Mirror Selling Bible PDF

Mirror Selling Bible How To Use Mirror Selling To Consciously Transcend Beyond Illusion Into Sales Nirvana 1. ADD IN ● ● ● ● ● ● 7FSA Uncertainty Based Objections Reframing Structures & Patterns 4.6 Closing Patterns & Risk Mitigators 4.7 Closing Deposits 4.8 The Art Of The Delay 4.9 Pre-Close Refra...

Mirror Selling Bible How To Use Mirror Selling To Consciously Transcend Beyond Illusion Into Sales Nirvana 1. ADD IN ● ● ● ● ● ● 7FSA Uncertainty Based Objections Reframing Structures & Patterns 4.6 Closing Patterns & Risk Mitigators 4.7 Closing Deposits 4.8 The Art Of The Delay 4.9 Pre-Close Reframes What Is Sales Nirvana? Sales Process is the specific steps a sales reps takes to close a deal. Sales Methodology is the philosophy behind the way your company sells Sales Nirvana, Conscious Selling, Mirror Selling… its the HTC methodology & philosophy of selling. It is the swagger of knowing without a single ounce of doubt anyone who comes on your calendar is giving you their money. Sales Nirvana is a frequency of consciousness entered into through Mirroring your prospects To Transcend Beyond their Illusions & objections Sales nirvana is transcending above the illusions, limitations, the objections, and the bullshit they have inside themselves, and creating a space for them to see themselves in you. Gaya, the illusions of life, your identity, your body, the physical form, your situation in life, good or bad, they're all illusions. When you transcend above illusion, all you know is consciousness. When I am beyond illusion, there's nothing you can say to me that would convince me of the illusion you are in. You will not drag me into your Gaya. The 3 Beliefs 1. If you’re on this call, you need me. a. you’re bleeding, you’re in the burning building, we have the high ground - you are obi-wan, they are anakin 2. If they dont do this, they’re fucked. a. They will bleed out, the burning house will fall on them, anakin will get wrecked 3. If they want to do this, they can. a. They have the ABILITY to stop bleeding, ability is never in question. All talk around ability is gaya. They always have the ability to take our help to exit the building, we question their willingness and desire to be free of the pain/gaya. To summarize the beliefs, nothing they say can deter my belief that if it was important enough, they would find a way to make it happen. You’re coming to me bleeding, you don't get to have leverage and demands. If you don't want to be healed, then die. Once the convo switches to “can i even do this”, switch to nurturing “How much longer to you want to be uncertain in yourself?” Healing happens in the uncomfortable zone on the call. You must be willing to go there. So when I enter a call, there is a reflective force that precedes me, like a mirror, so that when they talk to you they are talking to themselves, hearing themselves, seeing themselves, feeling themselves. No matter what their situation or illusion is, it does not mean that they can't do this. You respond in ways that let them know that you don't believe in their illusions as a limitation to delay getting help today. The most absurd objections will come out of peoples mouths on a sales call… lets suppose someone says they’re in the hospital… I'm not saying you’re not in the hospital, I'm saying you can't use that as an illusion as to why you can't move forward. If you think that's unreasonable, I would submit to you that there is nothing transformational that is reasonable. Unreasonability is the reason you have no results and why you’re on this call. When you have these beliefs, you know which questions to ask because you feel when they’re pushing against the belief. I'm not questioning your ability to do this, I'm questioning your willingness & desire to do this. Developing a Closers Mentality The quality of the call determines the difficulty of the close, you must follow the sales cycle we teach to earn the right to close this way. Metaphor: First date and taking the lady home. Everything else in the date must be good up until the close. Then an entirely different skillset is required after the close, whenever she is at your house. You must earn the 2nd close. The person asking questions is in control of the conversation. If i say it, they defend it, it they say it, they own it. SALES is about being THE mirror to them, positioning yourself as they're talking to their future/goal Don't tell them what to believe INSTEAD ask them questions that make them tell you why they need to do it If you're not getting people to ask you buying questions, you're not tapping into your FULL potential Money isn't a problem (objection) so never let them tell you the opposite. Don't let them accept that B.S Always address their desires and the reason their on the call, dont address them paying you until you’ve validated desire, timing, and method. That they want to, right now, invest into your program. That this is something that they want to do. How they know it is. When they’re going to do it and how they’re going to pay for it. Your job is to help facilitate the beliefs and thought structure that help them make the best decision for themselves. The only decision that they need to make is whether they are going to hit their goals faster or slower without you. They either go with you now or they stay stuck in the same thinking that got them to this point in their life. If you get a money response, you must verbally acknowledge that you don't believe it is true, or else you allow them to define which beliefs are true Uncover which uncertainty they have: 1- uncertainty in their ability to execute 2- uncertainty in my ability to deliver 3- uncertainty in THIS even working for them. 4- uncertainty in their desire for this Dont project your own limitations on the prospect. Believe you can do anything. I believe they can do it no matter what because i believe i can do anything no matter what. That willingness comes out of me when i talk to them.Challenge their willingness. I dont succumb to my situation, i succumb to my willingness. My faith. Im willing to turn you away as a client if you’re unwilling to cooperate with the way i believe. Alignment is what is important. Unwilling to admit you need help right now on this call, if you’re unwilling, i dont want to work with you. Then the only logical solution if they dont want it… is to go work with a mediocre program. We only want to work with the hungry You can either stay unconscious and stay in fear and continue to believe the bullshit lies you tell yourself, in that case you’re not my cleint anyways because im looking for people who are wanting change. You cannot accept it if it is not real. You must be convinced that you can overcome any objection and it not being a real objection before you can help your prospect think differently about their situation Do you really need a payment plan or are you just asking? Are you serious about this or are you just wondering? Pull Away: Removing it from them - Not willing to put down deposit Push Away: Removing them from it - Wanting to wait 3 weeks - Why not 3 years? If this is important and something you know you’re eventually going to do, why do this at all? If they cant pay us now, what makes them think they can NOT join the program, they need training! Demand accurate responses to the questions you ask Sales leadership is holding the power + control of the conversation and creating a safe space to challenge them Why do this at all? Why not do what you’ve always done? What will happen if you dont? You are the goal. Question their desire for you. Using great questions stories, metaphors, closes, made up analogies, and metaphors A large indicator that they are lying about their objection & actually have money is if they get flustered Goal is to overcome all objections until they are certain in financially committing on the call. If they dont, they have something to lose. Unless they say “i dont want your program and i dont want to do this with my life”, they are closable Why do you feel it will work for everyone but you? Accepting a false objection as real is telling the prospect that you are sold on their excuse being real and enables them to define what your beliefs are. Buyers are liars - its natural. They have a program, its the “I am not willing to do this” program, and you let them buy that program everytime you dont overcome their objections and get them to buy our program Your program fixes the real problem If you let them get off call without a financial commitment, 99% they won, and you lost. Dont let fear take them. Dont let them stay stuck in this position forever. It’s your moral duty to make sure this person commits, only if they want. Because you can only work with willingness. Whatever is behind their objection is a byproduct of their limiting beliefs. If they’re still talking, they can still buy. Sales starts at the objection Why did you book the call if you knew you were going to continue waiting? Dont be afraid to take it away from them if they cant put down a deposit. The only options to end with are “This isn't important enough for me to do right now, they pay, they put down a deposit with 7 days to pay it off, or they lose the offer on the call. If they dont put down a deposit. Send them free training. Sell everyone and let the program disqualify them. You earn your commission past the line of convenience This is not force or pressure, just conscious truth. Leveraging their desires to get them to commit to a decision thats in their best interest Their impression for your program is formed on the first sales call. Make sure that you hold strong leadership and adhere to protocols and standards. Never make it about the objection. Dont believe a lie - “we both know thats not true. If you had no money you wouldn’t have scheduled the call. Tell me the real reason. So Whats your plan? I thought this was important to you? If you cant trust us with a refundable deposit idk how you’re going to trust us for 6 months to grow your business… why dont we just not do this? Hey man then if the only reason you’re going to get on a call bc of price tag, then im not sure armin is going to want to want to work with you. We’re looking for people who are looking for change and results, not just if it fits their budget. If the cost is something you could afford, are you saying you’re ready to do this? We can make sure to make the money work, but what we don’t know is if you’re a right fit… thats why I need you to get on a call tomorrow, is that fair? When you say that - you’re saying, why would I spend more money with you guys if the first money I paid hasn’t gotten you anything… why would you pay more to us? Hey man, do you think if you do elite then you’re gonna get no results just like you did in SGC? Just need to execute. No problem man, arent you already executing? why haven’t you? Why aren’t you getting it done? So you don’t have time? But if you did you’d put it in? So are you saying that it’s really difficult for you to do this alone? So do you really think if you saw me on a regular basis, you wouldn’t be getting more stuff? Most people will do what they need to do if they know what to do. Very few of us, will have everything they need, and need accountability and financial, and unless you do elite I don’t think you’ll ever get Elite is the highest level of execution. Let me ask you this, if the Bare minimum you got out of your investment into elite, which is just seeing armin on regular basis 1 on 1, helping you execute more, wouldn’t that be worth the investment? When you say that - you’re saying, why would I spend more money with you guys if the first money I paid hasn’t gotten you anything… why would you pay more to us? Coaching on perspective should only be done once you’ve identified a lack of certainty in themselves. Always empathize, don't let them feel bad for themselves, “yeah i understand, thats tough man, but isn’t the reason you’re on this call because this is important?” Why not just stay where you’re at? Isn’t *emotional payoff” important enough? If you cant (insert close you’re going for), then how are you going to (insert next step)? Why do this at all? Isn't it important enough? Isnt that why you got on the call? If not, why are we here? The 3 battles: 1. If they’re going to do this - desire & willingness 2. When they’re going to do this - timing 3. How they’re going to do this - payment method Doesn't matter what they say, “oh i just cut my leg off.”, “Then why are you on the call? If you’ve got this far with your leg cut off, then you can definitely join the program.” Either level up your willingness or I don't want a follow up call. Demand a standard of people, this is sales leadership. The standard that you set on the call will be the standard that they have in the program. If you allow them to tell you what to believe, what your protocol is, and how they’re going to do this, then you’ve already set them up for failure. You can’t let them continue operating the same way that got them into this situation. The only question for the sales rep… how far are you WILLING to go to find the prospects willingness to do this? How badly do you desire for them to desire this more than you? How hungry are you to find how hungry they are? After you make an offer on the call, how long will you stay on the call to honor the policy of the offer I gave you only being good on this call? How creative are you with solutions to the million excuses they’ll come up with? Foundations & Fundamentals Basic Sales Cycle Why am I in this chat? ● Because we have a solution to people’s problems Why am I talking these people? ● Because they need us but they don’t know us or trust us yet What’s my job here? ● To find out who these people are and what their problem is so I can see if we can help them finally fix it How do I do that? 1. Understand who they are and what they do 2. Understand why they’re doing that 3. Find out what they want and why they don’t have it yet 4. Understand why what they’re already doing isn’t working 5. Inspire them to believe what we teach is better for them by showing proof and giving simple examples and analogies 6. Then just get them on a call and simply leverage the obvious truth that they’re fucked if they don’t fix this and change what they’re doing Belief Structures & Framing Types of Belief Structures: Positive and negative (empowering/disempowering) Belief Structure Formula: If + then = meaning Negative belief structures use fear to creatively justify all the reasons why something won't work and why they can't commit now. Positive belief structures use faith to creatively justify all the reasons why something MUST work and why it has to happen RIGHT NOW. When you change the way you look at things, the very things that you look at begin to change.. So the only difference between positive and negative belief structures is what you choose to fill in the blank with after if and then… that changes the formula and thus changes the meaning that you associate to things. Leadership is simply helping people attach the right meaning to the things that happen and the desires they have. If they have a desire, they should do it. And they wouldn't be on the call if they didn't have the desire. In sales and overcoming objections, the challenge is “how do i get this person to see this from my perspective and it not be my idea?”If I say it, they defend it, if they say it, they own it. I can't propose that they sell their car, but I can ask questions to make them propose selling their car… You can do this by asking questions that poke holes in their certainty in what they believe, and by asking them what results they have generated by holding those beliefs, and if they could do this on their own then they would’ve and they wouldn't be on this call, so they’re on this call because they haven't done it with the current beliefs they hold… because we all make decisions based off of our perspective, so could it potentially be because they need to see things from a different perspective? Your job is to understand better what a client is going through, your job isn't to offer a rebuttal ● ● ● ● We do this through controlling the frame and asking questions. Controlling the frame = another way of telling you what i'm going to tell you, how you should think and feel about it, and what you need to do with what i tell you This is done through 3 ways, for ex: Challenge = Charing low ticket and charging HT is unethical ● 3 types of frames ● Pre-frame ● Setting the meaning or expectation of something before you say it ● “The (one thing) is the (main reason) that took me from 0-7 fig” ● Re-frame Redefining the meaning - getting a person to see it differently. Replace their belief or meaning they’ve attached to something ● “Most people think you have to make more sales - what you have to do is charge more per sale “ De-frame ● destroying the meaning or importance of something (poke holes in the certainty) ● “The common thing amongst all struggling businesses is that they charge less than $5k” ● ● Those questions/statements are what seed uncertainty in their current beliefs. Objections come from negative Belief Structures ● ● Disempowering belief structures: ○ If i charge High Ticket, then, no one will buy my product, it means it wont work ○ If i charge HT it is unethical, then it will drain peoples bank, and it means its not good for them Empowering Belief Structures: ○ If i charge high ticket, then only the most qualified people will buy my product and the higher price will make them be more committed to their goal ○ If i charge HT, there will be an equal exchange of value and results for my client, meaning they will get exactly what they pay for Questions & Objections Expectation Vs. Reality? - Objections are not about your product Embrace The “No” Objection happens 85% of the time. Objections are invitations to dance. So you can either get scared or get excited. Pros get excited. The one objection, with an easy rebuttal, is a gift, and expecting there should be more objections will put your mind and body to ease. Every Buyer is a “LIAR” Most objections could have been handled in the middle of the “Sales Conversation” What you say is one thing, but what your prospect hears themselves saying is Everything. Your Prospect must always be on the same side of the table as you, for you to stand a chance of helping the prospect make a decision. Sales Flow (How To Tap Into Sales Flow) ● ● ● ● ● ● ● ● ● ● Detached from Ego Detaches from the sale and puts the prospect's needs first Feelings: Caring, empathetic, close listening, and steady energy How can I understand what they’re saying and what’s going on for them Understands the belief patterns based on what they say Facilitate a discussion Creates pull energy Giving your clients space to breathe and feel like they're being listened to Doesn't rush to provide an answers, takes a moment to respond Makes sure that they understand the benefits of working together If you get a question, seek to understand the objection or uncertainty behind the question. - Seek to lead them higher. Don't go against them, go with them. - No problem / great question - Get in the saddle with them - When you say this, what do you mean - Smoke out the objection There are only 2 types of objections… true and false. Both kinds stem from uncertainty in either themselves, you or your program, or it working in general… False: 1. 2. 3. 4. 5. 6. 7. Time Money Doubt Think about it Partner Spouse Another program Real/Logistical: none of these are reasons why they can't secure the offer with a deposit either. 24 hours to talk or move money. 7 days to pay off the deposit to the first installment or PIF. 1. Requesting a loan - can be done on call 2. Applying for credit card - can be done on call 3. Moving money - can be done on the call 4. Talking to spouse - shouldn't be a problem if you follow script, but can get spouse on phone, if not 24 hours to talk or they lose the offer All this does is buy time in the moment for them to exercise the very same thinking that put them where they are today, right in front of you needing help. Do not let them stay there. More of the same does not produce change. If you had everything you needed to solve this on your own, you wouldn't be on this call, you wouldn't need me or anyone else. The only legit excuse is not having the desire or willingness to do it, because if that was present, they’d be willing to do anything to get the money. Only after requesting a loan, applying for a credit card, moving money, and talking to spouse, can you know that they are actually willing to go the length to make this happen. If they don't, the only thing you should be curious about is… what's the real problem? You find out the real problem when you go the length. Objections are minimized through a full understanding your prospect, a full understanding of your prospect is developed through asking enough questions and being comfortable under pressure with them: ● ● ● ● Full understanding of context & severity of the problem & pain Full understanding of the problem (general probing questions) Attached numbers to the problem (chunking down / financial questions) Understanding of what that problem is keeping them from getting (need-payoff questions) Types of Objections: The "Big Three" - LABEL THEM WHEN YOU RECEIVE THEM 1. Uncertainty ● Being less than 100% certain that BOTH: ● This is the right thing ● Now is the right time ● Ex: Think about it, due diligence, research, pray on it, sleep on it, too risky, there's no guarantee, I need to wait a month because of… 2. Financial - you find out of its a logistical or conditional by FINDING OUT how much cash or credit on hand they have (COH) ● “Logistics" - They want to do it, but you'll need to work out the logistics for them (ie payment plans, credit, funding, etc) ● YOU take charge of the logistics, you dont allow them to determine how to iron out the logistics ● Determining logistics for them: 1. Here’s are the options you have that you can use to make this work… (logistical) 2. What do you want to do? ● “Conditions* - They have a 512 credit score and 800 dollars in the bank. ● It's too expensive is usually an uncertainty-based objection! 3. Support (Partner/Spouse) ● “I’ve made the decision but I need to let them know out of respect” ● Call them on the call and/or ● Collect Deposit ● “Do you need their permission to make the decision OR to know if it's the right decision to make” ● Right decision to make > Uncertainty > Right thing, right time 4 Reasons We Get Objections 1. Breakdown In Sales Process ● What part of the sales process did you miss? ● Ex: you never dug into the cost of not taking action or "why now” ● Never dug into why they’re on the call or what challenge they face 2. Logistics ● Ex: moving money around, getting partner involved, timing ● When you master sales process, these are 80%+ of the objections you get. 3. Conditioned Buyers Response - did everything right and still couldn’t close, a lot easier to handle if you don't have a breakdown in the sales process ● Resistance due to prospects being constantly sold over a lifetime ● Ex: I'm 100% in, just gonna sleep on it. 4. Unclosable ● You’ve figured out their willingness and certainty and found out how much they had in each account and who they asked for money from ○ Not willing to ask for the money - How are you going to ask for the sale if you’re unwilling to ask for money to learn how to get the sale?” ○ Not willing to put up deposit - Pull away - “how are you going to succeed in the program if you’re not willing to meet me 25% of the way” ○ Not willing to divulge info - “If you cant even tell us the reality of your financial situation, how are you going to trust us a coach?” ■ Okay man… let's just not do this. Objection Handling Best Practices 1. You ALWAYS handle uncertainty first ● ALWAYS tie down on certainty first and then move onto support/financial if necessary Doing this the way I teach it will assure you're always handling the REAL objection ● It doesn't matter how much you can break it up if they don't believe it's going to work or that they dont really want it 2. Diffuse - empathize/commend - lead (not rebuttal) ● Most times (unless you have a TON of authority/leadership) you want to avoid the direct "rebuttal' ● Ex: "I can't afford it" and you immediately respond ``you can't afford NOT to do it!" ● First we always want to get on the same side of the table as them… tell them it's no problem & commend them for wanting to make wise financial decisions & clarify what they really mean (by asking clarifying questions) before handling the objection. ● “No problem… what do you mean by 'you can afford it?” ● This maintains trust and helps the prospect be more receptive to our leadership ● Getting in the saddle with them ● Get them selling us on why they want to do it and how they know it’s the right move 3. Tonality ● MUST remain neutral. Grounded & centered ● Also expect that you'll get objections, but you'll close anyway ● Not so much about inflection, and quieting your voice or slowing down your talking… really what this means is to not let your tonality signal that you’re emotional, sad, disappointed, angry, confused, flustered, or annoyed, etc… doing so moves the frame from a cooperative stance to combative stance. ● This ruins the reception of leadership. 4. Leverage their words back to them ● Your favorite words "you told me”.. ● Use their own language to hold them accountable to their HIGHEST self ● Identity & purpose are the highest drivers of behavior. Hold them accountable to who they want to BE and the people they let down if they're NOT that person. ● Using application answers to hold them accountable ● Taking notes is crucial, using a sales call note template to have a script and note taking ability at the same time. Use note-taker AI to have meeting transcripts summarized and automated into an appropriate channel ● Pacing The First Objection ● What is it? ○ Language pattern framework we almost always use after we get the first objection. ● Purpose: ○ To get them to explain themselves ○ To tie down the prospects certainty on the process BEFORE moving into finances / partner objections (you can’t handle those until the prospect is certain on the “this & now”) ○ To discover the REAL objection ○ To push them away ○ To maintain leadership (we’re not going to give away any of our potential re-offer ammo until they’re certain (aka payment plans)) Objection Handling Framework: ● ● ● ● ● ● ● ● It’s the MEANING you’re trying to make them feel, not the words. EGO & BELIEFS & TONEALITY Always stay sharp, don't act like a cool guy. They can feel if you don't care. Pacing the first objection, smoking out uncertainty - determining if its uncertainty or just logistical When you hear objection, think belief. Its a belief finding framework. Smoke Out The Underlying Belief Notice their personality and energy at that point - mirror THAT. If they have go, let them feel in control, if they’re nervous, comfort and love them. Let the tone in your voice genuinely mirror their energy This is not a framework, its a wormhole - a complex & dynamic arena 1. Neutralize - Get on their side - “Talk to your wife…” - Why don't you just take 2 weeks? - No rush on our end, you can take as much time as you want.. - I thought you were here because you wanted to solve this problem, but if you’re okay with waiting then just wait 2 weeks 2. Let them think you’re going to reschedule a. How much time do you need? 3. Challenge them a. Why don’t you take 2 weeks? b. There's no rush on our end, you can take as much time as you need, you had mentioned this was a now thing but if you’re okay with it 4. Get Permission Can I ask you something? 5. Challenge them 6. Separate Price - read tonality 7. Push Away - If you don’t feel like this will work, then I definitely don’t want you to do this. - If you dont think this is gonna work, then why do this at all? - It definitely isn't going to be easy… so unless you’re 100% committed to our system, then it may be difficult to make this work. - So (objection aside) you believe this will work and you’re committed to making it work, right? 8. Find the real objection a. So you mentioned (objection) as the MAIN concern, right? (Handling the REAL objections) Money objection/too much/not liquid/no credit: ● ● ● So what about the investment makes you say this? Is it the total investment? Or is it just that it's due today? Totally understand. So I'm curious, what do you wanna do? This is important to you, right? Are you open to talking about some ways to get the resources to make this happen? 1. I assume you save money, right? How much do you have in savings? Checking? 2. How much credit do you have currently? 3. Any investments or retirement funds? 4. Do you have friends/family you can ask? 5. Do you have a bank you can request a loan from? 6. If I was able to get you qualified for funding, would you like to have that discussion? 7. If I was able to break that up into more digestible chunks that worked inside your budgetary constraints, would that be more appropriate? (payment plan should be the last option if <$10k) ○ I can break it down to 4 payments of $3k, would that fit better into your budgetary constraints? 8. Deposit ○ No problem.. Random question.. Have you ever bought a home before? ■ Pretty important decision, right? ■ So if you’re buying a house… are you able to just tell your realtor and the mortgage company “hey yeah we want this one to put our name down” and we’ll call you when we’re ready to move in…? ■ Definitely not… you have to put down whats called earnest money or a deposit. ■ In the same fashion, we are like the lenders or the builders… giving you what you need in order to build and live in a house that will shelter your family. ■ Much like in real estate, we cant accept a verbal deposit, however we do offer a 1 time $500 refundable deposit to hold your decision while you gather your resources or talk to your people… after 30 days goes by without paying the first installment, we refund the deposit automatically. ■ ■ ■ ■ That option is available only if this is important to you… you don't have to do this at all… If you can't commit even with a $500 refundable deposit, how are you going to commit to the coaching? Why don't we just not do this if it's only a little important to you… I don't care about the $500, I care about your commitment. 9. IF DQ ○ I enjoyed our conversation today, and i'll send you some free training, but i just dont think this is going to work… Whatever they say when they pick an option: 10. So what do you wanna do? How do you want to proceed? If payment plan: LAST RESORT - payment plans create bad debt, services rendered without payment in full ● ● ● ● ● So, let’s do this… Let’s chunk it out to $3k down today, and $3k every 30 days for a total of $12k, That’ll unlock full access to everything today… AND I’ll make a note for a 30 day forgiveness window which means after you make your first sale with us, and you have the balance to pay everything off, I’ll still offer you the full program at $9700… just pay the balance of $6700 that would be left before your first 30 days is over. If you miss a payment, you get suspended immediately, but access is restored when payment is received. PARTNER/SPOUSE: Play it out for them. See below for decision maker not present protocol. ● So (their name), Is there someone else you talk to before making decisions or do you make your own decisions? ○ If they say: I have a partner I make decisions with ■ Ok great, I really want to be respectful of everybody here and I want to make sure that both of you get the proper information, and my calendar is super full, so I want to make sure that I get you both on the call so you guys both know what’s going on. ■ If they say: That’s not possible ● Reschedule the call. ■ If they say: I can’t do that now, but honestly, I’m the decision-maker, say: ● Okay great, just to be clear, if we feel it’s a good fit to work together, and it feels like I can help you achieve your goals, and you’re good with everything, you would be ready to move forward today without having to ask your partner? Is that correct? ○ If they say: Absolutely yes. ■ Then continue. ○ If they say: Well no, I would need to still talk to my partner ● ○ Okay great, well I want to make sure you and your partner get your questions answered, so let's go ahead and reschedule the call and get both of you on! If they say: I do everything with my partner ● Get the partner on the call or reschedule the call. Handling the objection: ● I understand, I’ve been on both sides of the equation… times when I had to ask for permission, and times when I just had to give my wife an FYI about something I needed to do that was in the best interest for our family. ● ● ● ● Just curious, does (name) know the entirety of this situation? (WFA) Do they know that this is a goal of yours and that you’ve been struggling with it? (WFA) How long have they known? (WFA) Is this a goal of theirs? ● Let’s just say (name) was here and they had your perspective and context after the conversation we’ve had today, do you feel like (name) would be on board with you learning the skills so you can provide (emotional goal/lifestyle)? ○ Yes or No: ■ Why? ■ How do you know? ● So if you go and explain to (name) why you want to work with us, and how you now have a clear diagnosis as to what has been holding you back, and how you’re confident that we would be the answer for you, and they say no, what are you gonna do? ○ Not move forward without partner/spouses permission: Puts pressure on the partner/spouse to make the decision ■ Well do you think that it would be appropriate to get (name) on the phone so we can understand her perspective? ■ Let me ask you… if she knows the severity of the situation, do you believe it’s fair to put this decision on her? ○ Moving forward without permission: ■ Okay, why would you carry the burden of that decision? ● Why? ■ So if this is more of an FYI than asking for permission, and it fits within your budgetary constraints… How would you like to proceed from here? ● What do you wanna do? Another Coach/Window Shopping/Wants to finish other program: ● Is that program working for you right now? What are the results? ○ Haven't given it enough time ■ How do you mean? We’ve got clients who get results in the first week and X is a long time, so why haven't you at least got a sale yet? ● What do you mean by that? Can I ask you a question? ○ If you weren’t considering working with us at all, you wouldn’t get on this call whether you’re in another program or not… so why’d you get on this call in the first place? Just curious… ■ How is that working out for you so far? Find something to commend them on and share a relatable personal story segwaying into how they should think about it (metaphor/story) ○ Time period in your life where you were committed to a goal but you didn't have the outside perspective of knowing if you’re doing the wrong thing in a very devoted way… ○ So let me ask you something, are you planning on when this program is over you’re gonna hop back on and sign up for our program? Is that why you’re on the call? ○ So i'm just kind of confused… if that program is just as good, if not better, only difference is, it's not us, why don't you just stick with that program? Why even get on this call? / why not just stay there? ■ (what they just said) Learning and growing more is not what's going to solve the problem, I appreciate learning and growing more, but what you need is to generate and close leads. My question is very simple, if the program you have now has everything we have and its just as good, theoretically, why even be on this call… why even be on this call, why not just stick with that program for another 5 years and just keep renewing? ■ Why are you even planning on not being in that program 4 months from now? (make them admit that their program does not have everything ours does…) ● Once you get that confession… then you ask how much it is costing them to keep doing things the way they’ve been doing them. ○ How much is this costing you to stay in a program that isn't generating you results? ■ If im you, then I am on a call with to tell you I'm planning on leaving them to join you. Its like being in a marriage, i'm only gonna have 4 months before I cheat, why are you even planning to cheat? Is this not the right marriage? Why wait a year? why not just cheat now because you’re not happy in the marriage? ■ You being on this call is already planning their affair… ■ Didn’t you sign up because you were convinced it was the right decision. ● Get them to tell you all the reasons why she likes or doesn't like the other program. ● ● ● ■ ■ ■ ■ ■ So then why would you spend 5 months in a program you know you’re already going to leave? ● You’re already not happy with them… Isn't your 5 months more valuable than money you’ve already spent? In 5 months in the right program, we could’ve made $100k together, but that up to you to decide. If it were me i would count the investment in the other program a loss, but i wouldn't let these next 5 months be counted as a loss. Why you stay there if you know you’re not going to stay long term Because when our clients come to us, they stay for years… I'm curious why you’re not already thinking like this about your own program? Window Shopping: ● Have you had your call with them yet? ○ How was your call with them? ○ Why didn’t you pull the trigger with them? ● If its scheduled: ○ Are you going to keep your call with them? ■ Why? ● You already said you believe this would be the solution… ○ Do you believe you will make more money working with them over us? ● Push away ○ No problem… Why not just join their program? Time/I’ve gotta think about it: the way they’ve been thinking and making decisions has gotten them to where they are. They’re on the call because they’re not happy with where they are. Then they try to use the very thinking that got them where they are, to where they want to go, and then want more time to keep making the same decisions hoping that it will get them to where they want to go… you must put an end to this madness. They’re saying.. “Let me go do more of what i've been doing hoping it's going to get me to where i want to go”. They're just delaying committing, this is conditioned buyers behavior. ● ● ● Okay.. so you can take as long as you need to… we after all… we all make decisions based on our perspective, and I understand you probably wanted to have some time to get clear on your own perspective of things, right? Alright so all of the experiences and the totality of what you’ve done as a person… Do you feel like that influences your perspective & you make decisions? ○ Yeah, okay. Makes sense. The only problem with this is that if you’re only making decisions based on where you are.. then that's the only place you’ll ever be... so let me ask you would you be on this call if you were 100% happy with where you’re at right now? ● ● ● ● ● ● ● Okay, super cheesy question so on a scale of 1-10, , and you can't say 7, 1 being you’re very unhappy, 10 being you’ve got everything you need, where are you at in regards to hitting your goal? ○ Like why not a 2 or a 3? (justify their answer) So how long have you spent trying to get there? ○ How long have you been making decisions like this? Okay - so that decision making process that's gotten you to this point for X (timeframe) and that you’re trying to use to get to your goal, how much longer do you want to allow how you think to keep you where you are? Are you open to seeing things in a different way so you can get some different results? ○ Let’s say you go home and think about it… do you think you will have more or less clarity after thinking about it for a week? ○ Why? So what do you wanna do? Do you think you’re going to make more or less money by working with us? So If you know this would work for you, you believe you’d make more money with us than without us… and you need some time, then you’re right. Now isnt the right time. And truthfully, it never will be. Uncovering The Pain Messenger Mastery What you need to propose a call 1. Have authority & trust 2. Know their problem matches their solution 3. Understand what prospects thinks is the solution to the problem they’re facing Why people don't book/ghost: 1. No pain = no sale a. Lion vs deer, avoiding pain vs gaining pleasure. i. Running to eat or running to save your life 2. Must know a specific problem. 3 levels of problems: a. Level 1: general pain - usually the symptom & the smoke screen i. Etc… leads ii. most setters start and stop here iii. Most people offer the call right after general pain is discovered iv. A general pain is not enough to offer a call 1. They may say 1 surface level answer about what they think is wrong… but what they think is wrong and what is actually wrong are not the same… but you can leverage what they think is wrong to book a call then show them what is actually wrong on the call b. Level 2: What / how i. How come? 1. Why do they think they’re having a problem with this? a. Why do you think you’re having a problem with this? 2. What they think they need to solve it a. What do you think you need to help you (insert solution)? 3. What they’ve tried a. What’ve you tried in the past to fix this? 4. How long they’ve had it a. How long has this been a problem? 5. Why they can't just solve it on their own a. What’s stopping you from (insert solution) ii. Most of the time you can progress to book the call after level 2 c. Level 3: Why (Emotional) i. Most of the time, pain level 3 is not necessary to book a call, but is necessary to close the deal. ii. The Deeper cause can differ from person to person, the more conversations you have, you will see patterns and trends regarding pain level 2 problems. Eventually you will be able to quickly identify level 2 pain, making the time to booking shorter for each convo. Example: 1. Problem: a. I am struggling to grow my business b. Sorry to hear that… how come? c. Idk how to get leads or make sales 2. Problem: a. I am struggling to lose weight b. Sorry to hear that, how come? c. Im just trying to figure out the right diet 3. Goal: Turn the goal into the problem a. I want to grow my business b. What’s stopping you from growing it? c. Idk how to get leads 4. Goal: a. I want to lose weight b. What’s stopping you from losing weight? c. Idk what diet to use d. Arent you already dieting? 5. I can't guarantee anything but… ● ● ● ● Would it be good for you Would it be helpful? You open to chat? Would you be opposed? Summary: 1. Prospect wants to grow business, but doesnt have prospecting system 2. Prospect doesnt have a prospecting system because he doesn't know how to approach or communicate his problem clearly to others in the messenger chat 3. Prospects goal was to quit job and spend more time with family but now he works more than he intended to Digging deeper into pain using question mirroring: Rolling the question back to them based off of what they said ● ● ● ● ● ● ● ● ● ● ● ● ● How come Hasn’t this already ○ Taken enough time ○ Cost you enough money Are you not already… ○ Do you not… ○ Do you not feel like you are already.. ○ How come you’re not How do you know Would it be good for you ○ How do you know it would be good for you? What do you mean What if you didn’t What if you do Why don't you When will you How will you Why haven't you Why would you Push Away / Pull Away Specific Closes 1. THE BOX CLOSE: if you use this close (which is a Massive belief shift for them), you pretty much disintegrate all certainties in people's old habits! a. "hey man, if your life was a box, everything inside the box is everything you know and everything you know DOES make sense to you and therefore you do things based on it. but if you're inside this box, and if you don't have [the results] you want, then that ONLY means that everything you know that makes sense to you DOESN'T work! so, whatever you think makes sense, don't bring it to me cuz it led you to where you are right now!" 2. THE MIRROR CLOSE: removing ourselves from the scene and just being a mirror representing their goal a. e.i "you're not saying NO to me or the program, you're saying no to your goals [lifestyle] and what could be possible" 3. THE COMPARISON CLOSE: telling them about others who we've helped with way less chances than them so we can seed the idea of 'Hmm I can do this too' BUT without forgetting to clean behind while doing this. meaning we set the right expectation for them about the program so we don't mislead them. a. e.i "I have people who're half your age in my program, and they make a stupid amount of money and they have NONE of your experience!" + "Now, I'm not telling a fairy tale here that you're gonna come in and make " 4. THE LOGIC VS FAITH CLOSE: pretty much like the BOX CLOSE but with a different idea a. e.i "Whatever you think right now is safe to do (rational) hasn't got you far in life cuz here we are But the side of you that you're scared to dive into (the emotional side) THAT'S the side who produces 1 million ideas and also PUSH you to go and do it!" b. Everything you know is in a box, everything that makes sense to you, you’re inside this box, and whats inside the box has gotten you to this point, and the life you want is on the outside of the box 5. THE HOSPITAL CLOSE: Basically seeding the idea of 'If you ever love someone and they're in the hospital, you're NOT gonna tell the doctor you can't afford it' and we can use this as an elaborate close as well.. a. e.i "If you have a loved one in the hospital, are you gonna tell the doctor you can't afford it?" They'll go NAH! > "Then who are you'd gonna ask for help first?" Or "What would you do first to get the money?" b. 6. THE HENRY FORD CLOSE: This is used most when they're blaming their external circumstances, we go like.. a. "If decisions were ONLY made based on circumstances, no one would do anything.. we'll be sitting right here riding horses cuz Henry Ford was looking around and said (there are no fvcking cars, but should I believe there could be cars? I HAVE NO MONEY, how can I do this )" 7. THE PROBABILITY CLOSE: it goes like this.. a. "this is very simple bro, in the next 6 months, do you think if you did this with me vs without me, there's a higher probability that you'll make a lot of money?" i. NOTE: we don't say 'higher Chance' cuz that's gonna bring up an opportunity cost in their mind! ii. And then we say it again to them BUT this time we seed in the stack! "Actually think about it NAME, do you think if You could see me 3 times a week for me to make the decision with you for your biz, Have all my entire proven systems that have done 8 figures in client results, Have my team to keep you accountable on a weekly basis.... do you think that would give you a higher probability to make a ton of money to get out of this? Or a lower probability?" 8. THE 1st PERSON METHOD: basically speaking as them and creating the words that they should be hearing themselves saying. a. e.i "Yea dude, If you're really sitting there and thinking to yourself...man, with Armin's help I'm gonna do this, I'm gonna crush it!!" this will make them own these words and believe they can do it 9. The “save each other time” close: ○ You know if you get off this call you’re not going to do it, if you do get back on to book a call later, it will be safe to assume you will be doing so at full price and without the bonuses and guarantees. I dont want you getting off the phone thinking about it. You get coaching inside our program, and the coaching starts now, This isnt how i want to start our mentorship, allowing you to continue thinking the way you;ve been thinking thats gotten you where you are today. I dont want to do anything that permits anymore procrastination. ○ Hey man look, i've spent a while with you on the phone today, i dont want to waste any more time if you’re just entertaining a wishful idea, whether you do this or not is not my decision, it’s yours. And we shouldn't work together if you’re unwilling to financially commit 10. Pull Away Close: a. Is this a problem now or a later problem? If its a later problem, then i dont want a follow up… If you’re not ready, lets not do this. 11. Proposal close: a. Why would you marry someone who said I’ve got to think about this after proposing 12. Humble Authority: a. Appreciate the offer brother, everything is going smooth, did X this month and on pace to do X this week b. Probe their pain If they’re not willing, that's against my 3 core beliefs and I don't want to work with people who don't believe the same as me. If you aren't willing to go the length to meet me 50% of the way, how are you going to ultimately be successful in the program? If you’re having to flirt with the idea of doing whatever it takes, then we probably shouldn’t… If you’re unwilling to make a call to get the money to get into the program, you’re not even meeting me 25% of the way, so why even entertain this idea at all? Don't have cash? wire info. Don't have bank account? They get their friend to pay for it, and pay their friend back in cash. Lost my credit card… call your family member and borrow theirs. Don't know if this will work? How do you think it will work? How has it worked up until this point? If you have a proven system that works for hundreds of people, but suddenly it doesn't work for you, would you think the problem is with the system or the user? What makes you so special to think that it would work for everyone but you? If you cant put down a $500 deposit, how are you going to pay for the program? How are you going to follow the program if you cant even follow our protocol? This way of selling is a mirror to their own BS beliefs that keep them where they are Ball Grabbers: Tie Downs: 1. Securing the sale: https://arminshafee.wistia.com/medias/7a7v5m5fvp a. It's very normal that when you set out to accomplish something that you’re immediately met with some adversity. It’s probably God testing your commitment to this. 2. Integrity Tie Down a. (Name)... you seem like a person of integrity and someone whose word is their bond, you wouldn’t skip out on a doctors appointment would you? (Wait For Answer) Great, because this next call is just as important… we’ve spent about 20 minutes on this call so far, and we’re going to spend another hour putting your game plan strategy together… I don't want any of that to go to waste… you have my word that we will be on time and ready for your call, do I have your word that you will also be ready and on time for your call? b. Okay good. You don't seem like someone who would skip out on it, so I count on you to be there? c. Great, because we’ve had a lot of flaky people schedule calls with us then not show up, not even to get a free game plan that we build out for them… and they ultimately never hit their goals… and you seem like someone who is serious about making this happen. One-Liners: 1. You don’t have a money problem, you have a MAKING money problem. Stories & Metaphors: 1. Armins story about investing $100k into a coach 2. Karan 1.1. Armin empathized and validated his concern and genuinely commended him for that characteristic within Karan 1.2. Armin then lead with a question using the same exact words karan ended his first sentence with: “Money aside, is this something that you feel is right for you?” 1.2.1. Followed with: “How do you know?” 1.3. So you’re sure you want to do this, and i want you to do this, so we’re on the same team here. The problem though is your situation, so can we have an open and honest conversation around your situation? 1.4. I cant help you unless you open up to me about whats going on, but only if you want do this. We don't have to do this. 1.5. So how much are your monthly expenses? And you’re currently making X 1.6. So i assume you’ve been saving money, right? So how much is in your savings? 1.7. Checking? 1.8. Karan said “its just a lot of money, i could buy a car with that…” armin said, “Well just go buy a car then.” 1.9. “I dont need a car… Its just a lot of money” replied Karan 1.10. Battle of Leverage: “I understand very well. I know its very expensive what im charging. It’s also very hard to find someone like us to help you with what we do. But we’re not talking about that because its not important… whats important is if you;re going to do this or not.” 1.11. So if you’re not spending your savings on a car, what’re you saving it for? 1.12. If you say you want to do this, you have savings but you're not saving up to do what you say is important, then what are you saying for? What's more important than this? Because if there’s something more important than this, i dont even want you to do this. 1.13. Thought you got on this call because you had a problem that needed to be solved. If this isn't a now problem and its not a priority, and you’re cool having it then we shouldn't do this 1.14. Just curious, is this something that you really want to do? Because if not we should just hop off the call right now. It doesn't sound like this is what you’re looking for, and i don't want to give you something you don't want. 1.14.1. Never talk about money, always talk about the meaning of why we’re here. 1.15. Can I come back? “If i say no, what’re you gonna do?” 1.16. So you’re only willing to fix the problem if it fits inside your budget? 1.17. If the problem isn't important enough to stretch your budget, forget the money, you shouldn't even do this at all. 1.18. *Armin ends roleplay 1.19. I will help you find out how you will overcome the objection 1.20. I have no money > what’re you gonna do? I thought you wanted to do this?” 1.21. I have no time > “if you don't make the time, when are you going to do this?” 1.22. When do I pay? > right now 1.23. Deposit > pay off in 7 days or its refunded 1.24. When? As soon as you pay 1.25. How? Just have to pay 1.26. When does it start? Now 1.27. I don't want your money, i want your commitment 1.28. Commitment and decisiveness are characteristics of elite clients 1.29. If they don't want to do it now, they wont do it later. Not doing it now is what they want. Specific Strategies 1. Setting Follow Up Cadence a. ? b. GIF c. VOICE NOTE d. PULL AWAY 2. Deposits a. “just gonna go ahead and charge the card” 3. Just want a setter a. If you have a coaching business, and one of your clients said exactly what you just said to me, what would you say back to them? That you need me to get to your goal faster. So what made you get on the call if you have already decided you don’t need help? Why aren’t you already where you want to be? What’s stopping you from doing this on your own? b. framework for prospects who ask for only a portion of our program - goal is to create uncertainty and doubt in their current process for lead gen and content creation AND sales process. ■ Are you open to having a bigger conversation than just setters or sales training. ■ Why do you want a setter? ■ What do you think a setter is going to do for you? ■ Do you think having only a setter is what you need? ■ What’s going on with your business that makes you think that you only need a (insert what they’re asking for) ■ What does your (core metrics) look like currently? ■ Is that all you want to be doing? / do you want that to be higher? ■ Why do you think (what they’re asking for) is the solution for that? ■ Where you at/Where do you want to be? Why aren’t yo there? ■ How do you think (what they’re asking for) is going to help them get there? ○ It doesn’t matter what they’re looking for. The only thing that matters is that they’re at X and they want to be at Y. It doesn’t matter what the X is, all that matters is the Y. ○ What they want is TO SCALE THEIR BUSINESS. They don’t get a setter without the training and they don’t get the training without the setter. If you’re at $60k we’re at $600k/mo, are you wanting to just float around $100k or are you looking to actually scale. ○ They can go to a placement company but those are people who have been churned through. We aim to place highly trained A-players. If you’re at your current level, and you want to be at your desired level, why haven’t you been able to do this so far? ○ A setter with a bad system and structure and leadership produces high churn rate. ○ What’re you hoping to do with a setter? Are you on this call because you want a setter, or because you want to scale? ○ While I can appreciate the fact that you think that you a setter is going to help you scale, but a setter with a bad system and structure and leadership produces high churn rate. Can we both agree that the root of your problem isn’t your ability to hire a setter, but your ability to have a strong infrastructure and leadership? ○ So if you’re looking for a setter, I can refer you to a placement agency. If you’re looking to scale then we can talk. ○ Why do you need a setter? What are you going to do with one? ○ What good is a setter you don’t know what to do with? If you moved forward with us, it would look like we connect you with 2-3 trained setters this week who are ready to get to work making 80-120 dials/messages per day, and average a 5-7% convo-booking rate booking 4-8 calls on your calendar closers for to close. You would likely need 1 DM setter & 1 triage setter (outbound) 4. Strategy for someone who doesn't want to get funding because of interest a. Only accrues interest if they plan on being irresponsible with paying it off b. Do the math for them - 24% APR / 12 months = 2%/mo x loan amount = Interest charge monthly - Interest is also a business expense if you cant afford it now, just add the interest to the total cost, and thats what you pay for not being able to afford a result you cant currently pay for - Theres a cost to not being able to afford a result you desire, the interest is the cost. 5. Holiday Objections: - Must create urgency by using incentives and creating FOMO - Dont offer discounts, offer incentives - Longer time in program - 1 on1 with armin - Future pace opportunity cost: - AVG client generates X in $ in the frist X timeframe - If you delay getting stated, youll have to wait until january to start getting systems in place versus having them in place and being able to hit the ground running - If the investment to get started today is $3k, and our average client generates X in the first X time, then it could be costing you X by waiting, which is actually more than the investment itself - And you loose the ability to take us up on our conditional guarantee ○ Pitch Codex Formula for Digger Deeper: 1. Problem 2. Emotional Pain