YT YouTube2Text

YouTube2Text → Transcripts → Top 5 Objections And How To Overcome Them

Top 5 Objections And How To Overcome Them — Transcript

by Jeremy Miner · 18,965 words · 2,661 segments · language en · Watch on YouTube

Open in transcriber Summarize with AI Download SRT/VTT

Full transcript

0:00In this training video, I'm going to
0:01show you the top five objections that
0:02almost every salesperson gets, and I'm
0:04going to show you the word tracks that's
0:06going to help you overcome them. Come
0:07over here to the whiteboard. I'm going
0:08to show you how this works. [music] All
0:09right, top five objections, and I'm
0:11going to show you there are
0:12subcategories of these objections, and
0:14then I'm going to give you the word
0:15tracks. Number one, think it over
0:17objection. I'm going to go over that
0:19with you. Price, we don't have the
0:20money, it's too expensive, all that type
0:23of stuff. Spouse objection, not the
0:25right time, uncertainty, fear, lack of
0:27trust. Now, let's take a look at these.
0:29Think it over objection. They could tell
0:30you something like this, "Hey, I just
0:32need more time. I need to sleep on it. I
0:34need to keep looking around. I'll get
0:36back to you." How many of you lose sales
0:39from that? What about this? Money
0:41objection, "It's too expensive. We can't
0:43afford it. We don't have the budget."
0:45How many do you lose from those
0:48objections? What about the spouse
0:50objection? "Need to talk to my spouse.
0:51This is just how we make decisions.
0:53There's always these nuances." And I'm
0:55going to show you how to overcome those.
0:58Now's not the right time. It could be
1:00maybe next quarter. Let's do this next
1:02quarter. I've got too much going on. I'm
1:04too busy in my life. Now, there are
1:06going to be different tweaks based off
1:08what you sell, and I'm going to show you
1:09some industry-specific examples. So,
1:11stay tuned here. And then we have
1:13uncertainty, fear, lack of trust
1:15objections. That's more like, "Hey, what
1:17if it doesn't doesn't work out for me?
1:19Or what if I don't get results? Or
1:20what's your guarantee?" Depending on
1:22what you sell. Or "How do I know this
1:24will work for me? Or I've tried this in
1:26the past. Or I saw negative reviews
1:28online." Now, I want you to think about
1:30all those objections I just named. How
1:32many sales do you lose every single
1:35week, every single month, every single
1:38year because you don't have the word
1:40tracks to overcome them. Okay, but we're
1:42going to fix that starting today. This
1:44is going to be fun. Now, sit back and
1:46relax. This is going to be a little bit
1:47of a training video, so you want to sit
1:49back. This is not going to be 10 or 15
1:50minutes. We're going to go a little bit
1:51longer cuz I want to get you some
1:53results here. Now, first of all, I want
1:55you to actually start thinking about
1:57this. What actually causes
2:00an objection to happen?
2:02Have you really thought about what
2:03causes a prospect to give you an
2:06objection? Like did they wake up that
2:08morning before you knocked on the door
2:10if you sell door-to-door, before you
2:12cold called, before you uh let's say you
2:14had an inbound appointment you booked on
2:16they booked on your calendar, you meet
2:17them on Zoom or you meet them in their
2:19home or maybe you're selling to a
2:20company or meeting them at their office.
2:22Did they plan out the objection? Did
2:24they say, "You know, no matter what that
2:25salesperson says, no matter if it solves
2:27all my problems, it gets me everything
2:29I've ever wanted, I know it's the thing
2:31I'm supposed to do, I'm still going to
2:34give them an objection at the end."
2:36Unlikely, okay? So, we know that there's
2:39something that we are saying, there's
2:42something maybe we're asking or how
2:44we're asking, our tonality that is
2:47triggering uncertainty. Now, when we
2:49trigger uncertainty in the brain, okay,
2:52that leads to
2:54objections. All right, are you following
2:56me here? Make sure you're following me,
2:57this is important to you. Now, I'm going
2:58to go over this, this is really
3:00important for you as well.
3:02There are really only three main
3:05objections, core of these objections,
3:07okay? There's either real objections or
3:10what we call smoke screen objections,
3:12okay? Now, real objections come down to
3:14these three things. This is pretty much
3:16for every industry. At 7th Level we
3:19train every industry in the planet now,
3:21according to Forbes, 163 different
3:23verticals, all the subcategories, okay?
3:25It always comes down to money,
3:27they don't see the value, maybe they
3:28don't think it's going to work for them
3:30or the best solution, or they don't feel
3:32like they have the time. Now, there's
3:34different parts of this, but money,
3:36value, or time really come down to this,
3:39the prospect has a fear
3:42of change. So, the core of you getting
3:45any objection, the five objections I
3:46listed, any other objections I haven't
3:49listed, money, value, time, the core
3:52root of that, it boils down to they just
3:54have a fear of change. Now, what has to
3:58happen? The prospect has to give you
4:00money before they can see what's on the
4:03other side of that change. Are you
4:05getting this? Okay, so they had to give
4:07you the money before they can see what
4:09that change looks like. And why is that
4:11scary to the brain? You see, the brain
4:14whenever God put the first humans here
4:16on the earth, you know, millions of
4:17years ago, was never designed for us to
4:19thrive. It was simply designed to keep
4:21us safe, all right? To keep us kind of
4:23in that, I guess, that status quo, just
4:25to keep us kind of there. And because
4:27the brain, when it senses something is
4:29new or something that is unknown or it's
4:31not familiar with it, even though it
4:33might not like what it currently has,
4:35it's like it's last attempt to keep you
4:37safe. So, it kind of pulls them back.
4:40That fear comes up like, "What if it
4:41doesn't work out? What if I spend the
4:43money and don't get the return? What if
4:45I don't really have time and I buy it
4:47and I just waste my time, okay?" So,
4:49just realize that's where it comes. And
4:51really, every objection boils down to
4:53it's just a limiting belief.
4:55So, really objections are just limiting
4:57beliefs. And that's a good thing because
4:59I'm going to teach you how to overcome
5:01limiting beliefs. Now, remember as well,
5:04if it's not If it doesn't boil down to
5:06money, value, or time, it's typically a
5:08smoke screen objection. Like, "I want to
5:11think it over."
5:13That's a smoke screen objection. We all
5:14know this isn't a real objection. Uh
5:16does the prospect just go back for 3
5:18weeks and and put on Excel spreadsheet
5:20and write out the pros and the cons of
5:22your solution and think it through?
5:24Unlikely. It's just a smoke screen.
5:26There's a real concern, they just don't
5:27want to tell you it, okay? Now, I'm
5:29going to show you this as well before we
5:31get into the word tracks. So, write this
5:32down. It's important for you. Three-step
5:35formula to overcome objections. Number
5:37one, first of all, I need to clarify.
5:39Like, what is the real objection? See,
5:42most sales people, when they hear
5:43objection, what do we do? We just We
5:46have this like canned rebuttal that
5:47maybe our sales manager told us to say
5:50and we just kind of throw it out. But we
5:52don't really understand
5:54what the real objection is because if a
5:56prospect says, "I don't have the money
5:58for it." Does that mean they don't have
6:00the money today? Does that mean they
6:02don't see the value in it so they don't
6:04think the money is going to be a good
6:06use? Does that mean they think it's too
6:07expensive? Does that mean that they want
6:10to negotiate a better price? Does that
6:11mean that they don't have the money till
6:12next week? So we don't really know what
6:15that means. We don't want to assume we
6:16know. So first of all, we want to
6:18clarify to find out what the real
6:20objection is. That way we know what
6:21we're dealing with. That's smart. Now,
6:24once we know what the objection is,
6:26we're then going to de-frame the
6:28objection. Now, what does that mean?
6:31That means I need to take them out of
6:33their current belief system. What is a
6:36belief system? Okay, it's a way of
6:38thinking. If they believe they don't
6:40have time, I need to take them out of
6:42that. That's a de-frame. I need to take
6:44them out of that and I need to reframe
6:46them into a new belief system. Of course
6:50they have the time or maybe they don't
6:52uh maybe the time maybe they thought
6:54it'd take too much time but maybe it
6:56doesn't really take as much time as they
6:57thought. Okay, whatever that is. I need
6:59to install or implant a new belief
7:00system. So you're going to see me
7:01clarify, de-frame the objection, and
7:04reframe them into overcoming that
7:06objection themselves. Are you getting
7:09what I'm throwing down? Okay, yes. All
7:11right, let's move on. Now, first
7:12objection.
7:14Okay, let's go to think it over first,
7:15right? This seems like it's a popular
7:17one. Now,
7:19let me show you a few things that you
7:20can do to really help this cuz I want to
7:23make sure everybody understands
7:25think it over, like I said earlier, is a
7:27what?
7:28This is a, write this down, smoke screen
7:34objection, okay? We all know that the
7:37prospect does not sit down and think
7:40this over, okay? How many times have you
7:43been presented with something from a
7:45salesperson and you knew it was going to
7:47solve your problems, you knew it would
7:49get the results you wanted, you know,
7:52you know, something was there and you
7:53still told the salesperson, "Let me
7:55think it over. Let me sleep on it. Let
7:57me get back to you." Did you just go
8:00think it through for several days on
8:02end? Unlikely,
8:04okay? So, if we're doing that, it's
8:06unlikely that prospects are really
8:08thinking it over. It's just a
8:09smokescreen. There's a real concern. I
8:11need to find out what the real concern
8:13is and then overcome the real concern.
8:16So many sales people try to overcome
8:18this like it's an objection, but it's
8:21not an objection. They just don't want
8:23to tell you what the real concern is and
8:24so you're battling You're just battling
8:26for no reason cuz of that You're not
8:27even knowing what they're really
8:28concerned about. Now, a way to to help
8:31you understand this here. Okay, remember
8:33I talked to you about the three
8:35really things that objections boil down
8:37to. It's either the money, they don't
8:39see the value in it, or they don't feel
8:41like they have enough time. Now, I want
8:43to figure out, is this really When they
8:44say, "I want to think it over." Is it
8:46really they just don't have the money?
8:48Or maybe they don't think the money will
8:49be a good use. Maybe they don't think
8:51the value is there, that it's going to
8:53get in the result. Or maybe they don't
8:54feel like they have the time. Let's say
8:56if you're selling SaaS, they don't feel
8:57like their their team of
9:00uh technicians have the time to install
9:02it or something, whatever it is, or run
9:03it, you know, just depends on what you
9:05sell, okay? Now, just a word of advice.
9:09When I show you these examples,
9:11depending on your industry, we will make
9:14tweaks to those. Now, we train every
9:16industry in the world. I can't make
9:192,500 tweaks in a 30- or 40-minute
9:22YouTube video. So, I'll show you a few
9:24examples, but we'll leave a number down
9:26here if you want more industry-specific
9:28help, you can probably text us and we'll
9:29see if we can help you, okay? Now, let's
9:32say I go into my last closing question.
9:34We call these NEP Q commitment
9:36questions. If you're not a client yet,
9:38NPQ stands for neuro emotional
9:40persuasion questioning. And I go in and
9:42say, "Hey, do you feel like this could
9:43be the Do you feel like this could be
9:45the answer for you?"
9:47Now, let's say they come back and they
9:48say,
9:50"Well, I do, but I just need some time
9:52to really, you know, think this through.
9:54Well, you know, I do, I just I need some
9:56time to really, you know, kind of sleep
9:58on it." Okay? So, instantly, I'm going
10:00to say, "Well, besides, you know, just
10:01wanting to you know, besides just
10:03wanting to think it through, why do you
10:05feel like it is, though?"
10:06Now, depending on what they say here, if
10:09they're like, "Well, I I really like it
10:11because of X and Y and Z," what type of
10:14an objection did I just eliminate?
10:17The value. Cuz they just told me, "Well,
10:19I like it because of X and Y and Z."
10:22Now, depending on how they say that,
10:24their tone, I always say, "Listen to
10:26what the prospect means, not just what
10:29they say." So, if they're like, "Well,
10:31you know, I really like it because of A,
10:32B, and C," and they're positive about
10:35it, that's different than they're like,
10:36"Well, I you know, I could maybe see how
10:39it could help me."
10:40Well, that just told me they don't see
10:42the value in it, and I have a value
10:44problem here, and I need to find out
10:45what they don't like, okay?
10:48So, now I know it's either money has to
10:50do with something with money, or time,
10:52fear, something in there, okay? Fear, I
10:54always go back into fear of losing the
10:56money, fear that it's not going to take
10:58time, fear that it's not going to work.
11:00So, fear comes back to one of these
11:01three. So, all I'm going to do here is I
11:04just need to find out what the real
11:06concern is. Are you following me? So, I
11:08might say something like this. Now,
11:10depending on my relationship, okay? So,
11:12if I've opened them up, if I've got them
11:15into this pain of their current
11:18situation, and their past history, I've
11:21got them to feel pain of future pain
11:23that this could keep happening, and I
11:25have this relationship, I've got them
11:27emotional enough, I have trust to say
11:29something like this, "Hey, you know, I
11:31just need to think about it," or
11:32whatever. Blah, blah, blah. Yeah, you
11:34know, just get back to you. Yeah, sure.
11:35Just get me back to Get me back Get back
11:37to me in a week, a month, a year, 10
11:38years. Just I guess get back to me in a
11:40decade, you know. And I can just laugh.
11:42And a lot of times they'll just look you
11:43and kind of laugh. And they're like,
11:44"Yeah, you're right. I should just do
11:45it." Okay. Now, if I don't have that
11:48relationship, if I couldn't open them
11:50up, if it was just a surface level
11:52conversation, you're going to get
11:54smacked in the face if you say something
11:56like that. But if I have I say, "Yeah,
11:58sure. Just get back to me in a week, a
11:59month, a year, 10 years. Just whatever."
12:01And I can just be playful there with
12:03that playful tone. And a lot of times
12:05they'll just laugh and the guard comes
12:06down. And then I can say, "Yeah, okay.
12:08Just You don't get back to me in a week,
12:10a month, a year later." Now, before I
12:11guess we talk about Before we get back
12:13with each other,
12:15I guess what was it that you were maybe
12:17wanting to go over in your mind so I
12:18know maybe what to send you or maybe
12:20what questions that you still have.
12:22So, I say, "Sure. Yeah, that's fine. Get
12:23back to me in a week, a month, a year,
12:2510 years, whenever you want to." Now,
12:26before we get back together, what were
12:28you I guess wanting to go over in your
12:29mind just so I know what questions
12:31you'll have when we talk again.
12:33Now, most of the time they'll give you
12:36something. Whatever they say here
12:38typically is the concern or it's going
12:40to lead you to the concern. It doesn't
12:42mean that it's just going to They're
12:43going to tell you the real concern right
12:45off the bat. They'll just say, "Oh, I
12:46just always No, it's it's not a problem,
12:47Jeremy. Everything looks good. I just I
12:49always like to do this." Oh, I totally
12:50understand. I guess when we do get back
12:52together though because maybe I can send
12:54you some more details, what are you
12:55wanting to go over in your mind just so
12:57I know what to send you.
12:59Now, I'm going to get some answer that
13:02leads me close to that objection. Okay,
13:04they could come back and say, "Well, you
13:06know, I just I need some time because
13:07it's a it's a big decision and I need to
13:09see if we have the money for it." Or,
13:11"Well, I just kind of need to sleep it
13:12over because, you know, like I haven't
13:14told my spouse yet and, you know, it it
13:17is a little bit of money."
13:18Well, now what do I know the objection
13:20is?
13:22It's really money. Okay? So, now I'm
13:24going to go help them overcome the money
13:26objection. When I help them overcome the
13:28money objection,
13:30they think it over think it it ends.
13:32They don't need to think it over if I
13:33help them overcome the money objection.
13:35All I'm doing right here before it So I
13:37can say before I go, let's say if I'm on
13:39Zoom. Now before before Yeah, sure, no
13:40problem. Get back to me in a week, a
13:42month, a year, whenever you want to.
13:43Before I jump off, what were you I guess
13:46wanting to go over in your mind just so
13:47I know what questions you'll have when
13:48we talk again?
13:50Well, you know, I I just I don't know
13:52how you know, I just don't know how this
13:55is going to be with installing this with
13:57our technicians. You know, we had some
13:58issues last year. Well, now I know that
14:01it maybe it's a value thing or maybe
14:02it's some time. Maybe they don't feel
14:03like they have time to do this to
14:05install it if I'm selling to a company.
14:07So whatever it is, all I'm doing here is
14:10I'm just getting them to tell me what
14:12the real concern is. I want to give you
14:14caution here.
14:16Be very careful about looking in the
14:17face and say, "Well, what do you want to
14:18think about?"
14:19It comes across aggressive. It comes
14:21across judgmental. And how do you feel
14:24when a salesperson you feel is judging
14:27you or when somebody you feel like
14:30you're talking to is comes across
14:32judgmental. You get defensive, right? So
14:34if you say, "Well, what do you want to
14:35think about? You said you like blah blah
14:36blah blah blah." All they're going to do
14:38is push back. Almost every single time.
14:40You'll still get one or two out of 10,
14:42but I'm assuming you don't want to play
14:44the numbers game, right? You want to get
14:46eight or nine out of 10, not one or two
14:48out of 10 that gave you that objection.
14:50So the biggest thing is find the
14:52concern. Yeah, sure, that's no problem.
14:53You get back to me in a week, a month, a
14:55year later, 10 years, whatever you want
14:56to. I guess before I jump off here, what
14:58were you wanting to go over in your mind
15:00just so I know what questions questions
15:02you have when we talk again? Well, it's
15:04just kind of the way we do things. Oh, I
15:05totally understand, but maybe just so I
15:07can send you something. Like what do you
15:08feel like you still need to go over in
15:09your mind just so I know if I can help
15:11you.
15:12Well, you know, I just feel like it's a
15:14little bit too much money. It's out of
15:15my budget. Money concern. Well, I'm just
15:18not sure I have the time to do this.
15:19Time concern. And then I go resolve that
15:22and this thing is gone. Okay, thinking
15:24it over objection, that is gone. Now, I
15:27will tell you depending on what you
15:29sell, there are some nuances that we
15:32would change depending on if I'm selling
15:33to a company or if I'm selling to the
15:35government, business to government, or
15:38if I'm selling to consumers. And I'm
15:40going to product services that does
15:42apply. We will tweak that based on your
15:44industry, okay? If you want more
15:46industry specific examples or how that
15:48would help you, how we would do that for
15:49your industry,
15:50just text me. There should be a number
15:51here, and we'll get back to you with
15:53some answers on that. All right, let's
15:54go into the next objection, we don't
15:57have the money. Maybe it's too
15:58expensive, we don't have the budget.
15:59Now, there's some nuances that I'm going
16:00to show a few nuances because it's too
16:02expensive is a much different objection
16:04than we don't have the money, which is a
16:06different objection than we can't afford
16:08it, which is a different objection to we
16:10don't have the budget maybe till next
16:12quarter if I'm selling to a company. So,
16:13there are some nuances. I want to show
16:15you this. Now, let's say the prospect,
16:17you try to close them, and they say,
16:18"You know, we really like this, but we
16:20just don't have the money. We just don't
16:21have the budget, okay?" Now, the first
16:23thing I want you to be very, very
16:25careful about is so many sales people do
16:28this that come into our training
16:29programs. When they first start with us,
16:31they'll agree with the prospect. The
16:33prospect would say, "We don't have the
16:34money." They're like, "Yeah, not an
16:35issue." Or "Yeah, no problem." No, it is
16:38a problem. Don't agree with the prospect
16:41like it's a good thing. All you're doing
16:43is reinforcing their frame. What does
16:45that mean? You're reinforcing their
16:47belief system that's not a problem. Is
16:50it a problem? Yeah, it's a freaking
16:51problem, right? Because if they can't
16:53find the funding or the funds for what
16:55you're offering, how do they get their
16:56problem solved?
16:57They don't. So, that's a problem for
16:59them. So, right when I hear that, I'm
17:01going to say,
17:03"Yeah, that could be trouble for you."
17:04Well, money aside, and then I'm going to
17:05go into it. So, I'm going to say, "Yeah,
17:07that could be trouble for you." Now, why
17:08would I not say that could be trouble?
17:11Because I'm not Who has the problem?
17:13The prospect or you?
17:15Well, the prospect has the problem.
17:17Who has a solution to solve it? You do.
17:19So, that's trouble for them. Now, I'm
17:20not going to come across mean. I'm not
17:22going to come across judgmental, but I'm
17:23going to say, "That could be a problem
17:25for you, for sure. That could be trouble
17:27for you, for sure. But, money aside, cuz
17:29we can talk about that money. Do you
17:31feel like this could be the answer for
17:32you?"
17:33So, right when they say this. So,
17:35remember, what am I trying to find out?
17:36Is it a money, is it a time, or is it a
17:38value thing? Okay? So, I want to
17:40eliminate value and time because I want
17:42it to be money cuz I want them to
17:43overcome that. Okay? I want to take it
17:45back to the money. Those are easier to
17:47overcome. All right, cuz if it's a value
17:49thing, it's like I got to go all the way
17:51back and like where did I miss the value
17:53here? Like, I messed up. This is really
17:54bad. That takes too long. I want to
17:56overcome money or time, all right? So,
17:57I'm going to say,
17:58"Yeah, that could That could be trouble
18:00for you, for sure, John. I mean, money
18:01aside, cuz we can talk about some
18:03funding options here in a second.
18:05Do you feel like this could be the
18:06answer for you?"
18:08So, see, I'm going immediately right
18:09back. I want to take them from where are
18:11they at right now? They're in price or
18:13cost-based thinking, right?
18:16Okay? They're saying, "I don't have the
18:17money." Raise my hands. I don't have the
18:19money, okay? Where do I want to take
18:21them though?
18:22Results-based thinking. Okay? See what
18:24I'm doing here? Results Can't spell
18:26here. Results-based thinking. You
18:28spelling bee Nazis, you'll let me know.
18:30I love you guys, okay? The more
18:31comments, the better from spelling bee
18:33Nazis. It makes it go more viral. I love
18:34you guys. Okay. So, that could be
18:36trouble for you. Now, money aside, cuz
18:37we can talk about different ways maybe
18:39we can find the funding for this.
18:41Do you feel like this could be the
18:43answer for you though?
18:45Now, if the prospect says, "Yeah, it
18:46is." Well, hold on. Why do you feel like
18:47it is? And then they start telling you
18:49why it's what they're looking for, but
18:50they just say they don't have the money.
18:52What am I getting rid of?
18:55>> [snorts]
18:55>> We know it's not a value thing. So, we
18:57now we know it's just the money or maybe
18:59they're just saying it's the money
19:01because they don't feel like they have
19:02the time. I'm going to find out. More
19:03than likely, it's going to be money, but
19:04I just the eliminated the value thing.
19:06See what I'm doing there, okay? Yeah,
19:08for sure, but we just, you know, I like
19:10it because of XYZ. We just don't have
19:11the money. Then, I'm going to say,
19:13"Well, hold on. Why Why do you feel like
19:15it would though?" I'm going to probably
19:17"Well, hold on. You know, money side,
19:18like I said, we'll talk about that. Why
19:19do you feel like it actually would work
19:21for you though?" And I want them to tell
19:23me why it's what they're looking for,
19:25but more importantly, who do they tell?
19:27Themselves. Now, as a rule of thumb, I
19:29want you to think about this.
19:30It's not like the money doesn't exist,
19:34right? It's just a priority of where
19:36they're currently spending that same
19:38money in their mind. Whatever they're
19:40currently spending that money on is more
19:41of a priority in their mind than what
19:43you're offering. So, all I have to do is
19:45how do I take where they're currently
19:47spending that money, which is more of a
19:49priority, and move that over to where
19:51your solution is the number one
19:52priority. Priority. Let me ask you this
19:54question. You'll get this. Let's say if
19:56I told you that I'm going to sell you my
20:00$400,000 DB12 Aston Martin. I'm going to
20:04sell it to you. It's a $400,000 vehicle.
20:06I just bought this. I'm going to sell it
20:08to you for $15,000.
20:10And let's say that you're completely
20:11broke. You have $100 in your bank
20:14account.
20:15But I'm going to sell you my Aston
20:16Martin for a $400,000. That $400,000
20:18car, I'm going to sell it to you for 15
20:20grand.
20:21What's the likelihood
20:23that you will find that 15,000 and
20:25you'll find it quick? Pretty much 100%.
20:27Why? Because your perception of the
20:30value is here, and it makes the cost,
20:32the money seem like pennies down here.
20:35So, that all that means if I'm getting a
20:37lot of money objections, I'm just not
20:38good enough yet to get the perception of
20:41the value here where they feel like they
20:43would be crazy not to invest this money
20:45with you. You getting this? Okay. Now,
20:49well, I like XYZ, ABC, whatever, blah
20:51blah blah blah blah. Then, I can say
20:53something like this. Now, like I said,
20:54depending on what you sell, we would
20:56tweak this, okay? And yeah, John, I can
20:58appreciate that money might be an issue
20:59from what you said. I guess, how do you
21:01feel like you can resolve that where you
21:03can find the funding so that you can,
21:05and then I'm going to repeat back what
21:06they said they wanted. Yeah, John, yeah,
21:09yeah, John, I can appreciate that money
21:10might be an issue from what you told me.
21:11How do you feel like you can resolve
21:13that so you can find the funding so you
21:15can get these higher qualified leads and
21:17really scale your business?
21:19Let's say if you sold for a marketing
21:20agency. Notice, how can you get the
21:22funding? I'm tying in the funding or the
21:24money to what? What they said they
21:26wanted. If they can get the money, they
21:28get what they want. If they can't get
21:30the money, they don't get what they
21:32want. See, I'm tying those both
21:34together.
21:35Follow me here. This is important for
21:37you, okay? Let's say they come back.
21:39Now, a lot of people when you do this,
21:40they might come up with this like, well,
21:41I could put it on a credit card or, you
21:43know, maybe I could borrow from the bank
21:45or, you know, I've got a 401k. Some
21:47people will come up with this. Usually
21:4825%, not a ton. But you'll get some
21:51people right here that will come up with
21:52the ways, okay?
21:54All I'm doing is setting this up. They
21:55might come back and say, well, I'm not
21:56sure, you know, maybe I can do this,
21:58maybe I can do that, okay? Or let's say
22:00they're like, let's say you're selling
22:02to a consumer like, well, I could ask my
22:03mom or I could ask my dad to loan me the
22:05money.
22:06Which we all know is probably unlikely.
22:08But let's say it this, well,
22:10I mean, that might work, but let's say
22:11they don't want to give you the funds.
22:13Like, what other avenues do you have to
22:15find the funds so you can't scale the
22:17business? Or what other avenues do you
22:18have to find the funds to make sure that
22:20Cindy and the kids are protected when
22:22you pass away if you're selling life
22:23insurance or whatever it is. Like I
22:25said, I'm going to tweak this based off
22:27your industry, okay? So, what other
22:29avenues do you have to find the funds so
22:30you can get, let's say, here's life
22:32insurance, okay? I gave you a few
22:33examples here. So, okay, so what other
22:35avenues do you have to find the funds so
22:37you can get, you know, Cindy and the
22:39kids financially protected when you pass
22:40away so the house gets paid off and they
22:42don't have to get another house or
22:43whatever it is. I'm just going to plug
22:45in whatever they said they wanted. So,
22:48what I guess what other avenues do you
22:49have to find the funds to make sure that
22:52when you pass away, Cindy and the kids,
22:54the house is paid off and she doesn't
22:57have to like, you know, move in with
22:58your in-laws and like you had said, pull
23:00the kids out of their school
23:02if that was his or her concern. I'm just
23:04plugging it in to the question. You see
23:08I'm tying in the end result of what they
23:10want or the end result of what they
23:12don't want, which is sending the kids to
23:14have to sell the house, move in with the
23:17in-laws, and pull the kids out of
23:18school. I can do either or. Let's say if
23:20I'm selling cybersecurity to a small
23:22business. What other avenues do you guys
23:23have to find the funding, you know,
23:26let's say I'm a selling to a small
23:27credit union here actually this example,
23:29to protect like your enrollment with
23:30these new customers from these high
23:32fraud losses. Okay, that's a big thing
23:35if I'm selling to a credit union I'm
23:36selling cybersecurity, all right? Or
23:38let's say if I'm selling to a marketing
23:39agency. So what other avenues do you
23:41have to find the funding to start
23:42getting these higher quality leads and
23:44we scale the business to $10 million a
23:46month if that's what they said they
23:47wanted, okay? Fitness, let's say if I
23:50sold fitness to consumers and I find out
23:53they want to lose 108 lb. So I guess
23:56what other avenues do you have to find
23:57the funds to lose 108 lb so like you had
24:00said, you can walk your daughter down
24:02the aisle one day when she gets married.
24:04Let's say if it's a gentleman, he said
24:06that he's concerned that a lot of his
24:08family passed away in their 50s from
24:10heart attacks because they're overweight
24:12and he had that same concern. I'm just
24:14plugging in that negative consequence at
24:16the end. Are you getting this? Okay?
24:19Let's say if I'm a real estate agent,
24:21third biggest industry in the world
24:22we're training, okay? So what other
24:23avenues do you have to find the funding
24:25for this down payment so you can get
24:27your family into this safer neighborhood
24:29if they said they wanted to get into a
24:31safer gated community. Whatever, I'm
24:33just plugging that in, okay? Now
24:35typically if I'm selling something that
24:37helps a company or a consumer make more
24:40money or save more money or it's some
24:43type of investment, could even be home
24:45improvement. They're putting in better
24:46cabinets. I'm going to say funding cuz
24:49that sounds like an investment. Be
24:51careful about using the words
24:52investment. It's overused. Every
24:55salesperson says it sounds kind of
24:57cheesy. Funding implies that's a good
25:00thing. It's like investment. Now, if
25:01it's like life insurance or if it's
25:03small stuff that doesn't do any of that,
25:05I'm going to use the word funds. I'm
25:07going to say money, I'm going to say
25:07funds, funds, funding, something like
25:09that. Let's say if it's home improvement
25:11here, same thing. So, what other avenues
25:13do you have to find the funds to get in
25:14XYZ windows so you're not forced to keep
25:16overpaying these utility bills from all
25:18the cold draft coming in? See, I'm just
25:20plugging in the negative consequence.
25:22Notice I used the word forced there.
25:24We'll talk about that later, okay? Now,
25:27if they still can't come up with other
25:29avenues, cuz a lot of times people will
25:31come, you know, let's say another 25%.
25:33Well, I could look at doing this. Maybe
25:35I could put it on a credit card. You
25:37know, maybe we could, you know, maybe do
25:39you have a payment plan? There's
25:40different things that they'll say there.
25:41We'll talk about payment plans in a
25:42second. And once again, it depends on
25:45your industry on how we're going to do
25:47that. There are some nuances that you
25:48need to understand. Like if you're in
25:50the high-ticket space, I don't want to
25:53necessarily do payment plans. I want to
25:55get more of the cash collection up
25:57front, so I got to show you how to do
25:58that. Compared to if it's, you know,
26:01maybe I'm selling some type of software
26:02and there's a monthly, you know,
26:04retainer. It's just a little bit
26:05different depending on what you sell,
26:07okay? Now, if they still can't find the
26:09funding, I can give them some just some
26:11suggestions. Now, this is called I want
26:13you to write this down. This is pretty
26:14cool. This is something that I learned
26:17in
26:19university. I went to school to become a
26:22psychologist. I specialized in the
26:24neuropsychology. Dave had the brain.
26:26Works with your nervous system. Kind of
26:27important if you want to learn sales to
26:29understand this. It's called the herd
26:30theory. So, basically, if
26:33in social standings, in status
26:35standings, basically, if somebody sees a
26:38lot of people doing one thing or going a
26:40certain way, a lot of them just follow
26:42cuz they feel like, oh, well, if
26:43everybody else is doing I should do it.
26:44It's like the herd. It's like the cows
26:46are all going to the pond, so these
26:47other cows are here, they see that and
26:48they just start walking over the pond.
26:50They don't even know why. They're just
26:51following the herd. You with me? Okay,
26:53so what I can do is I can show you the
26:55like the the avenues that our other
26:58clients use to find the funding if they
27:00didn't have the funding themselves cuz
27:01that's kind of normal. And you'll have
27:03to see if you have some of those same
27:04avenues if you're wanting to and then
27:07you repeat back what they said they
27:08wanted. If you're wanting to, you know,
27:10be able to put in the new cabinets. So
27:12like you had said, you know, you feel
27:14more confident when your girlfriends
27:15come over for happy hour on Thursday
27:16nights. If literally that's what she
27:18said, "I don't like when my girlfriends
27:20come over cuz my cabinets are 50 years
27:21old and I just feel, you know, like, you
27:23know, Julie's cabinets are better." And
27:25I get her in that emotional state, I'm
27:27just plugging that in. It literally does
27:29not matter. You I can show you this for
27:30every industry, okay?
27:31Now, then I'll go through what those
27:34avenues are. Now, for each industry,
27:36you're going to have different ways,
27:37okay? I might say, "Okay, you'll have
27:40some they'll use their bank, their
27:41lending institution that will loan them
27:43the capital." Now, obviously I'm not
27:45going to say that if you sold life
27:46insurance. It wouldn't make any sense.
27:48You'll have a lot that you, you know, we
27:49even use third-party lenders who loan
27:51the funding to you. Some get zero, even
27:530% interest for 12, 24, 36 months and
27:57they just pay it down, you know, that's
27:58pretty normal. Now, depending on if it's
28:00like an ROI type of thing,
28:02I might say they'll start to pay it down
28:04so as they start making more of an ROI
28:06as their business scales because of the
28:08the better leads, they take the extra,
28:11you know, profit margin they're making
28:12and they pay that down quicker so they
28:14avoid the interest. I might say
28:15something like that depending on if
28:17that's compliant with what you sell. It
28:19just depends on your industry, okay? You
28:21have others that will put it on credit
28:22cards, that's pretty normal. Notice I'm
28:24saying that's pretty normal. Like that's
28:26what everybody does. You're implying
28:27that this is a normal thing, which it
28:28probably is, okay? You have others that
28:30put it on credit cards and as they're
28:32making more profits from their business,
28:34you know, they'll pay that down to avoid
28:35the interest. Once again, depends on
28:38what you sell. If you sold like a
28:40fitness training program or weight loss,
28:42you can't really say they pay it down
28:44when they make more money, it doesn't
28:45make any sense. You have others that put
28:46it on credit cards and they'll pay that
28:48down, you know, as quickly as possible,
28:50but they're more concerned about losing
28:52that 108 pounds, so they're around
28:54another 30 years compared to people who
28:56just, you know, that weight just crushes
28:58them and they eventually have a heart
28:59attack. So, a lot of people use credit
29:00cards. You just got to reframe it
29:02differently, okay? You have others that
29:03we use like a home equity line of
29:05credit. You have others that we use like
29:06a 401k or some type of investment
29:08account. You even have others that we
29:10use like their crypto or their Bitcoin.
29:12What are those avenues do you have? Now,
29:13notice I literally just said like 12
29:16different avenues, okay? Whatever it
29:18was, okay? I said crypto, Bitcoin, 401k,
29:21investment accounts, you know, I talked
29:23about home equity line of credit, credit
29:25cards, third-party lenders, banking
29:27lending institution, credit unions. So,
29:30I'm I'm giving them like many different
29:31options. And then at the end, I'm going
29:33to say I'm not going to say, "Do you
29:34have any of those avenues?" I'm going to
29:36say, "What of those avenues do you
29:37have?"
29:38Now, a lot of people at this point, you
29:40know, they will come up with other
29:42avenues. They'll be like, "Well, maybe I
29:44could do this." Or maybe they have a
29:45concern about it, but then I'm going to
29:46help them overcome Oh, you have
29:47third-party lenders? How does that work?
29:49Well, what's your credit score? Oh, it's
29:51a 650. Yeah. So, you know, they
29:53typically accept like a 625
29:56uh or above or like a a spouse or a
29:58co-signer that has 625 or above? Notice
30:00how I sprinkled in a spouse or a
30:03co-signer that has 625 and above or
30:05whatever the requirements are. So, I'm
30:07just prepping them that if they don't
30:09pass credit for the third-party lenders,
30:11that the spouse or a
30:13co-signer can do that as well. I'm
30:14already pre- I'm already seeding that in
30:16the mind as I'm saying that, okay? Now,
30:18maybe if it's like life insurance, going
30:20to be a little bit different. And
30:21typically like, you know, cuz a lot of
30:23people tell me like, you know how much
30:24you know, you always talk about how much
30:26money do we even spend when we go out to
30:27eat? Like for you example, like when you
30:29go out to like a nice fancy restaurant,
30:30how much do you guys typically spend?
30:31Yeah, a couple hundred bucks. So, what a
30:33lot of people do is like they just take
30:35that money where they go out to eat once
30:37a week, where they're spending 150
30:39bucks, you know, every time at the
30:41restaurant, and they just take, you
30:42know, two two weeks of that out because
30:45should we spend that cash on like some
30:46fancy dinner or possibly put those funds
30:50into protecting Cindy, you know, our
30:52families where they're financially
30:53protected so when we pass, they actually
30:55don't have to, you know, they they're
30:57financially protected and they don't
30:58have to, you know, get a second job like
31:00most people out there do who don't leave
31:02their their family money or whatever it
31:03is. I'm just going to repeat that back,
31:05okay? Now, it could be you could be in
31:07an industry where you can down sell into
31:09a payment plan. It really depends on
31:11what you sell. I know the high ticket
31:13industry does that a lot, but sometimes
31:15if I sold maybe
31:17you know, some high-end cybersecurity
31:20thing to Bank of America, you know, even
31:23though they might not say they might say
31:24they don't have the budget till next
31:26quarter, you'd be surprised. Fortune 100
31:28500 companies will say that all the
31:29time. Maybe there's a down sell payment
31:31you could do that into that as well. So,
31:33I might typically say if it's a
31:34consumer, I'd say, "Well, you know,
31:36expenses bills aside, like how much are
31:38you working with? How much are we
31:39working here today?" Just to see if I
31:40can help you. And let's say your thing
31:42is 12 grand. And they say, "Well,
31:44you know, maybe four." I said, "Well,
31:46could you do maybe six?" And I can just
31:47kind of negotiate. "Well, you know,
31:48maybe I could do 5500." Okay, 5500. So,
31:51what we could do is we can have you put
31:525500 down today. So, that's going to
31:54give you access to XYZ. And then next
31:57month we would just have you pay, you
31:59know, another, you know, 7400. Or, "Oh,
32:02I can't do that." Okay, would help you
32:03if we split that up maybe in three or
32:05four months. And maybe have a payment
32:06plan you can do there. The point is is
32:08don't go to payment plan before you try
32:11to overcome the money concern. I see so
32:13many reps, depending on the industry
32:15again, automatically go into some type
32:17of payment plan right when they get a
32:19money objection. You don't want to do
32:21that. You're losing so many deals that
32:23would have just paid you up front had
32:25you overcome the money objection. So,
32:28what I can do is when I do that payment
32:29plan, "How much are you working with?"
32:31Okay, 5500. So, 5500 is going to allow
32:33you to be able to get started where you
32:35you get XYZ result. And all I'm going to
32:37do with that is I'm going to repeat back
32:39the end result as well. It's important
32:41when you bring up the funds or funding
32:44they need to invest with what you offer
32:46that at the end of that you go into the
32:49end result. This is going to allow you
32:51to be able to, you know, scale your
32:53business to $25 million next year. This
32:56is going to allow you to be able to, you
32:59know, get the right uh employee benefits
33:01to make sure you don't lose like your
33:03executive team like you said you did 3
33:04years ago. Whatever it is, depending on
33:06what you sell, I'm going to repeat back
33:08the end result. Okay? You follow me?
33:11Okay. Now, money objection, there's a
33:13couple more nuances. I want to show you
33:14this. How many of you lose sales to it's
33:17too expensive?
33:19That's a little bit different than we
33:21don't have the money for this. Do you
33:23see the difference? Typically, if
33:24somebody says it's too expensive, it's
33:26like they're just throwing their hands
33:28up saying, "I give up." It's just too
33:29expensive. I don't have the money. Okay?
33:32So, I don't want them to give up. I want
33:33to be able to help them. So, let me show
33:34you how to do this. This is called
33:37we call this a comparative frame. NEPQ,
33:39if you're not a client yet, this stands
33:40for NEPQ, neuro emotional persuasion
33:43question. Now,
33:44depending on what I sell,
33:47I could say this.
33:49Okay?
33:50Let's say if I'm selling to a business
33:52owner and I sell business consulting
33:54that helps him, you know, put in like uh
33:57you know, systems to really scale the
33:59company. And let's say they want to
34:02scale to $50 million a year,
34:04but right now they're at 30 or 35. So,
34:07if they're like, "Ah, man, I it's just
34:09that's just too expensive." So, I'm
34:11going to say, "Well, is it too expensive
34:13compared to your goal to getting to $50
34:15million a year?"
34:16See how I'm starting to reframe there?
34:18Okay, I don't even need to clarify that
34:20yet. I could say, "And how do you mean
34:21by it's too expensive?" I could say
34:23that. It depends on kind of the context
34:26of where they say that at. Depends on
34:28the relationship I have with them, if
34:30I've gotten their guard down compared if
34:32their guards is up. But if I got their
34:33guard down, say was it too expensive
34:35compared to your goal of and I'm going
34:37to repeat back the end result. Okay? Two
34:39Let's say if you sold HVAC. I mean, I
34:40got to use this I mean, is it too
34:42expensive compared to you getting the
34:44air circulating upstairs so you can
34:45sleep at night and not be so tired when
34:48you go to work every morning? If that's
34:49why they said they can't sleep at night,
34:52the air is not circulating, it's hot in
34:54the summer,
34:55Okay, I'm going to repeat that I mean,
34:56is it too expensive compared to you
34:58being able to get a good night's rest so
35:00like you would said you feel better at
35:02work and you get that promotion? I'm
35:03just repeating back what they said they
35:05wanted or the end result, okay? Uh it
35:07could be another reason. Let's say
35:09you're selling some type of dating
35:11course. Like you're in the high ticket
35:12industry. It's a big industry we train
35:13as well. I mean, is it too expensive
35:15compared to you meeting the woman of
35:17your dreams?
35:18If that's why they said they wanted to
35:19have more
35:20confidence in dating women. I mean, is
35:22it too expensive compared to you gaining
35:24that confidence to be able to approach
35:25any woman you want to talk to?
35:28So I'm going to see that first. Now, a
35:29lot of times you you say this like,
35:30"Well, I know what you get, Jeremy, but"
35:33they'll go right there. "Well, I know
35:34what you mean, but" and then you go,
35:36"Well, just, you know, is it too
35:38expensive compared to that because I
35:40mean, it really just depends on, you
35:42know, which, you know, how you view
35:44which is costing you more because is it
35:46more expensive to get the funds together
35:49and you get XYZ result or is it more
35:51expensive for you, you know, not to be
35:54able to approach these women and you
35:56can't really start going on these dates?
35:57I mean, in reality, which is costing you
35:59more? See, I can take that frame, okay?
36:01Let's say if I sold employee benefits,
36:03for example, and I find out that they're
36:06having an issue with losing their top
36:08executives to other companies. And let's
36:10say there's some enrollment fee they
36:12have to pay. Just depends on what you
36:13sell. Well, it just really depends on,
36:15you know, how you view which is costing
36:17you more because in reality, is it more
36:19expensive for you to get these funds
36:21together to get these better benefits
36:24packages for your employees where you
36:26keep them from leaving or is it more
36:28expensive for you to lose another two or
36:30three VPs like you did last year and now
36:33the business doesn't scale. I mean, in
36:34reality, which is more expensive? See,
36:37I'm just reframing the thought process,
36:40okay? I'm helping them overcome their
36:42limiting belief, okay? Now, depends on
36:46what they do here. Now, a lot of times
36:47when you do that, frame they're like,
36:49"Yeah, you're right." Now, if you say if
36:51they say, "Yeah, you're right." It kind
36:53of means that like they know you're
36:54right, but it doesn't mean that they're
36:56going to do anything. So, I might say,
36:58"Well, it doesn't really matter what I
36:59feel. What do you feel is more
37:01expensive? Is it more expensive for you
37:03to get the funding together and get XYZ
37:05result or is it more expensive for you
37:07to do nothing at all?" I mean, which is
37:08costing you more?
37:10"Well, I know what you mean, but" and
37:12then I'm going to go back in the frame
37:13again. Or they could say, "Well, yeah, I
37:16I I get you where you're coming from."
37:17Then I might go into this. Now, I want
37:19to make sure you guys understand.
37:21I always talk about having arrows in
37:23your quiver. You guys know the Robin
37:25Hood movie, you know, he's got the the
37:26quiver back here or whatever that bag
37:27back there they call it a quiver. He's
37:29got like all these arrows in it. Can you
37:31imagine if Robin Hood only had like two
37:32arrows and he's fighting an army? He
37:34wouldn't do very well.
37:35And that's the problem with most sales
37:36people is they have like three little
37:38arrows back here and they use one frame
37:40and they shoot it, it doesn't land. They
37:41use another take another use another
37:43frame objection take doesn't land. They
37:45take another one, doesn't land and now
37:47they're just like give up cuz they don't
37:48just say next. You got to have like a
37:51hundred billion frames back here. You
37:53got to have like seventy-five thousand
37:55arrows back here so no matter what they
37:56do, you could keep going on for hours.
38:00Now, obviously you're not going to go on
38:01for hours, but the point is here it
38:03doesn't matter if these first two,
38:05three, four objection handling frames
38:07don't land, I need to have fifty other
38:10ways to help them overcome this
38:11objection. And the more you have of
38:14those, those more arrows you can pull
38:15out because of your knowledge, the more
38:18you will outsell everybody else. The
38:20sales people who are not in the top one
38:22percent or higher, they just don't have
38:24as much errors because they dabble in
38:26this. They never commit to mastery to
38:27learn all these skills. They feel like,
38:29"Oh, I can just watch YouTube University
38:32and I'm going to master everything." How
38:33many people do you know that master
38:35anything from watching YouTube videos?
38:38Unlikely. It's just a start. We don't
38:40want to dabble, we want to master it,
38:41okay? All right, so I might say, "Yeah,
38:43because I'm sure it's not your real
38:44intention just to hold on I'm going to
38:46repeat the money to hold on to that
38:4812,000 in your bank account, you know,
38:50for the next 10 years and just kind of
38:51hope and pray it stays there forever,
38:53especially with all that inflation. I'm
38:55sure your real intention is to never
38:57have to worry about money again in your
38:58life." Let's say if I'm selling
39:00something that has to do with them
39:02making money. Okay, let's say if I'm a
39:03financial advisor. I'm sure it's not
39:05your real intention just to kind of, you
39:06know, keep your money with that advisor
39:08you have and just kind of hope and pray
39:09it works out. I'm sure your real
39:11intention is to be able to retire on
39:13time and never have to worry about money
39:14again in your life. So, I'm just putting
39:16in that frame. That's called an
39:17intention frame. Now, depending on what
39:19I'm selling, I'm just repeating back the
39:22result they said they wanted. Let's say
39:24if you sold your recruiter for a
39:26staffing agency. A big insurance agency
39:27will say, "Yeah, because I'm sure it's
39:28not your real intention just to hold on
39:30to the 30,000, you know, in the company
39:32bank account for the next 10 years and
39:34just kind of hope and pray it stays
39:36there forever, especially with all that
39:37inflation. I'm sure your real intention
39:39is to be able to get the CRO in where
39:41you have to where you can scale and you
39:43never have to worry about money again in
39:44your life. So, what's going to put you
39:46in the best position?" Then I'm going to
39:48go into this frame. So, what's going to
39:49put you in the best position where you
39:52can get the So, what's going to put you
39:53in that best position to be able to have
39:56the right CRO in there where you can
39:58actually scale? What's going to put you
40:00in the best position for you be able to
40:02scale your business? Okay, if I'm
40:04recruiting, let's say, a CRO for them or
40:07they're looking for a CRO and I'm going
40:09to find the best CRO for them. So, I
40:10could literally put anything in there.
40:11Let's say if I sold fitness, same thing
40:13here. Cuz I'm sure it's not your real
40:14intention, you know, to keep the 15,000
40:17in your bank account, you know, for the
40:19rest of your life and just kind of hope
40:20and pray it stays there, especially
40:21without inflation, right? I'm sure it's
40:23your real intention to be able to lose
40:25that weight. So, like you had said,
40:26you're able to walk your two daughters
40:28down the aisle. So, what's going to put
40:30you in the best position where you're
40:32still here
40:33in 10 or 15 years when they get married
40:36and you're playing with your grandkids
40:38and having that life?
40:39Okay, see how I'm doing that in that
40:40concerned tone? Now, depending on the
40:42industry, is how I'm going to tweak
40:44that. Let's say if it's let's say health
40:46insurance. I mean, I could literally
40:48show you this for every industry. Yeah,
40:49because I'm sure it's not your real
40:50intention just to keep the, you know,
40:52the extra $700
40:54a month for that policy in your bank
40:56account for the rest of your life and
40:57just kind of hope and pray it stays
40:59there forever, especially without
41:00inflation. I'm sure your real intention
41:02is when you get, you know, some type of
41:04like major disease like cancer, heart
41:06attack, a stroke, is to make sure that
41:07your family's financially protected
41:09where you don't have to spend hundreds
41:10of thousands of dollars on medical care.
41:13So, what's going to put you in the best
41:14position when you have something come up
41:17like a major incident where you're
41:18financially protected and you're not
41:20like a lot of people out there that end
41:22up paying all that money and go bankrupt
41:23or whatever it is if they have that
41:25concern they would go bankrupt from some
41:27big medical expense. I'm just going to
41:28pull out whatever they said in that
41:30conversation. Are you with me on how I'm
41:32doing that? That's how to help them
41:34overcome the it's too expensive
41:36objection. Now, I will tell you
41:38if that doesn't land, there's about 75
41:41other frames I'm going to go through to
41:44help them overcome that. That doesn't
41:45mean that those three frames are going
41:46to work every single time, but it is
41:49going to help you. You got to learn how
41:51to actually if those don't land, you got
41:53to learn how to do what's next. And if
41:55you want help with that, especially if
41:56your industry, there's going to be a
41:58number down here, just text us. Uh
42:00myself and our sales trainers, we lock
42:02ourselves in this room here about three
42:04or four times a week and all we do is
42:05just respond to your text messages. So,
42:07just text us and we'll get back to you
42:08on that. Now, I want to make sure for
42:10understand it's much better to prevent
42:13these objections from happening in their
42:14mind. This training is not about that.
42:16I'm just showing you techniques to
42:17overcome the objection. I will tell you
42:19if you want to master objection
42:21prevention because if you want to be in
42:22the top 1% of sales people in your
42:24industry, any industry,
42:26it's not about objection handling, it's
42:27about objection prevention. See,
42:29as a rep myself, I if if you're not
42:31aware of what they we posted my W-2s and
42:341099s in some of our ads here and there,
42:36but in my 17-year sales career when I
42:38was a W-2 and a 1099 sales person just
42:41like you, like before I started this
42:43company, when I was just an employee, I
42:45made a bit under it was a bit under 33
42:47million in straight commissions in that
42:4917 years, okay?
42:51Now, I wasn't focused on
42:53overcoming objections. I was more
42:54focused on how do I prevent objections
42:56from happening in the mind. So, when I
42:58get objections like, "Now's not a good
43:00time." or "I don't have enough time to
43:03do this." Like, I'm already going to
43:04prevent that from happening. I rarely
43:06ever got this objection. Hardly ever.
43:08When I sold to consumers, hardly ever
43:10got the spouse objection because I
43:12pre-handled it up front. Hardly ever got
43:15the I want to think it objection because
43:17I helped prevent it by framing it out in
43:19the first 10 minutes of the
43:20conversation. So, if you want to get
43:22great at sales, you're going to have to
43:23learn how to prevent objections, okay?
43:26These are just band-aid approaches. Now,
43:28it doesn't mean that if I get really
43:30really good at preventing objections,
43:31I'm never going to get an objection. But
43:33quite literally, I can tell you like our
43:34clients in your industry, they're
43:35telling us they're preventing 50 to 70%
43:38of the objections they used to get.
43:39Right now, if you just prevented 50% of
43:42the objections you lose just from it out
43:43by default, you're going to sell more.
43:45Does that make sense? You're going to
43:45have easier sales, okay? All right, so
43:47let's say they say, "Now's not a good
43:49time." or "I don't have enough time."
43:51Those are two different things. So, if
43:54they say, "Now's not a good time."
43:56depending on the relationship I have
44:00with them. What do I mean?
44:01Did I get the prospect's guard down? Did
44:04I get them to emotionally open up? Did I
44:05get them to take their mask off? Every
44:07human being I always say, you know, like
44:09my mentor Tony Robbins tells us, every
44:12human being wears a mask on how they
44:14want people to perceive them. Do your
44:16prospects wear a mask? Yeah. Compared to
44:18who they really are? Yes. So, when they
44:19come, they talk to you at the door, when
44:21they talk to you on the phone, when they
44:22talk to you on Zoom or in person, it's
44:24like they have this mask on. You know,
44:26they want help, but they're like they're
44:27guarded. Oh, I don't need any help,
44:28okay? So, if I get them to take their
44:30mask off,
44:32I What I'm about to show you right here,
44:33I can do this every time, and they will
44:35trust me. If I don't have any trust,
44:37this is not going to work what I'm going
44:38to show you, okay? So, they say, "Yeah,
44:40now's just not a good time." At the end,
44:42you're trying to close and they say,
44:43"It's just not a good time, Jeremy."
44:45Yeah, and that's uh
44:47that's what we've been saying to
44:48ourselves the last 3 years.
44:51And where has that gotten us in our
44:53lives?
44:54Yeah, and that's what we've been telling
44:55ourselves for the last 3 years, right?
44:57And where has that gotten our business?
44:59Nowhere, right? So, the question is,
45:02when we know
45:03we need to do something, when we know
45:05that we need to do something to get a
45:07very different result, when's the best
45:09time to do it? Is it one day I'm going
45:11to do it? Someday I'm going to do it?
45:14Or is it today? Which one would it be?
45:16See, I'm asking that in a concerned
45:17tone. But, I have to have that
45:19relationship, had to have their guard
45:21down way before I got this concern.
45:23Otherwise, you'll get smacked in the
45:25face. If you had a surface level
45:26conversation and they wouldn't open up,
45:28you don't know how to do that, that
45:30won't work. Okay? So, you got to learn
45:32this. Like, a lot of people are like,
45:33"Oh, Jeremy, it didn't work." Well, I'm
45:35not on your calls. I didn't hear how the
45:36discovery conversation went cuz you had
45:39a shitty discovery call and you didn't
45:41open them up. Of course, they're going
45:42to smack you in the face when you say
45:43that. Or, if you come across with a
45:45judgmental tone here compared to a
45:47concerned tone like this.
45:49Yeah, and that's uh that's what we've
45:51been saying to ourselves the last 3
45:52years.
45:54And where has that gotten us in our
45:55lives?
45:56Nowhere, right?
45:58So, the question is, do you want to stay
46:00there,
46:01or do you want to be able to have XYZ
46:03result?
46:05Concern tone. Okay, see how I'm doing
46:07that? But, I have to have context to do
46:09that. If the context is not there, I'm
46:11not going to do that. Now, it depends
46:14on, once again,
46:16what I sell will depend on how I tweak
46:18this type of an objection. Because they
46:20say, "Cuz when's the best time to
46:21implement something that we know is
46:23going to get us XYZ result?" Today,
46:25right? Because is it easier to change
46:27our situation by pushing things down the
46:29road, or is it harder to change? Now, a
46:31lot of times they'll be like, "Well,
46:33what do you mean?" Well, is it easier
46:34and you just you just loop back around.
46:36"Well, is Yeah, that's what I'm saying.
46:37Is it easier to change our situation by
46:39pushing things down the road, or is it
46:41harder to change?" Well, I know what you
46:43mean. Well, is it easier or harder? You
46:46can be right in there. Well, it's
46:47harder. Well, why is it harder? Yeah,
46:49because the more we push a decision down
46:50the road, the brain freezes up and we
46:53get become paralyzed and nothing ever
46:55happens. And you don't seem like the
46:56type of person who doesn't want anything
46:58to happen. Would I be right? So, what do
47:00you really want to happen? Okay, and
47:01then I can reframe that depending on the
47:03context, okay? So, then I can come back
47:05here. So, what's going to put you in the
47:06best position so you can get 30 booked
47:09jobs a month and you can scale your
47:11business? Let's say if I'm a lead agency
47:14and I'm helping some type of home
47:16service companies like a garage door
47:19company or electrician or something get
47:20more jobs, so what's going to put us in
47:22the best position so we can get 30
47:24booked jobs in a month so we can scale
47:26the business, okay? Depending on the
47:27context. Now, like I said, this
47:30objection, depending on what I sell, is
47:34going to be tweaked. And if you want
47:36help with your objection like, "I don't
47:37know how that works for my industry,
47:38Jeremy."
47:39Uh just there's going to be a number
47:40down here, text me and myself and our
47:43trainers, like I said, we lock ourselves
47:45in this room over here about three times
47:47a week and for several hours we just
47:48respond to your texts. So, you can text
47:50us and we can help you tie it into your
47:52industry. Now, let's say if they say
47:54this, "I don't have enough time." That's
47:56a completely different objection. Okay?
47:58Because the question is
48:00you don't know what they mean by that.
48:01So, I'm simply going to clarify first.
48:02Remember the three rules? Clarify,
48:05deframe,
48:07and reframe. Okay?
48:10So, first I'm going to clarify. Oh,
48:11well, how much time do you think you
48:12would need?
48:14So, I see so many people try to overcome
48:15this I don't have enough time. They're
48:17like, "Well, when's going to be the best
48:18time?" And they try to overcome this
48:20objection when the person just thinks
48:22it's going to take a lot of time that
48:24maybe it doesn't really take. So, it's
48:26sometimes like, "Oh, well,
48:28how much time do you think you're going
48:29to need?"
48:30What if they come back and say, "Well, I
48:31I I thought it'd be it'd take me at
48:33least 10 or 15 hours a week to be able
48:35to implement this." I mean,
48:36"I guess if you could, but I mean, we
48:38don't have clients that would even have
48:3910 or 15 hours a week because, you know,
48:42they're at their job working 50, 60, 80
48:44hours a week. They wouldn't even have
48:45time. So, they start doing this like
48:46two, three, maybe four hours a week so
48:49they could get XYZ result." I mean,
48:51could you do that so you can lose the 50
48:53lbs so you're able to, you know, help,
48:55you know, be around for your grandkids?
48:56Would you be able to put in two or three
48:57hours a week of this nutrition plan and
49:00being able to to get that food if you
49:02knew it was going to help you like be
49:03around for another 20 years of your
49:04life?
49:05Well, sure, I could do that. So,
49:07sometimes it's like it's not even like
49:08this is literally not even a concern.
49:10They just think it's going to take way
49:11longer than what it takes. Now, I will
49:13tell you this as well. Let's say it
49:15really does take 8 to 10 hours a week
49:18for the thing to be the best possible
49:20version.
49:21You guys ever heard that uh that
49:24scripture? I think it's in the New
49:25Testament. I think the Apostle Paul says
49:26you got to give them the milk before the
49:28meat. You know what I'm talking about?
49:30See, a lot of you guys you're just like,
49:31"I'm just going to give them the meat to
49:33see if they're a good client." Well, you
49:34can do that. You're just going to lose a
49:35lot of people. And if they never start,
49:38you never really helped them solve their
49:39problems. I'm going to give them the
49:40milk first because a lot of times when
49:42they get into the thing, they start to
49:45like the thing and they're like, "I need
49:47to put more time into the thing." But
49:49they don't know that until they get on
49:50the inside. And right now they're
49:51looking from the outside. So, I'm going
49:53to give them the milk before the meat.
49:55So, even if it does take 8 hours, I'm
49:57going to say, you know, a lot of our
49:58clients start with 2, 3, 4 hours a week,
50:00not really 8 or 10, but just depends on
50:02your situation. Could you do at least 2
50:03or 3 or 4 hours a week? Yeah, I could do
50:05that. Well, why could you do that? Well,
50:06because of blah blah blah. Then they get
50:08in the thing, they realize, you know,
50:09this might take a little bit longer, but
50:10I like it. I'm going to put in the time
50:12because now they're more sold on it
50:13because now it's actually real because
50:15they're inside of it. Are you following
50:17me here? Now, like I said, depending on
50:20my industry, this will be tweaked. And
50:23if you want to learn how to do overcome
50:24this objection for industry
50:25specifically, how we tweak it, just text
50:27me at that number below. Okay, let's
50:29move on here. We got another objection
50:31here to cover. Hey, let's come to this
50:33objection. How do I know this will work
50:35for me? Okay? So, this is more of the
50:37uncertainty, fear, lack of trust. You
50:39might get what's your guarantee, which
50:42is going to be depending on the
50:43industry, is going to be
50:45said different ways.
50:46Um, you know, like if somebody would ask
50:48us, hey, well, what's your guarantee
50:49that your sales training's going to
50:51work? Now,
50:52just out of role play here, how can I
50:54guarantee that it's going to work for
50:55anybody? Because
50:57do I have power to make you go through
50:59our training programs?
51:01Can I force you to go through them every
51:02day? Can I force you to get on the
51:04training calls? Can I force you to do
51:06what we say to do, to word it exactly
51:09like we say? No, I can't force you to do
51:10that. I have no control over that. So,
51:12if somebody said that to us, we'd be
51:13like, well,
51:15you know, hey, what's your guarantee?
51:16Well, my guarantee is that we're going
51:18to give you the skills necessary for you
51:20to get the skills to, like you had said,
51:22to get to 30K a month or whatever they
51:23said they want. Now, because the
51:25question is, what can I guarantee you?
51:26Because can I guarantee
51:29that you're going to get into the
51:30training portal and actually follow the
51:32training? Can I guarantee that you're
51:33going to get on the training calls? Can
51:35I guarantee that you're going to
51:37actually follow what I tell you to do
51:38and do it word for word and really role
51:40play the tonality of their trainings?
51:41Can I guarantee that you're going to do
51:42that? No, but like, well, no.
51:44Right, I can't guarantee that, but what
51:46I can guarantee you is is I'm going to
51:49give you the skills necessary for you to
51:51be able to do XYZ result. But what can
51:54you guarantee me? And I just flipped
51:56that frame because that is the reality.
51:57That is the truth. I can guarantee you
51:59that we're going to give you the skills
52:00to hit what you want to hit. We've
52:02already done this with Look, we have
52:04been under I think we have almost a
52:05million clients right now.
52:07Uh you know, depending on companies that
52:09are going through with this and
52:11individuals from every industry. It's
52:13like we already have like 50 some
52:14thousand freaking testimonials, which
52:16sales people never post testimonials cuz
52:18they don't want their people in their
52:19company to know how good they are. They
52:20don't want They know where they're
52:21getting the skills from. So it's like
52:22almost pulling hair out of them to even
52:25get them to post. And we already have 50
52:26some thousand testimonials in the first
52:285 years. That's crazy, okay? More than
52:31any other sales training company from
52:32we've heard in North America. So that
52:35guarantee I can do that for them and I'm
52:37flipping that frame. Now, depending on
52:38what you sell, you might have a
52:40guarantee that is actually different. I
52:42just don't know. So we'll have to tweak
52:43it based on what you do. Okay, coming
52:45back here. How do I know this will work
52:46for me?
52:48Okay, depending on what I sell,
52:50let's say if I'm selling to an
52:51individual. Well,
52:53I mean, if it already works for people
52:55in your industry,
52:57what would prevent it from working for
52:58you?
52:59So the first thing I'm going to do is
53:00just reframe the question back on them.
53:02Now, if let's say if I'm selling some
53:04type of like say I sell SaaS. Well, how
53:06do how how you how can I how can I know
53:09if this is going to work for our
53:09company? Well,
53:11I mean, if it's already working for
53:12companies in your industry like Bell
53:14South, AT&T, and Verizon,
53:17what would prevent it from working for
53:18you guys? See, like I'm confused. It's a
53:21valid question. Well, I'm not really
53:22sure. Well, I mean, does it only work
53:24for let's say if I'm selling to
53:25consumers. Well, but does it only work
53:27for people that have blonde hair? Does
53:28it work for people who have red or black
53:30hair? Like what is it it does work? So a
53:32lot of times you'll be selling to
53:33consumers, this is a good comeback. So I
53:35can say, I mean, well, if it's already
53:36working for other people with what you
53:39do, what would prevent it from working
53:41for you? Is it just your hair? Like it
53:42only works for people that are blonde?
53:44It just doesn't work for redheads? Or it
53:46only works for people who have black
53:47hair? It just doesn't work for somebody
53:49that has purple hair? Like is it just
53:51the hair color? Like what would prevent
53:52it from working for you? And I'm going
53:53to be playful. And a lot of times
53:54they'll just laugh. And they'll be like,
53:56"Yeah, that was silly for me saying
53:57that." And they'll just buy. Okay?
53:58Depending on what you sell is how I'm
54:01going to actually change that. Like I
54:03said, we have to tweak this based on
54:05what you sell. Or I could say, "But on a
54:07serious note, I mean, what would cause
54:09you to feel since it's already working
54:11for companies in your industry, what
54:13would cause you to feel it might not
54:14work for you?" So I could go back,
54:16"Well, on a serious note though, since
54:18it's already working for companies in
54:20your industry,
54:21what would prevent it from working for
54:23you guys?" See, I'm like I come across
54:24like I'm confused. Okay? It's hard for
54:26them to come back and say, "Well, I
54:28don't really know." Usually that's just
54:29a fear objection, which we'll talk about
54:31in another training video. Now, let me
54:33give you another one. This is a big one.
54:35"We've tried something like this in the
54:37past and it didn't work out. I'm
54:38hesitant, Jeremy. I don't know if this
54:40will work for me. We've tried this in
54:42the past with somebody else. It didn't
54:43work." How many lose sales from that?
54:45Depending on your industry, depends on
54:47if you get this objection. Once again,
54:48this is another fear-based objection.
54:50Okay? First of all, I'm going to
54:52clarify, "Oh, what actually happened?"
54:54See, I want to take them back into their
54:55pain. It's like you're It's like you're
54:57Dr. Phil. Or you're like some type of
55:00therapist. And when your patient starts
55:02complaining about something, you need to
55:04listen to them. Let them just draw out
55:07their emotion cuz a lot of times they'll
55:08just splat their emotion. And they just
55:10feel better. And because you listened to
55:12them and you clarified and probed off
55:14that emotion, they start to trust you
55:15more. You with me on this? Okay? Just
55:17like maybe you do with your therapist.
55:18Same thing. "Oh, what actually
55:19happened?" Okay. And so when you came to
55:22them and and you told them what was
55:23going on, what did they actually say to
55:24you?" And I'm just going to probe and
55:25clarify. Then I'm going to come back
55:27after that and say, "You know,
55:28it's kind of like this. And it's
55:30interesting that you told me cuz a
55:32mentor of mine once told me that it's
55:34kind of like going eating at a
55:35restaurant. Right? you guys like to eat,
55:37right? So, it's like, you know, you go
55:38to a restaurant everybody said it's a
55:40good restaurant, they hyped it up, you
55:42go there and you're like, "Ah, yeah, the
55:44food's not really good." And on top of
55:46that, you go home and you're like, "Oh,
55:48man, my stomach really hurts." And you
55:49get you have food poisoning, you throw
55:50up the food. Now, does that mean you
55:53never go eat at any other restaurant the
55:55rest of your life?
55:57Or does that mean you don't go eat at
55:59that restaurant? Yeah, you don't go to
56:01eat that restaurant. So, you see the
56:03analogy I'm saying there. I'm getting
56:05them I'm using an analogy that makes
56:08sense where they're like, "Okay, that
56:10makes sense." Now, sometimes you can
56:12actually reframe it by their own
56:13industry. So, let's say you're a Oh, I
56:15don't know, like a marketing agency and
56:17you're selling better leads to like a
56:19plumber or something like that, home
56:21services or something, okay?
56:23Biggest hurdle to overcome for those
56:24marketing agencies. And they're like,
56:26"Wow, we've we've used marketing
56:27agencies in the past, you know, a
56:29plumber says, "We've used marketing
56:30agencies in the past and like we just
56:31get crappy leads." Now, if they say
56:34that, that's probably a concern you're
56:35going to deal with. Either they're
56:36saying that to you now, that's their
56:37objection on why they're not buying, or
56:39they say it up front and you need to
56:40help them overcome that frame right
56:42there so you don't get that objection at
56:43the end. Which that'll be in a different
56:45training video, I'll show you how to do
56:45that. Or just text me and I'll show you
56:47how to do that, okay? So, what I'm going
56:49to do is I can reframe it showing them
56:52about their industry. Well, it's kind of
56:53like, you know, let's say a client, you
56:56know, that you're talking to about you
56:58putting in you know, new plumbing, you
57:00know, all that stuff in their bathroom
57:01and they say, "Yeah, we just had a
57:02really bad experience with the last guy.
57:04Like he just did a crappy job and we
57:06could hardly ever get a hold of them and
57:08it took him like a whole week to install
57:09everything."
57:10Now, does that mean that that client of
57:14yours should like never use a plumber
57:18again? They should just try to figure
57:20all out the plumbing themselves? Or does
57:22that mean they just don't use that
57:24plumbing company again?
57:26And the plumber's going to be like,
57:27"Yeah, they don't use that company
57:28again." So, it's kind of like with us.
57:30Does that mean just because we had a
57:31negative experience with a marketing
57:33agency that we just give up and we say
57:36we're never going to be able to scale,
57:37we're never going to get leads again? Or
57:39does that mean that we just don't use
57:42that old marketing agency that screwed
57:43us? Because if that holds us back from
57:46hiring a new marketing agency, it's kind
57:49of like we let that company burn us
57:50again, right? So what's going to put you
57:52and then I go into that reframe. See
57:53what I'm doing there, okay? Or I could
57:55use this car analogy. I mean, I could
57:56show you a thousand different analogies
57:58here, okay? It's kind of like driving a
58:00car, right? And someone hits you and you
58:01get in a wreck. Does that mean you never
58:03drive a car again?
58:05Or does that mean that maybe now you're
58:07kind of better prepared and you get a
58:10better type of car and now you drive a
58:11Volvo because the Volvo is safer. Or
58:13does that mean you never drive a car
58:14again?
58:15So see, I'm doing an analogy here. Does
58:17that mean you you get in this wreck,
58:18does that mean you never drive a car
58:20again? Or does that mean that maybe
58:21you're better prepared and now you need
58:23a safer car? Well, I need a safer car.
58:25Well, why would you need a safer car
58:26rather than just never drive again?
58:27Yeah, so it's kind of the point here
58:28because and then I go into this frame.
58:30This is an identity frame here. I want
58:31you to write this down, okay? Because
58:33here's what I want you to to learn here
58:35out of all of what I just showed you
58:36right here.
58:38Objections are just stories
58:42okay,
58:43in the prospect's mind, okay? So they
58:46make up these stories
58:47and they attach meanings to these
58:50stories. Tony Robbins
58:52talks a lot about this. I love Tony for
58:53this. So we human beings, we make up
58:55story story making machines, as Tony
58:57would say. Then we attach meanings on
58:59what those stories mean, okay? So this
59:02prospect says, "Because this company in
59:05the past I used a long time ago screwed
59:08me over and didn't get a result, that
59:10means that you could do that to me." So
59:13I'm just going to shift that meaning. So
59:14I'm going to make that a good thing. So
59:16I'm going to say, "Yeah, because I mean,
59:18to me it sounds like you're the type of
59:20person who never gives up." So see, I'm
59:21going to change the meaning of that
59:24because they're talking to you, they're
59:25on a sales call with you. So that means
59:28they don't really give up, right? Even
59:29though they have this concern that you
59:31might not get them that result like that
59:32other company, they didn't give up on
59:34pursuing this. So, I'm going to reframe
59:37what they mean by that. Yeah, because to
59:39me it sounds like you're the type of
59:40person who never gives up because and
59:42I'm going to tell you this, like your
59:43spouse, she's lucky to have a provider
59:46like you that never gives up and knows
59:48that, you know, you got to make these
59:49hard decisions yourself for the family
59:51because I talked to a lot of people and
59:53you'd be surprised how many of them they
59:54let some crappy company completely hold
59:57them back from ever growing their
59:58business again in life. You know what I
59:59mean? I mean, for you, like never giving
1:00:01up, is that something that you were born
1:00:03with or something you had to learn?
1:00:05You see the identity flip there, okay?
1:00:07Now, if you want to learn master
1:00:08identity framing for your industry, text
1:00:11me that number and we will show you how
1:00:13to apply it to your industry, okay? So,
1:00:15all I'm going to do here, wow, it sounds
1:00:17like you're the type. Now, it's
1:00:18important you say type. Type is an
1:00:20identity. You're the type of person who
1:00:23never gives up. Then I'm going to go in
1:00:26this. If I'm talking to you, let's say
1:00:27if it's even a small business, all
1:00:28right? Okay, let's say your spouse. If
1:00:30it's a consumer, I'm going to say it's a
1:00:31spouse. If it's a company, I could say
1:00:34your boss is lucky to have an executive
1:00:36like you. I can just change the frame.
1:00:38Now, let's say if I'm talking to a
1:00:40woman.
1:00:41I'm not necessarily going to say
1:00:43provider. Now, she could be the provider
1:00:45for the family, but typically men, their
1:00:47ego, they're built to provide and
1:00:49protect. Whereas women, they're built to
1:00:53They can provide and protect, but also
1:00:54they're built for to love and nurture
1:00:56and care, which men suck at, okay? So,
1:00:58we each have our different qualities.
1:00:59Wow, and your spouse, he's lucky to have
1:01:02an independent woman like you.
1:01:04So, see, I'm going to use her ego. Men,
1:01:06if I say provider like you, he's not
1:01:08going to say, "No, I'm not a provider."
1:01:09And it's going to be very rare a woman's
1:01:11going to say, "No, I'm not an
1:01:12independent woman. My husband makes me
1:01:14do it. I can't do anything." She's not
1:01:15going to say that. Even if she's not,
1:01:16she's going to bind to that frame. Your
1:01:18spouse, he's lucky to have an
1:01:20independent woman like you that never
1:01:21gives up and knows that she's going to
1:01:23make some of these hard choices for her
1:01:24family herself.
1:01:26Now, what am I doing by saying and she
1:01:28knows that she has to make these hard
1:01:31decisions for her family herself. What
1:01:33am I trying to prevent? Spouse
1:01:34objection. See what I'm doing? I would
1:01:36have done this long before. I would have
1:01:37never got this other objection because I
1:01:39talked to a lot of people and you'd be
1:01:41surprised how many of them they let some
1:01:43crappy, let's say coach completely hold
1:01:46them back from ever having whatever,
1:01:48from ever being able to get the
1:01:50confidence to date the woman of their
1:01:51dreams in life or if you sold dating. Uh
1:01:53some coach, some crappy coach hold them
1:01:56back from ever having the relationship
1:01:58they want with their family. If it's a
1:01:59therapy coach or a relationship coach.
1:02:01See it can play hold them you know some
1:02:03crappy contractor, you know, hold them
1:02:05back from ever building the home of
1:02:07their dreams. Whatever it is, I can just
1:02:09apply that in there. And then at the
1:02:10end, I'm going to get them to buy in
1:02:12that frame. Never giving up. Is that
1:02:14something you're born with or something
1:02:16you had to learn? Oh, I've always been
1:02:17that way. See, I'm getting them to
1:02:19change their identity.
1:02:21Then I could come back here depending on
1:02:23once again what I sell that's going to
1:02:25be tweaked. I say, so what's going to
1:02:27put you in the best position for you to
1:02:30Let's say if I sold life insurance,
1:02:31protect sending the kids when you pass
1:02:33away. Whatever it is, okay? I'm going to
1:02:34finish that frame. All right? Let's go
1:02:36to this last objection.
1:02:37I think you're going to enjoy this. All
1:02:39right, let's go over the spouse
1:02:40objection. Like I said, if you're like,
1:02:43"Ah Jeremy, I don't know how to this
1:02:44last objection you went through, how do
1:02:45I tie it into my industry?" Just text
1:02:47me. Okay, there's always tweaks we're
1:02:48going to make depending on this or
1:02:49training or industry at this point.
1:02:51Okay, largest B2C sales training company
1:02:53we're just ranked in the world based on
1:02:55annual revenues and I think we're the
1:02:57fourth largest in the B2B space this
1:02:59last year based on annual revenue. So we
1:03:01at this point we train every industry in
1:03:02the world. Okay, so spouse objection. So
1:03:04one thing I want to understand, the
1:03:06spouse objection is typically a smoke
1:03:09screen objection. Look, if the thing was
1:03:12free, would they have to go ask their
1:03:13spouse?
1:03:14No. So it's typically a smoke screen
1:03:17objection. Typically, it's a money
1:03:18objection. They just don't want to tell
1:03:20you that. I want to make sure you
1:03:21understand that. So, what I want to do
1:03:23is I want to push it to the money
1:03:26objection, okay? So, I'm going to show
1:03:27you how to do that. Typically, when they
1:03:29say I need to talk to my spouse,
1:03:31nine out of 10 times it's just about the
1:03:32money cuz they need to talk with a
1:03:34spouse about the money. So, if I push it
1:03:36to a money objection and I overcome the
1:03:38money objection, 90% of the time they
1:03:41don't even talk about talking to their
1:03:42spouse again. Now, like I said,
1:03:44in other trainings, especially if you're
1:03:45on training courses as a client, we show
1:03:47you how to prevent this objection from
1:03:49even happening in their mind by
1:03:50deframing it in the first 5 or 10
1:03:52minutes of the conversation. You just
1:03:54haven't learned how to do that yet.
1:03:55That's why you get this. When I was in
1:03:57sales selling consumers, I rarely got a
1:03:59spouse objection. Like literally, if I
1:04:01got an objection, this was like one out
1:04:02of 50 times I'd get this objection. And
1:04:04if I did, very easy to overcome it. So,
1:04:06if they give you the spouse objection, I
1:04:07just need to find out what the real
1:04:09concern is. So, if I have that
1:04:11relationship with them, I've got their
1:04:12guard down, I've got them to open up, I
1:04:14might say, "Yeah, no problem. You can
1:04:16always get back to me in a week, a
1:04:17month, a year, 10 years, you know,
1:04:19whatever you need, man. Just get back to
1:04:20me in 100 years. Doesn't matter." And
1:04:21I'm going to be playful. Now, if I
1:04:23didn't get their guard down, if it was a
1:04:25surface level conversation, you get
1:04:26smacked in the face if you say that. So,
1:04:28once again, you got to understand the
1:04:30context of what I'm talking about here.
1:04:32You're not going to master this from
1:04:34YouTube University. I love you. We all
1:04:36know we don't master anything from
1:04:37YouTube videos, right? How many
1:04:39billionaires have been created by
1:04:40watching YouTube?
1:04:41Unlikely, none, okay? So, what I'm going
1:04:44to say here is, "Yeah, that's Yeah, not
1:04:45not I don't I don't I don't want to
1:04:47agree with them." So, I'm going to say,
1:04:48"Yeah, just get back to me." Now, just
1:04:49so I understand, in your mind, when you
1:04:51go to talk to them, what's that
1:04:53conversation mainly going to be about?
1:04:54Just to see if I can help.
1:04:56So, in your mind, yeah, sure. Yeah,
1:04:57that's no problem. Get back with me
1:04:59sometime. Now, in your mind, so I'm
1:05:00going to get the guard down. Now,
1:05:03am I wanting them to get back to me
1:05:04sometime? No. But, I need to get them to
1:05:07tell me what the real objection is. So,
1:05:09I got to get their guard down. I'm going
1:05:11to stay here and overcome this and make
1:05:13the sale cuz I can't help them unless
1:05:15they buy the same. Can you help your
1:05:17prospect solve their problems if they
1:05:18don't buy? Yes or no? No, you can't. So,
1:05:21you offer them no value. Don't buy into
1:05:22their story. This is BS, okay?
1:05:25They don't need to talk to their spouse.
1:05:27They're the ones responsible for this.
1:05:28Let's help them overcome it. Yeah, okay,
1:05:30yeah, we can talk about it maybe
1:05:32sometime. Now, in your mind, what's that
1:05:34conversation mainly going to be around
1:05:36just so I can see if I can help you.
1:05:38Now, most of the time when you ask this,
1:05:39they'll be like, "Well, I just got to
1:05:41see if we have the money." "Well, I just
1:05:42got to see if we have the time to do
1:05:44this." Could be a time objection. "Well,
1:05:45I just got to see if what her thoughts
1:05:47are." Whatever it is. Well, okay, I
1:05:49guess when you have the conversation,
1:05:50what do you feel like her thoughts are
1:05:51going to be? So, I'm finding out what's
1:05:52going on.
1:05:54If this doesn't land here when I ask
1:05:55this question, "Well, this is just how
1:05:57we make decisions." Oh, I understand
1:05:58that's how you make decisions. That's
1:05:59how I'm saying when you have the
1:06:00conversation, what is what's it mainly
1:06:02going to be around? And I loop back
1:06:03around and re-ask the question again
1:06:05until they tell me. Nine out of 10
1:06:08times, it's I just got to see if we have
1:06:10the money, if it's in the budget, and I
1:06:11just go straight to the money objection,
1:06:13overcome it, okay? Now,
1:06:16let's say that they come back and they
1:06:19say, "Well, this is just how we make
1:06:20decisions, blah, blah, blah, blah,
1:06:22blah." Well, yeah, for sure, I guess in
1:06:24your mind though, just so I understand,
1:06:27whose responsibility is it to do XYZ?
1:06:30Now, it depends on what you sell,
1:06:32depends on if I'm going to use this
1:06:33frame or not, okay? I'm not going to use
1:06:36this, let's say if I sold if I'm selling
1:06:38to a company, obviously I'm not going to
1:06:40use this cuz they're not going to give
1:06:41me the spouse objection, but if I sold
1:06:44cabinets or, you know, home improvement,
1:06:47depending on what it is, if it's like
1:06:48plumbing, electrical, if it's vital,
1:06:50obviously I can use this, but if it's
1:06:52like
1:06:53uh
1:06:53a nice to have like new cabinets or
1:06:56countertops, I'm not going to use this
1:06:57frame first off, okay? I would tweak
1:06:59this differently. Let's say if I'm a
1:07:00financial advisor, that's the second
1:07:02biggest industry. I could use for
1:07:03anything. Yeah, because in reality,
1:07:05after he says, "Yeah, I just need to see
1:07:07kind of what his or her thoughts are and
1:07:08everything." Yeah, I completely
1:07:09understand. I guess in your mind is the
1:07:10provide if I'm talking to a male as a
1:07:12provider of the home, whose
1:07:13responsibility is it to make sure you
1:07:16guys are able to retire and like you
1:07:17said be able to travel by 61. I'm
1:07:19repeating back what they say. Well,
1:07:21yeah, I mean that's I know what you're
1:07:23saying, but you know, it's it's kind of
1:07:25both. I should Well, well, no, really. I
1:07:26mean since you're the provider, whose
1:07:28responsibility is that? You got to get
1:07:30them to buy that it's their
1:07:31responsibility. Okay? So, let's say if
1:07:34I'm selling marriage therapy, okay, as a
1:07:36counselor. Yeah, because in your mind is
1:07:38the as the man of the home, whose
1:07:40responsibility is it to make sure this
1:07:42marriage gets saved? I could even say
1:07:43that to the female if she's not the
1:07:45provider or vice versa. It doesn't
1:07:47really matter. She could be the
1:07:47provider. Let's say she's not here.
1:07:49Let's say she's a school teacher. She
1:07:50wants to be off in the summer but having
1:07:52marriage problems. Yeah, because in
1:07:53reality, whose responsibility is it to
1:07:57make sure this marriage
1:07:59last because as you said,
1:08:02your husband really hasn't been really
1:08:04open to going to therapy. So, in your
1:08:05mind, whose responsibility is it to make
1:08:08sure that this marriage gets saved if
1:08:10he's not going to do it?
1:08:12Ah, that's mine. I got to get her to buy
1:08:13in that frame. It's mine. Well, why is
1:08:14it yours? Yeah, right, because
1:08:15ultimately, whose responsibility is it?
1:08:18Let's say if I'm selling network
1:08:19marketing or if I'm selling a franchise
1:08:21opportunity or a business opportunity.
1:08:23Yeah, because ultimately, whose
1:08:24responsibility is it to start your own
1:08:26business so you can make more money for
1:08:27the family? Well, yeah, I know what
1:08:30you're talking about. Well, whose
1:08:31responsibility is it? You got to get
1:08:32them to buy in that frame. You can't
1:08:33just like lay back and just take it. You
1:08:36got to frame them back. Well, yeah, in
1:08:37your mind, whose responsibility? Well,
1:08:39that's mine. Well, why is it yours?
1:08:40Well, yeah, cuz I'm the provider. So, in
1:08:42your mind, is it fair
1:08:44to put them in that position
1:08:47to make that decision
1:08:49when it's your responsibility as a
1:08:52provider of the home to put them in that
1:08:53position to make that decision?
1:08:55Now, this will land a lot of the time.
1:08:58Sometimes,
1:08:59a lot of times they'll say, "Well, well,
1:09:00no, it's not." Well, why is it? You got
1:09:02to go step for Well, why not? I see a
1:09:04lot of people mess this up. I taught
1:09:06this frame before and then other people
1:09:07stole it and they just don't go far
1:09:09enough cuz it will say, "Well, no." And
1:09:10then they go to the next frame. I say,
1:09:11"Well, why not? Why is it Why is it your
1:09:13responsibility?" Okay? So, you got to
1:09:15make sure you do that. So, I'm going to
1:09:17come back that responsibility frame
1:09:18depending on what I sell. So, is it fair
1:09:20to them to put them in that position to
1:09:23make that decision if it's really your
1:09:25responsibility as a provider for the
1:09:26family?
1:09:28Well, no, it's not. Well, why is it not?
1:09:29Or they could say, "Well, I see what
1:09:30you're trying to do." Well,
1:09:32just in reality, is it fair to put them
1:09:35in that position if it's our
1:09:37responsibility, yes or no?
1:09:39See, I can have that. I've got to get
1:09:41their guard down before this for this to
1:09:42land. If I have their guard up, harder
1:09:44to do this, okay? Now, let's say they
1:09:46still come back and they're like, "No,
1:09:48you just don't understand. I still need
1:09:49to talk to them." I see a lot of sales
1:09:51people try to get them not to talk to
1:09:53the spouse.
1:09:54All that does is trigger them to feel
1:09:56like you're just trying to close them.
1:09:58You're just trying to sell to them.
1:10:00So, here's what I'm going to show you to
1:10:01do, okay? Started teaching this
1:10:03Gosh, I started doing this I learned
1:10:05this
1:10:07I learned this when I got in network
1:10:08marketing, my third industry, cuz I
1:10:10started getting this spouse objection
1:10:12here and there with network marketing.
1:10:15And I had to come up with better frames
1:10:16for this cuz I didn't really get it in
1:10:17the other industries cuz I was better at
1:10:19preventing that.
1:10:20So, I had to come up with here. So, I'm
1:10:22just agreeing with them. Yeah, oh yeah,
1:10:23I'm not saying that you don't go have a
1:10:25conversation with your spouse. In fact,
1:10:26I'd encourage you to talk to your
1:10:28spouse. It just depends on what type of
1:10:29conversation you want to have.
1:10:31Like, cuz one type of person, you know,
1:10:33they're going to go to their spouse and
1:10:34they're going to say, "Hey, I've got all
1:10:35these problems and here's another bill
1:10:37to pay to solve these problems." Or
1:10:40do you want to go to her
1:10:42and say, "Hey,
1:10:43I love you so much
1:10:45that I took $15,000
1:10:48out of our investment account and
1:10:50invested it with a therapist because I
1:10:53want to save our marriage because I love
1:10:55you so much and because I'm the man of
1:10:57the home and it's my responsibility to
1:11:00take care of this marriage, I invested
1:11:02in this to make sure that you're going
1:11:04to be happy and that we're going to have
1:11:05a loving family.
1:11:07So, in reality, which conversation you
1:11:09want to have?
1:11:11Here's all these problems we have, I
1:11:12found a therapist, here's another bill,
1:11:14or I took this money out because I love
1:11:16you, baby, and I want to be the best
1:11:18version of myself I can be and because
1:11:21of that I care about you that enough, I
1:11:23invested this hard-earned money to make
1:11:24sure we have the best marriage. Which of
1:11:26those conversations you'd rather have?
1:11:28Well, I know what you're saying. Well,
1:11:30which conversation would you rather
1:11:31have? So, you got to reframe that. See
1:11:33what I'm doing? Whatever that is, I'm
1:11:34going to plug that in, okay? Let's say
1:11:37if you're a small, you know, I'm selling
1:11:38to a small small business owner husband
1:11:40wife that run, you know, some type of
1:11:42HVAC company or something like that and
1:11:44they would need more jobs, they need
1:11:45more leads to scale the business. Oh,
1:11:47I'm not saying you don't talk with your
1:11:48partner, your wife. It just depends on
1:11:50what type of conversation do you want to
1:11:52have? Because, you know, there's a
1:11:54certain type of person that just, you
1:11:55know, do you want to go to them and just
1:11:57say, "Hey, you know, we have these
1:11:58problems like I've been ignoring this,
1:12:01you know, lead problem for the past 2
1:12:02years and now we got this big monthly
1:12:04retainer of 10 grand to pay every
1:12:05month." Or do you want to go to her and
1:12:07say, "You know what?
1:12:09I've had this problem for 10 years, I've
1:12:10been ignoring it. I'm going to invest 10
1:12:12grand of our business's money and we're
1:12:15going to get these jobs in here and
1:12:16we're going to scale this company
1:12:18because I want to be able to take you on
1:12:19all these vacations you've always wanted
1:12:20to go to and I want to be a better man
1:12:22for you."
1:12:24So, in reality,
1:12:25which of these two conversations would
1:12:27you rather have?
1:12:28And I go into that concern tone. It's
1:12:30really hard for them to say, "I'd rather
1:12:32have the one with the bills and the and
1:12:33the this is another bill and the
1:12:35problems." They're like, "Well, well,
1:12:36yeah, I know what you mean." Well, which
1:12:37of these conversations you'd rather
1:12:38have?
1:12:39Well, I'd want to have that one. And
1:12:40then I could go in the intention frame.
1:12:42Depends on where I want to go. Yeah,
1:12:43because John, I'm sure it's not
1:12:45your real intention,
1:12:47>> [clears throat]
1:12:48>> you know, to keep that money in in bank
1:12:50account the rest of your life and just
1:12:51hope and pray it stays there forever,
1:12:53right? I'm sure your real intention is
1:12:56to be able to get those 30 jobs per week
1:12:58for your team, you can scale the
1:13:00business to $2 million a month, and you
1:13:02never have to worry about money again in
1:13:04your life. Would I be right? So, what's
1:13:05going to put you in the best position to
1:13:07get the right leads so you can scale
1:13:09your company?
1:13:10See how I'm doing that? I can tie that
1:13:11into any industry, okay? Now, there's
1:13:14other frames that I could use here,
1:13:16okay?
1:13:17Uh let's see. I could go into this one
1:13:19here. Let's see if it's a female here.
1:13:22Um I could say, "Hey, can I ask you
1:13:24something without you getting angry at
1:13:25me?" Or hey So, if those other frames
1:13:27don't work, like I said, I'm depending
1:13:29on what I sell
1:13:31depends on how I'm going to start those
1:13:33uh spouse frames, okay? I'm always going
1:13:35to say first though, "Yeah, yeah, we can
1:13:37always get back to each other. Just so I
1:13:39understand, like when you talk with
1:13:40them, what's that conversation mainly
1:13:42going to be around?" I'm first going to
1:13:43do that so I find out what the concern
1:13:45is. And then after that, I'm going to do
1:13:4675,000 different frames. I'm going to
1:13:48teach you a few here. We're not going to
1:13:49have time for all of them.
1:13:50"Can I ask you [clears throat] something
1:13:51without getting upset with me?" "Sure,
1:13:52go ahead."
1:13:53"If you were looking to achieve
1:13:56your dreams, if anyone I'm not even
1:13:59talking about your spouse here, but like
1:14:00anyone tried to stop you from actually
1:14:03getting to those dreams, how would you
1:14:05feel about that person?" They They A lot
1:14:07of times they'll come back and they'll
1:14:08say like, "Oh, well, that's not what
1:14:10we're trying to do." No, I'm not I'm not
1:14:11saying that's what you're trying to do.
1:14:12I'm just Take your spouse out of it.
1:14:14If any If you were trying to achieve
1:14:16your dreams, if anybody Take your spouse
1:14:18out of it. Tried to stop you from those
1:14:20achieving those dreams,
1:14:22how would you feel about them? "Oh man,
1:14:24I wouldn't like them." Okay. Yeah. So,
1:14:26then I'm going to say at this point,
1:14:29"So, can I be like really direct with
1:14:31you without you getting upset right now?
1:14:33Just as you're Just to keep you, you
1:14:34know, we talked about being accountable.
1:14:36Can I be super direct with you without
1:14:37you getting angry at me?" "Sure, sure,
1:14:39Jeremy, go ahead."
1:14:40"If you truly care about getting XYZ
1:14:43result, which I know you're the type of
1:14:45a that does from what you told me. And
1:14:46you truly care about your spouse.
1:14:49Why would you even put them in a
1:14:51position
1:14:52where they could where you could feel
1:14:53that way about them? Now, I've got to
1:14:55say that in a concerned tone. I've got
1:14:56to get them open. This will not work if
1:14:58you had a surface level conversation
1:15:00throughout that discovery call. I want
1:15:01to make sure you understand. If you just
1:15:03kept them surface level, their guard is
1:15:04up the whole time. They're going to
1:15:05smack you in the face if you do this.
1:15:06They won't even let you get to this
1:15:07point. So, you got to get much better
1:15:09your discovery conversations, okay?
1:15:11That's objection prevention. So, if you
1:15:13truly care about getting XYZ result and
1:15:15you truly care about your spouse,
1:15:17why would you even put them in a
1:15:19position
1:15:20where you could feel that way about
1:15:21them? Well, I'm not saying that we Well,
1:15:24if you truly care,
1:15:26why would you even put them in that
1:15:27position where they could hold you back
1:15:29from getting XYZ result and now you
1:15:32start to feel like they're holding you
1:15:33back. Why would you do that? Now, I have
1:15:35to say that in a concerned tone. If you
1:15:36come across judgmental here, you will
1:15:38get punched in the face, okay? Because
1:15:40if that happened and they didn't want
1:15:41you to get the funds so you could get
1:15:43XYZ result,
1:15:45what could that possibly do to your
1:15:46marriage? I could really get deep into
1:15:48here if I get their guard down way
1:15:50before this. I want to make sure you
1:15:52understand that's a big if. You got to
1:15:53learn how to do that. So, what do you
1:15:55need to do right here right now today as
1:15:57your responsibility to never put your
1:15:59spouse in that position where they felt
1:16:01this where you felt this way about them?
1:16:02So, what actions does, you know, the 2.0
1:16:05version of Eric take right here right
1:16:07now to make sure he doesn't put his
1:16:08spouse in that position where he can get
1:16:11XYZ result? Like, what actions does 2.0
1:16:13version Eric take? Okay, depending on
1:16:15what I sell is how I'm going to say
1:16:16this. I'm not going to say 2.0 version
1:16:18of Eric if I'm selling garage doors.
1:16:20That wouldn't make any sense, okay? This
1:16:22might be more for like I'm selling a
1:16:24training course or if I'm selling
1:16:26marriage therapy or if I'm selling
1:16:27dating advice or, you know, how to, you
1:16:30know, build a crypto, uh, you know,
1:16:32investment strategy or something like
1:16:34that. Now, let me give you a few other
1:16:35examples here right here before we get
1:16:37off here, okay?
1:16:38Um, I could get them back to trust. Now,
1:16:40if you have a prospect that keeps
1:16:42saying, "Well, you know, it's just they
1:16:43they just don't trust me. They just
1:16:45don't trust me. They just don't trust
1:16:46me." You'll find a lot of times men will
1:16:47say that like, "Oh, my wife doesn't
1:16:49trust me." Or sometimes a lot of women
1:16:50say, "Well, my husband doesn't trust
1:16:51me." Well, hold on.
1:16:53Has something happened in the past where
1:16:55they lost trust? Yeah, you know, I
1:16:57invested in this thing and it ended up
1:16:58being a scam. Oh, what happened? And you
1:16:59go back and clarify and probe where they
1:17:01release the steam off of that. Then I
1:17:03might say, "Well,
1:17:05why did your Why do you feel like your
1:17:06spouse doesn't trust you making these
1:17:08type of decisions on your own?" Well,
1:17:10because of X Y Z, blah blah blah blah
1:17:12blah. Now, sometimes when you ask that
1:17:14question, they'll push back. They're
1:17:15like, "Well, no, I'm I'm not doing that.
1:17:16Like I'm you know, I'm you just you
1:17:18know, this is just the way we make
1:17:19decisions." Well, I understand, but if
1:17:20she really trusts you,
1:17:22then you wouldn't be having this issue
1:17:24in making decisions yourself, right? So,
1:17:26why is it that you don't Why is it that
1:17:28there's no trust there? You can tell me
1:17:30like something happened in the past like
1:17:31why is there no trust there? Most of the
1:17:33time I get that there. Well, blah blah
1:17:35blah blah blah, okay? Something like
1:17:37that. I don't It depends on well, you
1:17:38know, in the past I invested in this
1:17:39crypto thing and it didn't work out or I
1:17:40invested in this service and we didn't
1:17:42get the results, whatever they say.
1:17:47Can I tell you something without you
1:17:49getting upset with me? Can I tell you
1:17:50something without you getting pissed off
1:17:52at me? See, I'm doing it Can I make a
1:17:54suggestion without you getting upset
1:17:55with me right here? It's really hard for
1:17:57them to say, "No, you cannot." Okay?
1:18:00Because I have their guard down. If you
1:18:02don't have their guard down, it's not
1:18:03going to work as well, okay?
1:18:05If I was her,
1:18:08I wouldn't trust you either.
1:18:11You know why?
1:18:12Just because of the way you've shown up
1:18:13to this point because how are we ever
1:18:16going to show her we can be trusted if
1:18:19we never take the actions that the
1:18:20person who makes 40 grand a month makes?
1:18:23If we can't take the actions that that
1:18:25person who makes that 40 or 50 grand a
1:18:27month or every week in their business,
1:18:29if we can't be that person, how am I
1:18:32ever going to earn her trust? Now, like
1:18:34I said, I I plugged something in there.
1:18:36Let's say if you sold
1:18:38um something that helped them make more
1:18:40money. Let's say if you sold network
1:18:41marketing and they want to make 40 grand
1:18:43a month and they want to get out of
1:18:44their job. Because if I was her, I
1:18:46wouldn't trust you either.
1:18:48Now, you got to say that in a concerned
1:18:49tone. You can't say, "If I was her, I
1:18:51wouldn't trust you either, man." Cuz
1:18:52then they're going to get pissed off. It
1:18:53sounds judgmental. I mean, if I were
1:18:55her,
1:18:56I might not trust you either.
1:18:58You know why?
1:18:59Because of the way you've shown up from
1:19:01what you've told me to this point.
1:19:02Because how are we ever going to show
1:19:04her
1:19:05that we can be trusted if we never take
1:19:08the actions that the person makes that
1:19:11makes 40 or 50 grand a month or that the
1:19:13person who gets the training to get her
1:19:15better job makes. How's she going to
1:19:17ever be able to trust us if we can't
1:19:20take the actions and do the things that
1:19:22the person who gets that promotion makes
1:19:24that the other person never takes. How
1:19:26are we going to ever be able to do that?
1:19:27Or I could say, "How are we ever going
1:19:29to be How's she ever going to trust me
1:19:31if we don't take the actions that the
1:19:32person takes that the mom takes to get
1:19:35her kids a scholarship to make so
1:19:37they're not forced to pay all that
1:19:38debt." So, I get Let's say if you sold
1:19:41something that teaches like parents how
1:19:42to get academic or sports scholarships
1:19:45so they don't go into debt for their
1:19:47kids or their kids don't go into debt.
1:19:48Yeah, because how is she ever going to
1:19:50trust you if we're never able to take
1:19:52the actions that the person that the mom
1:19:55takes that gets her kids the scholarship
1:19:58so that they don't they're not forced to
1:19:59pay all that debt. Or I could say that
1:20:01the business owner takes who scales the
1:20:03company to 50 million dollars a year.
1:20:05So, all I'm doing is I'm plugging in the
1:20:08end result. Like I said, you need
1:20:10industry-specific help cuz you're like,
1:20:11"Jeremy, I like that frame, but how
1:20:13would I tie in my industry cuz I don't
1:20:15have time to do this for thousands of
1:20:17industries or train here?" Just text me
1:20:19at that number. And if you're the type
1:20:20of person who's committed to mastery,
1:20:22which I know you are, that's why you
1:20:23follow me here. You're not like all the
1:20:25wingers and dabblers and know-it-alls
1:20:27out there that just kind of dabble
1:20:28through life that never get the results
1:20:30that top 1% earners do in sales, here's
1:20:33your next step here. Go right now to ask
1:20:36Jeremy
1:20:39and I'll spell here dot AI. We just
1:20:41launched this. This is our AI here. This
1:20:43has a little bit under 30,000 hours of
1:20:46all of my training industry specific
1:20:48that I do not release on Instagram,
1:20:51YouTube, Facebook. We all know that we
1:20:53can't master anything, especially
1:20:54selling from free YouTube videos on
1:20:56YouTube University. So, if you're the
1:20:58type who wants to master this and not
1:21:00dabble in this to get average results,
1:21:02you want to be the best, go to
1:21:03askjeremy.ai. You can ask me any
1:21:05question there. Shows you all the
1:21:07training courses to go through. Answers
1:21:09the questions in real time. It's like
1:21:11having me in your pocket 24 hours a day,
1:21:147 days a week. We've already got
1:21:15thousands of clients in this and they
1:21:18are crushing it and they're in your
1:21:20industry as well. Askjeremy.ai. Make
1:21:22sure you hit the subscribe button and
1:21:23the notifications. Until the next video,
1:21:25I'll see you then. Hope that helped out.
1:21:27Askjeremy.ai. See you in the next
1:21:28training.

About this transcript

This page contains the full transcript of Top 5 Objections And How To Overcome Them by Jeremy Miner, generated from the public captions YouTube serves with the video. The transcript has 18,965 words across 2,661 segments, with the original timestamps preserved so you can click any line to jump to that moment in the embedded player.

What you can do with it

Use the transcript to take notes, quote the speaker, build a study guide, generate a summary with ChatGPT or Claude via the YouTube Summary tool, or export it as a timed subtitle file with YouTube to SRT. You can also re-open it in the transcriber to translate the transcript into 100+ languages.

Free YouTube transcript tool

YouTube2Text is a free YouTube transcript generator — no signup, no daily limit. Paste any YouTube link and get the full transcript instantly, with timestamps, click-to-jump, translation to 100+ languages, AI prompts for ChatGPT, Claude, and Gemini, and exports to TXT, SRT, VTT, or Markdown.