CIP - S2 - 054 - The 70% Close Rate System – Secrets From a $30K High-Ticket Sales Machine (Part 2) with Tiffany and Josh High

The podcast you're about to listen to is for entertainment purposes only. Nothing you hear should be taken as legal, financial, or professional advice. The majority of people do not make money as coaches. If you hear someone on the show who has had extraordinary results, they are the exception, not the rule. You could do everything you hear on this podcast and still not get results. We don't know you and we are not implying you will make money from anything you hear on the show. If you're not willing to accept that, this is not the show for you. If you're still here, let's get into it. If you give too much away for free, then you will start having the objection of, that sounds great. I love that. I'm going to go through all this first and then I'll come back to you once I go through all this cool, free stuff you gave me. Welcome to part two of our exclusive sales training with Tiffany and Josh High and their ultimate secret weapon, Sean Anderson. If you haven't listened to part one, stop here and go back right now because we are building on the audience psychology and participation strategies that we just covered. Now today we're diving into the advanced tactics. How to psychologically condition audiences to see high prices as small investments. The storytelling framework that eliminates objections before they even surface. And Sean's counterintuitive approach to handling that dreaded, what's the price question? These are the closely guarded secrets that create those 70% close rates on those 30, 40 and 50 K offers. Let's dive in. Do you want to either one of two things talk more about like how we train them all throughout the event to price frame, how 30 grants not a lot of money. So when they get back to the room, their talk tracks or we can talk about how we strategically storytell all throughout the presentation on the top objection, as we already know, most of the room will have. We can do so many cool things, Steph. There's also questions. I know Matt and Bri both have questions just hands up. I'll read the chat a lot. I just talk so you guys have to interrupt me and ask me those questions. What are the questions? Let's make sure we get those answers. Bri, yeah. Like Bri, I know that you had your hand up for one. Yeah. Yeah. I just had a quick question about webinars because I like my goal was do a webinar every two weeks just to practice like my speaking because I get so nervous. But I had been practicing like with posture and the pitch at the end. I guess my question to this is that I have a $7,000 product. And I have been you know, you de-framing the price if you want to buy storage facility, de-risk yourself, right? And all the whole things. And so I gave it 48 hour bonus and I this is where I don't know if I'm doing this right. They have people say show the price and don't show the price. I've been doing both to test them. And last time I showed the price and I've been perfecting that over a time. I had like seven people book call, but I just do. Show the price before they book a call or show the price after. So I was show the price and then I have two QR codes, which might be the thing that I'm not doing well because it's too called to actions. Once 48 hour bonus book a call and the other one is, hey, buy it. Like you've got 48 hours for this. Buy it and put or book a call with my team. What did you say on your test so far? I'll give you my opinion. You tell me what you see. Everyone is booking a call. No one's ever really bought it straight out of the the shoot. Why do you think they're booking a call? Is that a buy it? Because they want to get to know if you're like the real person that can actually help them probably. And like, yeah, we want to be able to ask their specific questions that tailored to them. They want to reinforce what they think it is. Is it this? Is it that is a ABCD? Am I getting the key? Is that included? How long is it that I want to confirm that? How much time does it take? All of that stuff. My opinion is we don't do price on hour for a week to our today. We don't do price. We objection block price, we frame price, we frame time, we give context to purpose, we give value for the solution. And then book the call because we've seen the most successful that direct link with price. Because a question and answer is a no. Very few people are going to buy two, three, four, five thousand dollar items if they have a question. And it could be a simple question. It could be let me confirm the data or what if I can't make a certain date then what they won't buy until that question's answered. Right. It's just a no because I don't I'm unaware. I'm on I don't know the answer to this thing. So I'm not going to do it. Right. We did that all the time. Actually, our house, we just remodeled our bathroom and I'll tell them to talk about it. I hate remodels in my house. But in my wife did not buy a certain tub because she did not know the exact shipping date. And she wanted it and she couldn't get someone on the phone. So she went to a completely different company to get the certain jetted tub she wanted. They would because for sure they've answered the phone so she bouts because all she wanted was like, when am I going to get this? Because I have to schedule my contractors, my people. So for her, it was like if I, that's an unknown, it's a no. I've got a question about with the price. I then get a lot of people literally flooded in the question and answer. What's the price? What's the price? And it's literally like, what's the price? I'm sure you guys get it too for 15 minutes of the Q2A. How do you handle that? So hours is a little bit different because we do it two ways. Number one, price depends on volume of people. Number one. So if you are going to our workshop with your business partner and your wife, there's discounts and the price changes. We also run promos periodically. And so the price could change on the problem. Number two, price doesn't matter if we don't think you're a fit. So we posture is this the right thing for you? And that's why you want to get on the call is to walk through, make sure it is that you apply. It's the right thing. I don't want to sell them something that will solve their problems and saying it back. Exactly way to them is the key. Yeah, but we don't want to put your games in. Yeah, we want to get to the end. Yeah, we feel like it's going to solve your problems. Yeah, we have the exact same thing on our tables of the workshop. What do they want to know? And day one, we do, we do the education. We don't tell the price. We do our small group coaching is all all these wonderful things desire all that fun stuff. We want to talk to a coach, talk to a coach. So they come to the back and they talk to us. The very first question they ask every time is Sean, what's the price? The very first question, totally logical. My response every time. Briya appreciate that. We'll definitely call to that. I'll definitely tell you the price. I'll tell you all of that. No problem. If it makes sense for you and your business, first, I want to make sure that this is going to solve the problems that you have in your business, too. I want to make sure you're fit. And what do I mean by that? Briya, I'm energy effort coach ability. If you don't have any of that, unfortunately, we wouldn't even allow you in the program anyway. So let's sit down and have a conversation. You could ask me all the questions you would have and then I'll ask you the questions that we have. We'll make sure it's a good fit. And if it's a good fit, we're very 100%. We'll talk about price, payment plans, whatever it is that you need on that. We'll talk about that for sure. Do you? And my last question is, do you do a 48 hour, hey, book, if you book a call in 48 hours, then you get X or even I mean, because it's like, you want them to book a call immediately because they're thinking about it. That is our great. And Sanos are absolutely great. We don't do that. We don't do that for hours because our, we give them eight weeks access. To this particular course. It's a four week course done twice. So you can come in for two months. We know we have structured follow ups with them already during the course. We don't do that. For you, if you're doing a, if you're marketing to one webinar, it's a live webinar. You don't want to shout out that. Depending on your follow up process, depending on what you have in place for that, that's something we can talk about later as well. Follow up process and a lot of money is made in follow up. If you have this one shot at them and incentive to take action is really good. It's a great idea. What you have to decide as a business owner is if I give them a really cool incentive to get on a call, you would have to analyze. This is me getting really technical to you would have to analyze. Are you now getting the objection from your audience that I'm going to consume that thing before I take action on this thing? I love that. And you have. Don't be. Don't be trying to be passive about getting direct with me. So John says I give way too much out guys. So we run into that objection because tips and over fulfill are on everything she does. So we run into that I'm going to consume all of this stuff. That's one of our number one objections as a company right now. I want to consume all of these things before I do the next step. And so now we're working on that and as businesses, that's actually the exact same thing I'm dealing with, right? Is I over share and so it almost sounds like maybe this is more of a reframing mindset shifts to try and get them to have more mindset shifts to then move into, okay, now I'm being ready for the actual sale later or is there something I missed with that? Create urgency. see on the problem your current product solves. - Okay. - Great urgency on the problem your product solves. - Guys, everyone should write that down. I'm just gonna say that. Everyone should write that down 'cause it's the only thing you take from this training. It's that right there. I just wanted it, I didn't mean it or I'd put go ahead. (laughs) - Great urgency for the pain your product solves. I am that. You don't wanna give away freebies or too much to solves everything. - Are you sure on, can you give an example of that? - Sure. Oh, let me talk with you this real quick. Walking the line between, well, I wanna give them. So, Tiff and I have debated this for two years now. So, we cover multiple departments on our really, really, really, really, really cheap training. We cover all these different departments. And it's way too much for people. In my opinion, it's an insane value for $100 to $200. And so, you have to analyze as a business owner. If I make my initial product, my initial webinar, if they come with a context that this is gonna solve everything, you gotta analyze how you're promoting that particular thing. If you can get it down to one thing. This is going to solve this one thing for you or these two things for you. Or it's gonna get you inside, not solved, inside. That's where language and verbiage becomes really important. It's gonna get you inside into these two or three important things. If you say this free training, that this solves this, gonna solve everything for you. You're gonna know ABC, EDFG. In their mind, they're assuming that that's gonna be everything that they need. And now you're gonna offer something else. And so, walking that line between, the purpose of this is to solve this one or two things here. To get you this one or two things. And so, how do you reframe that at the beginning, breathe? When you do, this is what we're going to cover today. That's where you can reframe it. You have their attention. So, this is what we're going to cover today. If you see, if we cover that today, if we hit this today, how many of you would consider this an incredible use of our time? And get them to say, yes, yes, yes, yes, yes. Cool. That's what we're gonna cover today. Those three things, right? So, you have context what you're doing. So, the question was, sorry, darn. The question was, how do we give value to the pain? So, reverse engineer, your product, you're trying to celebrate. What does my product solve? Now, what does my next thing solve for them? What does my next thing solve? What's the problem it solves? And then you want to amplify that pain and that problem during the course of your rubber. You want to create storytelling around that problem and that issue. You want to get them to, I almost had to wait a bit for a minute. So, okay. It's gonna go into storytelling nature. But we're gonna have time for that today. We'll talk about that another day. You want to tell stories that amplify that pain and get them to say, get them to want to solve it. So, you guys might be saying, well, Sean, if I'm constantly selling something, they're gonna get mad that I didn't give them value. All right, cool. Great question. I appreciate that. What I would do in your presentation is I would ask them periodically and I get on Josh and Tiff a lot about this as they know. Ask them if it's been valuable so far. Once you teach a concept, hey, was that good? Let me know. Did you like that? Yes or no? Was that valuable to you? Yes or no? Was that a good use of your time? Yes or no? How many of you are glad you spent the time the last 30 minutes with me? Why do I want to do that? I want them to say what I taught them was value. Mm-hmm. That's really good. Gradients. Yeah. Gradients. So, for example, I could do that right now. How many of you guys agree just last 45 minutes of dive? How many of you like it? How many of you think this is very helpful? How many of you think two things that you can impact your business? And you guys would say, yes or yes, then I would ask you, how many of you want to learn more from us? How many of you think it would be cool to spend two, three, four, five, six months with this? What do you think would happen to your business if you spent six months with Tiffany and Josh and I training you on your language, your verbal, your framing, your persuasion? Let me think that would be really cool. And then you could put this down. Yes, yes, yes, yes. Well, I just do, I just move you guys up the grade and that's a byproduct from us. That's really good. That's really good. What's the program when you guys coming out the program? It's just going to be a hell of a hell of a-- That sounded like a great pitch. I-- [INTERPOSING VOICES] Here's my wallet. I'm going to stop up and take my money. Here's my Bitcoin card. So three, does that make sense? I can instruct you of your presentation. If you're going to sell more product, which you will, and you should amplify their pain, but now you're like, Sean, I feel like I'm selling a lot. Well, get them to tell you what you've done so far as valuable. Hey, I know I've only had 30 minutes. How many of you liked it so far? I think this has been good so far. I know it's only been 45 minutes. Especially if you just keep something really cool, something really impactful. But you know, you get a lot of ah-haz or booms. How many of you are glad you've been here in the last 45 minutes? I think this is a really good use of time. Awesome. Thank you. Thank you, Andy. Thank you, CJ. Thank you, Duncan, for that. And you move up. Gradient move. They just told you this is valuable. Now when you get to your Android, you get to your clothes. Hey, imagine what six months will be with us. You thought two hours was really good. I love this. And I guess one or two things that you have Tiffany or two actually practice, like to practice. So you know, it's like listening. I was a D1 athlete. So like rewatching videos is what actually Keith and I have been doing as accountability piece to it. And it gets you so far because you don't even know so much. And so what do you have them do to like stop their old habits and maybe switch to something better? Are you in Joshy meeting? I have them scheduled type of talk to me. That's what I do. Yeah, we do the weekly training if not more than that. Like someone who's talked about a book earlier and don't give me your wrong like, just think about, you know, I play basketball growing up. Yes, I could read a book and like walk away and be like, OK, so the one spot does this, the two spot does this, whatever. But could I go out and win a championship by reading the book? Absolutely not. And so when it comes to speaking, the one thing, and I'm still guys like Josh, I would say, and Sean can comment on this. I am a very, I don't know what the right word is. I like to stay a little bit authentic to me. And like, I'm a direct personality. And Josh is a little bit more polished with speaking skills. So we try to compliment each other. But it's a sport. It's like no different than being in phone sales. Like you don't just train once and like, or even once a month and then be good at phone sales no matter how good you are. Like Michael Jordan practiced every day and still had a coach telling him what plays to do on the court on like game six of the championship. And so speaking is all about reading plays in the room. And so the one thing I've done with speaking is I only try to take like one or two new concepts max like a week. Because you will forget even how to leverage it, how to use it. Once you do it, once you'll price screwed up one time on a webinar, you'll figure it out like, you know, when Josh and those guys are when Sean and Andy Tanner taught me the 100 grand is not a lot of money. You know, Andy was like sharing me this film of him getting a whole room of like 500 people to scream 100 grand. It's not a lot of money. And so I was like, oh, that doesn't look that hard. I'll go do it. Oh, they were. And I went to my event and I was like doing what I thought was exactly what he did. And literally they complete opposite happened. They're like, yeah, 100 grand. Well, what do you mean? What do you mean? I'm like, oh, shit, this is failing. But it's like no different than being in basketball. Like you miss the free throw. You go back to practice. You fix your form. And so I would say we have to take on one to two max new things a week because they have to build upon each other. And then you have to put them to practice. And it takes a lot of reps. But I would say like if you Sean, what are like some of the most fundamental, I think that one thing I struggled with Josh that I had to do a lot of practice on was - Prequession. - Telling him what to do. Like the prequession phrases. - Yeah. - I just like. - I just like. - I just think of it too. - Tip is a tip. - And that's a big one, especially if you're on a webinar. - Yeah, Tiffany is really quick at implementing. Josh is much more practice than that out. Josh wants to go through it the day before. He wants to go through in his mind and have it set the day before. Like when we first started together, he would be like, dude, that's too much too fast. Don't do it live like that. We got to, so Josh and I had to figure out like, our cadence of live training where tips like, just tell him what to say and I'll figure out how to say it. But Josh is more calculated. And I have a lot, my best friend Brian Wilkes is exactly like Josh. I want to script it. I want to think it. I want to practice it a couple of times. And then I'm going to go do it. I don't like to do things off the cuff live that much. And Tiffany's a little bit more like, I'll figure it out. Sometimes it works for us sometimes. I'm like, what do we do at life? So, Bri, there's two things that I would do. I would say, what's the outcome I want? Make sure you're very, very clear. I want them to get on a call to talk about this. That's probably what you want them to do more. So then buy directly. Because 7,000 buy directly with unanswered questions is going to be difficult. So you're going to want to push towards getting on a call and make that call valuable, making spending time with me and my team a valuable thing. Number two is, what's the top three or four objections that they give you? Know the top three or four objections. When I'm on the phone with somebody, or your team is, you have to know, what are they telling me the most? What are they telling me the second most? Why are they not buying? Or they're buying with question. Like, oh, OK, it's those days of the week. OK, I guess I can try to figure it out. And now you can reverse engineer. Well, how do I block those four things to my presentation? If it's money, how do I frame that? How do I get them to focus on ROI in my presentation and not the investment? How do I get them to focus long term and not instant gratification? How do I get them to take action now as opposed to the way? How do I get their consequences of inaction? But that's what it is. That there's lack of urgency. So you got to know your objection. Everybody needs to know, where am I top three to four to five objections. My team-- is getting on why somebody is not buying this product. And then you can start crafting. And then we can develop and work on storytelling together. And then I can't teach you the storytelling matrix where you can get them to buy stuff in the past and buy stuff in the future and buy stuff now. We can talk a lot about that on that mindset shift. You got to know what the objections are. You got to know it. Would you guys be willing to come back and do a part three to this? I'm sure that people would definitely appreciate that. I know that we're at time, but we're actually a little bit over. So I want to be respectful of your time. You guys did an amazing job today. How many people on this call got tremendous value from the call today? I want to see it in the chat. We didn't do his work. He's got a great chat. Great. Give me a chance. Wait, there are some people. We got a role play with Darren. Yeah, redo it. That's awesome, guys. Yeah, we want to know. I mean, everyone's asking about-- I mean, I don't know if you guys trained this, but that's definitely-- So we don't typically ever really-- we've actually never trained anyone outside of our company on speaking. We developed trainers internally. I know Tom has said a lot of people reached out. And if we did something for like 90 days or something like that, so you guys can understand deeply each fundamental. Is that something you guys are interested in? Because we have never done it outside of our own company. And it's not really something I'm trying to build a community around or anything, but I'd be willing to talk to Sean about doing like a 90 day group thing with you guys. And the reality is, is like, you can really only cover one core topic a week, or you won't really like retain the information. Do you agree with that, Sean? I mean, I want one a week as a lot, but yes. OK. So a couple things on this. If I wouldn't have known we were offering something, I would have loved more sales. But the same. I would have framed a lot more all this. I would have got a lot more desire questions out of this. But yes, we could have a look at that. What it would probably look like, Tip, is it would mimic what we do. It would be topic implementation and then launch. What we do a lot of this topic implementation, and then we do video review. And topic implementation is like video review. That's what we do a lot of. And so if we were to do it, God, that would be really cool. So for example, for you, what I would say is that if we were to meet, I would say, give me your top four. And then we'll craft stories and objection blockers for your top four objections, which is probably going to be urgency. Probably going to be invested money. It's probably going to be a little bit with time. Value is always a big one. So we would reverse engineer, well, how do we cover those and storytell? And how do we get yeses on our lives more important and get them to focus and shift on that? So we would do a similar-- we could do a very similar-- we have our template in place for what we do. So we could definitely do something like that. Yeah, guys. So like what he's talking about, both for back of the room, film sales, and speaking, we watch film every week. Sean does. He chops them up. And then he has quality control, essentially, scorecards that we fill out. So we can even show you guys examples. It's so different, guys, than watching film after a basketball game. Every elite athlete is watching film after a basketball game, pausing, playing. Did I run that play rate? If not, how's my form? And then that then drives. And the KPIs then will drive from the event what we have to go practice before the next event. I want to be the D1's, be key now. That's funny. You guys are really cool. So there's all the brothers in there. We do this like our real estate, but this is exactly what it is. And then-- I'll look at Jets' comment, Tiffany Overshared. Guys, this is the first time I've been on some live barely spoke. This is-- Yeah, so-- That's the speech to take investors through. We teach our real estate investors is tracking, identifying, most of us track metrics. The next step in your progress as a sales person is identifying what the problem is, and then fixing the problem. So one thing, guys, that I use on webinars just a quick share. And we can go over this another time, too, is your pilot, well, how do I track my KPIs for the webinar? How do I know what I need to improve? And so I like to give this analogy. Let's just say, Michael Jordan is in game six of the playoffs, and they lose by two, but they're-- or whatever, you guys get it. They lose by two. They're going to the next game. And what some people do is they'll go back to the drawing board, and they'll just change a bunch of shit that actually wasn't wrong. And if you want to look at his KPIs that game, if his free throw percentage is 90%, but he shot a 70% then the coach isn't going to say, hey, let's go add some fancy new plays, a couple extra slides. Well, he's going to say, Jordan, if you would have just gotten closer to your one thing right here, then we would have won the game. So for the next week, that's all you're practicing. So we hyper target. So during a webinar, some things that we do during the workshop and at the webinars, both live and digitally, is I'll say, hey, guys, the beginning presentation. If you learn something new, it adds value at all during this presentation. I need you to give me a boom in the chat. And guys, this isn't about love for trying to hype things up. Like, literally, that's my feedback loop. So after I get off this presentation, I want to be the best trainer I can for you guys. The only way I can continue to get better for all of you and future people in this program is I'll go back and I'll pay attention. Hey, did this segment get zero booms? Did this segment get a bunch of them? And then let's just say my audience is a little dry. I'll be like, guys, man, last month, I had like 50 booms during that. Like, did I fail at explaining that, Sean? Like, did I say it differently? And then they'll be like, no, boob boob boob boob. OK, just let me make sure. Are you guys awake over there? Am I still living out on my promise that I told you guys would have today? And you'll notice the segments within your presentation of like, wait, I'm getting zero feedback. And that can be like an indication to where you might not be adding value. And then we do value loops a lot of like, hey, guys, I just want to stop right here before we keep going. I just want to make sure, like, do you think that if you were to execute this one thing out of like this whole 90 minutes? Like, do you think maybe you would close an extra deal a month or do you think you might make an extra five grand on the spread? Like, and they go, yes, yes, yes, yes. And OK, boy, I just want to make sure I'm living out to what I told you you would get in this program. Cool. Let's keep going. And their feedback will tell you where you need to spend your time. Well, the three-star, I hope I answered your question. So I'll obviously brief answer. If you can identify that the problem, your solution solves is worth way more than the price, then you should be OK to fulfill that. You should be OK to that. If you cannot clearly define what does my next product solve that they would say that's more valuable than the solve itself, like the solution cost less than fixing this problem. If you can't identify that, then you've got to look at what am I offering in my front part, that should be in my back part. So yeah, so if you can amplify a pain that your product solves and that, and you can make that the solve big, meaning that's a $50,000 solve. That's $100,000 solve, then we've got a score to work on storytelling. If that particular solve isn't worth that much, or you can't identify that much pain that quickly, then you need to pull from your freebie stuff or pull from your front stuff and say, well, where should this be done? Because this particular item-- I could create so much valuable for that. This particular thing, this particular lesson, I could create, and that's what I like, playing with your presentations and adjusting when you deliver stuff and when you don't deliver stuff. That's that fun game that all of you will play with. If I do pull it from my front side or my cheaper and free product, do I still get people on? And that's a fun test to measure thing. That we don't like because that's not a solid answer. But that's the test to measure. If I pull this from the front, do I have problems getting people on the front now? And if that's the case, OK, now we've got to shift it. Now I've got to put that back in because I dropped 50% or whatever the drop is for you. And then I got to figure out how to make my value stack solve more problems that create more urgency. Great stuff. Amazing. The stuff that you just like rattle off the top of your head is just like mind blowing. I know for me. And I'm sure a lot of people on this call, man, you guys are amazing of what you do. 100% great stuff. Yeah, we try to create all of you. Yeah, absolutely. Do a great job. All right. So guys, I'll talk to Sean. And if that's something you guys are interested in, I'll talk to Tom. It's not something we'll probably do regularly, but we can do something one off. And we can go from the airfare. It's a great work for you guys. I like the bam. See, Tom will be like, give me the bam in the chat throughout. And I say boom. Bam. And then guys, one thing if you work with us spouse, we do at the events. That's kind of fun is we create a competition. So we'll say, OK, by the end of the two days, who's got more booms? Josh or me, like, we all got to remember, I'm the one that, you know, the woman, the woman always wears the pants. And so just like creating a fun atmosphere with something like that at your live events always helps them like participate. Awesome. Yes, we'll get together. Then we'll put something in the group, guys, for you guys fit in the private group. Awesome. Amazing. Amazing. Yeah, Sean, you guys are welcome. Thank you guys so much. Guys, great. Awesome. All right, awesome. Thanks, guys. Enjoy the guys. Thanks, guys. All right, guys. Bam. All right, that is a wrap for today's episode. Thanks for listening. Here's the-- the truth. 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