Getting Deeper on Sales Calls: Step-By-Step Breakdown + Live Roleplay

Welcome back to the channel. Today, I got a real fucking treat for you guys. I did a private training a couple months ago with one of my advanced coaching students, Elijah. And after this call, he went, I think, three for three. He literally closed every single person he spoke to after that for the next three calls. And it was after implementing this very specific thing that we talked about in this call. And I know that a lot of you are dealing with exactly what he's dealing with. So again, this is private. This is, I had to get their permission to be able to put this out because of how much sauce that we dropped in there. But this is what is behind the curtains, behind the YouTube curtains and what it looks like to actually work with me one-on-one. So I want you to check this video out. I want you to listen very closely, especially on the role-play and ask yourself, pause the video as we're role-playing and ask yourself, what would I say in this situation? What would I do in this scenario? How would I respond? How would I react? This is how you get the most out of these types of videos. So you don't leave after feeling good, watching a cool video and then hear calls still going the exact same. So if you get any value from this, make sure you like comment and subscribe and I'll see you inside. Let's dive in. Okay, so we are back with another call review. We're back with Elijah who sells career coaching, helping people get into tech sales. And so we got a call here to review. Give me some context again, like take take a step back from what you were saying before we started rolling here. What what's going on here? What you're speaking with what we're listening for? Yeah, so with this prospect, he came on the call. He's been following us for a while. And he took some of the skill assessment trainings that we posted for free. So he seems like he's an action taker. He's done other things that just indicate that he's an action taker and that he's serious. He's been in his career. He mentioned he's been really flatlined and just like plateaued. And then towards the end, which is like the biggest thing I need to help with was, he's like, yeah, I didn't know the 490 set was due today. part of our filtering system is like hey do you have the fortnight fortnight seven to get started he's like oh i don't know today i gotta move some stuff around he kind of indicated that around the middle of the call throughout the finances or something it's not like he's broke he's got a respectful job um but i let him off too easy i was just like all right just so i understand like you still want to do this and you know the basic stuff because yeah i need a week to move things around and i was like okay and then long went away i just like all right like we'll just fall like next week um yeah that's sort of like more sort of there yeah so got you so we could talk we could see what happened there right there's a couple things you actually know for one he didn't know it was due today it's for context in the forum do you have 497 which is pretty direct and like a lot of people in the space don't even do that because people won't book and so the fact you do that and people still book is a good sign right so do you have the 497 so like that's not even that's bullshit but we're gonna hear it and we're gonna see what would happen on the call and also isolating so is it the 497 the entire amount of 497 that is a bit much right now okay gotcha if we were able to work with your situation is there anything that would stop you from actually being able to make a commitment to xyz future that's the bs test right there Because if he says no to anything then it has nothing to do with money. It's he doesn't he doesn't want to commit is the real problem But I can't say without hearing it. We'll dive and we'll see now You said something else before we dive in have this call we go to all this rapport and then you don't want to lose it Well, tell me give me a little context there. What were you referring to there? You know when you call you have like a pretty good call the person's open new answers like they're everything's checking off And you built like pretty good rapport. It's like okay How do I how do I gracefully go from like hey? I know we're just you know chopping it up when I have a conversation like I gotta be with you right like that's kind of Where I was like okay. How do I do that? I could do about the food either I know there's a more like elegant way to go about it, but yeah, that's kind of what I meant Yeah, so it's and I'm glad you brought that up right because that's not even like a sales tactic thing It's like a mindset thing right yeah, and like you have a corporate background And so it makes sense like why you would think that way because you have this background corporate like we're not here to make friends right right we're not here to make friends and these people don't need any more friends they need leadership they need someone who's holding them to a higher standard like like think of it this way if you want to work out right there's two things you could do you could either work out with your friend or you could find a trainer and the the buddy right your friend that you're working out with it's easy to bullshit him it's easy to tell him oh man i'm tired i'm not going to be able to make it today uh or even when you're actually working out like oh let me do a little lighter weight i'm feeling a little tired whatever but you're not going to do that to your trainer and trainer could still be friendly with you like yeah there's a difference between being friendly like you could still be friendly and be a leader right and so with these people like that they need the trainer and i'm not saying don't be friendly i'm not saying be rude but they need the trainer like right now with what you just said before listening to it we're being the gym partner we're not being the trainer so the fix to that though is having the aggression and challenging them throughout the whole call when you're hearing things that are not serving them challenging them on it consistently throughout well because if not if you're their best friend the entire call and then we get to the end and then we just have this like big dick energy at the end they're like whoa where did this even come from versus if you've been landing that the entire time you've been challenging you've been keeping a strong authoritative frame the whole time there that's just the next logical step of the conversation is like of course you're going to hold me to a high standard you've been doing it the entire conversation yeah all right cool i'm just i'm sharing yep hey chris hey elijah how's it going okay bye man how you doing good man all right let me see if i can there we go all right i can see you you can see me and hear me Yes, yeah, all that are clear. All right, perfect man. Well, uh, what's up? You have some time with us to uh, I guess possibly get into a tech sales role. Is that about right? Yeah, absolutely. Clean polo too. Clean polo. Thank you for everyone. That's great. And you're setting up. Do you feel different? Do you or is it just like a meet that I feel like the man when I'm dressed up? Like, do you feel? I definitely do. I definitely know what you're saying. Hell yeah. Hell yeah. That makes sense. And where did you find us? Was it TikTok or LinkedIn or? It was LinkedIn. Because your confidence is like, you sound more confident. That's why I asked you if you feel any different. You sound way more confident. Um, So that's good. Chris and Samir on LinkedIn. Okay. Then I came to know about the work that they do and that's how I connected the dots. Yeah. Okay. Well, that makes sense. Well, yeah. So typically on these calls, if you've watched some of the videos, we also get our students' roles and they don't pay 90% until we actually get them a successful role. And because of that, we're mindful of who we bring on because a lot of the work is on us up front. So on this kind of conversation, we just want to have a conversation with you to understand where you're currently at, where you want to go, and if we can help you. Because sometimes we can't always help everybody, but sometimes we can. And if we can, I'll kind of walk you through what next steps look like on the call. And then if not, we have a bunch of resources that we can still send over to you. So I guess to kick it off, tell me what has you wanted to get into tech sales role? Good, sharp, no feedback. Primarily, I've had a background in sales. That's been more on the retail end. I have done prospecting with regards to the startup that I used to work for. So I thought, why not put the best of both and get into it? Okay. Yeah. And I've always been the person who's been good at demos, gathering clients. For me, stakeholder relationship has always been a strong selling point for me. And I wanted to, so I sat down with David, who's actually a part of one of Chris. I was implementing the note taking piece here, so I was writing down, does prospecting, is that a startup, retail sales, been good at demos, follow Chris, so I noted that feedback down. I was really implementing that, just wanted to put that on for your awareness. And then I put other stuff like, job market has been tight, and this is later on the call, but the fact that he's been plateaued, I think I re-arrated that back to him in that wording and stuff like that, so that's been good for me as well. with the other calls I've had as well. Good, good. Yeah, no taking is huge. No taking is huge. So that's good. I'm glad that's working for you. Yeah, I mean, we're only like a minute in. The thing I'm curious about though is like, well, why does he, what's his challenge? Why does he even want to make a transition? And it sounds like you said he's being, well, actually, I don't really know if he's being proactive yet, but from what you said, he did the assessment inside of the buyer, like he's actually done things. So this is an interesting call. And that's good that you're This is homework on LinkedIn where you put up a link telling you to break from your skills and see what you're good at. When I did that, I figured out these are my strong points and one of the careers that directed me towards that was a career in tech sales. How long did you do that? When you broke down your skill assessment? Probably took a day. That's pretty much it. How long ago? How long ago that I did the skill assessment? That was a week ago. Okay. That's good. Not too many people take action on that. that I've been following him quite a bit I do resonate with the goals that he has and talks about getting into the whole textiles domain and how you can work your way up and also let's be honest the money is also great when you put in the work right you most certainly will reap the rewards you don't put in the work and it's always been one point for me with regards to I've done extremely well in working in luxury retail sales and with my startup I've done really well too so I'm like why not give it a shot okay that makes sense so this is an interesting dude because he seems he seems like an okay lead seems like a decent lead he's also trying to put this front of like I'm already doing well or things are already going great so like why not do better and so I'm curious to see how you kind of break that frame down and break that wall down and see what his actual challenge right now is so let's keep that no that's not really feedback that's just like what would be going in the back of my mind if I was you in the call you mentioned a few things I don't want to like um uh pass up over you mentioned you've been following Chris for a while yeah very well in the current role um as well as when you do your own thing. So any reason you don't stick to doing those things or has that opportunity, I don't want to say passed the time or whatever, but I guess why now all of a sudden wanting to come to the tech sales side of things? Good, that's what I was waiting for. Well, that's an interesting question. The reason being, one, personally, I feel as an individual, I have my career to be flatlining at a point. And I know with regards to tech sales, my background is in cloud computing and big data, so I understand the whole class platform. That's what it's been about, hopefully, with regards to selling your products. So I just want to get back to my roots. That's the reason. Same and simple. you mentioned it's been feeling like you said flatline like with uh the sales aspect or is your career at all this is my career in general yeah dude good good you're implementing the like this is good that's exactly what i had the next question i would have asked yeah you know some of those days you wake up and you realize you don't want to be doing this anymore i was at that crossroads in life yeah that's my honest answer i can give you oh and i appreciate that i mean i'm probably still too young in my career to like have but thank you you know what i mean but that's interesting i mean like um um i know i was talking to chris about this i'm trying to remember what he said but he's like i want to get your thoughts on this about being too like smiley or whatever with like prospects because like you know how chris can be like be sometimes right so he's just like uh he's gonna be like a little bit like more firm do you have like a uh i don't like a stance on that it's not like a big thing like laughing at a joke or whatever but just throughout the call i'm not saying you should be like some like some goofy ass person giggling and laughing all the time but what are your thoughts on that if you understand what my question is or what my question Yeah, no, I understand. So I've actually given Chris like opposite feedback too. So I think it's a balance, right? Because especially early on in the call, you want them to see you smile. You want them to smile too. Like, yes, we want to be able to like drop a guard in them because they like, to be honest, when you come on a sales call, everyone's kind of tense. The prospect is tense because they know you're going to ask for money. They know you're going to ask them questions. You're tense because you're like, fuck, I hope I close the deal. Even if it's not, you're not consciously like this is what going on subconsciously. you've taken enough calls like everyone's tense so you want to be able to smile and do what you're doing to be able to drop the pressure of like okay this is a real human now you don't want to carry that energy throughout the rest of the call though that's the that's the difference because you don't want to carry it throughout the rest of the call so now we're a couple minutes in like it's okay to start letting go of the smiling and the friendliness and like really getting more serious like right now the opposite thing that i told chris though is that he would he's very serious like in personality like he's pretty serious sometimes people wouldn't open up to him because he would look so sharp and so serious that it's and he's the person that they're seeing on the videos too and yeah he's the same exact way in his content so i see why he gave you the the feedback because you're like the total opposite of him um yeah i would just say tone it back a little bit past the first couple minutes once he gets the prospect gets a couple smiles yeah okay cool just want to know that thanks yep you're waking up i feel like flat like what is that like that's just like um and i appreciate that i mean i'm probably still too young my career to like have that thank you i would watch a comment like that this sounds nitpicky i would watch a comment like that though uh i'm probably too young in my career to feel that way you don't want to like you are the authority and like yeah comments like this when you say something like that he feels like like he has more experience than you and you don't write him like he has more experience than you and the domain that we're in yeah I was at that crossroads yeah that's my honest answer I can give you well then well yeah saying it simple okay you mentioned like you said flatline like with uh the sales aspect is your career in general it's my career in general yeah yeah you know some of those days you wake up and you realize you don't want to be doing the same one I was at that crossroads in life yeah that's my honest answer I can give you I hope you wrote that down that's proper language that's why I played it back realize that I'm at this crossroad that I don't want to do this anymore. Like, that's important there. And I appreciate that. I mean, I'm probably still too young to have the thing for you to knock on wood. You know what I mean? So that's interesting. I mean, like, what exactly does that look like every day when you're waking up? I feel like flatline. Like, what is that? I know this might sound a little too cliche, but sometimes things get boring when you just have to do it on a plate, you know? And like, now to add to Chris's feedback, right? We can stop the laughing and being friendly because he's not mirroring it. He let a couple smiles out earlier. he's not mirroring it anymore he is serious shit right and he's talking about pretty serious stuff like he sounds like he's having a midlife crisis like he doesn't know he doesn't want to do what he's doing anymore so now this is where we drop the tone and what are you seeing that makes you feel like things are flatlining right he's talking about waking up not wanting to do what he's doing anymore or where is that coming from now we're having a real serious conversation yeah and not smiling anymore. When you feel like you're not putting in the work anymore. Yeah. And things come a bit easy to you. It gets boring eventually. And that's what it felt like on my end. I can imagine that. I mean, so if you've been following Chris for a while, have you tried to actually, if you're coming from like, you know, what was that? I think I messed up there because I think this is where I shouldn't go down. Actually, I'll play. Maybe I'm hallucinating here. Have you tried like already applying on your own? Have you done anything around like tapping your network to get like these roles or anything? I did. Yes, I did talk to a few people work bdr in account executive roles okay but it just seems to be that with regards to the job market right now you just need to have a crazy threshold i think i messed up because i should have like gone deeper into that right yeah yeah so i agree that's good awareness by the way that's good awareness is we don't really know what so he said there's a couple things that he said here that we haven't fully dug into he said his career is flatlining and then he also said he woke up feeling like he doesn't want to do it anymore and he said that he he's like how did he word it He said something like it's too easy, something like that. Like it's not challenging. That's going to be the least important one. It's still important to dive into that. It's too easy. That's going to be the least important. Flatlining. We don't fully know what he means by that. What are you seeing that makes you feel like your career itself is flatlining? Maybe he's been making the same amount of money the last five years, right? Maybe to add to the third thing about not being challenged, maybe he's been doing the exact same thing for the last five years, right? Like imagine making, you were making in 2020, right? Like that's crazy. Yeah. Crazy. We want to understand what he means by flatlining. And then we also want to understand what he like, what is it about that that makes you just wake up and not want to do it anymore? Right. And we're going to get a library of problems from each of them, because the flatlining that may open up a conversation for now finances, not making enough. Now we have the door. This is why notes are important. Now we have the door open for what's that getting in the way of what's that restricting? What are you not able to do because of that? Yeah. He wants to start a family, maybe. like that's going to be the key key thing here especially these first like 15 to 20 minutes of the call that we really want to get full clarity on that before we talk about what he's done we want to hold off on what he's done until we have full clarity because now once we get there again we could challenge him for not doing enough and that's where this challenging energy comes from that you can carry even into the end of the call if he tries to squirm away i would say to i'm not saying don't be rude or disrespectful to people but get a decision this is going to be the challenge for you this coming week and today get a decision from everyone you speak to even if it's no even if it's no i i think you're getting a little too comfortable setting follow-ups like if you can't get a decision just going into the follow-up and part of it is probably the b2b in you but yeah like get a decision even if the decision is no even if they're like this for me this was a breakthrough for chris too because he started closing out leads which is good these are leads i would have never bought and he started closing them out and he was like okay like let's just end the conversation here like this is probably not for you right like get a decision i can't i won't speak for chris but i'm i think i could confidently say that they don't give a about any individual lead right over the grand scheme of things like yeah they give a but each individual person individually like don't give a about each individual lead so like in what sense do you mean that as well like in what sense um like meaning oh we don't care if they see us or they feel like oh we're trying to get a sale or you mean they don't care as in like hey this one doesn't close there's in the grand scheme there's a bunch like in what context do you mean both actually both right like if if a lead is like yo i hate this i had the worst time of my life on the call with them like you're not gonna i mean i mean i hate elijah you're not gonna get fired same right yeah each individual lead like we don't care about each individual lead it's at a grand scheme of things so it's okay to use more aggression than you think is is comfortable for yourself like it's okay so you can find that balance like don't have maybe correct me if i'm wrong it seems like there's a little bit of like a fear of like burning a lead it's more of like well when they hop on the ball and they're like okay you guys charge 500 bucks to serve us and then you charge the rest and you give you a whole bunch of success and all this cool stuff right i'm looking at like yeah from a status point of view you guys have so many leads like why do you guys like meet me right now that's kind of how i'm almost projecting like what like myself on today kind of thing right or like oh they're probably thinking that right because that's maybe like what i might be thinking of like any high ticket program right um because most people are like yeah we just want to you know have a conversation like let's book this call let's see let's see what happens And then when I'm on the call, I'm like, yeah, I'm interested in, I don't know, starting a YouTube automation business, right? And the person just comes off like, okay, hey, like, dude, like, what's up? Like, are you going to buy today or not? Obviously, that's not how I'm coming off. But that's kind of how I'm like, I think maybe my mind is like what's blocking me is like I don't want to seem like so desperate for the sale, right? But of course, there's a difference between being desperate for the sale and just knowing you can help the person or just even, you know. So, bingo. I'm glad we're having this conversation, right? so that's that's what's actually going on is that what you just said right like what you think you will project it to them like your own beliefs your own insecurities your own standards you'll project to them subconsciously and so the reason i battle these people during objections during the call isn't like isn't because of the commission like bro if i close somebody and i make 800 like what What the fuck is that going to do for me? It's I'll have a quick dopamine hit maybe for like 10 minutes. And then I'm like, okay, on to the next one. Like the individual sale, it does nothing for me. So that's not the reason that I'm fighting for this person. Yeah. Like if I'm in your shoes for the prospect, they can actually have direction on there. Like remember the realtor guy that we were looking at? Yeah. Whose income is all over the place and probably trying to get married and start a family like him getting here. And dude, Samir does everything for them in terms of outreach, like resume building, outreach. Like they literally are paying $500 to have their hand held the entire fucking time until they land a job. And then they pay the rest on the back end. And so for them, they pay $500. They get their hand held to actually have a good career in a respectable company. And you get like a couple hundred dollars. Who really wins them, right? Who really wins the good side of them? So I want you to understand that first of all that they are getting way more than you are from a sale Right, but I'm gonna change seeing it in terms of like chasing them because you're not chasing them. So that's the first thing The second thing is We aren't okay. Let me ask you this like what are we actually selling not the not the deliverables? What are we actually selling? What's this? What's the sale? So? What we're selling is basically a better career more money than the rescue of things um a better work-life balance um some level of depending on the person prestige right you want to work at like a notable software company everyone wants to work at a tech company now that's my initial that's right that's perfect and in order to do that in order for them to get these outcomes like is it fair to say that they kind of need to be a they need to be a different person they need to show up differently thinking back on the realtor guy or even the finance guys that we were looking at the person who joined the call that person yeah they don't change anything do you think that person has any chance of seeing success in the space if that person who showed up doesn't change anything yeah of course they won't exactly so everything everything you just said yes we're selling that but we're also selling them being ultimately like being a different person that's why them closing on the call is so important it's not for us to get the sale fuck the sale you have a fully packed calendar right there's no shortage of sales that's why it's important for them to make the call on the spot reason it's important for them to make the sale on the spot is because they need to make a different decision they need to it's not when they make their decision but how and like actually believing this deeply inside because like okay think about this way this is a good example that i learned from a previous sales trainer right let's say you're selling fitness and this person's their fatty 300 pounds right fundamentally this person makes bad decisions around diet around working out cardio fundamentally they make bad decisions around those things right and so for that and it's through the lens that they're seeing it through they make decisions through the lens that they're staying into that have led them to being fat so that person comes on your call and you're selling a fitness coaching program and then they want to go think about it they're thinking about it from the lens of a fat person so what kinds of decisions are they going to make right versus they come in with the lens of a fat person but they make decisions from the perspective of a person who's in shape and a person who's in shape wouldn't they're they would make a decision to get help right they would make a decision to eat better to do this that and third and so when we let them off the hook like we are ultimately allowing them to go continue making decisions the way that they have which is fundamentally flawed And so these people, when it comes to their career, like, dude, I want the guy, the kid that we were reviewing who applied to 2000 jobs. Like, oh, yeah, he makes flawed career decisions. That's why he's bartending a year after graduating and has applied to 2000 jobs. And he has to make decisions from a perspective of someone who has a successful career. Right. Otherwise, like this lens that he's made decisions from that have gotten him 2000 rejections. He's going to continue making decisions from that exact same lens. Versus like, fuck the program, right? The fact that they came and they decided to buy on the call, they already are making different decisions, which forget the deliverables. They are already taking the step into being the person that they need to be. And so I want you to definitely listen back on this one because this isn't even tactical. This is like how you view it in your mindset. You're not pushing them to buy on the call for you to make a sale. They need to make a different decision. Right. No, that's a good reframe. Yeah. Another kind of lens to look at it through is if you have known that you need to make a change, you know, your income has been inconsistent for years. The last six months you've been telling yourself you need to make a change. And then today you get on this call and you say, I'm going to make a change in three, three weeks. That's the same mindset that for the last six months, you've been three weeks, three weeks, three weeks at a time. And it's this our fault for real, for real. It's our fault because we allowed him to come and continue making decisions that way. So when you push, that's where it comes from. Even like the objection, like in those videos in the program there, when you listen to the objection handling, I'm not objection handling them from a place of like, oh, like we don't have that many slots left or it's a discount or, you know, here today, gone tomorrow. I'm using internal reasons that they need to move forward. It's never external. I rarely ever use external reasons. It's always you need to move forward because you are in like that young Indian kid. you are in college some shit you don't care about you don't want to do you want to take better care of your family and this fear of failure has held you back it's going to be the same thing holds you back this is the first step to overcoming that fear yeah this is really important bro because even when you hear my pause like this is this is really the mindset that i'm coming from the words come to you like once you have the right beliefs the words will come to you yeah yeah no that's that makes sense that's a super solid thing um takeaways thoughts you can disagree with me if you're like no fuck that they they could wait no like obviously it makes a ton of sense i remember the the fitness one where someone was like making a flaw i don't know if it was like matt or um yeah it was matt right yeah even back when i heard it i was like it makes so much sense um i also heard in like two two or so years it's been a while but like yeah like that those refreshers are like really really good for me to like remember that um i think the biggest takeaway was uh he mentioned i didn't know you didn't use external factors like oh we got so many slots or we got to put a deposit down to like hold your spot or whatever said you mentioned you use internal so that was that was a big little one too yeah and think about transitions you've made in your life too like for me yeah two years ago right i when i left my corporate job yeah my ticket sales i was making three grand a month i was the sole income of my house it was me and my girl and and I was taking full care of all the bills off of three grand a month, right? My rent was having- It's been high ticking? Yes, yes. My rent was having- This is like two years ago. My rent was like $1,600, right? And I had this view on money of like, don't spend it if you don't have it. That was the mindset flaw that I had. And so I had this big block around taking loans. I was looking at it and I'm like, dude, I'm not making what I need to make. And this is very clearly a skill thing. So I invested into Seventh Level. I invested $16,000 that I didn't even have. I took a loan on for it. Within six months, I was making over $10,000. And then another four months after that, I was consistently making over $20,000 a month from the skills I learned from investing into myself. But if I would have continued making the $3,000 a month decision, because that's why I was making $3,000 a month. It's because I was making a $3,000 a month decision. And I didn't get the help. Maybe I would have just hit my first $10,000 a month this year. Maybe. Who knows? right if i still had that mindset so like i had to make a different decision from the mindset mind frame that i've never done before so i want you to think about that too like just within your own life like things about you because i put that up when i'm objection handling too i always bring that up when i'm okay so think about that um any questions or any i know this is a little bit of a different call today no no this is good um no no questions no concerns well i think where we paused was um i was trying to figure out what is he taking action on i think when i brought it back i that's why i mentioned i was i went from hey what are you doing i actually fixed this and i brought it back after because he went a little bit deeper but yeah i just want to get your thoughts more on that like if i went enough on that or not yeah let's hear it so far the thing that i'm hearing missing is that we haven't asked him what exactly is going on in his situation that's making him want to transition that's what from what i'm hearing so far that's what's missing maybe a sticky note will help context on like why they need to make the transition before logistics around the transition because i think you're really good at getting the logistics around the transition of the jobs they've applied for what they've done but we get there a little too early before we have real reason and concrete reasons on why they need to fitness for example like i have a lot more leverage if i find out that this fat person they can barely go up to stairs because they're out of breath all the time they can't play out their kids they can't look themselves in the mirror and then I ask them what they've done I have much more leverage once I have this before I get into what they've done what workouts etc etc they've tried yeah yeah yes they can also game changer I still have a few on my desk right now and everyone seems to either ask for a requirement that you've worked in the background pulling exact tools that they need which I don't have access to because I have to be honest with you, I've not worked in a proper tech sales background. I've done sales on one end, I've done prospecting on one end, but I've not done them together. And I'm not backed by a tech company that specializes in tech sales or has a product to sell. Yeah, no, I hear that. That's been the review that I've received from a lot of hiring managers. They say you have the skill set, but you need something that backs it up. So let me understand the number. So you said that's the feedback you got with like a formal interview you're saying? Yeah, formal interviews. I've done a few informational coffee chats as well. Okay. And again, because it seems to be a competitive area to break into right now with regards to how the job market is. That's what redirected me to what you guys are doing because we have mentors that we can work with and they help you align your skill set to land a role in textiles. For sure. And you said you've done some informal coffee. How many minutes is it more than 515? I'll say probably 2020. Wow. Yeah. The common consensus was like, hey, you don't want any coffee chats. Holy fuck. That sounds draining. Right? So this is good, too. That's why I'm careful with the way I'm giving you feedback here because this is good information. that you're getting here it's just like why are you doing like and this is a good time you could still kind of turn like the call could be saved at any minute right you could still even right here turn it around and damn 20 coffee that's a lot of energy man like what's all this even for what has you even wanting to make this transition i think i think you said something about flatlining earlier i don't think i got full clarity because i'm hearing how hard you're working like there has to be something strong behind this like what to tell me a little more about the flatlining what What does that actually look like for you? Yeah. What are you, precision actually, precision. What are you seeing in your career that makes you feel like you're flatlining? Get concrete, get concrete. Because even what, I know I just said it, but even what does that look like is very vague. It's a very vague question versus what are you seeing precise, right? What is it about the day-to-day that makes you, that you just woke up and don't feel like doing it anymore? This is much more powerful stuff than, like we're not selling $150,000 SaaS product right here. We're selling a different life of him not flatlining in his career, him waking up and actually wanting to do what he does. That's what we're selling here. And so in order for us to sell effectively, we have to understand, well, why isn't he getting that right now? It's it's it now becomes an emotional decision of moving forward so I can get so I can stop flatlining so I can make more money so I can have these things. It becomes an emotional decision so I can have these things versus a logical decision of, well, does this company make sense for me? Or should I continue doing more research on other companies? Should I continue doing it by myself? Like it becomes a very logical conversation if we have a logical discovery. The decision becomes logical, too. It's all good, too. Like I'm seeing you implement the things that we're talking about, which is good. this is the key thing that we need to role play multiple times because i'm hearing like you you catch it and then we kind of have it and it's like slippery and then we lose it so let's role play that and i think this will give you some confidence to have a day full of calls oh no not today um monday's looking good though monday's pretty good uh so we want to role play which part the opening the discovery the discovery the problem awareness part of the discovery all right i'll just start with um all right so i guess um with all that being said nick um what actually you've uh called for today yeah i've been seeing um i've been seeing a couple different things about tech sales i've been seeing chris on tick tock so i thought i'd hop on see what you guys offer how it works yeah sure um and before we get into like all that cool stuff like logistically and uh what we actually do give a little bit more context like what are you uh currently doing right now yeah so So right now I work in high ticket sales and I'm looking to make a transition into tech sales. There's a bit of a delay. You said high ticket sales and what? Yeah, let me bring it closer. Right now I work in high ticket sales and I'm looking to make a transition into tech sales. Okay. Okay. I mean, what has you, you know, wanting to actually like make a change with high ticket sales? I actually came from that background. So I'm always curious whenever somebody wants to make the transition. Yeah, man. So I'm sure you understand it's the stability is like not there at all. have big months 30 40k 50k and then it won't always be like that so if i can have a career that's a lot more consistent then that'd be really simple okay and tell me more like what do you mean with like the stability like kind of remember what it's like when you have those higher months and slow months but like what does it actually look like for you yeah so i'll have big months like i said right i'll do maybe 40k in a month and then then like it's not always like that Gotcha. And I mean, you making like that kind of like just an income, what does that have to actually show up in your world? Like, I mean, it doesn't seem that bad. If I make 40 grand, you know, in one month, that can kind of last me for a while, right? But that's just me. Yeah, maybe part of it is I'm not the most financially responsible. So I'll go from eating at Nobu to eating at Burger King, figuratively, of course. But yeah, it's, that's the impact right there is that like, I can't consistently maintain the life that I want to. Got it. And I mean, I'm sure it's probably just you. Are you taking care of yourself? Or you got like a lady or anything, kids, things like that? Good. So this is going in a really good direction, right? Get a little more specific on what I'm making because I'm purposely being very vague. I'm being very vague of like, oh, dude, maybe like 30 or 40k. And then I just won't. So okay, let's get specific. Like last month. And this is because I'm giving you numbers. It's not everyone's going to be this open. I'm giving it to you though. so yeah if you're in shit i'm giving you an inch take it take a mile so okay so let's like just so i have like clarity and visibility let's actually look at it like last month how much did you make okay and then what about in february how much did you make february okay so right now it's we're about halfway into april how much have you made so far so you can actually see what the inconsistencies are like is it 5k and 30k and then 7k like two weeks into the month if i'm at four grand that's fucking problem especially by 30 last month so getting really specific and then continuing the direction you're taking because that was a good direction i wanted to cut you before we before we keep going that way but we can okay because that was good of like and is it just you taking care of is it you have a family what is it yeah right what are you what are you not able to do because of such highs and lows like and i gave you a smart ass answer too right i said i'll eat at no know yeah so but play into it like like dude being eating at a five-star restaurant and then like fast food is obviously not ideal right and i could tell you walk away joking with that but when we look at like the real day-to-day these inconsistencies what is that actually getting in the way vibe of the conversation is different now that's another thing i think is going to help you out is being able to create a space that like highlights their situation and actually makes the conversation uncomfortable like what i just did right there i slowed it down i dropped my tone and i have this like piercing look when i'm looking at you that's going to help too because at this point we've already had the laughs you know you related to me that you were in high ticket sales like we've already done that now yeah it's serious like who went for making 40 grand to five holy crap dude what is that getting in the way of and the direction you're going is it just you is it a family so let's continue let's continue from right there um but ask me the number of questions like i was saying let's keep going um all right man i mean how do you kind of like how would you okay about going from nobu to a fast food but like let's talk like specifics here what were you able to bring in for like let's say 2024. let's start there 2024 but across the year um like 200 200 that's good and i mean we're what a couple months into the new year walking through like what did last month look like for you yeah last month was i think like 7k 7k uh what do we have for this month i know we're into it but what are you into for uh for april like 3500 what's going on there is it like uh switching offers it's like a low lead quote what's going on then um good just don't feed answers good question um yeah it's the lead quality i'm talking to a lot of indians and africans so the lead quality and also just the lead flow in addition indians and africans i'm not talking to many people so my numbers are good my clothes are great and all that but like i'm just i'm not getting many swings at the bat right now okay dude pause this is fucking good this is good like this is what i mean this is why role plays are going to be this is really how we're going to get you right is role plays because I could see it in the moment and help you out so yeah you were on the right track right I made seven grand last month I'm on pace to make seven grand this month right I would have even wanted to know what January um January February and March yeah what January and February look like because if I was making seven to eight k then if you do the math that means I'm pacing 85 grand a year i made 200 last year though yeah pace 80 grand this year that's a problem right right and like sheesh i mean i'm not a mathematician here but it looks like you're pacing like 35 of what you did last year so that's not about right oh man has that had any like effects on you at all like making 35 40 less don't be scared to ask the number of questions bro it we're here to talk money especially if i'm giving it to you okay yeah okay so let's say i ask the money part and and then I go into, um, yeah. So, I mean, you know, made 200 grand last year, this, this, uh, this quarter or just a couple of months have been like fairly slow. I mean, I was like, is it just you right now that you're taking care of, or you got like a lady friend or like family, anything like that provided for it? It's just me and my girl. Okay. And I mean, you know, I got like a lady friend myself, so I know how, you know, those guys want to be, um, you having kind of that inconsistency like that instability how's that like what like showing up in your relationship i'm sure it's not probably affecting it that much right yeah i mean she's used to not paying bills and i pay all the bills and now she's kind of been having to chip in which is yeah it's i wouldn't say it's having direct effects on the relationship but i could definitely see how she's like not a fan of paying bills when she hasn't for all these years so we'll see how kind and i mean she's not not showing it though is that what you said she's not directly saying it but i could just see it in her yeah okay i mean okay let me pause there because now in my mind i'm like do i go deeper into that or do i kind of go on to okay he printed that like what is she seeing like deeper into that and yeah i'd continue going deeper into that if i'm given to okay okay so let's say i go deep into that like two three more questions from there do i go into like okay you obviously seem a competent person or no need for that or do i go into like um we'll get into all the tactical stuff like well where would you go from there or do i just not go into the solution phase because i have enough ammo i guess good question good question we don't we don't really have enough ammo right so we want to get context like every person's different everyone's situation is different so for this particular person people will tell you they'll tell themselves like i've told you right they'll tell themselves so you need to listen to the language that they decide to use because because that's gonna tell you where to direct it. So you asked me about the family thing, and I'm opening up. Like I'm telling you that I have a girl who's not used to paying bills, and now she's paying bills. I wanna understand more about that, because if I'm being this open about it, then that's obviously a pretty important part of why I would need to make this transition if I'm being this open about it. So I wanna understand what the girlfriend, did she have to pick up a job, and she usually doesn't work, or what does that look like, right? You said that you're reading it in her book. You actually seeing in her that makes you feel like she's not happy about it. Yeah. Does that make you feel as a man, like, seeing that you're able to provide this lifestyle and then now you're not like, how does that make you feel? not having this consistency and stability. And even like that question of the tactics are important, but how are you? That's an important question to add too. And again, creating space in the conversation, changing your tone if you're going to ask that. So dude, the tactics and stuff are important, but like, how are you? Like, how are you actually doing through all these inconsistencies? Important question. And this is, again, and this is only going to take a few minutes it's just because I keep stopping and giving you feedback but in a real conversation this is happening quick so this is only taken like maybe to get through this entire first part maybe like 12 to 15 minutes max maybe 20 so taken as long as like it feels like that's taking right now okay but then you can you just ask people straight up like how's that like actually make you feel yeah I will I will I'd be like do tactics from we're in like we're talking lot about everyone else right the job the lady the this the that yeah how are you though how do you like actually feel through all of this you don't need to ask it all jeremy minor like you you know like jeremy mine is like so what kind of effects does that have on you like yeah really though like you don't need to be a weirdo but you could still get the question out and it lands and it's genuine too right yeah um we'll pick it up from you mentioned uh the lady friend okay so yeah like nick you mentioned you're like you're seeing it or she's not directly saying it like what what have you actually like noticed in her body language not to be so conscious of what have you actually picked up on yeah so since since this started happening she's being a lot more short with me um she doesn't really want to to do much you know like it's not dire but i could see how it can turn into something dire uh if nothing changes and if this continues happening and i don't make like a consistent income every month okay and i mean has she had to like pick up a job or anything in the last couple of months or anything so this has happened or yeah man she has she had to go back into the work again i think part of it is like my poor financial management which is a different story for today but if I had more consistency even with the poor management like this wouldn't be a problem all right so let's like pause for a moment because I'm like you made 200 grand last year and then this year hasn't started off on the best foot your girls have to get a job she's showing signs she's again not directly saying things how's that making you feel it's like a man though like how what's gonna be your mind good good good um I would just ask like how how are you how are you actually feeling but that was good that was a good question and then i would give a real answer like if i was a prospect like if i was the person that i'm playing i would actually ask and i'd give you a real answer about feeling so that's that's good and this is what is like take one thing away from this conversation today it's context on why they want to make the transition that's okay and when we get that that opens up the doors to challenging them because Because like we could talk about how to challenge, but I don't want to give you too much to be in your brain if we haven't fully gotten the context to even be able to challenge them in the first place. Because that's the, okay, I'll say this. The main problem is that we're not challenging them. But the root of the problem is that we don't have context to challenge them. So if we only attack the problem and challenge them, but we don't attack the root of it, then your calls are going to go out. Okay. But okay, you're right. Because one takeaway at a time. Okay. Yeah. I don't got any other questions or anything. this has been super helpful as usual nick so i always appreciate that appreciate the sessions as always uh always learn something new man thank you nick of course what's good back again i hope you guys enjoyed that i hope you got a ton of value again watch this again make sure you were taking notes you were asking yourself what would i say in this scenario as we're role playing that's how you're going to make the most of this but if you got any value the link in my bio is to apply for my one-on-one mentorship i work very closely with every student exactly as i was with elijah there. So obviously my time is not infinite. So I only take on a very specific amount of people every month. So if you qualify, if you're on an offer, if you're already making some commissions and wanting to make more, click the link below, see if you qualify. I'll see you inside. If not, make sure you like comment and subscribe till the next one. Peace.

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Most reps think they have an objection problem, but in reality they have a shallow discovery problem. In this private coaching session with my student Elijah you will see how going deeper in discovery changes the entire call, why he went three for three on his next calls after this training, where he stayed on the surface, where he lost leverage, and how small shifts in questioning, tone, and leadership changed the frame. If your calls feel good but prospects still say they need to think about it this breakdown shows you why.

You’ll learn:

How to get past logical answers and uncover the real reasons someone needs to change

Questions that turn “flatlined career” and “inconsistent income” into real emotional leverage

When to stop being the friendly gym buddy and step into the trainer role on the call

How to slow the call down, create tension, and use silence without losing rapport

A step by step roleplay you can pause, answer yourself, and compare in real time

This is the same approach that has helped me close nearly 3 million dollars in high ticket deals in the last few years and stay in the top 1% of closers. If your calls stall at the decision point, if objections feel heavier than they should, or if strong leads keep slipping away, this video will show you what to change 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