How to handle objections and resistance like a KungFU master...

====================================================

=>>You need to see results,you need to show results and only don't talk them...

=>>I think i want to do that thing,whenever i see a person seeing success,and this
thing by the end of it you are doing fucking nothing...
We don't want that..

=>>Remember everything has a process,see wheat flour,how does that get..we are in
level 1..

=>>Don't concentrate on how many words you use,what words you use,it'show you use
them is matters..

=>>Progressionist not perfectionst ,not a proctistinated person..

=>>No excuse you have to it..

=>>I want to do it to make my parents retire rich,and make live the life for them
in the remaining years.

=>>Don't always think of whatever you listen,always need to teach others

(future)i.e like i need to teach that..
First,you learn that,later you can do that..
you have not learned,how fuck you do..

=>>I need to think like a ruby now,not emerald..

=>>SIFu doesnot care about age,colour,background ,he doesnot care about any of
these..he wants give you opportunities...
=>>He cares about only are you coachable.....

=>>Are you serious,are you committed,are you intrested??

=>>When it comes to objections,there are many ways to handle this..

=>>Traditional sales shows that,whenever you face objections,you need to defend

this...
=>>you have to cherish the opportunities...

=>>>Instead of playing defence,we are going to offence..

=>>Instead of being active,we ar going to be proactive..

=>>>Instead of learning 105 ways to handle objections,like some one throws

objection,i am gonna use technique 45,or someone throws different objection and i
am gonna use 56 technique..,,,
why we so many different ways to handle one strike...

=>>Simplicity is Ultimate sophistication...

what we need to believe is whatever objection you throw,i am going to use only
this...(Finger job in martial arts)...

=>>>Sifu's not gonna teach lot many(30) ways to handle one objection..
why do we care ,if the way is perfect to handle that one objection why we need to
learn 30 ways...

=>>We need to learn one way to handle so many (30) objections....

=>>we are not tried to overthinking it,if we are overthinking we don't flow..
in closing if we don't flow you loose connection...

=>>That's why Sifu teaches ,how to flow,how to do fingerjob in closing....

=>>you don't need to overthink,like search mental block which one to use...

=>***I don't care whatever the objection,i am going to fingerjob..

=>>>>Best defence is good Offence..

=>>Empty your mind,be formless,be shapeless.==like water..

Now put water in a cup ,it becomes the cup.you put water in bottle it becomes water
bottle.you put in teapot,it becomes pot..
water can flow,or it crashes..
Be water my friend..

=>>>Now when you are closing you need to be like water..

(Like which gem you are facing to you need to be that)..

=>>Sifu is not going to give us script,he is teaching you how to be like water...

=>>Whoever asks the question ,control the game....

=>>You feel distressed,take deep breath..

=>>In the beginning,donot adress yourself as closer,eventhough you are closer..

because prospects,didnot want to talk to closer..or sales person..

=>>when some one books call,with our internal closers how they refer themselves..
*We talk about that as positioning..
*Some of the closers,they call themselves as ,Director of Enrollment ,High income
advisor..

*prospects wants to hear from High income advisor not for sale..
they want advice..i am here to advice you not sale you..

*Director of Enrollment.
it's very high poitioning..

=>>In the begining language,positioning,remember we are trying premptive

strike(Setting up the frame),premptive objection handling..

=>>you need take control over prospect..

you need to be friendly but firmm.
don't be rude,handle the objections with their own fault..

=>>Do your best,Forget the rest...

=>>That's need to be firm,when you say it it has to mean it..

=>>When you are talking,imagine you are interviewing this person,when you say,they
have to mean it..(By tonality you can do it)..

=>>you need to be no attached to that person,

=>It should not be cocky also..
just firm,

=>>We need to dodge the question..(he is asking some question,we ask different
question)
redirecting is different..( he is asking some question,we ask the related question
he ask)..

=>>You are not concentrating on his needs,you aree talking your own,you need to
know what he wants...

=>>when you telling something not he wants,then prospect loose connection..

=>>You don't need to justify,

you need to use two words..just get back control when they throw you objections,
you don't need to justify ,why do you need to justify?
just because prospect has a money and want to buy,you don't need to justify..
because we are the problem solvers as a closers..prospect has a problem ,i have
solution..
=>>You don't need to desparate,you don't need to justify..

=>>My life is fine,because i get another person..

i can always helps to person who wants it,who swims towards us,why we need to be
attached to him...

=>>you need to be friendly and firm...

=>>Some one asked brucelee,are you the greatest of all time?

Brucelee said,when i say i am good you think i am boasting,when i say i am no
good,while you know i am lying..

=>>you don't be not attached to prospect,

*We need to dictate how this has to go?
*We need not agree for what clients say,but only sometimes..

HIGH Ticket objection handling Rule #1:

=>>Learn to play with resistance..
*We don't handle resistance,we play with resistance..
=>>The tougher the prospect ,the more the fun that you have....
you need to love that...
=>Play the game like chess>>

ex:;Prospect:(P)=>How much is this thing?

Me(M)=>A lot..
P:What you mean:
M:A lot..
P:How much??
M:A lot...what part of lot you understand..
p:HMMmmm
M;Probably way more than you could afford it..
P:Well,I could afford it..
M:what you mean?
P:yeah,I could afford it..
M:Tell me why you could affort it?
P:well you know,I have savings..
M:How much?
P:aaaaa,I got 10000$
M:we got a problem,
P:what you mean problem?
M:It cost lot of money,the program is 10k,
It's gonna take your all savings man,if i don't wanna spend that kind of money,do
you?even though it works for you..
P:i could spend that kind of money:
M:Well,before we talk about money,let's take step back,what's your name ?
P;John..
M:Ok,john tell me why we are talking today?

=>>It's so powerful that it's done,it's over and they don't know it..

=>>If ome one on the phone with me,it's over..

=>>Every single move they gonna make is it's over...

=>>If i am 10% of dan then how much confidence i have when i am on the phone..,How
much control you are going to have ..

=>>Just 10%,you can get to that 10% to handle objections you got to 6 figure
income??
=>>Simple,but not easy...
=>It's not easy,but it's simple..

=>>We need to play with resistance....

=>>3 Things You will get out of sales Conversation..

1.You could get yes,then you get a slae,you get commission..
Congratulations..
2.You could get No,when you get No you could move on..
don't waste time,you donot need to waste time,you need to say NEXT..
3.Lesson meaning you know you are not gonna close that,
But now you are gonna to have some fun,you gonna try new techniques,you gonna apply
some new things with real prospect..you gonna learn..
you know you are not going to close with that person,then have some fun and learn
that...

=>You gonna get smarter,you gonna get experience..

=>>At worst case,you get some experience,and lesson you could go back get more
yeses and make more money..

question is,,
Q)Why you are so fucking nervous,even you are not going to loose anything..
=>>We can see that we cannot going to loose anything..
**Either make money,ou don't waste time and you get smarter and you could make more
money..why need to be nervous...what is there to be afraid of?

=>>That's the beauty of closing,you cannot going to loose..

=>>The only way you are going to fail is,you fucking give up..
Than no one can help you,even Sifu cannot help you....
You stop beleiving in yourself than forget closing..

=>>>As you practice more you will get better..

if not the 1st rolepaly and 15th roleplay will not going to same..we are going to
see improvements..
It's not bad in 15th..
=>>Roleplay a day keeps poverty away..
=>>You gotta put that,you gotta do that dojo,you gotta do finger job..

=>>Sifu can't do the punch for you,only he can teach punch for you,,you gotta punch
that..

=>>when sifu roleplaying,is he overthinking?any time do sifu feel like referring to

scripts?does it just flow?
He is playing with resistance,it's flow,he is effortless...

=>>We are fucking them,without knowing them...

=>>We gonna say objections with one by one...with doing finger job...

**"Can you prove that it will work for me"?

=>>When some one throws you punch,i want you to go wooooo,(Like something scary,oh
i am not sure how to handle this..)..
when it's great finger job,then you gonna give sifu boom..

=>>P:ok,i mean can you prove that it will work for me..?
M:woooooo,
while John ,can you prove to me you gonna work?

BOMMMMM man..
Sifu putting responsibility back on him....

other way,redirecting with three magic words..

P:Ok,i mean how can you prove that it will work for me??
M;ohh,i don't know john,i mean you tell me..
P;i dn't know how would i know?
M;can you prove to me you are serious about it,can you prove to me you gonna do the
work??

No justifying,No explaining too much...

Don't need to be complicated ,very simple move..

**what most sales people will do,Green monster way...

=>>P:Can you prove to me how that work for me?
M:well ,you know john,we have so many testimonials,we have so many success
stories,we have been in business for 10 years,i have lot of happy clients,i could
give you all kinds of proof,we have lot of cae studies,I could give you all kinds
of proof,i can send you pdf over 100 pages,i could send you 10 videos,you gotta
trust me man, i could prove you totally..

where sifu is not exciting..

=>>>This type of shit verbal diaorreha comes out of their mouth..
=>>This salesperson got excited and he justifies most..and stutter most..

=>>Now when you listen to that,how do you feel.. very bad..

=>>But people don't know,they are so desperate for the sale,they are so afraid...

2nd one..
=>>P:"Can you guarantee I will get results you claim"?
M:woooh..
hmm,Give me an idea joe,what kind of results you are looking for...
BOMMMM...

=>>>I don't want to talk in internary terms,generlities..(justify)

=>>How do i know what kind of results he want,so i need him to get specific..
he says i want a,b,c..then i go from there..
One simple finger job...

=>>>Imagine ,if you are in green monster...

Green monster way,....
=>>Dan,can you gonna guarantee ,i will get the results you claim?
*Oh man you have no idea,we have got 90 day guarantee,It guarantee to work,this
gonna get you millionarie,this is gonna extend your health...
sales people will do that..
Most of them will do this way..
they are promising,crazy way..
Don't over exgurate it..

=>>>Play it under ,play it down...

3rd one:
P:i mean, "It sounds too good to be true".dan this sounds like scam..
M:Wohhh.
It probably is,may be it's scam,so,why we are talking today??

How sifu not justified it..if that's the way he sees it,what's the point in
explaining it...

Green monster way...

P:It sounds too good to be true man,this sounds like scam..
M:No man,it's true,it's not a scam at all.you gotta trust me brother,i am gonna put
my wife,my daughter in it,just trust me man..
i promise you,i am christian just trust me man,i swear jesus name just trust me
man...
they are highly exggerating it..they are afraid of loosing this person..

So,don't try to justify..

4th one;"Let me think about it"

We gonna do green monster way first for this particular objection...

Green monster way:

P:Dan,thanks for your time,I gonna take some time and think about it..
M:Wooh,Joe what you think about.?
P:I mean it's just too much money..
M;it's not too much money,it's good deal man..
P:No,it's lot 10k is lot..
M:Common man it's totally worth it,trust me it's worth it..you gonna do something..
P:I gonna talk to my wife, i cannot take decision random.
M:common man it's worth,make decision ,you gonna change your life,make decsion
man,don't be a loser..
P:Hang up.click.

we don't need to do that..

HTC way;;
P:Dan,thanks for your time,i gonna take some time and think about it..
M:You know joe before we get off the phone,Usually when people say to me they wanna
think about it,what they really mean is NO..isn't that the case here?
P:No,,I mean it's not that..
M:Before i go,it's the money is n't it?
P:yeah,i never spend that kind of money on just phone call before...
M:I understand,it's lot of money..
M:hmm,Before I go,can I ask you question?
P:hmmmhm.
M:let's say you don't do this,what you gonna do to solve your problem,what you
gonna do to get wife your back,what you gonna do to get your daughter back..?
P:you are right,i don't have any other options..hmm.
M:I am not making any promise,Suppose there is a way that we could find answers for
you with no intrest..like may be bring into a few payments,i will you give you
payment plan..that would make differnce,would it?
P:That will be huge,you guys will do that for me...
M:hmmm,I don't know yet,Give me an idea what would be comfortable putting down to
show a commitment today?
P:I mean ,i could be ok with 2k,is that ok..
M:2k,hmm.is that best you can do?
P:i mean ,i have got 10k in savings,i couldnot pay all,i have to pay rent,and gas
and
M:I understand ,2k,rest of the 8k how that work..
P:well if it's no intrest i could paid off in 5 months..
M:hmmmm,...
P:is that ok?
M:The program is 12k,but if you wanna pay wholething upfront is 10k,i am gonna
finance for you,it's not intrest ,it just the way we just set things up..
i could break into,i don't know 3 payments of 4k will that work..
P:3 payments of 4 wow,it's lot.
M:It's stretch ,if you are not comfortable it's ok to say No..
P:No,I mean,i have got a..if i make income through this high income skill,in next
couple months i will be perfectly fine,does that ok..
M:Do you think you block out time,attending you live class,commit yourself,doing
lot of roleplays,doing homeworks,it's gonna take some work..
this is not one of those things where you invest,you don't do any thing with it,if
that's case i don't even wanna do it..
P:No dan,if i invest that much money than definately i am gonna put 500% all in,i
am all in,i am do everything for it..
M:hmm,and commit yourself for next three months..
P:Ohh,for the rest for life..i am all in forever..
M:tell you john,i am actually on danlok's team ,i am learning from dan more than
six months right now,your story touched me..
so ,this is what i could promise you..
let's say we would make this work 4k for 3 months..During this journey,few weeks
you are learning how to do,and closing and roleplay because i could tell ,i am been
doing this for 6 months now.
i have made quite bit of money as a closer,and i am still learning and growing..
I have been more than happy to do that ,i will jump on discord and do few rolepays
for you,to give you a jump start..
P:really,will you do that for me..
M:yeah i am happy to do that for me..when come into HTC,we are like family here we
gonna help each other out..
P;That means a lot,i am not going say anything,Thank you..
M:Remember it is intense?this gonna be intense..
P:yeah i am ready for it,i am all in..
M:Suppose,i could make that work for 4k for 3 months what would say to me..
P:I say Thank you,I really appreciate the help in class,roleplay,,
M:How do you wanna take care of initial investment..creditcard?
P:I have got my debitcard i can give that..

BOOMMMMMMMMMMM..
Sifu has extended that conversation,inflow it goes out...
=>>It's not that he wants to think about it,it was something else..
you need to be upfront,clear about it in firm...transperant about how everything
works..
if you are closing to sifu,you tell this is what it is..(Like intense ,commit)..
Sifu don't want who doesnot want devote a time..
because,if they are not committed we cannot change life..
Commitment should be both side..
Sifu is committed to deliver and transffer to skills to you,..
You need to be committed to learning,practicing,and doing the work...

=>>>5th one:"I need to speak to spouse/partner".

P:hey man,i need to speak to spouse..
M:Woohhhh,
i understand,i understand that..
i also speak to her about these big decisions all the time..
M:Tell me,what's your wife name?
P:Geany.
M;that's nice name,how long you have been maried?
P:We have been together for 12 years,we would married for more than 5 years..
M:wow,you would say she knows me pretty well..
P:yeah,we worked together,we have been together,To me she is the boss you know..
M:totally understand,same as my wife..
M:when you go home today,later you tell her,i love this tutorial and i wanna invest
10k in this online thing..
P:I mean she is gonna kill me,she is deadly,she gonna punch me..
M:Even if you make six figures you want that,you may be,
you told that favorite brand of was...
P:she likes shenall and aremolds.
M:let's pretend you joined this program,you did this and you made enough money to
buy her shannol bag ,is she still kill you?
P:No amn,she kills me with joy...
M:is that you want dan?
P:yeah of course,i wanna make provide,i wanna make my wife happy..
M:man,if it's not now then when you are going to take action to change your life..
you mentioned that you are wasting for 5 years to find how to get it..
P:i don't waste any more..i am wasting lot of time.i don't want to wait.
M:let's say Dan you invested 10k,and you mastered high income skill,just you don't
tell geany one day you come home and you surprised her with new shannol bag,how do
you it feel when you see her face with joyed.
P:I mean ,first she thinks what you do wrong,drugs and any..
but i will explain her with that high income skills and all..and earned this money
through skill i think she appreciate.
M:At the time she wouldnot riight,because you are showing results,wouldnot you
agree?
P:yeah ofcourse..
M:so,dan what would you like do today?
P:you are right,i can move some money around..and demonstrate her.
M:HTC is not just for everyone,we just don't wanna take money,we want you to get
results..we want to be a success story..
dan before you go out,show me a how you can be success story?
P:I will do assignments,i am gonna do whatever it takes,i know seven week program,
i do everything for seven weeks..
M:Are you just gonna do for seven weeks,or for life time..
P:No man this is it,i will do it for life time,i donot want to fail anymore..
M:You are telling me,if you are accepted today,you are not gonna mess this up,you
do everything you can to show your beautiful wife..
P;no,i do everything within my power,show me the way i will do it..
M:ok,ok,you really wanna move forward..are you sure?
P:how do i get started?
M:what card you use,visa or mastercard..
P:Visa man,let's go how soon i start the class
M:your class on thursday..
P:i am ready,can we take payment and start it soon?
M:dan are you sure 100% about this?
P:100%,
M:you are not gonna call me back and tommorrow,geany found out i don;t wanna do
this..
P:NO no...
M:I was just curious,if geany just found out,you just tell her,and she gets mad and
what you tell her...
P:she won't,if she i will tell trust me..
M:i will help you,you could tell her,you can deal with her,baby give me just three
months,i am gonna prove to you,i will show you results..that's waht i told my
wife..
P:that's great idea..
M:ok,what's your visa card number?
BOOMMMMMMMMMM...

=>>Here joe did,multiple redirections ...

=>>As a high ticket closer ,you have to understand layers..

*There are multiple layers,you gonna deeper,and redirect layer and go deeper and
redirect..layers

*Amateurs they have only one redirection and freeze..

like,one objection and you redirect and another objection ,you are like wohhhh i
need to look my notes,you freeze..
it's very normal..

*remember chess players ametuer think only one move ahead,masters think 15 moves
ahead..

=>>>The only way you get that good through experience/roleplay..

Quick Tip:
=>>After you graduate,you are talking with real prospects,when you are closing real
prospects real money on the line,
let's say you are pretty busy,every single day you are taking multiple calls,and
you are closing already,..should you or should you not back to dojo??
=>>no,you need to practice,to see how you feel about it..
environment does not cost you anything..
you need to loose sale,loose commision if you not practice..
=>>you get feedback and you get pretty good after practing with feedback..

=>>In the begining,you are stumble,not exactly tonality we want,

after just few minutes of coaching you are pretty good..this is the difference....

=>>THis is why people on social media and they watch my closing video,and they try
to mimmic the line,and they think they fucking get it..
=>>How many of you recognized,it's so far..
=>>like what they are getting compared to you
learning,getting,implementing,owning,internalising,it..
=>>can you see what they seeing is not even scratching the surface,they are seeing
tiny tiny tiny of just bit..
=>>Compared to reading book,they read first page,and they think i get it,...
you need tto go it through all the book..
6."I don't have money" or "i donot have budget".
=>>we get this lot of times,sometimes they donot have it...

P:Joe man,i wanna do this ,but i don't have money man..

M:hmm,i understand it,infact i get that lot..wohhhh(BOOM)
M:let's pretend dan,if money wasn't an issue,let's not think about money at all..
we could just sign you up,you are good fit,you gonna do it,and you get 6 figure and
you change your life,if money wasn't an issue,what would we happen today?

P:it would be great...

M:it would be great,and it would...
M:i am just curious,you told me whatever in your savings and you found out that
wasnot really enough..let's say dan if you have 10k,will that be an issue..
P:no,it would not be an issue,i will jump right into it..
M;you jump ok you would..
M:let's imagine there are 2 persons ,person a,person b..
person a ,he didnot have money,he worked his ass off,he worked extra job,he got
resorceful,he asked his parents,friends and family asked for loan,he did everything
he could to get funds,he came to sifu dan,
you know what i worked ass off for 3 months,i got money ,and i am ready to be a
student and i am all in,i am gonna do and be succesful..
person B,I just don't hav the money,i just get back into my old ways,even worse he
spends money for enjoying loan,
who did things get more out of it person a or person B..
P:oh man,i got it ,i totally understood,i gotta to do something about it..
M:I mean what exactly would you do dan?
P:it's such a stretch,i wanna do it i just do not have 10k right now?
M:i mean,we have been frank and transperant with each other,from last 40 minutes is
n't it right?
P;yeah.
M:i appreaite for that dan.
P: How much exactly are you able to invest for down..
M:3k.that's promise..
P:may be 4k.
M;I am just asking you direct for you ,it's 3k,4k,5k..
P:4k,i got client finish job in a month i get 10k.. then i can spend 10k.
M:If you could we started today like you said,you couldnot wait for a month right?
P:than 4k..
M:hmmmaa,
P:i pay 4k,i pay 6k later 10k coming in...
M;If i could make something work for you,what would you say to me?
pretend your situation,4k now,6k later..
P:i would be great for you,even it's stretch i will work for you..
M:Now,i go to finance department,and give special request for you..
let's pretend dan,i am not going to promise to you,let's say i did it..
you truly going to showup,and commited for this mentorship.
P:1000%.
M:see dan i am not gonna do it,if you are not committed,let's be direct for a
moment..and not doing any work
P:i wanna get most of it man,i putting 10k here..
M:let's pretend ,you are a man of your words,how about every week after class
assignments and you email them for me also..
i am going to review and give you feedback to you..
P:you worked with dan right,i am happy to do that..
M:i am not going to do it dan,if you are not committed..
P:i am commit to it..
M:ok,then i am going to put request here..
P:when would you get back to me?
M:i will ping them right now.
P:ok,but i am little bit nervous here.
M:then, we have to generate custom link here,it's special request than..
i will get back to you in 5 minutes.
P:call me back..'

=>>Don't try to memorize and use words for words..

it's not about that,you can hear the flow,you can hear the conversation and how
that goes..

=>>Every one uses different way to close,

everyone uses their own way..
But if you observe,they all have the HTC principles in it..

=>>Don't try to copy,Do your own way...

=>>Some say yes,some say no,you have to gotta move on..
=>Sw formula.
somewill,some won't,some one is waiting,so what move on who's next...
=>>We sell to people who are willing and able to afford..

=>Easier to sell rollsroyce,easier to sell bentley,easier to sell ferari,it's

tougher to sell maruti suzuki..
=>Easier to sell peple who have high people,becuase they are committed,than selling
this 2k people is tougher..

=>Sifu is not for everybody..

=>>He wants to transfer his skills to only selective group people..
=>>Sell to people who has money,because your life will be better..
=>>If you could get there on your own,you would be there..
meaning you would not sifu or anybody,you are living life the you want and you have
no debt...
=>Sifu doesnot want to hurt us,he cares us,and he wants to make us feel bad,so that
he helps us..
i want you to look at your bank account and throw that up,i am sik and tired of
it,i will not settle,i will do whatever it takes,i glue that phone,i make
roleplays,i make calls..
i put in the time,no way i can improve without that,,if i cannot improve there is
no way i could close those sales,if i couldnot close those sales,i can't make
money..
therfore only way is you have to put time...

*Do you wanna pay the price of freedom or price of regret..?

=>>By the end of seven weeks,you feel overwhelmed,..

Sifu,what i teach us in seven weeks ,it's just 1% of closing..
even with 1% is enough to go out make 6figures..
but people don't believe me.
but if you sk students from previous batch students you understand why it's true..
=>>Sifu grows exponential rate,because he has that kind of skills..
this is like phd,i am teaching kindergarten..

different ways of handling this..

P: dan,i don't have the money..
M:so,joe you don't have money..
P:yeah, i don't have 10k..
M:can i just talk to like brother,
p:yeah..
M;How long has this been problem by not having money?
P:i guess it's been problem for whole life..
M;When do you wanna solve this problem,?
P:as soon as possible ,that's why i booked call.
M:Hmm,if you keep doing what you are doing what happens?
P:same result ,nothing happens..
M:you said to me that you are 35,or 36..
P:36.
M:ok,36,i am not trying to make feel bad,i am just talking like brother,how do you
feel about being at age 36 you don't have 10k in bank acount?
P:it feels really bad,i am embarssed..
M:so, what you wanna do?
P:i mean,i wanna change my situation,if money wasn't issue i am all in..
M:do you think it's actually money the issue or it's skillset issue..
that actually over the years you are missing skillset makes you money or is the
money?
P:it's right,i don't think it's not my financial management..
M:Let's pretend ,if you go to HTC,by the end of the program you now have skill they
could actually earn you money.
skills pay the bills.how do you feel about that?
P:it was, exactly what i am looking for..
M:How can you make this work?
P:can i pay over time?is that possible?
M:what you mean by that,i am confused..
P;i mean,my paychecks only of 3k month,i can put 2k away ,i would live frugally for
3 months..
M:do you wanna live frugally,it's tough?
P:you said ,i am tired of being broke 36 years ,time to change.
M:is it the right time to change?
P:yeah i mean today,this moment i need to change..

3 tips from joe>>

1>>We say SIFU for a lifetime..it's like do or die when i decided to joined HTC..i
am working like that..,,
2>>Opportunities we get is,go and help for Danlok organization than you will be
going to get lot..
3>>Trust sifu..and Live sifu..No matter what sifu says,even it's right or wrong..
don't be successful for only few months,and they quit..
we need to preseve and maintain success..

=>>When you complete seven weeks,i want you to go and see in any industry in
closing you get to know you are far far far better than any body...

=>>Ability;it was ability to see the problem,and solve it before hand even before
it became problem..
how to adapt it,
*Can i solve problem for sifu,even it become an issue?

=>>I thought you everything that you know,i didn't teach you everything i know..

High Ticket Objection Handle Rule#2>

Grow some balls..

=>>Don't be afraid to firm,don't be afraid to direct,don't be afraid to ask

qualifying questions..

Objection 1:"Why should you pay you so much,there are other companies out there who
charge less?

P:Dan,why should you pay me so much,there are other companies out there charge
less..?
M:Wohhhh,well joe,you shouldnot..
why do you think we are more expensive than everybody else.?
BOOMMMMMMMMMMMM..
No justify.
green monster way.
P:Dan,why should you pay me so much,there are other companies out there charge
less..?
M:yeah,their qualities are less,we are way more experience,our competitors are
nothing to compete us..,you shouldnot trust them,they don't know what they are
doing..

jutifying more,...

2nd best way..

P:Dan,why should you pay me so much,there are other companies out there charge
less..?
M:yeah joe,i know there are lot of companies who charge less,
infact i know couple companies who charge 1/3rd of what we charge,if you want ,more
than happy to refer you them..
but that's what you want,why are we talking today..
are you just looking for cheapest price?
P:No,that sounds stupid
I need results..what you people get ..
M:Specifically,what kind of results you are looking for?
P:we need six articles a day?
M:It just six articles,or six articles that actually went to put in front page of
google and get more traffic..
P:yeah we need results,not that articles..
M:can i ask different question?
P:yeah sure..
M:I am not promising you anything,let's say if we make some of articles in front
page google does it matter what we charge
P:it would not,we are getting lot of cash.
M:Does this is good return on your investments?
P:yes 100% sure..
M:But you asked cheapest or want someone who get it done..
P:i wantt someone who get it done..

Sifu did in this roleplay Layers,layers value contrast..

Objection example2"Why should we choose to work with you"

P:Why should we choose to work with you?

M:wooh,,why do you wanna work with us..(Tonality)
BOOMMMMMMMMMMM..
prospect response like this,
P:you get results..

green monster.
P:Why should we choose to work with you
M:we are the No1,we are the best in the industry,there is no one better than
us,every body is fucking losers
P:That's the everyone is saying..
M:Oh man,they are fucking liars,don't listen to them,just do with me man,i am the
one in the galaxy..
P:hang.click..

example 3:"I have done other courses from famous people like so and so ,i committed
to 100% but didnot work out,why this program will workout for me"?
P:dan,I have done other courses from famous people like so and so ,i committed to
100% but didnot work out,why this HTC will workout for me?
M:joe,what you are saying is you try some othr programs before?
P:i have invested in 5 or 6 programs..
M:how much money have you invested in these other programss?
P:Actually pains my heart to say total 40k,
M:i am sorry what?
P;40k
M:Ssssssssssssssssssssssssssss..
P:i don't like when you say that,it hurts..
M:You wanna spend other 10k with dan lok,it's lot of money..
P:I don't know how to put,I am still looking for what works,what is the right
thing..
M:what does working mean for you?
P:results,returns on investment,it's if i put 10k i need to get 100k..in year or
so..
M:How do you think this is any different from other things you worked with that?
or How can you make sure joe, this time ,this program work for you..
P:It's great questions,all the programs i have seen they have testimonials,people
do well,i couldnot see practical and i cannot just crack it..
M:what do you think is the problem,real problem?
P:the only answer i can give is it's me..
M:Suppose,it's you how you gonna make sure that this time it's gonna work?
P;I gonna stop doing whatever i did in the past, learn from dan with no ego,that's
thee only way..
M:How do we make sure you have no ego,that you are all in and you are fully
committed..?How can i best support you?
P:It will be nice to have group talk to people,some one there hold me accountable..
M:yes there is,With HTC we are get one of the closers to roleplay with one on one,
and so many different things..
M:But can you commit ,if not it's ok,you gonna be in class,you gonna do
homework,you gonna do roleplay for everyweek..
P;yeah i am all in,if it's the last one i am looking for,..
Multiple redirections.

example:Why do i have to buy this specifically while there are other options?
P:dan ,Why do i have to buy this specifically while there are other options?if you
ddon't mine asking.
M:What are the some other options you looking for,?
P:well means they are a,b,c,x,y,z who have same service and same price..
M:you talked to company A?
P:no,i got call schedule with them.
M:you talked to company B?
P:yeah ,i talked with them 2 days ago.
M:you talked to company c?
P:No i have to book call with them..
M:you have been talking with lot companies right?what you think it makes us
different>>
P:I don't know,but when i search you guys are no1.in search.
M:Why do we think we are at the top?
P:May be you have some better seo people.and skilled people with marketing.
M:could that be just luck?
P:no,i know it's hard to rank on google..
M:If it's not luck,what you think that?You sound like smart guy..
P:i guess you have right team and right people.
M:could it be possible for not just right team,but we have right system in place,we
have used proven system to get results to rank on google for years..
P:well,that's right explantion..it's not just luck..
M:could you find any othr company on google?
P:ppc i just clicked.
but they are lower than you,
M:do you wanna be no1,or no5 or you wanna be on page10..
P:i wanna be no1.
M:why you wanna be no1;;
P:because that will bring you more revenue to my company..
M:Do you think better chance to being No1,with working No1..
P:Absolutely.
M:it cost you some money though..
P:not surprised,
you guys are the top.you cost the most..

=>>some redirections and many things to observe,..

=>>Reply and Roleplay..

example:Send me more informaion..

Green monster.
P:dan everything sounds good,before we forward,can you send me more informations..
M:ok,put me your email than i need to send you more information..
P:can you add some testimonials too?
M:yeah sure..
you can't make decision now..you need more information..
P:i wanna cross check whether it''s rigid,..
M:when will you get back to me?
P:haha,i will get back to you ,when i made decision..

=>>You loose the salee..

HTC way..
P:dan everything sounds good,before we forward,can you send me more informations..
M:Alright,exactly what kind of information you need?
P:Bio,history.
M:let me write this down this seems important..
P:Bio history,references,testimonials..
M:how many references you need 1,2,or 3
P:5.,
M:5,you mean you could talk to?
P::yeah you know,i want to see what they say?due dilligence.
M:due dilligence,that's pretty fair..
Any thing else?
P:no,i think that's pretty much..
M:Joe,Suppose i could give you,bio of the company,history of the company,5
references,what's gonna happen next?
P:let's move forward,move on ,schedule time for on boarding..
M:Money,investment is an issue?
P:No,money is not issue..
M:you not gonna say,you talked to my 5 customers and they spent time with you and
you not come and say we are not doing business,are you?
P:well,if you everything sounds good,we are in..
M:if money is an issue,tell me now i don't wanna waste each others time,is that
fair?
P:yeah money is not an issue..
M:Suppose i give the references ,when are you gonna call them?
P:i willl do today.
M;If i give refernces,you would call them today,and i will text them,so they will
let that know..
P:fair you do that..
M:can you schedule another time to tommorrow..
P:ok,,i am free do it..
M;what time will work for you?
P:aaaaaaaaaaaaa
M:10 am..
P:pacific time right?
M;yeah..
M:what i do is i am gonna send you bio,history,references mail you in 10 minutes,i
am gonna text my customers let them know to expect you call..
you may not reach all the 5,..because this is like last minute..
Probably you may reach 3..
we will talk again 10 am tommorrow..
I want you to know whether yes or no,even it's know i am fine..
M:tommorrow if you are not comfortable at 10am,it's fine..
P:it's fine..

=>>>Turn objections into commitment..

example:I need to look at finances....

P:Dan everything is good,Let me look at my finances really quick..
M:hmmm,can i ask you question?
P:yes..
M:When you look at finances,what exactly gonna see?
P:That's a good question..
I guess i gonna see money,i gonna see my bank statement..
M:Hmm,how does that make you feel?when you looking finances right now..
P:Hmm,not gonna be good,not gonna feel good..
M:why don't wanna do something out of you?
P:that's why we are on the call,i wanna improve it..
M:Why?it's like Whhyy?
P:Dan,i have told you that,my life literally bends on this,i need medical treatment
for it?
BOOMMMMMMMM..

Not attached,curious..

objection example:"What other clients have you worked for"

Green Monster.
P:Dan can you share what other clients have you worked for?
M:I have worked with a,b,c and e,they are pretty famous people,i worked with,you
are in right hands..

Justifying..wrong way..

HTC way.
P:Dan can you share what other clients have you worked for?
M:That's intresting,what's you ask?
P:dan,you know, i can see what can track record you guys have?
M:Hmm,what kind of clients you think we worked with,?or who do you think we worked
with?
P:that's good question..
M:I mean people in your industry or people outside of your industry..
P:that's be my industry,you guys are expert in our industry right?
M:that's right,
who would you like to see,we worked with?
P:i like big names,mercedes,benz,bmw
M:suppose,i tell you we have worked with mercedes,benz,bmw,tesla,how do you feel
about it..
P:Let's do it,let's sign with deal,
M:let'sbefore get to deal,we are not cheap,we are expensive,..
P:If you worked with tesla,bmw,i am not surprised.
But you know what,team wants to make sure that we checked the right person,i am
comfotable with decision..
BOOMMMMM..

let's assume we have not worked with anyone..

P:Dan can you share what other clients have you worked for?
M:Well joe,what we are doing right now we are brand new..
i just got into this industry,we havenot done with many clients,infact you are my
first client..
But,here is my promise to you,because we are green,we are get started,do you think
we work extra hard for you..
?
P:yes,but you guys don't mess it upright?
M:Do you think we pay more attention to you than anybody else or we gotta treat you
as another account..
P:infact,i will give good testimonial for you,if you guys do that..
M:we want testimonials.and do you think for us with all the companies out
there,compare us..
you being our first client,are you looking for same old ideas or are you looking
for out of box ideas that are disruptive for your industry..
P:yeah,disruptive if it gets results i am all in..
M:where should we from here?
P:Dan,if you guys generate results,you guys have glowing testimonial..
M:i appreciate that..
pause of the roleplay..

=>We don't need to exaggerate like sales man ,don't lie..just tell themm..
=>>I am new,i work off my ass,i am not gonna sleep,i value you,i make sure i get
results ..

=>>Eventhough,he didnot accept,give him guarantee,30 days money back guarantee..

=>>Endorse position..

Green monster way,

P:dan can you share what clients have you worked for?
M;we worked with lot different people..
P:ok what clients..
M:no,we keep privacy man,we will not reveal..
P:dan ,i am not intrested,get lost..

Objection example:What's the guarantee?

P:Dan,what's the guarntee?
M;hmm,what kind of guarantee you need?
P;like 30 day money back guarantee..
M:why not?

Both ways of handling,no guarntee,guaratee..

Green Monster..
P:Dan,what's the guarntee?
M:No,we don't offer guarantee.
we are in business for a long time.
P:well,if you are so good,you should offer guarantee.
M:we don't need to,why do even need guarantee,you don't trust me..
P:i trust you,but the companies of your side offer guarantee.
M:other companies,we are not them..
P:That's something like strange right,.
M:you are strange ,i am not strange,why you asking guarantee you are strange..
P:i am good dan,have a good day..hang up..

HTC way..
P::Dan it sounds good,what's the guarntee?
M:well joe,exactly what kind of guarantee you looking for that will make you
comfortable moving forward..
P:Most companies in your industry doing 30 day money back guarantee..
M:Suppose,we could offer the same thing,like industry based 30 day money back
guarantee,what's gonna happen next..
P:let's sign the deal...

HTC way..(No guarantee)

P::Dan it sounds good,what's the guarntee?
M:what kind of gurantee you are looking for?
P:typically 30 day money pack,pretty standard right?
M:Suppose,we offer 30 day money back guarantee,what's happen next?
P:let's sign deal today..
M:investment of 20k is not an issue?
P:not at all..
M:are you committed?
P:yeah sure. 100%.
M:just remind me before we move forward,why do you call me in first place..
P:You guys are reffered by friend of mine,i have also researched,you guys are
pretty solid,
M;pretty solid means?
P:well known for getting results,good results..
M:hmm,joe,i am glad that you trust us with your business,you gonna move forward
with this,but the challenge is i can't guarantee results,
i can't guarantee that we are 100%,if it's doesnot work we will give 30 day money
back,what i could guarantee you is,what almost clients we are worked with they are
pretty happy with us,i am more than happy with providing some testimonials,but we
will not provide guarantee .how do you feel abut it?
shall we forward this or get off the phone..
P:i appreciate your directness..
if some reference it would be fine..

=>>I agree first,i don't just reject him,i wanna know what is going on..
=>>i want to get to the truth..
what i don't wanna do is,guarantee cannot be an excuse for him...

Objection example:"Can i get refund if it doesnot work"

Green monster:
P;Dan ,could i get refund if it doesnot work?
M:c'mmn man don't be an ass,why do want refund i am good guy..
P:i mean,if i am not going to get results,can i get my money back fair right..
M:you are going to get results man ,why refund..
P:if it gets results it's fine,if not can you refund.
M:you get results man?
P:you are creepy,get out man...
HTC way:
P;Dan ,could i get refund if it doesnot work?
M:Joe,could i get bonus if that works??
booMMMMMMMMMM

Objection example:" i really wsn't thinking of buying today"

Green monster..
P:Dan,to be honest,i wasn't really thinking of buying today.
M:man, i am gotta telling you,you gotta do it man,procrastination equals poverty..
you don't wanna be poor,you don't wanna be broke,you gotta take action today,
i will help you get out of your situation..
we change your life,
P:Just more than planning to make decisions..
M:do it man,procrastinates kill you,and it makes you poor..
P:i don't have money line up,even i want to hang up..

HTC way..
P:Dan,to be honest,i wasn't really thinking of buying today.
M:I wasn't thinking of selling today either.
(Tonality is key)..

=>>>When you are handling objections in HTC way,your prospects will freeze,you hear
them stutter,you hear them like quite,because they are shocked..
they don't know how to handle this,they don't know what to say,they don't know you
redirect this way,they are not expecting you this way..
TIP:
(You need to mute,because you are laughing when you redirect)..

=>>>How fast you can implement in roleplay,you can do this right way..

Objection example:"I just don't have time to take course like this."

Green Monster way..

P:Dan,to be frank,I just don't
now.
M:you gotta make this,you have
P:Wrong season in my life,busy
M:man,common you gotta do this
P:It's intresting,but it's not
have time to take course like this,just not right
to man,it's important for you..
in my projects..
it's important ..
for me i don't wanna do this..

HTC way:

P:Dan,to be honest,I just don't have time to take course like this,just not right
now.
M:joe,before i go can i ask you one last thing?
P:yeah sure,..
M:when people say that they don't have time,what they actually saying to me is it
is not important to them..
i guess you are saying that you want to be able to pay off debts,make the money you
want,you want to quit that job,i guess it's not important to you ,is it?
P:That's very good point,it's important..
M:wouldnot you agree we all have 24 hours a day 7 days a week..
P:yeah you are right,i guess it's time management i suppose..
M:is it really time or is it priority for you..
P:yeah,it's priority..
M:is this learning this skill important enough for you to make time for this or may
be not you tell me?
P:you know what ,you are right,like if i don't do it now my life is gonna be the
same any way,i guess i have to move things around..to make this work.
M:In what way?
P:i have got to stop my side project which is like i was building custom race car
in base ment
M:what kind of race car you were building?
P:just like toyota,RX8..
M:Is that your dream car?
P:yeah,i am working on it for 5 years..
M:is that the only car you want or other cars you want?
P:no,racing is my hobby..
M:is it your passion..
P:yeah,it's my passion but you know it's expensive hobby..
M:I am just curious,how much is it cost to build car..
P:just parts,it could be 30-40k..it depends..
M:That's lot of money..
P:oh yeah,it's an expensive hobby...
M:Do you think it's worth to reallocating some of your time to learn that skill..
so that,you don't just be one car,you can build 3-4 cars.
when your car is 30-40k it's not concerned..
it it worth your time to do that?
P:Besides, i can always built the car in summer all the time.
you just said that i do need to focus on mastering skill and i can make the income
i need,so that have more money.
i can even built better parts in summer to make car..
M:you are pretty sweet,what kind of colour you like?
P:it's classic red..
M:hahmm,it's nice,i like that..that's cool,that's very very cool.

pause of the roleplay..

=>>If it's important enogh people will find the time.

=>>am i talking about time?
+>>See,how sifu shifted the conversation..
=>As a high ticket closer we paint the vision for them..
is it worth allocating time today?
sacrifice two months so that later on you built better car,two cars..
+>it's not time...
=>>i am not telling him,i want draw that out from him...

=>When we say something it means one thing,when prospect says something he means
everything..

=>>eventhough it's priority issue i know,i asked him questions so that he replies
that it's priority issue...

High ticket Objection handling Rule#3..

Never put down your competitors..

=>>Please,donot put down your competitors..

=>>The minute you put down your competitors,you look weak,..you need to justify,you
are desperate..
=>>Infact,praise competitors..

example 1:Trying to decide between your program or other programs..

 or
i am speaking with 3 other companies..

Green monster way..

P:dan,right now the only thing is i got to decide between your program and abc
program..
M:No comparision ,
our content so much better,their stuff not good..
P:i mean how do you know that..
M:yeah,they give 10 hours content,
we give 50 hours content,NO comparision..
No comparision...
P:I don't know that...

HTC way::
P:dan,i am speaking with three other companies,i wanna be frank let you know,so i
talk to everyone and i make final decision..
M:hmmm,you said three companies,what are those three companies you are talking to..
P:A,b,c
M:Ohh,i heard A is doing some pretty phenominal stuff,i heard lot of things about
that,i heard B is doing some decent,C i don't know..i will not comment on C.They
seem to be pretty good companies so,why we are talking today?
P:well i am here to do some more research,and find the best for my team..
M:hmm,why don't you go with them already?
P:that's great question actually,i think we just wanted to see ,what you guys could
offer,may be special,may be different ,may be unique,may be?
M:what makes us unique,if you were to guess,
looking at what you do,our website..and everything else..
P:Actually comment on you,because the other people i have talked to,they were
really pussy,they were really salesy..you guys really don't really even care..
M:haaaaa,no we do care,we do things little differently..
M:and you want to send your sales people to some advanced training right ?
P:yeah i mean exactly,infact as good as you that will be nice..
M:and do you want them to represent salesy,pushy or they represent like more
elegant,conviction,confidence,but not pushy though..
P:yeah definately,i would say you are the perfect example ,what i wanna our top guy
be like,to be honest..
M:if we train them ,may be not like me,but best version of them selves,close with
integrity..How do we feel about?
P;yeah,this is what i wanted,yeah you helped me to come to decision.that makes
sense actually.
M:i think you come to decisions,by simply asking questions..wouldnot be nice if we
just simply ask questions to your best customers and at the end they feel to move
forward,because it's the best thing they wanted..
P:i have mindblown,you have did this to me,i want our top guy to be like that..
M:we will do that...
Pause of the roleplay.

=>>>Don't need to put down competition..

why?
It's because there is a reason why they are on the phone with you,thy still not
made a decision,they are looking. otherwise they wouldnot be on the phone in the
first place.
there is some hesitancy,there is areason why they either using that,they afraid of
you charge them too much ,you gonna jump on them stuff.
that's why,when you bring that very openly
they are like those are good people,why not we go with them,,
=>>>
P:Dan,i mean i have not schedule any thing with them yet?
M:Ok,roughly,when you are planning to speak with a,b c and d..?
P:well,i mean by the end of this week,sure..
M:I heard that a and b they are pretty good companies,c and d i don't know much
about them..
Do you think it will be good you speak to them,before you come back to me,
because you know what sometimes we are last people come talk to,do you know why?
P:i actually don't know.
M:Take a guess,why did they go to everybody else,before they come back to us?
P:well,they probably not like the others,and they need to find other options..
M:But they seem to be good..
P;ha,that's intresting...
M:take guess again,why do you think most companies go to everbody else before they
come to us?and why they settle us at the end?
P:may be you are providing confidence to make them to take decisions..
M:hmm,joe would you like to say some time..?
P:we have been red lining this project and we need to figure it out?
M:i am not saying you ,we gonna accept you as a client,but asking some basic
questions to see to determine there is best fit for both of us,
if not you can always talk to your company a,b and c .
P;fair,let's do it...

BOOMMMMMMMMMMMMM

=>>See the tonality and get attached..

example:"Can you match price of similar program.."

Green monster way..
P:Dan,i am curious,could may be like price match for similar programs,
M:We place price very competeively,we charge above the same price,little bit
more,it's not that more..
P;john ,giving the same results,if you match the price i am going to join today..
M:No ,we can't..
P:i am sorry,i am going to take my business somewhere else..
Lost the sale..

Htc way..
P:Dan,This is gonna awkard question,but could you match price matching for similar
programs.?.could you match that?
M:hmmm,what do you mean?
P;like you know company A providing similar services,like 800$ cheaper,i wondering
you can match that?
M:hmm,why do you think 800$ is cheaper..
P:I don't know,they wanna be competitive..
M:So,if you wanna take sales training program from somebody and you rather go with
someone who actually charges less,so they have to compete based on price instead of
value.
is that what i am hearing from you,i am confused..
P:Hey,no actually no,i actually don't no why they will charge less to be honest?
M:would it be possible that,that's the only way they get people buying,they have to
charge less..
P:it's true ,you guys have thousand testimonials.
Now i am more confident in investing more so i could get more...

2nd way..
P:Dan,This is gonna awkard question,but could you match price matching for similar
programs.?.could you match that?
M:hmmm,what kind of price you are talking about?
P;like you know company A providing similar services,like 800$ cheaper,i wondering
you can match that?
M:would it be comfortable to give you the half program..
P:No,man i want full program,.
M:hmmmhm,Why do we think we are more expensive than everybody else?
P:that's good point,that's fair question..you guys get more results..
M:Joe,is it question of price,is it question of value..
P:you are right,but it's not value.. aaa
M:Does it really matter,if it doesnot work doesnot really matter if it's less than
800bucks,
if it works does it really matter if it's greater than 800bucks..
P:No,Roi should be greater than bucks..
M:you sound like entreprenuer what i am hearing from you,you want results ,and what
after end is you want time..
P;yeah,i need results faster..
M:what should we do?
P:you make very valid point.let's move forward,i wanna give my business to you..

Don't put down your competitors..

Tonality is very critical..

"I can get something for some similar for less money with a different company"..
Similar way to handle objections,..

=>>example:"This sounds Intresting,can we do coffee or lunch and we could talk this

over?
=>>It's almost most of the time it is waste of time,you go there and they talk for
2 hours and they will not come to decision and they are not going to listen..
=>>which most of the time,we go to do free ..
=>>Later Sifu,realized that we need to charge money for that..if they can't afford
my time,then i am not going to spend time with them..
It's not about lunch and coffee..

Green monster way

P:Dan,it sounds pretty intresting ,i am kind of person who likes to in person face
to face discussions,can we do it with coffee or lunch..
M:yeah,yeah,yea i mean i can make this afternoon,i could come to your office and i
would grab coffee and lunch and i could be like there in 30 minutes..
P:no,that's big soon,i am thinking of next week..
M;ok,ok tell me what's time tell me,any day any time i have lot of free time,..
P:Just second thought,i am just get back o you later..

HTC way..
P:dan it sounds great,can we do coffee or lunch we talk to so over in person..
M:Joe,Give me an idea what exactly would happen if we do lunch..?
P:I mean we do lunch,we talk about deal,if every thing sounds good,then we sign the
deal...
M:ok,we go to lunch,if i like you,you like me ,you gonna move forward..you gonna do
deal..
P:yeah,absolutely..
M:You know the deal this is gonna cost about 2k right?
P:i am well aware..
M:Money is not issue?
P:no,i want to know you before,i just want to know before signing big deal..
M:You and i we talk ,without single doubt i am the right guy to solve this problem
for you,you have no problem to give cheque for 2k.
P:no,on the spot..
M:could you bring cheque book when i meet with,i gonna bring my agreement,you don't
have to sign if you are not comfortable ,if at end of conversation if you single
doubt you can say no to me..
P:yeah,that's fair agreement...i will do that

=>>you don't want to be wishy,washy..

i am challenging to bring his cheque book...
we are bringing wish to commitment..

wishy washy..
P:dan it sounds great,can we do coffee or lunch we talk to so over in person..
M:Joe,Give me an idea what exactly would happen if we do lunch..?
P:I mean we do lunch,we talk about,may be do some business right?
M:may be do some business,what does that mean,you don't sound like so sure?
P:i don't even know who you are right so..
M:let's pretend you know me,i know you..you comfortable with me,are you comfortable
with doing business,that's about 2k,tht's lot of money
P;i mean that's lot..
M:Even i like you,you like me, i mean even you are not comfortable making
commitment on spot ?are you?
P:well,i mean not because i need to talk to my cfo,because i have negotiations..
M:what kind of information could i provide you and your cfo before we even meet?
that will be more comfortable..
P:we see proposals that would be great?
M:ok,what do you wanna see in proposals..
P:i also wanna see terms and condition outline,agreement outline,
M:but you don't know me yet ,how can we do agreement?
see,what kind of some basic information i could provide you to and your cfo may be
have brief discussion first before we even talk about that..
isn't that big commitment..
P:yeah,fair enough..
references,
M:what else do you need?
P:i only need references,because i already had your website to show,..
M:Ok,how many references you looking for..
P:20,
M:i am sorry what?
P:20..
M:you want 20 references,you gonna call 20 of all my clients..is that you telling
me?
P:no,but its better to have..
M:hahahahaahah..
M:Would it be ok,just so that it will not create such inconvience for my client..
i am more than happy to provide 20 testimonials and case studies..and how about we
do 3 references?
P;yeah ok mix and match..
M:then,you gonna talk with your cfo..
P:yeah she only talking in the calls..
M;Why donot we set conversation,we send 20 testimonials and case studies and show
them to cfo,
tell me when they are ready to move conversation,,i will send you reference..
P:that's fair..

=>>That's why some people are not ready or more urgency..so test them on the phone
only,..
=>>Don't convience them when they are not ready..

Example:::"You sounded like nice guy,but we barely met,i don't know if i can trust
you".
Green monster..
P:Dan,You sounded like nice guy,but we barely met,i don't know if i can trust you"
M:man,trust me,i am the most honest guy you ever met..
P:why people tell like that,
M:i don't lie man,i never lie..
P;i don't know man,have a good day>Loose sale..

HTC way:
P:Dan,You sounded like nice guy,but we barely met,i don't know if i can trust you"
M:Joe,i appreciate that..
what information you need from me,inorder to make you feel more comfortable..
P:testimonials,references and casestudies that will be pretty good..

=>>you need to bottom line ,specific,

what information you need?
he might say i need more time,that's perfectly fine,on a scale he is not ready..
so,some will,some wait,so what,move on,some one is waiting..

=>>i don't try to convience him,that's not my jb,he is not ready..

=>>see,ok,but let send you some information look at it
website,references,testimonials...
move on...

=>>the problem with lots sales people,when you don't buy from them,you feel like
yucky thing,you don't wanna talk to them again..
it's not you not have need,it's timing thing..

=>>>Remember,
Money is in 2nd,3rd,4th follower..
sometimes there are sales ,we don't close right away,you don't wanna loose
money ,but you building your pipeline,you are planting seed,you wanna feel prospect
to fel comfortable..
Handle the call with integrity,professionalism,thy would call you back...
now they are ready to go when they need...

example:No offence but i had been scammed before,How i know i can tust you?
HTC way..
P:yeah,No offnce dan,i have been scammed before,how do i know i can trust you...
M:Joe understand,you mentioned you have been scammed before ,do you tell me little
bit more about that..
P:scammed ,what i mean for that we paid agency month after,month after,like four
months,we never got result,it' s also our fault,we should have asked to check
milestone every month .
we lost almost 12k..
M:12k..ssssssssssss..
P:it's pretty bad and it's big mistake..
M:you lost 12k,you wanna hire another agency like ourselves?
P:project is not completed,we need someone to finish it.
M:i see,i see you mentioned about milestones,talk to me more about that...
P:yeah,what we learned from our mistakes is,what contrators we are working we need
to check every week,everymonth to deliverable check project is on track..
M:Suppose i was tell you,that is our standard practice,that would provide milestone
every single week and every single month to our clients..How do you feel?
P:it's much better,they have never provided that,it's must have..
M:hmmm,what else is must for you?
P:Just gotta know you guys get results...
Pause of the roleplay...

=>>Prospects buy not because they understand what you sell,they buy because they
feel understood...

=>>Empathy..i understand what is he gone through,he got scammed and he is little

bit skeptical...
Just single phrase I understand..(It gets more value)...

=>>Two magical words..."I understand"..

we will not use in daily conversation,because most people didnot undersatnd ,most
people didnot listen at all...

=>>Relationship tip:
As a man we like to fix things,we like to solve problems..
we go into problem solving mode..

=>>But woman's donot want to be problem solved,they need no solution..

=>>What you have to do is,when they got a problem,
you have to just listen to it,you don't need to solve that...
you tell I understood honey...
they just want to get out of what they faced they donot want solution...Just
listen..

=>>If they are talking about shit of any person,donot defend even 1 bit of it..even
it may be true..
ex;;honey he is really bitch,yeah honey he is bitch i understood..
Just listen that will improve your relationship dramatically...

=>>When you are going to solve problem,you are going to be pissed off person,you
need to have lonely night ,they will not be happy...you get wild...don't do that..

=>>When they are talking,donot watch tv,donot play with phone,just listen..
=>>you need to turn off the phone,turn off tv,just listen even it's 1 hour also...

=>>>When one has reached maturity in this art,one will have the formless form.it is
like dissolving ice into water that can shape itself to any structure.when one has
no form,one can be all forms.when one has no style,one can fit with any style..
Bruce lee...
=>that's why i teach you,it's not one way of doing it,we can adapt it flows like
water,.we can adapt and redirect..

HIgh ticket objection Handling rule#4.

Agree with them first,then gain control back by asking questions...

=>>During roleplay sometimes ,we agrreing with them first and we circle back..
=>>people hate to listen we don't offer that,we don't do it..
=>>Eventhough it's wrong agree with them first than you will not get
resistance..and recircle back...
=>At the end of day you get closed,who cares
ex:will you guarantee?
hmm,assume we are giving guarantee,what happens?

=>>if for your wife,just agree..

yes,i am wrong..
=>>There is nothing you gain,by being right..
=>>Even though they are wrong,just tell them i am wrong..
you will not get any benefit by being great./right..

example:"I am not sure if it's for me".

=>>HTC way..
P;dan,i just don't know whether it's right for me at this time ..
M:joe,i agree with you..it may not be right for you..
tell me,how do you know this is right for you..
P:i don't know my gut gives good sense sometimes ..
M:do you trust your intution?
P;yeah sure.
M:is it mostly accurate?
P:mostly yes..
M:Gut instaint,first second when you look at this how does this feel?
P:it doesnot feel weird,i am not sure..
M:is it investments little bit large?
P:to be honest,it would been cost anything i wouldnot care..
M:of course..aaa
and so,what would it take to make you little more comfortable..
P:if you have any guarantee than it's fine..

pause of the roleplay..

go to gurantee objection..and handle it.

=>>When you are doing right ,you notice you might get 1 or 2 objection..
=>>When you are doing wrong,you get objections one after the other..than it's you
are loosing the control..
that means you are not asking right questions..

=>>We need to bring agenda,qualify,commitment..

example:"You are too young,not enough experience in years..

=>>looking for experience,looking for results..
=>>the truth is Most people doesnot care about experience,they perceived experience
will give you better results..
=>>Some people after 10 years also they just grow,they are not doing anything..10
years no experience.
somepeople after 1 year of experience to 10 times
=>>Deep down ,people know that by just gives them security by showing you have
experience.
=>assure the prospect how you gonna get results..(that's what they gonna care
about)>

P:dan,no offence,you are too young,you not enough experience in years..

M:yeah,i agree with that,i am very very young..
Joe,if i understand you are looking for to handle your instagram..right?
P:exactly,we are looking for expert,top.
M:you are looking to reach younger audience..
P:in a way yes..
M:do you think it will be helpful to work with someone understands who you are
trying to sell,who you are trying to target,who you are trying reach,..
P:yeah,for sure you know buying behaviour.
M:do you think it also be helpful,what's the new trend,and waht these millenials
will buy?
P:you guys are very creative,out of box..
M:what we position you in such way that you get more millenials,more people you
have done before..
do you think age hurts or benefits..
P:you speak in that way,it benefits...

BOOMMMMMMMMMMMMMMMMMMM..

closer is 60 years old..

P;dan no offence,you are out of generation.
M:you know what joe, that's fair statement,i know ,i am about 60 years old.
i have been doing marketing for more than 35 years now,i worked with three big
companies,with your marketing dollars,you have to spend in market..
do you actually want to hire someone with experience ,or do you wanna kind try or
experiment someone with young bug that really don't know what the heck they doing..
P:that's true,i am just concerning whether you actually on tuning time
M:joe,just so you know what comes with me just my experience,my team here i have
lots of young people 22,23,2420...years old..lot of young digital marketers.
P:that's big difference..
M:what i am providing to you is my strategic perspective,lot execution is done by
my young team..
but at the same time we bring most valuable thing on the table,what do you think of
most valuable thing..
P:the thing mistakes not to make..
M;is mistakes are costly..
P:lot..
M:what do you think ,joe..
P:let's move on..

I have experience,i don't have experience doesnot matter in HTC way..

it's above the conviction and confidence....

I am older i don't see disadvantage,we see advantage.

elder we have addvantage..

example:"You don't have enough certification,/experience/trackrecord...

P:Just frankly speaking dan,do you have enough track record...
M:Infact,i have no certification so ever,
P:what?
M:I joke about all the time where people they have got mba and stuff like that..
by the way i do have an mba not a traditional mba that you might think about..
my mba is master of bank account..
P:hahahaa,i mean, i respect that..
M:i made lot of money by doing what i do,if you want to make you some money that's
cool..
if you want me to get some certificate i do not have that,i am sure there are
plenty of people out there to give that..
P:i am not looking for piece of paper,i want results..
M:last time,i check i don't think ,we could go to bank and deposit piece of
paper,right?
P:you are right..
M:What should you do:
P:Signing up;;

=>>If i have certification,If i don't have certification i could go either way..

if i have certification than i focus on certification.
If i donot have certification i focus on results and experience...
"Why do you think you are getting these objections"?
=>>Do you notice that when you are closing,usually you are getting same couple
objections again and again..
=>>It's not like you are getting 30 different objections..
=>>You might get 2 or 3 objections again and again..
=>>You are not getting tonne of objections,you are getting same shit again and
again..
but everyone is getting little bit different..
=>>Even you are selling different thing,even you are selling to different
rospect,even different industry,it's same shit..

Then,why are you getting these few objections again and again...
=>>It's not that you are not handling upfront,it's not that you are not
listening,it's not that you don't find out their needs,it's not that you are not
asking right questions,it's not that you are not finding their needs..

The TRUTH is::

"The truth of why you are getting same objections again and again,because they are
the same fucking objections when you buy..."

=>>Because when you are closing ,you project all your

insecurities,uncertainity,negative association with money and sales ..
when you are closing on the phone there is no absolutely no hiding..

=>Why your prospects keep telling you,i need to think about it..
*Because you are not decisive in life,you hesitate all the time,you can't make
decision,you can't pull the trigger..
You triggered all those objections..

=>>Do you know ,why sifu has very little objections,when he talk to prospect?
Because,sifu is great prospect,sifu is very easy to close,sifu is great buyer..
When he see value he didnot bitch about price..
You attract who you are...

=>>Profound..
Those who are afraid to BUY are always afraid to SELL...

=>>When it comes to High-Ticket,it's not script,it's insecurities..

You are not comfortable about money,You will project that onto your prospect.
=>If you are getting cheap prospects all the time,what does that mean?
You are cheap at some areas of your life..not your bad,it's just behaviour.

=>>By the way,it's not your fault,it's just programming from past,you picked that
from your parents or you picked that from somebody,you don't know..
=>>You were coming from place of scarcity,before HTC you don't know..

=>>If you are uncomfortable with wealthy people,when you talk to them you will
project that,if you think wealthy people are greedy,ass hole when you have that
programming,oh my god you will not close...

=>>If you want to be rich,appreciate them..

envy,jealous not work...
Get comfortable with rich people...

=>>could you have any problem for closing HTC for 10k?
No,because we are in it,we gonna through the program.
the price and script it's not good..
=>>Could you have any problem for closing car for 100k..
you get little bit tough...

=>>this is why smelling the leather,doing that all of that make you comfortable
with money..

=>>Everything on HTC has a purpose..

=>>If i don't give you mindset training,if i could jump on to script what happens?
it takes lot of time to learn..
we can't get of ourselves first...

=>>Why attitude grattitude,..

when you are greatful you are not fearful..
i appreciate small things in my life..
at the same time i have not attached...
No panic even you looses sale,i will be happy..
like who's next?
you close i am happy,you not close i am happy..

=>>many of my students,they loose couple sale,now they self worth,they feel

hurt,they think something wrong with them...

=>>listen,There is nothing wrong with you,you are not broken don't try to fix it..
you got lowerself,and just conditioning..

=>>it's like little diamond,you are little gem..

there you got so much dirt on you,like insecurities and programming,i need to get
rid of remove lot of insecurities so that you can shine,...

=>>>It's fucking lowerself,just condition it in good way...

=>>You are born great,your environment where you grew up is fucked you up,now you
are aware of it,and i plucked you from metrics,
Now my surrounding is now i need to learn skill,i need to manage,i need to destroy
my lowerself,then i need to expand my comfort..
This is why HTC is most powerful...

=>>You are expressing yourself through closing..

you are getting better version from HTC..

=>>Just fifteen days everything changed within me,.

happiness,gratitude,change the way of thinking about money,extrovert,no
compaining,understanding yourself,confidence,relationship gets
stronger,understanding people better..
The changes you have seen nothing to with closing,not one answer is nothing to do
with closing..

=>>You are better closer because you are better person..

=>>Become better version of yourself (So,obviously you will become better closer)..
=>It's never ending journey,we make you never settle,and you need to grow..

=>>Sifu like to see,how it impacts your life,he feels very happy about it..

=>>Sifu teaching you closing,through closing you learn about yourself,by learning
yourself you will become better version of yourself,then you will be a better
closer..

=>>Digest,internalise,become part of you..

=>>HTC makes ,builld up our confidence first.
They made us to believe in me..

=>>High ticket objection handling rule#5

Pre-empt objections before it comes...

=>>Just like punches we counter before,during,after

=>>Now we are seeing is before...

=>Till now we have handled objection during,after...

=>>We can also do it before it comes up..

*we set the agenda..
*Why we set agenda..
when we set agenda in such way what i thought you don't get i wanna think about
it..
if you set agenda correectly..

*Sometimes you could set the agenda without even saying lot....

*The way sifu like to close ,he likes to play little game with himself and
prospect..
*He likes to challenge himself,how could i use least amount of words to close a
slae..
He likes to speak very little.(1 or 2 lines done)..
*I like to use minimum amount of words,and impact lot..
prospects freeze..he likes to be it simple...

example:
P:joe,can i make the deposit first,?i can't afford full price..
M:You know dan we typically don't work like this,why exactly,is it the rally money?
P:i don't have that much cash right now,..
M:you are saying you deposit first,how much is that?
P:5k
M:5k,the entire package is about 15k right we just talked about..
P:hamm..
M:The main thing here everyone looking for results,infact you are looking for
results right..
P:right..
M:right now,is it stretch for 5k for deposit?
P:little bit..
M:little bit ok,,The worst thing gonna happen is if you wanna get from package
also,keep in mind that does not include ads spend so far yur ads,you have to come
up with that as well..
P:ohh,i didnot think about it..
M:i don't want,you can't go ahead with us,becaue i don't want to take all your
income,all your money if don't have budget to ads spend ,otherwise how would you
successful,means it's not good idea right?
P:Makes sense..,what should i do?
M:I don't know dan,how it's important for you?How speed do you need your target to
get those clients?
P:man,i have been waiting,i need to make sales up,it's been painful..
M:you mean like seems yesterday?
P:two weeks ago..
M:But i am confused dan,you don't have funds to make investments,how would you
planning to go for it?
P;I think,probably i get loan if necessary,because i need to go i am tired of no
sales
M:This sounds pretty serious to you,am i right?
P:that's very serious..
M:your current situation of your business,i don't know your credit score,if you
went to bank and ask for a loan,do you think it is straight forward..
P:it's pretty straight forward,i have lot of sales over the year,i am sure i am
going to for sure..
M:How soon ,do you think they will prove it ,they actully transffer funds to you...
P:probably week..
M:ok,because i am thinking what would we do dan,
tell me if you like this ,if you deposit 5k and start by setting up some
campaigns ,when your funds transffers over,you said how much you borrow 15,20k..
P:I could do 3ok..
M:you wanna like 3 ,4 spends on ad spends right..
P;yes,yes..
M:if we do that what i could for you is,we could line for campaign 1st week,then
once yours cash comes in we go for retro ads..how does that sound?
P:that's fine..much better
M:because we really care about,we don't want to go all in and do nothing..
ok,dan what would you like to do today?

=>>Remember we help people see the possibilities,that they may not see by
themselves..
=>>It's nothing to do with accent,language,and anything..
=>>it's all need to do with your self image..
=>>we remove all your insecurities..
=>>unlock the self confidence and unlock different jobs whatever it means for
them...
every body is different..

=>>example "I think we are fine right now"..

=>>We using reverse psycology,to preempt it..
=>>If it is after we can handle it..
=>>By using it ,we didnot get objections..
=>>if i would do wrong,we need to handle it..(we have not done well with
begining)>>

M:Joe you were saying that you ar making 2500$ month right now,
p;:that's right.
M:that's pretty good,Most people are happy with that,than what's wrong with that?
P:i am in struck with past decade,no growth..
M:it's not lot of time,you seem like young guy..?
P:No,i need to increase income like yesterday,i have lot of mistake,i need to need
more than it..
Pause of the roleplay..
=>>As we continue to conversation,it's very very difficult to go back and say i am
fien..this is preemptive..
=>>>as we dig deeper,deeper,it won't just happen..

=>>If you are showing features,benefits and soon again and again by the time you
ask do you wanna buy,
they are like they are fine right now..

=>>It only happens,when you are not giving breathing room for them..
you gotta give them space and you gotta make them talk...

=>Always look at what's is causing those insecurities...

=>>example:"I want to start in couple months"..
=>>It is possible at the end,i atalk about my service and products and all,prospect
says i wnt to start in couple months..
Remeber we qualify them in decision maker..
let' s say dan already qualified them in needs,his needs are 9-10..
we want to go for in premptive for this objection..

M:Joe,what i am hearing from you is that,to be able to develop skill,to pay off
some debt,inorder to get ok your wife,your daughther back,that is something that
isn't important for you,am i right?
P;no,you spot on that's exactly what i want..
M:you don't want do this now,do you, mean may be few months from now..
P:i want to start now,if i can ,i just want figure out waht's cost of this?
M:put aside finance,budget we talk about that,tell me why this is urgent for you?
P:if this years passed,i missed her frm last four years,i don't want to miss any
more?
M:Do you talk to her on phone?
P:my wife won't let me,because i am shit dad..i don't blame her,so i want to fix
this..
M:Iif we were able to do this,what would be the first thing you do when you see
your daughter..?
P;i will bring her chaocates ,candies,icecreams,and hug her and kiss her, i just
wanna cry man..
M:again emotional hearing your stories,Joe i wanna help you to do that,
inorder to do that tell me what would you need inorder to help you get there..
P: i want to make decent income like above poverty line 30k-40k..
M:You mentioned that,you got out of jail from just 6 months back,do you facing any
difficulties in finding job..
P:yeah absoltely,that's why i am struck with 2k job month, that's why i am working
as mechanic,they don't even care about me..

pause of the roleplay..

=>>When sifu does this,sifu didnot get this objection

=>>It doesnot comeup,if you do that proprly in the begining..
=>>This is premptive..

=>>*Sifu promise you,it won't happen,i don't get these objections,the pain is so
great,the solution is so logical and rational, and it's the only choice to get them
from point a to point b..
like they would see themselves,i already painted picture in them,i have guided them
with good questions nd finesse..

Example:"I don't make decisions like this over the phone;;"

Simple:
P;you know dan,i don't make decisions usually on the phone..
M:i appreciate that,How do you usually make decisions..?
P:usually everything like paper trail and facts...

boommmmm..

=>>that's it,whatever it's and that's the answer..

like i don't make decisions on phone?
How do you make decisons usually..
i prefer this and that..

=>>All you need to use hypothetically,=>>>Let's pretend,suppose, we are not saying

i will...it's hypothetically..(sppose,let's pretend)..

=>>How do you usually make decisions?

i prefer a,b a and d..
ok,joe suppose if i give you a,b c and d,what would you do next?
let's pretend i could give you a,b,c and d,what's gonna happen next?what would you
like to do?how do we move forward?

example:"I want to speak with the coach before investing my money.."

P:Joe, i wanna speak dan before i invest my money?
M:you wanna speak directly with dan?
P:yes..
M:you know it's intresting,i am curious dan,how often do you think i get these
questions actually?
Pwell,i mean with social media it's been bombarded with messages like that..
M:i am sure you are realistic guy,you are smart guy,do you think dan literally
messages /talks to every single person who message him social media..
P:ofcourse no..i know how expensive his time..
M:if he was that accessible,if he was talking to everyone,is he really that
valuable and important..think about it..
P:No..
M:by the way you are not only working with dan,you know dan's team which is us ,we
basically dan picked us to help us with his company correct?
P;yes..
M:i am going to be direct with you,do you trust my guidance?
P:yes i do,you are director of sales of dan's.
M:then why would dan need to speak to you?
P:correct..
M:if that's the situation,let's say option to speak dan is not available,what would
you need to make decisions today?
P:let's move forward..

=>>**It's not that they wanna speak to certain persons,they need little bit of
assuraances ,if little assurance is comfort then they will move forward..
they come to conclusing and they would come to know they ask silly..

High ticket objection handling rule#6:

Walk away from the sale..

=Remember we get yes,sale,we get no,we get lesson..

=>>>walk away from the sale is sometimes we preframe some of these things..

1."Would you do me a favour and tell me a "NO" upfront if it appears that we will
not do any business today?
=>>we did
it's ok to say no.
i don't want to do this,if you are not comfortable..
=>>Actually it takes pressure off,you are not needy..
=>>When you tell people it's ok to say no,guess what they don't want to say
no(Reverse psycology)..
=>>when you tell people you gotta to say yes,they don''t want to say yes..

=>>you don't wanna spend another 10k,if it's not within your budget..

=>>When you give them permission to say no,they don't want to say no,they want to
say yes..

=>>>2)when you get resistance,you use.

Before i get off the phone...
or
Before i go..
when prospect hears that ,he feels pressure,they feel uncomfortable,they feel
urgency..

3)"i get the feeling that we are not going to do any business today,how we
finished?
=>>Prospect will be like hold on ,we are going to do business today,here is my
credit card..
when you cannot be needy,they will like i want to get this..

Not attached,(tonality)..
you care,you have not attached...

salespeople attched(tonality).

High ticket objection handling rule#7;

It's not over until i say it's over...
Meaning that you could say before i get off the phone and all of that ,i am gonna
circle back..

example:
P;dan,i know it's 10k,i am only comfortable with investing 5k ,i will probably have
to look for different solution...
M;i understand,joe it's ok we are not for everybody,it doesnot sound like we are
doing business today,before i get off the phone,can i ask you a question?
P;sure.
M:remind me again why did you book call with us,or why did you call me in the first
place..
P:well you know,i mean you are highly recommended,i did the research you guys are
the top;
M:hmm,why is it important for you?
P:because it's important because we need results,it's the more i m willing to
invest this time..
M:i mean ,is the money the only thing stopping us from doing business..
P:yeah..
M:if you were to have right solution,what happens..
P;it's great..we have 200x return..
M;is it question of budget or is it question of return?
P:i just got budget only this,i want to push back cfo..
M:but you don't want to push,do you?
P:i do ,i will tell,
M:before i go,i gotta another appointment coming in 5mins,i gonna rap this..
joe,what if,i am not promising ,just suppose i could do get started with 5k,and
then we are able to second payment in 2nd or third month?
how do you feel?
P:That would be great..if we do that..
M:i am not asking i would,i am saying will that help..
P:yeah absolutely,i got something in return so i could invest in budget right..
M;hmm,give me a moment i need to think about it..
P:that would be very great,than i am not going to look for solutin..
M;i need to talk with my business partner,because this is not we usually do>>
P:yeah,it's fine i will also help you..
M:joe,if we could do this for you,don't tell other people,promise me..
P:No..
M:can you also promise me,you give me a great testimonial..
P:yeah it's fine..
M:let me think ,i need tel in moment..
P:yeah,
M:let's pretend i was to say yes to your offer,what would happen?
P:that's great ,i will send a call to immediately to team...

pause of the roleplay...

=>>It's not over,until i says over..
=>it's already over,i circle back to the conversation go back to his needs and
bring it him..
=>>Why it is only prospect say let me think,let me talk to my partner..(why it's
always prospect defend)...
=>>closers can also do,this is where confidence comes,..
=>>if they really need,we need to take control and play the game,,

i want business ,i don't want business it doesnot matter...

=>>Don't let the sale define who you are,the sale doesnot matter...

example:Can i get it for free and pay you after?

P:It's weird to ask dan,but can i get it for free and pay you after..
M:hahaha,joe let me ask you question..
P:ok.
M;let's say you go to resturant,and you eat some food,and you tell business owner,i
go home and see how food tastes and digests and i will come and pay you,is that
what you do?
P:No,no it sounds silly..
M:than,seriously what's true true to you?
P:i think it's more about guarantee,i don't mind paying even if i didnot get
results ,just incase i need to trust you,atleast i get something from it..
M:what kind of guarantee you are looking for?
pause of the roleplay..

example:Why you guys are cheap?

P:it's something weird question to ask dan,but why you guys are cheap?
M:you know joe you are right,i actually charge more,How much more do you wanna pay?

boommmmmmmmmmm;;

High ticket objection handling rule#8

The better you are at closing,the less you have to use script..

=>>>it takes time..

=>>say very little..
=>>to start off with script,to no script may take you more than 3 months,or the
more practice,.

=>>Listen to breathing,listen to emotions..=>>listen to what he is actually

telling.. then you can connect 100% and you can get next moves..

=>>Why do we think sifu has spend more time on mindset ?and continue to spend on
it?
You won't be able to even say the words (in right way,right tonality) WITHOUT
proper mindset..
if you have right mindset then you flow like water..

=>>The highest technique is to have no technique,My technique is to have result of

your technique,my movement is a result of your movement..
=>>i have no technique,i learn it,i master it,i forget it..
=>>Using no way has the way,having no limitation has limitation..
=>>i have no technique when closing,my technique is result of prospect's
technique..

Assignments;;
Step 1:Dan flix,Immerse yourself..
step 2:Reprogram your mind for wealth..
step 3:write out each objection and proper response on other side,that is how to
handle it..
step 4:continue to play roleplay each other..
play with resistance..

=>>If you are not roleplaying 1 hour day than you are not high ticket closer..

=>>* i fear not the man who has practiced 10000 kicks once,i fear the man who has
practiced 1 kick 10000 times..

step 5:Revise your sales script..