I have a question for a few of you I am looking at more coverage for my family I've got some policies I'm looking for more coverage I'm meeting with a lot of different companies that are in your space Melinda tell me why should I go with you why should I go with your company I have the best policies you have the best policies okay yeah the best pricing the best pricing okay I stand behind my customers you stand behind your customers okay all right let me see it okay Dan I want to ask you the
same question I'm looking for a policy for my family I've already got some stuff I'm looking at different companies that you know could give me the policy tell me why should I go with you I'd like to learn more about your family okay in what way well why all of a sudden are you contacting us um what made you decide that you want more coverage not a bad question all right I'm going to come over to somebody else Sharon you know I'm looking at different different companies I need more protection I realize I've got a
problem tell me why should I go with your company over someone else because I represent my company you represent your company okay I want each of you three to come up on stage with me real quick come on so you guys all have competitors every industry has competitors you know that we lose sales too from time to time here let's just be real sometimes we lose sales to competitors if I asked your compet competitors the same exact question and I said you know I'm looking at different companies I've already got some coverage tell me why
should I go with you what do you think your competition would say I think that they would probably say that they have better coverage than we do so they have the best this they have the best that the best quality the the best owners the best customer service okay what about you what would your competition say if I asked the same exact question well the only thing that they have they don't have me okay so they might could they possibly say that though too I mean they might say the same thing they might say hey
you're buying me not the policy what have they said the same thing basically based on the knowledge I have and what I can represent and how I can help you do they have knowledge they have knowledge can they help they can help Okay so what could be the possible problem if our prospects feel that we all sound the same could that be a problem for us okay all right you guys are excused come on Dan I didn't even ask you down now hey I'll come back to you I've got something help for you I'll come
back to you all right we're going to bring a couple of you back up here at the end we going keep you guys on your toes I don't know who I'm going to bring up here in a bit now Jeremy let's talk about this what let's talk about the foundations what is the definition of selling write this down all selling is is change that's it all sales are about one thing only and that's change so whether your prospects want something new or they're moving away from pain it's all about what it's about change it's about
how good you are at getting your prospects to view in their mind that by changing their situation now what does that mean that means purchasing what you're offering purchasing a policy from you that by them doing that that is far less risky for them than them doing nothing at all staying in the status quo their problems stay the same and nothing ever changes which is really more risky now here's your problem human beings don't like change so think about that for a second all selling is is change yet human beings don't like change what are
we going to do now why do we not like change okay makes us feel uncomfortable it makes us feel man you're reading my mind over here makes us feel unsettled and uncomfortable especially when it's initiated by some pushy salesperson who's ready to pitch their product or Services the moment they start talking to a prospect anybody buil of that oh don't lie no I can see I can see it in your eyes I can see you getting excited repeatedly human behavior shows that we value something that is consistent and something that is familiar to us over
something that is new new and foreign to us think the battered spouse syndrome doesn't make any sense they don't like the physical abuse they don't like the mental abuse but they keep coming back and why is that because they're afraid of change something new so that's what we're going up against on every single conversation with every single prospect that you will ever talk to is they're afraid of change now I want you to write this down we are not selling the thing oh oh for the love of Mary we are not selling the thing we
are selling the results of what that thing does we are not selling them an insurance policy in your industry you are selling them the results of what that policy is going to do for them when one spouse dies and the rest of the family is financially protected for the rest of their lives that's what you're selling you're selling the results of what that policy does for them is everybody with me all right now here's what we're going to cover today I want you to write this down three steps to becoming a Recession Proof sales agent
we all know a recession is coming did anybody go through the 2008 2009 debacle remember in the government was like nothing to see here nothing to worry about folks and then the next day press conference armagedon we need1 trillion the world's coming to an end now we've got one or two choices we can Thrive when the recession hits we can make a lot of money when the recession Ms with what you're selling right now or you can hope and pray that your favorite politician's going to bail you out which one do you think is going
to be better for you all right so number one we're going to become a problem finder and Problem Solver not a product Pusher product pushers don't make any money in 2022 those days are gone number two asking the right questions but at the right time what are the right questions just any old question how do we ask the question what's the right tone where is the verbal pausing how do we learn these things and and step number three is eliminating sales resistance how do you disarm the prospect within the first 10 to 30 seconds to
one minute to the entire sales conversation where they actually open up to you they engage with you they trust you they don't trust you by asking them who won the game last night or boy how's the weather over there in Dallas nobody really cares how are you doing today when you get a sales call and the salesperson says how are you doing today what's the first thing that goes in your mind that they don't care you really think they do you really think that they care do they really think that you care that you're going
to listen to how their day is going for the next 15 minutes no it triggers sales resistance that's a whole another subject all right now here's what I'm going to do I'm going to tell you a little bit of my background for the next couple minutes cuz my background relates to what is necessary if you want to take your income as an agent or a sales professional to a level that most sales people only dream about you see I got started in sales 21 years ago yes I'm that old 21 years ago as a broke
burned out college student I got my first job selling home security systems door to-door anybody starting door to- door sales now straight commission so what does that mean they hire everybody cuz there's no risk they just throw you out there and if you sell you sell if you don't you're gone so I got hired and the company gave us a script and they gave us some books by the old sales gurus and they basically drive you out in a van and they basically okay you come to a stop a not so safe neighborhood because you're
selling alarm systems and they boom kick you out the door and they say hey go make some sales we'll pick you up after dark it's going to be really easy and I thought I was like wow I'm going to be rich I'm going to make all this money I can't believe it and I remember knocking on the doors I remember knocking on the doors and I was so excited I remember the last thing my sales manager said when he kicked me out of the van he said Jeremy make sure you're really excited when you knock
on the door show them how enthusiastic you're going to be and if you show them you believe in the product they're going to believe in the product too we all know that's not true right so I knocked on the doors I was really excited and I started talking about the features and the benefits of the product and how great it was going to be and how how much it was going to help them and I started noticing I was getting all of these objections what they didn't tell me about that we can't afford it Jeremy
we don't need it your price is too high we don't have the budget for this I need to keep looking at other quotes I don't make Ras decisions I need to think it over I need to talk with my spouse I need to talk with my cousin who lives in ADV band down by the river can you call me back in a week a month a year later who in here gets those objections oh good lord I thought it was only me and I got to a point after about seven to eight weeks of non-stop
rejection I couldn't believe it I had hardly made any sales straight Commission job if you don't make sales what happens you don't get paid anything they don't care and I remember after about seven or eight weeks I remember standing on a curb one late Friday evening waiting for the manager to pick me up I had made zero sales that day it was 10 10:30 at night I'd worked 12 hours my legs felt like Jello-O you sold door to door you walk around all day what did your legs feel at the end like Jell-O especially if
you don't sell anything and I remember the sweat just going down my chest and my back this hot humid July night and I remember like oh my gosh I'd made no sales I'd made zero sales for the entire week I'd worked 60 hours a week for free and I remember sitting there and I'm just like you know maybe maybe maybe selling maybe selling just wasn't for me maybe I just I wasn't born with the gift of the gab I'm not like all the cool guys in the office that are making the sales maybe it's just
not for me do anybody ever felt that way yourself has anybody ever looked at your bank account and noticed you have more going out of your bank account then you have going in well that's where I was and my sales manager picked me up that night night and he popped in a Tony Robin CD gu 20 years ago human beings listen to things called CDs and Tony said something like this I still remember it to this day I Tony if you're listening I might be butchering it but he said something like this he said most
people fail for the simple reason the simple reason they don't learn the right skills necessary to succeed they don't learn the right skills he goes on to say everybody's taught skills but the people who f are the ones who were not taught the right ones and it was suddenly like a light bulb went off on my head it was like divine intervention from God himself that maybe just maybe what I was learning from the company and what I was learning from what I now call the old sales gurus maybe they just weren't the right skills
anymore maybe they were just outdated they just didn't work with today's type of prospect so I committed to myself I'm going to have to do something something about this if I want to learn if I want to sell I've got to master more advanced skills because I know you like me want to provide a great lifestyle for your family as well now here was my major dilemma you see I was reading all these traditional sailing books from the gurus and what the company was training me and I would go out and use some of the
techniques maybe me feel really uncomfortable but I would make some sales here and there but I also noticed when I used a lot of their techniques actually got even more objections I actually triggered more sales resistance I actually got more door slammed to my face and I actually lost more sales than I made has anybody ever seen that happen to you as well you trusted the guru but it didn't quite work out right now at the same time I was in college good college kid my mom and dad told me to go to college and
my major was Behavioral Science and human psychology which is what it's really the study of the brain and why a human being makes a decision to do something or not do something okay now let's go into this all right step number one and here actually I want to go back to something here I want to forget this for you so while I was studying Behavioral Science and human psychology I was learning from my professors some extremely talented men and women that the most persuasive way to communicate was over here but from the gurus they were
telling me it was over here it was complet completely opposite so I'm like who do I believe who do I trust what do I do so I'm like how do I take the theory of Behavioral Science neuroscience and the way the brain makes decisions and wrap that into my sales process so I started doing that I started learning techniques and questions that work with human behavior that trigger my prospects to engage and want to open up to me that melted away sales resistance in the first 30 seconds and at that point almost overnight selling became
very very easy and very very profitable why do I tell you that because I want you to imagine when I started I was dead last there was like four or 500 reps in that company I was like 499 like the secretary could outsell me I was horrible okay I was about to quit I started learning skills within four months I went from last to First within another year I became the number one salesperson in the entire industry of like 30,000 salespeople selling that type of product service within the next 17 years actually within three years
of that I started making multiple seven figures a year as a W2 commission salesperson in four separate Industries in my 17-year career before I retired and later started seventh level did you know one of those Industries was your industry okay I love your industry I wasn't insurance but network marketing but I love your industry now let's move into into this step number one we got to learn how to become a problem finder and Problem Solver we don't want to be a product Pusher product pushers don't make very much money below average income now what do
I mean by that I want to start off by asking you this question why did you guys become an agent why did you start your own business tell me why did you guys start your own business tell me freedom I love that what else why did you get into business tell me louder I can't hear you uncapped income baby I love it what else help what train others train others what else okay love those answers help others make money you know have more freedom leave a legacy and I love those answers and typically when I
ask that question that's pretty much what everybody says I love it however if you answered that way on whom is your answer more focused on was it more focused on you and your own agenda it was or was it more focused on your potential customers it was a course focused on you however you're not in business for you you're only in business for other people so the purpose of you being in business is helping them find and solve their problems that most of them don't even know they have now have to ask you this do
your prospects in your industry have problems raise your hand if your prospects have problems I better see every DN hand raised because there's nothing there's no product or service that's ever been made that doesn't solve a problem and or an emotional need or both right now take a pen and a piece of paper oh I'm going to make you do this I'm going to ask some of you you better be on your toes and I want you to write down the top two problems that your prospects have write down the top two problems I'm going
to give you 27 seconds not a second more 27 seconds top two problems that your prospects have write those down they better be on your toes I'm coming out there top two problems that your prospects have somebody tell me what debt that's a big problem what else Health we're all going to die that's part of life the purpose of life loss of income cash flow okay now raise your hand if your solution solves those problems I better see every single hand raised okay so here's what you're telling me your prospects have problems Your solution solves
those so if you're prospects have problems and your solution solves those why are the most of the prospect you're talking to not buying from you what's the missing link they have problems you have the solution why are they not buying can I make a suggestion to you on what the missing Le could be well it's not these it's not your leads I know you want to blame your leads I know it's an easy fallback it's not your mindset I know you listen to a lot of personal development you read some good books it's not that
you're not even motivated enough it's not that you don't even work hard enough raise your hand if you work hard a so everybody works hard so that I mean if everybody works hard it should be millionaires what's going on there okay it's what your well let me let me Retreat back let me ask you this question I don't care how much you're making right now I don't care if you already make $2 million a year or if you make nothing and you're just starting raise your hand if you want to Triple whatever number you're at
right now raise your hand if you want to Triple your sales triple your income now keep Your Hand raised if you're a full-time agent you're not a full-time agent put your hand out you're full-time keep your hand raised keep your hand raised for everybody that has their hand raised keep your hand raised if you can triple the hours you're working right now oh what oh okay so you're telling me that it's not really tripling your hours that could triple your income because you already work eight hours a day you going to work 24 hours a
day if you want to Triple your sales what do you have to do you have to learn more advanced skills because what you're saying right now on the phones and what you're asking you has gotten you to where the income you're at now so how would it ever get you to hear it can't you see it's what you're saying and it's what you're not asking that's triggering your prospects to run the other way so if you change what you're saying if we change some of the wording if we use it where it eliminates resistance if
we neutralize some of the words that are overly assumptive to enthusiastic if we change some of our questions that actually trigger the prospect to want to open up to us what becomes possible for us you can make a lot more than you are now I don't care what you're at right now you can double triple quadruple whatever you're wanting to do all right now let me keep going on here how many of you have read sales books pretty much everybody right so I read 60 books a year times 22 years so that's a little bit
over I think the math is 13 or 1400 books religiously done that since I went through my first sales seminar with a guy named Brian Tracy if you guys are good friends with Brian he taught you know you need to read every day so I read five books a year three books I read two on audio 60 books a year times 22 years do you know what every single book I have ever read about selling says you have to be a problem solver right every book you read you got to solve problems Jeremy well here's
the problem if your prospects don't buy from you how you going to solve the problem problem solving comes after they purchase from you not before if you want to get more people to buy from you you know what you have to become you have to be much better at problem finding write that down problem solving is after problem finding is before now what does that mean that means asking the right questions at the right time in the conversation that allows your prospect to uncover problems and challenges that they didn't even know they had because when
you talk to a prospect how many of them and be honest how many of them get like oh man I got some really bad problems you got to save me today nobody does right they don't realize they really have that many of problems right realize this your prospects for the most part when you first start talking to them like I just said don't even know they have a problem right or maybe they know they have a problem kind of but they don't really know how bad the problem really is maybe they don't understand the consequences
of what's going to happen if they don't do anything about solving the problem now once you learn Advanced questioning which we can teach you not only are you going to help them find one problem but now you're going to learn to help them find two or three or four or five other problems s they didn't even realize they had and when you're able to do that how do you think they're going to start view you they're going to view you much different than anybody else that has ever called them trying to sell them anything they're
going to start to view you as the expert The Trusted Authority who's going to get them the results they want all right now what are most sales people oh I hate to say this I feel like sometimes I just get really mean God forgive me most salespeople even though we don't believe we were T this are taught to become product pushers we were taught to ask a few questions uh John uh what are you looking for in a policy uh who would the coverage be for how much do you think you need what's your budget
for this side of thing and then what do we do after they tell us we go into our sales pitch right oh boy I've got the solution for you talking about our features and benefits and how we have the best and this and we have the best that which is like taking a bucket of mud throwing it up against the wall hoping and praying that something we're got some slide we're going to have in our presentation is going to magically trigger the prospect to want to buy from us sound familiar I call that hopium it's
a drug that so many of you take you sniff the hopium drug every morning before you get on your calls and you hope and pray that some fancy slide is going to magically cause them to be like oh this is definitely for me that's such a hard and unpredictable way to make a living kids don't do drugs if you want to make a lot of money in this industry opium's not good for you okay all right you know I'm being cheeky all right step number two asking the right questions but at the right time what
does that even mean jerem now let's go back if I'm I'm not really crying I have some puncture I have some dry Cinder my puncture plugs fell out in Europe so I'm balling all over the place here all right back in college major and Behavioral Science remember stud study the brain why human beings make decisions to do something or not to do something so check this out according to Behavioral Science and I would suggest that you write this down there are three forms of communication I want you to write this down because once you understand
where you are in your sales ability now even if you're doing good compared to where you could be it will completely change everything for you all right so era write this down era number one the first mode of selling I'm not going to give you the scientific term but I'm going to I'm going to tell you an image when I ask you this image I want you to tell me the first word the first words that come to your mind if I said boy the room selling what's the first image that comes to your mind
wolf on Wall Street right don't you guys love this movie Le Leonardo DiCaprio hey I got a great opportunity for you we talk about the features and benefits and why they need to buy from us and why is we so much better and you can trust me and blah blah blah blah blah so according to the data the science not my opinion because who cares about me we are the least persuasive when we tell people things when we attempt to dominate them posture them manipulate them push them into doing something we want them to do
it's just like if you tell your spouse they really really need to do something for you and then you push push push what do they typically do back they push back it's just human behavior 101 so why would we expect anything different when we're selling all right now I'm going to give you a few examples of the least persuasive way to sell I told everybody I was going to throw you some curve balls maybe some knuckle sliders some change UPS today presenting what J me I have to have my 60 to 90 minute slide decks
and we talk about here's our corporate office doesn't look so pretty with the nice Windows uh we have the best service uh we've got the best pricing we've got the best coverage oh wait will you meet our Founders they are a number one and by the way we're AAA rated with a Better Business Bureau and we've got all these customer service words and we got the best this and we got the best that which by the way doesn't every single salesperson say they have the bre product or service how many sales people have ever sold
you something and said yeah Mary uh we have the fifth best product in the market nobody do there anybody ever watch Bachelor or Bachelorette what do they say every year the number one most dramatic season ever and they've said that for 22 years does anybody ever believe that anymore no so when we say things like that or especially if we talk down our competition do you know what goes on in the brain of your prospect they actually trust you less and you think they trust you more why do they trust you less because they're used
to every single sales person who's ever tried to sell them anything from a vacuum cleaner to a some laundry detergent to a TV to a car to an insurance policy saying that they have the best so you automatically move yourself over over into the salesperson commoditized trying to step the solution down my throat that is not a place where you want to be according to the data it's not very persuasive write this down if your presentation is more than 10% of your entire sales process so we have to learn how to get our presentation to
feedback the problems they have and where they want to go and how we can solve that we'll do that later now here's the problem with that as well do you know what the average salesperson in North America even in the industry know the percentage they present 50% 50% of the time I know you're guilty don't tell me you're not doing it 50% of the time telling your story I hate to tell you this nobody cares about your story when you're selling one to one whose story do they mly care about they care about their story
oh my gosh I can't believe it what about giving a sales pitch we've all been taught to give a great pitch who in here watch Shark Tank on CNBC What did the what did the entrepreneurs come out and do to the sharks when they're out there setting they go into their pitch right I want you to watch the body language of Damon John Mark Cuban Barbara Mr Wonderful Kevin everybody they rotate in there watch they're like whoa because they're like hey I'm really excited about what we have we want to we got the best this
one ear out the other hash ditch the pitch we even have shirts for our clients now that say hasht ditch the pitch you got to ditch the pitch if you want to be great at selling all right putting sales pressure on them there is a massive difference between learning how to get your prod prospects to feel internal tension to get them in their emotional state where they feel like they need to change rather than you externally trying to put sales pressure on them to force them to change massive difference in the income you'll make once
you learn the difference and the big one assuming the sale oh my God Jeremy you're telling me everything is wrong that I'm doing right now especially in the first five minutes according the data very low on the persuasive poll especially in the first 5 to 6 minutes when we have no trust and no no credibility according to the data that's why I always believe that assuming the sale has triggered this saying that sales is a numbers game well it's only a numbers game because of what you're saying and or not asking that's triggering them to
run the other way okay all right let's keep moving on I'm getting crazy now all right era number two consultative selling anybody heard of that all right so we're more persuasive when we attempt to have a discussion okay this came out in the 80s a lot of books one of the most popular books was a book called spin selling by a professor called Neil raka he never sold anything but just studied data sales calls and he taught that you needed to ask logical based questions to find out the needs of the client well that sounds
like a good idea instead of boy the room selling just forcing it down their throat but what's the potential downfall when we only ask logical based questions surface level questions what type of answers are our prospects going to give back to us surface level answers and to human beings make decisions on logic or emotion 100% emotion brain studies prove that without a shadow it there is no debate on that okay so once again more persuasive than telling your story putting sales pressure on them trying to go in and choke them until they buy but you're
still having to played the numbers game because you're bringing out very little emotion in that conversation and that's why I always say this and I know I'm going to offend some of you right now I'm so sorry but you can never sell to the prospect's needs because most of your prospects don't even know what they need when you first start talking to them your prospects do you think they just magically sat there a week before you call and add up all their expenses and realize that that $150,000 policy they have now is going to cover
them for the rest of their lives do you think they really sat there and think about that all day long before you call them they never do that so if you get on the phone and you ask them what do you need and they're like well I think I need $150,000 policy and then you sell them that you are doing them a major disservice that's why you have to sell to their real problems that your questionability helps them find that they didn't even know they had you see the difference in that that separates you from
every so instead of selling little1 $200,000 policies you start selling much bigger policies that actually protect them financially forever when something does happen all right here's some questions I want you to avoid if I ever hear you say these questions I GNA come through that phone or zoom and I'm gonna find you and I'm G to slap you around I'm so sorry you cannot ask these questions they are so salesy they've been around for like dinosaur ages of selling uh so Sally what are two problems that keep you awake at night oh my gosh can
you tell me two challenges you're having John uh what are you looking for in a solution what's your budget for this type of thing how can you ask him what type of budget they have in the first five to seven minutes when they don't even know what problems they even have yet that's impossible when you help them find four five six seven problems what happens to their budget they realize they need a much bigger budget okay you see the difference in that all right now error number three finally we're getting somewhere we are the most
persuasive according to the science when you use what's called dialogue when we allow others to persuade themselves when we ask here's the key word what are called neuro emotional persuasion questions that stands for any PQ now how do we do that that's the 10 billion question everybody asked me Jeremy how do I get somebody to persuade themselves can I just show up and say hey uh Barry good and persuade yourself and initial Here sign here and we're going to autodraft the funds out of your account every month you're good trust me no we have to
learn specific skilled questions when and how to ask them to get them to open up that get them to pull us in rather than us trying to push and force our way in that's called buyer remorse okay now let's go through this when I'm talking about NQ questions let me make sure I'm not missing anything here for you guys yeah so when I'm talking about npq questions I'm not referring to questions that are designed to get your prospects to say what you want them to say oh get them to say yes eight times in the
conversation and it's going to increase your chances of selling them by 76% there's no data that says that I mean it sounds good but there's no science behind that no there's literally no evidence that that happens I'm not talking about surface level questions like I just went over the questions I'm referring to are questions that are designed to bring out your prospects inner and external truths their emotional state their emotional feelings now we train a lot of people in your industry okay here is the five stages of npq from the connecting stage to the engagement
stage to the presentation stage stage to the commitment stage we train tons of people in your space train 158 Industries I think yours is in the top 10 that we train as far as how many sales people we train we train salese that literally started down here like nothing making nothing about to quit that now consistently make 30 grand every month that now consistently make 50 grand every month in commissions month after month that now make a 100 Grand a month in commissions some make even more than that now would anybody like to see some
npq questions designed specifically for your industry that we train your industry the clock says I only have 35 seconds I'm sorry okay all right I know now realize this before we talk about the first part of connecting here's something that we all have to understand psychologically what's going on in your prospect's mind within the first 7 to 12 seconds of every single sales call or conversation you're in just so you're aware your prospects are picking up on social cues from you they can't even help it subconsciously they are picking up on your verbal and non-verbal
cues based on your tonality and what you are saying and or asking that triggers their brain triggers their brain to react in one of two ways we probably should know which way we want them to react now if we come across like this we come across aggressive if we come across needy oh you know you get needy when you get on those calls if you come across attached like oh my God I need the money I need the sale it triggers the brain to go into what's called fight or flight mode everybody's heard of fight
or flight mode but do you know why it's triggered well you might want to learn possibly if you're in sales and Prospects say things like this oh I know I filled out the form but I don't think we're interested how many of you ever get that when you call a prospect oh hey I forgot about that uh well how how much is it going to be I don't have time you ever get that one oh just tell me what just give me a quote just give me a quote I don't have time to talk can
you email me a quote anybody ever get into that do you know why because you're triggering fight ORF flight mode you're triggering them to respond that way now once you learn inq and you learn how to come across more neutral in the conversation more unbiased I'm not quite sure we can even help yet I don't even know anything that's my mentality if I come across more relaxed more I call it Collective confidence and I understand the right questions to ask and especially when I come across detached it triggers the brain to become curious enough where
they actually want to engage they want to open up to you because they feel they don't know what it is yet but they feel like there might be something important for them that you have to talk about now let's talk about connecting questions this is where you learn to take the focus off you I know you like to focus on you you are cool you have really cool hair I love it and you put the focus on them now let me give you an example of this okay there's about four or so connecting questions we're
going to ask for your industry for your space this is one of them this is not the first one this is usually the second or third one but it's setting a frame because how many of you in a conversation at the end the prospect says what a this sounds really good but I need some time to think about it I need to pray about it uh I need to keep looking around how many get those objection okay I want to eliminate most it's called objection prevention so if I sit here and I say something like
this and I want you to I want you to hear my tonality I haven't even got the notes here so I'll just do it right here I want you to hear my tonality yeah so Jane you know it's the first part of this call it's it's pretty basic it's really more for us to find out you know you know what you might be eligible for and I would say kind of what you have in place now um when when something does happen to you compared to you know what you're looking for as Financial Protection you
know just to make sure we can actually help and then you know at the end of the call we can cover some different options and if you feel that it you know that it that it might be what you're looking for uh we can discuss possible next steps would that help you now what did that just do look at what I just did there was that overly assumptive no was that neutral and at the end of the call if you feel like this might be what you're looking for we can discuss what possible next steps
now what are the neutral words that we just changed there might be and possible now if I did it like this all right yeah the first part of this call it's going to be awesome it's really more for us to find out what we can get you approved for what you have in place and really what you need uh just to make sure that we got a good deal for you and at the end of the call if you feel that this is what you want and you're ready to sign up for we can talk
about where we're going to go from there sounds completely different but if I neutralize it at the end of that if I say would that help you do you know what your prect nope that would not help me to talk about possible next steps nobody's ever going to say that they're like yeah that would help so what did just we do there we disarm the prospect now do I know we can help them yes do I need to tell them that it's what they want and what they need in the first two minutes well I
can if I want to trigger sales resistance but do I want to trigger sales resistance do I want to compete against the wall of objections in the first 5 minutes or would I rather just have them open up and let their guard down the whole time are they going to open up if I get them to let their guard down yeah it's much differ oh it's so so easy when you neutralize this stuff all right situation questions this is where you help them and you find out what their current situation really is we talked about
this for a second how many of your prospects that you talk to magically just sit around and already know all their expenses everything they need that they need $876,000 worth of life insurance before you call them nobody does they don't know what the real situation is these questions help them and you find out what the real situation is so let's look at this let's say in this example that let me see what we did here hold on we go back here yep okay okay so let's say in this example okay so let's say in this
example that you find they put the wrong slides up here what am I going to do guys you put the wrong slides here I'll improvise let's say in this example you find out from a few situation questions before that they have no life insurance policies and they have zero assets so they have nothing to pay when one of the spouses dies so I'm going to Let's tee this up okay so so so Dan what and let's say that Dan is a firefighter in this example let's say Dan makes 8 Grand a month and his wife's
name's Cindy and she's a school teacher they don't get paid very much they should get paid way more let's say your teacher salary is four grand so a household income of 12 Grand a month and you've already found this out all right so you're talking to Dan and them okay so Dan walk me back here let's say that you pass now hear my tonality let's say that you pass away you know God forbid three days from now because you know none of us know the exact time or hour right and let's say that you passed
away who would be the one that would have to pay for all the expenses like who would be the one that has to pay for the mortgage the funeral expenses go has to meet the funeral director to plan out the ceremony the right coffin who's going to be the one that you know has to pay the car payments the credit cards put the kids through school like who would be the one responsible for paying all of that now what does that question do what goes on in Dan's mind when I asked him that question what
is he visually seen he's seen his spouse do what go meet the funeral director she's all emotional she's overspending she doesn't have the money to do all this stuff do you see how we're getting them in what their emotional state okay not their logic State we know they're not going to make a decision in the logic State all right now I'm only going to give you one or two examples from these we don't have time problem awareness questions these open the door to find out what the real problems are the root cause of the problem
how the problem's affecting it so let's say in this example he's like well I guess I guess Cindy would have to pay for it so then you're going to lean in with empathy let me set my chair you're gonna lean in with them and you're gonna say this so do you watch my tone hear me so do you do you want Cindy to have to pay for all those expenses if you didn't have to no no I I I no not if I didn't have to now if I said it this way so do you
want Cindy to have to pay for all those expenses if you didn't have to completely different reaction I'm going to get I said the same words so do you do you want Cindy to have to pay for all those expenses if you didn't have to no no I wouldn't well okay but walk me back here how many months would she be able to pay the the house payment and all the other expenses without your income well I'm not really sure well if you really thought about it how many months man I don't know maybe four
okay so after the four months though like what what happens to her and the kids at that point though now what did that do it starts to build what the Gap the Gap in their mind from where they are compared to where they're now seeing they really need to be without me now there's more questions you're going to ask in that that's just a little example in that stage but without me building a gap if there's no Gap there's no what there's no sale there's no pain there's no urgency for them to change there's that
word change that magical word change all right let's keep going solution awareness questions help the prospect see what their future is going to look like once all these Newfound problems that you're questioning has allowed them to see they have that they didn't even know they had 20 minutes before they got on that call with you all right now let's say okay so I'll give you an example here so let's say that we we could find a plan where you could pay off the home completely the cars in full you know the credit card debt the
student loan debt the debt was completely gone so sending the kids could stay in the home stay in the schools and live off her teacher salary knowing that was there what would that do for you what would that do for you guys notice how my voice changed the empathy that comes out oh oh that would be really good okay but Dan what would it do for you personally though do you feel the empathy do you feel the concern because if I asked the well what would that do for you personally though see doesn't work doesn't
get them into their emotional state all right let's keep going consequence questions helps the prospect see what their consequences are if they don't do anything about solving the problem okay now this example let's say they have a work insurance policy just throwing something out we're just changing up the ball game here let's say they have $150,000 policy but let's say they sell 350 Grand on the house they've got credit card debt car payments tuition that's not paid they got all sorts of debt that $150,000 ain't going to go very far but we still have to
see help him see the consequence of what happens if he doesn't get more coverage okay but what if you don't do anything about this and you just stick with the same policy the 150 Grand but you pass away like many years before you thought but then there's not enough money for Cy to pay for the house and the kids expenses like what what happens to them at that point see that's a consequence question because if I can get them to see and feel what the consequences are what do that keep doing it builds a much
bigger Gap the bigger the Gap the easier it is for the SA s the way less objections you have it is a myth if your prospects gives you a ton of objections that it's better for you you ever hear that I'm like that doesn't make any sense what about all the laydown sales that reason where I got zero objections the more objections you get the less likely they are going to buy let's just be real with ourselves holy hell all right now commitment questions I know I know I get frustrated I get frustrated I know
now we don't have time to go in the presentation we'll talk about that commitment questions help the prospect commit and take the next steps to purchase your solution to get what they want all right this would be the end of the presentation so do you feel like this could be the you feel like this could be the answer for you yeah I do well hold on why do you feel like it would though NQ probing question not only did he tell me why they feel it's what they're looking for but more importantly who are they
telling themselves now if they come back say yeah but I don't really have the budget well money aside why do you feel like it would though then they tell me and they tell themselves then it's easier for me to help them resolve that concern I got to fly I'm running out of time all right step number three eliminating sales resistance this is probably one of the most important things we have to learn if we want to come become a top 1% producing agent and make hundreds of thousands if not millions of dollars a year in
this industry and that's about neutralizing the hidden sales pressure that's in your conversations that you're having with your prospects because we have to learn how to detect ourselves from the expectations of making the sale and instead focus on whether or not we can actually help them because when we detach ourselves from the sale and we open up to them what do they do with us they open back up right I want you to imagine how selling would be for you if you learned how to disarm your prospects every single one of them within the first
30 seconds of every conversation you're on how many more sales do you think you would make okay how would it be different for you so I'm going to give you a few examples of this pushpull Dynamic and how to avoid creating sales pressure because if we trigger sales pressure if we trigger sales resistance in the first 30 seconds what happens this happens do you agree they emotionally shut down you have the very best questions they stay mum they don't really open up to you they give you one or two worded answers in return they stay
service level and then what objections do you get at the end I want to think of over I need to talk to my spouse I need to keep getting more quotes stop the madness you don't have to go through hell anymore selling can be so much more easier all right now I want uh why don't we have somebody that came back up here uh was it Dan that I didn't even come back up here Dan come back up here man you got to be my Prospect real quick so do you remember when I asked I
I told you I was going to come have you backook up here so do you remember when I asked this question well why should we go with you we already have a policy why should we go with you okay we kind of talked about that now what does the average salesperson say when they hear that well why wouldn't you go with us we've been go ahead and sit down okay thank you we've been rated the number one company we have the best price we have the best coverage we have the best cust of service owners
have the best Integrity I love that and I'm sure they do but everybody says that we've been triaa rated the Better Business Bureau we have the best this we have the best that blah blah blah blah blah it's in one ear out the other to the average Prospect so how do we actually do this instead of telling them why they should go with us why not find out why they even ask the question in the first place what's behind the question how do we disarm them to get them to open up all right so what
I want you to do is I want you to ask me that question can you hold this can we turn this on all right and then I want to play a game with you guys I'm already over a few minutes I now I could stop here you guys rather go eat the tuna salad keep going all right I was going to give you a few examples but hey myig the salad's probably pretty good I know we don't want to cut you're short here we've been practicing this for years okay all right so I want to
play a game when he asked me this question and I respond I want you to raise your hand when you feel the sales pressure go out of the room so I want you to close your eyes so everybody close their eyes right now don't open them don't peek and when I respond as soon as you hear the pressure go out of the conversation raise your hand I got to drink some water I'm getting caught mou up here okay so you want to ask me the question so why should we go with you well you know
I'm not quite sure that you should yet okay yeah I mean we'd have to understand a little bit more about you know kind of what you have in place now to pay the mortgage and all the expenses just to see if you know if we can actually help because you know maybe you don't even need us but for example like who do you have your policy with now stop there okay let's do that again ask me the same question so why should we go with you well you know I'm not quite sure that you should
yet you know we we'd have to understand a little bit more about kind of what you have in place now to pay the mortgage the expenses you know just to see if we can actually help because I mean maybe you don't even need us oh my gosh maybe you don't even need us you might not be ready for that ninja move yet I don't know you come across with a weird tonality it's going to sound weird Casey's going to get upset at me we'll teach you that later on got to teach you some that's maybe
too Ninja for you now what do we do there 3 second pause very very important when I said well well I'm not quite sure that you should yet because what would happen if I said this well I'm not quite sure that you should yet I'd have to know a little bit more about what did that just do duded the question took away the emotion well I'm not quite sure that you should yet we'd have to understand a little bit more about X and Y and Z just to see if we can even help you because
you maybe you don't even need us now do I know they need us do I need to tell them they need us right there my goal is just to disarm them to let their guard down because once they let their guard down they're in baby they are in they are open up because when when you admit that you might not be able to help them what do you think they look at you as oh gosh it's not the typical salesperson I hear you think they want to hear oh we can definitely help you for sure
I know we can how many other sales people said that to them that day every single freaking one all right you want me to give you one more example or should I pack it up you guys are getting hungry oh okay all right now okay here we go all right so let's say that you have anybody ever get the a type hardcore personality you get on they're like show me just show me what you got show me just send me the code I'll tell you if I'm interested okay all right I know you do I
used to get some of those too those are my favorite all right now here's what you're going to do so let's say that they're just mum they're not really opening up you're asking really good questions but they're just giving you one or two an two line answers because you know if they stay surface level what are you going to do at the end I need to think it over your price is too high oh the clock's beeping I'm way behind so you're going to lean in you're going to I don't need you to do anything
just just act like you're a prospect you're going to lean in you're going to say now okay so between you and I and off the Record what's the real reason why you're possibly looking for more coverage stop you don't need to answer let me do that again so John between you and I and off the Record what's the real reason why you're possibly looking for more coverage now what do you think he's going to do uh no I can't tell you the real reason so when I say between you and I and off the Record
we're going off the Record see what I just did there get another example how about this let's say you get the think it over objection oh I've got thousands of these let's say you get the to think it over objection you don't know how to resolve it yet because you haven't gone through a training you just don't know so I'm going to give you the Band-Aid approach the last thing you can do is do this now John between you and I and off the Record what's really holding you back from moving forward so you can
protect your family financially well Jeremy I'm just not sure we have the budget because John's losing his job in a week well now I know the real concern because I want to think it over is that a concern no you think they just go around for a month later and just think about it every day there's some objection they don't want to tell you so they say I want to think it over but when I find out the real objection do I want to know the real objection or do I just want to hope and
pray they show up a month later no I want to know the real objection right see how that works all right now what we're doing here is we're humanizing the entire sales process from the very first words out of her mouth this is how you create trust this is how you differentiate yourself and you get your prospects to view you as the expert The Trusted Authority who's going to get them the results they want and they will gladly throw money at you they will pay you more because they trust you way more than anybody else
I hope this training was super helpful for you today remember what we just came over they don't give any time hey look hey hey hey hey hey hey hey I hey I asked I I asked for them to get give me 60 Minutes I said you don't even have to pay me I don't want 35 40 minutes I'll go 60 like no we have to stay to 40 so it's not my fault I tried all right so three steps to becoming a Recession Proof sales agent we went over becoming a problem finder and Problem Solver
not a product Pusher stop pushing number two asking the right questions but at the right time the right tonality the right delivery those are all learnable skills and number three eliminating sales resistance so we disarm our prospects they let their guard down and open up to us everybody thanks for having me on here thank you for your you had a good response I couldn't even I couldn't even do anything with you all right oh I got one last thing one last thing cuz I I don't know the slides those are like from a week I
told I changed slides like up in 10 minutes before we get they didn't make it you guys want to follow us just follow me on IG just go to Jeremy Lee minor Jeremy minor you guys will have it somewhere you can join our free Facebook group sales revolution. proo thanks everybody hey you have a great company by the way I just want to say something stick around for a second stick around for a second got something we got to announce you guys I I told Casey I I told Casey I would say one last thing
we train a lot of companies in your space and when I looked at at quility scripts I'm like wow these are pretty good compared to like we see some scripts from other comes like whoa damn no wonder nobody produces in your company these scripts are actually really good so I just want to congratulate you guys all right thanks everybody thank you thank you all right
