Stop Losing High Ticket Sales to the "Broke" Objection | Discovery

How long have you been doing this? For about two years. Two years? And you're thinking about getting an AI employee, even though you've never closed a client in two years. You'll just happen to have an AI employee that can handle all your loads of clients that are going to come out of thin air? I mean, the way you put it, it's a little bit ridiculous. I just had a question in terms of, you know, in the last session we discussed that maybe I should be charging quite a lot for what we discussed. And given the fact that most of them can afford it because they don't have clients yet or have very few clients, I was thinking maybe reducing the amount of time from three months to one month and then having it as a small group. With a different price? Yeah. So like $1,500. Why don't you just find people that can afford it? That has been a challenge. Yeah, maybe now with the script. But I think what is in the pitch right now, it's probably three months is too long for it. Yeah, just do two calls in a couple weeks. Okay. And I think you said charge $5,000 for that, right? I would. Yeah. Yeah. Okay. I'm going to give it a try. Maybe now with the pitch, it would be a lot more enticing. What do you believe it's not going to work? It's just been my experience that, you know, they are so, I mean, they just don't want to pay. This is having said that I have people that haven't got clients and they've invested, but it's a matter of finding those. And maybe with the understanding of the script, maybe I can get them to there if you know what I mean. Yeah. So let me experiment. You're, you're, um, like, here's the thing. If you're, you're going to get an experience if you have the wrong sales process and you have a bad offer, you're going to get an experience of, I don't have the money and you're just going to color your world and you're going to think that everybody doesn't have money and it's going to start to infect your thinking. Yeah. Well, when you have an offer that people want and you have an offer that makes all of a sudden the same person that had no money just found a bank account randomly with yeah you know they just liquidated their roth ira you know their their 401k or something they just all of a sudden money just appeared because of the right offer came across the table so it's not they don't have enough money unless you get their bank accounts like again unless you yeah i want to see all your cards on the table if that's the actual truth and you really want this that's the only thing that could be is money well in that case then it's the market but and that's why what i like i have more data than you yeah yeah i actually have gotten like on calls and i'm actually opening up their wallets and they actually don't have any money yeah yeah right but i still am making more money Because I'm like, I'll take whatever, 400, 500 bucks down. Cool. Because I know my offer works. You'll make money and you'll pay it back. Yeah. A lot of people have paid everything up in full after they worked with me. Yeah. They got the money. Yeah. So who cares? Split it up. So here, role play it with me. I want you to give me a case, the exact person you're thinking of right now. Role play what she said. All right. So it's going to be two calls. It's going to be five grand. Okay. Okay. Right now, I just don't have the money. I'm actually cleaning houses. I've got kids. So the money aside, the most important question is how do you feel about this process? Do you still feel like this is what you need to get you to $12,000 a month, which is your goal? Yes. Why? um that uh at this stage she also said look uh i should say that when i get the money you're not the top priority because i've already uh went on a five-day challenge with somebody and they had ai and she's under the impression that the ai is gonna create everything for her okay so it's your offer right you can't make her more certain in your offer so okay i'll keep trying but um so okay that aside is this what you want to do is this the most important thing if you had the money right now is this what you would do right now right no okay got it well let's talk about that because that's the objection i don't think this is what i need and i don't think this is what will help me help me right right right yeah so it's an offer thing they will find the money they will get the credit they will do what they got to do to get in yeah yeah yeah okay amazing thank you so do you don't don't misdiagnose the issue. So she thinks this AI thing, you got to, so that was in the, in the solution section of the pitch or in the script. You didn't, you didn't check that box. I can guarantee it. I did. Um, but she didn't tell me, I said, what have you tried? Uh, she, I can't remember off the top of my head. This didn't come up then. So let me ask you, let me try it. So what have you tried to solve this issue uh i've done a few free things okay what are those things yeah i didn't ask that yeah i didn't ask at the at the time what what were those things yeah well let's keep going what are those things what did you try okay uh i i tried a couple of free challenges okay how'd it go uh one of them was really good um uh they're also based in netherlands um there's two guys question real quick good as in like uh it was entertaining or good as it solved your problem forever uh it it um i don't know but uh they're using a lot of ai and it seemed the So the question is, is it good that they were entertaining or that it was it solved your problem forever? I got a few things really sorted out. Did it solve the problem? No, because. Why do you feel like that the the challenge and this and that and the other thing didn't solve your problem forever? Why do you feel like it's still not working? Well, because it was only a free five day challenge and it would be long enough to address the full thing. Got it. So what do you feel like you need to for certain solve this problem forever? I need to really go for proper support. What does that look like to you? So I need to make the money to be able to pay for the for support. No, no, that's not the question. Again, you're not answering the question. I would pause. When I ask a question, can you answer it, please? I would say that to the prospect. Okay. Okay. Thank you. So you train them, train them to talk properly to you. Yeah. All right. Thank you. Why? So what was the question that I asked? Why is that important for you? No, it was what kind of solution do you need? So what do you feel like you need to solve this problem? So I need a solution that has AI because when I do this challenge. There we go. That's the belief. You should have shifted the belief in the discovery. I need a solution that involves AI. Got it. Why do you feel so strongly that you need a solution that involves AI? Because when I did this challenge, it sounded as if the AI thing was going to be an employee and basically do everything for me. So I didn't need to get my hands dirty at all. Why do you want to avoid that? Because I just want to concentrate on coaching and not everything else related to business. Gotcha. And how much money is your business doing right now? Zero. Have you ever closed a client? No. Gotcha. And you've never closed a client, but you want to outsource it this early on? Yeah, I'm thinking about the future. What's the future? When I do get clients. And how long have you been doing this? For about two years. Two years? Mm-hmm. and you're thinking about getting an ai employee even though you've never closed a client in two years okay yeah i'm just thinking when i get loads of clients instead of you'll just happen to have an ai employee that could handle all your loads of clients that are going to come out of thin air yeah like you're saying yeah like you that's your plan or like yeah like i agree what is it what are your thoughts yeah i mean it's not the way you put it it's a little bit ridiculous um Why do you think it's ridiculous? Because I don't even have clients yet, and I'm thinking about outsourcing stuff. Okay. So what do you actually feel like you need? Getting clients, something that helps me get clients. So like in what time period? In another two years? Or fast? Fast. Got it. So you want a way to get clients fast? Yes. Gotcha. Well, guess what? Your offer is perfect for that. Yeah. So she had a belief. She got hypnotized by another guru that she needs AI. And that's because that's what you do in a solution. You basically make people, you throw rocks at every other solution. And then what happens is someone's mind is like, I need AI to make money. and then they become clones because they got fucking programmed by a marketer who understands human the human mind and we're in we're in a war of the minds that's what we're in and when you get on sales calls your entire job is to undo that hypnotism yeah yeah that's what you're doing you're you're waking them up a little bit yes yeah and uh you kept her asleep yeah now she's gonna be running around looking for an AI bot to go fucking. Yeah, it's ridiculous. Yeah, stupid. Yeah. So guys, if you so you need to go through the sales section of the course again, and you need to go through it in full to the end of the video. Yeah, because I explain exactly why we have the notes, how to write the notes, how to check the boxes, how to follow the script, how to follow the pitch, how to tie them down. You need sales training. You need. Yes. Yes. I I do. I agree. But this has been really helpful. Thank you. Excellent. So go back through the sales section. Don't change your shit. Follow it exactly as is. It's too scientific for you to go off into Pluto and do it your own way. Yeah. Okay. Not sure. Amazing. Thank you. Cool. All right. So that's everything is handled in the discovery. And the discovery is in the DMs and it's in the fucking call. but you can ask questions before you drop the the price they will answer anything you want after you drop the price that's when they'll close up so you ain't gonna be objection handling them to death unless you're really really good at objection handling and objection is pretty hard yeah yeah i don't like objection handling if i missed if i miss it in the in the discovery and i get the objection i'm like ah shit i missed it all right bye talk to you later go back through my funnel and see see if we could talk again later yeah

⏱ CHAPTERS:
00:00 The $1,500 Mistake: Cutting Your Own Offer to Survive
00:53 "Just Find People Who Can Afford It"
01:43 How a Bad Offer Programs You to Hear "No Money" Everywhere
02:35 Why I Take $400 Down Instead of Chasing Full Pay
03:25 Role Play: "I'm Cleaning Houses, I've Got Kids"
04:07 The Real Objection: "AI Is Going to Do It All for Me"
04:55 Don't Misdiagnose the Issue
05:37 The Discovery Question She Never Asked
08:22 Zero Clients in 2 Years, But She Wants an AI Employee
10:11 The War of the Minds: Undoing the Guru Hypnotism
11:28 Why Objection Handling Is Your Last Resort

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