Call me a liar: Way too many of us lose "sales" that we really believed were in the bag. More than likely, it's because the layers of resistance to what you were offering weren't even considered. More on what those layers are in a second, but first... ...a good sales process of our branded GHL platforms (or even affiliate links) will always take those layers into account. Most sales processes don't work exactly because people either rush to getting buy-in (trying to sell features) for the solution OR ask people who are prospects to define their barriers of resistance for them (trying to sell services). In most cases, people can't tell you how to structure a problem solving process for themselves. They may know how to do it for their clients, and they may do it instinctually, but they simply don't have the process discipline in place to explain to themselves why their resistance to change persists...and that means they don't have a time of day for you making a sale of software. Our process to overcome this is pretty simple: - Step 1 > We discover the root cause of their business struggle - Step 2 > We direct our attention to the reason why that cause persists - Step 3 > We design immediate, no barrier solutions the client can take - Step 4 > We deliver the ultimate solution by recognizing risks and overcoming them (HINT: This is where our offer lives and nowhere before) - Step 5 > We drive home the sale. Now, what are the layers of resistance and how do those stages correspond? Resistance Layer 1: We disagree on the problem. Just because a client says "there is no problem" doesn't mean they're not a good prospect, and frankly, we ignore these people way too much. However, there is a ton of money to be made here if you just shut your trap and listen! Their business isn't perfect. There is a way to help them make more profits. This is where the "5 Whys" technique is so powerful. Ask people to just talk...even complain! Don't ask them what they think their big problem is - they won't know. I even think asking them to explain why they scheduled a call (if you had an appointment set) is unfair...and unhelpful.

Showing up and sharing more @Robb Bailey : Following up on the post I made last week and my LevelUp session, I want to dig deeper into the framework that's let me maintain 80% profit margins -- while outselling folks who are naturally better salespeople than me. As I always say, it all and only comes down to one thing: PROFITABILITY IS THE ONLY THING BEING SOLD. That's it. That's the whole game (I'm serious -- it's all in CAPS). But here's the paradox every SaaSpreneur faces: 1) Someone needs to know GoHighLevel's technical features well enough to deliver results. 2) If you lead with technical terms and feature dumps, you'll kill the deal before it starts. So how do you bridge that gap? 1. Get Them Talking (Like, Really Talking) Your prospect should be doing 70-80% of the talking. Not about what features they think they need—about their actual reality. You need them to talk about four things: a) Who their market is b) The challenges they have serving that market c) The barriers preventing them from overcoming those challenges d) What they've already tried to fix it Secret weapon: The Five Whys Technique. When something strikes you as worth investigating, just ask "Why?" five times...keep going, though. Don't let a rabbit hole go unexplored. This is why: Most business owners haven't/aren't trained to investigate like this themselves. Frankly, most (and this includes us) aren't willing. If you walk in and ask "what's your biggest problem?" or "Why did you schedule this call today," they're going tell you whatever bothered them most that morning. That's not really helpful to anyone. Your job is to dig deeper. Get them to brain dump. Let them complain. That's actually wonderful—because while they're scattered, you're bringing the discipline they lack. 2. Solve the BIG Problem (Not All 20 of the Small Ones) During your discovery, they'll list 20 things they're upset about. Let them. Because here's what most people miss:

Not many people attended my session...wasn't bothered. I expected it. I'm a "nobody" in this place compared to the other three badasses that were presenting at the same time. But I sell like a mf with profit margins around 80%. So, I figured if just a few folks knew how to sell better, it was a success... The questions I got were good. I had one question that I wanted to come back and answer for everyone here. If you were the one that asked it, correct me if I am paraphrasing wrong. The question: "Is this the point you qualify their ability to pay as a client?" My answer: "I don't think that's the right question. The real question is are they serious about being profitable? If they're serious, they'll take your injections (immediate actions) and make money right now. Then, they likely have a whole lot more money to pay you than they might have had before..." Let me explain. I operate my sales calls on three rules: 1. We only sell profitability. That's it. Our "offer" is the logical explanation of how that happens, but I can outsell better salesman by being a hell of a lot more clear on how people walk away from our calls profitable. 2. It takes the client's / prospect's intuition + our discipline as experts to make something profitable. They know their business - we don't. But, we are trained to problem solve. They aren't. If we can listen, we can make them money, which means we can sell. 3. It takes practice. There is no magic bullet. There is no easy button. The solutions are simple - but they're not easy. It takes focus and discipline. To that end, here's how I want to explain my answer to that question: IF we qualify a client based on their offer to pay us AND the client cannot pay the price we set... THEN they will not buy because they don't have the cashflow... WHICH means our offer is worth nothing (because the price means squat. Remember - the rule is profitability)... So approach it like this: IF we qualify a client based on their seriousness to profit AND the client immediately implements our injections...

Seeing Robb at GHL mastermind. Privileged to learn from smarter people, and excited to grow!