December 18, 2023 • 22 mins
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Unlock the Secrets of Closing More Sales and Signups!
Are you eager to discover the golden keys to not just closing sales but transforming them into meaningful connections?
In this episode, we dive deep into the art of closing with a twist of positivity and genuine relationship-building.
After years of being in network and affiliate marketing, I'm sharing six game-changing questions that have reshaped my approach to selling and recruiting. These aren't just questions; they're gateways to understanding your potential clients' needs and desires.
We'll explore how to use these questions to shift the spotlight onto the most positive facets of your presentation. It's all about nurturing a decision-making environment that’s both comfortable and empowering for your clients.
You'll get three must-ask questions to genuinely gauge your customers' interest and income aspirations.
Plus, I'll share a personal story about a time I turned down a sale even though my prospect was filling out the purchase form emphasizing the power of prioritizing customer needs over quick wins.
As we move forward, we'll shine a light on the often-overlooked aspect of setting realistic expectations.
I'll walk you through aligning income goals with the actual effort and time commitment, setting the stage for sustainable success.
Finally, the crux of our episode: mastering the art of underselling while overdelivering. This strategy is my secret sauce for turning customers into die-hard fans. And yes, those six pivotal questions?
They're your new toolkit for assessing a prospect's expectations and dedication.
Join me in this episode filled with practical wisdom, heartfelt advice, and a touch of Mark Harbert's unique flair.
Together, let's turn your sales process into a journey of growth, success, and positive customer experiences. Tune in and transform your approach to closing more prospects into customers today!
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Today we're gonna talk about the art of the
clothes and six questions thatyou should ask to close more
sales and get more signups inyour business.
Cause, really, when it getsdown to it, everything we do
from marketing all the way downto having those one-on-one
conversations is all about howdo we build our business
(00:22):
effectively, build positiverelationships and, gets down to
it, just building our business.
That's really what we're afterand what we want to accomplish,
so let's dive into it.
Let's talk about it.
One of the things that we do ona regular basis is we're out
there creating videos, creatingcontent, doing things on social
(00:42):
media, creating curiosity posts,getting people to take action,
opting in for our offers,getting on the phone, whatever
it is, zoom calls, all thosethings.
They all lead to moving peoplein a direction that is in a
positive way for our business,right?
The thing is that once you movepeople through a process and
(01:06):
you get them to take a look atyour presentation whatever it is
that you're selling if it's anetwork marketing opportunity or
a course that you're selling oran affiliate product of some
sort it all comes down to how doyou get them to say yes or no,
how do you get them to make adecision.
And if there's one thing thatI've learned in my 50 years of
(01:27):
life is that if people can putoff making a decision, they will
procrastinate until forever ifyou let them.
And the truth is, when I amtalking with somebody, if I want
to work with them, if it'sclear to me that there's
somebody that I would want towork with, I want a decision one
way or the other, and for meit's sometimes pretty obvious
(01:51):
what the decision is gonna be.
Just talking to the person.
Sometimes I don't want topursue anything with them based
on the conversation, and I'llpoint them in another direction.
So when you get down to it andyou have somebody that you'd
like to work with, there are sixquestions you can ask, and
we're gonna go through them,gonna talk to you about the
benefits of them, and I willtell you that a lot of these
(02:12):
questions that I'm gonna giveyou are questions that I learned
being a part of networkmarketing, because they're
incredibly effective.
They'll work with pretty muchanything that you're selling.
But if you learn how to askthem in the right way and you've
gotten to a point of somebodywho's taken the necessary steps
and moved through the process.
(02:33):
These will work out in yourfavor one way or the other.
And the very first question thatyou want to ask assuming
someone has seen yourpresentation you're either
chatting with them on socialmedia or you're on the phone
with them the very firstquestion is what did you like
best about what you saw?
That is the first question, andthe reason I love this question
(02:57):
is because it actually focuseson the positive aspects of the
presentation.
So what's happening is you'reactually diverting their
thinking to what is what'spositive about it and, if you
notice, a lot of people willtend to go toward the negative
If they have something thatisn't quite up to what they
(03:19):
think it should be, or a lot oftimes, people will hone in on
one little detail of somethingthat they don't like instead of
giving it as more of an openquestion.
You're asking them what did youlike best?
In other words, what was theone thing that really stuck out,
stuck out out to you, whatstuck out to you and what is it
(03:40):
that really stands out in yourmind that would make this a
positive thing for you, and soyou're getting them to focus on
that and it really guides thedirection of their responses.
That's really what that is, andso that question is very
effective, and as you ask thesequestions, especially that one,
what happens is now based ontheir response.
(04:02):
You can go take theconversation in whichever
direction that you need it to go, all right.
So that's the first one.
What did you like best aboutwhat you saw?
Now the second question is moreof a gauge, and our goal is to
also gauge their level ofinterest.
The second question is on ascale of one to 10, how
(04:24):
interested are you?
And so what'll happen isthey'll give you that number.
Let's just say it's a six.
Okay, on a six, I'm interested.
Few questions Right there, thenand there.
That gives you that ability tofigure out where their level of
interest is, and then from thereyou can take it off again in
(04:44):
another direction.
But this is a gauge for you andit helps you to figure out
where they're at.
So the closer they are to 10,if they're a six, you know that
they've probably got somequestions that they want to ask
about your presentation or aboutyour product or your course, or
whatever it is that you'reselling with them, or your high
(05:05):
ticket program, whatever it is.
They're gonna be more apt ifthe number's closer to 10.
But no, if it's not a 10 andthey're just like I'm all in,
I'm ready to go, then youprobably have some other
questions to answer an answerfor them and help them make a
positive decision.
So that's number two on a scaleof one to 10, how interested are
(05:25):
you?
Question number three is howmuch money would you need to
make per month for this to beworth your time?
And this is a very importantone, because the goal here is we
don't want to assume what theprospects' interest money goals
are.
I have found over the yearsthat while it might sound great
(05:49):
on a marketing page, it mightsound great in a marketing email
of making $10,000 a month, thatmight not necessarily be your
prospects goal, because theoverwhelming majority of people
just want to make an extra $500to $1,000 a month.
So you don't ever want toassume what their income goals
(06:10):
are.
Some people have huge, loftygoals and you want to know that,
and that's why this question isreally meant to help that and
it really from there again,based on their response, you can
then tailor the conversation inthat direction.
So every one of these questionsthat you're asking are probing
(06:31):
questions, to really start soyou can steer the conversation
in the direction to either getmore questions answered or,
again, to help them make apositive decision.
And a positive decision I don'tmean when I say positive
decision, I don't mean thatmeans that they're going to sign
up and you really have to thinkof it.
(06:53):
There's a positive decision forsomebody is to not sign up.
There have been plenty of timeswhere I've had people going to
sign up for something, and Iremember one specifically
several years ago and I had thislady on the phone and she was
signing up for an opportunitythat I was a part of and she was
excited, she was ready to goand I took her to the sign up
(07:15):
page and I'm on the phone withher and I'm talking to her and
I'm starting to walk her throughthe process.
And she made this one commentand she said I need to make
money in the next 30 days, thatthis is going to work for me,
and I said stop right there,don't fill that out.
I said talk to me more aboutthat first.
I could have signed her up,could have got the commission,
could have done all that andcome to find out that she had
(07:38):
just lost her job and she waslooking for something in
addition to what she was doing.
So that comment I need to makemoney in the next 30 days if
this is going to work.
I actually stopped her andencouraged her not to sign up.
I actually said to her what Iwould do first is go and secure
(07:58):
your needs.
Take care of that.
If you're going to look foranother job, go look for another
job.
Get yourself set up and thencome back and talk to me in six
months and we'll talk then ifyou're in a better position.
But I said, you're going to putunnecessary pressure on
yourself to make this work andwhat's going to happen is, if
you get to the end of that 30days and you haven't
(08:20):
accomplished what you think youneed to accomplish, then you're
probably going to be upset and Idon't want that.
So I would much rather you go,secure yourself, get yourself
taken care of and then let'slook at this a couple months
down the road.
Do you know what happened?
It was like six months latershe came back to me and said
thank you, I've got a job, I'mstable, I'm ready to sign up now
(08:44):
.
Boom, that was a positivedecision for her.
Okay, and this is one of the bigthings you have to do.
When you go into a closingsituation where you're going to
sign somebody up for something,is you got to remember it's not
about you, it's not about yourneed to make a commission, and
I'm telling you all the salesgurus out there, quite frankly,
(09:07):
they piss me off because I'm sotired of it that it's about
strong-arming people into makingsales, and I see them out there
.
When you do that, you create areally crappy reputation for
people that are trying to do itright.
You have to think of the otherperson.
Now, I'm all about making money.
(09:28):
I am all about it.
I want to make a lot of moneyin my business, but I do not
want to do it at the expense ofother people.
I don't want other people to behurt in making a decision.
I want it to be a positiveexperience for them, and a lot
of people can go out there andthey can float there.
Hey, we've made $5 million thisyear and you also got a trail
(09:50):
of pissed-off people who feltlike they were strong-armed and
to buy something they didn'treally want to buy.
And believe me, I've seen itover and over and that's one of
the things that a lot of thesegurus they don't tell you.
These sales gurus that willhelp you close more sales.
Okay, so they can tout theirnumbers all they want, but when
it really comes down to is thisis why used car salesmen have
(10:14):
such a bad rap.
Okay, there are so many goodused car salesmen out there, but
they have gotten a bad rapbecause there are used car
salesmen who are horrible.
Okay, I have a guy that I workwith to buy my cars from the
best.
Awesome, I love him.
Never feel pressure with him.
You know why?
(10:34):
Because he cares about thecustomer more than he cares
about making a sale.
He actually one time this is aguy I buy my cars from.
Okay, we just bought anothercar a little over a month ago.
Go to him.
I'm like, hey, we need to buythis car.
And what was interesting aboutit was he said to me we were
(10:55):
looking at another car on theirlot, which we were looking at GM
cars, and this was a Ford caron their Ford lot.
And he said, if you want totake a look at the Ford, I can
totally take you over there andconnect you with one of the
other sales guys that handlesthe Ford side.
But my goal is just to makesure you get what you need and
what you're looking for.
I was like dude, I don't wantto Ford anymore.
(11:16):
I want to work with you.
I'll buy a GM.
Forget the Ford, we're done.
I was just like to me.
That showed me his motivationand that's what you got to have.
People will appreciate that.
So, while people might bemaking a lot of sales, the goal
is we want to do it in a waythat makes sure it benefits that
person and that they get thevalue that they feel they need.
(11:39):
So it takes a little extra workto probe and find out where
they're at.
Okay.
So just to recap the first threequestions what did you like
best about what you saw?
Okay, on a scale of one to 10,how interested are you?
And question number three ishow much money would you need to
make per month for this to beworth your time?
Okay, and question number fourthis is a really good question
(12:02):
because it really digs deep onwhat is their commitment to this
.
And this is where you knowanother thing this could be a
qualifying question.
Okay, it is a qualifyingquestion because the goal is
having people that haverealistic expectations for this
(12:24):
to be worth their time, and thisis another thing.
So I'm just going to start bytelling what happens is and I'm
gonna get to the question herein a second.
But what happens is, ifpeople's expectations are here
and this is what gets met herethere's a gap between their
expectation and what wasactually delivered.
And you know what that meansthat gap?
(12:45):
It means pissed off customer.
It means pissed off person.
Our goal is to find out whattheir expectation is and either
meet or exceed that expectationin one way or another.
So this question is really goodat doing that.
And how many hours would you bewilling to commit to your
(13:06):
business to reach your monthlyincome goal?
So question number three we'reasking them how much do you
wanna make per month?
And then we're backing it upwith question number four how
much time or how many hours canyou realistically commit to this
and are you willing to committo this?
Now I've talked to peoplebefore and they've said I wanna
make $10,000 a month or I wantto make $20,000 a month, and I'm
(13:30):
like cool, how much time do youthink you can dedicate to this
to make it worth your while?
And they're like I think Icould do two or three hours a
week and I'm like, come on, likeyou really think you're gonna
be able to build that kind ofincome?
That's an unrealisticexpectation.
And I could sit there and I go,oh absolutely, we can do that,
you can do it Absolutely, I knowyou can do it, I believe in you
(13:53):
and I know you can do it.
But you know it and I know itand everybody that has built a
successful business knows thatis complete bull.
Okay, you've gotta commit tothis thing and if you're not
willing to give it a realisticexpectation and some effort and
some time into building it, thenyou can't expect to get a
realistic result.
(14:14):
So you need to know where aretheir expectations and this
question really helps get to theheart of their expectation.
And it really the goal is youwant to align their goals, their
income goals, with what youropportunity or product or
service or course or high ticketprogram can do for them.
(14:35):
Okay, you wanna align those twoand the goal is to align them,
find out what they are and thenhelp get them in that direction.
Okay, but the key about thatquestion is that it really
assesses their level ofcommitment and if their level of
commitment is in line withwhat's realistically doable,
then you know you've gotsomebody who's a potential,
(14:58):
really good prospect to sign upfor your program, okay.
So question number five howmany months can you commit to
working this amount of hours?
Now, again, that digs a littlebit deeper on it.
So how much are you willing tocommit per month?
And then question five.
And the reason I love questionfive is because one of the
things that I learned early onin my career and in home
(15:21):
business and I learned thisagain in network marketing was
Jeff Olson, who used to be apart of an opportunity that I
was a part of, and one of thethings that he used to talk
about were the 10 corecommitments, and the one
commitment that really stood outto me the most was be here a
year from now.
And I always used to say behere a year from now, and the
(15:43):
more I would just repeat that tomyself and I would say over and
over be here a year from now.
And that just is constantlysetting the bar Be here a year
from now.
This is not one of those thingsthat you can just expect to
throw a little bit of time inand expect to see something huge
, and that's part of the problemthe network marketing industry
(16:06):
has.
It's a big problem of directsales.
A big problem of just selling ingeneral is, especially when it
comes to the make money onlinespace is unrealistic
expectations, and whenunrealistic expectations are not
met, you get pissed off people.
That's where you hear scam,this, scam, that, scam here,
(16:28):
scam that because people areselling people, they're
overselling and under delivering, and that is another thing that
I learned in network marketingwas undersell, over deliver.
Remember when we talked aboutexpectations and where they get
met, if their expectation ishere and you come in here, you
(16:49):
have pissed off people, right.
But if their expectation ishere and your delivery is here,
guess what You've got.
That's raving fan baby.
That's somebody who is lovingwhat you do, like they are.
They're just sold 100% and notonly are they satisfied, they're
a raving fan and that meansthey're going to go out and tell
(17:10):
other people.
Okay, and I'll tell you thisright now.
This is a little bonus tipwithin a tip.
Okay, regarding expectations isthe worst advice I've ever
heard when it comes to theonline marketing space is charge
what you're worth Horribleadvice.
It's absolutely horrible adviceIf you want to charge what
(17:33):
you're worth.
You couldn't afford me if Icharge what I'm worth.
I know my value.
I know what I'm willing to give.
However, what I do know is thatmy goal is to create raving
fans.
I want people to buy my productsand services, but I want them
to go away thinking I justripped him off, like I got so
much value for what he gave methat I'll sing his praises all
(17:57):
day long.
And that has always been mygoal, because I've learned some
of these principles early on.
So this always comes down toexpectation.
What kind of expectations areyou creating?
This question can help yougauge expectation.
So how many months can youcommit to working this amount of
hours?
So it's not just how many canyou commit monthly, but how long
(18:20):
do you think you can do that?
Okay, that's question numberfive.
Question number six is if Icould show you how to build an
income of whatever their incomegoal was working this many hours
per week or over the course ofthis many months, would you be
ready to get started today?
If they get to that point?
(18:42):
Okay, if you get to that pointwhere you feel the expectations
are met and that they'rerealistic expectations and some
people seem to think they don'tlike the idea of realistic
expectations.
What do you mean?
Like realistic goals People?
Some people get triggered bythat idea of realistic goals.
No, realistic goals are whatbasically every single
(19:05):
corporation runs on Like theywant goals.
Of course, you can alwaysexceed those goals, but set
goals that are achievable andthen, when you reach those goals
, set new goals.
It's I don't know, that's awhole nother discussion we'll
talk about sometime.
But so that's the next one.
If I could show you how to buildan income of what your income
goal was over the course ofworking this many hours per week
(19:29):
or per month over this manymonths, would you be willing to
get started today?
And that is a great question,because if they've met all of
the criteria of the closingquestions that you've asked them
prior to, they're more thanlikely going to be ready and you
feel they could come in.
Remember the question we saidon a scale of one to 10, how
(19:50):
interested are you?
They could be a six and by theend of your conversation they're
a 10.
Because you've answered andaddressed some of those concerns
that people have and thesequestions are meant to pull
those concerns out of people sothat you can then address those
concerns and see where it goes,and you could potentially have a
(20:11):
new team member, a new member,a new course buyer, a new high
ticket coaching client whateverit is that you're promoting and
this will have a huge effect onthat going forward.
Let's do a quick recap of thesequestions and then we'll close
it out.
Number one is what did you likebest?
Number two on a scale of one to10, how interested are you?
(20:33):
Question number three how muchmoney would you need to make per
month for this to be worth yourtime?
Question number four how manyhours would you be willing to
commit to your business to reachyour monthly income goal?
Question five is how manymonths can you commit to working
this amount of hours?
And question number six is if Icould show you how to build an
(20:54):
income working an income ofwhatever their goal is, this
many hours per week or per monthover the course of this amount
of time In other words, theanswers to the questions that
you pulled from them previouslywould you be willing to get
started today If you can learnthose questions?
Those are great ways to pullout expectations and raise
(21:17):
concerns so that people can gettheir questions answered.
Today we're gonna talk about the art of the
clothes and six questions thatyou should ask to close more
sales and get more signups inyour business.
Cause, really, when it getsdown to it, everything we do
from marketing all the way downto having those one-on-one
conversations is all about howdo we build our business
(00:22):
effectively, build positiverelationships and, gets down to
it, just building our business.
That's really what we're afterand what we want to accomplish,
so let's dive into it.
Let's talk about it.
One of the things that we do ona regular basis is we're out
there creating videos, creatingcontent, doing things on social
(00:42):
media, creating curiosity posts,getting people to take action,
opting in for our offers,getting on the phone, whatever
it is, zoom calls, all thosethings.
They all lead to moving peoplein a direction that is in a
positive way for our business,right?
The thing is that once you movepeople through a process and
(01:06):
you get them to take a look atyour presentation whatever it is
that you're selling if it's anetwork marketing opportunity or
a course that you're selling oran affiliate product of some
sort it all comes down to how doyou get them to say yes or no,
how do you get them to make adecision.
And if there's one thing thatI've learned in my 50 years of
(01:27):
life is that if people can putoff making a decision, they will
procrastinate until forever ifyou let them.
And the truth is, when I amtalking with somebody, if I want
to work with them, if it'sclear to me that there's
somebody that I would want towork with, I want a decision one
way or the other, and for meit's sometimes pretty obvious
(01:51):
what the decision is gonna be.
Just talking to the person.
Sometimes I don't want topursue anything with them based
on the conversation, and I'llpoint them in another direction.
So when you get down to it andyou have somebody that you'd
like to work with, there are sixquestions you can ask, and
we're gonna go through them,gonna talk to you about the
benefits of them, and I willtell you that a lot of these
(02:12):
questions that I'm gonna giveyou are questions that I learned
being a part of networkmarketing, because they're
incredibly effective.
They'll work with pretty muchanything that you're selling.
But if you learn how to askthem in the right way and you've
gotten to a point of somebodywho's taken the necessary steps
and moved through the process.
(02:33):
These will work out in yourfavor one way or the other.
And the very first question thatyou want to ask assuming
someone has seen yourpresentation you're either
chatting with them on socialmedia or you're on the phone
with them the very firstquestion is what did you like
best about what you saw?
That is the first question, andthe reason I love this question
(02:57):
is because it actually focuseson the positive aspects of the
presentation.
So what's happening is you'reactually diverting their
thinking to what is what'spositive about it and, if you
notice, a lot of people willtend to go toward the negative
If they have something thatisn't quite up to what they
(03:19):
think it should be, or a lot oftimes, people will hone in on
one little detail of somethingthat they don't like instead of
giving it as more of an openquestion.
You're asking them what did youlike best?
In other words, what was theone thing that really stuck out,
stuck out out to you, whatstuck out to you and what is it
(03:40):
that really stands out in yourmind that would make this a
positive thing for you, and soyou're getting them to focus on
that and it really guides thedirection of their responses.
That's really what that is, andso that question is very
effective, and as you ask thesequestions, especially that one,
what happens is now based ontheir response.
(04:02):
You can go take theconversation in whichever
direction that you need it to go, all right.
So that's the first one.
What did you like best aboutwhat you saw?
Now the second question is moreof a gauge, and our goal is to
also gauge their level ofinterest.
The second question is on ascale of one to 10, how
(04:24):
interested are you?
And so what'll happen isthey'll give you that number.
Let's just say it's a six.
Okay, on a six, I'm interested.
Few questions Right there, thenand there.
That gives you that ability tofigure out where their level of
interest is, and then from thereyou can take it off again in
(04:44):
another direction.
But this is a gauge for you andit helps you to figure out
where they're at.
So the closer they are to 10,if they're a six, you know that
they've probably got somequestions that they want to ask
about your presentation or aboutyour product or your course, or
whatever it is that you'reselling with them, or your high
(05:05):
ticket program, whatever it is.
They're gonna be more apt ifthe number's closer to 10.
But no, if it's not a 10 andthey're just like I'm all in,
I'm ready to go, then youprobably have some other
questions to answer an answerfor them and help them make a
positive decision.
So that's number two on a scaleof one to 10, how interested are
(05:25):
you?
Question number three is howmuch money would you need to
make per month for this to beworth your time?
And this is a very importantone, because the goal here is we
don't want to assume what theprospects' interest money goals
are.
I have found over the yearsthat while it might sound great
(05:49):
on a marketing page, it mightsound great in a marketing email
of making $10,000 a month, thatmight not necessarily be your
prospects goal, because theoverwhelming majority of people
just want to make an extra $500to $1,000 a month.
So you don't ever want toassume what their income goals
(06:10):
are.
Some people have huge, loftygoals and you want to know that,
and that's why this question isreally meant to help that and
it really from there again,based on their response, you can
then tailor the conversation inthat direction.
So every one of these questionsthat you're asking are probing
(06:31):
questions, to really start soyou can steer the conversation
in the direction to either getmore questions answered or,
again, to help them make apositive decision.
And a positive decision I don'tmean when I say positive
decision, I don't mean thatmeans that they're going to sign
up and you really have to thinkof it.
(06:53):
There's a positive decision forsomebody is to not sign up.
There have been plenty of timeswhere I've had people going to
sign up for something, and Iremember one specifically
several years ago and I had thislady on the phone and she was
signing up for an opportunitythat I was a part of and she was
excited, she was ready to goand I took her to the sign up
(07:15):
page and I'm on the phone withher and I'm talking to her and
I'm starting to walk her throughthe process.
And she made this one commentand she said I need to make
money in the next 30 days, thatthis is going to work for me,
and I said stop right there,don't fill that out.
I said talk to me more aboutthat first.
I could have signed her up,could have got the commission,
could have done all that andcome to find out that she had
(07:38):
just lost her job and she waslooking for something in
addition to what she was doing.
So that comment I need to makemoney in the next 30 days if
this is going to work.
I actually stopped her andencouraged her not to sign up.
I actually said to her what Iwould do first is go and secure
(07:58):
your needs.
Take care of that.
If you're going to look foranother job, go look for another
job.
Get yourself set up and thencome back and talk to me in six
months and we'll talk then ifyou're in a better position.
But I said, you're going to putunnecessary pressure on
yourself to make this work andwhat's going to happen is, if
you get to the end of that 30days and you haven't
(08:20):
accomplished what you think youneed to accomplish, then you're
probably going to be upset and Idon't want that.
So I would much rather you go,secure yourself, get yourself
taken care of and then let'slook at this a couple months
down the road.
Do you know what happened?
It was like six months latershe came back to me and said
thank you, I've got a job, I'mstable, I'm ready to sign up now
(08:44):
.
Boom, that was a positivedecision for her.
Okay, and this is one of the bigthings you have to do.
When you go into a closingsituation where you're going to
sign somebody up for something,is you got to remember it's not
about you, it's not about yourneed to make a commission, and
I'm telling you all the salesgurus out there, quite frankly,
(09:07):
they piss me off because I'm sotired of it that it's about
strong-arming people into makingsales, and I see them out there
.
When you do that, you create areally crappy reputation for
people that are trying to do itright.
You have to think of the otherperson.
Now, I'm all about making money.
(09:28):
I am all about it.
I want to make a lot of moneyin my business, but I do not
want to do it at the expense ofother people.
I don't want other people to behurt in making a decision.
I want it to be a positiveexperience for them, and a lot
of people can go out there andthey can float there.
Hey, we've made $5 million thisyear and you also got a trail
(09:50):
of pissed-off people who feltlike they were strong-armed and
to buy something they didn'treally want to buy.
And believe me, I've seen itover and over and that's one of
the things that a lot of thesegurus they don't tell you.
These sales gurus that willhelp you close more sales.
Okay, so they can tout theirnumbers all they want, but when
it really comes down to is thisis why used car salesmen have
(10:14):
such a bad rap.
Okay, there are so many goodused car salesmen out there, but
they have gotten a bad rapbecause there are used car
salesmen who are horrible.
Okay, I have a guy that I workwith to buy my cars from the
best.
Awesome, I love him.
Never feel pressure with him.
You know why?
(10:34):
Because he cares about thecustomer more than he cares
about making a sale.
He actually one time this is aguy I buy my cars from.
Okay, we just bought anothercar a little over a month ago.
Go to him.
I'm like, hey, we need to buythis car.
And what was interesting aboutit was he said to me we were
(10:55):
looking at another car on theirlot, which we were looking at GM
cars, and this was a Ford caron their Ford lot.
And he said, if you want totake a look at the Ford, I can
totally take you over there andconnect you with one of the
other sales guys that handlesthe Ford side.
But my goal is just to makesure you get what you need and
what you're looking for.
I was like dude, I don't wantto Ford anymore.
(11:16):
I want to work with you.
I'll buy a GM.
Forget the Ford, we're done.
I was just like to me.
That showed me his motivationand that's what you got to have.
People will appreciate that.
So, while people might bemaking a lot of sales, the goal
is we want to do it in a waythat makes sure it benefits that
person and that they get thevalue that they feel they need.
(11:39):
So it takes a little extra workto probe and find out where
they're at.
Okay.
So just to recap the first threequestions what did you like
best about what you saw?
Okay, on a scale of one to 10,how interested are you?
And question number three ishow much money would you need to
make per month for this to beworth your time?
Okay, and question number fourthis is a really good question
(12:02):
because it really digs deep onwhat is their commitment to this
.
And this is where you knowanother thing this could be a
qualifying question.
Okay, it is a qualifyingquestion because the goal is
having people that haverealistic expectations for this
(12:24):
to be worth their time, and thisis another thing.
So I'm just going to start bytelling what happens is and I'm
gonna get to the question herein a second.
But what happens is, ifpeople's expectations are here
and this is what gets met herethere's a gap between their
expectation and what wasactually delivered.
And you know what that meansthat gap?
(12:45):
It means pissed off customer.
It means pissed off person.
Our goal is to find out whattheir expectation is and either
meet or exceed that expectationin one way or another.
So this question is really goodat doing that.
And how many hours would you bewilling to commit to your
(13:06):
business to reach your monthlyincome goal?
So question number three we'reasking them how much do you
wanna make per month?
And then we're backing it upwith question number four how
much time or how many hours canyou realistically commit to this
and are you willing to committo this?
Now I've talked to peoplebefore and they've said I wanna
make $10,000 a month or I wantto make $20,000 a month, and I'm
(13:30):
like cool, how much time do youthink you can dedicate to this
to make it worth your while?
And they're like I think Icould do two or three hours a
week and I'm like, come on, likeyou really think you're gonna
be able to build that kind ofincome?
That's an unrealisticexpectation.
And I could sit there and I go,oh absolutely, we can do that,
you can do it Absolutely, I knowyou can do it, I believe in you
(13:53):
and I know you can do it.
But you know it and I know itand everybody that has built a
successful business knows thatis complete bull.
Okay, you've gotta commit tothis thing and if you're not
willing to give it a realisticexpectation and some effort and
some time into building it, thenyou can't expect to get a
realistic result.
(14:14):
So you need to know where aretheir expectations and this
question really helps get to theheart of their expectation.
And it really the goal is youwant to align their goals, their
income goals, with what youropportunity or product or
service or course or high ticketprogram can do for them.
(14:35):
Okay, you wanna align those twoand the goal is to align them,
find out what they are and thenhelp get them in that direction.
Okay, but the key about thatquestion is that it really
assesses their level ofcommitment and if their level of
commitment is in line withwhat's realistically doable,
then you know you've gotsomebody who's a potential,
(14:58):
really good prospect to sign upfor your program, okay.
So question number five howmany months can you commit to
working this amount of hours?
Now, again, that digs a littlebit deeper on it.
So how much are you willing tocommit per month?
And then question five.
And the reason I love questionfive is because one of the
things that I learned early onin my career and in home
(15:21):
business and I learned thisagain in network marketing was
Jeff Olson, who used to be apart of an opportunity that I
was a part of, and one of thethings that he used to talk
about were the 10 corecommitments, and the one
commitment that really stood outto me the most was be here a
year from now.
And I always used to say behere a year from now, and the
(15:43):
more I would just repeat that tomyself and I would say over and
over be here a year from now.
And that just is constantlysetting the bar Be here a year
from now.
This is not one of those thingsthat you can just expect to
throw a little bit of time inand expect to see something huge
, and that's part of the problemthe network marketing industry
(16:06):
has.
It's a big problem of directsales.
A big problem of just selling ingeneral is, especially when it
comes to the make money onlinespace is unrealistic
expectations, and whenunrealistic expectations are not
met, you get pissed off people.
That's where you hear scam,this, scam, that, scam here,
(16:28):
scam that because people areselling people, they're
overselling and under delivering, and that is another thing that
I learned in network marketingwas undersell, over deliver.
Remember when we talked aboutexpectations and where they get
met, if their expectation ishere and you come in here, you
(16:49):
have pissed off people, right.
But if their expectation ishere and your delivery is here,
guess what You've got.
That's raving fan baby.
That's somebody who is lovingwhat you do, like they are.
They're just sold 100% and notonly are they satisfied, they're
a raving fan and that meansthey're going to go out and tell
(17:10):
other people.
Okay, and I'll tell you thisright now.
This is a little bonus tipwithin a tip.
Okay, regarding expectations isthe worst advice I've ever
heard when it comes to theonline marketing space is charge
what you're worth Horribleadvice.
It's absolutely horrible adviceIf you want to charge what
(17:33):
you're worth.
You couldn't afford me if Icharge what I'm worth.
I know my value.
I know what I'm willing to give.
However, what I do know is thatmy goal is to create raving
fans.
I want people to buy my productsand services, but I want them
to go away thinking I justripped him off, like I got so
much value for what he gave methat I'll sing his praises all
(17:57):
day long.
And that has always been mygoal, because I've learned some
of these principles early on.
So this always comes down toexpectation.
What kind of expectations areyou creating?
This question can help yougauge expectation.
So how many months can youcommit to working this amount of
hours?
So it's not just how many canyou commit monthly, but how long
(18:20):
do you think you can do that?
Okay, that's question numberfive.
Question number six is if Icould show you how to build an
income of whatever their incomegoal was working this many hours
per week or over the course ofthis many months, would you be
ready to get started today?
If they get to that point?
(18:42):
Okay, if you get to that pointwhere you feel the expectations
are met and that they'rerealistic expectations and some
people seem to think they don'tlike the idea of realistic
expectations.
What do you mean?
Like realistic goals People?
Some people get triggered bythat idea of realistic goals.
No, realistic goals are whatbasically every single
(19:05):
corporation runs on Like theywant goals.
Of course, you can alwaysexceed those goals, but set
goals that are achievable andthen, when you reach those goals
, set new goals.
It's I don't know, that's awhole nother discussion we'll
talk about sometime.
But so that's the next one.
If I could show you how to buildan income of what your income
goal was over the course ofworking this many hours per week
(19:29):
or per month over this manymonths, would you be willing to
get started today?
And that is a great question,because if they've met all of
the criteria of the closingquestions that you've asked them
prior to, they're more thanlikely going to be ready and you
feel they could come in.
Remember the question we saidon a scale of one to 10, how
(19:50):
interested are you?
They could be a six and by theend of your conversation they're
a 10.
Because you've answered andaddressed some of those concerns
that people have and thesequestions are meant to pull
those concerns out of people sothat you can then address those
concerns and see where it goes,and you could potentially have a
(20:11):
new team member, a new member,a new course buyer, a new high
ticket coaching client whateverit is that you're promoting and
this will have a huge effect onthat going forward.
Let's do a quick recap of thesequestions and then we'll close
it out.
Number one is what did you likebest?
Number two on a scale of one to10, how interested are you?
(20:33):
Question number three how muchmoney would you need to make per
month for this to be worth yourtime?
Question number four how manyhours would you be willing to
commit to your business to reachyour monthly income goal?
Question five is how manymonths can you commit to working
this amount of hours?
And question number six is if Icould show you how to build an
(20:54):
income working an income ofwhatever their goal is, this
many hours per week or per monthover the course of this amount
of time In other words, theanswers to the questions that
you pulled from them previouslywould you be willing to get
started today If you can learnthose questions?
Those are great ways to pullout expectations and raise
(21:17):
concerns so that people can gettheir questions answered.
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