all right welcome to another episode of posers or Moon series all right today our fearless leader our CEO my business partner Matt Ryder is in a meeting in New York City right now he's actually in a meeting with one of our clients Ryan Serhant if anybody has ever read or not read but watched uh million dollar list in New York uh Ryan is one of her clients we basically do done for you services for him where he has a you know besides obviously his real estate and everything he has a training program that teaches real estate agents how to be like Ryan basically how to generate leads how to Brand themselves how to become like The Trusted real estate agent in their Market uh and we basically help him do that we have done for you services on another side of the business that basically sells that for Ryan so he's in a meeting with Ryan right now in New York having some fun so here we are so I wanted to bring in one of our top account Executives his name is Christian Polk out of Miami Florida what's up today Christian uh nothing much such as super gloomy weather you know tropical storm over here in Miami Hurricanes on the northern part of Florida so out of there but there was a hurricane going on there was a hurricane going on hurricane going on everything it's pretty crazy so you know I was talking with um Christian you know before we started here and we you know what's you know you're you're talking with all these sales people all day that sell anything right from right you know b2c sales business to business sales all sorts of Industries you're training 158 different Industries right now and you were talking about one of the biggest problems that you see sales people have and really business owners you know when they're when they're when they have their sales people that sell for them is that most of them just don't have a sales structure elaborate on what you find when you're when you're talking with this people like on Zoom yeah a lot of them they're just kind of they're either like winging it or they have like some type of script that they kind of loosely follow but it's not something that's repeatable so they don't really know like what's going wrong and it's just so they need to get a lot better at objection handling because like that's the only thing like they know [Music] you know when we run ads if we talk about objections it's like everybody's climbing over themselves to get that training actions because they don't understand that that really they're triggering most of the objections they actually get because they don't have a sales structure that they might use sound scripted right off a script uh and because it sounds scripted it triggers fight or flight mode in their prospects they don't understand that they're actually the ones triggering the very objection trying to learn how to overcome yeah I would say that was the biggest thing that I like because like that's how like I found like seventh level like Matt everyone like I was a new sales rep I was getting a ton of objections I don't know how to go about it right and then like I just like okay I need to learn how to overcome objections but then started going through a trade I'm like I didn't even know how to fill the gap before like yeah now I'm like okay now I have a repeatable process and like that's sort of just the game changed yeah you know and a lot of a lot of people a lot of clients come to us and they're like well this sounds really good but you know I know you train all these other Industries but what worked for my industry and that's how we're able to come into any industry and get predictable repeatable results for any industry it quite literally does not matter the industry we are training every single industry on planet Earth to get those type of results right now uh it's because it's a duplicatable repeatable destruction right that takes that that you as a you know you watching us right now are listening to us right now you're able to learn a sales structure that takes your prospect on a journey and it takes them on a journey where you're the facilitator okay and you're kind of guiding them gently you're guiding them gently on this path from where they are now as you know Christian uh what is their current situation we call that their current state compared to where they want to be we call that their objective State what is their future going to look like once all these problems are solved now the Gap in the middle is only determined by your skilled questioning that allows them to see and more importantly feel all these Newfound problems they didn't really understood they had or maybe they knew they had the problem but they didn't know how bad the problem was or maybe they'd understand the consequences of what will happen if they didn't do anything about solving the problem so when you're on let's say that you're you know you know let's take out business owners you might be talking to or sea level people but let's say that you're on with just a sales person that sells anything okay what is what do you find is missing in their sales process that really holds them back from like doubling tripling you know their sales and commissions I mean I think it really does vary but like the questions they ask either first of all they're not asking very many they don't really understand a certain situation and they're just like okay like these are the prices or it's just very like logic based like hey like what's going on that type of thing or and they never actually get to like how people really make decisions so it's like they just get lumped into the corner with everyone else all the other sales reps they get commoditized right so what you're saying is that they're asking they might be asking like consultative questions right yeah but they're logical based questions that that get a logical answer in return right so if you ask logical based questions your prospects are going to give you what logical based answers return and like you said Christian human beings don't make decisions online they make buying decisions on emotion I mean there's no there's no debate uh in that in Behavioral Science yeah kind of my background everybody knows that studies Behavioral Science that everybody makes decisions emotionally like a hundred percent that's the way it works okay we go with how we feel somebody on understands our unique situation the most okay so as you're breaking down their sales process um you're going through their structure um so basically what you're saying is you're finding they just their questions are off or they just don't even really have really many questions and they just kind of jump in their solution is that what you're saying yeah a lot of times or they're just saying things that just like you know lower their value or just kind of like trigger like resistance example of somebody you recently met with like a salesperson that I didn't you know that got into the training that certain things that they were saying that just lowered their status in the prospect's mind like going like right into like like the products and things like that like not really like like really taking themselves and like understanding of certain situation yeah and just like not knowing like where to guide the conversation right so it's just like yeah that Prospect could have been talking to like anyone like they didn't like separate themselves Fighters have been talking to a rocker wall or something right so what you're saying is they don't um they just don't know where to take in the conversation so they they come in how are you doing today let's say if they're you know if they're meeting with the prospect on the phone or let's say they're meeting on Zoom or even in person they're just coming up with a standard you know cheesy sales lingle like I'm so excited you're here you know I'm grateful for this opportunity um you know how are you doing today like when we say things and ask like questions that every single salesperson has asked them that's ever tried to sell them anything how of course how do we feel like how do we think they're going to react they're going to be like oh salesperson trying to sell me something right so the red you know it's like the walls of resistance automatically come up now when you're on with them um do you feel like so what how do you how do you get them to realize that they're doing that like what do you what are you ask them I would say typically a lot of your content does it for me right so it makes my job a little bit easier sure um but it really comes down to like is there anything like you would change about like the way that you're selling or like really like the outcomes like you're getting like right so and then that's where like that opens up yeah yeah so they start to see a gap in their mind okay I think a lot of sales people just they you know they don't know what they don't know right I mean that's the biggest problem in sales is the problem you don't know you have because if you don't know what your problem is then how can you ever change you can never fix something that you don't know you're doing wrong if you think that oh it's just a prospects or it's just the bad leads or oh I just need to get better at handling objections well why not learn how to prevent most injections from even happening in their mind because that's where truth and comes in that's where you make a lot of money so uh also so when you take when you take these people through let's talk a little bit more about sales structure all right yes um in your mind like when you when you first because you you had a sales before we hired you here obviously so you got Advanced Training what were like what were a few things that you started picking up from the training that really helped to you the most in your previous sales job before you got in with us I would say one of the biggest things like okay fully understanding like what their solution is but also like what their consequence are as well right like what happens if nothing changes right you keep doing what you're doing for the next three the next six the next 12 months right and really triggering in their brand like oh like if I don't do something like that actually has consequences right so it's like you don't ask you don't think about it so I think for me like that was like the biggest ship that actually eliminated a lot of those objections from even coming up in the first place or if they did come up they're a lot easier to overcome yeah and you and you mentioned something that's pretty cool because we're talking about objection prevention how to prevent objections to happen but let's say one does sneak through because it's inevitable it does happen you're going to get some objections because of the structure you've taken them through and how you've taken it you know you're bridging from question to question it doesn't sound scripted it sounds no right you know you're using what are called verbal cues we teach all this in our in our virtual training platforms along with everything else but you're listening to them like ah okay okay but walk me back I'm not sure I'm understanding that little verbal key like Ah that's a verbal cue that verbal cue allows you to transition and Bridge from one question to the other where it sounds natural because well we see so many sales people do before they go through our training is they'll ask a question and then they just set back in the prospect answers yeah and then they say okay gotcha awesome okay well let me ask you then ask another question and they said back in the prospect talks okay awesome let me ask you this and then by the third or fourth question the prospect's already feeling like interrogated because it doesn't sound natural but if I'm like uh-huh ah okay walk me through though how are you generating new leads and clients now though just so I have a better understanding and boom I'm writing my first situation question let's say if I sold beads or branding or something that's just an example right at the top of my head but that little verbal cue before I ask that question just Bridges naturally into that next question where it doesn't feel or sound scripted even though that question is a hundred percent scripted because I have it memorized in my mind but they don't feel that way what do you feel what do you feel that what do you see from the sales people that you talk to as far as like how they ask questions it's very much that right so it's like it's kind of like in a rhythm and it's like very much like okay pause question okay pause question right like it doesn't have like any flow and as soon as somebody repeat that okay so what I think I hear you saying is because that's you know that that training technique has been around for 40 years right so when you keep repeating back everything they say most prospects know what you're doing you know they've been they've been through Rodeo before all right what's a couple other things that you picked up from the training you know before we hired you that really helped you in your previous job I would also think like the biggest thing is like how do you actually approach the sale first of all like always like being a professional and always like staying on point right um but also coming from a places like you're trying to help right and like that's what really changed like the way that I came off like so much more that I'm not just pushing something right I really want to understand the current situation to really see if like if this could even help in the first place right so like people could definitely feel that right and like that alone made such a big difference right and the way that like just the quality of conversations I was having they start to open up more yeah because there's there's more trust now what do you what do you uh give us some other examples because you're you know seven eight nine ten different sales people a day from all sorts uh but what's another example of something they say or do maybe in that first minute or two that usually triggers a lot of sales resistance where are you calling out of okay that's something to where I don't know whenever I hear that I know that person like doesn't really care like they're trying to just build this weirdly relationship and like this quick five minutes before we actually talk about what we need to talk about yeah how are you doing today right yeah you're exactly right because your prospect knows that you're not genuinely interested in how their damn day is going and every salesperson has ever tried to sell them ask them the same question so you sound like everybody else and when you sound like everybody else especially when sales people have such a Negative stigma and that's not because of them it's just because of the way they've been taught how to sell the trigger negative stigma because of that when you sound like all these other sales people that they don't already like how do they instantly start to view you well the same way they view everybody else if they don't like in sales that's the problem so okay what's give me some something else some I mean you take talk these people all day like what what's something else that they typically do that they're they just don't understand that they're doing that just causes them so much sales resistance and draw like a suit like something like assuming the cell right like just going for it like hey like what like let's go ahead and get signed up right set up your onboarding with Tuesday or Thursday right and just like assuming it and just like going for it and just yeah and then when they do that sort of lay down they'll be like okay if they're not a lay down which 90 or not they're like well well I don't I'm not ready for this or I need to think about it right I'm not ready to sign up now I'm ready to you know I'm just I needed to do more research all right I need to you know get back with some companies you already work with and compare right right right I need to look around I need to think about it like I just met you guys or like just a lot of things come up like right now I don't even know who you guys are yeah this is our first time [Music] okay so just a lot of things like do come up and it's just like when they definitely I think the biggest thing is like the people are talking to like they definitely feel like they're in a process yeah right or if they if they're not in a process like there's just no Gap being built and like there's no reason for them to actually make a decision yeah there's if there's no Gap that means that they don't feel any pain they haven't relived any pain because a salesperson's questions were so off it caused them not to really relive any pain I mean they don't feel any pain that Gap becomes much smaller right when they don't feel like they have that much of a problem because your questions couldn't get it out of them that price point of your services your products seems very very high in the problem very very well right and when you're in that situation they're going to give you tons of objections and probably not buy when you're able to build a gap from where they are compared to where they want to be that is this big if you can see my hands if we're on YouTube it's pretty easy for them is that what you found yeah yeah absolutely because people typically they think by talking right people don't normally like sit there and like contemplate like how bad their problems are and what are the ramifications and what do they actually want right they might do it a little bit but really when they sit there and I ask like the right questions and they're you know they actually think through like one of the actual like things they want and what actually happens that their changes right that's where that Gap is built so large well what do you what do you see like once you know once the clients that you help bring into the business go through any PQ like even later two weeks a month later how do you see like what are they coming back to you saying like oh my gosh like I know how to do this now and the prospect did this like give me an example here start it they start to experience even in the first week or two the first couple weeks like they always tell me like conversations become like a live Easier right just from like knowing like the psychology and how we should like be neutralizing and just the way that we should just be talking to people right and I think they also start understanding that like it's not the lead's fault right and it's take more responsibility and then know like okay it's a skill set thing it's a skill set fault of mine my leg is not necessarily the leads most of the time it's not the leads 90 of the time yeah because I talked to a lot of people and I was like well the leads just aren't quite as good or things along those lines and like always how I hate to break it to them but you know we have people who are you know in their industry really yeah same type of lead yeah so like can I make a suggestion to you John you know we train a 158 Industries how many Industries do you think tell me the same thing that is the leads are not good oh all the industries yeah so just you're aware we have clients that call the same type of leads you're doing get them from the same sources and they're making five times what you are do you want to learn how they're doing that see it's getting them to start thinking that maybe it's not their leads maybe it's them maybe they just don't have the right question down maybe they just don't have the right tonality and because they don't they're triggering a lot of sales resistance and their prospects are trying to get rid of them very very quickly right yeah cool what's it what's something else that they that they kind of walk away from the training that first two three four weeks where they're like whoa I now know how to do this I would say now all like having a better question process which leads to being less monetized right so it's like if they do have to follow up with the prospect it's not just a chasing game at that point right the prospector also wants to talk through them too right instead of them constantly have to like chase people down so the prospects start to pull them in and chase them down whereas the average salesperson who's just you know going through like traditional sales training they're out push pushing I think that's a big difference you know Matt and I talk a lot about that even on the podcast and especially in the trainings is that there's a massive difference between putting external sales pressure on a prospect and you're questioning allowing the prospect to feel internal tension okay internal tension is what you want the prospect to feel not external sales pressure external sales pressures out here and it wears off okay internal internal um internal tension is happens psychologically from the questions you're asking them and how you're clarified and probing that gets them into their emotional state and helps them relive the pain from where they are compared to where they want to be and when you get them to feel that much internal tension it's pretty much impossible for them to ever go back and not purchase because they don't want to stay in their status quo and it doesn't matter the industry you're at you with me right good stuff we'll do it hey thanks for being on here thanks for stealing in Matt's shoes jealous uh we want you out there I know you're over in the Miami area so I think that yeah all right right so is it just raining out there or what yeah the worst the worst has already passed it was like a tropical storm so it just ran a bunch like it's just it's gonna be gloomy for the next few days but should be fun and you'll be fine over there all right everybody now hey you guys want to start learning you want to start learning about what we do because we give you just little nibbles here just like little nibbles on the podcast you want to start getting some more resources to kind of check out what we do just join our free Facebook group go to www.salesrevolution.pro so go to salesrevolution.pro there'll be a link here on the podcast and right when you join uh someone on my team or myself will message you well there'll be someone in my team at this point but someone in the team will message you a free training called the nepq101 mini course it's kind of a list of different questions that Matt breaks down those questions alone will help you probably do more sales than what you're doing right now and then we go live in the Facebook group about three to four times a week with different q and A's uh different trainings that will help you then if you want Advanced Training uh like Christian went through before he got in and hired with us um you can just message us on the Facebook group and you can look in with one of our team members to go over all the different training options we have Christian thanks for being on here well done you're an awesome account executive we always hear really good things from clients bring in so well done and how old are you I'm totally uh just turned 25 actually so 25. look at this dude 25 helping tons of people so congratulations dude you're doing good man I appreciate it all right thanks everybody we'll see you guys uh next week go to salesrevolution.pro to join the free Facebook group thanks Christian thanks everybody we'll see you soon hey guys if you enjoy these here's another you can watch join our free sales Revolution group click the link below join us and we're going to help you thanks for watching we'll see you real soon [Applause] [Music]