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first off I hope nobody on this Eastern University live call is the cheapest solution and your whole business model is we're going to be the cheapest Dodge Garnet we're going to be the cheapest no matter what that is not good okay being the cheapest solution out there is never good those companies go out of business really quickly you guys are providing a service you deserve to make a profit when you have a profit wow imagine that you can invest in r d you can invest in more people you can scale your business profits are good and they're Fair as long as you're charging a fair price you guys deserve to make money but one of the problems that we get when we're operating at this Elite level and most of the people on the Eastern University lives are in that Niche where you guys are the Elite you're the best of the best of the best is we often hear things like well you know Susan I we really want to go with you guys but there is there is another solution out there that's quite a bit cheaper you guys are a lot more expensive than them why are you so expensive why is this price what it is you know Alex uh you know we really want to use your solution but you guys are about 30 percent more than the the other company that we're looking at why are you so much more expensive to them who's got some ideas of how you could respond to why are you more expensive than the competition how would you respond to that who's got an idea our value is is worth your your penny because not only are we offering you these educational courses but at the same time not only are we partnered with the top medical mentors in Mexico we're offering you the coaching session an exclusive level of membership and access of that is the first time that Mexico does offer that in the market Plus a a certain number of benefits I I might point out right yeah pharmaceutical access whatnot which all together sums up to a value it's worth ten thousand dollars a month still we have mate and paced away for you to have it at this specific price for you and your team yeah I like it I like it Alex so the strategy is when somebody says why are you more expensive you're going to list out all of the things that make you better it's a good strategy does anybody else have an alternative strategy um besides just listing out all the things go ahead John John Fitzgerald I'm driving so I'm not on camera no worries um I I when I when I've been focusing on with that arises is I'm mirroring and I want to get more information about what expensive means so the more I could have the client speaking about what they theme as being more expensive that's going to start aligning with the based on a lot of my service provides I like that hey why are you so much more expensive than the competition more expensive than the competition yeah I mean you guys really seem to have everything that we need but your price is higher we have everything that you need yeah we do need to get this information in front of our people at this time yada yada yada John makes sense right that's the road you're going down correct that's a hundred percent how I do it good okay let me give you guys a new tool are you ready sometimes in life this stuff at Eastern University is so much easier who wants to take a guess at what the clue is all right you don't have to take a guess because I just gave you the answer hey Matt you know and I by the way I just had this happen this morning I stepped in on a call that one of our sales associates was taking and the person said hey we really want to bring our team on board with this sales coaching looks really good this totally sounds like something that we want to do but I gotta tell you you guys are a couple hundred dollars more per month than and I'm not going to say the name of the company you're a couple hundred dollars more per month than them why are you guys so expensive and you know what I said take a guess and that's all you have to say take a guess and all of the sudden you know what the person on the call today said well I mean your content is a lot more relative and it seems newer and it seems real world and we did have three of our people take the sample courses on the website and they were able to close a lot more dealing and you know the other company they don't do these live sessions every week that you guys do and then all I had to say was yeah and and there's there's other things as well but those are some of the biggies does it make sense to move forward in getting your team on board with Eastern University yeah yeah it does sometimes we're making our job too hard for ourselves go ahead they close themselves they close themselves absolutely right now everything you guys said was right before Alex going through the stuff but it's much better Alex if that client starts going through that list well you know you guys do have the connections with the pharmaceutical companies and I do think we could save 5 000 a month you could I mean with most of our clients it's closer to ten thousand and you guys do have the XYZ and the ABC totally get it in the list there's there's others there's others on that list but just based on those does it make sense for us to move forward next time somebody asks you why are you more expensive than the competition the first thing out of your mouth because this is a no lose situation is for you to go take a guess the worst thing that they're gonna go is well I just don't know to which you can go back to the first point we worked at in this today's live and say totally get it if you were to think about about it what do you think it would be well I do think it would be the weekly lives those are really important and the other company doesn't do weekly lives okay take a guess if they don't know notice how all this stuff I'm teaching you locks together right if you if you were to think about it what do you think it would be right and then worst case scenario if they got nothing you can go with John's approach of marrying which is dynamite or you can go with Alex approach of listing your benefits but the ideal situation for all of us is to get the client as JoJo said to get the client to solve the problem for themselves why when we say something to a client it means about this much when they say it themselves it means this much to where in Alex's case there's ten thousand dollars in benefits there I would much rather have Alex's potential clients say I think there's about five thousand seventy five hundred in in value there versus Alex say ten thousand I would rather take the client believe believing that the value was half of what it was then Alex pitching them that it is this because they're going to be like that's how Alex would say that he's a salesperson does that make sense guys sales reps managers business owners entrepreneurs what I'm about to tell you oh this is gonna hurt but trust me it will be well worth it I want you to think back to that excitement you had when you first got started maybe it was your first day you thought about all of the lives that you were going to change with your amazing product your business your service your Solutions and hey let's be honest here you were going to make a lot of money in the process of helping people helping businesses change their lives but it didn't work out exactly that way did it if you're anything like me if you're anything like most people in sales you found it was just a little bit more difficult to close those deals than you thought or maybe you're struggling right now now I warned you this is the part that's going to hurt but in order for this to work you and I need to be honest with each other I want you to think about all the reasons that you're not hitting your targets all the reasons you're not making the sales that you had anticipated making is it the economy your competition your territory your pricing maybe it's your manager your product your service Your solution here's the part that's going to hurt there's a 94 chance it is none of those and it's time you face reality the reason why you have to work so hard just to close a single deal has nothing to do with the economy nothing to do with your competition your territory your manager your product your price your service the reason why it's so hard for you is you simply have haven't learned a better sales process but wait you've had sales training from your company yeah I did too you've read some sales books I read just about every single one of them or maybe you're saying to yourself well I was always born a salesperson nobody is born knowing how to sell more than they're born knowing how to speak Cantonese or fly an F-22 fighter jet and by the way the right sales process is a lot easier to learn than a language or flying an airplane but you still have to learn it my name is Matt Easton I'm the founder of Eastern University and if you'll let me coach you I can show you how to sell more than you've ever imagined without being pushy without being manipulative without following some super complex system where you're spend more time trying to figure out what stage your deal is in than actually closing deals if you will let me coach you you will never ever ever bind yourself blaming the economy your products your price your manager your territory your competition again because you're going to be in total control of the sales process and the outcomes I've devoted my life to unlocking the perfect sales process and I want to coach you the same way I've helped thousands of other people in the exact same position that you are right now sell a reported 3.47 billion yeah that's billion with a B over the last 12 months I've been where you're at right now I know how to help you I can show you in just a matter of minutes what will take you years of trial and error to learn on your own now if you've made it this far but you're saying to yourself it can't be that simple just trying a new sales process alone will not get me to where I want to go I know exactly what you're feeling I said those exact same things and I was wrong having the right sales process changed absolutely everything for me so I want you to do me and yourself this favor and spend just a minute or two over at eastonuniversity.com checking out what we've built now if you spend a couple minutes and you decide that our coaching can't help you it can't help you change everything about your career everything about your life no harm no foul you can continue to do things the way you're doing them right now but just imagine what if you head over to easternuniversity.com right now and it connects with you what if it is that simple suddenly everything starts to make sense and everything changes for you your career your income your goals your company you start heading in the direction you always thought you could isn't it worth taking a couple minutes and seeing if that might be the case Eastern University is more than a platform it's more than live coaching with me it's your future and you and your future are worth it thank you so much for watching I'm glad you and I have met each other and I look forward to seeing you over at easternuniversity.com right now