Latest / Ambitious Podcast / EP. 39: High-Ticket Sales Framework: Closing Deals with Confidence

Transcript

EP. 39: High-Ticket Sales Framework: Closing Deals with Confidence · Ambitious Podcast

0:08
Hello and welcome back to Ambitious.
0:11
So I could not be more excited for today's topic.
0:14
I feel like I say that every week.
0:16
I feel like I might do that every week, but it's true.
0:18
A lot of these topics I'm like, I get really jazzed.
0:20
I get really psyched to dive into.
0:22
But today kind of kind of hits on on my heartstrings, if I'm
0:26
going to be honest with you, because if you know me, you know
0:29
that my journey really into the online space started in the high
0:34
ticket world. And that's when I was a high
0:36
ticket phone closer. It's something that I have
0:39
always just loved talking about. I've I've loved the exploration
0:43
of sales. I've loved kind of the evolution
0:45
of my relationship with it as well.
0:48
And today we're going to be talking all about a framework
0:51
that I use on the phone and I'm going to get.
0:54
Literally just give you a peek behind the.
0:56
Curtain of my entire process, I'm just going to spill the
1:00
beans. I'm going to give you all of the
1:01
one O 1 of what you need to know as it pertains to selling high
1:04
ticket on the phone. And this is something that I've
1:07
been using since my days as a high ticket closer.
1:09
It's been through some refinements.
1:10
I've kind of added some pieces, removed some pieces as I've
1:13
gotten more and more reps in having calls.
1:16
And I honestly couldn't even tell you at this point how many
1:19
calls I've had because when I was a closer, I sometimes had,
1:22
you know, gosh, anywhere between, you know, five to seven
1:26
calls a day. And so it's really something
1:29
that I believe with anything, we have to get reps into it first
1:32
before we ever should feel confident to teach it.
1:35
And so I'm a big fan of really teaching things from a place of
1:39
experience and not from a place of theory necessarily.
1:42
And so any time that I do teach something, I always want to make
1:45
sure that I have this as a lot of data from it and a lot of
1:48
insight from it. And so, you know, one of the
1:51
things I want to say before we dive into today's framework is I
1:54
think High Ticket kind of gets like a bad rap.
1:58
And even for me, when I first came into the online world and
2:01
first came into my business, I really didn't, I felt kind of
2:05
gross about it, if I'm going to be honest.
2:06
Like I felt that classic thought process around high ticket,
2:09
right? Of like high ticket is salesy or
2:11
like, you know, you're asking for someone to like put down the
2:14
equivalent of like a car payment, right?
2:15
Or a car deposit. And it, it felt when I first
2:20
came into selling very transactional, I'll be honest,
2:22
like I was the classic person who was like, I don't want to be
2:24
salesy. I don't want to be persuading.
2:26
I don't want an objection handle.
2:27
Like I had so much resistance and a little story.
2:31
So when I was a closer, I had that resistance because when I
2:35
first went to get on sales calls, I didn't have any
2:38
training. Like if you guys listen to the
2:40
Power of the Pivot episode, which was one of our earlier
2:42
ones, I talk about my journey and going through the different
2:46
stages and when I was a high ticket closer, like I didn't
2:49
have a lot of training going into that position.
2:52
It was something that I used the skill sets and the different
2:56
tools and strategies that I learned actually in social work
2:59
to be something that was an asset for me to help me to get
3:02
people to open up, to help me to get people to kind of be like
3:05
opening communication with me. And in doing so, I went into
3:10
calls and I really have a approach.
3:12
I really have a structure. So when I first learned through
3:15
coaching of another mentor, like, hey, here's how we're
3:17
going to sell on the phone. And this was years ago, by the
3:20
way. Like I've been in business
3:20
obviously for years at this point.
3:22
And so the strategies I was taught that are not what they're
3:24
teaching today, but it was very relevant to the times.
3:27
And so, you know, it really was about the fact of like get the
3:30
payment on the call and like very much a matter of like
3:34
pressure and basically trying to get like the sale to go through
3:36
like regardless of what it took kind of thing.
3:38
Like it was really about like, why didn't they close?
3:39
Why didn't they close, like get them to close on the phone?
3:43
And so there was this aspect of pressure.
3:45
Like there definitely was a lens of me feeling like, yeah, just
3:49
immense transaction connected to the call.
3:52
And so even when I was a closer, I remember I was closing deals.
3:57
I was getting people to, you know, buy into $20,000 packages
4:00
on the phone and I remember them saying, like, what are you
4:03
doing? And I was like, I'm just like
4:04
talking to people like, I'm just trying to like, you know, unpack
4:07
where they're at, what they're looking to do.
4:10
Also did a lot of education, which was considered a massive
4:12
no no in sales. It was considered giving them a
4:15
Band-Aid in the sense of like giving them a baby solution.
4:19
And so the fear being that if you added value, people wouldn't
4:23
have any reason to hire you was the perspective.
4:26
And that's when it took me a minute to get over because that
4:29
really does influence the framework we're talking about
4:30
today. I really had to, you know,
4:34
navigate this situation of I have to enroll someone, but I
4:39
can't tell them what I'm going to do for them.
4:41
I just have to be like, hey, just trust me, when you get in,
4:45
you'll see ABCDE. And that was kind of an issue
4:49
for me because I remember being on the client side of that.
4:53
I remember being on, you know, investments that I wanted to
4:56
make. And I was like, so like, what
4:57
exactly are we going to do together?
4:58
And the person basically being like, well, yeah, when you get
5:01
in, we'll talk about, you know, strategy and we'll definitely
5:05
unpack the following. And I kind of remember my head
5:07
being like, so really, I don't know what I'm buying here.
5:10
Like, I genuinely have no idea what I'm buying into.
5:13
And I even hear this from people who come to me now and invest
5:15
with me, who are like, hey, like, I bought into so and so.
5:18
And they either weren't open to getting on the phone with me or
5:22
when I did get on the phone with them, they weren't actually
5:24
forthcoming about like what it meant for us to work together,
5:27
IE what our strategy would be like, what would we be doing?
5:30
And so I was like, there has to be another way.
5:31
There has to be a way for, you know, sales to still happen
5:35
because obviously it's the goal of a sales call, but there has
5:38
to be a way for sales to happen, but also for the person who's on
5:41
the call to be like immensely served in this.
5:44
And then also to feel like it feels like a comfortable
5:48
environment, right? Like you.
5:49
No one feels good nor the closer or the client going into a call
5:53
when they feel like there's this kind of like big elephant in the
5:56
room and it's kind of like underbelly of a transaction
6:00
that's trying to happen the entire time.
6:02
And So what I've realized in phase from high ticket phone
6:06
closer and doing calls on the phone with that then leading
6:11
into my own business, I had a sales program as one of my first
6:14
programs coming out of being a closer and I taught in that
6:17
versus now being multiple years into my business, multiple 7th
6:20
figure business. This framework I'm in a high
6:23
level go over for you today is the same framework that I use to
6:27
those packages of gosh anywhere between 10,000 to $100,000 like
6:33
this framework will close up to A6 figure deal if you use it
6:39
correctly. Now I want to preface this.
6:41
This is something that. I.
6:44
Usually teach in multiple sessions.
6:47
And so we're going to kind of go over at high level today.
6:49
So if you go to do this on a call and you're kind of like,
6:51
OK, the first call didn't close. The thing I also want to tell
6:54
you about reps of sales is sales is successful because of reps.
7:00
It's like anything. If you go to do a workout for
7:02
the first time or you go to maybe think about that time you
7:05
filmed on camera for the first time, right?
7:08
Those are things that get easier and easier over time.
7:11
And this process that I'm also going to go over with you also
7:14
gets easier over time. And so I have refined this, as I
7:18
said over a while now and there's a lot more that I
7:22
probably will refine over it in the next, you know, three years.
7:25
But what I do know to be true is that sales calls work.
7:29
I don't care what kind of business you are.
7:31
I don't care, you know, what kind of stage of business you're
7:35
at. I think sales calls are probably
7:37
one of the most valuable skill sets for someone to be able to
7:40
master. And that is because it's the
7:42
fundamentals of what we need to be able to do, which is the fact
7:45
that sales is the ability to be able to effectively communicate
7:49
what it is that you do, to be able to have the other person on
7:52
the other side of the phone see the value in what you do for.
7:55
Them and take that as clarity as to why they should invest if you
8:00
cannot effectively do that. You don't know how to
8:02
effectively sell. And so my goal is to take this
8:06
framework today and give you the high level of what you need to
8:10
start to lean into and put those reps into so you can learn to
8:13
sell. And here's the thing, if you're
8:14
like, well, Kate, I hate sales and I don't want to be salesy
8:17
and I don't like selling. Selling and your relationship to
8:20
selling is very much a byproduct of your perspective, not of the
8:23
selling itself. And that's because the end of
8:26
the day we're being sold to every single day when you go to
8:28
Starbucks drive through and they say, hey, any breakfast this
8:30
morning you're like, wow, thanks for asking but no I'm good you
8:34
don't feel like she's upselling me, right You don't feel
8:36
pressure all the time with sales.
8:38
It's a matter of how it's facilitated.
8:41
That's more important than the fact that it is being done.
8:44
And so that's my perspective with this framework is I want to
8:46
give you a different way to facilitate selling so it feels
8:49
good for you. It feels good for the person on
8:51
either side of the phone and it also gets you the.
8:54
Outcomes you're looking for. Your business, this framework, I
8:56
also want to preface, has been something that I have literally
9:00
had people thank me after being on a sales call with me.
9:04
I've had people who were like, by the way, that call was so
9:08
helpful, thank you so much. And felt like it was basically a
9:12
coaching call, IE aspects of clarity getting, you know,
9:16
Nuggets of downloads, getting, you know, different clarity
9:18
pieces of what they could act on that happened because of the
9:22
call. And so this call can be just as
9:25
much about service as it can be about scaling your business and
9:28
selling. OK, so without further ado,
9:31
let's get into the framework that we use to sell high ticket
9:34
either on the phone or as I do myself on Zoom.
9:37
So the first stage of the process when you hop on the
9:41
phone with someone and probably a very, I would say one of the
9:45
most influential, influential pieces that's going to determine
9:48
how that call goes is rapport. And one of the things I tell
9:51
people is, listen, you don't build rapport by talking about
9:54
the weather, right? When we go to a cocktail hour
9:56
and we have people who are talking about, oh, yeah.
9:59
So like, so where do you live? And it's a very small talk.
10:03
It feels like you're just trying to pass time and both parties
10:07
feel uncomfortable. And so one of the most important
10:09
things you can do in building rapport is try to do something
10:13
that's a little bit more personal.
10:14
So the way that I do this is I actually investigate the people.
10:18
That's maybe a weird word to use.
10:20
But it really technically is what I'm doing.
10:21
I investigate the people I'm going to get on the phone with.
10:23
So what I mean by that is I have an application process to get on
10:26
the call with me. There's a step before getting on
10:28
a call with me, but it's part of our process.
10:31
And so the application gives me a high level of information
10:34
about them. It might give me their e-mail,
10:35
it gives me their Instagram handle.
10:37
It gives me just like a snapshot of some aspect of information.
10:40
Or for you, it might be like a proposal kind of processor
10:43
intake form to have a call with you.
10:45
Whatever it might be, I want you to use that information in
10:50
whatever lens you get it. So if you, for example, are
10:54
getting their Instagram handle, if you're getting their core
10:56
pain points with their business, if you're getting their desires
11:00
without whatever goal you're helping them with, I want you to
11:03
note some of those things down. Because the thing that I know is
11:07
that when we are building rapport, when we're building
11:11
connection with somebody, we want it to be personalized.
11:13
We don't want it to feel like it's basically just a bunch of
11:16
small talk. And so rapport for me is finding
11:20
something in their intake, finding something in their
11:23
whatever they've submitted to me to go then do a little bit
11:26
deeper of research. And when I say research or
11:28
investigation, I'm not talking about hours here, OK?
11:31
I'm talking about take a 60 seconds on a timer and just go
11:35
see what you can find out about them.
11:37
I find out that they have a lab and so do I, I find that they
11:39
love surfing. I find that they, you know, are
11:42
just recently come home from vacation to Europe.
11:45
Whatever it might be, find something to.
11:47
Love about them because also what it's doing is it's creating
11:51
a connection that's outside of the purpose of why you're there.
11:54
But also like human to human, why are we connecting today?
11:57
What can I find to love about you?
11:59
And when I've done this on calls, it just really allows an
12:02
even deeper human connection than most people have when
12:05
they're on consults because most people go into a consult only
12:09
thinking about the outcome and the transaction in front of them
12:12
and absolutely nothing else. So rapport for me is important
12:16
and really what you want to associate rapport with is
12:18
research and then also when you get on the call, creating space
12:21
for connection. I as part of.
12:23
Coaching audit sales calls. So like when people have, you
12:27
know, consultations for agencies or for coaches or consultants or
12:31
even some of the in person businesses that I work with,
12:33
like naturopath clinics, like they have consults.
12:36
And I will say like, hey, I want you to send me a recording of
12:38
the consult you had. And it's interesting because
12:41
when I watch these calls, I'll see people who are just like
12:43
rushing to be like, OK, well, anyways, yeah, so and go right
12:48
into the meat of the conversation.
12:51
And for me, I'm like, take a breath, take a breath, take a
12:55
second to tune into the person. We're not talking, you know, 25
12:58
minutes. It would take. 235 minutes just
13:02
to say, hey, how's it going? You know, I was going through
13:05
your stuff and I was just kind of, you know, taking a peek
13:06
before we hopped on today and I saw you just got back from
13:09
Europe. How was that?
13:10
Where did you guys end up going? Like go to actually seek to
13:13
understand also shows that when you ask people to be able to
13:19
talk about themselves, they feel an even deeper connection that
13:23
if you go into a call and you make the entire process and the
13:26
steps entirely about yourself. And so rapport for me is taking
13:30
the initial first moment to take a breath.
13:33
Don't think about the outcome. Don't think about, oh, I gotta,
13:35
you know, hit talk about the price and this and the structure
13:38
of whatever. Go in and just allow some space
13:40
that person to be able to connect with you.
13:42
And again, do a little bit of research before going into the
13:45
call. One thing I want to add to this.
13:46
Is too, because I do see this a lot.
13:49
If you have someone that has a very unique name, a name that
13:51
maybe isn't like standard or common, I also really recommend
13:55
asking. That person how to pronounce
13:57
their name at the beginning of the call.
14:00
So rapport really is going to be the first step of creating that
14:03
connection and making sure that you're actually thinking person
14:05
to person before you ever dive into any of the rest of the
14:08
structure. OK, so stage 2 in the call is
14:12
going to be what I considered to call like the frame setting of
14:15
the call. Frame setting is wildly
14:18
important because what I see when people don't set frame is
14:23
that the person that they're on the phone with ends up really
14:27
taking charge of, to be honest, the entire call.
14:31
You're not seeing a natural progression of the call.
14:34
So you're having people, for example, where you feel like
14:36
you're getting on the phone and they're in saving like great.
14:38
So like, you know. Let's talk about.
14:39
It what are the details? Like let's get to it.
14:41
And you're like, whoa, whoa, whoa.
14:42
I don't want to go there yet in the in the conversation, but
14:45
they're kind of taking the lead or you find maybe that they're
14:49
even asking you questions instead of you asking them
14:52
questions. All of those are common symptoms
14:55
that are a result of a lack of frame within a call.
14:59
And so the frame. Really is a almost like a
15:04
setting of intentions for your time together.
15:06
And it's beneficial because not only does it help you to
15:10
communicate to the person you're on the phone with what's going
15:13
to happen, but what it also does is by setting frame, we're also
15:18
calming their nervous system. So like, think about being the
15:20
client going into a call, right? So like you're, you know, kind
15:24
of on edge, you're wondering what are we going to cover?
15:26
What are they going to ask me? So by also you pre handling
15:30
what's going to unfold, you're basically indirectly saying, I'm
15:34
going to kind of run the call here.
15:36
We're going to cover the following things.
15:38
And yes, we're going to get to all the different packages and
15:41
supports and price point and all those things.
15:43
But to start, I would love to dive into AB and C And so when
15:48
you're in frame, you also when I know the aspect of pre handling,
15:52
you want to pre handle anything that could potentially create a
15:55
resistance for your call as well.
15:57
So for example, if you have an hour blocked off with somebody,
16:00
it's usually suggested or preferred to say.
16:03
Hey, I know we have the. Next hour together, does that
16:04
still work for you to kind of, you know, go till about four O
16:07
clock? That's a way for them to also
16:10
have the opportunity to say actually, no, I got a dash, you
16:13
know, half an hour early and go to this other meeting.
16:15
And at that moment you have an opportunity to say, OK, well, do
16:19
I want to continue with this call or do I want to reschedule
16:21
the call? Potentially you also can note
16:24
things like if you're recording the call, who gets that
16:27
recording? Where is that recording going?
16:29
Those are things that you can be sure to kind of note.
16:32
So if someone is curious or potentially worried or concerned
16:34
about it, that you can address those.
16:36
Another big one that I address is taking notes.
16:39
So for me, when I'm on consults with people, I do take notes in
16:42
my notebook of just like kind of core things they say.
16:44
And so I always want to make sure that I'm letting them know
16:47
because no one likes that feeling when you like go to a
16:50
therapist and you share something and they're like, OK,
16:53
and then they write it down. You're like, what are you
16:55
writing down? So that's something that I
16:58
always make sure. That I pre address so I'm going
16:59
to like Riff. Freestyle almost as to kind of
17:03
that the high level of what for example, a frame with myself
17:05
might look like. So again I address the fact that
17:08
we again have the hour together. Are you good until such and such
17:10
time the meeting is being recorded.
17:12
That mainly is just that if for whatever reason, we want to come
17:15
back to the conversation that we had together or, you know,
17:18
should we decide we want to work together, this is going to be
17:20
something I reference to kind of help us with next steps.
17:23
So a one-on-one of a frame would be like after report and going
17:26
through all that would be something along the lines of so
17:29
amazing. Like obviously very excited to
17:31
dive in today. Super, super high level of kind
17:33
of the one-on-one of what we're going to do.
17:35
So I like to run these calls pretty casually.
17:37
It's really just a place for us to connect to dive into a little
17:40
bit of the one-on-one and what's going on with your business.
17:42
So we'd love to dive in first of, you know, kind of where
17:45
you're at right now, what you've been experiencing and really
17:47
just kind of like a current state, if you will, of your
17:49
business and where you're at. After that, we'd love to dive
17:52
into, you know, what is you're looking to do, So what you're
17:54
looking to achieve some of the goals you have and things you're
17:57
going for with your business and for yourself with that.
18:00
Also would love in noting those things to me and sharing that
18:03
with me to also tell you, you will see me taking notes.
18:07
I do have a classic entrepreneur squirrel brain and it basically
18:09
means that as you share things with me, things are going to
18:12
come up as ideas that I want to share with you.
18:14
And So what I'll do is I'll note those down because I also, which
18:16
is the next piece, want to circle back to my thoughts for
18:19
your strategy. So today you're going to share a
18:21
lot of the one-on-one of kind of, you know, what you're doing.
18:23
And I have a lot of thoughts and feedback I'd love to add to you
18:26
to kind of make sure that, you know, strategy wise, say we're
18:28
going to work together, that we are on the same page of some of
18:31
the different things that I'd see for you and for your
18:33
business. And so with all that being said,
18:35
of course, toward the end, we definitely will talk about, you
18:38
know, should we be a good fit about different programs and
18:40
support and coaching and investment and all of that.
18:42
But the main intention today is really just to make sure that we
18:44
get you clarity for your business.
18:46
Where you're at, right? Now where you want to go and how
18:48
we can make sure that we get you there.
18:49
So does that sound good to you? And I would do something that
18:52
basically gets a confirmation from them.
18:54
Now granted. That's off the top.
18:56
Of my head and has no context to like me sitting down in front of
19:00
a person, but you'll see there I addressed much time we have
19:03
together. I addressed them taking notes.
19:05
I talked about, don't worry, we're going to get to the
19:07
investment in the programs. I talked about where you are
19:10
now, where you're going. I want to ask about those
19:12
things. You know, I really just covered,
19:14
Hey, here's what's going to happen on the call together.
19:16
And I've never had a person say no when I ask them those
19:19
questions, but I'm just getting by and to basically say, hey,
19:22
does that sound good to you? And then we proceed from there.
19:25
This is really the setting of the stage of what's going to
19:27
happen. It calms nervous systems.
19:29
It puts you in the lead seat and the driver's seat of this
19:33
conversation and the flow of how it's going to go and overall is
19:37
something that will really, really help to give you better
19:41
structure and frankly, better frame.
19:44
When we say, like you want to hold the frame of a call in
19:47
sales, it means you also want to take the lead.
19:49
You want to take the structure of the call in your time
19:52
together to make sure that you're really leading the
19:54
conversation. OK, So once we discuss frame, we
19:57
really set the intention of what's kind of happening and how
20:00
it's going to all, all go down. Then we want to go into
20:03
understanding of their current reality.
20:05
Now a lot of times I find and again, consults that I've
20:08
reviewed at this point, I have reviewed dozens, if not
20:12
potentially 100 plus at least sales calls of my clients and
20:16
all different types of industries.
20:17
The thing that I see is a big disconnect is that people are
20:20
not diving into problems enough. And not in the sense of, you
20:24
know, you trying to just like pick to find problems, but more
20:27
a matter of clarifying the problem that they express.
20:31
So what I really? Suggest is that you go through
20:35
all the last, you know, 10:15 however many consults you've had
20:38
in your business and you go through and you really pick out
20:41
the core themes, the problems that people express to you.
20:44
So for me, people express the fact they want to make more
20:46
money, they want their marketing to work better, they want to
20:49
really fix their product suite, they want to have help or
20:52
adjustment with their mindset. There's a multitude of things
20:55
that they're working on, but I really have typically always
20:57
seen them fall into like under 10 buckets of problems that
21:00
people experience. So when someone says to me, you
21:03
know, I, I'm really struggling with sales, I'm not making
21:06
sales. Most people will no doubt not
21:09
making sales as the pain point, but realistically that's not
21:12
actually an understanding of that person's problem.
21:16
When someone says I'm not making sales on a sales call, that's
21:19
not enough for us to be able to say, OK, great.
21:21
Got it. Noted.
21:22
We need more details. So like when you say you're not
21:24
making sales, like, you know, what is the typical sales number
21:27
that you guys are going for versus where are you guys at
21:29
right now? And you know, when you say
21:31
you're not making sales, is that through your application?
21:33
Are you guys doing it in DMS? I kind of tell me about that.
21:36
And you know when you're say you're not making sales, OK, so
21:39
it's on the phone. Got it.
21:40
So when you guys are doing phone calls, like what kind of is the
21:43
close rate there? Like we know how long has that
21:45
been the case? OK, so you've got up 10% close
21:48
rate. OK, great.
21:49
So how long has that been that way?
21:51
OK, six months. And are you yourself doing the
21:53
calls, right? Like I'm getting an
21:55
understanding of the domino here, which is like is this
21:59
maybe been their their close rate for sales has been down for
22:02
six months. Maybe I'm finding out that the
22:05
close rate isn't actually an issue with them closing, but
22:07
they're closer that they hired. Ever since they hired them, the
22:10
close rate has decreased, right? I'm really seeking to understand
22:15
and getting curious And what I really look to do is I think
22:19
about pain points when people discuss these on a call like an
22:21
onion. So the person is going to
22:24
present to you on a sales consultation A1 O1 of like, hey,
22:28
here's my problem. And the thing that I feel like
22:32
nobody seems to do is really unravel it, which is to say,
22:36
great, give me details about that.
22:37
And the details can be specifics of better understanding the
22:40
problem. But the other bucket that it
22:42
also falls into is either the information.
22:44
So getting you more details about understanding their
22:47
problem or being able to the other eye is impact, which is
22:52
looking at how is this problem impacting their business.
22:56
So when I ask questions about, you know, how long have you guys
22:58
been struggling with sales and they say, oh, you know, it's six
23:00
months. That really tells me, OK, whoa.
23:03
They've been in a serious resistance for over six months
23:06
now. That's something that again, we
23:08
want to dive into, we want to address.
23:10
So I'm looking to better understand with information that
23:14
the actual details of the problem and then I'm also going
23:17
into the impact of it. So what we typically want to do
23:19
in a consultation is get a couple of these.
23:22
So visually, I want you to think, but almost like outlining
23:25
buckets on a piece of paper, like almost like a chart, a
23:28
table, sorry. And so you would have kind of a
23:30
case sales problem #1 mindsets problem #2 marketing is problem
23:34
#3 And these again are for my business.
23:36
But for you, you would want to think about what are the common
23:38
35, maybe 7 different problems that people present to you on
23:42
calls. And how can we make sure that we
23:45
note down questions that would help us to better unravel those.
23:48
So what we typically would recommend to clients, and we
23:50
have exercises and resources to do this, but for you, a high
23:54
level of how to do this is to say, OK, well, what's the
23:57
problem? And what's a series of questions
23:59
that helps me to get to the root, the center of that onion,
24:02
if you will, of the core of what that person's experiencing.
24:06
And what we do is we pre create some questions that help us to
24:09
do that. So then you're not on the call
24:11
being like, OK, well, like how do I get curious?
24:13
How do I investigate? We're actually going to have
24:15
some pre created resources that will help you to dive deeper
24:17
into that. So once we get a snapshot of
24:21
understanding where they're currently at, so what's the
24:24
current state of their situation?
24:25
What have they been doing until now to try to fix their problem?
24:28
Like really kind of unraveling again anywhere between 3:00 to
24:31
5:00 typically on a call we're looking for to see core problems
24:34
and again the information around them and the impact they're
24:36
creating on their business or their problem that you're
24:39
responsible to solve. Once we know that, we then want
24:42
to go into and say OK, great, I feel.
24:44
Like I have a. Good understanding of kind of
24:46
where you're at right now with, you know, XY and Z.
24:49
That really gives me a good picture of kind of the current
24:51
state of where we're at. So tell me a little bit about
24:53
like where you want to go, Like what's the goal?
24:56
What are you looking to achieve? Like if you were like in a dream
24:58
place in the next, you know, three to six months, I won't be
25:00
here. Tell me a little bit about that.
25:02
And people again will give you a very surface goal.
25:06
Like one of the things that I always hear is like, I want to
25:08
hit this income marker and I'm like, I love that.
25:11
Amazing. OK, so you want to hit 7
25:12
figures. Awesome.
25:14
Curious Like why 7 figures specifically?
25:17
Like when you say I want to hit 7 figures, like what does that
25:19
look like to you? And they're like, well, you
25:21
know, I want to be able to do this, this, this with my life.
25:23
And I'm like, OK, amazing. It's like, again, question
25:26
around the business. Like when you think about the
25:28
seven figure business, what do you see?
25:30
Like is there a certain kind of style you want the business to
25:31
be? Is there some amount of hours
25:33
you want to be working? Like really, if you were going
25:36
to think like wave a magic wand, I have the business that I want,
25:38
what would that look like in the business?
25:40
And so again, you'll see here I'm getting details of what
25:44
their goal is because here's the thing, hitting seven figures,
25:48
let's just take this as an example.
25:49
Hitting seven figures is a very high level.
25:53
Goal. And what I mean by that is it's
25:54
a very generic goal. I want to hit 7 figures.
25:57
They may want to hit 7 figures so that they could be a stay at
26:00
home mom with their kids. They might want to hit 7 figures
26:02
so they could donate to a charity that they really believe
26:05
in. They might want to hit 7 figures
26:08
so that they can become an author and like a big brand on
26:11
like big stages and you know, known worldwide with their
26:15
brand. I don't actually know why they
26:18
want 7 figures. So if I just took it as, oh, OK,
26:20
seven figures, great. And I don't get curious.
26:23
What ends up happening is you're selling to them or you're
26:27
basically connecting your product or your support to their
26:31
goal. But The thing is you don't
26:32
actually understand their goal. So their goal might be rooted in
26:36
their family. And then when you communicate
26:38
the offer, you're talking to them about it in the sense of
26:40
like, oh, look how much money it's going to make you or look
26:43
at what's going to do for your marketing when really, you know,
26:46
Sarah, who you might be on the phone with is like, well, it's.
26:48
Not really about the marketing. Like for her, it's about her
26:50
kids. So we need to understand what
26:55
someone's goal is and how is what we offer or provide
26:58
something that ultimately supports with their goal.
27:02
And so it has to be personalized, though just the
27:05
high level of, oh, this is just what I want to achieve and this
27:08
is what I want to do isn't just simply not enough.
27:11
We have to make sure that we personalize it.
27:12
So by getting curious, you have a much, much, much higher
27:17
likeliness of connecting what that person's doing to the goal
27:21
that they actually want to achieve and what matters to
27:24
them, not just what we're telling them to care about.
27:27
So again, think back to Sarah. She is somebody who really cares
27:32
about. Her.
27:33
Family as her big aspect of why she's investing.
27:36
So if I tell her, hey, you should invest because of what
27:38
it's going to do for your following, she doesn't care,
27:41
which means she doesn't see how what I do fits to help her to
27:45
achieve what she cares about. South getting curious about
27:48
where they're at and getting curious about where does they
27:51
want to go and what they're trying to achieve.
27:53
We need details because without the details, you most likely are
27:57
going to fall into this place of selling them something that they
28:01
don't actually want because it's not actually something they
28:04
value or that's important to them.
28:07
So. With that, then I want to go a
28:09
little bit into the next step, which is OK, I have a good
28:12
understanding of kind of where you're at right now and what
28:14
you're currently doing. And I also feel like I have a
28:16
good snapshot now of where it is you're looking to go and kind of
28:19
some of the goals you're working toward.
28:21
So for me, I now then want to kind of go and dive deeper into,
28:24
well, what's the disconnect specifically that you feel this
28:28
is the most important piece here that they feel is their
28:33
disconnect. So when you're hearing someone,
28:37
you're an expert in what you do, right?
28:38
So you, you talk to people who have these situations every
28:41
single day. And when you talk to people who
28:44
have this problem, you kind of are listening to them and you're
28:47
like, Oh, I know what your problem is, right?
28:49
Like someone might come, for example, on a fitness consult
28:51
and be like, oh, my issue is nutrition and my exercises.
28:54
And you're like, no, no, no, it's consistency, right?
28:57
But you knowing what their problem is is very different
29:00
than them knowing what their problem is.
29:02
And so when we go into what the roadblock is, IE, you know, what
29:06
are the things that are causing them to not be consistent and to
29:11
get toward the goals that they want, we have to look at what do
29:15
they think their issue is? Never tell, always ask.
29:19
I would not want to say something like, you know, you
29:23
don't need more leads. You need more people to stay in
29:26
the offer. So if you just fix the
29:28
retention, here's what I think we should do.
29:29
We should fix the retention. You should do this, this, this.
29:31
We get people to stay inside the offer and that will double how
29:34
many people are inside, right? That's me telling you.
29:37
That's me saying, hey, you think this, but here's how it's going
29:40
to go. This is what I suggest you do.
29:42
You never want to tell. You always want to ask.
29:44
And the reason that we do that is when people answer us, they
29:48
are ultimately themselves agreeing to the plan being put
29:51
in place. It's not something I'm planting.
29:54
They're coming up with it with me, which again means we're
29:57
already in collaboration. We're already in partnership and
29:59
we're already building trust. So This Is Us 2 collaborating on
30:03
an idea, which is ultimately what's going to happen inside of
30:06
the service when you guys work together, right?
30:07
So this is just a preview of what it's going to be like when
30:10
you guys collaborate. So you never want to plant an
30:13
idea because then it's not actually theirs.
30:16
So you don't want to tell, you always want to ask.
30:19
So I just want to give you a quick snapshot, a quick summary.
30:21
Right. So we can remember these stages.
30:22
Stage 1, we've got rapport which is building that connection.
30:25
Stage 2, we're setting the frame, which is the agenda and
30:27
the overall intention of the call and also pre handling any
30:30
objections or resistances that may come up.
30:33
We're then going to go into the reality which is where they're
30:35
currently at now going as the result of where it is they
30:37
ultimately want to go. And then we've covered
30:39
roadblocks, which is really helping us to see what they
30:42
believe to be their problem and then bridging the gap between
30:45
their belief and our belief and kind of seeing, OK, we'll like,
30:48
you know, are we the same page here as to what the disconnect
30:50
is or maybe they totally in a different direction?
30:53
If so, how can we kind of get us both on the same page and better
30:56
clarify what the disconnect might be?
30:58
Now the next stage is what we consider to be the review.
31:01
And the review was really where, you know, for me as a closer,
31:05
this is the time where I would have most of my, you know,
31:08
clients or prospects, if you will cry.
31:11
And not that the goal, by the way, is to make people.
31:13
Cry, but I would have a lot of. People cry at the stage because
31:18
it's a very powerful step. You know what?
31:20
I've said this to people on calls.
31:22
It's me communicating everything that I just heard them say to me
31:25
about where they are and where they want to go and the
31:28
roadblocks of why they're not there.
31:30
And they're hearing all of this back to them for the first time.
31:33
And it's one thing to say our goals, right?
31:35
It's one thing to say our resistances or say our problems
31:38
or say the things that we want to achieve, but to hear it all
31:41
come back to us is really, really intense.
31:44
And So what I do is I basically say, you know, listen, I just
31:46
want to quickly, you know, make sure that I understand the high
31:48
level of everything. What I heard you say was, and I
31:51
go through and I list out the high level things that they
31:54
shared with me and the big takeaways or insights they
31:56
shared with me. And So what I'm doing during
31:59
this time is I say, here's kind of what I heard you say.
32:02
Does that sound about writers or anything maybe that you want to
32:04
even add that you feel like I we didn't get to cover just yet.
32:08
That helps me to kind of take a gauge, which is like when I
32:11
share that with them, do they say, Nope, that sounds like
32:14
exactly what I'm going through And like, honestly, I couldn't
32:16
have said it better myself. Are they someone who maybe says,
32:19
you know, I don't know if we talked about it, but I
32:21
definitely would want to add blank and they add in something
32:24
else. Like this is an opportunity for
32:26
you guys to really be on the same page as to what the
32:29
disconnect is, what they're struggling with.
32:31
And make sure that before you move forward into talking about
32:34
anything offering wise that we're really acknowledging, you
32:38
know, where they're at right now and all of the things that
32:40
they've shared up until this point.
32:41
So we're going to do a little bit of a review and then after
32:44
that we go into the next step, which is the outcome.
32:47
So this section of outcome has been something that I have
32:52
refined the last couple years because this is the section
32:57
technically where I teach. And what I mean by teach is I
33:01
educate people on what I'm going to do for them.
33:04
So my process around quote UN quote, I hate using this word,
33:08
but like tech is what it is closing.
33:10
My process around closing is basically to take the the person
33:15
that I'm talking to in the conversation that I'm having and
33:18
I'm looking to say here's the pain point you expressed to me.
33:20
Here's the thing you're struggling with.
33:22
Here's what I would do specifically to fix that in the
33:24
sense of the things that I would be looking at or kind of like
33:27
high level trying to dive into to help you to be able to
33:30
overcome XYZ issue and this. Stage by the way of.
33:35
Outcome is something that's kind of like controversial because
33:38
people sometimes are very, very adamant that they do not believe
33:41
in adding quote UN quote value on calls like they again, or
33:44
from the mindset of like you'll find out once you get in the
33:46
offer and here's the way to do this correctly.
33:49
What you're talking about is what you see and what you could
33:53
see as opportunities of things to be done.
33:55
But the main area where this is valuable is why.
34:00
So for me, I might say to someone, you know, back to our
34:02
example earlier, you know, here's the thing, right?
34:05
So one of the things that you mentioned to me is that you do
34:07
want to make more sales, which IA 100% agree with.
34:09
Like I, I, you know, always want to make sure that we're scaling
34:12
revenue. Here's the thing though, right?
34:13
One of the things that I would be looking into is not only
34:16
increasing your leads because we always want to make sure we're
34:18
getting new people in the pipeline, but we also want to
34:20
make sure that if we have them coming into the pipeline, we're
34:22
not losing them. So one of the things that I
34:23
would be focusing on is making sure that we actually have a
34:26
really intentional on boarding, client delivery and off boarding
34:29
experience and actually going through the actual back end
34:32
customer journey of how you're serving people.
34:34
Because right now you are losing a lot of sales and potential
34:39
sales and business and therefore revenue in the behind the scenes
34:43
of your business. And so because of that, it's
34:45
putting a lot of pressure, which 100% makes sense.
34:47
It's putting a lot of pressure on having you need more leads,
34:50
more sales, more marketing, right, always coming in on the
34:52
front end. But the thing that I also want
34:54
to say is if we were to just really refine the way that
34:57
you're currently delivering to clients, get them better
34:59
results, better retention, more referrals, more renewals, that
35:03
even in itself would double your business, even if you had no
35:06
more new marketing and you didn't put any changes on the
35:09
front end of what you're doing right now.
35:10
So for me, that's one of the things that I think would
35:13
really, really help you when it comes to relieving some of the
35:16
sales pressure and also some of that lead pressure you mentioned
35:18
to me, that's something that I would say to somebody who I'm
35:23
trying to tell them a little bit about the outcomes I would help
35:26
them to achieve, right? So what I'm doing there, I
35:28
didn't tell them how, I didn't tell them nitty gritty of here's
35:31
exactly what we're going to do. I said here's what I'd focus on
35:34
and here's why I would focus on that.
35:36
So the thing with the outcome is the outcomes job of this stage
35:40
of the call is really very much designed to help somebody to
35:45
better understand and better be educated around exactly what it
35:48
is that you're going to do to support them.
35:50
And also with this, we talk a little bit around our framework
35:55
too. So you can use the fact that,
35:57
you know, for example, for me, I have a framework that's called a
35:59
track, convert, deliver, automate and expand.
36:02
And so when this person says to me, you know, hey, I really need
36:05
more leads. I'm like, listen, in our
36:07
framework, we talk about a track convert, deliver, right?
36:09
So you mentioned to me you want more leads.
36:11
We do dive into always making sure that you're getting more
36:13
people seeing you through our track pillar and what we do, but
36:17
deliver this is where that would come in.
36:19
It would be really looking at the client experience, the
36:21
client delivery and how that's a massive opportunity for you to
36:24
scale even outside of the refinements that we can make
36:26
inside of marketing. So the outcome side is really
36:30
what we consider to be the basis of education based sales.
36:33
And education based sales is really not withholding.
36:37
There's no bait and switch. There's no, only when you pay me
36:39
will you know, there's none of that.
36:41
It empowers the person on the other side of the phone to feel
36:44
like they understand, like wholeheartedly, what they're
36:47
investing into and what they're buying.
36:51
Because I just found after having so many conversations
36:55
with peers and also clients, and just like so many people in my
36:59
world who were feeling like they were investing into things, but
37:02
they genuinely had no idea what they were buying.
37:05
That was something that over time, after having more and more
37:09
reps of doing that, that they just realized, you know what,
37:12
like I wanna buy into something that I feel like I actually am
37:14
clear on that I'm educated on. Like I actually know what's
37:17
happening and what I'm buying. And so I think the education
37:21
piece is really just such a massive game changer in the way
37:25
that people experience your calls.
37:27
And again, the reason I love doing this on calls is because
37:30
we end up being on the same page of what it's going to look like
37:32
to work together. So like we actually start to
37:35
understand, you know, if we were to, for example, continue
37:38
together, what is that going to look like and what are we going
37:41
to work on? So the next piece, and this is
37:43
the second last one, is going to be the process of exactly what
37:47
it looks like. So here's the thing, when we're
37:49
talking about an offering and we're starting to introduce, OK,
37:51
here's what we're going to do together, does that kind of
37:53
sound like what you're looking to do?
37:54
The next step is really how you're going to do it, the
37:56
process you're going to use to get them the outcome, right?
38:00
So we just covered outcomes. Now we're going to go into the
38:03
process. This is where you're going to
38:05
say, listen, based off of everything that I've heard today
38:07
and kind of where we're at and some of the things that we're
38:09
looking to do, I really do think XYZ package would be best for
38:13
you. And here's why inside that
38:15
program or inside that service, what we really focus on doing is
38:19
AB and C And so when we talk about a offer, you always want
38:25
to talk about the offer first in presenting it as a problem
38:29
that's solved, not as a package. So like I wouldn't say to
38:33
somebody, I definitely think you should join our six month ITI
38:37
Accelerator mastermind because like that definitely is
38:39
something that will help you to get to your goals.
38:41
I would say it's kind of going over everything you shared with
38:44
me today. I really would recommend kind of
38:46
knowing where you are right now and where you want to go or ITI
38:50
Accelerator Mastermind. It's a six month mastermind.
38:52
But the reason I recommend this more than anything else we've
38:54
got is it really is going to hit all the things that you're
38:58
working on. It's going to help you with the
39:00
track, convert, deliver, automate and expand.
39:03
All those five pillars are going to be covered inside that
39:04
program. You will have that duality of
39:07
that one-on-one support you mentioned that you're interested
39:09
in, but also having that group in that community feel as well.
39:12
And it's also something I think with the the things you
39:14
mentioned to me about developing your course and your passive, a
39:18
lot of the funnel templates and the passive trainings that are
39:20
in there are going to be a massive resource for you to be
39:23
able to get really quick traction on that in the next,
39:26
you know, couple months. And this also for where you're
39:29
at right now, is actually designed for people who are
39:32
looking to achieve X, which is exactly where you are.
39:35
And so I think you're really going to be in a great spot in
39:38
the sense of the goals you're working toward and the way in
39:40
which you want to get there by joining it Accelerator.
39:43
So I would be talking about the process, but I'm talking about
39:46
it in the sense of how is this product or this program or this
39:50
service going to help this person to solve specific
39:54
problems. When people talk about their
39:56
packages, they talk about like my my bronze package, my silver
40:00
package or my ex mastermind or my ex VIP day or intensive or
40:04
course or whatever. But no one cares about the
40:07
product. People care about what the
40:10
product is going to help them to solve.
40:13
And like I even see this not even out in sales calls, but I
40:15
also see this in proposals. When people send proposals, the
40:19
proposals often have like XYZ package #1, package #2.
40:23
Tell me what problem those packages solve.
40:26
Package number one is designed for the person who's looking to
40:28
achieve blank and is struggling with XY and Z, right?
40:31
We really want to be able to have problem statements
40:34
associated with each one of our offers because it allows us to
40:37
effectively and easily communicate exactly why someone
40:41
should invest in that for where they are today and what they
40:43
want to achieve. So inside process as well,
40:46
you'll say, I suggest XYZ offer and some of the ways that we
40:51
would support you and being able to get some of those outcomes we
40:53
mentioned would be blank. And that's where you would start
40:56
to discuss the features which everybody loves to dive into.
40:59
You get this many calls, you get this amount of messages, you get
41:02
this amount of whatever those pieces of you get this, you get
41:06
that. You definitely still need to
41:07
mention people need to know what they're buying, but we need to
41:11
make sure that we're talking about even those features in the
41:14
lens of, again, why should someone care to my features?
41:19
It might be, for example, one of the first things that happens
41:23
when you join Accelerator is you do get a kickoff call.
41:25
It's a one hour kickoff call where we really deep dive into
41:28
your blueprint for your business.
41:30
And that's because we don't have a standardized blueprint.
41:32
We put everyone through it very much is a customized strategy
41:35
for you and for your business to scale.
41:37
After that, you will also have monthly one-on-one calls, which
41:40
are basically a monthly touch point to outline your focuses
41:42
per month that will help you to do AB and C.
41:45
Now in between those, of course you're going to have support.
41:47
You do have twice weekly office hours where you can come in and
41:50
do hot seat coaching around what you're working on week to week,
41:53
right? Like you're seeing you're seeing
41:55
how I'm talking about what they're getting, but also why is
41:59
that helpful in an instance where they're having a problem?
42:02
Or if I'm talking about Slack and the fact we have Slack
42:04
support, I might say something along the lines of, you know,
42:07
listen, you're obviously also going to have moments where you
42:10
have, you know, questions that you'd love to ask and that you'd
42:13
love to inquire about. But your call might not be for
42:15
another week. And we don't ever want you to
42:17
feel like you have to sit on a question or add to your notebook
42:20
and wait for your call. And so also in between, if you
42:23
ever have questions that come up for you, we are in Slack Monday
42:26
to Friday, diving in with you into your business to make sure
42:29
we can get you clarity and movement each day today as
42:31
you're progressing through things.
42:32
So I want to always. Make sure that we're talking
42:37
about the features in connection to the problems they solve as
42:39
well. And then comes in to our beloved
42:43
last stage, which is price pitching.
42:46
And price pitching is something that I, I help a lot of people
42:51
with because I think that price is really that, that end portion
42:55
of the call to me really does tell me your confidence level in
43:00
when you pitch the price, Your confidence level is so obvious.
43:04
And I can tell you a very easy sign.
43:07
When you say price, do you keep talking or do you just say the
43:12
price and let them sit for a second?
43:14
Because people who are uncomfortable in sales will be
43:17
like, yeah. And it's, it's 3K.
43:19
And we also have two payments of 1500.
43:22
And what ends up happening is you're like, yeah, so.
43:26
And, yeah, like, I think, you know, this would be a really
43:27
great program for you. And I, I really think just based
43:29
on everything you told me, like this is 100% what you need.
43:32
And like, of course, yeah, like if you need anything with a
43:34
payment plan, like we're absolutely happy to support you.
43:37
And I'm like, Sarah, what are you doing?
43:40
What are you doing? Shush.
43:42
The rule of thumb is when you say the price, the first person
43:46
to speak loses. That's the game that I'm playing
43:48
in my head. When I say price, that's because
43:53
sales loves space. Sales loves space.
43:58
When you do not allow space, you're not allowing people to
44:01
feel and you're not allowing people to think.
44:05
And So what I see is sometimes I've seen this countless times
44:09
on calls that I've audited, people have actually undone the
44:13
deal because they've talked so and so and so and so much.
44:17
Like I've seen people at the end of the call, the person's like,
44:19
yeah, like, I would love this. It sounds great.
44:20
Like I'd love to get started. And then the person who's
44:23
closing goes in this like, dialogue about like, Oh my God,
44:25
yeah. Like I would love to jump into
44:27
this. Like I'm just so excited.
44:28
And like, and there's a going and going going.
44:30
I'm like, hey, shush, just allow the space and say, Oh my God, I
44:36
would love that. I'm so excited to get started.
44:38
Are you OK if I kind of go over like 2 more minutes, just give
44:40
you a little run through kind of what's going to happen next And
44:42
that's it. When you have the price shared
44:46
often people because they're so nervous and again, I understand,
44:50
which is why I said is the earlier part today.
44:52
This is a matter of reps When you are nervous and when you're
44:55
kind of antsy, you fill space because you just feel so
44:59
uncomfortable with it and so. One of the best.
45:02
Practices that you can do is really vocalize your investment
45:06
and talk. About your offer.
45:08
And say, you know, so as a result, here's the program that
45:10
I recommend for you or the package I recommend for you.
45:13
Here's what it comes with. So for all of what I just noted,
45:15
the total investment is blank. And I might say, you know, 3K or
45:19
10K or 12K. And of course, we do have
45:22
payment plans, if that's supportive for you.
45:25
Usually people will say, OK, well, what are the payment
45:26
plans? I would say absolutely.
45:28
So the first payment plan is this.
45:29
We have payment Plan B, which is the following.
45:32
And they say, OK, amazingly. Yeah.
45:35
And you take a second because just like you wanting to fill
45:40
the space, the person on the other side of the phone also may
45:43
want to fill the space. So 9 times out of 10, they're
45:46
going to speak first and say, you know, yeah, I mean, I
45:48
definitely think I want to do it.
45:50
I and they'll start to talk, but sometimes because you're talking
45:53
so much, they don't have the space to actually say, well, I
45:56
have a couple more questions or I have a couple more
45:58
curiosities. And so, you know, I, I really
46:03
want to say that going through today's framework, of course,
46:05
this is very high level. This is usually taught in
46:07
multiple different sessions and hours and workshops and feedback
46:11
and all these things. This is just the high level of
46:13
the framework or the buckets that we have to hit on.
46:16
And each one of these is 1 to master.
46:18
But again, the high level being rapport frame reality, the end
46:24
result, the roadblock keeping them from getting there, the
46:26
review of everything they've shared, the outcome, the process
46:29
and then the price and. As I said.
46:32
Earlier, this process has been just wildly influential.
46:36
I have trained closers on other people's teams with this
46:39
process. I use this process, my cell
46:41
phone calls. I actually use this process to
46:45
create our DM selling framework as well of how we're actually
46:48
able to sell in the DMS with people.
46:50
It's influenced quite a bit in our business with ourselves as
46:54
well as our clients. And so when it comes to calls,
46:57
what I want to say is none of us are born closers, OK?
47:00
None of us are born as salespeople per SE.
47:04
And I think it's important that all of us recognize first our
47:07
relationship with sales and how we feel about selling is
47:10
probably the first place you want to start.
47:12
But once you feel like you have really neutralized that
47:15
relationship and you can get to a place where you see it as
47:18
service, I really encourage you to go into your calls not
47:22
thinking about yourself, right? Like people tell me, you know,
47:25
Kate, I'm really nervous for this call or I'm nervous for
47:27
this consultation. And what that tells me is you're
47:30
really making it about you. You're making it about you, your
47:32
offer, how you sound, how you communicate, when really when
47:36
you go in and make sure that person gets the clarity they
47:38
need and that person feels heard and that person feels
47:40
acknowledged and that person feels, you know, like they've
47:43
actually been supported. That's really success when it
47:46
comes to your calls. And so that's really how I
47:49
approach it with my calls. And again, it's done leaps and
47:52
bounds for our business in the sense of what it has influenced
47:55
for our sales, of course, but also for just the way that we do
47:59
business and getting the outcome that we want, which is sales and
48:02
scaling. But doing so in a way that feels
48:05
good and we feel like we're helping people and we're able to
48:08
connect with people and they leave that quote, UN quote sales
48:10
call feeling like they're on cloud 9 because they just got so
48:14
much clarity. Like that's it.
48:15
That's the essence. That's the goal of what we're
48:17
going for. And this framework will allow
48:19
you to do that. So listen, I would love, would
48:23
love, love, love if you would take this framework, note this
48:26
down, flush this out and go practice.
48:27
Go get on some calls. Go use this on your next couple
48:30
consultations. Go use this on your next couple
48:33
applications that come in. And of course, if there's
48:35
anything that kind of downloaded for you today or you feel like
48:38
was a clarity piece around this framework or something, maybe
48:41
you even realize that you are doing right now or something you
48:44
want to start to add in that you're like, I wasn't doing that
48:45
before and I think I need to do that.
48:47
You know, I would love to always hear from you guys.
48:49
It means the world to me when you reach out in DMS and tell me
48:51
either feedback of how this kind of resonates with you and also
48:54
some of the amazing results that you know who you are that you
48:57
guys are taking, you're taking these frameworks, you're taking
48:59
this insight and this wisdom and you're putting it into action.
49:02
I've gotten so many amazing messages from people who are
49:05
like, I heard your pivot episode and I pivoted my business and
49:07
I'm like, yes, like it's just, it's so it's just so absolutely
49:12
incredible to see, you know, you embodying what it means to be
49:16
ambitious. And you know, when I, when I
49:18
called this podcast ambitious, it was originally, you know,
49:22
with the mindset of trying to really resonate with the girl
49:26
that I coach, the girl that I'm around day in, day out.
49:28
And whether we're coaching together right now or not is not
49:32
relevant. What matters is you have that in
49:35
you. You have the essence of the
49:37
qualities, which is why you're tuning into these each week,
49:40
which is why you're taking these frameworks and you're executing
49:43
them. You're taking the clarity and
49:44
executing it. And I just really want to give
49:46
you a massive pat on the back and a massive aspect of
49:49
encouragement for doing that because, you know, there's two
49:52
different types of people. There's the people who listen to
49:55
a podcast and listen to free information and are kind of
49:58
like, OK, well, that was fun anyways.
50:00
And they go to the next episode and they go about their life.
50:03
But for me, I literally saw Gary Vee at a recent conference and
50:07
like, I was like almost in tears because not like, just like, Oh
50:10
my God, Gary Vee, but Gary Vee. Because his podcast when I was
50:16
starting my business was like the thing that gave me
50:18
confidence. I got ready every single morning
50:22
and listened to Gary Vee, and it was something that gave me the
50:25
boost that I needed to feel like I could keep going.
50:29
And it was the place where I was like I felt like at home when I
50:31
would listen to those episodes with what he shared and the
50:34
insights he had and just all the pieces connected to it.
50:37
And so I just want to say I'm also very proud of you.
50:39
I'm proud of you for tuning in. I'm proud of you for working on
50:42
yourself. I'm proud of you for taking the
50:45
big actions that I know you're taking right now.
50:47
I'm proud of you for facing your fears that I know you're
50:49
navigating at this moment. I'm proud of you for navigating
50:52
this season, which for a lot of people has been a tough one.
50:56
I just want to say I see you, I appreciate you, and I appreciate
50:59
you listening in and all of your amazing support.
51:01
And as always, like, I love hearing from you.
51:02
So if you have any downloads or clarity from today, I'd love to
51:05
see you in the DMS. But with all that being said, we
51:08
will see you next week. And as always, my girl, stay
51:11
ambitious.