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is qualification binary or is it a spectrum oh scientific I like that so what is qualification it says save time that's it you're making it more complicated the binary what does binary mean one or one or the other just two two options that's it no it doesn't have it doesn't have to be you're getting it the qualification is getting results you want so what I'm teaching you is I want results from you it doesn't matter it could change depending on if your account's payable depends on if you're you're talking to nurse it depends on if you're selling facilities right main thing is am I getting what I want so I don't waste my time you're saving your time it could be a you know or question or it could be an opening question that's why I said on a scale of one to ten where you're at on this I'm about a five what does that tell me you're halfway there I can I can I can now if I'm confident enough go hey I love fives what it's going to take to get to a 10. you know solve the problem if I'm at a five what is gonna use you're gonna give me that what is it gonna take for me to get to a 10. what steps do I need to do to get to attend right I'm not playing with you if I'm a seven oh that means we're only three away what's the three things I need to do to get it done right you got to give me something if you're on if I'm gonna go there I already know what I need to do on the end so the main thing is that's why you got to have these steps down can't be thinking in the middle of the conversation where am I going remember that yeah you got to know exactly where you're going what's the three things you got to do when you're selling give them a second that's me I don't know I can't think of them see these are things you have to have innately in your mind already before you get on the phone you gotta have this it's okay it's gonna take a while that's why we're only doing one step at a time because we're gonna go back every once in a while and start tying everything together in your conversations from the beginning all the way through right so the three things you have to know in the sale is what where are you going to be calm be calm know where you're going no where are you going and listen so if I'm doing that I'm like okay am I being calm you are always correcting yourself a good salesperson is looking at it from the third part looking at the conversation between two people grading yourself right well while you're actually talking to them that's why I say good sales people are really good at conversation they're all they're constantly just watching am I watching the person do I know where I'm going what's the next question oh let me throw this at them let's have some fun let's throw this question I mean you could that's why I say sales is fun when you get it down because you're so confident I already know where the conversation is like chess we talked about Chess this morning the Chess Masters or how many steps ahead 15 16. they already know how to set the board up they already know where they're going they already know what they're doing they can sit there and drink coffee the other person the intermediate people are thinking about what two steps three steps ahead right so in sales as far as a little example it's kind of like you need to be two or three steps ahead and the only way to do that is know where you're going be confident and listen because if you do that you ask the questions the clients are going to slip up and tell you something emotional trigger a lot well if we could get this done it really would help our quarter whoa whoa whoa whoa whoa whoa back up here what did you just say so on a scale of one to ten how important is that so if I can provide you the nurses that you basically need and we can get that done is anything hold us back from doing this when today today this is Ben Brown don't forget to click subscribe and also add notifications for new videos coming down the pipe foreign