How To Overcome The "Think About It" Objection (Live Call Breakdown)

There is one objection which is the ender of careers, the destroyer of businesses and the breaker of frames and that objection obviously is the time to think about it objection and in today's sales call breakdown I am going to be showing you a sales call that I actually took for Charlie Morgan where I faced the time to think about it objection seven times on the sales call before I am able to close the deal so i hope as always we get a ton of value from this video and enjoy all right brother well you seem pretty solid on the process um shall we dive into the investment so just to clarify obviously we're picking this up from the price pitch yeah okay cool so as you already know i'll guarantee you 20 paying times in the space of six months if that is at your existing price and we will definitely going to help your price what that means is you are looking at making okay first mistake here this should have already been figured out this should be something that i figured out during the line of questioning i know what the guarantee is it doesn't make any sense for me at this stage to not have you know the yearly revenue that he's going to generate figured out by this point in time it just slows down the process by not having this streamlined especially if he is feeling a little bit nervous about hearing the price which it turns out that he is if he's in a state of fear then me taking so long to do this is just going to heighten those emotions and create more self-resistance and make sure as I talk about in the modules you have this stuff figured out I put my hands up I am not perfect I'm picking out calls where there's tons of mistakes so that we can go through this see how making mistakes impacts the call so that you understand why it's so important that you're not doing this type of stuff because it does get in the way sometimes it's going to stop you from closing in its entirety other times it's not going to be as bad as that it just means that you're really going to drag out the length of call more than you need to. Okay, see, because I've taken a long time, it's brought a question to the table. Not the worst thing in the world because we're yet to dive into the objection handling phase, yet to dive into the price perch, but this is what happens when the conversation stalls. If a prospect is in a state of fear, if they've got doubts, if they've got concerns, if they've got hesitations, when you're not having that fluidity to the structure of the call, You're just going to compound all of the above and it's going to create more sales resistance. Why is that 300 a month to get in the door that you guys obviously don't have a good one? 1.8K minimum, which means that you would be making 20K a month. So good use of speaking in absolutes there. Minimum, minimum, right? Just drilling the point home. You don't need to worry about that. You're going to be absolutely fine. Quarter of a million, yeah. Investment. Shouldn't be cost, investment. Just to guarantee that for you, in dollars, is $9,600 or 9.6K, right? And alongside us guaranteeing you that we will get you to a quarter of a million dollars per year, you get access to all of the appointment booking systems, all of the sales systems, all of the service delivery systems, and consultancy 20 times a week. That is how it works. Okay, obviously with the price pitch there, would have been useful to have some confidence loops. You're going to get access to all of the appointment booking systems so that you can generate extra appointments per day. You're going to get access to the sales system so that when you have those appointments in your calendar, at a minimum you will be converting at x percent and that's going to allow you to get to 20k whatever it is faster okay important to have those confidence loops in that it's not going to massively move the needle at this stage but you do this continuously over the duration of the call you're just going to raise the prospect's conviction levels a lot faster it's going to make it easier for you to get them across the action threshold so that they're ready to buy Okay. How does that land? Okay, so we can tell that he's got some concerns and doubts at this stage, all right? A little bit uncomfortable. You can tell he's a bit uncomfortable. That's where that little cough is coming from. That does sound... Okay, so he's not completely turned off from the idea, but resistance. Yeah. Okay, first time going for the ask. The way that I'm structuring the question, it's not super direct. I'm leaving it open. I'm not putting high pressure onto him, which means that if the ask fails which it does i have less ground to be able to cover right if i said okay well look with all of that in mind let's get you started i'm jumping the gun way too much kind of like when you go on a date with a girl misread the room and then for whatever reason you think okay great like let me go in for the kiss and she's like what the hell are you doing bro you lost your goddamn mind similar thing here okay so by asking the question in that way does that mean Let's get you started. I'm putting the control of the conversation into his hands in this moment because he can come back to me and say no. What are the requirements? What do you normally have to do? OK, so here, obviously, we're about to dive into elements of the contract pitch. However, he has not explicitly said that he wants to see the contract. So with that in mind, I don't need to pull up the contract at this stage. Right. So I'm just going to verbally explain to him what the steps look like in order for him to be able to reach his objectives. Instagram models or your space. In terms of the guarantee, what do we need you to do? It's basically the process I've just shown you. Okay. So I've used that initial statement as a way to just beef up his confidence a little bit, let him know that we're going to get you to the goal, throwing in a little bit of humor because I can tell that obviously he's a bit nervous, just to calm the situation down, get rid of his anxiety. And now we're going into the discussion around the guarantee. Okay. Pick a niche, build an offer using the process, use the appointment booking systems to no surprises book appointments use the cell systems to no surprises closure deals speak with the consultants let us support you in house but it's just with us if you do it with us and you follow that process we guarantee you we'll get you 20 clients minimum and the reason we can do that we're pretty confident good response nice and concise lots of confidence looping straight to the point this is a 45 minute call right i've got time you're my last call of the day taking the pressure off him okay i can tell that he wants to think about it i also do not want him to jump off the call. So I'm letting him know, you've got time, man. Don't stress. I'm here for you. First time that we're getting the time to think about it, objection. Now, if you listen, okay, this is why it's so important that you're engaging in active listening. If you listen to the way that he's positioned it, he hasn't said, sounds good. I'm going to go and have a little sleep on this. He's asked for permission to have a sleep on it, right? So I am still in control of the conversation at this stage. Now what do I need to do next? I need to diffuse the situation and then start working towards, most likely, a retie. Good question. When you say you want to, you want to, realistically want to think about it, genuinely just in case I can actually help you. Okay, so the pathing is slightly different here. I've gone straight to trying to figure out what it is that he's going to be thinking about. I expect I will go to a retie shortly after. And in terms of victim line in the sand, I'm saying to myself, I'm being serious. I'm going all in on this and I'm not doing track tracking anymore. Or do you mean big decision in the sense of I'm going to spend 9.6k? So in his response, he hasn't really given me anything. He hasn't given me clarity around what is actually happening. But because I'm engaging in active listening, I've picked up on the fact that he said that he feels like this is a big decision. What the hell does that mean? So now I'm using strategic questioning as a way to start unpicking this now because he's not bringing clarity to the table i'm presenting them with options so that he's able to pick so again i can have more control over the conversation right and start dissecting what is really going on the spending i guess spending 9.6k yeah okay notice though he still said i guess so there's still room that maybe i need to keep the other factor in mind but he's more focused on the money side of things right now right okay let's put money to the side for a For a second. Diffusing. Retire. Right? He's in a state of fear. Concerned about the money. In a negative headspace right now. Let's bring him back to where he is trying to go. Let's focus on the goals for a second. Let's see what your response to this. Good tonality there as well. Quick response. So I have can trust in the fact here that he does actually believe in the product. So I'm slowly starting to work my way now down through the objection handling metaframework. Definitive yes. Double down as well to just double check. Okay, does he actually mean this? Again, active listening. There is a difference between a yeah and there is a difference between that and a yes. Yes is a lot more definitive. Again, I know I'm being super, super granular with this. I don't want you to massively overthink everything that's going on. It's going to take you time, honestly, to get to the stage where you can really pick these things apart to this level of detail. Just try and take the key nuggets away from this. I will explain to you what those are later on in the call. But one of the main things that you should really be paying attention to in this call is one, how deep I go into each objection, each concern, the amount of strategic questions I'm asking to really root out what is actually going on. And then the second thing is it's just my lens, my perspective on all of this. I'm expecting to know every single time, which means I don't get frustrated with the prospect in the slightest. And then the third thing, just to keep an eye on, is you'll notice there's very few times in the call where I'm pushing. Most of the time, I'm pulling the prospect towards the close and I'm not using high pressure sales tactics to do that, which makes him feel more comfortable. And that's important because he's in a state of fear. Another double down. three. I know. Value question. You don't want to be a truck driver anymore. Here's 10 grand. That'll be slowly business. Would you invest that with us to get to your goals to guarantee those 20 million clients? Yes. Okay. So it's not the strongest. Yes. They're not the strongest. Yes. But again, working our way down through the objection handling meta framework. All right. So we know that he's confident. He's confident on the product value side of things could be a little bit of an issue, which suggests that potentially he has got the capital and making assumptions at this point in time, right? This is where my head would be at in the call and I'm thinking maybe he's got the money, but he's not a hundred percent there yet in terms of the value. So maybe I need to leverage the pricing plans to be able to help him see more value in this. I also probably need to tackle fear, but I'm not going to be able to draw a conclusion on this until I really start digging more. Don't want to be making assumptions, but I can just allow some of these things to guide me on where I need to be going with the court. Okay, double checking that money is the main thing that he's really concerned about. Two things there, testing to see if he would be happy with a pricing plan and then also just adding a little bit of confidence to this as well, letting him know that look bro, this is not going to change the guarantee at all, you're still going to get the exact same outcome. Let's see what he says. Okay, now he's interested. So I have two options. What I can do is I can split this into time. The other thing that I can do is split this into three payments of 3,200. And then what you'd be looking at is one today, one in a month's time, one in two months' time. And what this means is one, we are beholden. Just quickly delivered really nicely. Okay. Super concise. No faffing about. Straight to the point. Again, just leveraging this as a way to give them some more confidence, right? Look, you and I both know, bro, if this doesn't work out, you're just going to cancel it. Now, I wouldn't recommend doing this all the time because you can start priming the prospect and pushing them in the direction of cancelling. You do this over multiple different calls. Cancellation rate is going to go up. OK, but here I'm using it as a way to let him know that we are going to be in his corner and make sure that he does well. OK, so he doesn't need to worry about that because I can tell that he has hesitancy and tell that he has reservations around whether or not this is going to work. The other thing is it puts you in a position where you can make money from the business to cover the future payment. And the cash that you do have in your bank account right now stays exactly where it is. Other than, realistically, the first payment may be a little bit off the second payment. Is that a little bit more in line with your budget-free constraints? Yeah, that's a little better, yeah. Okay, and out of those two options, which one? Well, the three. The three month is more logical, I mean. So, the three payment. Okay, so we've seen a little bit of a move, okay? But, again, if we pay attention to his language, so that's a little bit better. He didn't say that's going to work for me, but I am going to go for the ask. I'm just trying to get a read on where we are. 3,200, three payments. And does that make you feel comfortable? Does that put you in a position where you feel like you're still in control of the finances side of things? You're not taking any massive risks. You're locking in. You're pushing forward. You're getting the help that you need to be successful with this in the window of time that you have. Yes. Okay, just double checking that he's comfortable, he's happy before I make the ask. I think I'm about to make the ask. This is a good time for me to make the ask. Probably still going to say no. I know that he says no because obviously the call continues, but good to test the waters. His conviction level has been raised a little bit. Let's see what happens. Okay, with all of this in mind, shall we do this? Okay, really important here. A lot of you might not feel comfortable to hold silence here. Now, me holding silence here is not a sales tactic to apply pressure to the prospect. That is not why I'm doing it. I'm holding silence so that he can actually think this through. You don't have to speak at this point in time. You've asked a good question. Don't talk past the question. And I still sleep on it. Second time to think about an objection. I can't stop you from just hanging out. The thing is, the thing is, the reason why I'm here is to try and help you. That is your whole reason why I exist. If I don't feel like I can help someone i would tell them as i told you at the start of the call right if i can't help you i'm not gonna spend my time with you i'm not gonna try and tell you something that you don't need but by the sound of things you need help and it's not just that you need help it's that you're operating against the clock and so what i'm trying to understand right now is when you want to think about things now just coming back to the table again what is it that you're going to be thinking about brother also first part first segment of this obviously we went to diffuse then came in with a little bit of empathy as a way to build in a state of fear the more trust that i can build the more rapport i can build the better is it a case of the money still and when i say the money i mean that's just not feasible for me if i do this like i'm gonna soft read on cash on hand clarification right we've got to make it clear when you're asking a compound question this question or this question otherwise you're going to get a muddled response still could happen not sure might happen but if you separate the questions out like that as we talk about in you know the modules you're creating two different pathways that the conversation can go down so that the prospect has the option to be able to pick i just feel uncomfortable because i've never done it well i guess it's how we've started to surface competition at the table so let's see how we go about navigating this pretty expensive i understand i see why because you have very good Pretty expensive. Still some concerns around the value side of things. Also obviously ties into money a little bit. Knowledge base, but at this point it's yet to matter. Because this week I was going to meet up with a bunch of different people to see who it would be. So at this stage I can assume, and one of the first conversations that he's had could be worthwhile exploring this, should explore this. The best to work with, basically. I appreciate the transparency. Alright, but I'm not going to take that away from you if that's what you want to do. I will say this, and obviously I get that you didn't explore it, would have been worthwhile exploring it, mistake. You're probably gonna take what I say with a pinch of salt because of tactical authenticity. Yeah. We have the best product in the market. Yeah, we genuinely, hopefully that's apparent across the board. In the way that I am being with you, the level of professionalism, skill set, the way that Charlie is on his YouTube channel, the amount of value that he gives away for free. Brother, that's stuff in the program. Like, all he gives you on YouTube is probably 25% of what is actually in the program. It's so. little bit too high there. Also, I don't feel like that's accurate. Reason why that could be problematic is if a, I can do this by myself, objection starts to surface, right? If I'm saying, hey, look, you can get a quarter of the value for free off of watching YouTube. If his mindset, for whatever reason, maybe I missed it, was primed towards, well, I feel like I can do this by myself. He might latch onto that and be like, well, maybe I should just continue watching the YouTube channel and then things will work out. But the most important thing that I would say is this, nobody else in the market guarantees 20k coins because they can't do it. They can't consistently get that type of result. And so if I was in your shoes and I could find somebody else, maybe he would do this for 1k, teach me some skills, do this for 3k, teach me some skills. I'm not saying that it's a bad idea, right? Because you get to save money, but it depends where your focus is. Are you focused on getting to the goal and ensuring that you get to the goal? Or are you focused on trying to save money right now? Good binary question. Very good binary question. Just helping to put all of this into perspective. Why are you doing this? Are you doing this because you want to compromise the goal, but save money? I mean, I don't really need to explain it, but or is the main focus getting to the goal? I know that the answer is going to be the latter, which is why I am asking this question again to push him back in the direction of the close. But in my opinion here, it would have been wise. It would have been wise to explore the competition side of things a little bit more even if that was just a case of saying okay understood that you you know are going to have some calls lined up for the rest of the week just to check have you had have you taken any already maybe he had taken a call already and i can start leveraging that information and what he picked up from that call as a way to create separate separation as well i didn't do that i'm using this pathway to create separation but it would have been easier if i had used strategic questions to collect information first before giving a rebuttal get to the door. Okay. If that is the case, as uncomfortable as it may be, and obviously, despite perhaps wanting to, you know, talk to other people, what do you feel like is the right thing to do? Because it's kind of like when you've seen that girl of your dreams, stunning, great personality, great family values, all of that type of stuff, you probably, after you go on like the first or second date, don't go out on dates with other girls, right? So what do you feel like is the right thing to do? Well, I feel like the right thing to do is sleep on it. Third time. Don't know how long we've spent so far tacking this. It's been a good 20 minutes by the looks of things, just tackling the time to think about an objection, okay? I hope this is starting to really draw home the point of how much detail you need to go into sometimes with overcoming an objection. Sometimes it's super quick, you can get it done in like five minutes, ten minutes. Other times, it's going to take some effort, all right? As I understand, you're a salesman to where you're trying to close me down. I understand that's a thing. Interesting, okay? So there's still a little bit of a lack of trust here. He's still a little bit hesitant about his relationship with me. Yes, you are right. My friend, you are 100% right. Why am I doing this? Let's see what I do next. Damaging admission, right? You're 100% right about that. Of course I'm going to go to you and I'll tell you why. I hope you can see it. I'm just, I'm very, very, very straight. You're a very good seller. You probably close a lot of deals per day. Not the best thing when a prospect tells you this, right? If a prospect tells you, you're a really, really good salesperson, but I need some time to think about it. Are you really that good at sales? Otherwise they wouldn't need time to think about it. It's a little bit of an insult. I've helped them scale this business from 48 to $800,000 a month. Yeah. Done 2,000 calls with people exactly like you, which is the perfect segue into what I want to say to you. Expertise. The reason that I want to close you now, and I'm just being so honest, is not for me. It really isn't for me. Like, I'm fine. In this call, I kind of crossed the boundary a little bit in terms of authenticity. I take it a little bit too far. It does work well. And just to be clear here, when I say radically honest, I'm not being rude with the prospect at any point in time, but I'm just, I'm compromising myself a little bit too much. And that can be risky because I need to remain the authority on the court. impact, actually helping people to change their lives. Here's the real. Okay, so now I'm starting to try and build that bridge in terms of our personal relationship. If he's brought to the table, look, you're trying to close me, all of this sounds great. I need to work on our relationship. He's not connected with me yet. The reason why, sure don't tell, right? I'm showing him the results page. I am on number one, number two, number three, number five, best results in the company. So I'm substantiating my claim of I care about driving impact and I know a good fit when I see one. Even more tactical authenticity. All of this is going to help to lower his guard, especially around me, just so that we can start having an honest conversation. Because what is the most dangerous objection, people? He will always be the one you don't know about, right? So I need to get him to start having an honest conversation with me. And I'm hoping by me being honest and setting that agenda on the call around, look, we're just having a chat here. In turn, he will follow suit and start being more honest with me. He's being pretty honest at the moment, but it's still can't figure out what's going on. So we need to go a layer deeper. Usually when people go away and think about things, they don't take action. It's a form of procrastination. If you feel like this genuinely will get you to at least 10k a month, give you the time freedom you want, put you in a position where you can help your family, take you away from the trucking job, give you the version of your life that you actually want to it's just a little bit of fear. It's probably what's going on right now. And that's completely normal. Isn't it? Yeah, nearly made a mistake there. Right? It's just a case of fear. I don't want to project that onto him. Good that I followed up with, probably the case. But the easiest way to avoid fear is just to get rid of the thing that makes you fearful. But that's not how you get to your goals. You have to face it head on. And it's part of the process of becoming successful. And that's why I want to close you now bro. Because if you commit to this and you say to yourself, fuck it's terrifying. to manifest that and make that happen. Beautiful words that I'm saying to you, but the emotion behind it, that I mean this, it will be the best decision. Very good tonality. None of this is fake, by the way. This is why I say in the articles of attrition video, it's so important to be client orientated. At this stage, obviously I'm free-balling all of this, man. This is not scripted. I'm speaking from the heart, which is why you can hear the emotion in my tonality. Doing this will really help, again, to bridge that gap. you get that because i know i can yeah that has also made him a little bit uncomfortable because now we put him in a position where he could he could still come back he might be out he might just be about to say jack i need some time to think about it but i'm just being honest with him right so i can help him get to his goals i'm selling but i'm not hard selling i'm pulling i'm not pushing i'm assuming it's just because this is why i felt like i was a little bit bit too honest with him but it did serve a purpose you'll see first one is this brother i was you many products in the markets when a lot of money lost a lot of money because it went very good charlie messaged me long before he blew up on youtube when he had like a thousand subscribers i was the 31st person to ever buy the product in my first month i booked 31 appointments 31 appointments in my first month so i personally know the product works because i've used it this is good all of this is good and personal stories using this as a way to raise his conviction levels haven't quite got to answering his question as of yet okay you can see i'm segwaying into all of this. I'm not rushing things. I am being concise with the responses I'm giving, but I'm using every question as an opportunity to raise the prospect's conviction levels. because the program is that good. I have taken so many fucking people like yourself through this. 10k, 20k, 30k, 40k, 50k, 100k per month. It's phenomenal. Like, I really mean it. It's phenomenal. It was the hardest decision for me to make, to choose to leave the company, because I love it. Very true. Tears in my eyes. I love having conversations with people like you, being able to drive it. I just can't help it. So, what could have been a bad situation for me, based on the question that you asked, because it's a valid question, I have used it as a way. to build more. Disgusting. Very nice response, right? Again, all of this is true. Again, the importance of being client orientated. I wouldn't be able to say any of that stuff with a straight face, with the right emotion, with the right tonality if it wasn't true. Approaching the conversation in this way, it makes it very, very, very difficult for the prospect to counteract against that, right? Very difficult. So I can eradicate his concerns, his doubts, his objections. I've done this before you and have the confidence to step forward to this point because I really, really mean it. You will look back at this and realise it was genuinely one of the best decisions you have made in your life up to this point. It's that good, as cliche as it sounds. Another ask, subtle ask, but third ask that I have made. Again, I hope it's just opening your eyes a little bit. Someone says no the first time, second time, the third time, doesn't mean that the deal is over. You just keep pushing. Keep cracking on. Important why you need to set expectations in the right way. Continuously expect to know. Otherwise, what happens? Your frame gets broken. My frame hasn't been broken this whole time. Don't know how deep we are into it now. Maybe half an hour. My tonality is the same. My conviction levels are the same. I haven't shaken at all. Can I send you an email or a text? Fourth time to think about any objection. We go again. Same thing. What are we doing? Diffuse. Yeah, of course. I don't have a problem with that. Like, generally, it's fine. Leveraging my expertise. like well it doesn't really matter i can come back to this all of that type of stuff but at the end of the day it's if you're not ready to make the commitment now why would you be ready to make the commitment in the morning what's going to change between now and the morning well i slept on it and i'm like if i did it now i feel like i made the decision too fast what big decisions i like to sleep on them that's basically how it'll change okay for him this is still a big thing right and i respect that and i understand that right now we're about to dive into um the role model reframe okay this is not working. Again, as I say in the fear of objection, it's not that you should be going from one thing into the next thing into the next thing. You need to be having these gaps in between using these tracks to try and raise the prospect's conviction levels. Another thing to take into consideration is the fact that we are still on the three-time payment. I still have a four-time, a five-time and a six-time that I can offer. So again, I hope this is putting into context what I mean when I'm saying you need to spend time raising prospects' conviction levels before you go to the next payment plan. Who are some of the people perhaps that you look at in the business world that you might like? People like Jeff Bezos or Elon Musk. Left a little bit too long of a gap there. Because he could have interacted with somebody that I have no idea who they are. Then I could have come to the table and said, okay, and do you also like Jeff Bezos or Elon Musk? And cover my tracks. But the gap was a little bit too long there. Yeah. Okay. Let's take either of them. Jeff Bezos has got Amazon. he's also got amazon web services he's also got um what's his space company called i can't remember blue origin blue origin elon musk has got tesla he's got x he's got spacex he's got the boring company when you look at those guys do you think that they trust their instinct to make decisions or do you think that they've got to the point that they're at by sleeping on it every night the point that i'm making is this is it possible that the decision making process that you have used thus far to get to this point in time where you are in life is the exact reason why you are where you are in life right now and making a change in that decision making process is the exact thing that you need to do in order to become the version of yourself you want to be. I'm using an abridged version of the role model reframe. Potentially because of that, because I haven't used strategic questions, I haven't set as many traps, I get the response that I'm about to get. See, he's still in this headspace of, man, this guy is selling to me, selling to me. I'm in trouble. I need to get rid of that. Don't even look at it from the perspective of, oh, Jack, that sounded really poetic. Which is why I'm redirecting his attention to, but it's the premise of what I'm saying. Do you believe that to be true? Fine. If you don't, just want to have a conversation. I don't know about you guys when you're listening to this, but I'm not pushing right now. I don't feel like I'm pushing. Maybe you're listening to this and you're thinking, Jesus Christ, you're pushing him hard. I don't think that's the vibe that he's probably getting right now. Probably feels comfortable to sit on the call. If I start pushing too much, he's going to want to get off the call. He's already told me, I think three times, maybe four times that he wants to get off the call. So if I push too much, he's just going to be, he's going to enter the dead side. This is why I'm trying to pull him along so that I don't raise that fear more, raise that anxiety more. Okay. Now there's, I've taken this pathway, another pop, just highlight this, another pathway that I could have taken is, okay, I understand that you've been successful so far and what it is that you're doing could have taken strategic questions to understand, okay, how was it you became successful at this and this and this and this and this to lead him in the direction of, oh well I had help I had training another thing that I could have done so now we're starting to talk about thinking laterally so you can be aware of different pathways that you can take with the court right another thing that I could have done in this situation is ask him something to the effect maybe not immediately but this is the end goal ask him something to the effect of okay and now that you are doing something different where you're going from being an employee to being a business owner do you think that you can continue to use the same decision making process to be successful at that do you think that it's possible that employees have different decision making processes that they use in order to be successful within their career versus business owners who have to ensure the success of every single person on their team. Something to that effect, right? Again, good strategic questions, good binary questions. The answer to that is probably going to be, well, yes, right? Instead, what I'm doing is throwing in a little bit of a careful question. And the reason why I'm doing this at this stage of the call, I assume, because it's been a while since I did the call, is because I'm just trying to get a read on what is going on. Where is this lack of trust coming from? What is happening? I need to figure this out because we're not really progressing. The conversation is getting a bit stagnant. very smart do you feel like i am being honest with you i don't know yes i feel like you're honest i i see i see all your sales tactics they're very i like them you're a good really good you're honest good salesman okay most important question as weird as it may sound to ask you and especially considering i've been speaking to you for like an hour yeah do you genuinely believe i have your best interests at heart yes tonality are you sure pause in this cadence then not the most convicted response then yes kind of i would say he's more leaning in the direction of yes than no but there is some doubt there so what do i need to do challenge there's a little bit of i mean i'd like to believe okay much better response now with that in mind bro where is the gap where's the gap because you like charlie you like how all the information is you see that it's valuable you like the process you feel like you're getting to where you want to be i'm doing double dance now right doesn't have to always just be the prospect who's doubling down on things i'm doubling down on it. I'm bringing the things that he has said to the table again as a way to raise his conviction. Do you trust that I actually want to see when was it that I'm missing? Okay, now he's actually thinking. What happens next is interesting. I guess my mindset of I like to sleep on decisions. Maybe if you had like a text where you text me tomorrow like, hey, where do you sit on that? Okay, fifth time to think about it, objection. I think maybe it's fourth. I've lost count. There's too many. If you don't close the person view in a month the next day, like, or what did you decide to do? You obviously have something like that. And you said only 7% actually go through. To give you an analogy. Why do we use analogies? To help reframe the prospect's perspective on something that potentially could be complex. We haven't really used many analogies in this call. We used one with obviously the competition thing. And then I believe this is the second time that we're doing it. Probably could have used them a little bit more different stages. I just want to point this out right like if you listen to my tonality like I'm not phased right now I haven't broken frame I'm having fun like genuinely I'm really enjoying having this conversation with this guy so my frame hasn't broken and because of that because of the way that my tonality is because it's light because it's airy because it's calm I'm able to keep him in a position where he stays calm and he's more likely to stay on the court with me and i can start again just building that bridge of trust and rapport and you don't sound like the likely host of you saying committed to your goal knowing that was your new year's resolution and you didn't follow through on it when you had the opportunity to do it dramatically decreases it's the same thing as far as i can see unless i am missing something everything is perfect like it's not it's not like you're saying oh i don't like this part about the product if you said that that's fine or you said oh i just don't trust you i don't trust charlie you don't have enough reviews i've never heard of charlie before it's just this is what i typically do and i want to continue doing what I typically do but I want to get different results for my life just being so honest with you and just logically if you want to change your life you have to change yeah and so I know that I'm challenging your current decision making model but we will do a lot of that because you as a person for you to get to 10k you have to become the type so obviously uh in the objection omnipotence module I talk about as a salesperson you have to wear different hats the financier the strategist Now I am playing, to an extent, the role of a therapist. A person that thinks like someone who is able to make time go easily, 20K, easily. You have to learn how to think like that. And that's why I'm challenging your decision. Because in deciding to commit to that change personally as an individual isn't literally prerequisite to getting 20K. And I can't, bro, I can't quit. Like, I'm done. I told you I'm done for the day. I can go and sit down and watch Netflix. I'm done. But for me, I will be thinking about this. When you are trying to sleep on it, I will not be sleeping. Because I will be thinking about this. Because I know that I could have helped you. And that is so important. Okay, I'm talking a little bit too much here. I am talking too much. What I'm saying is true. It is going to be helping me to progress the call towards the close. It would have been better if I could be more concise here. Like, really think about it. Like, imagine in six months time you have complete location freedom, complete time freedom. You can be with your family all the time. Confident sleeping. Like, I wish that you were able to come home. I'm dealing with this and I'm dealing with this and I could really use you being around to help me out with that. You knowing that you're there to pay them back for what they've done for you. You knowing that you're on the path. listen to the tonality, leveraging my cadence, adding gravitas to specific words. Right now, if I don't say so myself, I'm engaging to listen to. There's a lot of emotion behind what I'm saying. And because of that, it will cultivate emotion in him. I'm just projecting my confidence onto him because he's lacking confidence, right? So where can he get confidence from? He can get confidence from the product. He can get confidence from results. He can get confidence from the guarantee, but ultimately the best place he's going to get confidence from is me, which again is why it's very important that you don't break frame when you're on your course. decide not to. It's always there. It's like, what usually happens if people think? Deep into a therapy session here. I'm flirting also with the line of coaching. So I need to be very careful, but I'm of the view that right now, the information that I'm providing him, one, will be insightful and two, demonstrates my level of expertise, which again will help to build more trust. And three, I'm also demonstrating to an extent, the value of what he will be able to get from the product and how it will help him to get to his goals. Again, talking too much. The reason why I'm talking so much is because I want to get him to this logical outcome, right? Now, I could have taken the pathway of strategic questioning. I'm loving the sound of my own voice a little bit too much here, right? Because strategic questioning would have been better. But I have tried for a good half an hour through strategic questioning to get him to shift on his perspective. And so now what I'm doing is just laying out the logical thought process step by step by step by step so that he can follow along. And he's engaged in the conversation as well. So I know that he's paying attention. But whether or not this is going to resonate with him, I don't know. Yeah. Is it? If you listen to the yeah, it's like, no, I haven't really moved the needle. Is it the money thing, Craig? Is that the thing? I'm just trying to understand, is it the money thing, or is it just that you have never invested this kind of money into yourself? Because they're two very different things. I can't put a finger on what it is. It's like, I know I said it's my decision. I can't make decisions. I'm not sure what it is. trying to figure out. What would you do if you were in that situation right now? What would you do, reframe? Again, bear in mind, I still haven't gone to the next payment plan. You know that you can help them, you can get them to their goals, you can get them to the position where they can help out their family more, everything. It's setting stuff. But they're just a little bit hesitant about stepping forward. What is it? How would you, what would you do in that situation? What would you say to them? Like, honestly. Sell as you buy. Now I take the conversation in a really interesting direction based off of the back of what he just says there. Here, he says, I don't have as much sales experience as you do. You need to be careful here that the conversation doesn't debrow. I'm thinking, I don't know what to say right now, which is why I'm taking time. Top of the objection, handling meta framework. I guess I'm done. Okay, cool. So he's got a high action threshold. Realistically, his action threshold is not going to be 95%, but you get the point, right? A lot needs to be done to get this guy across the line. What do I do? Does the guarantee of 25? Open ended response here, okay? Because it's not 20 reoccurring paying clients, but it is 20 paying clients. And then I go on to substantiate what I mean by this. And those clients should sign up for three months. Again, I'm just adding a little bit more confidence into this just in case he's got some doubt around this now. Don't want another weed popping up. Because if you manage to sign another 20 paint clients in six months, you will be able to sign another 20 paint clients in the next six months. And then you will have like 35 clients. And then you'll be making like 30k per month. What percent of the people is like, I will tell you it's this great. The owner's back on to him. Okay, now I'm looking for more emotional commitment. I may go for another ask after this. I'm not sure. But I need more emotional buy-in. This is what I've learned from being around crazy successful people as they work hard. That's why I'm still here with you right now. And this is actually meaningful to you because a lot of people, they say, Jack, I want to get He's a very reasonable guy, right? He doesn't have a lot of ego. I like talking to people like this. We're just having a conversation, man. Confidence, confidence, confidence, confidence. It's his frame against mine right now. He's coming to me without, I'm coming to him with confidence and conviction. After all of this time, I've now bought enough rapport with him, enough trust. Maybe he doesn't understand what the core objection is about this that can happen sometimes on calls he's now actually peeling back the layers i don't know just think about how much time this has taken people right dealing with the time to think about the objection i think for about 45 minutes 40 minutes you've got to be patient and make the next step it's a weird something like it makes a lot of sense it does right empathy being on the sales floor with me right now like you know that you're getting and that maybe that makes you feel like a little bit uncomfortable and that's probably what it is yeah you want to have a little bit more control over the process that does make it worse i guess yeah how is that going to reflect in your own sales calls though great genuine question because if you yourself are not comfortable with being sold to promise you that you don't have a problem maybe not a massive problem but that will be a problem yeah again just to dive into this whole thing of not getting frustrated with the prospect right he's so reasonable he's a very reasonable person very logical person he's just in a state of fear so me getting frustrated with him for being in a state of fear what that just doesn't make any sense we just need to work through the emotions to put him back into the driver's seat. Just constantly reframing his perspective on this, right? He is smiling, right? Because he knows what I'm saying is true. And this is what I'm saying when you're dealing with the fear of objection. Sometimes the prospect knows logically what you are saying is true but they are just battling with their emotions to try and overcome them okay don't beat them up for that they are human sitting in here like pushing but equally do not break frame and trying and trying and trying and trying like how long has it been now hour and 20 minutes and we were only supposed to speak for 45 minutes would you care like pushing that hard would you back yourself to push that hard there's so many things to learn and this is what i'm saying to you at the start of the course not as easy as people think Yeah, yeah. You would have someone like me teaching you how to do this. But for every area of the business. This has taken me 2000 hours worth of my time to learn how to do this. And then some. Plus getting help, right? Yeah. For you to get to this level of experience on your own, you're looking at like two and a half, 2.6 hours of your time, it's years. It's literally years. Again, why these business owners don't want to do the paydads themselves. Yeah. This is why people put the money down, bro, is you are trading your time for money to make your time, you're prioritising your time over your money. And that's That's a switch that has to click in your head as well. It's like my time is actually the most valuable thing, not my money. Money is infinite, bro. Again, talking too much. Are you amazed? It's not my money. Even 10k is not a lot of money. 100k is not a lot of money. Really not. Jeff Bezos, he almost paid me. With that said, even though I say that I'm talking too much, he is very engaged in the conversation right now. He's like leaning forward, head tilted to the side. He's squinting like he's really, really paying attention. Many times over, an hour. I mean, it's your time. Your time is what is valuable. and that's also why I want you to get started now. It's like the sooner you start, the sooner you get to where you want to go. That's all the way to talking about right now is the destination where you want to go. I'm going to make you one final offer and I'm going to get in trouble for doing this. Calmeri track. I messed this up. I didn't necessarily need to go to the sixth pay. Went for the sixth pay. Moved the needle massively, but again, hopefully this can demonstrate to you how much time sometimes you need to spend to move the needle before you go and offer the next payment plan, okay? I'm not saying always that you need to spend this long, but you just have to get a read on the room. Have you raised the conviction levels? I would say that I could have offered a payment plan here a lot earlier, but I'm going for it now. And I'm creating urgency. Key thing with this as well is I'm going for the Hail Mary track and creating urgency because his core objection is the time to think about an objection. If I give him the pricing plan without putting any additional urgency onto this, it's likely that he's just going to come back and say, that sounds cool. I will get back to you tomorrow. So I can't do it tomorrow because I can just say I got caught up in the heat of the moment. What I am going to offer you is this. Is to split the payment over six months. And then all you're looking at is literally $1,600 to get started. Massively drops the barrier to entry for you. You don't have to put as much capital down. But I can only offer it here and now. I can't offer it tomorrow. If you want to come on board tomorrow, that's absolutely fine. But we can still push ahead. It would be at 3.2. Gotta be careful here, okay? Who wants to see the contract? I messed this up. I take way too long to find the contract. I think what happened is that we'd recently changed the passwords and I hadn't set it up on my site. And so in terms of the actual amount of time that's taking place on the call, it's about 40 seconds. If you see here, he's said, do you have an email that you know where everything's listed? And then I take too long. Like it's literally only 10 seconds. And he says, can you email me that? This is how you could, after all of this hard work, you can lose a call. To save us being in my tennis. I will show you, just in case you'd be happy. What time is it on your side? Asking stupid questions as a way to try and buy myself time. can you see my screen yes okay these are the t's and c's um this first section is legal okay again in alignment with what i teach you in the contract pitch it's basically just saying we enter into an agreement with you you enter into agreement with us okay deliverables everything i just showed you access so we follow the same process here as we teach in the product i'm not going to go through the t's and c's yeah i feel a lot better about that and there's there's always a reason maybe you decide do you know what i don't want to go to an agency i want to be an only fan all right leveraging some humor here okay he's in a state of fear again i probably shouldn't have to explain this if he's in a state of fear throwing in a joke just takes the tension out we are here to support you get to the direction of your life that you want to get to by the sounds of things right now the vehicle that you want to go in is with an agency you've seen it work for other people you're confident that we can get you back no one is going to hold it down to that that's That's not how we do business. It's not beneficial for you. It's not beneficial for us. Are you happy? Let's do it. Great. Let's go. Yeah. We absolutely love to sit. So as I said, key things to really be taking away from this call is just the amount of time that is spent dealing with the objection, not getting frustrated with the prospect, engaging in active listening, good use of strategic questioning, not breaking frame. There's multiple things to take away from this call. It's a really, really good call in terms of the time to think about the objection. hopefully as well it starts to highlight to you how precarious time to think about an objection can be because even though he kept saying i need time to think about it or rather i just want to sleep on it can i get back to you tomorrow all of this was just a proxy for fear okay now there were elements where money was obviously involved in this leveraged the six time pricing plan at the very end as a way to you know close him probably could have staircase down to a four time or a five time earlier on in the call as a way to optimize for cash collected but at the end of the day we got the result that we wanted so there you have it if you got value from this video feel free to drop a like and support your boy if you want to subscribe so i can continue to add more insight to your sales knowledge and help you to increase your sales expertise feel free to subscribe and most importantly if you want to add a guaranteed twenty thousand dollars to your monthly reoccurring revenue in the next six months, book a call using the link down below. We can have a conversation and I can figure out how I can help you to go about scaling. But with all of that said, I appreciate the time and I will see you just now.

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