29: How To Eliminate Needy Clients For Responsible Buyers

When it comes down to enrolling individuals in your premium products, your coaching packages, your masterminds, qualifying decision-makers is very important to your business. That’s what I talk about in this episode.

I'm going to take you into an actual live training, a live event that I did, a complete mastermind where we had about 75 people in the room and I was actually challenged and I was asked to qualify the reason why I was making the statements, that you never move forward with the sale unless all decision-makers are either on the phone with you or in the room with you, and there are some main reasons. 

Now, you might be thinking of the reasons why, or you might be thinking: “Well, no, I'll just pitch them anyways and they can go home and talk to their spouse. Well, there are some positives and negatives to both of those answers. So we’ll get into the training and listen up here on the podcast, and see which is right. Stay tuned.

Key Takeaways:

• A more in-depth questionnaire: Sending them a homework assignment (1:55)
• Somebody can posture you up, or you can do the same thing for yourself (2:42)
• You've got to tell him: “Okay, grab a pen and paper...” (3:17)
• You lay out the time to be set aside, like 30 to 45 minutes (3:53)
• Get the decision-makers on the phone or in the room, ready to make a decision (8:19)

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Additional Resources:

The Legendary Closers Facebook Group

Unlock the Secrets to Closing Your Prospects

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You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!

In this episode, I will be talking about something that happens every once in a while and is not as frequent as most people think. 

I’ll be talking about what happens when you hire that one salesperson - that's an absolute nightmare, and how to actually make that become a dream come true. 

For those of you guys who are closers, legendary experts in sales - this episode is going to share with you internally how you can work with somebody who, maybe, is on your team that you don't directly report to or they don't directly report to you - how to make them a legend to support you in your sales efforts. 

And for those coaches, experts, trainers, and individuals out there really trying to crush their message, this episode is going to help you understand the nightmare behind hiring your dream closer, so stay tuned.

Key Takeaways:

• I kept hearing that this place was literally one of the worst places to work… (1:22)
• The worst thing you could ever do as a salesperson (3:02)
• Stop using things that are not legitimate core pieces of that product (3:57)
• The need for oversight, training, and core principles to be brought in (4:55)
• I they're not being truthful, it's going to cause complaints and refunds (6:01)
• If it's a small group, you could easily uncover lack of integrity (8:13)
• They love what they currently do and they need a core team of experts… (9:19)
• Gauging what they want as an outcome for themselves and their family (10:29)
• The challenge: Division between marketers, experts, and sales people (10:47)
• This stigma that all sales people are cheats (11:34)
• That time you had to fulfill that one client because they were oversold (13:29)
• Have core values and core standards set upfront (15:06)
• The person having a passion, desire, and interest in your products helps (1:59)
• Look for core values when zeroing in on a salesperson (17:40)
• The best sales guys want to align with core values same as theirs (18:22)
• Skill sets can be learned in a short time if it’s all laid out and scripted out (18:48)
• They’ll talk about how good it feels to see the influencer and clients win (19:16)
• A turnaround happened when they changed some hiring processes (20:46)
• When they set the standards in the middle of the game, people just quit (20:53)
• Have in place the right people managing those pieces of your business (21:49)

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Additional Resources:

The Legendary Closers Facebook Group

Unlock the Secrets to Closing Your Prospects

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You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!

In this episode, I am going to talk about when you should hire a closer, and what a closer can do to your bottom line.

I want to bring you inside the business - working directly with influencers, experts, coaches, speakers and consultants who are looking to build their message but are stuck. They are stuck because they are closing themselves out of business.

They are the closer, the salesperson, the customer service, the fulfilment, the marketing, and all of the above. So, will a closer improve your business?

Typically, what we find is when you add a salesperson to your team, your energy goes through the roof, you accomplish more, and you have more time for yourself.

Sometimes, you use need some more time for yourself. And that salesperson, that expert, can provide that. Stay tuned as we talk more about how hiring a closer can turn out to be a blessing for your business.

Key Takeaways:

• It looked like this was run by a jack of all trades; it's like playing Jenga (3:57)
• If you’re trying to do all those things, a piece of your business will fail (4:36)
• I'm not afraid of paying money for help (5:02)
• I don't find value in investing in stuff that ultimately could be tossed out (6:23)
• I find value in investing in people, systems, and the ability to serve (6:29)
• Selling from the front of the room and running to the backtable… (7:29)
• Being a solopreneur is a very tough thing (8:19)
• Hiring a salesperson can reduce your workload and raise the bottom line (8:19)
• Eliminating things in a way that gives you more time to succeed (8:37)
• What if you don't have time to work with your clients after enrolling them? (9:47)
• You won’t go to that next level unless you start hiring sales people (10:00)
• Sales people are dangerous when not given the right parameters (11:53)
• Integrity is never an issue; they'll take on their own personal responsibility (12:11)
• When communication fails between marketing and the sales team… (12:19)
• If your core product is working, you may need only one salesperson (12:43)
• Now, he's free to support his clients, people he’s enrolled, and his family (13:51)
• When you free up time, you free up your reason for doing the business (14:16)
• Flying through different markets, knowing people are supporting you (15:07)
• You have to know when to hire those individuals (15:38)
• Why I created the Legendary Closers group (16:23)
• You don't have to be the person falling on their sword (17:00)
• If your back end is weak, your front end will become weaker (17:09)

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Additional Resources:

The Legendary Closers Facebook Group

Unlock the Secrets to Closing Your Prospects

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You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!

I'm going to discuss in this episode the flaw in using a script. It is the one thing that becomes the biggest crutch in your sales business.

At the same time, if you don't use a script, you have kind of this Old Wild West feel to your message and you don't really have good talking points or the best benefits that come out in that sales process may not even be benefits that you're prepared to offer your clients.

As closers, we really enjoy using scripts. It actually helps us, it maintains our integrity and allows us to stay on track for the call. There's actually a method of putting a script together, that creates a lot of points. And crafting the proper script for your people is very important.

You’re going to have to use a script if you're looking to close more sales. Stay tuned to know how to go about developing and using a script the right way.

Key Takeaways:

• I was given a script; I recall sounding like a robot while I was on a sales call (1:08)
• My script became my greatest crutch; it also became my greatest asset (1:53)
• If you rely on the script too much, you don't start to level up your skills (2:40)
• There's a method of putting a script together that creates momentum (3:39)
• I've had to teach myself how to learn and how to read properly (4:28)
• Scripting in a way that speaks to a specific personality type (5:21)
• Learning effective communication skills is important in developing scripts (6:21)
• When you've got a sales team, you want it done right and with integrity (7:03)
• We have to be able to tweak it a bit so that it sounds well (7:16)
• When I started to see the power in well-written sales copy... (8:46)
• Keeping the call flowing at the right speed, and learning listening skills (9:51)
• If you want to go to the next level, you have to let them rewrite that script (10:50)
• Now, we have templates for seven different personality types (11:30)
• Templates that can be modified as per different offers, and salespersons (12:33)

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Additional Resources:

The Legendary Closers Facebook Group

Unlock the Secrets to Closing Your Prospects

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You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!

In this episode, I am going to talk about when I should hire a closer, what I look for in a closer, and as a closer, whether I am what experts are looking for to hire. It will all be about when it's time to transition to hiring a closer or before you get to that stage, what you need to know and how you need to apply yourself in order to be ready for it.

I’ve been having conversations with individuals with passion, with a dream, with vision, who've built businesses based on serving other people. At the end of the day, many of them have been wanting to transition from working their guts out, making marketing material, serving their clients, and also wearing the sales hat. So, they're depending on experts to come in and help them to manage their affairs as far as the sales process goes. And that's why we, as legendary closers, get hired to come in and help.

So, when is the right time to start looking for a closer? And what kind of a closer should you be looking for? These are questions I am going to answer, so stay tuned. 

Key Takeaways:

• What I didn't see was the life behind the life that allows the life to matter (3:11)
• You're putting in 60-70 hours a week; it's time to trust somebody else (4:44)
• We're able to engineer a process that allows them to do their thing (6:05)
• They have that vision slowing down to do sales: It's like a roller-coaster (6:36)
• Allowing someone to generate revenue for or with you (8:32)
• Finding the right individuals that will work with you (8:39)
• Making sure they either enjoy, want to enjoy, or already are, in your niche (10:07)
• You want to find the person that's better than you (12:17)
• Having the money to pay the salesperson (12:59)
• When you cannot handle the amount of leads that are coming in... (13:38)
• When you just can't take the time to help those people in the business... (14:07)
• How can I remove some of that burden and help them? (14:49)
• The synergy of efficiency, love, passion, and commitment (16:24)

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Additional Resources:

The Legendary Closers Facebook Group

Unlock the Secrets to Closing Your Prospects

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You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!

In this episode, I am going to be discussing something that no script can help you with, and that is when you're doing everything right, but it all seems to go wrong. I remember the first time I actually recognized what was going on - I was actually on a call for selling a high priced item, high priced coaching, and mentoring courses. I thought I was having great conversations with the people I was looking to enroll. They loved the expert. They had a really strong bond with the material they had consumed already.

I was just looking for an opportunity to enroll them right away, get them into better products, get them working more closely with the person who is going to be coaching them, and teaching and helping them along the way. What I didn't realize was that although the conversation was going well, I was missing something, because at the end of the day, it was broken.

They had more questions. I wasn't able to close them, and it was very frustrating. The problem was that I wanted to overcome the need to handle a lot of objections and be able to help them with their concerns of buying, and help them get out of their own way to acquire what we were trying to sell them. And what I realized was that in those moments, I was making a bigger deal out of some of the questions, and they weren't objections. They were actually buyers’ questions. So, I’m going to tell you how to overcome the client's final concerns. Stay tuned.

Key Takeaways:

• All these personal internal judgments about why they're asking questions (3:16)
• For the majority of people, they're just curious about the next step (3:31)
• Sometimes, they want to know a little bit more, or a better explanation (3:50)
• Often, when you make those rebuttal statements, a reaction is set off (5:55)
• I don’t use objection statements now - We’ve crafted discussion points (6:33)
• They want to purchase, but they have to overcome a bump in the road (8:43)
• There are pre-crafted examples that you can build into your business (12:01)
• Parallel their question to something outside of what you're selling (12:13)
• What can you share to make their statement or concern obsolete? (13:05)
• Listen to what's going on. Write it down. (13:52)
• They need a nudge, or you need the pressure to be relieved (15:18)
• Helping them to see themselves as the hero of the story (16:52)
• Being seen as a leader, an expert, an adviser, rather than a pushy person (17:09)

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Additional Resources:

The book "Influence" by Robert Cialdini on Amazon

The book "Pre-Suasion" by Robert Cialdini on Amazon

The Legendary Closers Facebook Group

Unlock the Secrets to Closing Your Prospects

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You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!

Is having an agenda for the close inauthentic? How does setting a date to buy or cut ties better the value for your prospect? What if you just allow the conversation to flow and leave it open-ended?

I know a lot of times it may feel awkward to have that agenda and have a purpose in place, but you will not be the leader of the call if you don't have an agenda and you will not have the control that you need in the process.

When you have that agenda as a closer, it becomes more serious. They take you more seriously as well. And they respect you because you're not wasting their time in just chitter-chatter. And it makes you a better salesperson when you know you can't go off topic. 

Stay tuned for guidelines on setting forth your agenda.

Key Takeaways:

• Their mentor, unfortunately, told them they shouldn't have an agenda (00:35)
• A time when I didn't show them the road map. But people want clarity (5:40)
• A goal to buy from me at the end of the sales process or move on (8:19)
• An agreement: “At the end, we'll make a decision together” (10:38)
• When you have an agenda, you can schedule more sales calls (11:33)
• Not presenting the agenda upfront can get them to see you in a bad light (14:36)
• Respecting their time as well as yours (15:37)
• If you're leaving it open-ended, you're always going to chase that person (17:13)

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Additional Resources:

The Legendary Closers Facebook Group

Unlock the Secrets to Closing Your Prospects

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You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!

What is lead seasoning? How long should you wait to ask for a sale? When is it too soon to close? These are some of the questions I am going to address in this episode. In the world of high-ticket sales and premium price products...

There is a time to close them. 

There's a time to offer to them. 

There's a time to market to those people. 

And it is never the same.

I can’t emphasize enough the importance of being able to build a strong relationship with a lead, and cultivating in them the desire to buy, besides really knowing when it is the best time for you to go out there and offer the product to make the sale. For some tips and tricks to this end, stay tuned.

Key Takeaways:

• No one sold anything at the room: Sales guys were building relationships (2:10)
• Another scenario: The support staff was closing you the whole time (2:20)
• Gauging when a lead is prepared or not based on what we call seasoning (4:13)
• When is the lead seasoned enough? When is it too late to close? (4:57)
• There are certain touchpoints depending on what you're selling (6:18)
• Lead seasoning gives them time to go over what you've shared with them (8:14)
• Helping them know that the company’s value isn't just in selling them (8:29)
• Providing value to enable them to exercise their ability to buy from you (9:23)

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Additional Resources:

The Legendary Closers Facebook Group

Unlock the Secrets to Closing Your Prospects

----

You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!

In this episode, I am going to talk about how to deal with a know-it-all prospect, how to defuse them or exit them out of the funnel, and how to gain their confidence in you. Everybody has that one person who knows more than you do even when they're coming to you to buy a product or service.

And I want to talk to you about how I handled that, because I didn't do really well and I don't know if it's about my personality or just who I am in sales as a closer, but I encountered this dilemma early on in my sales business, I saw this from some of the freshmen, and I still see this in sales people today or I wouldn't even be bringing this topic up.

This is one of the things I train on and we teach a lot of, and I think it's because it literally offends your personality type. Like, if you are the type of person who doesn't like to be told what to do or how to do it, which is probably most of us, having a know-it-all tell you how to run your business or how you should coach them.

It’s as if maybe they know more about what you're selling than you are or they think that they do. That can obviously offend you as a salesperson if you let it, if you don't understand exactly what's going on. I’m going to give you useful insights distilled from over 20 years of experience in sales, so stay tuned.

Key Takeaways:

• In the early days of selling, I baited some people into stupid arguments (2:27)
• You're not in competition with your client (7:29)
• It’s like we're putting them on the edge for them to “earn” the right to buy (8:48)
• Use their pride to get them out of their own way to buy from you (9:31)
• Add some commitment to them living up to what they're portraying to be (10:39)
• Help them exit into the sale, or help them get out of the sales process (11:51)

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Additional Resources:

The Legendary Closers Facebook Group

Unlock the Secrets to Closing Your Prospects

----

You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!

Why do I ask questions before I speak on stage or to my masterminds? How does that help me in sales? What if the audience does not engage in answering my questions? 

Community members at Legendary Closers have actually reached out and asked me why I ask so many questions before I hop on to the stage and speak. Why do I not just start with my content and get into the message that I'm there to present? I’m going to answer these loaded questions in this episode.

It plays right into how we close ourselves, how we conduct ourselves. And there is a really big lesson to be learned from gathering information when it comes down to your prospects. So let's dive right into it. Stay tuned. 

Key Takeaways:

• At least ask one question: “Hey everybody, am I in the right room today?” (4:22)
• Understanding the audience’s needs, their wants, and their abilities (6:16)
• Asking the questions that are going to enable us to help them better (7:39)
• They then know we're there "for them", not just to pitch our product (8:30)

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Additional Resources:

The Legendary Closers Facebook Group

Unlock the Secrets to Closing Your Prospects

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You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!