CLOSED DOOR SESSION: 7 Figure Sales Reps Objection Handling [LIVE]

all right matt so um do you feel like this could be the answer for you are you coming here um yeah man it feels like could be good to go it sort of sounds like you know potentially what i'm looking for i think at this stage right well why do you think it isn't um well i think that the way that you know the program's shaped and i guess the support that we that we get i think that actually i think and and why is why is the support aspect import you now though um i

think i've been trying it for a while and uh you know just kind of want to be able to i think with the right i guess boost to the right people keeping us accountable and and having that person to ask i think that would be really beneficial to the business right right that makes sense and do you feel like baseball will discuss like having that accountability having that support network of someone actually holding your hand every step of the way you're like like do you feel like this is going to get you from from where

you are to you know where you want to be in the next 12 months yeah i mean yeah i think so you know i mean i think i think it i think it definitely could i think it definitely could benefit us i think you know i think if we can if we can make sure that we have the time set aside and obviously the budget and everything that works i think it could really we could really do what we needed to do right and then like when you say that the time set aside like you

just don't sound too certain there can you tell me what you mean by that um yeah obviously like a lot of moving parts in business want to make sure that we can utilize everything to the best degree and uh yeah just make sure that you know if we do this we do it a hundred percent yeah for sure and um you know if you're not going to do it 100 well you're definitely not going to get the results right but but i guess when it comes to the time time out for a second yeah that's

an interesting thing to say why did you say that what did i just say i can't remember if you're not going to do it 100 you're not going to get a result how does that benefit you yeah it's a good point yeah people don't know nobody do things you can't really understand no yeah all right good point so like you know i always challenge that perspective okay right and i say like well you know like i i guess i understand but there's so many we are being pulled in different directions like can you give a

hundred percent to your kids can you give a hundred percent business the answer is no but you know all we can really try and do is put ourselves in the best position to be able to succeed and you know i'm a big believer and hey man doing it 50 is better than zero right yeah i get to buy it on that and then i come back good right because i don't want them to commit to doing something 100 because i'm putting an obstacle in their way yeah that makes sense so what i just realized what

i was trying to do there right i was trying to logic trap you by going down the route because in my pitch i say in your first 90 days our aim is to get you an extra 10 to 15 hours back in time so i'm trying to i'm trying to sell you on the logic of actually doing this gets you back more time yeah but i yeah i've never thought of it from that way so that yeah makes so much sense well the way i would have done it the time right they were talking about

time yeah yeah i can eventually i like it yeah so i'm doing yeah all right so i mean pretty much we pretty much cover all the basic of how the program works and also for help with your cell structure as you mentioned it's like overall like how do you like uh how do you feel about destruction uh yeah i think it makes sense um no like do you feel this could be the answer for you though yeah i mean yeah yeah i think so i think obviously there's you know i have to look into a

little bit more deeply you felt that way though um yeah i guess like obviously you guys have you know proven success and um you know the structure has worked for other people so and if if you feel that we proven success i guess like what it helps you understand deeply inside so but just to see if i can help though yeah i guess that is yeah you know i think the great thing is i just want to like you know it's one of those things where i just need to really sit down and make sure

that it's it's going to work for me right now because you know like i don't have that many leads and just want to make sure that well i mean i didn't know you were standing so i just want to give you another time i guess like when you mention sit down the touch process that you have like give me an idea like what what's in the equation that you're looking for they can guide you they can actually get you to do it either today tomorrow or next month like what's the main element you're looking for

um i guess i just want to make sure that it you know that i can really it's going to work for me right i mean and we all want to do that but so you're looking for quality right yeah and that's your own perspective yeah but you you're going to say oh like what credit it really looks like like if tomorrow you want to go to the beach you're never going to know how it looks like until you actually get there right yeah so what i'm asking we're going to wear the channel what i'm asking

is like what's the parameter that actually is going to get you to understand if it works for you yeah i guess i guess there isn't one i guess i can't know you can know until you don't what's that you you can't you cannot know it i'm telling you don't until i do it right so let's look into it i guess like why you feel that you have to know if it works before you actually try it yeah i guess because it's a big investment so i want to make like i know i know i can

never know for sure but it was a big size i want to make sure that you know i guess i'm investing my money in the right area and that's not a problem now we can talk about the investment or we can talk about also the clarity if you work works or not now let's go first on the investment right when you mention is a lot you're not compared to what actually i'm guessing compared to less that's better right yeah again compared to less but what instead of looking and i show you this as a different

perspective like if i'm coming from the same side of the table that you are right give me an idea like does it really matter how much we put down if if what he's gonna give us back is what he was actually looking for or either close yeah i mean i guess if i can put in one and get out ten it's a no brainer so it comes down to the perspective you see like you were saying before right so you're seeing the perspective that you're carrying around is like you want to look you want to

look into kylie if you want to do it or not even if it works for yourself but you're never going to know why because right now you're looking more about what you put it now putting down rather what you're going to gain later which is all a concept yeah so what he did really well there yeah was shade me directly into the one that he yeah right so that's i think to me that's the key to super high quality objection handling is shape that's putting me in that funnel yes of like you're gonna handle it

you're gonna you're actually giving me this objection yeah and then you you get them to believe that that's the objection which essentially it is and then you get really good at handling the one way you know yeah that's good man nice yeah that was tough i wouldn't i was trying to mental genetics money out of it but it was a tough one so because i was put into a box where it was like i had to agree on facts and the facts are you never know someone's going to work until you do it so if

you're consistently making decisions with that perspective you can never do anything yeah yeah you know so that's why i like that perspective reframe so much because it's so easy for you to play with yeah and you can take any decision that they're making and you can just kind of loop it around to what you wanted to be yep you know uh the interruptions were really good like that's a really key thing like stopping the person from finishing the thought pattern yep sit down buddy i'm doing a round table you know but i think like um

you said you would you want to go again yeah yeah go again so matt i guess do you feel like this could be the answer for you yeah yeah i think it's good you know i think you know at this stage you know i really want to make sure you know have a good 24 hours yeah why do you think it could be the answer for you though um yeah i guess you know you guys you've never proven track record you kind of know what you're doing from everything you've laid out yeah but besides besides

all you know the proven track record besides our you know history of doing this for many years besides all that flashy stuff like based on what i discussed what do you think is the most benefit for you getting from where you are to where you want to go yeah um i think it's the like that accountability that you get and and like why is having that accountability like why does that import you now um yeah i think it's just really about making sure that we have the right people guiding us and you know obviously we've

made some mistakes in the past which is why i don't want to make mistakes again in the future and so right for sure and i guess how would you know that you do have the right people guiding you um yeah yeah i guess you know like i guess it's just about people who have you know going down the road before right you know the best navigator is the one that can just tell you what potholes to miss right and i and i guess we all kind of see things from our own perspective right so is

that the perspective that you have in order to get where you need to go you need to know that the person guiding you has essentially done it before yeah i think that that would make that makes a lot easier for me to kind of you know go forward with the knowledge that's going to work right so um like based on what you've seen here i guess like do you feel like having someone that's been there done that and held other people by the hand like do you feel like someone helping somebody else means you're going

to get there a bit last three last yeah yeah yeah i'm trying to get it back to you yeah i think what happened is that's you you had me yeah yeah yeah i threw out a couple of rakes and you stepped on one of them um but uh you use the perspective reframe too really yeah right so you need to like come to a conclusion yeah of like of this little okay so like because you can that's totally fine to have someone like what i said is totally fine okay that makes sense you feel like

if you have someone there holding your hand he's been there done that you feel like you can be successful okay that's perfect okay and you know what i mean so that's fine because we that's what the coaching is is people who have helped and guide so there's really no no downside to that yeah you know what i mean um so i would then go like i would try and get more specifics about like what the handholding looks like right and then like do you feel like you have that within this from what i explained to

you kind of go in depth and get try and get more buy-in then ask for the sale yep then go for the prospective reframe otherwise you're kind of handling something that hasn't happened yet and then you put yourself in a spot where now you have to like double speak yourself and then i pick up on what you're doing yeah yeah yeah that makes sense yeah can i give you a suggestion please write it down i can't write down things that i know that i'm going to use right yeah which is like for example before he

was talking about pride it's like welcome to my world thinking about creating something doesn't exist because you dictate criteria right so i put down cl which is private and i was like okay that's no problem that is what i'm gonna talk about so i'm fairly concentrated but sometimes you might go like well we don't have the money because we need to go in an hour here and it goes like so it's so fast for interrupt that i have to start writing things down really quick yeah but at least i know what i'm talking about because

otherwise you just overcome yeah the last things you had yeah i just never did the right one right i think what you did you tried to use something yeah so you had a hammer and you were looking for a nail yeah pretty much makes sense right yeah yeah yeah so i'll kind of show you i'll also i don't know so you yeah if you want and i'll finish with a pitchfork all right anthony so does that um does that structure that i've put together does that kind of make sense for you yeah yeah and is

there anything i guess is that does that feel like it could like as a whole does it feel like it could be the answer for you at the moment yeah i think it definitely is is there any particular reason like why you feel that way oh i think the support element and you know having it having a coach i can speak to every 90 days to give me a new plan yeah i think that's going to work for me it really just now i just want to have you know 24 hours i'd say just just

to make sure that is the support yeah that makes sense and i guess is there anything besides what you just said is there anything specific that you feel like is like the key to the castle for you to to make sure that you comfortable get from where you are to where you want to go just just knowing that you know it works essentially and you know just knowing that other people are getting the results from it i would say okay so so the specifics of what i've gone through do you feel like those testimonials and

i guess just the knowledge that that that there's a lot of people who have kind of walked the path before you is what you feel like is going to give you the confidence to come before yeah just someone to turn to when i run into a challenge so i know it's going to happen and i'm going to run to roadblock just just knowing that someone's going to be there to help guide me when i hit those obstacles okay kind of hold you accountable maybe slap around a little bit make sure that you can't yeah that's

right yeah i think i think it's important to know as well like when we're going into a coaching situation right like it's important for us to kind of have the understanding that like coaching is easy when it's easy i mean but coaching can be hard when it's hard and our job is to be kind of like a velvet sledgehammer you know what i mean and we're here to kind of guide you and it's like man when it's all good we're all [ __ ] high fives and bum taps right but when it's bad and when

you get tired and it's like you know quotes are piling up and this is happening this is happening like and you stop doing the things that are putting you on the path to get you where you want to go that's where we come in and we actually go to work and we use that sledgehammer that crowbar to realign them back on track does that make sense yeah that makes sense just before we go any further make sure that you're actually open and okay with being held accountable in that matter yeah definitely okay any reason why

well i i need it i haven't been able to do this in 10 years so i need to change something okay okay okay yeah that sort of makes sense so from here dude i don't have much else for you all we really need to do is organize uh a payment we can do that with a credit or debit card it's totally up to you then from there we organize your onboarding we get you introduced to your coach we put you into the program and we actually start the process of freeing up your time and god

forbid putting you in a position where you can take a holiday with your family is that does that sound good to you yeah man that sounds perfect so um i think if you just contact me two days yeah two days then we would yeah we'll kind of just just get things going there but yeah this is this all sounds good okay awesome and just so i'm clear like what is it that you want to kind of address over the next 48 hours i just just you know i just make decisions that way you know i've

given me a lot to go through here i just want to make sure that i'll make an opportunity and just just are you like i guess it's kind of cheesy question scale of one to ten one being like like unhappy and then sort of really wanting to make a change and ten being like this is your ideal lifestyle where are you at with your business right now probably at full before okay okay that makes sense and i i guess did you feel like and i hate the word mindset do you feel like that kind of

mindset can kind of i guess shape the way that we make decisions definitely and are you are you happy to another mindset that's gotten you the last 10 years to be a four in your business to continually shape your results and your outcome moving forward not why not whatever does that mean you know i'm i'm you know 50 just 10 50 years old and you're the grandpa i do that for 50. yeah yeah signing my coffee yeah you know just turned 50 and you know i want more amount of my life and that's why i'm

seeking it yeah and so it's so if that decision-making process that's that's defaulting you right now to once away which i understand right because we all make decisions based on our perspective the problem is if we constantly make decisions based off our current perspective it's very difficult for us to put ourselves in a better position right so if i can kind of explain if you put yourself on an island surrounded by water right you're there like you're on the island and it's you know 17.1 number nautical miles around you and all you can see is

water every single decision that you make is going to be based on the fact that you're on island surrounded by water right now the problem is in order to kind of see the world for what it is to be able to get the view you know the penthouse view or whatever we have to be i don't know like some are high like on top of a mountain or something right so you know your the decisions that you make on top of everest given the fact that your input is so much greater is going to be

different than the guy that's just surrounded by water and there's a couple of really difficult choices that need to be made to get from the guy who's down there with limited perspective to the guy who's up there right and they're they're i don't know when i like they're really hard and this is why this is all part of the process and like i'm trying to hold you accountable to that process right so step one is that you have to believe the mountains there and you're here so like we can take that box so well done

like you've taken the first step right the second one is like it's like um it's picking a direction it's incredibly difficult to do because you can't see it right and so it'd be like bungee jumping blindfolded you know yeah i mean like it's a scary decision maybe the day you're still strapped in you're good to go like it's no different when you're a blindfold or whether you can see it's just a perception thing you know what i mean yeah and so the third and most difficult is once you pick the direction is to actually start

walking and most people and if you're on that island you would just see a lot of people on the edge of that i mean but they don't make a commitment to actually start walking because that's the scary part because what if you drown and you might do what i mean but the only thing that i can know is that the only way that we can put ourselves in the best position to be able to get to the mountain is just to start [ __ ] walking bro so they ask you a question like what like

what do you need to do to put yourself in the best position to be able to work less hours start prioritizing your family and actually start moving on this i'm doing man you're gonna do it good yeah do it you're not into what you're doing just do it let's go let's go sweet let's do it good yeah that puts keep on tough spot gold and then from there if you were to go back through another objection yeah i would go through okay like that makes sense i would then kind of talk to them about that

decision-making process i would then loop it back around too so what do you need to do to put yourself in the best position to be able to and then i would insert a more definite cause here i kept it quite vague yeah the next goal would be really defined and it would be like to get to that 15 to that 30 hour work week to stop spending an extra 30 hours right which if you have a look at that is a full work week every single week that's 48 weeks a year that you're not spending

with your family that's one year every year when your kid is 40 you would have missed out on a minimum of 20 years of their life so what do you need to do to make sure that you're actually there doing the things you need to do not just sitting up at 11 o'clock at night doing quotes right then i can refriend them again the last one which is like the hail mary is like what do you need to do so that when you go to bed tonight you know you're in the best position to be

able to be the best dad the best leader the best this and actually for god [ __ ] saying do something about your problems and that's like when they really pitched themselves and they're like oh [ __ ] i have to do it like like they have to do it yeah that's good man yeah so see how like so i kind of monologue a railroad you a bit yeah i get you to agree to my perspective i get you to agree to my basics and then i just [ __ ] railroad you yep with like

an analogy and i say in a very specific way and just like get by in the whole time yep and try and keep the engagement yeah i don't know also i feel i have to be honest with you i feel like his style is more congruent with the euros because he has an authority i think he doesn't need to say another frame but he sets it up like yeah i can feel it how do you i don't sell schools with you yeah how do you shift if they're not giving you that constant agreements and your

questions oh you could just like i mean it's to be honest it's never happened everyone's pretty on board because like we all make decisions based on perspective everyone can agree with that like it's hard to say no yeah you know what i mean and then i i preambled that with the mindset right so based off like there would all be different based off what you were telling me i was like sweet this stinks of the thinkers to think about it and it's you know what i mean there was no money no nothing it was straight

thinking about it so i was like right how do i like how do i drop the sledgehammer on this as fast as possible and so it's like if i can get them to agree that their decision-making process has caused them to be where they are now if you would have said something like a seven you'd have gone well i'm a seven would have gone okay if you're a seven can you explain to me what a 10 is the 10 would have been a huge gap and i would have gone [ __ ] dude if that's

a 10 and you're a seven like that's not a very big gap what the [ __ ] is a six right and they go i guess you're right i'm more of a four i go all right cool how much longer do you want to be a [ __ ] fool so it allows me to kind of like drop the hammers on them and i get so like i'm setting up like three or four doors behind me that i'm just closing and each door is giving me like another few feet towards the finish line so that

one works really well the one to ten one yeah because i was like um like i felt like if i just went into the island analogy straight away like i didn't have enough because i didn't have the sales goal yep the back one too you know what i mean so when you're going straight into role play like kind of in order to give you less outs yep i need to really shut all the doors you know whereas if you've done consequence questions you could maybe skip some of those steps yep but if you feel like

someone is giving you really wishy-washy stuff that 1-10 thing is super powerful really really smash from that like where are you dude like with your life and your relationship and what you get right now where are you and do you feel like a mindset can affect decision making sweet and do you want that decision-making process the mindset that you have to shape your results moving forward no i don't why not okay perfect you know what i mean and then i can go straight into my perspective well that you know makes sense because we're all making

decisions based on our perspective straight into analogy and i'm pretty much good to go like not many people get into those analogies and get out i reckon i've had one or two people that haven't said yes once i've gotten all the way through that sequence yeah yeah it's powerful it's good what would you do in that case if someone said great because i've been getting a few of these and it's probably pretty empty i've got a few people saying let's great can i have a look at the contract or what can you show me i've

got competitors showing me for amazon for example otherwise well i guess like give me an idea like what would you like to see in the contract just just to make sure that you guys are saying what you do and you know maybe yeah let's say different to what i had right now different what i said on on this on this meeting like what would you like to see with friends i just said everything that you're saying verified in writing because it's all good okay that makes a lot of sense and i guess why would you

expect something different though oh well look i've been in the case before but you're i trust you mark i've had a good call but you know i don't want to be in the spot where what you say is not reflecting realities i'd like to say documentaries just okay right that makes sense about what if you don't mind out of curiosity where are you getting that from it's just like i've always had the yeah [Laughter] yeah keep going yeah so i've always said like it's just the lighting business right so i need to see everything written

down i've had people in the past that said you know they promised the world all right so you usually experience some medical judgment yeah but definitely it's a congruency thing to make sure that i'm doing i'm taking the boxes that i need it's just how hard yeah yeah so i mean having a nice level congruence is great so i really appreciate you saying that now you mentioned though like you had a kind of experience in the past now let me ask though like since that experience like how that experience has been affecting your decision-making process

oh it's just made me it's actually made me more careful more think that i've haven't done things that i'm glad i didn't because the details weren't there i mean so it's protected me from making some decisions if i did that decision if i jumped into it right you know i would have gone it actually would have been bad for me that's your perspective right that's cool that's that's exactly what that's what i've experienced well what if i show you another another kind of perspective but kind of um i make a suggestion what if like the

decision-making process or something doesn't really change the way how things are and i give you an example right like silly does the gold rush like business opportunity like amazon those kind of things works like this if you would have done it five years ago right now your roi sort of being 3x would be 10x right so if you were if you would have been thinking about it 10 years ago and you would have done it today technically you would have lost a 7x what i'm trying to get to the point is this one there's always

two types of people but the first person is definitely go straight doesn't matter concert agreement is a commitment level or changing what doesn't work which is the most important aspect of their results right and after there is the 48 hours guy he always comforted i was late he always come a week late one year late a month late why because he has to be able to find commitment he's from something that is far away from what he's done so you making decision for your own business yes not by it's not dictated by a piece of

paper you have to take right or your level of commitment of changing things so what i'm asking is this he's like do you want to be the guy that comes with 48 of the lady that is losing a 2x or 3x or you want to be actually the guy that is willing to change something that doesn't work that's the reality of things not that if the paper are not the way we want it we can change it what i'm looking for is commitment so the real question is are you committed to change though i definitely

committed that's what i'm definitely right so if you definitely commit to change the first step is start making that change rather than say that you are so we if you're open to what we could do is generally draft our deposit just forget the commitment right the deposit is generally ten percent of the overall so it's a 30k it's not going to be 3k of course if you is fully refundable in based on what you see on the agreement but at least you put yourself in a position where you go to bed tonight say i've done

something rather than being like the second guy which is like i didn't do 48 hours maybe 40 dollars it's gonna come late and they're gonna get an roi why because the guy they've got the first place the action ticket is that one that actually gets the result would you be open to that yeah don't give me a hard time tell me no well look look i'm open to that and i hear you where you can't go if you want me to be in my opinion yeah yeah you look good i just i just want to

see something right like i just find it odd hasn't anyone else asked you that they want to see some contracts or something document before i just give a credit card absolutely i'm i'm not saying that what you're saying is completely wrong don't get me wrong i agree at some sort level maybe we're talking about two different metrics because the perception that you have is more likely okay i want to be able to see something forget and do what i want to do what i'm talking about is like i would love from you to have the

commitment on your own goals because that's the most important thing to get actually to our results because if you're not committed to change then i'm the first one to tell you man don't do it yeah and that's what i'm saying i want to do it i just want to say that so if you really want to do it yeah what do you feel is the best next step to you besides everyone well the next step if if i can't say the agreement that's beside the decided there's nothing that's stopping and apart from the problem right

so what i think i would suggest like i was saying before is i will tell you the given over right either like straight away after the goal it's just the logistics of it you know how these internet things goes on um just the the just the idea of be able to put a foot inside the door because he gets you into a position where you're actually getting committed to where you want would you be over here yeah but come on man what where you going it's it's amazing i think hearing that on the other end

like it is it's incredible level skill here is just supplies i think one thing as well as make sure you never say the word contract yeah it's terms of service yeah yeah service agreement yeah yeah yeah like otherwise it's if i say i might have been i've drawn that in yes service agreement that's a big agreement yeah this is an agreement and at that point it's more it's those stubborn pricks that you get again man i just want to look like yeah i'm hearing when you say you say this you want zoom you may have

a copy with you yeah just go home have a copy with you take them through the door are they that stubborn or is that a reasonable thing to ask it's semi-reasonable yeah yeah but it's also it's like he's he says they're stubborn pigs right yeah so the only things you wanna you wanna ask them is that the way you make a decision or yeah and he's always been working right but do you do you really feel that the equation of you getting results out of stuff is because you look for an argument for you and

that was obviously because you were committed to actually get [ __ ] done [Music] you're not like yeah what's the sense of that yeah it's a it's a tough one especially if you think it's fair enough if you think it's fair enough you're gonna get into it so i think like with that one in particular like because it is a big investment it's done for you i also think it's probably a little bit fair enough if you want to see a contract it's not a coaching program it's a painful well like all that other kind

of stuff so i would have hey here's the terms of service like let's just get it up and go through it even if you have like an antiquated version like this is a highlight like highlight certain parts of it that you really want to go through don't highlight parts like this no guarantees but there are no guarantees right and that's a really easy thing people say guarantees to go well how can i guarantee that you don't walk out of your front door tomorrow get by bus right i can't there are no guarantees enough all we

can do is put ourselves in the best position possible to be able to achieve the outcome and that pretty much diffuses every guarantee i'd be like well yeah that makes sense so i've got at the moment he's given us a five-grand deposit already he's now come back saying the contract or the agreement isn't because there's not enough meat on there that shows exactly what you know it's very broad it's very kind of he's saying that's like i want something more in writing too that's what he's come back a couple of times i've sent him an

email here's what we do because i just want to say that we're in the store that i've got just going through you know i think that there's not enough in that agreement that i'm confident that you've contractually gonna do what you said that's what he just come back after he's given five grand all ready to go and that's his own come back in his mind yeah i think that that's you know those are logistical things that are fair enough you've done your part and you know eileen or whoever needs to come back and and give

something more concrete a lot of the time contracts are intentionally vague like the people who write the contracts are always going to put the contracts in their face in the correctness it's just kind of the way it is also for done for you stuff it's it's it's tricky at the best of times anyway like it's also in the coaching programs because like at any stage whenever you offer anything like whenever we talk about results your people are immediately entitled to 100 refund even like at the end of 12-month coaching programs if they go oh somebody

at the start told me i would do this that didn't happen 100 refund that's how the government looks right like it's why like so um terms of service are worthless essentially yeah but if you're paying payments the dynamics yeah yeah like um well that's what you don't want to preempt them so put on the card you're protected you're just going to get rid you're just going to go back down yeah if that was me i'd i would go into the sales call on an investment with the intention to read that contract and fully analyze it

before i would pay a deposit but i wouldn't pay for the whole amount without thoroughly going through that because it is an roi best thing but if you were good enough you would make me forget that i thought about that and i'd sign up yeah that's that's the good point yeah that there's if you had market on there this guy's got his partner he's his partner's in the background funding it i'm going through a conjurer so that's just another thing all together i had a funny one this morning a lady saying look i've done a

few of these calls you sound great and then yeah that's the problem that's a problem that's right but i found out that she goes they all want ownership they're not giving me ownership they're all charging 30 to 50 percent all these sort of stuff so now that she does that's great well show me like they showed stores i went into prison [Music] the logistics is different for any kind of store right but let's put that aside because that's not really the equation of getting the results so most of the times but it's more really understanding

really what's the approach that you're having in towards opening a certain way so why would you replicate an unsuccessful strategy why just put everything differently if that didn't work for you and that wasn't enough to convince you and why would i do the same well i said i said obviously you've come here you've been looking in yeah you would have done something if it fit your criteria you would have moved forward correct yes yeah okay well what what aspects didn't you like about it to try to get what you didn't want and then sell against

that later on no what i would have done is that i would attack that kind of mindset so i would have done like okay so give me an idea i mean out of 20 that is always nothing is perfect in your life right would you agree with that yes so out of 20 there's always one that stands out and i'm not telling you there has to be me right but it is really understanding what's the element to get you to 20k it's not the vehicle is you pick fred but at some point you're going to

overwhelm it which is like looking for more things just because you don't like one paint so what i'm trying to say is like what counts most of the times is actually getting done in a proper way because nothing is 100 like you were saying before so i guess the right question is like are you willing to do the 80 [Music] because if you're not willing then i tell you well you're looking for perfection perfection doesn't exist so you have a false um like you see the guy that out there overcome today you're building a false

orb or something that doesn't exist around here yeah so you basically say you need to be willing when you're doing this research the reason they might not move forward or potential is that it's not everything's going to take all your boxes but what are the main ones that are i think you're missing the trick you don't want to have an answer for every objection yeah exactly you want to have an ability to funnel them into one particular way yeah that's that's that's you need to push them into one way of doing things yeah so like

with that one it's perspective for perfect because we all make decisions based on our perspective right downsizing yeah well yeah if it's mindset if it's leadership if it's whatever like whatever kind of little like twist you can put on it because it's essentially like it's a fear-based thing if they've had multiple calls then they haven't moved forward because of fear you know what i mean and so it's like okay let's just overcome the fear let's get them to do the action and this is all sales and this is when sales goes away from like doing

a program it's just doing an action required to get an outcome that's it that's all sales is so it's like the whole if your whole like mentality is just around like what do you need to do to get your outcome and like that's why the pitch is set up in the way where it gets a lot of buy-in right and that's why like we we the way you structure the pillar is like this is the feature this is the benefit this is the specific problem it solves for you right if you're struggling with that there

are some things you can do like you can insert certain uh like words right like hamster wheel or something like that you can go like oh yeah well like let's say let's say someone like man i'm struggling to get to the next level like what do you mean the next level i really want to get my income from here to here okay how have you been trying that okay i've been trying it for five years so so it's kind of like you're on a bit of a hamster wheel yes what do you mean when you

say you're on a hamstring right and then they go oh it means this then i can attach my pitch i can say so what we do to get you from here to here is we do this the reason why we do that is this because you know how you said you're a bit of a hamster wheel yeah well that's why we do that so you can like you can make it seem tailored by like putting words into their mouth and then making them justify the words that you put in their mouth yeah and then that's

how you have like a really tailored pitch that's completely generic yeah i don't want to step on this but i want to give you one thing and that's super common it's like a lot of people trying to find an answer or any question i don't have it especially when i do b2b and he saw that they were doing my thing when i realized that five minutes into the last call i already had two calls with them from the pain points and everything i have no idea their marketing yeah turns out there are german textiles back

there i swear it's true but because i'm not trying to like i'm not trying to find an answer anyways probably that is a bad example but when someone tells you like uh i really want one on one well i was like why would you like realistically the coach that is gonna give you the one-on-one is the one that they the last time because there's no clients that's right right so and it's not that it's not that that comes from me logically thinking about it when i saw you in today then if you're right you're saying

oh you couldn't probably say well one one one in germany you got a group called anyway so you got your 80 percent right same things for him right you've done the one-on-one with jamie you might want to have boxer axis group calls like we do now you got it at 60 it doesn't matter the important thing is you do it you grab three or four fingers i had a chat in a demon with gaussian and poultry which is true amazing guys man they come plenty coach with everyone they got so much of an arrow because

they went in grabbed three or four things and got them done put them in the [ __ ] business right now there are i don't know the entire business but they got my one for my structure the 10k the remaining investment like three weeks out like two weeks after why because it's a moving call so it's different for cash flows yeah so when i when i try to find another call rejection for someone i don't have to put that 50 okay okay we'll say or what steve would say i was like okay well what what

the [ __ ] what what what are you saying compared to experience that i had what is realistically to say oh and a just for regret you see me this morning you know when i was coming the guy i told him like listen i know what that means burn the house around for it i just did it [ __ ] change the entire city for no reason and left the filming behind it but i had to do it i had to [ __ ] do it i had to just there is no doubt but that

is transmitting a sales call but i'm telling you like it doesn't matter how much that you have because you can stay at that debt for 10 years but it matters how you're getting all you're gonna get out of it and if you don't find a plan for getting it out of it you're still gonna complain other than likely i'm sure probably you're still like just there's only things you're gonna have before you were 40 and now you have 60. so it's like you're going to eat [ __ ] don't nibble yeah yeah whatever coverage you

play well that comes with the them calls my own experience right when i do like oh i need to find more no man i need to find skills that's why you see me read the word right it's like [ __ ] [ __ ] me or anymore i ain't getting back there so i don't have to tell people something so far away from their experience and that's why the most that they were talking the successful sales people that i've seen are people that you know you can sell them into [ __ ] area because they've

got no limitation you can't summon into everything so let's do everything everything right exactly but don't try to when you overcome the ambition don't try to fund it in somewhere else don't worry like oh what real friend matt will say right because this is that's his own experience island and stuff like i've been suffering from anyway the position that has been the position that i've been producing for sure it's different find your own when you've been there and you were about to do it but you had the same kind of similar objection but you overcome

it and tell them make it yours yes so it's real you know like because all those like reframes and stuff that was just me trying to figure out how to make everything come off good yeah because i was struggling with the consequence the tonality all that kind of stuff so i was giving people like examples that made it like oh i get that now because the answers i was getting were really surface levels like what happens if you don't do this over the next three six or 12 months and they go well that would suck

and go okay like that but then it's like how do i go that's not enough so how do i get the detail you know so like the next level is like okay well that would suck and be like okay well what would suck and they go i wouldn't be able to do this and i was like what's what's the day-to-day ramifications of that but if you can put it in terms of like a deer and a bear it's so visual that it makes sense and they immediately know what i'm trying to get at and then

like they buy into the idea that it's in their benefit to answer the question which is the only way you'll get the real answer because if they just if they're just giving you lip service it's [ __ ] worthless yeah right so you have to understand why the idea benefits them which like for you and what you're saying at the moment that's the difficulty yeah those like reframe those like those analogies they really help because you're like if i you know do you understand what i mean okay because if you can picture this and this

this is what i mean and this is why it's in your benefit to actually think this way and so then they go okay then they start telling you the answers and then from there you have like all these emotional falcon points that you can pull from the whole way through yep and and then with that like you find a good one and a lot of the time what you'll find is once you go through that then you'll actually get the real goal because they'll say oh i want to free up 15 hours i want to

dub my income and do then you get to the real goal and then consequence questions you go what happens if that doesn't happen like [ __ ] i'll never be able to sing like it's the problem you go ding ding ding hang on a minute that's a tangible goal so now i need to go back up well with what you're doing you know how close are you to being able to get your kids to practice right and they go [ __ ] i'm not supposed to live like why not how much would that cost like

like what's going on there why private school why not why not just keep them in public school all the public schools here crap you know this and this and like okay so you really want your kids to grow up with the benefits that you didn't have okay man like i hate to ask you but what happens if you don't right and so then we go back through the sequence because we found like ding ding ding window and a chicken dinner that's the goal that is emotionally driving them to push forward you know and it just

takes you like two more minutes to go back up yeah drive it through then from there they're like [ __ ] what happens if you don't looks like well then they don't get to go and you go yeah yeah but what happens they're like will they get into the wrong crowd they do this no i'm not why not and that's when you start being like are you real why not yeah so are you going to start [ __ ] doing something about this and actually making a change like what are you gonna do and that's

when you can really start hammering that authority yeah then you put yourself in a position that when you and then you just drop it right back and go okay man and you're super calm and pitch and they get this like sigh of relief that ah okay they've got it and that's when you get someone at the end of it going do you think this is the best month for me and that's when you know you're really good at services which is when you [ __ ] you get the prospect to ask your advice yeah yeah

and that comes across so well because it personalizes him in the way that he talks and speaks to people right that doesn't necessarily mean that it's going to come across the same way you say you say right like something we mentioned in the days he changes things to a perspective to a perspective shift he changes it to a mindset because he knows what his strengths are and they're not the same strengths that matt has they're not the same strengths that jeremy has right and vice versa so like for you to get to that level you

have to understand what your strengths are what areas that you're working and then really build the way that you structure that in the way that you say it based off your pure strengths because that is what you do best and it personifies you so it comes across as pure genuinely and that's when you get people asking what's is this the best move for me so you're bringing your authority and experience into it as a buyer and it's like that's just as an advice yeah if you share if you share like that's that's uh well that's

i'm learning from from joe wb that's all right it's like you're setting up frames for the course because like you you can you can start you don't relate the language okay let me see if i can help you um let's see lessons from the same side of the table i do we both agree that your issue is now what i'm concerned who you is that's another strong plan that i usually love listen man you both forget the issue here is the cells or i'm concerned enough that you're going to that kind of amsterdam what is

it like you're saying um to say okay let's see if the market works you because three or four are a lot you go wipe up but in six months it was one you're judging one month out of six months just to create a sense of fall for sure so i guess like how do you feel about that and i believe that it's like okay what would you do but just because it's like you're creating that framework like i help you on the same side of the table and now you feel it because i'm not talking

out of my ass like i'm saying the reality of things right i'm standing first yeah that's the key to a good objection now too it's like to take it from an objection and then you turn it into like a problem that both of you need to solve yeah yeah because if you're on the same side of the table it's much easier then you don't have to do a competitive objection and that's why it's like just talking about it and having some sort of bridge like thing or the mindset or the perspective reframe like it kind

of leads you into a conversation instead of like trying to handle them down with like what actually is an objection right it's just the mask that the problem that they have hasn't been solved by you yet yes so continue to figure it out or that they don't fully believe that that problem has been solved and that you're capable of solving it thus you need to continue the conversation in order to make them believe that that problem has been solved listen it's just let's uh i pound a lot in the training that we do all together

it's like someone comes in we only didn't believe right we were limitation and they get off with the same meditation that's your job yeah that's your job but it's that that's the whole south it is how amazing we are limitation you understand the limitation with all the [ __ ] about systems marketing that's all [ __ ] irrelevant attempt a lot of calls right and fitness helped me to understand like lord everyone can live with you everyone everyone can open a business online everyone can sell no that's different right let's put that aside you have

to you have to have a natural behavior for sales it's buy them to your own [ __ ] but everyone can build a business online okay if you have something to offer out there just just the equation of like how much limitation you to yourself yeah i think like the best exercise you can do before we wrap up is like listen to your calls and then just like listen to every question and go what was i trying to do and could i have done it more eloquently and then like you know because yes when you

ask a question you're just like oh like like that one before it's like well you can't do something 100 it's like oh that's an objection now like that yeah not in 20 minutes it's like yeah but like you said if you can't do it 100 and you're not gonna get a result i can't do this hundred percent from the six 12 weeks yeah you know and then and then you're trying to shift the guy's perspective about well he can do it a hundred percent when you know he can't you know i mean or when he

really feels he can't so then that's a much harder shift to make than like hey just [ __ ] put an effort yeah yeah but it's just not reality of things like yeah i'm not gonna go to the gym like in 20 minutes bro i'm not a hundred percent like i'm minus i still gotta actually not show up it's the congruency frame with my head and that's for you as well right you say you're gonna uh you know that's what i meant it's fine you gotta touch your goal too otherwise you're never gonna get it

you're never gonna get over