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5 Closing Mistakes That Are Killing Your Deals (Episode #7)
76 Plays7 years ago
What's going on everyone! On this episode of the Solarpreneur podcast Taylor Armstrong and James Swiderski will be covering the top 5 closing mistakes solar professionals are making and more importantly, how to turn those mistakes into cold hard cash!
Want to be coached by other solar sales pros who are already kicking butt in the industry?
Join our solar sales academy today and take your income to the next level in 2019!
Sevenfiguresolar.com/tradesecrets
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Transcript
Introduction to Solarpreneur Strategies
00:00:00
Speaker
Look, in the solar business, there's really only two types of people.
00:00:04
Speaker
There's the ones that crush it, make six, seven, and eight figures, and then there's everyone else.
00:00:08
Speaker
The question is, which one will you be?
00:00:12
Speaker
Over the last four years, we've studied the sharpest solar sales and marketing professionals and how they build multi-million dollar incomes using only the best sales and marketing strategies.
00:00:23
Speaker
So how do these solarpreneurs do what they do and what makes them so successful?
00:00:28
Speaker
This podcast is your answer.
00:00:31
Speaker
Join us and thousands of sales pros, marketers, and entrepreneurs as we take the solar industry by storm and uncover what it takes to sell more solar with less effort.
00:00:42
Speaker
Welcome to the Solarpreneur Podcast.
00:00:51
Speaker
So let's kick this off.
00:00:53
Speaker
What's up, Solarpreneurs?
Impact of Mindset on Winter Sales Slump
00:00:55
Speaker
I am here with the one, the big dog, James.
00:00:59
Speaker
How's it going, James, in Utah?
00:01:01
Speaker
Doing well, Taylor.
00:01:02
Speaker
Doing well, man.
00:01:04
Speaker
Right on, right on.
00:01:06
Speaker
So today we're having another podcast, and we're going to be talking...
00:01:11
Speaker
Some reasons for the no-close.
00:01:15
Speaker
Today, a lot of people are going through their winter slumps.
00:01:19
Speaker
I think I'm seeing that.
00:01:20
Speaker
I'm seeing deals slow down.
00:01:23
Speaker
I think a lot of people are seeing the winter.
00:01:25
Speaker
Why is that that people slow down their closing deals in the winter?
00:01:29
Speaker
What do you think, James?
00:01:31
Speaker
It, uh, Taylor, man, the biggest thing, it comes down to mindset.
00:01:35
Speaker
You think the winter is going to be a slow month.
00:01:38
Speaker
It'll be a slow month.
00:01:40
Speaker
If you think it's going to be profitable, it'll be profitable.
00:01:42
Speaker
That's what it comes down to.
00:01:44
Speaker
Yeah.
00:01:46
Speaker
Yeah.
00:01:46
Speaker
And I think a lot of people get it in their head, especially in Utah, you got to dump and is it snowing there yet?
00:01:52
Speaker
Only like 12 inches on the ground right now.
00:01:55
Speaker
It is brutal.
00:01:57
Speaker
Cause I'm here in San Diego.
00:01:58
Speaker
I'm complaining about the rain here and saying, I don't want to, I don't want to go work cause it's raining outside.
00:02:04
Speaker
Then we got people in Utah.
00:02:05
Speaker
It's dumping snow.
00:02:07
Speaker
Got down to like seven degrees.
00:02:08
Speaker
Yeah.
00:02:09
Speaker
Just this morning.
00:02:11
Speaker
Yeah, I can't imagine.
00:02:12
Speaker
So a lot easier to make the excuses, I'm sure, even in Utah.
00:02:15
Speaker
But I think everywhere it's getting darker earlier.
00:02:18
Speaker
It's snowing.
00:02:19
Speaker
It's colder outside.
00:02:21
Speaker
So I think that's a big reason, especially for, I'm sure, companies that are out knocking on doors.
00:02:26
Speaker
I'm sure it's kind of slowing people down.
00:02:30
Speaker
But today we are going to talk about some things that
00:02:33
Speaker
that happen in the clothes that cause people to not close deals.
Challenges of Seasonal Solar Sales
00:02:38
Speaker
So that's going to be kind of the topic of today.
00:02:40
Speaker
And I'm sure we're going to go into a lot of these things too, that are going to help counteract, counteract the effects of the cold weather of the season slowing down.
00:02:50
Speaker
Um, I think another thing that gets in sales reps heads is in the winter, at least out here, everyone gets the lower bills, right?
00:02:57
Speaker
They're not as high in the summer.
00:02:59
Speaker
Yeah.
00:03:00
Speaker
So that's something that comes to my head.
00:03:02
Speaker
If people aren't paying as much for electricity, then that's not as fresh in their mind that they're getting high bills.
00:03:10
Speaker
Have you seen that too?
00:03:11
Speaker
Do you think that's something that gets in?
00:03:13
Speaker
Oh, yeah.
00:03:14
Speaker
No, that's why the summer gets so busy is everybody's, you know, they're hurting.
00:03:17
Speaker
They're like, man, dude, my bill sucks.
00:03:19
Speaker
But I think a real quick way to, you know, fix that is to realize that
00:03:25
Speaker
When you go solar in the summer, you're not going to see the benefits that summer.
00:03:30
Speaker
It's going to be either later in the fall that year in the winter months.
00:03:34
Speaker
So if you go solar right now in December, January, that's what you need to help your homeowners realize.
00:03:40
Speaker
That's when you're going to be able to reap those rewards, so to speak, in the high summer months as well.
00:03:47
Speaker
Yeah, I agree.
00:03:49
Speaker
Yeah.
00:03:50
Speaker
Well, cool.
00:03:51
Speaker
So let's start talking about how we can make that extra money, close those extra deals, buy that special lady, that Christmas gift, and start loading up those gifts in Santa's sled because that's what we're all about here in the wintertime.
00:04:07
Speaker
We're about dominating.
00:04:08
Speaker
We're about making more money.
00:04:10
Speaker
We are about closing more deals.
00:04:13
Speaker
Um, so do you want to get into these reasons for the no clothes James right now?
00:04:19
Speaker
Totally.
00:04:20
Speaker
Here's the deal guys, before we even dive into these mistakes, right?
00:04:24
Speaker
The five common mistakes, you need to realize that.
00:04:29
Speaker
If you don't close your deal, if you don't close your appointment, you've basically failed at your job.
00:04:36
Speaker
Your job is not to just inform people about solar.
00:04:40
Speaker
It's to make a close happen because no one will benefit until that.
00:04:44
Speaker
is executed right and taylor knows that all sorts of training guys gurus they say that right but we forget it so easily closing is the most important part that's the exchange of service for money and we benefit the company benefits and our customers do so you got to realize these five things are what are the actionable steps that are keeping you right and the mindsets
00:05:09
Speaker
But above all, you have to go in with the expectation to close.
00:05:12
Speaker
You have to realize how important it is if you want to be successful.
00:05:17
Speaker
Yeah, that's huge.
The Art of Closing vs. Selling
00:05:18
Speaker
And James and I were just talking about this book, Closer's Survival Guide.
00:05:22
Speaker
It's a closer's Bible, but Grant Cardone talks a lot about that too.
00:05:27
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How selling, that's way different than closing.
00:05:30
Speaker
Closing is where the exchange takes place.
00:05:32
Speaker
So you can sell all you want, but if you don't close, then there's never going to be any exchange.
00:05:37
Speaker
You're not going to help that customer.
00:05:39
Speaker
And then that customer is not going to help you with anything.
00:05:41
Speaker
That's what closing is about.
00:05:43
Speaker
I think people can learn to sell, but selling and closing and two different things, they're going to cause, selling is not going to cause a success.
00:05:52
Speaker
It's going to be a closing that causes that success, right?
00:05:56
Speaker
So that's what we're going to be talking about today is some barriers and some of them are a little bit from what Grant talks about.
00:06:03
Speaker
So I definitely recommend checking out his closer survival guide if you haven't.
00:06:09
Speaker
And with that said, yeah, let's get into a couple of these reasons here.
00:06:13
Speaker
So you want to get into the first reason there, James?
00:06:17
Speaker
Cool.
00:06:17
Speaker
So number one, guys, the number one reason you're not going to close, and these are in order of probably most common, I would say, is you're giving too much information to your prospects.
00:06:30
Speaker
I could tell you as somebody who works with hundreds of company owners and reps in the solar industry with my business, that
00:06:37
Speaker
This is very common.
00:06:38
Speaker
Reps feel like they have to over-inform their customer, they have to be showy, and somehow that the more information I give, the more impressed they're gonna be, the more credible they think I am, and for some reason, they think that's what's gonna close the sale.
00:06:53
Speaker
And when it comes down to it, you only need to give information that your prospect needs to know to feel comfortable making that decision.
00:07:02
Speaker
So I relate it to going car shopping, right?
00:07:06
Speaker
We get car guru guys that think, hey, I like to know all the engine specs.
00:07:11
Speaker
I like to know the cylinders, all that stuff.
00:07:13
Speaker
I'm not a car guy myself, so I can't tell you that.
00:07:16
Speaker
But I do know the majority of people don't care about all the details, nuts and bolts of the car and the engine and all that stuff.
00:07:25
Speaker
They just want it.
00:07:26
Speaker
They go in with a purpose.
00:07:27
Speaker
Okay, what is it going to do for me?
00:07:29
Speaker
I'm looking for a transportation method, a vehicle, right?
00:07:32
Speaker
Looking for something safe for my family.
00:07:35
Speaker
I'm looking for something sporty that I'm going to look cool in.
00:07:38
Speaker
Whatever it is, people have their purpose for buying that car.
00:07:42
Speaker
And if you, the car salesman, go in and you're like, hey, check this out, look at the engine, look at all these cool specs that you may be really interested in, when it comes down to it, your prospect is just going to be irritated at that point.
00:07:55
Speaker
Even if they do like the car a lot and they like your dealership, maybe they'll just go find another rep that's less irritating.
00:08:02
Speaker
You got to realize that just because solar is cool and you know a lot of stuff about it, your customer doesn't necessarily need to know that much information.
00:08:13
Speaker
Yeah, true.
00:08:14
Speaker
And I remember when I first started closing my deals, I started in Corona, California.
The Danger of Overloading with Information
00:08:20
Speaker
This was about two and a half years ago.
00:08:22
Speaker
And at first I would just have my manager go close up deals and let him take the reins and everything.
00:08:27
Speaker
But then one time he said, Taylor, I can't go to your deal, man.
00:08:31
Speaker
You're going to have to cancel it, reschedule or go to yourself.
00:08:36
Speaker
And I'm like, oh, shoot.
00:08:37
Speaker
Well, I can't cancel that.
00:08:38
Speaker
It's a really solid deal.
00:08:40
Speaker
Can't just be throwing away money like that.
00:08:43
Speaker
So I got thrown in the fire.
00:08:44
Speaker
I'm like, I have to go to this deal myself.
00:08:46
Speaker
Nothing, no other option I can do.
00:08:49
Speaker
And so I go to the deal and Joe or whoever, I can't remember the guy's name.
00:08:54
Speaker
I think it was Joe or something.
00:08:56
Speaker
He had a really solid appointment.
00:08:58
Speaker
We went through it and luckily I actually knew a decent amount about solar because I had been sitting in all the others, all these other deals, taking phone recordings, jotting down good notes.
00:09:09
Speaker
So I knew quite a bit, but here's what happened.
00:09:13
Speaker
I like, uh, spewed out so much information, started talking about microinverters, why that's good thing.
00:09:20
Speaker
I started talking about why our panels were like the bomb we using Hyundai panels and why we had the best warranties.
00:09:28
Speaker
I started talking about all the details about the roof and how it attached and everything.
00:09:34
Speaker
And I literally talked myself out of the cell.
00:09:37
Speaker
Yep.
00:09:38
Speaker
You've seen it.
00:09:39
Speaker
I mean, reps can literally like just keep talking and talking and talking themselves out of the cell.
00:09:44
Speaker
So you're giving them so much to think about.
00:09:47
Speaker
Right.
00:09:48
Speaker
that they just get information overload.
00:09:49
Speaker
And that's exactly what happens.
00:09:52
Speaker
I get to the end of the deal and I said, sweet.
00:09:54
Speaker
So do we want to do this, Joe?
00:09:56
Speaker
Or I'm sure I didn't really know how to close that good back then, but whatever I said, and sure enough, he's like, you know what?
00:10:02
Speaker
You give me so much to think about.
00:10:05
Speaker
And yeah, I'm going to go research more of these panels.
00:10:08
Speaker
Cause yeah, that's really interesting to think about.
00:10:11
Speaker
And I think it's happened to a ton of people, but yeah,
00:10:14
Speaker
Dude, it happens to like everybody.
00:10:16
Speaker
It's not even funny.
00:10:17
Speaker
We'll do that with our new students on an onboarding call.
00:10:19
Speaker
I'm like, cool.
00:10:21
Speaker
Show me your clothes.
00:10:21
Speaker
Like show me your presentation.
00:10:23
Speaker
Right.
00:10:24
Speaker
And it's either they don't know what they're doing or it's just boom, info, info, feature, feature, feature, feature.
00:10:30
Speaker
It's like, no, no, no, no.
00:10:33
Speaker
Taylor hit it right on the head, right?
00:10:35
Speaker
You're more likely to talk yourself out of a sale than into one.
00:10:38
Speaker
Okay?
00:10:39
Speaker
So realize that.
00:10:40
Speaker
Less is more.
00:10:41
Speaker
You want to be talking the least in the sales interaction.
00:10:46
Speaker
Very, very, very different from what most people are doing.
00:10:50
Speaker
Ryan Steumann, right?
00:10:51
Speaker
I'm in one of his coaching programs.
00:10:53
Speaker
He's one of my mentors.
00:10:55
Speaker
And he talks about he who speaks the least in your sales appointment
Setting Clear Intentions for Closing
00:11:00
Speaker
earns the most.
00:11:03
Speaker
He who speaks the least, right?
00:11:04
Speaker
You talk less than your prospect, you're more likely to make that sale, right?
00:11:10
Speaker
Very different.
00:11:11
Speaker
You have to ask a lot of questions.
00:11:12
Speaker
You have to dig into that.
00:11:14
Speaker
You have to have the intention straight, which is number two.
00:11:17
Speaker
That's the second mistake solar professionals are making is they don't have the intention to close set straight with their prospect, meaning their prospect doesn't even know that this is a closing appointment.
00:11:31
Speaker
Yeah.
00:11:32
Speaker
I mean, that's another huge one along with keeping it simple.
00:11:36
Speaker
Um, that was probably second biggest that I may have ever to realize too.
00:11:42
Speaker
And I'm still having to realize, um,
00:11:45
Speaker
I don't know about you, but I know we've had conversations about it before, but my deals typically in the past have taken like, I've had deals as long as like six, seven hours sometimes.
00:11:56
Speaker
Oh, geez, man.
00:11:57
Speaker
And then James tells me you're closing deals in what, 20 minutes or something.
00:12:04
Speaker
20 minutes, bro.
00:12:06
Speaker
I'm like, what are you doing?
00:12:07
Speaker
Yeah.
00:12:09
Speaker
But, um, yeah, part of that is because of some of our funds we use sometimes it's back and forth going through these California pace programs.
00:12:17
Speaker
Yeah.
00:12:17
Speaker
Take them forever.
00:12:19
Speaker
But, um, yeah, I think it's a combination of the both.
00:12:23
Speaker
Number one, making things too complicated and going into step number two, we're talking about just not setting the intent intention.
00:12:31
Speaker
Cause that's another thing that not only will it make it harder to close, I think it's also going to extend the deal a lot longer.
00:12:38
Speaker
Yeah.
00:12:38
Speaker
So if they don't know that that's your intention, then you're going to have to try like beating around the bush.
00:12:43
Speaker
You're probably going to have to make a lot more attempts of trying to close the deal.
00:12:48
Speaker
Then if they just know that's your intention, that's what you're there to do, then they're going to know that you're getting in there, giving them info and then
00:12:56
Speaker
either doing it or not doing it.
00:12:57
Speaker
Right.
00:12:58
Speaker
So Taylor, why, why do people not set the intention like this?
00:13:03
Speaker
I think most people listening right now can agree.
00:13:06
Speaker
Oh, of course.
00:13:07
Speaker
Yeah.
00:13:07
Speaker
I set the intention, right?
00:13:09
Speaker
That's the point of the appointment.
00:13:11
Speaker
Well, your prospect probably doesn't realize that.
00:13:14
Speaker
So why are you not making it clear enough to them?
00:13:17
Speaker
What's holding most reps back?
00:13:20
Speaker
Yeah, that's funny.
00:13:22
Speaker
We actually talked about that even this morning, just why people don't do it.
00:13:27
Speaker
And I'm guilty of it myself, I think probably every day still.
00:13:31
Speaker
But I think the reason why is we get afraid of...
00:13:36
Speaker
these potential customers telling us no from the get-go.
00:13:40
Speaker
Yeah.
00:13:40
Speaker
A small chance we thought we had of closing it.
00:13:43
Speaker
We just want to keep that sliver of hope alive.
00:13:47
Speaker
So if we, I think we get afraid to push to get them to commits to either saying yes or no.
00:13:53
Speaker
Yeah.
00:13:53
Speaker
When it's like, oh, well, we can weasel our way around it and hopefully we'll
00:13:57
Speaker
go for the close at the end.
00:13:59
Speaker
So I think that's, I think it's just the fear and just that scarcity mindset of not having enough in your pipeline.
00:14:05
Speaker
Grant talks about that too.
00:14:07
Speaker
If we have our pipeline full and tons of leads, then that shouldn't even be a concern.
00:14:13
Speaker
We should be fearless in our deals and just have 10 other people we can go to.
00:14:17
Speaker
and then the rest of the day.
00:14:19
Speaker
Right.
00:14:20
Speaker
So yeah, I don't, I think that's what I've seen is number one fear.
00:14:23
Speaker
And then number two, just that scarcity mindset.
00:14:25
Speaker
I'm not closing it.
00:14:26
Speaker
Would you agree with those?
00:14:27
Speaker
No, absolutely, man.
00:14:29
Speaker
It's, it all comes down to fear of rejection.
00:14:32
Speaker
It's hardwired in our brains as people, right?
00:14:36
Speaker
Uh, Tom bill, you always says we've got a 2 million year old brain, right?
00:14:40
Speaker
And we're trying to show it all this new cool stuff.
00:14:43
Speaker
We're trying to install new software on this old piece of hardware.
00:14:47
Speaker
So you got to realize you as a human are thinking that this is a life or death scenario.
00:14:55
Speaker
If I get rejected by my prospect, I'm dead, right?
00:14:59
Speaker
That's how our bodies actually react to that.
00:15:02
Speaker
And the only way you can overcome that is to reprogram, rewire your brain with the correct mindset to
00:15:08
Speaker
to find mentors who are having success doing this exact thing and learning from them.
00:15:15
Speaker
You can't just go at it alone, essentially.
00:15:19
Speaker
You need somebody to guide you through it.
00:15:20
Speaker
You got to have that intention in place.
00:15:23
Speaker
But it's normal.
00:15:24
Speaker
Realize it is normal, right, to fear rejection.
00:15:27
Speaker
Everybody does.
00:15:29
Speaker
I have to deal with it every single day, right?
00:15:31
Speaker
I get asked all the time, like, man, how are you so ballsy on your appointments?
00:15:35
Speaker
I didn't get that way, man.
00:15:37
Speaker
I fear every single day getting on a sales call can be a nerve wracking experience.
00:15:43
Speaker
You have to find a way to click and get out of that and get in the proper state, which we'll talk about a little bit later.
00:15:49
Speaker
But yeah, man, that's my thoughts.
00:15:51
Speaker
Intention is everything.
00:15:53
Speaker
You got to set that straight with your prospects.
00:15:55
Speaker
Yeah.
00:15:56
Speaker
And it's true.
00:15:57
Speaker
I mean, I've guilty of that all the time.
00:15:58
Speaker
Just the other day, I mean, even this week I had, I've had appointments fall through and I get in the habit of like, okay, I have this appointment fell through.
00:16:08
Speaker
I'll just go out and book another appointment.
00:16:12
Speaker
And I get this kind of false sense of security in my head.
00:16:15
Speaker
I'm like, okay, I'm booking appointments, even though I know in my head that they're not solid appointments and they're probably going to go nowhere.
00:16:22
Speaker
That's something I think reps struggle with too is just even if you're getting out there booking appointments, whether it's knocking doors or getting a lead or two, you got to learn to keep that pipeline clear full and not just get that false sense of security on that you have one appointment for the day.
00:16:41
Speaker
Because that happened to me two days ago and then
00:16:46
Speaker
And then boom, my day's over like that.
00:16:48
Speaker
I got no other opportunities to make money that day.
00:16:49
Speaker
It's because I put all my chips all in on one appointment.
00:16:54
Speaker
So that's true.
00:16:55
Speaker
I think that's a huge one.
00:16:57
Speaker
Yeah, exactly.
00:16:58
Speaker
Okay.
00:16:59
Speaker
Number three, guys, this one is a classic, man, not asking for the sale, right?
00:17:06
Speaker
And you're probably thinking, oh, dude, that's not me.
00:17:10
Speaker
I ask for the sale all the time.
00:17:12
Speaker
Think about your last couple of appointments.
00:17:14
Speaker
And if you can't think about it and you're not doing this already, start recording your conversations, okay?
00:17:19
Speaker
Just get a recording app on your phone.
00:17:21
Speaker
Maybe you get a separate recorder, put it in your bag,
00:17:23
Speaker
Let that thing roll and listen to it.
00:17:26
Speaker
You're going to be shocked at how the appointment goes.
00:17:30
Speaker
When I first did this, I'm like, dude, I ran six appointments this week and didn't even try to close on any of them.
00:17:39
Speaker
And then you go back and you're like, what happened?
00:17:41
Speaker
What did I do wrong?
00:17:43
Speaker
You didn't ask.
00:17:44
Speaker
You just assumed.
00:17:45
Speaker
You assumed the prospect was thinking, well, yeah, that's what we're doing, right?
00:17:49
Speaker
That's the appointment.
00:17:50
Speaker
That's what we think of sales pros.
00:17:51
Speaker
We're like,
00:17:53
Speaker
yeah, I'm showing up to do this, to sign them up.
00:17:56
Speaker
But your prospect might be thinking back to intention.
Techniques for Effective Closing
00:17:59
Speaker
Yeah, he's just giving me some info.
00:18:01
Speaker
We're just checking out solar.
00:18:02
Speaker
We're looking, just shopping companies.
00:18:05
Speaker
We want another quote.
00:18:07
Speaker
So the intention plays a big role with this as well.
00:18:09
Speaker
But you need to ask for the close every time.
00:18:12
Speaker
Even if you think it's a no,
00:18:14
Speaker
ask for the close.
00:18:15
Speaker
Okay.
00:18:15
Speaker
It can't hurt.
00:18:16
Speaker
I mean, the only way you're not going to die, right?
00:18:19
Speaker
Like we were talking about, it's not the end of the world.
00:18:21
Speaker
If you get a no, right?
00:18:22
Speaker
Rejection is part of this game.
00:18:24
Speaker
Get comfortable with being told no.
00:18:26
Speaker
Cause old cliche saying, man, a no is a step further in the direction of yes, right?
00:18:34
Speaker
More no's you get, the more we know and the more we can get closer to
00:18:40
Speaker
Funny story with the recording piece.
00:18:43
Speaker
You said I used to do that in my deals.
00:18:45
Speaker
Well, I still do occasionally, try to occasionally, but just start recording my conversations and the deals I'm going to.
00:18:53
Speaker
I remember I did that, I think it was about six months ago.
00:18:57
Speaker
I had the recording on, right?
00:18:59
Speaker
I'm going through the presentation and all of a sudden this guy, he's like this Hawaiian dude I was pitching to.
00:19:05
Speaker
He goes, wait, what's that recording on your phone?
00:19:09
Speaker
I'm like, uh, dude, hot man.
00:19:14
Speaker
And he sees that my phone was recording.
00:19:16
Speaker
I had to look up, I can't remember, something, some price or something like that on my phone.
00:19:21
Speaker
And he sees the red bar at the top shows his recording.
00:19:24
Speaker
And this guy went nuts, man.
00:19:26
Speaker
He just absolutely lost it.
00:19:29
Speaker
He grabbed my phone and he's like, what kind of monkey business do you think you're doing here?
00:19:33
Speaker
And I had no idea what to say.
00:19:34
Speaker
Oh my gosh.
00:19:35
Speaker
I'm just like caught in my tracks.
00:19:37
Speaker
There's no excuses.
00:19:39
Speaker
And if I would have went back, I would have come up with a better excuse, man.
00:19:43
Speaker
I'm just like, uh...
00:19:44
Speaker
I don't know.
00:19:45
Speaker
Sorry, man.
00:19:46
Speaker
I guess I didn't know it was recording.
00:19:47
Speaker
He's trying to throw something out there.
00:19:49
Speaker
He grabs the phone out of my hand, shuts it off, and literally basically kicks me out of his house.
00:19:56
Speaker
So you just got to be careful if you're trying to record stuff like that.
00:20:01
Speaker
Oh, my.
00:20:01
Speaker
Make sure you at least have a good excuse for doing it if you get caught or better just like hide it.
00:20:11
Speaker
Yeah, don't listen to Taylor on that.
00:20:13
Speaker
Oh my gosh.
00:20:14
Speaker
Don't let him scare you off, bro.
00:20:16
Speaker
Yeah, especially if you're in California.
00:20:18
Speaker
These people are nuts, man.
00:20:20
Speaker
You got these laws in California.
00:20:22
Speaker
They got strict laws on that.
00:20:24
Speaker
We found out it's actually legal in Nevada, apparently, to record people without like...
00:20:32
Speaker
getting written permission or whatever, but California probably get sued or something for that.
00:20:36
Speaker
But I, no doubt, no doubt.
00:20:39
Speaker
Crap.
00:20:40
Speaker
Anyway, record carefully and responsibly.
00:20:42
Speaker
That's the best.
00:20:43
Speaker
Yes.
00:20:44
Speaker
Make sure you know what you're doing.
00:20:46
Speaker
Yeah, but asking for the sale, guys, you got to ask, right?
00:20:51
Speaker
If you think it's a no, you got to ask for the sale.
00:20:54
Speaker
Grant talks about that till he's blue in the face, right?
00:20:57
Speaker
Ask, ask again and ask one more time, right?
00:21:01
Speaker
Be creative with the way you ask.
00:21:03
Speaker
You got to ask for the sale.
00:21:04
Speaker
Pay attention to what you do.
00:21:05
Speaker
Make sure it happens.
00:21:07
Speaker
Yeah, and we'll have future episodes about this too, but that's why it's also important to have a bunch of different closes you can go through.
00:21:16
Speaker
Because this has been my problem at our company.
00:21:18
Speaker
We basically had one close, and then what happens if they don't close the first attempt?
00:21:23
Speaker
You just come off as annoying, dude.
00:21:25
Speaker
Yeah.
00:21:27
Speaker
From there, it's just being pushy.
00:21:28
Speaker
But if you've studied your closes, if you know 100 different closes and 100 different ways to attempt it, then that means you're going to be able to do it without coming across as pushy or annoying.
00:21:40
Speaker
You've got to know these closes and you've got to know how to transition to new closes.
00:21:46
Speaker
So I think that's a big piece.
00:21:48
Speaker
I know we'll do future episodes on too.
00:21:50
Speaker
Yeah, no, you can head over to, we'll put a link though.
00:21:55
Speaker
I actually have an ebook of solar closes specifically that I use.
00:21:59
Speaker
They're all scripted out.
00:22:01
Speaker
There's 30 of them.
00:22:02
Speaker
Go check them out.
00:22:03
Speaker
Check out Grant's book.
00:22:04
Speaker
There's like a hundred closes in there, but I optimize these for solar specifically.
00:22:08
Speaker
So we'll link to that as well.
00:22:10
Speaker
You could go download that.
00:22:12
Speaker
Um, let's get into number four.
00:22:13
Speaker
Okay.
00:22:14
Speaker
This is one of the, they're all important.
00:22:17
Speaker
Okay.
00:22:18
Speaker
But this one is my favorite.
00:22:19
Speaker
This is my personal pet peeve.
Mindset and Preparation for Sales Success
00:22:21
Speaker
And this is what's really allowed me to take my sales to the next level.
00:22:24
Speaker
And that's getting your state and your mindset.
00:22:27
Speaker
Correct.
00:22:28
Speaker
And we could go way deep on state of mind, and I have in previous videos and whatnot.
00:22:34
Speaker
But I'll let Taylor kind of kick off and I'll add on to this so it doesn't last all day here.
00:22:40
Speaker
But what does it mean, man, to be in the right state for a close?
00:22:46
Speaker
Yeah, well, first of all, we were talking before this just about how NBA players, for example, I watch NBA, a lot of NBA players.
00:22:55
Speaker
And LeBron, when he's going out on the court, you see him do his little pregame thing where he's throwing the chalk up right.
00:23:02
Speaker
Yeah.
00:23:03
Speaker
listening to their music, getting in the right state of mindset and everything.
00:23:07
Speaker
And really what we're doing, it's not that much different than an NBA player stepping out.
00:23:12
Speaker
Not at all.
00:23:13
Speaker
On the court, right?
00:23:13
Speaker
Yeah, we're not like freak athletes.
00:23:15
Speaker
I'm not out there and dunking on people.
00:23:17
Speaker
But it's the same thing here.
00:23:19
Speaker
We got to get in that same state because we're – and Tony Robbins talks about it a lot.
00:23:25
Speaker
But just getting in that right state to make things happen –
00:23:28
Speaker
Because that can be, I mean, if you're not in the right state, then that's, you're setting yourself up for failure.
00:23:35
Speaker
So we talked about, we kind of swap stories on what we do before deals.
00:23:38
Speaker
And you can talk about yours, James.
00:23:40
Speaker
But mine is like, I'm getting in front of the house.
00:23:43
Speaker
I'm pulling up, trying to get there.
00:23:45
Speaker
at least five minutes or so early, right?
00:23:48
Speaker
So I can get kind of in that meditation stage.
00:23:50
Speaker
So I pull up to the, the deal.
00:23:53
Speaker
I meditate, just kind of do some deep breathing for a couple minutes, do some visualizations about, I can see myself actually getting the signature on the dotted line, right?
00:24:04
Speaker
So I just imagine what that person's going to look like.
00:24:07
Speaker
I imagine them already signing the contracts on my computer, my iPad.
00:24:13
Speaker
And from there I go into like some declarations.
00:24:17
Speaker
I just basically talk out and try and get myself jacked.
00:24:20
Speaker
So I just say stuff like, I'm the greatest salesman in the world.
00:24:23
Speaker
I'm confident.
00:24:24
Speaker
I'm fearless.
00:24:25
Speaker
I'm going to close this deal.
00:24:26
Speaker
Just try and get myself jacked.
00:24:28
Speaker
Right.
00:24:29
Speaker
And then the end, I just let out some work guys, you know, it's like, ah, just try to get myself hyped up as possible.
00:24:35
Speaker
So that's basically my process.
00:24:37
Speaker
And yeah, I'm always trying to kind of figure out ways to get myself into a deeper state where I can close deals and where I can get that confidence.
00:24:44
Speaker
Because we talked about this too.
00:24:47
Speaker
I think every salesperson is seeing those days where they feel unstoppable.
00:24:51
Speaker
You close one deal.
00:24:52
Speaker
When's the best time to close another deal right after you close the first deal, right?
00:24:56
Speaker
Yeah.
00:24:56
Speaker
So that's the state we're trying to imitate.
00:24:59
Speaker
I think when we do these kind of pregame, pre deal meditations, processes, routines, whatever you want to call them.
00:25:06
Speaker
So I think, uh, that's a piece of it.
00:25:09
Speaker
And what's your, do you want to talk about what you do before?
00:25:11
Speaker
Oh, absolutely, man.
00:25:13
Speaker
Uh, here's the deal.
00:25:13
Speaker
I like Taylor brought up LeBron James, right?
00:25:19
Speaker
If you think about it, as sales professionals, we are the elite athletes of the business world, right?
00:25:27
Speaker
We're on the front lines, okay?
00:25:29
Speaker
Without salespeople, there's no revenue.
00:25:32
Speaker
Without revenue, there's no HR.
00:25:34
Speaker
There's no marketing department.
00:25:37
Speaker
It's toast.
00:25:37
Speaker
There's no business.
00:25:38
Speaker
Revenue is the lifeblood.
00:25:40
Speaker
So realize that
00:25:42
Speaker
You're the front guy.
00:25:43
Speaker
You're the top dog.
00:25:44
Speaker
You're the most important person in the company as a sales professional.
00:25:49
Speaker
And I think if you go at it and approach with that mindset and you prepare for your presentation, you're
00:25:56
Speaker
with whatever it is to get you in the right state, that's going to prove a lot more successful.
00:26:01
Speaker
So look at absolutely any successful entrepreneur, athlete, dude, anybody.
00:26:10
Speaker
They all have a pre-ritual with how they get started with their day, with how they get started with their appointment, the call, whatever it is.
00:26:19
Speaker
They have a certain process they go through to snap out of the old stuff, all the problems, the issues, the
00:26:26
Speaker
fight with your wife, your girlfriend, whatever it is to get rid of that so you can show up in peak performance state when it matters most.
00:26:36
Speaker
And if you don't take the time to do this, you're wasting not only your time and your prospect's time, but you're failing as a sales professional because maybe that prospect will never be able to go solar now.
00:26:49
Speaker
or they'll have a bad taste in their mouth about solar, all because you didn't take the time to make sure that you're in an optimal state.
00:26:57
Speaker
So I mean...
00:26:59
Speaker
anything.
00:26:59
Speaker
I see a lot of guys, they'll have a fight with their spouse or something earlier that day and they let it ruin their whole day.
00:27:06
Speaker
They're just sulking about it.
00:27:08
Speaker
It's off.
00:27:08
Speaker
Maybe they lost a deal.
00:27:10
Speaker
Maybe a guy offended you on a phone call.
00:27:12
Speaker
He said something bad.
00:27:14
Speaker
You have to find a way to get out of that crap because everything else ahead of your day, if you stay within that state, is going to reflect onto your customer.
Influence of Salesperson's Mood on Success
00:27:23
Speaker
If you're in a bad mood,
00:27:24
Speaker
you're going to make your prospect in a bad mood.
00:27:27
Speaker
It's all contagious, right?
00:27:29
Speaker
If you're in a good mood, if you're confident that you're going to close your deal, your prospect's going to feel that confidence.
00:27:37
Speaker
They're going to feel that you're confident in your product and your service, and you're going to be able to move forward as well.
00:27:42
Speaker
So there's a lot of things I like to do.
00:27:46
Speaker
I mean, just today, actually, I was just thinking about this today.
00:27:50
Speaker
I had a sales call this morning at like 9 a.m.
00:27:54
Speaker
or so, and I was feeling pretty nervous about it, actually.
00:27:58
Speaker
It was in front of a company.
00:28:00
Speaker
We were looking at doing a contract for sales training for 35 of their reps, okay?
00:28:05
Speaker
Just a huge company.
00:28:06
Speaker
I was doing a screen share of our platform, right?
00:28:09
Speaker
I was kind of getting nervous.
00:28:10
Speaker
It's the first call of the day.
00:28:11
Speaker
Right.
00:28:12
Speaker
And the appointment went all right.
00:28:14
Speaker
It wasn't the best, but I didn't take the time that I should have to set the intention, set my state right before the call.
00:28:25
Speaker
And I ended up not asking for the sale at the end of the appointment.
00:28:29
Speaker
And I was like, what the crap?
00:28:30
Speaker
I didn't even try and close.
00:28:32
Speaker
Right.
00:28:32
Speaker
Now I'm going to have to go back and save it.
00:28:34
Speaker
It's annoying.
00:28:35
Speaker
Right.
00:28:35
Speaker
Then I actually got on a call with Taylor as well this morning.
00:28:38
Speaker
We were just talking about some of this stuff and planning today's episode.
00:28:43
Speaker
And we did a couple of role plays as well with, you know, setting the intention, getting everything right.
00:28:50
Speaker
And, you know,
00:28:50
Speaker
it kind of got me in the zone, right?
00:28:52
Speaker
I role-played it out a little bit, got the kinks out of it.
00:28:56
Speaker
And then I ended up closing like two big accounts later this afternoon because I was in that right state.
00:29:01
Speaker
They were just back-to-back calls, one after the other, one got easier and easier and it just got better.
00:29:07
Speaker
And it's the same thing, guys.
00:29:09
Speaker
You close one deal, you got to remember what that feels like.
00:29:12
Speaker
What does that feel like after you close a sale, right?
00:29:15
Speaker
And I want you to remember that
00:29:16
Speaker
Correlate that however you can.
00:29:18
Speaker
Okay.
00:29:19
Speaker
Find a way that you can anchor that feeling.
00:29:23
Speaker
Jordan Belfort talks about that a lot too.
00:29:25
Speaker
He's just, it's just physical anchoring, whether you clap your hands and you're like super loud, it's like a battle cry, whatever it is, correlate that feeling so that when you go into an appointment next time, you can go back and remember that you can say, Oh yeah, I do close deals.
00:29:40
Speaker
Like that's me.
00:29:41
Speaker
I'm a closer, right?
00:29:42
Speaker
That's my identity.
00:29:43
Speaker
Okay.
00:29:44
Speaker
This is what happens.
00:29:44
Speaker
I visualize the sale.
00:29:46
Speaker
Then when you go in, boom, you're just picking it up.
00:29:49
Speaker
And I think the all-star sales guys, they're doing six plus seven figures.
00:29:55
Speaker
They have mastered this craft.
00:29:57
Speaker
They know how to get in the right state on a moment's notice.
00:30:01
Speaker
It's not an overnight process.
00:30:03
Speaker
You got to practice at this.
00:30:04
Speaker
You got to work at it.
00:30:05
Speaker
But it's the most important thing when going into a close.
00:30:09
Speaker
Yeah.
00:30:09
Speaker
Yeah.
00:30:10
Speaker
I know we're talking before mentioning Jordan Belfer.
00:30:13
Speaker
What was he doing?
00:30:14
Speaker
Like smoke, uh, snorting crack or whatever.
00:30:18
Speaker
He did crack.
00:30:19
Speaker
Yeah.
00:30:19
Speaker
But, but it didn't matter if it was that or he, he also just did like clench your fist and like yell really loud, a battle cry, whatever it is.
00:30:30
Speaker
Find a way that you can physically anchor that.
00:30:32
Speaker
Yeah.
00:30:33
Speaker
There's another book.
00:30:35
Speaker
I don't know if you've read the power of habit, but that talks about a lot of that too.
00:30:39
Speaker
Just setting those, the thing you do before the action and then the thing you do after that's creating the, they call it, I think the habit loops, something like that
Belief in Product and Broader Sales Perspective
00:30:49
Speaker
that you're creating.
00:30:50
Speaker
So I think we can do a similar thing when we're closing deals.
00:30:53
Speaker
We're doing this pre, pre closed ritual, going, doing the presentation and
00:30:59
Speaker
then we're doing something after.
00:31:01
Speaker
So you got to have the trigger and then you got to have the reward, right?
00:31:05
Speaker
And really like Grant talks about if we truly believe in our products and believe that we're helping people out there, then we have a moral obligation to sell these people solar, right?
00:31:17
Speaker
So we need to have that belief and we need to do everything we can to push towards it, be learning every day.
00:31:22
Speaker
Because if we have the moral duty and obligation, I think that's when a Grant's stickers or something like that have the duty obligation.
00:31:31
Speaker
Success is my duty.
00:31:32
Speaker
Yeah.
00:31:33
Speaker
Success is my duty.
00:31:34
Speaker
Yeah.
00:31:35
Speaker
All we're doing out there is helping homeowners.
00:31:38
Speaker
I mean, save money.
00:31:40
Speaker
We're helping them add value to their houses and,
00:31:43
Speaker
We're helping if we have that belief, then really the other things should just come secondary because of that belief.
00:31:48
Speaker
We should have this huge desire to go learn more or we should have the desire to learn more clothes.
00:31:55
Speaker
We should have the desire to be the best salespeople we can.
00:31:58
Speaker
So I think that's what it comes down to.
00:31:59
Speaker
Just having that belief.
00:32:00
Speaker
That's the root of it.
00:32:02
Speaker
And then the rest of the things will follow if you do truly have that belief.
00:32:06
Speaker
It even goes further though with belief.
00:32:10
Speaker
Like you said, save money, right?
00:32:13
Speaker
Help people add value to their home.
00:32:15
Speaker
Think about why is that a big deal?
00:32:18
Speaker
What's the reason behind the reason?
00:32:20
Speaker
Okay.
00:32:21
Speaker
We help people save money with solar.
00:32:23
Speaker
Cool.
00:32:23
Speaker
Right.
00:32:24
Speaker
Why do we care about helping people save money?
00:32:27
Speaker
Why is it beneficial for them to save money?
00:32:30
Speaker
Why do they want to add value to their house?
00:32:32
Speaker
What kind of feeling does that bring to them?
00:32:34
Speaker
Does that bring them like a confidence, right?
00:32:36
Speaker
Assurance that they could get, be able to move and make money off their home or to be financially a little bit more independent or stable with solar.
00:32:46
Speaker
Maybe it frees up their budget a little bit so that they could spend more money on outings with their spouse or their kids or something.
00:32:54
Speaker
You're giving them more happiness in their life.
00:32:57
Speaker
So I want you to think,
00:32:59
Speaker
What business are we in, right?
00:33:00
Speaker
Are we in the business of just saving people money and slapping glass on their roof?
00:33:05
Speaker
Or are we giving them more happiness, right?
00:33:08
Speaker
And that's what it comes down to.
00:33:10
Speaker
That's what we're doing.
00:33:11
Speaker
We're selling happiness with solar.
00:33:14
Speaker
We're selling more time with the family, things that matter, more money, whatever it is, right?
00:33:20
Speaker
But
00:33:21
Speaker
That really goes with the belief and realize your beliefs around anything will be reflected onto your prospect.
00:33:30
Speaker
Meaning if you believe, and Taylor and I talked about this, if you believe a certain objection you hear is valid, I guarantee that you're going to find ways for that objection to actually come up in your appointment on a subconscious level.
00:33:47
Speaker
So what's an objection that you hear more often than not, Taylor?
00:33:52
Speaker
What's like the most common objection you hear?
00:33:55
Speaker
Mine is definitely probably I need to think about it or not ready to make a decision.
00:34:02
Speaker
Cool.
00:34:02
Speaker
So let me ask you this.
00:34:05
Speaker
How often do you need to think about making a decision to buy something?
00:34:10
Speaker
Yeah, I've thought about that a lot because ever since I read that in Grant Cardone's book, he talks about that a ton too.
00:34:17
Speaker
Yes.
00:34:18
Speaker
Identifying the connections between the objections you're receiving and what you get.
00:34:25
Speaker
And yeah, it's something once I recognized it, I've tried to cut way down on it because yeah, I think I was doing it quite a bit.
00:34:32
Speaker
I think I was like thinking about it.
00:34:35
Speaker
And I know...
00:34:39
Speaker
maybe not for everyone, but yeah, a lot of people do that when they're signing up, especially for investing in things that are going to make you better.
00:34:46
Speaker
A lot of people like want to think about it, want to talk to their wives, want to do all those things.
00:34:51
Speaker
So I've tried to cut down.
00:34:54
Speaker
I've tried to knock that crap off, you know, I just stopped doing it.
00:34:58
Speaker
Old saying, man, if you're not ready to buy, you're not ready to sell.
00:35:03
Speaker
You're not comfortable buying something.
00:35:05
Speaker
You wouldn't buy your own product.
00:35:07
Speaker
Like I get if you don't have a house, right?
00:35:09
Speaker
I mean, obviously you can't put solar on it, but you did have a house.
00:35:13
Speaker
Would you put your company's panels on your own home?
00:35:17
Speaker
If the answer is no, quite frankly, you need to get out of that company and find something that the answer is yes, because that's going to show up.
00:35:25
Speaker
It's going to affect your sales.
00:35:27
Speaker
True.
00:35:27
Speaker
100%.
00:35:28
Speaker
And Grant's suggestion for doing that or for recognizing these things is take every single objection you get in a close or even when setting up an appointment, whatever you're doing, you write down those objections and
00:35:41
Speaker
And then you're going to start to see what's happening in your own life.
00:35:45
Speaker
If you're getting, I need to think about it a lot, then guarantee you got a lot of that happening in your own life.
Handling Objections and Reframing Beliefs
00:35:52
Speaker
So I've started to get that less lately.
00:35:53
Speaker
And I think, honestly, I think a big reason is because I identified that.
00:35:58
Speaker
And then I realized that I was doing it in a lot of things in my life.
00:36:02
Speaker
And once I cut down on that, it's started to become a lot less issue in my clothes too.
00:36:08
Speaker
And I think people see that.
00:36:11
Speaker
think it just comes across in what you're and how you're talking, how your mindset is.
00:36:16
Speaker
If you have those same objections and objection, I, I used to get a lot with solar or consulting as well was guarantees, right?
00:36:24
Speaker
That comes up with everything.
00:36:25
Speaker
Like I think even when Taylor joined our program a while back, he asked about guarantees.
00:36:30
Speaker
Everybody asks, right?
00:36:31
Speaker
What's your guarantee?
00:36:32
Speaker
What's your money back guarantee on this?
00:36:34
Speaker
And I used to do the same exact thing with coaching.
00:36:37
Speaker
I'd be like,
00:36:38
Speaker
all right, cool.
00:36:39
Speaker
What if it doesn't work in 30 days, right?
00:36:42
Speaker
What happened, man?
00:36:42
Speaker
I signed up for this coaching program and this guy, he just said, he's like, James, look,
00:36:50
Speaker
you're already going into this program with the intent that it's not going to work for you if you're asking for a guarantee.
00:36:59
Speaker
On a subconscious level, you think this won't work.
00:37:03
Speaker
That's why you're asking about a guarantee.
00:37:05
Speaker
If that's the case, man, save your money and let's just not do it.
00:37:10
Speaker
I was like, oh crap, dude.
00:37:12
Speaker
I'm like, that's exactly what happens.
00:37:15
Speaker
I don't have enough belief in myself that that coaching was going to work.
00:37:19
Speaker
So I was like,
00:37:20
Speaker
Give me a guarantee.
00:37:21
Speaker
And it's the same thing with your solar customers.
00:37:24
Speaker
They might not believe, maybe they've been burned on stuff before and they believe that, you know, the panels are going to break on them or the company is not going to service them or something like that.
00:37:36
Speaker
And, you know,
00:37:37
Speaker
If you as the sales professional have a similar belief like that, it just shows up, right?
00:37:43
Speaker
So I overcame that.
00:37:44
Speaker
Now I'm like the most comfortable guy at that in the world.
00:37:47
Speaker
Somebody tells me that they want a guarantee.
00:37:51
Speaker
I'm like, whatever.
00:37:52
Speaker
I don't care if there's a guarantee.
00:37:53
Speaker
I'll buy whatever it is because I know it's going to work because I'm putting in the work with it.
00:37:58
Speaker
And it just goes with anything.
00:37:59
Speaker
I overcame that objection and I'd never get stumped on it.
00:38:02
Speaker
Even today, I closed a guy, said the same thing.
00:38:05
Speaker
Mike, you know what?
00:38:07
Speaker
Sounds like this isn't going to work.
00:38:08
Speaker
If you're looking for a guarantee, you're looking for a way out already before it began.
00:38:13
Speaker
Let's just stop it right here.
00:38:14
Speaker
So identify the objections, just like Taylor said, find out where they are, man.
00:38:20
Speaker
And then just boom, switch them.
00:38:21
Speaker
It's really just a decision.
00:38:23
Speaker
I mean, Taylor, how would you say you switch?
00:38:25
Speaker
I know this is like super deep.
00:38:27
Speaker
How do you switch that belief?
00:38:28
Speaker
If I believe I need to think about it, I believe I need a guarantee.
00:38:32
Speaker
How do I get rid of that?
00:38:34
Speaker
Yeah, it's a tough question.
00:38:36
Speaker
And I'm still trying to figure that out myself sometimes.
00:38:40
Speaker
But I don't know, man, what I've done is just, yeah, well, like we talked about, identify it and then just catch yourself every time you're thinking that.
00:38:49
Speaker
As ever since I realized that, I keep it in my head now.
00:38:53
Speaker
I know that that's what comes up in the deals.
00:38:56
Speaker
And then every time I'm offered something, I'm
00:39:00
Speaker
I think first thought comes to my head is, oh, I didn't think about it.
00:39:03
Speaker
But then I remember that's what was happening to me.
00:39:07
Speaker
Oh, am I just coming up with this because it's part of me?
00:39:14
Speaker
Or I just start to, I guess, kind of figure out what the difference is if I actually do need to think about it or it's just something coming in my head.
00:39:24
Speaker
So yeah, I'm still trying to figure out, I guess, completely that process myself.
00:39:28
Speaker
Yeah.
00:39:28
Speaker
I think that's the most important thing is just making that identification and then
00:39:34
Speaker
realizing when that's happening to you and just trying to eliminate it i don't know do you have any more experience in that and that's uh identifying it is tricky um one of the best exercises i'd recommend is you write out any sort of belief objection that is holding you back okay
00:39:56
Speaker
And I mean anything do not filter even if it's not even sales related everything's related to sales.
00:40:01
Speaker
Okay, anything so write down every single negative belief or thought that you have when I did this even three months ago, it was like 67 different items.
00:40:11
Speaker
Okay, just a couple of pages of stuff what I want you to do when you read them and you see them visually on paper
00:40:19
Speaker
You write down the true or the more positive version of that belief next to it.
00:40:25
Speaker
So say I write down, I can't close people on the first visit.
00:40:31
Speaker
I write that down.
00:40:32
Speaker
I hear that a lot with sales guys.
00:40:34
Speaker
Oh, I'm not a one-call closer.
00:40:36
Speaker
I can't do that.
00:40:37
Speaker
I got to build rapport with them for three to five weeks before we sign the deal, right?
00:40:43
Speaker
Write that down and then write next to it the alternative.
00:40:47
Speaker
I am a one call closer.
00:40:48
Speaker
I close on the first appointment in 30 minutes, whatever it is.
00:40:52
Speaker
Maybe it's for Taylor.
00:40:54
Speaker
I can't close in under an hour or I can't close in under 30 minutes.
00:40:57
Speaker
You could write down, I close in 30 minutes or less, right?
00:41:01
Speaker
And review those every single day.
00:41:04
Speaker
And what that's going to do as you read the limiting belief and you read the positive reinforced belief that you know to be and want to be true, you're going to actually hardwire your brain that way.
00:41:16
Speaker
There's been a ton of studies on this.
00:41:18
Speaker
You read the one, read the other one.
00:41:20
Speaker
And eventually after a couple of weeks,
00:41:23
Speaker
of doing this religiously all the time, day and night, right?
00:41:27
Speaker
You're not even going to believe those old things.
00:41:30
Speaker
You're going to find that these things have totally shifted in your world and the old stuff almost seems silly.
00:41:36
Speaker
Like, man, I can't believe I used to believe that.
00:41:38
Speaker
It looks ridiculous on paper at that point.
00:41:41
Speaker
And then you shift over.
00:41:43
Speaker
So that's just a really practical exercise.
00:41:45
Speaker
Just visually see it, make the transition, and consistently review every single day.
00:41:52
Speaker
Cool.
00:41:53
Speaker
Yeah, that's awesome.
00:41:55
Speaker
I'm not to do that with mine with my limiting beliefs to One.
00:42:00
Speaker
Now we're running a little burn on time here, James.
00:42:03
Speaker
We're getting the fifth one.
00:42:05
Speaker
Did we already talk about number five?
00:42:07
Speaker
We just talked about it.
00:42:07
Speaker
Yeah.
00:42:08
Speaker
I think the only thing we missed, we skipped over was prejudgments.
00:42:13
Speaker
So consider this one a bonus.
00:42:14
Speaker
Okay.
00:42:15
Speaker
This is like number six.
00:42:17
Speaker
Don't make prejudgments or decisions before the appointment.
00:42:20
Speaker
Meaning you're all up to a house and it looks like a piece of crap and you're like, oh man, they're going to fail credit, dude.
00:42:28
Speaker
Like there's no way these people are going to pass the credit check.
00:42:32
Speaker
If you even present at that point, you're subconsciously sabotaging your entire presentation and you're never going to close it.
00:42:40
Speaker
I guarantee, I'll bet my life on that guy not closing the appointment, right?
00:42:46
Speaker
And that goes with anything.
00:42:47
Speaker
Money.
00:42:47
Speaker
If you're like, oh, the roof looks kind of iffy.
00:42:51
Speaker
I don't know about this.
00:42:52
Speaker
And you go into the appointment with that, toast.
00:42:55
Speaker
You can't make prejudgments.
00:42:58
Speaker
Yeah.
00:42:58
Speaker
And I have dozens of stories about that where it's, I've lost deals because of it.
00:43:04
Speaker
But I think I've started doing a little bit better.
00:43:07
Speaker
I had this happen, I think two weeks ago, and it's just a single lady living in her house.
00:43:13
Speaker
Um, wasn't making that much money.
00:43:16
Speaker
And my first thought immediately was, oh, she can't.
00:43:19
Speaker
And her bill was actually only like $50 or something like that.
00:43:22
Speaker
When I get the appointment, my first, first thought was immediately, oh, she's not going to be, she's not going to want to do this.
00:43:28
Speaker
Um, she's going to have to spend more money than what she's paying right now for electricity.
00:43:34
Speaker
But I tried to identify that.
00:43:36
Speaker
I'm like, no, really, it doesn't matter how much they spend.
00:43:40
Speaker
They could spend $0 and they should still want to pay me to go solar, right?
00:43:44
Speaker
Because we're helping them.
00:43:46
Speaker
We're helping their home.
00:43:47
Speaker
We're helping people.
00:43:48
Speaker
You got to get that deeper level of service going, right?
00:43:52
Speaker
And so luckily, I noticed that.
00:43:54
Speaker
I realized where those thoughts were coming from.
00:43:57
Speaker
And I was able to close her up going from
00:44:00
Speaker
She paid $50 with her utility company spent about 75 with us to put the solar up there, locked her rate in.
00:44:08
Speaker
But, um, if I would have let that just kind of overtake my mind that she wasn't going to do it and prejudge her, um,
00:44:16
Speaker
Then no way would I close that deal.
00:44:17
Speaker
And I've lost plenty of deals before.
00:44:20
Speaker
There's a lot of junky communities we go on where it seems like there's no way they should qualify.
00:44:24
Speaker
No, no business they have paying extra for solar.
00:44:28
Speaker
And I've lost plenty of deals where I have done that.
00:44:31
Speaker
But another trick that I think Grant talks about in his closer survival guide is just play that little game in your head and look at the things that they have spent money on.
00:44:42
Speaker
So if I'm in a deal, I'm looking at, uh, look at that TV over there.
00:44:46
Speaker
Oh yeah.
00:44:46
Speaker
Money on that.
00:44:47
Speaker
Right.
00:44:48
Speaker
And then, oh, look at that Vitamix blender over there.
00:44:53
Speaker
I'm sure they spent some money on that.
00:44:55
Speaker
Those things are like $300 for a blender.
00:44:57
Speaker
Are you kidding me?
00:44:58
Speaker
If you start playing that game of recognizing that they already have invested in things, then I think that's something that can help get those limiting benefits.
Avoiding Prejudgment and Keeping it Simple
00:45:09
Speaker
kind of thoughts out of your head with that.
00:45:10
Speaker
Taylor just mentioned, man, like the judgments and the, uh, your beliefs, it came up even what Taylor was talking about when he was saying the, uh, like, oh man, she's not going to be able to, she's not going to want to pay for more than her power bill.
00:45:25
Speaker
Right.
00:45:26
Speaker
That's a belief.
00:45:27
Speaker
A lot of salespeople have in this industry is, oh, solar doesn't make sense if it costs more today than
00:45:35
Speaker
like per month.
00:45:36
Speaker
Like if I'm spending 120 bucks a month, they're not going to go solar if it's 140.
00:45:41
Speaker
That's a belief I have.
00:45:43
Speaker
You're never going to close anybody if it's more than their power bill.
00:45:46
Speaker
That's actually one I personally had to get over as well.
00:45:49
Speaker
So yeah, just look, I mean, people love to spend money.
00:45:53
Speaker
That's just how it works.
00:45:55
Speaker
People get a high from it.
00:45:56
Speaker
They love to buy things.
00:45:58
Speaker
Solar is no different, right?
00:46:00
Speaker
If it costs them more, realize they like it.
00:46:02
Speaker
It's cool.
00:46:03
Speaker
I know guys that literally it costs them over a hundred grand to go solar and they're never going to save a penny from it, but they just like it.
00:46:13
Speaker
That's pretty much it.
00:46:14
Speaker
There's people out there with that belief.
00:46:17
Speaker
I know.
00:46:18
Speaker
That's why we have luxury items.
00:46:19
Speaker
People don't need Lamborghinis.
00:46:21
Speaker
Go out and buy Hondas.
00:46:23
Speaker
People don't need all these fancy suits or nice watches.
00:46:27
Speaker
Plenty of things.
00:46:28
Speaker
That's why dollar stores exist.
00:46:31
Speaker
I need them too.
00:46:33
Speaker
Except for James.
00:46:35
Speaker
When you're raking it in like James, you buy whatever you want.
00:46:40
Speaker
Very cool.
00:46:41
Speaker
And so do we want to, so let's go ahead and wrap up unless you have anything else, James, should we just kind of review quickly these, uh, yeah, let's, let's just quickly, quickly review just rapid fire, man.
00:46:51
Speaker
Okay.
00:46:52
Speaker
So reason number one was going into too much detail, um, giving them too much information, right.
00:47:01
Speaker
Not keeping it simple enough.
00:47:05
Speaker
Uh,
00:47:06
Speaker
Number two was never attempting to close.
00:47:09
Speaker
I think I might have mixed up the orders, but correct me if I'm mixed up.
00:47:12
Speaker
No, you're right.
00:47:12
Speaker
You're right.
00:47:13
Speaker
Okay.
00:47:14
Speaker
Not attempting to close.
00:47:17
Speaker
Number three was the lack of belief in the product or what you're doing.
00:47:22
Speaker
And I think we talked about kind of the pre, yeah, the states, get in the states.
00:47:30
Speaker
Judgments.
00:47:31
Speaker
Yep.
00:47:32
Speaker
Don't prejudge, right?
00:47:33
Speaker
Don't do any of that.
00:47:34
Speaker
Yep.
00:47:35
Speaker
And here's the thing.
00:47:36
Speaker
I had one thought on too much info before we wrap up here.
00:47:41
Speaker
If I think a lot of salespeople think they're being kind of sleazy a little bit, a little bit shady by not giving all the information.
00:47:50
Speaker
They feel like, hey, if I don't divulge everything about this product, then I'm kind of cutting my prospect a little bit short, man.
00:47:57
Speaker
Maybe I'm hiding a couple of things, right?
00:47:59
Speaker
You got to get rid of that mindset.
00:48:01
Speaker
It's just a limiting belief.
00:48:02
Speaker
Again, think about the car.
00:48:04
Speaker
Do you want to know everything about the car you buy?
00:48:08
Speaker
I don't.
00:48:08
Speaker
I don't give a crap about it, right?
00:48:10
Speaker
Think about how your prospect, do they care about everything about solar?
00:48:14
Speaker
No.
00:48:15
Speaker
Remember, the only moral obligation you should have about this is it's your duty to close.
00:48:21
Speaker
You got to close.
00:48:22
Speaker
You got to overcome these five things.
00:48:24
Speaker
Be honest, ethical.
00:48:25
Speaker
There's no point in ever stretching the truth.
00:48:28
Speaker
pulling any crappy old school sales strategies.
00:48:32
Speaker
If you're rocking these five beliefs, okay, this is a core fundamentals of business and even life, I would say.
00:48:40
Speaker
If you rock these, I mean, you're unstoppable.
00:48:42
Speaker
That's how you close 60, 80, 90% of your deals, right?
00:48:46
Speaker
I talk about that time blue in the face.
00:48:49
Speaker
You should be closing 80% of your deals minimum.
00:48:52
Speaker
If you're not there, you got stuff to work on.
00:48:54
Speaker
Okay.
00:48:55
Speaker
If you're higher than that, cool.
00:48:57
Speaker
Maybe I can learn from you.
00:48:58
Speaker
Awesome.
00:49:00
Speaker
True.
00:49:01
Speaker
Very true.
00:49:02
Speaker
And something James reminded me of is one of the most powerful questions I think you can ask in a close or trial close is,
00:49:09
Speaker
is do you have enough information to be able to make a decision?
00:49:12
Speaker
Oh yeah.
00:49:13
Speaker
And that's something you reminded me of James.
00:49:15
Speaker
And it's been helping a lot in the deals.
00:49:17
Speaker
Don't be afraid to give them the information and then just go for the clothes.
00:49:21
Speaker
You don't have to go over everything.
00:49:23
Speaker
If I don't have to, I don't even mention the warranty.
00:49:25
Speaker
I don't even mention the maintenance that our company does.
00:49:27
Speaker
I don't have to just sell them on the idea.
00:49:30
Speaker
And then once you can see that they're excited about it,
00:49:33
Speaker
Just go straight for that close.
00:49:35
Speaker
Do you have enough information to be able to make a decision?
00:49:38
Speaker
Keep it simple.
00:49:38
Speaker
Grant, back to Grant Cardone, man.
00:49:41
Speaker
When I had my first sales call about Cardone University, when a Grant's guys, I think it was actually Jared.
00:49:48
Speaker
Jared Glant actually was on the phone.
00:49:50
Speaker
He closed me on Cardone University the first time.
00:49:55
Speaker
There you go.
00:49:56
Speaker
But Jared, when he got on the phone with me, man, he busted out that question within two minutes.
00:50:02
Speaker
I'm not even kidding.
00:50:03
Speaker
It was just pleasantries.
00:50:04
Speaker
How you doing?
00:50:05
Speaker
Where you calling from?
00:50:07
Speaker
Awesome.
00:50:07
Speaker
Hey, James, based off what you saw, man, do you have enough info to make a decision today?
00:50:12
Speaker
And I'm like, yes.
00:50:13
Speaker
He's like, sweet.
00:50:17
Speaker
We wrapped up paperwork.
00:50:18
Speaker
We talked for maybe 10 minutes after the sale and that was it.
00:50:22
Speaker
You just sold me a $7, $7,900 course.
00:50:27
Speaker
Boom.
00:50:28
Speaker
Five minutes.
00:50:29
Speaker
You're like, Jared, as long as I can be talking to you, I'll buy anything.
00:50:33
Speaker
I just wanted the honor of talking to you.
00:50:35
Speaker
I didn't even know Jared super well actually at that point.
00:50:38
Speaker
So yeah, I realized later.
00:50:41
Speaker
Yeah.
00:50:43
Speaker
Cool.
00:50:44
Speaker
There you have it.
00:50:45
Speaker
So yeah, keep it simple.
00:50:47
Speaker
And then we talked about setting the intention.
00:50:49
Speaker
I know I screwed the order up.
00:50:51
Speaker
I think I butchered the order of these, but setting the intention, telling them that's your intention to close them.
00:50:59
Speaker
And then I think the last one was not having any prejudgments.
00:51:02
Speaker
Yeah.
00:51:04
Speaker
about the potential customer or about what you're doing.
00:51:10
Speaker
So cool.
00:51:11
Speaker
I think that about wraps it up.
00:51:14
Speaker
Anything I missed there on the review, James?
00:51:17
Speaker
Nope.
00:51:17
Speaker
Guys, that is it.
00:51:19
Speaker
If you have not already, okay, go over and share this podcast with anybody that is in solar, that wants to get into solar, that's looking for a career change.
00:51:32
Speaker
I can't tell you how many people I have messaging me that listened to a podcast or a video from six months ago and we're the reason they decided to even get in the solar industry.
00:51:42
Speaker
It's a huge honor for us, right?
00:51:44
Speaker
And this big movement as we're pushing forward with it.
00:51:47
Speaker
But the only way we're going to grow guys is you got to share the crap out of this thing.
00:51:51
Speaker
So if you're a solopreneur, share it on Facebook, share it on social media, leave us some reviews, right?
00:51:57
Speaker
We got to start getting some reviews set up wherever you're listening.
00:52:00
Speaker
iTunes, Spotify, Stitcher.
00:52:03
Speaker
Your word of mouth is our lifeblood with this podcast.
00:52:06
Speaker
That's how we're going to grow this and get the movement out there.
00:52:11
Speaker
And guys.
00:52:12
Speaker
Yeah, and guys, please let us know too what you think about the podcast, what topics you'd want us to cover.
00:52:19
Speaker
We want to make this, we want to change the solar industry.
00:52:21
Speaker
So we definitely need comments, we need suggestions, and we're out there to dominate this industry one rooftop at a time, right?
00:52:29
Speaker
So we want to change it and give...
00:52:31
Speaker
the most valuable content.
00:52:32
Speaker
If you haven't noticed, we're also trying to get top solar producers and come on to interview.
00:52:37
Speaker
So if you have anyone that you'd like us to interview or any suggestions for that, feel free to drop us a comment, reach out to us on Facebook or any social media.
00:52:47
Speaker
Okay, guys.
00:52:48
Speaker
So with that being said, we'll wrap it up and we will see you guys next episode.
00:52:53
Speaker
Keep crushing it.
00:52:54
Speaker
See ya.
00:52:56
Speaker
Wow, what another amazing episode of the Solarpreneur podcast.
00:53:00
Speaker
Now, before we take off here, do us a favor and go leave an honest review on your platform of choice or wherever you're listening to this podcast.
00:53:09
Speaker
It helps us get the word out about the Solarpreneur movement and impact more entrepreneurs, sales professionals, and marketers just like you.
00:53:18
Speaker
And hey, don't forget to head over to Facebook and join the Solarpreneur group for more daily content that's going to impact you and help you take
00:53:25
Speaker
your sales game to the next level.
00:53:27
Speaker
See you guys in the next episode.