How To Handle Any Objection (LIVE SMMA TRAINING) - YouTube

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Transcript:
(00:00) hey everyone it's Charlie Morgan here and welcome to today's video this is a objection
handling masterclass run by the man the myth and the legend Bill Walsh who actually runs a
company that trains High ticket sales reps on exactly how to handle objections it's his sole
expertise and he's very good at it so I asked him to come in and do a session a master class
with everyone in Easy grow um and everybody loved it so I've decided to upload it to YouTube
um so that you can get some value from it as
(00:26) well if you're new to the channel subscribe bills information everything um you'll be able
to find them in the description below and um I'll see you in the next video cheers okay what do
you guys feel when you get an objection what do you guys feel when you get the word no
because that's basically all it is let me know what are you seeing what are you getting when you
hear the word no excited happy what are you guys feeling when you get that word we're done
not moving frustrated good stuff what else are we
(00:54) getting guys makes me feel like crap makes me feel worried good stuff excited scared
feel like rejected the sales started annoyed nervous yeah good stuff these are all very very
common feelings all right so the biggest thing that I want you guys to understand is what is
sales someone tell me what is sales what is sales for you what is sales for your company what
is sales for your life what is sales for everything that you're trying to do Jaden says Bridging the
Gap transfer of emotions okay exchange of energy
(01:34) showing the prospect the potential solution to the problem solving problems yeah all
very very good answers this is just it guys sales is your ability to breed in Business Without
sales we're in trouble okay it's the blood in your system it's the Beating Heart of your company
who here put your hands up can actually run their company without making money or he here
wants to run a company that doesn't make money that's a better one who here wants to run a
charity Michael Raymond is smiling he's
(02:10) like yes I want to run a charity I'm all on that I got loads of time to give away every single
day yeah I don't think so so sales ultimately for me guys and sales for everyone that I coach
every every every industry that I coach in every you know seven and eight trigger business that
we train it's the ability to breed that's all it is okay sales is the ability to breed because without it
everything is and as politely as I am going to be today you are okay you are dead in the water
you can do all the marketing under this
(02:47) yellow sun that you guys see in London today but if you can't sell sh guess what's going
to happen you're going to get swallowed up yeah you're going to get absolutely beaten up who
here is in this this position who here feels that everything is just hard when it comes to a sales
call you do all the right marketing you do all the right things comes to a sales call and you
absolutely fold up like a share nobody so I could listen to all your calls right now and everyone
is making over 100k every single
(03:28) month but that's everybody so how many do we have here 52 people are making a ton
of money no we're not because if we were we wouldn't be here correct if we were we wouldn't
be here to get better if we were we wouldn't be here to push on you know but this is the truth
guys this is where you guys are at if you don't have sales in your company we ain't moving
forward nothing moves forward okay now you do what Charlie says and you do what the guys
do in here and you put it all in into action and
(04:01) you're inundated with calls and leads but you combine marketing and sales together this
is the reality you win the game okay all that sales is guys is the ability to move people past their
own hesitations limitations fears and insecurities okay that is all it is it is the ability to move
people past their own hesitation their own limitation their own fears and their own insecurities of
moving forward all right the person the company the man the woman the child the dog the cat
whatever the ends up on your calls
(04:38) all you got to do guys is sell and who does it the best gets paid the best okay where do
you all want to be someone come off you and tell me where's the goal the next three six months
down the road Michael Raymond what's your goal in the next six months buddy I'm going to
have um uh like three to four clients me in the next two months so I'm just kind of re pivoting so
yeah what would that look like in terms of Revenue cash every month so it's going to be about
um I'd say 10,000 10,000 a month you know so
(05:16) good okay who here wants to make more money over the next three month who here
feels that they're deserving of making more money over the next three months who here thinks
they're entitled to making more money over the next three months see the difference you're not
entitled to absolute okay that's what you're entitled to you're entitled to all you're entitled to
absolutely nothing the person who does it the best the person who trains the person who
develops the person who grows the
(05:58) person who understands what needs to happen in order for these sales to happen is
going to get paid the best that's it I don't care what you've done I don't care where you've come
from I don't care how many times you've heard the word no I don't care how much you've been
rejected if you do not have the skill to overcome people if you don't have the skill to push past
people and you don't have the skill to help people out of their own way you get absolutely
nothing and put your dick in
(06:26) your hand that is it and the sooner people realize that the better the sooner you guys
realize that you're not entitled to absolutely nothing the better okay there's four things you need
on a sales call and how do I know that because I done it okay how do I done how do I know that
I've been in your shoes I know what needs to happen Okay I coach it every single day who here
knew who I was before we put this together and that's not me stroking my ego that's not me
being a jackass but I want to know who here knew who I was
(07:06) before we jumped on here today nobody we're in trouble K we're in trouble yes we're
there's four things that needs to happen there's four things that we've done there's four things
that ultimately allowed me to build my own business uh to allow me to coach train and develop
teams to allow me to build a Germany miners team okay there's four things you need to do on a
sales call that's it all right the first thing is called the nth star this is what we built this is what it is
what is
(07:38) basically is is where the person is today it's their current stage it's their current pain it's
their current concern it's their current discomfort okay David narz jump off mute for me for a
second if you can when you speak to your prospects what is their current stage um on so for me
um I can't really give you an answer on that because I'm very new I'm just here to learn um okay
good man okay James freemantle off mute buddy when you speak to your clients what's their
current state yeah so I would say their current
(08:14) their current states is that they obviously they feel a whole in their business and they
know that they need to do something about it they're just unsure as to what to do um obviously
there's also a degree of mistrust I know I obviously work in the e-commerce industry there are a
lot of people who've been burned whove worked with agencies in the past so is like hesitation
coming into that call yeah what's their current pain what experiencing either they burning money
with their ads they're not getting the
(08:39) return that they want so they're getting like they've been scammed by the in the past
current payers they're not getting to their current Revenue goal that they want to get to um and
yeah they obiously feeding that in other like just within their whole business correct Okay cool
so if you can hear James he has a fair idea of where people are at today okay how many of you
guys jump on call walls that don't know where the the prospect is that don't know what you're
down that don't know how to actually
(09:04) engage in what the person sees on a daily basis tell people in the chat if you're in that
stage where you jump on a call and it's kind of going A bit chaotic you don't know whether
you're going left whether you're going right where you're going up or down or inside out you're
all over the place okay who here feels like that where it's just like thrown mck against the wall as
we say hopefully something sticks anybody feel like that where you're like jumping on calls and
you're getting to a
(09:36) stage you're like I don't know where this is gone but hopefully it gets into a position
where it make a s yeah if you're like that guys we're in trouble okay because there's no process
there's no system there's no structure there's no idea of where that person is where the person
wants to go what's in the middle is going to be the Gap that's what I'm going to insert into this
conversation okay so the first thing we always do guys the first thing I coach all my objection to
handle
(10:02) people to do is we got to figure out the NSTAR because this is the end State guys you
have to have something that everybody is aiming towards you have to have something that
everybody wants you have to have something that everybody is pushing forward for okay any
question any of this guys no very very simple second thing for us guys is called future Pace
okay so we first got a current state of where they are at the second thing we're we got to figure
out is where the do they want to go because if we don't know where they
(10:34) want to go how the are we ever going to help them so the second thing we need to do
guys we need to figure out where that person wants to be why they want to get there what they
will feel have when they actually get there the biggest thing about a future P guys the biggest
thing about building their ideal lifestyle about building their forward thoughts actions and beliefs
is they got to see it they got to feel it they got to taste it they got to experience it but the biggest
thing you got to do guys is you got to make sure that
(10:59) person believes that they're going to get there if I said to all of you right now guys go
outside and dance on your head for the next 10 days and we going to make you a million bucks
hands up here would actually do that hand up here would BCE or dance on your head for the
next 10 days if I told you that's what it takes to make a million bucks nobody really yeah really
100% Conrad's off his head the reason you wouldn't guys is because logically it doesn't even
make sense yeah logically it doesn't even
(11:40) make sense so I see people all the time guys um that overemphasize their goals that
overemphasize where they want to be have any of you ever been on a call with somebody and
they say to you I'm making three grand a month within the next 100 days I want to make three
million a month have any you been on a call like that whereas like the Gap is so wide that it's
unbelievable that that person would even logically makes make that statement have any of you
ever been on a call like that come off mute let me know guys if
(12:13) you've ever been on a call like that yeah not really no yes yes some people have done it
on Tik Tok yeah Tik Tok is a funny old spot yes no no okay any more yeses in here no no no
good stuff okay cool any more cool cool so that's good what you don't want to do guys is is to
overemphasize the goals you don't want to over over overstep the mark okay everything has to
be achievable yeah I used to run Fitness and I'd get somebody in the gym and they' say to me I
want to lose four stone in the next three months
(13:01) it's unrealistic okay it's not going to be achievable because if I can't achieve it guys I
can't see it if I can't believe it I can't feel it and if I can't experience it I can't taste it it has to be
something that is tangible it has to be something that we can actually see it's actually something
that we know that if we put the work towards it we're going to get to go okay when I asked
Michael what his goal was earlier on he didn't turn around and say to me I want
(13:27) to make $1000 million, in the next 14 days you said a very like not low entry barrier goal
but something that is massively attainable okay and that is the important aspect of things you're
not selling a pip dream you're not selling a a quick a getrich quick schem what you are going to
sell guys is the ability to achieve your goal okay so that is what we call Future Pace in my order
all right anyone any question on that no easy peasy next thing for us then guys is the in action
questions it's the consequence of not moving
(14:01) forward okay this is the cost of an action of what ultimately is going to happen if that
person doesn't bridge the gap okay it's the cost of staying in pain will they settle for it will they be
satisfied will they accept it whose responsibility is it to make that change one thing that we've
always been really really good on guys is we've always front-loaded responsibilities onto the
actual person okay so now what we've got guys if you can see it is we've got aurr State we've
got the future State and
(14:32) then what we have in the middle is the inaction of not moving forth very simple isn't it not
very complicated there's a ton of people out there guys that want to make this complicated it's
not complicated in action questions for us are basically asking that person if they do not not get
to their future Pace if they not do not get to their ideal lifestyle are they going to be happy are
they going to satisfy are they going to be okay with obviously not moving forward are they going
to be in a position where it's going to hurt whose
(15:10) responsibility is that are they going to accept this XY and Z these right here guys are the
fundamental difference between making a sale and not making a sale and the better you get at
sticking in the pocket with somebody the better you get guys at actually helping people out the
WR way the better you get at actually sticking it on somebody without being combative or rude
or disrespectful is the day that you make it t the money it's the day you help a lot of people okay
so the inaction questions just to go over again it's the cost of
(15:43) staying stuck it's the cost of not doing the work is the cost of being in the same position
and 3 69 12 months down the road okay it's the cost of staying in the pain it's the cost of
obviously feeling that every single day if you don't if you do not get the pain out of the
conversation guys they cannot see it feel it the experience to believe it and and and have it
moving forth they got to understand what the pain of obviously being where they are today okay
because if they don't then you cannot load up
(16:11) you cannot load up the responsibility you cannot load up who whose uh choice is it
whether they stay here or not okay so these are very very important okay now when it comes to
objection handing guys there's only five objections in sales how many of you here are getting
different objections than this if you get all your objections guys and you roll them back in and
you figure out what the hell they are this is it think about it a partner of money fear or Logistics if
you got other objections than this guys please do let me know
(16:59) come off mute and let me know what the likes of can I speak to one of your previous
clients fall under fear MH yeah correct that's the fear objection yeah what why do somebody
want why does somebody want to speak to an next client think about it proof that what we're
often works yeah proof insecurity is this a scam are they going to steal my money I want to
speak to an actual person to figure out have they actually gone through the process and had the
result which is ultimately fear correct would it money be under Logistics as
(17:40) well nope there is logistics of money yeah but depending on obviously the money and I
go through this with you guys in a couple of minutes there's Logistics so if you think of it guys
I'm going to show you a spiderweb in a second not a spiderweb a triangle of how we understand
what the hell is going on here and I'll show you in a second but the these are the top five
objectives that you're going to get you're going to have Logistics of money correct but you're
also going to have fear of
(18:09) money would wrong timing or bad timing go under Logistics yeah yeah but it's also that's
also a smoke screen yeah because if you think of it like this guys if I if you're all walking down
the street or walking on a beach and you fall into quicksand and I stick my hand out to you and
then you look at me and you say it's not the right time I don't want to get I don't want to take
your hand I don't want you to pull me out of this Quicks sand I want to be in the quicks sand and
up who
(18:41) would do that zero yeah so that's smoke screen but it all buils down to these five
objections guys and let me be very very clear with you guys two of these aren't even real who
knows which one are real and which one aren't real can I say that the think about it isn't really
real it's just a smoke screen for po there's one there's one Logistics what's the other what's the
other objection that guys that's not real fear fear is most certainly real no who said it partner I
think yeah
(19:24) these top two guys are smoke screens because you have to ask the question what's the
partner hesitant on what's the partner insecure on is the partner an actual true objection or is it a
smokes screen or is I'm putting the blame concern issues onto somebody else that's not actually
here a lot of people guys will use a parent or objection to mask how they truly feel and if you
don't have to pierce that guys you're going to be in a tremendous amount of pain I think people
this up every single day
(20:02) okay anyone else any other objections than these five please do speak now or whever
else hold your piece no okay top five very very simple this is what this objection is where you
currently are where you want to go what happens if you don't get there always remember that
guys okay always remember that these are your objections this is how it works you get the top
two smoke screens okay and then they split up into three that is it I would take a picture of this
guys if you want or else you can have it on the recording but this is all
(20:45) you got to understand this is sales this is objection handling if you can overcome five
objections guys you end up winning the game that is it you overcome these Five Guys you win
the the game that is it that is how close you are to making the income that you want to make
and having the life the business that you've always deserved dreamed and wanted because you
can have all the marketing under this yellow sun and you can have all the calls on Kingdom
come but if you can't overcome objections guys and you can't
(21:20) make happen and you can't get people out of their wrong way you got all on your full
calendar of nothing and up here looks at their calendars every single day and it's absolutely
chocked to block with calls and you feel the effort the commitment the desire everything that
you're putting into that you're not getting this end stage let me know in the chat you see a full
calendar you're seeing 10 20 30 calls on your calendar every single week you're giv a was so
much of your time so much of your energy so much of your
(22:02) positivity and you're just not getting the return who here feels like that are used to
everyone that I coach used to who here gets 10 calls plus a week everyone in the chat 10 calls
a week guys still a day who here gets two cold today guys yeah NIS me me me me who here
guys two calls on their calendar every single day guys yeah like I said to you guys interactive
type them in the chats let's go don't a regular call check cool who here in this room of 59 people
get 10 call plus a week
(23:06) mhm keep them coming first week so I just made one call okay cool yeah ree says me
Jacob yeah okay now second question who here feels that they're getting paid their worth for
the effort that they're putting in to those calls James says no who here is not getting paid what
they feel they're worth for the amount of time effort commitment that they put into those codes
yeah because it's hard like this whole game is hard trying to figure out the marketing trying to
figure out the hooks trying to figure out you know the
(23:53) landing pages or trying to figure out the vsls or trying to figure out the marketing email
SE sequences the messaging the loom video rates or whatever else the guys call them all of
that stuff guys it's hard isn't it you know what it's even harder you put all that effort you put all
that time you put your blood sweat tears into building this business and you finally get calls on
your calendar and you fall flat in your face you finally work your socks off and you're getting C
falls on your calendar only to get
(24:32) rejection only to get nose only to get someone say to your face not today son not today
Skippy not today my friend keep it moving sister yeah you spend all that time all that effort all
that money all that Blood Sweat and Tears to get calls on your calendar and you can't overcome
objections noris is Skippy yes you are Conrad is Skippy too yes yeah you figure out this Five
Guys the game is over that's how close you are to making this reality okay first thing you must
do when you get an objection all right now this is for all
(25:17) of you guys sitting in the back this is for all of you guys looking out the window this is for
all of you guys fcking up the window while you're liing it buckle up this is what you say this is
how you say this is when you say this is why you say it okay you do what I'm going to give you
over the next couple of calls guys you'll never have a think about it objection again and up here
if I give you 10 calls guys you'll get 10 think about us or six or five or four think about objections
and you just
(25:43) get completely busted up if you overcome this objection guys you will make a ton of
money okay so first thing you must do when you get an objection very very simple guys you got
to diffuse it you got to tackle their belief and you got to overcome the person okay so you pitch
tell somebody I don't have a whole lot more to go over for you this is the next step in the
process and someone says yes let me just go away and think about it first thing you're going to
say is I can respect that I can see that I'm listening yeah that's not a
(26:21) problem okay that in itself guys is diffusing the objection why do we want to diffuse
things someone tell me someone come off mute guys and tell me why do we want to diffuse it
straight away so they feel like they're in control yeah good what else we got so they won't pull
their guard up and um so like they have to yeah pull the guard up good what else we got guys
like acknowledge acknowledging it yeah okay acknowledging it what else we got guys so why
do we diffuse this straight away when we get an objection so they don't have time to
(27:04) think about it no because they just told you they want time to think about it why do we
give a why do we give a a bottle here like this guys okay first thing we need to do is we need to
take this sting out of the conversation okay that person has just basically said no now that
person has basically inserted themselves into what I like to call the fight or flight state okay what
that person is expecting is combati they're expecting a dust up they're expecting me to fight
okay because you're asking that person to do
(27:43) something that they don't want to do who here has kids who here has a partner who
here has I don't know a boyfriend girlfriend sister cousin aunt whatever who here has people
that you are it every day or week or month we all do right when your wife says to you will you
take out the trash and you say no that's what you're going to have straight away it gets into that
fight ORF flight State doesn't it she can either accept it or what she going to do he's going to
push back and say hold on my friend I just cooked the
(28:18) dinner or I've just done eggs your next job for us in this relationship is to take out the
trash when you ask your kids to go and brush their teeth and they start fall and scream and
fions and all the rest of the stuff like my two do that's combativeness that's that fight or flight
State Okay so we've got to take it out of the conversation we've got to pierce through it we've
got to get out of that fight ORF flight situation now when I do things like this guys it takes away
the pressure in the
(28:48) conversation it takes away that person feeling that they're under attack okay and that is
the most important thing you need to do because if you don't do that as the guy say said the
guard is straight up right away okay and you cannot pierce it okay that's the first thing we do is
we take it away yeah that's not a problem I can definitely respect that okay now this is what we
do after that very very simple so this a think about objection yeah that is cool can I ask in your
own opinion before you do go and
(29:21) think about it do you feel what I've gone through can get you to where you want to go
okay why would I say this someone let me know and I'm going to break this down guys to the
absolute decimal here why I say this oh we're all talking together go for it take into it
psychologically yeah okay what if we got guys why would we say this we roll on together so
basically What's Happening Now guys is if you think of it we've just got a first no in the
conversation I've asked that person to move forward they've just given me the
(30:03) word no that's what the objection is it's just the solid word of no it's the fancy way of
saying no that's all it is what I got to do guys very very simple is that person is shutting down
mentally physically emotionally spiritually whatever the you guys want to call it is shutting down
all they see is red okay what I got to do is I got to turn it from Red back to green how we do that
guys is we re and we we go back to the conversation okay we go back to what we've gone
through and we ask a very simple question do you
(30:33) feel what we've gone through can actually get you to where you want to go the reason
we do that guys is because we want to reinsert back in the certainty of what we've gone through
because if they don't believe what we've gone through can actually get them to where they want
to go and guess what you've done you butchered it okay so we got to get this back into a
positivity State okay why would I say something like this in your own opinion someone asked
me or someone answer this why would I say this can I ask in your
(31:05) own opinion why would I say this right here would it be because they said that they need
to speak to their partner but so by saying that you excluding them from the partner and asking
them for their personal opinion yeah good very great or very good answer what else do we guys
think why do I want to say this can I ask in your own opinion to make him take back control of
his own decisions yeah very good what else we got guys why would I ask can I ask in your own
opinion I think it shifts the conversation from us pitching it to them
(31:42) slightly buying in more and saying yeah you could do this rather than me saying I can do
this for you okay I'll accept it okay let me give you a a less a less I suppose professional answer
because I'm not that professional as you guys can probably hear and see I'm very rootless into
the point can I ask in your own opinion Okay the reason I ask that guys is because everyone
has a opinion same way as everyone has an arle how it works every single person has a
opinion about what they see how they feel how they believe and
(32:13) what they think okay so I got to get this person back into taking personal what
responsibility okay personal choices personal actions personal decisions okay so I'll always put
the ball back in the person's course this is what it is guys look if you think of objections all it is is
just verbal tennis going back and forth back and forth back and forth that's all it is and who can
stay at it the longest and who can put the ball in the court into the Corning is going to win okay
so it's back and forth back and forth okay
(32:46) so this right here is really important because this is putting it back on them it puts the
responsibility back on them so can I ask in your own opinion before you do go and think about it
or you do go and speak to your parner or you do go and do X do do you feel what I've gone
through can actually get you to where you want to go why have I highlighted the word can here
why is this important to you for you guys why would I not saying if but maybe could would
should why do I not use those kind of words and I use a
(33:15) certainty word like can why is Canon point not trick question guys let me know what you
think there's no to a maybe get him to a maybe why would I want to get him to a maybe
because then you can move him to a yes it's better than a no says who says who who just said
that David who's David who just said all that what would I want to maybe I just I just think that
it's easier to get people once they see some value in it they're like yeah maybe this could help
me out that's easier to kind of talk them through like could where
(34:11) they're like yeah maybe this might work rather than the initial smoke screen of like no I'm
just not interested because it I say it's easier to move someone from the maybe to yeah I could
see the value let's schedule a meeting versus just the no that's that's just me though yeah you're
right yeah it's you know what it is and don't take this the wrong way guys David don't take this
the wrong way because I'm giving it to you for free they're weak it's weak words
(34:38) there's no certainty in it maybe it's going to rain today so maybe I won't leave my house
maybe I might crash my car so I'm never going to drive it again maybe if I fall down this hole I'm
never going to get out of it you know what maybe is guys you know what if is you know what
could is do you know what would is do you know what should is do you know what those words
are nothing they're absolutely nothing if I say can and will guess what we're doing when I say I
will do something guess what I've just
(35:23) done I've tied my beliefs to it I've tied my Integrity to it if I say I could maybe do this see
the difference when you say I can and I will where does that come from comes from a word
called certainty when you say if but maybe could would should you're uncertain how many of
you have left your house today taking that a might rain nobody who here has left the house
today me who here has left their house today I've flown in guys from America to be with you
today guys so I've done my yards today who here has
(36:16) left our house today we all have at some stage I imagine if not cuz you got to get out
experience the world yeah but if you believed that it was going to rain today would you have left
your house you may have yeah it's not right here London it's absolutely Rome yeah but what I'm
trying to say to you guys is if you live in the if but maybe could would should world you don't do
anything you do absolutely nothing moving forward okay so we want to keep it away from those
words because those words are
(36:51) not going to move you for okay they're not getting you into a position if I a plumber David
and I go to your property and the water is flowing through the ceiling and I say to you do you
want to get this changed and the person says yeah I could get this changed how certainly you
that they're going to get a change and they're going to solve a problem I agree with that I mean I
think those words definitely they add speculation to it but I guess my response to that is that one
of the biggest reasons people don't buy is that
(37:25) they have beliefs that hold them back right believe that maybe you're a sketchy marketer
you're just trying to sell them something and so I think your job as a Salesman is to make them
question their own beliefs and I think that your question is brilliant right and you're saying in your
own opinion do you think this could help you and any answer to the positive there is them
questioning their own beliefs because 10 seconds ago they said no but now they're like oh
maybe it could and that's a step
(37:52) in the right direction because you're making them question their initial belief so I think it's
absolutely SP see what David is just on there guys he shut down the no into lukewarm and then
from the lukewarm we're going to go back the hot if you think of it guys he went from no he went
back into neutral and then he's going to go back to positive you can see he started at the no and
then he went okay and then he went all the way to yes that's exactly what we want to do okay
and David has hit the nail
(38:19) on the head you want to challenge their internal belief you want to challenge who they
are as a person that's why we insert things like opinion into the conversation because you can't
fluff your own opinion can you you can't if but maybe should would could your own opinion okay
so very very simple guys when you're objection handling you're walking a tight rope how many
of you have been on calls guys you're getting objections you think it's going to go left and then it
goes right and then you're like how the
(38:51) did that happen the tiniest thing guys will take away yourself with all also guys as David
says to you that you're a sleazy salesman hands up here thinks he's a sleazy salesman hands
up here who's doing things that they feel they shouldn't do hands up who provides a
tremendous service for the market for their clients for their students for everybody who here
feels they provide a tremendous service for people who here believes in their product you all
should put up your hand right now because if you don't
(39:24) put up your hand right now guys I would highly recommend you off honestly who here
believes that they provide a tremendous service to the people that they help and coach and
train and provide yeah you all do right so the first thing I want you guys to do is never think
yourself as a sley salesp person ever because what you're doing guys is you're providing a
service that ultimately helps somebody solve a problem that is preventing them from having the
life that they want to have so this age-old of being a old used car salesman and
(40:00) sleasman and all this kind of garbage that people throw around about salespeople is
completely full of all you guys are doing is you're walking with Integrity every single day and
you're helping a tremendous amount of people and you're doing it from a place of care want
desire to actually make a better stand in the world and if you don't believe that guys I don't think
sales marketing any online business is for you I think you go to a night to Five Guys and you
lock yourself and cubicle with no windows and you just
(40:29) hammer it out every single day for the next 30 Years yeah because I don't think any of
you are slay SPS I don't think any of you shouldn't help a tremendous amount of people
because if you're in this program with Charlie and the guys I know that your integrity is
absolutely at the top of your mind and I know that you're doing things because you actually want
to help people would that be fair to say yeah so the reason why I say this guys is because
people fold when it comes to objections people believe that
(41:05) you know they're getting combative you know they're getting in a position where they
can't help somebody they're getting in a position where they don't actually say what they need to
say because that person is going to get offended or that person is going to have their feelings
hurt who here has ever had a hard conversation from a very loved person whether with a family
a friend or relative and they've actually given you something which is the truth and you stung for
a little bit but you
(41:32) actually made better decisions about it moving forward who here has ever been in that
situation I have yeah have you all been in that situation have you all been in a position where
youve actually had a higher conversation with somebody or someone has had a hard
conversation with you and your actions and your beliefs changed and you've been in a better
position because of it yeah that's what sales is that's what objection hand Ling is you're politely
telling that person that you feel they're making the
(42:05) wrong mistake you feel that they're doing something that's not going to induce them
getting to the end stage of where they want to be okay and that's what objection handling is all
right so do you feel what I've gone through can get you to where you want to go the reason I say
can guys sorry for going on a tangent the reason I say can is because I want to insert certainty
into this conversation okay can and will are the only two words that you should use when you
objection handle can and will okay if you're doing that if but
(42:39) maybe could would should there's no certainty there there's nothing that I can tie into
there's nothing that I can hold on to if I say this do you feel what I have gone through could
potentially get you to where you want to go what you're automatically you're going to get from
that person is more uncertainty this is the absolute answer you're going to get yeah I feel a
potentially do you feel like this should get you to where you want to go yeah I think it possibly
should what you're doing guys is you're
(43:10) inserting in you're inserting insecurity into the conversation and you're going to get it
back okay so the word you use is very simple do you feel what I've gone through can actually
get you to where you want to go what that makes that person do guys it makes them swallow it
if you think about it and they actually have to sit in it for a second or two and actually go back
into their head of what I've just gone through because who here is certain on anything in life who
here knows every single day and are certain on it that they can
(43:43) brush their teeth effectively who here is certain that they can drive a car yeah who here
if I gave them a map knew that they can get to where that map states most of us yeah the
reason why I say that guys is because you have your own internal beliefs that you know exactly
what you're doing when it comes to that actual action okay so the words are can and will that is
all we got to use all right any questions on that guys of how you change up the different wording
and why it's more powerful to actually be more
(44:25) certain no okay good okay now after this guys this is the next question this is going to
get you to the real objection so when you do go and think about it what do you feel is coming off
for you or possibly now that is coming off you that makes you want to go away and do that now
what that person is basically going to tell you is either one of four things they're going to give a
parent objection which is another smoke screen that I have to go through they're going to give
you a money concern they're
(44:52) going to give you a logistics concern or they're going to give you fear that is the only four
things that are going to happen here guys when you actually ask a question like this when you
get those answers guys now you know you're falling down the spider web and that's when
you're actually on the next heart okay and we're going to go back to in a second okay so when
you do go and think about this what do you feel is coming up for you or what do you feel that's
potentially coming off you right now
(45:15) that makes you want to go away and think about this yeah it's just a lot of money money
concern yeah I'm just a little bit uncertain of things fear yeah I just need to go away and just look
at the bank accounts Logistics yeah see how it actually filters into where we need to be now
okay this is what will come out guys okay they could turn around and say yeah it's just a lot of
money I just need to go away and speak to my partner what is that objection then how many of
you got that yeah it's just a lot of money I
(45:46) just need to go away and speak to my partner you think that's a partner objection or do
you think it's a money concern so you got to actively listen to what actually comes up guys from
the answers and the questions that you ask money correct yeah so when you ask question guys
and you do it in a non-combative way and you say to that or if you turn around and say to that
person I just spent an ER with you what more do you need to think about how many of you are
done something like that yeah what do you need to think
(46:20) about when you do things like that guys you're creating tension you got to massage the
convers iation into that person telling you what the concern is okay so when you go away and
think about this what do you feel is potentially coming off you that make sure you want to do that
well it's just a lot of money it's just something that you know we weren't expecting Fe honey
when you go away and think about this like what do you feel is coming off you that one should to
you know sit in it for a day or
(46:50) two yeah it's just a lot of money we're like moving around and we just bought this new
house and x y and z money Logistics so the more questions you ask guys and the better that
you massage this conversation the clearer that you're going to get your real objection the faster
that you can overcome it okay this is the biggest problem that I see time and time again guys is
people up people up the front of it okay let me share something with you objections are like this
guys if you think of it I'm going to do my terrible
(47:27) drawings but anyway let's watch this so this is this is objection handling okay if you think
of it right it's all a filter it's all it is at the top you need to be non-combative at the top up here
guys you need to be very open okay as you filter the conversation down guys you need to apply
the pressure you need to go binaries from here on out and we'll have to go through that another
day but that's a different training so so at the top guys it's very loose it's very open it's very
friendly
(48:01) as you filter the conversation down as you filter through the objections guys as you get
closer down here to making decisions then you got to apply the pressure okay but in order to
get here guys you have to allow that person out of their own way you have to be non-combative
and you actually have to be friendly because if you apply the pressure too much up here it's not
going to go down okay you're not going to get that person to know like feel trusted with you okay
any questions on that guys no pretty straightforward all right
(48:38) let me finish this up here so as I said guys you're going to get one of the four once you
go through to think about an objection okay the partner is another smokees screen and then it's
going to break up into your fear money or Logistics all right now if you think of it guys when we
come back here this is what's going to happen typically you'll get a think about objection more
often than not it'll come to another parner objection because you got rid of the first smoke
screen they potentially
(49:10) pull out the second smok screen from there then once you go through the par objection
and you go through that whole framework you're going to get one of these three things okay
anybody have any questions on that s yeah I have I have a question so yeah what if they say uh
because I never make a decision on the first call yeah how many people have walked into a
shop and actually picked up a pair of shoes and bought the pair of shoes a lot of people yeah if
you had if you had 10 grand in the bank and you saw
(49:47) a pair of $50 shoes and you walked in and you saw them and they were the perfect
shoe for you would you buy them or would you put them down and say I don't have like I just
don't make decisions on the first you buy the shoe you buy the shoes if you're driving home late
at night guys and the front tire blows on your car and you're sitting in the car and you're saying
to yourself I don't make decisions exactly when things happen so I'm not going to call out the AE
I'm not going to call out the car
(50:17) company and I'm not going to get my tiar fixed I'm going to sit here for the next 12 hours
until I'm able to make a decision tomorrow who here would do that nobody so logically guys you
got to think about it that's another smok screen it's an issue it's a concern there something
behind that that ultimately allows that person think believe and know that that's what they need
to do in order to be in this position right here right now okay so you got to understand like what
you're dealing with that's that's
(50:49) massive smok screen okay it's the same thing as somebody saying let me go away and
think about this it's the same verbage it's the same idea it's the same processes the same
actions so would the way to overcome that be a similar thing like ask them why they don't do it
on the first one but in a subtle way that's not too blunt you want me to do which you right here
right now in front of all of these mad people yes sure right okay who am I speaking to actually I
can't see your name sorry uh it's Conrad Conrad okay
(51:19) buddy you got to put on your camera I can't see it okay con so give me the objection so I
say to you Conrad look I don't have a whole lot more to go over with you buddy so the next step
from here is we get you all set up and we take you on as as the best next T and slice bread
there you go there's your pitch there's your hook what are you saying give me the objection uh it
sounds good but I typically I never I never really make a decision on the first call so I'd like to go
away and U think about it first
(51:46) yeah okay yeah you're right so so they'll say that okay very very simple okay now I can
definitely respect that can I ask Conor before you do go away and think about this do you feel
like in your own opinion that what we've gone through can get you to where you want to go or
how do you feel because that's literally the most important thing for me yeah okay I see what
you mean yeah straight back into that you guys right here right now in front I believe I believe it
can can get me to where it wants to be but I really
(52:13) I really don't make a decision on the first call no no no I'm not decision but I just want to
figure out that what we've G through can actually get you to where you want to go and you
believe that it's going to get you there like where do you feel that I yes yes I do believe that uh
because well from what we've said on the call it seems like you guys are you know very well
planned out you're not really the same as other agencies are spoken to um so yeah that's that's
the main reason okay so like when
(52:39) so I appreciate you saying that so now I just got the yes all right now I'm going to go
back very very simple I'm going to ask the person okay so like I know you mentioned to me that
you don't necessarily make decisions on the first call and look with all the respect it's not
necessarily your first call uh it's not the first interaction that we've had because you've obviously
gone through systems and structures to ultimately be here today would that be fair to say like
you wouldn't be here today if you
(53:02) didn't believe no one and trust that what we've gone through today can actually get you
to where you want to go would that be fair to say yeah that that would be fair to say yeah
because you've done your research I imagine you know I can't imagine you're a person that just
jumps on random calls or random people all the time so you've you've done enough to put
yourself in a position today that you want to actually have a conversation with me and my
company all right so now I've just got rid of the
(53:23) smoke screen and what I'm going to do is I'm going to double down I'm going to ask that
person so when you when you mention to me that you don't necessarily make decisions on the
first call where does that come from is it a case that you're just a little bit uncertain on the
process you're a little bit uncertain on the investment or like what's behind that could I ask well
it's usually I tend to make decisions to make a a purchase on the first call it's happened to me
before and then the
(53:49) agency ends up uh not delivering and then I regret that I did it on the first call without
thinking about it first okay so know where we're at guys this is fear now everyone see what
we're doing everyone see how that work very calm very collected never changed my tone very
easy now we've gone all the way from a Tinky B we've gone all the way into I'm not making a
decision on this call but now we're into fear so if you think about it guys we're just going down
the layers of the objection most of you guys will get
(54:25) absolutely don't on that first one you won't be able to keep calm you won't be able to
keep cool you won't be able to deal with in front of 60 people that I've never met in my entire life
before and get it into a position where I'm now overcoming fear any questions on that this yeah
see how easy it is when you actually know what the you're doing see how simple this is when
you actually know how to overcome objections who here has another objection that want me to
overcome cuz I got another 20 minutes guys uh so the
(55:00) floor is yours you can ask questions you can give me objections and I'll show you
literally how to say it what to say and what to do Bill oh sorry you can you can say first okay
thank you man bill you know when you were covering that objection you mentioned that so
obviously you know you do know who we are you've gone through our systems and kind of you
did have to follow a couple of steps to get on this call so you do know who we are what if at this
point because I suppose for a couple of people here all the leads are
(55:29) coming from outbound when they say well you rang me you told me you can help me
with this and that's why I'm here talking to you sure okay and can I ask from the conversation
we've had because we spent an hour with each other from the information I've shared with you
do you feel that's going to get you where you want to go do you feel like that's going to help you
so you kind of neglect and then kind of transfer it's not necessarily neglect but I can only speak
on what the person
(55:56) has done yeah I can only speak backwards okay and I always tell my guys inside we're
not Benjamin we're not Benjamin Button but we can only speak on what we've experienced who
here can speak on tomorrow who here knows what's going to happen to them tomorrow who
here knows what happened to them yesterday put up your hand for me please please please
please put up your hand if you know what happened to you yesterday yeah everybody knows
what happened to them yesterday who here knows what's going to happen tomorrow
(56:26) who here know knows as as morid as this may sound who here knows that they're going
to wake up tomorrow nobody okay so when you're objection hanging guys you got to go
backward okay because if you talk about the future you cannot make a decision on the future
because you don't know what the future holds you got to go backwards backwards backwards
backwards when it comes to objection handling yeah okay what other objections you guys
getting um yeah if if you have a if I have money uh objection I was thinking
(57:01) about uh two ways either giving this guarantee I give a money back guarantee or going
with the perform performance-based offer I'm since I didn't really use the performance-based
offer I don't know if I if I should stand to the money back guarantee and not talk about the
performance offer or go to this way yeah Okay cool so here's the TR on all these kind of like
guarantees that we give out and we give a guarantee out as well um here's the truth you first got
to figure out that that person beli that what I've gone and
(57:38) given them can actually get them to where they want to go because if I don't and I give
them a guarantee on something that they don't know is going to actually allow them to achieve
their goals then it's all a waste of time the guarantees are only the last 10 15% or something that
ultimately helps somebody out of their wrong way but until you actually get the ideology and the
conviction that what you've presented can actually get them to where they want to go you can
guarantee the Sun the moon
(58:02) the stars and everything under this Green Earth but they're still not going to move
forward okay so guarantees are a fantastic way to pull over those last 10 15% so people that
are still a little bit uncertain okay but if they're uncertain if they're like like 10% certain that this is
going to work a guarantee is not going to do 90% of the work yeah but a guarantee will carry the
last 10% so if they're 50/50 the guarantee will bring it to 60 I guarantee that okay you got to
know where and what you're not selling a
(58:33) guarantee or selling the outcome and you're selling the idea of what I've given you is
going to get you where you want to go yeah yeah but the question was more should it go
forward with the guarantee or maybe um if if this isn't enough tell them yeah if you don't have
money currently okay all right we can do a Performance Based offer should they go or should I
insist on the guarantee that there's no risk for them if they want to work with us yeah look there's
always a risk and that's what I want you to
(59:11) understand there's always a risk you know don't be afraid of the risk the risk is also you
bring them in then they do absolutely nothing that you tell them and now you've risked your
Capital your energy your time your commitment your team's effort and all the rest of the stuff so
there's always a risk guys there's always a risk everywhere you go what you do okay you got to
mitigate the risk but you got to ask yourself the question which is going to be more powerful for
you which do you think
(59:35) you're going to be able to deliver more on the guarantee or the actual
performance-based industry aspect okay you know that's what I would be asking which do you
feel more comfortable with because it's not about mitigating risk all the time it's about what you
believe is going to get that person to where they want to go and if you're hot and you feel that
you can make a business based on performance- based aspects then you go and do that you
know if you truly believe that your product your service your
([Link]) commitment your energy everything that you want to give to that person is the best in
the market then you can work on no money down and you can build it all on performance and
you just up the anti in terms of commissions or base or whatever it may be on the back end you
know that's what I would say 10 more minutes guys and we're going to get out of here I got to
go pick up my little girl from her school so I got 10 more minutes guys um if we have any other
objections that you guys are stuck on anything that you have in terms of
([Link]) process please let me know so yeah I have I got one um what if their objection is like
they don't trust that I'm the guy or I'm the agency that's going to solve their problems go again I
just bu is tunder lightting here at me window what was that go again with the question sorry I'm
listening to the here okay okay yeah what if um the objection is that they don't think that I'm the
guy that that is gonna fix the problem yeah very good question very good problem very good
issue okay if they don't
([Link]) believe that you're the guy guess what they're not them if they don't believe that you're
going to get them to where they want to go guess what they're not [Music] doing maybe my own
confidence no they're just not giving you money it's as simple as that if they believe that you're
not the person that's going to help them get where they want to go they're not giving you any
amount of money yeah if you guys didn't believe that Charlie was going to help you build this
business hands up
([Link]) here would just give money because you know you just hoped wish and pray you all
had a some element of certainly that Charlie was going to be the guy that helps you out of all
the marketing agencies under this Green Earth yeah you've all believed that and that's why
you're here because if you didn't believe that you wouldn't be on this call yeah now you've all
based that on the conversation you've had but also based on the past experience and also
based on the past results that Charlie
([Link]) brings to the table that's how you make the logical decision that you wanted to move
forward in this actual mentorship now if you guys didn't believe any of that you wouldn't be here
and if you guys didn't believe that Charlie can help you guys if you just do everything to the
absolute T then you wouldn't be here so that's more of a conversation of have I done enough to
actually put this person in a position where they know like and trust me and believe that I'm
going to get them to
([Link]) where they want to go there's not objection handling that can solve that issue bu that's
why I always tell you guys you got to get the certainty first that what I've given you is going to
get you to where you want to go because that is the introduction that ultimately is that person
agreeing that I want you to objection hand me now because I believe that you're going to get me
where I want to go and I'm just in a position where I have fear I have insecurities I have
concerns I have problems I have issues
([Link]) and I want you to help me overcome them that's what I always tell you guys do you
believe that what I've given you today can actually get you to where you want to go that is the
guar that is basically the person saying I know you're my guy but I'm still fearful if you don't get
that guys there's no objective handling that can help you overcome people that don't believe in
you because what will happen anyway guys if you even do get people that don't believe in you
they'll come into your
([Link]) program they'll be the worst students they'll be the worst clients they'll be the work
Partnerships and then they'll just blame you and up here took on clients and it was a nightmare
Ty one in the chat for me guys or put up your hands who here has took on people and you knew
you shouldn't have took their on and the only reason you took their on is because they gave you
money we all have I how you learn that's how put your stick in the ground and say you're not my
guy and the more you make the more better you
([Link]) get at that guarantee you because the more I made and the more the company made
and the more people we have and the more coaches Consultants trainers whatever that's when
I'm basically saying hey you're not my guy keep skipping Skippy move on yeah and you can
only get to that position guys when you actually can sell enough people of the right people so I
understand where that come from okay but you can only tell people what you do based on the
results that you've done B what about an objection where
([Link]) it's like I love what you're offering um let me just chat to the team crunch some
numbers but I really like this I like this a lot okay so what that is another smoke screen and that's
basically in a B2B aspect and a small mediumsized business that ultimately want to blame
everybody else that's a partner objection yeah yeah and you just basically do this and I'll just
feed this up you okay and now I can definitely respect that you want to go and crunch the
numbers and speak to the partners can I ask nobody when it comes
([Link]) to making the decision who's in control of that like who ultimately writes the checks
every single month and pay everybody yeah yeah the owner the owner they let me make these
kind of decisions but I still need to just Passive by them okay so you're now you're not speaking
to an older you're speaking to some middle management or something yeah that's probably the
first problem that's the first issue correct who you're speaking to some that doesn't hold the
credit card the only person that you
([Link]) want to speak to guys is the person that makes the financial decisions for the
company that is it you speak to Gatekeepers you speak to business owners or you not business
owners you speak to managers you speak to CFOs CMOS all this other the only person you
should actually speak to guys is the person that has the credit card and the person that makes
the financial decisions in the company if they say in the beginning of the call I yes I do make
decisions and at the end they're like yeah I make decisions but you okay
([Link]) cool so like let me ask you this when you say you make decisions so you ultimately
make all the decisions for the financial investments of helping this company grow forward yes I
do but I still need to work it towards the owner now so I asked you a question with combative
and what did you say yes I do but the was the most important thing because that means you're
like yeah was basically you telling me yeah I do I'm trying to hold on to any ego that I have in
this conversation I'm trying to hold on to
([Link]) any element event like Equity thinking that I'm the guy when I actually am not the guy
because it took you five extra words to say but and the but means I'm l so you're actually not the
guy I'm not the guy no yeah you might think you're the guy yeah but you're not the guy and it
only took me one question and five words for you to get the B they say well okay you you say
okay yeah well no you just you push forward and you actually okay you you try and get that
person on the call cuz that's how you get deals done there's no
([Link]) point talking to middleman yeah let me ask you this guys was this helpful or have I
completely fun you out for the last hour and 20 minutes has this been helpful have you guys
seen how easy sales is if you think about it when you break it down to actual understandings
when you break it down to the actual problems concerns issues insecurities that you have to
overcome when you break these sales calls down to five things and the person that overcomes
five things makes all the money yeah K's going to pop a link into
([Link]) um into my group I'm not going to pitch anybody guys because I really don't do that I
go on all of these calls with people and I do not Pitch you what I will offer you though guys is
free training you're all like what there's nothing free in this world yes there is come me to my
group get all the value under this green sun there's a tremendous amount of free content in
there there's a tremendous amount of free giveaways in there there's tremendous amount of TW
steps in there there's a tremendous amount of trainings
([Link]) in there all i' i' ask you to do guys is go in there apply it make your money and just
thank me that's it and if you want to work with me great wonderful but you don't have to okay so
go into that group all right the link is there um let me know that you guys can actually get into it
let me know that you can actually enter into that group it's called the objection box Community
okay so that's all I'd like you to do guys I'd like you to jump into our free Facebook group take all
the
([Link]) free training in there guys do I have a school group I do Jaden but like for us I'm very
I'm in a position where I want to take complexities out of my business what I mean by that is I
can't live stream into school with pain in the ass for me and how I run the company so we just
do it all on Facebook to be honest we do have school we do have other platforms and stuff but
predominantly we just use the fre Facebooks and and uh the pay groups on Facebook all right
so all i' all I'd ask for you guys to do guys um is to go into
([Link]) the free Facebook group if you've taken value from this call go in there and just tell
people that you took value from this call that's all I want that's my that's my pay if you can do
that for me guys I'd appreciate that that's all I want okay now when you go in there guys um
there's going to be a tremendous amount of trainings in there I I think we have probably about
50 hours of training in there Karen for nothing that be fair to say least so we've got a load of free
trainings in there guys if you
([Link]) guys are stuck on objections you guys are stuck on processes you guys are stuck on
how to ask like questions go in there there's a loot of free content in there there's a loot of
trainings in there all I would ask you to do is apply it go make your money and just say thanks
that's it that's all I want you to do if you can do that for me guys I would tremendously appreciate
it is that a fair tradeoff is that is that Gucci as you cool kids say is that fair enough is that Gucci is
that Gucci is that what
([Link]) you pool kid say that's all I want um so go into free group guys download the trainings
go put it into action and go make your money all right I truly believe in Charlie I truly believe in
everything that he does so I'm more than happy to come in here and help you guys all right the
faster he gets good the F you guys good and it's just a pass on it's a big circle all right anyone
any questions before I leave anyone anything that you want to ask we got another two or three
minutes and then I got to go can I ask one for one
([Link]) more objection go for it all right so uh this is for real estate agent says I have never
paid for any leads why would I pay now I will not pay for I will not pay for before I close a deal no
no I respect that you haven't paid for any leads can I ask David with your goals in Minds do you
feel that you've achieved them or you haven't um not where I want want to be yet okay so you're
not where you want to be okay so would it be fair to say that the actions the determinations the
commitments and the
([Link]) decisions that you make over and over and over every day is going to get you where
you want to go or you're going to have to make some small changes I definitely will have to
make some small changes um but still not sure what those changes might be yet would it be fair
to say that the changes that you may have to make that you may end up having to pay for some
leads in order to get to the income that you want to get from you and your family yeah I do think
that's a that's that one done too thanks yeah how do you just attack you
([Link]) just attack the eloms because hands up here who's at the El that they want who here
is that yome that you want in their life I'm Not Who here is that yome that you want in the Life
nobody okay so the actions the determinations the commitments the decisions that all of you
make every single day really are going to do one or two things they're going to push you
towards your goal or they're pushing you away from your goal if I asked all of you right right now
do you believe that you're giv every
([Link]) thing that you can to your business most of you will turn around and say no if you do
some soul searching would that be fair to say so you just ask people are they where you want to
be because you can't lie because if you are where you want to be then you wouldn't be on the
call would you if you're the most ripped guy on this green AR you wouldn't be looking for 150
different ways is way would you so your goals and where you are today never like all right let's
go one more if we wanted if not then let's wrap up
([Link]) sisters go for it b a quick one there for you um we're an agency we around a while
most of the sales we've made over the years actually haven't been on a first call Y um what's
are heard varing opinions from Charlie and others as regards heard go for it on first one or
whether you just give someone a little bit of space interested yeah it's hard Alan because look if
I said to you bud um over the last 20 calls everyone that you've given space to how many of
them actually turned into a pay
([Link]) client yeah I'd say most of the clients we have do actually come from second calls but
I'm becoming a bit more aware of should I be trying to close these out quicker I'll ask you a
better question for all of these people that you spoken to Under first call if you actually help
them overcome their own fears limitations insecurities on the first call how many one would have
turned into a pain CLI bastard yeah well that's what I'm working on becoming better at but um
what I yeah I think you're right you
([Link]) know but sometimes we um sometimes it's it's we actually do people at disservice by
not telling them what they want to feel you know we're trying to protect their feelings rather than
giving them what they actually need to hear you know and if you like if you truly believe that
what you present there's two there's two things that are going to happen for you time and pain
the more time that they spend the more pain that they're in the fact that they're going to make
the decision now
([Link]) if you speed up that time and you speed up that pain and you base it on on past
experience and you based on how long they've already been in time and pain how many more
people are going to make a better decision moving forward because the difference between
you Alan making 20 grand a month making 250 Grand a month is how you get people to make
decisions quicker and faster because if like if you're telling me that they're always coming back
anyway they're always going to come back you know the best clients that
([Link]) you're ever going to get are the people that are willing and and open to making
decisions on the call would that be fair to say oh absolutely yeah you know I mean even when
they ring the office you just love the one ones that come in and just okay come on yeah yeah
yeah I'm good to go yeah because what happens there Alan is they've done their research they
know what it is they they've you know done all of the due diligence as people like to say um
and they're good to go they're going they're coming with a card in
([Link]) their hand but I guarantee you like if I if I listen to 20 of your last calls I know there's
probably at least six in there that should have been closed if you only tied up the objection
handling you know that's how that would have happened now what's a pain time for you bu on
an average deal an average size deal an average company what would that be uh between a,
and 1500 a month okay so would it be fair to say that you know that six grand that should be in
your company's bank account every 20 call you
([Link]) know what I mean a part of outside of the people that obviously deal buy you know
because as they say a bird in the hand is better than two into the what yeah no it's it's just
something I become more ious of really is kind of just not letting people kind of go away even
though some come back as I said it's some some but that's not most you know because if you
think of it guys when they leave we live in a world guys where this thing has most things to be
quite honest with you this thing right here guys we're constantly
([Link]) looking for instant validation we're constantly on to the next thing we're constantly
hands up here who's been like through five different variations of what you built or already I've
done like two yeah we've all like I want to I want to start an agency to help I don't know tree tree
tree surgeons and then it's like oh there's no money in tree surgeons let me go and help
agencies over here that are you know providing leads or whatever so we're constantly chopping
and changing now guys if you leave
([Link]) people fall off your call this thing is going to take over they're going to go on Instagram
they're going to go on Tik Tok they're going to fall into someone else's vssl they're going to fall
into someone else's marketing and that's where their attention is what you guys are buying
every single day is attention whether you're doing it with paid or you're doing it with Organic
you're buying attention and it's the person that turns attention into dollars who's going to get the
([Link]) best and do the most okay so that's what I would say to you Alan I would say this to all
of you guys you're actually doing them at this service by leaving them after call without feeling
that you've given them a punch in the dick you know who who here would feel that they would
fall off a call with me or my team and feel that oh that wasn't too bad Bill didn't hurt my feelings
Bill didn't tell me how I present myself every day didn't build and his team didn't Shine the Light
where I where I want to hold
([Link]) on the darkness and though Pier would feel that Ando Pier would feel that I will go
through you for a Shar cut if you get your own way and I don't do it because I'm a prick and I
don't do it because I want to be this mucho sh that people perceive it to be what I'm trying to do
guys is I'm trying to help you overcome your own fears imitations and limitations because we all
nobody wants to do anything but everybody wants to have what everybody else has you know
and that's just the reality
([Link]) guys so we got to get them out of their own way we got to push them out of their own
way out of their own insecurities and pains and problems all right okay thanks who here has
took value from this please tell me somebody cuz if not I've wasted the last a and a half of my
time and I've flown all the way back from Tonto for nothing has everyone got some amount of
value appreciate that good yeah sales guys is the Cornerstone of your company and I say that
like Carly might tell me I'm full of but I think sales is more important
([Link]) to marketing I really do um because if you can't have you can't have a great company
if you don't have a great sales process you know and marketing if you just want to rely heavily
and solely on marketing guys without actually learning how to do sales you're going to spend a
tremendous amount of time marketing okay because if the way you make sales guys is
predominantly just from marketing it takes so much time you got to put so much in and you'll get
people like this you'll get people be like like I followed you for
([Link]) the last 6 months I followed you for the last 12 months I've been following you for the
last two years and I don't know about you guys if I can just get better at sales then I don't have
to put that amount of time effort and commitment into it now when you combine the both
together guys that's how you do the hundreds hundreds and hundreds and hundreds every
single month that's how you get into a million AMS and so on and so forth when you combine to
you you you apply long-term marketing with great
([Link]) sales that's that's the game that's it over so I would implore you guys to get better at
sales as well as looking at your marketing aspects of things right now uh and that's how you win
the game long term okay if you think of guys there's only three things it's it's Marketing sales
and fulfillment that's all you got to do as a business that's all you got to do as a company all right
so I got to go I got to bounce I appreciate you um if you have any issues problems concerns
getting into the
([Link]) Facebook group just let us know all I'd ask guys is for you to post whether it's in the
school or come into my Facebook group and just give us your golden nuggets of what you've
done and what you've listened to over the last hour and a half just tell me very honestly if you've
got value from it I would appreciate that the team would appreciate that and like always guys if
you have any uh problems or issues or you have any questions please do comment let us know
and we'll help as much as we
([Link]) can all right guys behave yourselves see you later ciao bye-bye