We were talking about the close of a sale, and it's really hard to get people to do one specific thing. Craig, you tell me what that is.
SPEAKER_02The one specific thing that they need to do.
SPEAKER_01Hey Craig, let's get into some coffee talk. Hey, I love it. I love doing some coffee twerk. Well, you know, talk about what? Dogs, daughters, whatever. It's coffee twerk. Coffee twerk.
SPEAKER_02Oh, Mr. Craig.
SPEAKER_00Mr. Craig, it looks like you've frozen. Yes, the audio hasn't. Mr. Craig, what living room am I sitting in right now? And this is a TV show that you might be familiar with because I'm really old.
SPEAKER_02Is that the Brady Bunches living room?
SPEAKER_00No.
SPEAKER_02Oh. Is it from that era?
SPEAKER_00The opening intro starts off with whistling.
SPEAKER_02Andy Griffith. Yeah. Wow. That is before my time.
SPEAKER_00Allegedly.
SPEAKER_01Allegedly.
SPEAKER_00For of it, Mr. Greg.
SPEAKER_01And I like Jason. Yeah.
SPEAKER_00I like your background there. You got a band. And it looks like we have um I would have to say that's Black Sky. Yes.
SPEAKER_02Very awesome.
SPEAKER_00Mr. Ozzy Osborne.
SPEAKER_02Are you frozen?
SPEAKER_00No, you are. So we were just talking about something that's very important. We were talking about the close of a sale. And it's really hard to get people to do one specific thing, Craig. You tell me what that is.
SPEAKER_02Did we just talk about this? I think we did. I know. Well, the one specific thing that they need to do at the end of that, when they say their closing statement, whatever it is, is they need to shut up. And you know, everybody knows this. You know this. Anybody listening to this knows this. This is the oldest sales thing that anybody's ever talked about. It's, you know, you say your closing statement, then you shut up. And if if you've been in the heavy-duty sales jobs, they'll say the first person to talk loses all this, you know, old school stuff. But at the end of the day, it's amazing because we went back and we pulled, I told my team, everybody take a call from today. When you when you give your uh give me the accountable routing number or whatever, their their closing statement, and and you write down the minute that that that you ask that question, because I want to listen to the call from then on. Because we're all good at talking to people, right? The most important thing is to create rapport. And once we've mastered that part, we can actually talk to people and make them our friends, right? You become friends with the prospect, then now we have to get to that point where we're asking for the clothes. And I said the rest of the call was taking the chessboard and putting all the pieces on it. But once you ask for the business, now you're moving pieces. Now the strategy begins. Um, because what happens with a lot of people, especially young salespeople, is they ask, they get an objection, they say, okay, I'll send you the stuff, and then that's it. The call's over. And what everybody needs to get in their head is they're likely going to get some objection, and it's going to be one of five objections that they always get, always the same ones. And they need to then develop their strategy, right? This is this is when the game starts. Once you ask for the business, now the heavy lifting comes in. Yep. And um, but but the first piece of that strategy, the first move with your pawn or your whatever the horse, the horse one is called, the the next move is to shut up. Now, if you have the Jabra, um, what are they? The $300 ones, they flip the thing up and it use. So we actually sat in the conference room, as basic as this is, it's like flip it up, flip it up. I'm like, I want you to practice flipping this thing up. And because it's all muscle memory. You're you know, you get excited on the phone, you forget what you're talking about, or you figure you're what you're supposed to do. And that's why it's so important to practice. So we listened. I said, I want everybody write down when that happens and send me the call. Every single call, even though we had just talked about it that very morning in our in our morning meeting. Every single call they said, I and your account and routing number, and then they just vomited words out right afterwards, like just nonsensical words. One of them, you were listening to what one of them said. One of them said, All I need is your account and rowing number, or if you don't want to do it now, we could figure out a different time. It's like you actually offered to buy.
SPEAKER_00Yeah. It's crazy. It's crazy. People don't like that on people do not like the the silence in a conversation. You'd never want to do that at the beginning of the conversation, right? Because if you did that at the beginning of the conversation, then they're just gonna hang up on you. But at the end of the conversation, silence is golden, not good at the beginning. Don't ever leave any kind of silence at the very, very beginning. Very number one rule do not just keep asking questions. If they develop us something, if they make if they put the pause on and they don't say anything, say something else and just keep keep moving it along. But at the end, a hundred percent, you want to create them where they have to be engaged. Silence, somebody has to say something in silence, so it's either gonna be you or them. And if it's you, then you lost. You you gave them all the leverage. But if you can hold out hat, let them speak, they will because it's awkward, right?
SPEAKER_02Right, and they're gonna give you a clue, they're gonna tell you what, they're gonna tell you the real thing because you say, I say, Mr. Jason, all I need is your account and rotten number, and we can get this started. I shut up. Now you're thinking, okay, what do I say? Right? You're either gonna say, Well, I need to talk to my wife, I need to think about it, you know, they're gonna give you some kind of information. And then you know, because because at the end of the day, you know that it's not what they say, right? Unless they're ready to move, it's not what they what they what they're saying is not the true thing. And we have to move them to the true one, and and it's either they have no money or it's too much work, right? These are the only objections, right? That's it. Like the only true ones. Like, I'm sorry, but if you have to go talk to your wife about insurance to make the decision about whether to switch the insurance, there's something wrong with that household. Like, I don't understand. If if you're saving money, it's a better product, there's there is no need to talk to to anybody about that, right? You're an adult, you can make a decision. Um, and you can come home and be the hero. And so so it just is it's it's mind-boggling that everybody accepts it, you know. And then there's email me. Yeah, right? Sure, happy to. Here, I'm gonna I'm gonna email right now. Let me know when you get it. Right now, it's you took you took away all their power. Yeah, we're gonna go over it because you're not gonna print out this email and sit at the kitchen table and go through coverages with somebody that has no idea what they mean.
SPEAKER_00Right.
SPEAKER_02What is that gonna accomplish, right?
SPEAKER_00Yep. I think overall, we always focus on objections, right? But I think overall the the the thing is this everybody needs to start getting you comfortable with being uncomfortable. Because if you can be uncomfortable, that's how you win. That is the place where you need to be. You need to be okay with people hanging up on you. If you're not okay with people hanging up on you, you'll never do well at this. Because it's like, why like talk to them? Is this something you're not interested? It seems like you're seems like I'm losing you. Like you're not interested. I'm showing you something really great. Is this something that you're not interested in? Because I don't want to keep calling you. Doesn't make sense, right? You have, I mean, your time is extremely valuable, and my time's valuable too. So let's just, I mean, if this is something you're not interested in, let's just move on. Correct. Like, why not say something like that? Like anything to the last thing you want to do is be like, oh, okay, yeah, you're you're probably really busy. No, no, no, I get it. I'll call I'll just call you later. It's like so passive. That's a horrible salesperson. Like, your job is to like your job is uncomfortable. So if you're making letting the job be comfortable, you're not doing your job, right? Right.
SPEAKER_02Well, they they've said that they that was one of the objections. I'm at work, okay? And I thought, well, if you're at work and you can't do this this quote, then why are you answering the phone from a number that you don't even know?
SPEAKER_00Right? 100%. Yeah, no, that's it. 100%. Like we we've closed um people that were at work. We closed this dispatcher a few months ago, a dispatcher on the phone, and they had to keep putting us on hold while while they were like talking on the radio, but they got it done. And they said they started off with, yeah, I can't. I'm at work, but you know, the agent walked them along through the whole process, they ended up buying. So I mean, the it's like kind of like what are people saying? Don't take what they're saying, take what they're doing. So if they are answering the phone, they are open to the idea of a conversation from a number they don't know.
SPEAKER_02Like they're answering the number, and it probably says potential spam. Like, I'm sorry, if you're taking that call, you're ready to make you're ready to make a move. Yep. It's insane. It's insane. Have you had a surgeon answer the phone while they're in surgery?
SPEAKER_00No. You were thinking I was gonna say yes, but I said, Well, we haven't either.
SPEAKER_02I uh if anybody has, please email us um admin at the iDudes.com and we could take a look at that. We'd like to hear that story.
SPEAKER_00Yes. But has a fun recording of any conversation. Send it in. Yeah. We can edit out some of the the the details, and if it's funny, we could we could post it in here.
SPEAKER_02Well, you know, we could we could play a call if the technology permits, and we could uh go through it. See what we think. Just an idea. I like that. Yes. Same place. One of the execution.
SPEAKER_00Uh yeah, so I think uh I think this was a co-opi talk. I think that um you're right. There's only a few objections when it comes to what we're doing, and I think it's very important that we go over those so that it's muscle memory. I also think it's important that everybody gets used to hearing no's, right? Because 95% are no's. So get used to it. But also get used to being uncomfortable. Let yourself be in a position where it is uncomfortable because you have a way better chance of winning than if you're than if you're talking people out of it. Because I can guarantee you that you know, the the natural intuitive thing to do is to let people go and and to be super courteous on the phone, like we do with our family or whatever. But when it comes to it, it's still being courteous. I mean, dude, you're working. I'm working. If this is something you're not interested in, let me know. I don't want to waste my time. I don't want to waste your time. To me, that's more empathetic than going, yeah, no, this is great. Um, yeah, I'll get back to you. Like, what a waste of time. You know? Yeah.
SPEAKER_02They took the call, they went through the whole conversation. Now it's just time to sign up. Everybody's scared of making a decision. All you got to do is help push them over the edge. And you know, all of these things that you hear likely are just a band-aid covering the true objection, which is it's too much work, I don't know what to do. Right. There's a I think I've talked about it on a different one, but there's a billboard here in town for a company that we don't like, that um it says, We make it easy to switch. Like if they didn't guess that that was the right thing to put up there. That wasn't a guess. That was millions and millions of dollars of market research to come up with the number one true objection. And they're answering it before it even happens, so preempting it. So uh you know that that's what we we work on a lot, is is how do we move them from the fake objection to the true one, which is it's too much work. And that's what we have to help the prospect arrive to that conclusion. Well, they arrived at the conclusion that it's not too much work, that's their objection, it's over. Game over.
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