you're gonna talk to somebody that's
outside of what we just said no don't
please don't please don't take you know
please don't talk to someone just
because you feel the need you have to
help them deny things it's fine can
happen they'll understand we deny people
every day it's ensuring that thousands
of people that deny everything every
single day because they know they're not
gonna be able to give them what they
hope for and if you can't give somebody
what they hope for you're causing
reputation threats to your business so
for me I already know in mind that when
I start working and I start nurturing a
lead is it all starts at marketing
you're not getting believe you're not
making the sale so I know that a company
is doing 1 million they have 3 bands on
the road ok and they are on billboards
I will take the whole family out to
dinner
yeah now let me give you an example of a
phone call that will not take if it's a
two-day-old registered website boom is
calm quiz it just shows you the date for
website was registered
why would I not want to continue talking
to at least the register for website a
brick store two days ago still in the
school sandbox you can't do any SEO so
that's where out throughout the battle
there probably a new business
don't check though sometimes they have
different websites so you want a couple
check that and number three is if there
are new business they likely have no
capital to do anything so you're gonna
spend time creating this godly proposal
that I'm going to show you and you don't
want to spend time if you don't have to
yeah even though it's very quick right
so this verse it's two years two days
hold on who is I always check eight reps
and who is because a trust will tell you
if they have domains referring to their
website or any type of action going on
there's no actually going on it means
they're too new to pay for services so
two day old and they sell teddy bears on
Shopify and they found being through
YouTube Facebook Ads video worst worst
Lee never sent me
now you got to also fit where the lead
is coming from right because we all
spend time around people that make as
much money as we do so if friend of
yours and they're broke and they're you
know whatever it is I'd say that way or
they're not you know the person that you
look up to it's likely that that leads
you know waste your time I'll give you
guys an example my friends who used to
do t-shirt printing he's not you know
unfortunately he has the mindset
restraints that don't let him succeed
and they'll send me leads and every time
I talk to his guys they tell me that
they don't have money but they want to
learn what I do and unfortunately this
is great because everybody paid here but
if you guys didn't pay we wouldn't be
doing this right why would I do this out
of my Saturday afternoon to do this and
teach you guys my business so you can
steal my customers right all right
that's something and unfortunate reality
of it is that you got to look at the
source of the lead if the lead came in
from a google search and the lead came
in from a Facebook we gotta really start
to think about that is
your time to pursuit that lead because
what I'm going to teach you here there's
time involved and if you can if it's a
qualified lead I swear to God I put this
person on a pedestal until we close the
deal so let's talk about if that person
is equal it is a good lead and you feel
as if you're ready to take them to the
next step
and you know marketing is stuff you find
at 6:00 they're networking events
referrals or people that you know family
members we're not talking about getting
these we're talking about the nurture
sales process here so once you get the
lead and events get a quick five to
10-minute phone call that's it you're
not trying to get on a phone call and
ask them everything about their business
and trying to close them on anything
you're collecting information if they
call in it's five to ten minutes right
if you schedule time with them in person
that you can skip right to step three
which is discovered
this is usually when you meet in person
okay this step right here though which
is the full interview
why would we want to spend five minutes
with them there when we're on the phone
you wanna make sure you ask me not
obviously so you're driving you got a
coffee there's cops behind you right
terrible time you get the phone call if
they call you then
yeah right you never like know all you
know what's the best way that I can grow
your business you know how are you
getting leads now you don't want to do
that because you're not focused you're
getting in the bags I've done that
before I know me too
everybody does not do anything and it
just happens so the phone interview
you're asking them a few questions tell
me about your business right they're
looking for the signs here that this
person can pay you for your program and
if they tell you that their business is
registered yesterday and they're there
in a $250,000 debt and they're hoping
that your SEO can you know bring them
thousands of leads who's gonna bring
them to discover in there no one I hope
not don't bring them discovery if they
tell you that they're you're their
promised land
right or if they tell you that they've
been in business for seven years and
they have hundreds of customers and they
have 30 employees and they're very proud
that the respondent the women's
volleyball tournament at high school
who's taking them to discovery call
Jason is right at that moment what
you're looking for is the size of the
business if they have employees or not
company with employees you never want a
one-man band which is fine we have
one-man bands but I'm talking about the
most high-value lead for my type of
business and your tech business - and
you also want to just check and see the
revenue right can you can touch like
that you meet in person if it's your
first time maybe don't ask that kind of
get a feel of what they're doing right
now and once they check off on this
folder to do and you've really got to
understand that they're qualified to pay
for your services and then it's gonna
work because just paying you for your
services does not mean it's gonna work
right and it startup containing ten
thousand dollars but it's not going to
work and you're in it for it working
you're not in it to make money because
if you're in it to make money you might
as well just get a job you're building
wealth here you're not building any
money so when you get this free check
here now at the end of this meeting do
you email them and propose them times to
get on another ball no you say great you
know now is it back now is not the best
time and I know it's not the best for
you you may have a very busy schedule
can we set something next week maybe a
30-minute Qualis but where I can
understand a little bit more about it
and see if we have the products or
solutions to help you how does that
sound
timid 8030 have sold something know
these purpose people got into
communication with you have
that right here why they know you're
gonna what you do they need services
they need someone to do this or else
they want to be on the moment you people
are visiting they value their time
especially if I qualified lead the
Facebook gaps guy that I got might not
values time but these people value their
time so when they're on the phone with
you and you're very quick and you're
you're not doing this right and this and
this and this and this you just wasted a
ton of time but more importantly these
people on the phone with you because
they're interested so if you're the
right solution and you propose something
that's easy for them to understand
they're gonna convert but we got to make
sure we're setting some stones so at the
fall interview you're sending me for an
actual miss Tucker
uh-huh all right so this is five to ten
minutes you're bullshitting on the phone
yeah I left the school with Nancy your
daughter a great girl you know played a
lot of hockey together in college and no
I mean I'm just glad we've reached out
you know now it's not the best time
because right now unfortunately I'm
driving and I'm sure your visit - why
don't we set a time to where I can
really see if our products and services
help you always you're gonna get a yes
you know what you're gonna get it no
when you ask dumbass questions in this
meeting
are you using WordPress no tell me more
about your business tell me why what is
your goal and what is a better time for
you that's it here's quick company and
once again if you meet them in person
they probably skip to this discovery so
let me give you an example when you meet
somebody a person at a Chamber of
Commerce man let's say hey Karen my name
is Ron how are you what are you doing
just where I'm a painter
great sounds good you know we have a
painting program that helps and it's
like you hear some leads bubble bubble
blah and you start to chatting with them
you know small talk the coffee table
full crab whatever at the event of
building the relationship you just ask
care we should meet up so I can share
some of my ideas that's right if you
have a little bit of reputation they're
gonna say yes
you're sketchball and your bad
reputation what are they gonna say
they're gonna say no but if you have a
little bit of reputation you're wearing
something decent you're not wearing a
stain wife-beater you're wearing
something decent professional stand up
straight shake hands and you just
lightly ask they're gonna say yeah sure
I have 30 minutes let's do it right
so you notice the other instinct where
Phoenix on yesterday you guys go out to
that are you wearing a branded shirt or
it's always better if you're wearing
rancher okay because the Brandon gives
customer safety that you're gonna be
around for the long term okay so so now
you know Sarah great you know what's
your schedule like next week here night
we got something
I basically pull out my phone and I
create a calendar invite and I say
Carrie what's your email now Carrie gets
the calendar invite to his phone and now
it's on both of our schedules so you
don't forget because what does the
calendar do it reminds you of the event
coming up right so now we have this
together if we're on the phone for me I
have an account manager in which she
kind of knows who I'm talking to if I'm
in the office
so she'll create the calendar invite
that the sales meeting with client if
you're on the phone pulled up over right
away and you set the meeting with the
customer in your calendar as fast as
possible because you let her know the
fastest way to lose a lead you don't
show up to the discovery meeting great
they're not going to take you you don't
show up so at the discovery right here
you have to set up the calendar in your
phone you have to do it set up calendar
in phone now are you gonna use Jason
River at hotmail.com everybody here does
not have a company no man as an email I
think we all do
I think if we're all educated enough to
pay the money that you guys paid to be
here today we have company right are you
going to send that John to 420 all day
at gmail.com you know what I mean you're
not going to send that you want to send
a company branded emails all right now
here's where it gets pretty so the
discovery me
you're doing 5% of the talking their
customer is doing 95% of the topic and
you're asking open-ended questions about
their business and more specific I'm
going to give you the questions to ask
right now because these questions will
be reiterated in the proposal that we
create when we're ready to present our
services because we're not presenting
here if you present here you're losing
the deal why have people our
relationship driven by the time we get
to the proposal we've already talked
four times right did you go to any
company with any sales experience in the
world they will not try to close you the
first day because they don't know enough
about you to make sure their products
are going to work for you so at this
point we're asking
what are your goals and you're taking
notes here this book we asked what are
your goals just you know small
talk
this one we're asking what are your
goals that you're taking expensive notes
right what are your goals well you know
right now we have 14 people in our
agency and I'd really like to get 250
people in our agency and the reason why
we want to get there is because 550
people that I have more free time and
what am I doing when we're getting that
client you're creating a new mission to
throw back with them when they give you
an objection if they do it again we
almost never get an objection and then
you're getting this ammunition you're
writing on paragraphs of their goals get
into it so Kerry said my goal is to get
to five staff by the end of the year
well I'm gonna ask it how do you plan to
do that and then I'm gonna take notes
what's stopping you from doing that then
I'm gonna take notes and I'm going to
get into his bowls more and more and
more because this person is on their
fourth phone third phone call with you
because they have a goal and they are
trying to see if you are professional
enough to help them reach their goal
because they're already going to spend
the money the money's on objection
they wouldn't have gotten here if they
were thinking money right if they were
thinking on the money for this they
would have never gotten here so don't
even think about the money they would
have never wasted three hours of doing
throughout the time you're doing this if
they were thinking about money they're
really thinking about is this guy or
girl professional enough and experienced
it up it has a plan that works for me
they want to find that out and you gotta
make sure you written a little cherry
over their heads a bit
keep trying to begin it and once you
present it they can't say no because you
already going to wait to efface so what
are your goals all right second question
what's stopping you from getting is that
goal
right
what's stopping you from getting to that
goal get emotional about it well I have
a staff member that was very negative
since this we're not getting a bottom
line leads sales people keep turning
over you know I just just don't know I'm
just stuck right okay anyone asks where
are you now you yeah
where are you now well you know this I'm
doing 800,000 in revenue we have 420
sound we have some offices here at
Connecticut we would like to get to 2.5
million next year you know this is
missing this and now you have in these
three simple questions you have enough
ammunition to sell anything to anyone
right it's as long as you know what
their goal is as long as you know what's
stopping them from getting to that goal
and where they are right now is in
relationship to that goal this can go
for Andy fingers I could sell you guys
his last table if you were the right
prospect that leads to the questions
right where are you now what are your
goals with your office space oh wow I
want some a place people can come to and
work together okay okay great we have a
book in my head ever glass table in life
this day what's stopping you from
creating office space that people really
like our furniture you know this
table right here is wood it's not as
good as it should be people don't really
feel comfortable coming to work out the
money this is missing this and where is
the office space now at scale one to ten
on where you want to be like a - right
how position denies to recommend the
table bearing position right so you're
just asking discovery and now you want
to get into this is technical of where
they are right
so then ask what are you doing now
[Applause]
on your website and digital marketing
they will tell you everything at this
point because you built the relationship
to ask a question like that if I said
take care how you doing
ruana I do a painting marketing out do
use WordPress isn't that weird your
first time meeting it just not gonna
work you could have we did talk for a
little bit
people are not going to tell you what
they want because they know you're a
salesperson and they know that you're
gonna try to recommend them something or
did you talk too fast and you get
nervous
that's another before you even say
anything you'll note they'll notice that
I'm gonna go bleep exactly and that's
why here
you can't talk because you get excited
when people say you know I really want
to figure out a way to you know migrate
my email with my WordPress website well
I have solutions that I don't talk just
a quiet
take notes don't present until the next
call because the next call this blips
it's 95% you and 5% of customer all
they're doing is making a decision is
this clear
is anybody seeing valuing this say the
bottom if you know that he's like he's
give me his looks he knows like a lot of
the I knew is the 95% Emily
but yeah so I'll get all excited the
customers like gentle times like this is
this he whips out the business
vertically like that and that's our
excitement cuz you know what we do and
well it's good at least you like what
you do they're halfway there you know
and at this point right here
we're all ready now if your digital
marketing you're you're gonna get these
answers that you're gonna want to say
something to and you cannot my website
is slow
slow down and talk what else get it out
of it so your website so what else I
don't know how many leads I'm getting
online okay yeah that's definitely a
concern what else well you know our
competitors are ranking above us that's
that's doesn't sound good what else
our pay-per-click campaign I don't know
who's running it but they're not doing a
good job okay what else our social media
guidance posts and social media is
posting irrelevant things in our
industry okay what else I just don't
know if I'm getting what I'm paying for
for these digital marketing services
what else do you see the power
what else what else what else what else
what else they're forced to give you
answer yeah
whereas how's the question like this are
you using WordPress so I'm gonna answer
that
beside okay yeah what's the point of
that there's no point in that question
yeah the customer is going to go yeah
that's an ending then you're gonna go
okay it's like you're working like a
checklist for milking at all at all or
and you want to go into it what else are
you doing now that you're frustrated
with and once you have all of this keep
in mind you've been taking diligent
notes right this one trick is gonna be
worth the whole money as men here so at
this point you schedule a presentation
meeting right so at this point you go
here I think I've got enough to go back
to my team and put together a custom
plan for KP painting services okay once
again care I think I've got enough
information from this phone call to go
back to my marketing manager and create
a custom plan for KP painting is that is
that clear
I want to discover
our 3545 power depends on their client
if you already understand their industry
a lot it could be 20 minutes but if the
clients like here's the thing if you
have a lot of reputation this doesn't
even happen
nope this is for kite doesn't know you
you know the increment online lead or
whatever maybe if care tells will that
I'm the best SEO I've ever had
you know what that conversation sounds
like well it's ten grand okay that's why
we want to focus on referral and survey
based business rather than hey well
anyways we wanna develop market new
painting SEO them up and then you just
you just look way way way off but if
it's a referral it's a one-ball close I
think I've gotten enough information
from today's phone call to go back to my
marketing team and put together a custom
plan for your business and you don't
stop you doesn't say
I'd like to schedule another meeting
with you remember we don't send them an
email schedule you mean we ask that all
and you say I want to schedule another
meeting with you care on Tuesday at 3:30
p.m. Eastern Time how's that sound
pretty so I can present this plan tier
right so now the schedules here and now
you're at the close your presentation
close / presentation
now one beautiful thing happens between
this call in this column you guys want
to know what it is they talk with the
client will excite your website perfect
visual spiritual visual visitor tells
you this by the way they think research
you and what do we say about reviews
back there but here's the more
management part that you do if you guys
are implementing everything they say
it's gonna increase your circle because
he was taking oriented notes we sent the
client an email game that's leading this
name mr. customer picks for the call
today I really got to learn a lot about
ABC painting copy just so we're on the
same page the computers when I heard on
today's phone call copy and paste notes
write what's not gonna demonstrate
you're listening and this person
has just reconfigures their whole
mindset that they're not wasting their
time giving somebody information about
their business that's not going to
propose something that makes sense to
them so now this person thinks actually
they know and you know it looks really
great if you just take notes in this
format now that they know that you've
been listening to them and they feel
great about it and every single time we
send this email you know what the
response beginnings that's exactly right
we're on we look forward to seeing you
next minute every time I've never gotten
something I've been responding and I'm
going to show you few examples in there
and now we're positioned because we took
notes here to fill out our Google slides
with these notes that we've already
taken and what we're going to do with
that meeting at this meeting right here
where the slides appear
we're gonna say to the customer and
we're going to go through it real that
example at this meeting they're going to
show up on time because you've added it
to the calendar they're gonna show up on
time because they know you've been
listening and now you're gonna have a
digital marketing slide deck based on
their problems with your package
solution and at this point right here as
long as you show up and you know basic
English you're gonna get 95% close rate
as long as you follow what I'm going to
say so this slides is I have the
template here for you guys and the
slides is going to cover every
that's inclusive in your digital
marketing or spas products right so the
website redesign in every objection they
can think of it you can try to settle
for a redesign we're gonna give you a
website that's completely focused on
generating leads for a painting business
from thousands of user testing examples
and experiences write a spec objection
to that you know do you guys on my
website yeah you're gonna get that and
you'd be like what we don't own your
website you still own your domain we
just build it on our CMS so you can cut
the learning time we have to building
your own website right right off the bat
now the person knows they're not paying
for your time to learn their CMS okay do
I pay for posting actually the posting
is lifetime right tons of ways to
overcome objections and then the last in
the slide here you're gonna show them
your proposed solution whether it's
three to five hundred dollars up front
in two thousand a month whatever it is
they're proposing are repressive and
your most basically asked them for the
business here and I mean physically ask
them for the business
and I can assume that they're going to
say ask not the phone you're gonna say
okay you know what John are we doing
business together and that that's when
you get the answer and you're speaking
95 percent here and you're going five
percent now if the client says that they
might ask us questions I've been at
where you proposed your price they're
gonna convert you just have to make sure
that you give them a good answer so if
they say everything looks great I'm just
scared that when I move my website over
to you guys
I'm going to lose SEO rankings what does
that sound like it sounds like somebody
who's committed to doing this they just
want to make sure so just make them feel
comfortable when they start asking those
questions at the end of the proposal and
the cool thing about this is if this
slide back is going to be the same thing
every time because they're only selling
what long service every time so it's
going to allow your sales people if you
have people that are selling this or
yourself to just get better every single
time and the most important part is is
you're gonna touch on every single piece
of their business if social media
website SEO digital marketing advanced
analytics and everything check on on
their website so when they search be
able to online there's nothing that
you're not doing that they are that you
know that
Neela's so in this level you're
reconfiguring their goals right there's
a slide on the deck that literally says
here's the goal that you told me on our
first caller here's the challenges of
talking first of all here's why where
you are now when you told me in the
first of all because remember we have
the notice and then they're gonna say
yeah that's great and then you're gonna
say here's our solution our lead
generation solution for painting fic so
say though they have WordPress they have
so and they say I'm worried about that
sale rates and we move over they say
after like eight months they're done
with us so what are you taking away
after your services are done
what do you mean so like they also have
access to the do that ago yes okay but
maybe like all the plug-in tomorrow yeah
I thought those will all stay the same
then what you do is at that point is you
just move them down to a management
package of 200 a month or whatever it is
they charge okay you just say you know
look great I doing this to the fella
mark here's the exit survey to see why
you're canceling so you have no data you
have a benchmark and then you say what
we'd like to do is we're just going to
give you access to your website cause it
was hosting for life yeah there's no
point of you having to pay for a hosted
website already built this funny yeah
well we are gonna do is lower your rate
plan from two thousand a month to one
hundred a month and just give you access
to it make sure that it's up and running
properly and happy yes you know wherever
it is that you want to say they're okay
do we put that in the contract say yes
oh yeah you know what happens when we
were done we still have my website
that's the only objection I ever get you
never objection at the closing
presentation were so a lot of the times
I've noticed
even after the presentation it's not as
good as this but I'd say like maybe 70
60 70 % depending on the client and then
you still get the freaking client always
the main major addition this sounds good
but this time in my budget at the moment
or you know her
you up here yeah it's just like
hiring a staff member that all of a
sudden wants to start bashing the boss
of private employees I should have never
got to here with that person and the
indications of that is right here
cause they'd want to let this Facebook
person that found a YouTube video wants
to talk about their particular Southwest
work if I let them go through this whole
process and I'm here and I present
something crazy and they say that what
can I do about it
they actually don't have the money that
I squeeze it or no I just wasted seven
hours is you gotta prepare this seven
hours on this prospect that was never
going to be a customer anyways wasting
my time to see what I can do for them
because people will get that startup
looking you know how do I get some fish
here how do I get some information there
I like all this guy and steal his time
you know that's like someone in a
low-income place talking to a lawyer
right they know the lawyer is expensive
but if they can call and get a few
minutes they're going to so you've got
to stop that right here and part of that
is having the discipline to say no and
what's the easiest way to say no by
niching down because if people know you
only work with a B and C they're not
going to get offended and try to go
after your amputation and tell them no
so the company calls in and they have a
CBD oil company I'm going to tell them
look I appreciate you thinking of the
dollar mark unfortunately we only have
contractors with their internet
marketing services and
I'd be happy to send a referral to
another agency that come here something
along those lines so if you get to the
step King and they actually are
qualified lead and they actually don't
have enough money then what you do and
I've had that actually happen to me then
what you do is is you follow up with
them and you follow up with them in the
future because they were qualified at
one time trust me when you take somebody
through this they think you spent 400
days okay yeah so they're gonna
appreciate it they're going to call you
back when we have that happen all the
time
so yes you understand what they're
saying don't say that's that's
you have money sign up you know you're
gonna say I completely understand
I would say I completely understand mr.
customer what if we worked out the
prices in the rape plan that's the first
thing you go to you try to lower
services there forth the decreasing
price but if we took out social media
and we reduce the rape our 250ml is that
an option for you ass they think oh no
they go okay how about we take off the
BBC campaign and then this way you're
not spending budget over here your
website address yeah there you go no and
then I go okay what if we just take off
the SEO the PPC and social media and
you're paying 1/4 of what I just
proposed to you that could work right
okay let's do it sounds good
and that's where you need to physically
ask people to get very clear with their
communication you're not getting a yes
or no if you're getting maybe it's not a
yes or no you need a physical yes you
know out of that person's mouth are you
taking baby that for me yes talk about
that right now
we're in a great question it depends on
your scheduling both people scheduling
so I try to do this within a week if
possible weekends no counts of seven
days so I'll try to seven business days
with that person but generally spending
that person will hold off talking to
anybody else if you do these parts right
they won't talk to anybody else once you
give them the business professionalism
of all this they're going to see that
you know what the hell you're talking
about
and if you if you get on this call and
you got this phone you ask really dumb
questions really amateur that less than
$10,000
you know revenue questions like um it's
so cool that your business does this you
know one day I hope to have a business
that has that me just don't say that
I mean you just want to ask them
clear-cut questions you don't want it
you want to be here with the business
owners you know I mean and if they see
that they're gonna take you very
seriously when it comes to this point
tasks for the business
oh yeah of course yeah that's not hard
to be what I want to do it just to be
clear these wonderful meeting that
discoveries also focus it can be if it's
national yes it'll be a I like
the starving person one phone call there
are less certain person you skip the
whole mythology right discovery and they
if you have an office space which is
really the key component here the same
thing that happens in sports where the
home field gets an advantage happens
here in the business too so they come to
the office they can physically get a
touch and see what you do especially
when a client comes in here and I have a
whole team of people like this you know
it gives them confidence that you're
going to be around for the long term if
you're not picking up phone calls and
you're late does that people gonna give
them confidence that's like if you went
to the looks lock and drove the Civic
and it started breaking down right right
so you were test driving it would it
give you confidence that it's gonna last
for the next ten years and buy it you
know so you've got to give him a
concrete confidence here show up on time
make sure that you're always the one a
proactive communication so when it comes
time to you know propose here there's
anything I do and right here next steps
from here then you go on to onboarding
and you are to talk about onboarding
like that they get that big email from
your commenters and you introducing and
you collect recreation set the holes
along incentive does this make sense do
you usually go to the company or do you
ask them to come to your office
they usually recommend coming here but I
always offer to go there as a courtesy
this would be discovery or even pool /
presentation now a lot of the times your
discovery is going to be on the phone
level because people don't have time
and if we're dealing with somebody in
the shore line which is an hour from
here and it's still in Connecticut I'm
not gonna I'm not going to try the four
I don't think they will either to do
this coverage - it's a risk there for my
time now if they're very qualified
legality whether so your sales cycle is
seven days
together sort of gauge the water eastern
discovery fear with if they're ready to
start up right away is like you know
it's gonna take you six hours to fill of
slides I'm exactly what you yes yep and
in the story meaning you can add what is
your timeline on getting something
starting like this and they'll typically
tell you you know they'll typically tell
you while hiring a marketing manager
Monday and we need someone to you know
give her stuff to do I love those
clients if you have a client that has a
marketing manager those are always the
best customers because the owner is not
stressed out about money it's paying a
marketing minute but that's what's going
to take care of being able to see the
help of your stuff
right here you wanted this going here
man
I've never used that but that's a really
good idea
ya know it's a really good idea and
there is there is the the risk of them
not taking action at that time and like
I said they got on the phone of you for
a reason here you know it's not like
they're just getting on the phone and
quiring about digital marketing services
and then just not being in reporting you
don't avicii somebody goes into a
partnership the average person not the
person that goes into this test measure
the average person that's going into a
car dealership it's actually interested
you know they go in and they're like
okay you know I know I'm gonna talk to a
salesperson I know that that's coming
salespeople have a bad reputation and
then you know there's no you're going to
do it all's the salesperson has to do is
say here hold my hand and let me show
you the right way
do it and that's where you build trust
and you build authority when you're
doing that right now
in here the less ego the better always
less ego the better you don't have to
say how you rank number one for this you
don't have to say any of that if you
focus on them that's where they will
build trust in you because they know to
write when you're dealing with people
with millions especially clumped
companies do you think that they focus
on self development of course they do
they're reading audio books they're
reading books to read don't Carnegie
they know so when you're babbling on
what do you think goes off in their head
this guy is an inexperienced
businessperson who keeps talking I'm not
gonna get to the next step with me I'm
not gonna stay quiet about it cuz I have
no ego and I'm a millionaire and you
know you're gonna do you know I think
the next because you don't have the eyes
to realize that with that person it's
kind of like being a second gen doctor
you go away and you think dr. O'Neill in
to explain the going on
and he just like this this is net and
that you need this this this and this
you look at him like dude I don't got a
runny nose and you talk about I
need heart surgery and then you have
this malpractice trial and then
you got to do the repetition manatees
yeah and yeah the fee on the key
component of a doctor is to really
analyze what you're sick for and the
same situation is here and there's
nothing better than when we're earned
right has anybody ever not been heard in
this room doesn't feel good does not
feel good you always want to be heard
people always want to give their opinion
that's why Twitter exists people want to
give their opinion you want to be heard
so you know how powerful it is to sit
back and let others be heard something
happens emotionally as human that people
suspect it and they see professionalism
enough and another good job I'm gonna
take our crazy story not the kind of
walk do it I had a practice it was
actually a physical therapy clinic 11
offices
the lady was she reached out to me on
LinkedIn by God or personally reached
out to me I didn't do none of this
burned out 11
an opportunity to market for them for
their tunics like I'm six in his day
about it because I knew she was ready to
spend money I was informed her husband
it's ready to go but I did not know this
and this is if I wouldn't
notice by not you still do I can look it
up is called to door physical therapy is
based off in Ohio but they doing so much
better now but we still keep in contact
so soon rivers you got up I'll
never see directly yeah
and I've done that leads to sign for
London I was talking about that and so
you're spending two to three hours here
at prospecting or networking to get
leads you're spending ten minutes on the
corner you're spending thirty minutes to
an hour here you're spending one two
three hours here depends how depth to go
with the proposal to the client so total
you've got three or let's say five six
six hours and ten minutes that you spent
working on this deal can anybody here
afford to not sign a deal out that
working with number six hours no you
don't have time for that so you better
make sure that you stick with this every
single time because it's proving for all
of our customers and Peter Bob is a real
life example material promotions
yesterday's exact process that we went
through and it was within five business
days a little closer I I knew he was
leave he was a past customer we had so
this one I got a good quarter view of
what's changed in your business coming
to help out we got to discover it
physically went to his office spent an
hour with him making pole banners with
them literally printed stopped helping
him we're just talking about the
business what's changed how's family
business tell me about her goals what he
wants to do then I went into close the
proposal there because I already knew
them and I talked about all of our plans
we didn't even show a slight decorative
English shake hands there and I got
confirmed agreement that we're working
from there and when you're going into
the close at this step where your
pricing is being demonstrated and we're
going to show you this in real life in
there the actual slides that you use
we're asking them right here after we've
just pitched our mouths off how does it
sound to you so many Tommy yes or no how
does it sound to you
great here's our next step so we're
working together yes or no you know that
type of approach you could say no tell
me what would make it better you know
business well there's a reason that's
the one who's saying that it could have
been your presentation I know it's not
going to be your offer after this
weekend so there's something else that
you're doing within that sales cycle
that's causing that and unfortunately
people look further than you guys has to
you buy amazing they look further than
your eyes they look further than what
you're wearing you know they look at
everything because they don't want to
waste time so I wanted to show you this
really quick before I show you the
slides and how we sell this stuff with
your new solution your new product guys
package or service that you're gonna be
offering every single time the same way
anybody have any questions so there's
more steps
Asli right coming
the most critical that you really got
it's critical one that you're going to
nail down and this one is the most
critical as you guys know that so the
phone interview you know that that can
be also respond instinctively where but
this part right here you know it it
leads as far as that if you meet people
as long as you go out like these people
I'm talking you dude you're gonna kill
me the key is is when you meet somebody
in person and they're there to be there
and they're not going they're not in a
rush getting a coffee before work you
usually have a good opportunity to speak
to them so this part really isn't that
hard you just got to be a person that's
going to talk to people and just
genuinely care about them and that this
part of the phone interview is just a
robotized to call it can be regrown so
you're just trying to get our actual
sit-down meeting with no distractions
this is very critical because it's going
to tell you right away how you're going
to do this so I would say discovery in
sales close it's the most important part
that's even sales related then the
Encore
one of the initial part where
cross-linking screening at least and
mentally ten times more
they're trying to make sure that you can
probably grow this with
this is all based on just and balance
all right
no not getting any cooperation we
consider our network pulled out rich and
tall so what we'll do is this will go to
various BN eyes to the state ground will
go to various chambers of commerce it
will ask friends and family will just be
in the loop that we're open to taking
business and everybody we know you know
so I make sure that everybody knows that
it and family parties at this and this
and this at everything and then all of a
sudden you know this is the centralized
hub where everybody just sentenced
everything else you know this is like
you know you gotta you gotta go where
people are in person because it's not
work it does you can get pulled but the
end of the day people want some people
especially in this industry so here is
cold inbound
everything referral you literally don't
let me show you a referral goes
ever charged we really gotta throw in
your clock that's gonna be
higher than the other place yeah and at
the end of the day it's because you know
if I'm getting a referral from a company
that's doing millions I already know
about the referrals also do anything I
can offer more services and more
advanced stuff to that I can't put
somebody who's starting out referrers
going to increase like missing
it would sound like this it would sound
like hey uh you know thanks for getting
on this call I think we got enough
information to pretend this to you our
team spent hours making this
presentation that for your business and
it's funny because when you guys see
these slides it literally looks like
you've spent hours and there's small
tweaks to make it look like that that
they are going to see mock-ups of their
website different things like that so
any other questions on this all right
let's head into the other room and I'll
show you how to propose this part here
the sales
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