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 them and have mentors in that space.
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What do you think makes a strong marriage last more, respect or love?
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 You know where I'm going with this one.
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Respect, because I think that respect is based in logic.
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Love less so.
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And so, I'll say it differently.
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I think that love has a strong emotional component.
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Some days you feel like you love someone more than other days, right?
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But respect doesn't change as much.
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Because it's based on facts.
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It's based on evidence.
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It's based on the story I just told you will not change.
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That happened, right?
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 And so when emotions fade, logic remains, which is why I'm a big fan of logical selling, which is when someone is trying to make a decision, I do want to give them the logical reasons for why they should do that, because when the emotions do fade, which they inevitably do about the decision that they made, what will remain is the logic, and the logic will carry you through the dips.
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But if you don't have a logical reason to be together, then when the emotions fade, that's when you have no reason to be together, because the emotions are on, and there's no logic.
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 And so I think that for the long-term relationship, that's why the mission, the values, and the interests, there's a lot of logical reasons for us to stay together.
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We have a million logical reasons together.
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We're partners in the business.
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We love the same lifestyle.
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We're both into fitness.
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And so we have all these huge stack of reasons.
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 for why we should stay together.
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And I think that if we can stack the reasons, and as a funny side note with the length of marriage, the average married person spends two hours a day together, 45 of that is watching television, average marriage.
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24 minutes of that is housework.
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And then 35 minutes, sorry, 35 minutes is eating.
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And so 45 plus 25, so there's like 20 minutes that's not that of the two hours,
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 that is just being with someone.
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And so we have spent every hour of every day together for six years.
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And so I feel like in that way, we've had a 50 year marriage from a time perspective.
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But anyways, just.
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And where do you think you'd be without?
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 her or a marriage like hers that has supported you and thrived.
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Do you think it'd be as financially successful?
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Do you think you'd have more time to build your businesses or do you feel like you'd have scattered energy with lifestyle choices?
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 I don't know if I would have learned the lessons that she's taught me.
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So if I had a similar marriage to the one that I have, I think it would be the same.
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If I didn't have a similar marriage to this one, I think I would have figured out, the money thing was too important to me for me not to figure it out.
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It was too important to me.
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SPEAKER_01
 You have the discipline yeah, and I and the fitness thing that was our that was always on lock and so like the missing piece I still probably would have had that longing to figure out because I do because to your point like all the people that I respect Have been in 20 or 30 or 40 or 50 year marriages, and I think there's something about Character it speaks to someone's character when they've done something like that, and I think that was something that I wanted to have yeah, I
1
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 What do you think, you're 32 now?
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What do you think, when you hit 40, the three biggest lessons will be that you will have learned?
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Or that you, if you could go into the future, because you're really good at thinking in your 85-year-old self, and your 40-year-old self was looking at you right now, or in a room with you, talking to you, and he said, here are the three things you really are gonna need to learn, and try not to make these mistakes.
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What would those three lessons be, do you think, if you could go in the future?
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 Well, the first one that jumped out at me was patience works.
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So that would be the first.
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I think I would have continuous reinforcement on the fact that the longer I wait for things, the better they are.
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The second one would be define your terms.
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Socrates says, wisdom begins with the definition of terms.
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And so a lot of people make these goals, but they don't know what the goal means.
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And so they're like, I want to be healthy.
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 What does that mean?
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I want to be happy.
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What does that mean?
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We have to define our terms before we start trying to attack them or breaking them down, which is why, if you've ever heard any of my stuff, I tend to define terms a lot.
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So I think a definition of terms is you have to define your terms.
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And then the third one of lessons that
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 I think would probably still be, because whenever I talk to my 85-year-old self in my therapy sessions with myself, it's always just remembering to smell the flowers more because if I'm 20 years old or 30 years old and I would trade all the millions I have to be 20 again,
1
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 then that is the lesson.
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So I would trade everything that I have when I'm 40 to be 32.
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And so it's just like reminding myself of that.
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Enjoy this now, this moment, yeah.
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Because I would trade everything to be here when I'm 40.
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Right.
1
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So like if I can just even get a tenth of that,
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SPEAKER_00
 Awareness in the present moment if I can bring 10% of that future awareness to the present moment, that would be a success for me Can you break down really how to sell someone or how to enroll someone in your product or service?
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Who has a reason why they don't want to sign up?
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 Yes, so the the baseline assumption is this person wants what you have And so that's why I like in the beginning of every sale.
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You're always asking what problem are we solving?
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I like why are you here?
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What do you want?
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and Sometimes you have to like ask that question a lot of different ways to get someone actually answer it because like if someone says well I just want to find out more it's like they're not actually here to find out more they're here because they want to solve a problem So some just saying what problem are you solving?
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 it's an easier way to get to the core of the matter.
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And so once they admit they have a problem, then we can, so.
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So how do you approach it then?
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What's the problem?
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I'll give you the back of napkin before I give you the one that we were talking about earlier.
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So the back of napkin sales scripting process that I have is called CLOSER.
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And so it's an acronym, it's easy to remember.
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So the first thing you see is clarify why they're there.
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 Why are you here?
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What brought you in today?
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Why'd you respond to the ad?
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Why'd you take time to take this call?
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Whatever it is.
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Clarify where they're at.
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And keep asking until you get the right answer.
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If it's just information, it's like you're not hopping on 20 calls a day taking information, right?
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No, of course not.
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Okay, what problem did we solve?
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Cool, got that.
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Then L is label them with a problem.
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So that's where you're really repeating back to them.
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So let me just get this straight.
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So you're here because you're trying to lose weight.
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 and you are struggling to do so at current.
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Is that correct?
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Awesome, okay, great.
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Then I think you're gonna like what we have.
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So tell me, so then we go to O. So C-L-O, closer.
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O is overview their past experiences or past pains.
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So it's like, well, tell me what you've done so far to try to accomplish this.
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I'm assuming that's not the first person you've talked to.
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I'm assuming this isn't the first moment you realized you wanted to lose weight or you wanted to X, Y, Z, right?
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And so then we go through what I call the pain cycle, which is like, okay, what did you do?
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How did that work for you?
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What was good about it?
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What was bad about it?
1
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 great what else have you done and you go back through and each time it's like and each time you affirm the person you're like that must have been hard appreciate you sharing that just affirming and giving them positive reinforcement throughout the conversation and that's just building rapport one-on-one right i understand how you feel i felt the same way my sister was like that too i totally get where you're coming from i know that's difficult blah blah right oh
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 S is then we sell the vacation.
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So now that we've exhausted all the pain, they're in the thick of the pain of remembering all the times they failed, you're like, you know what, given everything you said, I think you're gonna be perfect for what we have.
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Can I tell you about it?
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So then you get permission to sell, right?
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And then when you sell, I like to have three main points that I hit.
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 And I think it's because people remember threes very well.
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I know you've seen Russell's stuff with webinar, like threes are remembered well.
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Same thing with values in a company, I think three people remember.
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It's easy to triangulate ideas, right?
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And so when we sell the points, a big part of this is not actually explaining the features, this is obvious, but I like giving short anecdotes that are easy to remember.
1
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So if I would say a word like, we offer accountability for whatever program you sell, right?
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 And that doesn't mean anything to anyone.
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So I want to give a quick story or anecdote to explain the concept.
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It's like, all right, well, we have three types of accountability.
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We've got peer-to-peer accountability, which is people are going to be walking with you shoulder to shoulder.
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You're going to have alumni accountability, which is people who've already finished, but they're just 12 weeks or 12 months ahead of you, and they're cheering you on from the finish line.
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And then you have expert accountability.
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You have people who've helped 1,000 people just like you get to where you want to go.
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All right, so those are the three levels of accountability.
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If that doesn't make any sense, do you have,
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 Do you have a kid or were you ever a child?
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That always gets a laugh.
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They're like, ha ha ha, I was a kid.
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And you're like, well, do you remember when your parents used to tell you to brush your teeth and you didn't want to brush your teeth?
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No, I don't want to brush my teeth, right?
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Like, of course, but then every night you'd still go brush your teeth even though you moaned about it.
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Do you brush your teeth now?
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They're like, yeah.
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Well, that's an example of external accountability turning into internal habit.
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And so what we're going to do is we're going to be the initial parent that's going to tell you to brush your teeth, but we're going to be able to transition to getting that internal combustion engine going by the end of this so that you're brushing your own teeth.
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 You can use the same thing with the seatbelt.
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There's a million examples you can use.
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And so that would be a quick, whatever that was, 90 second anecdote to explain point one.
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And you same thing for point two, point three that you have of like, it's kind of like, and then you explain a little epiphany bridge or the story of how you realized it's important.
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And then they would say like, does that make sense?
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Yes.
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Boom.
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You move to the second point.
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Makes sense?
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Yes.
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Move to the third point.
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And then it's, then you go for the close.
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Like, well,
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 Given X, Y, and Z, I will tell you this is extremely expensive.
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And the reason we say that is because it's even better than a price anchor.
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Because extremely expensive for everyone is expensive.
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If I said, hey, Louis, it's $500.
1
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Just kidding, it's $100.
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You might have thought $500 and $100 were both cheap, right?
1
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But if I said it's really expensive,
1
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 Whatever I say next is going to either be actually expensive for you, in which case I braced you, which is actually more likely to close the sale, or it will be less than what you perceive as expensive.
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And you're like, oh, great.
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Because the problem that most people try and do when they sell is they try and minimize the thing they say next.
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But it actually has a counteractive effect.
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You say, it's actually not that much.
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It's only, right?
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 When you say that, when you say only, that all of a sudden people expect low and then you rip their expectations.
1
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And so it's much better to set expectations here, but people are afraid of doing that.
1
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That's not how psychology works.
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So you set expectations sky high, you anchor, and then when you say reality, it either matches the braced person or it's much lower, which most cases it is.
1
SPEAKER_00
 Interesting.
1
SPEAKER_00
It's really expensive.
1
SPEAKER_00
Does that work for webinar sales to mass, or is that only better with one-to-one sales calls?
1
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I haven't tested it on webinars.
1
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Interesting.
1
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But one-to-one, let me know.
1
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I'll let you know.
1
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I'm curious if that also converts.
1
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Well, I do know that from the infomercial world, you price anchor high.
1
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So it would make sense to me that, I would imagine it would still work the same way.
1
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It's like, guys, it's super expensive for guys.
1
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It's not $5,000 and you work your way down.
1
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 And then when we do end up saying, hey, it's expensive, we want to make sure that we're selling to goal.
1
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And the point there is that some people sell a program, but people don't buy programs, they buy results.
1
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And so the idea is we want to, as closely as possible, sell the outcome that someone desires.
1
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And it sounds obvious, but people don't do it.
1
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 You mean like a lot of these like well duh, but it but no one does it right and so like in the weight loss example I realized that people didn't want to buy memberships.
1
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No one's like I want to buy a membership.
1
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Of course not they want to lose weight And so what we did was we shifted our selling style in the gyms and the fitness programs to how many pounds they needed to lose So we'd say okay cool.
1
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You need to lose 36 pounds based on our calculations It's gonna take 36 weeks for us to get there and they'll take another 50% of that time To basically restabilize you get your metabolism back up and now you're eating the same amount at a lower weight
1
SPEAKER_01
 That sound cool?
1
SPEAKER_01
Great.
1
SPEAKER_01
And so now it's going to be a 52 week program.
1
SPEAKER_01
It's, I will tell you, it's very expensive, but it's normally, you know, whatever, $500 a week, but instead it's only 150 a week.
1
SPEAKER_01
 Interesting fair enough.
1
SPEAKER_01
And then when we get into the closing questions, I always prefer neutral or negative questions Because it's if I said sounds amazing a lot of people would be like what it's not amazing But if I said fair enough, yeah, then it's much easier to get someone say well, yeah, it's fair so it's like how low can I make the thing that they're agreeing to and then the negative version of that which Chris Voss talks about in the Negotiation is no base questions
1
SPEAKER_01
 Yeah, it's just like that's not so bad.
1
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Is it or right or yeah, you wouldn't be opposed to moving forward Would it be totally crazy if we move forward today would be totally crazy.
1
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We started you on Monday Like all those.
1
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Well, it's not crazy.
1
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Okay, cool.
1
SPEAKER_01
Let's say yeah, and so and then at that point Let's say Lucy says no right to whatever the thing we're selling
1
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 Now we begin the E of Closer, which is explain away their concerns.
1
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So C, clarify, L, label, O, overview their past experiences, S, sell, which is the three anecdotes that you're going to tell, and then you present the price.
1
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And then at that point, hopefully, they say yes.
1
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But in the world of sales, no is the job.
1
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 No is the job.
1
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They say yes, then you wouldn't be necessary, right?
1
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And so no, like selling is everything that you do before you present price.
1
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Closing is what you do after.
1
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And obstacles are what come up before you present price.
1
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That's when you disagree with the prospect.
1
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 Objections or what happened after you present price when they disagree with you, right?
1
SPEAKER_01
Well, I don't have the money and all the time I don't have let me check with my spouse cetera and so obstacles you want to you want to resolve as many of those as you can before you Because they become bigger scarier monsters of objections after you present the price right and so
1
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 like that example I gave earlier with the information, when someone says, well, I just want to find out a little bit more information, that's an obstacle.
1
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Like someone's presenting the first five seconds, they're already telling you an obstacle, like you have to confront it.
1
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And so a lot of people are like, well, you know, I think it's my metabolism slow, right?
1
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You're like, is it though?
1
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 Cause like, you know, there's a lot of people in Africa and none of them have stubborn body fat.
1
SPEAKER_01
Right.
1
SPEAKER_01
Right.
1
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Cause they're actually starving.
1
SPEAKER_02
Right.
1
SPEAKER_01
But so you would think that they have true starvation mode, but they're, but they look like they're starving.
1
SPEAKER_01
So what do you think it is?
1
SPEAKER_01
You know, like, and then you can get into it.
1
SPEAKER_01
Most people really offended by that, but you get, it's an extreme example.
1
SPEAKER_01
So once we get to that point, they say no, or I have to think about it.
1
SPEAKER_01
So there's three circles and, and this took me actually a really long time to think through.
1
SPEAKER_01
 Because I've gone through a zillion different books and things on sales, ironically, after I already knew how to sell, not before, which is just kind of funny.
1
SPEAKER_01
But different people had different, like Grant had, I think, decision maker, stall, money.
1
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Those are the three that you always have to overcome, which is like, I need to think about it, I need to talk to my spouse, or it's money.
1
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Those are his three.
1
SPEAKER_01
Barry from Sage, she has five.
1
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She has time, money, time, money, spouse, fear, shame.
1
SPEAKER_01
 Interesting.
1
SPEAKER_01
I was like, that's cool.
1
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Noted.
1
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Um, and then Belford has his, the three tens and like, there's, there's a number of different ones.
1
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And I was like, there has to be, and they may all disagree with me on this.
1
SPEAKER_01
So who knows?
1
SPEAKER_01
But there has to be a unifying truth here, right?
1
SPEAKER_01
Cause everybody has their own buckets and there's obviously some elements of each of these.
1
SPEAKER_01
And so I pulled back from Albert Ellis, who is one of the fathers of CBT, cognitive behavioral therapy.
1
SPEAKER_01
He said, and originally he had like 17 and they'd 11 and they had nine and they had seven.
1
SPEAKER_01
They had three reasons that people upset themselves.
1
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He just kept,
1
SPEAKER_01
 boiling it down, and the three that he came up with are that people blame their circumstances, they blame other people for their unhappiness, and then they blame themselves.
1
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And so when we are confronted with an objection,
1
SPEAKER_01
 Underneath the pretense that the person has already admitted that they want the thing that you have.
1
SPEAKER_01
And the thing you have would solve their problem.
1
SPEAKER_01
So that has to be there.
1
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If we have that, then we have to walk through three concentric rings of power.
1
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And so the first thing that people do is they blame their circumstance.
1
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So they're casting their power to something else.
1
SPEAKER_01
They're saying it's because of time, right?
1
SPEAKER_01
Or the money, right?
1
SPEAKER_01
And then, you know, with the money, if you were selling a B2B thing, I would say, well, what's the difference between a self-made billionaire that starts at zero and you?
1
SPEAKER_01
 It's not resources, it's resourcefulness, right?
1
SPEAKER_01
And then you can tell a story if you wanna reinforce the point, but at the end of the day, if you were resourceful, you can make it.
1
SPEAKER_01
So the question is, if you were to die tomorrow and you needed to come up with the amount of money for this thing, how would you do it?
1
SPEAKER_01
Exactly.
1
SPEAKER_01
So what we need to do is figure out how to tap into those resources, right?
1
SPEAKER_01
So the bubble, you go into that thing.
1
SPEAKER_00
And so each of these has- Overcoming your insecurities, your fears, your people saying no, judging you, and you just taking action and risking.
1
SPEAKER_01
And so underneath the circumstances, I have three big buckets, which you've got time,
1
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 You've got money and you've got what I call fit, which is actually an association with identity.
1
SPEAKER_01
So usually it might be like, well, I want to lose, I use weight loss because everybody understands it.
1
SPEAKER_01
I want to lose, I don't, I want to lose weight, but I don't want to eat broccoli.
1
SPEAKER_01
Your brain has broccoli on it.
1
SPEAKER_01
Like, you know what?
1
SPEAKER_01
I don't like cardio though.
1
SPEAKER_01
 And so that is, that's where you just go through, like, you got to change the change, right?
1
SPEAKER_01
And there's a whole script around that.
1
SPEAKER_01
It's like, you can't, you cannot change any of the variables because at the end of the day, like, you know, I used to have weight loss clients who would say like, well, can we make this, this the breakfast?
1
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Because this is what I already eat.
1
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And I'm like, well, that breakfast got you that body.
1
SPEAKER_01
So we got to change something, right?
1
SPEAKER_01
We got to change the change, right?
1
SPEAKER_01
And so we'd walk through it.
1
SPEAKER_01
I'm like, maybe you're, maybe you're not heavy enough.
1
SPEAKER_01
 maybe this isn't enough pain for you.
1
SPEAKER_01
And then they're like, why don't you put on 50 more pounds, and then you'll finally make it.
1
SPEAKER_01
Yeah, exactly, yeah.
1
SPEAKER_01
And then all of a sudden they're like, no, no, no.
1
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I'm like, all right, well then maybe today is the day.
1
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So time, money, and each of those has three, so time is three, which I go macro, micro, when, then, which is then.
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And then money, I could go through.
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SPEAKER_00
When, then, I would say, yeah, yeah, yeah.
1
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Yeah, I'd go through too many of them.
1
SPEAKER_01
Sure, sure.
1
SPEAKER_01
But that's circumstances, right?
1
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 The next level, and this is peeling back an onion.
1
SPEAKER_01
So if you're a salesperson or you're selling someone and they blame money or they blame time or they blame the fit of your specific program, understand that you're actually talking to someone two steps away from being in power.
1
SPEAKER_01
From making the decision.
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SPEAKER_01
Yes.
1
SPEAKER_01
And so if we believe ourselves as salespeople to be coaches first, because that's what we're really, in serving the customer, the goal of the sale is not to get the person to buy.
1
SPEAKER_01
And this is a huge thing for most salespeople that everyone has to understand.
1
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The goal is not to get the person to buy.
1
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The goal is to get them to decide.
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 If you get someone to decide, then you have already given them power, more power than they've ever had in a very long time, probably.
1
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And I guarantee you that you will make more money and you will also disassociate success in selling from purchases.
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You will also get more purchases.
1
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But if you do it this way, then you won't have an ego that's invested in being right, because it's not about you, it's about them, right?
1
SPEAKER_01
 We get them to admit that it's never been about having enough time because it's about priorities.
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We all have the same 24 hours.
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And you know what, if you're really busy now, do you think you're ever going to be busy in the future?
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SPEAKER_01
Well, yes, I do.
1
SPEAKER_01
Well, do you want it to be permanent?
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SPEAKER_01
Well, I do want it to be permanent.
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SPEAKER_01
Well, if you're going to be busy in the future and you're busy today, then you might as well start now when you get the most support because you're already busy.
1
SPEAKER_01
And if you learn how to do it when you're busy, you'll know how to do it again when you're busy in the future.
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That way, you'll stick with it.
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SPEAKER_01
Makes sense?
1
SPEAKER_01
Great.
1
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Time's overdone.
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SPEAKER_01
And so each of that's one of the three for time.
1
SPEAKER_01
 You've drilled a lot of these.
1
SPEAKER_01
And so the next one is other people.
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SPEAKER_01
With other people, a lot of times it's spouse often, right?
1
SPEAKER_01
And so, you know, I kind of walk through a process which is, you know, are they aware of the fact that you're struggling with this?
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SPEAKER_01
Yes.
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Do they approve of the struggle?
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SPEAKER_01
 Well, you know, I mean, they're like, well, I mean, no, they're not not proving of the struggle.
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SPEAKER_01
So well, then why would they be against something they already don't approve of?
1
SPEAKER_01
Right?
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SPEAKER_01
Well, and if the rules were reversed, would you be support in support of them?
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SPEAKER_01
And usually they'll say yes to that.
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Most times it's like, well, then why would they be against you?
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And if you're anything like my wife,
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 I would do everything I possibly could to support her, and I think she would do the same.
1
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Is that the same that you have there with your relationship?
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Yes or no?
1
SPEAKER_01
Cool.
1
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Finally, I'll walk through.
1
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It's like, honestly, just listen to you, Tom.
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I think you're asking for permission when you should be asking for support.
1
SPEAKER_01
And the reality is, look, let's play this out.
1
SPEAKER_01
Let's play this out.
1
SPEAKER_01
Let's say that you don't do this program, whatever it is.
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SPEAKER_01
Let's play it out.
1
SPEAKER_01
And 12 months from now, you're more negative situation currently.
1
SPEAKER_01
You're more overweight, more poor, whatever.
1
SPEAKER_01
 And if you keep doing that, who are you going to blame for your circuit?
1
SPEAKER_01
Is it going to be you?
1
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Or is it going to be her?
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SPEAKER_01
It's going to be her.
1
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So is that fair to her?
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Is that fair to your marriage?
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No.
1
SPEAKER_01
So I think what we need to be looking for is support, not permission.
1
SPEAKER_01
And so what we're going to do, then the tone comes up, and we're like, so what we're going to do is we're going to take control.
1
SPEAKER_01
We're going to take the power.
1
SPEAKER_01
You have to make the decision for you, and then she will support you.
1
SPEAKER_01
And what you have to do is when you show up with her, you're like, listen, I've wanted to be an entrepreneur all my life.
1
SPEAKER_01
 Who knew that there wasn't an entrepreneur school?
1
SPEAKER_01
And you go through the, you know, like, like, just like doctors go to school, but no one did for me.
1
SPEAKER_01
And instead of being $100,000, it's only $10,000.
1
SPEAKER_01
And other people, and I'm not going to moan about how I'm not making money, because I'm actually supported with other people.
1
SPEAKER_01
And I'm committing to being more present here to be a better wife or be a better husband, be better, you know, spouse to be better mother to our kids.
1
SPEAKER_01
And you give them the script to tell the
1
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 the other person.
1
SPEAKER_01
And at the very end, you say, at the end of the day, sometimes, like I said, we have our three day no sweat guarantee.
1
SPEAKER_01
So for some reason you go home and your husband says, listen, sweetie, I want you to, I don't want you to be healthy.
1
SPEAKER_01
I want you to keep the extra weight on.
1
SPEAKER_01
I want you to live 10 years shorter.
1
SPEAKER_01
I want you to pull up those sweatpants and reach your bag into those Cheetos and get them all orange and fingery and spread it over there and teach our kids not generational health and have, you know, early diabetes.
1
SPEAKER_01
If your husband says that to me, by all means,
1
SPEAKER_01
 I'll give you the refund.
1
SPEAKER_01
And usually at this point, they're cracking up, you know what I mean?
1
SPEAKER_01
And that's why rapport matters a lot with selling on the upfront, which the whole goal there is to find some similar gown, because if you're in Paris and you find out somebody else is from the same city as you, you think they're amazing.
1
SPEAKER_01
If you're in the same city, you don't care at all, they're from the same city.
1
SPEAKER_01
So it's just like, how can we find some similarities?
1
SPEAKER_01
Because people really are persuaded more by people that they find similarities with.
1
SPEAKER_01
And so the idea is, how can we find those?
1
SPEAKER_01
But anyways, all that to say, when you are selling,
1
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 First people will confront you with time money or fit.
1
SPEAKER_01
Mm-hmm.
1
SPEAKER_01
And you have to be prepared to know that you might have two more Layers you have to go through so you might have to peel back that first layer and then they hit you with the spouse Which is do they approve?
1
SPEAKER_01
if the roles are reversed
1
SPEAKER_01
 And then you're asking for support, not permission.
1
SPEAKER_01
And then you go three day no sweat guarantee.
1
SPEAKER_01
And then the last level here is self.
1
SPEAKER_01
And what people do here is they avoid.
1
SPEAKER_01
So what we're trying to conquer is avoidance.
1
SPEAKER_01
So now, and here's the good news, is that when someone says, I need to think about it, I'm not sure,
1
SPEAKER_01
 We're talking to the decision maker.
1
SPEAKER_00
That's amazing.
1
SPEAKER_01
You're the decision maker.
1
SPEAKER_01
Yeah, this is amazing.
1
SPEAKER_01
This is great news for salespeople because they should be like, oh my God, they're not giving me a money.
1
SPEAKER_01
They're not giving me time.
1
SPEAKER_01
They're not giving me a spouse.
1
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They're just saying they need to think about it.
1
SPEAKER_01
Well, what's your main concern?
1
SPEAKER_01
Tell me what you're thinking about.
1
SPEAKER_01
What are the variables that you're going to use to make the decision?
1
SPEAKER_01
 Let's walk out together, because at the end of the day, you don't need time to make decisions.
1
SPEAKER_01
You need information.
1
SPEAKER_01
I'm the only source of information you got.
1
SPEAKER_01
So what are your questions about?
1
SPEAKER_01
And you keep going.
1
SPEAKER_01
And then from here, all we're trying to do is understanding the variables that they use to make the decision.
1
SPEAKER_01
And if they don't know them, which they usually don't, we say, do you know what it takes to make the decision about this?
1
SPEAKER_01
 and then you actually physically walk them through confronting the decision.
1
SPEAKER_01
And if they're not sure about it, you're like, listen, I use this all the time, it's called the rocking chair close.
1
SPEAKER_01
It's like, let's be real.
1
SPEAKER_01
You're not gonna go and actually like sit on your rocking chair on the balcony and be like, hmm, am I gonna do this program?
1
SPEAKER_01
Of course not, right?
1
SPEAKER_01
You're gonna get in your car and your mom's gonna call you and you got kids and you got the laundry and you got dinner and you got all these other things you gotta do.
1
SPEAKER_01
And then five days from now,
1
SPEAKER_01
 you're gonna have some moment where you either put your pants on, you check your bank account, whatever the thing is that we're selling, and you're gonna be like, shoot, I really should have done that thing.
1
SPEAKER_01
And in that moment, you will have made the decision.
1
SPEAKER_01
So you might as well do it today, when you have all the information, you've got all the momentum, because you're six inches from gold, right?
1
SPEAKER_01
And you don't wanna be the guy who, because like, let's think about what we've already done.
1
SPEAKER_01
I know you wanna do it because you're already here, right?
1
SPEAKER_01
You saw the ad, you put in your number, you set a time, you scheduled it, you drove in your car if it was here, or you showed up on Zoom, even when you're in the middle of a work week, you did all this stuff and you spent an hour on the phone with me up to this point.
1
SPEAKER_01
 You're this far.
1
SPEAKER_01
And do you think that maybe the reason that you're on this call today is because you haven't been able to pull the trigger in the past?
1
SPEAKER_01
And then usually they'll come up with something like, well, you know what, I tried a program like this before and I failed and I don't want to fail again, which then you go into like burn you twice, which is, well, totally makes sense and I understand that.
1
SPEAKER_01
I'm really sorry they had to go through that.
1
SPEAKER_01
Well, did you ever date anybody in middle school or high school?
1
SPEAKER_01
Well, yeah.
1
SPEAKER_01
Are you married to that person?
1
SPEAKER_01
 If they are, then you can still, but it never happens.
1
SPEAKER_01
They're like, no.
1
SPEAKER_01
I'm like, imagine if you had gone your first sixth grade boyfriend or girlfriend, and after that, you swore off men or women after that one breakup.
1
SPEAKER_01
That'd be ridiculous, right?
1
SPEAKER_01
Well, it's the same thing here, because the thing is, is if you had a bad experience, you're gonna let that person burn you twice.
1
SPEAKER_01
First time when they were with you, and now when they're preventing you from doing the thing you really do need to do, or for preventing you from meeting the person you need to meet.
1
SPEAKER_01
And so don't give that situation more power than it already has had.
1
SPEAKER_01
Only let it burn you once, not twice.
1
SPEAKER_01
 And so then we walk through, we just have to confront the decision.
1
SPEAKER_01
And so at the end of the day, do you believe that the product is going to get you to where you want to go, the way you want to get there?
1
SPEAKER_01
Because that's the second part that I learned later in sales, is that some people want to lose weight, but they want to lose weight their way.
1
SPEAKER_01
 And I'll tell you how we learned it another time.
1
SPEAKER_01
But like, we found that out because we would get people who didn't want to sign up for memberships and we'd invite them to a free nutrition consultation and they would spend four times as much money on supplements as they would on the membership.
1
SPEAKER_01
Because they still wanted to eat or they didn't want to train.
1
SPEAKER_01
They still wanted to lose weight.
1
SPEAKER_01
They just wanted to lose weight their way.
1
SPEAKER_01
So the first thing that we need to learn is these are the yeses that we need from them.
1
SPEAKER_01
So it's like, listen, if you don't want to make the decision, I'll tell you what the variables are right now.
1
SPEAKER_01
Number one, do you believe the product or service that we have is going to get you to where you want to go the way you want to get there?
1
SPEAKER_01
Yes.
1
SPEAKER_01
Okay.
1
SPEAKER_01
Do you want to work with me or us?
1
SPEAKER_01
 Yes, yeah, yeah, like yes, okay Do you know someone?
1
SPEAKER_01
Who has or do you have access to the amount of money to start the program?
1
SPEAKER_01
Yes or no?
1
SPEAKER_01
 If it's yes, then let's go.
1
SPEAKER_01
We just made the decision together.
1
SPEAKER_01
How much better do you feel?
1
SPEAKER_01
You're just like, wow, okay, I feel much better.
1
SPEAKER_01
Awesome.
1
SPEAKER_01
What card do you want to use?
1
SPEAKER_01
And then boom.
1
SPEAKER_00
So a lot of it is just the ability to get them to decide.
1
SPEAKER_00
Confront.
1
SPEAKER_01
Yes.
1
SPEAKER_01
Exactly.
1
SPEAKER_01
Confronting the decision.
1
SPEAKER_01
And then if someone's like still wishy-washy on it, the easiest and best questions in sales, in my opinion, are what are you afraid of?
1
SPEAKER_01
If you sign up, what are you afraid of having happen?
1
SPEAKER_01
Right, I lose my money or I don't lose the way area, yeah.
1
SPEAKER_01
Right, exactly.
1
SPEAKER_01
Well, then what do you think would have to happen in order for that to happen?
1
SPEAKER_01
 I don't show up.
1
SPEAKER_01
I don't do the work.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
Well, then what would you need to see in order to feel like that wasn't going to happen?
1
SPEAKER_01
Because at the end of the day, you do know you need to work out and do all this stuff to lose weight, right?
1
SPEAKER_01
Right.
1
SPEAKER_01
Okay.
1
SPEAKER_01
So that's fixed.
1
SPEAKER_01
So then what would you need to see from us to make sure that you feel good about taking the decision?
1
SPEAKER_01
Because like, you can just always just take it apart and get to the point where like, you know what, if someone just texted me, it's like, well, that's part of the program.
1
SPEAKER_00
 Mmm, right, right.
1
SPEAKER_00
This is the weekly check-in.
1
SPEAKER_01
Yeah, totally and we do have that.
1
SPEAKER_01
What do you know?
1
SPEAKER_01
Oh, I didn't know that.
1
SPEAKER_01
Okay, fantastic Let's get you because sometimes you can't mention every single feature you possibly have on every sale Which is one of the benefits of one-on-one and one of the drawbacks, right?
1
SPEAKER_01
It's like you can cater it But at the same time you don't want to take the whole time
1
SPEAKER_01
 And I'll give everybody in the audience two really easy ones if you're starting your business.
1
SPEAKER_01
Number one is the reason close, which I use all the time, which is whatever reason they tell you that they don't want to do it is the very reason they should do it.
1
SPEAKER_01
Like, I don't want to do it because I think my spouse is really controlling.
1
SPEAKER_01
I think the reason that you should do it is because your spouse is really controlling, because you need to control your life.
1
SPEAKER_01
 I think that I don't have time to do it.
1
SPEAKER_01
I think that that's the very reason that you should be doing this.
1
SPEAKER_01
You need to get your time back, right?
1
SPEAKER_01
Because you're trying to do this business program, right?
1
SPEAKER_01
And currently, are you working all day?
1
SPEAKER_01
They're going to say yes, because everyone thinks you're working all day.
1
SPEAKER_01
You're like, you're working all day?
1
SPEAKER_01
OK.
1
SPEAKER_01
Well then, obviously what you're doing now isn't working.
1
SPEAKER_01
So the first thing we're going to do is cut out all the stuff that's not working, and then you're going to have all this time to do the program.
1
SPEAKER_01
That's micro.
1
SPEAKER_01
So the macro is the one I said earlier.
1
SPEAKER_01
Micro, that's the second one for time.
1
SPEAKER_01
There you go.
1
SPEAKER_01
 for everyone in the audience.
1
SPEAKER_01
And so with the reason closed it's just whatever reason they present with just say totally understand you don't have money that's the how long you want that to be an excuse of why you can't do things in your life that's the very reason you should be doing this more than anyone right it's like when someone says um this is a lot of money to me
1
SPEAKER_01
 This is really expensive.
1
SPEAKER_01
And then you would normally say like, this is a lot to you, right?
1
SPEAKER_01
And they say, yeah.
1
SPEAKER_01
And you're like, well, you know what?
1
SPEAKER_01
That's the perfect reason to do it because there's people every single day who come in here and they buy this thing and the money means nothing to them.
1
SPEAKER_01
But the thing that makes you successful is that this is a lot of money to you.
1
SPEAKER_01
And the only reason that this won't work is if you don't do the work.
1
SPEAKER_01
And if this means a lot to you, then you're more likely to be successful than anyone else here.
1
SPEAKER_01
 And so when you say that, it's true.
1
SPEAKER_01
And it helps overcome the people, because a lot of times, I spent a lot of money early on by percentage of my net worth on skills and acquisition education, and it is scary.
1
SPEAKER_01
But it's 100% what you need to do when you're starting out.
1
SPEAKER_01
It's the fastest route to getting to where you want to go, is buying the lessons from people ahead of you.
1
SPEAKER_01
And so that's the reason CLOSE that you can use in all those different situations.
1
SPEAKER_01
And the other one is one that I'm working on.
1
SPEAKER_01
I'm trying to figure out a skeleton key for CLOSING, because it's something that I just love this stuff.
1
SPEAKER_01
But it's like a hypothetical CLOSE.
1
SPEAKER_01
 So whatever they present with, you get a hypothetical yes, and then you walk backwards.
1
SPEAKER_01
So if someone's like, I'm just not sure, you just say, well, if the program were perfect, would you do it?
1
SPEAKER_01
And they're like, well, yeah, I would do it if it were perfect.
1
SPEAKER_01
You're like, cool.
1
SPEAKER_01
Then what's the difference between what we've got and perfect?
1
SPEAKER_01
And usually they can't generate many ideas anyways.
1
SPEAKER_01
And they're like, I don't, a lot of times they're like, well, I don't know.
1
SPEAKER_01
And you're like, right, so then it's not that.
1
SPEAKER_01
So let's talk about what's really like,