How to get Fast buyers!

Hey, what's going on guys? Paulo CQ here. Cassandra Lee and together we are The Power Couple. Welcome to today's Inner Circle Audio. Man, we're just having such an awesome time with you guys.

I love being here sharing some awesome cool things. So today's topic is really simple and easy, but I think it's something that a lot of us struggle with, especially when we first get started in business. Here's what I want you to do. Before you do anything, here's the question I want you to write down on your notebook or just ask yourself or write this on your phone and ask yourself, how much money have you lost out on from people saying, let me think about it, let me talk to my wife, let me get back to you, I can't right now. How much money have you lost from let me think about it?

Those kind of people. And what we want to do in this segment is we want to share with you a couple of strategies, a couple of tips that are going to narrow that down and get you fast buyers. How to just get the clothes, how to get people to buy from you and just, just instantly getting people to buy from you. And because let's, let's, let's be, let's be real, right? The people who say, let me think about it.

Let me talk to my spouse. They never come back. They never come back. That's true, man. They never come back.

That's their way out. Their exit door. Exactly. So you got to get to the bottom of the bottom of the conversation and you got to figure out how you can get them to buy from you right now. You need to do something called cierra la puerta.

You know what that means? Close the door. Close the door, man. You got to close that door. They're in, lock the door, get them in, let them stay in.

Okay. And this is something that a lot of, a lot of us in business, right? Entrepreneurs, you know, we, we stumble upon, you know, we, we get, we know how to sell, right? It's not like we don't know how to sell the product. We're talking about all the benefits, the features and benefits.

We're talking about all these great things. But what happens is that there's something that happens towards the closing that frustrates the crap out of us entrepreneurs, right? Oh man, absolutely. Absolutely. Just when we're, it's like, man, how the hell did that person say no?

Like, you know, it's almost like we get started in business and it's like, man, no. No one is going to say no to this. I mean, this is an irresistible offer. There, there can't possibly be a person that will say no to this, but we end up as we start business falling along and we, we meet people or we come across people who stall and, and it gets us kind of like we stumble on our words and, and we look back and we're like, how the heck did I miss this one? How did I miss this one?

It's really frustrating. I mean, so how much money, I mean, for me, prior to knowing this information, prior to deciding to commit to learning how to sell, you know, I probably lost. At least $500,000 with the karate school that we used to manage, plus our online business, because we just, we kept getting people to stall and we kept getting people to think about it. And, you know, there is nothing to think about, right? The thing is, is that when, when, when you come to a sales pitch, right?

Or closing, right? What happens is this guys, either you're going to be doing the selling or you're going to be sold. Yeah, exactly. And when these people stall, when these people stall and they end up leaving without buying from you, what happened is you got sold. They sold.

You bought into their excuses. Yes. You bought into their lies. You bought into their doubt. And, and you have to understand, someone here is going to be buying into something.

It's either going to be you buying into their excuses or it's going to be them buying into your services and products. Who's going to come out on top? However, understanding this, you'll know that every customer you deal with is also a salesman. Okay? Every person you deal with is also a salesman.

So it's, it's who's going to win. It's who's going to win the sale. Is it going to be the person or is it going to be you? And this is so important to understand is that we think that we, when we're doing a sales pitch or a closing or whatever, right? We think that this person who leaves without buying, you ended up just not selling anything.

No. What happened is that you ended up buying. Yeah, exactly. You ended up buying. You have to put an emotion towards that transaction.

And if you don't, what happens is that you start letting everyone sell you. Exactly. You start buying everything instead of selling everything. And then you start losing all the money. Yep.

Right? Yeah, you start losing a lot of money. A lot of money that could have been in your bank account. A lot of money that you could have made. So let's talk about a couple of the stalls that you might have when you're talking to customers in your business, right?

One of them is I need more time to talk to my wife. I need more time to talk to my husband, right? And this, this is a stall, right? Because this is them trying to get more time, right? Which by them doing so, by you allowing them to do so.

What's going to happen is that they're going to walk away from you, from them potentially being a customer. Yeah. So before you go over the stall, baby, what I want to say is understand what a stall is, guys, right? A stall is someone buying more time. That's all it is.

They're not objections. It's just, they just need more time. So how do we close that gap so we can overcome these little things and start getting more sales instead of us buying? So go ahead. Yeah, exactly.

So one of the ways that you can, you can address them is always validating the customer, right? Always agreeing with the customer. And say, I understand. I understand. I understand that you, that you know what you, maybe you should talk to your wife, right?

And look, let me tell you something. If your wife is anything like my wife, right? Then you must absolutely let, I must let you know that she will never, she will never let, she will never tell me no on something that I'm a hundred percent sold on. Something that I have to absolutely have. Okay.

When I've decided I want something and I need it, right? She will always support me and never tell me no. Okay. So here's what I need you to do. I need you to get started right here.

Man, did you see what he just did? Okay. So what he did was he, he got on the same side as the, as the salesman or the customer, right? He got on the same side as them and he agreed with it. Like you said, he validated that emotion and he said, Hey man, if your wife is anything like mine.

And he gave the scenario, he gave the scenario of how it would actually play out and he closed it, right? He closed his point with, so just get started right now. Yeah. Because you got to look at this as well, right? The reason why I decided to do that is because.

Because if it, look, you have to understand that if I'm trying to get on their side, right? And, and on top of that, I'm always, I'm also being honest, right? I'm just like, I'm not lying or anything like that, right? I'm being honest, right? But I do want you to understand the point of if they're, if they're, if they're talking to their wife and they have a tight relationship, look, this, him coming to the deal, him coming to get, picking up something from your business or, or buying something from the internet or him buying something, then you're trying to upsell on something.

Most of the times their spouse knows that they're there, right? They know they're there. Right. They know that they're talking with you and they probably discussed what might happen. So it's kind of already talking about what they've already spoken about.

So does he really need more time to go and speak about her when he already told her that they're going to be there, right? Right. I mean, whenever I go and do something, I most of the times tell you what I'm going to be doing, right? And most of the time is you already understand what the outcome is going to be. So really, can I talk to my wife or can I talk to my husband?

Like you mentioned, it's just buying more time for something that you've already spoken to already. And you're just assuming that. And like. Like you said, then closing it out. Absolutely, man.

This is so powerful. Man, let's talk about a different stall. Let's talk about another stall that, you know, a lot of us in the audience might be going through or stumbling upon over and over again. This is a classic one, right? I mean, this one you have to deliver with confidence, strength, and speed.

And this is something that I did not. This is something that I guess a lot of people probably know in the books of selling, right? But it's when they say, hey, I need to talk more time to my spouse. And basically, the way you would respond is, sir, it's better to ask. It's better to ask for forgiveness than it is to ask for permission.

So let's get you going right now. I need you to get started right here. Right? So, I mean, it's kind of one of those things where you just kind of close them out. And again, when do you use these kind of.

When do you know how to use these? I mean, it's kind of like one of those things where you just develop intuition, right? It's like as you continue to keep talking to people, as you continue to keep selling stuff, you start developing this intuition when you know what fits best for each customer. Absolutely. Absolutely.

It's a demeanor. You know, it's a demeanor that you have to. You test the demeanor of the person. That determines whether or not you can use, you know, certain kinds. But, you know what?

Do the one with, I need to think about it, right? You know, how thought is done. Yeah. Oh, yeah. That one's my favorite.

This is a really good one, right? You know what? I find myself going through this one a lot when someone is like. I mean, they're pretty much sold on everything. They've been saying yes the entire time, right?

They're ready to go for it. And just when they're about to buy, something is said like, well, I just need to think about it. I need to think about it, man. How much money are you losing out from these? People who say I need to think about it, right?

Dude, I lost like, man, I've lost so much money and it pisses me off, honestly. It makes me a little angry because it makes me realize that these are such small little things that when you figure them out. It's stupid. When you figure them out, which we're sharing with you right now, you're going to realize, man, what was I thinking, right? Look, listen.

This is the one that my wife is talking about. Hey, I need more time to think about it. I just really do. And you say, hey, sir, thought is instantaneously, okay? And I want you to think of an elephant.

Did you get it? Damn. I mean, you're probably. You're probably sitting right now and you probably just thought about an elephant, right? I did, I did.

You did, right? And it just goes to show that thought is immediate and instantaneously. So, and basically means, it's not that you need more time. It doesn't take any more time to think about it, right? Yeah, yeah, yeah.

It just doesn't. I mean, it took you how long to think about that elephant? It was fast. It took you a second, right? Which goes to show that I need to think about it is not really, has really nothing to do with what you're really saying.

You know what I'm saying? Does that make any sense? Yeah, absolutely. Right? So how you would finish that?

Is I need you to, look, it took you that long. You see that? So I need you to do that right now. What I need you to do right now is to make a decision, not to think about it. It's either a yes or no.

It's either you do or you don't. Look, I'm fine with either one you decide to choose. Which one is it going to be? Is it yay or is it nay? Which one is it?

If it's yay, I need you to get started right here. Right. I mean, either way, they're making a decision. They're making a decision. Regardless.

And that leads me into the other one, which is really powerful too. I like this one too. This one's really powerful. Yeah. This one's really powerful.

Because a lot of people think. They think they're not making a decision. Guys, and whenever it comes to closing the sale, sometimes you just have to illustrate the pain of them not making a decision. Either way, they're going to be making a decision, right? Yeah, man.

This one's ... Man, if that didn't just slap you in the face, man, I don't know. Maybe you need to rewind this one again because that one was awesome. How many of you guys get that all the time? I just need to think about it, right?

I need more time to think about it. No, you don't. You know, thoughts are instantaneous, right? And he gave that example with the elephant. Man, this is stuff that gets people to go, oh, you're right.

It slaps them with their own words and say, okay, maybe I am putting up a front. I am putting up an excuse. So if there is no excuses and that's not even a valid objection. Because what happens is that ... I mean, think about it.

Think about it. If I was at a car dealership, right? And I was like, man, I just need to think about it. I don't know if I want to buy this car just yet. I just need to think.

I need more time, so I'll get back to you. If that car salesman said, no, no, no, no, you don't. You know, thought is instantaneous. Think about an elephant. Oh, man, that would have slapped me in my face.

I probably would have said, okay. And the guy's just looking at me like, so which one is it? Are you going to do it or not? Really, that's all you want. You want them to make a solidified decision.

You don't want, I'm going to think about it. Give me more time. You want someone to say, yes, I'm in, or no, I'm not. Okay? That's what you want.

You don't want these half answers. You don't want them. So if a car salesman gave me that option to say yes or no, man, that puts me on the spot. It would either make me say yes or no, really. It really would.

I mean, this is the last thing about it. And it's ... I think it's also a good one, right? Which is, let me think about it. Great.

And you just agree. You want to make sure you're not at any moment disagreeing with the customer. You want to make sure you're agreeing with them. And you say something like, hey, most people want to take time to think about their decision before they make a decision. Let me ask you something.

On a scale from one to 10, 10 being you're absolutely certain, ready to go, ready to get started right now, and one being you wouldn't take it no matter what. Okay? Where do you stand at this time of this purchase? I mean, when it comes to purchasing this product. Where do you stand on a scale from one to 10, right?

And you get an answer, whether it's a five, six, seven, eight, or nine, anything short in a 10, then the next thing that you would say is, okay, so what would I need to do to make it a 10? What do we need to do right now to get you to a 10 then? What's missing, right? Once you figure out what's missing, then you would end it off and say, great, let's get those things on the chart so we can get you to make a confident purchase, so let's get you started right now. Right?

You just kind of add the things that are missing, right? Yeah. Yeah. You've got to figure out what's the problem. You've got to figure out what's the objection and what are the things that have not been spoken of.

You have to make the customer speak about them so then you can solve it. Right. Absolutely, man. This is why you always got to be flexible with your closing. You've got to be able to customize some of your sales to the customer's needs.

That question right there automatically gives you the answer of what they're missing, and you can fulfill that easily. You easily just fulfill it because they're giving you what they need fulfilled, right? That's kind of like asking ... It's like seeing a baby crying, right? You just don't know what to fulfill them from stopping to cry, right?

You're looking at this baby. It's just crying. You just want to say, well, what are you crying about? If the baby could only give you an answer of what they're crying about, you can just immediately fulfill that need. You know what I'm saying?

This is it right here. You don't have to worry about reading between the lines. Exactly. There's no Morse code. You're just bluntly, straightforward asking on a scale of one to ten.

Then you're saying, well, what's missing? They have to give you the answer. Exactly. Exactly. Here's another one.

This is not a think about it no more. This is the type of person that ... This is a different stall. Yeah. This is a different stall.

This is going to wait close, which is basically they're going to ... No matter what you say, this is the type of customer that says, look, listen, no matter what you tell me, I'm not going to buy today. I'm just going to wait. I'm going to wait. I'm going to wait it out.

I need to figure stuff out. I need to make sure that the money's there, right? This is that type of person, okay? What you say is ... Wow.

How many times do you guys deal with these, man? It's like as you're saying, look, listen, I get it. I'm completely sold, but I'm not going to make a decision today. Man, this is good. Imagine if you can get those people to buy today, right?

Forget about them saying they're not going to make a decision today, right? Because they are going to make a decision today. Now, what you need to figure out is what decision are they going to make? Are they going to buy today or are they going to walk away from you and you're never going to make that sale, right? This is a really good one.

How you would answer that when they say, look, we're going to wait for a while. We're not making a decision today, no matter what you say, okay? Certainly you can do that. Let me just share with you what happens while you wait. Number one, you and your company, right, or you and your spouse, or you and your business still need the product.

Number two, it's costing you not having the product. You can say something like, just in the next three months, it's costing you X, Y, and Z. What's X, Y, and Z? It depends on what you're selling. Depends on what you've heard the customer talk to you about, that you can come up with something that's going to cost them, right?

Then the third one is, number three, if nothing changes when I leave here, if nothing changes when I leave here except that the prices can possibly go up, so what are you doing now? You're kind of giving a little scarcity that it will go up, okay? Number two, you still need the product, and number three, you guys are still going to do this, okay? Look, let's do this now. Let's get it done.

Because you have so many other things you need to pay attention to, look, I need you to get started right here and here, right? Yeah, yeah. It's just kind of getting them to understand. Look. Like what waiting ...

Is waiting really going to benefit them more, or is it going to hurt them more? No, it's costing them more. Exactly. Right? It's helping them realize- When you can paint the picture that waiting is going to hurt them more than it is going to help them, you're going to get a decision.

Here's the biggest tip, guys. Look, listen. You cannot be okay with people saying no to you, right? Look, I'm understanding right now, me and my wife are getting better at this, right? As we're sharing this with you, we are becoming better as we're teaching it, right?

Yeah. We're so thankful that you're listening to this and you're taking notes on this, because this is the stuff that we are practicing as well inside of our business. Absolutely. Okay? But you need to understand.

The biggest tip that I need to let you know is that, look, if they're not going to buy from you, they're going to eventually buy from someone else. Yeah. Right? So you have to be ... Seriously.

Get over the fact that, oh, I don't want to ask for money. Look, they're going to buy regardless. Dude, especially if they came to you for the service. They're going to buy regardless. Man, if they ended up on your list, if they ended up ...

I don't know, how did the person end up on your phone where you're actually having this conversation? They came to you. They came to you, right? Because they're looking for something. Yeah.

So if they're not going to buy it from you, like he said, they're going to buy it from someone else. Dude, the money is going to get spent. You have to get ... Look, you have to get comfortable with that. You have to get that into your head.

They came to you for a reason. So if they're not going to buy from you, they are most certainly going to end up buying from someone else. Yeah, absolutely. Absolutely. I mean, I'm going to ...

These are really good. I mean, I'm going to cover two more, okay? And then we'll probably- I think we have time for one more, baby. We got one more? What I'm going to do is probably my favorite one, okay?

And this is the either way close, right? And this one's basically where it says, we're not making a decision right now. Okay? And you say something like, I understand. I understand, sir.

Or I understand, ma'am. Okay? I understand completely. But the truth is, either way, you're making a decision. Let me explain.

Look, it's either you make a decision and you continue with what you have, or you're going to make a decision to get what you deserve. Either way, you're spending money. Either way, you have an obligation. Either way, it's going to cost you money. Either way, you've made a decision.

Yeah, yeah. The question is now, are you okay with keeping the old, or do you want to reward yourself, right? Because either way, something's going to happen. You're making a decision. Either way, you made a decision, man.

Because at some point in the future, something in the future, you're going to buy anyways. Yeah. So don't you think ... I mean, why not do it now? Because this is something that you deserve, right?

So that's going to- Why not do it here with us? You know what I mean? Exactly. You know what I mean? Man, man, these are so powerful, man.

These little stalls, right? When you overcome these, it's just painting a picture for these people to make a decision now. Exactly, right? So, I mean ... And how you finish it off is you just have them make a decision to ...

Are you going to make a decision to continue with the old, and the stuff that you don't want, the stuff that you don't need, and the stuff that no longer solves your problem? And you kind of pause, because silence is golden. I learned this from a great book back in the day. It was called ... I forgot.

How to sell like a ... I think it was like ... Lion, act like a lamb, or whatever. Yeah, act like a lamb, sell like a lion, right? Phenomenal book, and he talks about how silence is golden, right?

Yeah. So after you finish asking them that question, just stay quiet, right? Yeah. Just wait for them to answer the question, because it's one of those questions where if they answer it in a way where they don't buy from you, they make themselves look stupid. It's like they walk away feeling stupid, and they walk away understanding that they just made a stupid decision.

Right, right, right. And because of it, it makes more sense logically to go ahead and buy right now. Exactly. Right? So those are those kind of questions.

I love that. Yeah. I love that. Either way, you're making a decision. Either you're going to stick with what you have, the old, or you can start with something new.

It's either you're going to be stuck with where you are, right, with things that you don't need, things that are no longer solving your problems, because that's why you came here in the first place. Exactly, exactly. So what are you going to do? Exactly, right? You know, those questions are powerful, man.

You know, some of us are so afraid to kind of ask those questions. We are. It's crazy, because it's when we lose the sale, right, or when we bought into their excuses. The person leaves, or the phone gets hung up, then you go, dang it, and you start going crazy. How the heck did I lose that one?

Man, this idiot decided to go out of the door, or decided to hang up without buying. This idiot chose not to buy this product. The truth is, is that not a lot of people feel that way. No, I mean, I mean- How you feel right, a lot of people don't feel that way. You know what?

And that's the problem. I'll tell you what, man. No, that's the problem. I'll tell you what. If this person didn't decide to buy this product that can change the rest of life, how dumb can you be?

But look, listen- But really, who's the dumb person? But look, listen- Who's the dumb person? Until you attach the pain, okay, until you attach the pain, they're never going to have that reaction. But here's the dumb person. The dumb person is me.

It's not the person who didn't buy. Dumb person's me, because I didn't get them to buy. Exactly. I didn't get them to buy. It's never the- I didn't paint the picture big enough- It's never the customer's fault.

Yeah. I didn't paint the picture big enough for them to see that what we have can change the rest of their life. I didn't do it, right? I didn't overcome those stalls. It was me.

I was the dummy, right? And so, man, these things, what Paolo and I just shared with you, this is unbelievable stuff, man. Look, listen. You have to attach the pain of not getting a sale and make it so painful that it reminds you of either losing your house, losing your kids, right? Whatever you love, okay, attach the pain to that.

Look, listen- It's true. Because until you attach the pain and the pain is that freaking painful, you're going to be okay with it. You're going to be okay with accepting people's excuses and accepting not getting a sale. Absolutely, man. This is some powerful stuff.

I hope you guys took massive notes. Absolutely. Ready? This is The Power Couple. This is The Power Couple.