Transcription
So we're going to jump into a role play with Harrison and with Pete. Harrison is going to be the closer, and he's going to close for a health offer. Pete is going to be the prospect, and we are going to break down the subtle nuances of the discovery of a sales call and show you the things that you need to be working on so that you can close more sales.
So without any further ado, Har, take it away with your opening question.
Awesome. So, Pete, in your opinion, what would you say is the biggest challenge that you're facing with your health and fitness right now?
Um, you know, it's just like I've gone through cycles of, like, you know, trimming down, putting weight off, then gaining it back. And, um, you know, just as I'm getting older, I'm starting to realize that, like, losing the weight is getting a bit more difficult. Um, and so, like, just trying to lose weight is my, uh, what I'm trying to work on right now.
Okay, so when you say that the weight's been getting more difficult to lose, what do you mean by that exactly?
Yeah, like, I mean, I used to be able to, like, trim off, like, 20 pounds, get in the gym, and really crush it. Um, eat whatever I wanted, kind of a thing. Good metabolism. But that metabolism is shot now. Um, so I, yeah, I'm just finding it harder to, like, lose the weight. So, like, the 20 pounds that, like, I was looking at, like, knocking off, um, it's not really knocking off.
Got it. Okay, so what is your current body weight right now then?
Um, right now I weigh about 250 pounds.
250. You mentioned trying to lose 20 right now, correct?
I mean, I'd like to lose more, but yeah, I figured 20 was a good goal.
Okay, how much total would you like to lose?
I'd like to be down to, like, 190.
190. Okay, so 60 pounds total.
Yeah, got it. Okay, how much has this weight changed just in the past six months?
Well, it hasn't stayed the same. I've gotten down to, like, 240, and then it goes right back up.
Okay, so it went down but went up. And then has that been the same cycle for the past year even?
Uh, it'd be fair to say I've been kind of sitting at this weight for a bit now.
Yeah, got it. How long would you say?
For a while.
For a while.
Quick pause. M, what was the reason you asked six months?
Um, usually it was a reference point because when it comes to weight loss and gathering this data, if it's just one month, it may not be as much of an impact. And partly because also Pete mentioned he's been going through this for a while, so I was trying to go for a good time frame that's recent but not too far, if that makes sense. So just trying to get an idea of what he's recently going through.
Okay, so I love that you want to get an idea of what he's going through as in timeline variables. I would have specified it in two slightly different ways.
And the reason for this is because we've talked about how important it is to use the prospect's language. Do you remember the words that he used to describe how his weight is changing and not changing?
Do you remember the exact word he said?
He was going in cycles. That's the big word. So use that word and say, "Okay, Pete, so what cycle are you on right now?"
Oh, it's the 23rd cycle.
Okay, and how long do those cycles typically last?
Oh, it's an 8-week thing. I go down weight for 8 weeks, and then I go back up for 8 weeks, and I go down for 8 weeks.
And I'd say, "Okay, got it." And so, because you said it's getting a bit more difficult, what is changing in regards to the cycles?
Oh, the cycles are getting shorter. So I put the weight on and put it off and put it on and put it off and put it off.
So I would have specified what he's going through in reference to him saying cycles. Does that make sense?
Yeah.
And then I could have also said, which is where you were going and is very good, so you're on cycle number 23. How many months or years have you been building up the quantity of cycles?
Oh, it's been 5 years.
Okay, so I would have just changed that, but everything else, especially the specifying, was beautiful. You know, I'm going through cycles; it's getting a bit more difficult.
Okay, let's clarify the weight. Where are you at right now?
Okay, I'm at 250.
I love what you did as well when he said, "I want to lose 20," and you clarified, actually, he wants to lose 60.
Okay, it's a little belief thing in there that we could put a pin in. We don't have to tackle it now; we could come back to it. But it would be interesting if we need to to get into what is actually causing him to feel that 20 is as close to realistic as possible.
And the reason we would do that is because it's the lack of a coach, it's the lack of accountability, it's the lack of a proper fitness plan that has affected his beliefs.
So we can sell what we're about to sell based on his belief and say something to the effect of, "So, you know, do you feel that if you had a coach, if you had a fitness plan, if you had accountability, if you had a community, do you feel your belief that 60 is possible to lose would go up? Do you think it would go down? Do you think it would stay the same? Would it have any difference?"
Oh, it would go up a load.
Okay, why?
And then we're now going to get him to sell why those things that you're about to sell him would get him more likely to be able to hit his real true goal. Does that make sense?
Yeah.
Quick question there too. In terms of that belief, what would be the difference between tackling that now versus tackling it at a later point? Do you feel like there's a difference, or do you feel like, like, is it more powerful that way? Is that what you're going for?
Yeah, it's a great question. The reason why I wouldn't bother tackling it right now is when he said, "You know, actually, I want to do 60 pounds," you didn't have to pull that out of him. Like, it was pretty easy to get that out, which tells me it's a belief that's inhibiting him, but it's not like some crippling belief that could prevent the sale.
It's pretty malleable, so I'm like, "Okay, he told me the truth. I didn't really have to dig for it, so I'm just going to move on in the conversation."
Whereas if someone's like, "20," and you're like, "Okay, is that really what you want to lose?" and they're like, "Well, kind of."
Well, what do you mean, "kind of"? And you have to dig and dig and dig and dig and dig to get to the real goal, then I'm going to think, "Hang on a minute. I'm curious why did I have to dig so hard and so much to get to the truth?"
Whatever is making me need to dig so much, I should probably address that. But I didn't have to dig that hard, so it's like, "Okay, it's a belief that's not useful for him, but we could probably blow it away with the wind by just continuing with the conversation."
Is that clear?
Yeah.
Sense?
Yeah.
Go for it.
If you had to dig that much for something like that, and you're like, "Why did I have to do that?" Would addressing it be something you would just ask the prospect? Would you be like, "I'm curious; it seems like we went in circles a bit for you to tell me the weight you actually want to be at?"
Yes, but I wouldn't say "in circles" because that sounds patronizing. I would just say, "Yeah, okay, you know, I'm very curious that what you told me you want to lose was so different from what you really want to lose. And to kind of get to the truth, we had to really dig quite a lot. I'm curious what is making it so difficult for you to feel like it's possible to lose what you really want to lose."
It's coming more from a place of compassion and kindness and caring, and then they'll tell you, "Hey, I have this belief," or "I have this problem."
And then it's you and the prospect against the belief rather than you against the prospect and his bad belief. It's like he's going to bring it out, and you can say, "Okay, let's talk about that."
Great question.
All right, guys, jump back into the role play.
Cool.
Okay, so Pete, for right now then, what is the importance behind losing this weight for you?
I just want to feel more healthy again. Um, like I used to be, you know, like an athlete in college back in the day. You know, I had the tone. I had, you know, people like looking at me, checking me out, all that stuff. And now I'm just kind of looking at myself at this point. I'm just like, I'm that old dad that I never wanted to be. Just like crept up on me.
God, when did you have that moment where you looked at yourself and felt like you were that old dad? Was that recent, or is that something that happened a while ago?
Uh, I've been thinking that for probably a couple of months now. Just like, you know, noticing it more.
A couple of months now.
What do you mean by noticing it more?
Um, well, you know, just like you wake up, you get a shower, you look in the mirror, and like, you know, I just, it's like I don't want to look at myself sometimes. It's just, yeah, I just like, I'm not, I don't like how I look anymore, and like I'm just kind of at the point where I want to change that.
Got it. Understood then. So talk to me about what you're currently doing.
Pause, pause, pause, pause.
Yeah, you went in a direction where you could have gone a lot deeper. Pete actually went pretty deep anyway, but why I paused you right now is you've let him off the hook. You're moving into a next part of the conversation. You need to tear him to pieces.
So shall I jump in and show you?
All right, Pete, let's go back to, and we'll go back to you carrying on in a minute, but let's go back to your beautiful question. He wants to lose 60. Why? That was a great question, and that opened the doorway to what he really said.
I'll start from there. Pete, say whatever you need to say, and then get back into the bit where you said about feeling like an old dad for Harrison.
Watch how much deeper I go on that and how the convo is going to really heat up here.
So you want to lose 60, Pete. You've been going through these cycles for a number of years now. Um, it's actually getting a bit more difficult. Why not just stay 250 pounds?
Um, well, I just, you know, I'm kind of at the point where, like, I don't really like how I look anymore, and like I just, I want to feel more healthy. Like, I kind of get this feeling that, like, I turned into, like, that old dad, you know, like that's got the gut and everything.
And I used to be this, like, athlete in college back in the day, and, um, it's just, yeah, I just like, I'm kind of at the point where, like, I just, I don't like how I look anymore.
Okay, so you mentioned how you look, you mentioned your health, and you mentioned, I guess what we could say is kind of your identity. Like, you went from being the athlete to being the old dad with the gut.
And so what I'm wondering is, what is so bad about being the old dad? I mean, you're getting older; like, that happens. What is so bad about being the old dad?
It's bad because it's like I let it happen, I think. Um, because, like, I don't think I have to look this way at this age, man. Um, and like, it's, you know, it's not healthy. Like, that's not a healthy amount of weight.
Um, it's just like I don't have as much energy as I used to.
Right, like I am an old...
Hang on, we'll talk about energy in a minute. That's really important. But just so I'm clear, let's just so I understand clearly right now, you're talking about, you know, you let this happen. You've become this old dad.
What I really want to understand from you is, what is wrong with letting this happen and becoming fat and old and slow and unhealthy? What is wrong with that to you?
I don't think it's a good example for my kids to look like that.
Okay, I'll jump out of the role play now. Do you see how we just don't let them off the hook?
Hey, I feel like an old dad.
Okay, so it can just go deeper and deeper and deeper. I'm not going to sell him being not fat. I'm not going to sell him not being an old dad.
I'm going to sell him, how much longer are you willing to set a bad example to your kids?
You see how where I'm going to take the convo? I can't go there unless I go deep.
Unless I go down. How you close someone is based on the severity that you've uncovered, unearthed, dug up because of how far down you go.
And what closers misunderstand, because often they're using a script, and they just go to the next question, which is what we're working on with you guys, is you don't go to the next question; you go down the questions.
You keep digging on the thing that they've said. You don't let them off the hook. You hold their feet to the fire and you say, "But why?"
Because of this, okay, but why? Okay, but why?
And you just keep going and going and going until they tell you something that you just, it becomes an intuition. You feel it.
Like, did you feel when he said that? You're like, "H, now we know."
Yeah, yeah.
You've got to be willing to hold them in that position for their own benefit. You have an ethical responsibility to help them realize the severity of their situation.
And the real severity of their situation is uncovered, sorry, is covered up by all the things that they don't really want to talk about.
You have a moral duty to get them to talk about it because otherwise, he's going to be 60 pounds heavier. But more importantly, his children will continue to be modeling a bad role model, modeling a bad example.
You have that duty. That's the duty of being a closer.
Okay, does that make sense?
Yeah.
Let's jump back in. You can jump back in from where you were, and you can go deeper yourself, or you can jump back in from where I left off and talk about the kids and being a bad example.
Wherever you want to jump in.
All right, keep going, guys.
Um, okay, I'll go back to go deeper with him.
Okay, so you've been going through these cycles of going up and down for 20 pounds now, and it's been getting more difficult more recently.
So for you, what is the importance behind losing this weight for yourself?
Uh, well, you know, I mean, I just, I used to be the guy that was, you know, fit. I used to be an athlete back in college.
Um, and now I'm kind of like the old dad, you know, um, with like the little bit of a gut.
Um, and it's just like, you know, I just want to feel healthy again. And like, I just, you know, I wake up, I look at myself, and I just, I don't like the way I look anymore.
Um, and so I just, I want to change that.
God, if I could ask, why don't you? What's wrong with just looking like the old dad?
Um, it's, I'm not okay with it because, like, I just, I mean, 250 pounds isn't healthy. Like, that's not a good way to be at, you know?
Um, and I just, like, I just can't go, I just, I don't like the way I look, right? Like, it's just, uh, like you wake up in the morning, you get a shower, you're there, you look at yourself in the mirror, and it's just like, I used to look better.
So it's like, yeah.
Got it. That I could understand when you do the comparison. But why don't you like the way that you look right now then specifically? What's wrong with being 250 for you?
Um, it's like not the example I want to set for my kids is to, like, gain a lot of weight.
Like, I want to set the example of, like, them, you know, be healthy, be active, go do all that stuff.
And, you know, I just, I've got an older, I've got a desk job, man, and I'm just not getting out as much as I used to.
And so it accumulates quicker.
Got it. Okay, so overall then, you really want to lose this weight to not just be healthier and look better, but be that role model for your kids?
Yeah, correct.
Got it. Okay, did I miss anything, or was there anything else?
No, that's it.
Okay, got it. So I'm clear on that.
So talk—whoa, whoa, whoa, whoa, whoa, hold on. You can nail the coffin in.
So when you beautifully tied it down, "Anything else?"
Perfect. "No, there's nothing else."
How did he say, "There's nothing else"?
Did you pick up on the way he said that?
I think I missed it. I was just too focused on getting to the next thing.
Got to slow down. Slow down to speed up.
Slow down to speed up.
He said it something like, "No, that's it." That's the thing.
It was like, "That's the truth, man. That's the real truth."
You can nail that even more by doing this.
So I'll say that final question to you, Pete, and then I'll show you what I would have tapped on the end.
So, okay, so it's not just that you want to be healthier and, you know, look good for you.
Sounds like one of the most important things for you is you're not the type of father that is willing to set that example to your kids anymore. Is that accurate?
Yeah, that's, yep.
Okay, is there anything else?
No, that's it.
Okay, when you said, "Nope, that's it," I sense like some heaviness around that or like some, I don't know, frustration.
Or it could be like, "Hey, man, you know, I've been doing this. I've been letting myself down. I've been letting my kids down."
Like, what's going on with that?
Yeah, I mean, like, I just, I can tell that, like, you know, I think, and I'll hear them, you know, they're younger, but like, you know, so they have no filter.
Um, and they'll just, like, say things, and I can hear them, like, "Oh, you know, like, looks kind of chubby," or "I look like Santa this time of the year."
And just little things like that, I just, it just adds up, and they notice it.
And just the fact that, like, they noticed that I'm out of shape was a real kind of wake-up call for me, um, that, like, I need to do better with my health.
And so, okay, that makes total sense.
And so when you say it was a wake-up call, basically hearing them say specific things and you realizing they actually notice this, they're not too young, they're not too oblivious to notice this.
You said that was a wake-up call. Is that a recent thing that they've started expressing that they notice it, or what kind of changed that it's now been a wake-up call?
Well, I mean, it's kind of like last week I was sitting on the couch, and one of them made the comment of my wife was trying to get the little one to snuggle with her, and he said, "No, like, you know, you're too bony. Like, I want to lay on Dad 'cause he's got a big belly."
And even though that's, like, innocent, just that was like a, "Gosh, like, do I?"
Yeah, I do.
Okay, you mentioned the word innocent. Do you think for the most part children are innocent when they're young?
Yeah.
Do you think they stay innocent as they experience the modeling of people around them and experience, you know, whatever environment they're in? Do you think they retain that innocence?
I think it fades as we get older. I think they become what they're around, right?
Who do you want your children to become?
I want them to be great, uh, young men that are successful and fit and crushing it.
So why are you giving them this example?
I don't know. I don't want to. I just, I prioritized work and different things and not my health, and it's like all just kind of, it just built up till now, and I've, like, I don't want to set that example.
How many more days are you going to prioritize yourself over the people that your children are going to become?
No, not anymore.
All right, so for you, Harrison, you know, we could have gone into that question. [ __ ] didn't really have much further to go, so I didn't want to finish off the role play.
But damn, do you see how the speed, you know, I was saying slow down to speed up?
I slowed down, and I just asked two additional deepening questions, and I was able to speed up and close the deal.
Like, the deal's done. I can ask some more questions. We can have a chit-chat about future goals and, you know, what [ __ ] nutrition program he needs.
Doesn't matter. Doesn't mean [ __ ] he doesn't need a nutrition program.
That's your specific nutrition program. He needed that conversation.
That conversation is what's going to spark him getting the fitness deal knocked off, taken care of, accounted for.
It's the conversation. It's not whatever you're about to sell him.
As long as you don't sell him something that he goes, "Hang on a minute, you're telling me I need to bounce up and down on one of those bouncy balls?"
Like, that doesn't make sense.
As long as you don't say something stupid in the pitch, the deal is won or lost in the discovery.
And it's so important to slow down and go down and down and down, and you'll find you just hit the bottom, and it's like, "Oh, okay, well, I can just close you now."
And so the first level and the middle tier of what you were doing and your questions was perfect.
It's that extra layer; it's that third layer down that you just got to get down there.
When you get down there, it's done. It's a done deal.
Does that make sense?
Yeah.
So just to clarify, at that point, right into the pitch, I might chat a little bit just to feel like I'm not doing a disservice to the prospect.
Okay, got it.
So I'll tie them down, you know, how much longer?
Not another day.
Okay, beautiful.
And so let me ask you, you know, as far as what you need to make sure that you set the right example to your kids and you help, uh, and you get off these 60 pounds, have you had the opportunity to identify what are maybe the three critical things that you want our help with?
Oh, I want nutrition, fitness regime, and accountability.
Okay, that makes sense.
And can I ask what was it about us that attracted you to giving you that nutrition and that fitness plan and blah, blah, blah?
I'll probably just tie it down to make sure I've covered logistically what he wants in the solution, 'cause he might say something like, "Oh, I need a phone call every morning to get me out of bed," or something.
And I'll be like, "Well, okay, we need to talk about that because that's not what I'm about to sell you."
So they might say something that is a misalignment, and I can bring it back around to, "You don't actually need that, but I understand why you thought that. Actually, what you need is this. Do you agree?"
Yes.
Okay, beautiful.
So I'll just cover it to make sure I don't bite myself in the ass later.
But the sale, the actual commitment, the actual action taking action is made in what I just did in the last 3 minutes.
Now, you did a brilliant job of getting to that point, but we just, we can't move on.
We got to go two or three levels down, and you said something that was very honest, which is, "I kind of thought I'd done it," so I was ready for the next question.
But I was still watching Pete. I was just listening to the way he said things, how he said it, what he said.
And he was like, "No, that's it."
And it was just really emotional the way he said that.
And when someone is giving you their heart and soul on a sales call, you have to talk to them about it.
"Hey, man, that seemed like a really heavy thing for you to express that that's it. Why is that?"
'Cause honestly, man, I'm just so disappointed with myself for setting this bad example to my kids.
Okay, that makes sense.
And you just carry on the sales call from there.
But you just follow what the prospect is doing.
You ask a question; the prospect says this. What they say, you specify, you clarify, you go deeper.
How they say it, you specify, you clarify, you go deeper.
The prospects always have the answers.
If you don't rely on a script and you're tuned in, you just watch what the prospect says and does, and you just follow along, and they'll give you everything that you need.
And also, you probably agree I'm not going to get a trust objection at the end of the call.
I'm not going to get a "think about it."
I'm not going to get a "I need to ask my wife."
He's realized that he's, you know, the captain of the ship, and he said, "Hey, I'm not sailing in this direction for another day. I'm turning the ship around."
So you don't get any objections either.
It's just, okay, even if he's like, "Oh, [ __ ] that's a lot of money," I would just sit there in silence, and he'll just say, "Oh, you know, I might need to ring up AMX and see if I can get another card."
Okay, I'll go make a coffee, and you go call AMX.
Like, he'll just figure out his own objections because of what we did in the discovery.
They'll just figure it out.
And worst-case scenario, if they absolutely can't figure it out, none of your [ __ ] objection handling was going to figure it out.
If they can't figure it out on their own when they've got commitment and ownership over their own [ __ ] life, your little word track about flying in an airplane and not needing to see the cockpit or whatever isn't going to do [ __ ].
They would have just figured out whatever they needed to figure out if they actually could in any way, shape, or form.
And you would have just gone and drunk a coffee, which is much more chill than having to recite a word track.
You just put the call on mute, go off for two minutes, come back, and he'll say, "Okay, I've got three different ways that I can handle my own objection."
Oh, that's cool.
You know, I can do an AMX, I can call my grandma, or I can do this.
They just came up with the ideas on their own because you did the right thing in the discovery.
Is that clear, guys?
Beautiful, beautiful stuff.
100%.
Any questions, guys, or any feedback on that?
No, I think I do that. So, like, that's a kind of like aha moment for me.
It's like I'll get somewhere, but then I won't continue to explore it.
Yeah, it's a great way to put it as well because it's just curiosity.
It's not attacking the prospect. It's not being an [ __ ] . It's not digging into their personal life.
It's exploring.
It's a great, great way to put it.
All right, guys, so for everybody that was watching, that is scriptless selling.
And we touched a little bit on the internal mastery and how you have to have your life dialed in.
You have to have your energy dialed in, your emotions dialed in, your mission dialed in so that you can be present enough so that you can do what I just did there at the end of the call and close the deal.
So if you want to see more of this, there'll be a link somewhere around this video, and you can consider jumping into the Unicorn Closer Mastermind.
And we do this not for 20, 30 minutes; we do exactly this for four, five hours every single week.
We break down your calls, we do role plays, and you'll actually see me closing the deal and showing you exactly how to go deeper on your sales calls by going off the script and making more commission for yourself by helping more people fix the problem that they have in their personal or professional life.
So click the link below if that's something that you want to learn more about, and I'll maybe see you on the inside of the Unicorn Closer Mastermind.