How To Get ANY Prospect to Open Up to You - Full Discovery Training

Okay, so discovery is one of those things that if you get it, like truly understand it, you'll make so much money as a closer or high ticket coach. I thought I understood it. I mean, I've been in space now for three years. And after I fully materialized what it is that gets people to tick on a sales call and move forward and honestly pre sell themselves and basically close waiting before you pitch. Once I understood that I never hopped on another sales call the same. Okay, So on this video, what we're going to cover, we're going to redefine what discovery is. We're going to go through some common discovery mistakes that I used to go through a ton. My clients, when they first met me, go through a ton and I guarantee you have as well. We're going to compare outcome-based selling like the traditional methods. I'm sure you've seen them online versus the four W's, which is a process that I curated over time. And we're going to go through when and how to pre-handle objections and the best reframes to regain control and get deep. Okay. So why you should listen. I mean, like I said, I've been in the space now for three years. High ticket closing. On average, I'm closing anywhere from $10,000 a day. The offers that I usually sell on are anywhere from five all the way to $20,000. Million dollars in cash collected, 40% close rate maintained. I've closed for guys like Alex Eubank, worked with guys like Cole Gordon, ton of guys in the space. And right now I'm placing sales reps. I'm in the training seven figure sales teams. On average, the teams that I work with are doing anywhere from like 250 to 300K a month, Plus, and the average sales up that I work with collects anywhere from $100,000 to $150,000 a month in cash collected every single month on average, okay? So number one, we're going to redefine discovery. When you say the word discovery, there is a very important part in the name. It's called discover, okay? And the prospect says out loud what's true, not you. and you're going to very easily understand why this is important because right now a big problem right now in the space or just i mean even just in sales in general is that a lot of people believe that the word tracks that they say or the scripts that they follow dictates how the call goes but the honest truth is that the prospect's words what they're saying out of their mouth like saying what's true dictates where the call goes and doesn't go okay because once you get the prospect to articulate in their own voice where they are now where they need to be what's in the way and who they need to become depending on the reframes you're using depending on the inception sequences you're using to to like basically pre-sell them before you pitch like your closings become very easy okay because the biggest lie right now I mean, just in general in sales, is that like, like this gap selling thing where it's like, you know, the bridge between where they are now versus where they need to be is your program, right? And I thought the same way too. Like I genuinely thought the same way too, but the bridge is them, not the program, nothing else. Okay. Like that thing in the middle of them is the most important thing on the call, not their goals, not their current situation, them, who they are now and who they need to become. Okay. So that's why I comprise this like four W sequences for W method, because how can you ever change someone if you don't understand them? Think about that. That's why I created the four W's who they are, why they are, what they want and why they're not. We're going to cover them right now, but I want to go over some discovery mistakes that are super vital to understand. The very first one is starting on a weak frame. I'm going to lightly cover the frame that I use on my sales calls. I'm going to have a different video covering like the top frames to use. So, but the biggest thing is starting on a weak frame because if you rush your frame or the prospect doesn't fully understand what they're on the call for and what's going to happen, none of your questions are going to land and it's just going to be a complete nightmare. Not reframing early, which I'll show you how to reframe, how to take the torch back in your conversations again being too rigid looking into it's like being super locked into a script instead of reading the call like making the call feel like water fluid linear lack of leadership not challenging behavior not probing to get what you need or giving up like a lot of times there's so many opportunities where like a closer is so close i'll be reviewing a call like they're so close to getting what they want from the prospect and they just move on because like they're too afraid to keep on probing, which is also like a sign of lack of leadership. Pitching every prospect, that's a huge one, which is like going through your entire discovery and thinking that the person is ready to be pitched and thinking that it's either gonna be a one call close. Like sometimes guys, you have to do two call closes, but you're not pitching on the first call, right? Which I'll briefly explain in a bit. And then trying to get eureka moments, which is a huge learning lesson for me. Like thinking that like every outcome or every single thing that you're gonna get on the call has to be like this massive like like resurrection like this you don't need these massive moments to determine okay like i got the outcome i'm able to move on okay and the biggest thing obviously is just like like i said earlier thinking that your questions dictate where the call goes and doesn't go okay so part three is basically dissecting the difference between like the traditional way of selling and you know the upgrade which is the four w's okay outcome-based selling is good but it's not great okay the reason why I say that is like I used to sell very rigidly too like I used to have outcomes I used to do exploratory phase one current situation eliminate DIY objection desired state alignment phase success phase consequence like I used to do all these different things but what I noticed is that there is a degree of agenda that you're holding on the prospect and like when they can feel that energy that you're going through a certain process it's not going to make prospects feel safe at all like whatsoever and the whole reason why i came up with the four w's is that it focuses on identity over logistics over outcomes over just like certain things that you feel like you need to hit there's no fixed order because if you watch any of my sales calls, like I have like tons of sales calls. I closed 10,000 up front, 6,000 up front. You've seen them. Like I don't follow the same process every time. Like my process and my videos or my calls are very different each time. And it's because I allow myself to rely on probing. Like I'm comfortable in the moment being able to fully materialize what someone just said to me sit and what they're saying think about what i'm going to say next and what they said determines what i'm going to say next it's either going to be a probe into what they're doing or what they're saying which is either going to be like what's behind that or how do you mean or why is that important or if i have to i can always go back to a framework i always go back to a certain like contextualization or like set up a question i can always do that but i'm relying on probing instead of like okay flash forward 20 years from now what's the ultimate goal no okay so the four w's aren't a checklist you know you can hit these at any part of the call i do have my script open here and we're going to go into these right now so the very first thing like i said we have who they are why they are what they want and why they are not. Okay. So here's the very first thing. I'm going to just start off by just going over like a very simple frame that I use on my calls. That way, this just makes a little more sense because I just want to be very careful here and make sure that you understand that you don't have to do these things one at a time. Okay. Like you can understand what someone wants, which is like their goals or desires, and then consequence them to understand why they are not, and then get more deeper into who they are and then finally tie the knot with why they are not like there's no specific order there are sometimes calls where i start the call and i get pushback right away because the prospect is skeptical and i'm going straight into pre-handling objections like right away and in that like linear like in that i guess process i'm hitting all the other things that i'm getting because i'm able to probe and get certain things that i want okay so i'll show you that right now but before that let me just go through a very simple frame that i use like i said i'm I'm going to drop another video explaining like other frames to use, but this is one that I use. Okay. This works very well with fitness, very well with honestly most offers. If you have a setter fill out an application, if you have, or sorry, if you have a setter call someone to confirm information from the prospect, or if the prospect is filling out an application, then you know, you're going to be able to get these outcomes very, very easily. Okay. So the very first thing with the frame here, I'm just gonna do this very fast. So very first thing that I say is, Hey, John, can you see me? You say, yes. Awesome. Where are you calling from? Not always needed, but I always just ask just in case. Then I ask, great. You ready for the next 45 minutes to dive in and chat? Now notice that I'm not saying like, oh, like, are we still good? Or like, are we ready to go? No, like I'm literally leading. I'm going, like, I'm not, it's not necessarily assuming, but I'm basically leading the position. Like, okay, we're good for the next 45 minutes to dive in and chat. Yes. Great. If they're obviously not on the phone, if they're like walking around, if they're not looking at me, I'll literally just be like, okay, I'll wait for you to just settle in. And I literally just go on my phone and just wait for them. Okay. But again, that's for another video. That's, that's not, we're not talking about framing right now, but the framing that I have here is this. All right. So on this call, we're going to do two things. Number one, I just want to get like the boring stuff out of the way, like logistics and numbers, all that jazz. And then second thing, I want to get to know you more, right? I want to figure out what you want to build, what's working, what's not working. And then if everything aligns, everything makes sense, I'll show you how the process works and we'll get started. Sounds good. Now, again, that's a very strong frame because it's very rare that someone's going to like walk over you and like ask the questions that they want to ask right away. That's why I frame it this way, because it's like, okay, first we're going to get the numbers out of the way. Then I'm going to get to know you more. It's like in their brain, I'm saying it slow enough where it's like, okay, this is my call. Like we're taking it this way. Here's what we're doing. sounds good so with the who they are like I said um this is usually like the disposition of someone showing up to your call after they've spoken to a setter but if they haven't spoken to a setter that's totally okay like I have these questions here that usually a setter would ask this is basically the entire setting process um but the main important things here is like understanding who they are like are they fat are they broke are they depressed are they overweight like who are they okay again you can pause this at any time because these are very easy questions to ask like literally a monkey can ask these questions these are things that setters would ask because I want to show up to the call and have someone literally be like like if I'm selling like fitness for example like I'm gonna know okay like they're a plumber for 10 years they weigh 220 pounds they're trying to lose 30 pounds they have two kids they have a wife and they have back pain and it's also affecting the energy at work and they've been struggling with their weight for the last like five years that's who they are like that's literally who they are that's the that's the very bare bone numbers that i want to have because legit i go straight into why they are right after okay but let me just explain to you who they are at a glance that way we can move on and just keep this seamless but i'm going to be very like just a disclaimer here okay you're going to notice that a lot of these blend together like a lot of these blend together like a lot of these okay i would say why they are not is like maybe its own separate thing because it's like why they are not why they haven't got help sooner why they are why they haven't done more right but what they want why they are and who they are a lot of the times like i said when you rely on your probes you're able to get these things out okay but let's say someone already shows up to the call i understand that they're overweight i have the very logistical stuff the boring stuff that's why I framed it in the frame. Like we're going to get the boring stuff out of the way first because like, who cares? Like the numbers, the weights, the money they're making right now, like that stuff doesn't matter. Like a lot of closers, they get really hyper fixated on these things. Um, and it's like, dude, like who cares? Like, it doesn't matter. Like what matters is them, the identity, like the just understanding why they are not. Okay. So we'll move on from here but again to get to who they are at a bare understanding like if someone shows up to your call with no setter and like there's no application then the questions that we want to ask them are very simple we have a tangible problem question and a tangible experience question this is very standard work right because this is like someone shows up to the call let's say that you have no notes on them and it's like okay so what's the specific bottleneck or what's in the way right now that you need help with? Like, it's very straightforward. It's like, what do you need help with? Like, it's literally just another way of what you need help with. Like, as an example here, just, I'm not assuming what's the biggest bottleneck you're facing right now when it comes to losing weight, when it comes to investing in the U S okay. So it's a very tangible problem. And then before we move on, we want to ask, is there anything else? Gotcha. Like a lot of people say that's, I mean, that's pretty common. A lot of people say that as well. Is there anything else showing up or is that pretty much it no great cool then it's a tangible experience which here all we're asking is you were trying to understand the event or the situation the struggle that made them aware of the problem that made them realize they needed more help right so whether you ask this and i'll explain why it's important but the way that you ask this is like great so what have you noticed about the way that you're currently trying to lose weight what is what have you noticed about the way that you're currently trying to invest that's making it harder than it should be and making you feel like you could use more help now it's gonna really make someone reach into their brainstem and say okay yeah like I tried to lose weight in the last six months it didn't work or I reached out to a realtor and you know they weren't able to find me any properties because they were all overpriced or yeah my investment portfolio right now is not that good I've been trying to do this on my own for the last two years and I kind of plateaued, right? So you understand, like we have a tangible problem and a tangible experience because we can't help someone if we don't understand that, right? It's like a doctor, like no one's going to go onto your call and just like, like no one goes into a doctor's office and is like, oh, yeah, I just wanted to see what it was that you guys have. Because you're going to have guys that are going to show up and say, yeah, I just want to see what you guys have. okay so like we just i'm not assuming like like what's the biggest bottleneck that you're facing right now when it comes to this and then tangible experience okay the next thing is pro time and impact um i don't want to say too long on this because again this also bleeds into like what they want and why they are because with pro time impact it's a very simple trick to just be able to get deeper on something as an example like i'll just go through like the pro time impact here hold up all right boom so with probing again simply it's just asking like why or like what do you mean or like explain further like how do you mean like the probe is very simple okay then the next thing is identifying the time frame so like i said if we have someone coming on the call i know that they're a plumber if i know that they've been struggling with the weight it's because i've done to the probe time and impact before like the setter already did or the application already understood that but if i don't have this information then after i understand like okay what is that what is exactly what they mean like if they say that oh i've been struggling to lose weight okay like what do you mean specifically like what what about that is hard oh like you know i just don't know how to eat okay great tangible problem identify time frame which is just like the time probe time time now it's like gotcha so is that something that popped up recently or has that been something that's been there forever pretty self-explanatory if you say oh yeah it's been going on for a while okay probe again like how much time and then impact right it's very simple it's just like it's it's it bleeds into the why they are and what they want but like again this is a very simple framework if you don't know how to probe pti pti impact is gotcha so knowing that like you've been struggling to lose weight and with your diet for the last like six months how does that sit with you another way to ask it is gotcha so obviously these things affect people's businesses in different ways knowing that you haven't been able to cash flow in the last like three years and you haven't been able to source properties in the last like year and a half i guess how has that affected things like outside of your portfolio to be able to scale impact right it's just like more leverage i'm not going to go too deep into this right now because i'm going to definitely cover it and why they are okay because why they are is like why they are not sorry why they are is like why they are the way that they are like why are they just like why are they wired this way okay like someone that shows up for example fat it's not that they are like it's not that they just became fat like there was a why behind that like why did it get to this point like why like we'll let it get to this point what's behind that what happened like why like tell me why right so going back to the process like in the script right like again whether the person came on with no notes or they did come on the notes this is where the video is going to start making more sense this is where I start like my first initial question which is like the most powerful powerful probing question to use ever like I use it for every every script like every uh offer I close or every offer that I train trust me if you feel like it doesn't work it does you just have to be able to ask it a certain way so if someone comes on and they're a plumber and they're struggling to lose weight then the very first question that i asked to start this why they are sequence or just to understand why they are is i'm like this okay so with all the notes here that we have that john relayed to us or if if they if you got it from them it's like okay so with all the notes that we have here all the notes that we have here like everything that we just covered like where you're at in life how everything is right now how does this all sit with you there's a degree of care there's a degree of like holy fuck like what he just asked me how does this suit me like you have to be able to ask these questions like you're almost talking to like your parents like there's a degree of concern that you have over the person it's never like yeah so tell me like how does this all sit with you dude i like a lot of my students when they first join they try to like or a farm they try to be like me a little bit but it's like you're overdoing it like people don't respond that way like you have to be rooted like an oak tree okay the question here is how does this sit with you because very easily you'll be able to detect where the conversation goes and doesn't go if they're prideful and they'll be like yeah that's all right what do you mean it's all right why do you feel that do you believe that why they are like why why they are right if they say oh yeah no it's not good i hear you what's behind that and they're gonna uncover oh yeah like i just have a lot of back pain or like oh yeah like i'm just losing a lot of money right now what let it get to this point like what happened right there's a degree of care that you have to have over these people that's why like in the why they are i have potential probes because this isn't like set in stone like you can ask these questions in different ways all right like i do have a framework i do have a process that i used to follow like there's a ton of sales trainings that i've taken in the past and like there's a ton of ways to get these different things but it's too rigid because you can't predict a call is going to go out the way you want it to go that's why prospects give you pushback right so you have to be more comfortable being in the moment okay so once we understand why they are which is just like literally just probing like it's legit just probing because when you probe you're able to understand like the why or like the like the what behind that right you know what i mean so moving on to the what they want this is like goals right if you've ever been trained before it's like okay this is like the desired state this is like the the outcome of like how they feel in the desired world like what's the ideal scenario like how much money you know what i mean so there are different ways to get to the goal like very different ways um i swear i've said this like so many times on this call on this video already but it's like i allow myself to get there when i get there okay like sometimes there are verbal cues that the prospect says like out loud that allows me to probe like I can legit ask someone why is that important and I'll understand their goal like right away I will and then I can probe more into it and I'll understand how to get really deep on the goal and like understand like why it's important to them and stuff like that to sure create this gap but again I want you to understand like you don't need these eureka moments like I want to invite you to watch the calls that I've taken in the past and understand that yo like my calls are very different sometimes I might ask the same questions but it's because I get there because the prospect get me sick gets me there okay so I'm going to show you the ways to get the goal there is a traditional way sorry there's a traditional way and then there's a contrast move so the traditional way is like oh my gosh it's so it's so gross I mean sometimes I have to ask this question because sometimes like i'm like lost in a call like i don't have anything else to say so i have to think of it like like the trained way like the sleeper agent right i have to say okay so the traditional way is like okay so i mean tell me like flash forward 20 years from now what's the ultimate goal here okay so that's the traditional way but it's it's it's gross because like why would you say that in the conversation when it can just come up naturally like when you ask a question like that it becomes very like like uh why is that important like they're here to get a solution right so the contrast move that i do here which is super super important i'll show you here which in the what they want again like this is the hero probing sequence but i'm not like i'm not going to show that right now because that's like the upgraded way like you can there's so many ways to do it but a very easy way that i get the goals like very fast is when i'm probing into someone's scenarios let's say earlier when i asked i'm like okay like how does this sit with you gotcha like like what about that is not good like what about it specifically what else how does that feel where else is it showing up why did it get to this point how does your wife feel where else where else is it showing up work like what does your work look like your diet what does that look like like even in a fitness offer you can literally ask them what their bank account looks like like if they're saying yeah like i'm not good like i'm very undisciplined with my health where else is that showing up how your finances look like like if you looked at your bank account right now are you satisfied with that as well but again i'm not going to go off on a tangent here because i want to show you the contrast move like how do you contrast to get someone's goal the killer question that i ask someone which is potential consequences is this what you deserve it's so stupid like it's so stupid because it's so simple it's like you ask someone like you're asking someone why why why like different ways of saying why and then you just hit them with is this what you deserve because you have to understand like sometimes when prospects are giving you answers and they're telling you things about themselves and they're telling you about the problem it's like you can almost sense in their voice where it's like they're not they're not admitting the guilt and they're not like super vulnerable if need help so it's very easy to ask a question is this what you deserve now again for if it's more b2b obviously you can ask is this what your business deserves like how does this make you feel but the contrast move to get the goal is the opposite of what we just asked so if we just ask them what is it that you deserve then the next question is what do you deserve right if we ask someone how does this make you feel and they say bad how do you want to feel what do you want what do they want what they want it's so simple and you don't need the eureka moment because they'll tell you like if someone wants to get out of the nine to five they'll tell you they want to spend they want to spend more time okay then you can ask more what they want like why like why they are questions like why is that important like why how come like again it's so important to understand that the whole point of what i'm teaching you is just you got to get better at probing that's why it's called skilled questions because a framework is a framework but a skilled questions is a question that you come up with in the moment so again if i hit someone with the is this what you deserve and then the next thing i ask is what do you deserve they're gonna tell me they're gonna tell me okay and if they don't then again i have the hero probing sequence to go even deeper sometimes it does get people to tell you what they want like right away when you ask them what they deserve and you're like why is that important how long have you wanted that for what does that look like what do you feel like you're able to not able to do now that you want to be able to do how long have you felt like you haven't been able to do those things so you see i'm like i'm jumping but it's because i'm natural right so the hero probing sequence is very simple here um this is again like if you're seriously stuck and like you can't get someone to get you to the goal or maybe you want to lead with this because sometimes this can also be very powerful because what this does it like it signals to the person like holy crap this person's listening to me like i respect them like i'm gonna pour into them that's what they're thinking so the way that you ask this is very simple you want to do a pattern interrupt step one pattern interrupt where it's like okay i just want to take a time out for a second just a quick pause here i just want to honor and respect what you're saying i can tell this is important to you but i guess even now what has you bearing all this weight for like wow like the person is going to feel seen it's like i get what you're saying i want to honor and respect what you're saying i see you the one thing that doesn't make sense to me like what has you bearing all this weight whether it's a father or mother or brother or sister they're gonna feel like holy this guy sees me like he sees that i'm burying this if someone wants to just make more money like if someone wants to just like get rich if they want to lose more weight it's like i mean dude like why are you shouldering all this responsibility for what has he bearing all this weight for it's almost like another way of like dude like why even bother right so it's very different from like okay so let's just like flash forward here you know you know john always says it's so so important to us to get the north star you know right so move on um that's what they want and then obviously whatever they tell you you can always probe into it like what's behind that why how long have you wanted that like when was the last time you're able to do this right so that is what they want um now i'm actually gonna jump ahead of here before we we go into why they are not which is the pre-handling i'm going to jump ahead here and go into some reframes when someone just says like they just want to make more money because sometimes you're going to have guys and girls that are going to be like so like vague about what they want even if you ask the best way it's still going to happen right because calls are never the same okay they dictate where the call goes and doesn't go if someone says they just want to make more money then a very simple question that you ask is like yeah i hear you like but what's behind that so simple the heck hi there what's behind that right a very very simple thing is what's behind that and if that doesn't budge then you just say look like there's only so many Birkin bags you can buy for the family why is making more money so important right now if they don't budge at that point then you can use tactical uh vulnerability which is literally just like yeah like I hear you like I remember when I first started I wanted to make more money or when I first started I wanted to lose more weight the biggest thing for me was that I wanted to set an example for my kids, right? And, you know, John always says that it's super important for us to understand these things, because these are ultimately the goals that we're going to hit. That being said for you, why is this important? There's going to be more reframes out there that I'm going to give you to get more deep. And that's like later in this video, because like I have, you know, there's just so many other reframes that I want to go into, but I'm not going to go into that right now. But if someone said they just want to make more time, or I just want to do this, or just want to do that, it's not just money and time. Like it's, can be i just want that or i just want to look better i just want to okay but like why like i hear you like what are you looking to do all extra time like who are you gonna be spending with okay so that's super important um one thing that i'll say here is especially when it comes down to like the reframes um i want to to show you one more reframe when it for the goals right like if you get a prospect that says like oh like i uh i don't know why i asked this question why does it matter right there's really two reframes that you can use here you can screenshot these but it's like you know i'll just show one of them where it's like you know our most successful clients when they first started the reason why they got to where they are now is because they are super hyper aware of where they are now and where they want to go okay because if you want to start somewhere if you want to start a journey somewhere if you're like starting somewhere and you're one or two degrees off you're going to end up in a completely different spot right that's the last thing i want to do for you that being said next question that being said why is this important when you're doing your reframes notice how i don't have like a tie down or like a question to ask after these is because when you're doing your reframes, you just want to say it and then move on. Like you don't, you're not asking for permission. That's why I'm saying like a big mistake in discovery is lack of leadership because you want to be able to just say the reframe and move on, especially if you're closing as well, which is going to happen in a different video, but I'm not going to go deep into that. Okay. Um, this is another one you can look at again, closed off with a reframe. I'm not going to go into right now, but you know, you can just look at this. Yeah. There's a ton of reframes here i'm not gonna go through all of them obviously um but let's move on so that is what they want the why they are not this is exactly where you pre-handle every objection before it's an objection and this is usually where you like actually get the person to like close themselves or literally like get sold before they even buy the program or buy the service whatever it is and you know there's a few things you want to look for when it actually comes to starting the sequence um the biggest thing i'm going to do here like i'm there's going to be a different video i'm going to cover like all the pre-handles objections because this video would be like three hours long if i did that right i'm just going to show you exactly what to look for and how to start it why it's important why you need to do it okay because the move here is to make them realize the consequences of inaction that's all it is at a high level like what we're looking for is like i'm not sure if you caught this earlier in this video but it's like sometimes i might even start pre-handling objections in the beginning and then i'm able to get the who they are why they are what they want like in the same time because again i'm allowing myself to probe um the inception sequence and again i'll cover this in in the next video but just to give you like a high level overview this is basically what the inception sequence look like and there's a lot of like things that you can do to pre-handle and different ways to get them to do uncertainty but the whole point here is to get them to understand that like they're stuck not because of money not because of time not because of whatever excuse they come up with it's because of fear okay because the biggest thing here like a big mistake that people think is that oh yeah the reason why someone hasn't bought in the past or hasn't or sorry hasn't gotten results in the past is because they said money and time so then you might hear guys say like oh like is that the symptom of the problem or the problem like but if you try to like i get frustrated because like if you try to pre-handle objections and you pre-handle those and you don't go a layer beneath which is the fear which is the actual root great but even then when people say do you feel like that's a problem or the symptom of the problem and then they get them to admit that it's not the problem and that's like it's it's a symptom of the problem the problem is that they don't have money or they don't have time so they have to get resourceful and then they ask them like okay we'll prevent that you from getting resourceful but it's like you're not getting them to admit that it's fear and i'll cover how to do that on the next video um because once you get them to understand like they've been stuck because of fear because they haven't like checked themselves into the hospital to get the help they've been prideful or they've just been scared to do that that's what's keeping them stuck and i have like a ton of you know things there so with why they are not you know like i said the things that you want to look for is either whenever someone says things like oh yeah like i just haven't been able to do this because of like time or haven't been able to do this because of money like if it naturally comes up like if it naturally comes up in the conversation you hit it if it doesn't there are ways to go to that which is simply just by asking people like okay like what do you have in place for this what do you have in place for that they're going to say nothing and then you're literally just like okay um i mean if you haven't had any thoughts to put these things in place in the past like what's prevented us from doing that right something like that but again we're not going to cover it fully now so before i go into like the reframes that you want to use in discovery because there's a few just like reframes that you want to have because again, the biggest mistake as well in discovery is like not taking back controlled call or when you're not creating a good enough frame to be able to go deep. And that's why you get prospects to give you pushback. So there's a few reframes here. But before we do that, just to recap here, the four Ws are not a checklist, okay? They're lenses. And when you realize that, yes, there are certain outcomes you wanna hit on a call. Yes, there are certain sales channels that teach, okay, first we wanna do concurrent situation. then you want to do goals then you want to consequence and you want to do doubt then you want to get their diy objection eliminated then you want to look it's just you need to be more comfortable being uncomfortable okay sales is not easy and if you want prospects to really feel your energy and be like damn this guy is asking really good questions like they're really pouring into you it's because the conversation feels natural okay like you want prospects to feel honest you want prospects that feel safe right but if you're too rigid if you're too scripted you're not going to get there so again think about this when someone's on the call do you understand who they are do you understand their problem like do you understand the actual problem the experience that led them to have the problem do you understand the things that come along with that like do you understand the time that's come along with that do you understand if they're black if they're white if they have a kid if they're married if they have a job how long working for who they are not their identity who they are okay who they are just who they are but even then who they are now doesn't dictate who they need to be so focusing on that so much doesn't really matter that's why i don't really go through all my calls because i let the setter do it and i just recap the notes and i ask is there anything else you want to add no great so in terms of the process sorry in terms of all the notes here that we have we're at in life just looking around you how does this all sit with you okay then the why they are is just understanding really it's just understanding the the what's behind like the why behind the what and honestly with why they are it doesn't have to be like just why why why it's like also just the things that are behind why they are who they are why they are fat we'll let it get to this point what led them to do a certain way why have they like you know what i'm saying and then you know the what they want can come very naturally in the conversation in all honesty like if i have someone tell me what they want whether it's more time or more thing usually i'll only ask why is that important i'll rarely ask how that'll make them feel like you don't need to i you don't need the eureka moments just throw that garbage out so again the biggest thing that we have to focus on is identity because the bridge that we're helping them get across from who they are now versus who they need be is then when they're closed off and they're like oh like you know you can just tell that their sense like you can sense their energy you can sense that like they're either like annoyed at you or you can tell their answers are super vague or you can just or they verbally said it right oh like why are you asking these questions again very simple here you want to challenge the prospect you want to be a leader right they need someone to hold them accountable because they haven't. Before I talk about the reframe, it's super important to understand the reason why I said leadership is so important, not challenging prospects is a huge mistake, is because the reason why someone's broke, the reason why someone's fat, the reason why someone's even on the call is because they've probably never had a conversation like the one you're about to have with them. Think about that. Why are people in America so fat? Like, why is there such a huge population of obesity why is because there's a lack of looking at someone in the eyes and being like dude you have to change man but the fat person knows they have to change if someone tries to do something and they fail it's not that they just give up right away it's just that when they look around at their circle and their friends and their family usually the first thing that happens is they get someone to go look at them and be like it's okay i love you anyways that's why they're stuck so it's okay to get pushback on a call you need to expect you need to anticipate it dude think about it put themselves put yourself in their shoes like if you've been overweight or if you've been broke your entire life and you're just getting on a call the last thing you want to have is someone tell you what you need to hear like it's a very simple principle even even in the book um like how to win friends and influence people like the biggest thing is that like people need to be of the opinion that they need to change but because they haven't had like someone actually incite that feeling or incite that opinion they spend their entire lives just like in deceit like just not taking action okay so you need to be able to lead prospects better and how you do that when someone's closed off with you is very simple you want to do a pattern interrupt because they're not they're not anticipating this they're anticipating to walk over you and get upset and like you just start pitching them and because human beings are always comfortable and i'm going to explain that in the next video the next video is going to be a banger okay um so as far as like how to do it pattern interrupt be like hold on just take a time out for a second i can sense that you're closed off for the conversation that we're having right now what's going on dude they're gonna be shooketh like they're gonna be like they're not gonna they're not even gonna they're not even gonna anticipate that like but again you should expect them to push back even more you should expect them to get maybe a little more irritated if they don't great but what you're doing there is basically breaking the third wall you're basically trying to like grab them and be like dude like what's going on ignoring that feeling and continuing the conversation is worse because you're just like reinforcing the way that they feel but if you confront it and you're like hey man like i'm here there's nothing to be afraid of i'm not afraid of you you shouldn't be afraid of me right so when you ask them okay like what's behind this what's going on and they're gonna either say oh like i'm i've had this conversation before like oh like i just don't understand these questions or then it's like then you just acknowledge you agree with them because like i said you want to anticipate these things so it's like got it i understand like i'm fully with you like fully why do you feel like we're having this conversation today which we can go into either of these reflections or sorry these reframes okay so that's how you basically do do the very first thing when you want to just like go through the fourth wall and then when you want to go deeper reframe expectations or if you want to like I said these are some very easy four-part reframes to go here so the very first reframe number one is the condition of the mind so with the condition of the mind what's so important here is that like this is used when typically you're about to ask like a very personal question or or like you can sense that they might give you pushback and you just want to like really build a solid frame that way they can't break it and they can kind of see why you're asking a question it's just a form of contextualization okay so the way that you do that is you just like do like a little pattern interrupt it's like by the way like can i uh like just put you on a little secret here like can i just tell you a little secret. Why do you think we get the results that we get here? Put the ball in their court. They answer. They're not gonna be able to say. They're gonna say something random. And then you can be like, yeah, that's half of it. Here's what it is. When people come to us and the results that they get, none of these things are contingent on the condition of someone's bank account, the condition of someone's physique, the condition of someone's diet, whatever the offer is, right? Condition of someone's investment portfolio, condition of their health, condition of their diet, condition of their bank account condition of their career just make a bunch of conditions up that are like material to whatever your offer is try to guess what it is about like what condition is it they're not gonna be able to say so you see like it's the condition of the mind because the biggest thing here they have to understand is that like albert einstein himself didn't have to come down and like write a mathematical equation to like get these people results like there was just a degree of reflection that they had to have to understand that the only thing keeping them in the way was himself and that's why we're having this conversation today and the reason why i'm sharing this with you is because i want to get very very deep on this call so you can end the you can end the reframe there and you can kind of go into like the hyper awareness part which is like you know a trait that all of our clients have it's self-awareness right they know exactly where they want to go they know exactly where they are now and what are the things that are keep them from getting there and that's what we're going to do on today's call so it's just like a good frame to have you can either use that when you want like you're getting pushback or you just want to build a solid frame another good reframe that i like to use is blood from a stone this is kind of like to pad their ego or to like make them feel good to make them essentially like just you're you're just padding their ego and like you're you're basically reinforcing good behavior positive reinforcement that way they continue doing the good thing and the reinforcement the, the, the positive thing that you're reinforcing is like them being vulnerable or them being open. And even if they're not, like, if you just say this in the beginning of the call at some point, they're just going to now, like, you've, you've gave them a good name. You've gave, you gave the dog a good name. It's a principle in the book that showed you. And they're going to want to sit congruent to that because human beings want to be congruent more on that in the next video. But for the reframe here, um, this is the blood from a stone reframe. So what I do is like, I say this and like, by the way, look, I can really appreciate like how open you're being right now self-awareness is the hardest part um and to be honest like some of these conversations with other people it's like trying to draw blood from stone all right so you're making my job so much easier and i just want to say i appreciate that next question okay that's reframe number two reframe number three is success without failure okay this is a big one these two are mainly for like people that again you either want to build a solid frame or you're getting pushed back. Again, reframes can be used for any scenario. Success without failure is used when you can kind of feel the conversation going in circles a little bit. And you really want to get to like the point of like the consequence. Cause sometimes you also want to like ask someone like what happens if we don't change or like, what do we have to put behind you to make sure you move forward? Like there are certain things that you want to ask. This is a really good question or a really good reframe to use. So the success without failure one goes like this. It's like, okay, just take it to a quick pause here for a quick pause here for a second. Do you know the biggest reason why people don't succeed in life? it's because they consider success without failure. Like it's very easy to talk out loud what people want, like the life that they deserve, what it looks like, how it feels like, but it's very hard to explore the other side of the coin. Okay, which is exactly what failure looks like. Because not many people reflect that deeply, because their brain doesn't want to go there, because it's uncomfortable, they never envision themselves at the end state of the consequences of their inaction which is why why you have a lot of people who are comfortable if they truly envision themselves like the what if a lot of people would be doing a lot more would you agree that's why some people wait until they hit rock bottom to make a change and because i care about you we're going to explore both sides so that's the first one and then the lack of reflection is basically like a it's a very similar one to this one um this one's more geared towards people that are either being stubborn and people that are like just truthfully like they just need a wake-up call right so usually what i say here is like why do you feel like i'm asking these questions i mean from what i've seen i've taken thousands of calls we've helped thousands of people the reason why we see people end up in this position is because they don't think deeply enough about the decisions that they make perfect example like the guy that does meth on the street he didn't think deeply enough the moment that he pulled up the crack pipe or whatever that's why he's on the side of the street that's the reason why we find ourselves in the position that we are in today because we didn't reflect deeply enough back then. The change that's been delayed up until this point needs to be addressed. If I didn't care about you, we wouldn't have this conversation. So if we continue to push off reflection, where are we going to end up? Something very simple as that. If you've gone this far, there's some resources down below. If you're looking to work with me one-on-one, there's a link in the description. The next video, we're going to be covering pre-handling objections. So I'll see you on the next one and let me know what offer you're selling on in the comments. Take care.

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how to get any prospect to open up to you (High Ticket Sales Strategy)

In this video I reveal the new way to close sales calls in one call using a proven high ticket sales strategy. You’ll learn how to lead sales calls, and probe deep into prospects pains and goals, reframe resistance, take control of the conversation, and close deals without sounding pushy or desperate. If you’re in sales and want to master Discovery on your sales calls once and for all, this is the playbook you need.

this video also covers: sales, high ticket sales, sales call breakdown, objection handling, live sales training, sales psychology, closing deals, sales call example, high ticket closing, sales script, sales strategy, real sales call, 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, high ticket sales closing, live sales call, live high ticket sales call