0:00

so in this video I'll be showing the top

0:02

five lead scraping tools that I use each

0:05

one of them serves its own unique

0:07

purpose and they're all amazing tools I

0:09

guarantee that everyone who watches this

0:11

video will learn about two to three

0:13

tools that they've never heard of

0:14

they'll change the way that they scrape

0:17

leads forever so starting off the video

Tool #1

0:19

with some value I put my absolute

0:21

favorite lead scraping tool at the top

0:24

of the list and that is find email so

0:27

essentially what fine email is is it's

0:30

an aid to sales Navigator and Apollo and

0:33

you can use the extension to scrape

0:35

leads from sales Navigator or Apollo

0:37

automatically not only does it scrape

0:39

the leads from these platforms but

0:41

actually well it's scraping them puts

0:43

them through the verification process so

0:45

by the time it's finished scraping all

0:48

the leads have already been verified you

0:50

only pay for the leads that are verified

0:52

from the list and it automatically sends

0:55

it to instantly so it's super you know

0:58

efficient and to show you an example of

1:01

what it looks like is you know if I'm

1:02

using sales navigator to basically build

1:05

a you know list of potential prospects

1:08

to reach out to whether it be cold email

1:10

you know for cold email for example what

1:12

I would do is once I have my list I

1:15

would install the find email extension

1:16

and I would click export to CSV one of

1:19

the downsides is you can only do about

1:21

2500 per day so you know in this search

1:24

there's about 1500 people for this

1:26

example so I would type in 1500 I would

1:29

choose the list that I wanted to send to

1:31

I would click export CSV and right now

1:33

it's going to go through this list of

1:35

1500 people not only is it scraping

1:37

their information but as it's scraping

1:40

their information it puts those emails

1:42

from these leads

1:44

through the verification process and

1:47

it's only going to charge me for the

1:49

leads that are verified so you can see

1:51

it spits them out back right here and it

1:53

only charges you for the leads that are

1:55

verified and then again it integrates

1:57

with instantly so you can set it up so

1:59

as soon as the lead gets verified it

2:01

just automatically uploads it into your

2:03

Campaign which is pretty crazy and

2:05

another big you know feature with find

2:07

email is just this feature alone you can

2:09

get incredibly high quality leads from

2:12

sales Navigator the fact that it auto

2:14

verifies them and sends them instantly

2:16

is absolutely insane you know I use this

2:18

software for a lot of the campaigns that

2:20

I've run and I've gotten some really

2:21

high quality leads using this as a

2:23

scraping method not only is it hyper

2:26

efficient but you get really high

2:27

quality leads from sales Navigator but

2:30

if you use Apollo you can use find email

2:33

with Apollo so if you've used Apollo you

2:35

know that it's very annoying you can

2:37

only select 25 leads at a time you have

2:39

to manually Page by page 25 by 25 save

2:43

leads to your list and you have to do

2:45

this all the way up to 10 000 it takes a

2:47

couple hours right and if you've done

2:48

this before you'll know it's a very

2:50

tedious process but again you can use

2:53

the find email Chrome extension paired

2:56

with Apollo and so you can see we have

2:58

you know once we've put in our Apollo

3:00

search we have the export to CSV option

3:03

right here just go ahead and click that

3:05

and again you can only do 2500 at a time

3:08

or I guess Apollo might flag your

3:10

account and what I mean at a time I mean

3:12

per day so that's the only downside but

3:14

again you know I'd rather have a you

3:16

know higher quality leads than have the

3:19

fastest lead scraping method I will show

3:21

you some faster methods in this video

3:22

but you know that being said that is the

3:25

only small downside to find email which

3:27

I really don't mind and you don't have

3:30

to use your Apollo credits so you can

3:31

essentially just use Apollo as a lead

3:34

source and find email will enrich that

3:36

lead source for you not only go Page by

3:39

Page and scrape all the leads but again

3:41

verify them for you so I could choose

3:43

the list that I wanted to verify I2 and

3:45

if I click this it will use my Apollo

3:47

credits but if I if I do click this I

3:50

said do not use Apollo emails it will

3:52

use my find email credits instead so you

3:55

know depending uh you might want to save

3:57

your Apollo credits for something else

3:58

you know you can do that if you want you

4:00

can essentially use Apollo as a lead

4:02

source for finding mail to pull from or

4:04

if you uncheck this it will just go Page

4:06

by Page and use your actual Apollo

4:08

credits but it will still verify them

4:11

for you if that makes sense so you know

4:13

for this example let's say we do this we

4:15

click export again it's going to do the

4:16

same thing that it did with sales

4:18

Navigator and it's going through this

4:19

list and it's automatically verifying

4:21

all these leads and then it would

4:23

essentially send them into fine email

4:24

where we can go to contacts you know we

4:26

can choose the list that we want and

4:28

then we can essentially just export them

4:30

or you know we can do push contacts too

4:33

and then we can just send them straight

4:34

to instantly which again is pretty cool

4:37

and if you're wondering about the price

4:38

they have really good prices they

4:41

essentially cause you know this is like

4:42

the plan that you're going to want to go

4:44

with plan that I have it's starter it's

4:46

a hundred dollars a month for five

4:48

thousand emails and 5 000 email

4:50

verification so

4:52

you're essentially just paying a hundred

4:54

dollars a month for 5 000 verified

4:55

emails which again is an amazing price

4:58

so if you were to use Apollo you might

5:00

be thinking well with Apollo I get you

5:02

know 10 000 emails for 100 bucks a month

5:04

yeah but once you verify those Apollo

5:06

emails you're really left with about 5

5:08

000 anyways so you know you end up

5:10

getting really the same bang for your

5:12

buck

5:13

um except you know you can use this on

5:15

sales Navigator you can just have it you

5:17

know it's automated running in the

5:18

background and it's automatically

5:20

verifying those leads for you as well

5:22

and you can have them all pushed to

5:25

instantly with one click of a button

5:26

without having to export it to a CSV so

5:29

it saves you a ton of time it's a super

5:31

cool tool they also have a 250 a month

5:33

option which is basically 15 000

5:35

verified emails you know if you're

5:37

really scaling up your cold email

5:38

campaigns this is going to be the option

5:40

you want to go with as well as your

5:41

credits roll over which is a very small

5:43

feature but I really like it because

5:45

other platforms you know like Apollo

5:47

your credits don't roll over and you

5:49

know you essentially have to use those

5:50

ten thousand credits every single month

5:52

or else they're gone where with this you

5:54

know you're not forced to scrape leads

5:56

every single month or use all your

5:58

credits every single month and they'll

5:59

just kind of Stack uh to the point where

6:01

you know they just roll over each month

6:03

so right now I have like 12 000 credits

6:05

which is super nice you know it just

6:06

carries over each month so that's lead

6:09

scraping tool number one I highly

6:11

recommend using it even if you're just

6:12

using Apollo this just using this in

6:15

hand with Apollo is going to save you a

6:17

ton of time when it comes to you know

6:19

scraping the list as well as verifying

6:21

your emails and you know if your target

6:23

market is on sales Navigator this is

6:25

going to be you know one of the best

6:27

tools for scraping their emails from

6:29

sales Navigator and again it auto

6:31

verifies it for you only charges you for

6:33

the verified lead so this you know in my

6:35

opinion this lead scraping tool if your

6:38

leads are on sales Navigator or Apollo

6:40

you need this tool in Your Arsenal okay

6:43

so that's tool number one and for number

Tool #2

6:45

two we have another one that I don't

6:47

hear Too Many people talking about and

6:49

it's out scraper and what out scraper is

6:52

is it's mainly a Google map scraper so

6:55

this is going to be really good for you

6:56

if you're in you know the med spawn

6:58

Niche car detailing chiropractor Home

7:01

Improvement any of these local business

7:03

agency niches where your prospects are

7:05

on Google Maps this is going to be a

7:07

great tool and to let you in on a little

7:09

secret everyone on Fiverr who is selling

7:12

lead list they're using this tool pretty

7:15

much ninety percent of them when I was

7:16

searching up videos about uh out scraper

7:19

there's all these YouTube videos like

7:21

top side hustle is making a listing on

7:24

Fiverr and then using out scraper to

7:26

scrape the leads when people request it

7:28

okay so you're just going straight to

7:30

the source in terms of you know scraping

7:32

Google Maps also as a bonus there's a

7:34

ton of other platforms on here you can

7:36

scrape from you can scrape from Facebook

7:37

you can even scrape from only fans you

7:40

can scrape from YouTube there's a ton of

7:41

other things you can do but for the

7:43

purpose of this video I'm just talking

7:44

about their Google Maps scraper so you

7:46

know say for example we want to search

7:47

up medical spas I've already typed it in

7:49

here

7:50

um so right here you know you can show

7:52

shows you all the different types of

7:53

businesses you know medical lawyer

7:55

medical office we'll click on medical

7:57

spa and then again you know we can click

7:59

United States right here it shows us all

8:01

the different states say we wanted to

8:03

uncheck some and then even if you click

8:05

this it will show you all the cities in

8:07

that state so you know you can Target

8:08

very specific location based you can

8:11

also use a zip code if you press this

8:13

and you know you can use a very specific

8:15

zip code to Target and then what I do is

8:18

I just click this I go to emails and

8:20

contact scraper you know depending on

8:23

how much you scrape it will cost you

8:24

around

8:25

0.002 cents per domain that it scrapes

8:28

which is a really really really good

8:30

price and I'm going to show you guys how

8:31

to get 20 lifetime credit for this

8:34

platform in a second which equals out to

8:36

about 5 000 leads for the rest of your

8:39

life every month so I'll show you that

8:41

later but

8:43

um and then all you would do is you

8:44

would click I like to do ignore without

8:46

emails if you're scraping this for a

8:48

cold email campaign and you only want to

8:50

pay for uh businesses who have emails

8:52

you click that but if you're doing like

8:54

cold SMS or cold calling you can un

8:57

select this if you only want numbers

8:59

normally I use this tool for cold emails

9:01

so I select that and then this is where

9:03

you choose the amount of results you

9:05

want to scrape so you know right here I

9:06

just put 5000 basically just click get

9:09

data and what it's going to do is it's

9:11

going to say okay this search would take

9:13

about four to eight hours and for five

9:15

thousand leads all including their

9:17

emails it will cost about twenty dollars

9:19

so this is really good

9:21

um this is this seriously if you're

9:22

running local business cold email

9:24

campaigns you need this tool and what it

9:27

will do too is it'll show you you know

9:29

the first like five or six examples of

9:31

these businesses so what I could do is I

9:33

could click on this say hey I just want

9:35

to make sure that this is really the

9:36

prospect that I'm trying to Target so I

9:38

check this okay cool you know this is

9:40

the business that I'm trying to Target I

9:42

could go back and I can could click

9:43

confirm and it'll basically just run in

9:45

the background for about four to eight

9:46

hours and then I'll have 5 000 emails at

9:48

my disposal and then once it's finished

9:51

scraping it basically shows up in this

9:53

task page right here and you can

9:54

essentially just download it right here

9:56

so it's a really good tool

9:58

um if you want to get it for life you

10:01

just go it's on appsuma right now for

10:03

those of you know what opsumo is you

10:05

basically just pay a one-time fee they

10:07

give you a license that you know you get

10:09

for the rest of your life so if you just

10:10

pay a hundred dollars one time you

10:13

basically get a 5 000 lead credits from

10:16

out scraper for the rest of your life so

10:18

that's what I did and what it does is it

10:20

just loads twenty dollar credit into

10:22

your account each month uh which equates

10:25

to about 5 000 leads so it's really nice

10:27

you know you just pay that hundred

10:28

dollars one time and you can scrape 5

10:30

000 leads from out scraper for the rest

10:32

of your life and because of that I think

10:34

everyone should just buy it if you know

10:36

you if if you're in the local business

10:37

Niche if you're not there's not too much

10:39

need for it but you know if you're in

10:41

even if you're in short form content you

10:43

can use the YouTube search scraper right

10:45

so there's a ton of other cool tools on

10:47

here I don't want to go too deep in them

10:48

for this video because the purpose is to

10:49

show off some other tools but if this

10:51

interests you at all I definitely

10:53

recommend checking it out it's a great

10:54

tool if you're in local business Niche

10:57

um and you know the leads that are in

10:58

your Niche they're not on sales

10:59

Navigator or Apollo or some of these

11:01

other lead sources You're Gonna Want out

11:04

scraper in Your Arsenal okay so that's

11:07

number two it's out scraper it's an

11:09

incredible tool and you know one thing I

11:11

forgot to mention is it doesn't verify

11:13

the leads for you but I've found that

11:15

once I put the leads through

11:16

verification from outscraper it only

11:18

loses about 10 of them

11:20

um so you know it's not like Apollo

11:21

where you lose 50 of them so just

11:24

thought I'd mention that

Tool #3

11:25

um for Tool number three you know we

11:28

have good old Apollo I just had to

11:30

include it in here because it's honestly

11:31

I love it and you know a lot of people

11:33

kind of have a love-hate relationship

11:34

with it I really love Apollo maybe it's

11:37

because I the only time I use Apollo is

11:39

with find email so I don't have to

11:41

manually scrape Page by Page

11:43

um but a lot of people are probably

11:43

familiar with Apollo by now it's a great

11:45

data source especially if you're in B2B

11:48

you should definitely just log into it

11:49

and see if the prospects in your Niche

11:51

are on the platform and if they are I

11:53

would definitely recommend using it it's

11:55

great platform you just pay 100 a month

11:57

you get 10 000 credits which again it

11:59

equates to about 5 000 emails per month

12:01

once you verify them but you know if

12:04

you're using it with find email you can

12:05

choose whether to use your fine email

12:07

credits or your Apollo credits which

12:09

basically gives you you know you can get

12:10

a lot more leads by using fine email

12:13

then you know Paula will basically limit

12:16

you and they'll charge a lot more if you

12:17

want any more than 10 000 credits but

12:20

they have a lot of really cool filters

12:21

like buying intent which they get data

12:23

from third-party sources where they can

12:25

you know basically show you a list of

12:26

leads in your Niche from people who are

12:28

showing buying behaviors

12:30

um on other you know basically they're

12:31

they're tracking them on the Internet

12:32

and people who are visiting websites

12:35

that might be related to your service

12:36

you know you're busy targeted People

12:38

based on that they also have revenue and

12:40

funding so you know if you're in a niche

12:42

like SAS this is going to be your

12:44

absolute best friend and you have a lot

12:46

of filters I I love Apollo only downside

12:49

is that one you have to you know scrape

12:51

the leads manually which gets solved

12:53

with find email and two would say you

12:55

don't you it's really hard to get uh

12:57

phone numbers they charge you a lot

12:58

extra if you do want phone numbers so

13:00

that's the only really downside

13:02

I don't want to spend too much time on

13:04

Apollo because I think most people

13:05

already know what it is but if you don't

13:07

I just want to include it in this video

13:08

because it really is you know one of the

13:10

best lead scraping tools if your Niche

13:12

is on it and if they're not they're

13:14

definitely going to be on out scraper

13:16

Okay so

13:17

that was number three for number four we

Tool #4

13:21

have a cool little tool called use

13:23

Artemis and you know funny enough

13:25

Artemis was kind of you know a a pool at

13:29

Apollo right they're both you know that

13:31

both of the names are related

13:33

um and essentially what Artemis is it's

13:34

kind of like a a lower quality version

13:38

of Apollo but it's a lot cheaper than

13:41

Apollo and it gives you phone numbers

13:43

right so I really use use Artemis for

13:46

for getting phone numbers and they have

13:48

really good pricing right now they still

13:51

have an unlimited plan and it's actually

13:53

unlimited I think you can scrape like

13:55

1500 leads per day so you know every

13:58

month you can scrape a lot of leads but

14:00

you actually get phone numbers with us

14:02

Artemis or you can pay a hundred dollars

14:04

per month and get 7 000 credits but I

14:06

really like using used Artemis for

14:09

specifically for getting phone numbers

14:12

um and as well you can get emails from

14:14

it right so but just think of it as kind

14:16

of like a lower quality version of

14:17

Apollo follow in terms of the data but

14:20

the bonus is that you get phone numbers

14:22

and you know the the prices are a lot

14:25

better and you can get this unlimited

14:26

plan right so based on that information

14:28

you can kind of decide if you want to

14:30

use it or not so if you're running a lot

14:32

of cold SMS campaigns it will definitely

14:34

make sense to use use Artemis

14:37

um and they're just pricing is really

14:40

good right so if you're Balling on a

14:41

budget you can basically use this to

14:43

also scrape email leads but you can

14:46

expect the data to be a little bit lower

14:48

quality than Apollo another thing too is

14:51

if you get the unlimited plan they have

14:52

like a Facebook group scraper and you

14:55

know they have a couple other Cool Tools

14:57

like that supposedly you can also enrich

14:59

your data which is something that you

15:01

know a chat gbt and the the bulk

15:04

personalization the more you can enrich

15:05

your data the better because you can use

15:08

that information with Chachi BT to write

15:10

personalized first lines which if you

15:12

want to know how to write personalized

15:14

first lines with chat gbt make sure to

15:15

opt in for appointment booking secrets

15:17

and ocean is down in the description so

15:20

this is number four it's used Artemis

15:22

it's a really great tool they have

15:24

really good prices if you need a lot of

15:25

phone numbers I definitely recommend

15:27

checking it out okay so number five is

Tool #5

15:31

another app Sumo software it's called

15:34

lead rocks now what lead rocks is is

15:37

essentially it's another you know

15:38

database it's it's a lot more low

15:40

quality than Apollo they do have their

15:42

own like built-in uh data source right

15:44

here you know so I could essentially

15:46

just scrape leads from this I could

15:47

select them all I could click save the

15:49

list and I could export them and it

15:51

would come with their phone numbers so

15:53

right here you know we have this leads

15:54

phone number right here I don't really

15:56

use lead rocks for you know just

15:59

scraping from their main database I

16:01

could what I really use it for is

16:03

enriching my list so you can upload a

16:05

list of LinkedIn URLs and it'll give you

16:08

all those leads emails and not just

16:10

their emails but their phone numbers and

16:12

the main reason I use it is because it's

16:13

also on appsumo so you know you can just

16:15

pay eighty dollars one time and you

16:17

basically get I think it's around 5 000

16:19

credits for the rest of your life with

16:22

lead rocks so you know they do have a

16:24

database like they have their own

16:26

database so you can essentially pool

16:27

5000 leads from this every single month

16:30

for the rest of your life if you pay the

16:33

the 80 one time or you can stack these

16:35

codes and you can get a so you can pay

16:37

158 dollars and you could get 10 000

16:39

credits or you could do you could stack

16:42

10 codes for 800 and scrape fifty

16:44

thousand leads every single month right

16:46

so it's just it's nice to have because

16:48

you only pay one time and you have it

16:49

for the rest of your life but if you're

16:51

running a lot of cool that semester

16:52

doing a lot of cold calling this is a

16:54

great way to get phone numbers where you

16:56

can from other places you can get a list

16:58

of LinkedIn URLs which you know what you

17:01

could do with Apollo is you could use

17:03

something like instant data scraper

17:05

right so I talk about this in

17:06

appointment booking Secrets but this

17:08

tool will basically scrape so you can

17:10

see right here see it automatically

17:11

pulled some of them up so these are all

17:13

the leads that are in Apollo and it's

17:15

their LinkedIn URL so I can scrape as

17:17

many LinkedIn URLs from Apollo as I want

17:20

for free using instant data scraper and

17:23

then I can take that list of LinkedIn

17:25

profiles I can upload them in the lead

17:27

rocks and I can use my credits to turn

17:30

that list of LinkedIn profiles in the

17:32

leads so it's essentially a way to

17:34

almost hack Apollo so you don't really

17:37

want to use their lead Rock's main lead

17:40

Source you want to use it in hand with

17:42

Apollo so you know you could go to

17:43

Apollo you could export the leads from

17:45

Apollo using instant data scraper it

17:48

won't have their emails it will only

17:49

have you know their name and their

17:50

LinkedIn URL but then you can upload it

17:52

to lead rocks and it'll take around 20

17:55

to 30 percent of those leads and will

17:57

give you them with their email and with

17:59

their phone number so you can kind of

18:01

see how this is a little hack and it's a

18:03

way you can get unlimited data from

18:05

Apollo because you can get lifetime

18:07

credits from lead rocks with appsumo and

18:10

then you can use those Lifetime and then

18:12

you the thing the main if this doesn't

18:14

make sense basically if I were to just

18:16

pull leads from here look there's not

18:17

many filters right there's only like

18:19

there's only like seven filters in in

18:21

their lead source so what I can do is I

18:23

can go to Apollo and I get access to a

18:25

lot more filters and then I can use

18:27

instant data scraper to turn this list

18:30

in Apollo into a CSV of names and

18:33

Linkedin URLs I I can take that list

18:35

that's already been hyper targeted using

18:37

Apollo I can upload it into the

18:40

enrichment inside of lead rocks and I

18:42

can get about 20 to 30 percent of those

18:44

leads in here with their phone number

18:47

and their email where you where I can

18:49

use that in a cold email campaign or a

18:51

cold SMS campaign or you know just for

18:53

cold calling so it's kind of like a

18:55

little hack you know using lead rocks

18:57

and the fact that you can get unlimited

18:59

credits from appsumo right now so you

19:01

know I'd recommend stacking a lot of

19:03

credits at least just pay eighty dollars

19:05

and get 5 000 credits for the rest of

19:07

your life and then basically you can

19:09

upload uh you know you can pull some

19:10

leads from Apollo using instant data

19:12

scraper you can upload them into then

19:14

richer and you can get their phone

19:16

numbers right and that's another big

19:17

thing is that Apollo doesn't really give

19:19

you that many phone numbers

19:21

um so I really like lead rocks I think

19:23

it's good to have in your Arsenal

19:24

especially if you're doing a lot of

19:25

stuff with cold SMS but you know if you

19:28

just use their own data source filters

19:30

on its own it's not that good but if you

19:32

use it with Apollo to kind of hyper

19:34

Tower Target and get higher quality

19:36

leads then upload them to lead rocks it

19:38

makes it extremely worth it especially

19:40

if you need a lot of phone numbers okay

Summary

19:42

so you know those are the top five lead

19:44

scraping tools that that I'm really

19:47

using right now I use a combination of

19:49

all of these for different purposes

19:50

there's a lot others that'll you there's

19:52

a lot of others that I'll use here and

19:54

there but you know these five I'd say

19:56

they're really like I use one of these

19:59

90 of the time I think you know one of

20:02

these kind of plays its own role where

20:03

having all five of these will pretty

20:05

much give you the best of everything

20:07

that you could potentially need when it

20:09

comes to scraping leads so again if you

20:12

enjoyed this video make sure to leave a

20:14

like and comment your favorite lead

20:16

Source again guys if you're gonna try

20:18

any of these please just try fine email

20:20

it is such a game changing software I'm

20:22

telling you guys and if you haven't got

Appointment Booking Secrets FREE Notion

20:24

it yet make sure to get appointment

20:26

booking Secrets it's in the description

20:27

I just uploaded a video to there on how

20:30

to use chat gbt to write personalized

20:33

first line emails

20:35

um and it's super effective you know

20:37

I've been starting to use it in

20:38

campaigns and seeing really good results

20:40

so I'll see you guys in the next

0:00

so in today's video we're going to be covering how to turn ice cold prospects into Happy paying customers with one

0:06

sales call complete sales process so this isn't just going to be a sales script it's going to be walking you guys

0:12

what to do before the call how to deliver the script in the most effective way possible pre-selling mechanisms is

0:19

literally the entire sales process from Ice Cold Prospect into a happy paying customer so introduction this is the

0:26

exact sales process I've used to close about eight thousand dollars in deals so far for 2023 you know today's date is

0:34

February 12th so you know about 40 something days into the new year this video isn't just going to be covering a

0:40

sales script but the entire sales process from start to finish I'm not going to be holding back anything this

0:47

is going to change your entire perspective on sales and business so the sale begins before the call to start

The 7 Hour Rule

0:55

off the training I'm going to be covering sales assets and the energy it takes to turn an ice cold Prospect into

1:02

a happy paying customer the seven hour rule

1:07

the seven hour rule states that all prospects should consume seven hours of content related to your company before

1:14

getting on a sales call with you this content includes video sales letters case studies testimonials educational

1:21

videos email newsletters social media content Etc now it's going to be

1:26

extremely hard to reach seven hours of consumed content especially if your agency is relatively new but you should

1:32

aim as high as possible the secret to a short sales cycle is having extremely powerful mid and bottom of the funnel

1:39

content this content can take time to build but is extremely worth it because it increases the most important lever in

1:46

your business which is your close rate so you know I have a little demonstration right here that I'm

1:52

actually going to show you guys so you can really understand this idea so you know the first touch with the prospect

1:58

for a lot of us if we're just getting started is outbound so right that might be a cold email or a cold message and

2:04

that's our first interaction with a prospect and at that point they are ice cold right they're called lead and we

2:12

need to figure out how to get them from you know message sent being a cold lead all the way to invoice paid and you know

2:19

which is basically hot which in and it takes about a thousand feet to cross this line

2:25

um and what I mean by consuming content is certain types of content and sales

2:30

touch points apply energy that moves them across this line so for example

2:35

what a lot of people are doing who aren't using the seven hour rule the only thing that happens between the time

2:41

that a prospect books a call is there's a cold message sent so that moves them about 30 feet right so they'd be like

2:47

right here and then they send them a follow-up or you know one or two reminders that moves them another 50

2:53

feet so total 80 feet and the prospect is still right here and they're getting

2:59

on the sales call and on one call they're trying to move them all the way from here to here and that's why their close rate

3:06

is a lot lower than it should be you know because they're having to do all the heavy lift lifting on a sales call

3:12

whereas if they sent them a a case study and the prospect watched a case study

3:18

that would move them 200 feet closer if they sent them testimonials that would move them another 300 feet closer

3:25

um if they if they gave a written confirmation 24 hours before the call that's going to move them another 200

3:31

feet closer uh if they you know if they if you invited them to join your

3:36

Facebook group that's going to move them another 150 you know things closer and then you send them a reminder or a

3:43

personalized video before the call and that's going to move them this much closer so you guys get it all these are

3:49

sales assets and you know there's a lot more examples of these and they're emitting energy that's bringing that

3:54

Prospect from here to here and then so by the time you get on a sales call with them all you have to do is move them you

4:01

know from here to here which is a lot easier easier than what most people are trying to do which is moving the

4:06

prospect all the way from here to here so this is sales assets and then you'll notice you know one thing says referred

4:13

from client so and the reason why referral is 900 feet because it's the most powerful sales asset of all time

4:20

because you know someone the prospect knows and trusts is referring you to

4:25

them so subconsciously they already know and trust you and that's why this applies you know 900 feet worth of

4:31

energy so this is the power of you know sales assets and using energy so how can

4:38

we actually get our prospects to consume content outside of them you know checking our social media page or maybe

4:44

browsing our website so the easiest way to get your prospect to consume lots of

4:50

sales assets before a call is with an indoctrination sequence this is an email

4:55

automation sequence that gets triggered when a sales call is booked and can easily be set up and go high level so

5:01

I'm actually going to give you guys my indoctrination sequence template so you know you can actually use this in your

5:07

agency or your Consulting business so this is the first email you're gonna send and you want this to go out

5:13

immediately as soon as they book a call so if you're using GOI level this doesn't mean you have to send them your

5:18

appointment link it just means that you have to you know basically book it with them manually you could enter in your

5:23

schedule or yourself but you want to set up an automation that gets triggered when that link gets used so it doesn't

5:29

matter if it's you or the prospect using the link you just want that to be the trigger of the Automation and you want

5:35

to send out this email immediately so subject to the email appointment details

5:40

then put the little Dash then then you can input the prospect's name using go high level so hey first name thank you

5:47

for booking an appointment on and then using go high level you can automatically input the appointment date that was used by the scheduler here are

5:54

some links that would be useful to go through before our call so then you can add you know training content reviews case studies and even if you're just

6:01

getting started and you don't have case studies just make educational content you know that shows off your expertise

6:07

in your Niche and you know make it a sales letter like kind of towards the end of the video explain how you know

6:13

what you just showed them in that video explain how your service does that for them but you really want them to consume

6:20

content obviously case studies you know emit a lot more energy but if you don't have case studies yet then you just want

6:27

to make educational content and send that to them before the call but obviously best is you know training

6:32

content so that might be video sales letters you know free training you know YouTube videos you know a video you

6:37

posted on your face Facebook page LinkedIn Etc and then reviews and case studies you know you can make a page on

6:44

your website that's literally just all case studies and you can link that there so

6:49

and then next you'll notice I actually send them a zoom sign up link um and this is to emit the status and

6:55

set the frame of the call that you know where a professional company and you know so we're basically setting the

7:02

agenda for the call before the call even happens so please make sure that you're in a quiet room and do not take the call

7:08

from your car airport or any noisy environment have your computer such laptop at the ready if you're in a

7:13

partnership please make sure all partners are on the call so right we're already setting them up to respect us in

7:19

our time before the call and we're setting the frame before we even get on that call with them so and then you're

7:24

gonna set you know the appointment details now this part will depend on your Niche I'm in the real estate Niche so that's why mine is like this but you

7:31

just kind of want to set the agenda of the call you know before it even takes place so I will dig deep to learn more

7:36

about your current situation as a real estate agent I will ask you about your goals in real estate and life we will

7:42

isolate the problem holding you back from your goals if there currently is one I will walk you through our solution only if you are a good fit so again

7:50

we're setting the agenda of a call please make sure that you add this event to your preferred calendar using the

7:55

link below so again in goha level there's a variable that you can add and you just put that right there and it

8:00

would you know if they clicked on it it would add it to their calendar if they don't already have it already so I look forward to speaking with you

8:07

PS if you are unable to make the call and need to reschedule please let me know beforehand we invest time and money

8:13

into these calls and appreciate a little heads up if anything changes so again you know you're setting the status of

8:19

you and your company and they're going to respect you a lot more going into the call so speak soon and then you can put

8:24

your name uh and then email two this one is probably the most crucial in the indoctrination sequence and this gets

8:31

sent out 24 hours before the call so subject is written confirmation needed

8:36

hey first name thanks again for booking the call due to high demand we require written confirmation that you will

8:43

attend the call please reply to this email to hold your spot within 24 hours else your appointment will be canceled

8:49

I'm looking forward to chatting PS and then you want to insert a sales asset so you know that might be a you know

8:55

another case study might be a free training uh it might just be you know even a email newsletter that's written

9:01

out in like a Blog format just anything that's content that they can consume that's related to you and your company

9:08

and setting up that positioning and then thanks Jackson so you're probably wondering why are we asking for written

9:13

confirmation so this is getting them to just engage with us and this applies a lot of energy right so written

9:19

confirmation that applies like 200 feet because you know it's another touch point in the sales process and it's them

9:25

engaging with us which makes them more committed and on the plus side it actually works as a filter so you know

9:31

it's our job to sift through prospects to find the qualified ones more on this later but this actually is going to save

9:38

you a lot of time so even if you don't get a written confirmation you can still take the call with them

9:44

um you know this is really just like also just try to get them to respond and not emits a lot of sales energy but it

9:50

also sets the positioning and the frame and the status before the call um and and but if they so I if they do

9:57

not give this written confirmation I do not take the call with them I send them an email an hour before the call basically canceling it saying if this

10:04

was a mistake you can reschedule you don't have to do that if you know you're at a point where you just need to take a lot of calls but I noticed that everyone

10:11

was giving a written confirmation was super qualified and everyone who wasn't they were just window Shoppers they were

10:17

just curious in what I had to offer they had no intention of buying and that's why they didn't give a written confirmation so this this when I did

10:24

this it started filtering out fifty percent of my calls but my closing rate immediately tripled and I stopped

10:30

wasting time you know a little bit time on unqualified leads and you're still going to get some that come through that

10:36

aren't qualified because not everyone's going to be qualified for your offer but this filters out a huge chunk and it you

10:42

know it sets the frame of the call so written confirmations complete Game Changer you'll you'll only know it until you try it

10:48

um and about 50 of the prospects will reply if you have a good offer that's at least what I've seen so

10:54

email number three one to two hours before the call hey first name here's the zoom link and you can put this and

11:00

go high level and will automatically input the zoom link see you at again appointment time you can automatically

11:06

do this and go high level if you haven't gotten a chance make sure to watch this video before our call and then this is

11:11

where you want to put your video sales letter which you know all agencies you should have a video sales letter a

11:16

common misconception is that you need case studies for a video sales letter you do not um obviously it makes the

11:22

video sales letter way more effective but you can make one without a case

11:27

study okay so don't think that you're limited to it if you don't have a case study yet and you want them to watch

11:33

this video before the call and this is supposed to you know knock down that domino in their head of why they need

11:39

your service and create an epiphany of why they need your service and and you'll notice it says one to two hours

11:45

before the call if your video sales letter is really long then send it like two to three hours before the call but

11:51

if it's really short you can send in an hour before but you want them to watch this and it to be fresh on their mind

11:56

going into the call you can even send this you know six hours before if you want I've just I do it about two hours

12:02

before the call so email number four ten minutes before the

12:07

call so this can be done through SMS or email I do it through SMS you know and

12:12

and this depends on your Niche so like real estate agents is really easy to get their phone number and I don't have to

12:18

ask for it so it's really easy just to add that in to go high level in their in their booking link but if you're in a

12:24

niche where you know it's harder to get a phone number you can send this via email but we want this to go out you know 10 minutes before the call just

12:30

kind of has a final last reminder to make sure you know if they're getting distracted that they do remember we have

12:36

a call and just hey first name this is an automated reminder that our Zoom call starts in 10 minutes here's the zoom

12:42

link looking forward to speaking with you so you know my prospects basically get texted this 10 minutes before the

12:47

call and this is going to really help your show up right in case someone was doing something else and you know they weren't really paying attention to the

12:54

clock so that's the entire indoctrination sequence really the whole point is to one set the frame of the

13:00

call get them to consume lots of content and three get that written confirmation

13:06

to filter out leads and get them to engage with us which increases the touch points in the sales process and creates

13:13

sales energy that moves them closer to becoming a happy paying customer so that's the indoctrination sequence you

13:19

know you can you can I would leave it at least those you can even add to it like if you have a lot of case studies you

13:25

can add another email in the middle of there that maybe goes out like 15 hours before the call and it can say Hey you

13:32

know and then it'll just be a story with like a case study link and you know the more you send them the better because you want them to consume those you know

13:39

you want to aim for that seven hour rule and something to keep in mind is that if your social media Pages if you're

13:45

posting a lot of content on them oftentimes like if you have LinkedIn premium you can see who views your

13:51

profile like literally sixty percent of the time I'll see a prospect view my LinkedIn profile before a sales call so

13:58

you have to realize that counts as consuming content as well so this is where you want to be consistently posting valuable content that positions

14:05

you as an expert on your LinkedIn on your Facebook on your Instagram and they're also going to be consuming that

14:11

and that you know goes towards the content that they consume before a call so something else to keep in mind so

Status Delta

14:17

positioning your status Delta the only way your prospects will comply

14:23

and listen to you is if there is a status Delta present if a police officer

14:28

knocks on someone's door and flashes a badge they have instant status Delta and the stranger will comply with their

14:35

request so that's what status Delta is and if the salesperson fails to create a

14:40

status Delta the prospect will not comply and the sale won't close you want

14:45

to create a status Delta as quickly as possible and it starts with your indoctrination sequence you'll notice we

14:51

start setting the frame of the call and asking for written confirmation this starts creating the status Delta before

14:58

the call but you must be able to maintain it once met face to face with a prospect so this is how you maintain a

15:05

status Delta you know where you can you can make demands that the prospect will comply with and so physical

15:12

representation now some of these might sound obvious but I promise you you'd be surprised a lot of people you know just

15:18

look over this so you don't need to wear designer clothing but you should wear something professional and high quality

15:24

my go-to shirt for a sales call is a Polo Ralph Lauren button up but really any high quality button-up shirt can

15:31

contributes towards your status Delta always make sure to have neat hair in a clean shave to show the prospect you

15:38

respect them like this one is very it sounds obvious but I see so many people that just take sales calls and they have

15:44

like you know they don't have a clean shave and you know this having a clean shave it shows the prospect that you respects them and it contributes towards

15:51

your status and all this might sound silly but I promise you these little things make massive differences uh it's

15:57

also extremely important to have a clean environment that contributes towards your status Delta have a clean and

16:03

presentable background with good lighting I've heard from people above me that having a visible Rolex or another

16:09

nice watch on a sales call is known to increase improve conversions by five percent LOL this is especially true if

16:16

you're selling to sophisticated buyers so obviously you know you don't need a roll Rolex but just something to keep in

16:22

mind that people who are higher up than me have told me it has increased their sales conversions and they've tracked it

16:27

right um so it's just something that's a little interesting and has to do with you know the psychology of influence and

16:34

and Status so tonality and body language tonality and Body Language will have a

16:40

bigger influence on your prospect than words so that's a line from Jordan Belfort who you'll know adds The Wolf of

16:46

Wall Street speaking fast communicates lower status and is something that I

16:51

struggle with sometimes so make sure to speak at a professional pace so you know it's just something to be you know

16:57

conscious of uh slow down for important phrases and speed up for transitions so

17:02

you'll notice I kind of do that uh you know when I'm going over something important I'll slow down and that makes

17:08

people pay more attention to it so this is something you want to practice as you work on sales calls so if you're hunched

17:14

over or have any slouch this also communicates lower status Delta make sure to sit up straight and have good

17:20

posture using your hands when you're speaking also communicates higher status so again this stuff all sounds kind of

17:26

silly and you know obvious but I promise you like you'll you'll re-watch I'll rewatch someone's sales footage and

17:31

they're like slouched over like this they're not you know talking with their hands they're talking really fast and

17:36

you know it's hard to notice when you're doing it you're self but when you start washing your sales footage and you really pay attention to this stuff you

17:43

can kind of see subconsciously how the prospect reacts so it's just something that you really want to make an effort

17:48

to you know be aware of and work on and it's going to help you hold this status where you know the prospect will really

17:54

listen to what you have to say and you know abide by your request so tonality

18:00

um and tonality is an unspoken language and weapon of influence that communicates with your prospects

18:06

unconscious mind so a lot of times on the sales calls we're only going to see the prospect's body

18:13

language and what they're saying but there's an internal conversation going on in their head and the easiest way to

18:19

influence that is with tonality so there's five main tonalities in sales

18:24

that you're gonna use and leverage the first one is the certainty tone so this tone is used to communicate confidence

18:30

and Rock Solid certainty so if someone asks me like if I'm if I want to make them certain that my product has an Roi

18:37

I'm going to talk like this will make you money and you see how my tone just changed there and it kind of gives this

18:44

contagious certainty that rubs off on the prospect so and this this stuff takes a while to master and literally

18:50

you want to you want to be practicing this like the best sales people are practicing you know in front of a mirror

18:56

or in front of the camera literally just practicing their tonality because this stuff takes time uh but this stuff is

19:01

extremely powerful right because you know I could give you the script for the movie Titanic but if you don't use the

19:08

delivery three of Leonardo DiCaprio the script's not going to be as powerful and that's the power of tonality so number

19:15

two is the reasonable man tone so this tone is used when you're making an

19:20

extremely logical and reasonable case this tone is unassuming and non-threatening so you'll see right here

19:26

I put sound fair so this is like a famous line in sales and you know when you're asking the pro when you're like

19:32

setting the frame of the call you can say sound fair and you see how my tonality changed to this reasonable man

19:38

tone um so you know you want to use that in specific parts of your sales call and it's something to be conscious of so

19:44

inquisitive tone this tone is used as extremely personal questions during the

19:49

qualification phase of a sales call you raise your voice at the end of the question to signal that you are

19:55

non-threatening so you know this is something when you're asking personal questions like so if you don't mind me

20:01

asking how much money are you making or if you don't mind me asking how much revenue are you doing per month so

20:07

you'll notice those are the different tone that was non-threatening and this stuff I'm still working on it so this

20:13

isn't even the best example this is something that I'm still practicing every day but you know it's it's one of the big part parts of being good at

20:19

sales is tonality so next we have empathetic tone this tone is used when you're diving

20:25

deep into pain points and uncovering problems this tone communicates that you actually care about the prospect think

20:32

your mom counseling on you on something so this is when you know you're digging into the deep personal emotional

20:37

problems of your prospect you want to really sound empathetic towards them and you want to change your tone so it

20:43

sounds empathetic and you know it tells them that in their subconscious mind by using a different tone so next is the

20:50

enthusiastic tone this tone is used during parts of your pitch to communicate high energy and excitement

20:56

so right you want to be excited about your service because it's going to change their life right so you notice

21:01

how my tone even there just picked up and it sounded a little more enthusiastic so that's the next tone and

21:06

then the next this one is my favorite I actually use this quite often is the whispering tongue so this tone is used

21:12

when you want someone to really pay attention like you're telling them a secret so you guys will notice if you if

21:18

you say something a little bit quieter than what you've been in the tone you've been speaking before it makes them pay

21:23

tension because there's a sudden tone shift and when you know it makes them think that you're telling them a secret

21:28

which makes that whatever you're saying sound you know more important so I might say we only work with one agent per area

21:35

and that you know my tone goes down and it really makes them pay attention and that point gets across to them you know

21:40

much more effectively so those are the five main tones that you want to master and

21:46

what you can do is you can copy any of these this Google doc will be in the description you can copy these and paste

21:52

them into YouTube and there's a video for each of them of Jordan Belfort showing you how to practice the tone and

21:58

that's something that I've been doing recently and you know just practicing it every day like how can I how can I you

22:04

know Master these tones and when should I use them in my script so if you want like real real good examples of these

22:10

tones just copy them and paste them into YouTube and there's a video of The Wolf of Wall Street himself you know going

22:15

into them okay so wrapping up this section maintaining

22:21

frame so you guys probably hear this a lot like you have to maintain frame in a sales call but what is it so any and all

22:27

of your status Delta is eliminated as soon as you lose frame I see this happen all the time where desperate or new

22:33

sales people will comply with anything the the prospect says because they think that people have to like them in order

22:40

to buy from them but the truth is people buy from people they respect so that's

22:46

something very important guys don't think that the prospect has to like you to buy from you they just have to respect you okay so you don't want to

22:53

give in to all of them all their needs and lose frame you need to hold the frame so they respect you for example if

23:01

the prospect is asking to hear more about your service before answering questions do not comply with them

23:07

explain to them how the calls go and if they aren't willing to do the call or if

23:12

they aren't willing to do so the call will be ended if you lose the alpha role on the call you can basically kiss any

23:18

chance at closing the deal goodbye so I'll see this all the time where and we'll get into the sales script in a

23:24

second but you know the first half of the call is you diagnosing the prospect asking questions to gather information

23:30

that you can leverage later in the in the call the pitch right and you're also seeing if they're a good fit for your

23:36

offer and you know it will happen all the time where the prospect will get on the call and they don't want to answer those questions they just want to hear

23:42

about your service and a desperate sales person will say okay and then they'll go into the service but they just lost

23:48

frame they just lost the alpha status of the call and that might sound cringy but if you don't have the alpha status of

23:54

the call you're not going to close the sale so what you would do in that if they're like if they're like look I just want to hear what you have to sell me I

24:01

don't want to answer these questions you say listen this is how these calls go I just need to ask you a couple cool

24:06

questions about your business to see if mine can help yours okay and then you just ask the first question that's you

24:12

maintaining frame and holding the agenda and Alpha roll of the call um but a lot of people just give in and

24:19

they automatically lose that status they will not close that deal so if the process aspect won't comply with your

24:24

agenda for the call just end it because you're not going to close it you're going to waste your time and you're going to make a fool of yourself yeah

24:30

right if you lose the status Delta and you lose the alpha the call you will not close the deal okay

5 Sales Tactics

24:35

so making your script more effective before digging into the actual sales

24:40

scripts I'm going to go over five tactics used to sharpen your sales knowledge and make the sales script

24:45

delivery even more effective so the first one is straight line

24:51

selling do not allow the conversation to go off of the straight line do not talk

24:56

do not jump into talking about Facebook ads sports or the prospect's dog ask

25:01

your specific questions in a specific order in a professional manner if the prospect starts going on and off topic

25:09

on an off topic tangent you need to immediately regain control of the conversation and bring them back to the

25:15

straight line so Jordan Belfort's whole idea of a sale is that you need to stay on this straight

25:21

line and you know if you start veering off the straight line so right here is you know this is the straight line limit

25:28

you want to stay pretty close to it but you'll notice this red line is touching it right here so that means the prospect

25:34

started to talk about something off topic and the salesperson immediately brought them back into the conversation

25:39

about the sales and kept the agenda going and that's why you know they came back closer to the straight line but

25:45

then you'll notice down here the red line goes out of the boundaries and this is the person talking about his or her

25:50

son or cousin or the new car so that's completely off topic to the sales call so it's your job right then to say

25:57

listen we're getting a little bit off topic and then just tell them the next question right you need to you need to hold control of the sales call the whole

26:04

time and if it goes off topic you literally need to just interrupt the Prospect and get back into the agenda of

26:10

the call because if you're if your call goes off topic like where our script is designed you know to ask certain

26:16

questions in a specific order and if the prospect's Mind goes off of those questions you know the psychological

26:23

part of the script isn't going to work so your job is to keep the prospect on a straight line which is basically the

26:29

agenda of the sale and we'll get into the script in a moment but as soon as the the prospect starts talking about

26:34

their cousin or a new car you know anything like that that's not related to their problems or your service

26:40

immediately you just interrupt them and you basically ask the next question or you say that's really cool so how long

26:47

have you been in this business and you just that's you just basically acknowledging what they say and then just asking the next question okay so

26:55

you never want to let the conversation go off to the straight line so next is silence and this is one of my

27:02

favorite tactics for sales calls so silence is by far one of the most lethal weapons used in sales humans naturally

27:10

hate silence in a conversation because it makes them feel uncomfortable and they will do anything to fill it this

27:17

means they will reveal more information that you can leverage to close the deal so if the prospect gives you a poor

27:24

answer to one of your questions just don't say anything at all they will start to feel uncomfortable and say

27:30

what's exactly on their mind to fill the silence and get rid of the uncomfortableness silence also makes the

27:36

prospect worry that their answer isn't good enough for you if the status Delta has been set correctly so guys as soon

27:42

as they answer you know if they don't if they give you a very vague answer because the whole point of you asking

27:47

questions is to one qualify them and two get information about your prospect that you can use later in the sales call so

27:54

if they give you a very vague answer like I've asked prospects before like why did you get in of this business and

28:00

they say I don't know I'm just quiet and I don't say anything and that in that silence might last a while but it's

28:07

going to make them uncomfortable it's also going to make you uncomfortable but you're prepared for it and the first

28:12

person to talk basically is going to just spit exactly what's on their mind because they're so desperate to fill the

28:18

silence to get rid of the uncomfortableness that they're just gonna say exactly what's on their mind and that's how you can really get

28:24

prospects to give you a better answer and you know really speak what what they're feeling deep inside and they

28:29

might be holding back so you want to use silence throughout your your sales calls

28:35

um and then the word Okay so during the information gathering stage of the sales script more on this later

28:41

you want to answer all of your prospects answers with the word okay this

28:46

acknowledges that you've heard their answers and ensures you don't add any bias to the prospect's mind

28:52

people make the mistake of adding on to the prospect's answers and creating biases that interfere with the sales

28:57

process even worse people will try to solve the prospect's pain after they expose it the core reason behind people

29:04

making a buying decision is that they're in a position of pain and want it solved so when someone exposes their pain

29:11

through an answer you just want to acknowledge it with the word okay instead of saying something like well

29:16

your ads probably haven't been working because you don't have a pixel installed and that's an easy fix people make this

29:22

mistake all the time because they they think they are displaying themselves as an expert but they're just taking away

29:28

the prospect's painful situation and making them much less likely to buy your

29:33

product should be the solution of their pain so the more pain they feel the more likely they are to buy so what this

29:39

means is every time you ask a question to your prospect and they give you an answer you just want to respond with the

29:45

word okay and you don't want to just you know you don't want to uh like so for example if they say oh I've been I've

29:52

been in the bid or oh Facebook ads haven't been working for me you don't want to say oh it's probably because you

29:57

don't have a pixel or oh it's probably because you didn't do this you just want to say okay and then you might want to ask another question like why have

30:03

haven't they been working for you but you don't want to add on to their answer you just want to say okay or ask the

30:09

next question and you know and one because you might add a bias so if you say something that you know you might

30:16

say something and if you set the status Delta right they're going to perceive you as an expert and as a leader so if

30:22

you say something they're going to be subconsciously afraid to maybe go against it so you don't want to give them any biases that will stop them from

30:29

saying what's really on their mind and then you also don't want to solve their pain on the call so

30:35

you know a lot of people might say oh Facebook ads haven't been working for me and then like you know the other person

30:41

on the sales call will say oh well it's probably just because you don't do you have a pixel installed and then they say no they're like oh well that's probably

30:47

all it is that's an easy fix and they think that they're like displaying themselves as an expert and that might

30:52

not be the best example but you kind of get where I'm going with this is you don't want to like solve the prospect's pain on the sales call because that

30:59

takes them out that makes them feel at ease right you're easing their Pain by by giving them the answer on the call

31:04

but your product is supposed to be the answer right not not your words it's not

31:09

supposed to like like people are always like oh hop on this call for free value but that's stupid your product is

31:15

supposed to be the value right um so you don't want to solve their problems on the call you just want to

31:21

answer all their questions with okay and then move on to the next question so it doesn't create biases for them and it

31:27

keeps them in a position of pain because people in pain buy Solutions so next one

31:33

is a sifter and not an alchemist your job as a salesperson isn't to turn every

31:40

Prospect into a customer but instead siffer qualified Prospect and turn them

31:45

into a customer this is like being in the gold rush and creating gold out of thin air as an alchemist versus painting

31:53

for gold in the rivers as a sifter just like a doctor is to his patient you must

31:58

diagnose your prospect and only prescribe them a solution if they are a fit for it the close is a consequence of

32:04

the diagnosis if a doctor prescribed drugs without diagnosing a patient they

32:10

would be fired for malpractice so instead of trying to convert every prospect that comes your way focus on

32:16

diagnosing and looking for a qualified fit so this is really powerful because it means and this is a Jordan Belfort line

32:23

is that you know you're you're a sifter and not an alchemist so like in the Gold Rush your job would be you know to go to

32:28

the river and get a little pan and you'd scrape it in the water in the sand and you'd look for little flakes of gold and

32:33

you know you'd sift through all the sand looking for gold so this is what you want to do in sales is you don't want to

32:39

try to close every prospect that would be like an alchemist trying to turn someone who's not a good fit and they're

32:44

not qualified into a customer you only want to turn people who are a good fit into a customer so you have to sift

32:50

through a big list of prospects and look for them so that's why the written confirmation that's designed to sift out

32:56

the people who are most likely to be a good fit and then you finish sifting through that smaller list on a sales

33:02

call so a lot of people think that sales means is this like this high pressure thing where you're supposed to turn

33:07

everyone who you know into a high paying customer it's your job to sift through prospects now that doesn't mean you want

33:14

to waste your time on unqualified leads and that's why you want to have mechanisms like pre-written confirm information or if you're doing really

33:21

well and you're running paid ads you want to ask a a survey and if people

33:26

aren't a good fit based on their survey questions you don't want to let them book a call so it's not your job to take

33:31

a call with everyone and anyone and try to turn them into a customer it's your job to sift through everyone and see

33:37

who's qualified for your offer and who's a good fit to work with you okay so next is to avoid personal biases now this is

33:44

something that I used to struggle with when I first got into sales and if you've taken multiple sales calls by

33:51

now you've probably experienced a bias towards a prospect for example if you

33:56

find out a prospect's revenue before the call you may have a bias towards them not being able to afford your services

34:01

this bias will manifest subconsciously and affect the outcome of the sales call this is why it's important to go into

34:07

the call with all biases Left Behind never judge the situation of a prospect with limited information so for example

34:15

in the past I've you know I've seen someone who they just became a real estate agent right and I'm like oh in my

34:22

mind they probably don't have any money so you know I'm gonna go into this call and I'm kind of gonna you know when you

34:27

subconsciously go into a call with a bias of thinking a prospect might not have money you you you you behave

34:34

differently in the call and it's really hard to explain unless you've experienced it but this bias manifests

34:40

in in your tonality and then the sale doesn't end up being closed but I've had a situation where I found out a real

34:47

estate agent had only been an agent for a month and I still took the call with them and it turns out that they just

34:52

sold a massive business somewhere else and they had a ton of money and if I went into that call with the bias of

34:58

them being a new agent and thinking that they couldn't afford my services I wouldn't have closed the call and you

35:04

know that client's still with me today and they did end up being a good fit and if I would have had that bias I wouldn't

35:09

have had them right so you don't want to have these biases going into a call because it's subconsciously manifest in

35:16

your voice and then the prospect kind of feels it and then they're not going to answer questions honestly and then the

35:21

whole sales call falls apart and you don't close them and you think it's just because your bias was correct but your

35:26

bias probably wasn't correct it just manifested you know through your subconscious mind so that's pretty deep

35:31

but I promise you it's it's crazy how often that happens okay so those are a couple you know tactics to make the

35:38

script more effective so now let's actually get into the script so before we can get in the script you need

Pre-Call Ritual

35:46

to have a good pre-sales call ritual so how you prepare for a sales call will

35:51

often reflect the outcome I'm going to walk you through my pre-sales call ritual so step one I take a few deep

35:57

breaths and leave any thoughts from the day or previous sales calls aside you want to enter each call with a clear and

36:04

calm mind right so if you had a sales call you know if you're taking multiple sales calls per day and the one that you

36:10

just took went really bad and you have another one after you kind of want to do a quick little five minute meditation

36:15

you know just take a couple deep breaths and kind of clear your mind of anything that happened on the past sales call so

36:21

you go into the next one with a clear and calm mind okay so I hope that makes sense and turn your computer and phone

36:28

on do not disturb and if needed let family members or roommates know you're

36:33

taking a call make sure all tabs are closed besides any needed for the sales call make sure

36:39

you have a pen and notepad ready if the prospect filled out a survey you know if you're running ads or if your booking

36:45

link has questions have those answers in front of you so you know this do not disturb thing a lot of people don't do

36:51

this and you know their phone is in the background but they still hear a thing one that doesn't look good on sales

36:57

calls but two that's a subconscious distraction that if you're in the middle of giving a pitch that's just gonna

37:03

throw you off topic you're going to be thinking about that even if you don't stop talking in the back of your head you're going to be thinking oh gosh my

37:09

phone just went off and then that's gonna like kind of cause you to lose focus or if you have like even if there's no noise and you don't have do

37:16

not disturb on and you're you know you see in the top right hand corner of your computer where you're taking the zoom call a notification that's a text

37:23

message you're going to subconsciously very quickly read it and that's going to take your mind off of the sales call so

37:28

a lot of people don't do that you just want to always put your your things on your phone and your computer if you have

37:33

Apple products if you turn it on your computer it will go turn on on everything your iPad your phone your

37:38

watch whatever so you want to turn that on before a sales call and then you know if you have roommates or family members

37:44

just let them know maybe put a little doorknob a thing that says in a sales call so they know not to knock on the

37:49

door or or talk really loud because all these things are going to subconsciously distract you and you know just decrease

37:55

your overall performance on the call okay and then the next one is be ready to start the zoom meeting five

38:02

to ten meetings before the proposed time oftentimes an eager Prospect will show up early so you want to start the zoom

38:08

call like five to ten meetings before and then just kind of hang out do your little take a couple deep breaths but I've had it where Prospect joins five

38:15

minutes before because they're just really eager and you know you want to just show that hey I was early and

38:21

prepared as well so you want to have the meeting already ready okay um and then now let's get into the sales

Sales Script

38:27

script so now let's dive into the sales script that I use the script comes from Sam oven's two thousand dollar course

38:33

and is widely used by some of the biggest names in the space like Charlie Morgan and Ravi abuvala so this is Sam

38:40

oven script I did not create it I used it and I got it from his two thousand dollar course um I found it to be extremely effective

38:46

and a lot of big names in the space you know like Charlie Morgan are using this script themselves and have closed

38:53

hundreds and hundreds of clients so it's a super effective script okay so part one small chat so as soon as you get on

39:00

the call with the prospect you just want to say you don't want to just jump in straight in the call like you don't want to talk to them for a while you just

39:06

want to say it's just a transition into the call right because it would be awkward if you're just like okay practice for the call no you want to say

39:13

hey Bob how's your day going so far that's it let them give you a quick answer if they go on for too long you

39:18

want to barge in but normally it'll just say good how about yours you say good and then you say really quickly before

39:25

we get started are you comfortable with me recording this call in case we have to refer back to it in the future so I

39:31

ask all the prospects permission to record I've never gotten a no it I've heard people get a no you know one out

39:37

of a thousand times they will basically always say yes and then you and then after they say yes just press record and

39:42

say great well let's dive in and get started if you're ready so we're not asking them about their family we just really quickly as a transition say how's

39:50

your day going and then you know ask them for permission and record and then we set the frame we say great well let's

39:55

get started and then we move on to part two Okay so part two is set agenda and take lead so

40:02

now you're gonna say okay so a little preface to the call I'm just gonna ask you a couple questions about your

40:07

business some of your goals and some of your challenges then if it sounds like we're a good fit I'll explain more about

40:13

our program and what we do then at the end you can decide if you want to be a part of it or not and then you just want

40:19

to shut up and you want to wait for them to say okay it's very important that they acknowledge it and you know they're

40:24

okay with moving forward so you wait for them to speak even if it takes 15-20 seconds

40:30

um and the purpose of this is you setting the agenda and maintaining that frame and then and then you're making it

40:36

so there's no surprises at the end because you're saying basically at the end you're going to decide right and that's priming them to make a decision

40:42

later in the call so this sales script all these questions are being asked in a specific order that's psychologically

40:48

proven to get them into a buying state so you don't want to Veer off this script too much even if you're

40:54

uncomfortable asking some of these things I promise you it works you just have to get used to it and practice it okay so after they say okay when you set

41:02

the agenda we move on to part three and this is discovering the prospect's motivations so you know you want to ask

41:09

them so okay Bob can you tell me what motivated you to take the time out of your day to get on this call with me and then

41:15

normally you know most of the time you can get a very good detailed answer but if they give you a very vague answer you

41:21

know one you can use silence or you can ask a couple other questions to dig deeper so if they give you a very vague

41:27

answer and it's not much to work with you can say well tell me more about that or you can say well what do you mean by

41:32

that or you can say so how long have you been dealing with this why do you think this problem exists what else have you

41:38

tried to fix this and that's going to give you more info and then once you know you have a good answer and a good reason of their main pain point and why

41:46

they're on this call with you then you can move on to part four which is understanding the prospect's current situation so this part of the script

41:53

will depend on your prospect's Niche so for me it's basically how long have you been a real estate

41:59

agent but if you're in the gym Niche you'd say well how long have you been a gym owner uh you know if you're in the dentist Niche well how long have you

42:05

been a practicing doctor and you kind of want to use your niche's language so how long have you been a real estate agent

42:11

and then you know they'll give you your answer you want to write it down so that's why I said I have a pen and notepad out and you want to write this

42:17

down so one it looks like you're really paying attention to what they're saying um because you are but two later in the

42:23

call you're going to want to be able to quickly look down and remember this stuff so you can use it as leverage okay

42:28

so you know you're basically awesome how long have you been a real estate agent the answer you write it down and

42:35

remember guys we're just saying okay to every answer we're not adding biases in we're not you know solving their pain

42:40

we're just saying okay and this might take a little bit to practice because it feels you know wrong subconsciously but

42:46

uh so what in the next we said so what current strategies are you using to generate leads and turn strangers into

42:52

clients so obviously this question is going to be different you know if you're if it's a gym owner you'd say so what

42:58

current strategies are you using to take strangers and turn them into gym members so you just want to you know apply this

43:03

to your Niche and after they give you that answer you can dig a little bit deeper if they don't

43:09

give you so basically you'll notice some prospects will to these questions they'll go on a little bit of a tangent

43:14

about the topic and they'll give you a lot of information but if they just say something very vague then you want to

43:19

say are you comfortable with your current system's growth is the current strategy predictable and scalable and

43:26

then how much time and effort does your current strategy require and this is gonna if they're not giving if they're giving you vague answers this will help

43:32

you dig a Little Deeper but you'll notice some people will literally say like if you if I ask them how are you turning strangers into clients they'll

43:38

say well referrals and I'm really not comfortable with that because referrals have been slow this weekend so see they

43:44

just like answered that question uh and but if they don't answer that you can dig deeper by adding this on okay so

43:51

then you just say okay and then you want to ask them this question which a lot of people are afraid to ask this and you

43:56

just gotta get over that because this is the most important question of the call and it's okay and if you don't mind me asking how

44:03

much money are you currently making with your real estate business so you you can you can even ask like if if there's some

44:10

specific thing to your Niche like I might say how much are you currently taking home in commissions per month or

44:15

you know so you can ask it doesn't have to be exactly you know money you could say like commissions or gross commission

44:21

income whatever language matches your Niche um and then do not move on until you get a specific number so do whatever you

44:28

have to do to get that number most of the time if you say if you say it with the the reasonable man tone like okay

44:34

and if you don't mind me asking how much money are you currently making with your real estate business so see that was

44:40

with a non-threatening tone and we said if you don't mind me asking that will normally get them to give the answer

44:45

okay so do not move on until you get a specific number and then we can move on to part five

44:52

once you have gotten that number and let's just figure out what the prospect wants so say okay Bob what is the 12 month goal

44:59

for your real estate business so now you just want to get kind of their idea for the next 12 months and where they're

45:04

trying to get to and this is also making them you know really dig deep into what they want and then when you present Your

45:11

solution you want to curate it to their desires okay so after you ask that you

45:17

just say okay okay and how much money would you like to be making with this business 12 months from now so this is

45:23

where you basically want to get to their goal in in terms of dollars and then you know you can dig a little bit deeper by

45:29

saying if they don't give you the answers again you can say so what's your motivation for getting to XX per month

45:34

so if you go watch my live sales call on my channel you know I asked this question the prospect said he basically

45:40

had you know kids in college that he had to pay for and that's putting all the cards on the table okay uh how would

45:46

getting this impact your business how would getting to this impact other areas of your life

45:51

and if they give you an extremely low number and if the goal number is very

45:57

close to their current number you want to say in like a reasonable tone you basically want to ask them if they think

46:02

going on beyond that number is possible and you kind of want to cheer them on you want to be like look Bob I'm going

46:07

to be honest you know that that number is really low and based on what you told me so far I think you can blow that

46:13

number out of the water right so you kind of want to encourage them a little um and and I forget what tone that is

46:19

but you guys know what I mean uh and and you know you basically just want to if they give you a really low number you kind of want to make them believe they

46:25

can have a bigger goal especially if your product can is known to help them go way past that goal so part Six

46:32

Prospect releases control okay Bob so you're currently making and

46:37

then the amount of money that they told you per month and you want to get to per month what do you think the biggest

46:42

obstacle in your way from getting the or what do you think is the biggest obstacle in your way from getting there

46:48

on your own so you know you want to establish what where they are right now and where they want to get to

46:54

followed by what do you think is the biggest obstacle that's from that's in their way from getting there on their

47:00

own and this is going to make them really think um and you really want to write this down like what is the biggest thing in

47:05

their way from them getting there on their own because you can use this later when you're handling objections or when

47:11

you're giving your pitch okay so you really want to get this answer um and then part and then we can move on

47:17

to part seven which is gaining commitment and increasing emotion so okay Bob so you're currently making

47:23

and then the money why not just stay where you are so you want to ask them like what's you know you want to dig a

47:29

little deeper into their emotional reason for wanting to hit this goal and then you want to say okay and how is and

47:34

then insert their main problem having an impact on you so if they said their main problem was they don't have a good lead

47:40

flow then you'd want to say okay and how is how is having a bad lead flow having

47:45

an impact on you right so you want to reiterate their pain and then once you get an answer from that you want to say

47:51

and this is a very important question you want to say okay and if we are a good fit and can help you fix your lead

47:58

flow right the problem how soon would you be looking to get started so you want to ask them basically how soon

48:03

they'd be willing to get started if there is a good fit right so you really want to know when and a lot of them will

48:09

say immediately and then later in the sales call if they try to give you the objection of oh I think I need to wait

48:15

you're gonna say well Bob you told me earlier you want to get started immediately and I'm confident that we're

48:20

a good different and then you know we'll I'll get into that later but you know you see how Gathering the and asking

48:26

these questions it paints everything out in the prospect's mind and primes them ready to buy but it gives you

48:32

information that you can use later in the call if they try objecting your pitch okay so and then after we've done

48:40

that you know you basically just want to move on to part eight which is the permission to pitch and coming back to

48:45

the idea of tonality this line is best said with the certainty tone so you want to say okay Bob we can definitely help

48:52

you out would you like me to explain more about what we do so see how I set the definitely help you out part with a

48:58

certainty in my tone so you want to see that and then you're asking them for permission so wait until they say yes

49:04

and this is basically you asking them for permission to give them a pitch and so part nine expert in your field

49:11

well here at Arden advertising our area of expertise is in helping real estate agents close more deals we do this with

49:19

our listing accelerator done for you machine so that's just that's not that's just like an example right so this part

49:26

right here will take a little bit to master uh and then after you say that you want to save the ideal real estate

49:32

agent for to the ideal real estate agent for us to work with is typically making between X dollar and X dollar and as X

49:41

years to X years of experience selling real estate this line will take some time to perfect and you want to deliver

49:47

it with a powerful and certain tone you want the prospect to think that's me so

49:53

when you say this you really you like when you say for example is making between x amount and x amount you want

49:59

your prospect to be right in the middle of that number and this line will take a while to come up with and come up with

50:05

like a good name for your solution but it you know it's very very worthwhile investing time into coming up with it

50:11

because it makes the prospect feel like yes this is the expert to help me right so you want to kind of say why you think

50:18

they're a good fit and you want that to click in their mind so for example for the for us is typically making you could

50:25

also if it's in your Niche I could say the ideal real estate agent for us to work with is typically closing between

50:30

one to two transactions per month and has five to ten years of experience selling real estate so you see how I

50:37

kind of made this line to my Niche you want to do that as well and you want to kind of practice different things until you find what sounds very powerful okay

50:44

and you'll know when it does trust me and you'll see how the market reacts to it so once you've done that

50:50

part 10 is pitching your offer so you must talk about it at a high level but

50:55

keep it vague don't talk about the processes or the features or anything like that because you will trigger the

51:01

wrong feature brain in your prospect and you want to keep their brain fixed on the outcome the area of your script you

51:07

will have to write out yourself because everybody's service and offer is different write it out practice saying

51:13

it in the mirror and get the delivery to be perfect your description on how everything works should be no more than

51:18

two minutes and you should not talk about price so then guys I don't use slideshows I just give them a very quick

51:25

two minute overview of my of my service without getting too deep into Futures because remember based on how we've

51:32

asked them these questions they are in an emotional and painful State and they think that we're you know the perfect

51:38

solution for them and we want to keep them in this state but when you start talking about all these features it

51:43

slowly takes them out of that state because they really start thinking about those features so you know you really want to come up with the perfect two

51:49

minute pitch of your product without going too deep into features and never give the price so you basically want to

51:54

give that pitch and then shut up and now your prospect will start asking you questions about how it works and they

52:01

will keep asking questions and so they have a clear understanding of exactly how it works and how more importantly

52:07

how it will work for them when you present your offer in vague detail the prospect then asks for all the pieces

52:13

they need to understand and then they keep asking until they have the full picture that they need so the reason

52:19

they need is capitalized is because guys a lot of people will give these like 10 minute pictures of their product and

52:24

they give way more information than that Prospect needs right every Prospect has their own questions about your offer and

52:31

you just want to give a vague pitch and then let them ask questions because they're going to give you what what's

52:36

most important to them so this this avoids us covering everything and blowing them over with features and it

52:43

just lets them Target the questions that they specifically have and then all we have to do is answer those okay does

52:50

that make sense so and a lot of people mess up with this and it takes their Prospect out of this state because they

52:55

give them a 10 minute pitch instead of want to give a very vague pitch and then your prospect will ask what they need to

53:01

know in order to make a buying decision so as you answer these questions be careful not to divert the conversation

53:07

just answer the specific questions they asked and then shut up so it's very easy when a prospect asks a question well how

53:13

does this work it's very easy to go on a long tangent you just want to give them enough information that it answers the

53:19

question you know it just answers the question and then shut up and eventually your prospect will keep asking questions

53:26

until they have everything they need and then they will ask you the price so you never want to give the prospect the

53:32

price until they ask you so this this phase Phase 10 is completed once they

53:38

ask you the price okay and then you can move on to part 11. and this is closing with incentive based

53:45

pricing so this sounds really sales and gimmickly and I used to think this don't let that become a subconscious bias

53:51

until you try it this stuff works you guys can actually go see my live sales call I use this too and this is how you

53:57

close one call it's like a lot of you guys are doing two calls but one calls are so much more efficient and you do it

54:02

with incentive-based pricing so you say this you say when they ask the price you say well we normally charge and then

54:08

I'll just use an example so what we normally charge two thousand dollars per month but we found that our best clients

54:14

were the ones who decided to take action immediately and they also tend to get the best results so for that reason we

54:21

do something called incentive based pricing where if you're ready to get started today it will only be 1500 per

54:27

month and then you shut up this silence can sometimes last one to

54:32

two minutes and will be extremely uncomfortable you must learn to stay stay silent until the prospect speaks so

54:39

incentive-based pricing is extremely powerful because it motivates the prospect to make a decision on that

54:45

first call and then you don't have to waste any time on a follow-up um and if you guys were to do this in a

54:50

two call all you would do is split up the script where you ask all the questions and then once you get to the part on telling them why they're a good

54:56

fit instead of giving a pitch you say we'll schedule a second call where I'll show you on Zoom you know how more about

55:03

our product and then you'd give the pitch on that call so you can you can do this in a too cold close if you really want to but guys trust me just do this

55:10

as one call just trust me take the leap you'll never go back so incentive-based

55:15

pricing is so powerful and as soon as you give this you just want to shut up okay and and after that you guys this

55:21

can sometimes literally last two minutes and that's the prospect kind of doing the math in their head of the ROI and

55:27

they're one they're either gonna say okay let's do it or they're gonna handle objections so part 11 let's just say

55:33

they say yes you must always collect payment on the call if the prospect needs to talk to a business partner or

55:39

wife husband you need to ask them for a small commitment this can be a hundred to two hundred dollar refundable deposit

55:46

to hold their incentive-based pricing if they don't give you this deposit then it's probably just used as a smoke

55:52

screen so say you give them the price you shut up they think about it for 45 seconds they

55:57

say okay I'm in but I do have to talk to my wife then you want to say okay Bob I

56:03

totally understand I think that's good for you to make this decision you know not to make this decision before talking with your wife however in order to hold

56:11

your incentive-based pricing I do need some small form of commitment from you that being said I can take a 100 or 200

56:18

refundable deposit and then you know next time after you talk to your wife if she says it's a no-go I will refund that

56:25

to you and that's basically just hold their incentive-based pricing and if you get that commitment from them then they

56:30

genuinely need to just talk to their wife and they are interested but if they don't give you that you know if they don't give you the deposit they're

56:37

they're not gonna buy and they never were most of the time okay so that's a way to kind of weed that out but now

Objections

56:43

let's talk about objections so if they don't say yes and if you don't get a refundable deposit they're going to give

56:49

you an objection and what that might look like is an objection is almost always a smoke

56:55

screen for the prospect not having enough certainty in you or your company Jordan Belfort teaches a strategy called

57:01

looping to combat objections and increase certainty if the prospect complains about the price say okay Bob

57:08

well hypothetically money aside does the idea make sense to you do you like it

57:13

and say this with the reasonable man tone so say the prospect you know you give them the price and they and they

57:20

and they start complaining about the price say you want to stay with the reasonable man tone you say you know

57:25

okay Bob well hypothetically money aside does the idea make sense do you like it and what this does is you're deflecting

57:33

their objection so most people would just freak out not know what to say the prospect explains about the price they

57:38

say okay well I'm sorry and then they end the call but you want to keep the Rapport going so when you say this you

57:44

want to pay very close attention to the prospect's tonality when they answer the question pay close attention to how

57:52

certain they sound in your idea if they sound uncertain you need to justify your services Roi with the certainty tone

57:59

this will deflect the objection and loop you back in a rapport where you can work on increasing the prospect's tonality so

58:05

let's say we ask them the hypothetical question money aside they say yeah you know I I kind of like the idea

58:12

I'm just a little nervous about this and you you can tell what their main concern

58:17

is but also you see how my tonality sounded like I wasn't very certain depending on how certain they are based

58:24

on their tonality then you want to uh increase their certainty right so what you would do is you'd say

58:30

oh you say someone says this so say that I give a prospect I give Bob a price and

58:35

he says well you know I think that's a little expensive so I say okay Bob well hypothetically money aside does the idea

58:41

make sense to you he says yeah you know it kind of makes sense to me I'm just a little bit nervous about closing the

58:48

leads that I'm paying for then I would say listen Bob these leads are so good I'm thinking about getting my real

58:54

estate license myself you will get a Roi on our service in fact here's Joseph

59:00

this is his case study he got a hundred and thirty percent ROI in the first 30 days so you see how I'm I'm increasing

59:07

his certainty by looping right that's called a loop so instead of just you know acknowledging his objection we we

59:15

uh we ask we deflect it with the hypothetical question then he answers us we identify how certain He Is We

59:22

identified that he's not that certain so then we basically uh make him more certain by giving him an example and

59:28

justifying the ROI with a very certain tone okay and then what you'll notice is

59:33

this is going to keep the report going and even if you don't have a case study you can just do what I said where it's like listen these leads are so good I'm

59:40

thinking about becoming a real estate agent myself in fact I'll actually show you the quality of some of these leads right now so you just want to do

59:46

whatever you can to increase their certainty instead of acknowledging the objection and ending the call you're

59:52

looping the sales conversation so this is what Jordan Belfort invented and it's called a loop uh

59:58

so your main goal in responding to objections is to keep the Rapport going and increase the prospect certainty in

1:00:05

you and your company but as soon as you notice the prospect is feeling pressured and you want to end the sales call and

1:00:11

depending on the sentiment of the call have a clear next steps like a follow-up call so you want to keep doing this

1:00:16

looping until you know they either make a decision but if you notice that they're feeling really pressured and

1:00:21

they're starting to sweat and they're starting to get nervous you just want to end the call just like hey look Bob you know this has been a long conversation

1:00:27

I've really enjoyed talking to you but I do think you know we should just follow up tomorrow sound good or sound fair in

1:00:33

the reasonable tone so if you notice that they're feeling pressured you want to just end it right there or you're going to kind of lose you know that

1:00:39

connection with them so you don't want to keep pushing them if they're pressured you just want to try to end the call and then schedule a follow-up

1:00:45

right and you might lose that sale you might not but you don't want to just be pressure sewing into buying that much

1:00:50

right so you want to keep looping as much as possible it keeps the Rapport going and you use it to increase the

1:00:57

prospect certainty and you can can do that by you know with your tonality by pulling up case studies by pulling up

1:01:03

examples of the leads you generate by showing an Roi example stuff like that okay

1:01:08

um the two most common objections are I need to think about it and I don't have money so how can we respond to these so

1:01:16

first one I need to think about it we say is there something in particular you need to think about so that we can

1:01:22

discuss it right now so you guys will notice we're we're keeping the Rapport going so we're not saying okay think

1:01:28

about it let's let's follow up in a week and then you never hear back from them if you're keeping the Rapport going and you're deflecting the objection so hey

1:01:35

Bob I totally understand well why don't you tell me is there something in particular that you need to think about

1:01:40

so we can discuss it right now while I'm here on this call and then depending on what they say then you want to you know

1:01:46

give them an answer that increases their certainty with a certainty tone or a riskier approach to really maintain the

1:01:53

status Authority you can say listen Bob in my experience when someone says that it's just because it means there's

1:01:59

something in particular that they don't have enough Clarity on while I'm still here on this call with you what is it

1:02:04

specifically that you're needing to think about so that's like a riskier approach that you know if pulled off correctly will really set you you know

1:02:11

make you this authority figure on the call so you can use either of those but you never want to end the call when they

1:02:16

say they need to think about it you want to give it one looping cycle and go back in a rapport and then another big

1:02:22

objection is I don't have the money and then you want to say well Bob isn't that why we have this call to begin with

1:02:29

and then you want to justify your services Roi with the certainty tone and then bonus points if you can pull up

1:02:35

Social proof right so these are the most two common objections however as you

1:02:40

take more sales calls you'll learn more about specific Niche objections create a

1:02:45

Google doc where you write down a new objection every time you hear one then spend time reflecting and come up with a

1:02:52

response to every objection remember the main goal of an objection response is to keep the Rapport going and increase

1:02:58

certainty having this Google doc will make training sales reps much easier in the future so

1:03:05

of course you know there's going to be very common objections that you keep hearing so every time you hear a new objection write it down in a Google doc

1:03:11

or on a piece of paper and then spend time later you know after the call or after your work day really reflecting on

1:03:18

those objections and coming up with answers that will Loop them back into Rapport and increase certainty and then

1:03:24

you know you kind of have this list and what I do is I turn them into flashcards and then you know you have these little

1:03:30

times in between sales calls during the day where you have like you know 10 minutes free and you don't really have

1:03:35

anything to do that's when I look over those flash cards and then in the future if you start hiring sales people it's

1:03:40

going to make their job so much easier if you already have a list of the most common objections and what's working and

1:03:46

then if you notice that your objection response isn't working then change it and try new objection response and then

1:03:51

add that to the list okay so that's it for the you know the sales script but there's just one final point I want to

1:03:57

end on and it's sales is a sport so sales like a sport requires a lot of

Sales Is A Sport

1:04:04

energy and focus just like a professional athlete you want to get eight hours of high quality sleep eat

1:04:10

healthy non-processed foods track your progress and re-watch your game footage that being said don't eat unhealthy

1:04:17

Foods within 24 hours of a sales call and make sure to get eight hours of high quality sleep the night before so guys

1:04:23

sales really is a sport like it takes a lot of mental you know Focus to you know

1:04:28

turn someone from a nice cold Prospect into a happy paying customer so I don't eat sugar you know 24 hours before a

1:04:35

sales call if I do eat sugar it's on a Friday because then there's you know Friday or Saturday because then there's 24 hours before I take calls on the

1:04:42

weekday and you'll notice you know you if you really keep track of it you'll notice it does decrease your performance

1:04:47

and you're less focused so you know you want to eat healthy Whole Foods and you want to get an aura ring right and you

1:04:52

want to start really tracking your sleep and improving it so you're not just getting eight seven eight hours of sleep but it's high quality sleep you're gonna

1:04:59

do so much better on sales calls you're gonna be so much more focused so don't be the business owner Who records

1:05:06

every sales call just to never revisit them being able to review your sales calls from a third person perspective is

1:05:13

extremely powerful and will result in Rapid Improvement I like to set aside Sundays to review all the week's sales

1:05:20

calls and keep notes of what's working and what's not working so that's why we're asking for permission

1:05:25

to record but a lot of people will just record their sales calls and never look at them right so one the first benefit

1:05:31

is that we can go back and re-watch them from a third person perspective and it's kind of a weird example but when I was a

1:05:37

kid I grew up skateboarding and you know a lot of the times we record ourselves skateboarding and when I was actually

1:05:42

skating in first person perspective I would do a trick and it would feel really good and it would feel really clean and then when I go watch the

1:05:49

footage I'll notice that it did not look as good as it felt and that's kind of a weird example but it's the same with

1:05:54

sales calls like you'll get done with a call and you'll think you'll you did perfect but then when you go back and watch it from a third person perspective

1:06:00

and while you were giving the pitch and you were focused on your screen you'll be able to see the prospect's reactions to what you're saying and you'll be like

1:06:07

wait I should have said that differently and then you can make that change on the next call so

1:06:13

even if you think that you're killing it trust me watch the footage you'll find things that aren't working but most

1:06:18

importantly you'll see what is working so even if you close the prospect you still want to re-watch the footage so

1:06:23

you can see what went right and then just every every Sunday or every whatever day you watch those the replays

1:06:29

you just want to write down what's working what's not working and then add that to your next sales call and this is going to help you rapidly improve and

1:06:36

you know you're having this feedback loop until you just get really really good at sales Okay so

1:06:42

make sure to track your sales calls using this and the sheets in the document this will be in the description

1:06:47

click file and make a copy so this is what it looks like and you know you just have one for every month so what you do

1:06:53

is you put the date of the call here you put if it's a if it's the first call you just put first call if you only do first

1:06:58

calls just put first call for all of them but if you are sometimes even the prospect like if you get a deposit then

1:07:04

you'd hop on a second call with them so that's why I have it and then the leads name the lead source so then you can see

1:07:10

hey all the calls I'm closing they're coming from you know this source so I should double down on that source and

1:07:16

then second call this is where you would put uh if they booked a second call here you would just put yes uh and if if they

1:07:23

didn't you just put no even if you close them and then result so just briefly you know type out the result of the sales

1:07:29

call and then recording this is where you you upload all your sales calls to a Google Drive and then you'll link the

1:07:35

Google Drive Link in here and then the call link so this is a piece of data that's very important you can kind of

1:07:40

see okay really good sales calls are about this call length and really bad calls are about this call length so I

1:07:47

should aim to you know try to make calls this call length so it's just another piece of data that you can use and then

1:07:53

emotions so this is where it gets really important and I have a video all on sales emotions I actually linked it

1:07:59

right here definitely go check that out and you'll know why it's important to track your emotions I don't want to dig

1:08:04

into it too much this video because I have a whole another 10 minute video just on that

1:08:09

um and then you know so what you want to do is that and then this is going to allow you to see a lot of feedback of what's happening and I've I've and and I

1:08:16

have a really deep video on why this spreadsheet is so powerful for oscillation cycles and sales calls and

1:08:23

if that sounds confusing you go watch my 10 minute video on it but the most important thing is to track your sales

1:08:29

calls and then guys when you if if the if you lose the call what you want to do is this is for result you just want to

1:08:36

come to highlight and then you highlight it red and then if the and if you don't get a deposit highlight it red but if

1:08:42

you do get a deposit and the sales status is still open you want to put yellow and then if if you if he comes

1:08:48

back on the call and he's like yeah I'm not going to move forward my wife said no then you just want to fill it red um

1:08:53

and then if it is a good call you want to fill it green and then this is going to allow you to see you know how sales

1:08:59

data plays out on a long time frame again you can go watch my 10 minute video on that so guys this is it for my

1:09:05

entire sales process you know I really hope this is valuable this sales process right here changed my whole entire

1:09:10

perspective on sales it's helped me you know close Six clients down a saturated Niche and you know I really just started

1:09:17

implementing it only like two months ago you know after I took Consulting accelerator which is Sam Evans course

1:09:22

and then Nick cosman's course so this is inspired by Nick husband and Sam oven so I kind of just combined you know their

1:09:28

ideas into this sales process and it's been working really well you know I'm starting to scale very aggressively now

1:09:34

um and guys seriously if you watch this whole video You're gonna win like if you really watch this whole video you took

1:09:40

notes and you know you're implementing you are going to win uh so with all that being said this is the sales process you

1:09:45

know you can basically you can copy the script right here and put it onto another Google Docs start practicing it

1:09:51

start working on your tonality re-watch this video video guys literally the sales module from the courses I take I

1:09:57

re-watch them every other week and that's to keep this stuff on the top of my mind and really make sure that I'm implementing it so with all that being

1:10:04

said I hope this was valuable if you did enjoy the video leave a like and and the most important part is

What is Artificial Intelligence and how does it work? What are the 3 types of AI? The 3 types of AI are: General AI: AI that can perform all of the intellectual tasks a human can. Currently, no form of AI can think abstractly or develop creative ideas in the same ways as humans.  Narrow AI: Narrow AI commonly includes visual recognition and natural language processing (NLP) technologies. It is a powerful tool for completing routine jobs based on common knowledge, such as playing music on demand via a voice-enabled device.  Broad AI: Broad AI typically relies on exclusive data sets associated with the business in question. It is generally considered the most useful AI category for a business. Business leaders will integrate a broad AI solution with a specific business process where enterprise-specific knowledge is required.  How can artificial intelligence be used in business? AI is providing new ways for humans to engage with machines, transitioning personnel from pure digital experiences to human-like natural interactions. This is called cognitive engagement.  AI is augmenting and improving how humans absorb and process information, often in real-time. This is called cognitive insights and knowledge management. Beyond process automation, AI is facilitating knowledge-intensive business decisions, mimicking complex human intelligence. This is called cognitive automation.  What are the different artificial intelligence technologies in business? Machine learning, deep learning, robotics, computer vision, cognitive computing, artificial general intelligence, natural language processing, and knowledge reasoning are some of the most common business applications of AI.  What is the difference between artificial intelligence and machine learning and deep learning? Artificial intelligence (AI) applies advanced analysis and logic-based techniques, including machine learning, to interpret events, support and automate decisions, and take actions.  Machine learning is an application of artificial intelligence (AI) that provides systems the ability to automatically learn and improve from experience without being explicitly programmed.  Deep learning is a subset of machine learning in artificial intelligence (AI) that has networks capable of learning unsupervised from data that is unstructured or unlabeled.  What are the current and future capabilities of artificial intelligence? Current capabilities of AI include examples such as personal assistants (Siri, Alexa, Google Home), smart cars (Tesla), behavioral adaptation to improve the emotional intelligence of customer support representatives, using machine learning and predictive algorithms to improve the customer’s experience, transactional AI like that of Amazon, personalized content recommendations (Netflix), voice control, and learning thermostats.  Future capabilities of AI might probably include fully autonomous cars, precision farming, future air traffic controllers, future classrooms with ambient informatics, urban systems, smart cities and so on.  To know more about the scope of artificial intelligence in your business, please connect with our expert.

מהי בינה מלאכותית וכיצד היא פועלת? מהם 3 סוגי הבינה המלאכותית? שלושת סוגי הבינה המלאכותית הם: בינה מלאכותית כללית: בינה מלאכותית שיכולה לבצע את כל המשימות האינטלקטואליות שאדם יכול. נכון לעכשיו, שום צורה של AI לא יכולה לחשוב בצורה מופשטת או לפתח רעיונות יצירתיים באותן דרכים כמו בני אדם. בינה מלאכותית צרה: בינה מלאכותית צרה כוללת בדרך כלל טכנולוגיות זיהוי חזותי ועיבוד שפה טבעית (NLP). זהו כלי רב עוצמה להשלמת עבודות שגרתיות המבוססות על ידע נפוץ, כגון השמעת מוזיקה לפי דרישה באמצעות מכשיר התומך בקול. בינה מלאכותית רחבה: בינה מלאכותית רחבה מסתמכת בדרך כלל על מערכי נתונים בלעדיים הקשורים לעסק המדובר. זה נחשב בדרך כלל לקטגוריית הבינה המלאכותית השימושית ביותר עבור עסק. מנהיגים עסקיים ישלבו פתרון AI רחב עם תהליך עסקי ספציפי שבו נדרש ידע ספציפי לארגון. כיצד ניתן להשתמש בבינה מלאכותית בעסק? AI מספקת דרכים חדשות לבני אדם לעסוק במכונות, ומעבירה את הצוות מחוויות דיגיטליות טהורות לאינטראקציות טבעיות דמויות אדם. זה נקרא מעורבות קוגניטיבית. בינה מלאכותית מגדילה ומשפרת את האופן שבו בני אדם קולטים ומעבדים מידע, לעתים קרובות בזמן אמת. זה נקרא תובנות קוגניטיביות וניהול ידע. מעבר לאוטומציה של תהליכים, AI מאפשר החלטות עסקיות עתירות ידע, תוך חיקוי אינטליגנציה אנושית מורכבת. זה נקרא אוטומציה קוגניטיבית. מהן טכנולוגיות הבינה המלאכותית השונות בעסק? למידת מכונה, למידה עמוקה, רובוטיקה, ראייה ממוחשבת, מחשוב קוגניטיבי, בינה כללית מלאכותית, עיבוד שפה טבעית וחשיבת ידע הם חלק מהיישומים העסקיים הנפוצים ביותר של AI. מה ההבדל בין בינה מלאכותית ולמידת מכונה ולמידה עמוקה? בינה מלאכותית (AI) מיישמת ניתוח מתקדמות וטכניקות מבוססות לוגיקה, כולל למידת מכונה, כדי לפרש אירועים, לתמוך ולהפוך החלטות לאוטומטיות ולנקוט פעולות. למידת מכונה היא יישום של בינה מלאכותית (AI) המספק למערכות את היכולת ללמוד ולהשתפר מניסיון באופן אוטומטי מבלי להיות מתוכנתים במפורש. למידה עמוקה היא תת-קבוצה של למידת מכונה בבינה מלאכותית (AI) שיש לה רשתות המסוגלות ללמוד ללא פיקוח מנתונים שאינם מובנים או ללא תווית. מהן היכולות הנוכחיות והעתידיות של בינה מלאכותית? היכולות הנוכחיות של AI כוללות דוגמאות כמו עוזרים אישיים (Siri, Alexa, Google Home), מכוניות חכמות (Tesla), התאמה התנהגותית לשיפור האינטליגנציה הרגשית של נציגי תמיכת לקוחות, שימוש בלמידת מכונה ואלגוריתמים חזויים כדי לשפר את חווית הלקוח, עסקאות בינה מלאכותית כמו זו של אמזון, המלצות תוכן מותאמות אישית (Netflix), שליטה קולית ותרמוסטטים ללמידה. יכולות עתידיות של AI עשויות לכלול כנראה מכוניות אוטונומיות מלאות, חקלאות מדויקת, בקרי תעבורה אוויריים עתידיים, כיתות עתידיות עם אינפורמטיקה סביבתית, מערכות עירוניות, ערים חכמות וכן הלאה. כדי לדעת יותר על היקף הבינה המלאכותית בעסק שלך, אנא צור קשר עם המומחה שלנו.

Google Colab: Google Colab היא פלטפורמה מקוונת המאפשרת למשתמשים לשתף ולהריץ סקריפטים של Python בענן Graphics Processing Unit(GPU): GPU, או יחידת עיבוד גרפית, הוא סוג מיוחד של שבב מחשב שנועד להתמודד עם המורכבות חישובים הדרושים להצגת תמונות ווידאו במחשב או במכשיר אחר. זה כמו המוח של המערכת הגרפית של המחשב שלך, והוא ממש טוב לעשות הרבה מתמטיקה ממש מהר. GPUs משמשים סוגים רבים ושונים של מכשירים, כולל מחשבים, טלפונים וקונסולות משחקים. הם שימושיים במיוחד למשימות הדורשות כוח עיבוד רב, כמו משחקי וידאו, עיבוד גרפיקה תלת-ממדית או הפעלת אלגוריתמים של למידת מכונה. מודל שפה גדול (LLM): סוג של מודל למידת מכונה שאומן על כמות גדולה מאוד של נתוני טקסט ומסוגל ליצור טקסט בעל צליל טבעי. Machine Learning (ML): שיטה ללמד מחשבים ללמוד מנתונים, מבלי להיות מתוכנתים במפורש. עיבוד שפה טבעית (NLP): תת-תחום של AI המתמקד בהוראת מכונות להבין, לעבד וליצור שפה אנושית רשתות עצביות: סוג של אלגוריתם למידת מכונה המבוססת על המבנה והתפקוד של המוח. שדות קרינה עצביים (NeRF): שדות קרינה עצביים הם סוג של מודל למידה עמוקה שיכול לשמש למגוון משימות, כולל יצירת תמונה, זיהוי אובייקטים ופילוח. NeRFs שואבים השראה מהרעיון של שימוש ברשת עצבית למודל של זוהר תמונה, שהוא מדד לכמות האור שנפלט או מוחזר על ידי אובייקט. OpenAI: OpenAI הוא מכון מחקר המתמקד בפיתוח וקידום טכנולוגיות בינה מלאכותית שהן בטוחות, שקופות ומועילות לחברה. Overfitting: בעיה נפוצה בלמידת מכונה, שבה המודל מתפקד היטב בנתוני האימון אך גרועים בחדשים, בלתי נראים. נתונים. זה מתרחש כאשר המודל מורכב מדי ולמד יותר מדי פרטים מנתוני האימון, כך שהוא לא מכליל היטב. הנחיה: הנחיה היא פיסת טקסט המשמשת לתכנון מודל שפה גדול ולהנחות את הדור שלו Python: Python היא שפת תכנות פופולרית ברמה גבוהה הידועה בפשטות, בקריאות ובגמישות שלה (כלי AI רבים משתמשים בה) למידת חיזוק: סוג של למידת מכונה שבה המודל לומד על ידי ניסוי וטעייה, מקבל תגמולים או עונשים על מעשיו ומתאים את התנהגותו בהתאם. מחשוב מרחבי: מחשוב מרחבי הוא השימוש בטכנולוגיה כדי להוסיף מידע וחוויות דיגיטליות לעולם הפיזי. זה יכול לכלול דברים כמו מציאות רבודה, שבה מידע דיגיטלי מתווסף למה שאתה רואה בעולם האמיתי, או מציאות מדומה, שבה אתה יכול לשקוע במלואו בסביבה דיגיטלית. יש לו שימושים רבים ושונים, כמו בחינוך, בידור ועיצוב, והוא יכול לשנות את האופן שבו אנו מתקשרים עם העולם ואחד עם השני. דיפוזיה יציבה: דיפוזיה יציבה מייצרת תמונות אמנותיות מורכבות המבוססות על הנחיות טקסט. זהו מודל AI של סינתזת תמונות בקוד פתוח הזמין לכולם. ניתן להתקין את ה-Stable Diffusion באופן מקומי באמצעות קוד שנמצא ב-GitHub או שישנם מספר ממשקי משתמש מקוונים הממנפים גם מודלים של Stable Diffusion. למידה מפוקחת: סוג של למידת מכונה שבה נתוני האימון מסומנים והמודל מאומן לבצע תחזיות על סמך היחסים בין נתוני הקלט והתוויות המתאימות. למידה ללא פיקוח: סוג של למידת מכונה שבה נתוני האימון אינם מסומנים, והמודל מאומן למצוא דפוסים ויחסים בנתונים בעצמו. Webhook: Webhook הוא דרך של תוכנת מחשב אחת לשלוח הודעה או נתונים לתוכנית אחרת דרך האינטרנט בזמן אמת. זה עובד על ידי שליחת ההודעה או הנתונים לכתובת URL ספציפית, השייכת לתוכנית האחרת. Webhooks משמשים לעתים קרובות כדי להפוך תהליכים לאוטומטיים ולהקל על תוכניות שונות לתקשר ולעבוד יחד. הם כלי שימושי למפתחים שרוצים לבנות יישומים מותאמים אישית או ליצור אינטגרציות בין מערכות תוכנה שונות.