Watch a $3M Closer Fix His Sales Discovery in Real Time (Live Roleplay)

We're live. So we're back with another call review. We've got my boy Elijah. Elijah, one more time, tell the people what you sell, price point, offer. You don't have to go too deep into specifics, but give some context here. I'm selling a program right now that teaches people how to get into a tax sales role. And the current price point is 6K US. And the way the offer works is within 60 days or less, we guarantee you a role or you don't pay 9% of the investment. So it's a pretty much a no-brainer. And we mainly work with people who are fresh college grads, people with sales experience, getting into tech sales, or people who just want to make a career of it. So that's what we normally sell to. The guy I'm speaking to today is a college grad. He's been out of school for a year. And like probably most of you watching cannot get a job. So that's what we're going to try to help him do. cool cool let's dive in yeah i went through the whole process of like um it's crazy because we got the pain i think i got the pain right like obviously we'll listen to that um we went to the heaven to hell the solution you know everything um and then towards the end i was just like dude what do you want to do like it feels to be good for you and he's like yeah dude i was like you sure you're not just saying that he's like yeah yeah i was like why and he told me why and then i'm like all right well he's like oh like like right now and i was like yeah and i explained to him you know it's from the deposit and then the rest later and then he's like okay okay um and then he's like all right let's do it i was like all right sure he said yeah yeah i'm like all right and then he's thinking about it can we follow up in two weeks and i was like i do the jerry minor thing i'm like yeah for sure we put time and i'm like hey real quick um you know before we get off like you know what's gonna happen and then he's like actually can we do three weeks from now And I'm like, okay, look, man, you know, we got, we work with a lot of people. I do the urgency thing, right? Like you got to put a deposit, you got to put a deposit for the deposit to hold your spot. And he's like, okay, how much is that? I'm like, it's 150, right? So he's like, okay. And then he pauses again and he's like, wait, am I only doing the deposit if it's like three weeks out? Like, what if I do two weeks out? And I was like, no, like it's just, if it's more than a couple of days, right? I see. I see. So ultimately he had some nerves coming up. I'm honestly not a fan of that method that Jeremy teaches of, oh, yeah, no problem. Let's book some time. And then you actually book time with them. I'm not a fan of that. The reason is because I've tried that many, many times. And what happens is the whole point of doing that is you want to bring their guard down. That's the whole point of doing that. The challenge, though, is there's a fine balance of bringing their guard down, but also still having urgency that, like, you're still buying today. And the thing with when you go and set up a call, you've bought into the objection already. And so this person, they literally think they're about to get off the call. And so I've never actually, like in theory, it's one of those things that it sounds good in theory. I've never actually seen it work because you still want to have the urgency. Like you want to get their guard down, which is why we say no problem, no worries. But going as far as like actually booking a call, you lose all tension that you've built. So let's dive in. I was going to say towards the end to just keep in mind, he mentioned like the root objection was like, hey, I'm starting a new job. And like, I don't know if I can commit the time. And he kind of alluded to that earlier when I was going through the pitch. And I was like, hey, the only thing we need from you is seven hours a week, Monday to Friday night at five, right? And then he's like, oh, okay. And he's kind of like iffy about it. And I was like, does that work? Yeah, yeah, I can make it work. So I'm trying to figure out like whether it was a smokescreen or not. But yeah, I don't know which part of the call you want to go into. If you want to get some context in the beginning, we'll go straight to the end. Up to you. but yeah just want to give that additional context whatever from the beginning because if the dude just abruptly tells you that he's gonna do it in three weeks that sounds like an urgency thing so let's let's see what happens in the sales position is that right yeah absolutely okay perfect and um i know that you're linked in but um i don't know if you found us through tick tock or um ig or linkedin but basically all these calls right it's a super chill laid-back conversation uh we just want to understand a little bit more about you know what you're currently doing um you know what you're also trying to get to and if we can just like help you out um if you can obviously we'll talk next steps um and if not no worries we'll still try to point the best direction um just Just to give you some context, because obviously I'm not Chris or Samir, but I was actually a student here two years ago. They helped me get into an SDR role. I'm actually an SDR manager now full time, but I obviously do this on the side just because the job is pretty. I'll give you a few things here that most likely no other trainer is going to give you, right? Two things that we haven't even really fully dove into the call, just from what I'm seeing here, is how you show up on the call. And I'll tell you what I mean by that. We are young black men, okay? We're young black men. so how we present ourselves is so important and so when you're showing up on the call slouched and lean back and you're wearing like a plain white tee it gives a certain and you're and you're black right it gives like a certain vibe of what the call is going to be like versus if you're actually if you're sitting up and you don't have to be like i like dressing up that i just like to i also saw doctors but i just like dressing up so like i'll wear like a buttoned out shirt a polo because i like being fly but it doesn't have to be that to that extent like you could literally just wear a polo and like be sitting up those two things people are going to perceive you so much different they're going to take you so much more serious um and take this from me like i'm black i have tattoos i have dreads i have all the things that someone would profile and so that isn't we haven't even gotten to like the real semantics of the call i would just encourage you to show up a little differently for for your following calls no that's that's good feedback yeah chilling like back it's tech after all. Yeah, worst case I can definitely also point you in the right direction as well, because I got some good resources. But yeah, with all that said, tell me, I guess, what has you specifically, you know, looking to get into like tech sales? This is good, by the way, good intro, like it's consistent now. Like we didn't change the variable the way we've been doing, it's consistent the same, that's good. Yeah, so I graduated in May from Rochester, into technology with a degree in new media design, which is basically like app and web development. And just since then, I've applied for, I want to say probably over 2000 jobs in design, in marketing in sales and it's just it's been 2000 wow okay like i would literally say that as he's talking 2000 okay continue that and it's like these are the small psychological little tweaks that you throw in there to expand on that problem we haven't even asked a question yet two two thousand okay continue um it's a pattern interrupt right because these people they just they just live in their own world they live in their own head and so like 2 000 jobs is insane how has nobody hired you that's what's going on in the back of my mind that's what i'm conveying before we even ask a question like kind of a craft shoot honestly um because i guess right now it's harder for entry-level people to get in and then i just can't give that experience as well so they like keep compounding keeps compounding on itself um and like i had to take a job as a bartender and i just have been doing that since then okay and sorry when did you graduating how long was that may 2024 so almost a year ago two thousand rolls applied to you but like nothing that we came from it and then you're currently yeah i got like a few interviews but a lot yeah so like this as you could tell i have a lot of phone with these reviews like think about how how you just said it i was a bartender and i just have been doing that since then okay and sorry when did you graduate again how long was that may 2024 so almost a year ago so zero two thousand rolls applied to you but like nothing that we came from it and then you're currently job i got like you you normalized it a lot there like that's not normal that's not normal at all to have graduated less than a year ago and applied to 2 000 jobs that's not normal and so you almost want to make him feel like that like that's not normal um okay because this kid doesn't like he doesn't have urgency is ultimately what happened that's why he told you later three like bro you are bartending right now you graduated a year ago and you want to wait three weeks to get into a program that can actually put you in position obviously you can't see the future like you didn't know he would give you that but it's these small things that you're able to build that gap because like that isn't normal and he has to understand that from your body language from your tone from the way you're communicating with him um these are the things that create urgency in someone i got like a few interviews but a lot of places either didn't move me forward or said i didn't have the experience they wanted yeah i was rejected gotcha okay um and sorry you said you graduated with what degrees so you're doing something in web development right yeah so it's new media design so it's like a combination of web development um also graphic design motion graphics a little bit of everything gotcha man well you know i know that sounds like office space has been quite the grind like um yeah how are you doing i guess the first event you know like it's been a year graduated you know like how are you holding up i'm just like i'm okay but i'm like really frustrated um i had to move out what like what do you mean like frustrated like what do you it's pretty brutal, right? Like, with you mentioning, like, you know, you kind of, like, make rent, I mean, is your family helping out? I think I'm going to say something about your family moving out. I was living at home for a while, and they just don't really get it and how tough it is, so they were like, all right, here's your deadline, you're going to move out, so I moved out, yeah. Direct reflection that this kid is not taking his life serious, like, his parents, they can be unreasonable people, I don't know who his parents are, right? They can be unreasonable people, but at the same time like i think this is a clear indication that he's not taking his shit serious and his parents are tired of that right and so we need to backtrack even more we need to take a step back okay god so there's really a couple things going on here there's the job search that's not going well and then there's his current situation and so the thing that i really want to get context on first is his current situation so you said you're bartending how's that going like okay i know you you besides the financial part you work really hard in college you are a year out and you're bartending like how does that make you feel right and i want real context on what this bartending actually looks like right is he bartending at like a fucking dive bar is he bartending at a high-end place regardless of where he's bartending he's bartending right and if it's a dive bar he's serving a bunch of degenerates that probably makes him feel like shit about himself if it's a nice place he's serving a bunch of people who are in the place that he thinks he should be like if he's like one of those corporate happy hour places if that's where he's bartending he's probably looking at these people like i should be on the other side of this bar right like this is the kind of context we want to get through the questions that we ask and then the financial part is a whole different story because he's giving it all to you about the finances right and then we can dive into that like damn it how many hours are you working shit are you working like open to close fuck dude i i worked in restaurants for a little bit so i know how tough that could be and then you said the finances how much are you actually like bringing in shit and you said that it's it's tough to even make rent just for context like a year a year later over 2 000 jobs applied like when you were in college when you were working as hard as you were is this where you thought you'd be a year later and how does that in itself make you feel i'm sure you i'm sure you probably get into these things but these are the gaps we want to create and then we got the parent thing this is why note-taking is so important because then we have the parent thing now i want to understand what the dynamic with this family is what was their breaking point to pushing you out right so these are these are the things that we want to know and then again once we have it and then we find out what he's done because like it sounds sexy to say i've applied to 2,000 jobs i'm willing to bet this dude has just been easy applying his ass off willing to bet he's been easy applying two clicks up that's 1998 1999 2000 like we need to understand what he's been actually doing has he gotten guidance i know for a fact he hasn't there's no way i don't even think i've applied to 2,000 jobs in my life right so i know for a fact he hasn't gotten guidance once we have all the pain of the bartending the finances the parents him being out of college and this is what he's doing how he feels in comparison to his peers and then we find out he hasn't gotten contact i mean he hasn't gotten help he's cooked he's done yeah because now we're going to be able to challenge the hell out of him and like you could see it in certain calls when i when i know i have it like i start smirking a little bit i have to like hide it because i'm like dude i got i got it so let's let's keep let's keep listening let's get he's throwing a lot at you so i'm sure it's a little overwhelming but let's hear where it goes okay um I mean, do you have like, you can like crash with support at all? Or is it just, no, I'm like, I'm making enough rent, but it's, it's just tight. Um, yeah. And I recently did accept a job just at home Depot full-time doing like sales there. And like, I know what you're trying to do with the, how are you again? Like you ask good questions. We have to like hold off on those good questions though. And I don't want to give you too much to think about, but the, how are you doing thing only hits when we have context only hits okay so it comes later wait yeah wait until that wait until you ask that and like when i ask that question i pattern interrupt them too so this is something i learned from a coach i've worked with is i'll ask them and how long has this been going on for even though he already said it like since may how long has this been going on for a year hold on hold on pause pause pause pause a year of applying to 2 000 jobs and not getting an offer fuck all the tactical stuff for a second how are you how are you actually feeling through all this totally different and being able to create the space in the conversation too i think is really going to help you out some of these things aren't natural to you like this is why like like training it and learning it's not natural to you and this is why it's so powerful because it's your pattern interrupting the fuck out of the way someone's brain operates um right so yeah that question i think it would have landed way harder if you have like real context on what's going on because there's no reason this dude should be saying he's gonna wait three fucking like no reason it's an urgent thing he doesn't understand and i always take accountability as the sales rep of like this dude doesn't actually understand how what he's in right now he doesn't actually understand how difficult his situation is right now because the fact that he just told me he's willing to wait three weeks that has to be something i did maybe it's just like gaslighting myself it has to be something from earlier on so again we're only seven minutes and i'm throwing a lot at you like talk to me how are you feeling concerns feedback uh no concerns um am i at the right pace and like um uh length and all that kind of stuff so far or Yeah, I mean, you're on pace to finish the call in an hour. Yeah. I don't want you to think too much about pacing your call, right? Like, I'd rather you have long ass calls that go over every time, as long as we're getting everything that we need. I'd rather that be happening. And then we have to go back and be like, okay, you could have been able to get this in like four minutes rather than nine, right? You could have been able to get this quicker and this quicker, rather than looking at the time and like, fuck, like I have another call coming up. Fuck that call. This person is in front of you and they could potentially pay you. That person can wait. So, like, pacing the call is, like, that's, like, a level 10 thing. Yeah, that makes sense. I'll be out of that. Nothing else. It's through a second company called TTI. So, you do, like, just their inventory and sales and stuff. So, that will give me a little bit of breathing room for, like, money. But it's not, like, it's not a corporate job, which is more what I want. It's cool for it also. So, I want to be the dead horse, but do you see how now he's working at Home Depot doing sales, which is basically, like, the dude who stops you and asks you if you, like, want your window someplace or something, right? After having this library of context, do you see now how that how were you feeling question would hit so much harder? Like after we understand? Yeah. So, so it's just something that I have for the time being to make enough money. For sure, man. And obviously, we're gonna talk all the tactical stuff and all that good stuff. But it's more about like, you know, the person behind, you know, what's currently going on, right? That's like the most important thing. I mean, you feel like frustrated and like, you know, you have that deadline set by your parents and all that, like, has that affected like other aspects of your life? But I mean, do you have time to, you know, I could ask this question way better because I was I think I was trying to dig into again giving him answers and stuff like that. I could just cut to the simple, you know, like how are you doing like all that kind of thing, but I just wanted to call that out. Yeah, good awareness, good awareness. I still think it's a bit early for that question, but good awareness of how and how you put it, like how you were, it could have been punchier and sharp dragger. Okay, I'm just full time trying to find a job and just trying to survive. Yeah, so when I first moved out. and then just bringing your own experience into it too like the reality is like if you went to college for four fucking years there's no reason you should be having to work two jobs and he went to school for like a pretty good major it was like it looks like it's something relating to software like he went to school for a pretty good major he didn't just fuck around and do criminal justice there is no reason he should be working two jobs and so again getting getting full context and then even throwing that in like dude you went to school for all these years you worked as hard as you did and then now we're working two jobs just to make ends meet and your parents kicked you out the house fuck the tactical stuff how's mason like how are you actually doing and use your hands too when you speak use your hands let people see your hands um it makes them feel safe when see your help that's also some real nuanced feedback that i got from a coach because i'm stern i i used to sit like this my whole call and people wouldn't open up and i'm like what the is going on and then that one tweet people started opening up a lot more it was mostly like full-time just trying to find a job um i couldn't really get like a career job so then i tried for a lot of restaurant jobs i went to probably like i moved to la i want to say like two months ago um and i went to like probably 30 interviews and a lot of those places rejected me just because it It was like, I'm at this weird spot where I'm overqualified for like being in a restaurant position, but underqualified for like a corporate job. So out of all those jobs, I only got one and they're only gonna be part time. So then I just found another one at Home Depot. Do you know what the real slap, I think I said it earlier, but what the real slap and the real challenge, where the angle you're going to be able to challenge this kid is? It's going to be around the fact that he has, he's been trying to apply for a bunch of jobs. He potentially has all this urgency going on. But then when it's time to actually like make a change where something can make him more money, he's not. taking it that's what i'm leading close close so urgent i mean where are you going to challenge him in the discovery right it's the fact that he hasn't gotten help that's going to be the biggest biggest place to challenge him is the fact he hasn't gotten help like bro i i don't i think probably all of the tsm students combined over like two or three months have applied to 2 000 jobs like that's an insane amount of jobs to apply for and not get in and i mean not get hired right so that's and use your again like use your experience too like not here right now but like as you're going through the process and you're asking him what do you feel like is missing like dude i had no experience either right yeah i was was able to get an sdr role and then eventually management role what do you think has been missing for you i don't want to give you too much because this is going to be after we get that pain but that is where this kid is going to be challenged after we have him swimming in pain and he's about to cry after we have him swimming in pain and we're we're on his team the entire way by the way right we're on his team we have his side the entire way but once we have him swimming in pain and we find out he hasn't done anything then it's like our vibe goes from empathetic and caring to like what is going on like yeah we go from like the mom to now the dad like why are you not taking you why haven't you gotten guidance i think he's going to give you a limitation he's going to say oh i didn't have the money boom he's cooked right i talked about him with that one we could run through it again or he's going to say oh i didn't have the time he's cooked again i didn't know where to start he's cooking whatever he says whatever reason he didn't get guidance he's cooked either way the only thing he's like actually like done was get some like cover letter resume help from a friend or something or the guidance counselor um so i'm trying to see how i could um yeah just track that okay no i'll just play something out of my head but no that makes sense and that by the way is not enough right like yeah people have either not done enough or they haven't done anything no matter what no matter what they either haven't done enough or they haven't done anything and so it's our job to find that out though to find either why they haven't done anything or why what they've done hasn't been enough like getting a cover letter from a friend like that's not enough yeah this has mostly just been like trying to find a job trying to survive yeah man i hear that i hear that i know um my one of my younger sisters she's uh i mean she has me to support by like a lot of her friends like it's just two years out of school just getting a year i think software engineers or they're like former law students like it's brutal um i guess you know with um everything that's kind of going on prior to you know us hopping on a call here were you looking at the other ways to whether it was breaking tech sales or just getting out of your current position have you been trying to do anything at all to you know to get out of the spot uh yeah so i have reached out to a lot of my alumni for my school on linkedin um i called email companies like cold called companies i've done cover letters um i've got my resume reviewed uh and kind of updated um and then also kind of like i said before i've been not picky at all i've been applying for sales marketing um design and it's yeah a lot of the sales roles though when they talk to me they're like oh well got a weird degree you got like a degree that's a little bit more hard focused i'm like yeah but like you work with people i know how to sell i've been working as a bartender that's like part of my job so i'm like kind of trying to spin it um but then they just won't like really like this is exactly why he needs help right because this is a big one what chris talks about in his content is selling your story like he doesn't sell his story that's that's a big piece of what's missing and why he's in the situation he's in but it's like he wouldn't know that if he didn't have guidance but that's why he doesn't know how to sell a story which is something for you to just keep in mind even when you're presenting when you hear this again in calls to come is like selling yeah take the chance on me so yeah i just don't really know what else to do at this point yeah that's interesting that um they met because there's so many liberal arts degrees major guys and tech sales and girls and stuff so that's the thing that they said that um and that's not a problem just so you know where that's something i agree at all like i've barely finished high school um but okay so basically you reached out to alumni network you um cold call cold email people um you You said, tell me a little bit more about the resume. Like, did you work with, like, a coach or a mentor to do that? Or was it more of just, like, someone who, I guess, you knew or was just offering, like, a free service? Like, can you tell me? It was just, like, my friend. So, originally, I did it through my career counselor. And I don't know why, but she just gave me really bad advice. Because when I showed my resume to other people, they were like, oh, that doesn't look professional. That doesn't look good. So, then I changed it to be a lot more professional and just kind of, like, a standard resume format. Yeah. So, I feel like I got, I was a little frustrated because she didn't really care. And then I would, like, reach out to her and ask for, like, tips and stuff. Okay, well, that makes sense. And I guess, like, obviously, you've been trying to do some things, which is great. It's a great time that you try to actually be proactive with this and you're helping on the right steps. I guess, let me ask, was there, how long have you known about, like, text sales mentors? Did you, like, just find out about us or something through LinkedIn or TikTok? Yeah, okay. So, so it's a balance. It's a balance of, like, we want him to feel resourceful, but at the same time, like, we want him to feel resourceful so he feels empowered enough to move forward. but at the same time like do you honestly think that what he's done has been proactive the steps he's taken again like we like in order for people to buy they need clarity on their problem clarity on their solution like that is the two key things people need he doesn't have clarity on his problem and he thinks that what he's doing is good enough so you're smart for being here like that's what i would say it's like dude and you're smart for being here because a lot of people would continue maybe apply to 2 000 more roles before even getting help right i guess for you though yeah like what do you think has prevented you from getting guidance as opposed to trying to figure this out alone and then that opens up the door to challenge him so i think there's a couple things a couple things to work on here i don't want to give you too too much i think it all stems though from not having his full problem and his full pain so i think it's that and then also um not challenging him hard enough on not doing something about it like yeah those those are the two key things i think what would serve you the best though right now is working on let's work on both of them let's let's break them up let's break them up so first we'll talk about being able to actually extract the pain and then i'll show you how to challenge them on not doing enough cool okay yeah okay so i'll be the prospect and then you'd be the closer and then let's run it from we could you don't have to do the frame and everything we could just start it from like what made you want to book a call yeah so uh i guess tell me what made you um book a call today with me specifically yeah just kind of interested to see what you guys have to offer i've been seeing chris um you know looking to potentially get some career help okay that makes sense and what has you i guess like interested uh just like taking a look i saw your linkedin i uh see you in a different field so kind of tell me a little bit more about that yeah man i'm in uh marketing right now the industry is a bit tough and i graduated last year nearly a year ago applied to lots and lots of roles and i haven't been able to get anything so i thought i'd see how you guys could potentially help me get something okay so you're in marketing graduated a year ago it's tough so you mentioned a few a few things there um i guess so what's your current role right now what are you actually doing um sure right now dude i'm washing dishes at a restaurant and i also door dash um i'm trying to figure out a career okay um okay my buddy uh did you say you were in a marketing role or you studied marketing no no i studied marketing my bad oh okay okay um i was gonna say wait how do you go from that to dishes okay um yeah okay that that makes sense man and i mean so hold up um take notes like we practice how we play so take notes like practice taking notes throughout the call in my mind i'm like do i want to take you down the path of what's been like the hardest part about the job itself or going down like logically i'm like okay what have you done have you applied but i know you said don't go down down that path yeah i'm kind of on like a blank here like how i would no worries so when we role played take notes the same way you have my template let me see it i'll give it to you uh yeah i got it you got it okay take notes like on this call like even when i role play with you i will take notes in the zoom in the zoom comments here like i'll just delete it yeah right this is gonna help you because the reason you're drawing a blank right now is because you're just you're just trying to rely on memory of like should i go this way or should i go this way but if you have both of those things that i said right in front of you this is going to help your problem awareness stage is so much bro if you have both of them right in front of you you could look at at your notes when you're like taking a breath in between and like when the conversation takes takes a breath you can look at your notes and then decide well which is higher priority to dive into and most of the time the thing that's going to be higher priority to dive into is the first thing that they said yeah the first problem that they gave you and so it's i've been applying to a bunch of jobs and i haven't gotten any and right now i'm washing dishes and i'm door dashing so talk to me about that right we want to understand what what's your current situation door dashing washing dishes like washing dishes full-time and door dashing part like what does that actually look like you can make it like a decent income if you do both of those things full-time like especially if you live in a big city yeah especially if you live in a big city or if you live near a big city i guess like why not kind of continue down that path and you have a decent amount of flexibility too like why not continue down that yeah so notes notes are gonna be your best friend you don't have to remember everything yeah yeah so let's let's pick it up let's pick it up okay cool um all right so you mentioned a couple things there so you will touch a bunch of holes you study marking probably doing door dashing and washing dishes I mean don't think that wrong the way but why not I just continue doing that you can make a good living depending on where you're at right yeah I mean I live in a big city here in Miami I guess I can but like I don't want to be delivered food all day you know I don't want to be washing dishes all day like mm-hmm like I should I'm better than this and it's frustrating that I'm still in this place this is what I was doing when I was in college okay and you said you've been a year out right of school yeah yeah when you say it's been like frustrating like what do you mean specifically yeah it's frustrating that i'm applying to all these jobs and i'm not getting hired and i'm literally doing this is how i was making money when i was in school door dash and washing dishes and when i was in school doing it in my mind i was like this is temporary because once i'm done school once i have my degree the jobs are going to be knocking down my door but here i am still doing the same thing okay i mean that that makes sense man and you know i'm sure like you know i know you said it's been going on for like a year um shoot i was gonna ask i'm sure this is a newer thing but that wouldn't make sense would it make sense would it be redundant if i said well you obviously seem like a competent person you probably went to a good school because i saw you on linkedin and you started marketing is this where you thought you would be is that too soon i feel like it's either too soon or too redundant you could ask that that's not a bad question to ask that's not a bad question to ask and it depending on the person right because it's like i just said that this is what i was doing But at the same time there's nothing unspoken in sales because you're not asking it so you can hear it You're asking it so I can hear myself saying it. Okay, but so it's okay. Okay, that makes sense. Um, yeah I mean you went out of school for four year now you were doing this when you said you were in school is This is kind of we thought you would be like you're out of school now like that you have your degree and everything or How do you see this? Oh? I thought I'd be wearing a nice suit and going to work and like work a real job I did not think I'd be here by any means still yeah no then and I get that man and obviously we're gonna take all the cool technical things of like how this works and we'll explore that path but okay it's like how how is this like going over into like your or how's this bleeding into like your personal life I was just affecting other aspects of how you show up at all yeah I mean I'm constantly stressed out I'm constantly in my head. When I'm at family gatherings, I kind of just sit there with the blank face because my mind is just racing. If I feel like I should be doing better, I should be in a better place. OK, that makes sense. I mean, are they noticing this at all? Are they putting the pressure on you or like how how are they feeling or managing this? Good, good, good. Yeah. Yeah. I'm African, if you can tell by the name. And so my parents are definitely putting pressure on me. You know, a year later, they thought this is a good job, this good career. They thought I'd be self-sufficient, but here I am still delivering food and living in their house. So they see it in me and they definitely are putting pressure on me, too. And I mean, prior to us talking here today, have you kind of proactively gone out of your way to try to figure out something? Like whether it's tech sales or, you know, trying to get a job where you're wearing a suit at all? Or like, what have you done, if anything? Good, good. So I'm probably sounding nitpicky here, right? But we want to go even deeper, even deeper. Like we want to twist that knife as much as we can. And I'm an open book. When a prospect is an open book, and I'm purposely being an open book for you, right? When a prospect is an open book the way that I'm being right now, they give you an inch, you want to take a mile because not everyone is going to be this open. So you want to take as full advantage of that as you can. So in this case, like, bro, I'm telling you, my family's putting pressure on me. I'm telling you, I'm still living in their house. Like, there's so much to dive into. What kind of pressure is your parent? Are you? is good you like what does that look like right look i'm african so you are african right that looks like uh west africa west africa east where yeah east where ethiopia yeah i don't know i get a lot of nigeria for some reason with that last name but it looks nigerian yeah it looks nigerian um but yeah like you could do that right and like role play like you're yourself right because i do the whole thing of like i'm african like dude i'm fucking african too as you could tell right yeah i know when i was in that place my parents they were they were definitely putting pressure on me what does that pressure actually look like they're putting on you how is that showing up and then you said that they see it in you what do they actually see in you you said you have a blank face has anyone caught that out there's a lot to dive into so this is going to be the thing that we work on over the next few weeks because this is you're going to make so much more money once we get this part down the objection feeling is a symptom like the objections they give you are a symptom of this part of the call right here yeah um so i think the thing to to think about for you is just the framework of a problem i don't know if you're a sticky notes guy i am though and i have sticky notes on my desk and shit and until i ingrain something i just like put it on a sticky note and it sits there what's the problem what are the impacts of the problem and And then for impacts, you could put in parentheses, them, personal, the people around them, right? And then we get into the duration. But number two, that's where we're going to spend the most amount of time. Once we have the problem, spend the most amount of time on the impact. Like I'm really on this part of the call until like 1314 minutes, sometimes even longer. And that's probably somewhere I need to improve is not spending so long on calls. But fuck it, if I'm gonna make $1,000 an hour, like I'll reschedule the next person. i'm gonna yeah i'm present with the person that i'm with right now um the next person could wait so this this is really gonna help you out maybe you want me to you want me to you want to be closed you want me to to do it to see it done yeah yeah cool so hold on let me get my notes ready cool so talk to me man what what do you want to book the call what has you interested in potentially getting some outside guidance in textables yeah so um i i saw chris's tick tock i think about two weeks ago or so and um i'm currently in the uh customer service world right now just working for uh uh bell canada a phone provider um and it's pretty interesting so um i want to find out a little bit more about what you guys do and how things work uh he kind of explained a little bit in the video though yeah i'll make sure we cover everything so you said right now you're in customer service correct yeah okay what exactly do you do yeah so basically um handle phone you know inquiries and whatnot whenever someone needs to update a plan or have any bugs or anything like that just basically on a customer service like for at t would be the equivalent for you guys oh i got you got you and what has been what are you looking to potentially make a pivot into something different? I mean I've been doing this now for probably two years now. And like customer service is not like a typical like sales where you get commissioned and you know get to make like six figures and all that kind of stuff. So yeah I mean I've been doing too much not to get paid enough so I want to like actually get to the real sales role. It just doesn't pay enough to be honest you know. So like 67k a year is not gonna cut it. Is that where you're at right now correct yeah yeah and you said doing too much but they're not getting paid enough what do you mean by doing too much like you'll take you know depends on the day but sometimes 30 calls uh obviously not like long it's like maybe like you know 10 minutes sometimes five minutes yeah so it's like over how long how long of a day uh no it'd be like throughout like eight hours throughout the day but like it's um sometimes it depends on the person right like they'll call just be like hey i need this thing fixed real quick sometimes be like a 20 minute call right um and no matter how long or like how impactful the call is i'm gonna get a commission for it right so there's no real incentive to you know want to really outperform and people don't really get promoted here like that right i've you know been a customer service guy for two years now so um yeah that's I'm just trying to get out of that. Two years and you've been around that 60 to 70k month all the time? Well year one it was 50 and then you know this year's 60s like little bumps but not nearly enough though from what I've seen from you know colleagues and people I went to school with and whatnot. Yeah yeah that's barely inflation right there right? You said a couple things you said 30 calls a day across eight hours. I'm not a mathematician here but that sounds like a lot of money. or people every single hour you're speaking to? Does that sound about right? I mean, basically, yeah, if you like boil it down like that. So it's just super, that's just annoying. Like people ask like a lot of dumb questions, like things that can easily be answered on, you know, on our FAQ page. And it's like tough when you're having like lunch breaks, they just make you, you know, like they don't, they can't say don't eat lunch, but like they kind of imply, hey, don't be eating lunch. Like you gotta be available the whole eight hours, right? So it's just super, super annoying. You know? And how do the, how do the people treat you? Like the customers? Well, I mean, typically what you expect from these people, right? Like they can, sometimes they're nice, but most of the times they're, it's more idiotic than anything, but then you have those guys who are like, really, really rude. Right. So it's just like, I'm not getting paid enough to do this, you know? But like, so that's why I'm like, I've got to see this tech sales thing and, uh, or just tech in general. Right. I'm hearing so much about it. Um, I wish I'd gotten in during the pandemic, because I know there was quite the boom. But yeah, I don't want to miss the wave again, right? So I'm just trying to get ahead of that. Totally. Especially, like you said, you're not even having much breaks. Or like getting fired, not having much breaks, right? Yeah. You said something else that I don't want to skip over. So that we were talking about doing too much, but not getting paid enough. And so what we just talked about is doing too much. You talked about not getting paid enough. 60 to 70K, I'm sure that doesn't really like limit anything. You're still able to do everything you want to do. Or how does that look? No, I mean, like, I'm in Toronto, so it's, like, crazy expensive, right? Like, because of it, like, I'm pretty, like, frugal and whatnot. I mean, I have, like, a car, but it's, like, a beat-up old 2015 Nissan, right? I can't really, like, splurge or do anything crazy because it's, I mean, thankfully, it's remote. So, like, I don't have to, like, commute and whatnot. But, like, yeah, 60K is just not cutting it, you know, even just for, like, basic necessities and whatnot. basic necessities yeah like you know like ranch grocery and all that kind of stuff because i mean like i'm like living here renting out like a basement just by myself right now so it's um i don't be living in a basement it's like someone's basement for for the next like you know a couple of years i want to get out i like my own spot but um i still have to do on 60k right good so we're working these hours where we're not taking lunch breaks we're dealing with people asking dumb questions four to five an hour right and then as a result of it we're having to live in someone's basement and and we can't do much beyond paying bills is that what i'm hearing yeah exactly right how long it's been going on for yeah two years two years yeah time out time out time out time out. Tactical shit's important. Like, resume builders and like all that stuff's important. But two years of working the way that you are, of making 60k a year, 30 calls a day, living in someone's basement. Fuck the tactical stuff. How are you? How's Elijah? I mean, frustrated man, super frustrated with all this stuff. It's just crazy. What's the most frustrating part? I mean, it's probably seeing all the... I don't talk to them as much now, but the guys I went to school with, some of them are working in private equity, some of them are doing investment banking, some of them are doing digital marketing or whatever the case may be. I'm just here, doing little breaks that I'll have. I'll see them on social. I'm just like, what am i doing here it's almost basement taking like 30 calls a day you know working for like bell canada and you went to college no i did yeah i mean i i dropped out but like yeah um i did like about two years yeah pause pause right that was i think what seven eight minutes like i'm gonna show you the notes that i have here hold on let me see these are the notes that i have right here off of just like seven or eight minutes and you could see right like i'm everything has like a sub topic within it so 67 hey this is a subtopic 30 calls a day this is like everything that comes with that and then he also doesn't get commissioned all of this is under the umbrella of doing too much and not getting paid enough saying that to say like that is a problem listen back on this bro that is a problem right there the this is like now imagine another four to five minutes of that right and then after all that i find out that you haven't gotten guidance or you haven't done enough it's over for that prospect ethically of course but it's for that prospect because now i'm gonna ask you why you haven't done anything you're gonna give me a limiting belief and then you're cooked so i think that is what's missing right now it's like real and once chris got this like that's when he was like cooking he was closing like 70 percent weeks is this not the objection handling so I know you have two minutes. I do too. Questions, takeaways, like what are we implementing? I tried my best not to give you too much. What are we implementing for the next one? the one I closed, again, like I ran out of time, but like, but we had like a two call thing, but like that worked very well for her. Um, I think the biggest thing though, definitely for Saturday session would have to be the challenging part. Cause there were some people just like let them off like a little too easy, like looking back. Um, also I gotta go through like your objection handling thing in school. The biggest piece, biggest takeaway is still like focusing on like that. And of course, like all the little nuance things of like, you know, I'm gonna like have like my little black polo on for this next call. And then so we can stand up, talk with your hands um and then doing things like i kind of listen to this back call because yeah not in the bad way but yeah there definitely was like a lot of things i could take away but like i'm gonna like review those things and like make make it make sense um again what you have there is perfect what you have there is perfect you're like take nothing else but that your appearance right so sitting up throwing on a polo and diving deeper into the second part of what a problem is the problem itself the impact the duration diving deeper into the impacts of the problem because that's what we just did there for like seven eight minutes is i was diving deep into the problem i mean the impacts of it the impacts of taking all these calls the impacts of what the amount of income that he makes of feeling limited of all these different things that's that's really where the sale was made with this guy so just like those two things like nothing else just those two things like there's always going to be a million things to work on but the appearance is easy right as As far as the skill thing, that's just one thing, which is like diving deeper into the impacts. Well, that was another car review with my boy Elijah. I'll see you on the next one.

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Most reps think they have a sales problem but what they really have is a discovery problem. In this live coaching call, you will watch a $3M closer fix his discovery process in real time. You will see exactly where he was losing control of the call and how small shifts in questioning, tonality, and leadership instantly changed the outcome. If your calls feel good but never convert, this breakdown will show you the missing piece that separates elite closers from everyone else.

You’ll learn:

The real signals that show when a prospect is overwhelmed, stuck, or hiding the truth

The small moments where you accidentally lower your authority and how to fix them fast

Types of questions that open people up and make them share what actually matters

The role of presence, posture, and tonality in keeping control of the conversation

Deeper emotional gaps that create urgency long before pricing comes up

This is the same approach that’s helped me close nearly $3M in high-ticket deals over the last 3 years and consistently rank in the top 1% of closers. If you want to understand why your calls stall, why objections feel heavier than they should, or why great prospects keep slipping away, this video will show you what to fix immediately.

This video also covers: sales, high ticket sales, sales psychology, framing calls, how to gain respect in sales, sales call breakdown, objection handling, closing deals, sales call example, high ticket closing, sales script, sales strategy, sales conversation, how to close clients, remote high ticket closing, high ticket sales training, b2c sales, b2c, high ticket selling, high ticket sales for beginners, sales psychology tricks, live sales call breakdown