Generate more sales online for healthcare

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good afternoon everyone gabrielle came here founder and ceo of health burner we are talking about 10 principles to increase your sales in today's tactical training so without any further ado i've got my decaf don't know what you're drinking today but let's dive into this [Music] all right so first and foremost if you are watching me live type live into the comments below if you're watching the replay hit replay in the comments just so i know and let me give you a little bit of context for what we're gonna be speaking about in this training number one if you want to enroll more clients you need to be good at sales now there's obviously i think a right way to do sales and a wrong way to do sales none of us especially health professionals enjoy selling in a way that feels overly salesy icky pressurey um and that's not what this is about that's not what we teach our clients that's on how we do things and so if you're someone who wants to help more people you have to first and foremost understand that selling is serving but you know how you sell is very important so i want to give you a couple things in this training principle-wise that i think are just really solid foundations to improve your ability to get more people to say yes to working with you so we're going to cover a couple things um why obsessing about your program early on in your business doesn't make a lot of sense and what to focus on instead i'm going to talk about the o word that determines the success or demise of your business we're going to look at why selling isn't actually selling i'll show you what it is instead and then i'm going to talk about the mirror effects and how to ensure you attract the right prospects into your world because if you attract the right people into your business it's a lot easier to enroll them as an example i just got off the phone with a couple clients and one of our clients husband and wife you know they're doing uh just amazing right now very very specific peculiar market i won't say what it is just to keep it a bit more anonymous but we just we're just speaking literally like just before we got on here and they're you know generating 12 calls a day from their pipeline um you know at like ridiculous numbers uh you know enrolling hundreds of clients in the program it's it's just amazing to see how that happens but the thing there is that they're very clear about who they are and when we talk about the mirror effects they're very clear about who they are and who they are not and as a result the right people come into their business so we'll dive into that as well in a second okay so without any further ado i actually had some slides but for some reason i couldn't find them uh this is actually a live i did this presentation live for our luminaries mastermind in 2018. it's crazy how like how long ago that was even though it seemed like yesterday if you want the actual video from that live training that we did in los angeles uh just type sales into the comments below and we'll send you a dm if you're watching this on youtube you gotta be inside the hub to get the stuff so make sure you go to the link in the description go to the health printer hub and hit us up in the comments here with sales and we'll hook you up with the training i think it's like 45 minutes and it goes into 20 principles so i'm going to give you 10 of them here if you want the additional 10 uh we'll hook you up with that video okay so without any further ado let's dive into this so principle number one is that the best product doesn't win the best known product does so when i say product i mean insert whatever it is you're selling insert your brand you could be the world's smartest most accoladed health professional on the planet but if no one knows who you are you're not going to succeed in terms of growing your impact in your business et cetera and it's very important to understand this idea of obscurity so i talked about the o word that can lead to the demise of your business that oh word is obscurity mcdonald's doesn't make the best hamburgers but everyone knows who they are right coca-cola obviously doesn't produce a beverage that's beneficial to anyone's health yet everyone knows who they are starbucks i call it the glorified milkshake factory doesn't make the world's best coffee yet everyone goes there all the time and this is the importance of being present in your marketplace so although this is less about sales this particular principle it's more about marketing the better you market the less you have to sell because if everyone sees you all the time when they are you know ready to work with you they're already indoctrinated they've already been drinking your kool-aid and you don't need to high pressure sell them when no one knows who you are when they don't know how you do anything or what you do then you have to be the one selling them over the phone or on zoom or in person and that leads to a situation that a lot of us don't want to be in right we're having to explain ourselves and convince someone as opposed to them coming into you into your world already pre-sold and now it's a much easier conversation so the first principles the best product doesn't win the best known product does aka the better you market the less you have to sell which is why you have to learn how to market you have to learn how to create demands it's very important principle number two so this is a bit more of a this is obviously like in a conversation itself a sale always happens always so either they buy your thing or you buy their story about why they can't do it now i want you to write these down and this one might be one of the most important if you're on the phone with someone and they're like yeah this is amazing i just need to think about it and you're like okay cool you've just bought the story you've just bought the story okay if you're on the phone with someone and they're like oh my god this is amazing but it's a bit more than i can afford and you're like okay you've just bought their story about why they can't do it and this is where you have to as someone who cares about helping other people you have to build your skill of salesmanship you have to learn how to have difficult conversations to overcome objections to sniff out answers like some of the stuff i just gave you and listen like there are times where people legitimately want to think about it but they don't need a week give them five minutes people know we know it's a hell yes or it's a no it's very simple right so you have to get very good at being able to get uncomfortable and earlier i said selling isn't selling what selling is is its coaching in our worlds you know we give our clients a whole training and script around what we call the coach to close process coach to close not sell to clothes not high pressure clothes coaching is about having a conversation that gets to the truth that mitigates all the bs and the surface stuff and we get to situations where and again it's not always easy right it's uncomfortable sometimes but the reality is that we lie to ourselves all the time and people you're speaking with are lying to you all the time uh this is more money than i like i don't have the money to pay for this really do you have an iphone right do you have a computer you have a car you live in a house that you purchased right like remember that you have to understand that we vote with our wallets and when someone says they don't have the money either they don't believe you in terms of they don't believe your thing is going to work for them or they don't see the value in it in terms of like it's not that important to them like it's not a priority for them in their life really simple okay so sale always happens either they buy your service or your product whatever you're selling or you buy their story about why they can't do it okay third principle make your intentions clear when you are having a conversation with the prospects right away tell them here is the intention here's how this call is going to go so we're going to have a chat for the next 30 45 minutes my intention is to ask you a few questions to work out if or how i can help you if i can't i'll let you know and point you in the right direction if i can and if i can help you i'll let you know exactly what that could look like fair enough so in the first 30 seconds of a call you've told them here's my intention as opposed to beating around the bush and they're thinking of themselves well when is the pitch coming so let people know we all know at some level there has to be a transaction that's somewhere right like how do you run a business if you're just giving away free advice forever right so the earlier the earlier you let people know what your intention is the better it's going to be because it's going to reduce the friction and resistance they have and it like it just alleviates the the pressure you know like when is the pitch coming whatever and the other thing that it allows you to do i think people appreciate honesty there's actually a study done and i'm gonna i'm gonna totally butcher this so do not quote me on this and they ask people if um well again like i'm not even giving you the right stats i'm not gonna make this up so essentially the essence of the study was would you rather someone be nice to you but you or someone be a little more direct but like give you the truth and most people chose the latter right you but you have to disclose that in such a way where it's beneficial to the prospects okay so it's not just about you it's not like no one cares about what you have to offer it's about them but let them know like yeah i have something to sell but i don't know if it's right for you i'm gonna ask you some questions to work out if for how i can help you if i can i'll let you know and if i can't i'll point you you know in a different direction so make your intention clear early early early in the actual sales conversation okay number four principle number four is qualify with hard questions this is one of the most important skills that we want to develop as i mentioned earlier right coaching as opposed to selling coaching is about asking questions it's not about giving advice it's not about telling if you are on a call and you are spending most of the time speaking you lose plain and simple you have to ask questions and zip it now when you ask the question what successful people do in sales is they go deeper so as an example you know what do you want to achieve in the next six months i'd love to lose 20 pounds okay so that's like a questionnaire type of answer like if you went to a doctor like you're filling in the intake form that's that type of question but what you have the opportunity to do in a conversation is ask questions like well why is that important to you what does that allow you to do that you can currently do right now tell me more about that who else benefits from you losing this weight what happens if nothing hap what happens if you don't lose the weight and you stay where you are right now and why is that a problem is that something you'd rather fix like you can see i'm going from surface level to like p1 p2 p3 p4 like i'm going deep into the surface sorry under the surface and this is the key you have to get to people's reasons why and this is what i talk about this is what i mean when i say qualify with hard questions is getting uncomfortable and saying why why does that matter to you why is that important are you really committed to making this happen right like this is what great coaching will do and i promise you this no one is going to berate you for challenging them because you're not calling them out you're calling them in you're getting them to open up so that you can create a relationship of trust whereby they feel comfortable doing business with you and you can all obviously get a sense of whether you can help them in the first place if someone doesn't give you any uh you know if they're giving you one word answers like what are you supposed to do with that like you can't have a conversation like that okay okay um [Music] i think we're at principle five always agree with the buyer always okay you cannot come to a place of agreement from a place of disagreement i've tried it with my kids and it doesn't work so you're at the you're on the call you introduce the price person's like man that's that's expensive you're right you're right but just some so i'm clear compared to what um i need to think about it hey i agree with you i mean you totally should think about it as opposed to what are you talking are you crazy you can't it's too expensive no it's not well really i mean maybe for you it's not for them it might be so you always have to agree with the buyer always because you cannot come to an agreement from a disagreement it's very simple when you agree with them all of a sudden it kind of catches them off guard and they're like what you agree with me that it's you know whatever um so whenever you're dealing with an objection just you don't always have to agree and like i agree with you acknowledge them okay so what we talked about is empathize and isolates so i understand you want a couple moments to think about it others that's the empathy other than needing to think about it is there any other reason why you wouldn't do this so we want to isolate the objections so we can talk about the real situation okay so we're agreeing with the buyer we're empathizing with their situation because if we don't then we break rapport there's nothing that can happen from this okay this one's a big one i think we're at six principle number six is that the buyer or the prospect makes a decision before you do think about the last time you were in a conversation with someone you know mentor coaching program or looking at buying something you probably made a decision to buy or not most likely to buy before you even had the conversation you knew that you wanted to do this with a couple caveats what's the price you know what are the details blah blah blah but you're just looking for a couple confirmation points your prospects are looking for a couple confirmation points along the way now you have to ask for the sale so in some cases the the perfect scenario and just let me have a sip of this what is this this is a shaken espresso decaf my wife was like you'll enjoy this so i'm like yeah it's pretty good i just got some ice you know food in my teeth okay so the ideal scenario is you have a conversation with someone and you ask them so just before we dive in um what what's you know what's happening with your health that prompted you to book this call to me today and why me specifically and they're like oh my god i've seen your stuff all over it's like i've been following you for years at this point if that person is that hot in terms of like warmth to you great have you seen enough to make a decision to get started they might say yes right you don't even have the rest of the conversation have you seen enough to get enough start have you seen enough to get started do you have enough information for us to get started right now they're like yeah cool i just want to chat with you for a couple seconds easiest sale of all time now is that going to happen most often not but throughout the call you want to be asking for the sale and you want to be using questions that as you get toward the later part of the conversation give you a sense of how warm this prospect is because what you don't want to do is you don't you don't want to go through the whole call and then at the very end you're like i have no clue where this person is in terms of do they want to do this do they not want to do this so you can ask a very simple question which is let's say you've talked about your program and like how it benefits them etc what they get you could just ask them so out of curiosity on a scale of 1 to 10 10 being this is exactly what i've been looking for one being i wouldn't even do this if you paid for it where do you stand right now person might say eight great what would make it a ten and all of a sudden now we can start to get like clarify some of the gaps and and kind of fix some of the things that might be missing for them to make a decision so anyways again as a buyer we're all buyers and we're all sellers right but in a buying environments when we are buying or whatever prospects buy from you we usually have a decision that's kind of pre-made and we're just looking for confirmation in that conversation right so if you can provide that to them that's obviously going to be a a very good thing okay principle number seven is always use third party touches and what i mean by that is use social proof as much as you possibly can so when someone books a call with you the easiest place to do this is before you speak with them you want people to make a decision to work with you before they speak with you like we just talked about so how do we do that give them information ahead of time so they come into your call informed this is why in the perfect client pipeline you have to watch a webinar before booking a call with us and if you didn't watch the whole thing guess what before the call here's the replay make sure you watch it so you have full contacts about how we can help you if there's a good fit it's the same with our clients same with you like you don't want people just booking a call to you with no understanding of how you do what you do so number one is inform people about your process before you speak with them second is use testimonials and social proof once they like again in order to book the call but also once they've booked a coffee they book a call now and the calls in two days give them material that reinforces the decision they want to make which is to work with you testimonial case studies social proof testimonial videos anything you can use to build up the level of i believe this person can help me in their head so that when they show up on the call what ends up not happening ideally is yeah i need some time to think about this because what they're really saying is i don't actually believe you can help me that's the truth so do all of the objection neutralizing before the call by providing third party testimonials anything that's going to increase your credibility authority and believability that you can produce results for those clients before the call so the call ends up being a one call close instead of a several week process number eight is people do business with people they know like and trust and this goes back to the first thing i mentioned which is the the better you market the less you have to sell this is why selling to cold prospects like they've never heard of you and for instance you cold call them or send them a cold email is very hard it's not impossible it's very challenging though compared to someone who's been on your email list for five years i have been getting their emails every week love it they already know you they they like you they probably trust you that sale is very easy easier and this is why it's so important to be omnipresent in your marketing which means being everywhere and all the time this is why running ads is so powerful because like right now as i'm speaking to you or doing this video we have hundreds of ads that are running and if i take a day off those ads are still running and they're adding value to someone somewhere in the world and that's a very very cool thing to have so the more people see your stuff the more value [Music] we attribute to things that we see more often so just you showing up over and over and over and over again the more valuable you become in your marketplace and thus the very fact that people see your face increases the klt score know like and trust it's a very very important thing this is why the goal of business is not to get a quick win it's to to build a business that lasts decades because i promise you your first two years in business your most challenging you stay in business for the next 20 30 40 years you won't even have to sell you'll be like yeah it's twenty thousand dollars here's the button go buy it that's the point where you can get to but it takes time right and you have to build that klt score klt being no like trust okay principle number nine this is a big one we talk about the mirror effect i alluded to this earlier whatever objection you have in your mind right now or something you believe to be true is what is going to show up in front of you if you believe your program is too expensive like if you fundamentally believe there's an issue with charging three thousand dollars for instance to help someone lose weight help someone yeah let's just assume that's what you're doing you're gonna get that coming right back at you you have to have conviction around what it is you're selling this will lead into the final principle in a second but if you are someone who looks at everything else is like that's too expensive this person is a scam artist um you're looking like there's always like there's this convert these global beliefs like people are evil what's gonna happen is you're gonna attract that same energy to you and you're gonna have prospects that are like i don't trust this person right oh i've done stuff like this before i got scammed it's another one of those or it's too expensive you know when you go to a restaurant do you order something based on the price or do you order something based on the fact that you want it i'm not saying don't be smart with your purchases but what i'm saying is consider the conversation happening in your mind catch yourself oh i could never afford that do you say that do you have an internal dialogue that is running that type of framework of i could never afford that that's too expensive uh people who have a lot of money or bad people you got to catch yourself with these beliefs because these beliefs are emitted into the worlds and they come right back at you so when you when you when you say like i've had 30 conversations and everyone's like it's too expensive the first thing i'll tell my clients is what do you believe and they might say no i don't i don't really believe it's too expensive i'm like really so that leads me to the final and the well the 10th principle again there's 10 more if you want them just type sales into the comments we'll send you to live training the 10th principle to increase your sales is certainty sells the more the more certain person is going to close the least or the lesser uh certain person so if you have more conviction around your solution than the prospect does around their story you will win and when you win they win because if you let them go you let them down if you don't know how to close a sale assuming you're speaking to the right fit client i want you to remember this you're being selfish and you're doing a disservice to them now if you know that person is not the right fit then conversation is finished but if you know you can help them and they're like this is what i need i don't care if you're selling whatever it is whatever it is you're selling for five ten fifteen twenty thousand dollars even if it's a hundred thousand dollars you need to understand that you are always under charging because what you're doing to someone's health is priceless if you think that someone's going to transform their life and they're going to pay you a couple hundred bucks it's crazy talk okay it's crazy talk and never feel bad about charging what it is you want to charge because if someone doesn't let's just be honest right let's say you charge 3 000 for a 12-week program that's going to transform someone's health is it possible that they have spent more than that on a one-week vacation at some point in their life is it possible that they spend more than that to go to school is it possible that they spent more than that on a flat screen tv yes and once again what that means is either they're full of and they don't really want what they say they want or they don't believe that you can help them get there and i'll tell you this guys you don't need fancy scripts if you've got conviction think about religious cults it's conviction people blindly following people who are crazy because of their conviction now i'm not saying we're building a cult of of wackos here but conviction is everything and i can listen like the you know if i listen to a call right the other day i was listening to a a short call and you know the person on the call was like um maybe i don't know you're done go like please and i use this example all the time go make lattices at starbucks or build your skill to be way better at what you're doing because there's no conviction there no conviction and if you're speaking like that with prospects there's no way they're going to believe in you right you have to come across with confidence people want to do business with people who are confident because when when your prospects don't know what to do they have to rely on someone else to show them how here's an example let's say that we're about to climb a mountain together and there you have two choices of a sherpa so you've got sherpa number one who's like yeah i mean i think we can make it to the top i've done it a few times it should be okay i think we can do it and then you've got the other guy who's like here's the deal you follow me not only will i get you to the top i will get you to the top and back and back and back no problems no issues you're like okay and like what if that sherpas never even made it up the mountain i mean like maybe that's obviously irresponsible at that point but the thing is we can sense weakness and when you are wavering you've lost the sale for instance we deal we have a number of clients who work with natural fertility and the enemy that they're up against is ivf which we know is ridiculous doesn't work statistically very low outcomes very expensive yet hundreds of thousands of women will choose ivf and drop 20 25 30 000 compared to working with someone on the more natural side for a fraction of that why is that it's because we have a global belief in our minds that whatever the medical doctor says is gospel it's it is the way it is so if you are in this marketplace where you have this medical profession that is like the pedestal of anything they say goes remember in the 70s when they told us to smoke right people don't think so what you have to counter that with is not only social proof and not only all that stuff you have to be able to speak with someone and be like listen if you consider ivf you are crazy but if you work with me i promise you we will get your results can i guarantee that no neither can ivf but my success rates are 10 times better what they are but what i can promise you and i can promise you this is that we work together we put your body into an environment that is going to be so much more receptive to conceiving like you just whatever it's it's not so much what you say it's how you say it it's the subconscious subliminal conversation happening it's the non-verbal communication it's the body language it's the tonality it's the conviction if you've got no conviction you've got to check yourself okay nothing else is going to help with that okay you have to believe in what you're doing you have to have confidence because when people are confused and they don't know what to do they're dying for someone who knows what they're doing we will cling on to someone who's got confidence and certainty every day of the week okay so those are the ten principles i'm not going to repeat them because i kind of forgot the order in which i even mentioned them but if you want 10 more the full 20 uh type sales into the comments below and we'll send you a dm with the full training that i did live in los angeles a couple years ago you get this stuff dialed in guys you're gonna roll more clients you're gonna make more money you're gonna help more people and you're gonna deal with a lot less frustration cool if you guys have enjoyed this give it a thumbs up give it some hearts share it do whatever you know if you're watching this on youtube subscribe to the channel yada yada yada you know the deal anyways that's all for today hope you've enjoyed this and i'll see you guys [Music] you