Diagnosis

Hey guys, a port of a pond day here. So today we're going to go through sales, how to take complete strangers and get them to trust you, pay you, and grow with you. So here's what we're going to cover. One, the most important function of your sales call clarity. Number two, the science behind sales and the numbers and what you should be expecting over the coming years.

Three, the script we use and we recommend you use and how to get the gold. Four, tracking. Five, what tools we use and recommend. And you probably already have a stack, but it'll be helpful to see how we do it. Six, keeping an eye on objections and getting commitment. Because if you can't one call close, what should you do? Is that okay? And then lastly, we're just

going to go over some sales wisdom. So let's begin with clarity. So this is really, really important because the most common mistake I see in sales calls is people start giving advice. And you're not there to solve their problems in the sales call. This is really important. By giving advice, you're devaluing your product. You're devaluing your company. You're devaluing that advice and people are less likely to

take it. And so anytime someone gives advice on a sales call, it's sort of like a lead banded. So it'll stop the bleeding and make them feel better for a second. They'll be like, oh, okay, I guess that's good, but they might not follow it. They might not follow it properly. And at the end of the day, this banded could end up poisoning their business more than

stopping the bleeding. So don't go into solve their problems. What you're there to do is define their problems. They're coming in with a lot of pain. And you can see here, this is the past and what brought them here. This is their present state. This is their future state. And they're all kind of jumbled up and they're like, oh, I don't know what's going on. I just

really need to solve this problem and you're there to define it and then separate the future from the past so that you can place them in the present. So okay, where are you? What led you here? Where do you want to go? Okay. So now you know you're not what led you here and where you are. And you know you're not where you want to go. What

do you want to decide right now? That sales right here is where sales exists. You're not there to trick them. You're not there to get them all juiced up and excited, although those things are part of it. Once you bring them into, not not the tricking part, but once you bring them into the present state, they're going to be able to make a decision that's best for

them and their business. And that's what a sales calls for, nothing else. You want to bring them absolute certainty and clarity on where they are right now. A lot of people don't have that. People are delusional in certain aspects of their life. You want to define that rigorously. You want to find out where they want to go. If they don't have a goal, they're not going to

solve the problem. You got to have them have a goal. And then by asking questions, you're going to put them here. I'm going to repeat that again. Where are they? Where do they want to go? What are they going to decide to do? This is sales right here, the decision. All right, the science and numbers. So we are going to rigorously apply these scientific methods to every

single thing we do in this course. So you're applying it to automated that bound. You're applying it to your new model offer. You're going to apply it to sales. And the reason for this isn't because I'm like a note-taking, log-making maniac. It's because sales has its ups and downs. And so you're going to have some months where you sell a lot and then you're going to have

some months where you don't sell a lot and you're not going to know why in the beginning. And I mean, even now we have months like that. And the only way to correct that is if you've logged these things, if you can go back and be like, okay, so on the good month, what did we do? What did we say on the sales calls? Who were they

types of leads we were getting? Where were we getting those leads? If you're not tracking those things, it doesn't work. And I just want to make something really, really clear. You don't have an experiment if you don't have at least 30 calls. So if you're trying out a new niche, trying out a new offer, it's not an experiment unless you have 30 calls. So when you're going

to get on a call and ask for help or say it's not working, we're going to ask you this because 30 calls is probably the smallest sample size you can use to judge whether or not something's working. Okay. And then you don't have an experiment if you haven't tracked and recorded least 30 calls. You got to record your calls. You got to record your meetings for two

reasons. One, like I said, you want to be able to go back to them when you do start having a slump or if you're hiring new people. And two, you're going to start using that language for the ads later on and you're going to blow up by using that language. So just get really comfortable with recording them. But even if you have 30 calls and you haven't

tracked and recorded, it doesn't count. It's like if a tree falls into the forest and no one's ready to hear it to make a sound, it doesn't matter. If you have 30 calls and you don't record them and track them, it doesn't make a dent in your business. It doesn't matter because you can't go back to it later on. Everything is going to be long-term. You got

to have long-term consequences for everything you do, so track and record your calls. Okay. You don't have a business if you don't know how many out of the 30 calls closed and became money in the bank. If you're not tracking that, you don't have a business. You're an entrepreneur. You're a hustler. A businessman knows exactly what goes in, what goes out. Two, you don't have a business

if you can't consistently generate 30 calls. Okay. Next, you don't have a business if you don't know these numbers weekly, monthly, quarterly. And we're going to ask you these things because now wherever your focus is what grows, you know, and once you start focusing on this, business becomes easy because it'll just grow. You know, plants grow when they're watered. You got to water these things too. All

right, now we're going to go over the scripts and getting the gold. So the goal is a one-call close, which means money in the bank on the first call. And it may sound insane. It sounded insane to me the first time I heard about it and tried to do it. But it's super important that you set this as your standard because you're going to be so much

better than everybody else in the market and sales will not be a competitive point for you anymore. And if you can't close, you're either going to get a deposit or a credit card number to find out if they trust you or not because people say, yes, yes, yes, all the time, they're just for whatever reason in this day and age, people just don't want to say no.

And so you've got to get them to say no or get them to commit to doing your program. Or service. Some people have procurement processes where they decide once a month, once a week, they have proposal processes and all that. If they say that, they're like, oh, I can't do business with you today. Just get really specific about it to understand it. Just ask questions. How does

it work? You know, find out what you need to do to be able to be a part of that process. And the bigger contracts you get, the more this is going to come up. So don't shy away from it. But you will be able to get them to verbally, physically, emotionally, spiritually and enroll what you want to do with them, even if you don't get the full

money in the bank in the beginning. Okay. So don't let the procurement process stop you. People usually have people usually have like a discretionary budget that they can spend for these deposits and stuff. Okay. So let's go to the end of the session. We have a practice that we use every time we are about to go into a sales call. So five minutes before the call, we

sit down, clear everything, turn things off, nothing should be distracting, get the recordings all set up, and then we go over affirmations. This is to ensure that you're not going to be on the call trying to get the sale. You're going to be on the call trying to help them make the best decision possible. So based on what kind of person you are, if you like doing

the same thing every day, if you go to the gym and have the same workout every week, every month, go with just the regular affirmations and then place your mission here. So you keep reminding yourself of it. If you like variation, you like travel, like a lot of us do in this course, you like different kinds of foods or different kinds of workouts, whatever, try this evidence-based

affirmations. And you're going to say is blank, whatever outcome you want, is this client going to vibe with me completely and make the best decision for his or her business, whatever that may be, create a statement for yourself. And then you're going to go down here and say yes, because, and then you're going to just list a bunch of reasons why that will happen. Okay, so this

is called stacking. And when people do this in a negative fashion, they get depressed. When people do this in a positive fashion, they become limitless. So a negative fashion would be like, am I going to be fat next month? Yes, because I like chocolate too much. I like ice cream too much, you're begging yourself to get to that desired outcome. But if you say, am I going

to be going to have a six-black next month? Yes, because I'm going to work out every, I work out every twice a day. I run a lot, I'm on a keto diet, I'm on a blah, blah, blah, blah, do you understand what I'm saying? You're pulling yourself to the outcome that you desire by stacking. Okay, so part one of the script is just niceties. So right when

the time is for the call column, if you're doing in person meeting still, I'm sorry, but beyond time, like that's like table stakes for getting in anywhere. Don't be that guy that's late. But just begin with niceties, how's your week going? You know, little chitchat, 10, 15 seconds, not too crazy. Don't get away from this because you have to set the container for the call here. And

just, you're going to say, how's it going? They're going to answer. They're going to ask you, how's it going? Probably you're going to answer and then just get into, hey, let's dive right and get started with the call. Sound good? Now, what's important about this is this shows that you're not someone that wastes time. So they're not going to BS you. They're going to get right to

it and they're going to get to business. So that's super important. Okay, part two, you're going to set the tone. So you're going to say exactly how the calls work. What we usually just say is how these calls work is ask some questions about your business in life and where you want to go. If I think we're a good fit and you do as well, and I

believe we can help you, then I'll go through the offer and how it works. Sound good? So you got to set the tone that look, I'm asking questions here. I'm going to find out more about you. And then only will we get into what works and what doesn't work. Okay. And if people try to pull you towards what works and doesn't work, just politely be like, okay,

I just got a couple more questions to ask and then I can give you the best answer for that. And I'll show you why we're doing this later on. Cool. Part three, you're going to start finding the pain. Okay. So here we're going to say what motivated you to take time out of your day. This is basically like, hey, what's going on? And some people go into

absolute detail and just blur everything out, take good notes, separate those three states, like I mentioned before, past, present, future. Sometimes people will just be like, hey, like, I love you guys. We just want to work with you. How can we get started? Okay. And if you've qualified them correctly, correctly already, then go into the offer. Otherwise I still recommend you getting the impact and go through

the rest of the scripts. But if they give you any sort of vague statements, get really, really clear and use these questions to get clear. Okay. One thing you got to remember is every single reply on the call is either going to be a cry for help or an act of love. Okay. And get really good at separating these two. This is just a random tip, but

it's going to really open up how you approach these people. Okay. Part four, you're going to go into the current state. Everything on your market, change the script accordingly. Part five, you're going to learn more about them and find the pain, what's going on, why things aren't working. So again, change the script accordingly to what you're doing. Part six is the desired state, what the future is,

where they want to go, what do they need to solve, why they want to solve it. Okay. Part seven, this is really important. You need them to admit that they need help. A lot of people don't solve problems because they don't accept that the problem exists. So this is you giving them the ability to accept complete responsibility for what's happened and what's going to happen, which is

probably the most important part of the entire human condition. So say a statement like this, you're currently at a current state and you want to get to desired state what's stopping you from achieving that on your own and to only move forward if you hear one of these three. And you're going to hear it in different ways. Just go back and clarify and be like, if I'm

hearing you correctly, what you want is X. In order for you to do that, you need to do one of these three. Okay. Sometimes it's a combination. All right. Once you get that and they admit that they need help, then you're going to get into making sure that they're ideal for you. So dude, why not just stay where you are? Is this affecting anything else? And do

you want to fix this? How committed are you? And then any other red flags that you usually have for really, really bad clients, I would ask them the question straight up here. So to give you an example for us, one is, are you in like seven different businesses right now? Are you just working on a bunch of different things? Is this a project or you're actually building

an agency, right? So find out what those red flags are for you. Another one is do you like getting your ass kicked and being held accountable? You've asked all you guys that because our favorite people, our people are like, please just kick my ass and those are the guys that kill it. So find out what those things are for you and put them in here. Okay. Next,

we're going to establish the gap. So they're there, they're here. They want to get there. How much longer are they willing to stay in between those two? And then get them to ask for the offer. Do not ever, ever, ever, ever be like, Hey, I got the perfect thing for you. And then just get into it. Don't ever do that. It's salesy is horrible. It's pushing. It's

people are going to turn off people turn off their brains. They start fiddling with their phones and whatever during these portions. So unless they ask, don't go ahead. And your ideal clients will ask. So a couple of different things to prop the ask are, where do you want to go from here? Is that something you won't help with? What do you think the next step should be?

And they will based on your questions and your sophistication of the questions, as well as their, how well you defined and clarified their pain. They will say, why don't you tell me what you have to offer? Okay. When you get that, you're in, go in and fill out the offer explain resource below. It's just to fill in the blank thing that shows you how to turn your

offer into a transformational piece and then describe it. And then check out the objection handling because you're going to get some objections after that. Okay. Cool. So again, the goal is to one call close and get money in the bank through this script. Okay. So that should always be the goal. That's how good you should be or get. And if you can't do that, that's what you're

working towards. And it's going to be really hard. It was really hard for me. Cause I'm like, I'm not a, I don't like pressure. I don't like pressuring people. And that'll want you to pressure people. I want you to get them to admit they need help. Cool. All right, tracking. So there's a couple ways to track. One is we've attached the sales tracker so you can track

all your calls and see what's going on. People like using CRMs. They're not great for just objectively looking at month on month data and identifying, are we doing better? Are we doing worse? Et cetera, et cetera. So start filling out the sales tracker. And then we also have attached a KPI dashboard tracker, which is basically quarterly what your business manager can look at later on or what

your board can look at to say, okay, are you on track or not for your year of schools? So just take a look at that and fill those out. All right. So here's some tools that we use. So to schedule calls, we use schedule once. If you have more than a couple of salespeople, as mentioned in the earlier modules, go ahead and switch over to acuity. I

like schedule once. It loads a lot better, especially with the ads that we're going to put in later on, but it's up to you too. We personally use active campaign as a CRM and like a customer database. You probably have something already active campaign is what we're going to show you how to just quickly implement for the ads piece. So I definitely recommend checking it out and

moving towards it for marketing automation. Lastly, we use zoom to record all our calls. It's really great because you can have these calls recorded in the cloud and they're not just going to be stuck on your computer. And then when you do hire salespeople, or if you have salespeople, you can share those recordings back and forth with the successful ones. Super important to use at least a

scheduler, a CRM, and a call slash conference room software. Okay. If you use those, you're going to be in position to power versus showing up for meetings. Cool. Cool. All right. So as you go through the script and just a sales call in general, or just a client relationship in general, you got to start keeping an eye on objections and making sure you're getting commitment consistently. And

so these are the four main objections that you're going to see. You're going to either see that they have a trust issue and it'll probably come out when you ask them, you know, what's your motivation for getting the call, but just keep an eye on it throughout the call. You're going to get a price objection. It's too expensive. I can't afford it. We don't have a budget

for that. That's going to come up. Expect it. You're going to get a quality objection like I don't know if this is going to be good enough or you're going to get a stall. It's important to notice these early on and then get them to self admit that they're not actually objections before you even get into the offer because then it's easy. It's a lot harder to

objection handle after you've said the price because they can always just blame the price. So keep an eye on these things and just address them head on. If you feel weird or you feel like the person's not opening up or like something's off, just be like, hey, like something off, like just just be completely yourself and honest. And that's where they'll return it. And that's when they'll

start getting clarity. Like a really good sales call is not you convincing them of something. A really good sales call is just a heart to heart between two people. And so this is going to be your ability to just be completely honest and wrong open with this person and have them do it too. So that way you can both solve problems because that's what, you know, we're

here to do as humans. Like that's what I want you guys to have your head around like this is about having great awesome conversations all the time, honest, raw, real conversations and solving problems together and deciding and committing to solve problems together. And if people are not a good fit to be able to say that from both sides and not having it be weird and have excuses

come up because life's too short. So keep an eye on these. If you guys need help with any of these, like again, as always, ask questions in the group, ask questions on the calls, like we're here to help you with these. There's a couple one liners that we work really well, not just because they're like magic one liners, but because they just jar people out of whatever

future or past eight they're in and bring them back to the present, which is where we all want to be. So guys, if you can't one call close, there's a couple different reasons for that. One, you don't believe in your product enough and that's something you got to solve. So go back and look at all your case studies, talk to all your customers, reaffirm yourself from the

vision, your mission, your team, everything. Or you're just not being open and trustworthy and you're going for money on the call instead of getting them to transform, getting them to commit to solving this for themselves. The money is like any time you're going to ask how to yourself or your team or your mentors or your board or whatever, you've already lost, you're focusing on the wrong thing.

You've got to focus on the transformation and you've got to commit to it. And that's really the most important thing in the world is, you know, we're here on this planet to change and leave it for the better. And so you're going to be an agent of that change, you're not going to be a merchant of that change. Money will be a symptom of it. Cool. And

if you have any questions about this, please, please post in the group, talk to us on the sales calls because this is a mindset thing. And if you're in here, I know you can do it because me and Matt screen you guys are crazy. So just, you know, open up, be honest about it. And you know, we're here to help you get that transformation as well. Cool,

guys, here's some quick sales wisdom stuff we've learned over the years. But whenever doubts come up, lean out, like literally, physically with your body instead of putting your chest forward into, you know, the phone or whatever, lean out and reassess and just talk to the person to people are going to be really vague on these calls. It's your job to be really specific and ask specific questions.

So that way they can get that clarity and that way they can get that jumbled mess that is their fast present future all separated. So that way they can make the best decision three, set a container in the beginning. This is your call. You're in charge. It's not their call. This is a mindset thing too, but it's really, really important. And people, especially proficient people will respect

that you're taking charge, especially because you're in the expert in the room, right? That's why you do what you do for again, never, ever, ever, ever, ever, ever, ever, ever go into the offer without getting the self admission that they need to help and the permission from them to go into the offer, like it should be their idea. Not your idea. Okay, it's going to be really

easy to lose if you go into the offer. You probably have like 10, 20% conversion rate, but you can get to 50, 60% sales conversion rate. If you don't go into the offer without permission, plus then you're, you're the gatekeeper, right? You're the king. You decide who comes into your castle and sees what you have to offer. You're not the peddler with the cart saying, you know,

I don't know what peddlers peddle, but hot cross buns, I don't know, do you guys get it? You're the king in the castle. It's your castle. They're going to come in. They're going to be better for it. Okay. So never, ever, ever, ever, ever, ever, ever go into it without them being like, hey, king, I need help. Can you show me how you can help me? Cool.

All right, guys, here's your action items. Go create your own sales script. We've attached it below. The tools, if you don't have them and start setting that tracking up. Number three is role play daily. If you're not doing well in sales, if you want to grow like crazy, if you're not on pace to hit the goals you want to hit, this will change your game because you'll

just start having honest conversations with people. You're not going to chit chat anymore. That's really important. Number four, transform yourself, bring all of your BS to the forefront and confront it. If you can't get leads for your own business and you're selling leads, like fix that. If you can't be honest with your team or your family or whatever, like fix that, if you can't set time aside

to do certain things, fix that because when you fix it for yourself, it's really easy to show people how they can confront theirs and fix theirs. But if you're hiding BS in yourself, then you're not going to be able to have people confront theirs with these sales calls and separate the past, present, future. All right, guys, that's it for this call. Good luck is always posting the

group, ask questions on the group calls. We're here to help and good luck. I'm really excited for you guys to implement these things. This change our lives. Go on and become a sales machine now.