Transcription
In this video today, you're going to see us roleplay different types of objections. Both of these reps, Axel and Sam, are on track to make multiple six figures as commission-based salespeople, and I'm obviously the guy that made seven figures. So, you're going to see us do some live role plays today of different objections, different things in a sales call. Take away some notes, do it on your next call.
>> Yeah, man. All sounds good. I just I I just need a little bit of time, man, because Yeah, it's it's quite a lot of money, of course.
>> Okay. When you say you need a little bit of time, like what what do you mean by that exactly?
>> Yeah, just a little bit of time to process things.
>> Don't honestly look Don't tell me this is a good old think about it objection, man.
>> No, like No, it's more like it's like like we can't deny that it's a lot of money, right?
>> I'll be the first person to tell you it's expensive. I went five figures into debt at 18 to do this.
>> Yeah,
>> it was scary, dude. It's one of the most expensive programs out there.
>> Exactly. So, that's what I'm saying, right? Like I just need a little bit of time to
>> to figure out like how I'd structure it and
>> in terms of like going to find the money or whether you even want to do it.
>> Oh, no. I definitely I definitely I definitely want to do it. Right.
>> Okay.
>> It's more about like how
>> Okay. So, like man sales rep to sales rep here. Obviously, you want to be
>> close there. Okay. So, two things.
>> You can have that personality of like, hey, dude, like I'll tell you it's the most expensive. What you got to do is you got to follow through with a perspective change. Here's the issue. If you get somebody to focus on the wrong thing, what ends up happening? They changes how they look at their perspective. If they change how they look at their perspective, it then changes the words. What key word did he tell you that you could have fixed right there and done a pattern interrupt?
>> Expense. I could reframe it.
>> No,
>> man. I really want to do this.
>> Then do it.
>> You want to or you need to?
>> No.
>> Because everybody wants to do things. I want to be a billionaire. Doesn't mean I'm going to do what it takes to get there. I really want to monetize my channel. Doesn't mean I'm going to do it. What's the difference is when you need. So you want to or you need to. Well, no, man. I need to. Okay. So, what is the per
>> and then I fetch contacts.
>> Exactly. So, the key is this. Treat it like boxing. And you'll actually like this. When you're boxing and you have them against the ropes, you double down. You don't just move back, right? When you're when you have them, most people back up is like, I got a bit and then back up cuz they don't want the fire. But what do you do when you're in that situation?
>> Yeah, you go ham. So, it's the same thing here. When you're in objection handling, what you get them to focus on is key. So, I see what you're trying to do. The whole like, you know, kind of that confidence. The reason it might not be working as well, which is why things are taking longer for you, you got to follow through with then getting them to focus on something else. You get him to focus on something else, then it changes how he looks at his perspective. When you do the pattern on want vious need, he's like, "Well, no, man. I need it." He consciously says that then you can get somebody over.
>> Yeah. The difference between the kind of more intense objection handling sessions I've had for platt where like there's a good relationship. So like there's no kind of resistance where they're hiding away, but like they're just not doing it compared to like what we did yesterday
>> with that guy. Like the difference that I saw, the biggest thing was like it had the same effect both of us in terms of like I got them to want it and you got them to want it. But I got them to want it in a way where it's like let's get this set up for like February, January.
>> You get people I'll tell you the difference between me and other sales people, right? And even in this situation,
>> you're probably good at getting people to want [ __ ]
>> I'm very good at getting people to do [ __ ]
>> Getting people to do [ __ ] because I make it clear that there's no alternative.
>> Yeah, that's what I'm saying. yesterday. It was a level of like
>> conviction,
>> dude. He went he went, "You fuckers." Like he he straight up got like annoyed, but in a good way to like realize there's no other option.
>> Yeah.
>> When you really sell something really [ __ ] good, there's no other option but to succeed. And so for both of you, even for you as a transition into a manager, the level of conviction it takes to sell every month consistently and hit bigger numbers is [ __ ] ridiculous. It's a belief game.
>> But you got to then have technique with belief. So like getting him to focus on the right thing, cracking his word pattern of want vious need. You got to crack down on [ __ ] like that cuz you got to get people to do [ __ ] The question is if they wait till February, if they wait till March, how does that how does it benefit anybody by waiting to join plat?
>> It [ __ ] doesn't. So you got to [ __ ] crack them.
>> So what what I've I'd like to hear your opinion. What I've been doing for this is to like almost pre-handle this because a lot of what I did on the ecom offer that worked for me very well was I'd sometimes drop frames
>> before the pitch if I knew the person was going to be slippery and then at the end my objection handle would just be like a very short wording and referring back to that frame. So like
>> don't do that. Just get better at objection in
>> really
>> cuz I feel like you're overcompensating on the frames overcompensating beforehand. It's the same concept we went over about not pitching everybody. It's like we're overcompensating rather than getting better at the thing.
>> Okay.
>> So, you're saying that
>> I go heavy on pre-handle.
>> Yeah, I know. But sometimes people pre-handle too much. That's why I don't believe too much in reframes cuz I think people overdo their refframes and I think even when you guys had first started training, it's like we overdid some of the [ __ ] with reframes unnecessarily instead of relying on the questions.
>> So, if you just get better at handling objections, the pre-handling becomes a lot easier. But if you overcompensate on pre-handling, you never actually handle the objection. So like role play with Axel, give him an objection. And I think what you'll take away is different ways of how he zooms out.
>> I think I think that worked. It just clicked in my mind because of now the new style which is a lot more like you're making it extremely obvious that you're selling.
>> Yes.
>> I think it works well that you would make it extremely obvious that you're objection handling at the end
>> and lean into like a harder objection hand rather than too much.
>> So like give excellent objection. Just go back and really the thing I want you guys to focus on for both of you. You guys are both obviously very good. Both of you are going to make multiple sex figures, yada yada yada. But like the level of selling that I learned from Andy Elliot when I did my one-on- ones with him, which is kind of what I want to do here in a way is like there's just a different level of conviction where you take technique
>> and then you combine technique with just [ __ ] full just brute force of like I know where this is going and I'm going to [ __ ] execute it.
>> That's when it goes from persona to who you are. You you talking about sales with with Dennis yesterday about like how it's a sport and how you have to treat it like a sport
>> makes it so much more so much more like you know I got to get this
>> because I want to be a sport.
>> Yeah, agreed. Okay, sweet. Go for it.
>> So, how would you like to proceed?
>> Um I to be honest, man.
>> Y
>> I like don't get me wrong, I I love I love everything about it.
>> I'm obviously it's expensive.
>> Yeah. So, I'm going to have to
>> I hear that, man. Can I ask
>> like money aside for a second, right? Let's say I I give you a bag of cash like the the money wasn't an issue, right?
>> Yeah.
>> Would you do it?
>> Like if you gave me if the investment was
>> dude like if if I had if I had like 50 grand in the bank, like I'd put 25 down for this. Like I'd pay for it.
>> And why though? Because you still got to put in the work, right? Like from your perspective, why would you actually want to do this?
>> Slow your pace. So for you with your calls, that's where you slow down a bit because slow pacing is what empathy and getting them to really think. Fast pacing is meant to get a response. You do a very good job of making people feel comfortable, which is why you talk faster. But then when you end it off, slow it down. So it's like because you still have to do the work, man. But tell me like why
>> why would you do it?
>> Yeah.
>> That slow pacing will cause him to internalize it deeper. But if it's all at the same pace, he's not going to internalize a specific thing. And what you're trying to emphasize is the why would you do it? That's where you need to fluctuate.
>> I got you. That makes sense.
>> Okay.
>> So, why would you do it?
>> I mean, obviously like what we talked about, I
>> remind me pretty ambitious goal. Um,
>> I know that like to get there like all of the people I've seen that have got there have have obviously invested in themselves, but not even because it like costs money, but because like it just requires really good training. So, I know I'm going to need this to get to my goal. It's just a case of like right now able to
>> because like there's a big difference, right? Like in again kind of like we talked about earlier about like wanting to do something and wanting to become that type of guy and actually doing what it takes to get there.
>> So can I ask you man then is it mostly just that initial investment of the the 6800 or if we could like break that up into smaller chunks I guess would that make things a bit more digestible for you?
>> I mean yeah it would help. It would help. I'm not going to lie, it's all in all tight and obviously like I don't want to be in a position where I'm like stressed.
>> I wouldn't want that for you either, right? Like the whole point of this is not to have anyone like go broke, but the opposite, right? Like help people actually make more money. So in certain cases, like we'll do something like that, right? Like we can get you started for a lot of less. Then as you
>> No, I'm being nippy. No, I'm being nitpicky here.
>> How could you say what you just said? Give him the microphone. How could you say what you just said more concise in a way where you're putting the ownership on them rather than trying to justify or make it seem easier? How could you say what you just said in a way that's concise that gets him to take ownership that puts the onus on him rather than now making it about you?
>> Not sure.
>> Okay. So, like what if you said something like where he's like, "Brother, it'd be tight." And it's like, "But I get that, but isn't that the point?" Well, what do you mean? isn't the point of why we got to do this is the fact that it's tight, but we don't want it to be tight. Because, brother, I've been in your shoes and I don't want to put you in that shoes.
>> Yeah.
>> But we ain't going to get out of things being tight if we don't take some massive action to actually fix that.
>> You feel like I should do that now though before getting money out the way.
>> Cuz you're already doing it in a way, but the issue is you're making it so comfortable without getting ownership onto him that I think it'll be harder to get out logistics.
>> You see the difference? So you're getting him comfortable, but you're not putting onus onto him. So what you did there right there is you made him feel very like I don't want that to be for you. But what that is that gets him comfortable.
>> The thing with objectioning is it's this game. It is to some degree like um
>> you know it is it is no no it is a matching resistance thing. So like objectioning if we have like fists here right as an example it's matching it. This is what it is cuz it's like you're trying to make it seem like it's me. I'm trying to make it seem like it's you. It's when this [ __ ] matches here where I'm like, [ __ ] I'm banging here with you.
>> Like, it is your job. So, I think you do a good job of making feel comfortable. But I think what also affects you when I hear your calls, you do too good of a job of making people feel comfortable.
>> That's also why you're going to have a really good follow-up close rate as an example. Right.
>> Right.
>> Put more of the responsibility when you communicate. So, he actually is like, I need to [ __ ] make a change. Same thing for you. When you talk to people, you think pipelining, I want to close them in two months. That's not a bad mentality. But what you got to think about is if the guy needs to do it now, how do I communicate in a way that causes the person to feel like they need to find the money now in the next week, in the next two weeks, and that motivation doesn't divvy down? You closed Demani as an example, right? One of our clients, shout out to you. Um because there was enough intent he had, right? He knew he had to [ __ ] do something. He had enough internal [ __ ] dialogue and then you followed through on being like, "Okay, so how are you going to find the money, motherfucker?" Everybody has that internal feeling. You got to bring it out of them. That's how the cold outreach [ __ ] works is we got to find it in them. So when you're in objection, you have to keep this. It can't be this or this. It needs to be a matching resistance because when there's ownership and there's heat, then I'm going to [ __ ] find [ __ ] If you take the heat off me, if you take the heat off me, which both of you have very similar patterns to that, then there's no resistance, which means no resistance, no pressure, no pressure, no action. What you get them to focus on changes how they look at their current perspective, which changes their languaging, which then changes the overall result. I am curious. Um, would you say, this is just purely curiosity, would you say that being a lot harder with the pressure on the call, would you say, obviously that increases your close rate on call, but would you say that inc lowers the follow-up close rate?
>> Not necessarily, as long as you're not attacking them as a person. So, if you like me, I'll use me as an example. Like when I used to attack people, right, to make sales, made a lot of sales, but you're right, the follow-ups was less. When I started attacking people's approach and I just had this full conviction, close rate definitely went higher. But more important on follow-ups, people felt responsible to showing up.
>> Yeah.
>> Where people would sometimes show up on the follow be like, "Fuck you, man. I'm doing it." Right. It would be like that energy because that resistance was matched. Respect was gained on both sides.
>> Yeah.
>> They didn't just respect me, but they knew I respected them. You can't be passive with people, but you also can't overdo it where you attack them as a person, otherwise that's the problem. But you got to match this resistance, man. If you don't match resistance and objection handling and make it about the person where they take ownership, if you try to you're going objection handling isn't shifting ownership as much as it's shifting perspective on the problem. What's wrong is always there, so is what's right. What's not there in terms of the cash in the bank is always there. What's right is always there as well. And so, especially for you guys with the financing, you don't want the sales people just being like, "Oh, great financing." If you guys are overleveraged on financing, that's not a good position to be in, right? like 20 to 30% maybe from financing but that's where you got to drill home especially with your team on like that concept.
>> I think that would be fine though because I think that would be fine though because right now we didn't have any financing.
>> Yeah. It's a step in the right direction but what you don't want is the sales team becomes dependent on it.
>> Yeah. And lazy. I
>> right in objectioning just it's resistance but you got to match.
>> Doesn't mean you say stupid [ __ ] like [ __ ] But the matching it is changing their language. If you guys want to know how you match resistance you change the words they say. Yeah.
>> How do you change words initially? You call it [ __ ] it up.
>> So like the the the need and want thing you said earlier
>> and then they won't say want again. And if they do, you just you just say need,
>> right? So it's a pattern interrupt where somebody says want v need where
>> like if I do it with Axel like let's roleplay that section as an example because it's small [ __ ] like this that this is how you pre-handle. The way you get better at pre-andling objections is you get better at handling them because then you start thinking of different things. But most people do it the opposite. They first try to learn how to pre-handle [ __ ] before handle it and that just makes their calls longer. But if you learn how to handle objections better, pre-handling becomes easier. When you know the woman you want, the dating apps you use, and how you get her is a lot easier. Then you don't know what you want, so you just go anywhere. That's what makes you a hoe.
>> Yeah.
>> No, it's Yeah. Has to come back to me.
>> No. So,
>> it's either fitness or that, right? One of them.
>> It's one of them two.
>> Yeah. So yesterday with Dennis, one of the things like I talked to him today and we talked for quite a while and he pretty immediately brought up negotiating with himself, which is something like you and him covered the day before.
>> Yeah.
>> And it's funny cuz like that term negotiating with yourself isn't like a concept that I hear a lot or heard a lot before that. definitely hadn't heard a prospect talk about it, but now he suddenly brought it up and he like brought it up like he really did talk about it for like five minutes
>> about how he does negotiate with himself. So it didn't make an impact.
>> Yeah.
>> So yeah,
>> the way you create is you call people out on their [ __ ] So I'll give you context on the call. He was like I negotiate with myself. So I went through a few loops with him on the whole concept. Bro, people will find money. People will find money. But people have a habit of negotiating, which is why when you call them on their languaging, the negotiation stops. Imagine if every time you tried eating like [ __ ] your trainer slapped it out of your [ __ ] hand. After a week of that, after a month of that,
>> conditioned.
>> That's what Joe does.
>> Your behavior is conditioned, right?
>> Joe's coming to Paris with us, right? So, you're conditioned. But in sales, we're conditioning languaging.
>> Yeah.
>> If I change your languaging by calling you out, I change everything. What you've changed in the company is you've changed the standard by changing your behavior. and it's caused other people to look at your behavior. The game we're playing in sales on a call is changing languaging. The game you're playing with the pre-all resources, that other [ __ ] is changing overall the dynamic of that relationship. But in sales, when you're in the call, you're changing languaging. That's your rule.
>> So like role play with act like you continue role playing again being the saleserson and like throw [ __ ] out. Your goal is to do the interrupts without over making them comfortable matching the [ __ ] resistance.
>> Got you. I do have a question. What what style if if Matt was going to do this, how would he go about handling the objection?
>> Cuz I know he has a
>> It's the same pathway, but the difference is like two things Matt will do. Number one is he skips a lot of steps because he knows what he's doing. The second thing is like Matt doesn't care about an identity shift. He just cares about getting the sale in. I want you to first have the depth of creating identity shifts and like really [ __ ] changing this person's life because if you can do that, then you can like optimize for speed.
>> Okay? That's why sometimes objection handling for an hour sometimes even I'm sure you both have had calls where it doesn't close but man you learned so much because you went all the way.
>> Yeah.
>> Yeah.
>> Got to [ __ ] do that.
>> So is it mostly just that initial investment or
>> if we could break that up would that make things a bit more digestible for you?
>> Um I mean it would make it easier. Yeah. I I just I would still be a little bit like stressed going tight for money and
>> well like
>> tight for money.
>> What if I told you it's not what you thought it was?
>> What do you mean?
>> Well, you being tight on money. That's exactly why we're here. That's exactly why you should do it. Cuz the whole reasoning that we're here, man, is to get the skill set so that we don't have to be taught our money. Right. I get what you're saying.
>> With that being said though, I still understand that that not everyone has 6,800 to just pull out of their pocket, right?
>> Yeah.
>> So, what we can do in certain cases,
>> but it's never a question of do you have the money? It's are you going to use the stress to find the money to fix your situation or are you going to use the stress to stay where you're at and not find the money and stay average?
>> So, is it just you go into it? But then,
>> yeah, go ahead. Go ahead.
>> If I do that
>> and then he gives me push back and now it's like we're in objection handling, but I still haven't gotten money out the way.
>> So, hear me out on this. Um, and I see what you're saying. I I I understand the premise of the issue.
>> Yeah.
>> You need to create vague enough statements where you don't get push back.
>> So, that's what I felt like I did now, right? Like where I give a made him realize that like, dude, the fact that it's tied is why we're here, right? I was saying the ending of it though when you transition into like I understand that everybody doesn't have it. I don't want you to generalize that.
>> Okay.
>> That's where again don't that generalized theme like
>> so the difference is when I sometimes generalize it but be like what some of our clients do is they'll break it up and then as their you know income sort of gets higher man they'll take like a percentage of the increase and they'll set aside like that framing I do but that's done after we've secured the logistics because I want to make it seem normal. I don't want to make it seem normal before I get the logistics out of the way because of the fact that I want him to take ownership to fixing this.
>> Okay.
>> So, I see what you're saying. I don't want you to get distracted, but what I So, the thing to avoid there, I guess, is what I'm trying to communicate is the whole like I understand that not everybody has it. I want you to keep the pressure on him and make it about him.
>> Like for you, brother, the stress is going to come from fixing this, not but not by not fixing it
>> because otherwise then it's going to be a habit of feeling stress and then whatever you want to say after that.
>> Yeah. But then
>> tell me
>> what I'm thinking there is like yeah
>> I I I keep the pressure on and then I ask I end it off by asking him a question or ending it off by diving into breaking it up.
>> You dive into breaking it up. That's the right path. But when you ask a rhetorical question like that and you look and you can see from his body language, it's like, "Yeah, I know that makes sense, man."
>> Yeah.
>> Then you don't follow up with why though, right? You don't do that.
>> But then you go into logistics. And so that's what I mean.
>> Yeah.
>> If he does not give me that response and he gives me the, "Yeah, no, I 100% hear you, but like if I don't have the money, what's am I supposed to do?" Right?
>> Is it just that initial investment? You still go down that path then.
>> Okay.
>> So you said it, but you don't get distracted by it. It's a hook. Sometimes the hook misses the fish.
>> Yeah.
>> So the difference between a hook and a frame, a reframe is changing somebody's perspective on a belief. A hook is causing somebody to think and assert an identity. It's a hook. Not all hooks are going to land. That Christmas frame I went over with the boys. So whenever Christmas objections pop up at the beginning of the call, there's a hook. Hey man, I just want to say kudos to you for hopping on because a lot of I think people, you know, always push off kind of the new year, new me guy that they're going to lose weight after Thanksgiving and they're more overweight next year. So just kudos to you, man, for wanting to get after it and prepare for next year by, you know, fixing XYZ, man. I just want to say that. But with that being said, then you continue. That's a hook. It's not going to land with everybody. And people are like, "What if it doesn't land?" [ __ ] keep moving on. Hooks are not meant to get somebody to always bite at them as much as they're meant to put out there to see if somebody acknowledges that hook.
>> Yeah.
>> Because then I take that hook and I keep moving on with them.
>> Is that going to make sense?
>> So that's where I want you to put in your hooks cuz some of your hooks right now get them comfortable. I want to change it to your hooks get them bought in.
>> That's a small change that if you make I I can almost guarantee you double conversions because you're very good at making people feel comfortable and getting them to realize they need to buy [ __ ] What I want you to be really good at is getting people they need they want to buy [ __ ] but challenging them enough not overdoing it right but challenging them just enough where there's this internal feeling of like I need to do this.
>> Yeah.
>> It's exactly the same >> that's the belief we need to like when people get to a point man like most of the people I sold made 3 to 5 grand a month. That's a 16k offer, right? You get somebody so internally motivated like I I I will find a way. I need to get this done. And that's where fixing the languaging where you're somebody that's afra I always give this example. you want to be the older brother.
>> Yeah,
>> I respect you, but you'll whoop my ass if needed.
>> And so, it's that feeling that they have, but you got to get them internally motivated enough to do that. And for that to happen, you got to fix the language and you got to put different hooks in constantly results based thinking. That whole concept of get them in results based thinking, that's not done by one question. That's done by [ __ ] all the questions. Everything you get them to focus on throughout that call, the pacing of how you say it, what you really get them to internalize, it's done throughout it. especially in objection handling. What they focus on is how they look at what they're where they're at where they're at is what words they use and what words they use is how they take their action. So if you can get them comfortable, but also now take it from being comfortable to being motivated to being like I need to solve this game over.
>> I hear 100%.
>> Okay, let's do one more.
>> So for you Sam, is it mostly just that initial investment then or I guess if we could break that up, would that make things a bit more like digestible for you? I I I think it would. Yeah.
>> Yeah. Okay. Sweet. So, because that's the thing, right? Like sometimes we can break it up to make it a bit more doable as long as you obviously are bought in and and want to actually make things happen and improve your situation. So, with that being said,
>> it it would help me. It's just
>> for sure, right? Like, so I guess what do you have cash after, you know, bills, expenses, and all that? What do you have left? just to see if it's something that would make sense
>> right now. Like about like four
>> 4,000
>> not just to see if we can help or just to see if it makes sense.
>> Just to see whether if I can help you. Languaging
>> just to see
>> if I can help you. Because what does that position you as if you say so I'll give you both versions and I'm not going to even do the tone. What do you have cash on hand right now, man? just to see if this would make sense. What do you have cash on hand right now is just to see if I can help you. Which one positions you more of an authority?
>> You're not going to give someone resistance
>> and then we get them results based thinking.
>> Small [ __ ] like that. People internalize the like languaging when you do certain things. Again, you're training them.
>> Okay. Okay.
>> Okay.
>> So, what do you have cashing in? Just to see if I can help you.
>> 4K right now.
>> 4K and that's checking same savings combined?
>> Yeah, pretty much everything. Like I I have some more but it's not long-term stocks and like
>> Okay. So you have
>> I want to be safe now.
>> I got you. And I guess Yeah. How much do you have roughly in like stocks, investments, crypto?
>> Stocks about like 10 15. It like moves around. I haven't checked it in a bit.
>> Okay. You leaning more towards 10 or more towards 15?
>> Probably 15.
>> 15. I got you. And uh you have a credit card?
>> I don't have credit.
>> Okay. I got you. And on a monthly basis, I remember you mentioned that you're staying at home with your parents and you're bringing in about like 3,000 a month. So, are you left with usually about 3K per month or or after expenses? How much are you left with?
>> Probably like I contribute a little bit with my parents. So, probably about like 2K.
>> 2K. Okay, I got you. So, just to summarize, make sure 8,000 savings. Oh, sorry. 4,000 savings, about 15 in in investments, and about 2K on a monthly basis, right?
>> That's correct. Gotcha. So Sam, would it be fair to say, man, that the finances are there?
>> It is doable for you? Yes or no?
>> I mean, like like if I just went like full crazy mode and like like took money out of stocks and
>> Yeah.
>> Yeah.
>> And crazy is doing what we have been doing and expecting different results. I think it was Einstein that said that.
>> Oh yeah, Einstein's Einstein's Yeah, I think. Yeah.
>> But
>> yeah,
>> I hear you in the sense that like we all make decisions based on our perspective, right?
>> Up your conviction here.
>> Yeah. So it's like so like for you and this is where you what you say is usually really good but a tough thing where it's like
>> so we all make decisions dude based on our perspective but the very tough thing then like the super hard thing is how do you make decisions like you got that's where you channel body language. Yeah. And I hear you, man, because we all make decisions based on our perspective, right?
>> But the hard thing, Sam, like the really hard thing is being able to make decisions based on where you want to go and not where you are.
>> Okay.
>> Because if I only make decisions based on where I am, naturally, that's the only place that I'm going to end up.
>> We talked about on the
>> Yeah.
>> That's like the difference for you, dude. Like if you get good like for you particularly even for you because to some degree you do what he does which is you just go on and on and on at times unnecessarily.
>> If you get good at calling people out on kind of the languaging like we're talking about
>> but you can find it where certain things you're understanding but then you shift into just this [ __ ] mode. That's your thing right there.
>> You just need to do them when to shift into that mode. Certain times I think it's good the way you're super comfortable. You make people it's so seamless. But then certain times it's like I'm like, "Dude, [ __ ] bring it." Now you bring it.
>> Yeah.
>> You got the leverage. So I think for you, you need to set that rule for yourself mentally when you're in some of these calls, especially because you've gotten way better where it's like, "Get in that mode, bro. Get it."
>> More conviction.
>> More conviction. Right.
>> I'm not in their [ __ ] More pressure,
>> right? So when you call them out, you do it the way you do it. But like then there's this mode where it's like, "Okay, I'm going from Mr. Nice Guy now to now my older brother. Now I'm going to [ __ ] explain this." That's the difference I think for both of you. especially you selling sales training, but even you it's like it's that thing where you guys both have like call it the frames and whatnot, but now the next level of development on like the training calls we do and even for you, it's like
>> how do I now get more conscious where I shift and I know why I'm shifting. If you start understanding it better to call out the languaging, right, a few the words we just changed, but then your conviction shifts when you look that sounded way better. It's like we all make like that was the mode.
>> But you got to shift because if you shift, what do you think shifts to them? They shift.
>> I got a question. So
>> if now if you would have started off with that energy
>> Yeah. that wouldn't have worked,
>> right? I got you.
>> But that shift
>> that gohead with sales training specifically, especially something like plat where it's like so advanced,
>> when there's prospects that are more I guess like more like a veteran, maybe making like 15, 20, 30, they'll obviously know the objection handle frames like the duffel bag thing. So, can I go more of an approach where it's like, okay, man, like you know, you know what I'm going to say now, the duffel bag stuff. So, like be honest with me, logistical or it like what's going on? Can you go more of that route and just skip the whole like three minutes that you'd be going through logistical
>> bouncing into you need to first like and this is where it depends on the offer you're on in the avatar right there's different nuances right like for him being more understanding with his audience makes sense because they're a bit newer right generally so
>> you know with the way he does it works really well and then he needs to adapt for you with sales people I don't even think it's you understanding it it's you sort of matching the energy of that resistance we're talking about because you being like hey man you know what I'm going to say it's like if you make that amount of money and you're a veteran and you're giving me an objection, like I'm kind of calling you out. So like if you give it to me, I'm not going to be like, "Oh, you know what we're going to say." It's like we're not on the same level, dude. Even if we make the same amount of money, we're not on the same level because I think differently to you. So if you give me an objection, you're a veteran. My first initial instinct is, "Oh, are you one of those ones?"
>> That's why you took 10 years.
>> I match the [ __ ] resistance.
>> Cuz if I need to match resistance, it depends on who you sell to. If you see my sales call with the Mexican lady, right, in W,
>> very different way of objection handling.
>> Yeah,
>> cuz she didn't need that hardcore. This is where there's a different level of EQ of sales, right? When you when you're in sales long enough, but you consciously think of how do I match this, you got to match it with a veteran, not try to be their friend. They have a flawed way of thinking. That's why they're giving an objection. Whether they make 30 grand a month or 500 grand a month, it's irrelevant. So, I got to fix that flawed way of thinking. You say word for word, you're one of those.
>> Yeah. Be like, are you one of those, brother? What do you mean? You're one of those sales people that gives an objection. That's that's how we're doing it.
>> Yeah.
>> How does that benefit? And then I go into my frame.
>> Yeah.
>> But I got to match that resistance first. I had sales people that like, for example, I sold that made a million bucks a year when I was only making like 30, 50 grand a month, but they bought for me because they're like, "Nobody's ever objection handled like that." Because I matched resistance, which made them think the amount of people that thought I made more money than I did. and they'd be like, "You probably make this amount." I'd be like, "I don't kiss and tell." But like the amount of people that thought I made more money just because of the way I presented that resistance.
>> That's how I learned that concept.
>> Okay.
>> Okay.
>> Yeah.
>> That's it for today's video, guys. Just goes over a few more role plays, different examples. If you want more information of different role plays you can do, click the link down below. Join our VIP group. We do eight of these sessions.