Inner Game Of Sales - Advanced Sales Techniques 04

alrighty guys welcome to video number I think we're at video number four in this series but it's the third training video in the series it's called the inner game of sales developing the mindset of an elite level sales person so what we're to cover is some common cells Miss and limiting beliefs um we're gonna cover not three I actually added more but we're gonna cover winning frames and mental cues to hold on your sales calls and then we're going to talk about cultivating conviction and then how to get into Flow State or this feeling of

poise is what I call it so let's get into the Miss so some of this stuff you know if you're a little experienced as a salesperson this might be a given some of this stuff even if you're experienced is actually going to be a cool thing to think about I'm actually going to address some experienced sales people in this I find too so number one is that and this is very common right like the number one one is that you must be you know high energy high pressure extroverted enthusiastic to be a good salesperson or

even something I hear all the time is you got to be in Peak state right and in a sense like yes you have to be in Peak state to where you're in a good energy right and like you don't have any brain frog you have a lot of energy you feel good but you don't have to be in Peach State like Tony Robbins Peak state where you're like yelling and chanting and doing jumping jacks and any of that stuff none of that stuff is true and in fact if you're if good sales for you is

dependent on being in Peak state then you're really using it as a crutch right like what happens if life happens and for some reason you don't feel as good the next day what happens then so uh you don't want to be dependent on it you want to have the belief that even if I feel like crap I can be a phenomenal salesperson so um look the big thing with the high energy high pressure thing is that normal people have an association you know your everyday prospects have an association between these qualities and sales people therefore

when you display these qualities you're going to trigger the the prospect to bring up all their preconceived notions habits defense mechanisms responses Etc reflexes that they have with traditional sales people right like if you act like a salesperson you're going to trigger all of those things and those responses that they've developed over the years as like a defense mechanism for sales people okay um it could be even like little things like this just showing up overly enthusiastic could literally cause somebody from the very beginning to tell themselves I'm not making a decision on this call

right there's just no benefit to associating your doing stuff that's going to associate you with a group of people you don't want to be associated with right like you don't want them to label you that way okay now I'm not suggesting that you mislead somebody and you know don't tell them you're a salesperson or whatever right it's more of your behavior should trigger the prospect to associate you as an expert not a salesperson right as an expert leader advisor not a salesperson right doesn't mean you're lying or misleading anybody but that's what you want your

behavior to really trigger in the prospect right that's how you want them to perceive it and the easiest way um to hold the expert frame on the call believe it or not is to actually become an expert and that's actually not hard I'll give you some steps how to do that later no matter what you're selling uh but you know again just on the overly extroverted gift to gab high energy high pressure stuff like I am not really overly extroverted I'm pretty ambiverted like I'm both I grew up my life pretty awkward not good at

social skills at all and I've had insane results as a salesperson okay so uh I you know use me as proof you definitely don't need to be this like crazy talker et cetera right another one is uh that men are better as sales than women or women are better sales than men right uh you know first I think like 10 years ago as men are better sales than women and then like recently at least in our industry a lot of people are like oh man women are better than sales than men uh I just tell

you from experience neither is true okay uh the person who is the best of sales is the person who Masters everything we talked about in this series right who puts in the raps has the experience is always trying to get better is always trying to improve it's always trying to grow and is doing trainings like this and mastering what's inside like that's who's gonna be the best so believe me uh after Consulting God you know thousand plus sales teams at this point um and just also seeing hundreds of sales people go through my organization training

sales teams and my internal sales team at the highest level I can just tell you I have the data that it doesn't matter we've had phenomenal women on a team we've had phenomenal men we've had women who didn't work out on a team and churned out and uh didn't perform we've had men have done the same right um now I would say you know just as a caveat one percent of companies are going to see differences uh in Performance Based on sex or gender uh they are the anomalies though so I'll give you an example

if you're selling divorce coaching or legal services uh men may want to talk to men women want to talk to women if you're selling coaching and helping women have more orgasms consistently which is a thing by the way uh you probably don't want to be a guy right if the overarching messaging of your company is all about developing a community of men or a community of women like a Brotherhood or a Sisterhood right um talk about these things that you know are things that maybe men only understand with men or women only understand women okay

well if you have a company where you're messaging is all about that than having women as salespeople or men as sales people vice versa you know it's just going to be kind of incongruent right it does not really make sense um but in most cases it almost never matters and people who think it matters it doesn't matter so like I've seen women's hormonal health programs women or men's dating actually I've seen uh in fact you could make an argument sometimes that the opposite sex does better there uh weight loss women or men's doesn't matter uh

therapy or coaching related Services doesn't matter uh so again generally one's not better than the other there could be some nuances depending on the offer hopefully that gave you some some thoughts so next one is sales people are born not made right so people love to call you know somebody who's going to sales a natural sale oh yours are such a natural salesperson and I do think that some people are kind of born or maybe it's not through nature through nurture whatever with the gift the Gap and some people are going to be more inclined

for sure to be really great public speakers or content creators now again I think anybody can do either of those but some people certainly like from what I've seen man they just have this innate ability that they grew up with or born with or somehow developed through nurture whatever that allows them to just be these public figures or just be amazing in front of a group of people but when it comes to this style of selling right what we're talking about in this training series which is consultative selling dealing with complex products that are priced

High premium pricing right The Gift of Gab isn't going to help you right being this this amazing public speaker might not work against you but it's not going to help you know case in point imagine getting on a sales call with garyvee okay you guys probably know who garyvee is if you watch an interview where garyvee's interviewing somebody else it's almost viscerally uncomfortable because you tune in to watch somebody like Mark Zuckerberg or whoever and you have you want to hear from Marcus Zuckerberg right but Gary's like cutting them off talking over him talking the

entire time you're like what are you doing right so but he's a great public speaker like that dude just gets up there and I don't know if he does any prep when he does public speaking just gets up there and just starts ripping right okay well look great for public speaking you don't want to buy from that like imagine being on a sales call getting sold from it'd be so aggravating it's actually the opposite of everything that we teach okay so um the other thing with this is that just telling yourself that you're not a

natural salesperson it's so destructive like I don't know what it is about sales I just think it's because people have so much avoidance around the rejection that's involved with it the people label and identify uh themselves as oh I'm not I'm you know just not a salesperson you know that is not serving you and it's also for most people it's like saying like I'm just not a natural riding a bike but you'd never even tried to ride a bike or I'm not a natural swimmer but you've never even taken a swimming lesson and so um

again like I do believe that some people like I'd be remiss if I would have say that some of My Success isn't because I was born with some sort of character traits where I was nurtured and developed with some sort of traits that really helped me become great at this right for sure like I get there's some innate ability and you probably do need to have that if you want to get to top top top one percent or Beyond you know maybe even not top one but top 0.01 right but to get very good like

top five ten percentile of sales people in your industry I do not think you have to have any sort of innability at all and I think that goes for really most skills too is you know if you're going to become the best basketball player in the world you know for sure you got to be born with some stuff right and you have to have some nurture stuff early in your childhood that works for you for sure and then you also got to do all the things everybody else does you got to put in the work

it's not given right but you know look I think anybody could become pretty damn good at basketball doesn't mean you're going to be you know playing in the NBA like that's the top point zero zero one percentile right but doesn't mean like you could be the best person in almost any adult directly that you could join yeah for sure like I think that's achievable for anybody putting in enough effort over a long enough time frame so moving on sales as manipulation uh AKA when I say manipulation sales is convincing someone to do something that's not

best for them okay we're just going to call that manipulation I think manipulation is actually a neutral term but that's neither here nor their different video so um the truth is Mastery level sales is actually that above statement inverted right so limiting belief is that sales is leading leading somebody to do something that's not best for them if you just turn that statement around the opposite if you invert it that's actually what good sales is is leading somebody to make the best decision for them regardless if it's your product or not okay so one way

to think about this is every Prospect is not closable that's also a myth but you can help every Prospect and you can do this by Leading them for the best decision for them and sometimes again that means buying your product sometimes it's not now how do you know you're leading them for the best decision of for them okay well first and foremost you have to number one identify what their problem is what is a gap we already talked about that in this training series and number two you have to solve it now when I say

solve it it's really telling them what you would do in their situation based on all of your experience working with on seeing all of these customers and having all of this observation and knowing the product knowing the market being an expert in your field so it's telling them what you would do if you were them and that may not lead to buying your product okay so I'm going to give you an example there's a guy real estate uh marketing agency and this was back when I was starting closures.io and it was just me selling on

the phone it was just me that was it right and I understood this guy's situation and you know he he was maybe like 20K a month wanted to get to 100K a month or something like that I forget but it was like you know relatively startup phase and he wanted to bring on some sales people I think and recruit from us but he wasn't really ready for it and so what I did is I helped him understand like hey you're not ready for this right now but here's what you need to be doing right now

number one you need to be focusing on this number two you need to be focusing on this number three you need to be focusing on this and this isn't just my opinion like this is for me scaling my own business to where you want to go and also working with and seeing hundreds of other clients during my experience and during my lifetime like this is for sure what she did do et cetera right and so um when I gave him that solution even though it didn't have to do with by my product it gained massive

trust and the dude actually implemented came back two weeks later and bought so that's a good way to think about it we'll talk about how that ties into moral Authority in a little bit now Jeremy Miner puts it um you don't want to be a product Pusher you want to be a problem solver okay you want to be a problem solver not product Pusher it's a great way to think about it you want to come in and solve problems again I said this in the first video sales what is sales right well business is about

solving problems that's because when you solve a problem you create value people exchange money for the value so if you know that to be true sales is really the demonstration we could solve a problem for somebody else but if there's no problem there's no sale so all you're doing on the sales call is you're identifying the problem or the unfulfilled desire right the gap and then telling them what you would do in their situation if it was you based on your experience your expertise working with all these other people in the same exact situation having

conversations like this all day every single day that's all you're doing it may lead to buying your product it may not but you just want to make sure you give the accurate prescription right if you're a doctor you might get comped a little bit more on one medication not comped a little bit more on a different type of treatment that shouldn't dictate your diagnosis right and your prescription so um if you're doing this so bring It full circle if you're doing this on a sales call everything I just mentioned and your product works right that's

a given but if your product is good then you are actually serving somebody you're not manipulating okay next belief rejection is personal so rejection is not a reflection on your self-worth okay I used to put uh my self-worth on the line of every single sales call that I had right I would show up and whether they did it or not was a direct reflection of my worth as a person as you can imagine that is not a good way to be like you know that's your career you're taking five six seven sales calls a day

I mean that's not a good way to go through your day and your week in your career it was tormenting right so a good way to think about it is it it never has anything to do with you and your worth as a person it only can be a reflection of your skill set the emotional baggage that somebody's bringing to the call and their conditions right so your skill set's obvious when I say emotional bags or they've been bringing the call that could be you know their past their fear of making a decision their fear

of commitment now a great salesperson 99 of the time your job is to actually work people through this right it's not an excuse of why they can't buy no your job is to help them work through this but I will tell you I've seen Mass three level sales calls really people that are good who that you know somebody just won't get out of the wrong way and the person is doing everything right they spent 30 minutes they've been looping and just not going to happen right like this person is just totally in the wrong way

or in their own way and there's nothing you can do it's a very very small percentage of the time but it is possible uh more likely it's also their conditions so the product genuinely might not be right for them okay they also might not I might have genuine reasons to wait right like let's say they're getting a divorce they're buying a home uh have some sort of legal matter they're exiting a company right all of those things are like genuine reasons you could wait okay they also just might have a financial condition like they might

have uh 200 in their bank account and 500 credit score and they're homeless like look we don't even want those people in our program right that's like a liability so um the other thing is do not attach yourself to the outcome so this goes along without taking rejection personally you really want to detach yourself from the outcome okay so what do you attach yourself to you attach yourself to executing the prospect process to the best of your ability you attach yourself to finding out if you can help them and if so exactly how that's going

to work and you attach them attach yourself to figuring out if they are truly ready to commit to doing this things that they say they want to do and they're important to them okay to finding out if their actions align with their words okay so one of the things electricity says is you're not after a purchase you're after a decision right I totally agree with that you want to get to the truth of if they're willing to commit to doing the things they say they want to do because as you'll find with sales calls when

you get really good most times they'll say they want to do all this stuff in the beginning and then they'll say that they think your product is great but then when the investment's on the line and things get a little bit uncomfortable it's a stretch financially their actions don't align with their words even though they think what you have is the best way to get there and they said that they want to do it right that they're committed this and that and so you see this cognitive dissonance happening and your job as a salesperson is

to really get to the truth of if their actions are going to line to their words right so um next or no this is still under no this is the next one sorry uh the customer knows there so this is the myth right the myth is that the customer knows their problem and knows what they need now sometimes they do know what their problem is they do know what they need that's fine so don't overthink this and get in your own way but oftentimes almost I'd say the majority of the time prospects don't know what

the problem actually is and therefore have a misdiagnosis of what they actually need okay so I always tell our sales people this this is very key listen to this most people aren't stuck and this also goes for client success most people aren't stuck because they know what the problem is and they don't know how to fix it okay instead most people are stuck because they either don't know what the problem is or more likely they're trying to fix the wrong problem okay so I'll repeat that it's right here most people aren't stuck because they don't

know uh or they most people aren't stuck because they know what the problem is but they don't know how to fix it they're stuck because they're either they don't know what the problem is or they're trying to fix the wrong problem so really serving somebody at the highest level means pursuing inaccurate diagnosis and what's funny is and this goes for client success and also goes for sales once we can figure out the real problem the real constraint that's holding them back to getting to the next level when we can figure that out the solution becomes

obvious the more clearly we can figure out what the real problem is the more obvious the solution becomes now I will tell you this and we'll talk about how to do this later in this training series obviously this could be a whole couple videos itself but when you do this okay and you can educate them on what the real problem is and also what the real prescription is going to be and you get them bought into that they can internalize that belief you win every single sale unless there's some crazy condition you win every single

sale when you can hit that reframe it is lay down City now don't sometimes get in your own way and you know sometimes like we sell sales people right like we recruit and place else we have our companies sometimes people just want sales people like they need sales people they want sales people they're ready for sales people you don't need to reframe them on all this other stuff right um so sometimes it's kind of first things first now next belief limiting belief is that follow-up is annoying okay so follow up you know follow-up is annoying

when someone deliberately tells you to stop contacting them and then you keep contacting them okay that's unethical and annoying all right however following up the way I'm going to teach you later in this training series actually means providing immense value and Prospects will thank you for following up and in my in my opinion also it displays a lot of really great positive character traits okay as well as great customer service and I think like even though uh you know your salesperson is not probably gonna be the one fulfilling on the service most times what I

do think is that essentially how you do one thing is how you do everything somebody in a sales or a company who has a really great sales team really great follow-up really get Great Value based like they don't you can tell they're not forgetting about you nothing's falling through the cracks almost always that company has great client success it's just how you do one things how you do everything so uh if somebody's really great to follow up we'll talk more about how they do that later but I think highly of them I think highly of

the company uh especially if they're doing it in a cool way their client success is probably good okay last limiting belief is what I call playing God this is an advanced salesperson uh common Pitfall mistake is and and very it very much happens you know it's probably not going to happen in like software sales right but it's it's a lot in the coaching industry your courses or you know even services and uh different stuff like that is when you have an experienced salesperson and they get really really good and then maybe about nine months to

12 months in they start not making offers through the prospect who wants to purchase Okay who wants to purchase they're very interested they start not making offers simply because the sales person they doesn't think the prospect's going to be successful and think it's they think it's their responsibility to make that decision for them okay so I'll repeat that it's when an experienced salesperson most likely refuses to make an offer to a qualified Prospect because they don't think the process is going to be successful and instead of them allowing the prospect to make that decision for

themselves they think it's their responsibility to make that decision for them okay so let me kind of understand explain the Nuance here look if somebody is deliberately not a fit or you were like have this major conviction like oh no like this is not good for you okay I'm not saying you you sell that person anyways right like if they're deliberately not a fit or you know you think doing this will put them in this really really bad circumstance then okay fine like that don't sell them I totally agree but what happens a lot of

times and and if you QC yourselves people you'll pick this up with your experience folks is sometimes the salesperson simply because the person has tough circumstances won't offer them and what I always tell people is that it's not your right to Rob them of doing the things they say they want to do and taking um the opportunity to take action on their goals it's not your right to Rob them of that opportunity and so that doesn't mean you over promise and start doing all this uncompliant stuff oh yeah you're going to make this amount of

money you're going to do this you're gonna do this oh yeah it's totally gonna work no like I would do quite the opposite I'd say look you're in a really tough position like this is something to where I 100 can't guarantee it's going to work what I can guarantee is you're gonna have the best tools in the industry and in the world for this type of thing to succeed but I can't guarantee your results and I can't guarantee that you're going to be in the best position financially after you do this because it is a

stretch for you and quite you know quite honest like a lot of it depends on you right so obviously I mean that's not that's not the best framing in the world but uh you kind of get the point of what I was going for there is um the difference is is you really should be still make the offer but be straight up be honest at expectations Etc and you will be stunned of how many customers who are in really tough situations just surprise the hell out of you it's absolutely nuts okay so mental cues for

sales people okay so this used to be called frames and then I change it to mental cues because some of this is frames but other stuff is other of this stuff is just kind of like a cue or like a reminder of something you think about before or during or after the sales call and it's just different ways to think about sales okay in different ways that I've used to think about sales that have made me successful and also client successful and again some of these are frames some of these are not so the first

one's called the moral Authority frame so this is when the prospect believes with certainty that you have their best interests at heart and when that happens you have a tremendous amount of influence over them so I'll give you a few examples that you know you'll get it right so I know a lot of you know content famous kind of like public figures this and that and you know like they'll say I'll use Joe Rogan as an example he's literally said this on this podcast I don't know Joe Rogan but you know I've heard a lot

of people run into this thing so Joe Rogan says for instance you know look I never look at comments I never care what anybody says about me in the media like unless you're in my inner circle I I don't care about your opinion of me now if somebody in my inner circle who really knows me really well and who I really trust comes to me and gives me feedback and wants me to think about something differently or like take some criticism then I'm 100 gonna take that to heart so what is the difference between somebody

and Joe's Inner Circle and everybody else it's moral Authority right moral Authority frame and so you know I know in my experience I know a ton of people who are kind of content famous public figures especially in our industry who feel the same exact way I've heard say the same exact things now a different example of more Authority is let's say a bus is driving down the street then all of a sudden in the middle of the street is a police officer and he's got his hand up like this you know his hand up like

this is the bus going to stop well number one the boss doesn't want to hit the police officer doesn't want to hit anybody but number two the bus is going to stop and the reason they do that is because they believe that police officer has their Messengers in Heart Right the police officer is supposed to be a public servant that's really supposed to be able to serve and help everybody in the community so obviously that person's gonna stop right because they don't know why at the time but they believe it's for some reason of the

greater good so more importantly how do you establish more Authority okay big thing to know is it's earned not given okay now how to earn it is not rocket science believe it or not is number one you must genuinely want what's best for the person number two you must attach your own self-interests to knowing that long term this is going to be the better thing for you gaining more Authority doing the right thing for the person no matter what the circumstances are even if it doesn't benefit you in the short term long term that's better

for you even if it's bad now okay now I would say and actually before I redid this training it said just completely detach your self-interest uh all together okay but realistically I think that's you know I think it's tough for people I think it's like it's it goes against our nature you know whether you like it or not like we're all self-interested or you know have a lot of interest for ourselves all together like we do things that benefit us okay that's our nature that's how we survive um so I do think that yes you

can look at it as completely just serving the person detaching all of your self-interest but actually think what's going to make you more compliant and even better at this is if you really associate how doing this is better if you think in terms of decades not days right long term you're going to build a better Network be around amazing people have a lot of influence around your circles all of that stuff if you really take on this Frame which means and this is the third thing is sacrificing the short term and being willing to advise

somebody to do something that doesn't benefit you right now in this moment in the short term okay maybe it doesn't benefit you long term either but regardless no matter what it is always just thinking about if I was this person what would I do and keeping yourself don't project yourself and your own self-interest into the conversation whatsoever so this might take a forms in a few different ways okay the obvious one is like you know okay you don't really think your product's the best thing for the person you refer them to somebody else and you

immediately lose the sale right it could mean that uh well actually a lot of times it more likely means and this is why this is so powerful in sales is sometimes this could actually make you the sale even in the short term and so as an example like let's say like you know most sales people yeah we can do that yeah we can do that oh yeah our product does that oh yeah oh yeah you know and it's it's they're just kind of like yes man and they're just not being a straight shooter okay whereas

on the contrary like if you're the one person who is very straight up with expectations you're very straight up with like the flaws of your product and because of those who it's not for and who it's for Okay and like you know the person especially it's like if the person comes away and like you know look that person's a real straight shooter um that's a even if you're a little bit blunt sometimes right it might not be oh pow pow nicey nicey oh yeah we can do that we'll do anything you know sometimes it's a

little bit blunt like it's a little bit abrasive but people come away oh that guy's a straight shooter you have so much more trust and then when you say something they believe what you say and a good way to think about it is like as soon as somebody catches you doing something that's completely against your own self-interest but you're doing it because it's for their benefit their trust in you goes way up right I think there was a chaldini study actually where a waiter would uh if he told somebody on the menu that oh that

menu item's not good actually I would do this less expensive thing so it looks like in the short term he's going directly against his uh self-interest in the long term and not that much long term later that person would get better tips because they're tipping that person because they believed again more Authority right so um it also really helps more Authority if you are an expert in your field because if you're an expert you're far more likely to be able to know and advise what's actually good for the person you're going to be much more

likely to lead them to the best thing for them and again that could lead to your product as a byproduct of that or it might not right or like it could be something to wear in that sales conversation we have a little bit of friction on the front end because you got to reveal some flaws you got to be straight up about what it's not for but because you did that you have a lot more trust and you actually make the sale maybe on a lower tier product or whatever but you have also a much

better lifetime customer so hopefully you're familiar with that let's move on next one is a really short reminder of mental Q This is called the three rules of sales uh I learned this from my mentor Taylor Welch I think it's really good so I just want to share with you guys uh so three rules your jobs lead the prospect of what's best for them what's best for them is always outside of their comfort zone prospects find like how to stay inside their comfort zone right a lot of wisdom in those three rules right and it

goes back to that moral Authority thing but also really kind of at the end of the call remembering that serving somebody and doing what's best for them doesn't mean being a Yes Man and just rolling over and letting the prospect do whatever they want sometimes you have to take a stand and really help the prospect get through their fear get through their projection get through their BS and align their actions with their words and make decisions out of a place of vision not have a place of current circumstances which if done is going to render

more of what the same circumstances so next one is the price frame this one I think can actually be kind of toxic but um it's it is worth mentioning so the price frame you're the best in the world of what you do they need your help not the other way around they're lucky to have the opportunity to work with you if they say no it's their loss now the issue with this is people learn this and then they're like on their Podium oh I'm this heart um this High ticket closer you know you're lucky to

be speaking with me this call is going to go how I say it's going to go you know it's like come on dude um I'm the prize like I just think like people will even read uh pitch anything or in class book which is a great book but then just start acting crazy on sales calls and just start start being a dick quite frankly and I think the wrong way to do this is to hold like a better than frame to your prospects where you're up here and they're down here right I I 100 think

that's it's better than being a complete rollover but it's it's not Mastery level salesperson it's very very similar to you know if you look in dating especially for guys right first there's the nice guy to where he's just a rollover uh doesn't have any boundaries doesn't take a stand for themselves then there's the jerk who is like you know I'm up here you're down here it's all about this person not about the other person um you know their actions aren't uh conscientious of the other person's feeling and decisions Etc then you actually have like the

alpha male right which is or you know like whatever like uh uh attractive guy I don't know what the word would be but the next level above the jerk is when you're somebody who just has healthy boundaries right you're not a rollover but you're also not a jerk and you're not you're not less you're not less than like the uh nice guy you're not better than like the jerk but you're actually equal to okay and a lot of that comes through working with your own emotions and Etc but to digress it's very very similar to

the price frame thing it can be misconstrued as kind of the jerk right the the better than all right and um that's not really what we want to go for here what we want to really focus on the mental cue of the price frame can help a lot of people sometimes when they're first starting off as that less than right like the opposite of this is like what you don't want to do is come on the call and you're like oh my God you know Prospect you know thank you so much like this is such

an opportunity and this and that to be speaking with you and like where you're like overly grateful that they allowed you to speak with them like that's what we want to avoid right and so the price frame is more of like Hey we're in this place where we're equal and uh this is my domain I'm an expert in this domain and I'm really excited to like see what your problem is I know I can provide tremendous value in the back of your head you do have that little bit of healthy ego you're like man like

this person is so lucky to speak with me like I'll tell you this if you know I've scaled our company to uh this year we should finish over 50 million so you know I've done that in record time that's really great for my industry and if I spoke with I took a sales call right if I took a sales call and it was for our services and I was speaking to somebody doing a millionaire and my in the back of my head a little bit there's a healthy ego of like wow this is like you

know I I should charge for this sales call right like the fact that they're getting my one-on-one time and I can explain to them and understand their problem and tell them what to do whether that's my product or not run through everything I'm talking about with you guys right now the fact that they're gonna get that opportunity with me is like they should be paying me just for the call right so that's kind of like that price frame now I'm not going to come out as a better than dick okay so hopefully understand that Nuance

moving on we have the attach Detachment from the outcome so we've kind of already covered this one a little bit but this is another mental cue and this is one that before every sales call I used to have I always used to repeat the Mantra and think about the following is ruthless detached from the outcome and then attach yourself to three different things Flawless execution of the process getting to the truth of what they want what's keeping them from doing it and if their actions are going to be aligned or their words but you already

talked about that and then finally and this one's really important number three is having fun because if we're attached just to the prospect process and our goal is to execute that flawlessly and have fun while doing it like enjoy ourselves in the moment and just enjoy the dance of sales that is really the key of getting into Flow State and if you played Sports it's just the difference between being really in your head having anxiety and just not like you know you're just you're just not in like your peace state of sports performance versus like

when you're out there and you're just like having fun like you'll hear pro pro basketball and football players say all the time like hey we need to get back to having fun and that's because it's one of those things you're just totally in the present moment you have this really like sense of joy and purpose and like fun and it's just a blast and that's where your best performance comes from so um I always think about those three things and again when you could do that right when you think attach detach yourself from the outcome

ruthlessly attach yourself to these three things when you can do that you can actually not get the sale and still win which is huge because then we're going to start lining up win win win win win and if we take 10 sales calls and close five we can still have 10 wins right if we do that right so that's very very key it helps you keep you also and you know not in in ruts because there's Ebbs and flows and sales and sometimes you got to be really mentally strong if you hit a really tough

you know 10 Prospects and you have no closes but you feel like you've done everything right you have to have that internal Compass to know that you're still doing the right things it's just an ebb and flow okay very very key so last one for the mental cues and Frames is the expert frame so we've we've also talked about this one a little bit so let's go through it this is also called a doctor frame I kind of combined them so you've already heard the doctor if like you go into the doctor's office and you

sit down with a doctor they ask you about your problems you know you're explaining what's going on what's Happening Etc they ask pointy question point to question point in question eventually they make a diagnosis and then they give you a prescription okay it's very very similar to a sales call we'll talk more about that later obviously as we get into the training but again like we make one diagnosis we make one prescription and we do that with ultimate certainty that that diagnosis is correct and that prescription is correct right we're not giving you know the

doctor doesn't say okay you can take three different types of medication and they're different price points which one do you want to do like that's not what we do okay they're also the doctors not you know all of a sudden like coaching somebody in the middle of their question asking and you know before their diagnosis and then getting Way Off Track and doing this and that they're also not like overly crazy about Rapport like there's a little bit of Rapport right but they usually come in pretty authoritative hey how are you doing how's your day

okay hey tell me what's going on and then it's you know follow-up question follow-up question follow-up question the negative clear idea of the situation do some examination and boom prescription and they make their diagnosis they make the prescription and it's with absolute certainty and it's like this is what this is what you need to do right you're not giving options so again we'll talk more about that later but it's a very very good frame to always think about and hold on the call um now kind of combined with this is this expert frame so what

I want you guys to think about is you may not be as accomplished as the person you're talking to but your goal is to be an expert or higher status in the specific context of what you're selling right so a great example of this contextual uh expertise and contextual being higher status in a certain context is Owen clap tells us in his book there's the surgeon versus the golf pro right like a surgeon in in general and you know kind of our Western economy is known as very very high status right in almost any setting

generally right but if this person goes and plays a one-on-one golf match with the golf pro whose higher status in that context right the golf pro because he's a specialist and that one thing so doing that you want to do the same with what you're selling so if you're let's say uh helping people do um c-suite recruiting or something and you have a startup who's trying to build a c-suite team they have that problem you're the expert in that problem in that context you're actually and should be higher status due to your expertise which also

puts you in a place to provide way more value okay so achieving that expertise a lot of people are like oh my God you know how do I do that it's actually not that hard so here's the steps you learn everything about your field that you can okay so learn in your field in your Market learn everything that you can then also within that learn everything you can about the problem that you're solving okay so remember they're on this call because they have this problem and don't know how to solve it most likely so just

by the nature of you understanding that problem really well almost always you're going to be more of an expert in them in this context doesn't I mean you can get ahead of this in like two weeks sometimes might take a little bit longer but again um it's all about just specializing in that context so how else do you do it you study your product which solves the problem you study your customers who've used your product and Achieve results and solve this problem and then also you remember that especially as you get experience as a salesperson

you've had hundreds or thousands of these conversations and seeing all these people in different businesses or different lives with this problem and also all of your customers and testimonials who've taken the product and solved this problem and you have this amazing ability to recognize patterns based on all of this data you've observed over your you know the last six months or a year however long you've been selling that almost nobody is going to have and that is immensely valuable that's why a lot of times what I do when I'm trying to influence a client or

influence somebody on a sales call is I'm like hey this is not just my opinion you know first of all like I've had this problem and then I solved this myself and you know I've helped 2 000 other people do the same as well and I'm networked with some of the top top people in our industry here doing eight figures multiple eight figures even if you're doing nine figures the top of the top I know how their business works I know who they are I know what they do and from what I've observed through that

and through all of this stuff is that generally this is what you need to do right generally in your situation here's the best way to attack this problem so you see how I'm kind of using this massive amount of observation I have as a way to really get that expert frame and build a lot of proof and a lot of trust and a lot of buy-in before I make a certain recommendation okay and that recommendation could be on my product or it could be you know just something else I'm trying to get somebody to believe

maybe it's a client okay so again you have that pattern recognition ability really lean on that now moving on to some really important stuff this is short and sweet but it's probably the most important part of this entire video cultivating conviction okay so conviction is how strongly you believe your product or service is the most valuable solution to get from current state to desired state right so it's the best strongest bridge from Hell Island to Heaven Island like we talked about that you want to be there's multiple Bridges to get across hell to Heaven Island

right we want to be the best one the strongest fastest shortest Etc the most sturdy and you know in uh sales and business terms it's really what's the best Bridge it's the most valuable one right and a great way to think about it again is Alice mosey's value equation right you have time delay effort and sacrifice on the bottom uh dream outcome and I think it's perceived likelihood achievement on the top right and the highest number is really the most you know that that's what gives you your value equation right and so you want to

have your personal conviction that out of all different methods and products and things your Market could do to achieve result right yours is the most valuable okay so this is really the X Factor in sales everything being equal convictions always I mean the sales person with the books and conviction is always going to outperform and in fact even if you look at an average salesperson versus a very experienced one but average one has massive conviction experience one does not or maybe has a little bit of Doubt average one's gonna kick its ass and the average

one because they are so much more passionate about it well eventually just invest in themselves and actually become very very Advanced okay so um this is very key like a great example of this is let's say you have a coaching program helping women optimize their hormones and do this through dietary changes and testing et cetera let's say you have a client whose life has been changed by this product and they become a salesperson they don't have that much experience and then you have another guy who's like uh rugging car sales guy selling this women's hormonal

release product right whatever it is okay who do you think's gonna win right obviously the previous client even though they may have very rudimentary sales skills they have massive conviction they're going to be relate to the market they know the market they are the market you know they they've been through this process like they're going to kick that person's ass and they're just gonna be so much more relatable they're gonna understand like all these things that makes a huge difference doesn't mean you should always hire your clients but it's a great example of when it

can work really really well so um how do you cultivate conviction it's actually pretty straightforward right number one sell something you're naturally drawn to you're naturally passionate about okay you should have a strong belief about it from the beginning that cultivates more and more and more and more as you start even selling and and start working for the company right so I was selling for a different company who was like a marketing company so my first sales job we mainly went after real estate agents and you know the product was not great to be candid

I I think we kind of told ourselves it was good it was my first job I didn't know what good products were and bad products where I was just trying to not get fired at the time and eventually as I started to get really really good I started following these guys and they were called traffic and funnels and I remember consuming their marketing and buying a few other products and all this stuff and I thought to myself like man if I sold that I'd be the best person on the team like if I sold that

um like what I said to myself actually was I was born to sell something like that and I mean that's what I would like I wasn't being necessarily 100 serious but like that would be the type of stuff that would go through my head is that like man I'm like born to sell something like this like I would just crush this thing and I was so passionate at the time about what they were doing and so that's number one also you know once you're in study and use the product study and use other products like

again your thesis should really be the best way for my market this Market to go from current the desired situation is blank right is what you're selling if you don't believe that sell something else right but you have to be able to believe that and out of all the bridges that are out there to go from Hell Island to Heaven Island you have to believe yours is the most valuable it's going to make a huge difference also just be heavily involved with the community created by your product uh watch and remind yourself of testimonials of

people that you sold daily have a thank you for enrolling me folder like every single time somebody sends you a message hey thanks this the treatment or the coaching or whatever it was that you sold it's been life-changing Etc anytime that you have that you know happen create a folder and then you can go through that on a daily basis it really helps you remind yourself what you're doing is important it changes lives Etc uh another one this little counterintuitive have faith in your ability to make it right I always tell this to our uh

our sales people is like hey like you're kind of borderline and like you're not sure if we can really help this person or not um at the end of the day still make the offer you know don't don't make false promises but like still make the offer and still have that conviction because at the end of the day if they get in and we know it's not right from the get and maybe you made a misdiagnosis we'll just refund that person it's fine you know and so um a big thing is just have faith in

your ability to make it right like at the end of the day if you know you have great values great integrity and you're going to take care of people at the end of the day if you make the wrong decision in the sales process on the front end you can take care of that usually pretty immediately and everybody comes out unscathed um the last one is have high standards for yourself and a way I like to think about it is having a high sedu ratio for yourself Sadie ratio what we say we want to do

or what we say we're going to do versus what we do is one to one we say we're to do this we do it okay one-to-one say do ratio if you say you're gonna work wake up at 5am wake up at 5am if you say you're gonna work out at 6am work out at 6am if you say you're gonna make this amount of cold calls make this amount of cold calls when you start cultivating those high standards and highest data ratio it builds a massive amount of confidence and having those high standards for yourself and

just being a master of managing oneself it makes you a leader of others and it also makes you somebody who just naturally through their life carries conviction your words will hold more weight because of that so last but not least cultivating Flow State instead of Flow State I always kind of like saying Poise again like these are just mental cues for yourself right so for me that mental cue I like to say was Poise Poise is a calm sense of certainty Under Pressure I think about it like you know Michael Jordan getting the ball with

10 seconds left in the NBA Finals he's got to make a game-winning shot right he's got Poise he's got that calm sense of certainty Under Pressure another little word I like to uh use is called resolve which means it's this feeling as if it's already done it's already a given like if you've ever not achieved a goal yet but you're well on your way to achieving that goal and like you knew it's just a given like it's gonna happen there's no way it doesn't happen like I remember um you know I always had a goal

to have a million dollars in the bank account right and you know probably when I was at like 600 Grand I had was based on how my business was doing at the time I just had resolve like oh yeah it's done like it's not even my goal anymore because it's literally done like it's already hit even though that money's not in the bank account yet right it's that resolve and you probably had uh feelings like that you know in the past among a lot of different situations whether it's sports or whether it's even your own

sales calls whatever but having that resolve it's not this high like certainty like Tony Robbins yes yes like it's not like that right it's this concept of certainty under pressure it's Poise so how do you cultivate that state number one this is very very key place all your attention and energy onto the prospects and the words that they're saying you almost want to meditate if you've meditate meditation is huge honestly for mindset and I really should have made that a key tenant of this training is like meditation is so key for sales because it helps

you listen and focus so much now going beyond that what you want to do is once you're practicing meditation when you're actually on the call you have to rest your attention on the words that they're saying and also their body language and their mannerisms like you want to be just totally focused on them and when you do that a couple things happen number one like you're kind of meditating on them as weird as that sounds but you're doing that it's going to take all the pressure off you it eliminates all nervousness and this is what's

kind of woo-woo but it is very very true the right thing the doers say will naturally come through you in the moment okay you just have to trust your training up into this point you have to trust that you're going to do the right thing spontaneously in the moment okay now if that doesn't happen you got to do some more training okay but um you know you're much much more better off just being a hundred percent and stuff is going to start coming through also it's like if you're taking notes whether that's on the laptop

or uh pen and Pad you know I started with pen and Pat when you're taking notes when these things come through you right you can write them down and make a note to be able to ask that question later so on and so forth so very very very key there um you really want to lose yourself in the enjoyment of the process like at the peak um these calls will feel like a truly an art form like fun in art form like you're pursuing this Perfection just making your influence as good as it can be

and the last thing I'll leave you off with is if you read the inner game of tennis okay if you read the inner game of tennis that's a phenomenal book on having the right mindset especially towards sales uh it's really a sports performance book but it works really great through sales one of the things you'll get from that and I'll leave you with this this is one of the most I think it's gonna be in the next training but it's one of the most important things you can actually do for your mindset and sales is

consistently review and listen to your best sales calls over and over and I mean I'm telling you some of the ones I've listened to I've listened to call these calls this is one with this guy named Fred I've listened to that call a hundred times I'm not even kidding 2x speed I'm just listening to myself just win sound really good be a Peak Performance I'm reminding myself I'm good at this I've done this a thousand times you know here's me making in the sale closing the deal helping this person always you know reviewing a win

a day is going to keep the sales manager away and with that being said I'll leave you off with this training hopefully it was helpful we'll see in the next training