explaining the business model that made me millions at 20

Summary

This script outlines a powerful sales strategy for high-ticket sales, focusing on understanding client pain points, motivations, and objections. The process starts with uncovering the client's current struggles, then transitions to their desired future, addressing fears and excuses along the way. Future pacing, urgency, and financial qualification are used to guide prospects toward a decision to invest in a coaching program. The approach combines emotional triggers and rational reasoning to position the coaching service as the solution to overcoming obstacles and achieving personal and financial goals.

Takeaways

• 😀 Sales is about helping people make decisions and take action towards their goals, not manipulation.
• 😀 Understanding the 'current state' of the person you are speaking to is crucial in identifying their pain points and motivating them to change.
• 😀 Fear of failure is a common obstacle that prevents people from taking action and achieving their goals.
• 😀 Pre-handling objections is essential to addressing potential excuses and guiding the person towards commitment and action.
• 😀 Future pacing helps individuals envision the benefits of overcoming their fears and reaching their goals, making the decision to act feel more immediate and necessary.
• 😀 Emotions are a powerful driver in sales. You want to make people feel their goals deeply, not just tell them what they could have.
• 😀 It’s important to make the potential client visualize the consequences of inaction, so they realize the impact of not taking action now.
• 😀 A successful sales call involves digging deep into a person's motivations and helping them uncover why they haven't achieved their goals yet.
• 😀 Financial qualification is key in sales, especially for high-ticket offers like coaching programs, to ensure the client can invest in their own transformation.
• 😀 Sales is more about asking the right questions and guiding the person to realize they need help to reach their potential, rather than simply pushing a product.

Q & A

What is the primary goal of a sales call, according to the script?

The primary goal of a sales call is to help the potential customer recognize their pain points and current struggles, as well as the gap between where they are and where they want to be, while also guiding them towards making a decision for a better future.

How does the speaker describe the concept of manipulation in sales?

The speaker explains that manipulation is a neutral concept, where it isn't inherently bad. In sales, manipulation refers to helping someone see a different perspective or motivate them to make positive changes in their life. It's about guiding the potential customer toward a better outcome.

What is the importance of asking about the 'current state' of the customer?

Asking about the customer's current state helps to reveal their pain points, struggles, and frustrations. This is important because it allows the salesperson to connect the customer’s current situation to their desired future state, creating urgency for change.

How does the script recommend handling a situation where the potential customer has tried nothing for years?

If a customer has tried nothing for years, the script suggests questioning why they haven't taken action, exploring excuses such as time or money. The salesperson is expected to challenge these excuses and help the customer understand that they need to take action now to achieve their goals.

Why does the script emphasize the question 'Why now?' in the sales process?

The 'Why now?' question is emphasized to understand why the potential customer feels compelled to make a change at this moment. It helps to address any objections and forces the customer to confront their reasons for not acting in the past, while also building a sense of urgency.

What role does future pacing play in the sales conversation?

Future pacing involves helping the customer visualize the benefits and improvements they will experience in their life if they take action. It encourages them to imagine how their life will look once they overcome obstacles like fear of failure, thus making them more motivated to commit to the change.

How does the script address objections like fear of failure?

The script suggests pre-handling objections like fear of failure by questioning the validity of those fears. The salesperson helps the potential customer understand that their fear has been holding them back and that overcoming it is the key to achieving their goals.

What is the purpose of the consequence question in the sales process?

The consequence question aims to make the customer reflect on the long-term effects of not taking action. It helps them understand the potential negative consequences of continuing down the same path, thus motivating them to commit to change.

What does the speaker say about the nature of excuses during the sales call?

The speaker emphasizes that all objections or excuses presented by the potential customer are merely smoke screens. It is the salesperson’s job to challenge these excuses and help the customer realize that they are simply holding themselves back from success.

Why does the speaker believe high-ticket sales is the easiest business model?

The speaker believes high-ticket sales is the easiest business model because it involves offering something that genuinely helps people change their lives, making it a win-win situation. The customers are seeking help, and the salesperson provides them with the tools or mentorship they need, while also earning a commission.