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Would you like to inspect the original subtitles? These are the user uploaded subtitles that are being translated: 0 00:00:02,130 --> 00:00:05,880 Hello, my name is Ryan Bogart and I will be your guide today to discuss the 1 00:00:05,890 --> 00:00:07,050 science of sales. 2 00:00:07,090 --> 00:00:09,260 We will be using V boat as a case study 3 00:00:09,270 --> 00:00:13,100 to share what skills and attention are required to help set yourself up with 4 00:00:13,110 --> 00:00:17,540 success to align with the marketing initiatives your team already has in 5 00:00:17,550 --> 00:00:20,560 place. Here's an overview of the agenda of what 6 00:00:20,570 --> 00:00:24,630 will be covered in this course to understand how buyers think, who is your 7 00:00:24,640 --> 00:00:26,820 target buyer? The journey of the buyer? 8 00:00:26,830 --> 00:00:32,140 Some scripting examples for email phone, direct outreach through LinkedIn, 9 00:00:32,150 --> 00:00:35,190 Instagram, and warm follow-ups from other marketing campaigns. 10 00:00:35,920 --> 00:00:38,320 First, let's understand the mind of the buyer. 11 00:00:38,580 --> 00:00:42,410 This is an example of the mind of the buyer and shows how people think on a 12 00:00:42,420 --> 00:00:45,840 daily basis. Experts actually estimate that human 13 00:00:45,850 --> 00:00:50,530 beings process 60 to 80000 thousand thoughts a day. 14 00:00:51,480 --> 00:00:52,800 Think of that for a second. 15 00:00:53,120 --> 00:00:55,270 That's an average of twenty five hundred 16 00:00:55,280 --> 00:00:57,720 to three thousand thoughts per hour reprocess. 17 00:00:58,940 --> 00:01:03,450 Remember, people buy with emotion and they justify with logic at every stage of 18 00:01:03,460 --> 00:01:04,519 the buyer journey. 19 00:01:04,580 --> 00:01:06,590 Whether you're walking in the store just 20 00:01:06,600 --> 00:01:10,180 to buy groceries, and depending on which banana you want to buy, whether you want 21 00:01:10,190 --> 00:01:13,290 to buy the green one or you want to buy the ripe yellow one, it really doesn't 22 00:01:13,300 --> 00:01:14,010 make a difference. 23 00:01:14,020 --> 00:01:16,830 We're always thinking about something, so 24 00:01:16,840 --> 00:01:20,980 it's important to align with the logic by gaining their trust. 25 00:01:21,200 --> 00:01:24,300 Competency plus sincerity equals trust. 26 00:01:24,420 --> 00:01:26,600 Let your marketing align with the pain 27 00:01:26,610 --> 00:01:29,160 they're going through so you can be the solution. 28 00:01:29,340 --> 00:01:30,270 To their problem. 29 00:01:31,510 --> 00:01:32,510 The buyer persona. 30 00:01:32,670 --> 00:01:33,970 This is a high level. 31 00:01:35,350 --> 00:01:37,140 Conversation about the buyer persona, and 32 00:01:37,150 --> 00:01:40,800 it's a fictional representation of your actual target or niche that you would be 33 00:01:40,810 --> 00:01:43,710 marketing to. So the most important thing I want to 34 00:01:43,720 --> 00:01:47,420 stress here is that you need to know your audience, whether in marketing, in sales, 35 00:01:47,430 --> 00:01:51,480 every facet of the business needs to know who they're marketing to and who their 36 00:01:51,490 --> 00:01:53,730 client or their target persona is. 37 00:01:55,480 --> 00:01:58,330 The buyer Journey solutions aware your 38 00:01:58,340 --> 00:02:04,210 solution aware Deal aware solutions aware means that your prospect knows of your 39 00:02:04,220 --> 00:02:07,890 product or has an idea of your offering and what you're selling, but isn't sure 40 00:02:07,900 --> 00:02:09,240 if it's right for them yet. 41 00:02:09,300 --> 00:02:11,550 Your solution aware means your prospect 42 00:02:11,560 --> 00:02:15,150 knows what they're looking for, what they're hoping to accomplish in terms of 43 00:02:15,160 --> 00:02:18,600 a result. But it still could be comparison 44 00:02:18,610 --> 00:02:20,600 shopping, researching other solutions. 45 00:02:22,270 --> 00:02:24,970 Like yours to help stop the current state 46 00:02:24,980 --> 00:02:28,080 they're going through or paying they're dealing with in their current Business 47 00:02:28,090 --> 00:02:31,180 Today. Delaware just means they want to know the 48 00:02:31,190 --> 00:02:36,320 prices and the terms, give them what they want to move forward and wait to hear 49 00:02:36,330 --> 00:02:41,500 back from them in terms of next steps by deal aware not you're pretty much 90 % 50 00:02:41,510 --> 00:02:43,400 there. They're going to either move forward, 51 00:02:43,410 --> 00:02:47,640 it's just going to be down based on price between each vendor and which one they 52 00:02:47,650 --> 00:02:48,590 want to go with. 53 00:02:49,120 --> 00:02:52,050 Solution to where is always, not where 54 00:02:52,060 --> 00:02:53,700 you want to start manipulating though. 55 00:02:53,740 --> 00:02:55,040 Actually you never want to manipulate 56 00:02:55,050 --> 00:02:56,480 your buyer ever anymore. 57 00:02:56,490 --> 00:02:58,260 That's that doesn't exist anymore. 58 00:02:59,730 --> 00:03:04,700 Remember, 1590 % of buyers minds are made-up before a buyer interacts with a 59 00:03:04,710 --> 00:03:06,720 sales Rep at the deal aware stage. 60 00:03:06,870 --> 00:03:08,880 Keep marketing to them if they're still 61 00:03:08,890 --> 00:03:14,490 at your solutions aware, but always align with trust and add value. 62 00:03:16,200 --> 00:03:20,790 Linkedin organic prospecting LinkedIn direct outreach we've created some 63 00:03:20,800 --> 00:03:22,100 benchmarks here for you to follow. 64 00:03:22,110 --> 00:03:24,570 Ok, we usually recommend 20 to 40 % 65 00:03:24,580 --> 00:03:30,110 connection rate, at least a 4 % reply to your connection messages, 10 to 50 % 66 00:03:30,120 --> 00:03:33,950 reply to further messages, and at least 60 connection requests per day. 67 00:03:33,960 --> 00:03:37,770 Ok to start building your audience up after a connection usually accepts your 68 00:03:37,780 --> 00:03:40,310 request. It's important to follow up with a 69 00:03:40,320 --> 00:03:43,870 message and it could be just a generic hello message or just hey, how's your day 70 00:03:43,880 --> 00:03:45,780 going? From the scripts that we've created in 71 00:03:45,790 --> 00:03:50,150 the following slides, you want to keep this very light and very high level. 72 00:03:50,160 --> 00:03:51,430 This is meant to be social. 73 00:03:51,440 --> 00:03:52,990 There's no need to sell or offer 74 00:03:53,000 --> 00:03:55,650 anything. Remember, LinkedIn will ban you if you're 75 00:03:55,660 --> 00:03:58,000 trying to force something onto somebody too hard. 76 00:03:58,100 --> 00:04:01,100 Build a relationship first with the buyer persona. 77 00:04:01,360 --> 00:04:04,260 By the second message you want to show some kind of credibility that you 78 00:04:04,270 --> 00:04:08,070 understand their business and what they're dealing with. 79 00:04:08,550 --> 00:04:11,430 And see how you might be able to help them in their current state. 80 00:04:11,780 --> 00:04:13,940 But again, it comes from a place of submissiveness. 81 00:04:14,320 --> 00:04:19,490 There is no need to start overselling or trying to be all that with social media. 82 00:04:19,500 --> 00:04:22,000 The audience can smell garbage from miles away. 83 00:04:22,010 --> 00:04:22,930 We've all seen it. 84 00:04:22,940 --> 00:04:24,300 We're all on social media. 85 00:04:24,340 --> 00:04:25,980 It's nothing new. 86 00:04:26,080 --> 00:04:28,180 Be present and be part of the community, 87 00:04:28,230 --> 00:04:32,650 sharing content to your feed that is relevant to your audience's pain and how 88 00:04:32,660 --> 00:04:33,730 you can help them. 89 00:04:33,740 --> 00:04:35,890 This can be more powerful than sending 90 00:04:35,900 --> 00:04:39,080 continuous messages that add no value whatsoever. 91 00:04:40,550 --> 00:04:43,770 Instagram organic prospecting again, we've laid out some direct outreach 92 00:04:43,780 --> 00:04:46,120 benchmarks. This can all change depending on your 93 00:04:46,130 --> 00:04:49,610 audience. Ok, search #is for your buyer persona. 94 00:04:49,830 --> 00:04:53,770 You should be spending at least 5 to 7 hours per day doing this. 95 00:04:53,790 --> 00:04:56,780 By the time you found those specific personas you're following. 96 00:04:57,070 --> 00:05:02,270 Send direct messages of up to two seventy to two hundred fifty people per day. 97 00:05:02,370 --> 00:05:05,360 This could be more or less depending on your persona. 98 00:05:05,370 --> 00:05:06,610 Usually more is better. 99 00:05:07,180 --> 00:05:09,950 For every 30 people that you message, at 100 00:05:09,960 --> 00:05:14,500 least three to five should be opting in or showing interest in your offering. 101 00:05:14,660 --> 00:05:18,190 Remember bringing value at every stage of your message to help alleviate from 102 00:05:18,200 --> 00:05:20,800 getting banned. Like I said, LinkedIn will do the same 103 00:05:20,810 --> 00:05:22,390 thing. If you're pushing something on them too 104 00:05:22,400 --> 00:05:26,270 hard, search hashtags, look at the account, direct. 105 00:05:26,280 --> 00:05:27,010 Message them. 106 00:05:27,020 --> 00:05:28,880 Bring value to help build relationships 107 00:05:29,060 --> 00:05:31,440 with them and grow your business. 108 00:05:31,660 --> 00:05:32,520 Be active. 109 00:05:32,740 --> 00:05:33,740 This is social. 110 00:05:34,000 --> 00:05:36,340 Be conversational, not desperate. 111 00:05:36,520 --> 00:05:37,180 Repeat this. 112 00:05:37,190 --> 00:05:39,150 Process spend some time looking at every 113 00:05:39,160 --> 00:05:44,890 picture of the personas you're following until you see how big their audience is 114 00:05:44,900 --> 00:05:46,670 or how many followers they have. 115 00:05:46,860 --> 00:05:48,520 Click the picture of the persona and find 116 00:05:48,530 --> 00:05:50,160 people trending in the same tag. 117 00:05:50,300 --> 00:05:53,570 Click the URL link in their profile to 118 00:05:53,580 --> 00:05:55,950 that specific persona and look at their site. 119 00:05:56,160 --> 00:06:00,090 See how you can add value to their site or their business, and if it needs 120 00:06:00,100 --> 00:06:04,240 improvement or you think you can help, click and send them a direct message. 121 00:06:04,840 --> 00:06:10,990 With value, first offer them something in return for what you can give them. 122 00:06:11,000 --> 00:06:15,250 Give something to get something based on what their business is and their value 123 00:06:15,260 --> 00:06:16,200 you can add. 124 00:06:17,170 --> 00:06:18,590 We've provided you with a report. 125 00:06:18,600 --> 00:06:21,780 This is an overview of one of our reports from LinkedIn, Instagram tracking 126 00:06:21,790 --> 00:06:24,200 metrics. Here you can track all the metrics at 127 00:06:24,210 --> 00:06:26,370 every stage of the message you've sent out. 128 00:06:26,390 --> 00:06:30,360 Stick to the benchmarks we showed previously to track what works and what 129 00:06:30,370 --> 00:06:32,970 doesn't. If you see the metrics look off. 130 00:06:33,290 --> 00:06:37,070 Go back to your marketing and see why your message is not resonating. 131 00:06:37,470 --> 00:06:42,660 Your marketing should never be about you or how great your business is. 132 00:06:42,670 --> 00:06:47,150 It should always be about aligning to the buyers, paying and being a solution to 133 00:06:47,160 --> 00:06:50,210 their problem. Remember, we've become practitioners in 134 00:06:50,220 --> 00:06:51,190 this space now. 135 00:06:51,200 --> 00:06:52,520 Just like when you go to the doctor and 136 00:06:52,530 --> 00:06:56,050 you tell your doctor how many problems you have in a day, people are saying the 137 00:06:56,060 --> 00:06:57,460 same things to us. 138 00:06:57,500 --> 00:06:59,580 Stop, listen and align. 139 00:06:59,780 --> 00:07:02,790 People want to be rescued from the current state, not over promise, 140 00:07:02,800 --> 00:07:06,480 something that you under deliver to be transparent and honest. 141 00:07:08,310 --> 00:07:10,590 Linkedin Instagram scripting examples. 142 00:07:11,180 --> 00:07:12,630 Here's two different examples that we've 143 00:07:12,640 --> 00:07:13,470 used in the past. 144 00:07:13,480 --> 00:07:14,720 Example a. 145 00:07:17,340 --> 00:07:22,250 Saw some traction for us and it did work a bit, but example B actually worked way 146 00:07:22,260 --> 00:07:25,780 better and it worked for everybody that we we'd messaged and has shown tremendous 147 00:07:25,790 --> 00:07:27,490 success. But again, it's important to keep 148 00:07:27,500 --> 00:07:29,770 testing. Always test your message and your value 149 00:07:29,780 --> 00:07:33,160 prop. To make sure it's resonating and aligning 150 00:07:33,260 --> 00:07:34,250 with your audio. 151 00:07:35,380 --> 00:07:37,190 Direct outreach, email and phone 152 00:07:37,200 --> 00:07:39,760 prospect. These are some of the benchmarks that 153 00:07:39,770 --> 00:07:40,440 we've laid out for you. 154 00:07:40,450 --> 00:07:43,090 Ok. The short break for demos or meetings 155 00:07:43,100 --> 00:07:44,940 should be at least 70 %. 156 00:07:45,240 --> 00:07:47,370 You want to space out the fallout process 157 00:07:47,380 --> 00:07:49,960 for each mean that people show up to. 158 00:07:50,390 --> 00:07:51,770 After you've had your conversations, 159 00:07:52,110 --> 00:07:56,540 usually every two days with either a phone call or an email to make the 160 00:07:56,550 --> 00:07:59,350 sequence look as organic and natural as possible. 161 00:07:59,550 --> 00:08:03,190 If you're short rate is not within the recommended benchmark, then you have to 162 00:08:03,200 --> 00:08:06,780 go back to your market message match to determine how your offering is not 163 00:08:06,790 --> 00:08:08,160 resonating with your audience. 164 00:08:08,310 --> 00:08:09,490 Why didn't it work? 165 00:08:09,530 --> 00:08:13,320 By this point, their marketing team should be running more than one test to 166 00:08:13,330 --> 00:08:15,110 see how your market is responding. 167 00:08:15,410 --> 00:08:17,880 Whether it's AB multivariate tests, 168 00:08:17,890 --> 00:08:21,680 there's many different tests you can do, but just keep testing to see 4. 169 00:08:23,280 --> 00:08:24,390 Direct outreach, email. 170 00:08:24,400 --> 00:08:25,950 Scripting you'll see in a lot of these 171 00:08:25,960 --> 00:08:29,510 examples I've outlined everything in red because these are the areas where you 172 00:08:29,520 --> 00:08:30,870 should be putting your value prop. 173 00:08:30,880 --> 00:08:32,020 Ok, it's critical. 174 00:08:32,200 --> 00:08:34,630 And the opening email? You let them make the decision. 175 00:08:34,840 --> 00:08:36,530 They have already expressed interest. 176 00:08:36,539 --> 00:08:38,070 Do not oversell it. 177 00:08:38,080 --> 00:08:39,190 Stick to the script. 178 00:08:39,200 --> 00:08:40,770 It's important you give your audience to 179 00:08:40,780 --> 00:08:44,510 your opportunity to book on the calendar from the call to actions and you set up 180 00:08:44,520 --> 00:08:46,400 anywhere within the content you provide. 181 00:08:46,620 --> 00:08:49,800 This helps bring the sales cycle full 182 00:08:49,850 --> 00:08:55,570 circle. Direct outreach bone scripting examples 183 00:08:55,750 --> 00:09:00,000 OK. This slide is self-explanatory The key 184 00:09:00,010 --> 00:09:04,030 caveat is do not oversell or try to save the opportunity. 185 00:09:04,470 --> 00:09:06,420 If they're not interested, move on. 186 00:09:06,430 --> 00:09:08,570 Remember this is a warm lead and if 187 00:09:08,580 --> 00:09:09,890 they've expressed interest. 188 00:09:11,320 --> 00:09:13,160 Or, if they haven't and they've decided 189 00:09:13,170 --> 00:09:14,730 to move on, let your team. 190 00:09:15,380 --> 00:09:17,550 Go and set up a remarketing plan so you 191 00:09:17,560 --> 00:09:20,380 can target with them with content that addresses their pain. 192 00:09:20,660 --> 00:09:21,870 Always keep testing. 193 00:09:21,880 --> 00:09:22,830 Test, test, test. 194 00:09:22,840 --> 00:09:24,140 Never stop testing. 195 00:09:24,360 --> 00:09:26,090 Remember the sales courses have always to 196 00:09:26,100 --> 00:09:27,400 say always be closing. 197 00:09:27,620 --> 00:09:28,490 Not anymore. 198 00:09:28,500 --> 00:09:33,310 Always be testing abt always be testing because the clothes will come as long as 199 00:09:33,320 --> 00:09:35,420 you can gain their trust and align to their need. 200 00:09:37,080 --> 00:09:38,540 The sales conversion script. 201 00:09:38,660 --> 00:09:40,070 Here I'm going to share with you a few 202 00:09:40,080 --> 00:09:42,550 examples of what the conversion script has to offer. 203 00:09:42,560 --> 00:09:45,890 Please keep in mind the script is written dealing with a warm audience that has 204 00:09:45,900 --> 00:09:51,540 expressed interest in your offering from your marketing tactics that have to drive 205 00:09:51,550 --> 00:09:53,440 them to the point of solution aware. 206 00:09:53,460 --> 00:09:55,470 This is not a cold call script but should 207 00:09:55,480 --> 00:09:57,760 be written and designed around your office. 208 00:09:59,500 --> 00:10:01,020 Before each phone call. 209 00:10:01,480 --> 00:10:03,410 This is some pre call preparation we like 210 00:10:03,420 --> 00:10:05,300 to see you go through 5 minutes before the call. 211 00:10:05,310 --> 00:10:06,480 Make sure you're doing the following. 212 00:10:06,490 --> 00:10:08,490 Ok make sure you are in a quiet room with 213 00:10:08,500 --> 00:10:09,220 no interruptions. 214 00:10:09,740 --> 00:10:11,890 Use your phone with headphones so that 215 00:10:11,900 --> 00:10:14,520 your hands are free for taking or. 216 00:10:14,980 --> 00:10:16,840 Typing notes and expressing. 217 00:10:17,220 --> 00:10:19,810 Make sure you're recording the meeting or phone call so you can go back and 218 00:10:19,820 --> 00:10:22,560 reflect. Later print out the call script. 219 00:10:23,290 --> 00:10:25,180 Questions and have them in front of you. 220 00:10:25,190 --> 00:10:28,160 Have a pen and notepad in front of you to 221 00:10:28,170 --> 00:10:30,180 prepare to type notes in your cream. 222 00:10:30,690 --> 00:10:33,000 When you type in notes or write down 223 00:10:33,010 --> 00:10:39,400 notes and you come back and summarize what the buyers heard, it adds that 224 00:10:39,410 --> 00:10:41,560 alignment of credibility and trust. 225 00:10:41,570 --> 00:10:44,700 Ok, release all attachment to the need to 226 00:10:44,710 --> 00:10:46,810 oversell or to. 227 00:10:48,180 --> 00:10:50,540 You know, you want to want to, like, just 228 00:10:50,840 --> 00:10:53,620 bulldoze the conversation and be a bull in a China shop. 229 00:10:54,020 --> 00:10:57,590 Listen to what? Is on the customer's mind. 230 00:10:57,600 --> 00:11:00,470 The voice of the customer is crucial at this point. 231 00:11:00,480 --> 00:11:03,100 This is where you can make it or break it in a phone call. 232 00:11:03,160 --> 00:11:05,070 Lose all the emotional baggage from the day. 233 00:11:05,080 --> 00:11:07,590 If you have anything going through, whether it's at home, whether it's at 234 00:11:07,600 --> 00:11:09,990 work, just check that to the side. 235 00:11:10,000 --> 00:11:11,370 There's no time for that. 236 00:11:11,380 --> 00:11:12,650 This person's unique. 237 00:11:12,660 --> 00:11:13,980 They could care less what you're going 238 00:11:13,990 --> 00:11:16,180 through. Listen to what their needs are. 239 00:11:16,400 --> 00:11:17,770 And have the number ready to dial. 240 00:11:17,780 --> 00:11:19,530 Make sure you're ready to dial that very 241 00:11:19,540 --> 00:11:22,570 moment as soon as the clock strikes the time that's needed. 242 00:11:25,140 --> 00:11:27,290 Here's the opening script for small chat. 243 00:11:27,300 --> 00:11:28,530 You can see it says hey, how's your week 244 00:11:28,540 --> 00:11:32,350 going where you're located then you're saying the identity down below, you're 245 00:11:32,360 --> 00:11:33,950 human and so are they. 246 00:11:33,960 --> 00:11:35,790 Be sincere, gets straight to the point 247 00:11:35,800 --> 00:11:36,760 and move on. 248 00:11:37,920 --> 00:11:38,670 State the agenda. 249 00:11:38,680 --> 00:11:39,980 Take control of the call. 250 00:11:40,000 --> 00:11:41,020 This is critical. 251 00:11:41,280 --> 00:11:42,330 Be the alpha. 252 00:11:42,340 --> 00:11:44,470 If they don't agree, ask if they would 253 00:11:44,480 --> 00:11:48,790 like to schedule so you could have a more thorough conversation and they still 254 00:11:48,800 --> 00:11:50,500 don't agree? Say goodbye. 255 00:11:50,580 --> 00:11:51,760 No goal, no prospect. 256 00:11:52,120 --> 00:11:54,370 You can't help someone who doesn't want 257 00:11:54,380 --> 00:11:55,190 to be helped. 258 00:11:55,200 --> 00:11:56,230 And if you don't have a clear 259 00:11:56,240 --> 00:11:58,130 understanding of how, you can help their business. 260 00:11:58,670 --> 00:12:01,190 How can there be any value added? You're just. 261 00:12:01,380 --> 00:12:02,110 Kicking tires. 262 00:12:02,120 --> 00:12:04,170 Both of you, the ones who are willing to 263 00:12:04,180 --> 00:12:08,820 agree to your terms, are at solution aware and are willing to move forward. 264 00:12:12,180 --> 00:12:14,520 Figure out why they're in the current state they're in. 265 00:12:14,760 --> 00:12:17,800 Why are they where they're at? Remember, the questions you're going to 266 00:12:17,810 --> 00:12:21,350 ask here are very painful questions for the prospect to answer. 267 00:12:21,360 --> 00:12:25,700 That can influence many different emotions from anger, depression, crying. 268 00:12:26,560 --> 00:12:27,490 So on and so forth. 269 00:12:27,500 --> 00:12:28,910 That's why I said at the beginning of the 270 00:12:28,920 --> 00:12:31,060 call, take time to prep yourself. 271 00:12:31,540 --> 00:12:35,290 Be in a very empathetic and peaceful 272 00:12:35,300 --> 00:12:38,700 state, OK? Be sincere to the process when you act 273 00:12:38,710 --> 00:12:40,330 like a professional in your business. 274 00:12:40,460 --> 00:12:42,340 The rescue is much more satisfying when 275 00:12:42,350 --> 00:12:45,660 you sell competent and confident in what you know, own it. 276 00:12:47,810 --> 00:12:49,320 Understand their current situation. 277 00:12:50,720 --> 00:12:51,570 What are they using now? 278 00:12:51,580 --> 00:12:54,860 Why is it not working? How much they spending per month? 279 00:12:56,060 --> 00:12:58,830 How are they generating traffic? I mean, these are different questions 280 00:12:58,840 --> 00:13:02,380 you're going to ask, obviously, but you know who's your ideal customer? 281 00:13:03,490 --> 00:13:07,350 What does their sales process look like? From stranger to paying client, you want 282 00:13:07,360 --> 00:13:10,800 to understand what is making up the most of their sales volume. 283 00:13:11,290 --> 00:13:14,700 This is a great example of listening to the customer ask the question and just 284 00:13:14,710 --> 00:13:19,580 shut up. It helps them get out of the current 285 00:13:19,590 --> 00:13:20,830 state they're in. 286 00:13:21,360 --> 00:13:23,170 And move forward to building a 287 00:13:23,180 --> 00:13:25,320 relationship with your business. 288 00:13:26,520 --> 00:13:28,690 All the links will be provided following 289 00:13:28,700 --> 00:13:28,850 the course. 24006

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