Original subtitles

All right. Over the last seven years,

I've sold $3 ice lattes as a barista,

$10 million worth of pest control,

doortodoor in Minnesota, $10,000

coaching programs over Zoom on the

laptop, and I've started the largest

number one women sales academy where

I've taught over 9,000 students how to

do the same thing. And in this video,

I'm going to give you the complete road

map on how to sell anything to anyone.

So whether you've been in sales for a

decade or it's your first time learning

sales, this course can and will help

you. All right, there will be 10

sections we are covering. What sales is,

the psychology of why people buy,

overcoming your mindset, knowing your

product and customer, the actual sale,

handling objections, solidifying the

sale, how to get better, ethics, we love

ethics, and how to actually make money

from the skill of sales. So, it's going

to be a lot, but I promise if you go

through this course and actually

implement it, it will change your life.

And before we start, I created a free

workbook that you can download in the

description to follow along with in the

video. It has exercises, templates, and

cheat sheets for you to follow along as

we go about this video. So, download

that below. Grab a glass of water, get

your caffeine, use the bathroom,

whatever you need to do, and let's get

into it. Okay, so wait, let's back up

because what even is sales? And why

should I care about it? Even if I'm not

trying to be a saleserson, when I say

the word sales, you probably picture

somebody annoying. The guy that calls

you five times a day while you're trying

to live your life. The dude knocking on

your door while you're trying to eat

dinner. The lady at the mall chasing you

down with a perfume stick and you're

like, "No, please just stop." Well,

yeah. I mean, that is part of sales. But

sales isn't just a job. It's a

superpower. It's a skill set that when

learned, it will completely change the

way that you live your life. But first,

let me tell you how I discovered what

sales is. So, contrary to what you might

think, I didn't come out the womb

wanting to get into sales. That was just

never my dream. And I don't think it's

anybody's true dream, right? But my

dream was to be a badass businesswoman.

That was just like what I had in my head

was like rich businesswoman, highly

skilled, highly paid, all the things.

But I didn't actually know the very

first step in order to get there. It

kind of seemed a little fuzzy, but I

knew the end goal until I was going to

one of my college classes and we had a

motivational speaker come in and like

present to the class, okay? And he's

talking about how he started the company

that turned into Carvana. So big vending

car vending machine companies like

billion-dollar company. Okay, big guy.

He talked about how his first step in

order to enter the business world was

sales and how it was the best skill set

that he ever learned in order to start

his company and he used all of the

capital that he earned when he did

doortodoor sales to start this company.

So me sitting in that auditorium, I'm

listening to every single word he's

telling me, writing it all down, like

trying to soak it all up. And I'm like,

okay, like if he did sales and he did

all of this after, like that sounds like

a good first step. Like I'll do sales.

And so that night I typed into Google in

my little college dorm and I'm like

sales internship hiring now. And you

guys, the very first thing that popped

up was a doortodoor sales internship

selling pest control halfway across the

country in a state I've never been to in

my life, Minnesota. And if that sounds

random, yes, it was very, very random.

Um, but that was my start in sales. And

so you might think, oh well, you just

did sales and it was all sunshine and

rainbows. That is not the case either.

Okay. On a personal level, I didn't know

how to talk to people and I had such a

high level of anxiety that I hated

having conversations. Like people would

talk to me and I would kind of stutter

on my words and think about it for the

next 5 to seven business days. Like I

genuinely hated having conversations. It

wasn't something that I was skilled at.

So this idea of like, you know, I have

to start liking talking to people and

learn how to communicate was so daunting

to me because I knew that very first day

that I started sales, somebody would

open up the front door and I would be

standing on their porch trying to sell

them something that they didn't even

want me there for to sell them. But I

had to do it. I had to bite the bullet.

And so a lot of people think that, you

know, you have to be confident and you

have to be extrovert and you have to be

good at conversations in order to start

sales. But it's actually the opposite.

Okay? Because learning sales and just

throwing myself into the process of

learning how to communicate and get my

point across in a way that I wanted to

over a pure conversation and making

money out of thin air with my words.

That gave me the confidence that gave me

control over my life and obviously the

money was great. So sales is just the

exchange between two parties. Most of

you are in sales, okay? You're just not

getting paid for it right now. If you're

a teacher, you are convincing your

students to listen to you while you try

to show them what 2 plus two is. Okay?

If you're a parent, you are convincing

your kids to go to bed on time. If

you're a nurse, you're convincing the

patients to take meds. If you're a

server, you are sweetening the table up

in order to get a better tip. If you're

a bartender, you're upselling drinks. An

intern, you're asking for a raise. If

you're applying for a job, you are

selling yourself. If you're a lawyer,

you're negotiating on behalf of your

client. If you're a CEO, you are selling

your team on the overall vision of your

company. It's a superpower. And when you

learn sales, you will never be broke

again. There's always something to sell.

Selling yourself, having conversations,

negotiations, making deals, defending

yourself from people trying to sell you.

Sales is a game that you are playing

whether you like it or not. You're

either selling or you're being sold. So,

in my opinion, you might as well get

good at it. All right. So, what actually

makes somebody say yes to you? Well,

people really only buy for one reason.

Okay. When the perceived benefits of

what they are going to get from buying

you outweigh the perceived cost of what

they will have to lose in order to get

that benefit. So, the cost is going to

be obviously time, money, and energy in

order to achieve the benefits. Okay? So

this side has got to be more than this

side. But we all kind of know that.

Okay, that's pretty basic. Uh the

difference is every person's benefits of

each client is going to be different

depending on the type of client that you

have in front of you. So what does this

mean? Well, we need to stimulate a

buying atmosphere with our client. That

way they feel comfortable with the logic

of the sale, but they also feel

emotionally pulled to spend a lot of

money in a one call close with you.

Okay. So, I'm going to explain how to

use human psychology to sell people in

just 1 second. Okay. But first, I want

to sit down and tell you guys a little

story. All right. So, I'm coaching two

closers. Okay. I had these two closers

both lose a sale and they asked me to

take a look at their sales calls cuz

they couldn't figure it out. Okay. The

first girl is selling very cold,

logical, and monotone. But it made sense

for the buyer to buy, right? Like he

could afford it. He was the decision

maker. like logically he probably should

have bought. It made sense for him to

buy. On the other hand, I watched the

second girl's call and she's getting

along with the client, uh, laughing.

They have mutuals, building rapport,

like they seemed like they were becoming

best friends on the call, but she didn't

close the client and she was confused

because the client really wanted to, but

there was just something missing to

where she didn't. And I sat both the

girls down and metaphorically because

obviously I'm on Zoom with them. Uh I

said, "You both didn't close the deal

for the same reason." And they kind of

looked at each other a little confused

being like, "We're two very different

sales reps." And I said, "Yeah, that's

literally the whole point. You sold too

much with logic and zero emotion and you

sold with only emotion and no logic."

And I'm going to tell you exactly what I

told them. Okay, so this is the human

brain of your client. The left side of

the brain is all about logic. The deal

has to make sense mathematically,

process-wise, and at an objective angle.

It has to make sense for somebody to

pull the trigger. Okay? But then we have

the right side of the brain. This is the

emotional, creative, fluid side of the

brain. And our job as a closer is to

include both logic and emotion when

talking to a buyer. You can't just sell

with logic or just sell with emotion.

Sales people are able to present

information that's both logical and

emotional in order to make the decision.

Okay? So you need to create the buying

atmosphere including both the left side

of the brain and the right side of the

brain. So you basically need to

stimulate both and sell with both

because if you just sell with logic,

there will be a bunch of limiting

emotional fears. But on the other hand,

if you just sell with emotion, there

will be a bunch of logical fears. So for

logic, when we're looking at the left

side of the brain, I want you to use

KPIs, okay? Numbers, data, logic,

because logically data doesn't lie. So I

want you to outline to your client what

it will cost if you do nothing. and stay

on the same path. In other words, I want

you to use positive data and negative

data. Positive data is if you commit to

this, you will achieve X KPI. For

example, if you're selling a marketing

agency package, an extra 200 leads a

month. Fitness offer, four pounds lost

per month. Business scaling offer, an

extra $50,000 a month in revenue. You

need to put a finger on what the actual

numerical goal that your client wants to

achieve. And when I say negative data, I

don't mean negative, okay? But I mean

data lost by not making a decision. In

other words, what the client will lose

if they don't buy. In more other words,

you are quantifying their opportunity

cost. Okay? Your buyer will connect with

the logical data of numerically what do

I gain and what do I lose if I buy or if

I don't buy. So for example, if they're

making $8,000 a month currently, but

they plan to start a business where they

have a goal of making $20,000 a month.

Every month that they delay starting

their business, they are missing out on

20K minus 8K is $12,000 of opportunity

cost. But I'll dive in more on this

later, okay? But on a broad level, you

need to show them specifically what they

get versus what they lose on a number

level. Then on the other hand, for

emotion, I want you to use a couple

different tools. Okay? The first one is

future pacing. So, I would ask my client

like, "Where would you want to be in six

months if everything worked out

perfectly?" Like, if you could wave a

magic wand and you just woke up one day

and your problems were solved and

everything's sunshine and rainbows.

Like, take me through that day. Okay?

What do you want for your life? Like,

what is the goal? What does that mean

for you? Why do you want to make 50K?

Why not 49? Why not 51? Like, what does

50 mean for you on a mathematical wise

level, but also on an emotional

day-to-day level? You need to sell the

dream. Sell the vacation. And this is

what's going to get your client to

emotionally pull the trigger. Okay? And

I also have another one for you. Okay?

This one's my favorite. It's called sell

the sizzle, not the steak. Okay? And in

your workbook under section two, cuz

y'all should have the workbook out, you

will see a feature versus benefits

exercise. I want you to fill that out

right now. Okay? What I mean when I say

sell the sizzle, not the stake, is that

nobody buys the steak. The steak is the

logical side. Okay? But people buy the

sizzle of it. They buy the ambiance, the

dream, the emotions around it. This is

why somebody spends a couple thousand

dollars with you on a 45, 60 minute

sales conversation. They need to be

emotionally pulled. So a good framework

for this that's in your workbook is

feature plus benefit. So when you are

selling something to somebody, you don't

just list what's included in what you're

selling them, right? Because that's just

logical. That's what's included. It's

feature. And what that will get you is

this. We don't just have Zoom calls

Monday night at 8:00 PM Eastern. That

sounds like homework. That's the

feature. Okay. And what that's going to

do for you is now you are going to have

live coaching accountability from the

mentor themselves. Be around an

atmosphere of other motivating women

ready to keep you accountable every step

of the way. They don't buy a Zoom call.

They buy the accountability, the energy,

and the live coaching and mentorship

from one of their favorite people. Okay?

But that's just an example. Whatever you

are selling, it's plug in the feature,

but then you sell with the emotional

benefit that they are going to have on a

day-to-day basis. Because at the end of

the day, you guys, people don't buy what

the product is. They buy the day-to-day

benefit that it will reap them on an

emotional and logical basis.

Okay, so you might be thinking to

yourself, will I be good at sales? Like,

what's the difference between some

people that kill it in sales and some

people that just burn OUT AND DIE? WELL,

the answer is sales is 80% the energy

that you bring into it and your mindset.

Okay? I mean, do y'all think I would

close any sort of deals or be taken

seriously looking like this? Absolutely

the [ __ ] not. Let me go change. Okay,

I'll be back. Okay, that's better. I

mean, as cliche as it sounds, you need

to have an amazing energy around

yourself as a closer in order to

motivate people to achieve their higher

selves. Okay? So, no, you don't have to

be a supermodel, cake yourself with

makeup, or wear your hair a certain way,

but you do need to look good in order to

feel good in order to perform at your

best self to help other people. Like,

you guys, when I first started sales, I

did not realize the weight of this,

okay? I thought sales was all just about

saying the right words. And oh boy, I

couldn't have been more wrong. My very

first day of sales, I was all prepared

with my script, exactly what to say,

word for word, okay? But I was going

door to door to door to door, kind of

half in, half out with my own mindset

and my own energy because I'm like, I

don't really know what I'm doing here.

I'm the only girl here. I'm not totally

sold on doing this whole sales thing

yet. and I was selling high-priced pest

control in a very lowincome

neighborhood. Okay, so these people

literally didn't even even have

doorbells and I'm trying to sell them

thousands of dollars worth of pest

control contracts that just didn't

compute in my own head. I wasn't sold on

myself as a closer and I wasn't sold on

the actual product that I was selling

these people. So when I was going door

to door, it was very low energy. I was

like, maybe they'll buy, maybe they

won't. It's kind of stupid. Everybody

else has been telling me no, so the next

one will probably be a no. And what

happened was I worked for eight hours

for free. It sucked. Okay. Until my

manager texted in the group chat, the

three sales reps that didn't have any

deals on the day, which is obviously

very humbling to be in that group chat,

but I was. And he said, "Hey guys, the

next one of you to get your first deal,

I will buy you dinner." And I'm like,

"I'm a little broke college student.

Would love to get my dinner paid for."

And my ego kind of kicked in because I'm

like, "Okay, I'm going to get the deal

out of them. like I don't want to be in

the second group chat. So what I did was

I told myself I'm like okay this next

door is going to be a yes. I will make

it a yes. It is going to be my magic

door. Let's go. I recollected myself and

I entered that door with amazing energy

and call it luck or whatever you want.

The woman, her name is Tiffany

Velasquez. I will remember her to this

day. My very first sale ever. She opened

the door. I pitched her with good energy

rather than just, you know, the half in

half out monotone type of vibe. She

opens the door and she goes, "That's so

funny. I was looking for someone this

morning. I would love to buy your pest

control. What are the prices?" And I'm

like, "Come again." I'm like, "You

exist." Um, but call it luck. Like I

said, whatever you want. But I genuinely

think it was the energy that I brought

to the door, okay? That created an

amazing energy transfer. And you guys,

sales is all energy. You will realize

this by the end of the section, okay?

And even though she probably was a lay

down, like she was going to buy

regardless, it gave me the confidence

closing that very first deal that I now

knew what it looked like to actually

close someone and that it was possible.

And she literally, we became best

friends. She was awesome. She walked me

to her neighbor next door, her best

friend, Veronica. She goes, "My friend

Veronica also needs pest control. Like,

help her, too." I'm like, "For sure,

Veronica. Let's go." So, I sold Tiffany

and Veronica next door. Okay. Then I had

this high. I was like, "Oh my gosh, I

just made $2,000. Let's freaking go."

You guys, the next three doors that I

knocked in a row, yes. Yes. Yes. I went

from getting told no for eight hours to

five yeses in like less than an hour.

And I broke the company sales record

that a new sales rep could have on their

very first day, all within like 45

minutes. Okay. And after reflecting, I

don't think that it was just five lucky

doors at the end of my day, right? I

think that it well, I know that it was

my energy that I was bringing into these

doors because I finally got a taste of

what closing an actual deal would look

like. So that's why people say that

sales comes in threes because your

energy is infectious. Okay? So the next

time you close a deal, you don't stop.

You don't celebrate. You don't, you

know, get yourself some Door Dash

Chipotle with some guac in it. No, you

double down. You go even harder because

the energy that you have through every

single sales conversation is why

somebody is going to be receptive to

what you are saying opens the door

literally and metaphorically to you

being able to sell them. So yes, it is

about the energy that you bring into the

conversation. That's true. But it's also

about how you preserve your energy

throughout a very long workday. Okay?

And I'll teach you how to preserve your

own energy as a closer while you are

getting rejected. Because guess what?

That's part of the game in sales. Okay?

You are going to get told no over and

over and over and over and over and over

and over again. But that one yes is

going to make you so much money that it

makes all of the other nos worth it.

Okay? And this is how I need you to

think of sales. Okay? It is a numbers

game. So when you get told no, how do

you stay in good energy? That way when

you get to that one yes, you can be in

good energy, in good motivation to be

able to claim that yes. Well, a couple

tips I have for you. Number one is I

like to add context to the rejection.

Okay? So, when someone tells you no or

blows up on you, I tell myself little BS

lie. It's like maybe she just got pulled

over this morning. Maybe she got served

divorce papers. Maybe she is just really

in her bag having a bad day. Okay?

Villainize them a little bit in your own

brain. It helps you deal with the

rejection because they're not rejecting

you at the end of the day. They're

rejecting the conversation or they're

rejecting their future selves. Okay? So,

it really helps to kind of disassociate

from this. No. And here's the key. You

need to pad yourself when you have bad

days. Everybody thinks they need to be

hard on themselves and, you know, I'm so

bad. I didn't make any money today. Blah

blah blah. That's not true. Okay? You

don't reward yourself when you have good

days. It's actually the opposite of what

most people think. I want you to learn

to love rejection. Okay? Gify the nos.

Like literally write a tally down every

time you get a no. And when you hit a

certain number, you get a little reward.

Maybe get to door dash an energy drink.

Just something to make you chase the

nose because the nose will lead to a

yes. And obviously you want the yes,

right? But I want you to associate some

sort of serotonin level with yourself

with a no. Okay? Then we get into the

character method. I genuinely want

yourself to play a character. I call it

my alter ego. Everybody meets me in, you

know, real life, in person, and they're

like, "You're not as crazy as you are on

social media." And I'm like, I know.

It's because I play a character and not

necessarily a separate version of myself

that doesn't exist, but just an

alternate one that an alternate energy

that I can step into whenever I need to.

And so for you, whenever you are getting

into a new offer, a new sales position,

you can play a different character.

Okay? So when I was doing door-to-d

dooror sales selling pest control, I was

the bug girl and I would step into this

energy where I love pest control. We

have the best pest control services

ever. I know everything about bugs. Like

as weird as it sounds, you step into

this character. If you are the real

estate girl, guess what? You are now

going to be the real estate chick. If

you're on a fitness offer, you are now

the fitness chick. If you are the

business scaling, talking to big

business CEOs all day, guess what?

You're going to be a little bit more

sophisticated when you hop on the calls

rather than someone that's selling a

different offer to a little bit of a

younger target market. Okay? So, know

your target audience. Know who they want

to buy from in the context of the sales

conversation and play the character.

Okay? Because this also helps you gify

the rejection because they're not

rejecting you as a your personal human

being. They're just rejecting the

character that you play inside of your

sales business. Okay? And outside of

your conversations, I need you to also

treat it as seriously as inside your

sales conversations. Whenever a girl

comes to me and she's like, "Oh, my

closing is just dipping. I'm having a

bad month. Like, I don't know what's

going wrong. I don't think I'm doing

anything different than I used to do.

like what's going wrong? I always ask

her, "What's your morning routine? What

did you do this morning? What did you

eat for breakfast? Did you make your bed

this morning?" And she's like, "What do

you mean? I thought you were going to

audit my sales call." And I'm like, "No,

no, no, no. Sales is as much what

happens outside of your job as what

happens inside." Okay? Because the

little tiny commitments that you make to

yourself that you don't fulfill will

dull your confidence as a human being

and as a closer. And then you bring that

outside [ __ ] into sales and it'll bleed

through. And the funny thing is is money

is a lagging effect. Okay? So you might

not see this lagging effect of not doing

things that you would say you're doing

or not being sp and span in your

personal life right now. Okay? Because

you're good. You have a little bit of an

ego. You're closing deals and you're

like, "Oh, I don't have to watch the

trainings anymore. I don't have to go

work out this morning. Like I can get by

and I can still close a deal." But money

is a lagging indicator. Okay? Okay. So,

it might not lag now, but it will in 2

to 3 weeks. So, this is why you need to

stay on top of yourself as much as you

are staying on top of your sales

training. I always say sales is personal

development disguised as a job. You need

to be on your [ __ ] Okay? So, get your

habits and your personal life in order.

That way, you have the confidence that

can transfer into high energy that you

bring onto the call. Now, outside sales

calls, I have a daily scorecard for you

guys in the workbook. So go to your

workbook right now and I want you to

fill this out and it's called the bad

day protocol. When you have a bad sales

day, I want you to pad yourself, okay?

Don't reward yourself on your good days.

Reward yourself on your hard days. That

way you keep your serotonin levels like

even, okay? You need to stay stoic. So

when you have a bad day, instead of

getting hard on yourself, go do a

comfort activity. You know, call someone

when you need support. Have a mantra

that you repeat to yourself. Uh when I

close deals, mine is I'm her. It's just

create your own that you can say to

yourself and your brain is like, "It's

okay. I'm her. I'm going to go to the

next one." Okay. And what do you need to

do in order to reset your energy? Some

people like music, playing your favorite

song. Mine is a caffeine addiction.

Okay? Whatever your advice is, though,

just have something accessible in order

to step back into this positive energy

to go to the next client with good

energy rather than letting the nose

affect someone that might say yes.

Because no high energy output comes from

a low energy input.

Okay, so let's back up because how do I

even know what to say to the person in

front of me? How do I sell them? Well,

you don't. Okay, I want you to think of

yourself as the doctor. Okay, the doctor

doesn't just come in and straight trying

to sell you stuff and prescribe you.

Okay, he instead sits down. Okay, he

leans back. He takes out his little

clipboard thingy and he essentially just

asks you why you're in pain. What's

going on? Tell me a little bit about

this. When did it start? What's going

on? What does it feel like? Is it sharp?

Is it dull? He listens to your problem.

Okay? He doesn't prescribe you right

away. So, pause and ask. That way, you

can figure out the root causes. And

there's a specific way that I want you

guys to ask your questions. Okay? I want

you to ask these people three types of

bucket questions. This process is called

gout selling. Okay? We ask our clients

three different types of questions in

order to expose the gap in where they're

at right now versus where they want to

be. Why? Well, this creates true

urgency. Okay? Everybody thinks urgency

in sales is built when you tell a client

there's three spots left or the discount

expires tonight. But that's just simply

not true. That will only attract broke

buyers who are scared of not getting a

discount. And we don't like dealing with

broke buyers, okay? And so it's also a

little too pushy and slimy and

aggressive for my liking, but that's

just me. Okay, so I'm going to teach you

the right way to truly sell somebody

through questionbased selling to create

true urgency with your client. Okay, we

do this by exposing the wideopen gap and

creating inner tension that triggers a

deep sense of urgency to actually make a

change right now. I like to say this is

the art of creating internal stress for

your client. And no, that's not as bad

as it sounds, okay? So, stick with me,

okay? So, when you first try to sell a

client, you don't sell, you ask. So, the

first bucket of questions that I want

you to ask them looks like this. We call

them current state questions. Okay? We

need to simply figure out what is going

on with our client and what their issues

are right now. We ask two different

types of questions. Okay? We ask probing

questions, which are very surface level

questions, just kind of like poking

around the bear. What's going on? When

did this start? And then we ask a little

bit of a deeper layer of questions

called provoking questions. These are

similar to probing where you're trying

to figure out what's going on, but you

add a layer of emotion to it. So, like,

well, why are you unhappy with that? You

say you're making $4,000 a month as a

server. like that's a good amount of

money, but like why are you unhappy with

that? Like take me through your day.

Like the actual stressors. And these

provoking questions will allow a client

to open up about the actual emotional

roller coaster that they go on on a

day-to-day basis about their problems.

Okay. The reason that we ask these types

of questions is because this creates a

release of the stress hormone called

cortisol. Okay? So cortisol is what your

brain releases when you're a little bit

stressed. When someone's talking about

how unhappy they are going through this

problem, they get a little stressed

about their problem. Okay, this is good.

This will help us create the inner

tension. Then we transition from asking

about the current state to asking about

their goals. We call these desired state

questions. This is essentially if

everything works out perfectly, if you

were to wave a magic wand in six months

and everything went away, what would you

do? Take me through your day. If

everything were to be solved in a

perfect world, what does that look like

to you? This is what the client wants.

Okay? And when a client is talking about

their problem being solved, this pain

being relieved, and in a happy go-lucky

scenario where everything is perfect,

this is what it would feel like. We do

this because this actually releases the

happy feel-good chemicals. Okay,

oxytocin. And I might mess up the

spelling of this, okay? I'm not a

selling teacher. I'm a I'm a sales

teacher. Okay. Uh oxytocin and

serotonin. Okay. When somebody is

talking about their goals and themselves

achieving it and you're putting them in

the state of tell me about this, walk me

through this, their brain literally

reveals happy feel-good chemicals

because they're talking about what it

would be like to actually live in this

moment. Okay, this is what we called the

desired state, the future state. Okay,

but then like I said, this is a triad.

So, we got the third part coming back.

We need to bring them back down to

reality a little bit. We call this cost

of inaction which is essentially okay

well let's pretend in six months nothing

does change right because nothing has

changed right now take me through that

well if nothing changes I would be in

the exact same spot I would be going

through the exact same current state

right and what does this do this

releases the same cortisol the stress

hormones okay so we literally took them

through three different levels asking

about their current state then we

transition to desired state. Then we

went straight back down to cost of

inaction. What happens if nothing

changes? Where will you be in those same

six months? And that brings our client

back down into reality that if nothing

changes, then nothing will change.

Right? So asking these questions

triggers that last sense of cortisol.

And when you have cortisol to oxytocin,

serotonin back to cortisol, this creates

what we call inner

tension.

It's unsettling to go from being

stressed to happy to stress. And they

literally in their brain reveal a sense

of stressfulness and urgency. And this

is how you create true urgency with a

client. You know, more cortisol and this

inner tension leaves our client with the

feeling that I need to close this gap

and solve this issue in order to relieve

the pain and the stress that I'm feeling

in this moment. Okay. So this is why we

call it the inner triad of stress

through gap selling because the gap

between where this client is versus

where they want to be in 6 months, 12

months, whatever the time is. This is

the gap. Okay? This is the cell that you

are making. This is what we call your

client's why. This gap, okay? And this

why sets us up for a very smooth

transition into the sale because their

why is going to be plugged in and played

into the solution that you prescribe

them in other doctor sense.

So how do I sell to people that I don't

really know? Okay, so I had a block in

my brain that I could never sell old

people. That was the one type that I was

like I hated when I would sell old

people because I just couldn't. Okay,

and people on my sales team went as far

to say old people suck. they never buy.

But what I figured out is that the

normal sales pitch, talking fast, being

pushy, didn't work for older clientele

because they can't hear and they can't

understand you. Okay? So, understanding

who you are talking to and personalizing

your pitch to them will be the key. So,

here are some tips on how to sell old

people. Okay? Talk slower. Never turn

away because then you're projecting your

voice elsewhere. Always have your palms

open. This conveys that you have nothing

to hide. Overexlain every part of a

contract. Don't gloss over any little

details. And always end with, well, what

other questions do you have? What other

questions do you have? What else? And

obviously, we're not just selling to old

people. Okay? So, let's do a little

roulette of the different types of

people and how to sell to them. This is

what I mean when I say sales is a little

stereotypical because you will be able

to look at someone and know how you're

supposed to talk to them. Okay? But

beyond old people, let's talk about

everything else. Okay, emotional versus

logical. Emotional buyers want to spill.

They want to rant. Okay, allow them to

rant, but I need you to maintain call

control and get back into the sales

conversation if they ever try to rant

for too long. A phrase that I like to

use is like, "Dude, I could talk with

you about that all day for hours." And I

mean, I wish we had hours, but we only

have like 45 minutes, and I really do

want to help you with this. So, is it

cool if we just get back to the combo?

And logical buyers are on the opposite

side of the spectrum. They don't really

want to open up. Okay? So, ways to kind

of get them comfortable in order to open

up to you. I have a little trick for

you. Okay? Number one, use their first

name. People love hearing their name.

Mirror the last couple words they say

and pause. That way, you can hold space

for them to go a little bit deeper with

you because people love to explain when

there's a little bit of silence. Okay,

let's go back to old versus young. We

already did old people. Now, young

people, back to you. Young people have a

future ahead of them. So, you're not

really selling pain. You're selling more

of the dream in the future. And they

also care a lot about what other people

think. So, ego has a big factor into

this. Now, alpha versus beta. Alpha,

they need to think that it's their

decision. Okay? You cannot tell them

what to do. They're in their head. They

are the head. You are the neck. Okay?

So, you are the one steering. But at the

end of the day, the decision has to be

up to them. Couple phrases I like to use

is, I mean, I'm sure you know the

numbers of your company, so you tell me

about the last few months. Or, um, I

mean, I'm sure you've tried everything,

like, who do you think is at fault for

this? Because they're never the ones at

fault in their own head. Okay? I also

like to use storyelling. So, instead of

asking like, "What does it feel like to

go through this?" They won't really open

up with that. Use somebody else. say,

"Hey, I was talking to another big

baller the other day and he was feeling

a little lonely with XYZ going on. Do

you feel that too or am I completely off

base?" But when you tell a story and you

ask if they identify with that, it

allows them to really open up without

ditching their ego. Okay, now let's talk

about the beta male or women, just betas

in general. They need someone to take

control and to be direct. You need to be

firm and if they trust you in the

process that you outlined, they want to

be told what to do. Okay. Now, let's

talk about male versus female on

obviously a broad spectrum. And I'm

talking male like girl on guy scenario

cuz your girl closer, they're the guy.

Okay. Never tolerate any disrespect.

Keep rapport and conversation only about

the deal and sales conversation. Keep

the conversation like only about

business. Don't let them, you know, have

their way with you. Okay. Now, let's

talk about girl on girl dynamics. So,

you need to be their friend, be their

helper. Don't lecture them. Don't tell

another woman what to do. Okay? So, I

want you to also ditch the fake

compliments. Women have amazing

intuition so they will know if you're

trying to be fake with them. And

obviously, that was just quick roulette

on very surface level customer

archetypes, okay? But at the end of the

day, every person has a different

personality type. So you can clock kind

of the surface level stereotypes in

sales by using that as a rough guide.

But now let's dive into the actual

personality types of different people.

So personality traits more boil down to

each person's leverage. What do they

actually care about? Does this person

care about saving time? Does this person

care about getting better? Does this

person care about not getting worse?

Does this person care more about their

ego or reputation or how they look in

front of their co-workers, their

friends, their family? And these are

just rough concepts, but how can you

meet them at their level? So, I have a

little exercise that I have every single

one of my sales students do, which is

the empathy map. So, whenever you enter

a new sales industry or a different job

offer, you need to fill out one of these

empathy maps about your target client.

So, this looks like what do they see on

a day-to-day basis? What does your

client see? What do they say to their

friends, to their co-workers, to their

family, to themselves? What do they

think inside of their head? What are

their limiting beliefs? What are their

objections? What do they stress about?

Okay? And what do they hear? What do

they hear from their friends? What do

they hear from their family? What do

they hear on social media? You need to

put yourself in the other shoes of your

client in order to truly understand what

they go through on a day-to-day basis in

order to figure out the leverage points

that will urge them into a buying

decision. Okay? But at the end of the

day, treat others how you would want to

be treated. That is the golden rule. But

the platinum rule is treat others the

way that they want to be treated. And

it's the same with sales. Sell others

the way that they would want to be sold

to. The way that you buy is not the way

that somebody else is going to buy. So,

put yourself into their shoes first.

Okay. So, what does a sales conversation

actually look like from start to finish?

Well, let's get into it, shall we?

Hey, how are you? Oh my gosh. Yeah,

that's so awesome. Nice to meet you.

Where are you from? That's so cool. My

family's the same. Your outfit is so

cute.

That's wrong. Hey, so it looks like you

booked a call for XYZ in order to help

XYZ. Is it cool if we just kind of jump

right in? You need to justify why you

are there before you start building

rapport. For example, think about the

last person that texted you from high

school, okay? They know you're doing all

these big successful things. They text

you, they're like, "Hey girl, how are

you? Like, how's everything going? I saw

you got some new dogs. like blah blah

blah. You get that text and you're like,

"Weird. I haven't heard from that person

in so long. Like, why are they texting

me? What do they want?" You know, they

are just being nice to you because you

know there is an ask after. And the way

that you perceive it is you might not

even respond because you know what is

up. Okay? Sales is the same way. Your

clients know what is up. You need to

flip this. For example, if the friend

from high school were to text you and

said, "Hey, I saw you're doing XYZ.

That's so awesome. I would love if you

could talk to me for like 30 seconds

about advice. Next text. Also, I saw you

just got two new dogs. That's so cute.

How are they? How have you been? The

rapport is more genuine when it comes

after the ask. So, while everybody

thinks that that was the right thing to

do,

it's wrong. It triggers sales resistance

in your client's brain because they ding

ding ding know that you're only being

nice because there's an ask coming

after. So, first get to the freaking

point and then build true rapport while

you are actually connecting with

someone. Because when I was closing

deals in high ticket sales, I was

approaching clients talking how a young

girl talks. Like, hey, so nice to meet

you. Oh, that's so cool. But people

weren't taking me seriously. And I was

like, why aren't people taking me

seriously? Is it because I'm a woman? I

even pulled the woman card. I'm like, I

can't even believe I used to do that.

But the reality is I learned how to make

a quick few switches to my delivery and

tonality. And the result is just by

those quick little tickytacky things, I

started closing more deals because

people actually trusted my authority

first before I started connecting with

them. So step number one, switch your

tone from inflection positive to

inflection downward. Okay? End each

sentence as a statement, not a question.

Step number two, don't talk in commas.

Talk in periods. Hey, nice to meet you.

My name's Shelby. I'm here because of

blah blah blah.

It sounds like I don't know what I'm

talking about. Hi, nice to meet you. My

name's Shelby. The reason I'm calling is

because of blah blah blah. It makes you

sound a little bit more trustworthy when

you just get to the freaking point. So,

keep your intro short to the point, but

the tonality is direct, like you deserve

this person's time. So, three things.

Keep your intro short. That's number

one. We just did that. Now, number two,

justify why you are talking to them. I'm

calling because of blah blah and blah.

Then number three, get the leverage.

We're actually out here because

everybody's trying to get this set up

before January when New Year's comes

around. That's the reason you're

calling. Okay, let's talk discovery

because everybody thinks the sale is

made while you're actually selling

someone. That couldn't be farther from

the truth. Okay, so if this is your

whole entire sales process, okay, we've

got the close and objections here,

right? This is kind of like the end of

the sale. But then we have the first

contact. I want to show you something.

Okay, so this is 10% of your sale. The

first 10% is right when you're just

getting to meet them. Your little intro,

it's short. Then we have the 80% of the

sale, which is your discovery, where

you're asking questions, getting to know

them, and doing the gap selling process

that we just did a couple sections

before with the three bucket questions.

Okay? Then we get into the initial close

and roll every single objection that we

need to if there are any objections at

the end. This is the last 10% of the

sale. So, everybody thinks that the sale

is made after the close. That's not

true. The reason being your client has

their guard up during the 10% of the

conversation. Think about it. When you

first enter a sales conversation, you're

kind of like, "Okay, what is this? I

know this is a saleserson." Like, you're

just getting comfortable with them. Your

guard is a little bit up. Nobody's going

to get sold in the first 10% of your

sales conversation because they have a

high guard to your sales frame. Then

once you kind of break the sales frame

and you're more of a helper getting to

know them, solving their problems, this

is discovery. This is where the sale

needs to be made. You need to preempt

every single objection in discovery

before you close somebody. Because what

did I just tell you guys? in the 10% of

the sales conversation, it's so much

harder to sell somebody because they

know that you're trying to sell them

right in the beginning. It kind of goes

away throughout the middle of the call.

And then as soon as you show them a

price tag, it immediately goes back to,

"Oh yeah, I have to make a buying

decision and this person is trying to

sell me to get a commission." So every

objection that you roll after you show a

price tag is me versus you. Obviously,

we're going to learn a little bit later

into this video how to actually roll

objections, but the point is to not get

a ton because the sale happens in the

80% of the conversation while their

guard is lowered. Because while their

guard is lowered, you are able to

actually roll somebody's core beliefs

and preempt different objection

thinking. So again, the first 10% of

your sales conversation, their guard is

high. They're on alert. They don't know

you. they're not going super deep with

you, then their guard kind of starts to

lower. You get into discovery, asking

them those three different bucket

questions of current state, future

state, then cost of an action. This is

where the sale needs to be made because

they're comfortable with you. This is

where you're actually going to be able

to convince someone to reframe their

thinking to earn trust because as soon

as you show them the price tag over

here, the their guard goes right back up

as soon as they see a dollar amount. So,

they better be sold within this 80% by

the time that you show them the price

tag. So, a couple tricks to make sure

this person is sold in the 80%. I'll

give you some. So, number one is

conversational threading. When somebody

tells you like, "Well, my back hurts."

if you're the doctor. Okay. Then you

take that thread and you kind of grab on

to different types of follow-up

conversations and follow-up questions

from that one pain point. So, my back

hurts. Okay. Most sales reps would just

stop there. But surface level questions

get you a surface level buyer. You need

a deep emotional buyer. So, somebody

tells us one problem. For example, my

back's been hurting. It's like, okay,

well, when did this start? Is it a dull

pain? Is it a sharp pain? When do you

think it started? What do you normally

do on a day-to-day? Is it your upper

back, your lower back? What about your

knees? You can pull like 15 different

questions from one pain point that they

give you in order to actually get to the

deep meaning of why. Basically, for

every inch that your client gives you,

you're going to take the freaking mile.

Okay. Number two, I need you to gather

ammo, aka questionbased selling.

questions mean you need to get so

curious about the other human being that

we have in front of us. And when people

give us some sort of pain points, you

don't necessarily need to attack them

right then and there. Oh, well that's

exactly why you should do this because

of blah blah blah. No, stop. Just chill.

Sit back. When someone gives you a pain

point, they give you a little bit of

leverage. Use it as gathering ammo. take

it and put it in your back pocket. That

way, when you're actually showing what's

included in your product or service,

hey, when you when you mention this,

this is specifically going to help you

with that pain point that you told me

earlier. That is the cadence of the

sale. So, don't attack every single

little painoint with trying to sell them

right from the jump because they won't

open up to you. So the very first part

of this 80% is just gathering as many

pain points as possible, as much ammo as

humanly possible that they will give us,

keeping them in our back pocket, and

then plugging and playing those pain

points with solutions throughout the

sale when we actually start talking

about our product or service. But this

is not the time for that yet. We're just

in discovery. And I want you guys to

remember, don't listen to reply, listen

to understand. Yes, you always need to

be like 10 steps ahead of your client

and thinking of like the game plan. The

wheels are turning in the back of your

brain. But the way that you come off is

that you are actively listening to this

person. That way they can actually open

up to you and feel comfortable because

it's just a normal conversation or

that's what they think. Um, but that's

how you genuinely get curious about them

and they feel this. People know when you

aren't listening and you're just

thinking about how you're going to sell

them. You need to treat it as you're

talking to a friend almost. You're like,

"Really? Wait, tell me more about this."

Like you can rotate between, "Tell me

more about that. Wait, can you give me

an example?" Or like, "Wait,

specifically like what what does that

mean? Oh, when when did that start?"

It's literally like talking to a friend.

You're like, "Wait, they did what? Wait,

no way." I mean, have you ever done

anything similar to something like that?

When did this start? Who do you think is

responsible for this? I mean, well, in a

perfect world, like, what would this

look like for you? You are literally

just asking questions to get people to

talk about the three different buckets:

current state, future state, and cost of

inaction. All right, y'all heard me say

this buzzword a little earlier on to

this video, but now let's talk about it.

Preempting objections. So, like I said,

as soon as you say the price, it's

salesy to overcome objections. So, the

best way to sell somebody is to overcome

their objections before you say the

price, before they even come up. This is

why women are so freaking good at sales

because we have such a solid intuition.

We can kind of clock when somebody is

going to give us a certain objection,

especially as you start closing more

deals. Okay? For example, if you are

talking to a client, we shall call her

Stacy. Stacy has a fat rock on her

finger and she's using buzzwords like,

"Oh, yeah, me and my husband. Oh, we

us." Like, you know that Stacy probably

has a husband or a fiance. Okay? You're

going to clock that. you are going to

preempt the spouse objection by being

like, "Okay, Stacy, when you did

something like this in the past, um, cuz

you also used the other company in the

past, were you the one that had the

conversation with them or was it you and

your husband?" Like, does your husband

know you're on this call? What does he

think about you getting into something

like this? You need to gather some sort

of ammo on if the husband is going to be

an objection later on into the call, but

also kind of be careful about not

creating objections out of thin air.

Because for example, if a closer was

talking to me, I have a ring on my

finger, but I make my own decisions. So,

if someone were to ask me, "Oh, is your

husband the decision maker?" I'd be

like, "Bitch the fuck." No.

So, you don't want to create an

objection. You just want to like tiptoe

around it. So, if somebody asked me, you

know, oh, awesome. Well, when you signed

up for another fitness program before,

like you told me, was that just like you

and the other salesperson talking? Like,

oh, yeah, for sure. Like, oh, we got

along great. I don't really know what

she's talking about, but she can gather

the information like, okay, this woman

is the decision maker because she didn't

have any other decision makers on the

call and it was just her and the closer.

That's how you kind of clock the

objections without creating an objection

out of thin air. Another one that just

came to mind, if you're talking to a

client and the client starts telling

you, "Oh yeah, we were going to go to

Italy, but it's just so expensive or

like gas prices are insane or the

economy sucks right now or like, yeah,

thank you. I know. I like my bracelet,

my necklace, too, but they're fake. Like

I like buying the fake things over the

real things." Anyways, I might clock

that this client probably is going to

give me the objection it's too expensive

later on into the call because she has

already lived in costbased thinking.

She's always trying to get the cheaper

option or complaining about price in

every single scenario. So, this kind of

language is what you would clock to

preempt the price objection. So I would

say something along the lines to this

client of like I mean when we're talking

about joining something like this I just

want you to make sure that you know it

is an investment because at the end of

the day the backend that we put into

this the show that we put on in order to

run it does cost a lot of money. So are

you at a time and place in life honestly

right now in order to make a real

investment in order to solve XYZ

problem. I didn't say, "Bitch, can you

afford this or not?" But I just said,

"Are you at a place in time to actually

focus on investing into this problem?"

For example, this is another one. If you

are talking to a client and they're

like, "Yeah, I've been wanting to hire a

marketing agency for the last 3 years.

We haven't really done anything yet."

This client might tell you later on into

the sales call, "Yeah, we'll just think

about it. I'll just wait on it." Why?

Because they didn't have enough urgency

three years ago to start something. So

why would they now know? So I would

clock this future possibility of an

objection and I would preempt it right

now by asking a question along the lines

of I mean so if this started 3 years ago

like why didn't you solve this problem 3

years ago when it started or two years

ago or one year like why now did you

just decide to look into this and

they're going to tell you oh well I mean

we just started seeing our revenue

numbers dipping and it's kind of gotten

to a point that it's a little bit

overwhelming and my team was saying that

I should hire a marketing agency. So, I

just thought right now was the best

time. Awesome. You know why? The client

just spoke to me. The reason why right

now is a great time. So, this way, and I

want you guys to understand this, after

you show price, it would sound so

unnatural for this same client to say,

"Yeah, we should probably just think

about it. I'll just wait on it." Because

you got her to voice the words. Right

now is the right time. It wasn't three

years ago, wasn't two years, wasn't one

year ago, not one year from now. It's

right now because of these specific

reasons is why I'm here today talking to

you. So, that's kind of how you clock

these different tiny objections. And the

psychology behind it is this. I should

have had my brain out here right now,

but it's long gone. Okay? The psychology

behind this is that every single word

that comes out of your mouth is with the

frame of a sales rep. It's salesy. They

know you're trying to close them, right?

That they just know that. People are

smart. But the human brain does not

allow the words that come out of their

own mouth to be lies. So whatever they

say is law. So you need to get them to

speak their own sale. So what did I do

in these last three examples? I

preempted pretty much every objection

that you will get. Time, price, and

spouse. So when this person speaks, I am

the decision maker. I'm ready to make an

investment. Before wasn't the right

time, but right now is the right time

because of this, this, and that. I won't

get those objections later on into the

sale. So, what did we do? We literally

just overcame all of these objections

that we were going to get at the end of

the sale right in here while her guard

was down. So, this is how top sales reps

actually sell. Everybody thinks that the

top sales reps overcome 10 different

objections at the end of the sale when

that's just not true. Because top 1%

sales reps, which I know you're going to

be once you're done watching this master

class, they know how to set up a

wellfunnneled and smooth sale. That way,

the closing just becomes more cash

collection and answering questions. And

just remember, asking surface level

questions get you surface level results

because you have a surface level

emotionally pulled fire. Okay? And the

person who asks the most questions

always controls the conversation. Guys,

sales should be 80/20. 80% your client

talking, 20% you talking. So what are

you doing for the 20% to get them to

talk? For the 80%, you're not talking.

You're not selling. You are asking. That

way they can be speaking all of their

answers and sell themselves. Okay, let's

talk about the transition because this

is where most sales reps fumble the

freaking bag. Okay, they do all of this

work building rapport, asking questions,

getting the prospect to open up, and

then they just blurt out, "Okay,

awesome. Now that you just opened up to

me, let me show you what we've got." I

actually couldn't even say those words

without actually almost puking in my

mouth. Okay, that was obviously the

wrong way to do it. So, I'll give you

two ways to transition to the cell the

right way because the transition is so

important. Okay, so it sounds like

you're having XYZ problems. Um, if we

did A, B, and C and implemented that, do

you think that would help? Okay, cool.

It's so funny. I was just talking to so

and so who had the same problem and they

got this result. Let me just show you

really quick. These two things are

called tying the bow and building

credibility. Two little transitionary

ways that you can tie into, literally

tie the bow into some sort of solution

and transition into the actual cell

while also building credibility. I

brought in a little bit of a testimonial

like, "Oh my gosh, it's so funny. It

actually sounds like someone we just had

a conversation with a couple months back

that we've helped do this, this, and

that. Let me show you." Boom. Now you

are right into the sales pitch showing

them exactly what you offer and plug

andplay your solution into all of the

pain points and leverage points that you

gathered. Cuz this this is sales. It's

simple. It's now that you have all of

the problems, you are just going to show

the different solutions that are

tailored to the very specific problem

that your client has. Okay. Now,

presenting the solutions. Here's where

most people think the sale happened, but

it doesn't. The sale already happened in

discovery. Okay. Presenting is where you

prove that you were just listening to

them. So, I'll give you a framework.

Okay. When we talk about building value,

obviously you present the feature but

sell with the benefit, but we already

did that. That's like little kid stuff.

This is a little bit more advanced.

Okay. So, how you build value is a value

creation formula. It looks like this.

The outcome times the certainty minus

the cost

times the risk. So this is what is going

through your client's brain. Okay, they

are weighing the desired outcome what

they are supposed to get times the

certainty that they think that both the

process can give it to them but also

they can get themselves the outcome

given the right tools. But then this is

the top part of the equation. Okay, we

need to maximize the outcome times the

certainty. But the negative side of the

equation is the perceived cost times the

perceived risks. These are what we need

to minimize. So a couple different

things. LET'S TALK ABOUT OUTCOME. So

this is the KPI that you are selling

someone. If it's a marketing agency

offer, you're selling someone an extra

10K a month revenue given the right

marketing services. If it's a fitness

offer, you're selling them lose four

pounds in one month, one pound per week.

Okay? Whatever the KPI is, that is the

outcome. Couple key things with outcome.

It needs to be a clear but realistic

goal. Sometimes you will be talking to

clients that are in what we call unicorn

land. Okay? You'll be talking to a girl

and she's like, "Yeah, I want to start

this business and I think it can do

$100,000 of revenue in 3 months." That's

probably not going to happen, right? So,

the thing is, you can't let people give

you a BS goal because if they give you a

BS goal, the certainty doesn't exist.

They can give you a super high outcome

goal, but they'll have a level zero

certainty when it comes to actually

pulling the trigger because they'll know

deep down in their brain that it's

probably not going to happen. And if you

let them believe their own BS lies, not

only are you doing them a disservice

because, you know, it's probably not

reality and they will be an unhappy

customer, but they also know that it's

kind of out here in reality. So, this is

your time to shine as a sales rep and

build true, genuine rapport by kind of

bringing someone back down to earth and

being like, "Dude, I love that goal for

you. I can definitely see that for you."

Just to kind of anchor your goal,

though. Most people do about 20 to 25K

in the first 3 months. Like, do you

genuinely think that this is a realistic

goal? Cuz I want you to hit the ground

running. And sometimes setting a goal

that's like all the way up here becomes

really unmotivating once you actually

start. Right? So let's come up and let's

brainstorm more of a realistic goal than

in the next 2 to 3 months. So you're not

really dulling their shine. You are just

creating a realistic and clear outcome

and increasing their certainty which is

their belief that they can attain this

goal given clear processes and clear

motivation and a game plan to do so. So

if you have a clear realistic and good

outcome between you guys and they

believe that they have 100% certainty or

maybe not 100% anything over 70%. If

they do believe like okay I could

actually achieve this goal they will

buy. Okay so this part of the equation

needs to be maximized and needs to be

clear with your client. But then we got

to weigh the negatives. Okay. So that is

the perceived cost times the perceived

risk. So the cost everybody thinks it's

just price. It's not. If you are selling

to high ticket clients, they got money.

Okay? Money is not the biggest issue.

Sometimes it's time. Sometimes it's

energy. Sometimes it's opportunity cost

of them doing something else given the

time. So cost actually means time,

money, and energy. You need to minimize

the perceived cost of the dollar

payment. Yes. but the time that it's

going to cost them and the energy that

they're going to have to put into it,

right? Always be realistic with them and

you can't lie about the price. So, you

can only minimize it so much, but it's

the way that you say the words and the

way that you kind of present it that can

minimize the perceived level of cost of

time, money, and energy. Okay? Then we

get into risk. So, risk is also another

negative because risk is anything

associated with the cost that might

scare them in the future. So this could

be reputation.

It could be ego. It could be fear. It

could any sort of risk that comes into

the equation. You need to minimize this

and you need to talk through it with

your client and address any sort of

fears because if you don't address it

and that is big, it'll weigh into the

decision of do I buy or do I not buy. So

in all you guys, this is the value

creation formula. If the top part of

this equation outweighs the bottom of

the equation, in other words, if the

positives outweigh the negatives, they

will buy. But it is up to you to make

the outcome clear. Maximize the

certainty. Talk them through the cost

and the risk in order to make this value

creation formula true to you and the

client. In all, do more of the good

things and less of the bad things.

Wait, wait, wait, Shelby. How do I ask

for the sale and pitch price without

feeling gross and icky and awkward and

weird? Well, I have a little present for

you. If you do this right, and I'll

teach you how to do this right, so I'll

make sure you get this present. Okay?

This is the last 10% of the sales

conversation. As soon as you say price,

the guard of your client goes way back

up. Okay? So, I need you to get a

commitment that is nonmonetary

before you ask them for a monetary

commitment. Essentially, the price of

the product. Okay. So, for example, I

want you to ask them something along the

lines of uh really quick specifically

about the process. How are you feeling?

Out of everything you saw, what were two

things that you think would be most

beneficial to you right now? Those are

good like transitionary ones, but this

is what we call a micro buy in. Okay,

irregarding price, like we'll get into

that, but do you actually believe that

you're at a time and place right now

where you can dedicate x amount of time

to solving this issue? And they'll be

like, yeah, I can dedicate this amount

of time. What did we do? We got them to

commit to us something that wasn't about

price. Then you can tr smoothly

transition to, okay, awesome. Now, let's

talk about how to actually get you

there. Then you can pitch the price. And

when we pitch the price, it's all about

energy. Okay? Think of it like this.

When you go to Starbucks and you order

something at the window, say like iced

matcha, vanilla latte, sugar-free, cuz

we're not fat. Okay? I don't hate fat

people. I just don't think you should

drink lots of sugar in your coffee.

Anyways, you order your drink, then you

roll up to the window with the little

person. Okay? And I can say little

person cuz I used to be this barista.

What do they do? They don't go, "Okay,

awesome. So, for your ice matcha vanilla

latte, it's going to be $7.

Is that okay?" No. What do they do? You

roll up to the window. They're like,

"Okay, awesome. It's going to be uh $7

for your matcha latte." And they're

doing something in the background and

they're literally holding an Apple Pay

little payment processor thing in your

face. And what do you do? You're like

scrambling around. You're like, "Shit, I

should have had my car ready. I'm so

sorry." Bing. $2 tip. Because we always

tip our baristas. Well, why did I bring

up this story? Well, pitching price is

your energy. Okay, this should not be,

"Oh my gosh, are they going to say yes?

What are they going to say?" It's

they're already so bought in because I

sold them in the 80% of the sale that

now this last 10% is just simply tying

up the bow of the last minute strands of

the deal because they're already so

bought in and so sold. Now we're just

actually making it a reality when I show

them the price. Or you can do an option

close, which is essentially asking them

not if they're going to do it, it's hey,

out of these packages, like which one

are you going to do? And I'll show you

what that looks like way down here.

Okay.

Anyways, okay. So, your clothes is not

with the energy of yes or no cuz we

don't want them to ever think that they

can say no, right? It's all about in how

direct our energy is. So, how do we do

this more on a script level when

actually speaking price? Well, you can

do what we call an AB close or an option

close, which isn't do you want to do

this? Yes or no. Okay, we're doing this.

Do you want to do this or this? Which is

yes or yes. Just different versions of

it. So yes or yes could be option A or

option B. So your script would be okay.

Awesome. Let's talk about how we can

actually get you there. When looking at

these different options, we have A or we

have B. Which one lights you up the

most? Or which one do you think is more

realistic for you at a time and place

right now? They're not asking do you

want it. You're asking which one of

these yeses do you want? You know what

I'm saying? So you can do this if you

have different packages, but let's say

you only have one. You know, you only

have one thing that you sell. It's very

simple. It's a statement close, which is

okay. Awesome. And the initial

investment in order to get XYZ KPI is

just going to be X. We got to go over

some ground rules. Okay. Always say the

word investment, not cost or price. the

initial investment in order to get you

to XYZ KPI. Remind them of why they are

going to make an investment, what they

actually care about before you say the

price. Okay? So, the word investment in

order to get you to XYZ goal or whatever

the hell they're actually paying for.

And then I want you to add the word just

and minimize the price. It's just going

to be 6K. It's just going to be two

split pays of $50,000. No, I'm just

kidding. But it's just going to be this.

And that's the energy you need to have.

It's very laidback. I kind of like to

pop my shoulder when I do it. It's just

going to be 6K. Fourth rule. The first

person who speaks after you reveal price

loses. It's the time old sales golden

rule. So don't lose. The ball is in

their court. Let them respond. Okay?

Because when you hold space and when you

hold silence, it shows power and it

shows that you are not afraid about what

they're going to say next. So you need

to make sure that you're not feeling

awkward in this silence. Okay? Because

one of three things is going to happen.

Number one is what we love. It's some

version of Yeah, let's do it. Perfect.

Couple rules. Go straight to paperwork

and onboarding. Do not try to oversell

yourself. New sales reps always make

this mistake where they get a yes that's

almost a little too easy and they're

like, "Okay, yeah, awesome." Um, and

like I said, that'll include you for the

next couple months. There's also

warranty. Oh, you're also going to be

able to show up to these meetings and

it's super cool and like, yeah, no. Keep

it simple, stupid. If they say yes,

that's your yes. Move them to paperwork.

Don't create objections out of thin air

and don't relay an energy of insecurity

because you shouldn't be insecure. You

should be like, "Yeah, I know. Let's do

it. Let's freaking go now. You make it

happen and I'll teach you how to do

paperwork later." That's obviously what

we want, though. That's number one. Then

we get into number two, okay? Which is

some form of a question. Be careful.

Clarifying questions are not the same as

an objection. A clarifying question is

okay. Um, and this package includes the

one-on- ones in the events, right?

That's a question. That's not an

objection. That's not a reason they

don't want to buy. Okay, that's just a

clarifying question. Questions, don't

get tripped up by this. It's a simple

answer the question, then the paperwork.

Yep. Um, that includes all of the

one-on- ones. And like I said, that will

be all included in the paperwork. Let me

just pull that up and then we can get

you started. Easy. You don't need to go

above and beyond all these little

things. You just need to answer their

question. Ask if they have any others

and move them redirect to paperwork.

Always be moving the sale forward. ABC

always be closing, moving it back to the

decision. Then we have number three.

NUMBER THREE IS THE WORST. IF YOU DID

NUMBER ONE and two right, congrats. You

win the medal, aka you win your

commission. Congrats. What if they give

you number three? Okay, number three is

some form of a no, which is an

objection. Uh, yeah, I mean, this looks

good, but it's just too expensive. Or,

yeah, I want to do it. I just really do

need to talk to my husband. Or, yeah,

this looks good, but I'll just do this

in 6 months. Or, yeah, I mean, I I just

want to get a few things in order before

I actually go for it. Or, yeah, this

looks good. I just I need time to

process this. I don't want to make a

decision right now. I'll teach you how

to roll the objections because this is

where it gets dicey. Okay, but in other

words, every single time you pitch

price, one of three things going to

happen. Here is your game plan, but we

got to work on the next one. So, this is

its own section. Let's go.

Okay, so Shelby, this all sounds good,

but what do I do when I pitch price and

someone pushes back or they say no? You

mean when they go like this? No, [ __ ]

I NEED MORE TIME. I NEED TO TALK TO MY

HUSBAND. I need to THINK ABOUT IT. IT'S

TOO EXPENSIVE.

Don't be the punching bag. Don't be

phased by any of these punches. Okay?

This right now, this moment

is what separates the good saleswoman

from the great saleswoman. Okay? So, I'm

going to give you the four-step

framework that you need in order to

overcome all of these punches.

Okay? Now, we can go to the next part.

Okay? So, I used to get scared when

people told me no. And I would literally

think of it as a punch to the face like

but this is not what it is. Okay? It

wasn't actually them saying no. They

just needed more information. And I

started treating objections as an

opportunity to solidify the sale even

further. Because think about it, if

you're talking to a client and they give

you every objection in the book, but you

handle every objection in the book,

they're going to be the most solid

client ever. versus, y'all know, some of

the clients that just say yes from the

get-go, they end up hitting you with all

the objections later on. So, I would

rather handle them during the sales

conversation. And it's a great way to

just practice your sales skills over and

over and over again. And I also want to

talk about mindset for a second. Your

mindset is not, "Oh my gosh, they just

told me an objection. What do I do?"

It's no, they will give me objections,

multiple objections. Every single call

I'm with a client, they're going to come

up. So, you need to master them. You

need to master how the punches are

thrown back in order to roll your

client. Okay? So, I have a four-step

framework for y'all on how to actually

handle the objections. Okay? So, step

number one, when you get hit with a

punch, you don't just punch right back.

Okay? You kind of like step back, regain

your grounding, and remind the client

that it's in fact not me versus you,

okay? Regardless of this visual, it's

actually us versus the objection at

hand. The objection needs to be

completely separate from me and you

because I am on the same team as you. So

the very first part of this four-step

objection rolling framework is simply

acknowledge their objection. Acknowledge

the uncertainty. Acknowledge the

scarcity, the fear, which is simple. You

never agree to their objection. Agreeing

would be, "Yeah, it is expensive. I hear

you." Or, "Everybody feels the same

way." Don't say that. You don't want to

reaffirm their limiting belief. Okay?

You just want to acknowledge it. So, one

that I like to use is, "I hear you."

Neutralizes the tension. It's just like,

"Yeah, I hear you. I get it."

Simple. I hear you. Easing the tension.

I'm listening to you. I get it. That's

it. Then we get into number two, which

is the ask. You need to ask for more

context or isolate the objection at

hand. You can't just throw a punch. This

is really fun for me, by the way. But

you can't just throw a punch and go in

blind. You actually need the context

around the objection before you can go

and sucker punch that baby right in. So

simply ask for context around why

they're feeling that way. What came up

that made them feel like this? Have they

done anything in the past where they've

gotten a different result and they're a

little scared about this? Has this come

up in any other situations before? Ask

for context. So, for example, if someone

says, you know, I need to talk to my

husband, you can ask, oh, for sure.

Like, have you guys ever done anything

like this in the past? And was he on the

call with you guys then? Does he even

know that you're on the call? What does

he think about you trying to reach XYZ

goal? What do you think his hesitations

would be? Because be careful. Some

people say spouse objections, and I'll

get into all the objections later. This

is just a little note for y'all, okay?

Some people talk about spouse objections

because they think it's their objection.

They say, "I need to talk to my husband

because he will think it's too

expensive." Okay? It's not the husband

objection, it's the price objection. So,

a lot of the times they shield the

spouse objection as the underlying

reason for what their actual true

objection is. So, this one's kind of a

smoke screen, but without further ado,

let's go into step number three, which

is the answer, the actual meat and

potatoes, the actual punch of the

objection. Okay, so for the answer, this

is the meat of the objection. This is

the point where you actually punch that

objection. You're not punching the

client. You're with the client. We're

right here. And it's like, this is your

limiting fear. We're punching it. I'm

reframing your limiting belief. Okay?

And I want you to remember when it comes

to the answer, this is the part that you

kind of got to memorize the reframes,

the analogies, the stories, and reframe

their actual core beliefs. So for

example, every single objection is just

an outward projection of a limiting

belief that this person has had their

whole entire life. For example, when

someone tells you it's too expensive,

it's probably because they've been in a

scarcity mindset of money through a lot

of things in life. And they probably

cheap out on lots of other things in

their life, their rent, what car they

drive, what school they go to, because

they're so focused on the price versus

solving their actual problem. So, you

need to sit with someone and instead of,

you know, convincing them that the price

is inexpensive, you're not going to do

that. That's me versus you. need to

actually sit there with them and reframe

their core belief and their mindset

around the lack of money and the

scarcity of holding my dollars close to

my chest rather than investing in order

to achieve a goal. Okay, so a couple

reframes for every objection look like

this. The price versus the cost. Price

would be the price that you paid today

versus the cost of not making a

decision. For example, if you are

talking to, let's say, Stacy and you are

selling a fitness program. So, the price

would be, let's say, a $5,000 fitness

program. That is the one-time price that

you can also split over payment plans,

by the way. But the cost would be

staying the same and getting worse every

single month. So, for example, if you

talk to Stacy in Discovery and she tells

you, you know, oh well, I've been

gaining on average 2 to four pounds per

month. Mental note, I'm gaining about 3

lbs a month. Okay? On average, Stacy is

okay. Not me. Stacy. I would keep that

in my back pocket because when she says

it's too expensive, I'm like, "Okay,

well, I hear you. Can I challenge that?"

For sure. Acknowledge. Ask. Now, it

comes into the answer, which is the

reframe. Are you referring to the price

or the cost? Well, I thought they were

the same thing. Well, I mean, no. The

price is this obviously to get started,

but the cost would be the opportunity

cost that you incur every single month,

which not a lot of people actually

factor in to the overall cost. So in

your example, you told me that um you

know, you are gaining on average three

pounds per month. You can decide to not

pay a price today, not make a decision,

which is totally fair, but I just want

you to be okay with the cost. And the

cost is going to be you gaining on

average three pounds per month every

month that you delay this decision. So

if we broaden that out over six months,

that's an extra 18 pounds that will be

increased in your overall weight and

your overall health. Not even talking

about the emotional trials that you go

through gaining weight, not being able

to fix it, right? Take that over 12

months. We're talking 36 pounds increase

in what you are right now. That's the

cost. Not a lot of people see the

negative side of the equation. So this

answer is the reframe versus the price,

the payment over the cost. And then you

hold up the mirror and kind of reclose

Stacy, which I'll teach you how to do

this by reframing, which is like which

one are you more comfortable paying? The

onetime price, which we can split up, or

the cost that you will incur every

single month that this problem doesn't

get solved. Let's go to the next

reframe. Now we have time versus

information. This is when someone says,

you know, I just need more time. I just

need more information. Blah blah blah.

This one's more than likely a smoke

screen. Cuz think about it from a

client's perspective. They are not ever

in their life going to sit down, put a

timer on for 60 minutes, and just sit

here, write all the pros down, all of

the cons, research every little detail,

and make a wellthoughtout, thorough

decision on if I should do or not. That

just literally never happens. So, you

need to know this when you are trying to

roll Stacy's time or I need to think

about an objection because you would

reframe it like this. You don't need

time. You need information and quality

time. We've got like 10 minutes left of

intentional time and I have all the

information needed in order for you to

make an educated decision. So, what do

you say? Would we use the last 10

minutes in order to make the highest

quality intentional decision? Then we

get into the next reframe which is

certainty versus information. So, a lot

of people think that they need to be

100% certain before moving forward

versus just moving forward and actually

making a decision. Then we get into the

next reframe, which is problem versus

symptom of the problem. So, for example,

if I'm talking to a business owner and

he's telling me, "Well, I just I don't

have time to deal with all of this blah

blah. Like, I've got so much going on."

I would say, "I hear you. Can I

challenge that for a second? Can I

challenge that?" Not, "Can I challenge

you? Can I challenge that type of

thinking? Can I challenge that

perspective? It's like, yeah, for sure,

whatever, but make it quick cuz I don't

got time. Right? Is you not having time

as a business owner right now? Is that

the problem and the reason we can't move

forward? Or is that a symptom of the

actual problem at hand, which is you

haven't outsourced your marketing right

now? So, you in fact, you're right, you

don't have time, which is part of the

reason why I'm trying to help you buy

back more of your time. That way, this

isn't the problem in the future. See

what I'm saying? So these are all of the

simple reframes that you would use when

it comes to the answer, which is the

third part of our objection handling

framework. A a r like a pirate.

Okay. And my next little tool that you

can use for the answers that is in my

back pocket at all times are analogies,

metaphors, and storytelling. So a lot of

the times you can't convince a client on

the same playing field. You have to

change their field. Okay? So, whenever

it comes to storytelling, if you're

talking to a client that has a little

bit of an ego or things just aren't

clicking in their brain, you need to use

testimonials as stories. So, if I'm

talking to someone who, you know,

doesn't have the money to make a

one-time payment up front and she just

can't get over that fact, then I would

use a testimonial that is similar to

her, but use the story of her being in

the same position. What do I mean by

that? Well, for example, if I'm talking

to Stacy and Stacy's like, "I really

want to do this, but it's just a lot of

money and blah blah blah." And she wants

to get into the fitness program. Okay. I

would be like, "Okay, it's actually

funny you say that. I I want to show you

a story about Anna." Pull up picture

about Anna. Anna was in a similar

situation as you. She wanted to lose 30

pounds in the next year. That way, she

was, you know, [ __ ] and span lean for

her wedding dream wedding day. Similar

as you. You want to be [ __ ] and span for

your wedding day coming up. She was in

the similar position where she didn't

have all of the money right now and she

didn't let that stop her because she got

what we call resourceful which is she

figured out any sort of other credit

cards, different bank accounts, payment

plans. She had her mom sponsor a part of

it. She got resourceful about attacking

the problem because she was so

determined about the solution. So I

guess the wrong question would be can

you afford it or can you not afford it?

It's are you going to let this stop you

or are you going to try to get

resourceful? And if you're going to try

to get resourceful, dude, I'm the first

one to get a little creative with you on

the financing point. And then you would,

you know, offer her payment plans or

financing. But the whole point is you

need to reframe it from too expensive.

Do I do it? Yes or no? To it's expensive

for sure. Are you going to let that stop

you? Or are you going to get resourceful

and try to figure out how to make it

happen? And I can be the first one to

help you get a little bit creative about

payment plans or financing. And another

tip I want you guys to know super quick

before we keep going. Whenever you do

these reframes, I know you're probably

thinking to yourself, "Oh, that sounds a

little, you know, reframing someone's

mindset. How do they allow me the time

and energy and respect in order to do

so, right?" Well, that's why we do the

ask. You need to ask for permission

first before reframing someone's mind.

Like, do you mind if I offer you a

different perspective on that? Are you

open to hearing another perspective? Can

I challenge that belief? Because when

someone says yes, this opens up the

doors for you to metaphorically take the

stage before you give them the next

punch. So now when you acknowledge and

not agree, but just acknowledge the

fear. You ease the tension. You ask for

more context. Ask a couple questions to

gather context before doing the punch.

Then you get into the punch, which is

the answer, the reframe, or the metaphor

or the story selling. Then you need to

wrap it all up into a little bow. Okay?

You need to redirect your conversation

back to the deal. Okay? You can't just

leave Stacy on a cliffhanger with a

massive amazing reframe where she's

like, "You're right. I get that. I

didn't think about that before." Cuz if

there's any sort of silence, then she's

now in control and she's going to splirt

out the first thing that makes her feel

comfortable, which is, "Yeah, I get

that. Um, I should probably still think

about it, though. You can't do that. You

got to maintain control. You have to

stay in whatever frame this is that

boxers do. Okay, we call this the

redirect, the reclose. You have to bring

it back to the sale and essentially ask

for the close again. So, with that all

in mind, like what what do you want to

do now? Where do you want to go? Do you

want to let not having the money right

now be the problem, or do you want to

actually get resourceful about

something? And I'll be the first one to

help you do that. Which one do you want

to do? Where do you want to go from

here? A or B? depending on the goal that

you're trying to do. Which one do you

think will get you closer to your goal?

This is the part where you really just

hold up the mirror to Stacy with the

reframe you did and say, "I'm not here

to force you to do to make any sort of

decision, but my job is to show you, you

know, this type of thinking, but also

offer you a different perspective. Which

one and which direction do you want to

go?" And I can help you either way. And

if you do this right, they'll always

pick the one that is a little bit more

challenging because they do want to

achieve that goal. And then you can go

down that path and go right back to the

sale. All right. So, now that you know

the four steps to roll every single

objection, I think it's time to do a

little objection roulette. Okay. Uh, I'm

done with these gloves, though. My hands

are getting a little sweaty. I feel like

we changed locations. I I'm done. Okay,

that's better. I'm a little more

comfortable. Just in time for objection

roulette. Let's go fast as freak. I'm

going to run us through every single

objection that you will get on a sales

call. There's six most common ones.

Let's freaking go. We don't got a lot of

time. Okay, I just need to think about

it. I need time. I mean, duh. It's only

been like 30 minutes of us talking and

you don't even know if this is the right

move for you yet. Uh, but you don't

really need time. You need more of

information. So, you're not going to

have this information later. You have

the information now. So, let's decide

right now if it's a good fit for you.

Close and go. It's too expensive. What's

too expensive? The price or the cost?

Because the price is what you pay today.

The cost is what you pay years down the

line when XYZ becomes a way bigger

issue. So, you're going to pay either

way. You're just either going to pay the

cost years down the road or you're going

to pay the onetime price today, which is

this. Boom. Close. I tried something

similar and it didn't work out. I get

that. But if your goal is still the

same, it doesn't matter what you've

tried to do in the past in order to

reach your goal as long as you get

there, right? Like, for example, you're

not married. Do you want to be married

one day? Yeah. Okay. Well, are you going

to let your dusty ex-boyfriend stop you

from dating the next person that could

have been your husband that you fall in

love with on the farm and have 30 kids

with? No. Okay. Well, it's the same with

this. I saw a really bad review. Damn.

just one. We've had like 9,000 people in

the program that are having massive

success stories. So, just one out of a

9,000 bad rate is actually pretty good.

Speaking of the other 9,000 people, let

me show you some testimonials in order

to make you feel a little bit better

about this. Boom. Close. GO. I NEED TO

TALK TO my wife. And you will talk to

your wife. You're either going to bring

her a problem or a solution. A problem

of, "Hey honey, I really want to do

this. What should I do?" Or a solution

of, "Hey honey, I made this decision.

I'm super excited about the problem that

I'm going to be solved." Okay, close.

Go. I'm just scared. It's a really big

decision. You can be scared and you can

still make a decision in order to better

your future. You don't have to not make

a decision just because there's fear.

Like, there's always going to be fear.

And it's actually a good sign that

you're heading in the right direction

because you're doing something that's

bigger than yourself. Close. Go. Okay.

I'm tired. Okay guys, in your workbook,

I want you to write down what your

response would be to these six common

objections because eventually somebody

will have them. So, you need to be

prepared. I know it's a lot to memorize,

but you need to memorize these objection

handles. Like, you just need to. So, you

need to understand why they work as well

and understand the why behind it. Okay,

love you. See you in the next section.

How do you get people to actually feel

good about buying? Well, the sale isn't

done when they say yes. Okay, the yes is

nice, but it is not done. The sale is

done when they feel good about saying

yes. Okay, you need to carry through

this motivation, this empowerment,

speaking life into your client even

until the very last second that they end

the Zoom call with you. Okay, so this

just saves your cancellation rate

because if you go from selling someone,

becoming their best friend, they say

yes, and then you're like, "Okay,

awesome." straight to paperwork and

you're silent and it's super cold,

they'll be like, "Wait, what did I just

do?" And they'll talk themselves out of

the sale. Okay, so a couple things I

like to do, little framework if you

will. I like to bring them back down

into reality after I sold them just to

create a really good buyer. So, for

example, um I just want you to know um

at the end of the day, this is work. It

will require effort and I just want you

to know that this isn't going to be an

instant result, but you should see

amazing results over time, and I know

you can put in the work. It's kind of

bringing them back down into reality and

also solidifying an amazing buyer

through empowerment. Next, positive

future pacing, which is telling somebody

the future of how it should go. So, for

example, listen, I have a lot of clients

who hit me up about their results. And I

love when you guys do so. So, please

literally let me know, text me when you

hit XYZ milestone. I would love to be a

part of your journey. Next is always

have planned rapport. Never be silent

while doing paperwork. Okay? Like I

said, they will overthink themselves and

be like, "Wait, what am I doing right

now? Why am I giving this girl my credit

card?" So, for example, have some

planned things to say. If they have a

funny email, make a joke about it. If

they have a normal email, make a joke

about how other people have a funny

email. Send them a text. Hey, it's super

great to talk to you. Always here for

you if you ever need anything. And guys,

the most important lesson I'm going to

give you right now, be prepared for

everything to go wrong when you are

filling out paperwork. I always like to

preempt different objections such as

this. their card declining, not because

they don't have money, but because their

bank will probably text them and say,

"Hey, was this you reply yes or no?" And

you want to preempt this kind of sinking

feeling that we all feel when we know we

have money, but the card declines

because the bank needs you to confirm

that it's you. Okay? So, I would say

something along the lines of, "And this

is for every single deal, by the way, if

you're doing online sales." Uh, okay.

Hey, so your bank will probably send you

a text to confirm that it's you, but I

mean, we'll see. Yeah, denied. Okay. Uh,

did you get that text? Perfect. Okay,

let's try it again. I mean, I knew that

would happen. It literally always does.

I don't know why they always need to

confirm it's you. It's so funny, though.

That is just a little example of the

tiny ticky tacky things that top sales

reps do that just create such an easy

flow of a sale. Wellfunnneled. You are

expecting everything wrong to happen.

And when it doesn't, you're like, "Oh,

awesome. That was easy. They didn't even

need to text you. Maybe they should text

you for things." Kind of just make a

little joke out of it. But just know

that the same energy of being friendly

with someone, having rapport, the little

jokes needs to be carried through to the

very end, lasting second until you press

end call.

Okay. So, how do I turn this from

something I just watched into something

I can do? This is the key question of

the course because it's like it's easy

to just watch this, feel good, and feel

like you learned something, but then you

click off and you go watch another video

on sales or you go scroll on social

media and then you just forget it all.

But learning isn't memorization. Okay,

learning is behavior change. So, how do

you actually change your behavior? Well,

you need to role play. Okay? So, role

play is when you act out scenarios as if

you were talking to a real customer or

real client. It's literally the closest

thing that you can get to being an

actual rep in sales. That's literally

why I make it a requirement in my She

Sales community that you have to

roleplay in order to get access to the

next level. You need to simulate what it

actually sounds like to say these words

out loud. Because I'm sure you're kind

of thinking to yourself, well, that

might be, you know, a little awkward for

me to say out loud. And it's like, well,

if you think that, it's going to come

out awkward. and your client is going to

feel awkward hearing it. But how do you

fix that chain reaction? You say it

enough times out loud until it doesn't

sound awkward and until it sounds like

secondhand nature. Okay, so how do you

actually role play? Well, framework is

number one, get the words down first.

This is the what. Okay, so put a pen or

paper over the script, memorize the

words, and kind of push the pen down.

That way you trigger your brain to be

like, "Oh, that's what it's supposed to

say." Okay. Number two, get the delivery

down. Next, this is the how. I want you

to practice tonality, energy, hand

gestures, body language, and if you're

in the sales company, role play with

your co-workers. Okay, game tape review.

You can use Firefly AI, Fathom

Notetaker, and plug in these video call

softwares into Chat GPT and ask your

Chat GPT, where did I go wrong? And it

will tell you exactly in the transcript,

you messed up. Okay. And in your

workbook, there is a call review

scorecard. So, I want you to rate

yourself out of 10 on each of these.

Okay. So, we've got your script, which

is the words. Then we've got tonality.

Okay? Then we've got the physical, which

is your body language. Okay? Your body

language. Then we have overall

connection or rapport. And then my

favorite of all, the energy. You need to

rate yourself out of 10 on a scale of

each one of these. So, we've got script,

tonality, body language. I like using

different words, okay? I make my own

language up. So, it should look

something like this. Obviously, probably

a little bit more nicer written in your

workbook. That's why we give you guys

the workbook, okay? But rate yourself

out of 10 every single time you do one

of these role plays and hone in on your

craft because you will not be able to do

a real sale if any one of these is

lacking. You have to have at least an

eight in every single one of these

categories before I want you to feel

comfortable about actually getting in

front of a real human client. Okay, so

role playing is boring. It's monotonous.

And you might be like, why am I even

doing this? This isn't a real human. But

as soon as you get on calls with real

humans, it'll all come together. Okay?

The work that you put in now will reap

you benefits. Maybe not now, but in the

future. So, get to work. This is where

it starts.

Can I be good at sales without turning

into somebody that I don't like?

People often think of sales as being

scammy, slimy, or manipulative. But I

want you to think about it like this.

Okay? Your job as the closer is to sell

at the highest price. Okay? Your client

has a job as well, though, and their job

is to buy at the lowest price. The

business owner's job is to fulfill. If

all parties do their job well, then

everybody wins. This is why you should

want to sell something that you do care

about, though. Why should you feel

guilty about doing your job when your

client is trying to do their job? Their

job is literally to buy what you are

selling at the lowest possible price.

They want it for as good of a deal as

they can get it. So, they will try to

wiggle you down. Okay? Why should you

feel bad about doing your job, which is

selling your stuff, the product, the

service or whatever, for as high as

price possible? You both have a job to

do. Don't ever feel guilty about doing

your job better than somebody else. And

you should feel guilty if they do their

job better than you do. And this will

also help you understand that your job

when being an actual buyer when you walk

into a car lot, when you're getting sold

something, you now know the game. And

your game in that scenario is to get the

thing for as low as possible price.

Because the line between persuasion and

manipulation isn't as blurry as people

think. Okay? Manipulation is when you

get someone to do something that's good

for you but bad for them. Persuasion is

when you actually help someone do

something that benefits their future

self. So this is why you really do need

to have conviction in what you are

selling. Because when selling comes from

authenticity of helping people, not only

does it just become more funner, more

fulfilling, more easier, and lighter,

but you get better at it because the

energy that you have is like, "No, dude.

I know exactly what you can do if you

just rip the bandit off and do it." But

the skill of sales is the same. You

know, the intent is where it needs to be

specified. You know, your mindset should

not be I'm selling a $10,000 coaching

program. It's I'm helping someone have a

$10,000 transformation. You're not

taking money from them. You are

exchanging value with them. It's an

offer. Okay? So, think of this, the

mirror test. Can you look at yourself

after the call and actually feel good

about how you showed up and how you

talked to this client? Or a simple

filter like, would I sell this to my

sister, my best friend, my mom? If the

answer is no, don't sell it to a

stranger. And in your workbook, in the

ethics section exercise, you will find

your ethical boundary. Okay? Define your

personal sales ethics. This will help

you in the long run with whichever offer

you are on because I will never sell to

someone who blank. I will never sell a

product that blank. I will always be

honest about blank. The transformation

I'm actually helping someone with is

blank because sales doesn't make you a

bad person, but what it does is it

reveals the kind of person that you

already are. So if you are an amazing

human being, sales will magnify this.

And the latter is also true. But okay,

we covered a lot, but how do you

actually build a career in sales? Well,

keep watching because I'm going to spill

all the tea on the different places that

sales can take you. and I'm a little

thirsty. So, let's go.

So, if I get good at this, what does

that open up for my life? Like, yes, I

know sales is a skill set that I can use

for everything of my life, but what if I

actually want to monetize this skill set

and use it to close some [ __ ]

deals and actually get paid? Well, I'm

going to spill the tea with all of you

guys about every single sales industry

that exists. And I will tell this in the

most unbiased way as possible. So the

good, the bad, the ugly, and everything

in between. Let's get into it. Cheers.

Okay. So there are three buckets of

sales industries. Okay. The first bucket

is pyramid sales. Uh doortodoor sales is

one of them. Uh insurance sales, all the

things. Doortodoor sales though, let's

talk about it. Okay. The pros are you

get recruited to do so. You don't have

to pay to do it. Okay. It's more of a

gritty skill set, but you can grow a

team, recruit them, and get paid for

your team. The cons is you kind of pay

over time, having to relocate, be in

person, you're walking all day in

120°ree heat, chasing people down,

knocking at their door, they don't know

that you're coming. Uh, and you're

selling low tickets, so the commission

is very little. Like, I would make like

I think $300 to $600 every deal. Um, but

you're you get a skill set that is

really invaluable for this world. It's

such an amazing skill set. But it's

because the work is dirty. Like you

guys, I lost when I did door to door

sales, I lost my whole ass, like my

butt, all the muscle that I got on it

because I was walking 33,000 steps a

day. It's grimy. It's gritty. If you are

young and in college and you're ready to

go and you don't have money to do

anything else, I would probably suggest

this. Uh and also you can stay in this

career for quite some time. Uh because

over the years you can build and recruit

sales teams. So it's also what I did. I

built and recruit sales teams. I had

like 80 sales reps at my team when I was

like 3 four years in. So I was kind of

at the top of the pyramid. But that's

why people call it pyramid sales is

because you make a lot of money off of

recruiting your team. And quick little

side note, that's not necessarily a bad

thing. It It's not as much of a stigma

as people think it is because in my

opinion, I didn't get paid enough for

training my team. You have to drive them

out to area. You have to be responsible

for talking them off the ledge when they

want to quit. Um, but all in all, it's a

good type of sales, just not the most

efficient. Uh, if you want to make a lot

of money and especially live a lifestyle

that you love around it. Now, let's talk

about insurance. Okay? because you are

remote, you're on phones. Okay, so

that's a pro. Uh you don't have to be in

person to do this. It's kind of like

doortodoor sales but in remote setting.

Okay, so you can also grow a team. This

is why it's a part of the pyramid type

sales because most insurance agents,

they've been in that same company for a

long time, okay? And they make a lot of

money off of recruiting you to do it.

Now, as a sales rep, you know, some of

the cons of getting into the insurance

agency look like this. You have to pay

to do it. You have to pay to get

licensed. And you have to take a test

that not a lot of people pass on the

first try. You also not only have to pay

to get licensed, but you also have to

pay for lead lists throughout your

career. So, every time you call

somebody, you have to pay for that in

most companies. Okay? And if they have

free leads, I would challenge you to ask

about the lead quality because they've

probably been called 30 times before

you. But nevertheless, the lead lists

have just been ran through lots of

times. They're not warm leads like they

say they are. And you got to pay for

them through your whole career. And I'm

not even going to talk about

chargebacks.

Okay? Chargebacks are real in pyramid

type sales because what you sell is not

what you get paid for at the end. They

have a minimum commitment. So in door to

door and insurance, they have to be

active. The deals have to be active for

a certain minimum amount of time or else

they get clawed back at the end. So if

you get paid for a deal and then they

cancel by the cancellation date, you

would then have to pay the company or it

gets clawed back from the rest of your

pay. So it was always a big issue in

door to door and it's an even bigger

issue in insurance. So just know that if

you want to get into insurance, great

industry, but these questions need to be

addressed on your interviews with the

company. And I want you to remember in

these pyramid sales, it's a lower

barrier to entry. But you need to ask

yourself why, you know, because they

will die to recruit you. Like recruiting

companies in insurance, in door-to-d

dooror sales or network marketing, they

literally host calls on how to recruit

more and more and more people because

they get paid off of you selling for

them. So just keep that in mind because

it gets a little sticky. And not to

mention about insurance, too. you are

selling insurance policies to old people

lots of the times. Okay? So, the

conversations are you're setting and

closing your own deals, but you're

talking about, you know, someone's

either life insurance or med insurance.

Like, there's a lot of details that you

need to get right or else you can be

liable. So, just keep that in mind.

Okay. So, now we get into the second

bucket that I call corporate sales.

These are the more like mature type of

sales where you're more in an office

with an actual company that's like a big

corporation. Okay, med sales, tech

sales, software sales, all the things.

Let's talk about med sales. Couple pros.

You get to go to dinner with doctors.

Okay, it's all about relationship

building, sending out gift packages,

right? Like creating relationships with

these doctors that your company has over

a long period of time. Okay, it's not

more about the quick deal. It's about

creating relational sales. Okay. The

cons are though, you got to drive

everywhere. And if they give you a car,

that could be cool. You know, you put on

a good playlist. Um, but for me, it's

like you need to talk to doctors all day

and kiss their butts. Okay. I'm not

really into that, especially because

doctors can have a huge, huge ego, but

teach their own. And then the

receptionist will be your worst

nightmare because their literal job is

to make sure that you don't pass them

and interfere with the doctor's day

because he's busy. Okay, but a couple

notes. Med sales is all about

maintaining relationships with doctors

and providers. So, a lot of questions

that you should ask on interviews for

med sales is, you know, like first of

all, what are you selling? It could be

any sort of med device sales. Okay,

there's a lot of money in it, but it's

more over a long period of time that you

get to climb the ranks. You have to meet

quotas. Uh your direct manager, make

sure they are making a good amount, they

have a good territory because that is

the territory that you would be tied to.

You can't really change territories

unless you have a lot of leverage and

have been at the company for a while.

This is why I call them more corporate

side of sales because in my opinion,

it's not the quick serotonin of the

deal. It's more of like an actual job.

Okay, so now let's talk about tech and

software sales. Okay, so a couple pros,

bigger deals. Okay, you are selling

software packages or tech packages to

large corporations. So it's more of a

B2B sales mindset, businessto business.

You are selling to other business

owners. So when we talk about, you know,

decision makers, we're not necessarily

talking about husband or wife because

you're not talking to an individual. You

are selling the corporation. So a lot of

the times this looks like the person who

is responsible for hiring you which

could be the manager, the COO, the CEO.

You need to make sure that you are

getting in front of decision makers and

doing more presentations and demos

rather than a quick deal. Okay. Also ask

about the commission structure because a

lot of tech and software sales is very

salaryheavy

with quotas. Okay. Not a lot of

commission to be made. You can be more

capped in these kinds of sales, which is

why I call them corporate sides of sales

because you are in person or I guess you

could be remote sometimes, but it's more

of an actual job where you get paid a

direct salary. And if you do somewhat

good, you can get some quotas, but it's

not uncapped 100% commission, which is

just more my vibe. But the cons are

longer sales cycles, uh, clawbacks,

refunds, lots of email follow-ups,

multiple stakeholders. So, if you are

interviewing for tech sales or software

sales, just know that the character you

are playing is a little bit more

sophisticated because you are talking to

highlevel CEOs and you're selling

something that is going to be

implemented into their business. Okay?

So, it's more of a logical sale rather

than really just honing in on emotion.

Then we get into freelance sales. Okay,

this is where it gets interesting. So

freelance sales is where you are your

own sales business. Okay, you get

contracted out depending on what you do.

So the first one I would say is real

estate. My mom was a real estate agent

growing up. Like that was kind of my

whole life. Okay, and so these are kind

of coming from her. But the pros of real

estate is that it is what you make of

it. You know, you make your own

schedule. Uh you always hear real estate

agents either being top of the top go or

you talk to someone and they're like I'm

a real estate agent but they haven't

sold a home in like nine years. It's

just it is what you make of it, okay?

And you can create your own schedule. So

for my mom, it was perfect because as

soon as she was she had me and she was

pregnant with my brother and she got

divorced, she had to figure out how to

make some sort of money. She got her

real estate license, which you have to

pay for and study for, but then she was

able to fit it around, you know, being a

mom, raising me and my little brother.

But a couple cons to be aware of. It's

very locationheavy. Okay? You have to

create a client base and create

relationships with people in one

specific area. You have to brand

yourself as a real estate agent on

social media nowadays because that's how

you get buyers and sellers. Um, and also

dependent on the market. Okay, so my mom

was a real estate agent in Gilbert,

Arizona. And when we were growing up, it

was booming because it was kind of like

on the suburbs, like rinky dinky town.

Now it's a booming town, okay? And

everybody knows about it now. So there

was a really high demand for real estate

in that market. Same thing with my good

friend Ryan Siran. He's in New York,

which always has very, very high ticket

real estate, pen houses, condos,

apartments that he can sell and make a

high commission off of because they are

so expensive. So, it's just something to

keep in mind if your market is something

that is very high priced. You will make

higher commission, okay? But you can't

really travel all that much or move to

different places because your clients

are all in one spot. So, it's hard to

move around freely. and my mom was

always working on vacations. You never

really get a day off. Okay, client calls

you, you got to answer it. Um, and a lot

of liability, too, because you are

sifting through contracts. It is your

job to represent either the buyer or the

seller. So, a lot of it has to do with

legality. Okay? And then, obviously, I

mentioned this, but you have to pay to

get licensed and take your test either

remote or on one of the in-person

classes. Okay? Okay. So then we get into

another part of freelance sales which is

called high ticket remote closing. Pros

uncapped earnings. You get paid 100%

commissionbased uncapped. No ceiling on

what you can earn. Okay. And you are

talking to warm qualified and free

leads. Okay. So what happens is you are

selling for online businesses and online

coaches. Think someone like me, Alex

Hermoszi, Ryan Sirant, Tony Robbins, J

Shetty. These people have hundreds of

thousands, if not millions of dollars

worth of revenue in their business per

month, which is insane. But they all are

able to do that because they have

internal closers. And their closing

teams are anywhere between one to 45

different closers that they have

internally because they don't have

enough time to take all of these sales

calls. So they hire remote closers to do

so. What they do is they spend anywhere

between hundreds of thousands of dollars

up to the millions per month running

advertisements to get people to book

sales calls for you. So they pay for

their leads. You do not pay for their

leads. Okay? And you don't have to post

on social media. You don't have to

become an influencer or have a personal

brand around this. Um, which means, you

know, if you have a nineto-ive job,

nobody's got to know that you're a

remote closer for an online business,

right? It doesn't have to become your

whole personality, which is attractive

to lots of women. And you also make your

own schedule. So, you can choose your

hours that you work, okay? And the hours

of your availability is when these

coaches will input the sales calls for

you. So, for example, I have a girl,

obviously, I teach high ticket sales. I

have a girl that only works Wednesday,

Thursday, Friday, and she made 32 grand

last month. She only works Wednesday,

Thursday, Friday. It's also remote. So,

it's fully remote. You do not have to be

in person unless the coach would require

you to, which I can only think of like

two off the top of my head out of tens

of thousands of coaches. So, 99% of the

time, fully remote, you take these sales

calls over Zoom. Next, you're probably

like, "Well, coaching offers, what

exactly am I selling?" Well, it's up to

you. There are thousands of coaches for

every single niche. You get to choose

the niche that you would like to become

a closer for. So, in other words, you

get to sell something you're actually

passionate about. So, if you're a girl

that loves the gym and but you're like,

you know, just working a normal job,

right? But you love the gym, how cool

and fulfilling would it be to get on a

women's health and fitness offer where

you talking to other women about how to

level up and dial in their fitness goals

and their nutritions, their peptides,

all the things. It's more of a fun

conversation and you're actually helping

people depending on the niche. Um, but

like I said, you choose your own hours.

So, you can either be part-time or

full-time. And you can kind of go back

and forth between the two. Like, I have

one girl who uh just got pregnant. She

was like, "I don't want to work when I'm

8 n months pregnant and when I have my

baby, so I'm not going to work for 3

months." Okay, you choose your own

hours. So, you don't have to like ask

for time off or anything. You are your

own business in freelance sales. Just

like real estate, you choose how when

you want to go super hard and when you

want to dial back and it really does

work around your lifestyle. It's more of

a lifestyle business rather than an

actual corporate job. Uh and then also

if you are one of the girls that wants

to go full force full-time, you can do

that by working on multiple coaching

offers. So you are never just only

required to work for one. Okay? You can

be subcontracted out to multiple

coaching offers. So, if you are, let's

say, the real estate agent and you want

to also get into remote closing on the

side, you could get on an Airbnb

investing offer where you help people

get their first Airbnb investment. You

can also get on a section 8 offer where

you help people get their first section

8 investment properties. So, just a

little example of how you can really

make it your own, which is why it's

under the umbrella of freelance sales.

Okay, a couple of cons. There is no

baseline salary in freelance sales. You

are your business. Which means if you

don't work, you won't get paid. If you

don't close deals, if you don't try, if

you don't roll objections, if you don't

actually work, you won't make any money.

That makes sense to me, but to a lot of

people, they're like, "Oh my gosh." But

u also, in high ticket sales, the

quality of the offer is so important,

okay? You need to work for a highlevel

coach in order to have lots of lead flow

because their lead flow, the amount of

ads that they're running or content

they're posting on social media

determines the amount of calls that you

can get booked. So, if you're working

for a coach that just, you know, they

die all of a sudden and they have no

calls coming in, you're obviously not

going to be allowed to take calls. Or

more realistically, if you're working

for a coach that doesn't have an active

community or maybe they're going through

some reputation stuff and they're

getting cancelled or whatever, they

might not have good leads coming through

for you to close. So, it is highly offer

dependent, which is why it's so

important to constantly have a revolving

door of offers that you can get on. If

you don't love one, you can start

closing deals for another one and you

can be subcontracted to multiple

different coaching offers. Okay, let's

talk about the last part of freelance

sales. I kind of think it's its own

section, but it kind of falls under

this. Okay, entrepreneurship.

Okay, starting your own business, being

the CEO, being the coach, being the

business owner. Pros, you own what you

sell. You get 100% of the profit minus

all of the other expenses, which I'll

get into in a second. But you are the

business, okay? You are the reputation.

You are responsible for getting the

leads, not necessarily closing them, but

fulfilling on them as well. So, you are

the whole circle of the business. And

every single section of this is sales,

right? So, a couple cons. You need to

learn a bazillion other skills. Finance,

hiring, recruiting, scaling, sales,

negotiation, legality, lawyers,

everything under the sun. It's a lot of

risk and you potentially need a lot of

capital to start. Okay? So, if you are

someone that wants to become an

entrepreneur, like I was the same way. I

decided to start closing deals in order

to fund a business that I wanted to

start. Okay? So, it's a really good

long-term goal. But just know that your

job is not just to close deals. It's not

just to sell. It's lead flow. It's also

fulfillment on the back end. It's

liability. It's risk. It's insurance.

Company expenses. Hiring employees.

starting an LLC, accounting, just know

this needs to be your life and what you

do every single second of the day. There

is no off button at all. It never turns

off. And also, you are now the person

that pays for ad spend in order to fund

your business, hiring marketing

agencies, videographers, all the things.

And not to mention refunds. Okay? Okay,

if somebody's not happy with the service

or product that you're providing them

and they refund, that comes out of your

own pocket, not your closers, right? And

it's funny when I tell people this uh

because it's true. Sometimes your

closers, if you have closers taking your

sales calls, will take home more in a

month than you do in a month. That's

happened to me before. The first five

months I started my she sells business,

I paid my top closer more money than I

took home at the end of the month

because of all the expenses you have to

take out all of the money for ads. And

in my head for a second, I was like,

damn, should I just like start closing?

It was a lot, right? But this has the

most upside over a long period of time.

It's just more of a long game play,

right? Because it's also the hardest and

it takes the longest to work. So more of

a longer play in the background but with

less instant gratification in the

beginning. The reason most people never

get to level 100 business owner is

because they just try to jump from level

one I don't know anything about business

to 100 instead of mastering levels 1 2 3

4 which is actually learning and honing

in on a skill set that you can use to

make money. Yes, but build yourself into

the person that can run a level 100

business. So, now let's go over how to

choose which industry. If you're kind of

feeling a little frazzled right now,

let's rein it in. Okay, ask yourself a

couple questions to determine which

sales industry is right for you. Number

one, location freedom. Can you work from

anywhere? Is that something you want to

be remote or are you tied to a territory

and are you okay with that? Number two,

schedule flexibility. Do you control

your hours or does the job control you?

Income floor versus ceiling. Is there a

base salary? What's the realistic

upside? Okay. Next, barrier to entry.

What is the licensing experience

required? Any startup costs? Then lead

quality. Are you hunting cold leads

where you're trying to beg someone to

even listen to you? Or are you closing

warm lead booked for you sales calls?

Then skill transferability. Can you take

this skill somewhere else when you

decide to do something different? But

whichever path you choose, I'm here for

you. And keep watching the content. I'm

still going to post videos. But if you

are one of the people that high ticket

sales is speaking to you at least a

little bit, this is what I specialize

in. Okay, there's a bunch of different

sales industries that you can pick. And

just know if there was a better, more

profitable sales industry, I'd probably

be there. I follow the money, okay? But

if you want the best sales training, the

best community of ambitious women, a

software on landing remote closing roles

and roleplaying, all the things. Uh,

with that being said, learning how to

sell has been one of the most valuable

skills in my life, and I hope it serves

you as well it has served me.