closing three high ticket sales calls live ($30,000 in two hours!)

All right, so we're gonna break down three live sales calls. These are not role plays, these are real calls, and we're gonna go into some mega value in this training today. The first call is gonna be one of my own calls where I run through a discovery with a prospect who has a bit of, let's say, doubt and has been burned in the past by certain programs, and I talk to him about his level of commitment and his level of willingness and what he wants out of his life and why he is actually here to make change. So you'll see me do this live on a call. So if you're wondering how to create frames or how to have really great conversational skills when it comes to sales and lead prospects forward, that is an amazing call to watch, really good stuff. And the second call is gonna be a review of a live call from my performance coach, Husham, meaning he works as one of the coaches in my protocols training program. And this guy is an elite closer. He's a 20K a month closer, smashing it in the Aussie market. And you're gonna see a full stack discovery from him where he gets an extremely high level of pain, urgency and commitment from a woman that he gets to objectionless close on a e-comm biz op. Massive value there and I'm gonna break it down with you. And the third call is gonna be me again, handling objections. Someone who is interested in the program, I'm selling them on an offer that I was closing on last year and they give me a bit of a hiccup, a little bit of finances, a good amount of fear and hesitation, and I have to go through and give them a perspective, challenge the way they're doing things. There's a lot of technical value and how I handled the objections on that call. So go ahead and let's dive in, let's watch it. There's a lot we're gonna get to, a lot of value. It's a long one, so you may wanna even break this video into two parts if you don't have the attention span to sit down and take notes for an entire two hour training. But we'll dive in, let's get to it and let's get better, let's begin to train. All right, so let's dive into our first call of today. This is a sales call that I took for our protocols training program. And this is actually a really good one. And the reason I wanted to use this, and we're going to go through, like I said in the intro, we're going to go through three different sales calls with all different tones and energies and different lessons to be learned. This first one is going to be a discovery that I ran, and I ran this discovery very conversationally. Sometimes I hesitate to show my calls on YouTube because the way that I sell and the way that I run my calls is oftentimes beyond what I think new sales reps should do. And I want to keep the training applicable for everyone, especially people who are maybe coming into high-ticket sales or people who are building up their skill set still, people who are learning how to close, how to sell an offer. But I think there's a lot of lessons in this one. And I purposefully ran this call in a more conversational format where I didn't ask all the classic closing questions. And then I'll give you a call. The next one we're going to look at, which is from Husham, who's our performance coach inside of protocols. I'm going to show you one of his calls where he really does lean into our process and he sticks by the book and follows the process and executes very well. So I'll get to that next first. I'll show you a call where I had a little bit of fun And the reason I did that is because this guy is already in sales a lot of the people who come and work with us Are closers or they're setters and they want to become closers. You're making a bit of money, but not money That's binding and changing your lives and they want to make more so with this guy. I knew that I couldn't just Give him basic ass scripting like you know, what's your what's your why or why now? I'm things like that You can generally ask but I have to change the way in which I ask them so I adjusted the way in which I communicated on purpose here to be able to meet him where he was at and that's what you'll see happened in this call so let's go ahead and dive in let's look at the the lessons and and what we get from this see it works bro thank you talk to you brother good talk to you yeah man yeah sure let's jump in bro you know how you know what's going on with sales how can we help you yeah look so I'm really just in a position where I'm I've invested in the in the past but it was a dm setting mentor okay he's done great he's done a good job but there's not really my scalability there right now i'm just looking to invest into um someone that can help me hold into my skills really get better like at the whole game of sales in general not only you know practice yourselves but just for entrepreneurship and business as a whole okay and um pretty much just for some guidance that's really what i'm looking for to what outcome where do you want to be that's the first so the reason why i immediately ask him to what outcome is because anytime i hear someone telling me i'm i just want to get knowledge or get information or get better at something as a whole don't forget to use this in your calls or you know as you as you really run your sales calls embody this lean into this the stuff i'm telling you here is going to be really helpful i don't want to allow someone to say i'm just looking for information or to get better because that has no real tangible outcome we can't define what just getting better means or what just looking for information as a whole means i need that to be tied into some kind of tangible outcome because that's what they're paying me for so if someone comes on a call let's say that you're a coach who sells or let's say you're a sales rep who's selling and someone says I came for information or I came because I love what you guys do and I wanted to be better at this area or this thing. I wanted information. I wanted to increase my knowledge. The answer itself is not bad. It's not something I need to punish them for saying. I don't need to challenge them on anything. But at the same time, I need the answer to stretch into something tangible because if the person's going to invest income, if they're going to invest their hard-earned money in this, there needs to be a tangible return on investment and them just getting knowledge and getting some awareness or being better doesn't really lead to, it does lead to them making more money and having results, yes, but it's not necessarily a tangible measurable outcome. So when I pitch them something that's $5,000 or $10,000, I need a number and I need them to associate where they want to be versus where they are right now. That's a key component of how I teach sales and what I give to the sales reps that I mentor, that I train, and what I give to the coaches that I work with, and that's something you can apply. Okay. And pretty much just put guidance that's really what i'm looking for he says i'm looking for some guidance i need more than that because some guidance is is not enough to invest several thousand dollars mid four figures into a coaching program like some guidance you can get that from youtube videos which run a community and talk to some rep who's made a little bit more money than you you can get some guidance there so i need more than that looking for to what outcome where do you want to be that's the first part like what's the goal the goal and i am playing this at 1.5 speed so it sounds like we're talking really fast because this is actually at speed right now so normal we're talking a lot slower in pace like i'm communicating slower more calmly than it appears on this playback the goal is six months in six months i want to have a good solidified position in a in a good closing role gotcha so you want to be closing deals so what's the income for you uh to see how i don't settle with that better answer now he says i want to be a tangent we want to be in a good closing role but i don't settle with that instead i say how much do you want to be making when you're in that role because it's not enough for you to just want to have a role how much do you want to be making deals so what's the income for you uh i want to be aiming for in aud about 10 to 15k so that's about 7k us you should age in usd bro don't think it's okay okay usd then probably you know what's your name i'm telling him about husham who's our performance coach we're going to look at his call next but i'm giving i'm giving him a case study it's something that we do in sales uh it's a really powerful training that a technique that I don't see anyone else teach but us. Using a case study is basically taking someone who is who is not the person you're speaking to and using them as an outside example of what success could look like realistically. You do this through honesty. You don't do this with deceit. You don't lie but you give a case study that's based on truth and based on the reality of where this person could be. So that's what I'm doing here. I'm just giving him a quick little case study using Husham who's a very talented rep who's made 20k months consistently this year letting letting him understand that someone else who's in the australian market because this guy's in the aussie market can push hard you've shown a bull casino he's a closer in he's actually coaching our performance coach um and he's a closer now but he i've mentored him for like six months and he um he's doing like 20k aud something like that but he's pissed because it's not usd we gotta think these numbers in usd yeah fair enough so i am having a little bit of of fun here and that's why I said this first call is going to be a little bit more conversational and cheeky and then I'll show you who Shams then I'm going to show you a call with me handling some objections that'll be really fire um but but you can see here I'm I'm not still not letting him off the hook because even he says I want to make xyz Australian dollars even that I'm not going to let him get away with it's nothing bad that he said he didn't say anything wrong but I'm just saying I won't let that be your standard because we can aim for US dollars just because the conversion is higher if you just said euros by the way which just has higher conversion than the us dollar i wouldn't have said anything or if he said pounds i wouldn't have said anything but in this case he said he said australian dollars so i am going to challenge it because i want to increase increase like the the level in which he aims i want to expand the comfort zone i want to get him just a little bit uncomfortable we got to think these numbers in usd yeah fair enough fair enough i mean what's the reason why it's just i just hired over the us dollars like the us dollars like the gold standard whatever like everyone for now every country backs on so when you think usd just gonna get paid more in all see comes are you working in the us are you as marketer you're working obviously ours probably uh county usls okay gotcha um tell me what the kingdom what do you what do you what's going on with your closing journey like you're a setter right now are you doing anything to try to close or you just know you need mentorship together like what's the situation so if you've studied any of our scripting in any of our language if you have if you're inside of our school community which i'd really recommend you join we're actually um running live free trainings in there again starting uh the 15th so that this video should go out i think this This video should be out on Monday. So we're starting live trainings in our school community starting this week as this video comes out. Every week, live training on Thursdays at 11 a.m. Eastern Standard Time. So I would strongly recommend joining our school community and check that out. It's a massive amount of value for you. We're going to have call reviews and everything. So one thing that's interesting here is I'm asking Kim the question, what have you done to try to achieve XYZ goal? This is a question that we do teach to our reps. Now, I'm not going to ask him the question, what have you done to try to achieve it? I'm not going to ask him that way. I'm going to ask him in a way, we call this Trojan horsing, that masks the way the question is being asked so it doesn't trigger his sales defenses. Because, again, he's in the sales space, so he knows what sales script he is. He knows that. And, again, this is a little bit more advanced, okay, but there's still very powerful lessons here that you can take if you appreciate psychology, leadership, and you sell anything. If you're a coach or a consultant or you are a closer, this is going to make you money, okay? So what I'm doing is I'm asking him the question in a way that doesn't undermine his intelligence because he's a smart guy. I know, Alex. He's a smart guy. And the way I'm asking him the question is not undermining his intelligence, meaning I'm not just asking him like some corny script. I'm asking him the question in a way that's highly conversational, intuitive, and is going to allow him to lean into it from a conversational frame. Remember this. If you're one of the few people who's going to take this very seriously and take this training real seriously, most people won't. But if you're one of those few people who is very serious about making change and wants to make a bunch of money, whether you're a sales rep or whether you're a coach, one of the things that I want you to be clear on is the nuances of how you deliver information. Because all information is not equal. It is not. All information is not delivered equal, I should say. So the way I'm asking this question, I could say, which some closers, even closers who are teaching sales would say, so what have you done to try to get to X, Y, Z? I'm mixing the question with a lot more scripting. I'm using a lot more outside language that's a little bit light, but still strong. That's going to cause him to give me a solid answer. So listen to how I asked him. You're a setter right now. Are you doing anything to try to bump up to closer? Or are you just knowing you need mentorship to get there? What's this? So what I did is I niched the question down. Instead of saying, what are you doing? I said, you're a setter right now. Are you trying to bump up to closer? And like, what are you doing to try to make it happen? And then I give him another option. I said, or are you just, I think I said complacent where you're at, something like that. So you can hear my scripting. I'll slow it down and play it at normal speed just so we can hear this question in real time. Currently on USLs. Okay. Gotcha. Tell me about the game now then for you. What's going on with your closing journey? Like you're a setter right now. Are you doing anything to try to bump up to close or are you just – Are you doing anything to bump up to close? Do you need mentorship to get there? Like what's the situation? That's what I said. Or do you know you just need mentorship to get there? What's the situation? So I'm opening up a conversation on what he's done, what he's doing. I'm obviously trying a lot of things, trying to like, mock with a couple of people on the community. But I was gonna say, yeah, look, I really look for guidance because, for example, the current coach that I'm on, he's saying like, he's interested to get me into a closing role for this company. But there's no real timeframe for that. And I don't really know how long I'm gonna be setting for. And like, I'm ready in the first place to take that position. Yeah. Okay. When it comes to sales, and I like that one thing you mentioned is work on skill set. I respect that a lot because a lot of sales reps don't think it's that, but you do. So great. What is it that you want to work on skills wise? Like what's missing from you? The reason I'm asking him this, what he wants to work on skill-wise, is because if I can tangibly identify what it is that he wants to work on when it comes to skill, if I can identify that and make that very, very clear, then I'll be able to use that as leverage when I pitch. So I can pitch him something very particular to what he feels like he needs. That's why I'm asking him that. I'm saying, what are you missing when it comes to skill so that when I then pitch, I can break down to him exactly how I'll help him in relationship to what it is that he believes he needs? That's why I'm asking the question in this way. What's missing from me is, I suppose, asking questions in which I know what type of outcome I'm looking for. Sometimes I tend to ask because it's like a good probing question. And by the way, quick thing, if you're selling a biz op, let's say that you're selling e-com coaching for people who are complete beginners. This guy right here is not a complete beginner in sales. He's been around. Alex has been a setter. He's done some closing. He's been in the game. So he's done role plays. So I know that he's logically aware of what it takes to actually succeed in sales. So I can ask him from a skill set standpoint what's missing. But if you're selling a biz op, let's say you're selling information to people who might need to be some kind of beginner level. If you're selling information to them, the way that you're going to want to ask these questions is not going to be about what's missing when it comes to the skill. Because they don't have information to actually give you there. They won't know because they're not doing anything. Instead, the questions I'm going to ask are related to what's missing in your life right now for why you don't have XYZ outcome. Meaning, I'm not going to say, in terms of e-com, what's missing? instead I'm going to say in terms of you having freedom to be able to invest back in your family online I guess what have you done to try to fix that so I'll go broad not about what we do in our industry if they're not a buyer who's more technical in this case Alex is he has more information and more data around this industry so I can have that conversation with him but if they're a person who's a complete biz op or hasn't done anything I'm not going to ask them the technicals let's say that you're a fitness coach I'll give an example let's say you sell fitness and you have a fitness coaching program, you have a program where you mentor people for six months, you charge them $3,500 for six months, which is kind of low, but let's pretend that's what you do. And you get someone who has not tried any fitness at all and they say, okay, this is the year I need to take my life into my hands, I need to get into shape. If that's the conversation you're going to have with them or if that's where they're coming from, you wouldn't ask them, okay, what workouts are you struggling with? Because they're not going to operate on the level of technicality, They're going to operate instead on the level of, I just need to start. So the questions I would ask is what has prevented you from actually taking charge of your health in the first place and getting to a point where you have the confidence, you have the body, you have the lifestyle that you want. I won't go on what's hard about the exercises or what's hard about the dieting because they aren't doing it. So there isn't going to be enough data or information there. Does that nuance make sense? Hopefully it does. I forget sometimes that I'm not running live coaching because i coach in protocols we train nine times a week so i forget that i'm not doing live coaching so when i say does that make sense i'm expecting people to nod back at me but no i'm speaking to you on youtube so let's continue okay what did i really gain from that and maybe a little bit of like human psychology and the way i do all that food attack for people or at that point so understanding violence psychology psychology more being able to implement life how old are you now i mean nothing okay and how much money are you making currently uh look it really so this is me creating a gap from where he wants to be versus where he is now I'm just throwing this in. It's not really sexy how I'm doing it. And trust me, I have a lot of calls that are real sexy and smooth. This one's bumpy, but I'm doing a lot of solid things in this call that are still relevant that you guys can learn from. So in this one, I'm just throwing out income gap. I'm like, where do you want to be versus where you are now? Let's just knock that out. How old are you now? 19. Okay. And how much money are you making currently? Look, it really varies um in usd or something like you know in the 80s 80s are 80s what are you doing 80. 80s yeah like or not really around two or three not really much just from just from um sales two to three you know much easier um in terms of you going into a closing role so the biggest thing you think that's holding you back right now is is it just skill there's opportunities as well uh yeah opportunities as well opportunities okay um what are you looking for out of the mentor approach like what's the things that you're looking for uh i suppose this so the reason i I asked this question is because I had prior information from the SDR who had booked him on a call. I had information that he's been around coaching before and has had some pretty poor experiences with coaching. He wasn't happy with the experiences he had had previously. So I was just saying, I'm going to figure out what he really wants, what he really thinks that he needs, and I'm going to use that as an anchor. Something else that I could have done, I didn't choose this path, but a path that would have been really fine for me to go down. Also earlier, a second ago, would have been asking him, is he happy with the kind of money he's making right now? And had a conversation around that and the frustration with the kind of money he's making. Now, here's what I'll tell you. If he was not in sales already, he had never been in sales or he wasn't around sales actively, then I probably would have asked him that. But I know that there's more data and information that I can get right now around his sales journey because he has been in the game of sales and does understand it. And I understood that he has a decent level of awareness about sales coming in. So I figured I'm going to have a conversation with him on the level of sales, not on the level of, I'm just not making money, which also I should have. And I think I might go into that here. I didn't watch this whole call back before the review. I know there's a lot of sauce here. I wanted to just experience it live with you guys as we review it here to keep it, keep the training, you know, with a high level of quality and integrity. I don't want to prepare everything beforehand. So I believe that I probably go into some of those things like, where does he want, where does he want to be all those things, um, in terms of, you know, his desires and consequence i believe i do that but as of right now the the focus of my conversation is still going to be technical sales because i know that i can do that with him because he is technically aware of how sales works uh i suppose this well of course guidance in the first place yeah of course but they but they all offer everyone offers guidance like supposedly so so what are the what are those metrics you're looking for so hey this makes the most sense and this is the thing i was looking for that's why i'm doing it because i'm aware from my notes from my sdr I was aware that he has a lot of hesitation before coming in and because he has been around other things before that maybe had not worked out for him. So I was very aware of that and I wanted to pitch against that. I believe that's where my head was going into this. I suppose accountability is a big part of it, right? So having at least some type of accountability system, just making sure that like it's easy to let yourself down. It's not easy to let others down. So it's always good to kind of do this stuff up on there. Something else is really just the content, like the actual modules or whatever you might do, modules or this or that. I don't know. And Colts. I like Colts as well. They really sound down the throat. Yeah, gotcha. Makes sense. And Wi-Fi ticket sales for you because you're very young and you're pursuing this. I assume you're pursuing this instead of a traditional 9-to-5 pathway. So tell me about your journey. What's your argument? What's going on? Yeah, good question, sir. So this, what I'm doing here, and again, guys, this is not scripting you're going to hear everywhere. You're not hearing this shit everywhere. I know that it might be a little confusing. I was thinking, do I put this out on YouTube? But I'm going to trust you guys with this information. And I'm going to trust that you watching this can actually handle it and can see the nuances in it, okay? Because all information is not going to be delivered the same. And I know it might be a little confusing, potentially, not for everyone, but some people will be confused. But I wanted to give you guys a nice spectrum of sales, right? And I'm going to put another video out on the channel in a few days, something that you guys will love, which was an advanced training that we ran with our level three plus sales reps, who are the advanced sales reps inside of our coaching program, where I run a full stack discovery with them, where I train them on how to frame identities and how to get people to buy them. into belief systems, which is a very, very powerful sales strategy to use, whether you're selling a coaching service, your own coaching program, or whether you're a closer, it's very powerful to use this. But what I wanted to do is show you guys a nice spectrum of different ways of selling and different lessons that you can get from a wide variety of sales calls. That's what I'm giving to you guys here. So what I'm doing here is I'm trying to figure out now what his driver is. A driver is a very important thing in sales. Certain people are motivated by different things. People are motivated by different things. Some people are going to be more motivated by family. Some people are going to be more motivated by selfish ambition. Selfish doesn't mean a bad thing. So when people hear selfish, they're like, oh, he's selfish. Fuck no. I think being selfish is amazing. I'm super selfish. It's the things I want in my life. Some people are motivated by external things like proving to other people, hey, I can do this, right? So what I'm trying to do here is I'm trying to figure out what his actual motivation is to take action and his actual motivation is to be to be to be committed here on the call to reinvesting in training even though he has gotten training and he has maybe to an extent been burned that's what I'm trying to do here is figure out what the level of motivation is and stretch that gap stretch the motivation so that I can use it as an anchor to get him to make a buying decision which is a positive buying decision provided our program actually works for you a traditional nine-to-five pathway so tell me about your journey what's what's why are you doing this what's going on hey good question sir with my journey i i've always been an entrepreneur really ever since i was like 14 years old i've even started selling soccer courses back in the day right for soccer i was 14 years old and i would have like a clothing line and i had like my own media agency and they all went well but after stopping like my clothing right i was waiting that was actually not too bad but after stopping that i put myself what i do next and i thought instead of you know jumping from place to place well i actually learn let's just say sales something that could translate any of my ventures so that's kind of why i'm looking to hire these sales specifically um because yeah that's it's a school that i just want to learn and yeah okay okay gotcha and what's the driver behind it like what's the why fueling all this kind of like a future pace like what like future yourself like what's the where are you moving towards where are you going to with all this so i'm kind of i'm telling him it's a future pace because i know he knows what that language is so i'm just going to break the fourth wall and say it let's just use the language and stop pretending we're not doing sales because i don't like running my calls that way if any of you ever get on a demo call with me two things you can expect. There's no link to book a demo with me here, by the way. If you want to work with us, you have to book a strategy call, which is a 15-minute call where we'll see if we can help you. We don't pitch you anything on the first call. We have a rule where we do not do that. I actually don't let my team pitch anyone on the first call. But if we do book a demo, two things are going to happen. One, we're going to have a lot of fun. And if you like sales and if you like this game or at least you want to make a lot of money in the game, you'll learn a lot by seeing how I communicate with you and how I lead the conversation with you. You'll learn and see what I'm doing if you really like this game. That's number one. And then number two, I will challenge you. So a lot of times people come off demos with me and they're like, my beliefs have been exposed, my limiting beliefs, the way in which I see the world, a lot of that's been exposed and been challenged, which is really cool. So I do a lot of that. So here, what I'm doing is I'm trying to really figure out what's driving him to take action and driving him to even be on the call with me. I get he wants training. He said some nice things so far, but it's not enough. I need him to give me a clear, a driving, motivating factor behind what is causing him to go from this current state he's in to actually take on the risk and discomfort of investing more income, more money, which it is a risk, because you don't know what happens when you invest. You can guess and you can trust that it's what the person selling you has said it would be, but you don't know, of course. So I'm trying to figure out and create energy around his motivation to take action here and now and to actually do this. That's what I'm doing. That's why I'm pushing more for a driver. I like on your pace like what like future yourself What's the where you moving towards where you going to with all this? Oh, man I just want to be able to have like that remote freedom to just be able to travel the road well Well, I'm okay. Yeah, honing on my skills and um, we have a remote now We don't have to go probably freedom considering traveling where you need money for that. You need to get cash money coming through the door Okay. Okay. So you want to the goal? What is the kind of what we call in our program? The Holy Grail for you? What is it? What are driving me to do all that? Well, no, I'm saying you with the Holy Grail for you to travel it's just traveling yeah pretty much just travel man i love to travel okay okay travel where so he's giving me i want to travel i don't like the fact that he said just travel but i'm not going to pick that battle i hear the language it's still very minimizing like i don't need much but what i'm going to do is something called labeling stick with me guys listen in okay i'm going to do something called labeling labeling is where i get the prospect to assign something tangible and something real to the thing they said they want to do so if someone says i want to be stronger, I would say, well, what kind of weight do you want to lift? Or if they say, I want to make money, how much do you want to make? So he said, I want to travel. Where do you want to travel? Because if he tells me the place where, then it becomes more real. Another version of labeling or adding, we call it also adding context in to what the root of what the prospect gives me would be. I also could ask him when he's in a position doing that, what would that feel like to him and attach a feeling and an emotional state to it, right? There's a bunch of ways I can build this up and make it real, make it tangible. And what I've seen from a lot of sales reps, what a lot of you guys watching this will do, it's not just sales reps, but I see this a lot even with coaches who sell their own offers, people who sell online, because sales is very difficult. It is very hard. It's hard because you're doing something unnatural. You're taking money from someone and it's not natural to ask someone or to look for someone to give you their resources. That's not a natural thing to do. So when I see sales reps who are coaches or consultants who are selling their services, what they'll do a lot of times is they'll take surface level answers and they won't build them into anything bigger. So someone will say, yeah, I want to make more money. And they'll say, what kind of money are we talking? But maybe that's about it. They'll get like a range. They won't get a very clearly identifiable number or a clearly identifiable future. If someone tells me I want to give back to my family, I'm not just going to say, that's awesome. That's not enough. I'm going to say, give back to your family. How? In what way? What does that look like? Paint me a picture of that. When you say give back and how tangibly would you give back? That's what we do. That's how we play it. Okay. Just travel, man. I love to travel. Okay. Okay. Travel where? Probably over Europe. Okay. Yeah. I'm in Budapest. Come kick in in Budapest with us. We just had a huge Budapest. It was amazing. 12 of our sales reps came out. We have these, we're doing these two to four times a year. Next one's Miami. I want to do one in Australia. We don't have enough clients in Australia. And I don't think everyone in the US is going to fly with Australia. Oh, yeah. It's a long division. Yeah. I've been I looked a number for a while. I love 2.5 speed because I think that it's a little fast and some of you may not move as quick pace as fast pace as I do and the way we train it. So I'll slow down just a little bit. I've been I've been I looked a number for a while. I love Australia. I love Australia. It's a great place and great people. I think the girls are bad too. At least they like the American and all the others. They thought I was exotic or some shit. you know yeah yeah that's what they look for here man yeah yeah yeah okay interesting travel etc so what about your family structure is there anyone there that's that's like that you're taking care of which you want to get back to or help or it's not i'll be a driver for you yeah i mean i'm not so what i'm doing is what i'm doing here is it's simple i'm searching for any other outside motivation that isn't just travel i'm very obvious but i want to see if there's another thing i can bring in as a driver that isn't just i want to try in here i will call it whatever you got I would feel like university. Yeah, correct. How are you going to balance closing at uni, man? Oh, look, I'm starting a business course, so it's piss easy, right? I've been doing it pretty much for like, even while I'm on this US role, like, I don't have to attend the actual in-person lectures. It's all easy content to learn. And it just fucking beats itself. It's horrible. But yeah, it's pretty much give back to my family. Obviously, I'm still living under their roof here and I still want to do something. Pretty basic answer, but like, it's a big driver, of course. Okay, it's not the first time you mentioned up, so I'm guessing it's not number 1. there's nothing feeling you though. I don't think it is wouldn't make sense because you mentioned it 1st. Yeah, true. True. And it's fine if it is about the way a lot of our guys, whatever our guys stop stop. He's he's a, um. I'll skip this. There's some stuff. It's all over. It's diverse. I won't put it through this. Let's say, we'll tell her break break past this mark of 10 K. let's take a USD for now. We'll just go back because that's between that's up to 50K. I'll show you. Let's take a USD not breaking past that. Whether it's to sell or something else because I don't think you're the kind of person's going to give up. So, okay. So what I'm doing right now is I'm going to consequence. And some of you know, the consequence kind of you've heard of, like, how to go consequence. You have to see the downside of the or it's the consequence. That's right. So when I ask downside scripting to prospects, I don't really want to ask them, what's the consequence if you don't make change? Because what a lot of people will do is they'll say, I will make change or they'll say, I'll do something else. Remember this, guys. If you're struggling with consequence questions and you're struggling with asking people, okay, if you don't make change and if you don't achieve X, Y, Z result, what happens? What will happen usually is often, I'm sure you've experienced this if you're selling anything, you'll deal with people saying, well, that's not going to happen or I am going to make change. because people just, that's how they tend to answer that question. So when I ask consequence, and we changed our scripting actually from what we used to do, but what I go is, what is your downside? Because the intent of consequence is saying, the intent of the consequence stage, or as I call it, fear stage, is like, what do we fear happening? What is it that we do not want to happen in our future that we're, quote unquote, running away from? So what I say when I ask consequence now is I don't say, what's the consequence or what happens if you don't make change? I just ask, what is your downside? You being in a position where you haven't made changes, what's the downside to that? And then what I'll do is I'll wipe away the most likely answer. So if the prospect would probably say, I'll do something else that's not this, I'll say, and I'm not even talking about doing something else. I'm talking about you not achieving what you set out to achieve. Boom, they can't use that now. I'll just do something else because I said, we're not going to talk about that. Or they'll say, that won't happen. Or they'll say, another big one is nothing would change. So when I get that, when I hear them saying nothing would change, well, they don't say it actually, but if I predict they'll say it, and this is why you want to understand human behavior and tendencies, why you want to run a lot of calls and get a lot of, a lot of experience because you can predict what people will say. A lot of people will say, oh no, no, no. I, I, I think that, that nothing would change. I would stay the same. So what I'll do before they say that is I'll just say, and I know things would stay the same. So what's the downside of things staying the same as you get older as time goes on now they have to answer me within the context of the problem of things staying the same now so they can't tell me it would just stay the same you see very fun stuff take responsibility for his new life which i like i respect it what's the on the other side for you the downsides stop that what are you running away from the down i know what downside that's not achieving freedom online of kind of going do you how i didn't say the downside of not making it with high ticket sales because he could very easily say i'll just do something else i'll go to do e-commerce or i'll start a different business so instead of me saying downside of not doing high ticket sales i said downside of not achieving freedom in and and attempting to break through this this let's say the plateau or break break past this mark of 10k let's say take a usd for now we'll just go back because that's between that's up to 50 australian dollars so let's say 10k usd not breaking past that whether it's to sales or something else because i don't think you're the kind of person who's going to give up so if it of what's in sales would be something else I think you're trying to figure it out. So now that's that, but if you didn't break through that, what's the downsides to your life personally? What do things look like as you go into your 20s? Can't make that happen. Yeah, so the real consequences, I suppose, are... You just changed my language. I did not say consequences. That's the downside. So you see, this was great because he's a closer. So in his mind, he heard me say, what's the consequence? And I did not say that. I never said consequences. I said, what are the downsides? So he's using language that he thinks I would be asking because I'm going to follow the script, which I'm not doing. I'm using our own method and process here, which is using downside language. It's different. You just changed my language. I did not say consequence. That's a downside. Sure. You want to force me into a consequence question, go ahead, Alex. I didn't say that. I said downside. I actually don't like that I had a lot of fun on this call. If I really wanted to use this as a call to train you guys on, which I am doing now, but if I had gone with this intention when I ran the call, I would be a lot more grounded. Don't do this, what I'm doing. I'm fucking around and having fun because I run my demos like just a lot of fun. But when I'm on an offer closing full time, like that's it's not necessarily my offer. So even if it is my offer, actually, oftentimes much more grounded. So again, I like having fun. There's nothing wrong with good energy. But for a lot of closers or even coaches who are running programs, you shouldn't be this engaging and fun on your calls because the energy begins to get too soft and the prospect doesn't take it as seriously. I know, though, that I can still create very strong frames even while having a generally a good time uh but you'll see actually i'm gonna run a call show you guys a call later where i handle objections and i get this guy to actually commit to pay and then he had to make a deposit because payment the payments and stuff got declined so i had to settle for that and then he came back and finished it later but i have a call like that where i'll show you guys me on a offer that i closed on last year uh not my own offer i was working for someone as a sales rep and you'll see how how i ran through objections very grounded very serious that's really the real Yeah, the main downsides are, look, it's really just about falling into the same trap that most of other people fall into. What I mean by that is people try things, it's like the shiny object syndrome, and they stop. I know that once I reach a certain point where most people stop and I just keep going, I know that's when I'll kind of hit the mark that I'm like, okay, I'm really happy with what I'm doing, right? And the downside is not actually hitting that mark and not being able to, obviously. I was about to challenge him because I thought he was going to say, I'll get there no matter what. But then he went back and answered my question and said, the downside is, so I'm still good. You see the nuance, guys? He started with, yeah, I want to hit a mark that most people don't or something. He said, I just keep going. So I was like, you're telling me you're not going to fail and you'll just keep going, which is what a lot of people would say. So I was about to cut him off and challenge that. But then he recovers and he says, but if I didn't hit that, so good, we have an answer. by actually hitting that mark and not being able to obviously carry out the remoteness not really having good knowledge inside of sales so i can't really carry out other aspects of life yeah obviously you know not being able to travel then because i can't do this well what would that look like or for your what would it feel like for you um because you're 19 right now so let's say 22 so here's an interesting one we always what i want to do is get you want to associate a feeling with consequence because the consequence i told you guys i would do this earlier i said i was going to do this right you want to associate a feeling with the consequence you don't want to just go okay i couldn't travel that's it we want to go what would the feeling be of being stuck in that position and the way that we do that though is not what i'm doing here is a little bit different instead of me just saying what would it feel like i'm actually adding in more context and i'm doing something called timeline creation where i'm creating a timeline of his life i'm looking at his age and i'm adding in times and dates i'm saying you're going to be this age this age this age so as time progresses which is a very real construct what would that feel like does that make sense what would that look like or for you or what would it feel like for you um because you're 19 right now so let's say 22 23 and it looks like you and i don't believe this is going to happen so we don't project this i'm not just manifesting it anyway i believe success will but i want to look at both sides if you can close you should do the same for everyone you talk to so for you like what would that feel like let's say age 22 23 and kind of being at a place where you were i think you'd end up making some more money in some way or you were settling for like 5k 6k or something like that classic path that everyone else takes without a lot of that freedom what would the feeling associated with that be um like disappointment for sure yeah you see how i labeled the question so well i gave i basically gave him the answer i didn't give him the answer but i gave him the context to be able to answer the question very well now he gives me an amazing answer i said you being fast forward the time you being in this certain position life looks like this what would the feeling be you hear his energy crashes too he's like yeah it would be disappointing because it's heavy how do you feel like mentorship and coaching fits into not making that happen now this is where this is saucy so instead of me just going and are you do you want to settle for that that's basic scripting you know it's basic which is good that's okay but we can get even better all right and we i want to teach my reps to do better than that even what i'll do now is i'm telling him the action you're about to take or that you said you're on or appear to be on the call to take how does this action you want to take here with me fit into not allowing that consequence to happen in your life connect the dots connect the connect it all together yeah how do you feel like mentorship and coaching fits into not making that happen and it's actually this is actually i think a very difficult question to answer if you think about really the meaning of it i'm not asking like a corny like why do you want us to interview bro like why now fuck that stupid mess and i'm doing this and break it i'm calling him out because i don't want him to go into basic closer thinking because he's good i know all the good answers to answer i don't want to do that i want to actually think about this and add weight to it can you actually to make that future not happen how do you think mentorship and coaching fits into the whole game you're playing the puzzle of alex's life that he's trying to build where he builds this amazing beautiful journey for himself freedom how does the mentorship fit in secure a better future for yourself oh man it fits in by having a support i suppose a system or people kind of kind of fall back on and um That's a really good question. It's a hard one. I like what you said about the system because I think I know the answer to this because I talk about it a lot with our clients. But I always like to know where people are coming from before they come into work with us, whether you decide to work with us or not. Still, if you do, I want to know who you are and who I'm working with before I close you. So go back to system. You said a life system. That's the thing I believe in. But when you say system, what does that mean exactly? System in what sense? A system. So he gave a good answer. He kind of shied away because he's like, how do I lean into it? And then I said, let's push again. Let's go again. that's all this is more advanced and this is a lot of leadership stuff i'm doing here a lot of leadership communication that you all can do you all can adopt this for for a fact but it's it's valuable when you see the system what does that mean exactly like system in what sense our system i suppose it really comes down to values of course right a system of values and a system of um just i don't know how to explain like development it's one of those things tricky to explain but like it'll fit in nicely yeah bro this is a really good question here's what i'll tell you i'll give you some thoughts tell me how you feel about pitching so he's struggling to answer it so i just decided let me give him context more give him a thought that he can bite onto and then i want to ask how he relates to the thought because if i can get how he relates to the thought that means that the identity of being an action taker of wanting to use the system like he just said becomes more real so he can't really answer the question maybe it was a little bit it was deep and it's something that will require more discussion from you know maybe a longer conversation with him but he but i asked him the question still i like how it landed i don't feel bad that he couldn't answer it because it caused him to think and it created a lot of friction and tension internally which is what i wanted it to do but now i'm going to explain the question out more and then revisit the thoughts with him and see how he how he attaches to those thoughts like it'll fit in nicely yeah bro this is a really good question here's what i'll tell you i'll give you some thoughts tell me how you feel about pictures because i think you'd be a great fit but here's my thoughts on it so i think i think that everyone operates under a different like operating system in life i actually just talked about this in the intensive we hadn't put a match for our students everyone has a different operating system right look at people who are kind of coasting in life maybe your friends like this i have friends like some school they're just coasting they're in the same position right maybe they made a little bit extra money but they kind of accept cope right where i like to call the haze they're just hazing me like they're they're operating operating still it tells them that that's who they are that's what they deserve they should be when I found mentorship and I've invested a lot in coaching mentors I think you for a 19 year old invested also in mentors so I think we're speaking the same language here I don't think you have like an objection about investing in yourself if that makes sense we both invested in training right one thing I'm not even going to go into the psychology of what I'm doing here because it's too dense it's just like there's a lot that I'm saying in that sentence in that structure um I'm basically pre-framing him and pre-qualifying him as someone who would invest in himself but not doing it in a very basic way I'm doing it by paralleling him to me because I know he watches our stuff so I know that if I can say me and you think very similarly I'll have a lot more influence over how he makes a decision later on that's what I'm doing and again if you get in a demo call with me I'm going to use this shit on you because I know I can make you money but if you're a good fit for us too you can't even if I don't want to work with you I'm not going to pitch you but which I do sometimes I don't pitch people sometimes but generally if I think I can help you I'm going to use every fucking tactic in the book on you and I will manipulate you and take all your money not all your money just several thousand different money okay that sounded oddly aggressive but i want to make you money that's why and i'm very passionate about this i love sales and i love coaching i love communication so i'm having a good time so i think we're speaking the same language here i don't think you have like an objection about investing in yourself if that makes sense we both invested in training right one thing i found ventures is that you're creating a system building blocks into the life that you want to live and i submit which is just assets and groups so so like the fitness mentor that i'm considering investing in he's he's going to be an asset that's a part of the operating system of my life which is mastery over every domain as a man that's what i'm trying to do now because the money side for anyone which have that taken care of i could always have more money i'm doing quite well there but the other things i don't have taken care of is like mental balance and fitness i'm seriously lacking to invest all my time in closing sales and business right so that's what i mean by system how do you feel about that what are you doing so you see how i didn't say do you agree i said how do you feel because i want to know who's feelings around it i don't know if he gives a great answer or not but that's what i asked all my time in closing sales and business right so that's what i mean by system how do you feel about that yeah that's pretty much here i like to look at it as a i'm trying to max out my stats you know like collecting again yeah yeah and it's good that you're addressing one early in that at the age of 19 cash and money is the thing you're gonna you're gonna address because that sets a foundation and also the other thing i love about sales i don't think i need to tell you this like you're not learning anything new by hearing this but i think it's still interesting is that sales builds character remote sales like it's character because you're talking to so many people getting on calls um daily with people confronting like fears and things like that and handling like it's it's It's tough. So it builds character, builds leadership. Cool, man. Let's talk about protocols. Okay, I'll tell you what we do and how it all works. I go ahead and pitch him then. Sometimes I'll ask a commitment question, and I do this sometimes on our demos when I feel like it's needed. I felt like I had gotten enough from him. I felt like he was in enough of a pocket. And funny enough, this is a great lesson, guys. He actually does give me objections, but he doesn't give me deep objections that are based on fear around investing or any of that. His objections, we were in it for a bit. His objections are more based on time zones because he's in Australia and sorting out can he actually maximize the value of the program. So we stayed in that for a while. I made him kind of a, not a deal, but I told him, come in, use it. And then if you feel like you're not maximizing value, then we'll sort out what happens next and we'll try to work with you to get you to maximize the value. And he ended up coming in on a payment plan. So closing great guy. He did a bit of a program and then he had to take some time for personal reasons and logistical sleep schedule reasons being in Australia. So there was that good close. We're going to look at a really, a really good one next. We're going to look at the call from Husham. um we'll take a little i'll pause and then i'll come back and start start a new video but we're gonna look at a call from musham where he closes a how big was this deal size what did he close i forgot the number i think it was a it was over 20k i think it was a 25k deal he goes 25k deal on an ecom offer uh where he he pitches this woman on on ecom coaching for her to grow her first econ business to bizop it's uh it's one of the biggest ecom offers in the australian market uh and Housham is a elite level closer he's actually the performance coach inside of our protocols training program so all of our clients who come in and work with us in the protocols uh container they work with myself they work with our head coach discovery coach charlie they work with our performance coach Housham and you'll see our this our performance coach running super hard he wants this call very very clean i think he stays in discovery too long actually um and but there's a lot of nice lessons here for how to cleanly run a call and just do your due diligence So you get everything done and he has an objectionless close, absolutely smashes it. So I thought this was a great one to review. So let's go ahead and look at that in right about now. Okay, so let's go ahead and dive into the call. One thing I also want you to be aware of is the level of focus Hucham places on the way in which he delivers his scripting, the way in which he delivers his questions, the way in which he delivers the conviction behind his questions. It's all dialed in. So let's go ahead. There's a lot to learn here. about a 30-minute discovery there's a lot of sauce we'll get through this yeah it's my um day off today which is nice so how are you good yeah you're good we're just starting today we've got a few lives to change today so we'll see what happens what about you're calling from where are you i'm the gold coast in australia nice i'm coming from perth oh really you've been to perth but everyone says it's boring is that really perth that's what they tell me i've heard it's incredible it's like one of my um destinations i really want to go to so you you haven't been here have you no no i'm from the gold coast okay i think it's amazing but a lot of people think otherwise but anyways anyways um it's a pleasure to meet you i'm with shama we're very close and don't forget we're playing at 1.5 speed so everyone's talking a little slower than what you hear now but this is sped up for time for time purposes for the video all the guys that you saw on the videos and you know before coming here uh these calls are very very simple which is very straight look at how husham opens the call and how he takes control over the path of the call he doesn't just say like let's dive in he doesn't just stay joking for for like three four minutes but he's it's very very concise to the point in short but it still gives her a clear picture of how the call is going to run and what our exploit expectations are we call this framing and ensuring the call uh these calls are very very simple which is very straight to the point we'll get three things established together just one just want to find out more about you who are you exactly what your goal is where you want to be especially with e-commerce like what do you want to take things over time and what's stopping you and how we can help the second thing the only time we discuss the second thing is when i truly believe what we have can work for you and then and only then we'll go through the packages oh forgot to mention also this is one of usham's first calls on the offer So he got even better at selling this offer. He had never sold BizOp Econ before, but this is the first time he's selling this offer. I think this was either his second call or maybe it could have even been his first. Let's say it's between his first and third call. It's either the second, third, but I thought he mentioned it was his first. Maybe it was the first one that he took and he had other ones booked, something like that. But I want you to see, this is him at his worst on this offer. Just to show you how good our people are. Husham has been a client of mine and he's now a performance coach. So you'll see how good he is. how well he runs this and how clean it is and how much due diligence he does because at the end of the day i don't want to give you something that doesn't work or it's going to be a waste of all of our times okay and the third thing it's back into your court if you feel like this is a good fit for you and you feel like you can achieve results with it amazing we'll talk about investment how much all this cost and then getting you on board today if not all good at least we'll have clarity on what we want to go in the future okay yeah sounds good fantastic i mean okay well tell me what's your situation are you experienced with e-commerce first time give me like a bird's eye um no not at all this is like all new um yeah so i'm kind of finding my feet with it as i go um And I've just finished building the website, my first store. So I'm just like the review part. But it's just been a very slow process just because of like, I guess, my situation in life and find the time where I can at the moment. So, yeah, I'm enjoying it. I'm learning so much. It's crazy. It's amazing. It's amazing. At the same time, it's not the easiest thing in the world. So this, you can hear, this is her first time running the business. Make sure I got that correctly. But it's just been a very slow process just because of like, I guess, my situation in life and find the time where I can at the moment. So she's almost sounds completely new. Like she's dabbled in, has her feet in the door a little bit, but she's not a, unlike the previous call, she's not making money pushing hard with e-commerce. Like Alex on the previous call has been with sales. Yeah, I'm enjoying it though. It's amazing. It's amazing. At the same time, it's not the easiest thing in the world. Yeah. And being there, especially on your own, that's like the hardest bit. Okay. So you've been taking some active steps in the right direction. So is that right? Okay, cool. What do you want to be? What do you want to be in e-commerce? Where do you want to take things over time? Let's say six, eight months down the line. Where do you want to take things? ideally i would love to be i guess have like a income stream like a profitable income stream from a store so that i can step back from my current full-time job and just have more um like i have two kids um they're still young so um i have to take a lot of time off work as it is um just because i'm a single parent as well um just to cater for them so i feel like this is like an ideal lifestyle like a work-life balance kind of thing whereas like i can work in between the boys um that's like the main thing that appealed to me is like a really good speeder for them um while they're young so it's massive yeah yeah how old how old is your children three and five three and five oh so like pretty young so especially so we actually have a nice holy grail here and again we call it holy grail based sales which is where we look at where the prospect wants to be in their future and we aim and have a conversation to dialogue with the prospect around that so we do have a holy grail now we don't know how much she wants to make i haven't heard that number yet so i'm assuming at some point husham's gonna get that i've i re-reviewed this call actually in protocols a few a few months ago when husham had started on this offer and his first weekend i was like dude this is such a such a good representation of how to kick off an offer i think so we used this call to and looked at it in protocols but i'm not sure if he if he goes for the number now or he does that later but i'm pretty sure he would get a number but yeah we don't have that yet so but we do have a nice holy girl we have a good motivation for her she gave all that at the top so now we need to definitely get urgency triggers which is what's the reason to do this now we need that we need gaps which is where she wants to be and what the future looks like versus now and where she doesn't want to be what she's running away from figure stage versus now we need all that still but yeah we're off to a very good start in the call so it's massive yeah yeah how old how old is your children what he's doing now is a technique which i talked about earlier called labeling he's going to actually get her to say the ages of the kids because if we can use a timeline say how old the children are it puts it into context within her life my child is five or versus my child is 17 versus my child is 26 there's a difference in those ages and what they would mean to a parent three and five three and five oh so like pretty young so especially like that age of course as a parent you know that age is extremely important for a parent to be a lot present a lot more active you see and you know he would he would actually have said this if she said my child's 16 he would say this as well he would say maybe a different version of it but he would say oh that's a very important time for xyz if you if she would have said if she was an older woman let's say and she said my child is 25 he would said the exact same thing in a different format so very clean he's prepared he knows exactly where he's going oh and they just like yeah they grow up so quick so i feel like you just like miss it miss it in what sense because you're working so much about what yeah love it so now what he's doing is he's starting to stack reasons for commitment like reasons to actually make change and reasons to do this now not to do this later right so he has like what's the actual reason what don't you have what are you lacking right and that's tied to family this is one of her drivers you see on the last call i went for to get those drivers on the last call same thing here yeah exactly like working full-time um yeah you don't really get too much quality time with them and with that kind of is that is that what you feel like you're missing because you've been so attached to this job at the moment to start something different for sure yeah and also to be honest like the like limitations and what i can earn in i work for the government and it's like a tearing structure so you can't corporate type or yeah corporate you have to like climb the ladder and the higher the more you look at how on husham's face how you can see he's wearing that pain on his face he's like really oh man wow really and the more responsibility you have and i don't want that um more hours more stress more yeah you have to face more and that sort of thing yeah so that's kind of thing it just doesn't really work for my goal long term what do you do what do you do for work don't ask me um i work in projects um and procurement for in like an it department for the council oh okay yeah how long how long have you been doing that for a couple of now but i've always worked in it yeah okay well what's your what's your income right now i just want to make a comparison between like where we are right so here we go here comes gap where we are now versus where we want to be this is still just information gathering gathering on her current state but she actually gave a lot of good information that husham can use to create to facilitate to trigger as we call it urgency to trigger also an identity now and where we want to get to so we can hold you accountable to that goal if that makes sense yeah of course where i was saying average i'm earning 80k salary so a month would that be oh a month so it's like like 2,400 fortnights a year for a month maybe. Yeah, four to six if it's a good month for you and you're doing overtime, I'm assuming it's a little bit higher, is that right? No, you don't get paid for overtime. Oh, you don't get paid for overtime? No. Are you doing a lot of overtime as well but you're not getting paid for it or is it just like what do you want to do? Not really, I'll only do overtime if I take time off for like my boy's appointments during the day, I'll make it up at night, that kind of thing. So I just, yeah, don't have the opportunity to do overtime. Okay, so okay, we're only four to six right now and you've been in this job for some time. What's ideal? Like I said, you started this online making money business, all that stuff, it all goes well how much more are we looking to add where it frees up more time for you and you can spend it more with family if i make sense income wise ideally minimum eight a month because i'm eating into my savings um every month just because of like financial commitments i have with them because they're we see specialists and things like that um and that exceeds my income so at the moment i'm like yeah so how much did you say exactly maybe i missed it so see she hasn't really given how much so she's she's giving good information but not the number we need so he's how much more let's say six eight months more on top like you make an 80 grand a year right now what gives you that flexibility where like i can breathe i would say minimum 100k yeah if i'm realistic why are we shooting for only 20 grand because i feel like if you stay in this job for another two or three years you can probably hit it 100 grand yeah yeah i want to set a high standard for you because for all of us we do the same so i don't want to shoot you in the foot already before you even can do it yeah it feels kind of weird saying like a really high number to be honest because what is that sorry so i love this so what husham's doing is this is the thing that we we We teach a lot in protocols and he executes it really well here. We're creating a lot of friction around the prospect's beliefs coming in. We're creating a lot of friction around their internal belief systems and like limiting beliefs coming in and why they won't actually aim for more or why they're hesitating to aim for more. And this is good because it really kind of is like chopping up the soil. You know, if you want to plant something, I don't know if any of you do gardening. I don't, but I saw my mom doing a lot of gardening growing up. And what she would do is like chop up the soil. You chop the soil, then you plant seeds. chop it up water the soil plant seeds what he's doing here is he's creating friction that's going to allow him and to chop up the soil so that as as they they communicate and as the call progresses she has she has more reason to like make change to commit to change to invest in change because he's disturbing her internal state and a lot of times change and commitment compliance on a call the prospect says i'm willing to invest in myself i'm willing to make change that happens when their internal state and the position in which they approach their own success when that state is disturbed and they're not just comfortable with where they're at. So that's what he's doing here. He's challenging it. He's being very willing to challenge, why are you aiming low? And that's going to disturb her internal state and create a better conversation. And I'll tell you this, if you're selling online or if you're a sales rep, if you're a coach, a consultant, you sell anything online, that's high ticket. You want to have conversations where the prospect has motivation to change you don't want conversations that where you're just being very very conservative in your presentation the way you communicate because being conservative and being um and being being afraid to actually create friction and afraid to challenge afraid to to make the prospect wake up and realize the gravity of the situation will keep you poor like it's going to keep you broke so if you want to grow the business if you're a coach or if you want to grow your commissions as a sales rep you have to you don't have to but if you want to grow you do have to you have to be willing to go into uncomfortable conversations where you call out behavior you call out uh beliefs or you call out uh ways in which the prospect has been complacent and is not moving towards their highest self the highest version of them that's going to achieve success let's see how husham continues to build this and stack on it two or three years you can probably hit it 100 grand yeah yeah i want to set a high standard for you because for all of us we do the same so i don't want to shoot you in the foot already before i even can do it yeah it feels kind of weird saying like a really high number to be honest because why is that sorry i've always just been in corporate and it's so limited um i guess that's my mindset with it um yeah i would love to earn a lot more than that to have the flexibility um yeah what's a range where it's like hey for myself and for my kids so you see how now that we've created the friction and she's compliant on okay fine i probably should aim more i should expand and adjust my beliefs here now what is he gonna do okay what's the new number now we re-ask the question with the better um yeah great from hushan what's the range where it's like hey for myself and for my kids at least maybe i can go full-time into just creating business and not just having to work this this job all the time what is that range doesn't need to be exact i don't think we'll ever know exactly but what's the range where it gives you a lot of like comfortability again um i would say based off goals of like being able to buy a house on a single income and things like that to maybe like 140 to 160 like that would be like good where i can actually get a mortgage as a single income earner um and be okay to you know be comfortable with that okay okay that makes a lot of sense because that just helps me imagine how long potentially it would take because some students it takes a little bit longer sometimes it takes a little bit shorter it really depends you know i mean so 160 140 160 is it's realistic of course not easy again but it's it's realistic yeah okay um talk to me more about your job because that's the reason what i would do here so this is great for musham you got a better answer I would ask her to double down and say, why are you okay with that number? Like that number and you aiming for that and committing to being that person who makes that. Why is it something you're now here with me deciding to be okay with? It's like a version of urgency or version of a commitment question, like the urgency of commitment trigger. But you're asking, why are you okay with being this person? And he's doing a stellar job on this call, but we could stack onto it and add that even in, which would make it more powerful. It's realistic, of course. Not easy, again, but it's realistic. Yeah. Okay. Um, talk to me more about your job because that's the reason, because the goal we want to go into full-time business eventually. Is that right? Yeah. What's been issues with, with your, with your work? Because I speak to a lot of people every day and they okay doing their job. It's just standard. Everyone's in corporate. It's normal life, right? Yeah. Why is that? Why is that not okay for you? What's been, how's that been hurting? I guess time, all that good stuff. Just tell me more. Yeah. So you see the question he asked, he says, why is that not okay for you? He also adds in, why is that? How has that been hurting time? And he kind of hints at what the answer is, like, give me the answer that I want, which is obviously limited in time and freedom, clearly. But he asks her, why is it not okay for you? And the framing of the question is really interesting because he assumes commitment here. He actively says, why is it not okay for you to be in this position that you have historically been in, be working in corporate? That's a really powerful way to ask the question. why is it not okay for you to be in this situation i think it's just like i don't have the love for what i do um and i see just like working within like a government organization i see a lot of stuff like i don't necessarily agree with um like what exactly um just i guess like i love it i love this this is one of the things i love about who's sean's game and the way he sells and his sales game is he he takes every little part of the process so seriously and this is why i hired him to be our performance coach and help our reps push for greatness um charlie also does the same in his discovery in a different way i do the same in mind in a different way we're all different how he sells who sean doesn't let the things things get away he doesn't let anything slide he sniffs him out and he exposes them you see well like what exactly like how exactly like i don't necessarily agree with um like what exactly um just i guess like how political it can be and how um silly little things like i do a lot with like the counselors and the mayor and things like that and how particular they can be and how antsy and how much money they waste and it really irks me a little bit because and i just think i've gotten to a point in life where i'd rather just do something that aligns with my values a little bit more and um i get that everyone has to work at the end of the day um but at the end of the day doing doing this job is not aligning or not at all with your identity as as a person and your values i find it quite boring as well to be honest i don't find it corporate that's it is yeah and i think that's another reason i really struggle um is because i don't enjoy what i do i just go because it pays the bills so um so what we're doing right now is we're creating a lot of current pain and current frustration which is really good do you see how remember i said on the last call and i love that we're looking at this now guys remember on the last call i said if you have a prospect who's not really in the game of what you do the problems they have are not going to be set around making change technically this woman is barely doing e-com she may have messed with a couple things maybe she has a store but she's not doing anything she's not launching anything she's not actively in the game which means that the questions Arusham asks, the path he goes in terms of pain is not going to be why aren't your ads working or how can we help you in terms of like training? I think he may ask that question, which I love that question for this call, but you get the idea. His questions are not, he may ask it in passing, but his questions are not anchored towards what do you need an e-com? He's moving away from that. And the reason he's willing to move away from that and not lean into that kind of scripting here is because the focus of the call, actually, the intent of this, the conversation he's having is going to be more on the pain of her not having the solution to the pain in her life right now. Whereas if she had already started e-comm and had some data, was making a bit of money, then her pain would be, I'm not doing it well enough, right? So you see the difference in scripting, the difference in delivery, the difference in language, it all matters. It all happens depending on the state that the prospect actually is resting at, whether they're a prospect with more data or they're a prospect with less data when it comes to your offer and what you sell. So again, if you're a coach selling fitness, or if you're a coach selling trading, coaching, whatever you sell online, personal development, or if you're a sales rep who's selling for someone, for a consultant, and you say you're selling even B2B, actually, I lied, B2B, there would always be data because you're selling to a business. But let's say any version of B2C sales, you want to understand the level of data that your prospect has and don't just get data unnecessarily because there may not be data okay yeah yeah how's that how's that have been i don't reply too much you understand your situation yeah how's that been affecting things just outside of work because you understand work is boring corporate same thing again and again every day yeah how's it been affecting things just outside of work um yeah i think when you're waking up and you kind of know what your day-to-day you're going to work to be honest i work from home so i am grateful in that sense um so but to know what you're in for you like i've got another like you know nine hours on the computer doing something that just is completely monotonous and really draining um that's what i was gonna say i was like you are grateful sure but are we happy at the same time not at all no yeah yeah yeah sorry continue i stopped you my bad yeah yeah and i think um another thing is just like the expectation like there's it's i feel like i earn a pretty average salary like 80k these days is not one thing that husham does here which actually makes the discovery longer and he didn't need to do this long is he sticks a lot in current pain like what's currently missing what's currently sucking your life which is good and that's why this was an objection from those clothes and ended up being a 25k close or 20k close it was a multi-five figure deal he did and um and and one of the things that was really really interesting is he creates so much present pain at the top where he facilitates he triggers so much present pain at the top and that really helps him to create um to create the kind of what's the word we'd use here the kind of the set the grounds and establish the the the framing necessary for her to actually lean into making making change you know when it comes to her econ business so that's a really good job but he did it almost too much he doesn't need to like he's doing so much due diligence here which is he's a great sales rep but he's actually going above and beyond and i know why we talked to he and i talked about it it was actually because it was his first call on the offer one of his first few so he's like let me go above and beyond and just really push and test and feel the framing of how i'm going to run these calls much um from like the economy and cost of living and things groceries and you have to get it so that does not make it easier does it yeah so i feel like for the expectation and responsibility i have managing projects um quite high stakes and my income is a bit out of balance and it makes me a little bit less motivated because i know at the end of the day i'm only earning this much but they expect this much um and that kind of demotivates me as well a little bit how long how long have you been feeling like that this is this motivation or so what we're doing now remember we talked about labeling what he's doing is he's creating a time gap he's associating a time value which is how long has this thing been going on so now it's not just i'm in the state but we add a timeline to the state to increase how bad or frustrating the state is because if we say i've been in this situation for xyz period of time it could be six months it could be five years it could be 20 years depending on the prospect's age and their situation however long it is that now adds more context and adds more weight to the reality of where they're at which gives them more incentive to change because we have that context we have that weight how long how long you been feeling like that this is this motivation or just overall dissatisfaction because for some people it's a long time how long has that been going on for you yeah probably i've only been in this role for maybe two years so probably a year and a half maybe because i think we don't love this because she did you hear the scripting listen to it again and see if you can catch it okay i'll play it at 1.25 speed engage with me here guys i know it's youtube and you're not you're not live on the call with me like doing this with me again if you want to train with me you can come into our school community it's called quantum level and it's free to join okay so click down below the link we have to our school community you can join it you can come hang out with me hang out with my sales, my salespeople, like our team, our clients who are really pushing hard. And you can come and train with me once a week, every Thursday, we do it at 11 AM Eastern standard time. Okay. So what's happening here is, um, she says it's, Oh, I don't, I don't want to spoil it. I kind of spoiled it. I forgot. I told you to do it, but she says it's only been two years or a year and a half. Right? So again, the, the number is not bad actually, but then she says it's only been, so now she's kind of taking away that it's been a long time. Cause she's like, it's only been this long let's see how isham handles it or if he if he does anything with that it's interesting or just overall dissatisfaction because for some people it's a long time how long has that been going on for you yeah probably i've only been in this role for maybe two years so probably a year and a half maybe because like i think the first six months i was just like learning the role and finding my feet kind of thing and enjoying things because it was all new um previously before this i owned um i worked in like a family business with me and my ex-partner we started a company so um but we once we separated i had to go find a job elsewhere and that's kind of how i got into this and that made things a lot i guess difficult for you as a single parent of course and two and two children how's that been um affecting i guess your time with the children so he kind of moves off of it because because she said only which she still did say it's a certain amount of time and she recognizes that it's been there for a while but she didn't lean into oh my god it's been a while so we'll move on from it not significant for the call but still that wasn't as strong as we want it to be in in her own mind but we still got it we'll use it we'll move on did say earlier that's taking away time is it because of work or what for sure yeah in what sense though how because i've been in corporate and i have more family so i know a thing or two about it but how does it matter yeah well i work um 7 30 till 4 30. so i have to be up and out the door by like dropping them at daycare by like 6 30 6 45 which they are just so like it's a rush like such a rush in the morning like i'm just like upbeat get in the car um they get home they're so wrecked after such a long day of daycare so i'd love to have like you know shorten their days even by like at two hours would be a huge difference on them um and their well-being but also like like my son has like ADHD and things like that. So we have a lot of specialist appointment in therapy. They both go to therapy. So that comes out of my work day, those times. And then- And I'm assuming, and I'm sorry, sorry, I'm assuming that's a lot more expensive as well, therapy and whatnot. That's, yeah. So do you see how he's just stacking everything in present pain, which is good. We still haven't left current pain though. So he's going into, life is expensive. You don't have a lot of time. You're missing out on that. You're frustrated with your job. And the reason I wanted to break this down on YouTube is because I want you guys to see how well, This is a great job, what he's doing. I think that he also closes within 52 minutes, which is great, including the whole intro to the call, pitching and everything. So this is a very efficient call. And Hushan runs his calls very efficiently. He doesn't take a long time on his calls, which is great. But one of the things that you'll see is you can get pain from people. Like some reps struggle, oh my God, how do I get pain? You can get pain from people. You can snag pain from people without question. You just have to have the right scripting, lean into it, fully commit to the right scripting and processing. You will get pain from people. exceeds my salary yeah it exceeds your salary the therapy itself seriously it's it like plus all my other expenses like my budget like doesn't allow for the cost of therapy that's what i'm saying like i'd love to earn high like a higher income so i can afford that without digging into my savings um because that's how i currently fund the therapy is through my savings which are just dwindling so yeah as much as as much as like it is a somewhat of funny situation it's frustrating i can imagine because as a single parent i'm sure this has not been easy for you because i'll talk to him i i like how usham called this out he played it a little bit safe though he said as much as it is a funny situation because she was chuckling i what we want to do here is just say well is it is it funny it's not funny i think it's frustrating and i think that there's much more to life and a better version of life to experience than this although you are you have blessings you're okay everyone's healthy i would assume and you know you're okay it isn't funny it's you know i would give her that and say what are your thoughts how do you how do you feel and then she would crash she'd be like no you're right it's not funny and then we win that so who Sean's doing a version of that. He's letting her off the hook just a little bit, but we want to lean into it even harder. A lot of family members, you know what I mean? A lot of fathers, a lot of moms and whatnot. So it can be difficult. What a lot of sales reps who are not trained well will do is they'll just laugh with the prospect, which is fucking terrible. Don't do that. Because as a coach, as a representative of Freedom Club, generally, how long more do you want to keep staying, I guess, stuck in this situation where I'm like, hey, I'm just getting by? Yeah. How long more do you want to keep being stuck in this situation? Genuinely. Oh, I genuinely am so ready to move on. Like, I'm so ready to move forward. I'm not even scared of not having like that corporate security that I guess I used to really long for. I guess you can't lose your job when you're in the council because it's very hard for them to fire you. And I think that was an attractive thing is like that sense of security in a role. But now I'm just like, it's not even a thing for me anymore. I just like really want to. It's genuine happiness. Yeah. Yeah. I just like if I keep doing what I'm doing, nothing's ever going to change. So this is interesting. A lot of reps would hear this and they would settle. They would say, okay, this is a good urgency. Like, should we have urgency now? Let's pitch, right? Or we have urgency, this is good. But her just saying, I want to change, is not enough. I need a trigger behind why she is committed to this. I think Houshan will get one. It wouldn't make sense if he doesn't, especially because we have another about 14 minutes of discovery that he runs before he pitches. So there's a lot more sauce here. But I really would want, in this situation, if I'm a sales rep or if this is my program and I'm selling it, let's say, I need the prospect to give me a tangible reason for why they're willing to commit to change. Like, I get the prospect saying, I need a change, and I'm ready to change. That's cool to me, but I need them to back it with a tangible reason to validate that, as in, I will because of X, Y, Z reason, if that makes sense. That's the thing that I want to explore, because you've been in this situation, you mentioned a year and a half. It seems like he's setting it up. Is that right? Yeah. You mentioned a year and a half, is that right? Yeah. A year and a half, about two years. What was the trigger that made you realize, hey, I'm kind of, excuse my language, fucking sick of it? Yeah. I'm just sick of it and I want to do something so different from just a normal generic nine to five. So now we go trigger. That's what we call an urgency trigger. And he's literally breaking the fourth wall and just saying, I'm going to use the word trigger, which is the scripting that I actually give to my advanced sales reps. And Hushama's worked with me for, he did protocols and then he's done one-to-one training with me and then we hired him. So he's really, really like one of our just amazing performing rep. And he's using that scripting here. Like what is the actual trigger causing you to commit to making change now? so he doesn't just have let her get get off the hook with saying i want to make change i know that i need to he actually says no give me an actual trigger and motivating factor behind you being committed to doing xyz action here and now that's where he's actually going with this so different from just a normal generic nine to five what was it i think it's i don't know if there's a specific trigger i know i've known for years and years that i've always wanted to don't be scared if the prospect says i don't know the answer like remember my last call that we just looked at with alex if you've if you made it to this point in the video by the way if you've made it to this long in the video which i see this loom i'm shooting is 27 minutes which means i think we're probably about getting close to an hour in the video if not at an hour we're just before an hour um if you've made it this far then you probably love this shit like if you actually have been locking in learning which normally our videos will get anywhere from 300 to let's say a thousand if it's a bigger video maybe 2 000 views generally um and if you've made it here we can see that there's less people who make it to this point in the video of course because about 70% of people just watch the first 10-15 minutes and get a little high and then they have like a little oh my god some sales stuff it's fun and they have no attention span but if you actually committed to this far in then you're probably I'm not even kidding one of the people that I probably can help like you're either a coach who's running sales calls yourself and you're trying to make money with that or you're a sales rep who wants to make more money because you're a setter and you want to get to closing or you're a closer and you want to increase your comms by mastering the game the way that we do the way we teach our reps to take this game this skill very very seriously if that's you down below you can book a strategy call with our team and i think this would be a really great for you and you have the attention span to work with us you have the ability to actually learn from our stuff if you've made it this far in but but i want to tell you like look at how he's not letting her off the hook with anything he is he is leaning into every single question stacking them and this is a really great example of doing due diligence in calls in discovery and making sure everything gets exposed so he's doing a great job of that let's continue watching from just a normal generic nine to five what was it i think it's i don't know there's a specific trigger i know i've known for years and years that i've always wanted to explore freedom club because i put and this is the point i was making a second ago i got sidetracked because i got excited to those of you who are watching this now um i was saying that when it comes to specific trigger um don't be scared if the prospect doesn't know the answer if they don't know the answer is fine you can either just re-ask the question and say oh i'll explain it to you or or just say think about it and try you can do that right like with alex when i just had the call that i reviewed a second ago in this video i he didn't know some of the answers but i stuck to my pocket and i didn't mind if he didn't have the answer just because the prospect doesn't have an answer to a question it doesn't mean that question is bad purchased the course when i was um just before leaving my ex-partner but then the separation happened and then we're going through like the legal proceedings so that delayed things i was so focused on that and the kids for and that's all done like and i think that's just the point now where i'm really you know i wanted to get my mental health back on track i wanted to get like um i moved a few times after the separation so it was quite chaotic in my personal life and i just didn't have the capacity i guess um to deal with anything else at the time um and then what about just just one sorry cut you off again just one one point because again building a business and stepping into that business owner role it's not an easy role you absolutely know this so mentally energetically do you feel like you're ready for that yeah i suppose then before you feel like you're ready yeah so this is interesting he he goes into why now like what was the trigger she gives an answer that decent it's an okay answer she more so says it's like i have the time and life is letting me now she doesn't really say this is why i need to do this and so instead of who sean pivots and he goes are you ready to commit to doing these actions and being kind of being this business owner leaning into being this kind of business owner right because it's going to be a different version of you aka building friction he's creating friction out of the friction comes identity change or identity awareness which is amazing uh the one thing though is she hasn't given a great answer to the why now still so he's pivoting to how he attacks the commitment and how he helps her to build commitment um what i want to see him do we'll see if he does it this is great scripting he's using what we would also want to do here is not just settle for yes i'm ready to do the work and be this business owner but also like tell me about why or what causes you or what changed for you to be this person now that would make the identity that he's facilitating or he's trying to trigger because he's triggering an identity he would make that identity more real and more tangible in her mind that's what would happen here yeah for sure before you feel like you're ready yeah yeah i think the main thing previously was i was well she gives it to him even though i would want him to ask her this but she's saying previously xyz and now i'm in xyz position which is really great that she's giving this answer i probably would still want to ask it to her a different version of this so i could ask it and control the answer because again there's a lot of softness training today guys so don't don't get lost stick with me like stick with me stay present but a lot of times if a prospect just gives you something and you didn't ask it to them you didn't facilitate the answer which is different than the prospect just telling you something you want to generally try to control how the answers are given which means you facilitate them so he's not facilitating this question just answer fully she's giving him something which is great she's giving him oh here's why i uh i i am really this person because of what changed but he didn't ask her like what changed so it's her giving him the answer without him facilitating it which means it's not who's sham's answer that he's controlled but still doesn't matter it's still solid very very good let's see if he dives into what else he creates out of this call just like literally going through a separation and we were moving states and like it was quite a lot going on so um i feel pretty stable in where i'm at in life mentally i feel very yeah i feel super ready yeah sometimes i've effort time energy you feel like i'm already now yeah yeah for sure yeah i just want to touch back on like why now because i speak to some some some business so what he does is he leans into a why now question and goes back into the trigger he didn't explore like the identity of this which i think now because he he took this call when did i forgot when this call happened this was sometime of course like 2026 it just just started you just started but he took this call sometime in maybe end of summer or it could have been no no it was fall beginning of fall i think last year um so i think now he would lean more into identity because he's just continuously getting better and all of our people uh our coach charlie ushawn myself we're always just getting better and pushing our reps to get better and better and better but yeah i think that he would do that now but it's just but instead of doing that which just doesn't matter he goes back into the why now and wants to complete this loop and fully build out like a trigger behind the reason for now is oh business is just people that are just wanting to get started as well they want to push things off like three six months down the line like hey i'll come back and we'll make a change then what makes so instead he instead of saying that he goes instead of saying like the identity work he goes why not push this off and why commit to it now which is great he's going to have her validate that idea amazing they want to push things off like three six months down the line like hey i'll come back and we'll make a change then what makes this important for you now rather than just later that's what i was trying to get out hey what makes you say hey i'm committed now to making those changes in my life and starting something new rather just push it off another three six months yeah um i genuinely just feel like the thought of being in the same like this current situation in three six months is terrifying to me like i don't want to be sat here thinking the same thing like i want to make a change i really want to get started when i could have started today like i could have started now like i feel like i do have the mental capacity now i do have the time oh i will make the time also um Amazing attitude. Amazing attitude. Cool. Okay. So let's say for example, and again, I'm sitting on a wooden table, so touch wood, that's why we're even here. Let's say you don't make the changes. You just keep dealing with this, I guess that never-ending cycle. I would like to get a year of hell, perhaps a year, another three, six months, even fast forward another year or two. Okay. What does that look like? What would be the downside if you decide not to make changes and just keep it? He goes downside. Again, you can see the downside scripting. What's your downside? What would be the downside? Now, what he says is the downside to not making changes, which is good scripting. We can go even better, like downside of being in this position and staying in the same position for the next five years. Let's say you may have tried, but you don't achieve success. What's the downside of not achieving success? You could go that too. There's a bunch of ways you could approach this, but we're good. The same thing again. What does that look like? If I just keep doing what I'm doing, I feel like I'm going to be very unfulfilled, very stressed financially, because by that point, I don't know where my savings will be. We get a great answer here for downside. She plays ball fully and we have a great answer now. Where my savings will be. I don't see myself being super, I won't be happy because it's a mindset, but I feel like I'll be very unfulfilled and pretty disappointed. That's okay. By the way, there's zero judgment. I want total honesty because we're going to give you so much honesty from our side. Because there's a future that if we don't make changes, we are on pace of being in that place. You know what I mean? That's why we ask these questions. You know what I mean? I like how Housham jumps in here and helps her further her answer because she starts getting uncomfortable with her going into the negative. And instead of him just like not saying anything and just letting it continue, he actually says, hey, no, no, no, do that. Go negative. That's totally okay. There's a judgment-free zone. Let's progress the answer forward. And he actually validates for playing ball, which is a really, really good strategy here. really good timing he took charge of the answer and sometimes as a sales rep or you're selling anything online you want to actually take charge of the prospects answer you can see i did this in my call with alex as well if they're answering something and they start to struggle not because they don't want to answer it but they start to struggle and get uncomfortable with going into that space sometimes i'll jump in i'll say by the way dude it's great that you're actually giving me this and that you're leaning into this because this is where change happens so and we continue the answer we don't let them off the hook but we continue it so that's what husham's doing here Because there's a future that if we don't make changes, we are on pace of being in that place. You know what I mean? That's why we ask these questions. You know what I mean? Because if you can't talk about it, it doesn't become real. That's so true, yeah. So then how does that feel? I guess, just even as a mother, let's just take. So now what he does is he scales the answer. So she did say the tangible finances, which I would struggle, et cetera. But then he doesn't let her off the hook with that. He says, how would it feel being in that position? Now we have that, which is amazing, amazing for Musham here to stack on feeling on top of it. because that builds and makes the identity or the or the oh i should say excuse me guys the awareness of the negative future the fear state the consequence doesn't matter what you call it but what we do not want to happen what we want to avoid that makes it tangible and makes it real and that's what he's doing here great job corporate life out of the way or you have two two two boys was it or two yeah two boys how does that feel for you not being able to spend the time the time yeah the effort and just having to speak being stuck in that job all the time yeah well i feel like i feel like um my eldest boy is starting school next year and the days are shorter and they're gonna have a lot of extracurricular things i really want to engage him in and want to be there and actually like be present during all that as well so i feel like i know if i continue this current situation i mean i'm not gonna have that ability to um do that and how would you feel about that specifically oh devastated yeah i'd feel like the worst you see how she starts to kind of ramble it away and go into like logistics of life and he just says how would that feel just cuts her off like boom let's go feeling because that's the question i asked great scripting again here for musham great scripting how would you feel about that specifically oh devastated yeah i'd feel like the worst mom to be honest um i feel like time is everything so yeah as a as a mom as a business owner just as a normal human being is that something that you genuinely want to settle for for the future for the success of your family is that something that's okay and you want to to settle for moving forward for saying where i currently am do you mean oh no way no it's not good enough for the kids like they like my driving factor to be honest but um it's just yeah they deserve so much more in life and like if i have the opportunity to get and one of the reasons i wanted you guys to see this call is because the one that i ran with alex although a good call wasn't a representation of clean perfect scripting who shams scripting here is essentially like perfect based on how we train in protocols and what we do so this is like a great representation of clean perfect scripting sticking exactly to protocol executing on protocol knocking everything out systematically staying in your pocket and going from there like great great job here from him really really really solid stuff here was great to it's great to review this because it's a nice sample size of how a clean call should sound although some things i think can be taken out and we can compress the discovery into 20 minutes it's still great great great stuff here they deserve so much more in life and i feel like if i have the opportunity to give that to them i i will do it and i want to so um just like just like any mother would do right yeah sure life job time all of that gets in the way and it just makes it a lot more difficult so you feel like this this this will will give you the time and the feeling that you're looking for if you're sure yeah yeah 100 what does the other side of the coin look like because that's what we're avoiding that's what we don't want to have so now we're going to go to the desire state or some people call it the future pace the desire state which is like where you want to be what does that look like we create a desire gap from where you want to be versus where you are now but we paint a future watch how husham goes through the paces look at the scripting embody it again if you want to make money in sales this is how you need to run your calls i'm giving we're giving you the sauce right here this is how it works this is now again but if you want to implement it mentorship coaching training like mentorship actually not just getting some coaching little coaching program that you pay like in a youtube subscription per month i'm talking an actual mentor who holds your hand is what's going to help you get make changes that's how i've gotten anything good that i want in my life it's through mentorship you know when it comes to sales when it comes to business when it comes to relationships dating everything i've invested in mentors uh to help me so but let's let's look at this look at how he executes this scripting here look how powerful it is for sure yeah yeah 100 what does the other side of the coin look like because that's what we're avoiding that's what we don't want to happen you know what i mean what does the 180 like let's say six seven months down the line 180 thing happened like you did so you're making money online did he just say six seven months down the line okay what does the other side of the coin look like because that's what we're avoiding that's what we don't want to happen you know what i mean what does the 180 like let's say six seven months down the line 180 thing happened like you did so you're making money online you're heading upwards of 15 20k months which is absolutely realistic what does that do for you for the family for the kids just tangibly what would change for you guys there today um david i'd probably drop um my youngest out of like he goes to take five days a week i'd probably reduce that by a day or two just to have some more quality time with him at least so little So I would take, yeah, I've got my elders booked into before and after school. If you're noticing the patterns here and how we sell, what should come next? She's going to label all this. She's going to give the context. And then what we should do is, what would it feel like? That's the next piece. You should know that by now. If you've been watching this training here, you should see a pattern already. That's how you get sharp at sales, noticing the patterns in terms of the process, in terms of how we communicate. She should, he should now in a second go, what would that feel like? I think he does it. He should do it. If he doesn't, it's not going to kill the call, but he should associate a feeling with this with this future state yeah i've got my eldest booked into before and after school care so he can you know go 6 30 to 4 30 my work hours um because i'd drop that i'd just do the normal school hours i'd do extracurriculars i want to get them into jujitsu so i can't yeah just things like that i did boxing i did other boxing oh really yeah yeah from from a very young age so boxing was my thing but putting them into sports very early on it's amazing it's the best oh my gosh and they need it yeah like they're such energizer bunnies and like my little one is or i already know he's gonna be like a footy player or a boxer because he's got boxing loves he just constantly like don't get me but yeah so i think just like the flexibility of being there with the boys like i haven't taken them on any holidays because i can't afford it um things like that so just having more time and more making more memories with them like it sounds so cliche but like i genuinely just want to be able to do it without the stress so it's the it's i would argue and say it's the bare minimum in life to be honest yeah 100 yeah last way too short i feel like the older you get you realize that more and more and it gets harder the older you get because more responsibility i know it becomes it just becomes a lot a lot harder what about what about just what about just outside of just the kids because i mean so instead of going feeling right now he's actually digging into more things i think he's going to tell her like he's going to get her to go more selfish but you may not but i feel like he would do that here that's what i would do here i would say make it about you too what does it do for you and as a mother create that like facilitate trigger the identity of mom bring that up and ask her to lean into that and what she wants as a mother for herself selfishly we are doing it for ourselves right yeah yeah i would like these things for you six months um i mean really good stuff i would finally get a place of our own so we can stop renting um that would just be an incredible thing i'd probably you know go on a girl's trip every year just to get away um i love looking after myself so like you know all the treatments the hair the whatever i love doing all that stuff that i definitely would indulge in that um if i had the ability to and yeah i don't know i'd be doing it when you become when you become when you become successful you're making money potentially of course when you get the right help um please make sure not to spend all your money on just hair products or like just just nails and whatnot i'll have to i'll have to remember that it's gonna be difficult it's gonna be hard to be difficult but we want to keep that you want to invest back i do have some pretty specific goals yeah he's keeping it light here for a second i i'm torn between because i see what he's doing and it's a really good strategy and again i'll tell you guys something really cool when you get really good at sales and you train the way we train our people uh the way our reps we just put out a video with Kim on the channel, one of our newest reps who took five figures. And I just shot a video with Henry. That'll be out. Maybe when you guys see this video, that might already be out. That's coming out next Friday at the time of me shooting and uploading this one. And one thing with both of these guys who have hit five figures, who Sean, who's been blazing 15, 20K comms months, Charlie, who's a 20, 25K month closer as well. And myself, who's made a bunch of money, done 15, 20 K comms and then running a business that's doing about half a million in sales, potentially more this year. One of the things that happens when you get really, really good is it's, this is kind of one of the weirdest things about sales. And one of the weirdest things about the personal development aspect of sales, you don't do anything by accident anymore. Like nothing you do is just random. And I kind of hate it, but I also kind of love it. So even your humor, not in life, but just in sales, when you're on a sales call, as you get really good and you train with us, or at least the level of, to which we train the way in which you approach sales, everything becomes intentional, even if it appears like it's just natural. So I know what the fuck Husham is doing right now. I'll explain it to you. We'll play it and I'll explain it. But what he's, I'll explain it first. Actually, what he's doing is he's making a joke about spending on hair products, but making the joke about her future. It's not a negative joke where he's laughing at it. Like, haha, it's not real. He's actually making a joke that would sit in a future she's having where she does have those results. So he's making a joke that she's agreeing with playing ball with that makes the future she wants feel more real. Now, the reason I don't love it also, it could go both ways. I don't love it because I think he's in a really good pocket and the call has been very light so far. He has had heavy moments. It's been very heavy in the pain, you know, state, current state. But I also think that here he could keep heavy energy and just run with that all the through the call keep it more grounded and serious he chooses to lighten up a little bit here which i don't think is a problem necessarily it could go either way and he's a good sales rep so he knows if objections did come up or if there was any resistance he'd be able to go toe-to-toe with her and really get her out of her own way ideally he should be able to do that but what he's doing here on purpose is he's putting in a joke that is a joke about her making lots of money and what that would look like and joking about her having those results not like she wouldn't have them but saying this is what you would do when you do have them which means she plays along with that joke based on where she would be in her future so the future becomes more tangible more real if you didn't understand that come in and train with us and you will start implementing this stuff and you will you would understand it but this is what he's doing here so you can hear it again i like it it's funny please make sure not to spend all your money on just hair products or like just just nails and whatnot i'll have to remember that it's gonna be hard it's gonna be difficult but he assumes the reality is going to happen it's going to be hard it's going to be i'll have to remember that it's going to be difficult it's going to be hard to be difficult but we want to keep that you want to invest back i do have some pretty specific goals yeah i've got some specific goals i really would like to achieve and i feel like um that's the situation i'm in right now it's just not possible with what i'm earning right now so um yeah yeah can i can ask you what stopped you before what stopped you before for this is interesting he's he's gonna start pre-framing now he has everything he needs to go commitment pretty much now we got urgency triggers we have a gap we have a problem we have all those things that's all good he's doing more due diligence now just to make sure this is objectionless and and i like what he's going to do he has the space to do it he has he's in a really good pocket he's in a good flow so he's not gonna unnecessarily rush things i i think he could just pitch now but he he goes into doing some due diligence can i can i see what stopped you before what stopped you before from going just all gun blazing start something different than just continuing in your job what was stopping was preventing um i think to i was in a very bad relationship and which is when i bought the course and so when we separated i didn't have any money to separate with so i was like borrowing very sorry to my mom but that's okay it was i'm like wouldn't change anything you know the way it happened so um i think just like a situation of just like literally getting by and like borrowing money on people to get into like a new rental and things like that and um not having the capacity i didn't even have a laptop um i got a laptop maybe like a year ago after our financial settlement all settled and stuff like that so um yeah yeah i think when did that when did that all end where you're like hey i'm free i'm by myself right now maybe like last september october so that's still been time right that's still been some time yeah i love this you see how oh my goodness this is him sniffing out the bullshit she's not a bullshitter she's been super real but she rationalized the answer was like i couldn't make change because whatever no money and life was cooking me cool we got it but when did it happen though because i want to see if there was any time where you have made change and she could have we have it now she could have made change and she didn't saying this with love right god bless her god bless his sister but we we're not letting people off the hook here so look how he challenges again september october so that's still been time right that's still been some time yeah so probably 12 months yeah 12 months what was preventing you from just going all in 12 months ago six months ago three months ago that's the thing that's going to keep us actually in the same spot again and it's going to prevent us from making that change that's why i want to challenge you as a coach yeah why did we not start three three months six months ago when you were free probably self-doubt i would say um in what way self-doubt um probably just think like i like i always have this thing of like i'm not good enough like how can i be successful like it's not for me like it's always been like this ring story left recurring story in my head which is like why is that why is that because that's that's the exact reason i'm just going to be completely honest nikki that's the exact reason why that's that mindset is going to keep you in exactly the same position then fast forward three six months down the line nothing changes we'll get stuck i just want to clarify exactly where's that coming from what do you think yeah it's coming from childhood to be honest to get deep like i've been going to therapy so here's okay so this is great this is stellar i just don't like the question where is it coming from because because now we're going like therapy and that's a dangerous path to take as a closer khusham's doing it because he can't that's like he knows that he could pull that off and he could go there if you're learning from this don't i wouldn't ask if you're exploring the past you're trying to pre-frame um a potential objection i wouldn't go like what where is it coming from instead i would say has that changed or are you still leaning into that self-doubt and is that controlling the way you do things now that's what i would ask it i just want to know have you changed i don't need to know what was the what was the cause of self-doubt like internally i don't need to know that that's too far i just want to know what's changed up until now and are you a different person and why are you willing to be a different person what are the thoughts or emotions surrounding you being a different person like quite a few months now like weekly and we're working like through all that um which is helping like immensely um it's just yeah a belief i've kind of had since as long as i can remember so um yeah i'm not sure at this point in time yeah no i got you i got you yeah which is like fear fear just like yeah yeah for sure no human dimension or not but if you like at this point in time then you are ready to overcome that type of mindset because you can be in two situations here you can be like because of this mindset that i have i'm going to be stuck in the same situation i'm just going to lead into that that left shoulder to the devil side which is hey yeah i'm just going to stay comfortable or you're going to be the type of person that says despite these emotions and fear i'm still going to put my right step forward yeah for my sake for my kids for the sake of my future what side do you actively want to listen to and lean towards yeah i mean like i'm definitely not going to be listening to that as i don't need to coach this you understand what he's doing it's it's it's very clear if you and if you have no idea what what this is then you you need you're like you need to study up more probably a little bit of free stuff and then then you know look at next steps but i think it's very clear despite this emotions and fear i'm still going to put my right step forward yeah for my sake for my kids for the sake of my future what side do you actively want to listen to and lean towards yeah i mean like i'm definitely not going to be listening to that as if i can help it anymore because like i yeah i'm literally like working on that exact belief in every week at the moment stuff isn't it stuff yeah yeah but i can already notice like huge changes with my mindset it's pretty crazy i think it's just like the consistency that you retrain your mind i don't know if that's So now she's built a new belief up. Husham has opened the door for her to have this belief, this identity of who she will be now triggered, which is amazing. You've triggered it. It's alive. She's validated it too by adding in information, adding in data, adding in context as to how she will operate through the new belief and new way of doing things, which means this is as good as a done close, assuming she financially, physically can do it and can find a way to pay, which she does. and then um hujan turned it into actually a much bigger deal in the preceding hours after this call finished um way to describe the best the best way to think sorry the best the best way to to think to think of this is what happens if you keep being stuck in that mindset for another year another two years what does that look like yeah what happens if i keep being stuck in that mindset it's kind of redundant now because he had already gone consequence but he's just like i will not lose this so great stuff is i literally never make any progress like i'll just be in the same spot which feel like i have been for so so long now you know and it's not a nice feeling it's just like always wanting and when she laughs he doesn't laugh good good state control here it's not a nice feeling it's just like always wanting and wishing but never doing anything about it so yeah do you feel like right now she deserves to be a mother that spends more time with her kids not just that by the business owner that's generating multi-six figures a month a year moving forward do you You should have told me that about yourself more today. Yeah, 100%. So then in terms of just e-commerce and whatnot, what do you feel like you need from us? Because I want to get technical. Because we have a lot of things. We help with it. I just want to see what you're struggling with right now. I think he asked you this really quick. He says, what can we help you with? And then she answers. He doesn't need to ask this question, to be honest. I'll let it play. We'll see. We're here. If you made it this far, we'll look at it. But he doesn't need to ask this question. He does just to cover every base. He should pitch now. It's been 30 minutes. He'll run out of time, potentially. but he doesn't run out of time but you know he could pitch in a lot of things we help with it once you what you're struggling with right now how can we help in the situation yeah so i feel like my thing is i really should um yeah i've got my products and like i built the store um which i'm like i'm pretty happy with the store and what it looks like and everything like that but my thing is like the product is like i'm not okay i overthink it to the point where i'm like i'm not sure if like it's the right thing i'm not sure if it's i think it's just there's so much out there already and i'm just like i get so overwhelmed with like yeah they're going to be a smart um product to go get into the market with um what's your what's your what's your strategy of finding these products and making sure they are profitable 100 of the time yeah i mean i've followed the steps in the course um like to the kind of structure that they've said to and done all the competitor research and things like that um so that's kind of how i did come to the conclusion of like the products i have and i figured just to like get exposure and experience i'm gonna i'm gonna launch these products anyway if it's a flop that's fine i'll just pivot and try like find something else but like i've kind of gotten to the point around like i really like really want to make this work i don't want it just to be like a little thing that i try and tweak here and there and like do an hour when the kids are like i really want to put the effort in yeah yeah and like really make this like my job so that's where i'm like i don't want to mess around i just want to like go right yeah okay why is that why is that more important to you because again i speak to some some girls or some guys they just they just go hey i just want to keep doing this myself and kind of DIY it. You know, I'm just going to do it. He's really pre-framing everything. I just let it play out so you could hear the scripting and the language, but he's pre-framing everything now, even though I don't think you need to do this. It's still a great lesson to learn from. You guys can hear what the language does sound like. So if there are people you feel like you need to pre-frame in terms of I'm going to do it myself and they're using that language or hinting at that, you could, you could also use this. This is a great way of communicating and pre-framing this. So often I see where it takes me six months. Why is that no longer an option you're looking more into like specific help with your store your product sourcing and all that yeah i feel like um time is such a big thing for me i'm i really want to get out of what i'm doing i really want to put a lot of my energy into this and i feel like it's an investment um i do believe that so i'm happy to invest my time energy and um like you know some money up front to learn more from you guys and get like actual guidance from people who have done it um yeah so that's kind of mindset around i guess booking this call um rather than um making mistakes as i go and learning from them and that sort of thing and i know i'm gonna make mistakes like 100 everyone does but um they are inevitable don't get me wrong yeah as much because again you are time poor at the moment so you want to make every minute every hour that you're spending is worth it on the right things exactly exactly yeah so the thing you feel like you're missing right now is like product sourcing product sourcing marketing at the right people or what what else you feel like i think so um i haven't quite gotten up to like the ads um i'm a little bit nervous so she doesn't have a lot she's missing because she's not doing anything right she has she so she's not had enough data so the questions are kind of redundant he's still doing it as like a as a as an exercise and sticking to protocol because usham is very much protocol protocol based and he's a protocols client we you know we teach stick to protocol stick to process so that's what he's doing he's going through his motions going through his paces which is great as a as a um as a practice to do this but it's not necessarily needed here the social media side because i'm not great at that whole thing like marketing and social media, that sort of thing. Like I'm a little bit nervous to get to that stage, but I haven't started watching. Is that because of lack of knowledge or what? I think lack of knowledge and lack of maybe creativity with like what's actually going to draw people in. Like I don't want things to look... I feel like at this point, you're just looking at the clock like, damn, I have to get to the... Tacky or seem tacky, you know what I mean? You want to be credible, of course, yeah. Yeah, yeah, exactly. So I haven't done the actual modules yet. I haven't like gone to that stage. So I know I'm going to learn a lot from that anyway. My mind would change. Obviously, I feel more confident as I get into it. But that's one thing that's a little bit daunting for me to get into. Well, that's why we're here. We're going to, we're going to fill these gaps. Okay. I don't want to delay this anymore. Just last question for you. Do you feel like you're ready and committed to making those changes now? Cause again, that's really important and not everybody's ready to step into that. I guess. Commitment question. Are you ready to make the role of business owner and whatnot? What do you feel like you're ready now to change the way that you've been doing things the last year, year and a half? Yeah. Yeah. 100%. Yeah. Well, we can help you. We can, we can definitely help you. Any pictures and it's an objection was closed and that he, uh, I believe the offer the ticket price was $6,500. And then a few hours of a day or two later, he has a conversation with her and upsells her to a $20,000 package. So absolutely amazing, stellar job here. And again, Housham is our performance coach. So this is the level of standard that we have with our people that we train. But even if you're not working with us, you still have a lot of value you can learn from here and implement to your own process as you sell, as you push to sell, as you sell your own offers or sell as a closer for someone else. There's a lot, a lot here. The next thing that we're going to get to, and this is our last one for today, is actually an objection that I run when I was closing on an e-com offer. This is a guy that I ran objections with. On the call, he turned out to be a financial DQ temporarily, but I deposited him and then got the rest later. But this was still a good example. It was a short one. I wasn't battling in objections for a very long time, but there's a lot of good, good, uh, info here on, on the, the, uh, we should call it, let's say the, the structure and methodology of handling objections in a very concise, efficient way. And I thought it would be a nice way to sum up the video and give a nice comprehensive amount of value and training here. So we'll dive into that one next. I'm going to go grab a quick drink. And when I come back, we'll be, we'll be kicking this one off. Okay. See you in a second. All right, so let's go ahead and dive into this final review. Objections, closing him for a high ticket e-com coaching offer, and he gives some resistance. I went through a very short discovery with him. This is the first or the second week I was closing on this offer, so I was adjusting to the pitch, and it was a very, very, very long pitch, but we go through some objections, and I just don't let him get away with anything, and I think this is a really good case study, a really good example on sticking to your guns and objections following basic level process, executing it and taking things home, which I end up doing. So you'll see this. Even though I left it, whatever. But, you know, I kind of kept on going back and seeing what's going on. Like I said in the beginning, right? So online stores, do they run? No doubt about it. 100%. I feel you just need to have the right strategy. and when you have somebody like you guys, somebody who has already done it and they're coaching you and they're with you every step, you can not go wrong. So I know that's definitely worth it, yes. Something I also forgot to mention, I don't know if I brought it up, I don't think I did, but we also have a massive community here. I think I'm still in the middle of the pitch, so I'm going to skip forward. Some of them are going to be like two penalties at all. We actually take the penalty on our end. 800 divided by 12, so $450 a month. Yeah, I can check that out. Is that split? Yeah, well, I mean, what I do is normally I set you up with it here because we process everything here and get you started and onboard you and bring you into the community, the coaching portal and bring you with your coach. So if that one makes sense for you and you have the credit availability, I can walk you through the steps here and we can just run through it together. Yeah, to be honest, I definitely need to take a look, you know, if I have the D800 credit available, but that might be doable, yes. So first step, first level, he says, I have to go take a look. People say I have to take a look at my finances. We want to get them to give an answer upon where their finances are right now. We do not need them to go take lots of time and go take a look. So that's the first level of where I do not let him off the hook here. And you'll see, actually, he, when it comes to his finances, he actually does, he ends up, yes, having the money. He has to move some things around because he is strapped for cash. But look at how I'm not going to let him go take a look later, listen to the scripting. I'll play this at 1.25 also so it's easier for you guys to understand me here. Are you able to take a look, like, on an app or something and just figure it out real fast? I am not. I have to discuss it with my wife. So now it's changed. It's changed from I can't actually look at it or changed from I need to take a look to I can't look at it now. I have to discuss it with my wife. I don't want to turn this into a partner objection. All right, because I could just treat it as, hey, it's partner responsibility, which if you've been training or if you know sales right, you know that you have to go responsibility when someone says I have to talk to the partner. You have to create responsibility framing. I don't want to do that, though, yet because it's just too heavy for the top of the call. I don't need to jump into that excuse me the top of the objection so instead let's see how I break it down okay gotcha yeah because to be honest and upfront you know he helps me he just gives me more I would not have let him do that I would have said well based on what you know not right now where your finances and then we had gone from there and I would have gotten him to say well I could do it but I have to talk to her if I want to do it or about the commitment then I will go into a partner discussion with him I know I don't have anything on my credit cards no if you don't what does that mean what do you mean you don't have anything on your credit cards I mean no I I don't have what do you call it you know any available limit on my credit card. Oh you mean you mean you use credits maxed out? Do you not have credit or you do? No I do have credit yes. But it's maxed? Yeah. Oh gotcha well okay then this option just would not work so because it can't be and we get we on this offer we give people all the time that we're declined for the for buying for credit so I just I was like fine we'll just accept that he can't do it I just want him to pay something to get cash in and I could figure the rest of it out. I mean Max you have to have this as an available limit and then you can do it. So then let's do this just a 25 is fine. You don't need to have all three of these paid and all that stuff it's not necessary. You just have this in and you're squared away we give you access to everything and then what you can do is if you want to switch your payment to something else because I know you may look at and see you can move money around and make it more flexible you could just text me and we can process the rest or process a bigger portion and I'll give you a discount. We'll try to get it as close to as close to the 5,800 as possible. And you'll be squared away from there. We're very flexible with it. We just, as long as you have the commitment and the initial, like, Hey, I'm in we're fine. And so let me explain this, what I'm doing here. And if you're a coach selling something, or if you're a sales rep, you can use this. I'm not, it may sound like I'm letting him off the hook and saying, you don't need to pay. I'm not doing that. He still has to pay, but a lot of people are scared of the initial commitment. One, like the initial commitment, getting their foot in the door. It's like jumping into the cold water. So what I've found works a lot and just is really easy way to get someone in and it's not unethical is just tell them start and we'll figure the rest out later i still make it clear you do have to pay the rest we and we break it into two pieces distant 25 25 25 three pieces but just start with 25 we'll figure out how we do the rest later because usually what i found is the companies that that you know i've worked for and that and that i even build you can be flexible with payments it doesn't mean that you just let anybody pay any way they want but you can be reasonably flexible with payments once the initial commitment's made So maybe if you have to break it into where he pays a little less on the next one and more on the second one, the third one, or he, you know, pays, maybe he gets a discount and pays it in full at within, uh, within two, three weeks. Um, which did not end up happening by the way, but we get them in and you who's, you know, running your business, you would rather have those people pay and commit and then figure the rest out and you have to have them figure it out. You can't just let anyone pay anyway. Like in protocols, as an example, we have payment plan options and things like that, but we follow through with them. You can't just not pay for the program, but we are flexible with how you do it. And a lot of people will be flexible. A lot of business owners, offer owners, if you're a coach, you can be flexible. So that's what I'm doing. I'm allowing them to lean into that flexibility, but just to make the commitment here. As long as you have the commitment and the initial, like, hey, I'm in, we're fine. And this still applies, by the way, to 60 days, still applies even if you're on a payment plan. Okay, cool. So can I can I set you up with it here and onboard you and give you access to everything? So this is me going to some to close. I know he's not going to close. I know he's he ends up closing, but I know he's not going to do it right now. So I just go, no stress. Does it make sense? He says yes. And then I'm like, I have something something closing him. I'm not going to say what else is left. Anything else coming up for you? No, just let's start. OK, cool. So can I can I set you up with it here and onboard you and give you access to everything? Let's get back to you on that, to be honest. So now I've made it easy for him. I've made it easy for him to commit. Nothing's ever easy. But me and him had talked about the future he wants to have in discovery. We went really deep into it. And the future he wants to have is not aligned with the way he's making a decision right now. So you'll see how I bring that up again and where we go from here. But now the objections shift. Before it was I don't know what's in my accounts. I'm limited with credit. And then I say we'll just give you like the lowest possible option to come in right now. Assumptive close. Can we do that then? You ready? wait hold on a second there's something else so usually when you're progressing objections the objection will change and shift as the prospect gets more uncomfortable with the this the state of of the conversation and there's more friction they'll change the objection but or they'll change excuse me they'll change the mask as they become more uncomfortable to you on that uh to be honest okay so here's what my you know when i clicked on the link my theory was that so i have some that's that i'm clearing off so now he's saying when i clicked on the link here's where i was at When I clicked on the link, I didn't intend to buy anything because I had debts. Okay. So here's what my, you know, when I clicked on the link, my theory was that, so I have some debts that I'm clearing off now, but by that, I mean, now, now, like, I don't mean like a few months from now. So, you know, I mean, so my point was that, okay, let's, you know, to get myself familiarized, get to know the business model, how you guys do everything and the fees, of course, you know, and then, uh, obviously I was going to, you know, figure that out and get back to you. But that, you know, but that being said, I don't mean, um, so what he's saying is he came in here for information to figure things to look at what we do and then take time and figure it out which again my job as a sales rep and if you're selling anything online even if you're a coach who's running your own program your job while selling is to not allow that thinking to exist so or allow them to operate through that thinking so i don't mind if he didn't have an intention to come on here and buy i don't care really whether he had that or not i know that we can make him money and that i need him to commit to doing this so that he can leave making money because the longer one there's two options or three options for him not doing this either he will he let's say we can make him money three options exist either he will put it off and he'll do it later down the line let's say in a month which means that he burns time he burns a lot of time there's that option that's number one or he rationalizes his way out of doing it um and makes no change and then comes back even further down the line and he's in a much worse position our prices are increased and then he's burned time and you know our company's a different place and we couldn't serve him now or number three he rationalizes his way out of it and doesn't do anything, which means that we cannot control or help him control having a better future. Maybe he will make a better future for himself. Maybe he won't, but I don't want that to be out of my control while I'm on a sales call. So I'm going to do everything in my power. If I believe I can help the person, I'm going to do everything in my power to damble, handle their objections, cook them and get them making change. That's why we handle objections. And I'm totally okay with that. I'm going to get back to you in a month because I do know that we get back to me in a month. So that's what the strategy he wants to do. The second one I said, I think, I think it maybe the second, no, or the first one. Get back to me in a month. He wouldn't come back in a month if he, you know, avoided making change. He would not because life would happen and he would find reasons to not do it. Put it off, put it off. Fast forward to age 60, life of regret. And again, maybe he would do something else, but I don't know. I can just control what I can control as a sales rep, as someone who's selling a service. So what I can control is what he does on this call. Get to know the business model, how you guys do everything, and the fees, of course. you know and then uh obviously i was gonna you know figure that out and get back to you but that you know but that being said i don't mean i'm gonna get back to you in a month because i do know that by the way we put on video in a second he doesn't have a video he doesn't do um camera on this one uh i'm on camera though just so you're not staring at a screen of text once you lose the momentum you know then it's gone you know at least that's and now he's telling me what he thinks i want to hear is you can't lose the momentum you have no fucking momentum and i said that with love my friend you have no momentum there's no momentum because you are not making change you have no business you're running in terms of our our industry which is what you said you wanted to do you mentioned that you want to make money with us so you have no momentum going you're just gathering information so what are you talking about the momentum is gone there is no momentum you know that once you lose the momentum you know then it's gone you know at least that's that's the way it's been working for me you wrote i know you wrote that on your form you said tired of making excuses you wrote that you know and that makes sense so so what's the i guess in the time you want to take to step away, what's coming up for you there that you would need to do? So this was interesting. Two pats. I teach that you should go buy-in right now. What I teach in our protocols reps, and I put this on YouTube, is that right about now you should go buy-in, which means you should ask the prospect, do you feel before anything, before you step away, do you feel like we actually can help you to achieve X, Y, Z goal? I already kind of have done those temp checks through the call, through the pitch, I should say. And I know that his answer to that is yes. So I'm not actually going to ask it because I want to save my time. So I'm not asking that question. I know the answer to it already. I know he feels we can help. So I'm not going to, I'm not going to go there. I should, technically I should, that is the correct protocol to use, but I don't, I just go right into handling the objection. But just as a heads up, you should do that. Okay. I take more risk and liberty though, than I give to my reps because I can't. Just to see if I can kind of help and give clarity. yeah so i i just need to clear some debt off uh you know uh because on my end on my personal end and you know once i do that uh i'll definitely be you know back to you know i definitely want to do it so i'll definitely so what he's doing is he's telling me that he's going to clear debt off like in a month in a month all his debts will be cleared off and now he'll be ready to somehow invest oh like multi-four figures into this coaching program that he's never done before it is uncertain has no idea how it works like i mean he knows how it works and i pitched him on but like this coaching program where he's never done it and he probably has a medium to high degree of uncertainty and he just needs to clear debts that's a mask it's a mask so let's cook it you know i definitely want to do it so i'll definitely be i would say my next can i give you a bit of no not a problem at all not not an issue can i be diffusing not an issue man take your time you're all good and now i'm going to give him a perspective to handle the mask you know i definitely want to do it so i'll definitely be i would say my next can i give you a bit of no not a problem at all not not an issue can I give you a bit of a perspective it's kind of a um it's kind of a paradox and I hear this a lot in here because I have a lot of these conversations you stepping away to clear debt which I know that you're you you're aware that you've had that for a while right this if I'm being real and I'll I want you to just see my face instead of this screen um this process that that you're looking at doing in this business is actually an investment that's a tool to help you clear the debt and to register you know what I mean right so if I'm being real and to challenge you a little bit on it The stepping away to go clear it is actually you addressing more of like the symptom of the problem, which is the lack of flexibility. You know what I mean? So I guess the business owner. So I've given it, I've given the perspective. Now, I didn't really use an analogy, but I did give a perspective, which puts when you're handling objections in sales, you want to use, I've said this before, you want to use perspectives to allow the prospect to wake up to the reality of how they're making decisions and to view their decision making process through potentially a different lens. So that's what I'm doing when I give a perspective here. He receives the perspective and he's like, you're right. You're completely right. And also based on the way I ran this call earlier, I'm not going to review the whole call now. I reviewed it actually in our protocols training. The way that I ran the call earlier, I had created a lot of buy-in and a lot of compliance. So I knew I had the liberty to just go for the jugular here. And I think I was running out of time because at this point when I was running on this offer, I was running my calls very long and I had back-to-back calls. So I was like, let me save myself some time here. for the perspective and go for the close right now which i do um but look at how i end this perspective that's what the key is i don't you see how i end it i don't end the perspective on me telling him um by now which is incorrect you watch what i do actually an investment that's a tool to help you clear the debt into ministry you know what i mean right so if i'm being real and to challenge you a little bit on it the stepping away to go clear it is actually you addressing more of like the symptom of the problem, which has been the lack of flexibility. You know what I mean? So I guess the business owner version of you who is making income and has a second. So when you're here's the next part of the training stick with me. I know it's been a long, long video. Maybe you came back and watch this in a part two, the way that I'm closing the analogy here in order to close analogy correctly and objections, and no one teaches this correctly because all these people just, they do not understand human behavior at an intimate level because they did not spend years traumatizing themselves as a day as a like studying dating and relationships and communication when it comes to like attracting women which is way harder than sales if you don't know how to do it and then i learned i learned that and then then i got into sales after that so that's why i teach this shit and i think i'm very very good at it and understand human behavior at a very very intimate level and how humans make decisions starting with intimacy and now it moved off intimacy to buying shit which is much different and intimacy. Similar, but just different. So here's the principle, okay? Here's the psychology. When you use an analogy, you don't want to close the analogy off by asking the person for the big commitment to purchase. You want to ask them if they're willing to change the way they make decisions to fit with the perspective. That's what I'm going to do here. I'm not going to ask him, so what does that guy do? He buys. No, I'm going to say, how does that guy think? How does he operate? What behavior set does he choose? I hint at he purchases, but I don't anchor hard to he buys you need to buy right because that wouldn't be the correct way to use this analogy so i have to i have to sneak the analogy in almost or sneak the i use the perspective and i have to sneak in the he would buy and you'll see how i do it what i mean so i guess the the business owner version of you now identity the version of you who has because we talked about him wanting to be a business owner to have freedom i mean so i guess the business owner version of you who is making income and has a second stream and diversifies would the strategy be let me get everything perfect and cleared first or would it be let me get a little more aggressive take more initiative on the front end so i can pull that into clearing the debt faster you see i don't ask him to start the program i say what strategy would make sense for that guy because once he says the strategy the whatever one i think it was the second one the second strategy is what he should do then i'll say can i challenge you to do it and then he does say yes and i send him a link then that should declines and we have to go deposit but you get the idea picked and cleared first or would it be let me me get a little more aggressive take more initiative on the front end so i can put that into clearing the debt faster right right which logic makes more sense actually that that that is uh you know that's what i need to give a thought to you know i mean so he doesn't comply he says i need to give a thought to it i don't want him to give a thought to it though and you said it right exactly that's all about it because see i don't i don't go to close again i say what do you need to think about so this is what we call rinse and repeat you close the door on the logic The logic doesn't make sense that he's using his flawed logic of I need to pay off debt. Then I can do this, which, again, I do respect where he's coming from. I understand it. But but I don't agree with it. And I'm not going to I'm not going to to back it or comply with it. I will not. So his logic, I do understand where he's coming from. I get I have empathy for it, but I'm not going to validate it. I'm not going to allow him to run with that. Right. So so he says. So now what I what I've done is I've closed the door on the logic I have because he said, OK, I get it. and I need to go think on that. He agrees. I should have asked him, well, do you agree with it? And then he would have said, yes, I need to think on it. I didn't say that. Now I'm going to go, what do you need to think about? So we reopened the door to see what else is coming up. And you'll see, I very quickly moved him towards a close very fast, probably faster than I should, but there's a really, something really cool coming up that I do in a second. The thought, the thinking about it is interesting because what, what is there to think about and rationalize? The, the, the decision. he's silent i wanted to don't forget we're playing at 1.5 speed so look at this watch this look we have something called value decision look at how he sits in this decision making you're right that's a lot about it because the thought the thinking about it is interesting because what what is there to think about and rationalize the the i heard nothing from him because i know i got him and he's like you're right so then i'm like let's go deeper let's push him over the edge let's go let's go even more i thought about it because the thought the thinking about is interesting because what what is there to think about and rationalize the the decision of of the initiative and and the next steps and grabbing the tools and i don't think i clarified but that's called value decision when the prospect is sitting in this moment where you actually got them logically and they're wrestling should i lean into this and actually like surrender to the new version of the new logical line that this person's giving me which you as a sales rep or you as a coach consultant would give them they sit and wondering should i surrender to that and lean into it or should i should i should like resist it and lean back into fear and lean on the devil lean into the devil on the shoulder in this case i just was like i'm not going to let him get out of this value decision without going yes so i just jump in again and lead more and more aggressively on the call the the decision of of the initiative and the next steps and grabbing the tools and taking a step forward that comes i say this respectfully from information not time It's information. It's not time. That changes the game for you and that changes your life. So I would ask you is what's the information that would be missing that you would need to say, hey, I'm ready actually, and let's take an aggressive proactive approach to making this happen without delaying it. See, again, I don't go for a close yet. I say what's the information you need and what's missing. That's it. That's all I say. No, information is here. Yeah. He's cooked. He's done. Now, I do this actually technically incorrect, but I still go for it, and it paid off. I win this one. What I could do is go emotional crosswords. Do you deserve this? Does your family deserve this? Which, again, we teach in protocols. If you don't know what emotional crosswords are, go watch one of my objection handling videos here on YouTube, one of the trainings I have in the sales training playlist. You can watch that. or you could go inside of our school community down below quantum level and come train with me and i'll demonstrate this to you live on our on our once a week live trainings or you can book a strategy call if you really want to go deeper and have mentorship and training in your skills when we train unlike anyone else in this entire space of sales like we have the best sales coaching in the space in terms of how we train the level of depth in which we train we take it very seriously as the name of our program we honor that protocols is what we do um so if that matters to you and you have to take it very seriously. Go and book a strategy call. We won't sell you anything on the call. We don't pitch you. Just a quick connection to see if we can help. Then we invite you to a demo call with myself or someone on the team. But here, I could go emotional crossroads and I could give him like a, do you deserve it? Is there an emotional driver behind it? I think I skip it and I just actually go right for close. Say, hey, I'm ready actually. And let's take an aggressive proactive approach to making this happen without delaying it. I think all the information is here. No, information is here. Yeah. Yeah. Yeah. What I would ask you, I would just ask two things. Number one, the, you having been in trucking, you having been in kind of a nine to five, maybe not nine to five, but you know, this position where your time isn't yours. Are you absolutely committed to doing the work to, Hey, actually, I kind of do a little bit go emotional crossroads. I don't, I don't say you deserve it, but I say you're committed to doing the work. So that's, you know what? I did do it. Good job, Tim. Good job sticking on protocol and actually doing this by the book for your, for your people. Align with getting out of that as quickly as possible. And I don't mean leaving the job, but I mean, starting to have freedom. Are you aligned with the work that's involved? Yes. Okay. And then the other thing is the vision behind it. Man, I really did. I did two. I did both. Amazing. I stuck on protocol. Good job, Tim. Do you see a clear vision for, and this is not a light question. I ask it actually very heavy, but the life that you want to create where you've done something exceptional that most people haven't done, which is creative freedom because you capitalize on like online income and build something scalable that's yours. Is that something that you see a vision with? Yes. Then what I would say, Goldie, and the challenge I'd make to you here is let's start and let's commit to it and push forward. Just the 25, nothing else. And then you go back and sort out debts and sort out whatever you have to but having this tool on your side immediately not delaying it any longer that's what i challenge you to do okay um all right but i still need to uh you know figure out the funds and no no worries about figuring out the rest we we can figure that out and we will be flexible with how you split it all i want is just the commitment of i'm in and there's no more delays and we're doing it if that makes sense so that that entry point 25 it doesn't matter let's let's get that and i will give you everything give you the coaching everything and then in the next month you have 30 days to let me know where you're at i have faith that you will figure the rest of it out and that's not a problem we'll be flexible with it however we need to does it make sense yeah okay let's let's bring you in i'm gonna i'm gonna send you and i want to ask you one more thing because i i know this has been a lot about you but i want to make sure that you feel based on what so what i do here okay this is really important and then i'll let you guys go because this is about the end of it i asked him some logistical information and stuff but the thing i would ask that's important here is i sense that he may not fully be there yet and what a lot of closers if you're not experienced or you're not very skilled what some closers will do is they'll be excited now oh my god okay they're about to close, he's about to close. Then they'll jump in and say, like, let's, let's start or whatever. They'll say, okay, let's begin. I'm going to put a link down here. I don't do that. Instead, I pull back and I say, I just want to be clear. Do you feel like we can actually help? And I actually go buy in and I temp check. Does he feel like we personally can help him? Because before I go into any, into any space of closing, I need to make sure that he's not going to payment gift, which would happen if I didn't do what I'm about to do now. So I take a second. I don't get overexcited. I don't get excited that I'm just going to close. I pull back and I look at, is he going to payment dip? And I check and just check in with him, look at the scripting and how I do it. I'll put it at 1.25. So we can see it a little easier. Watch this. And that's not a problem. We'll be flexible with it. However we need to. Does it make sense? Yeah. Okay. Let's, let's bring you in. I'm going to, I'm going to send you, and I want to ask you one more thing, because I know this has been a lot about you, but I want to make sure that you feel based on what you've seen. Do you feel like our process works? Because that's the biggest and most important thing. It does, it does, you know, like I said, online store, do they run, no question about it, and if you have the right team with you, you're definitely a success, yes. Yeah, okay, perfect. There we go. What I'm going to do is, I'm going to send you the link here, and then I'm also going to connect you with your coach, so I'll send you a link to process the $2,500, and also, I think I texted you, yeah, and then I asked this email, and we go to process, and it declines, and then I try different thing and he declines in the name settle for a deposit but but but you guys you guys get the idea like this is this is really pure simple objection handling i actually did a better job on this than i thought i did i thought that i was much more forceful and just broke all the rules but instead i stuck closer to the rules um amazing amazing stuff here i love it i love the game i love this process hopefully this had value for you i will i'll give a little message to you outside outside of this screen recording, and then I'll let you guys go. Well, that was a lot, and I am exhausted. I hope that that made sense. I hope that all of the training and the breakdowns of the three calls are things that you don't only just see and get entertained by, as I always say, and say, oh, this is good sales stuff, I like sales, I'm a fan of sales, but you actually take this and use it to make yourself more money, because that's the reason I make these trainings, that's why I put this stuff out here, for you to make more money, for you to change your life, whether this is you selling for your own business, or this is you selling as a closer, as a sales rep online. Again, if you would like me or my team to help you, and to help you make more money, and to push you past where you're at now to making significantly more money, you can either go in for free, and we have a community down below, it's called Quantum Level, completely free. Well, everything that I'm offering you here is free, but you can start off with the free commitment, which is Quantum Level. We train once a week there, have small group sessions. Instead of Quantum Level, you can come hang out with me on Thursdays, and I'll run through objections, run through role plays with you, run through tactics and strategies designed to make you better at sales so you can either get hired and get an amazing role, perform better in the role you're in now, or just sell your own program better. Or what you can do is dive right in and book a strategy call with my team. And that's a 15 minute call. It's not a sales call, but it's a 15 minute call where we figure out exactly what you need. We don't pitch you anything. We'll ask you a couple questions to see exactly if we can help, and if we can't, we'll point you in the right direction to some resources that we have that could move the needle forward for you and make you some money. And if we can help, then we'll invite you to book a demo call from there with myself or another person on my team, where we'll talk about our training program and how that will make you more money over the next few months. Goodbye, be blessed, take care, wake up, implement everything we've gone through, implement it. Take action, move into a space of action taking, because that's what's gonna change your life and put you in the best position to succeed going forward. I will see you on the next training. We have a lot of great stuff coming here on the channel, lot of great stuff coming really good stuff coming up all right I'll see you on the next one goodbye go implement go use this I'll see you soon

Very technical detailed and thorough breakdown of high ticket sales processes and structures to close deals.

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