Sales 2.0: How to Sell the Current Customer Easily | Bryan Guerra | Skillshare

Sales 2.0: How to Sell the Current Customer Easily

Bryan Guerra, I Help People Start Home Businesses

Sales 2.0: How to Sell the Current Customer Easily

Bryan Guerra, I Help People Start Home Businesses

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41 Lessons (1h 53m)
    • 1. Sales Course Welcome

    • 2. 1

    • 3. 2

    • 4. 3

    • 5. 4

    • 6. 5

    • 7. 6

    • 8. 7

    • 9. 8

    • 10. 9

    • 11. 10

    • 12. 11

    • 13. 12

    • 14. 13

    • 15. 14

    • 16. 15

    • 17. 16

    • 18. 17

    • 19. 18

    • 20. 19

    • 21. 20

    • 22. 21

    • 23. 22

    • 24. 23

    • 25. 24

    • 26. 25

    • 27. 26

    • 28. 27

    • 29. 28

    • 30. 29

    • 31. 30

    • 32. 31

    • 33. 32

    • 34. 33

    • 35. 34

    • 36. 35

    • 37. 36

    • 38. 37

    • 39. 38

    • 40. 39

    • 41. SS Course Wrap Up

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About This Class

Stop Using the Same Outdated Sales Tactics Your Grandfather Used - Pitch Today's Customer by Solving Current Problems

A good salesperson doesn’t sell with words, persuasion, & manipulation. A good salesperson sells by listening, identifying the customers problems & pain points, & then finding the exact product/service that solves that problem.

In sales, you don’t win by selling the customer on your product. It’s not a one sided affair. A true salesperson understands that both sides should win. The customer wins because you were able to solve their problem & rid them of their pain point…and they compensated you for that accordingly.

Your goal should NOT be to sell someone. It should be to make them WANT to buy.

Unfortunately, most sales courses & training out there are outdated. They teach old tactics that only apply to door to door sales or car salesmen.

The salesperson of THIS DECADE is often neither of those.

The salesperson today not only needs to understand what’s tried & true from the great sales strategies of the past, but also how those apply to current business models & online customers too.

The salesperson of THIS DECADE can no longer rely on outdated information that doesn’t apply to current businesses & current markets if they want to make any kind of impact or money.

So, if you’re ready to learn the tried & true sales techniques from best former salespeople, as well as new sales tactics that ACTUALLY apply to customers today this Course is for you.

You'll learn innovative sales strategies to help you pre-qualify potential customers by using current platforms. You'll understand how to interact with customers today & build their trust. You'll learn to leverage algorithms to spoon feed your business prospects, all while mastering the techniques that have already been proven. Enroll now.

Meet Your Teacher

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Bryan Guerra

I Help People Start Home Businesses


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1. Sales Course Welcome: What's going on, guys, welcome to the course. So I'm all about giving the most value possible in the shortest period of time, and I don't want to waste any of your valuable time, so let's just hop into it. So by the end of this training, you're gonna understand how to successfully lead potential customers through the buying process is of Today, you'll learn innovative sales strategies to help you pre qualify potential customers by using current platforms. You'll also understand how to interact with customers today and build their trust, which is crucial. You'll also want to leverage algorithms on social media websites and, you know, spoon feed your business prospects while mastering the techniques that have already been proven from salesman of the past. There are certainly great sales techniques from the past generations that still work and you'll learn them to, but they do need a little bit of new flavor and some slight tweaks to stay relevant with today's customers. Understand that a good salesperson does not sell with words, persuasion or manipulation, contrary to what most people believe, Ah, good salesperson sells by listening. I'm gonna say that again. A good salesperson sells by listening, then identifying with the customers problems are and pain points and then finally finding the exact product or service that solves that problem now in sales, you don't win by selling the customer on your product. It's not a one sided affair. A true sales person understands that both sides should win. The customer wins because you're able to solve their problem and rhythm of their pain point and you win because obviously you get compensated for that accordingly. Your goal should not be to sell someone. It should be to make them want to buy big difference. Now, most sales courses and training out there currently today are outdated, and that's why they provide little to no results. They teach old tactics that really only apply the door to door salesman and car salesmen. But the salesman of this decade is often neither of those. If that's you, then great. This will apply to you, too, because new buyers that you'll encounter are equipped with new tools like Social media, unlimited information and all sorts of other things like that. But chances are, if you're watching this, you're selling something that's either online or you're selling something in person that requires a new, innovative sales process. The sales person today not only needs to understand what's tried and true from the great sales people of the past, but also more importantly, how those apply to current business models and online customers to the salesperson of this decade can no longer afford to rely on outdated information that doesn't apply to current businesses and current customers if they want to make any kind of impact or any kind of money. So if you're finally ready to learn some of the best sales techniques that are tried and true from the best salespeople of the past and how those actually apply to current customers today and current markets today, well, then let's just jump into the next lecture and get right into it. 2. 1: All right. So one of the first things I want to talk about is restoring your power base. Now, this is one of the first and, you know, easiest steps that you can do to increase your sales regardless of where you are in the process. Assuming that you've been in business or even really started to move toward that direction for a period of time Now, that period of time doesn't have to be a long period of time. But everybody has a power base. Let's talk about that here right now. So how do you restore your power base? Well, what most people think when they hear restore their power base, if they even understand what that is is they think that that means hit their previous buyers again for another product service or renew our renewal. Excuse me. So while that can be exactly what it does mean, you want to reach out with the goal in mind of restoring the relationship. OK, so when you do, you know, reach out to restore the the relationship. The purpose is you know, not to sell them another product service up cell or renewal. You're not reaching back out to your email list, your t your previous customers simply with, like, a prompt to buy something else. That is not what I mean by restoring your power base instead, what I mean is to reach out to restore the relationship. Okay. There have been countless examples in my entrepreneurship journey where, you know, people that have purchased products for me in the past, maybe 23 years ago, right? Kind of come back into my life, or you'll contact with me. And once again, you know, they re develop that relationship that no, like trust factor, and then they're willing to purchase another product that I might have, or maybe a different up cell that is in my catalogue now, because they have that know, like and trust factor. Okay, So reach out and restore the relationship with these people. That means if you're developing a customer list, right, maybe reach out individually, email these perps, these people. Maybe that means if you have people that are following you on social, you reach out on you, d m them and get back in touch with them, right? Ask what's going on with their lives. If you remember something about them, you know, basically be like, Oh, how is ex coming along? How did why turnout right? Reach out and restore the relationship Because at the end of the day, in the in the current medium, in the current climate that we are on with entrepreneurship and online, you know, selling in general, it doesn't matter if you're talking, you know, face to face relationships with brick and mortar stores or, you know, e commerce or something like that. What happens is people now buy based off people what most people think is people who they know like and trust right, but more importantly than that, to take it a step further, it's people who they feel a connection with. So if you reach out to restore that relationship, or you ask them and you're kind to them and go out of your way to ask him about something that's going on in their lives or their business were with their, you know, services or their goals, they're going to feel that connection with you. It's one of the examples of why it's I always recommend people to kind of not just post business things on social media but also post things that you love and that you care about and show a little bit of your personality. The reason being is, if you're willing to show a little bit of your personality, sure, it might turn some people off. But the people that do like that and the people that also feel a connection with the same you know, things that you like and the same things that you're interested in, they will have a firmer connection. And that is why people win nowadays. If you're a small business or you're an entrepreneur, you're not competing, you know, moneywise and monetarily wise with the top brands and the top companies in the world, because you will not be able to compete on, you know, spending ad dollars or growing brand awareness, right. But one thing that you can compete with that they can't match is restoring this individual relationships and basically showing your personality so that other people can develop that personal connection with you, because that is one thing that you cannot really compete with them with. But you can beat them on right, So make sure that you, when you do have the goal over storing your power base, understand that people buy based off who they know like and trust and more importantly, have a have a connection with. So don't look at Pierre individual customers as just numbers. Look at them as customers that you want to keep for the long term, because and we'll get into this in here in a second, the easiest sales that you will ever make. And I promise you this. This is true across platforms, across businesses and across niches are the people who have already shown a willingness and a proponents to purchase a product from you or purchase from you in the past or purchases service or something like that, right? People who already know you and have that connection will be the easiest cells that you ever have. So to reiterate, when you do reach out to restore your power base, you are reaching out, not initially to sell them right. You're not literally hitting them with, like an email spam, trying to sell them another product or different product that you have that will come naturally over time as they build that know like and trust factor back up with you, and they already feel that connection that they once have with you. Right? The purpose of getting in contact mint with them is to simply reach out and work to restore the relationship. Okay, So think of your power base. Obviously, as your friends and your family, maybe, you know, acquaintance, sister, associates. And like I said, I want to reiterate. That does not mean go to your family members were your friends and try to sell them your product because they are your metaphorical power base, right? What it does mean is developed those connections, knowing full well that once those people feel connected to you, they are thus more likely to put their support and trust in you and your products and services and become a long term customer themselves. So think of your power base as friends, family, you know, acquaintances and associates, but also previous customers. You should be keeping a customer list and any website any you know. And regardless of where your products and services are, you should be able to develop a customer list. Whether that's an email list or your website tracks the people that have purchased from you , whatever it is, develop that relationship with previous customers. And more importantly, one of the things that people don't think of is referrals, right? So friends of friends, friends of family members, friends of previous customers. If you develop that connection in that report, with your current power base, not only will you be developing that connection with them, but they will also sing your praises and refer you to other people in their power base. And that is the definition of restoring your power base. So when you reach out and restore your power base, make sure you're just simply reaching out to contact them and restore that relationship. And that will, by default during bring you more customers, more repeat customers, more long term customers and more sales. 3. 2: so another thing that a lot of businesses get wrong with sales, right? Is that complaints? Equal opportunity? So what? A lot of businesses look at our, you know, somebody complains, or somebody one of their previous customers or social media followers, you know, has has a has it out for one of their products or services and lets them know about it, right? And instead, most people take especially entrepreneurs that don't have, you know, a big business or a lot of employees. Take the president and the kind of perspective that you know, whatever their problem, buyer there a problem, you know, customer. And I'm just gonna ignore them, or more or a lot more of the time. Honestly, they're just gonna block them on social or, you know, completely ignore their their their their claims because their unfounded right, they must not be true. But that is a horrible way to do business, and it's a horrible way to approach sales. The reason being is, and I want you to read this this sentence multiple multiple times. Complaints are one of the most overlooked opportunities to make more sales or develop a long term customer. Why is that. Well, most customers that leave your business and this is true for any business will never say anything to you or complaint. Now there was a study that was taken on this, and I forget exactly who did the study. But more importantly, it was. It was like 75% of her of customers that leave a business or never returned to a business. Don't ever say anything or don't ever you know, complain about it or or give a bad review right. They just simply never return. So if they do business with you and they don't like your product, they'll never buy it again, right? They won't say anything about it. Most people won't at least right. If they call your customer service hotline and it takes them two hours to be serviced, they're just They might hang up, and they might just, you know, return your product or they might never buy from your brand again. And that is literally the worst thing that could happen to a business, because you have no chance to rebuild that relationship and no chance to make a future sale right. The easiest customer from the last lecture is the customer that's already purchased or shown an interest in your products. So if you're not taking opportunities, are taking complaints and turning them into opportunities. That is a huge mistake for your business and your bottom line sales wise in the future. So the worst thing that could happen, like I said, is for them to not actually tell you anything about this because then you have no way and no chance to rebuild that relationship. And, more importantly, no way of knowing what issues and suggestions they might have for your proper business. OK, so if you dio and granite, of course, there's always those occasional customers, or there's occasional people that are just really, really difficult. And you can't make them happy, right? Obviously, this doesn't go for everyone. Nothing is complete. Nothing is absolute. So just because I'm saying everyone that complains could be an opportunity doesn't mean that you have to take advantage of every complaint and, you know, work to service them and give them your left leg. Right? When I am trying to say is, look, it starts. We'll get complaints not as annoying customer's or people that you don't want to deal with and look at that. Look at them as opportunities to potentially improve your products and services and also potentially rebuild that relationship with a customer that has already done business with you so you can turn them into a long term customer. And just like we say, especially with, like reviews on online courses, One of the things that you know that I see across the board is sometimes people will have a claim and it will hit me or batter of you right now. Hit me, you know, deep in the heart and I'll have tea, take a step back, take a deep breath and think. While I don't necessarily agree with out there saying a lot of times most of those things are at least somewhat based in truth. So understand that while you might not agree with the complaint, it is coming from somewhere. Like I said, some people are just gonna, you know, be be impossible to make happy. That said, most complaints are simply an opportunity to rebuild that relationship and resell that customer on your business or product. 4. 3: So let's talk about the first rule of selling. The first row of sailing is always agree with the customer. Now we're gonna work on a some agreement vocab here, but I want you to really understand that it is always important. There is no disagreeing with the customer. Always agree with a customer. You may have heard that age old saying the customer is always right, and that is so true now. That doesn't necessarily mean that the customer will be right about everything. But that does mean that you always agree with, said customer. The reason being is if you what happens in human nature and psychology. One No. One is if you immediately disagree with somebody or they say something and they're even if their objection is not founded in any truth whatsoever. And, you know might just be an objection about something that that they're insecure about with the deal where the product right, You still want to agree with them because if you dig in right and you immediately disagree , even in your vocab, slightly immediately they're going to dig in, and they're going to, you know, it's really going to hunker them down and they're only gonna be more defensive, so you need to disarm them by agreeing with the customer. Let me give an example a custom. I sell online courses. It depends. Some of them are, you know, are very, very pricey. Depending on somewhere some people are, and some of them are more, more cheap. So when I'm selling somebody on one of my online courses, that's a little bit more pricey. A lot of objections that I get are you know, I can't afford that where that's way too high, or where do you get off charging somebody that kind of money for on online course, right? Or how do you sleep at night? Something like that Right now on exercise that I'm going to have you do later on in this course is going to be right to write down those specific objections that you get more frequently and then develop a good response for that. But to give you an example of agreeing with the customer that's going to immediately disarm them, and why this is important to understand your cream agreement. Vocab right is, let's say, the cost. I say OK, the courses 7 95 right one payment of 7.5. The customer says That's way too much money. What do I say? So I immediately say do immediately, tried to disagree with them or justify my price point. No, you never justify the price point. You never, you know, work against them and disagree with them. Right When I'm trying to say is the best way to handle that would be to simply agree with them. A perfect example of this would be to agree with a customer that says that price, I say 7 95 It's 7.5 for the course, one time payment and they say that is way too high Now I have two options from that perspective, right? I could try to justify my price and say, Well, it's 75 you know, But that's really not that much because it does all these things for you in which they would dig in and immediately be defensive, and I would, and that would work against the sale where I could simply from the get go, agree with them and say You're right, 75 is a high price to pay buts and that I could tie it back into their pain points, which is something else we'll talk about later. So first rule of sailing that's just something simple to understand, always agree with a customer. So I want you to write down agreement vocab all of these and remember to say variations of these. When somebody has an objection, especially a customer, you're right. That is a high price, obviously. Right? You're right. That sale prices high. You're right. $1000 for this product does seem high to most people. I I already knew that before you did write something like that or I'm with you. I agree. I'll work it out. I understand. I understand where you're coming from. I'll make that happen. These air examples of agreement vocab Now there are not just six of them. Obviously, these air just variations and examples agreement vocab that you can utilize when somebody objects to you. But I just want to understand you know, a brief lecture on the first rule of selling, which is always agree with the customer 5. 4: so really briefly, we're gonna talk about validating your claims to the customer and writing. Now that's gonna have such a powerful impact. If you start applying this to your sales pitches, whether they're online or in person, right, doesn't matter if you're an online marketer, you know, creating a landing page that's trying to convert people. It doesn't matter if you're an email marketer trying to send email, you know, copy to convert somebody. And it also applies the people in person. Like if you're like an automotive salesman, right? So buyers believe the words that they see in written form way, way more than the words that they here. Okay, so you want to validate your claims to the customer by showing them in writing Now there's many ways to actually do this, but a great way to Tito actually gain the customer's trust. When you are talking about the product is to actually simply provide everything that you say to substantiate it in writing or printed material as well. So, like I said, there's many ways to do this. I'll give you two quick examples before we move on to the next lesson. Two quick examples to validate these in writing. If, for example, you're an automotive salesman and you're trying to, you know, basically, you know, explain the different the different features of a car that your promote that you're basically promoting to the costume, right. Well, then you want to substantiate that with, like, maybe a handout were like, you know, some some printed pamphlet that literally displays all those things because there will be a lot more trust built up if you hand them a pamphlet that literally says all this stuff right now. Also, while you're saying it to them with your words, right? Same thing with like an email marketer, right? So we're even a landing page with an online in all nine salesmen are online marketer, right? A great way that people do this all the time is to simply use customer testimonials. Now, a great way to do it is obviously a video customer testimonial. But an example of this on one of my websites. If we go to my online arbitrage course right now, this is my main course. It sells very, very well. So I'll just go to the landing page right here, and one of the things because I always talk about customer success and bring more value to our customers. If you can bring you create better products and services, it will be easier for you to sell. That said, If we come down here, I literally substantiate all these claims of customer success in writing, right. There's literally pictures here of customers. They're not video tutorials, but they are pictures of actual customers literally giving their two cents on how the courses helped them. So it's not me literally sitting there in a video or, you know, in in a YouTube video or something like that. We're sitting here in a course literally saying to them, Hey, you know John Hill thought this about the course know they can literally see that John Hill said this about the course with their eyes, while I'm saying it. So there's many ways to substantiate and validate claims to a customer and writing, but if you start using this in your sales pitches, it will really make your job a lot easier and more importantly, make you come off more, you know, valid to the customer 6. 5: So another little trick to, you know, kind of increase your own sales pitches and your own products and services is to offer unparalleled service. So first thing I want to say about that is to four gets, yes, forget about the competition. Instead, focus on exceeding what they do right. Don't measure your products and services up against your competition. That's a big mistake that I see, especially in the online entrepreneurship game. But this goes across the board to sales people in every industry, so don't measure your products and services up against your competition. Stop wasting time worrying about their sales pitches and their products. Every minute, every hour that you waste focusing on your competition are studying. What they do is an hour you're taking away from your customer by not improving your own products, services and pictures. Okay, so focus instead on your own products, services and pitches. It's your duty to the customer to do so. So a little trick that it was suggested to me that I really think helps improve this for you. If you learn nothing else from this lecture, literally sit there and ask yourself, and I want you to write this out. What are three things that I can do today to demonstrate my willingness to service Ah, customer. So I'll give you an example of three things that I wrote down about a year ago. So three things that I'm focusing on currently to demonstrate my willingness to service customer, take these examples and maybe apply them to your business or to your sales pitch or whatever it is that your doing. Okay, So, first and foremost, I respond to emails and questions daily. So that means any emails that I get literally any emails that I get any social media comments and if anything, in the Facebook groups that are on anything on the course platforms, any questions or messages, I answer them all. In the morning. I dedicate about an hour of my day to answering questions. Okay, now, is that a good use of my time? No, I could definitely be using that time better, and I could monetize that time a lot more. But I want to demonstrate my willingness to not just sell people, but then service them afterward because word of mouth is so so powerful and happy. Customers will sell your products for you. So I go out of my way. And keep in mind that this isn't just something like minor, right? I literally have over 150,000 students, probably 160,000 students across platforms. Now, at the time of recording this, I get, you know, probably dozens of emails a day. I have social media comments across YouTube, Facebook into all sorts of places around to Facebook groups for my main premium courses. And I get questions across all those platforms as well. So you can imagine the amount of things that build up in the amount of questions. Now, I'm not telling you this to brag. I'm telling you to say that Hey, if I can dedicate my time to do this, chances are you can to, And this is going to help you sell a lot easier in the future because it's not only going to show customers your willingness to service them after you sell them, but it's also going to prove to you. So you're more confident that hey, once you do, so somebody they're not just sold and you're moving on, you're gonna continue to sell them. That will come off in your pitch. I promise you another way to do that. I've played on demonstrating that that willingness is to constantly preemptively worked to improve my products and services. So I'll continually launched new versions of my product without even telling cut current customers right? We're all constantly be working to solve potential problems that I have identified, that customers might not even realize that they might potentially incur by buying a product or service or going a certain business model route right? So I'm constantly focusing and taking my own courses and my own products and services and trying to diagnose from a customer perspective what could potentially go wrong. What you know, solving my own potential pain points as both a seller and a customer so that I can improve my products and services going forward. And more importantly, I just want to become the best that online arbitrage and content creation, so I can better teach people how to replicate it. Those are the two main businesses that focus on content creation in the form of content in my courses and videos, an online orb charge, which is my cash flow business that basically funds that and funds on my advertising. So if I can focus on becoming the best that I can be at it and I'm sold myself, then I will therefore be able to better teach and better sell people in the future. So very, very important to key points here. Forget about the competition. Focus instead on exceeding what they dio and improving your own products, services and pitches. And ask yourself and literally write this down. And I want you to remember this and literally use it as a checklist. What are three things that I can do today to demonstrate my willingness to service? Ah customer. 7. 6: another little tip is that it's never yes, it's never about price. OK, so a lot of times when you get an objection from Acosta Merritt, you're gonna immediately think because they're going to tell you I can't afford that. That's too much. Are you create You know what the list goes on and on, right? But their objection their decision not to buy your product is never about the price. It's usually instead about some objection that's supposed to say objection, so scum objection in their mind that you'll never hear. Or it's usually that your product that you're trying to pitch them on has not demonstrated the potential to solve a problem that they have. So instead of potentially going and just throwing your arms up in your hands in the air and saying, Oh, you know, they're my price is too high and questioning your price and whether you should lower it the remember it is never about price. Usually it's because you either have them on the wrong product or because they have some objection about the product in question. So what can you then do to solve this issue so you can move forward in the sales process. We need to ask questions right. You need to be genuinely interested into them as a person and needed identify what their problem is and where their pain points are. If you can identify where their problem is and where their pain points are, that you can better identify why your product is a good fit for them or mawr. Importantly, sell them on a different product because maybe the product you're trying to pitch them on is the wrong right. So there is a saying in sales and its exhaust your inventory, not your price. Remember, it's never about your price. What that basically means is you need a couple of different products and services so you can get the customer on the right product if the one that you're pitching them for is not the one for them. 8. 7: so a little secret in the sales game is to go after the second sale. Now the second sale is basically the sale that happens with the same customer directly after the first tale, and you might be sitting there thinking, you know, as your first inclination, you know, I just sold somebody. Why would I try to sell them again and ruin that 1st 1 right? But people are much more likely to make another purchase after their first purchase. Why is that? Because it's psychology one a one. The next purchase, whether it's an up sell or something else, entirely reiterates and justifies that. That first purchase that they made was correct. It goes back and substantiate its their ego and reassures them that they made the right decision, right. It's gonna make them feel better by buying again and doing business with you again, because it's going to reiterate that feeling of satisfaction in the first purchase. So two ways that you could basically do this are going back to those good quality questions that you always want to ask, right? Would you consider upgrading to the next plan? Have you thought about what would happen if you run over your limit and you haven't upgraded yet. Something like that, you need to start asking good quality questions to get the customer to sell themselves. But more importantly, always follow up with a second sale and make sure you get that first sale first. Obviously, you don't want to try to follow up with second sale before the first sale is made. But a perfect example of this is one of the ways that I follow up with. Second Sale is by offering affiliate products after I sell in online course, so to go back to the online arbitrage pro course. Like I said, one of the main things that I sell right is this online arbitrage pro course, and you can see here that it's 5 95 for customers. So obviously the same pain point, a decent price point when they buy it. What do they want to do then? Well, I sell them again on other software to help them do all nine R B charts. Better, and I make a commission so I make more money. But more importantly, it substantiate their feeling of questioning whether or not they made the right choice by purchasing by purchasing again and purchasing more products and services. That then obviously helped them do it better, Right? So they win because they obviously could be better it online arm charge. I win because I make more money and I get the second sail off the customer. And obviously they went again because then they're more secure in their first decision. So do not sleep on the second sale, guys. It is one of the easiest sales you will ever make. 9. 8: So another little quick tip is that you are I don't care what business or industry you're in or what you're trying to sell. You are in the people business. You are not in the, you know, the car business. You're not in the online marketing business. You're not in the e commerce business. You are not in the, you know, the insurance business. You are in the people business. So a little tip on this is to start studying not just sales, but social dynamics, Right? If you could be more likable and you can come across like you care and this is not like I don't I don't not trying to say like, you need to come across. But if you can actually genuinely care because that's a secret, you actually are genuine. You're not like trying to sell somebody right? What we have this misconception of like the sleazy salesman that's trying to sell. But people don't like to be sold. They like to actually buy themselves. So if you can become more of a people person by studying social dynamics, you will therefore sell a lot easier, and it will come a lot easier to you. and you will sell without even trying. Teoh does that make sense? So there are many, many books on social Dynamics. I'm not gonna recommend any to you. The most popular one is how to win friends and influence people. But there are a number of other ones. I probably have about 10 in my library, and I have about two or three audiobooks on this as well. You can listen to audio books. You can go ahead and read them. You can watch YouTube videos or courses on social dynamics. But I'm telling you, not only will social dynamics and learning how to actually, you know, beam or in the business of people and getting people to like you and, you know, basic basically becoming more extroverted even if that doesn't come naturally to you will not just help you tenfold in sales. But it will help you tenfold in life. So remember, you're not in the X business. You're in the people business 10. 9: all right, so let's go over some good quality questions that you can ask customers to get them to sell themselves. All right, so couple short ones really fast. It's When's the last time you spent X? Let's say you're pitching them on, you know, a car, for example, right? And the cars, $25,000. And they seem uncomfortable with the price. They seem, you know, not sold yet. Ask them. When's the last time you spent $25,000? That's gonna get them thinking it's gonna a lot of these. They're gonna get them thinking That's the whole key here. It's gonna get them thinking it's gonna get start getting them comfortable with number and the price so that they could start justifying that price threw themselves. You never want to justify price to the customer. Let them justify it to themselves. So when's last time you spent X? Another great example is, why do you think people are willing to spend X for why so another example of this is let's say you're selling ah, $500 online court stripe and maybe the online courses on, you know, selling. For example, since this is the salad course. You wanna ask the customer if they seem uneasy or they don't seem sold? Or there seemed like, Hey, I need two more testimonials or whatever it ISS. So you literally want to ask us to the customer to get them to start thinking for themselves and to start justifying that price and getting more comfortable with that price to themselves. So why do you think people are willing to spend $500 for a sales course? You'll start to see their the wheels turning in their head and they'll start justifying why other people are spending that kind of money to buy into a sales course and why they should , too. So two more that you could ask is, How could you make sense of, obviously, fill in the blank there? So how could you make sense of spending $500 on the sales course? Well, how could you make sense of spending that kind of money on a course that you're not sure is going to work for you? How could you make sense of insert there? Like I said, you're going to start seeing the wheels turn in their mind, and they're gonna start justifying that for themselves. They're gonna start justifying why other people did it. And they're gonna start feeling like if they don't do it as well, then they're gonna be behind the eight ball of everybody else that did. Another one is what do you consider and then fill in the black grab. So these air some good quality questions that you can ask customers to start to get them to sell themselves. 11. 10: I want you to stop looking at problems as a bad thing now one of the biggest things. There's a bunch of different things that differentiate successful people, not just in sales but in life were entrepreneurship in general, uh, and, you know, unsuccessful people. And one of them's main things I see across the board is that on successful people are, you know, are worried about problems. Unsuccessful people are upset about problems. Unsuccessful People get upset when they get, you know, a problem that they need to solve. Whereas successful people see problems as opportunities and a good thing. Now this goes to fold for not just sales, but in life as well. Right? So if you have a problem that you know, you need to take on yourself, well, that's gonna make you stronger. It's an opportunity to sharpen yourself as a metaphorical sword or blade so that you can then come back stronger after solving that problem. Okay? Same thing in entrepreneurship. Same thing in sales. Same thing in business in general. OK? Problems, equal opportunities, which therefore equal money. Okay, so therefore bigger problems equal more money constantly. Look for bigger problems to solve because the most successful in the wealthiest people in the world. Guess what? They solved the biggest problems so and customer walks in and you know they're they're having objection about the price, and they seem difficult to deal with. Look at that as an opportunity, potentially, because nobody else wants to sell that customer. So they need. They obviously are looking to buy something and know what he else wants to deal with them. Well, then it's an opportunity that has been blessed upon you. Another perfect example of this is I currently live in apartment with my girlfriend, right. And we have a crazy downstairs neighbor that hits the ceiling and always calls the leasing office on us when we're not being loud. Were literally just living in our apartment, right? And this is not Yes, I could look at this and literally be like, Why is this happening to me? What was me? But instead, I look at this an opportunity because it literally has lit a fire under my ass to inspire me to get out there and buy a house. So problems, regardless of whether they happen in your own personal life or if they happen in business, entrepreneurship or sales are opportunities and problems that are opportunities. Obviously our money, the bigger problems you solve, the more money you will make. 12. 11: All right. So one thing that you do always want to do, regardless of what you're selling or what industry you're in, is you want to get on common ground with the customer. Okay, Now, there's a very, very simple way, regardless of what point in the negotiation or sale, your at that, you could basically achieve this, and that is to agree with them. OK, so here's some examples of ones and ways that I've done this in the past. Now you can write these down. You can also come up with other ones that you know are similar and more geared toward your industry or what your selling. But here's a couple of examples of things that you can dio. So I understand most people don't buy the course the first time they look at it, or I understand most people don't buy the first time they look at a course, right, And that's for me. Specifically, when I'm selling, you know, a couple $100 worth, of course, is and you know, people have a little bit of trepidation to actually purchase. You know, I'm not going to say Well, if you don't act now, you know and get them defensive. No, I'm gonna agree with them. Look, I understand most people don't buy the first time they take a look at the course. I probably wouldn't either. What is that gonna dio It gets us on common ground and it gets them less defensive. Right there. There, there, there. Defences air down because I'm agreeing with them. How about I agree with you, right? Pretty simple. How about I'm with you? I wouldn't want I would want all the information before I made a decision to or one of my favorites. Of course, that makes sense. I think it's smart to look at all your potential pricing options to In fact, here's an outline of our product along with all our competitors. So that last one is a great example of ways that you can not only substantiate like we've talked about in the past. Substantiate your claims with written or, you know, handouts with information. So you're not just saying it? You're also showing them because, like we've talked about for people believe what they see in writing more so than what they here. Right? So you're doing two things with this last one, right? And then obviously, maybe you want to create a pamphlet or just an outline, or a simple spreadsheet with all the different things of your product, all the benefits, the price versus the competitors of the top competitors in your industry right then that will your disarming them. You're taking their defenses down, and you're also substantiated your claims in writing or a pamphlet, something in front of their eyes so that it basically reiterates that you are giving them the information. You're not hiding anything, right? So of course you know that makes sense. I think it's smart. Look at all your potential pricing options. I would do the same thing myself. In fact, you know, here's an outline that we've created for just this occasion of our product against all of our potential competitors products. We want you to have all the information right. Something that simple will get you on common ground, and it will bring your customer, your potential customers defenses down so that you can sell easier 13. 12: So let's talk about the greeting and why. That's super important. Now. You want to be honest and transparent throughout the entire process, obviously, but especially in the greeting, not giving information creates conflict and distrust. And that's a massive reason why customers never purchase of had. Nobody likes being sold. Teoh. You want to give them honest information so that they feel like they're buying massive, massive difference. Okay, now this is big in the Internet marketing industry and, you know, the e commerce industry. But this goes across industries and across salespeople. So one of the things I see online is, ah, perfect example of this, right, as people will withhold certain information, maybe they'll create a tutorial or a video or product that gives a little bit of information, and they'll give that out for free. But they have an expectation that if you want where the customer wants or the viewer wants all the information that they need to buy the product, what that's just gonna do is create conflict and distrust. Okay, Instead, you want to be transparent and honest, get them all the information that they require. So some examples of greetings here are glad to hear from you. What can I do for you today or glad to hear from you? My goal is to get you all the information you need so you can find the product that will help solve your problem. How about nice to meet you? What can I answer for you? Let me get you all the information necessary information. I'll leave the decision making up to you. See the different subtleties there in the big difference. You're not selling to them. Know you're offering to get them information so that they can buy. So be honest, be transparent, get them the information. And that should be the entire sales process, but especially in the greeting. 14. 13: another little tip that I want to get to that it's super Super crucial is get toe what people want as quickly as possible. Don't waste time on small talk. Get right to what they want as quickly as possible so that you can get all the information to them as fast as possible. Save them time. If you respect their time, they'll respect yours. So examples of this are, you know, what information can I get you like we touched on previously? What problem can I saw for you or what brings you in today? Now, keys here are like I said, get to what they want as quickly as possible. But the key here is to offer to give in order to get right. This goes back to the last lecture. When you try to withhold information, they're not gonna want to give you their money because you're not giving them what they want, right? So offer to give in order to get 15. 14: all right, So when your first servicing customers or you're not really through season, you're going to see a lot of certain objections. And what I want you to dio is like we've talked about previously. I want you to write these objections down so that you can agree with them and move past it right. A lot of people gets you. Stop that here. A lot of people It called up here. A perfect example of this. Is this 1st 1 right here? I am just looking. We've all heard that before, and we've all been that person and in the store when the sales person approaches you when you say, Hey, I'm just looking right It's a preemptive like Leave me alone. I just want to browse. That said, most salespeople will just be like, OK, cool. A good salesperson will agree with you and move past that potential objection. So here's some examples of three objections you might hear. Like I said, right down the most common ones may be the most common 5 to 10 right down ways after that to agree and move past those. And then once you practice those and you continually practice those you'll get better and you know instinctively how to agree and move past the common objection. So customer says, Hey, I'm just looking. You say something like, I understand I like to shop around myself when looking at a new product. Tell me, are you looking for something in particular? Or how about the customer says I only have 10 minutes. You say Perfect. 10 minutes is more than enough time to get you all the information you need, Customer says. I'm just looking for a friend. You say I understand. I can point you in the right direction, you know? Is there anything I can get you information on first? These are simple ways and simple examples objections, where you can agree with that objection and then move past it. You're not disagreeing with them. You're not putting them on the defensive. You're simply agreeing with them and then moving right past it. 16. 15: So let me give you for more context some examples of objections in my own business that I have written down that I get from time to time and how I move past them. OK, so customer says, I can't afford that right now. I say, I understand. Most people that are looking to purchase an online course aren't comfortable spending that kind of money. So learn things that could make them more. I've been there myself. Then you could obviously even further up with that and say something like we've talked about before to get them to justify the price, right, because that's what their objection objecting to. I can't afford that right now. It's a price objection. But as we've talked about before, price is never the issue. So you could literally justify it, right, agree with them and move right past it and then get them to justify the price for themselves. Right? So you're going to say, then after they say, I can't afford that right now, maybe something like, Yeah, I understand. Most people that are looking to purchase an online course aren't really comfortable spending that kind of money toe learn things that could make them more. I totally get it. I've been there myself. Tell me, why do you think some people spend $500 to purchase an online course? And that's gonna get the wheels turning like we said before and they're gonna start thinking of ways and justifying in their own mind why other people are comfortable doing it . And thats subtly says that they should be as well get them to justify the price move right past the objection and remember that it's never actually about the price. Here's another one that I get seeing that I get a lot. And remember, guys, these air just for context. Obviously, you're depending on what business or industry you're in. You're gonna want to write down the most prevalent 5 to 10 that you see and then right down ways that you can agree and move past that. Objection. So this is when I see a lot. I've been scammed before because in the online education industry and the information products industry and the online marketing industry, there are certainly a lot of snake oil salesman out there, unfortunately, but there are a lot of good people out there, too, so one of the ones I get a lot. I've been scanned before and I say, you know, usually something along the lines off. I can completely relate to that. Most people feel the same way when purchasing a new product from someone they're not completely familiar with. I still remember hovering over the enroll button of the first course I ever purchased. And looking back, I really wish I hadn't wasted those first few days trying to decide. What's that that's going to say is Look, we both know that you're really, really interested in this, and you're probably gonna make that purchase anyway. But why waste the time deciding? You might as well just get it over with. Now, write something along those lines. Now you want, obviously test these out and see what works. If they don't work, then obviously you want to go ahead and revamp that. So you definitely want test it out in a couple different people. So if you hear I've been scanned before, try out your you know your agreement and move right past that agreement. If it doesn't work on one person, try it again on a couple of other people that give you that same one. It doesn't work on a couple people that it's probably not gonna work. And you want to revamp that, come up with a different agreement and way to move past the injection. Right? This 1st 1 definitely works when people say 500 bucks like I don't know if I could afford that, you know? Can I get a discount? I say, Listen, I totally understand. Most people that are looking to purchase an online course aren't comfortable spending $500 toe learn things that could make them thousands. You know, I've totally been there myself. I get it. You know, tell me, why do you think that some people are more comfortable spending $500 for this course than others? Boom! That works like a charm. Now I get the scam before, and the people that are that have been scanned before are really just looking to be convinced. But don't fall into that trap. Okay, The more you start convincing somebody that you know you're not a scammer, the more you look like a scammer or that you're trying to sell them. So instead, sometimes with this one or things like this right here. You kind of wanna be more past and be like, Listen, you know, if you're not comfortable with it, I don't want to make you do anything that you're uncomfortable with. You know, if I can get you any more information or if you just want to, you know, take on this yourself. By all means, go ahead and do it. A perfect example of this is people watch my YouTube channel and I go over online arbitrage tutorials all the time. Right? And people always go. I want to purchase your course. You know, can you give me a discount or I want to purchase your course. But, you know, I've been scanned before purchasing other courses, you know, Is there any way I can get him for free? Or, you know, is there any way that you know we can work out a deal? And instead of trying to justify my press, or instead of trying to drop my price, were given to them for free so that they can pay me later? That's gonna make it look more scam me. And then they're gonna be put off by that, and it's actually gonna push them and have the adverse reaction that I want, right? So instead, I take a few steps back right there, pulling back. I pull back even further. And I say something like, Hey, you know, I'm not trying to make you uncomfortable with something. I want you to be fully comfortable. The decision that you make, because at the end of the day, I can give you the blueprint, but you're gonna You're the one that has to take the action and actually follow through with it, right? So if you're not completely sold already, I don't want you to purchase the course, right? You should just watch the you tube channel for free, and you can extract a lot of value out of that for free. And what that does is people immediately try to throw their hook back in the water and they're like, Well, wait, no. Like I want instead of you pushing it down and jamming it down their throat. Okay, So it's important to have self awareness both for yourself and awareness on the customer, but always, regardless, write down the potential objections that you see a lot and then formulate ways to agree with that customer and move past it. Last example was, I don't have the time for that right now. So to that I'd say something like, I understand. You know, I never feel like they're enough hours in the day, either. One of the ways I'm able to get so much done is just by doing a little bit every single day , because those small increments add up very quickly. So those are just three examples of ones that I see in ways that I move past the objection . So write down. Stop this lecture. Stop the course literally right down the most you know, prevalent 5 to 10 if you can think of them. If not, write them down and have a little sheet by your computer or, you know, at your sales desk or wherever. And as you start hearing them, write them down and then formulate ways to move past that objection. But more importantly, definitely agree with a customer first. See, I'm saying, I understand. I'm agreeing. I'm not just moving past it. I'm agreeing with them getting on common ground. I'm agreeing with them and then getting on common ground and then moving past it right I'm agreeing with them getting on common ground and then moving past it. Very, very simple thing to do here makes a huge, huge difference. 17. 16: All right. So I want to give you some other ways that you can handle these price objections. Okay, So for example, customer says you know where they asked you. Don't they ask you to lower your price? Okay, so way that you can handle it. And it's important to have self awareness. These they're just tools in your metaphorical sales tool belt. Right. Have self awareness. If these don't fit you or your business or your products, don't use them. They're just tools in your metaphorical tool belt. So the customer ask you to lower your price. Well, you could respond with something like, What's your dream car? Now they're going to say, maybe like a Ferrari or a Lamborghini or a test lower Rolls Royce or whatever. It doesn't matter, but whatever they say, you want to insert it in here. So whats your dream car? They say a Ferrari said, Okay, now, if for Ferrari were to go on sale, what would you think about that? With that, lower your expectations of the Ferrari would cheapen it in some way. There's a reason Rolls Royces never go on sale, and when that basically says is list basically you know is a metaphor for your product being the top of the line, your product being their dream car. Because at the end of the day, like we've talked about before, it's psychology. They're not actually objecting to your price, even though that's what they're saying. They're objecting to the value. It's always an issue of value, not the press. OK, another example is when the customer says your price is too high, so you can literally ask them. So is it actually a question of price or a question of value on? What that's gonna do is it's gonna pass the responsibility back to them and the question back to them. You could say something like, There are a lot of other programs out there where there are a lot of other people out there where there are a lot of other dealerships out there that are cheaper than us. Why didn't you go with them? Why are we talking today? And that's going to circle back to their needs and their pain? Point right, always put the bar back in their court, always passed the responsibility back to them, agree with them, but always know that it's not an objection of price. It's an objection of value. So here's some examples further, that you can go. So you could basically say, you know, why do people why do you think people pay that kind of money for a program? Why do you think people pay that kind of money for this car? You don't want to argue with them. You wanna let them justify their own value. It's always like I said, a question of value and not price. You could also say, Let's pretend that will use the online arbitrage course example. Cause that's what I sound right, you would say Let's pretend that this online arbitrage course gets you from 500 a month to $10,000 a month, which you insert whatever you want there, right X is whatever your product is A is where they are and be is where they want to be, right. So let's pretend that online arbitrage pro gets you from 500 a month in revenue to 10,000 month in revenue at the end of the day. Doesn't really matter if it costs you $200.500 dollars or $1000 Obviously anyone with common sense is going to say no, they're so filling them, Whatever one. This one works pretty well. The keys here are. Don't be needy. Layout your terms and don't waver. And at the end of the day, if it doesn't seem like it's a good fit, or if it's not in your budget and they're not comfortable or in their budget, excuse me and they're not comfortable. It is okay for you to say no to them. 18. 17: so you must sell yourself on your product and yourself first, all right, if you're not sold on your product or service than the customer won't be either. Now, a great exercise on this if you are stuck and you don't know how to actually sell yourself on your product or service, is to write down 10 reasons why your customers should buy your product and then revisit them every single day. Now we are gonna cover some examples specifically here for my main product to give you some examples that you can basically gather insight from. So you can basically do this and apply this to your own business and whatever you're selling, right, One thing I do want to add and we'll talk about this a little bit more in another lecture is If you're not sold on your product or service, then you need to sell yourself on it before you start selling it. And key thing here is if you are not sold because you don't believe in your product or service, chances are you should probably think about selling something else so you should be sold on your product and service, and you should believe in it. But if you are a little bit wary of it or you know you're not fully sold, this is an exercise that can help you, right? So, like I said, you want to write down 10 of those things. 10 of those reasons that customers should you buy your product and what they're going to get out of it, right and then Revis them every single day and remind yourself So you know, when you're selling a customer, you're doing them a favor, not vice versa. So here are some examples from my main product, which is an online arbitrage course. It's an information product, so I'm constantly working to improve it and perfect it, even though it's already great literally day in and day out. I'm constantly watching it, taking hours out of my own day, watching it, trying from the student perspective, trying to improve it for the current student experience. So it just little tweaks here and there. It I'm always adding new websites. I'm always taking outdated things out, so I'm always improving it in perfecting the customer experience every single day. Huge thing why people should buy it. My customers buy it that most people aren't doing so. My customer service is second to none in the industry. I don't just respond to, you know, my students and the people that enroll in the course I literally be friend them, right? I want to see them succeed. I genuinely care about my customers and students. As you can see, I literally just said that. And most people can make their money back from the purchase price within the first month if they take it seriously, right? Because while I can give, you know I can lead a horse to water. Essentially, they have to be the ones to drink it. If they're not serious about it, I can't give somebody, you know, the work ethic. I can only give him a strategy. So while there are certainly people that come in and do very very well, there are also depending on. You know, whatever you're selling, you're going to see both sides of this, right? And then obviously, people in the middle, there are gonna people be people that hop in and do extremely well, super quickly. But then there are also people that are gonna hop in and expect that I just have some magic pill that's going to, you know, make them a millionaire, and it doesn't work that way, right? I'm gonna give him the strategy. I'm gonna giving them the course and the direction, right, The blueprint. But they ultimately have to take the steps and take the action themselves. So key thing here, sell yourself on both yourself and your product or service first. Because if you're not sold on your product or service, that customer certainly won't be. 19. 18: So when your potential customer declines your pitch, what they're actually saying is one of three things, right? They might use phraseology, in other words, to decline you. Maybe they say, You know, I don't have the time right now. We're all come back later. It's not a good fit. I'm not looking for this. I'm just shopping around right. There's a 1,000,000 different reasons why a customer might be standoffish or decline your pitch. But what they're actually saying to you is one of these three things. I don't have the money. I don't see the value or I don't see the urgency in which I should by rights now. So let's handle these each specifically when somebody says that they don't have the money. It is your job ahead of time, too, which I like to do ahead time, obviously, especially with the online And you know, all nine e commerce selling an information product selling is pre qualify your customers first, right? But if you're not doing that, then you want to qualify them. Currently there are they the decision maker, right? Does anybody else influence them on the decisions? Do they actually have that amount of money to spend. Now, you're not gonna straight up. Ask them if they're decision Maker. You're not gonna straight up asked them if they have them wanting to spend. But you knew. Do need to qualify for pre. Qualify your customers first to make sure that they are actually a a good fit for your product or service. Right, Because you're not trying to sell anybody that's not gonna be happy with it. And, B, more importantly, that they either have the ability to make the decision or the ability to spend the funds. Okay, so another thing when they don't see the value, you need to ask yourself, Are you doing a good enough job to communicate that value, right? If not, how can you communicate it better and more directly? And finally, this is one that I see the most. Now most people can get these 1st 2 right. They can either pre qualify or find buyers that potential buyers for their potential products and services. They can also communicate the value because most people know their products and services fairly well, and they can communicate those in product features. But what most people struggle on is this one right here if the customers not saying this, but most of the time they don't see the urgency and why they need to buy right now. So you need to ask yourself if this is an issue for you, how can I manufacture urgency? Right? There's three examples here, but there are probably hundreds of examples on how you can manufacture urgency. Use your common sense. Get intuitive, get creative. You can come up with something great. So three normal examples that you see often or like a timed offer, right? You ever hit a landing page and it has, like a countdown clock. Or maybe, you know, somebody's pitching something in a video, and they say, If you act, you ever see those infomercials, right? If you act within the next 24 hours, we're going to send you another one for free and this and this and this and x y and Z right ? That's a time to offer because it's there's only a certain period of time you can act in, and that simulates urgency and that you have to buy. Right now, we're very, very soon. Okay, So timed offers probably the easiest one to implement in one of the best limited slots open . Right. If you're in like a mastermind, or maybe you're going to a conference right, there's only limited slots. We have four slots left. Act now, before someone else grabs him, right? That's a limited slots open offer. Okay, Same thing with limited inventory, right? So, hey, one of the ways that I both kind of use limited slots and limited inventory as well as a timed offer, is when I pitch my online arbitrage pro course, and I don't always do this. But in random videos, when I'm trying to increase sales and get more students into the course, I'll say something along the lines of and you know, if you're interested, the first link in the description will be a 50% off discount linked to get into the course at 50% off for the 1st 3 people that claim through that link right over the 1st 5 people to claim through that link and what that basically does is it simulates urgency because other people know that other people are watching that video and if they want to be one of the people that get in half price in the course. Well, then they better act very, very quickly, right? So that's an example of how I use it. But these are the three main things. Remember when a customer or a potential customer declines your pitch? They're not actually declining your pitch for that specific reason. Most of the time, they're either telling you they don't have the money they don't see. The value were most frequently. They don't see the urgency in which they need to buy right now. 20. 19: All right, so we're gonna talk really briefly about how to frame your customer before the sound. Now, this is something that has worked for me. When I pitch clients in consulting dolls and stuff like that, I don't write down a script, but I usually follow along something like this and use this pre framing technique. And what it really is going to do is it's gonna make it harder for them to say no to you or to lead you on, right? You want to get right to the point right to the brass tacks and be like, Hey, is this a good fit or not? Right? You want a yes or no? So here's the pre framing techniques. So we're gonna use, you know, a call, a pitch and discussion or meeting for this specific example used will use the example of meeting right. But obviously format this to whatever you're selling in whatever arena that is where you meet your customer ramp. So the purpose of this meeting is the determined. If it's a good fit for you and me to do business together by the end of this meeting, there are three things that you could say to me. So you're literally informing them, right? You're stating your purpose. You're not being shady. You're not trying to pull the wool over their eyes. You're not being deceitful and trying to manipulate your literally telling them straight up . And keep in mind with the wording here, too. It's not right. It's not like the purpose of this calls for me to sell you the purpose of this call where this meeting is for you to buy my product, right? I want to sell you this product. Not saying that, right? No. You're saying the purpose of this car or the purpose of this meeting excuse me, is to determine if it's a good fit for me and you to do business together, right? It's a good fit for both of us. It's not saying Hey, please buy my product saying, Hey, I'm just I'm you know, I want to see if you're a good bit for me just as much as you want to see if I'm a good fit for you, right? So let's go through the script here, and I'll explain why it works. So the process of the process of this meeting is to determine if it's a good fit for me and you to do business together. By the end of this meeting, there are gonna be three things that you could potentially save. The first thing is a yes, and that's great. That means that we both clearly see it as a good fit and we could move forward. The second isn't No. And I want you to know that it's perfectly all right for you to say no to me. But the third thing is, I need to think about it or something along those lines. And this is the only one that I don't want you to say to me, because both your and my time is valuable. Usually when people say they need to think about it, what they really mean isn't no. So I'd prefer you to just straight up tell me, no, no hard feelings Now, by pre framing like this, this is a technique like we talked about called pre framing. It's gonna do many different things, but you want to follow that actual statement up when you pre frame them with. So can we agree that you're either gonna tell me a yes or no fair enough for sounds good or something like that. And what they're gonna do is they're gonna agree. And you've completely just shattered their defenses because you're being you've been straight up and honest with them. From the get go, You're both trying to see if it's good fit and want them to either give you a yes or a no not lead you on, right? It ensures that they won't waste your time, won't lead you on if they really aren't intending to buy and clearly makes it more difficult for them to say no because you straight up been honest with them from the get go and told them your intentions, right? You want clearly, just like in any sales technique, clearly state your intention The purpose of this meeting, the purpose of this call is to determine if it's a good fit for us to do business. And then you're literally telling them what their options are to tell you, right? And this is known as the PRI framing technique. I'm telling you, try it out. Try to mold it to your sales pitch from what you're pitching your customers, and you will see that it makes a difference in how they respond to you, because at the end of the day, no isn't the worst thing that they could say, right. It's that they need to think about it or, you know, they remain a potential lead for you and you waste your time trying to sell somebody that's not interested. So you want to get to them and as quickly as possible, and either get a yes or no so you can move on to somebody that is actually ah, good lead for your business and your product. 21. 20: All right, So you want to get the customer to contact you? This is a huge, huge tip. If you can get them to contact you first, it completely changes the entire interaction and their perception of who you are and you selling them potentially right. So get them to call you. Don't call them, get them to email. You don't email them, get them in a message. You not messaging them, right? You see where I'm going with this? Why is that? Why do you think? Because when you call them your positioned as the sales person, right, when you email them your position as the sales person when they call you your position as the expert big difference. Now you can achieve this in many ways. But the key here that you need to remember is to entice customers or potential leads to reach out to you first. So there's a few examples of how you can actually achieve this. Now. I do this in my business as well, in many different ways. But some of the most common examples would be like a free audit, right or a free consultation or an example of how I do this and some of my videos, both in my courses and my YouTube videos is what I do is I encourage people to reach out to me and ask questions if they have it, I'll drop my email in the comments upon my email upon the screen, sometimes in videos, right? And what that does is it inspires them to contact me with any questions or if they need any additional information, right. Sometimes also ill suggest that I have an additional material that I want to link them, but I can't link them there directly in the video. So ah, perfect example of this would be like an all nine arbitrage spreadsheet template where they contract their progress in their profit and all sorts of sorts of things like that. Rip email them or email me to get access to that template, and I'll link it to them ramp. So why do I do this? Why do I spend my valuable time, you know, communicating through email with them because I'm trying to get them like we talked about before to contact me first, So I'm positioned as the expert, not the sales person. Now, this doesn't many, many things, but three of the main things that it does is it gets them reaching out to me. And obviously, like we said, positions me as the expert. It helps me develop a relationship with that potential customer that I could potentially grow right, because it's gonna be a stronger bond, a stronger relationship. If I'm actually conversing with them one on one and helping them one on one, then if they're just a viewer of a video or a viewer of a course that I'm watching, right? No. Now they're taking it a step further, contacting me and having a you know, a one on one conversation with me where I can actually help them. It's gonna grow that bond even more. And as we all know, customers buy from who they know like and trust. So I'm building that know, like and trust factor and inspiring that while I'm positioning myself as the expert also, it gives me an opportunity to potentially pre qualify them on. Any products I might have on would be a good fit. Now, little caveat. Here I don't ever recommend selling and emails. It's very, very tough to dio and very, very difficult that said, I can pretty qualify in an email and get you more information by asking questions again and there that might, you know, allow me to send them down a lead generation funnel. So I capture them on a pixel. We're on an email list, right while I'm giving them free information and, you know, helping them along. So there's many different ways to do that. But the key here is get the customer to contact you first. Don't contact them first, because major distinction, you want to be the expert, not the sales person. 22. 21: so I want to give you a really cool, you know, tip slash trick that can deal with customer objections and customer questions so that you can move past them. So I want you to remember I don't know. I want you to use this in a customer objection to, you know, put the responsibility back on them and respond to their question with a question of your own that makes them rethink that. Objection. Okay, so I don't know. Then moved to a question. So let me give you some examples of how this might work and how you can use it and apply it to your sales process. So the customer potentially says, Why would I pay X for why, right? Why would I pay $500 for an online course? Why would I pay 23 grand for this car when I could go down the street and pay $18 for $18,000 for it? You know you're charging $18 your competitors charging $18 here in trouble for a $23,000 car. But so what? How you respond to that? You know, why would I pay $500? You know online. Course you'd say. I don't know. Why do you think some people are willing to pay $500 for it on that course? Literally. Respond back with that question. After saying I don't know and let them justify the purchase, let them justify the price. Let them justify their own objection. Okay. Another example, They say. What's in it for you? I don't know. Why do you think there has to be something in it for me again? Putting the responsibility back on them, letting them justify them thinking about it and coming up with their own? Answer it because they're trying to probe to see what your made up there trying to probe to see how you're gonna respond, so respond with letting them respond. Give them the what? They're looking for the responsibility. So they say something along lines of you know what if I can't afford it? Or what if I can't afford to pay $500 for this course? I don't know. How would it make you feel if you knew this product would change your life and really move your business forward? But you couldn't afford it. And then obviously that's gonna inspire an emotional response in them to come up with an idea of Can I really afford this? If I can, you know, How would I go about affording? So put the responsibility back on them, right with that question, I don't know. Followed up with a question. One more example. Is the product worth it? I get this one a lot. Is it really worth it? I don't know. It depends on how you define worth it. Would it be worth it to pay $500 for an online course? If that could make you a few 1000 a month afterward? If that could move your business forward and get you out of debt, you know something along those lines. You don't necessarily to say those things, but just ask leading questions, put the responsibility back on them. So I don't know. Then move forward with your own question that puts the responsibility back on them and lets them justify their objections. Key takeaways here. Whoever asked the questions obviously controls the conversation. Don't give the response. The buyer that controlled by letting them always ask you questions and you justifying your price and just find your products and being on the defensive. Whoever ask the questions I'm gonna say it again controls the conversation. I always tried to do less than 30% of the talking by asking, leading questions, getting information and then moving them, you know, swiftly to a close. So another thing that we talked about before, and this is huge in amateur tries this cell, but a master makes people want to buy. Always remember that, and often you can respond with a question, just like we just covered a good example, I don't know. And then move on through it, you know, to your own leading question that puts the responsibility back on them. Let them justify the purchase, let them justify the price, let them justify everything. Ask leading questions that makes them rethink their objection. 23. 22: it's important to remember that you can't help them if you don't sell them. So if you truly believe in the value of your product and services, then you're doing them a favor by closing them on your product. It is your moral obligation to do so, because if you don't sell them at the end of the day, you fail them. So that's a completely different mindset than someone going in and saying, You know, would you please buy my product, which is where 95% of sales people come from? So remember you can't help them if you don't sell them. And if you genuinely believe that your product or service can help them than it is your moral obligation to do so, because you'll fail them if you don't. 24. 23: so I want to talk about how do you scarcity and urgency to sell more. And this is huge. I'm telling you, if you implement one thing from this course, let it be this and this concept. So I'm gonna give you some examples from my business on how I do this before we can't touch on it a little bit more in depth. So two examples of how I use scarcity an urgency to driving or sales our time sales and limiting coupon claim links. Let me give me example of both. Right. So a time sale for 50% off for the next three hours of being example. Right? So maybe I'm in a video or I'm running an ad that pops up and says, Hey, 50% off for the next three hours act Now, right? That's a time sale because it's urgent, There's urgency there. They don't act right. Then within the next three hours, they will not get that opportunity and they will not get the course or the product or the service at that price. Okay, Another really, really effective strategy for me is limited Coupon claimed links. What does that simulate doesn't simulate urges will to assimilate urgency, obviously, but more importantly, it simulates scarcity. Okay, so it simulates scarcity because there's only maybe three or five coupon claim links at 50% off on the course or 60% off on the course, or 40% off on the product for it. And it also stimulates urgency as well. Kind of on this on a side note, because there's the illusion that if you don't want not the illusion, the actuality, that if you don't act now, somebody else probably will take your slot. So limited Cuban claim links are a great way to do it, and I have touched on this before. One of the ways that I do it is I'll be creating, like a YouTube video and I'll say subtly after making good point. Like if you guys are interested in the course, you know. The first link in the description is a 50% off coupon claim link to get in the course at half price, and that is only available for the 1st 3 people to go through that link and sign up. What does that do? I don't have to directly tell them you need to act now. Otherwise you'll never get into the course at this price. No, it literally said to them subtly, There's scarcity in the amount of coupon claim links, and you must act now. Otherwise, other people will potentially steal your spot right. So use these types of ideas and mold them to what you're selling in your business. But you scarcity an urgency to drive more sales. It is one of the number one things that you can implement to day that's going to improve your bottom mind. So if you don't get any other online marketers landing page, for example, what do you always see? There's always a clock countdown on the landing page, right by the call to action or the button that actually asks you to buy were enroll, right? Maybe it counts down from like, an hour, maybe accounts down from like, 10 minutes. Or, if you ever been on like a, uh, an online webinar, right? They have that countdown clock that says you need to act on the offer and within a certain time period, right. What does this do? It simulates urgency. It's the illusion that if you don't act now, you will miss out on the opportunity or that potential sale at that potential cost right? Or there's the illusion that it will go up two full retail price if you don't act then. But honestly, I've been in the online marketing in e commerce space for a long time. I'd be willing to bet my entire business that that's just a tactic to use to, you know, basically increased the urgency in their sales process. I'd be willing to bet that if you didn't act, then you'd almost for sure get followed up with a retarding ad. We're a follow up email that says something like, Hey, you missed the sale. But I'm gonna give you one more chance, right? So we're really all it is is a tactic to simulate urgency. Now, while I'm not saying and suggesting to use tactics or, you know, pulling the wool over the customers eyes or being kind of deceitful like that, I am just letting you know that scarcity and urgency, when used properly, can really, really, really drive sales and drive action in a customer. Okay, so that's the first thing Now I definitely want you to ask yourself if you're not already doing this. And even if you are, how can you simulate urgency in your potential customers? How can you simulate scarcity in your business? Always remember, the restriction of supply creates more demand, so work on scarcity work on urgency and your products will pitch a lot easier. 25. 24: So this is an important lesson, and that is that you need to differentiate or die, the only thing that's going to differentiate you from other sales people or other marketers or other whatever. He's one of two things, right. It's the results that you can deliver or the social proof that you can back it up with now . One really, really easy way to kind of preemptively handle any of this is to go after giving results in advance to your custom. A normal generic example. Let's give this sales person because most of this tip and this advice is going to deal with , you know, online selling and selling in today's current age, but it also applies to anybody in any industry. Take it and apply it to you, right? So let's give you the sales person, right? They sell one of their their potential customers on a car that the customer hates. What do you think's gonna happen? They didn't get that customer results in advance, so that customer is going to share that experience with all the other people that they know in their life and tell them a never to buy that car. That brand again and being never go to that dealership or deal with that sales person Quite . On the contrary, that salesperson sells a customer, a car that they end up loving because they genuinely believe in the product. And you know that conveys to the customer and the customer ends up loving the product. They're very happy right there, selling something that they believe in. Well, the same thing happens there delivering results in advance for that customer who will then also tell their friends and family and acquaintances that they love this car. They bought this car from X dealership, and they dealt with X Person, and that person was really pleasant and help them. It applies to any industry, but more so. It's easier to relate this to most people who are selling currently or selling online. So this is how I approach results in advance, and it really, really helps kind of mitigate the customers. You know perception of you as the salesman and really makes the selling process easier. So always go after results in advance. And remember, the only thing that can differentiate you are the results that you can deliver and that social proof that ends up backing it up for other potential customers. So when you do give results in advance, you become the authority in that space, that niche or that topic. You also build that know, like and trust factor up to higher than ever before. And we've already covered why the know like and trust factor is crucial in the selling process. They've often think, you know, right after that, if they're getting the results in advance off your free thing, then they think, Wow, I'm getting results from this free thing. I wonder what the paid thing will do for me or, you know, they're simply grateful for what you did for them, and they decide to give you their business simply due to the law of reciprocity. Now, this happens to me all the time. I go out of my way to help out someone or answer a question, and they simply by the course where they buy the product just because they're grateful. Now, if you don't know what the law of reciprocity is, basically all states put simply, if whatever somebody does for you, you're gonna feel compelled to do back for them, right? So if you go out and help somebody. The law of reciprocity is going to basically entice them to want to help you back. And maybe that's potentially buying your product. Same thing in a conversation, right? If you're going out there and you're answering and being a good conversationalist and you're asking all these questions off of whoever you're talking to the wall, reciprocity eventually is gonna hit them and they're gonna think, you know what? I'm doing all this talking. Maybe it's better if I return the favor and ask them questions and be genuinely interested in that, right? So key things here, differentiate with value or die with price. And remember the only two things that you can that are gonna differentiate you from all of their sales people, our results that you can deliver hopefully in advance and the social proof that you can back it up with 26. 25: So it's really important to ask yourself when you're dealing with a customer, what do they really want, right? Not what are they saying that they want or what does it appear that they want to buy surface level, right? Nobody buys the car. They want the notoriety they want the feeling of importance and the views that don't get from other people, right? So if you can answer what they really want, selling to them will be a lot easier because another example, You know, people don't buy the drill. They want the hole in the wall. We've all heard this before. People don't buy the hammer. They want the nail in the wall. Now. Why did they want the nail on the wall? Well, they wanna maybe hang a picture of their family. Or maybe they want to hang a picture of their dog were a vacation that they've went on previously, or a picture that inspires them. So identify what problem your potential customer has. What's their pain point? Then answer that pain point and problem with the correct product and service that serves it 27. 26: It's also important to ask yourself why customers, actually, by right now people buy based off of their emotions, then they use the logic and reason to justify their purchases afterward. Don't pitch product features instead of your pitching product features. You're appealing to their logic. And while they might even agree with you and think that makes sense, you're not going to sell them because you're not pitching to their emotion. You're pitching to their logic and reason. Rent so pitch to their emotion and then let them justify the purchase for whatever reason afterward. So don't pitch product features. Instead, I want you to focus on how those features will actually make the customer feel. How are those things? Improve the customers life? How will those things make the customers life easier? Use your product toe paint a picture of a better new, improved customer 28. 27: This is a simple concept and going to be a short one, but it's super important. So I wanted to make it into its own video. The biggest mistake that most salespeople make is talking too much. I won't hit this home. You don't sell by talking. You're not going to sell the customer by talking fast and talking. Slipped to them? No, you sell by listening and, more importantly, understanding your customers pain points in problems. So stop talking. Start listening. Understand your customer and it will therefore be easy were a lot easier to sell them. 29. 28: Sometimes it's beneficial to actually pre qualify your customers first. And this is gonna make selling so much easier. So to give you examples really fast, we're gonna cover three of them specifically here, first and foremost online. This is the first we're gonna apply to people online. The second Excuse me. The third will apply to car sales, but really, they all applied to everybody. I'm just gonna try to draw them to specific example so you can take them and tailor them to whatever it is that you're pitching. Okay. 1st 1 will be to create content around a particular topic, right? Your car salesman trying to sell Kias, for example. Start creating content around Key is why their best. Why the Kia Forte, you know, gets X miles to the gallon. Why the Kia Optima is a better buy than you know, the Toyota Camry. Whatever it is, start creating content around a particular top me. Specifically, I create content around creating content, obviously, you know, little wordplay there and obviously the majority of my contents created around online arbitrage. The reason I do that is a to get attention, But be to get algorithms to suggest it to people more likely to be interested in that right then, Once I have those people captured with my attention, I build that know, like and trust factor through my content and the algorithms air off spoon feeding me people that are more inclined to like that stuff because they have data on all of us. Then I know that anybody basically watching eyes clearly interested in that topic niche and I can therefore pitch them, whether that's in a video, whether I wanna capture them in a pixel and drive them to a landing page, whether I want to get them on my email list of whatever which ties me into Point number two . Example Number two, which would be to offer something on a free landing page, then drive traffic there. Right? So this is used in online marketing all the time. People, you know, What they basically do is they offered something on a free landing page and then offer to email whoever's interested, right? So it's an email capture in exchange for whatever that might be. Maybe that's a free cheat sheet for me. Specifically. Go back to the online arbitrage example, cause that's what I know, right? Maybe I create, you know, an e book that basically teaches you how to start how to do online arbitrage from start to scale, even if you have no experience. Right? And I offered to give people that e book by driving them to a landing page and then collecting their email. Right. What that's gonna do is two different things, right? I get I Then capture that traffic on that landing page. If I install a pixel and if you don't know what a pixel is, your simply google it, it basically just captures the data on the I P address of everybody that hits that page, so you can then re target them in the future. So once that traffic is captured on that landing page, you can then re target them with ads and sell them pretty much anything related to that topic or your offer. Because now you know they're interested in pre qualified. A second example will be just simply use that email on your email list and all the other emails on your email list to market to similar offers to people that you already know are interested and pre qualified right to really, really easy ways to pre qualifier customers. Online car sales, you know, same thing or pretty much door to door sales or anything, right? A perfect example from car sales, right? If you've ever, you know, wanted to buy a car recently within, like the last decade. Er's. What's the first thing that you do? Do you go to a lot? Do you go toe to a dealership? No, you don't. You Google information on that car and what happens? Well, you usually get a bunch of different websites that are going to give you information on that car. But then they stopped short. They never actually give you enough information on that car. They want you to fill out a sign up form on the site to get more information right, and there's a barrier there. There's a reason that they're doing that. Now there's two. There's two different reasons. It could either be the dealership, trying to get your information so that they can bring you on the lot and pitch you or could be another site that offers at, you know, information on all sorts of cars, and then they're gonna obviously sell your information Two dealerships around them that, you know, offer those types of vehicles in that brand, right? So there's two different ways, but it's most important to know that their pre qualifying you if you will fill up a sign up , fill out a sign up sheet on you know, a Toyota Camry, for example. Well, they know clearly you're interested in a Toyota Camry. So then what are they gonna dio? They know who you are. They can obviously remark it's you back going forward, right? Cause you're pre qualified for that actual car, and then they can contact you to bring you in to get more Teoh, get you in for more more information, which obviously just means to sell you. Right, So the whole goal here and this is car sales, wanna one? Any car salesman will tell you this is they don't give information over the phone, and they don't want to give you as much information on the computer. What they want to dio is the whole goal is to get you on the lot so they can figure out what you're interested in. And if they've already pre qualified you online, then they clearly most likely no, more importantly, why you're interested in it and sell you on it in person. So three examples of ways that you can pre qualify your customers first and that will make selling so much easier. 30. 29: Let's talk about using pricing choices to sell more. Now, this is psychology. Wanna one? I'm gonna give you two examples, then obviously, I'm gonna gear you towards which one I feel is right and will help you sell more. Now, you can implement this in a number of different ways, but regardless of wet, what you're selling and in what industry and nature selling in this will somewhat apply to you. And you can take this lesson and mold it to whatever it is that you put your pitching to your customers. So the first that you normally see and let's use the example of the sodas, right? Maybe rat like, you know, you're going out to eat and you're at a McDonald's, and they offer two types of sodas, right, versus three types of soda. So the 1st 1 is two choices. You either have a smaller a large choice when you walk up to the register. Now, when you give most people two choices, 80% of people tend to go for the small, and 20% tend to go for the large because at the end of the day, most people like to play it safe right now. On the other hand, if you introduce a new choice and now you're offering the small the regular, which is the old large, right? So in the 1st 1 you want obviously people toe by the large, you make a higher margin on the large versus this small now with. But most people, like I said, are gonna play it safe and go with the small. Whereas if you offer three choices and now you're regular, becomes the old large and looks like the deal, then you're going to sell a lot more on your margins will be as high as you want to be. Right. So example, three choices. You're gonna have a small irregular, which we've covered is the old large here or the jumbo Now, Like I said, you might not be selling soda. OK, but you can obviously use this pricing structure and the way that it's psychologically orchestrated to drive more sales and make more money. So what this is right here is known as contrast pricing. You want to make the biggest offer too high, you know, assuming most people aren't gonna go for it if they do great. But most people won't. And you know that going in, you want to make your small offer way too low and not compelling it all. Also assuming most people won't go for it. But you want to make the middle offer or the old large right? If you're only offering two choices, look very, very compelling, like it is the best deal. Now, let me give you two examples. Smallest, $5 largest $13. Now, you know that you're gonna make a better margin on the large And even though that's the better margin for you and the better deal for the customer, you know, compared to how much they're actually getting in the price, there's still much the majority people are going to go for this small here in this pricing structure. Whereas if you offer three different prices now, you're gonna offer a small, irregular and a large. Now, what this is gonna dio is now this this small is slightly smaller and price less. It looks super low value and it looks very compelling, right? It's insulting. Most people aren't gonna go after this small now. The regular, on the other hand, now looks like the value in this pricing model, right, because of the large is outrageously high. And is it outrageously high mark? Now, if you sell the large Great, you made a great margin on that. But you should assume that you most likely won't look at the difference in these pricing structures. The small versus the large looks like a decent, you know, just the decision on the customers. And now we already know psychologically that most customers like to play it safe. So if they both look relatively similar, most customers gonna go for the small and you're gonna make less money now versus this right here where the small is not compelling it all. The regular now looks like the deal in this pricing structure, and the large looks way too high. And most people, like we said, like to play it safe and will not chase this mega mega mega deal, right? So use this pricing structure to drive more sales and psychologically went over the customer to the deal that you want them toe by 31. 30: This is an important lesson because it's one that I get a lot from other Internet marketers and people that stell stuff online. You know, whether that's a made for you product or their consulting or, you know, an information product or literally anything across the board. And I want to hit this home for you. So sometimes when you get friction from a customer and they ask you about you know they have a question or an objection about your price, it's important to remind yourself that you are doing them a favor and, like we said before, be sold on your own product. Now, instead of asking yourself, Is it really worth it? That's for them to pay that kind of getting caught up in the way that they're perceiving the situation. Instead, flip the script. Start asking yourself instead of what are they buying right? Ask yourself, what does it cost the potential customer not to buy right? What's the cost for them off? Not purchasing If they start to give you friction and object to your pricing structure instead of reminding them what their purchasing, which you've already basically conveyed to them instead, try to flip the script and explain to them what they're not purchasing. Right? What there what the potential of the customer is if they do not purchase right, there is always a cost that there's a cost, you know, for you buying a car, then maybe that's 23 grand, right? But what's the cost of you not purchasing the car? Maybe you don't have a car currently, then you won't be able to go apply for jobs and you won't have a job. And you could be, you know, out time and money, you know, and then you might lose your house. So there's always a cost of not purchasing, just like there is a cost of purchasing. So key here is when someone purchases an information product or done for you product or, you know, your consulting. They are not paying for that product for that period of time. Okay? They're paying for all the time all the years that you've invested toe learn those skills, gather that insight and then be able to relate to them in a quick and easy to consume format. OK, they're paying for your expertise to be able to shorten their learning curve and then shorten the time it takes them to get from where they are currently toe where they want to be. Now that is obviously an Internet marketing in an e commerce and, you know, like it like a done for you and an online consulting and, you know, in information products type of pitch there. But you could really, Taylor, that everything. So when you get friction, always ask yourself, flip the script and say, What is the cost of the customer? If they don't purchase, and then maybe go that route to explain it to them that way, right? Remember, don't outline the product features don't outline. You know what they might potentially lose, right? Oh, well, you'll lose out on purchasing this car. Potentially no outline. Let them know what they're gonna lose. Feeling wise, right? Well, you know, you're never going to know what it feels like to pull up at a red light and have people actually look at you with all. Or maybe you're gonna lose out on that next date because the girl won't be impressed that you're in a new car, something like that that appeals to their emotions. Right? Take that. You know suggestion. And Taylor. It's whatever you're selling, whether that's in real life, door to door car salesman or specifically, online marketing. Okay, so another reminder they are not paying for the hour or the course. I get this all the time. People are like, I'm trying to sell my consulting for $100 I'm like, Well, do you believe it's worth $100? And then they say Yes, right. If they say no, then obviously should be be pitching $100 sold. Things were, you know, $100 course if you don't believe it's worth that much, So that's the first thing right? But let's assume that it is right. So they're the person is not paying for your time. They're not buying that. Our of your consulting. They're not paying for the course. What are they paying for their paying for what they could accomplish with that? Our that program they're paying, you know they could potentially make. Here's two examples. They could potentially make $5000 with your insight or your program. In the next two months, they could potentially make $100,000 you know, if they just understood this ready to make ready? Made, you know, business tactic that they could implement to scale their business. Right? What could they avoid? Losing right? Well, they had avoid losing X amount of money. Maybe they'd avoid losing $10,000 you know, four years of their life, because they're not. They're gonna make the mistakes that you would have warned them about in that hour. So remind yourself what is the cost of not purchasing for the customer and then outline that cost for them and appeal to their feelings? 32. 31: all right. Elevator pitch time. What do you do? Right, So you need to know your elevator pitch and this is relevant for anybody. I don't care who you are. I used to think that this didn't apply to me because I sold products online to my customers were online. And when people, in my normal day to day life, you know, like my girlfriends, friends, parents, right? Or my girlfriend's dads friends, something written of the most random, obscure people would ask me, What do I dio? Because that's a normal question. To get in a normal everyday conversation, you have to have an elevator pitch ready. Now, that doesn't mean that you're trying to pitch the people asking this, but you want to be known as the guy that does X right. You want to reach wide with your audience, but position narrow with your elevator pitch. Let me explain this to you. I promise you, you might be sitting there thinking I don't need an elevator pitch. I sell online. I do X, y and Z, you need an elevator pitch. I promise. You do Don't learn this the hard way. Just just take my word on Okay, so the perfect elevator pitch is, you know, kind of a work of art. Essentially now, what most people do is they just kind of say one thing. I sell products online, and most people be like, Oh, that's cool or I'm a car salesman. Oh, that's cool. And then the thing ends there because there's so many car salesmen out there and you're not differentiating yourself, either need to differentiate yourself with a value or die with price. So don't die with price. Nail your elevator pitch, tell it to everybody, and then it will come naturally when you pitch it to customers. The perfect elevator pitch should talk about three things. So first and foremost, who you help or what problem you solve. Like we said, you want, position your expertise narrow. So what you actually approach, how you actually help people and who that actually specifically applies to, should be very, very narrow. But in your pitch, you want toe appeal to a broad audience, so it's OK if you don't understand what that is right now, you'll see when I go over the two examples here in a second, what I actually mean by that So who you help or what problem you saw is the first thing. The second thing is how you can help or solve that problem. And the third thing is, how would that improves their life or how it would emotionally charge a potential customer . You don't want people to be like, Oh, that's cool. You know, sound sounds like it's a cool job. No, you want them to. Either I pre qualify themselves or pre qualify a friend or know that it's not for them. Right? Big, big difference. So here's an example, right? I'm a life coach. There's a 1,000,000 life coaches out there now, and that's completely different topic. But you, your elevator pitch could be like I'm a life coach and most people were to react to that like That's cool, you know sound. It sounds pretty cool. Sounds like a cool job or whatever. Versus I help. People who feel lost in life rediscover their passion so they can pursue their dreams and get what they actually want out of life. Now the 2nd 1 does two things versus the 1st 1 that's not gonna elicit any emotional response in anybody. Okay, so the 1st 1 is not gonna nobody's gonna pick up or care about. It's not appealing That doesn't inspire any emotional, were elicit any emotional response. The 2nd 1 When people hear it, they're gonna be like, Oh, wow, that's really cool. You know, that sounds like you're really doing the job. Or more importantly, they're gonna be like, Holy shit, that's me. Can you help me or Holy shit, I know somebody that's perfect for you. I'm gonna recommend them to you. So let's break down the 2nd 1 here and exactly all the different things that it sauce. Right? So what? Who do you help or what problem you saw what you help people who feel lost in life. Now that is extremely broad, right? That's a worldwide audience. There's a lot of people out there that feel lost in life. Now, when most people hear this elevator pitch looking like he helped people who feel lost in life and they're gonna identify with that situation if they've ever fought felt lost in life or maybe they feel that way now, then obviously they'd be potentially pretty qualified in your ideal customer or they're gonna know somebody in that situation that they could potentially recommend you to. It hits an illicit response and hits home for most people, the next thing is how you can help or solve that problem, right? So how you gonna help you solve that problem? Well, you're gonna help them by helping them rediscover their passion. Now, the third thing is how that improves their life or how that would emotionally charge a potential customer. So how you gonna and improve their life? Because you're gonna allow them to pursue their dreams and get what they actually want out of life. Major difference. I'm gonna read that one again. I'm a life coach versus I help people who feel lost in life rediscover their passion so they can pursue their dreams and get what they actually want out of life. Now, when people you say that to somebody, they're either going to, you know, be like, Oh, that's not me. But that sounds really, really cool. And I'm glad you're helping people. Or like we said, they're going to be like Holy shit, that is me or holy shit. That's my sister's friend. I'm gonna recommend that to that person to you, because it sounds like you could really help them. So another example for me specifically, I used to sell something along the lines because I used to like to shut the conversation down. I'd be like, I saw, you know, an online course that teaches online are charge or, you know, I do e commerce or online marketing, right? And it was my way of deflecting to get out of the topic because I didn't really wanna, you know, pitch them my elevator pitch. That doesn't elicit a response in anybody I sell. Of course, that that teaches online arm trash. Cool, mostly organ it. What is online arbitrage? Where most people are gonna be like, Oh, that's cool. So you sell online versus I help people supplement their income by teaching them how to multiply their money over and over again so they can stop stressing over every bill and take back their financial freedom. Now that also appeals to a wide audience, right? Because a lot of people need to supplement their income. And a lot of people are stressing over every bill and and, you know, want financial freedom. Now it also positions my expertise very, very narrow because I'm saying exactly how I'm helping them, and people are gonna either gonna hear this and they're gonna be like, Oh, that's not me. But that sounds really cool. I'm glad you're doing that. That's a great job, you know, Great services society or the name of the holy shit. That's me. I identify with that. I need to supplement my income. Can you teach me how to multiply my money over and over again with all nine armed Josh? So I can personally stop stressing over every bill because I also want financial freedom and men. It's been really stressful worrying about paying every bill day in and day out, month in, month out, Right? So let's break this one down again. So who do I help or what problem do I saw? Well, I help people supplement their income, so obviously it's implied here. That's anybody that needs to supplement their income. Anybody that short on bills, anyone that just got fired, anyone that wants more money, it's implied in this specific example. As you'll see, I wrote it down here, but you can either identify it and literally outline it right here, right? Like people who felt feel lost in life. Or it could be implied if it's obviously you know, if it's if it's subtle enough yet obvious enough for people to be able to identify with it . So everybody needs everybody identifies with Maurin. Come right now. The 2nd 1 is how can I help solve or help that problem? Well, I can help solve it by teaching them how to multiply their money over and over again. Now, how does that improve their life? Or how would it emotionally charged them? Well, they can finally stop stressing over every bill at that point and take back their financial freedom. Major change. Perfect Europe elevator pitch. Make sure it does these three things and it will make a massive difference for your sales. 33. 32: So we're gonna cover some important key pointers here before we touch on why it's important to cover a statement of your intentions in the beginning. OK, so important pointers are that they are not doing you a favor by purchasing. We've covered this before, but I want to stress that their time is not more valuable than yours, simply because they may or may not decide to give you money through a transaction. Okay, now, selling is also not you taking money from the costume. Okay? It's not you taking money, giving them a product. And you winning, right? You're not selling a customer in a selling. A good salesman knows that. You both win, you solve their problem and then they compensate it, compensate you accordingly for it, right, you both win two important things, you know. Always remember that now. It's also important to state your intentions when you're, you know, going through the sale. Now you want to be honest from the get go. It's not about manipulation or selling tactics. You want to be honest from the get go. Set your expectations from the start and tell them what your intentions are. So here's an example of this. My goal by the end of this training is to give you so much value that you decide to purchase the program now. When I used to have a free webinar before I realized that everybody was doing free Webinars and I really didn't want to go that way with my business anymore. What I used to do is most people would literally tried to act like it was a free webinar right where they try to act like it was like a live training. And they have, like, a simulated clock on the right and fake comments popping up. And it was clearly just a hoax in order to, you know, manufacturer urgency and and value their in the webinar, right? Like other people were also interested and they only had a set period of time to go through it. Right now, what I decided to do is, I don't want to take my webinar like this. When I used to run one and said I was going to state my intentions from the start and you were, and to my amazement, it actually worked better because I feel like it was a breath of fresh air right Customers were like Holy shit, this guy's being honest with me. He's telling me that his goal is to actually to get me to purchase his program. He's not trying to pull any wool over my eyes or manipulate me and what it did. Is it a listed wanted to responses, right? If by literally starting the training often being like my goal by the end of this training is to give you so much freaking value that you decide yourself to purchase my program, right? They're either going to say, Well, I don't want to purchase anything. I'm leaving, right? And then that's great because my webinar was timed, right? So I knew that you had to go through a certain period of time before you get retargeted with an ad on Facebook or on YouTube, right? Or they would stay and they'd be like, Wow, like, you know, if he's so confident in that and it's such a brush of breath of fresh air that he's being honest with me. He's stating his intentions from the start. I'm curious. I'm going to see what kind of value is gonna give me, right? So it was a great way to kind of build that trust bill that no, like in and trust factor so that I can pre qualify them and get them further into the content. Now, another example is my goal is to get you results in advance with this free tutorial. Because I know that if I can get you results up front, you'll think about coming back to do business with me in the future. Another great way to state your intentions. One more is my goal was to get you all the information you need so we can get you in the right vehicle that fits your needs and lifestyle today. You know, obviously those air great examples of stating your intentions because you're being honest. You're not manipulating, and you're literally telling them your goal. You know, as a salesman, right? Your goal is to help them remember like we talked about before. You're not doing them a favour. Their time is not more valuable. You would both win in this scenario if they're the right customer for your product. Okay. Now, after you do state your intentions, you obviously want to follow that statement of intention up with the good leading question to start identifying their pain points or their problems now, assuming that they have not already been pre qualified, right. So if you've already pre qualified them through some of the techniques we've covered previously, then you wouldn't obvious less, obviously necessarily need to identify their pain points of their problem. But just keep that in mind. State your intentions. Be honest from the get go, Then follow up that statement of intention with a good leading question to identify their pain points or problem. 34. 33: let's cover some things that you never want to say to a potential customer. The 1st 1 is to be honest with you. Now this communicates that you haven't been being honest with them up until this point in its entirety. Okay, it's a horrible thing to say, so take it out of your vocabulary and never use it again. The second is just is equally horrible. It's trust me now, a trustworthy person, and I don't need to tell you this. But a trustworthy person doesn't have to say this. If you want someone to trust you and you are indeed a trustworthy person, then simply communicate that through your actions by saying it. It's immediately gonna make the customer skeptical and start wondering, you know, can I actually even trust this person when that might have not even been on their mind or on the horizon? Or they might not have even been thinking about that to begin with, The next one is sorry to bother you or anything similar like that, so stop apologizing to people for trying to sell them your products and services as we've covered before. If you believe in your products and services, and you know it can help them. Then it is your duty to sell them. You're actually doing them a favor. The last one just following up. Now you might think that this heart the last one just following up. Now you might think that this is harmless because a lot of people use it and follow up is a big thing that you push in sales, right? But if you say the words following up, if you happen on a car with somebody or you email somebody or you follow up in person and you literally say, Hey, just following up, it puts a potential customer on edge, and what it's gonna do is it's just gonna trigger their defense mechanism. People are so conditioned now when they hear the words following up that they brace immediately for a sales pitch. So those air four things to never say to a potential customer. Take them out of your vocabulary and it will pay massive dividends 35. 34: Although customer might tell you, this money is not the issue, okay? It is never the issue now. People afford basically what they want afford. Okay, They might tell you that they can't afford it, but always realize that money is not the real issue. The issue is either value or urgency. They don't see the value in what you're offering or like we've covered before. Maybe they don't see the urgency to purchase it right now. Now, that is your job as a sales person to communicate both of those to them. And if you haven't and they're deterred for one of these reasons, then it's your fault as the sales person. Now, keep in mind that most customers won't actually tell you that, right? They're not going to say, Hey, I don't see the urgency. Why don't need to buy it now where I can say you didn't really communicate the value to me . Know what they're going to stay instead? Is something long lines of I can't afford it. Or maybe I need some more time to think about it, or I'm going to shop around. I'll be back, right? And then you've lost the sale. So take full responsibility and work to better communicate your value an urgency in future pitches 36. 35: at the end of the day. Sales is supply and demand in most cases. Now, if your products and services are lacking customers or demand, then you want to do your best to obviously reduce the supply. Now, one of the easiest ways that you can reduce the supply is to simply introduce urgency and simulate urgency and create more demand that way. Right. So here's some examples of this really fast. Maybe you wanna simulator urgency like we talked about before with a timed offer. Maybe you want to simulate urgency with limited slots or limited openings. Or maybe you want to simulate urgency with other competing customers, right? Same thing with like a house. You ever go to buy a house or something like that? Were even a car, right? And you say, Hey, we're thinking about this. Were were really, you know, sold on it. But we're gonna go talk about a little bit more on may be putting offering what is the realtor than going to say to simulate urgency to you at that point, right? They're gonna say, Oh, that's great. But we're also waiting to hear back from two other families, so acts quickly or something along those lines right now, Realtors Air trained to say stuff like that to simulate urgency and, you know, basically simulate other competing customers. Why is that? Because people often want one of two things. What they can't have or what they think other people want. So ask yourself, if you're struggling to create demand in your business, how can you restrict supply? Were simulate urgency in a way to therefore increased potential demand. 37. 36: never thanked the customer for buying. Instead, congratulate them. Subtle difference. But we'll make a massive difference in your business and your bottom line. So think about it. Thank you, sir. Versus congratulations. One signals they just did you a favor. The other signals that they just achieve something were attained. Something of significance. So I'll say it again. Never thank the customer for buying instead, congratulate them. 38. 37: Do you believe in your product or service? This is a big thing, and most people don't talk about. They think that you could. Just as a good salesman, you can sell anything. But at the end of the day, if you don't believe in your product or service, that will certainly come off in your sales pitch. And it's not something you want. It's not a road that you should want to go down, right. So if you believe in your product and service, that's a great If you don't sell something else that you do believe in. Okay, now I want the kind of frame and shame. Now I want to kind of frame your mindset and change it in a certain way. Most people think, you know, how am I going to sell this to somebody? How many get going to get this to buy? Well, let me ask you a few questions here. Do you think it's a good idea to sell someone that's overweight on eating healthier and working out? Of course, right. Do you think it's a good idea to sell a smoker to stop smoking? Of course. Do you think it's a good idea to may be. Sell someone on drugs to stop using. Of course, Now nobody's gonna argue with that. And if you will leave in your products and service and you have conviction in them and you know that they can help somebody, then you'll come from a completely different angle and you'll speak and communicate completely different to the customer instead of coming from the angle of, like, pleased by my product. Or please do me a favor. Or how am I ever gonna convince somebody to buy this right? Change your mindset? If you believe in it, then it is your duty to sell them on it. Remember, you are the one doing them a favor. You're the one bringing the opportunity to them. 39. 38: all right, This is something that most salespeople get wrong, and it's an easy fix once you understand what I actually mean by selling emotion and not product features. So let me run through an example with you here, and you will understand it a little bit better and how it applies to what you're selling. So let's say that I find that there's mold in my home right now. The sales person comes and tries to sell me on a removing the mold and be building new walls for me. What do that? What other options? Right? They could pitch me on all the product features, right? All the product features of the new wall, which might be like the material stronger or why the material will prevent mold in the future. But, you know, chances are I'm not really going to care about any of that stuff, or they could pitch me on the emotional side of it, right? Nothing really. To do with the product features of the New Wall, instead appeal to my emotions in order to get the sale. Maybe they could say something like, Don't you want to get rid of this mold? Once and for all, so you can make sure you're there for your kids. Or don't you want to make sure your grandkids can come over here and play with confidence? Or maybe something along the lines of, like, Do you want your kids to live in this house and go through the same thing that you had to and breathe in this mold to? Let's eradicate it once and for all? Right then they could maybe have a call to action, like so which we have planned A and Plan B. Which one, you know, do you think fits your budget a little better? We already talked about calls to action. Now, obviously, you want to orchestrate this ahead of time and know what you're talking about before you go into it. But the key thing at that I want you to understand here is sell emotion. Don't pitch product features. If we go back to that example right, it's like, Hey, by this because this material strong and it will prevent meddled in the future, right product features versus don't you want to make sure your grandkids can come over here and play with confidence. There's no there's no comparison there, right? It's not a competition. So which one do you think would sell more? It's obvious the second emotional pitch key thing here. Sell emotion, not features. 40. 39: So this is a very important lecture, and if you combine this lecture with the last lecture, it's it's gonna make a ridiculous difference, right? So if you pitch emotion and you're not pitching product features and you follow it up with a close like I'm about to show you game over, don't talk the customer out of the sale, okay, making offer and then shut up. Most salespeople talk customers right out of the sale by talking too much. So key thing to remember here about the clothes is you want to go for the sale with the strong close leave. Absolutely nothing up to them or anything open ended in your phraseology. Here's a good example versus a bad example. The bad example is, so those are the programs we offer. What do you think? Why is that a bad example? Because in that close, it's open ended. Its a week Carter action and at least other options. Many other options in the phraseology that lead to something else other than buying right. Horrible, close, very, very weak, Open ended. Don't do it. Instead, how about we have a two time a week of three times a week? or a four time week program based on your schedule, it seems like three times a week or four times a week would be best for you. Which of these two can we get you started on today? Now why is that so much better than the 1st 1? Because it's clear and direct. It gives two options, and both of them are to buy. There's no other open ended options, right? Both of them lead to a purchase. Now it's not. Do you want to do two times a week? That's open ended. It could lead to a no, it's a yes or no question it's not. Do you want to do two Times Week or the three times a week that's also open ended and Khalid to a yes or no? Instead, you wanna given Air B option and then say, Which of these can we get you started on today? That leaves nothing open for chance. Nothing open ended or open for interpretation, and it's a strong close. It's clear and direct, and it's very, very effective. So if you combine a close like that with pitching emotions, it will make a massive difference in your sales 41. SS Course Wrap Up: all right, guys, So I really hope you got a lot of value out of this course. I put everything that I know on sales techniques and how to convert potential leads into current customers into it. There's a lot of great tips in here that will really make an impact on your business in your bottom line. But the key here is not just to watch the information and strategies presented in today's course that won't get you results. The key is to take those strategies in and then actually apply them to your business and use them on your potential customers. There's one only really one way to get better in the end, right, and that is to practice. I've given you the tools. Now it's your job to sharpen them. If you have any questions at all, don't hesitate to reach out. I'm always willing to help. Now for your project. I want you to find someone that you already know right someone that you're more comfortable with. It could be a friend. It could be a family member. It could be an associate that also potentially wants temper of their sales skills as well. Then I want you to work on your sales pitch and the techniques that I've covered in this course, how the other person role play as the customer and you role play as a salesperson. Practice might not make you perfect in a role play situations, but it will certainly make you more convincing and more confident in your sales pitch when it actually comes to pitching a real customer. Then you can use that momentum in the real thing, and you'll only get better from there. With that being said, we're gonna wrap this up. I hope you really, really enjoy the rest of your day and I wish you nothing but the best hope to see you in the next one.