's only one thing left to cover and that's the price. So would you like me to run you through pricing and stuff? Obviously they're going to say yes and then you're going to say to them, you're going to say this. So you're going to say cool. Well, the price is just x really important to say that first. The price is just whatever the price is. And for that again you're going to get this, this, this, this, this to help you solve that problem and get you to that goal that you told me earlier that you want to get to. How does that sound? Now the reason that you're going to do that is because if you say cool. Now, again, just to recap what you get, this, this, this and the price is this silence, which some people teach, but I completely disagree with. They get sticker shock right before they've got to make a decision and that makes the decision ten times harder. When we began implementing this in my last company, wow. The shift was, was bloody dramatic. Really, really, really dramatic. Just by changing this around. So instead of content, price, price, contents. Okay, so you're going to do price, contents. How does that sound? Now, if someone really is a 9 or a 10 and they can see the value and the price is fair and affordable, they're going to buy. They're going to say, awesome, sounds good, let's go, how do I pay? And then you say to them, cool, well, here are the next steps. So let's get the payment through right now and we'll get that billed. I'll pop you a link in the zoom chat to get that through. Then I'll get you enrolled in the program. I'll cover the onboarding with you, I'll give you access to my private calendar and we'll get to work. How's that sound? Yeah, no worries. Send me the link. Send the link closed. Easy, right?

Two other outcomes are going to happen here. So one, they're going to Buy.

Two, they're going to object.

Okay, three.

Is going to be the price. So those are the only three outcomes. So we've covered number one. Sounds good. How do I pay? Let's cover number three. So they might say, okay, okay, sounds good. I'm just a bit, you know, it's a bit more than I thought that it would be. It's a bit top heavy on the price. No problem. No problem. Then you're gonna.

You'Re not just gonna go and tackle the objection immediately, you're gonna isolate the objection. This is really important.

Okay, so in fact, we'll get to this in a sec. I'm just gonna draw an arrow. So isolate.

Quite honestly, this is for either, right? So if they give you any objection, whether it's price, whether it's wife, whether it's. Think about it, whether it's don't have the time, whatever the objection is, you're going to say this. So you're going to defuse it first by just.

No problem. No problem. Completely understand that or. Yeah, no worries. Yeah, well look, that makes sense. That's okay. Whatever. Just diffuse it, right? Don't battle with them. So, hey, no worries at all. Like, yeah, the price is a little bit top heavy. Hey, no worries. That I can completely understand that. I can understand that for some people, you know, it does feel a little bit top heavy. But let me ask you this, then you're going to isolate the objection. So price aside, right? Let's just forget price for a second. Does this sound good? Does this sound like it's going to help you? Does this sound like what you need to get to solution to get to goal to get to income or not? Yeah, yeah, no, this sounds like exactly what I need. Okay, got it. So it sounds like, you know, if this was like free, you'd be in right now, right? Yeah, yeah. Hell yeah, I'd be in right now if it was free. Yeah, absolutely. Cool. So you want it, you need it. It sounds like it's basically just the price. And if the price is right, you're in. And if the price is wrong, it's not for you on this occasion, right? Yeah. So what have we done? We've isolated that. It truly is the price. It ain't the program, it ain't the support.

It ain't anything else. It ain't because they're tied up on the sofa and you've stolen their wallet. It's because genuinely the price is not right for them. So just solve the price like, cool. Well, look, I mean, if it would help you. Why don't we just break it in half and do half now, half next month, do it, do a 2 pay. That's going to get people across the line or if they can't do that, say, well, you know, just because we get billed fees and I've got to manage the team and blah, blah, blah, whatever excuse. I can't go further than a 4 per month, but I could do a 3 or 4 if it makes it easier for you. This is not me being word for word perfect here, but I'm just giving you roughly what to do. And again, that is going to solve it for some people. Okay, now let's say that they can't do a 2 or a 3 or a 4 pay and it's still out of budget. Now, depending on your costs, depending on your business model, depending on your pricing, you might have to say, well, look, unfortunately I'm not going to be able to help you here, but let's maybe create a game plan for you to come in in two weeks or four weeks or eight weeks or whatever. How do you feel about that? Can we put like a deposit down now, give you a little bit of the training, pick this up again in two weeks and bill for pay, then you can work it out with them, if that's possible. Or in some cases you might just want to offer them an incentive and just say, well, look, you know, I think you're a great fit for the programme. Like you said, it's exactly what you need. You know, it's going to help you and get you to where you told me that you wanted to go to. Right? So there is one final thing to run by you just to see how you feel about this. How would you feel about. I'll knock you 1,000 off. We can still do a payment plan.

And I just have to ask you to commit to a testimonial in two months from now, three months from now. And if you give me your trust on that, I will give you my trust and show you that respect and whatever back, right? And just give them a little bit of an incentive to get across the line. And it works for both of you because then they come in, get the value, you're going to get an awesome testimonial to help you keep growing your business. And they get value from the program and they get a little discount and everybody's happy. So again, sometimes it works for some offers, it doesn't work for others. It works for some niches, it doesn't work for other niches. So You've got to think about how this applies to you and bear those caveats in mind. But that's another thing that you can do. Now, I don't encourage going any further than that. I do not encourage having a downsell because it will over time it will eat away at your main program price because people will accidentally buy the downsell. Your sales reps will get lazy. I don't encourage having a downsell. But you can go to those extremes. You can go to those lengths. Full pay, 2, 3, 4, pay some kind of little discount to get them across the line, an incentive, give them a free call with you, give them a ticket to a workshop or something to get them across the line. Those are things that you can do if they apply to you, if you want to do that. Right? So similarly, we've just covered the price objection there. But what about if they give you the think about it or the wife or the time or whatever? Well, you're going to do the same thing again. So let's say someone says to you, oh, dude, this sounds awesome. Yeah, I tell you what, just give me like 48 hours to think it over and then I'll come back to you and I'll give you a yes or a no. And by the way, some people do need time to think about it. All right? So this is not always an objection. Most of the time it's bullshit. But sometimes people do honestly need the bloody time. So act with respect, act with integrity here when it comes to this. And again, you're going to say to them, hey, no worries. If you need time to think about it, dude, that's completely fine by me. But just to back up for a second, didn't you tell me earlier that, you know, like, now's the time and you're all in and you're fully committed to solving this problem no matter the, you know, no matter what you've got to do. Did I hear that correctly? And you're just respectfully holding them to their word now? Sometimes it works, sometimes it doesn't. Like anything in life, there's no certainties. But. But for me, more than half of the time people will say, ah, yeah, yeah, you're right, Will. You know, I did say that I'm just feeling a bit nervous and sometimes it is just nerves as well. Sometimes it's just. And I even say this, dude, is it just a bit of nerves? Because it's, you know, it's not cheap or whatever. And people will say to you, you know what, man, it is. Yeah, it's just a big chunk of change for me right now. Dude, why don't we just do this? Why don't we just do that? Why don't we just break it up? Why don't we just. Let me just give you a thousand off or whatever, right? This is completely situational. And by the way, I don't do discounts.

My company right now, we do not do discounts ever, for any reason, full stop, ever, by the way. So discounts, you can do them if it. If you want to. You could not do them if you want to. I don't do discounts because I believe that it devalues what I do. So we do not do discounts. We don't even do payment plans. But it's completely situational to you. Okay, but again, you're going to isolate the objection, so, hey, no problem. Right? And just to pause here for a second, all right, I know that you've said you want to think about it. That's completely okay. But just to kind of take a step back and zoom out, you know? Do you feel like this is what you need? Do you feel like this is really going to actually help you or not? And do you have any questions? Is there anything that we haven't covered? Right. Let's just be open and honest with each other here. Just flesh it out with them, right? And if they genuinely need time to think about it, that's okay. So let's say they come back to you and say, yeah, no, dude, this sounds awesome. I really want to do this. There's just something about the timing on this. Say, hey, no worries. And why do you think that is, if you don't mind me asking?

Well, it's because, I mean, I get paid on the. On the 1st, and today's the 22nd, and I'm just trying to manage cash flow, you know, I'm just not sure when to push the button. Dude, no worries. Well, look, why don't we just do half today and half in a month? Would that help? Oh, dude, that'd be awesome. Dude, I'm in. Let's go. Or vice versa. So you just flesh it out with them. So isolate the objection. Is it real or bullshit? And then with integrity, tackle it, solve it, remove it, get them closed. Okay, so can you see how across everything that we've done here, we've started with the fundamentals.

Do they even have the problem we can solve? No, get off the phone. Yes, carry on. We understand the desire. We present them with the solution. Okay. Not only across the call, but in the pitch as well. Why are you on the call? What's the problem? Okay, what's the goal? Can they afford it? What's stopping them from getting there on their own? Why now? Affordability time, partner. Do the pitch, Tie them down and temperature check them on a 1 to 10. You're going to get one of these three. You're going to isolate the objection and you're going to solve the objection, and you're going to get them closed, and they're going to buy from you, and then you deliver the value. And in return for the value, they give you their money.

And when they give you the money, you might even want to untie them and let them free, maybe give them their wallet back. Okay, so what we've just covered there is essentially the fundamentals, it's pretty bloody simple of the premise of the call, like we were talking about with the pen. Are you in the market for a pen? Do you even want one? Do you even need one? That's the foundation. Then it's like, well, why have you had one in the past? What have you spent in the past? Can you afford the one that you want? Then you work through discovery, then you present them with your solution. Is that even the right fit for them? If it is, are you on the same page with them? You work through the price with them and any objections and you bring them on board. So can you see how, for me, sales is very simple and logical and just to kind of rewind for a second back to. I mean, really.

Let'S talk for a second about. About marketing. Because without the marketing side, this is all irrelevant. And this can really get.

Messed up. Really messed up. Okay, so let's just draw a line under this.

And just talk about marketing for a sec.

Now, for me, I make content that I enjoy making, and I only make content if I enjoy it. And I only talk about things that I know, that I love, that I enjoy talking about. Like this. That's why I can just talk off the top of my head for so bloody long, because I just love it. And for me, that is the first step, because for me, my company mission statement is, make money, have fun, and help people. So through my content, I am having fun and I'm helping people. I'm adding value. So this video is completely free. Any of you can watch this. You know, you can watch the whole thing and learn all this stuff for free. So that's going to build value with you.

And it's going to highlight problems for you as well. And if you want to Solve those problems. Then obviously you can go to the link in the description. Go to the work with me page of my website. There's an explainer video that shows who I can and can't help. And if you feel that you want and need my help, you can book in a call, speak to one of my one or two coaches, or sometimes even myself on rare occasions. And then you can make a purchasing decision, come into my program, and I will help you solve the problem and get to where you want to get to. Right? So marketing informs this. So I'll give you two different examples, right? So example number one, massive value.

Right? Massive value.

Right person.

Example number two, no value.

Or less value. Wrong person.

Okay, wrong person. Bad E. There we go. We've all had a bad E in our lives. So number one, massive value and right person. So you make really great videos that people really love, and the right people watch them and love them. It highlights their problems, and it gets them ready for a very productive sales call with you or your team.

Number two, you make content that for whatever reason, is not that valuable. Bad audio, bad video, bad explanation, bad content, not very valuable, confusing, whatever. And it turns people off and it attracts the wrong person sometimes as well. So if I made a video about, like my investment portfolio or real estate investments and stuff, well, it might get views, it might get me subscribers, but it ain't going to get me consulting clients, necessarily. So you've got to think about what content are you making? Is it valuable? Who is it for? Are you saying the right things to them? Are you genuinely helping them with problems that they have? And if you are, that is going to produce.

Good calls. And if you're not doing that, it's not going to produce good cause. So sometimes people say to me, will, I'm struggling to close people. And it's not just about, like, really the elements of sales are kind of as follows, right?

So, number one, it's marketing.

Right? Number two, it's sales.

Script.

And basically skill.

Right? Number three, it's being human.

And relatable.

Right? So good marketing produces good sales calls. A good sales script, and good sales skill enables you to handle the calls well. Being a good human, caring, having integrity and respect, being relatable. This is really another conversation is being like the people that you help as well. Because, you know, let's say that you dress in a suit and you wear.

I don't know, you don't even. You don't wear a watch, you have five cars and you live in, I don't know A shed, right, like, and you show that to people through your content or your ads or whatever. It's just weird. Like it's, I mean, that might work really well for a certain niche or avatar kind of person. And if that's you, be yourself. Right. But largely people want to work, people buy people. Right? That's really important. I'm going to write that down. People.

Buy people.

And generally people buy things because they want to be more like the person that they're buying from. So this is a big reason why people buy from people that show off their cars, watches, houses, holidays, whatever. Because they want that life and they think that they can get that life by buying from that person. Which obviously if you're kind of a more mature, understanding adult, you kind of know that that's not true. But especially for younger people 25 and below, they falsely believe that. Right? And they're being sold. Really that is what they're being sold, is the lifestyle. And that changes the sales process, by the way, when that is the case. Because what I'm talking about here is more for high integrity, high respect, high value online course and coaching and consulting offers. That's what I do. Those are the people I work with. I do work with younger people. Absolutely. I had coffee with a 17 year old guy yesterday who's one of the most mature young people I've ever met in my bloody life. He's 17 going on 37, if not 47. So I'm not saying judge people by age. I'm not saying judge people on anything. I wear goddamn white T shirts all the time and I make 300 grand a month net profit, which is just weird. But I'm just being myself, you know, rich or poor, I'd wear white T shirts. So I'm just keeping it real. And I think people appreciate that. So be yourself. People buy from people, right? Which is something to keep in mind. But if I could stress really two things, the two main elements are good marketing and a good sales process. Right? Because this is really what it is. Marketing into a good sales process.

Into a talented salesperson, into a quality, valuable offer.

And if you do those, those four things, you're going to make a fucking lot of money, man. You just are. You're going to make so much goddamn money. And then if your marketing is good, your sales process is good, you're solid on that, you're solid on that. And this is priced well. Talented salesperson goes a long way, but it's not everything. Quality, valuable offer, if anything is important, it's Really, I mean, God, it's all important. It really, it all comes together. But honestly, pricing.

Is. It's just critical. It's just so bloody important, man. Most people charge a low amount just because they're scared and inexperienced, which is okay, we all start there. The first thing that I ever sold was a 50 US dollar word document that I sold through Twitter DM to some of my 250 followers through PayPal.

So we all start somewhere. But if you do everything that we just covered in this video.

You'Re really going to do well. You're really, really going to do well. So I hope that this helps. If you have any questions, thoughts, feedback, just hit the comments section. If you're not already subscribed, I'd really love if you would subscribe because my only goal with this channel is to, to help you and add value for free. I know that some of you are going to want to work with me and if you do want to work with me, then I'd love that. I'd really love that. If you do want any help, go to the work with me link in the description. Booking a call. One of my coaches will just run you through something like this process, actually. So I'm just going to. I'm just going to put my hand up and be fully transparent there. We all do this in different ways, by the way, depending on the niche, depending on the avatar, depending on the price, depending on the offer, depending on the sales team. So this is not set in stone. But if you do need any help, I'd love to lend a hand. So feel free to book in a call. I hope you'll subscribe. I hope you've enjoyed the video and I'll see you back here soon.