0:15

Today we're gonna talk about the art

0:18

of the clothes and six

0:20

questions that you should

0:22

ask to close more sales

0:24

and get more signups in your

0:26

business . Cause , really

0:28

, when it gets down to it , everything we do from marketing

0:31

all the way down to having those one-on-one

0:34

conversations is all about

0:36

how do we build our business effectively

0:38

, build positive relationships

0:40

and , gets

0:42

down to it , just building our business

0:44

. That's really what we're after and what

0:46

we want to accomplish , so let's

0:49

dive into it . Let's talk about it . One

0:52

of the things that we do on a regular basis is

0:54

we're out there creating videos , creating

0:56

content , doing things on social media

0:58

, creating curiosity posts

1:00

, getting people to take action

1:02

, opting in for our

1:05

offers , getting on the phone

1:07

, whatever it is , zoom calls

1:10

, all those things . They all lead to

1:12

moving people in a direction that

1:15

is in a positive way for our business

1:17

, right ? The thing is that once you move

1:19

people through a process and

1:22

you get them to take a look at your presentation

1:24

whatever it is that you're selling if it's a network

1:27

marketing opportunity or a course

1:29

that you're selling or an affiliate product

1:31

of some sort it all comes

1:33

down to how do you get them

1:35

to say yes or no , how

1:37

do you get them to make a decision . And

1:40

if there's one thing that I've learned in my 50

1:42

years of life is that if

1:44

people can put off making a decision

1:47

, they will procrastinate until

1:49

forever if you let them . And

1:52

the truth is , when I am talking

1:54

with somebody , if I

1:56

want to work with them , if

1:58

it's clear to me that there's somebody that I

2:00

would want to work with , I want a

2:02

decision one way or the other , and

2:04

for me it's sometimes pretty obvious

2:06

what the decision is gonna be . Just talking

2:09

to the person . Sometimes I don't want

2:11

to pursue anything with them based

2:13

on the conversation , and I'll point them in another

2:16

direction . So when you get down

2:18

to it and you have somebody that you'd like

2:20

to work with , there are six questions

2:22

you can ask , and we're gonna go through them , gonna

2:24

talk to you about the benefits of them , and

2:26

I will tell you that a lot of these questions that

2:29

I'm gonna give you are questions that I learned

2:31

being a part of network marketing

2:34

, because they're incredibly

2:36

effective . They'll work with pretty

2:38

much anything that you're selling . But

2:40

if you learn how to ask them in the right way

2:42

and you've gotten to a point of somebody

2:45

who's taken the necessary steps

2:47

and moved through the process . These will

2:49

work out in your favor one

2:51

way or the other . And the very first question

2:53

that you want to ask assuming

2:56

someone has seen your presentation you're

2:59

either chatting with them on social media

3:01

or you're on the phone with them

3:03

the very first question is what

3:05

did you like best about what you

3:07

saw ? That is the first

3:10

question , and the reason

3:12

I love this question is

3:14

because it actually focuses on

3:16

the positive aspects of

3:19

the presentation . So what's

3:21

happening is you're actually diverting their

3:23

thinking to what is

3:25

what's positive about it and

3:28

, if you notice , a lot of people will

3:30

tend to go toward the negative If they have

3:32

something that isn't quite up

3:34

to what they think it should be , or a

3:37

lot of times , people will hone in on one

3:39

little detail of something that they

3:41

don't like instead of giving

3:43

it as more of an open question . You're

3:45

asking them what did you like best

3:48

? In other words , what was the one thing that

3:50

really stuck out , stuck out out

3:52

to you , what stuck out to you and

3:55

what is it that really stands

3:57

out in your mind that would make this

3:59

a positive thing for you , and

4:01

so you're getting them to focus on that and

4:03

it really guides the direction of their

4:05

responses . That's really what

4:07

that is , and so that question

4:10

is very effective , and as you

4:12

ask these questions , especially that

4:14

one , what happens is

4:16

now based on their response . You can go

4:18

take the conversation in whichever

4:20

direction that you need

4:22

it to go , all right . So that's

4:24

the first one . What did you like best about what you

4:26

saw ? Now the second question

4:29

is more of a

4:31

gauge , and our goal is to also

4:33

gauge their level of interest . The

4:36

second question is on a scale

4:38

of one to 10 , how interested

4:40

are you ? And so what'll

4:42

happen is they'll give you that

4:44

number . Let's just say it's

4:47

a six . Okay , on a six

4:49

, I'm interested . Few questions

4:51

Right there , then and there . That gives

4:53

you that ability to figure

4:55

out where their level of interest

4:57

is , and then from there you can take it off again

4:59

in another direction . But this

5:01

is a gauge for you and

5:04

it helps you to figure out where

5:06

they're at . So the closer

5:09

they are to 10 , if they're a six

5:11

, you know that they've probably got some questions

5:13

that they want to ask about

5:15

your presentation or about your product

5:17

or your course , or whatever it

5:19

is that you're selling with them , or your high ticket

5:21

program , whatever it is . They're

5:24

gonna be more apt if the number's closer

5:26

to 10 . But no , if it's not a 10

5:28

and they're just like I'm all in , I'm ready

5:30

to go , then you probably have some other questions

5:32

to answer an answer for them

5:35

and help them make a positive

5:37

decision . So that's number two

5:39

on a scale of one to 10 , how interested

5:41

are you ? Question number

5:43

three is how much

5:45

money would you need to make per

5:47

month for this to be worth your time

5:49

? And this is a very

5:51

important one , because the goal here

5:54

is we don't want to assume

5:56

what the prospects' interest

5:59

money goals are . I

6:01

have found over the years that while

6:03

it might sound great on

6:05

a marketing page , it might

6:07

sound great in a marketing email of

6:09

making $10,000 a month

6:12

, that might not necessarily be

6:14

your prospects goal , because

6:17

the overwhelming majority of people just

6:19

want to make an extra $500 to $1,000

6:21

a month . So you don't ever

6:23

want to assume what their income goals

6:26

are . Some people have huge

6:28

, lofty goals and you want

6:30

to know that , and that's why this question is

6:32

really meant to help that and

6:35

it really from there again

6:37

, based on their response , you

6:40

can then tailor the conversation in

6:42

that direction . So every one of

6:44

these questions that you're asking

6:46

are probing questions , to

6:48

really start so you can steer the

6:51

conversation in the direction

6:53

to either get more questions

6:55

answered or , again , to

6:59

help them make a positive decision . And

7:01

a positive decision I don't mean

7:03

when I say positive decision , I don't mean that

7:05

means that they're going to sign up and

7:08

you really have to think of it . There's a positive

7:10

decision for somebody is to not

7:12

sign up . There have been plenty of times

7:14

where I've had people going

7:16

to sign up for something , and I

7:18

remember one specifically several years ago

7:21

and I had this lady on the phone and

7:23

she was signing up for an opportunity that I was a part

7:25

of and she

7:27

was excited , she was ready to go and

7:30

I took her to the sign up page and I'm on the phone with

7:32

her and I'm talking to her and I'm starting to

7:34

walk her through the process . And she made this

7:36

one comment and

7:38

she said I need to make money in the next 30

7:40

days , that this is going to work for me , and

7:42

I said stop right there , don't fill that out

7:44

. I said talk to me

7:46

more about that first . I could have

7:48

signed her up , could have got the commission , could have

7:51

done all that and come to find

7:53

out that she had just lost her job and

7:56

she was looking for something

7:58

in addition to what she

8:00

was doing . So that comment I need to

8:02

make money in the next 30 days if this is going to work

8:04

. I actually stopped her

8:06

and encouraged her not to sign up . I

8:09

actually said to her what I would

8:11

do first is go

8:13

and secure your needs . Take

8:15

care of that . If you're going to look for another job

8:18

, go look for another job . Get

8:20

yourself set up and then come back and talk

8:22

to me in six months and we'll

8:24

talk then if you're in a better position . But

8:26

I said , you're going to put unnecessary

8:29

pressure on yourself to make this

8:31

work and what's going to happen

8:33

is , if you get to the end of that 30 days

8:35

and you haven't accomplished what

8:37

you think you need to accomplish , then

8:39

you're probably going to be upset and I

8:41

don't want that . So I would much

8:44

rather you go , secure yourself , get

8:46

yourself taken care of and then let's look at

8:48

this a couple months down the road . Do

8:50

you know what happened ? It was like six

8:52

months later she came back to me and

8:55

said thank you , I've

8:57

got a job , I'm stable , I'm ready to

8:59

sign up now . Boom , that

9:02

was a positive decision for her . Okay

9:05

, and this is one of the big

9:07

things you have to do . When you go

9:09

into a closing situation where

9:12

you're going to sign somebody up for something , is

9:14

you got to remember it's not about you , it's

9:16

not about your need to make a commission

9:18

, and I'm telling you all the sales

9:21

gurus out there , quite frankly , they

9:23

piss me off because I'm

9:25

so tired of it that it's about

9:27

strong-arming people into making sales

9:29

, and I see them out there . When

9:33

you do that , you create

9:35

a really crappy reputation

9:37

for people that are trying to do it right . You

9:40

have to think of the other person . Now

9:43

, I'm all about making money . I am all

9:45

about it . I want to make a lot of money

9:47

in my business , but I do not want to do

9:49

it at the expense of other people . I

9:52

don't want other people to be hurt in making

9:54

a decision . I want it to be a positive

9:56

experience for them , and a

9:58

lot of people can go out there and

10:00

they can float there . Hey , we've made $5

10:03

million this year and you also got

10:05

a trail of pissed-off people who

10:07

felt like they were strong-armed and to buy something

10:09

they didn't really want to buy . And believe

10:11

me , I've seen it over and over and that's

10:14

one of the things that a lot of these gurus they don't tell

10:16

you . These sales gurus that

10:18

will help you close more sales . Okay

10:21

, so they can tout their

10:23

numbers all they want , but

10:25

when it really comes down to is

10:27

this is why used car salesmen

10:30

have such a bad rap . Okay , there

10:32

are so many good used car salesmen

10:34

out there , but they

10:37

have gotten a bad rap because there are

10:39

used car salesmen who are horrible . Okay

10:42

, I have a guy that I work

10:44

with to buy my cars from the best . Awesome

10:47

, I love him . Never feel pressure with him . You

10:50

know why ? Because he cares about the customer more

10:52

than he cares about making a sale . He

10:55

actually one time this is a guy I buy

10:57

my cars from . Okay , we just bought another

10:59

car a little over a month ago . Go

11:02

to him . I'm like , hey , we need to buy this car

11:04

. And what was interesting

11:06

about it was he

11:09

said to me we

11:11

were looking at another car on their lot

11:13

, which we were looking at GM cars , and

11:15

this was a Ford car on their Ford lot . And

11:18

he said , if you want to take a look at the Ford , I

11:20

can totally take you over there and connect

11:22

you with one of the other sales guys that

11:24

handles the Ford side . But my goal is

11:26

just to make sure you get what you need and what

11:29

you're looking for . I was like dude

11:31

, I don't want to Ford anymore . I want to work with you . I'll

11:34

buy a GM . Forget the Ford , we're done

11:36

. I was just like to me . That showed me

11:38

his motivation and that's

11:40

what you got to have . People will appreciate

11:43

that . So , while people might

11:45

be making a lot of sales , the goal

11:47

is we want to do it in a way that

11:49

makes sure it benefits that person and

11:52

that they get the value that

11:54

they feel they need . So it

11:56

takes a little extra work to probe and find

11:58

out where they're at . Okay . So just

12:00

to recap the first three questions what

12:03

did you like best about what you saw ? Okay

12:05

, on a scale of one to 10 , how interested are you ? And

12:08

question number three is how much money would you

12:10

need to make per month for this to be worth

12:12

your time ? Okay , and question

12:14

number four this is

12:16

a really good question because it

12:18

really digs

12:20

deep on what is their

12:23

commitment to this . And

12:25

this is where you know

12:27

another thing this could be a qualifying

12:30

question . Okay , it is

12:32

a qualifying question because the

12:34

goal is having people

12:37

that have realistic expectations for

12:39

this to be worth their time , and this

12:42

is another thing . So I'm just going to start by telling what happens

12:44

is and I'm gonna get to the

12:46

question here in a second . But what happens is

12:49

, if people's expectations are

12:51

here and this is

12:53

what gets met here there's

12:55

a gap between their expectation

12:57

and what was actually delivered . And

13:00

you know what that means that gap ? It means

13:02

pissed off customer . It means pissed

13:04

off person . Our goal

13:06

is to find out what their expectation

13:09

is and either meet

13:11

or exceed that expectation in

13:13

one way or another . So this

13:15

question is really good at doing

13:17

that . And how many hours

13:19

would you be willing to

13:21

commit to your business to reach your monthly

13:24

income goal ? So question number three

13:26

we're asking them how much do you wanna make per month

13:28

? And then we're backing it up with

13:30

question number four how much time or

13:32

how many hours can you realistically commit

13:35

to this and are you willing to commit to this ? Now

13:38

I've talked to people before and they've said I

13:40

wanna make $10,000 a month or

13:42

I want to make $20,000

13:45

a month , and I'm like cool

13:47

, how much time do you think you can dedicate

13:49

to this to make it worth your while ? And they're

13:51

like I think I could do two or three hours a week and I'm like

13:53

, come

13:56

on , like you really think you're gonna be

13:58

able to build that kind of income

14:00

? That's an unrealistic expectation . And

14:03

I could sit there and I go , oh absolutely

14:05

, we can do that , you can do it Absolutely

14:08

, I know you can do it , I believe in you and

14:10

I know you can do it . But you know it and I

14:12

know it and everybody that has built

14:14

a successful business knows

14:16

that is complete bull . Okay

14:18

, you've gotta commit to this thing and if you're

14:20

not willing to give it a realistic

14:22

expectation and some effort

14:24

and some time into building it , then

14:27

you can't expect to get a realistic

14:29

result . So you need

14:31

to know where are their expectations

14:33

and this question really helps

14:36

get to the heart of

14:38

their expectation . And it

14:40

really the goal is you want to align

14:42

their goals , their income goals

14:45

, with what your opportunity or

14:47

product or service or course or

14:49

high ticket program can do for

14:51

them . Okay , you wanna align

14:53

those two and the goal is to align them , find

14:56

out what they are and then help get them in

14:58

that direction . Okay , but

15:01

the key about that question is that it really

15:03

assesses their level of

15:05

commitment and if their level of commitment

15:07

is in line with what's realistically

15:10

doable , then you know you've got somebody

15:12

who's a potential , really good prospect

15:14

to sign up for your program , okay

15:16

. So question number five how

15:19

many months can you commit to

15:21

working this amount of hours ? Now

15:23

, again , that digs a little bit deeper on it . So

15:26

how much are you willing to commit per month ? And

15:28

then question five . And the reason I love

15:30

question five is because one

15:32

of the things that I learned early on

15:35

in my career and in home business

15:37

and I learned this again in network marketing

15:39

was Jeff Olson , who

15:42

used to be a part of an opportunity that I was

15:44

a part of , and one of the things

15:46

that he used to talk about were the 10 core commitments

15:48

, and the one commitment

15:51

that really stood out to me the most

15:53

was be here a year from now

15:55

. And I always used

15:57

to say be here a year from now , and the more

15:59

I would just repeat

16:02

that to myself and I would say

16:04

over and over be here a year from now . And

16:06

that just is constantly setting the bar Be

16:08

here a year from now . This is not one

16:10

of those things that you can

16:12

just expect to throw a little bit

16:15

of time in and expect to see

16:17

something huge , and

16:19

that's part of the problem the

16:21

network marketing industry has . It's a big

16:23

problem of direct sales . A big

16:25

problem of just selling in general

16:28

is , especially when it

16:30

comes to the make money online space

16:32

is unrealistic

16:34

expectations , and when

16:37

unrealistic expectations are not met

16:39

, you get pissed off people . That's where you

16:41

hear scam , this , scam , that , scam

16:43

here , scam that because people are

16:45

selling people , they're overselling

16:48

and under delivering , and that is another

16:50

thing that I learned in

16:53

network marketing was undersell

16:55

, over deliver . Remember when we talked

16:57

about expectations and

16:59

where they get met , if their expectation

17:01

is here and you come in

17:03

here , you have pissed off people

17:06

, right . But if their expectation is here

17:08

and your delivery is here

17:10

, guess what You've got . That's

17:12

raving fan baby . That's somebody

17:14

who is loving what you do

17:16

, like they are . They're

17:18

just sold 100% and not

17:20

only are they satisfied , they're

17:23

a raving fan and that means they're going

17:25

to go out and tell other people . Okay

17:27

, and I'll tell you this right now . This

17:29

is a little bonus tip within a

17:31

tip . Okay , regarding

17:34

expectations is the worst

17:36

advice I've ever heard when

17:38

it comes to the online marketing space is

17:41

charge what you're worth Horrible

17:44

advice . It's absolutely

17:46

horrible advice If you

17:48

want to charge what you're worth . You couldn't afford

17:51

me if I charge what I'm worth . I know

17:53

my value . I know what I'm willing to give . However

17:55

, what I do know is that my

17:57

goal is to create raving fans . I

18:00

want people to buy

18:02

my products and services , but I want them to

18:04

go away thinking I

18:06

just ripped him off , like I got so

18:08

much value for what he gave me that

18:11

I'll sing his praises all day long . And

18:13

that has always been my goal , because

18:16

I've learned some of these principles early on

18:18

. So this always comes

18:20

down to expectation . What kind of

18:22

expectations are you creating ? This

18:24

question can help you

18:26

gauge expectation . So

18:29

how many months can you commit to working this

18:31

amount of hours ? So it's not

18:33

just how many can you commit monthly

18:35

, but how long do you think you can do that ? Okay

18:37

, that's question number five . Question

18:40

number six is

18:42

if I could show you how to build an income

18:45

of whatever their income goal was

18:47

working this many hours

18:49

per week or over

18:51

the course of this many months , would

18:55

you be ready to get started today ? If they

18:57

get to that point ? Okay , if

18:59

you get to that point where you feel

19:01

the expectations are met

19:03

and that they're realistic expectations

19:05

and some people seem to think

19:08

they don't like the idea of realistic expectations

19:10

. What do you mean ? Like realistic

19:13

goals People ? Some people get triggered

19:15

by that idea of realistic goals . No

19:18

, realistic goals are what basically

19:20

every single corporation runs

19:22

on Like they want goals . Of course

19:24

, you can always exceed those goals , but

19:27

set goals that are achievable

19:29

and then , when you reach those goals

19:31

, set new goals . It's I

19:33

don't know , that's a whole nother discussion we'll talk about

19:35

sometime . But so that's the next

19:37

one . If I could show you how to build an income

19:39

of what your income goal was over

19:43

the course of working this many hours per

19:45

week or per month over this many

19:47

months , would you be willing to get started

19:49

today ? And that is

19:51

a great question , because if

19:53

they've met all of the criteria of

19:56

the closing questions that you've asked them

19:58

prior to , they're

20:00

more than likely going to be ready and you feel

20:02

they could come in . Remember the question

20:04

we said on a scale of one to 10 , how interested are

20:06

you ? They could be a six and by the

20:08

end of your conversation they're a

20:10

10 . Because you've answered and addressed

20:13

some of those concerns that people

20:15

have and these questions are

20:17

meant to pull those concerns

20:19

out of people so that you

20:21

can then address those concerns and

20:24

see where it goes , and you

20:26

could potentially have a new team member , a

20:28

new member , a new course buyer

20:31

, a new high ticket coaching client

20:33

whatever it is that you're promoting and

20:35

this will have a huge effect on

20:38

that going forward . Let's do a quick recap

20:40

of these questions and then we'll close

20:42

it out . Number one is what

20:44

did you like best ? Number two on

20:47

a scale of one to 10 , how interested are

20:49

you ? Question number three how

20:51

much money would you need to make per month

20:53

for this to be worth your time ? Question

20:56

number four how many hours would you be

20:58

willing to commit to your business to reach your monthly

21:01

income goal ? Question five is how

21:03

many months can you commit to working

21:05

this amount of hours ? And question number

21:07

six is if I could show you how

21:10

to build an income working an

21:12

income of whatever their goal is , this

21:14

many hours per week or per month over

21:17

the course of this amount of time In other words , the

21:19

answers to the questions that you

21:21

pulled from them previously would

21:24

you be willing to get started today If you can

21:26

learn those questions ? Those are

21:28

great ways to pull out expectations

21:31

and raise concerns

21:33

so that people can get their questions

21:35

answered .