The

SalesMentor ™
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This The Perfect Trifecta Of Sales Mastery
Biology, Vision, and Regulation…and how to use them.

Biology Vs. Mindset

Month:
One always wins.

Confidence In Your Process And Your Results

Your #1 weapon

From the desk of: Taylor Welch

February, 2019

Crew,

My goal is to create superior sales “engines” out of every single person who
comes and works for me.

SalesMentor™ was born out of this gap in the market where there’s a lot of bad
training and bad teaching.

One of the things that is MISSING in almost every single sales training anywhere
is what I’m going to show you this month.

This is the “Perfect Trifecta of Sales Mastery.” And NONE of it has to do with
“tactics,” or “tips & tricks.” Just sound, timeless fundamentals. Our goal is to
turn you into the perfect closer…able to collect money & move the needle at will.

If this sounds like hyperbole you are either new or you don’t have the baseline
skill set developed to see what’s truly possible. Before we get into the meat &
potatoes, you should know two things:

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1. I require our in-house sales teams to go through SalesMentor™ training every
month. We use this material to train our own guys & gals and it is the
pinnacle (in my mind) of the sales training in the world… as backed by our
numbers.

2. In APRIL, we are booking a private villa in Turks & Caicos for 3 days of live,
in person sales & enrollment training. I’m bringing our crew (which is the
main reason for the trip) but we’ve decided to open up 5 spots for “outsiders”
to come…

“Outsiders” being people who don’t sell for me but sell for themselves or other
companies.

Three of these spots already got snatched up because I announced this to our
private Elite clients first. So I have 2 left (at the time of writing this). There’s a
good chance the other 2 are gone now (by the time you are reading this) but if
NOT - if you email in at support@trafficandfunnels.com; if you post in the
SalesMentor™ Facebook group; if you get in touch and we DO, in fact, have a
spot open — banish your over analytical tendencies and BUY the ticket for either
yourself or your lead sales person.

Why?

Because even though the SalesMentor™ training is really damn good — it cannot
and will not compete with being in a room, with me and Chris and all of our sales
staff… training, learning, taking LIVE calls & roleplay.

If you get the opportunity to get in a room with me — let alone our entire team —
it’s like a magic transformative device that will up-level & sharpen even the most
talented businessmen (and women).

I’m not going to go on and on about it but IF you come, you’ll get full HD
recordings + audio of the training boot camp which will be super handy for a
long time. The investment is $5k. Room & board is covered by yours truly…

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And again, we’re probably sold out because we only opened 5, but if not
consider it an early Christmas present and jump on it.

TRIFECTA

Here… We… Go…

Today I’m diving into the weeds for how to mentally psych yourself into massive,
consistent, brilliant sales performance.

1. BIOLOGY
2. VISION
3. REGULATION

Regulation being something we talked about last month — so if you didn’t catch
it just ask for the “Regulation” bonus audio in the group or something and
someone can send it to ya. We’ll talk a bit more about regulation because it’s such
an important skill to stay consistent as a closer.

BIOLOGY: Your sleep, water, “state," moving around,

sunlight, exercise, etc.

Discount this at your own risk. I think this might be one of the most important
parts of not just the ability to close but the ability to be a high performer period. I
have trained dozens of closers… and every single time I can pinpoint with crazy
accuracy when people are heading into a slump based on their biology.

When they show up to meetings like they just woke up and it’s 8:30 in the
morning. When I see them in the afternoon and their eyes are dark and they look
like they haven’t moved in 3 days.

One of our clients, Belldon — who is a terrific health wizard, very smart guy —
said (paraphrased): when Mindset & Biology fight, biology always wins…

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I’ve found this to be painfully, unarguably true. You can have the best training
and the best philosophy in the world but when you lose your ENERGY, you lose
your will to win.

WINNING ISN’T EVERYTHING… BUT THE WILL TO WIN IS.

— Vince Lombardi

The difference between an A player and a B or C player, in the short term, comes
down to a multitude of factors (which I’ll cover later). The difference between an
A player and a B or C player, in the long term / long game, comes down to how
they treat themselves (body, mindset, etc.) as a BUSINESS ASSET…

You want to make $500k in commissions but you are going to bed late and
partying and barely sleeping… you don’t eat right and don’t exercise? Good
luck. Your biology will exact its vengeance on you and one day you will wake up
and you just won’t be feeling it anymore and you won’t know why...

You’ll think, “Why am I not motivated?” You’ll start cutting corners on things like
your calls and your numbers and you won’t be fully present. People will notice
and they won’t take you seriously…

You’ll say, “What is wrong? I’m doing everything ‘right.’ I’m following the scripts.
Maybe the economy has changed or maybe there is something wrong.” And you’ll enter
into a self-fulfilling prophecy of doom.

In the end you’ll quit or be removed from the competition… and it all started
with a decision to discount your biology. Where one late night turned into two
and you got sick. And you lose your drive and blame it on everything else
besides YOU.

Nobody is going to save you if you get there… that’s why I’m trying to keep you
primed now. The teams that sell for our companies are taught this and they are
acutely aware of their biology.

(I’m not saying you can’t have a late night or take a weekend off to have fun. I’m
saying that if you want to compete with Kobe Bryant you’re going to have to

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 train like Kobe Bryant… good luck setting a goal
for yourself that is not backed up by your daily,
“You can have consistent behaviors — you will lose.)
the best
So biology is first. That’s half the battle. When you
training and have the iron hard will to win backed up by an
energy that can’t be quenched — that is the hard
the best part. Everything else is a matter of training.
philosophy in
VISION: Your desired target, and the
the world but plan to get there.

when you lose You have two big risks when it comes to VISION:
your ENERGY,
1. Your future vision is no longer bigger than your
you lose your current reality.
will to win.” 2. You have a big enough vision, but no clarity on
how to actually get there.

The first risk happens when, let’s say, your goal is

$20k/month. And you just earned $23k. And you don’t refresh your vision. It just
stays the same, at $20k/mo. Then you have a bad day or a bad week and you
think, “Wtf, why am I even doing this? I am already making enough.”

And you settle. Human beings — especially high performance human beings
— cannot perform optimally without having something to reach for. When you
settle, you lose the torque and you lose energy.

The second risk happens when you have a vision, but you don’t know the
numbers or the mechanics or the behaviors needed to reach that vision. You
don’t have a plan. This is dangerous…

The fastest way to get depressed is to have a small vision… you have to work
on (and enlarge) your vision constantly. The second fastest way to get
depressed is to want something but not know how to get it… because it
counteracts your feeling of control over your future.

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I told you, this is not normal “sales training.” This is optimizing the human being
doing sales, rather than just optimizing the “sales mechanics” etc. To be honest, I
can teach you tactics all day — you can be the world master at tactics.

But if you ignore these things then you will get beat by someone less talented
than you with better drive/energy/etc.

“But Taylor when someone says ‘I can’t afford it’ or ‘Let me think about it’ what do I say?
That’s why I signed up for SalesMentor™.”

This training is a TOOL designed to turn you into a perfect closer. Like a GPS
that is constantly tuning and optimizing your psychology, your poise…when
someone says they can’t afford something, you take responsibility for not
communicating properly and you immerse
yourself in our objection prevention training
(found in Reflex and all throughout the training
“The fastest way to
videos).
get depressed is to
have a small BUT — 90% of the people we train (clients,
vision… you have to advisors, sales people, all of the above) — LOSE
work on (and so many sales not because they don’t have the
enlarge) your vision right “objection handling,” but because they lose
constantly. The energy and they stop studying. They stop
second fastest way learning. They stop wanting big things.
to get depressed is to
They lose drive. Seven people tell them “No” and
want something but
they think the world is ending. And then they
not know how to get never get to person #8 who would’ve closed
it… because it because they gave up. We can talk about
counteracts your objections later — let’s hit number three of the
feeling of control trifecta ;)
over your future.”
REGULATION: When things get chaotic
or stagnant, learning how to default

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back to “baseline” and returning to the system/
fundamentals.

Regulate your mood, your script, your attitude, your philosophy, etc. Revisit past
journals, call recordings, your schedule. Constantly be looking to SUSTAIN
what’s going well by asking “What am I doing to cause or create this” and FIX
what’s going poorly by asking “What was I doing differently X months ago, etc.”

PAUSE: “Taylor this isn’t really about ‘sales.’ I signed up to learn about ‘sales’, when are
you going to teach me about ‘sales’?”

I have trained so many sales professionals. And none of them lose consistently
because of the wrong sales “tactics.”

There is about 15 hours of sales trainings in the FB

group (go to the tab “Videos” and see a bunch of
sales clinics, high level event recordings, etc). “There is no
Without fail, people who LOSE and are removed
from the game, it comes down to their ENERGY asset like
and their DRIVE.
your own
What use will the best sales tactic be to you if you
suddenly don’t care anymore?
ability to
“Oh that would never happen to me, Taylor.”
PRODUCE
and
WRONG.
PERFORM
You probably go through streaks about once a
month where you’ll have 3-4 days where you just at will.”
don’t care anymore. You’re tired. You don’t know
why you’re working so hard. You don’t know
why it’s not “easier.”

You lose momentum in those moments.

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Take two of my top closers… (slash, advisors, which is what we call them, but
they’re closers). Pit them against each other…

One attends this training and keeps their energy largely consistent…

They both close 30-40%.

The other has a 3 day “lag” where they don’t care and just get tired…

Here’s what happens:

• 3 days is just 3 days but it stops the momentum flow

• It takes 7-14 days to “restart” momentum

Closer #1 will take 25 calls a week and close 30 deals in the month…

Closer #2 will take 25 calls a week, close 8 deals week 1, 7 deals week 2, 1 deal
week 3, and 2 deals week 2… Because they lost
momentum week 3 and took all of week 4 to get it
back..
“Regulate
Is this making sense?
your mood,
This is why biology & vision and then regulation
(which I’m about to talk about) is so important. your script,
Closer #1 will outperform Closer #2 by over 140
deals through the course of the year. your
For us that would equate to a $2,000,000+ attitude,
difference for Traffic and Funnels™ (based on
LTV). That’s substantial. your
The faster the car, the more maintenance it will
require. Sometimes I’ll spend 2 hours with one of
philosophy.”
my advisors slapping the sh*t out of them because
they are 1% out of alignment…

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Last month one of our guys was closing 20% and I spent about an hour hitting
him in the head (not physically haha) because I knew he was just a bit out of
tune. When you are riding a tricycle and you’re 5 years old, you don’t need it to
be in perfect alignment…

When you are flying a fighter jet — you need to be perfectly tuned. Everything
needs to be checked. A small break somewhere will cause huge problems when
going as fast and as high as you need to go.

This is how you should think of yourself…

There is no asset like your own ability to PRODUCE and PERFORM at will.

This is why we are starting to incorporate “tuning audios” which you can use as
part of this program, to keep yourself aligned & “tuned” each morning.

If you are going to get good at sales, you are going to have to get used to an
ungodly amount of initiative/action — AND place an extremely high priority on
MAINTENANCE.

THE MORE YOU CAN “RATE” YOURSELF ON YOUR ACTIVITY LEVEL

(instead of ‘outcome’) THE MORE YOU WILL CLOSE.

Close $100k in sales and miss all of your routines? Fail.

Your confidence and a lot of your energy will come from your ability to HIT the
activity targets you set for yourselves.

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 Don’t miss our upcoming roster of events!

02/07 10:00a CST

Behavioral Optimization Part 1
Motivation & Energy

02/14 10:00a CST

Behavioral Optimization Part 2
Optimizing Environment

02/21 10:00a CST

Behavioral Optimization Part 3
Targets, Math & Leverage

02/28 10:00a CST

Behavioral Optimization Part 4
Kaizen & Production

If you haven’t attended one of our live trainings you are missing
out. Mark your calendars and, make sure you’re a member of our
free Facebook group (link below) — where news about upcoming
events/trainings is posted. We are going to keep doing these
because people get a lot of value from them...

www.Facebook.com/groups/trafficandfunnels


The SalesMentor™ February 2019 10