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what what we got a good group going on what's going on everybody good to see you let's give it a couple seconds here we got a bunch more people popping in right now how you guys doing you guys doing good i see some new faces i see some old faces i see some great faces what are we going to talk about today what we're going to talk about today is how to close now i know that for some of you on this you're already you've got your black belt you've got your cmscs you know how to close um i'm going to ask the group what to say to close if you know if you have one of these don't share it let's keep the secret because i want to hear what people that haven't been through the training have to say uh for their ideas to close but let me get started who am i if we haven't met before my name is matt easton i'm the founder of easton university it's the most effective sales training in the world why is it so effective well number one times have changed the world is different we're going to talk about that in a second and number two we really feel something that we're really proud of here is the way that we teach we teach in very simple easy to explain ways it's got a bunch more people coming in so i'll kind of i'll kind of delay things here just one second because i see a flood of people coming in again everybody how's it going my name is matt easton what are we going to do here for the next few minutes what we're going to do for the next few minutes is we're going to learn how to close now here's the cool thing i'm going to teach you one of the easiest things right out of the certified master sales consultant credential one of the easiest things i can teach you one of the easiest things you can learn in easton university but i will tell you this if you expect to just watch this and like boom i got it it is that easy but you're gonna mess it up if you just try and like listen to it so what i would do we call this a sword in a shield i'd grab a sword and a shield what's up john fitzgerald john fitzgerald i'm gonna ask people what they say to close don't share for the folks that have already been through the training don't share what to say this this is a recap for you but i want to hear what the people that haven't been through the training have to say make sense so bj gt jamie b uh folks that have been through the training don't share it all right so why are we here we are here because sales has completely changed what's completely changed about sales now a lot of you some of you might not even work in sales you're like i i got the video because i want to close deals in life i got you that this will help you for a job interview this will help you get a date this will help you get a promotion this will help you get your kids to do their homework everything that we're going to learn over the last few minutes the next few minutes not only can you apply to your career not only can you apply this to business but you're going to be able to apply this to your personal life so you're welcome we got a weekend coming up maybe you're single and you like to mingle maybe there's somebody at the gym that you've like really wanted to ask out on a date you want to ask them out to lunch you can use this clothes i'm going to show you a clothes that works pretty much all of the time about a 76 chance you're gonna get a yes and close the deal and then the rest of the time you're gonna do what we love to do at easton university you're gonna set a crystal clear locked in next step all right so why has sales completely changed why has your life completely changed it's changed because of these little buggers right here people have access to in far more information than ever before and again this applies to your personal life too people are add right go go to a sporting event you're going to look around you're like wow man i spent 894 dollars to watch the colorado avalanche on the glass right in the stanley cup playoffs half the people around me are like staring at their phone it's no different in your business world too your prospects have access to more information than ever before and they have more choices than ever before so that old school type of training i'm not saying it was bad then i'm saying it completely does not work today if you're saying things like hey if you could give me five minutes of your time i'd like to show you how our new gtx 360 degree web interface can help your business save money and time right nobody wants to hear that anymore they don't have time for that it used to be that they would tolerate that because their interaction their communication with their sales rep that was the only place they can get information now well you can get information right from one of these so realize this and it's the same again for the folks that are just joining i'm to show you how to close i'm going to show you the most effective way in the world to close the deal and it's also going to work in your personal life you're competing with these things in your personal life too your kids are on their ipad when you're trying to get them to get do their homework the person from the gym that you want to ask out to lunch is probably heads down in one of these it's just how the world is our prospects have access to exponentially more information like 1200 times more information than they had two three years ago and it's growing rapidly it's growing exponentially our prospects also have more choices than they ever had before again i'm not trying to poo poo all the other sales training out there but it is designed for a world where whether you're selling software services real estate your prospects had four real estate agents in the neighborhood in the 90s there was four people in the neighborhood and you knew all their faces because their faces were on the bus bench right now how many real estate agents live in your neighborhood okay you got 3 000 people living in your neighborhood 8 000 of them are licensed real estate agents right and another 16 000 of them are mortgage brokers same thing with software same thing with medical same thing with hospitality there's more competition than ever before it's not guys it is no longer about being the smartest person in the room it's just not and a lot of you are like man i've got a great idea i'm really passionate i i want to be a fitness instructor i know more about knees over toes fitness than anybody else on the planet i have so much to give the world okay it doesn't cut it anymore you have to realize that your job your career your personal life which is probably why you haven't been able to get a date is exponentially more difficult than ever before it's more demanding than ever before it's more frustrating than ever before and it's more unforgiving today if you start a conversation with a prospect and you don't have a simple skillful process to go through in what questions to ask them how to help them how to figure out what's an objection and how do i handle that objection and what's just a complaint we're not going to talk about that today but let me just give you an idea that nobody's talking about 90 of the things that you think or objections that you're trying to overcome your price is too high i don't like the color i don't like your your your contract whatever it is it's not an objection at all it's just a complaint not only do people have access to more information than ever before because of these things what else have these things done to our society they've made people exponentially more negative than ever before so if you're using that old school sales training where you're trying to overcome objections your price is too high right no it's not let me show you why we're the most affordable in the industry all you're doing is creating arguments back to that realtor example right let's say you're going to look at a property i don't like stairs oh come on stairs will get you fit in today's world i'm just going to tell you there's a system out there i've got an eight step system first step just simply agree with the ejection and move forward i don't like stairs i don't like stairs either john come on let's go head on up the stairs we'll go look at the condo right your price is too high i get it i'm with you just let them complain most of the things that you're trying to overcome are just complaints because it's people are 1 000 times more negative you just have to realize that okay so we're going to spend a couple minutes where i'm going to show you how to close whatever your industry in we we have people from multiple industries i got you we have some people that just want to close the deal in their life i got you there's one or two parents that just want to get their kid to do their damn homework got you covered i'm going to show you how to close but before i show you how to close i want i want to make sure that i'm crystal clear about what we're going to talk about okay so i'm going to show you how to close my definition of a close is let's say we have a contract a close is they're going to sign the contract let's say you're a fitness trainer a close is they're going to buy a package if let's say you're a real estate professional a close is they're going to sign that buyers listing agreement or they're going to put in an offer that's what i think is a close okay the other place where what i'm about to show you will work is what i would call an advance what's in advance uh so john fitzgerald's on this call john is working with a automotive group that has 450 locations john may be crystal clear of the fact that okay i'm presenting to the cio of the company but this deal is so big it's going to require board approval and the advance would be to get this in front of the board make sense i'm going to show you how to do the exact same thing you're going to use the exact same methodology whether you're closing closing we're done i got what i wanted or advancing i'm going to get this in front of the board we're gonna do a pilot program whatever it is that you need to do it's the same thing okay but before i show you in these few minutes and this is gonna change your life again take notes it's literally like two sentences i'm gonna teach you write them down i'm gonna say it again because some of you are gonna call me and be like easton your stuff's bunk it doesn't work and i'm gonna be like what did you say i said exactly what you told me to say tell me word for word what you said and it's gonna sound nothing like what i'm about to teach you okay before i teach you what to say let's just quickly cover why we're afraid to close deals because just like people being more negative than ever before people are more hesitant than ever before so if you're like man it's me i'm just not cut out for this whether it's parenting your sales job being a cio of a company if you're thinking you're not cut out for this because you're hesitant because you're nervous because you're unsure you're totally normal that's what's going on today because there's so much negativity and information it makes us worried okay the stakes are higher than ever before so i've got these four reasons why i think sales people fear closing you can unmute yourself and tell me if you think there's a fifth but let me walk you through these four because it's important that we understand these before i teach you how to close okay number one we don't want to be pushy i agree with you one thousand percent which is why most of you if you've never paid money to do sales training like we teach at eastonuniversity.com it's probably the number one reason why you've never had sales training because most of the sales training out there does what teaches you how to be pushy i'm going to show you 101 ways to overcome an objection right i'm going to show you some jedi mind tricks like hey bob would you like to sign the contract on tuesday or thursday bob doesn't know i don't care what day he signs the contract what i've done is i've given him two choices whichever one he goes it's garbage it doesn't work right if there is this and no offense if you sell hair extensions at the mall okay no offense i'm just saying there's this guy at the mall where i go to that has this kiosk he sells two things hair extensions and face cream he's like yeah hey ugly guy he calls me ugly guy every walk but ah don't look at me don't look at me you know if we did some stuff with your hair we could have it long like fabio again don't look at me put this cream on your face free sample free sample put it on oh you look like jason statham you can see i bought the cream okay but again none of us want to be john you bought the cream too did you i know you bought probably bought the cream too but we don't even though we bought that guy's creep by the way it doesn't work i'm still ugly guy he doesn't remember that i bought it but we don't want to be pushy none of us want to be pushy okay second reason why we don't go for the clothes right second reason why um victor why amber why michael why tom why peggy is not going for the clothes and i get it peggy i am with you we don't want to be humiliated hey peggy you want to sign the contract hey matt no oh that sucks right it doesn't feel good a lot of times these bad coaches will be like yo it's just business you gotta ignore it you gotta have a thick skin it's literally impossible your brain is not that complex you can't differentiate the real world from your business life rejections oh imagine that rejection still hurts in your career okay i'm not going to teach you how to make rejection less painful i'm just going to show you right here right now how you cannot get rejected at all okay how you cannot get humiliated it's humiliated humiliating when people tell you no if there's anybody on your team or in your office right now amber right anybody around you amber i know it's not you but richard maybe there's somebody by you that's like i i like being humiliated just kind of like move away from that person like as gently as you can because they're gonna have a netflix special about them normal people like us don't like to be humiliated okay here's another big reason in 2022 and this is killing you ricardo this you probably do this because i do it too it's killing us we're like i don't want to go for the clothes because i'm underprepared i don't want to go for the clothes because i haven't shown them enough i haven't walked them through the full demo i haven't done blah blah blah blah blah we're like i need to do all of this stuff before i can close why are we afraid to close because we're underprepared we're afraid because we don't have a good clothes we have a clothes that's like shooting off those lap a month from now everybody's going to shoot off fireworks every fireworks display is going to have the what at the end the grand finale right the big poppers we're like man i can't shoot those off because once i shoot those off i'm done i don't have anything else i'm going to show you a close that you can use five minutes into the sale and you can come back to because there's no way they can reject you the last reason why we don't go for the close is we fear losing the sale what do i mean by that i want to make sure i'm very clear i don't necessarily mean i went for the close and they told me no what i mean is i went for the close and i got a definitive answer there's a lot of people in their careers and i'm not saying any of you are like this i was like this at a time when i worked in sales i had a big full pipeline appeals and i was actually afraid to try and close greg to try and close bj to try and close john why because if i got told no on all of those it's friday's coming up the last thing i want to do is go into the weekend with no pipeline right that is scary so if i try and close alex at least if i don't try and close alex alex is always going to be like um let me get back to you i'll think about it and i can tell my boss hey boss alex that alex deal is going to come in for 1.7 million dollars knowing that i never really went for the close okay so here's what i'm going to show you guys today right now i'm gonna show you a very specific very easy to learn very easy i always i always always always follow through on what i'm telling you i always make good on my promises and i promised you guys a way to close both in business and life i'm going to give it to you super easy to learn super easy to practice super easy to implement system and by system this is like super easy technology it's two sentences but you're gonna use this on every deal every time with ultra high success whether it's alex trying to close a 8 million dollar [Music] goods contract whatever it is that alex has whether it's ricardo trying to sell software or whether it's john trying to get his kid to do their homework right i'm gonna show you how to close right now again disclaimer i know we have some black belts on this call we have some cmscs on this call if you know the answer this is not to show this is not so john can show how smart he is john sit this one out if you've never been through our training i want to hear your answer right now unmute yourself or put it in the chat what do you say to close what do you say to close either put it in the chat or unmute yourself what do you guys say to close what you got what would be a good set of next steps um what would be a good set of next steps i like it jeff's got one there who's who else has got one what would be a good set of next steps what's stopping you from making a decision today what's stopping you from making a decision today did abraham say that i like that yes what's stopping you let me write that one down somebody give me a third one based upon x does it make sense to do question mark like it like it you've been watching some of my videos let me tune that up for you let me unpack these one two three okay um what was that first one again it was like what is what would stop you what's stopping you okay let me cover the what's stopping you if you're doing any any sort of what's stopping you what's holding you back i get it you're watching some of the other people on tik tok that teach sales okay let me just debunk this one and i'm not saying anything bad about them but i actually think about the stuff that i teach people imagine that and i actually put it into practice and i actually tracked these things anybody watch the yellowstone that show the yellowstone with kevin costner right i watched it yep all four seasons so i'm officially a cowboy i am i am 100 a cowboy okay here's what i learned now that i'm a cowboy from watching yellow stuff if you take a horse and let's say you want the horse to go this way right i need the horse to go this way probably not a good idea to turn the horse facing this way and smack it on the butt what's going to happen if i turn the horse this direction and smack it on the ass i saw yellowstone the horse runs that way then you bang the bad guy against the tree and then they throw the body off the cliff right i know how it works i saw the whole show if you want the horse to go this way the last thing you want to do is point it in that direction which is why if you are saying any derivation of what's stopping you what's holding you back what the hell are you doing you're literally pointing the horse in the wrong direction and smacking it on the butt because what if when you ask somebody a direct question what are they going to give you a direct answer so if i say hey joel what's stopping you hey joel what's stopping you from signing up to eastern university joel right now in his head even though he's muted i could see him there in his badass car when i said that to joel joel what's stopping you joel automatically i i don't know you i haven't been through your training um i'm not sure i need to look at some testimonials i don't even know what it costs where did i take joel's mind i took joel's mind to create reasons not one person on planet earth is gonna go uh nothing man i'm ready to go unless they're completely certain it's literally like let's say we were gonna rock climb let's say ricardo and i are gonna rock climb what's up our rm ricardo mcrae and i are gonna rock climb right yo i'm not that skilled at rock climbing but i grew up in boulder colorado so i saw it on a cartoon right so i'm gonna get a rope he's gonna get a harness we're gonna put one end of the harness on him one end on me i'm going to be on this thing called on belay and i'm going to hold the rope ricardo's going to get about three steps up the rock and i'm going to go hey ricardo i just want to make sure is there anything holding you back from climbing the rest of the way up this rock like i don't know have you paid your bill on your health insurance did you weigh yourself um because i'm i'm 175 i don't know what you weigh uh and you know did you eat did you even ask me if i have experience holding people and did we go through the rope like literally ricardo's gonna be ah i'm a pass i'm gonna pass and he's gonna get off the rock right when we ask things like what are holding you back what's stopping you it's not good here's the other problem that we do with our closes a lot of times we we ask all or nothing requests right do you want to sign the contract can we get this in front of the board what date's a good day to get when you're asking an all-or-nothing request i want you to just realize this you're putting yourself back into a coin flip kind of scenario in your life where you're either gonna mom can i have twenty dollars no right mom i'm going to the mall can i have twenty dollars no you don't wanna ever ask all or nothing requests okay um there were some other ones here uh would it be totally crazy for us to move forward today okay here's what i don't like about would it be totally crazy for us to move forward today and i get it that there's a lot of that is that is in vogue right now that is the doom is the summer jam of sales training is would it be totally crazy because what i'm doing is i'm modifying uh basically a negative question and i'm looking for a no answer that's why they're asking i'm just gonna break that one down that's how the dj came up with that mix is it's like hey john are you against taking a look at this no i'm not against it but same thing with would it be totally crazy right it's it's a there's a time and a place for that stuff your clothes is not that okay that might be a good primer i'm not i'm not a super fan of it i think there's better stuff out there but that's also not a close like if i was gonna get down on one knee and ask lisa to marry me i wouldn't be like hey lisa um would it be totally crazy for for us to i don't know get married right in life here's what i found i've been moderately successful in life in life you're exponentially more likely to get the thing that you want if you ask for the thing that you want and you ask with confidence also in life people are going to be exponentially more likely to do the thing you want them to do based on their reasons and not their reasons now i saw some people that were pretty damn close to what you should be saying so let me walk you through because i promised you guys in 30 minutes i'm going to teach you how to close let me walk you through how to do it right now in a way that you're going to just all of a sudden never be humiliated you're never going to be stressed out you're always going to move things forward grab a pen grab a paper write down what i'm about to show you it goes like this a few on this call put it in the chat so you obviously understand it first question does it make sense to blank hey john does it make sense to sign the contract hey alex does it make sense to do your homework before hockey practice hey bj does it make sense for us to get this in front of the board does it make sense to blank i told you this will work in your personal life right hey lisa man it's so great seeing you around the gym i always have such a fun time does it make sense for you and i to grab lunch right notice what i'm doing here when i say hey john does it make sense to sign the contract yes or no did i ask john to do anything no i did not words matter guys and notice my words are not crazy like would it be ridiculously insane to think that possibly if you didn't have any other reasons you could do business with us today just be cool be confident hey john doesn't make sense to sign the contract right i didn't ask john to do anything and you're going to be surprised that most of this resistance most of these objections are totally in your head i never went to prom well i did i went to prom with somebody that was a foreign exchange student she didn't speak any english i don't even think she knew what she agreed to because i was totally nervous and i was like perhaps maybe if there's no nobody else i know i don't have a car or any money but perhaps maybe if you're not going with anybody else if can you see any reason why you shouldn't go to prom with me yeah you're a dork oh okay thank you right it's no way to live your life i should have just been like hey yo jennifer does it make sense to go to prom with me i'm going to prom does it make sense for you and i to go together totally different delivery it's calm it's neutral it's not pushy i didn't ask you to do anything and here's the beautiful thing about doesn't make sense and do not teach your kids this what is up jason that is the best motorcycle law attorney in the world right there what's up jason so jason doesn't make sense does it make sense um what would you call it to get give get a retainer whatever does it make sense to sign the retainer or whatever it is i don't know i haven't crashed a motorcycle but when i do i'm calling you does it make sense to blank whatever it is you need them to do okay here's the cool thing and do not teach your kids this right jason's a brown belt did you get your black belt yeah he's getting it soon i'm a black belt in jiu jitsu jason and i are both jiu jitsu guys this is straight up jiu jitsu here because i don't care what the answer is right i'm i'm literally setting up something here that is just so perfect it's like jiu jitsu do not teach your kids this right your kids are going to go hey dad can i have 20 no but imagine if your kid was like hey dad i'm going to the mall with some friends does it make sense to give me twenty dollars you can't reject they cannot reject you on doing the thing you want them to do when you say does it make sense because it's not an all-or-nothing request what is it it's a timing question so the worst answer you're ever going to get is not right now it sounds like this hey john does it make sense to sign the contract yeah yeah it does congratulations john you made a great decision the next steps are and if you have steps to your sale okay learn this hear what i am saying do not sell them on all of the steps sell them on doing the thing you need them to do and then say congratulations you made a great decision the next steps are right let me give you a way this will make a lot more sense because a lot of people are like well i'm going to use this hey does it make sense to fill out the application right does it make sense to fill out a credit app that's literally like buying a ring getting down on one knee and going jason right does it make sense for you and i to pick out wedding stationery he's gonna be like what's up bro i don't even know what you're saying right hey heather does it make sense for you and i to look at rehearsal dinner locations what are you asking me so so you're you're you're asking for those things in the steps because you don't have the confidence to ask for what you want right i want you to go through life starting right now asking for the thing that you want hey heather does it make sense for you and i to get married yes great next steps we gotta find reversal dinner locations how big of a wedding you want where do we want to have that okay so ask for the thing that you want hey john does it make sense to sign the contract absolutely let's do it perfect next steps i'm going to send you over some documents for all 86 locations you're going to get those signed i'll get that to the support team we'll have it we'll have everything up and running in three weeks right hey john does it make sense to sign the contract no hey john does it make sense to sign the contract not right now hey john does it make sense to sign the contract i'm not sure okay here's the next word you need to write down hey john does it make sense to sign the contract no watch my face let me let me unshare watch my face listen to my tonality you ready hey hey john does it make sense to sign the contract no got it what's a good next step then boom what's a good next step then not not what do i need to do to get your business not hey joel this deal i can only give you i want to make sure i can only give you this deal right now there's a time and a place to do that but you're going to find when you say what's a good next step then in that exact tonality guess what your customer's going to do 80 plus percent of the time tell you what the next step is what did i tell you i'm gonna give you a system where you either close or figure out exactly you set a crystal clear next step hey john does it make sense to sign the contract uh no instead of me going what if i could lower my price can we make it out no got it hey john what's a good next step then uh we need to get this in front of andy andy's our cfo uh he does this is uh anything over 875k andy's got to approve makes perfect sense does it make sense for us to get this in front of andy today no i can't do it today awesome when can we do let's do it thursday now all of a sudden all your deals are going to move through a process right even for those worst challenges like most of the time they're going to tell you it's got to go to andy but what if they say something like well i just need to think about it right hey john does it make sense to sign the contract uh no what's a good next step then i i don't know i i just need to think about it okay here's what i'm gonna do i'm gonna transition now this is brown belt level stuff right this is real high level jiu jitsu stuff but i'm going to transition and i'm going to ask the same question again what's a good next step but i'm going to tweak the word see if you can notice the difference in how i ask it two times hey john does it make sense to sign the contract no got it got it what's a good next step then i'm not sure i just need to think about it it makes perfect sense what's a good next step on my end or what's a good next step for me okay notice how when i say what's a good next step then that's an open-ended question and ideally i want jeff to give me the next step that involves him but if jeff throws a blocker up and is like i don't know i just need to think about it most salespeople would think they were dead in the water or revert to 1990s sales training which would be high pressure you know jeff when i hear i need to think about it it typically means one of two things either i'm afraid to tell the person no or there's something that wasn't answered it's all garbage that doesn't work today you're living in a world where they can go to siri and buy your competitors product from them before you even leave their office so don't be a jerk don't try and force things i'm telling you this if you stop trying to force deals if you slow the process down you will close a lot more deals and you will speed up the results so it sounds like this hey jeff does it make sense to get this in front of the board ah no got it got it what's a good next step then um you know man that's an important decision i i just really need to think about it makes makes perfect sense jeff what's a good next step for me uh call me friday at two i guarantee you when you switch to what's a good next step for me they always and john can wave his arms john's experienced this they always give you an answer that is way better than the answer you thought you were gonna get okay but if you give an answer like well how about i follow up with you in a month they would have told you if you let them answer the question call me in two days it's really weird but that always happens okay now you're still not out of the woods with this check downs of what's a good next step then because what if you say what's a good next step for me and they go i don't know i just need to think about it at that point you can simply tell them what the next step is it sounds like this hey michael does it make sense to sign the contract um no got it got it what's a good next step then michael uh i'm not sure i need to think about it what's a good next step for me i i don't know matt it's really hard for them to say i don't know twice but let's say they do this happens like one percent of the time yeah i don't know i just need to think about hey perfect makes perfect sense i'll give you a call thursday at four o'clock if i haven't heard from you before then fair enough cool now i can put now it's not pressure because we've already established i'm going to call them thursday at 4. now i can put on it's not even pressure i don't want you guys lying and being manipulative now i can go hey hey jeff i just want to make sure that we're clear on this okay things have been changed with supply chains with chip shortages with everything that's going on i just want to make sure that i'm crystal clear because this one's on me it's not on you if i don't explain this between now and thursday the pricing that we talked about it may change and my availability may change between now and thursday i just want to make sure that that you understand that as long as you're okay with that i'm okay with that and don't worry don't worry if we miss out on this prize or this launch date or this availability i'll work with you i'll find the next best one fair enough now notice what i did there i didn't say hey jeff if you don't do this deal you're going to lose your price because that's what a sales person would say that's what a manipulator would say right that's what a gross person would say notice how i walked jeff through that hey jack i just want to be crystal clear on something right things have been the market has been moving like crazy we're we have been gangbusters here i the price that i gave you on these 87 locations that's the price based on all of the information that i have in front of me right now i just want to be crystal clear it's on me it's not on you i've had this happen before i never want to make this mistake again when we circle back on thursday i just want you to be prepared things may change price may go up availability may be there as long as you're okay with that i'm cool with that right this is your decision okay and don't worry now here's the real one don't worry if if we miss out on this one if we miss out on this pricing and the best in the world what i do i i will work with you and i'll find the next best one there is nobody on the planet that wants next best right so think about that like if jason jason and i are both i think we're both married but back when we were single right like i wish i had this when i was single hey you want to go to a party on friday no okay cool no problem hey i just want to make sure you realize i've got one ticket to go to the well do you want to go to the party on friday call me thursday night cool makes perfect sense awesome i will call you thursday at uh to see we're out with that hey hey monica i just want to make sure that um i'm clear here i only have the one other ticket to go to the party um there's a possibility between now and and thursday at four that somebody's going to take that ticket but no worries right i get it i get it if we miss out on this one i'll make sure i think you for the next best party that comes around right if i hadn't known that nobody would have ever rejected me to go to party they'd be like wait whoa time out time out let's just do it i'll take the ticket right but if i had gone come on monica this is the coolest party in town and i am the coolest guy in town she would have been restraining order right slap in the face restraining work and yet i know that's funny and we're all laughing but this is crap that we do in our sales deals right anything you do in your sales deals you should be comfortable if you're dating doing it in front of a person you're dating if you're married doing it in front of your spouse right you would never tell your spouse hey heather when i hear hey heather do you want to go to the new sushi restaurant no you know when i hear no heather it typically means one of two things either that person is afraid to tell me that they don't want to go to dinner with me or there's something that we haven't covered which is it for you slap right hey heather you want to go to the new sushi place uh no got it got it what's a good place for us to eat that right well i'm not sure you're not sure right you can walk them through things without being high pressure all right so in summary because i know we went over on the 30 minutes i promised you the two things that you want to say are this does it make sense to blank and if their answer is anything other than absolutely 100 yes let's do it right what's a good next step then all of that reasons for not doing it guess what if they actually have reasons for not doing it they'll tell you those reasons at that point when you say what's a good next step is if i ask alex alex can you see any reason why we shouldn't want to do this alex is going to make a bunch of stuff up right because it goes back to that anxiety the teacher calls on alex in third grade you got to have some answer that's just the way our society is trained right you uh well the pricing would have to be right and the conditions you start making stuff up all right guys this was straight out of easton university.com i hope you enjoyed this if you enjoyed it send me a text message let me know you enjoyed it even better point your phone at your face say yo matt i enjoyed the training on closing text it to me let me give you my mobile it's 7206 i'll type it in the chat but we're going to be leaving so the chat won't hang out that long 720-660-3202 text me say man i enjoyed this if you have any questions on our training my mobile 720-660-3202 you can go to eastonuniversity.com you can call the office 800-628-1456 those people are great but if you want to skip those people and just talk to me you got my mobile again i hope this helps you i hope juanita gets a date off of this i hope you can use this let's say one of you wants a regional sales manager position hey john does it make sense to put me in that regional manager position uh no got it john what's a good next step um can you do a qbr report and put it in front of the board on thursdays thursday absolutely right oh much easier than can i have that promotion why not i'm going to quit if you don't give me a promotion right you can use this system and everything in life i love you guys i'm willing to hang out if anybody has any specific questions unmute yourself otherwise hopefully i'll see you guys over at eastern university any questions i can answer for you guys matt hey it's going edited i have a really quick question yeah jp in the house well i've been using so i found you on tick tock so and i've been using what you're saying i'm like a top like i'm not here to brag about myself but i'm at the top of my profession and keep bragging if it's true joel exactly what you're talking about though with um does it make sense and if it's not what are the next steps i've been using that all quarter and it's like propelled me like to the top yeah but my question is this i find myself after i present to um a prospect either in person or on the phone and i can't get a hold of them i'm i'm sending that message via email i've been using it and it works about 35 of the time should i be doing that should i email them and say matt does it make sense to sign to um to sign the agreement yes and are you calling them well yeah what i'm saying is like when i can't get a hold of them on the phone i'm literally emailing that and it's working but i don't know if i should be doing it yeah keep doing it can i give you one other thing to to say on the phone joel and john fitzgerald smiling because john is crushing it with this are you ready there's one thing that everybody on this planet wants to give anyone want to take a guess at what it is it's not their time it's not their money what is it their opinion damn straight jp jeff in the house joel and jeff all right so joel you ready for this message okay so i'm going to call you first message i'm probably going to leave you is hey joel matt easton easton university calling to see if it makes sense to move forward with that agreement give me a call on my mobile 720-660-3202 notice what i did not say hey joel it's matt easton checking in hey joel matt easton following up just right down to the point hey joel matt easton founder of easton university uh calling to see if it makes sense to move forward getting your team on the training my mobile 720-660-3202 okay so that's the first one i want you to leave joel you ready for the ninja one the second one maybe a week later check this out hey you've reached joel leave a message hey joel matt easton easton university i've got an idea some just came up this morning i've got an idea that i would love to get your opinion on can you call me on my mobile 720-660-3202 okay now listen to my tonality hey hey joel matt easton founder of easton university some just came up this morning an idea i'd love to get your opinion on can you call me on my mobile okay now joel you got to be prepared with an idea okay here's the cool thing number one the idea the core of the idea is going to be this does it make sense see how i can weave those two together but also joel you're the top performer in your company what here's what you don't realize you are exposed not like where a mask exposed good exposed you are exposed to all kinds of insights and ideas that those people you're talking to don't know about right and that idea could also be like let's say it's jason well i don't know if you know this but michigan just passed some new case law stuff and if you're able to get something into the courts before june 15th it's different in in how the courts fast track it i just want to make sure you were aware that it doesn't make sense for us to work together on this case right or any little insight but have something when they call you back and then weave it into does it make sense to bull okay and just don't be pushy i promise you and here's the other thing and there's a lot of people on this call that will testify to this if they don't call you back what does it mean it means absolutely nothing stop trying to be a mind reader and just tr we talk about processes at eastern university trust that damn process because i'm wrong with my process 95 of the time just this morning there was a person that i had talked to 380 days ago and i think i had it set at 400 days i put them in my sustainable pipeline and don't call them for a year i called them wasn't like hey it's been forever what's going on they were like yeah we're ready to rock and roll let's do this great timing i don't know why it took them 380 days to say that i don't care just trust your process follow through great question joel does that answer very much i think it's i think it's great i think it's 100 on the money thank you so much man good the world of sales has completely changed today's customer has access to more information today's customer has more choices the business world needs you studies have shown that 84 of sales people fail to achieve their goals the old sales training well it just doesn't work today i'd like to teach you how to take the stress out of selling in a way that's meaningful to you and your customers and gets you seven times more business i'll show you how the perfect sales process works i'm gonna walk you through everything from prospecting to closing the deal i'm gonna show you how to determine your prospect's wants and their needs so you can build value in your solutions you will learn how to handle any objection or complaint i'm going to show you how to connect with your customer so it's easy for them to buy from you i've taught the best companies in the world and thousands of people just like you how to hit their targets selling is complicated i'll simplify it for you there's more competition than ever before i'm gonna show you how to be number one all of a sudden your career is gonna make perfect sense even if you've never worked in sales or the corporate world before and for the advanced sales professionals i'm going to show you how to take things to the next level easton university is a new simple step-by-step process that's effective in any industry large or small you are about to become a certified master sales consultant i'm matt easton and this is easton university