Stop Feeding your fears

Hey, what's going on guys follow CQ here. Cassandra Lee and together. We are the power couple welcome to today's inner circle audio And 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 And that's 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, right? those kind of people right 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 gonna narrow that down and get you fast buyers, right? how to just get the clothes how to get people to buy from you and 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 Never come back. That's true, man. They never come back.

That's their way out there. I do 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 I think called Seattle up with that. 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 that a lot of us in business right entrepreneurs, you know We stumble upon, you know, 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 Bennett 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 Absolutely, you know just one where it's like man How the hell did that person say no like, you know, it's almost like we get started in business Then it's like man. No one is gonna say no to this I mean, this is an irresistible offer there and 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 meet people or we come across people who stall and it gets Us kind of like we stumble on our words and we look back and we're like, how the heck did I miss this one? Exactly miss this one 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 five hundred thousand dollars with the karate school that we used to manage Plus our online business because we just we kept getting people to stall and yeah We kept getting people to think about it and you know There is nothing to think about is that Lola when you come to a sales pitch right or closing, right?

What happens is this guys either you're gonna be doing the selling or you're gonna be sold. Yeah, exactly And when either way it's all happening when these people stall and they end up leaving without buying from you What happened is you got sold you bought into their excuses you bought into their lies You bought into their doubt and you have to understand someone here is gonna be buying into Something it's either you buying into their excuses or it's gonna be them buying into your services and products Who's gonna come out on top? however Understanding this, you'll know that every customer your deal you deal with is also a salesman Okay, every person you deal with is also a salesman. So it's it's who's gonna win the sale Is it gonna be the person or is it gonna be you and this is so important to understand? Is that we think that we when we're doing a sales a 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, you ended up buying you have to put in 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 is a stall right because this is them Trying to get more time right which by them doing so my you allowing them to do So what's gonna happen is that they're gonna 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 it look this 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 good Yeah, exactly So one of the ways that you can you can address them is always validating the customer, right? Oh, he's agreeing with the customer and say 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 got on the same side as this as the salesman or the customer, right? He got on the same side as them and he agreed with it Like he 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 if Look you have to understand that if I'm trying to get on their side right and on top of that I'm always I'm also being honest or 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 the wife They have a tight relationship Look this him coming to the deal him coming to get picking up something from her business 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. 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 dude, does he really need more time to go and speak about her when he already told her that they're gonna be there Right, right I mean whenever I go and do something and most of the times tell you what I'm gonna be doing, right? and most of the time is you already Understand what the outcome is gonna 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 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 This is a 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 this is something that I guess a lot of people probably know in the books Right, but it's when they say hey I need I need to take I need to talk more time to my spouse and say and basically the way you would respond is Sir, 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 that 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 was my favorite 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 look. I just need to think I need to think about it, right? These things how much money are you losing out from these people who say I need to think about it, right, dude I lost like oh my 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 when you figure them out which we're sharing with you right now You're gonna 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? Yeah, you're probably sitting right now and you probably just thought about an elephant I did you did right and it just goes to show that thought is immediate and instantaneously So and basically means nothing. It's not that you need more time It doesn't take any more time to think about it. Yeah. Yeah.

Yeah, it just doesn't I mean it took you How long to think about that elephant? Second right which goes to show that I need to think about is not really has really nothing to do with what you're really saying You know what I'm saying? Yeah 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 I would I need you to do right now is to make a decision not to think about it's either a yes or no. It's either you do or you don't look I'm fine Which either one you decide to choose which one is it gonna be it's a is it yay or is it nay? Which one is it either way?

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 to I like this one, too Yeah, this was really powerful because a lot of people 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 gonna be making a decision right man if that didn't just slap you in the face, man, I don't know Maybe you need to rewind this one again, cuz that one was awesome. How many 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 this is stuff that gets people to go. Oh, oh Okay, right again. It slaps them with their own words exactly.

Maybe I am I am putting up a front I'm an excuse so there is no excuses and that's not even a valid What happens is that man? 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 see I just need to think I need more time So I'll get back to you if that car salesman said none of that. No, you don't you know thought is instantaneous Think about an elephant. Oh, man, that would slap me in my face I probably said okay and the guys just looking at me like so which one is it?

Is it are you gonna do it or not? Really? That's all you want. You want them to make a solidified decision You don't want I want I'm gonna 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 that 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 like it really would so I mean this is this is the last thing You know And you know And you just agree you want to you know what you want to make sure you're not you're not at any moment not Disagreeing with the customer, you know, you want to make sure you're agreeing with them, right? And you say something like hey most people want to take time to think about the decision before they make a decision Let me ask you something on a scale from 1 to 10 being you're absolutely Certain ready to go ready to get started right now and one being you wouldn't take you 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 from on a scale from 1 to 10? Right and you get an answer whether it's a 5 6 7 8 or 9 anything short in the 10 Then the next thing that you would say is okay. So what would I need to do to make it a 10? Well, what do we need to do right now to get you to attend 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? You got to figure out what's the problem? you 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 customers 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 You know, it's like seeing a baby crying right and you just don't know what to like Fulfill that them for from stopping to cry right like you're looking at this baby It's just crying and you just want to say well What are you crying about and if the baby could only give you an answer 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 There's no there's no Morse code. You're just bluntly Straightforward asking on a scale of 1 to 10 and then you're saying well what's missing?

They have to give you the answer exactly You know, actually here's here's another one. This is not a thing about it no more. This is the type of person that Yeah, this is a different stall. This is going to wait close, which is basically they're gonna no matter what you say This is the type of customer says look listen, no matter what you tell me. I'm not gonna buy today I'm gonna wait.

I'm gonna 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, and what you say how many times do you guys do a lot of these man? It's like as yourself look listen, I get it. I'm completely so I but I'm not gonna make a decision today Imagine if you can get those people to buy today, right forget about them saying they're not gonna make a decision today, right?

Because they are gonna make a decision today now What you need to figure out is what decision that they're gonna make are they gonna buy today? Or they're gonna walk away from you and you're never gonna make that sale, right? So this is a really good one and how you would answer that but I said look we're not going we're gonna wait for a while We're not making a decision today. No matter what you say. Okay, is it 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 company you and your business still need the product Number two, it's costing you not having the product and you can say something like just over just in the next It's just in the next three months.

It's costing you X Y & Z So what's X Y & 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 gonna cost them, right? And then and 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, so look let's do this Now let's get it done. So you have because you have so many other things you need to pay attention to look I need you I need you to get started right here in here Yeah, so it's just kind of getting them to understand look like what waiting is waiting really gonna benefit them more or is it gonna? Hurt it's costing them. Exactly It's helping them realize you when you can when you can paint the picture that waiting is gonna hurt them more than it is gonna help them 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 my wife are getting better at this right as we're sharing with this with you We are becoming better as we're teaching it, right?

So 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 Okay, but you need to understand and the biggest tip that I need to let you know is that look if they're not gonna buy From you they're going to eventually buy from someone else Right, so you have to be get over the fact that you know, I don't want to ask for money there What look they're gonna buy regardless, especially if they came to you for the service They're gonna buy man, and they ended up on your list if they ended up I don't know. How did you how did the person end up on your phone where you're actually having this conversation? They came to you right because they're looking for something So if they're not gonna buy it from you, like he said, they're gonna buy from someone else money is gonna get look You have to get like comfortable with that You have to get that into your head. They came to you for a reason So if they're not gonna buy from you, they are most certainly gonna end up buying from someone else. Yeah, absolutely.

I mean, I'm gonna these are really good. I mean, I'm gonna I'm gonna cover what I'm gonna cover two more Okay, and then I think I have time for one more baby. We got one more Okay, what I'm gonna do is probably my favorite one Okay, and this is the either way clothes, right? And this one's basically where it says we're not making the 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 that 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 is it are you okay with what are you? Okay with are you okay with keeping the old or you or do you want to reward yourself, right?

Because either way something's gonna happen Either way you made a decision man, because at some point in the future something in the future you're gonna buy anyway Yeah, so don't you think you mean why not do it now because it's something that you deserve, right? So, you know, they're gonna do it here with us exactly man, man These are so powerful man these little stalls right when you can overcome these it's just it's just letting it's just painting A picture for these people. Yeah Exactly, right so I mean and how you finish it off is you just have to make a decision to you know, Do you want to make it are you gonna 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, you know, I learned this from a great book back in the day You know You know, I think it was like Act like a lamb saw like a lion right for now in the book and he talks about how silence is golden, right? Yeah, so after you finish asking 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 answered it in a way Where they don't buy from you they make themselves look stupid They make they walk away feeling stupid and they walk away feelings Understanding that they just made a stupid decision right because of 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 gonna 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 the things that you don't need things that are no longer solving your problems So that's why you came here exactly. So what are you gonna do exactly, you know, those questions are powerful, man You know some of you are so 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 when or when we bought into their excuses the person leaves or the phone Gets hung up then you go.

Dang it. You start going crazy. How the heck did I lose that one, man? This idiot decided to go out of the door or decide to hang up without buying Chose not to buy the truth. The truth 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 you know what and that's the problem I'll tell you what that's the problem.

I'll tell you what I this is how I feel something I'm like man, this person didn't decide to buy this product that contains the rest of life How dumb can you be but you know, listen, but really who's the dumb person look listen until you attach the pain Okay until you attach the pain, they're never gonna have that reaction here dumb person. The dumb person is me. It's not the person who didn't buy. The dumb person is me because I didn't get them to buy. I didn't get them to buy.

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 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, because until you attach the pain and the pain is that freaking painful, 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. This is the power couple.