CLOSING the Weight loss Aha Moment Ep 150

In a discussion about effective sales techniques, the speakers, including a host and a contributor, emphasize the importance of identifying the "aha moment" that leads to a successful sale. They explore the diagnostic sale approach, which aims to increase front-end ticket averages and close rates. The key is to uncover the gap in a customer's past attempts to solve a problem by probing with childlike curiosity, guiding them to realize that their failure stemmed from either a lack of knowledge or accountability. By pinpointing whether the customer had the wrong plan or lacked follow-through, salespeople can establish rapport, address the customer's needs directly, and lead into a persuasive pitch. The conversation concludes with anticipation for the release of a script to help the gym Lloyds community close higher-value sales.

• Speaker A introduces the concept of the diagnostic sale, a strategy aimed at increasing average ticket sales and close rates.
• The diagnostic sale is to be released to their gym Lloyds community.
• The intention is to help people sell more effectively.

"I wanted to make a video about selling things to people so that you would be able to sell more things to more people."

The quote highlights Speaker A's goal of educating others on effective sales techniques to improve their selling capabilities.

• Speaker A discusses the importance of the 'aha moment' in a sale.
• Many new to sales may not recognize or understand this pivotal moment.
• The 'aha moment' is the key realization or insight that the salesperson is trying to lead the customer towards.

"There's kind of one aha moment that you're trying to reach in every sale, right? And this is the part that I think a lot of people miss or people who are new to sales mess up."

This quote emphasizes the critical nature of the 'aha moment' in sales and suggests that it is often overlooked or misunderstood by those new to the field.

• The initial part of the sale involves clarifying why the customer is there.
• It's important to establish that the sales message is relevant to the customer.
• This stage involves clear communication to ensure both parties agree on the goal.

"Everything in the beginning of the sale, when you're clarifying why they're there, that's just to establish that you're talking to the right person so they know that your message is meant for them."

The quote explains the purpose of the initial interaction in a sale, which is to confirm the salesperson is addressing the correct customer and that the message is pertinent to them.

• The salesperson labels the customer with a problem to align on the objective.
• This is not just about identifying the problem but also about agreeing on the goal.

"Then when you label them with a problem, it's just saying, hey, we're both saying that this is the goal we're trying to go to."

This quote suggests that labeling the problem is a mutual acknowledgment between the salesperson and the customer of the goal they are working towards.

• The salesperson inquires about past efforts to solve the problem.
• This step involves bringing up and agitating past pain points to raise their awareness.
• It's important to not only know what the customer has done but why past attempts failed.

"What have you done in the past to accomplish, to try and accomplish this right now, you're getting them. Part of that is pain, for sure."

The quote indicates that discussing past attempts is partly to remind the customer of the pain associated with their failure, which is a crucial element of the sales process.

• The critical part of the sale is identifying the gap between past efforts and success.
• The salesperson must lead the customer to articulate why they think their past attempts didn't work.
• It's not enough to list past efforts; understanding the reasons for failure is key.

"And it's the question of what do you think was missing from those things? And why don't you think they worked, right?"

This quote emphasizes the importance of identifying what was lacking in the customer's previous attempts, which is central to understanding their needs and how to address them.

• There are two main reasons a customer's past efforts may have failed: lack of knowledge or lack of accountability.
• The customer either did the wrong thing or it wasn't sustainable.
• The salesperson needs to guide the customer to recognize one or both of these reasons.

"And there's only two possible real answers to that question of why they failed in the past. Which is either they didn't know how or they didn't have the accountability to do it."

The quote outlines the two fundamental reasons for past failures that the salesperson must get the customer to acknowledge, which are critical for moving forward in the sales process.

• Selling techniques are applicable across various industries, including fitness and business.
• The sales process involves identifying why previous attempts by the customer did not work, which could be due to incorrect methods or lack of sustainability.
• Accountability is often a key issue; customers may not have had the support needed to stick with a program.

"And mind you, this is selling in general. This doesn't just have to do with fitness. Like if I'm selling business stuff, I'm going to say either if you did it, then you're either doing the wrong thing or you're doing something that wasn't sustainable, the results weren't sustainable."

This quote highlights that the principles of selling are not limited to a specific industry and that sustainability and appropriateness of methods are common concerns.

"And so the objective in the sale, when you're going through the gap, the aha moment that you're trying to get them to say is like. And you're probing, right?"

The salesperson's goal is to lead the customer to an "aha moment" where they recognize the gap in their previous attempts, which is done by asking probing questions.

• The "gap" is the difference between where the customer is currently and where they want to be.
• The salesperson's role is to help the customer realize what is preventing them from crossing this gap.
• Probing questions help identify whether the issue was a lack of accountability or an unsustainable method.

"But you're driving towards the one point which is the gap. And the gap in the bridge of why they're on this side of the river instead of the side of the river they want to be on is either because they didn't do it, which means they need accountability or the thing they did didn't work, which means they didn't have the right thing."

This quote explains the concept of the "gap" in sales as the central issue that needs to be addressed for the customer to achieve their goals.

• Adopting a stance of childlike curiosity during the sales process can put customers at ease.
• This approach involves asking questions as if the conversation is completely new to the salesperson.
• The technique is intended to relax the customer and lower their defenses, making them more open to the sales pitch.

"Childlike curiosity. When you're asking these questions, all right, it allows people to be, it relaxes them. They lower their guard. They're like, oh, this guy's just trying to ask questions."

The quote emphasizes the effectiveness of childlike curiosity in creating a comfortable atmosphere for the customer, encouraging them to open up and engage more fully in the conversation.

• A common issue in failed attempts is the lack of follow-up, which relates to accountability.
• Enjoyment of the solution is critical; unsustainable diets or unpleasant routines are unlikely to be adhered to long-term.

"Oh, so they had you just eat chicken and broccoli every day. Okay, interesting. Did you enjoy that? No. Okay. Do you think that you would be able to follow that for the rest of your life? No. Interesting."

This quote highlights the importance of enjoyment and sustainability in any solution offered to the customer, as lack of these elements can lead to failure.

• The podcast host encourages listeners to rate and review the show.
• Reviews are described as crucial for the growth of the podcast, as they help reach more entrepreneurs.

"Hey, if you're a return listener and you have not rated or reviewed the show, I want you to know that. You should feel absolutely terrible about yourself and everything else in the world. I'm kidding. But it would mean the absolute world to me if you guys would go ahead and do that."

The quote is a humorous plea from the host for listeners to engage with the podcast by leaving ratings and reviews, highlighting their importance for the show's success.

• B2B sales require a focus on knowledge and educating the customer about their mistakes.
• Business owners often believe they've done everything possible and have a strong work ethic.
• Sales strategy should not question their work ethic but rather provide knowledge.

"In a B to B sale for us, we usually typically have to focus more on the knowledge side of saying, like, you were doing the wrong thing, because most business owners, at least on their belief, they believe they were doing everything they possibly could. And so I would never question a business owner's work ethic."

This quote emphasizes the importance of focusing on knowledge rather than challenging a business owner's efforts in B2B sales.

• Different approach from B2B due to less pride and ego in the consumer market, specifically targeting women trying to lose weight.
• Strategy involves removing the feeling of responsibility from the customer for not following through with programs.
• The sales pitch reassures the customer that their failure is not their fault due to lack of support, such as a coach.

"Most women who are trying to lose weight don't have nearly the pride or the ego that a business owner does. And so for them, you can very easily be like. So no one followed up with you? [...] You removed the responsibility away from them, and now they don't feel bad about themselves."

This quote outlines the strategy used in weight loss sales to alleviate personal responsibility for the customer's past failures, making them more receptive to the sales pitch.

• The sales process involves setting the stage for the "elbow drop" moment where the customer realizes why they failed.
• It is crucial for the salesperson to guide the customer to admit what was missing in their previous attempts.
• Once the customer understands the gap, the salesperson can introduce their product as the solution.

"These are all things that are setting the stage for the elbow drop on why they failed, what the missing link was. [...] It's that pivot point of got it. You didn't have the accountability. If you had the accountability, you think you would have stuck with it."

This quote describes the pivotal moment in the sales conversation where the customer acknowledges the lack of accountability as a reason for their past failure, opening the door for the sales pitch.

• Salespeople should maintain childlike curiosity to avoid making the customer feel interrogated.
• This approach helps the customer to open up and express the real reasons behind their past failures.
• It is essential for the customer to self-identify the gaps in their previous attempts to create an opening for the sales solution.

"But they have to be the ones who say, and that's why the childlike curiosity is so important, because they don't feel."

This incomplete quote suggests the significance of eliciting information from customers in a non-confrontational manner, which is key to identifying the customer's needs and presenting a solution.

• The speaker emphasizes the importance of guiding clients to their own conclusions rather than imposing a direction on them.
• By asking the right questions, clients come to see the flaws in their previous approaches on their own.

like you're pushing them in one direction or another. You're just guiding them along the natural conclusion that they should have already made but didn't think about it long enough.

This quote highlights the speaker's strategy of leading clients to self-realization instead of directly telling them what to do, which is a more effective way to facilitate understanding and acceptance.

• The speaker discusses the concept of sustainable diets and uses it as a tool to build rapport with clients.
• Through a series of questions, the speaker helps clients acknowledge the impracticality of their past diets.
• This conversational method also serves to prove the point that clients' previous plans were flawed.

Would it be safe to say that this wasn't a sustainable diet? [...] And so you establish that I'm building rapport as I'm saying this, but I'm also proving the point that the things that then in the past didn't really make sense.

The speaker uses rhetorical questions to guide clients to admit the unsustainability of their past diets, which also establishes a connection and trust between the speaker and the client.

• The speaker outlines the importance of identifying the reason for a client's past failures to build rapport and clarify the cause of failure.
• By doing so, the speaker sets the stage to present a new plan or solution.
• The speaker believes that failure is often due to either a wrong plan or lack of accountability.

Okay, so the plan was wrong. And sometimes they can both be wrong. You had a horrible plan and you had no one followed with you. Of course you failed.

This quote captures the speaker's conclusion that a client's failure is often due to a flawed plan or lack of support, which is a critical realization for moving forward.

• The speaker provides a sales strategy that involves leading the client to admit the lack of a proper plan or accountability.
• This admission is crucial for making a successful sale as it sets the foundation for presenting the solution.
• The speaker stresses that understanding why the client failed is essential for overcoming sales obstacles.

And so when you were teaching your salespeople, they have to have the objective of saying, of getting the person to the point where they either say they didn't have the right plan or they didn't have the accountability.

The quote outlines the speaker's sales training strategy, which focuses on getting clients to recognize the absence of a correct plan or accountability as the reason for their past failures.

• The speaker concludes with the outcomes of their sales approach, highlighting increased revenue from successful sales.
• The speaker anticipates the release of a "diagnostic script" to further improve sales results.
• Encourages engagement from the audience by asking them to tag friends, like, and comment.

Right now we're getting people closing 2000 $3,000 tickets on the front end from 28 day, from six week challenge orientation. So just by doing that, we're increasing the average ticket three, four x, which is pretty fucking awesome.

This quote demonstrates the effectiveness of the speaker's sales approach, showcasing substantial increases in revenue from their specific sales technique.