so was the issue before you guys got off
he's a bit on the fence but he knows how
the joinin chill will work okay so
here's research on this okay when he
said that what did you say so at the end
you were justifying a little bit okay
okay let's roleplay this event okay so
when someone says if they say I want to
do live with more research that's not
the truth right that is not the truth
that's not what is going on what do you
think is going on what is he thinking he
fear of making a mistake don't know if
this is the right thing to do he could
clearly see this deal will make him a
lot of money but he's living on the
fence right so he needs reassurance the
problem is the way that you did it if
you told him all we we know just trust
me man
uh you know we've done this law we've
done millions of dollars with with JV
partners you can just trust me on this
dad actually has the opposite effect
right it's like it's like you tell
people oh you know I'm honest just just
trust me right you know I'm a Christian
it's okay
right hey you know I trustworthy person
doesn't need to say that so instead of
saying that next time if for the Knicks
potential JV partner what you could do
is so when someone says oh you know what
Steve and I I need to think about a bit
I I needed some more research so I want
to know if that's the truth or not so I
want to cut through the BS okay so let's
well play this so pretend you're the JV
partner and I am you and I'm talking to
you okay so I try to go out tell me one
here's a moisture hey you know what uh
Steven let's pretend you do your
research and you've done the due
diligence and you like what you see
what's gonna happen next and we can move
forward with this okay pause off the
wall play so from there I want to get a
commitment I want to see if because
otherwise he says Wow after I do my
research damn maybe you will do
something or maybe we'll do something
six months down the road well that's not
the truth right sure it deaths just a
lie right because pause backs lie so if
that's I want to find out if he actually
wants to do something always just be
asking me right so in this case he does
want to do something but should it be on
the fence right so let's keep going go
back to roleplay so what's gonna happen
next let's pretend you like you like
what you see and what's gonna happen X
[Music]
lost even before we get out the phone
tell me that this is bottom line this
what would it take for you and I to do
business today what do you need from me
in order for us to move forward
whether or not because I took this time
to build up my audience I want to make
sure that this is something that they
would actually accept I want to do maybe
like a smaller test is that something we
could do okay
bingo that's the truth right that is
what he's thinking about okay I don't
know if I want to burn my list what if
it doesn't work what if this is not
something that they want to buy right
let's handle that then you can go back
okay let's pretend we could do a small
list like well how long would that look
like maybe instead of doing an email to
all your entire list maybe we shut when
the list instead of doing maybe five
videos why don't we test just one video
and see how that works right or yeah and
then and then you can also ask him well
what what information you need from me
in order to to do the deal then he might
say well I just want to make sure that
this product it's a it's going to be
beneficial to my audience okay then you
can ask him well what testimonials help
so let's go back and we'll play a little
bit okay exactly you know Stephen the
way you do research exactly what are you
looking for what were you hoping to find
[Music]
appreciate that so suppose I could give
you some some testimonials from our
graduates and successful students would
that help how many of testimonials would
you like to see like say two or three
okay so I'll give you two or three sure
sure and I know your particular audience
and we know that we have students and
clients in the same demographics right
the same kind of background so I think
we appreciate those actually we probably
have if I calculate we've got over a
thousand testimonials but our picks
three or four yeah I think with would
that's what you want to see what else do
you want to see
what what about in terms of our refund
policy would you want to know that so if
your students if your students don't
like the program they have like 30 days
to change the mine so that's okay if
they guess we only want students who
actually get benefit and enjoy what we
all would give them right would that
help
okay what about would you want someone
to talk to maybe a couple of JV partners
that we have done business with yes sir
- no - no liberal about the process and
what's what's the experience like
working with us right okay
so Steven let's pretend I could give you
the testimonial to two or three
testimonies you're looking for our
refund policy as well as a couple
references from past JV partners they've
done business with how do you feel about
that okay boom how that's done that's
how you do it
don't don't buy into what they say you
got a lead you gotta ask questions and
dig deeper and find out what's what's
the truth what's holding this prospect
back that's what I want to know right
from there then it's not so much I want
to do more research the thing is it's
not that I want to do more research
what he's saying is I don't trust you
guys enough yet so let's reassure the JV
partner what we need to do it needs a
little bit more information
instead of having him go out there and
do whatever researcher heat that he does
and may may not be accurate why don't we
put by exactly what he needs so that he
can move forward and sometimes when you
do this they'll be like you know what
forget about it I'm ready to go they'll
be like you know I don't need more I
don't need more proof I don't need more
I'll need to do that right you got it
okay awesome so next call tried it out
okay you got it
good bye