Sales is power

SERVE THEM BY GIVING THEM THE POWER TO SEE THAT THEY CAN
DECIDE

SELL WITH LOGIC SO THAT WHEN EMOTION FADES THE REASON

REMAINS

Sales: we want them to make the best decision for themselves

regardless of whether they buy or not. Thats the true win

Obstacle: when prospects say something that hinders their own

progress. YOU DISAGREE WITH THEM (before offer) - attack their
limiting beliefs

Objection: Disapproval or reason for THEM to disagree with YOU

The person must feel and believe:

They will drive to THEIR goal THEIR way
They will receive support from you/others
THEY will achieve the results, not just others

EXPECT AND DESIRE NO ( because if they could make the decision

they would just send the money and go )

How prospects become powerless (and me):

OBJECTIONS

The victim Onion: outer layer is to blame circumstance (I didn’t get

what I wanted), mid layer is to blame others (condemned for not
treating me well), inner layer is to blame self (I must do well or else
I’m no good)

Prepare to come up with all 3 layers with objections

Circumstances: (SURFACE LEVEL)

Time
Value (money)
Fit (not for me..)

Others:
Authority ( I have to talk to…)
Self: (CORE)
Avoidance “I need to think about it..” (fear of mistake)

Dealing with TIME objections: (making objections AMAZING - they

are the best time)- true care for client

1. Macro(seasonal): “now is not a good time”

What is the false belief?
It assumes that they are busy now but won’t be in the future. If they
want to be FIT FOR LIFE, “won’t they once again be busy at some
point in the future?” YES” so being busy is the best time to learn
when most support is needed, right?

2. Micro (daily): “not enough time in the day”

*don’t call them a silly pants, call yourself a silly pants by giving a
personal story

I used to think I couldn’t make any money while being a student as I

didn’t have enough time, until a friend one day got sick of me
complaining about it since he knew we had enough time to have 2-3
hour zoom calls almost everyday. And that’s not counting time on
social media etc

My question to you is, do you think others have managed to do X in

less time than you have available?
YES
Obama used to get up everyday for a run and he ran the world..

Then it’s probably not a time issue, but a priorities issue. Actions
show choice. I complained and suffered from being broke but my
ACTIONS indicated that Netflix and zoom calls were more important
to me than not being broke (we vote with our dollars and time for
the things we care about)

SO A TIME ISSUE TO SOLVE FOR CLIENTS IS HOW TO SPEND THE

SAME 24HRS WE ALL HAVE A DAY BETTER. (Reducing the 90% of crap that
doesn’t work)

3. When/Then Time Fallacy “when I have time Ill start” “ when I save,
then Ill invest” “when I make money, then Ill offer help” “when Im
healthy Ill start working out”
YOU GET HEALTHY BY STARTING FITNESS NOT THE OTHER WAY
AROUND
YOU MAKE MONEY BY OFFERING HELP

Dealing with VALUE objections

*Whenever someone says I can’t afford it then the OFFER IS NOT
VALUABLE ENOUGH or the value hasn’t been communicated well
enough

If I tell you here’s a Ferrari for 5000$ if you give me the money
tomorrow you will find a way to make that money as the value of the
thing is way over 5000$ ]
1. TOO MUCH MONEY: “GOOD!” It would be a concern if it wasn’t too
much! Aren’t you more likely to try really hard if it’s a commitment
like that? Would you believe the product did what it said it would do
if it was 1/10th price?

2. Logic for actually why it ISNT too much: say “ if you were able to
do a 50kg chin-up and muscle ups after this, would this price be
worth it to you?” YES
(Separation of price from belief)
SO then it’s not an issue of price but that you don’t believe this will
work for you (they are extrapolating previous failed experiences to
this one)

“I GET IT… but the only thing worse than that previous failure is
letting it burn you twice”

3. Whats money good for anyway?

Money will be spent ANYWAY. If you look at last 12 months were

there payments for things you didn’t need? Wouldn’t it be nice to pay
something that pays dividends?
EITHER WAY YOU WILL BUY THIS PROGRAM EITHER WAY: with TIME
or MONEY? Do you want to spend 15 years to figure it out
If you don’t want to spend it, you may have another thing in mind
that you do want to spend it on… is that more valuable than this?

CLOSE this: best/worst case with a brilliant guarantee

BOTH options to buy or not buy are risk free: you can leave (risk
free) or buy with a guarantee (risk free). BUT ONLY ONE GETS YOU
TO YOUR GOAL or at least gives you a shot
4. Why you don’t need money
We become resourceful when something of value appears (Ferrari
story, unexpected hospital bill) resourcefulness: all self made
millionaires started from zero: what separated them-
resourcefulness

Dealing with NOT A GOOD FIT OBJECTIONS:

Examples: “I don’t like this type of exercise, I don’t want X, Y is not
good for me”

1. New identity new priorities

SEPHORA STORY: NEW IDENTITIES LEAD TO NEW PRIORITIES.

Girls in Sephora were told by Vendor “you are women now, you need
to start budgeting for this stuff” and they got super excited and
filled up a basket- new identity led to new priorities

If you want to be fit, you need to be it before you are and you do that
by voting with your dollars and actions

2. Pain of change
Pain of change > pain of staying the same
“Maybe you need to stay untrained for another 5 years until you
can’t bend over anymore”
Dou you want that? - NO
“Well you’re acting like you do…”
MAYBE YOU NEED TO BE BROKER, MORE IN DEBT, MORE IN PAIN…

We all have a different thermostat: for me it might be 13k in btc. ALL

YOU HAVE TO DO IS RESET THAT THERMOSTAT AND COMMUNICATE
IT TO OTHERS (and you)

3. Hypothetical:

Okay, if this program had everything you needed would you do it? If
it didn’t have this thin that bothers you would you do it?
YES
Cool, what card do you wanna used, we’ll take it out

OR
Ask “what’s missing?”
They won’t have an answer
“Good coz it doesn’t sound like the program is the issue but you’re
afraid of something…” PEAL THE LAYERS

Dealing with AUTHORITY objections (HARD ONE TO OVERCOME AS

WE ARE SAYING YOU ARE A VICTIM/POWERLESS)
What they are saying is “that person controls/owns you”

It is a process of 3 steps

1. Isolate and collapse foil

Ask: “what part of this do you think they would not approve of?”
They will likely reveal a deeper fear/belief: so let’s talk about the
belief issue instead
NOW THEY ARE BACK IN THE DRIVER’S SEAT

2. Realisation they already have been given permission

Ask “do you think they support your struggle or being broke/out of
shape etc”
NO
Then they already approve your decision to do this right?

It sounds like what you’re looking for is permission, not support, as

you know they already DO support you?

And that could manifest as resentment if you don’t do it and 3 years

down the line you’re more broke, unfit etc. Is that fair to them? Is
that fair to you?

So it’s ALWAYS been your decision right, you know that they want
what’s best for you and you know you would want the best for them
too

Let’s start today, there’s the 1 month guarantee

What you’re afraid of is that it’s not gonna work

3. Realisation they never needed permission to begin with (2&3

work together)

Dealing with AVOIDANCE objections

If you peel all the layers to this point and done correctly they are
now EMPOWERED and SERVED. At this point if they get all of it and
still say “I need to think about it”

Translate “I need to think” to “I need to avoid as Im scared” or “im a

pussy to make this call, I want the universe to do it and I can blame
it if it doesn’t go right”

ONE APPROACH:

To decide means to kill off in latin (DEKIDERE)

One way to kill fear is to ask, so “what future are we going to kill off
(decidere)” the one of more of the same fears. Poverty and pain or
the one of decisiveness, change, growth, wealth and health and
everything you said you wanted?

OR after you translate “I need to think” to “im a coward”

Ask about:

1. PAST - REMIND THEM WHY THEY ARE HERE: remind them of past
decisions,

“This is not a fast decision, you’ve been deciding this forever” “now
we are just taking action/you are 6 inches from gold (stack all that’s
done- you saw an add, you booked time, you walked in etc - OF
COURSE YOU WANT TO DO THIS/ITS IMPORTANT TO YOU” “do you
think maybe the reason you’re not where you need to be is that YOU
ALWAYS NEED TO THINK ABOUT IT RATHER THAN TAKING ACTION?”
“Do you want another year of almost- almost being in shape/rich etc”
“how much has not deciding cost you”

2. PRESENT: when you say you’re going to think about it you’re not
actually gonna go home to the rocking chair, hand on chin and think
are you? You’re gonna….(bunch of life things): then 5 days from now
you’ll bend over feel pain/check bank account etc and you’ll be like
“oo I should have bought “ but you won’t for another 5 years until
there’s enough pain for you to start all over again

SO YOU DONT NEED TIME YOU NEED INFORMATION:

Let’s confront this: how to make a decision

“Do you think this product will work” YES
“Do you trust us” YES
“Do you think this can work for you” YES
“Do you have access to the $” YES
OKAY THEN YOU JUST DECIDED

OR

You want to make an informed decision: HOW CAN YOU DO THAT IF

YOU’RE NOT ON THE INSIDE?
Hop on, check it out, DO IT and in 30 days if you don’t like it, call me
and get your money back! Lets do it!
2 risk free decisions: you can decide to leave and stay the same or
leave and get some results, both risk free, which do you wanna do?

3. FUTURE: future cast positive and negatives

5 years from now what does life look like if you keep doing this?
(You’re marriage/weight/bank account?)
Maybe we’ll be another 20lbs heavier

Both options are risk free, only one gets you the results you want,
which one will it be?

You don’t wanna struggle forever right?

NO
So if you’re not eventually, why not start today?

NOTE*: don’t say this will get you want you want but CLOSER

“Maybe it won’t get you what you want but won’t it get you closer??”- we don’t have
the perspective to make a judgement: Sandy’s first diet MAY not be the one but will it
make her better/closer to before?? YES (think about my experiences with workouts etc-
we are all SANDY)
TAKE THE PRESSURE OFF MAKING THE PERFECT DECISION (SOS)

James Elliot: ket’s not be nice, let’s be KIND: the truth hurts

BONUS: whatever reason they say “they can’t do it” you say “that’s the reason you
SHOULD”- as the thing they are presenting with is the thing they are afraid of
Recap:
Circumstance: it’s about resourcefulness, not resources

Others: You want support, not permission (you have permission always)

Self: it’s not about time, it’s about information. You have information so you just need
to decide (1: you’ve been deciding for years, 2: rocking chair and walk them through a
RISK FREE INFORMED decision, 3: what will happen if you decide to act vs don’t act-
will it get you CLOSER?”

Relate this frame to help them lower the pressure/risk:

All investments/learning/time in myself got me closer to where I wanted to go, even if it
wasn’t the last brick: we ATTRIBUTE our success to the last brick but there were 1000
more needed to cross that bridge

Sales are NOBLE == helping them realise they have internal locus of control- its just
you and every decision is a vote towards the person we want to become or not

I WANT TO FIGURE IT OUT ON MY OWN: OF COURSE YOU CAN BUT THE

QUESTION IS, DO YOU WANT TO PAY WITH TIME, OR MONEY? (Ignorance
is the most expensive debt we pay)