If Prospects Keep Saying They'll Think About It, Ask This Instead — Transcript

Full transcript

1. 0:00I see you in there.
2. 0:01I'll read it to you. Ready?
3. 0:02>> Yeah. Yeah, yeah.
4. 0:04>> Okay, I sell five key consulting
5. 0:05packages and I swear half my calls end
6. 0:07with let me think about it.
7. 0:09They ghost after that. Every one of
8. 0:11those is a mortgage payment walking out
9. 0:13the door. That is tough.
10. 0:15Um, what do I actually say in that
11. 0:16moment to keep the deal alive?
12. 0:19>> [snorts]
13. 0:27>> It's interesting.
14. 0:29I mean, the first thought I have is that
15. 0:30the pain is not high enough in the sale
16. 0:33if they continue say let me think about
17. 0:35it. It's like what do you have to think
18. 0:36about?
19. 0:37I mean, I remember we used to Man, it's
20. 0:39been a minute.
21. 0:40>> It has been a minute.
22. 0:41>> [snorts]
23. 0:41>> I was in sales before I met Alex.
24. 0:44>> Layla was the top So, let me let me let
25. 0:45me gas Layla for a second. Layla was the
26. 0:47number one Layla was the number one
27. 0:50sales rep for 24 hour for Orange County
28. 0:55um, when I met her and so you're off the
29. 0:57camera. You got to get on the camera.
30. 0:58There you
31. 0:58>> You can't see anything.
32. 0:59>> All right.
33. 1:00Um, and when I met her, she told me that
34. 1:03and I was like, "Oh my god, we can make
35. 1:04so much money together if that's true."
36. 1:05And it was and we made a lot of money
37. 1:07together and here we are. Um, but back
38. 1:08to you. They say let me think about it.
39. 1:11What do you say?
40. 1:12>> sounds like an objection overcome
41. 1:13problem, but ideally you don't have
42. 1:15objections because you set the sale.
43. 1:16There's so many things in this.
44. 1:17>> know.
45. 1:19>> So, ideally you've
46. 1:22portrayed I mean, I haven't explained
47. 1:23sales in a while.
48. 1:24>> Here, I'll I'll take a crack. I'll take
49. 1:26a crack. I'll take a crack at it.
50. 1:27>> cuz it's
51. 1:28a lot.
52. 1:28>> So, there's two elements that that feed
53. 1:30into the sales motion. You've got
54. 1:32qualification, you've got education. So,
55. 1:34qualification's making sure that you're
56. 1:35talking to the right people. Now, if you
57. 1:37get let me think about it and the people
58. 1:39are not qualified, then it is a waste of
59. 1:40your time and I agree.
60. 1:42And you should let them go and not feel
61. 1:43bad about it. If the correct avatars, as
62. 1:46in people who have the money to spend,
63. 1:48they have the need, they have the
64. 1:49authority to make the purchase and now's
65. 1:50a good time, BANT budget, authority,
66. 1:51need, timing. If they meet BANT
67. 1:53criteria, budget, authority, need,
68. 1:55timing for those of you guys who are
69. 1:55writing it down.
70. 1:57Um, if they meet that, then it's an
71. 1:58education issue, which means that we
72. 2:00probably need to add more friction
73. 2:02prior to them having the conversation
74. 2:04with you, so that they are more likely
75. 2:06to buy. Now, what Leila alluded to
76. 2:08what she started with is there's not
77. 2:10enough pain. And so, we have to think,
78. 2:12okay, how do we motivate action? So, if
79. 2:14you think about what sales is at the
80. 2:15most micro level, is that you locally
81. 2:19increase the value of an outcome.
82. 2:23So, there's many things that could
83. 2:24happen. So, I think about like the like
84. 2:26think about it like
85. 2:27like in politics. When there's a
86. 2:29specific topic that they talk about a
87. 2:31lot in the media, people then say, "Oh,
88. 2:33that's the most important topic." But,
89. 2:34it's not like education ever stopped
90. 2:36being important or the economy ever
91. 2:37stopped being important or the
92. 2:38environment ever stopped being
93. 2:38important. There's always things. But,
94. 2:40whatever one they talk about the most is
95. 2:41the one people are like, "Oh, that's the
96. 2:42most important one, right?" And so, to
97. 2:44the same degree, our goal in the sale is
98. 2:46to elevate the relative importance of
99. 2:49one thing in their lives more than
100. 2:51others. That's the goal. And so, in
101. 2:53order to get so like when Leila says
102. 2:55pain, it's means that we're trying to
103. 2:57elevate the perceived value of
104. 2:59something, which is both carrots, how
105. 3:01much better your life will be with this
106. 3:02thing, and just as if not more
107. 3:04importantly, the sticks of how shitty
108. 3:06your life is going to be without it. And
109. 3:08so, that means that you have to dig into
110. 3:10the current present of like, what is
111. 3:11life currently like? What can you not do
112. 3:13as a result of your current situation?
113. 3:15But, also looking forward, if you don't
114. 3:18fix this, what is life going to look
115. 3:19like a year from now? So, just like you
116. 3:20can future pace, cuz a lot of people are
117. 3:22very familiar with like, "Okay, what 12
118. 3:23months from now, what you know, what
119. 3:24does it look like if everything goes
120. 3:26great?" But, a lot of people do not
121. 3:28future pace pain,
122. 3:29which is if you change nothing, what
123. 3:31does a year from now look like?
124. 3:33Right?
125. 3:34Leila is just not a fan of the setup.
126. 3:36>> I know. You're the team was saying
127. 3:38something.
128. 3:38>> Oh, the team's saying things?
129. 3:39>> Yeah, they sent in Marissa.
130. 3:41>> Oh, they're sending in Marissa? They're
131. 3:43sending in the heavy guns?
132. 3:44>> I'm like, man.
133. 3:45>> This is what you get for trying to do
134. 3:47trying to do a a a vacay vacay video.
135. 3:51>> A vacay video. I you know, some of my
136. 3:52top videos on YouTube are just like done
137. 3:54with an iPhone on vacation with a combo.
138. 3:56>> Yeah.
139. 3:57All right. So I'll give you So that's
140. 3:59the the theory about it and I'll just
141. 4:00give you the little tactics which is
142. 4:01that when someone says
143. 4:03uh let me think about it, you just say
144. 4:05awesome what's your main concern?
145. 4:06Like you should never get like I need to
146. 4:09think about it
147. 4:11is not actually a is not a reason to get
148. 4:13off the phone. So they think that them
149. 4:15saying I have to think about it is a
150. 4:17reason to end the conversation. You just
151. 4:18say awesome what's your main concern?
152. 4:20And I'll say me personally the question
153. 4:22that I ask most frequently in these type
154. 4:24situations
155. 4:25is what are you most afraid of?
156. 4:27Like what are you afraid of having
157. 4:28happen? Like what do you think's going
158. 4:29to happen that's that you're afraid of?
159. 4:31When you ask that question gets usually
160. 4:32the heart of the issue
161. 4:34um and then they'll tell you well I'm
162. 4:35actually afraid you're going to run away
163. 4:36with my money and go to Vegas and put it
164. 4:37on black. And you're like all right well
165. 4:38thanks for sharing that. Well how can we
166. 4:39>> I was going to do that so.
167. 4:40>> That's exactly what I was going to do as
168. 4:42a as a prince of Nigeria. All right
169. 4:44uh
170. 4:44>> I also think it's like when somebody
171. 4:46says that it's if you are not confident
172. 4:50in your response like if you're just
173. 4:51like oh okay that sounds good. It's like
174. 4:53you're being a ninny. Yeah it's like you
175. 4:55have to be like what do you have to
176. 4:56think about? I'm the person with the
177. 4:57most amount of information so if you
178. 4:58have anything you need to think about
179. 5:00then I'm the person that has the answers
180. 5:02to give to you.
181. 5:02>> Yeah it doesn't take time to make
182. 5:04decisions. It makes takes information
183. 5:05and I'm your source of information so
184. 5:07like what else do you want to know?
185. 5:08>> Yeah.
186. 5:08>> Right? That's why I like saying what's
187. 5:09your main concern? Cuz that's a triage
188. 5:11question. What's your main concern?
189. 5:13Great and now we're in again. Like that
190. 5:15that's that's a smoke screen. It's not
191. 5:16even a real concern.
192. 5:17>> Think of a girl you ask girl on a date
193. 5:19and she's like oh yeah I'm busy and
194. 5:20you're like are you really? It's like
195. 5:21then you're like now you've inserted
196. 5:23dominance. You've shown your confidence
197. 5:25and she's like oh
198. 5:26>> was that like?
199. 5:27>> Yeah he did do that.
200. 5:28>> [laughter]
201. 5:29>> But the but a girl likes that. It's like
202. 5:31somebody wants to feel like the sales
203. 5:33person the person selling them something
204. 5:34is confident and certain and if you back
205. 5:36away from the sale that easily they just
206. 5:37leave.
207. 5:37>> Leila tried to cancel our date. So we
208. 5:40were
209. 5:41>> Yeah so we had a date planned
210. 5:44um and then Leila like texted me I think
211. 5:47the day of?
212. 5:49Yeah, she texted me the day of and said,
213. 5:50"Hey, I feel sick. I can't, you know, I
214. 5:51can't make it." Um and so I just, of
215. 5:54course, instant double dial text. Um and
216. 5:57so I got on the phone and I was like,
217. 5:59and she was like, "Hello?" And I was
218. 6:00like, "You sound fine."
219. 6:01>> [laughter]
220. 6:04>> I was like, "You sound fine."
221. 6:05>> You were like, "The longer you prolong,
222. 6:07put off this date, the longer we don't
223. 6:09we just wonder
224. 6:10>> Yeah.
225. 6:10>> if we're wasting our time."
226. 6:11>> say that?
227. 6:12>> Something to that effect.
228. 6:13>> No, that sounds good. That's pretty
229. 6:14clever.
230. 6:14>> It was good.
231. 6:15>> Yeah, there you go. That's pretty good.
232. 6:16Yeah, the longer you delay this, the
233. 6:17longer you're going to wonder whether
234. 6:18it's a good fit or not. I was like,
235. 6:19"Let's just get it over with." And I was
236. 6:20like, "If it sucks, it sucks." I was
237. 6:22like, "15 minutes tops."
238. 6:23All right. So that was uh I need to
239. 6:25think about it. And so today, by the
240. 6:26way, for those of you who missed out, if
241. 6:27you like this video and you're a
242. 6:28business owner who wants to break
243. 6:29through your current revenue ceiling, I
244. 6:30just distilled every lesson from scaling
245. 6:3210 businesses past 10 million and three
246. 6:34businesses past 100 million into a
247. 6:35completely free scaling road map that
248. 6:37I've used to go from zero to one, zero
249. 6:39to 10, and zero to 100 plus. And so you
250. 6:41can click here and you can check it out.
251. 6:42Again, absolutely free. And since you're
252. 6:44a business owner, I appreciate you and
253. 6:46uh enjoy it.