Unlock More Sales: Webinar & Discovery Call Pro Tips With The Sales Evangelist, Donald Kelly

So , whatever the top common objections are , maybe it's just a price , because ultimately you may say I need to think about it , which maybe come back down to the price . The biggest component of a discovery call is figuring out the need .

There are many different ways , especially as online creators , where you can go about getting people into your funnel , but the key is just that getting people into your funnel and some of the ways that you are selling may not necessarily be one-on-one , but as far as going on podcasts like this , sharing relevant content , being present and offering that education , or

to the problem that your ideal customers , your ideal students , may be coming across , so you just always need to be in that selling mode to help bring and drive traffic to your funnel .

So thanks for being here .

But for the listener who is new to you , you want to share a bit about the sales evangelist . And what do you mean by the sales evangelist ?

I got mentioned in a couple magazines then . From there we started getting the show . I got people reach out to me , asked if I could coach them and to help them . That led into speaking opportunities and consulting opportunities by 2015, . It made sense to leave my full-time job . As we started to scale , we started creating courses and programs .

The sales evangelist just became more of a sales training organization working with teams , smbs Because we went up market upstream . We work a lot with SMBs and mid-market companies training their sales reps on how to build pipeline , generating opportunities , finding new prospects and closing the deals how they can go about doing so more efficiently and effectively .

The evangelist side came from . There's a book by Guy Kawasaki . He was Apple's chief evangelist back in the early 90s . We had an opportunity to learn about him in college in a entrepreneurship class I was going through . I saw that as one of his titles . I'm like chief evangelist .

The only time I've heard that was like in a church , like a Protestant church , I was like . But the idea behind it is so rich and vivid right An evangelist . He was Apple's chief evangelist . He was the one going out there everywhere evangelizing about Apple on talk shows , on blogs , on interviews and everywhere he could .

The same concept I thought about with my business . At the time I had some challenges with sales , like many of us on this . You listen to the podcast today where I wasn't I didn't born out of the womb selling effectively . I tried to sell my first product as a mango , as a kid , and led to subsequently to a book , but I was horrible at it .

But I learned as I tried sales in different capacities . I wasn't always successful Sales people like a baseball player , you strike more than you actually get some wins . But when you do the things right you get some pretty gnarly wins , and it's the same idea with sales .

So once I got the idea and the training and found what worked , I said I got evangelized about this . So the idea came for the podcast was I want to be evangelist for sales . I want to help other people who are going through the struggles .

I was to let them know there's a more effective way , a better way to be able to go through sales and to do it properly and to be able to help people and generate income from it . Thus the brand identity came from that , and that's what we do .

Through our podcast , through our content , through our speaking , we evangelize ways that sales people can improve their skills and that leads to people coming back checking us out . They get interested in our paid programs , and life goes on .

It's like we know as online course creators that we want our programs to sell , yet we might not see ourselves as sales people , sales men , sales women .

And then all of a sudden , when we realize , oh , if I want to close more people into my program , say my coaching offer , what have you on a discovery call or have to like in your free training for sales , where you talk about how to send out an email pitch or how to reach out cold prospecting in the DMs , we realize , oh , shoot , we have to learn some

sales strategies . So , kind of tying back into what you said in the beginning , like where do we start ? Where do we start this talk ?

So if we know this well , if we go back into the very , very beginning of this , I like to define sales as this Sales is the process of educating someone for a problem they may know or may not know they have and helping them to persuade themselves to make a decision that's going to be in their best interest , for which they will compensate me .

Like , sales is not about me convincing you about a product or service that I have . It's about educating and helping individuals be aware . Educate you enough about a problem then you become aware of it and maybe you're already doing the research and you're aware of it . But educate you enough at that point that you persuade yourself to make that decision .

And the best way best sellers do that through asking effective questions . Because if I sell you something say I sell you a bike , a mountain bike , for goodness sake , right , you may say , oh man , I got sold a bike .

But if you change that around and we help you to the point where you made a decision and you feel like I bought a mountain bike today , that mountain bike is not going to get returned , that mountain bike is going to be used . That mountain bike is going to have glory . You're going to tell the people about that .

It's the same concept when it comes to professional selling , whether it's a courseware , whether it's a service , whether it's a product your physical product you have it's about educating people and helping them to persuade themselves . And those make the best evangelists for us , so to speak , because they go to the rooftop and tell people about us .

That's where I say we'd start off . From there we can go down into thinking about the why , because everybody must have a purpose . Why you're doing something , whether it's a course , you're creating again a physical product or service . Why are you doing that ? It's just for the money ?

That may be your case , but I would look beg deeper to go to stronger reasons . Maybe it's the money so that you can go spend time with your family in Abu Dhabi for six months . That's cool , that's your thing . That there's got to be a compelling reason . Maybe it's to make the sales arena a better place .

Or perhaps it's to help people to generate income that can make their lives more comfortable by just understanding the process of selling . There are many different reasons , many different compelling things . I want to help the greater community , sales community , and also I've been in a situation financially where we were struggling as a family in high school .

So that makes me want to be able to help other people . So understanding what sales is and understanding why you're doing it are the first components . Then you could go to some of these other mechanisms . I feel after that makes it a little bit easier .

I am wondering , and many people the person who's listening right now is wondering what would be something you would suggest , a great way to transition from the let's call it the educational , the presentation part of this sales presentation , the webinar , into the pitch that brings the listener along , that keeps the course creator from not faltering .

How do they do that ? Because I've seen so many course creators falter and just start stammering when it comes time to sell . And they can educate so well , but in the sales pitch they're like . So what would be some advice you could share about that part ?

So on his webinars , he gives education , give all the advice , all the tips , answers a question , whatever people are doing on the master class that he has , and then the last 15 minutes , he tells them , like now , for some of you , you're going to want to stick around and you want to get some better , you want to improve , you want to learn , and then about

our paid program , and if you don't want to , you can feel free to leave . At this point , you got a lot of knowledge , but this is how we help other people .

So then now basically what he does , he gets their permission to sell to them , because everyone who sticks around at that point are people that are going to want to learn and obviously , because he just gave them like 45 minutes of great insights .

Generally , most of the people stick around that are going to be loyalists anyways and listen to the offer that he has . Number two , you could sell throughout it without necessarily being a pushy with a pitch , and that's why I like to seed things in , so you might say this part .

If you teach a concept let's say we're talking about LinkedIn and I'm giving you advice about writing effective LinkedIn message I say here's a strategy that I use and we actually shared this in my course teaching sellers how to generate three to five appointments per week with LinkedIn , and this part actually works .

One of our students saw this and let me show you how you do it . This is how you break down a message blah , blah , blah , blah , blah . But the point is I just seed that and I gave that . There's more to it and whatnot .

And then , obviously , when you structure your webinars and I've seen those ways is that you educate , educate and you tell them from the top what's going to happen .

If you started from the very beginning , tell people what's going to happen , people tend to be able to trust you more , rather than just being an oaky-doke Like you get to the end and it's like oh wait , we got some offer here for you . But give them an idea . We're going to say my webinars about how to write effective cold emails .

I'm going to give you the three steps about writing effective cold emails . I'll tell you how it worked and I'll show you some practical examples and then I'll give you some things you can leave with to do that and , if you stick around , what I'm going to do as well , if this makes sense and if this work , I'll show you how .

Not only do we show you how to write these emails , but we show you how to be able to have great discovery calls and actually close the deals from that as well . But I'll show you all of this throughout over the next 45 minutes . Does that sound good ?

Go ahead and comment and give me a yes , but the point is , I gave them an agenda and framed it up for them . So then now at the end again , I'm not too salesy and trying to sneak something in . This is what's going to happen . And then the other part to that too . When you do it like that , as you can see , we know the email comes .

You open up the story loop . I'll give you the email story loop . I'm going to give you everything how you can write a great email , but I may not necessarily give you how to do effective discovery or how to close the deal . But that's the natural steps , a part of that process . Once you get a dog chasing a car , what happens when you catch the car ?

I don't know what to do now . Well , that's where you have the greatest discovery , and then closing . So let me show you how we do that . Let me show you what do you do when you catch the car .

By the way , at the end of this webinar I will give you an opportunity to work with me and , just like you said , seeding that at the beginning kind of reduces the anxiety , doesn't it , of somebody who's listening or watching .

I want to know and I want to see it , because I guess it goes back to the word being genuine the more genuine we can be with people , people could see through if you're fake or not or a runner , but if you're genuine with folks and you really want to help them and you can back it up and validate that with some experiences , with some stories , people are

going to come back and listen to you time and time again . Agreed Very much agreed .

Well , we share this in common , actually , because you speak some Spanish , I speak some Spanish . You were fortunate enough to marry . You said your wife is from the Dominican Republic . That's correct . All right , cool . And you have a son about the same age as mine , right ? Mine's 4 and 1 half .

But it is a sales job or at least it was a sales job where you have your kiosk and they do the marketing .

So I guess you could call it inbound sales , because people would inevitably come to the Big , bright TV and they'd see all the yellow boxes and they'd say something like hmm , tell me about learning a language , and so I would give them the product demo and I would make some sales .

But looking inside of our computer system and seeing the region of kiosk where I was at in Seattle , I noticed that there was a couple of kiosks , kind of north portion of our region , and the point was is they sold .

Those kiosks were tripling , quadrupling our sales volume , and the commission , when I worked there , was super sweet and so I could easily calculate the numbers and be like these guys are crushing it , like making way more than full-time salary off of their part-time shift work at the kiosks . So I'll never forget this because it changed my life .

I went , I took a day off and I got the address of one of the kiosks and just went up to this other mall . It was a 40-minute drive , but I was like I will get there when the guy that's doing all these numbers is there . And I just walked up to him and was like hey , you know about the other kiosk and you're crushing it in sales .

What are you doing ? And I'll never forget his name . His name was Joe Conkel , and he may not be on this earth anymore , I don't know . He was like 60-something when I met him then . That was in 2009 . Like , maybe he was 70 then , but I remember him telling me that I was going to be there .

Most likely the biggest issue with my sales was that I thought that sales was just about passion for the subject . And he said actually , sales is a process . And then he proceeded to tell me how he actually didn't care about language . He just was a sales guy and he had sold at many different companies .

And now he was selling at Rosetta Stone and doing a really good job , because I believe selling and serving he's doing a really good job of helping people who wanted to learn a language by the software , but he explained to me that sales was a process and I asked him at the time what book does he recommend I read to learn this process ?

And he recommended how to Master the Art of Selling by Tom Hopkins .

I found that book , I took it home and I stayed up all night like studying because basically it was like outline your sales process , write down all of the objections and start like practicing how to overcome those objections , because objections are good . And so , anyway , without stealing from what you probably will add to the to this episode , it changed my life .

I think I saw like a 30% bump the first week following that night in my sales , and then it just continued to go up from there and like , yeah , it changed it for me . So , on that note , can we talk about discovery calls ? I feel like let's go Plenty course .

Creators would love to like learn how to frame a discovery call and do it right so they can sell at the end . So in your free training that I listened to , you talked about how to start off a sales call the right way , so that and I think you use the term like so that doesn't blow up on you at the end or you lose sales . Can you ?

Can you give us a lot more context and also share yeah ?

This guy said he cares nothing about languages , but he just understand that there's a process , because human beings , we love our processes . That's why most of us will love living in society where we have order , we have structure . There's just routine and there's process . We can . We know that .

So if I go on a call with a prospect , with a , with a seller , and I don't know where the heck this thing is going , I might find myself , like you know , like I'm losing it , disinterested or I'm confused because I don't see the pattern . So we must outline or demonstrate to them the process .

So I might kick off the call and say something to the nature of Mary . I look forward to our call today and , you know , maybe we'll build rapport where she's in , you know Maryland , and we talk about Maryland for a second , then we jump in and talk about it . So you know here , mary , I know you're interested in . Of course , here's what we're going to do .

I'd love to get a chance to learn a little bit more about why you're interested in this program , what benefit you feel that you know what questions you have about the program .

Then I can answer to you a little bit more about the program , go deeper and answer your questions and then , the last few minutes , we can decide and make a decision if this is going to be a good fit for you or not .

I know that we're not a fit for any everyone , but if you feel throughout the call that this you know sometimes we're on a call before we end Donald , this is not going to work for me , not what I'm looking for .

Are you open to letting me know that sooner , up front , like , yeah , of course , I'm more willing to tell you , donald , vice versa , if , based on what you're looking for in a program is not something that we can deliver , are you open if I were to tell you that sooner than later than wait till the end ?

Yeah , perfect , all right , so now we're on the same page . So now , at this point , I know I'm not no longer scary to Mary because she know there's an exit that she can go through . There's an emergency exit .

I'm not going to pigeonhole her in a corner and sell her something that she doesn't need , but allow her to release or let down her guards for that time period and listen and just learn and tell me the truth about what she's looking for and then , if we are fit , we can go .

But then also , now she knows coming to the end , there's going to be a next step , there's going to be an ask at that point and throughout that , and go back to what you're saying with objection . I know we're going further ahead . I like to take mitigate objections before they become big deals . Let's back that before they come big issues .

If you're talking to somebody brand new , cold , never heard of you , and they're on a call with you , that's a little bit more challenging , but in my view , I still see that it happens because , again , the majority of people we've been taught since we were kids when somebody asked you a question , answer the question . So for the most part , I can .

Again , nobody's going to sit on a call with you if they're not interested , right ? So for me , asking those questions allow for that to happen . It's kind of like going to the doctor .

I don't go to the doctor because I just you know , I want to watch their golf channel and I know I have to answer these , meet with them for 15 minutes , answer dumb questions so I can go out and watch golf and wait for them . I go there because I know he's an expert and he can help me with whatever I'm going through .

Or she's an expert and she , you know she can help me with whatever I'm going through .

Whether that may be depending on the , we don't want them to leave and say I have to go think about it . No , we want them to be able to have make a decision if possible .

But we can set it up to say , last five minutes of the call we can determine if it makes sense for us to move forward or not , or determine if this course is gonna make sense for you right now or not . But at least now they're knowing .

But now , when we do go into that call , I need to know what are gonna be the top three objections , why , or top five objections that I might get thrown at me , why somebody's not willing to do the course , things that I hear over and over and over again .

Maybe on 60 , 70% of my call these come up and maybe one of them is I need to think about it , or perhaps , as I think of a solution for that , or perhaps it's I'm just getting information . Well , I again I want to get that up front .

If they're just getting information and I may not necessarily need to do my full demo at that point , or perhaps yeah , or perhaps it's like you know , I'm comparing this with other courses .

So , whatever the top common objections are , maybe it's just a price is the top one , because ultimately I may say I need to think about it , which maybe come back down to the price . Or two is like they don't see the value but they tell you yeah , I just need to think about it .

So , if I know , those are my top two objections throughout my presentation now my conversation , I'm gonna see that . So I might ask tell me a little bit more about now what made you interested in looking into our sales training course ? Blah , blah , blah . I'm looking into doing this , I'm looking into doing that . Never take the top response as the main thing .

They might say , yeah , I'm looking into growing my business , I'm looking into becoming a better seller Interesting , I get that often . Tell me a little bit more . It sounds like there's a story behind that . I just bought the business and I'm looking to expand it , looking to grow right now .

I spent a lot of money into investing in the business and I got to see a return . I got to keep it going forward . When you say return , what are you looking at ? Are you looking to make like an extra million dollars this year ? Are you looking to make , like you know , just like a $5,000 a month ? But I'm looking to do XYZ . What would you say ?

The biggest challenge is holding you back from making that . But again , at this point , to see where I'm getting that , they told me something and I'm going deeper and deeper and to figure it out . The biggest component of a discovery call is figuring out the need . You want to spend time . There's different methodologies .

One that's out there , that's a very simple one , is BANT . Bant stands for budget , authority , need and timing . It's a simple framework . We teach a lot of business development reps but again , there are many different methods . There is the challenger method . There is the closer method .

The BANT stands for budget , so you're not going to ask that right out the gate , like you know , but you need to get by . The call ends is this is what they're saying . In order for that discovery to turn into a sale , you need to have the budget authority figure out how they're going to make the decision about this , how they evaluate this decision .

The need what is the pain or the issue that's causing this change ? And then the timing , like how soon are they're looking to invest or to make the fix . The need Now you're not asking it in that BANT order because it would be pretty lame to start off the call and say tell me what's your budget .

But I like to look at it as like in this acronym doesn't sound as cool as BANT , but NTAB same thing , but it's just different order . So I go for the need first than the timing .

So you know I'm looking at the new owner of this business and I need to turn things around because you know , told me some numbers I need to make $10,000 a month minimum to be able to make this make sense and I have a six month runway and I need to get something going so I can start making money in January Perfect , now I know some time frames that I

could use levers and I could use scarcity to be able to help with that Now and then I also figure out the . So tell me , like your , you know , decision making process , I'm sure you're looking at other course creators . Again , that , if that's a common , common objection I get , I'm going to bring that up . You know , I'm sure you're looking at other courses .

Tell me about what other courses you're looking at or what else you've done Just like that , yeah .

Everyone is going to be different and I'm not going to be a fit for everybody , and no one is a perfect fit for anyone , everyone and whatnot . But I want to make sure this I'm a good fit for you . That is apples to apples comparison .

What are some of those criteria you're looking at when evaluating these vendors to see if they're going to be a fit for you ? Well , I want somebody that can do this . I want a course that's easy to follow . I need a course that has short videos . I need a course that I can actually prove and result .

Is there anything else that you're looking for in the course to evaluate ? Cool , all right . Well , those are great , but here's what I'd like for you to do . Have you met with them yet ? Okay , so here's what I'd like for you to do . I want you to look , give an honest look at us , because I do feel that , based on what you're sharing .

We're the best option for them , for you , but I don't want to limit your opinion . You need to look at the other ones . I'd love to make sure we are the you know . After you do , look at them to take a few more minutes and jump on a call and then we can evaluate . Does that sound fair enough ?

And if they fit better than I do , then I won't twist your arm . You listen to my podcast . You know I am Cool , all right , great . But now I know who we're going up against , I know what's there and then I can go in . I might know some of the shortcomings . I'd say you know I love you know Jack .

Jack has an amazing course and you mentioned to me that you're trying to grow your business . Jack's business usually for more people who are seasoned , veteran sellers and you know we we have done some things where I've done .

Our course is going to be able to really help you with the foundations and massive of fundamentals of selling and especially somebody like is trying to get up quick , to speed . You don't want to get into a program where you're going to be behind and can actually get up to speed . So we want to . We can definitely help you out there . Lisa's course , definitely .

She's a great for business to consumer and I and sales , and I know that you mentioned that you're doing a B2B selling . You're selling a product to other businesses , right ? Yeah , so even though you can take some of the stuff , it's not going to be perfectly aligned , so I think that's going to be a little differentiator between us and her .

But if you're looking for a product that you're selling to individuals , I recommend her Shoot . I've gone through her program as well for selling to individuals , so I think it's maybe a great fit on that front , but for what you're doing , I'm not sure if it's going to . You're going to see the best result at this point .

But I can tell you've planned this out , like you're saying this like it's supernatural , like Speak to the listener who , like what kind of work ethic is involved ? Like how much do you have to practice before you get good at how to discover ?

We have , we have a little huddle and we spend 15 minutes together and we go over what are some of the challenges that we face Yesterday , what are some of the wins that we had , and then we do role play how to overcome those challenges , because it's just repetition and oftentimes the same ones over and over and over again .

But we figure out ways and you're not . No one's ever going to be perfect .

I did a role play this morning with my team and I'm Senior over them , like you know , probably by like 10 years in selling , but they are on the phones a lot and so they're able to point out challenges , cracks in my prison , in my pitch this morning and we listen actually played a recording of one of my calls from yesterday .

There's a one of my cold outreach and they gave me some tips on what I could have done to make that call better , because Everyone can improve . In a moment you get to the point where you feel like you can't improve , you're dead in the water . So it's critical that you practice every single day .

You make that repetitious and we can wake you up at three o'clock in the morning and say You're at this part of your disco , go and you should be able to know you're here's the objection , go and you should be able to know how to answer that , answer that objection and the way you answer an objection , to kind of see it there . I don't dog anyone .

We actually praise them , give them feedback and the root . Then we go into some of the reasons why we may be different people who do select our course , select us for this reason or whatnot . But it's a practice , is a repetition .

So to answer that question , that's how you can come about doing it and , yes , you do write it out , write out your , your outline . So now we're going through , we just went through the need and I see I know the objections , those top two objections the value , or my competitor , or pricing . So I see that into my , into the conversation .

Where can I bring that up into the conversation Before you do at the end , and if they go on to the price , the time frame , what's your time frame on making a change ? Well , I need to go ASAP . So why is it so fast again ? So you need to go so quickly again ? Because I need to get going in January . January is that an arbitrary ?

Is that a deadline that you have to start in January ? Could you start sooner or Later ? I guess I could start later , sooner , but I do want to get January , to get this . Just start off the year right , okay , great . So I mean , obviously you know you . And then what I do with the price , at that point I shock high above .

You know , store a shocker in there .

Something like this year . It's about two thousand dollars To make that investment , and especially for somebody like yourself who's looking for ROI . You understand the ROI because you're gonna master the fundamentals . So by time you're going through a program , by you know we have a six-week program , eight-week program .

So by February you will have least known what you should be doing perfectly . But throughout the process you will start to see results and many of our clients actually see results . Within three weeks of going through One of our best clients , she came in without any experience and she went through a program . She was new on the team that she was that .

But after two weeks in our program she was like I'm done that . She didn't quit program , of course , but she was able to close one of the biggest deals the company had ever seen and that's been . It was a Then it was the best , the most over that time period she was it .

By that time period she was able to hit her quota , that she had hit Passive number . She had hit the year before by that point and it was halfway through in the year . The point I'm trying to get at is the you will definitely see the ROI you need Within a couple of weeks of the program . So I'm really excited for you .

So I can't wait to see what you're gonna look like by time you've finished up with us after eight weeks .

We talked about price anchor and I know some something about sales . You know tons about sales , obviously , but for the listener who doesn't know what a price anchor is , what we're just talking about is you've seen it on people's sales pages , you've probably seen it in stores , but where there's a much higher price than the actual costs .

And then the person who is listening to you are on the call with you . Then like now that they've seen , oh , okay , $10,000 . Then when you do come through with the price of your offering , like , oh , it's not that expensive . Or let's call , let's talk about the value stack on a webinar , on a sales page , for example .

Like we see this all the time with first creators , where they kind of have all of the bonuses and everything involved , and then they say it's like a $5,999 value , you know . But then like there's a strike through through that . But you know , my course is only this much it's the concept of price anchoring super important . Okay , just had to break that down .

I know a lot of listeners know , but I always appreciate , when I'm listening to a new concept , that somebody breaks it down for me and if , yeah , the listener didn't know . Now they know and it's totally okay like we can't know everything . So , before you close , like what are you doing specifically with that , with the testimonials ?

You know , maybe 2000 is a little bit pricey , but in comparison to the 15,000 programs , $50,000 programs , it's not . But I bring back in the ROI . Now I know the ROI is important for you , so I use an ROI testimonial to be able to help support that and then at that point you can go into . You know , demonstrate . You know we've demonstrated a program .

Maybe we talked about it and I give an outline about how the program works and what not answered their questions and you know we went through the . You know the needs . The discovery is a process , so it's not just like one thing , but we understand the need , we understand the timing , understand the authority , like maybe you get into that part .

You know maybe the budget at that point we share a little bit about the . You know the pricing for the course and then what not . And then throughout this whole thing , what I like to do with my courses I demonstrate and I show them .

We have a learning model that consists of they get online videos , then they get access to our online community , then they have a weekly training call with one of the facilitators and then they have accountability . That goes in . So we do when we demonstrate or show our program . We show them what the accountability part looks like .

We show them access to the course and how the content is and , logistically , how they would , you know , see the content and the syllabus . We show them what that weekly session is going to look like with their you know the facilitator and what goes on and then how to make accountability plans to implement it .

So , doing all of this throughout the discovery process maybe that's throughout the need , or , as I answer a question , I might say how does the program work ? I demonstrate all of that because sometimes you keep people's demos like well , let me take the time and show you a demo and then you know , answer a question .

I don't know if you can put this together and journey together , but I do know I'm asking those trying to get that budget authority need throughout that process with that conversation and then I might transition . Then maybe I get to that point again . We talk about the budget . I might ask them the investment Does that and I say what would work best for you ?

Would that be something you know for the investment ? What would work best for you ? Would you pay out of pocket or would you rather go through PayPal to finance the program ?

Two grand is not bad Great , we can go ahead and do that , and if there's challenges there , then maybe there is a payment , that they can have a payment plan , but I typically like to do that PayPal , because that allows a very little more easier for them and for us , where they can get the lump sum from PayPal and whatever financial provider you do and then

they can work out payments options in that case . But give them two options and then from that standpoint you know you mentioned to me some of those key criteria is you're looking at before make it an investment in us and you need to get started . In January , I'll go ahead and pencil you down and put you in place for one of the spots .

We only have 25 available for the cohort and right now we have about seven of those left , and I'm being transparent with them when I explain to them seven of those spots left . So I'll pencil you in because you said you definitely want to get going .

Great , so what I'll do then here's the link and we can do is you can go ahead and finish up that registration . Here's what will happen next and I don't spend a lot of time on that . I go straight in . Here's what will happen next . You'll get an email .

You'll get a calendar invite for all the sessions and then you'll need to get into the online community and then you'll get a profile . You get an email to guide you through that . Oh , makes sense , pretty easy . Yeah , what questions do you have about getting started and getting your business to the point where you can see a ROI ?

But I got everything in their budget authority timing . That sounds like they didn't need to , and when you say authority , you know sometimes people might think that you know . The old school way is like who's the decision maker ? In this case , the person said that they'll make that decision and I found out what are the criteria ?

Is they're going to make the decision for ? If I felt in any way that there may be an objection , I need to speak to a partner about that . I'll bring that up and you know as far as how we can go about doing that . You know having a conversation , but I might say something to the nature .

If I do hear some kind of hesitation or hear something around , you know partner and beginning . Maybe I hear that . Or in the background you see picture of family , I might say most people who make an investment in a program like this . Sometimes they want to discuss it with a partner . When can we schedule a call ?

Last thing I want for you to do is go ahead and try to sell the product and give you more work . When can we have a 15 minute call or 10 minute call , just so I can explain the program so that you are all both on the same page and understand the program . No need , no need at all . Whoa , you do that at the beginning .

If there's an objection , I bring that objection up in the program in the throughout the disco . Okay , you do want to prepare

in preparation . What I've done is in preparation for the call . You tell them that I had a client that we taught . They did a business's consumer sale and they sold . They had a lot of inbound leads that they would get and people would come and their program costs about $4,000 to $7,000 . So someone is coming and it's a one call close .

They try to get to their facility and this client . One of the things that we noticed was they send out text message reminders but they always get . That was the biggest objection . They got Price and I need to talk to my partner about this , my husband and my wife about this .

So what I told them and what we taught was bring that up in your prep , get them prepared beforehand so we might say I look forward to seeing you for your appointment tomorrow . And you know most of our clients who do make an investment , this is a big , it's a life changing .

You know that you're doing this was for them to get hair grow , hair backs , that they had hair treatments or hair restoration . I say so , but it's a big investment . Is there someone that you usually make decisions with ? Maybe and I bring up , you bring up like the week stuff first .

Like you know , maybe people typically want to bring like a family member to help them make the decision . Maybe a mom or a sister , a spouse ? Who's that person for you ? Great , well , please bring them tomorrow so that you both can be on , so you can see it and they can help you to make a decision .

If this makes sense for you Now , they bring somebody with them so they're not doing by themselves . But then now you can't , the excuse can't be . I need to think . You know , I need to talk to my partner . Maybe there is , maybe it's going to be . I need to think about it .

But then you just educate as much as possible and give them the options to be able to do that , on that , to make the decision that same day . Eliminate objections before they become objections .

I just one of the things that I get often time or empathize , totally understand where you're coming from . This is a big investment . However , when you say , think about it though , just want to clarify , make sure we're on the same page . Is there anything in particular you're needed to think about ? Is it the ?

If the price is there , is it going to make sense for you ? Is it going to work ? Help me understand . So that's one option I like to do the menu option , so you can similar to that . But you can say you know well , most people tell me didn't even think about . It's usually one of these three reasons .

One it's they're really not interested and they don't want to hurt my feelings , and it's okay if you're not , I'm totally fine with that . I want to make sure you find something that's going to best help you and I would be more than willing to give recommendation if it's that one . But don't worry about hurting my feelings . Number two they really are interested .

The price is just a little bit bigger than what they were expecting . Or three they already made a decision when somebody else they're going with and you know , just don't want to want to let me down slowly Again , totally understand . But I'm picking three of the things that are more than likely . Is it any of those by chance ? And I'm going to .

It's not a , it's not a big gamble , because I've done this , like you know , hundreds of thousands of times . So I know what those will probably be , but I'm going to . There could be a chance that I could be wrong . So maybe I'm getting like a 60 70% here .

I said , yeah , donald , it's , the price is just a little bit more , and I know you said it's going to . It's obviously a little bit cheaper than some of the other options that are out there . Is there anything else besides the price that's holding you back ? No , it's a price All right . So now I isolate that . It is just a price .

So what do you think would need to happen in order ? You know ? And then I just ask I'll go back into that for isolating . So the point is we don't have time to go deeper and deeper . But the point is , I give a menu . I just need to think about it . Give them a menu , what are the options ? Sometimes people just don't want to let you down .

So give them the options . Tell them straight up . You know , is it okay if I ask you a question before you go ? Many times and I get do this , do this ? Hundreds of times . People tell me when I usually get that question , or you know there's anything about it .

Usually it's one they need to have a just want to go deeper and to make sure they're making the right decision . Two , they don't see the value in it quite yet . Or three , it's just way too more expensive than what they thought . It's not the price , donald . You know that's really good and you know I do like what you have to offer .

I just want to make sure I'm making the right decision . Okay , tell me a little bit more . It sounds like there's a little bit of hesitation . What is the biggest thing that's holding you back ? Because , again , if it's not a good fit , I don't want you to make that investment . It's the last thing I want you to do .

However , if this is truly going to help your business to thrive and help you to exceed the ROI and kick things off and get you running . I'm going to do everything in my power to make sure you do it , because I'm evangelist and I'm going to evangelize what works for me . You tell me what is it ? What's the biggest hesitation ?

And then now , what are you going to say ? That point , there you go . But give them the menu option . Don't let them off the hook to say , yeah , I just need to think about it . Let's do wishy-washy .

But what can I link up in the show notes ?

But right now you can go to the sales evangelistcom slash free course to get access to the free course to check that out , or just go to the sales evangelistcom and you can see some of our upcoming offer programs that we have . I'd love to have you all check them out .

I wanted to hear about like DMing and all this like cold outreach , but discovery calls . We as course graders can relate to that , especially us that have higher ticket offers where we do use a discovery call . So awesome , Thank you

. Thank you for sharing and being here .

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So share with another course creator , tell them it'll be greatly appreciated and I know that for sure as a host . So , anyways , thanks so much for having me and thanks for listening .