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hey are you someone that struggles with sales you just feel like it's icky and gross and you don't want to be slimy so therefore you suck at i mean not very good right well let's talk right now about how to have a successful strategy session how to make a successful sale and not to do it in a slimy way you want to do it in a smooth way and i got a little a little secret for you is it actually starts before the sale ever happens okay so that's what you need to understand is your sale starts before the meeting ever occurs okay so let's break down how to have a successful strategy session and it starts with number one which is what i call pre-work all right so your pre-meeting work is where you are going to take some time before you actually meet your customer to be able to identify a little bit about them you're going to look them up you know check them out on social media hopefully they've filled out an application or a pre-meeting questionnaire so you can really get clear in your mind about how you're going to help them because that's what this is all about is your mindset going into this is that you're showing up there to serve someone you're showing up there to help them and you are going to come up with a solution that is going to fix their problem that is all a sale is it's a conversation about how to solve someone's problem all right you're not there trying to sell them or trying to trick them or use a strategy or some sort of tactic that's going to get them to say yes like that's not what you want to do all you want to do is follow this process that i am going to lay out for you so that way you can have a smooth sail it doesn't feel icky or grimy all you're doing is helping and that starts with the pre-work okay and this is going to prepare you so that way when you get into the meeting the first thing that you can do is build rapport right we want to build rapport we want to connect with them on something and you want to match their energy so if someone comes into a meeting and they're a little nervous you don't want to be in their face excited it's going to be a little too much if they come in and they are excited great you want to match that energy so that way you guys are on the same wavelength i'm not sure if you're into energy stuff but trust me it works you want to be on the same wave length as them inside of your meeting okay so once you've done that the next piece is going to be what i call setting the frame all right so we want to set the boundaries of our meeting we want to set the parameters and how things are going to work mainly so that way they know that you're going to be asking questions they're going to be answering them and then later on you're going to give them a chance to ask questions okay so this is so this will allow you to take you take them through the step-by-step process from the beginning to the end all right if you do not do this you're going to have a tough time because it's going to go left and right and up and down and all over the place and it's not going to be a good experience for you or for the customer that you're meeting with all right so you need to make sure to set the frame uh this is something that too many people miss and then it just completely derails the whole conversation all right so after we've set the frame we're ready to start to dig into the meat of the strategy session and it starts with pinpointing the thread so we want to identify what is that one thing that really led them to come in today okay someone had to have something happen in their life to be able to say hey i'm gonna set up this meeting i'm gonna go talk to them and figure out how can they solve my problem all right so we want to identify what that is that brought them in now all right and that's what we call pinpointing the thread because then once we identify it we can start to pull it which we'll talk a little bit more about in a second all right so we've pinpointed the thread of what brought them in the next piece is talking about paradise right we've got to locate that for them so where is it they want to be if we fast forward six months 12 months from now where is it that you want to be mrs smith what does this look like tell me so i can help make sure that we have a plan to get you there the more that we understand about where you want to go the better we can create a plan to get you there right so we want to identify paradise first and i know what you're thinking that oh i thought we're supposed to do pain and all that stuff like yeah don't worry we're going to get there uh we want to bring them up to a really high level first get them excited about what's up what they're going to achieve what they want to achieve and then we can take them down and find out what's going on but we locate paradise and then after we locate paradise we can identify what is that problem right what is the problem that's stopping you from getting there you know so what are the obstacles that they're facing and why they haven't gotten to paradise yet and once we've identified that problem it's going to allow us to cascade consequences all right so this is a big one is you want to show them that hey just because you know you're unhappy with your weight like that's one thing or you're not eating health and that's one thing but it really it's causing all these other problems in your life because those are the things they care about right you know the asthma wants to be healthy maybe they want to eat better but ultimately like they want to be able to play with their kids they want to be able to show up at work and be confident they don't want to be nervous every time they go to the beach that they're going to have to go in the water right that's the stuff that people truly want to change and that's why we want to go through this process of cascading the consequences and really showing them that hey these this one problem we have it actually affects all of these other things and that's what we're going to fix for you today okay so once we've cascaded our consequences we can then identify the gap all right so hey here's where we want to be we've identified that we've identified a problem all these consequences look at this space in between we need to close that gap okay but before we can close the gap we gotta make sure we're on the same page so this is where we do the assign and replay so we're gonna just make sure we repeat back what we've heard remember sales is conversation it's all about communication listening understanding and being able to communicate how you're going to solve someone's problem so you want to make sure first that they understand that you get it okay and that's where we are going to replay back everything that we heard and say hey you know what mr smith from what it sounds like and what you've told me here today this is what i've this is what i've heard is that correct yes awesome once we've done that now we can go on to the next piece and first really identify the urgency behind this all right so why do you want to change this right now like you want to get this done as fast as possible is it something later when is this going to happen and why all right so we're going back to the urgency piece to remind them that hey this is something we got to take care of right away and once we've identified all the problems we know that they want to take care of it right away it's awesome is it cool if i give can i get permission to share how we're going to do that do we want to get permission for them so that way they can say yeah please tell me about the program and now we're going to talk about hey this is how we're going to paint this path this is how we're going to take you and we're going to close this gap from your problems to the paradise that you want to achieve we're going to close that gap down and this is how we're going to do it okay so you notice so far the majority of our conversation is about them it's finding out about them we are not telling them or talking to them about our programs until we understand the problem that they have you cannot give someone a solution if you do not understand the problem right so once we have laid out our solution we've talked about the path that we use we talked about our you know our signature system if you don't know what that is make sure look up the video on signature system so you understand uh we're breaking down this is how we're going to take you from point a to point b sound good perfect and then once we have once we've done this we're going to do we call confirm and turn all right so we're going to confirm that one this is what they want like hey does it sound like what you were looking for in a program to solve your problem and then we're going to turn the tables around we're going to give them their opportunity to ask questions you know so hey i've been asking questions for most of this conversation and you've been telling me everything about you is there anything that you want to know specifically you have any questions for me and where would you like to go from here all right we want to give them control we want to allow them to decide what happens next and more than likely they're going to ask about maybe some details they're going to ask about the pricing and that is where we can deliver the final piece of the pitch is really just delivering how the program works how they get started and the pricing associated with it and once you have done that there's only one more thing to do which is tuck them in right because if you've done everything correctly up to this point they're going to say yes this is exactly what i'm looking for yes i want to do it awesome how do i get started and you are going to congratulate them you're going to tell them about the next steps get them excited because they're about to change their life and you can tuck them in and get them ready to move on and completely transform and ultimately solve their problem all right so that is the process of going through a strategy session i know it seems like a lot it's because we've broken down every little tiny piece of it it's really just main pieces of identifying you know what brought them in today what are the goals they want to achieve what's the reality of right now what are the obstacles they're facing and then how are we going to solve that sound good awesome if you have any questions comment down below let me know if you want to know more about how to how to handle the strategy sessions how to schedule them how to do anything with sales comment down below and share this with someone that you know who needs help all right because sales does not have to be grimy it does not have to be sleazy it can literally be smooth conversations just like this so drop a comment down below share it and let me know if there's anything that you need