The Rules of Selling: 10 Rules To Earn 100K A Month In Sales As A Closer

Summary

Highlights

• Discover 10 sales rules that can elevate your commission earnings to over $100K a month! 💰
• Learn how a successful sales ecosystem functions much like an intricate ecosystem in nature. 🌿
• Explore why being indestructible both physically and mentally is a golden rule in sales. 🛡️
• Understand the importance of enjoying the process of selling to achieve higher success. 😎
• Dive into the significance of acting professionally in all sales scenarios. 🎩

Key Takeaways

• Embrace an ecosystem approach to sales, treating every component with equal importance. 🌳
• Your mentality and presence have a massive impact on the success of your sales. 🧠
• Selling is more than a means to an end—enjoying it can unlock greater success. 🎉
• A professional demeanor is vital; reacting emotionally can be detrimental. 🙅
• Clarity in leads and projecting the right frame are crucial for success. 🔍
• Consistency in applying basic sales fundamentals is often what makes or breaks a deal. 📞
• Understand your potential client's likelihood of success before closing the sale. 🤝

Overview

Chapters

• 00:00 - 01:30: Introduction and Importance of Rules in Selling The chapter titled 'Introduction and Importance of Rules in Selling' discusses the personal success story of a highly successful salesperson who managed to earn over $100,000 monthly in commissions by selling millions of dollars worth of services. The individual went on to train sales teams, including at a prominent gym, leading it to be sold for $46 million. The chapter introduces the concept of formulating 10 rules for successful selling, emphasizing that adherence to these rules can significantly influence the outcome of sales deals.
• 01:30 - 03:30: Constructing a Selling Ecosystem The chapter titled 'Constructing a Selling Ecosystem' emphasizes the importance of following certain rules to enhance your sales performance. The speaker highlights that adhering to these rules will not only increase your earnings but also simplify and make the selling process more enjoyable. The chapter underlines the necessity for salespeople to be attentive and willing to learn, as even a brief 15-minute engagement with the provided knowledge can significantly impact their success. There is a cautionary note that if one cannot dedicate this small amount of time to learn, their prospects for success in sales may be limited.
• 03:30 - 10:30: The First Five Rules: Before the Call The chapter introduces the concept of 'The First Five Rules: Before the Call' which is part of a broader set of ten rules crucial for successful sales. These rules encompass various dimensions including the identity and environment of a salesperson, as well as their actions on sales calls. Each rule is portrayed as equally important and unbreakable, each addressing different facets of the sales process. The text teases a further discussion of the final five rules in a subsequent video, suggesting a comprehensive approach to mastering sales techniques.
• 10:30 - 15:00: Rule #1: Be the Person Your Prospects Aspire to Be The chapter emphasizes the importance of becoming the person your prospects aspire to be in order to sell effectively. It introduces the concept of constructing a set of rules necessary for high-level sales, comparing this to an ecosystem, consisting of various elements like animals, climate, and soil. This metaphor suggests that understanding and integrating all these aspects can lead to successful sales.
• 15:00 - 20:00: Rule #2: Enjoy Selling The chapter titled 'Rule #2: Enjoy Selling' discusses the concept of an ecosystem, where every component contributes to the overall success. It highlights that within such systems, there are established rules and relationships, similar to a food chain. The narrative emphasizes the importance of understanding all the different elements involved before creating a set of rules, drawing a parallel to the selling process which also operates within a framework of guidelines and interactions.
• 20:00 - 25:00: Rule #3: Act Professionally at All Times This chapter discusses the importance of acting professionally at all times within a business ecosystem. It emphasizes creating rules for each component of the ecosystem to ensure they work together efficiently. By establishing a cohesive 'selling ecosystem,' success becomes inevitable. The chapter simplifies the concept of rules as mere ways of conducting operations within this structured environment.
• 25:00 - 30:00: Rule #4: Be Indestructible The chapter discusses the ten rules for selling, divided into two main categories: the first five rules relate to the preparation before a sales call begins, which includes everything that happens before you start speaking on a call or Zoom meeting. The second set of five rules focuses on the actual interaction during the sales process. The chapter highlights the importance of preparation and execution in successful selling, metaphorically suggesting the concept of being 'indestructible' in one's sales approach.
• 30:00 - 40:00: Rule #5: Put Your Life in Order The chapter discusses the metaphor of an ecosystem to describe the preparatory stages before a sales call. Different elements like animals, birds, snakes, trees, plants, soil, and climate represent various factors that need to be in place to ensure success. By aligning these elements properly, one is better prepared for the actual sales interaction.
• 40:00 - 41:00: The Second Five Rules: During the Call In this chapter, the focus is on understanding the selling ecosystem during a call. It emphasizes the importance of the salesperson’s perspective on selling, their emotions, their immediate selling environment, and their broader life environment as integral components that contribute to the selling process.
• 41:00 - 46:00: Rule #6: Every Prospect Has a Problem to Solve Rule #6: Every Prospect Has a Problem to Solve explores the structured process of selling introduced by the previous five rules. This chapter emphasizes the importance of understanding and addressing a prospect's problems as the key to successful sales interactions. It breaks down the sales process into stages, including generating leads, framing the conversation, and following a structured sales process to achieve desired outcomes. The chapter concludes with strategies for effectively closing the sale, reinforcing that each stage is essential to solving the prospect's problems and achieving successful sales outcomes.
• 46:00 - 55:00: Rule #7: Frame the Conversation Right The chapter titled 'Rule #7: Frame the Conversation Right' emphasizes the importance of adhering to specific rules before beginning the core sales process. The key takeaway is that breaking any of these sales rules can lead to lost sales opportunities. The narrative suggests that failure to follow these guidelines results in prospects keeping their money rather than proceeding with a purchase. The focus here is on identifying whether current practices might be causing lost sales and how proper framing can improve conversion rates.
• 55:00 - 64:00: Rule #8: Stick to Basic Fundamentals in Sales Process The chapter emphasizes the importance of adhering to basic fundamentals in the sales process. It suggests that salespeople who break these rules may lose sales opportunities to others who follow them. The reader is encouraged to introspect and identify any rules they might be breaking, using paper or digital notes to track these observations.
• 64:00 - 72:00: Rule #9: Gather Brass Tacks, Not Glass Words Chapter 9 titled 'Gather Brass Tacks, Not Glass Words' emphasizes becoming the person your prospects aspire to be. It introduces the idea that one's identity and actions can shape their reality, hinting at deeper concepts like quantum physics without delving into them too deeply. The chapter suggests focusing on tangible practices rather than abstract terms to improve sales, proposing that authenticity and self-awareness are key to influencing and connecting with prospects.
• 72:00 - 85:30: Rule #10: Sell to Those with a High Likelihood of Success The chapter emphasizes the importance of aligning personal growth with the expectations you have for your prospects. It suggests undertaking self-improvement in areas such as decisiveness and stepping out of comfort zones. The idea is that by embodying the traits you desire in your clients, you are more likely to attract those kinds of prospects. This approach increases the likelihood of successful interactions and sales, as the reflection of your own traits in your life and work attracts similar qualities in others.
• 85:30 - 90:00: Conclusion and Call to Action This chapter emphasizes the importance of embodying the traits and lifestyle that prospects aspire to achieve. As a salesperson, presenting yourself as someone who leads by example and lives congruently with the values you promote can significantly impact your success. Prospects can sense, consciously or unconsciously, whether you are a genuine leader with a cohesive and aligned lifestyle, which can influence their decision-making during sales interactions.

The Rules of Selling: 10 Rules To Earn 100K A Month In Sales As A Closer Transcription

• 00:00 - 00:30 I earned over $100,000 a month in commission as a salesperson selling 1.12 million do a month in cash collected I then trained the sales team at Alex homo's old gym launch which was sold for $46 million and a number of other sales teams doing multiple millions of dollars per month in cash collected and I have formulated 10 rules to sell that if followed win a deal and
• 00:30 - 01:00 if broken lose a deal and flush your commission check down the toilet these rules will help you make more money make selling easier for you make selling more enjoyable and help you understand what you need to work on as a salesperson but if you can't sit and listen for 15 minutes to all this knowledge that I am going to give you for free then I'm afraid you are not going to make it so
• 01:00 - 01:30 there is 10 rules to sales that span the length and breadth of who you are as a salesperson your environment as a salesperson and what you do on sales course and they are equally unbreakable as they each cover a different aspect of how to sell the final five rules in the second half of this video if you don't know them you can apply all the bits I'm going to
• 01:30 - 02:00 teach you at the beginning and you will still lose sales from breaking the other rules to sell at a high level you have to have the whole complete picture so the first thing I want to teach you about is how do you construct a set of rules well I want you to think of it like an ecosystem you could have a animal ecosystem you've got the trees you've got the animals you've got the climate you got the ground the soil what type of soil it is the nutrients in the
• 02:00 - 02:30 soil everything in the ecosystem is equally contributing to the success of the whole ecosystem and within those different pieces there is rules there is relationships that are founded on rules such as you have a food chain and the animal at the top eats the animal below and so on and so forth everything follows rules and when you create a set of rules you have to first know what are all the different pieces in the
• 02:30 - 03:00 ecosystem and then create a rule for each of those pieces so that they can all work together and you now have a ecosystem that is going to make success inevitable for you and so a rule to just keep it very simple is simply a way of doing things so we have our ecosystem we're going to have all the pieces of the ecosystem we're going to call it a selling ecosystem and then we're going to have a way of doing doing things for
• 03:00 - 03:30 each of those pieces so Within These 10 rules for selling the first five are before the call actually starts so everything up until the first word comes out of your mouth when you turn on the zoom call or you pick up the phone and call your lead the second five rules are everything that is now happening within the interaction So within our ecosystem we can draw a line down the middle and say we've got rules before the begins
• 03:30 - 04:00 and we've got rules once the call actually begins but all of those rules are going to make or break your success as a salesperson so the first five rules that are before the call actually starts if we think of our ecosystem you've got the animals you've got birds and snakes and then you've got trees and plants and you've got the soil and you've got the climate those are all our pieces so before the call actually starts if you think about it what are the core pieces
• 04:00 - 04:30 that are going to be a part of our selling ecosystem well there is you there is your perspective on selling as a industry as a profession there is your emotions how you actually show up there is your selling environment so where you sit down and take your calls and then there is your life environment which is the broader environment that you are in as the salesperson about to engage in
• 04:30 - 05:00 the activity of selling on the other five rules that are once the course starts we have leads we have our frame we have our process so how do we do sales we have the outcomes that come out of our process so what are we actually getting as far as outcomes within a sales call and then finally we have the Final Act of closing so those are the core pieces for once the sales callers begin and the previous five of the core
• 05:00 - 05:30 pieces for before the sales core begins so let's crack into the rules now as we go through these first rules I want you to ask yourself one question am I losing sales if you break any of these rules especially if you break more than one of them you are going to be losing a significant amount of sales which is money that instead of passing from the prospect's hands to your hands and your bank account is just staying in the prospect's hands they don't buy or they
• 05:30 - 06:00 actually give that money to another salesperson that didn't break these rules so as we're going through these rules ask yourself am I losing sales by breaking these rules and if you want to grab a sheet of paper or your iPhone you want to make notes I would open up the notes app on your phone or if you have paper to hand and start writing down which pieces from this ecosystem you are breaking the rules
• 06:00 - 06:30 because those are things that you're going to have to start working on if you're no longer willing to keep losing sales rule number one be the person your prospects are aspiring to be I'll say that again be the person your prospects are aspiring to be so what do we mean by this and why is it so important well who you are in life is going to create your reality we're not going to go too deep down the rabbit hole of quantum physics
• 06:30 - 07:00 but if you do a little bit of digging you will find that the experiences that we have in life are going to be a reflection of who we are and so if you want better prospects then you should be a better Prospect yourself when you buy things if you want prospects that are more decisive you should be a more decisive person in your life if you want people to get out of their fear and comfort zone and invest in themselves then you should be doing that in your own life so the first reason you want to
• 07:00 - 07:30 be the person your prospects are aspiring to be is so that you create a better reality for yourself as a sales person the second reason that that is so important is when you turn up to the sales call your prospect can feel they might feel it unconsciously they might feel it consciously what type of person you are they can feel are you a leader they can feel are you someone that has your life together they can feel you someone that is living your life congruently with the requests that
• 07:30 - 08:00 you're making them as a prospect to take action on things and to not let their fear run their decisions people can feel that now some people might not have the articulation or the emotional intelligence to be able to explain it to you and say hey you salesperson I don't believe in you I just think you're a fraud I think you're a fake I think you're a scam artist they probably won't say that very rarely and they often can't even comprehend it but they feel something you've ever been in a
• 08:00 - 08:30 situation you just have a gut feeling often that's right and so to make your entire selling ecosystem more prosperous and more profitable for you you need to start being the person that your prospects aspire to be when you turn up to a sales call and your prospect can see hear feel sense that you are a leader you are decisive you're an action taker you're someone that pursues relentlessly the goals that you have in your life they look at you and they
• 08:30 - 09:00 think I want to be like this person that is selling me so whatever they're selling me that is a step closer towards them I'm going to take that step because if I get closer to somebody or something that I think is what I'm looking to be what I'm aspiring to be like I'm moving in the right direction the reciprocal is also true vice versa if they vice versa if the prospect shows up to the sales Corp and thinks yeah this this person just seems like a loser this person
• 09:00 - 09:30 seems boring this person is fumbling over their words they're going to look at you and think I want to get away from this person I do not want to step into alignment with this person so remember your reality is going to be created by the person that you are and the prospects you get are going to be a reflection of who you are so if you want good prospects start making good decisions in your own life secondly secondly as you turn up to the call your
• 09:30 - 10:00 prospects are going to start having a first impression of who you are and they'll feel it whether comprehendable or inexplicable they will sense are you the type of person that they want to get closer to and align themselves with and take action on something that you're selling or are you the type of person that they want to run a mile from so that's rule number one rule number two enjoy selling this one is massive I see so many salespeople flushing Commission down the toilet because they turn up to
• 10:00 - 10:30 their day of selling and they don't want to be there they see selling as a means to an end they see selling as something that's disingenuous or it's inauthentic now it can be if you're selling in an inauthentic way and we'll get into the process later on in this conversation but selling as a profession is not good or bad what you do with it and how you think about it and how you feel about it and how you approach selling as a profession is going to determine the
• 10:30 - 11:00 experience that you have as a selling professional so if you want to make more money if you want to close more deals actually start looking at selling actually start looking at selling as something that you enjoy now you might be saying how do I do that well if you really do some self-reflection and you inquire within yourself what would be the best life you can live probably after the fast car and the watch and all
• 11:00 - 11:30 of The Superficial materialistic things probably what you want is to have an impact am I right after all the superficial things you want to have meaning in your life you want to have purpose you want your life to have meant something you want to know that when you leave this planet and go wherever you believe you go you've left a dent you've left a mark you are living on eternally you have the sorcerous stone that allows you to live on through the lives of the people that you've helped selling is
• 11:30 - 12:00 aside from business selling and business are the two best professions to have an impact and so you need to get yourself into a place where you see selling as something that you can enjoy because of what you're doing contributing to the world the other way and this is something I teach inside my unicorn Clos of Mastermind alongside my mentor who instilled this into me is if you view selling as a professional athlete views their sport you view the sport or in
• 12:00 - 12:30 this case the profession of selling as a vehicle for you to become the best version of yourself and when you see selling like that it is enjoyable even the bad days are enjoyable the challenges are enjoyable the difficulties are enjoyable the prospect that hangs up and frustrates you and you think oh I'm going to work on my frustration to be less reactive all of those things become something that you enjoy because they now have a higher meaning which is becoming the best
• 12:30 - 13:00 version of yourself and having an impact in the world so don't be like most sales people and lose deals not because you said the wrong thing or you had the wrong tonality or you had the wrong sales process just losing deals because the prospect can feel and you're projecting into your reality you don't want to be there you're actually turning up to the call and before the call begins you're thinking H selling that that job that I have that career that I have to do because I need to make more
• 13:00 - 13:30 money if that's how you view selling always just this this uh lesser evil than just sitting on the couch and being a couch potato you're never ever ever going to go very far so always decide if you want to make as much money as possible have an impact become the best version of yourself you have to go all in on enjoying the profession of selling and helping people in the process rule number three act in a professional profal way at all times oh boy the
• 13:30 - 14:00 amount of times that I see sales people lose a deal because they do not act professionally I'll give you some examples they get emotional they get reactive they get judgmental towards the prospect they start getting biased and they're trying to swing and sway the prospect to make a decision because they're biased you've probably heard before that one of the frames that you can use as a salesperson is the doctor frame a doctor is supposed to be
• 14:00 - 14:30 professional at all times their diagnosis and their prescription is not from an emotional state or a reactive state or a bias state or a judgmental state that you're a bad person because you've got overweight and then now you've got high cholesterol and you're at risk of a heart attack or you're a bad person because you've been smoking the cigarettes a doctor is supposed to do what's right but not judge you in the process and if you're being a difficult patient they're not supposed to get emotional they're not supposed to get re active I bet that if you audit the calls
• 14:30 - 15:00 the deals that you lost over the last 6 12 18 months more of those deals would have been lost because you were not showing up as a professional you were getting emotional getting reactive judging the prospect being biased and trying to sway the conversation so one of the core fundamental rules as a sales person is at all times act in a professional way all time no circumstance do you act like a child do
• 15:00 - 15:30 you act like a dictator do you act like someone's parent you act as an impartial professional that stays cool calm levelheaded and collected and just diagnoses the Prospect and then offers them the prescriptions that you recommend so always always always always always if you want to make a lot of money follow this rule act in a professional way at all times rule number four is if you've done a little
• 15:30 - 16:00 bit of personal development reading you may have come across a book called indestructible by Neil iron rule number four be indestructible both internally and externally so what does that mean well I'm sure you know what being distractable means you turn up to the call you know you need to be present with the prospect but you start thinking about something else thinking about Instagram or Facebook or your girlfriend or Whatsapp or your text messages or your phone or your Google Calendar or
• 16:00 - 16:30 something else that's in your mind you must follow the rule of when it's game time be in distractable so I have two recommendations for you when you turn up to the call do not have your mobile telephone in the same room not not on your desk not even in the same room I found as a full-time salesperson that when I put my phone in a different room after 5 or 10 minutes I would forget about my phone I would stop thinking those repetitive obsessive thoughts of
• 16:30 - 17:00 needing to go back on social media or emails or responding to slack messages or whatever um internal Communications channel that you use on your sales team put your phone in another room and then when you sit down to open up the zoom call or start the telephone call with your prospect you are now indestructible you have nothing else that you can focus on but the prospect as far as your external environment but I also said being indestructible
• 17:00 - 17:30 internally so internally you can be distracted by a number of other things it could be your to-do list it could be conversations that you need to have it could be slack messages in your Communications Channel but whatever there is that's in your mind not your physical world which is most probably your phone but in your internal world you have all of these thoughts all of these things that are unresolved my recommendation is just get a very simp simple notepad very very simple write
• 17:30 - 18:00 them down leave the notepad on the side of your desk now yes do not put the notepad in another room you're welcome to try it but I have tested out both of these if my phone is on my desk my mind is looking and thinking and feeling the phone right next to me and I want to play with it if I put the notepad in a different room the thoughts come back in my head and I'm thinking I need to remember that I need to remember the thing to do that I didn't do that I need to to do but if I keep the notepad next
• 18:00 - 18:30 to me and a pen on the notepad it feels like oh my unfinished business is just here I can I can keep an eye on it it's kind of like a a young child you you do not take the child and just put them somewhere else and you think I don't know what they're doing put your to-do list right next to you with a pen write down anything that needs doing before you start your day as a salesperson if you think of something in between calls write it down and deal with it after cuz when you're on the sales call if you are
• 18:30 - 19:00 distracted physically or mentally from anything other than being 100% present with the prospect you will not have the abilities that you normally have you will not have the resourceful state that allows you to think of the right question or say the right thing or tune into the Prospect and understand them and help them get clarity to make the best decision and that may be to close them also your prospect will feel that you're listening but you're not really listening you ever heard that saying the
• 19:00 - 19:30 lights are on but nobody's home prospects can feel that prospects can feel it just on an audio phone call but even more so on a video call and they can see you're looking at them but you're kind of like eyes are glazing over you're looking at them on the zoom call but your mind is where's the telephone your other side of your mind is oh the to-do list I have to do things I've got other stuff I need to do I'm trying to pretend I'm listening to the prospect but really my mind is in another reality so that rule be indestructible both
• 19:30 - 20:00 internally and externally rule number five this is about your life as a salesperson my mentor taught me from day one and one of the biggest reasons I think that I went from $0 to earning $100,000 a month in Commission in such a short period of time I did that in1 18 months with no previous sales experience was because I had a mentor and my Mentor taught me that there is no divide
• 20:00 - 20:30 between your sales your selling profession what you're doing on the phones and the other parts of your life there is not this easy ability to compartmentalize and keep things separate as a salesperson and so he taught me that my life must also start upgrading I must put my life in order and so the rule rule number five is put your life in order order if you have
• 20:30 - 21:00 issues with your parents with your family with your friends with your significant other if you have issues with unpaid bills and debts if you have issues with an untidy home or a workstation if you have issues with your relationship to God or Spirit or you're having an existential crisis or your hormones are out of whack or you're not physically exercising or you don't have goals or you don't have a uh or you don't have a routine any of these things are going to have a
• 21:00 - 21:30 positive or A negative effect on your life as a salesperson even though they don't directly have anything to do with sales but there is no line of oh that's nothing to do with selling and that is everything to do with selling as a salesperson everything matters and that is why inside the Unicorn closer Mastermind that I run alongside my mentor we do an equal amount of development of who you are as a person
• 21:30 - 22:00 as we do developing what you do as a salesperson tactically and energetically on the sales core understanding the prospects it is equally weighted the things in your life that are not directly related to sales and the things in your life that are obviously selling related so you have to start putting your life in order you will know watching this video watching me you will know ah there is one thing that I've kind of let go Ary in my life could be
• 22:00 - 22:30 your relationship with your significant other could be that you haven't been staying in shape whatever it is don't leave it any longer don't be that person that puts off to tomorrow what you should be doing today cuz that tomorrow becomes next week and next month and next year and it often never ever ever happens and even if it does happen in 6 months time I guarantee you that every single day between now and when you actually take action on solving that part of your life life you are losing
• 22:30 - 23:00 money that you could be making because all of these other areas in our life as a salesperson have a direct impact on how well we do in sales I also learned this from Jordan petson who has a talk where he's talking about his life as a clinical psychologist and somebody comes into his practice and asks him well where does the line end between me and what is not me and Jordan peton says well anything that's in your experience
• 23:00 - 23:30 in your reality is an extension of you so when you look at the pile of laundry in your house that is not taken care of you think well that's the pile of laundry and this is me me as the salesperson no that is you you are that messy pile of laundry you are that person that hasn't resolved your marriage issues or your relationship issues you are that person that hasn't got your body into good shape and is unhealthy and is overweight and is doing
• 23:30 - 24:00 the wrong things as far as your daily habits all of those things are who you are and so your external environment within your life as a salesperson put your life in order that is rule number five all right we're now into the second half of the 10 rules so these are the five rules that are once the call has actually started so the first rule just
• 24:00 - 24:30 as the course starts is your leads what rule can we have for our leads we can't control the leads that's the marketing's job correct we cannot force more leads into our pipeline we cannot change the quality of the leads that is for marketing but what we can change is how we perceive the leads I'm sure you've been a salesperson I know I'm guilty of it where at some point in your selling career you blame the leads now we're not going to get into the cheesy cliche conversation of me saying ah it's not
• 24:30 - 25:00 the leads all I can say right now is if you have one rule for your leads this is the Golden Rule every Prospect who turns up to a sales call has a problem they want to solve now now the specifics are turning up to a sales call so if you're doing outbound dialing if they stay on the phone with you that means they've got a problem to solve or they're just the one in a million person that does doesn't know how to say hey I need to go
• 25:00 - 25:30 or just press the hangup button even if they feel uncomfortable doing that if somebody is talking to you especially if they've turned up to a booked call they have a problem and they want to solve it people don't just waste their time as humans we conserve our energy we conserve our time as well we're not going to book in a 1hour call turn up to the 1our call if we don't have a problem we want to actually solve now sure some people are more committed from the get-go some people are more determined
• 25:30 - 26:00 some people need more help on the sales score some people need less but whatever happens do not be a salesperson that gets into the mindset with your leads of these are bad leads this person didn't have a problem this person wasn't qualified now I understand as a salesperson myself at the end of the call you might find out they they just can't do it they can't access Credit they can't get financing they can't borrow the money there's just no way they can do it but don't come into the sales call starting the sales call with
• 26:00 - 26:30 the mindset that some leads are bad leads and some leads are good leads as a rule that is going to help you make more money have the rule that every Prospect who turns up to a sales call has a problem they want to solve and watch what happens you'll start getting better leads you'll start probably getting more leads that turn up you'll start getting better leads you'll start getting more leads that turn up you'll find that the conversation become more natural they become easier why is that well as I was
• 26:30 - 27:00 saying before if you study a little bit of quantum physics you realize all the secret and the Law of Attraction and all of that you find very quickly that our reality is a reflection of our beliefs we are actually projecting our reality into existence so if you believe the reality that every prospect that turns up to a CO has a problem that they want to solve you now create an easier conversation CU you're coming into that conversation to help and to serve as
• 27:00 - 27:30 opposed to coming into that conversation combative reactive frustrated annoyed feel like you're wasting your time with these prospects that aren't qualified always follow the rule when it comes to your leads of believing that every Prospect who turns up to a call has a problem they want to solve next we have your frame so this is rule number seven what do we mean by frame frame is very simply the lens at which we're looking at things and so we can look at something as good we can look at
• 27:30 - 28:00 something as bad we can look at something as important we can look at something else as unimportant our meanings and our values how we rank things the hierarchy that we see things as far as meaning and value and perspective is the frame and so when we're talking about a sales call your frame is going to determine what actions behaviors you take if you have a bad frame you will take the wrong actions I'll give you an example if you have the frame that you're there to force the
• 28:00 - 28:30 prospect to make a decision or even to get a close on every Prospect you will start doing the wrong things what you do want to do is have the right frame that allows you to instinctively do the right things so what are the two most common wrong frames that sales people get into and then that will help you understand the rule the wrong frame is there two dictatorial dictator and they just try and Bash the prospect over the head to make a decision you're loser if you don't do this you're weak you're you're
• 28:30 - 29:00 a bad person you're letting your children down blah blah blah blah blah and they're just trying to attack the prospect to make a decision but on the other side I have seen more salespeople lose deals because they're too soft the prospect is scared or worried about things and they're stuck in their own head overthinking and they end up being indecisive and most salespeople they actually lose deals because they they're too soft and so how do you take both of
• 29:00 - 29:30 these extremes and not have a frame that's too extreme in either direction but one that can swing to both ends of the spectrum as and when needed how you do that is you create a frame by using a rule that is attached to the right thing not the wrong thing so the wrong thing is being attached to your ego I want to beat the salesperson so that I feel good that I won the sale or attach to the attached to the money attached to
• 29:30 - 30:00 getting the deal if you're attached to any of that even if you are being too soft or even if you are being too harsh even if you're being too soft or even if you're being too direct your frame is going to make everything feel with a icky taste in the prospect's mouth what you need to do is have this Frame be very attached to what is right but be very unattached to what happens I'll say it again be very attached to what is right but be very unattached to what
• 30:00 - 30:30 happens and so what that means is if I'm on a sales cor and I know the right thing for this person to do is to take action because if not the lack of leads in their business which is causing them to be in a financial tough spot is causing their children to be potentially taken out of private school and put into public school which is going to give them a worse education as an example if I'm very attached to what's right I'm going to push hard on the prospect but because my frame is like the doctor I'm
• 30:30 - 31:00 doing this because it's what's right not cuz I need the sale or I want the sale or I want to beat you Mr Prospect but just because it's what's right I'm going to have the grit and the drive and the determination and the commitment and the certainty and the conviction to push at the prospect this is what you need to do if you want to help your children this is what you have to do and you're going to push and push and push but the Fe in to the prospect is not going to be
• 31:00 - 31:30 negative or salesy or icky or make them feel like you just want something from them it actually is going to feel to the prospect that you want to give something to them you want them to borrow your conviction you want them to borrow your certainty and so how you do that is you must have a rule for your frame I could have just said don't be attached to the outcome don't be attached to the sale well that is true but then what are you attached to you have to be attached to what's right because remember most
• 31:30 - 32:00 salespeople lose the sale in regards to their frame CU they're too soft they're not attached to anything they've heard the old phrase of be detached be unattached to the sale or to the clothes or to your commission don't have commission breath that's very true but if you're not attached to anything when the going gets tough and there's a bit of friction and the prospects struggling to make the right decision you don't have any strength behind you it's just like and you as the salesperson just fall
• 32:00 - 32:30 down there's a moment of resistance from the from the pro there's a moment of resistance from the Prospect and you don't have any fuel inside of you to push back but that fuel has to be healthy fuel not bad fuel it's like eating you can get your fuel from sugar unhealthy sugar unnatural sugar refined sugars or you can get your fuel from healthy food it's fuel either way but it's going to make things feel very different in how your Body Works or how the sales call is working as far as what
• 32:30 - 33:00 type of fuel it's running on the conversation is running on the fuel of the frame so the frame to have is to be very attached very attached to what's right so that you can push but be very unattached to what happens rule number eight is your process we're not going to get into whether you should do objection handling as your core training for your process whether you should use a script whether you shouldn't use a script I have another video that's on script scriptless selling if that is something that you're interested in you can click
• 33:00 - 33:30 the other video and I'll take you through all of the details on what is selling without a script what are the advantages of doing that and then how you actually start selling with a script but this is not that video this is just simply saying in regards to how I run a process in the sales call not do I bring my script with me or do I throw the script in the bin and just have a natural conversation what am I doing on the sales cor there is one thing thing that you must do on the sales cor do you
• 33:30 - 34:00 know what it is the basics the basic fundamentals you need to know the problem you need to know the impact of the problem you need to know the person's beliefs and their mental models and their mind viruses and preh handle all of that you do not need to do some Advanced NLP or some reframing or some complicated analogy or memorized word track or some upside down hand stand that now the prospect thinks oh my God this person's really cool and I've
• 34:00 - 34:30 had this great Rapport or anything Advanced you do not need to do anything Advanced but what I find all the time with salespeople and I saw this with gym launch I see this with sales teams that were doing multiple millions of dollars a month but they ended up being able to do a lot more than that and salese that come to me and want training before this gets handled they have replaced the basics for all of these Advanced tactics
• 34:30 - 35:00 and the advanced tactics can sometimes work as a cherry on top of the cake but they will not work at the level that they should if you're missing the basics you must stick to the basics and I know that sounds so obvious but you as a salesperson if you are honest with yourself you are not sticking to the basics on every call you are missing clarifying the problem you're missing having an authentic conversation you're missing being full present you're missing probing on different words or
• 35:00 - 35:30 phrases that the prospect says you're missing some of these Basics and so the rule is consistently apply the basic fundamentals don't worry about Advanced tactics I'll say it again consistently apply the basic fundamentals don't worry about Advanced tactics if you replace your basics for advanced tactics you are not close in at the level that you could you are not making the money that you
• 35:30 - 36:00 could now I've mentioned my Mastermind a few times it's important that you know that as someone that's trained sales people in some of the largest sales organizations in the high ticket space top sales teams that you'll have heard of I see that a lot of salespeople never got taught the basic fundamentals correctly because when they come to me or I do training one-on-one with sales teams private client and I review their
• 36:00 - 36:30 calls I ask them why did you not do this something that's a basic fundamental and they look at me with a blank face like oh I I didn't think about that or I don't know how to do that is sometimes the answer if you feel like you didn't actually master the basics cuz just being okay at the basics is not good enough you need to have mastered the basics and consistently stay at a very high level of Competency over the basics
• 36:30 - 37:00 and if you think that you may not understand what those Basics are and you don't want to lose deals by not doing the basics I recommend that you check out my unicorn closer Mastermind there'll be a link above below you can go to the website and you can read the information there on what we teach inside the Mastermind because I have trained so many salese that have blown my mind that didn't know the basics they didn't know what they were they didn't
• 37:00 - 37:30 know how to implement them on a call they weren't executing them consistently and I was very fortunate that when I invested in a mentor the very first day I got into sales he taught me the right Basics and he is now the mentor to my mentees my students we both co-mentor all of the students inside of the Unicorn closer Mastermind that we run together and so if you're unsure if you've got those basics down or you
• 37:30 - 38:00 think that you've missed some or you haven't been taught them then I highly recommend that you check out the Mastermind because this rule is make or break if you do not hit the basics on every single call you will not close the deal doesn't matter how incredible your word track was or your reframe or your analogy or some Wizardry Advanced tactic that you did if you miss the basics you are flushing your commission down the toilet all right rule number nine this
• 38:00 - 38:30 is a rule for the outcomes on the course so you know as a salesperson the outcomes that you're getting is the information out of the prospect you're asking them questions you're having a conversation you need to get answers you need to get data what data are you getting salespeople make the mistake of gathering a lot of vague foggy or irrelevant information what you need to gather is relevant specific actual tangible information so my mentor taught me this as gather brass Tacs if you
• 38:30 - 39:00 don't know what a brass Tac is it's the little Tac that you use to pin something in a in a a soft board wall and they're brass they're physical it's a tangible physical thing that you could hold in your hands and you could collect them and they've got weight what a lot of prospects do is if you looked at the transcript for their call they've got this essay from the prospect all the answers to the questions but when you read it you're like what did they actually mean by that for example they
• 39:00 - 39:30 said I don't like my job or I hate my job and the closer says okay how long have you hated your job for well when you actually look back at that what what exactly tangibly do they not like about their job what it should have said as an example is I hate having to do six hours a day of photocopying paperwork because it feels monotonous like my life's not moving forward blah blah blah now that is real information and so when you're
• 39:30 - 40:00 asking your questions on a sales call ask yourself am I just Gathering vague information that doesn't have any meaning and how I describe that is glass words glass is transparent it's seethrough and that is how those words are they're just words but I'm just looking right through the words on the transcript because they don't actually create an image in my head of what does that actually mean so when a prospect says I hate my job what is the image that you get in your head it could be a
• 40:00 - 40:30 number of images cuz what you might think when someone says I hate my job you could have an image of a guy sat on the floor with his head in his hands crying in the bathroom at his office I could have an image of a guy that's just kind of bored twiddling his thumbs it's not that bad so the images that we create the understanding that we create is based on are you Gathering glass words or are you Gathering brass TXS and so this rule is gather brass TXS not
• 40:30 - 41:00 glass words in your Discovery and you can check this by looking at your transcripts you can go back through a core review have a look at the transcript and look back through it and say and you should highlight it you can highlight it red orange yellow for bad or green or blue for good you can highlight where have I just gathered a bunch of information that doesn't tangibly mean anything do not gather glass words you can have a 40 minute Discovery and find that you don't have a single Brass Tack you haven't got any
• 41:00 - 41:30 numbers any data any specifics any realities any examples of what the prospect is going through and the reason that people buy is because they relive the experiences in full Technicolor very detailed very accurate very relevant very specific in their mind and they feel the emotions while they're living those experiences as they're telling you and think I don't want to live this anymore but if they're able to describe
• 41:30 - 42:00 their situation using glass words they don't go back to that situation they're able to be detached from the situation and if they're detached they don't feel the depth of the guilt and the shame and the depression and the anxiety and the frustration of living the negative experience that they turned up to the call to actually resolve so not only are you losing money if you gather glass words instead of brass taxs but you're
• 42:00 - 42:30 also not serving the prospect they need to viscerally re-experience what they're going through or describing the end goal the the reality that they want to create if you're thinking what about sales that are not as heavily based on pain or problem then you need to very detailed and specifically and intricately describe the Future Vision not just someone says oh I want to have a successful business and I want to leave a legacy and I want to have a big impact in the world and you look at the transcript and you think big business
• 42:30 - 43:00 impact Legacy oh that's great I've got all the information no I don't know what a legacy means or big business or impact what does that actually mean how would you describe an impact for example Gathering brass tax impact could be I've opened three schools in deprived areas of Africa and we have 3,000 students that we've been able to put through education I can visit those schools we're teaching them this this and this this is the size of the school this is where it's going to be etc etc now that
• 43:00 - 43:30 is brass tax that is real tangible things so in your Discovery only gather brass TXS do not gather glass words all right we're at rule number 10 the rule of all rules closing that's what it's all about that's when you help the prospect that's when you get paid so what is the rule for closing well I'm sure you have tried to close people that you shouldn't be closing I'm sure also you've closed people and then they've
• 43:30 - 44:00 refunded or they've got buyers remorse and they've quit I'm sure also that sometimes you've wanted to close someone but you just haven't been able to figure out how to close them why is that well you're not following the right rules when it comes to closing so what is the rule and then I'm going to explain it the rule is only sell people who have a high likelihood of success now success in what whatever it is they're trying to solve by enrolling in your program
• 44:00 - 44:30 product or service what determines if they have success well it's the way they go into that engagement are they going in with Clarity are they going in with enthusiasm are they going in with commitment are they going in with a vision something that means something to them that's going to pull them forward are they going in with confidence that they can make it happen with the support that you're going to give them in the program or the service if they don't have those things cuz they have limiting beliefs or mind viruses or
• 44:30 - 45:00 logistical constraints they've got too many other things going on if you bring that person into the program and somehow they actually enrolled they're not going to do well and that is a disservice to you that is a disservice because they'll probably refund and you should have a conscience it is a disservice to the prospect because they'll really struggle or they'll fail and now they've lost the money as well for the investment and it is a disservice to your your business owner the offer owner because they're going to be a nightmare client they
• 45:00 - 45:30 might leave a bad review they might quit they might want a refund etc etc so you need to only sell people who have a high likelihood of success which means through the discovery conversation you're not just Gathering data on what is their current situation that they want to move away from and what is the desired situation they want to move towards you also are gathering data on what is the likelihood that they make that shift so you need to understand
• 45:30 - 46:00 their mental models their life right now if they got a supportive partner or an unsupportive partner if they got a lifestyle that means they've got the hours to do it every single thing that crops up in the discovery that you think H that's a red flag I I I don't think that's going to help this person be successful you have to address it headon this is also why the way I teach closers prevents you getting into objection battles you don't have to do 20 minutes of objection handling cuz when you run a proper scriptless Discovery and you're
• 46:00 - 46:30 really concentrating and you're following these rules you're so present and you're so unattached to the outcome but very attached to what's right that you actually uncover all of the truth what's really going on and if I find on a sales call there are things that are not aligned for this person to have success I have two options I tell them and they say you know what yeah I'm not going to have success if I don't fix my certainty or commitment or this limiting belief that's going to make it
• 46:30 - 47:00 impossible for me to do something I'll give you an example we were doing our weekly live training inside the Unicorn Clos of Mastermind and we were doing an example of a fitness role play so selling somebody to get into better shape and the prospect was saying I don't like healthy food I don't like them I don't like healthy food and if you're selling Fitness one of the things you're going to have to do is stop eating junk food and start eating healthy food so what did we do to keep it short we basically had a conversation
• 47:00 - 47:30 with the prospect about well are you willing to eat healthy food to get the body you want or is that not something you're willing to do and through the conversation we had to get the prospect aligned that even though they don't like doing that they're willing to do it consistently and promise themselves and us that they will stick to it so that they can get the goal that they want if IID have moved forward to enroll that person knowing that they don't want to eat healthy food but I'd manipulated them in
• 47:30 - 48:00 some way to enroll or even if the prospect had said you know what I don't want to eat healthy but I I want to get in shape here's the money I want to do the program you would have to say hold on I'm not willing to enroll you right now because right now you have a very limited likelihood of success and here's why anybody that comes into this program to get the body they want understands that they need to eat healthy as one of the core components of the process to become in good shape healthy and get the body of your dreams that is something
• 48:00 - 48:30 that you are currently not aligned with because you don't you say you don't like the food and it doesn't seem like you have been eating healthy or you're willing to eat healthy because you don't like it and so at the moment as far as bringing you into the program and you getting results we don't have alignment so that's how you would do that and all this is based around the rule that you only people who have a high likelihood of success and there's going to be only
• 48:30 - 49:00 three camps people that no matter what you do they still don't step into a place psychologically spiritually emotionally physically where they're actually going to be likely to have success you try your best and you have to just say hey I'm I'm sorry but we don't have alignment for these reasons and therefore it there's nowhere further to go in this call it doesn't happen very often if you know what you're doing but it happens sometimes the second Camp
• 49:00 - 49:30 is the people that are not aligned and by going through realigning them with things by discussing openly and honestly and upfront where the misalignments are and putting the mirror back on the Prospect and saying how do you feel you're going to hit these goals if your fitness goals if you don't eat healthily they said well I'm not do you want to change that knowing that to do that you're going to have to eat these Foods consistently and it's it's not just a thing you do now you're going to have to continue eating those foods to maintain
• 49:30 - 50:00 the body now through all of those conversations the prospect in the second Camp chooses not forced not manipulated not blackmailed not heavy-handed sales objection handling they choose by you holding the mirror up and inviting them to a new way of Behaving you know what I want this and I'm going to be aligned with what's going to make it likely for me to have success that is the second camp the third Camp you just go through your normal Discovery process and they
• 50:00 - 50:30 answer all of your questions on the data and you're thinking okay I've got the data and they're aligned to having success the way they're showing up as a person their beliefs their behaviors their energy their Vibe even I feel that they're going to have a high likelihood of success and you have those three camps but you never ever ever try and sell someone that is not in one of the other two camps if they're in the first camp at any any point or if they're still in that camp by the end of the
• 50:30 - 51:00 conversation you don't sell them and what's really cool is that when you do the right thing which is I'm going to sell people only when they're aligned to have a high likelihood of success by having the conversation through that lens of that's when I'm going to close people feel that you're genuine they feel that you're authentic they feel like you wanted to ensure that they're going to be successful before taking their money and that is something that is communicated not just verbally not
• 51:00 - 51:30 with your tonality but through the ether through your energy through your aura that you're a good person that's trying to do what's right and ensure not only do you enroll the person and you take the money and you get a commission but that they're going to have a high likelihood of success so that is the 10 rules and the final rule there for closing is only enroll people that have a high likelihood of success and so in conclusion you want to go through these rules and you want to rank yourself 0 to 10 10 being I follow that rule perfectly
• 51:30 - 52:00 at all times anything that is less than a nine a nine or a 10 needs serious work immediately if you want to make more money and you want to help more people and you want to close more deals and you want closing to become easier for you more enjoyable more natural if you want to progress as a salesperson and you are breaking any of these rules more than once you need to fix them if that is something that you want help with doing
• 52:00 - 52:30 I can help you if it's something you want to do on your own you're welcome to do whatever you want to do to figure it out on your own but those are the 10 rules that you need to sell those are the rules that I followed to go from $0 to earning $100,000 per month in commission and doing that within 18 months I learned these rules by investing in a mentor and now my mentor alongside me we train these rules into closers so that they can live by these rules follow these
• 52:30 - 53:00 Commandments consistently and then have the life that they want by closing more people and earning more money so I'll see you in the next video