Bedros Keuilian Podcast Show - 130. The Ultimate Sales System Framework

Episode Date: March 25, 2025

I’ve sold hundreds of millions of dollars worth of products, services, and franchises — but I used to suck at sales. In today’s episode, I’m sharing the exact 4-step sales framework that changed everything for me. Whether you're struggling to close deals, pitch with confidence, or just want to stop hearing “let me think about it,” this framework will flip the switch. I’ll break down how to agitate the problem, paint the outcome, deliver the solution, and confidently close — in any setting. If you're serious about leveling up your income, this one's for you.BEDROS KEUILIAN LIVE 2025 | MAY 31, 2025 in Anaheim, CAhttps://live.bedroskeuilian.com/2025REGISTER FOR THE LEGACY TRIBEGet the Life, Money, Meaning & Impact You Deservehttps://bedroskeuilian.com/legacytribeJOIN MY FREE 6-WEEK CHALLENGE:Transform into a Purpose-Driven Manhttps://bedroskeuilian.com/challengeTHE SQUIRE PROGRAM: A rite of Passage for Your Son as He Becomes a ManA Father and Son Experience That Will Be Remembered FOREVERhttps://squireprogram.com/registerTruLean Supplements | https://www.trulean.com/pages/bedrosGet 50% Off Trulean Subscribe & Save BundleUse Code: BEDROS Few Will Hunt Apparel | https://fewwillhunt.com/Get 20% Off Your Entire OrderUse Code: BEDROSOPEN A FIT BODY LOCATIONA High-Profit, Scalable Gym Franchise Opportunity Driven By Impacthttps://sales.fbbcfranchise.com/get-started?utm_source=bedrosPODCAST EPISODES:https://bedroskeuilian.com/podcast/STAY CONNECTED:Website | https://bedroskeuilian.com/Instagram | https://www.instagram.com/bedroskeuilian/LinkedIn | https://www.linkedin.com/in/bedroskeuilianTwitter | https://twitter.com/bedroskeuilian

If you yourself can't buy your product, wouldn't buy your product, can't afford your product, don't use your product, you don't have the confidence to sell it, my friend. Welcome to the Bedroes-Cooleon show. Back when Q was rolling with Lorenzo and a Benzo, I was banging with a gang of instrumental. You will never become great at selling if you don't use this framework. Hey guys, Bedros-Coolian here. Hope you're doing great. Today's episode is about selling, and I'm convinced that you will never become great at it if you don't use this framework that I'm about to give you. Now, let me qualify this by telling you over the last decade, I've literally used this framework

to sell hundreds of millions of dollars of products and services. Think about fuel hunt. Think about truly supplements. Think about Fit Body Boot Camp franchise. Think about my coaching services. And you think about all the different people that I've also coach and consulted over the last two decades is probably in the hundreds and hundreds and hundreds of millions. And all of it is the framework.

Doesn't matter what we're selling. This framework matters. And this is the framework that we use. And if you're having a hard time selling, this is what you need. Now, first of all, if you're like, hey, I'm going to tune out, this one is not for me. You are wrong. Because even if you have a job in a company right now and you're like, man, I want to make more money. However, they say I'm capped out.

I can't make any more money with the skill and the role that I have. Well, if you want to learn to sell, you can probably move to the sales department of the company that you work for and all of a sudden start making even more money. Exponentially grow your income because there's, is no limit to how much commissions you can generate if you have a great product or service that you're selling that solves a problem. Right. So with that said, selling is not rocket science. I'm someone who was horrible at selling. Like I was so horrible at selling that when I, when I was a personal trainer at the old LA Fitness in La Habra, California, I only had four

personal training clients. And every single one of them, they came to me and said, hey, I want to sign up for personal training and I want you as my personal trainer, right? Because they saw me walking around the gym and they're like, hey, he's, he's, he's, he's, he's, he's, he's, he's, he's, he's, he's, he's, he's, he's, he's, he's, he's doing. I'll have him as a personal trainer. But pretty much anyone that I try to actually selling personal training to, like closing the deal, I failed. And I would let them walk and give me objections and tell me they're going to be back and you know this, be backs don't come back. Plus, selling isn't just about obviously going door to door selling things or being on the phone and selling a coaching service or consulting service.

Selling is everything that you do to kind of get through life, right? Like you might need to sell someone on why they need to think the way you think. You might need to sell someone on why we're going to have steak tonight instead of sushi. You might be on stage speaking. If you're someone that's like feels called to be a stage speaker, you have to be great at sales. Because speaking from stage, people go, I just want to get on stage and tell my story. Your story means nothing if they are not conveying.

of anything and therefore don't make any changes in their life to have a better life. You understand that, right? And so if you have a great story but you don't know how to sell your story to the audience, then you will never impact and influence that audience to create a change and they won't feel the persuasion to change their habits and beliefs and day-to-day actions to live a better life like you have. So imagine getting on stage, speaking to a thousand people telling your story and then leaving stage and realizing that, man, no one's going to take action on this because I didn't sell them.

I just threw up information, right? And that is what most people do. And so that stage, by the way, can be Instagram. That stage can be TikTok. That stage could be YouTube. That stage could be a podcast. That stage could be you're just at a cocktail party talking to a group of people. And someone goes, what do you do? Right? You could either throw up some bullet points or you can talk about I'm the guy or gal that solves this problem for people to have it and the solution is easier than they think and it's much cheaper and effective do you by chance have that problem right like look at that now very interesting and I'm making a conversation out of it so with that said I'm going to give you this framework and you're going to be like holy shit I see that this four-step framework can work from

anywhere face-to-face selling DM selling phone selling Zoom selling one-on-many selling social media selling, stage selling, webinar selling, it works everywhere. Right. So let's get started. So the first thing you have to understand about this framework is that this will work to anyone that's got the problem if you've got the solution, right? So no sales process, no matter how slick and tactical it is, is going to work if you've got the wrong avatar in front of you.

You know, Gary Halbert once said, if you've got a burger restaurant, that you are looking to open somewhere. What is the number one thing you need to be able to make this burger restaurant successful? And people in the audience start yelling out, you know, a secret sauce. Someone was like, oh, the perfect patty. Someone's like, oh, great service.

Someone says a catchy slogan. He's like, nope, nope, you need a starving crowd. If you're selling burgers, you need a starving crowd. If you don't have a starving crowd, no amount of secret sauce, catchy slogan, fancy burger bun, or whatever, you know, beautiful looking restaurant is going to get the job done. And so what I'm going to teach you here will work on every single person that has the problem so long as you have the solution. So let's get started.

Thing number one, and the framework is this, right? You have to understand this one thing. Your job is to first agitate the problem that they have. So if someone approaches you and they are like, hey, I think you might have what I need, your question should be this. What is the problem that you have that's keeping you awake at night, right? Instead of saying, yeah, that's right. I help people invest in real estate. So let's say they know that you're a real estate investor.

and you help people learn to properly invest in real estate so they don't get screwed by the banks and whatnot and they don't buy a shitty apartment complex that ends up, you know, sitting on some kind of a chemical dump that ends up giving everybody cancer. Great. So if you're a real estate investor and you teach people how to invest in real estate and someone knows that about you, if they walk up to you, they're like, hey, I think you have what I need. If you just start throwing up information at them, yeah, that's right. I've been selling, buying and selling real estate for the last 20 years. I've bought $90 million, a bazillion dollars in real estate. I've helped this many people. That's great. You're giving facts.

You're throwing up information. How about, oh, you do need my help? Well, tell me what is the problem that you have? And they might say, well, the problem is I've tried investing in real estate before and I almost got ripped off or it cost too much or the bank gave me a high interest rate or they wanted me to personally guarantee or they wanted $200,000 in collateral sitting in a bank account somewhere because I'm a first-time buyer where multi-housing is concerned. right so the very first thing your job is is to agitate the problem so whether someone's trying to lose

weight gain muscle eat right overcome uh a divorce um buy real estate buy a product or service i want to upgrade my phone right oh my gosh i want to upgrade my phone you do well what is the problem that your phone's giving you well it's slow the battery dies early i'm not getting great reception oh man Yeah, when it's slow, it sucks, right? Because, see, this is agitating the problem. Because you're unable to pull up the websites that you want, the social media sets that you want, to get the access to the content that you need to be able to do the things that you want to do, right? Yeah.

And then they always seem to die during the worst time, huh? I can understand what you mean when you say the battery dies. The battery dies during the worst time of all. And now you're looking for a place to plug in. You're stressed out. You're overwhelmed. You're like anxious and running around like a chicken with your head cut off, right? Yeah.

And the photo quality is not what it used to be. newer phones have higher photo quality and that's probably something that you want as well, right? So you have to be able to identify by asking questions. What is the problem? What's keeping you awake at night? How long have you been trying to solve this problem? If someone wants to lose weight, right? How long have you been trying to solve this problem?

What have you done previously to solve this problem? How has it worked for you? How much opportunity cost have you lost? How much time have you lost? How much money have you lost? You agitate that problem so much. that they're like feeling the pain. Because when people feel pain is when they're most likely to lean into action, right?

The stick leads us to action more than the carrot. So your job in this framework is to one, agitate the pain or the problem. Step two is to create outcome. The outcome is define the desired outcome. So what you're saying to me is you've been trying to lose 30 pounds for the last five years. And you've tried a diet program. You've tried a hypnosis. You've joined a big box gym.

And you've worked one-on-one with the personal trainer. And none of that has worked for you, huh? Yeah, yeah, yeah. Got it. Well, all right. I could understand why that wouldn't work. And it's probably frustrating, right? When you've tried all these things with the best of intentions,

you lost time, you lost money. And nothing worked, right? So you've been trying to lose 30 pounds for the last five years. What if I said I can help you lose those? 30 pounds in the next eight months. And what if I said it's very different than all the other things that you've tried? How would you feel once you've lost those 30 pounds? How would you look? What kind of energy would you have? How would your clothes change? What kind of experiences would you have? Right. So now once we've agitated the problem in step one, step two of the framework is to

give them the outcome, like mentally have them see themselves with, the desired outcome in place, right? And you want to define that for them. What do you look like? What's your energy like? What do you do? What is the experiences that you have? How do you feel about yourself? How do you think others feel about you? You want them to give you that feedback. You notice that selling is not so much telling. It's more asking questions, right? So once you have agitated the problem in step one, you've shown them clearly defined the outcome of what they want achieve in terms of specifically outcome that they want to achieve. Step three is the solution. Hey guys, quick interruption to the bedroast cooling show. I took some time to go to the local

juice stores here in town and I bought all these different ginger turmeric and wellness shots. Now they range anywhere from $3.69 cents all the way to $4.5. And to be honest with you, they all suck. Why? Because they do not have anywhere near the wonderful ingredients of the Trulene Wellness Shot. First of all, to build your immune system and keep your immune system strong, Truline Wellness Shot is packed. vitamin C, vitamin D, and zinc. And also to help you fight off inflammation, it is packed with turmeric, ginger, and black pepper.

And to keep you hydrated, Trulene Wellness shots have sodium, potassium, and magnesium. This is the ultimate morning supplement. Just take one packet, pour it in four ounces of water, and shoot it, and you're good to go. Best of all, $1.69 per packet instead of twice the price of those other inferior one. I want you to get 50% off your first 30-day supply. So go to trulean.com, use my name Bedros. get 50% off plus free shipping, a 30 day money back guarantee, and $1 gets donated to Shriners Children's Hospital.

Best of all, if you like the Trulein Wellness Shots, and I know you will, like thousands of other people who are part of the Trulene tribe, every month will send you a new supply at 20% off free shipping. So go to trulein.com, use my name Bedros and get your 50% discount code before it goes away. Back to the show. You have to explain to them how your solution is different and better than everything that they've tried. The Cabot Soup diet, the Big Box Gym where they're wondering around on their own, working with an expensive personal trainer that becomes cost prohibitive. Right. So at FitBody

Boot Camp, we go, yeah, well, I get it. The Big Box Gym, they don't call you when you don't show up. There's no accountability. They're not measuring and tracking your results. So I could see why the big box gym didn't work for you. Notice I'm not saying I could see why you failed at the big box gym. I'm saying I can see why the big box gym didn't work for you. Lack of accountability, lack of goal setting, lack of support. I can see why the one-on-one personal training going to work for you. It's so expensive. I mean, who could afford $6 to $800 a month, right, for a personal trainer for that long so that you can get the results? So I see why after a couple months you stopped. I understand. You know, we're not all made of money, right? And so by doing that,

you're now positioning your product. And this is that third step, the solution. And that's why here at FitBody Boot Camp, look, it's only $1.99 a month. And you can come to as many sessions per week as you want and as many sessions per day as you want. Now, all we ask is you do three to four days a week. Each session is 30 minutes long, which means we compress a lot of calorie burning and muscle toning in a 30 minute time window to give you the 30 pounds of weight loss that you're looking for. Best of all, we teach you in that time how to eat right, how to manage emotional and habit. habitual moments that create stress eating, emotional eating, angry eating. So now you know how to eat right, you know how to train right.

You're being held accountable by our Fit Body Boot Camp coaches. Every month we're doing assessments and tracking your goals. And if you happen to miss a session because you're human, we call you, we follow up. We even make you feel guilty and make sure you show up to get those results. And that's why Fit Body Boot Camp clients get the results and then maintain those results for the rest of their life because we not only help you lose the weight, we teach you how to become your own coach and personal trainer. Best of all, because this group coaching, everybody shares the financial cost, so it's much more affordable than one-on-one coaching. So you see what we did

there, right? We agitate the problem. Like, how long have you had this problem? What does it look like in your life? What is the experience that you're having with this problem not being solved? And then we go, what is the outcome that you want? And we want a very clear picture of the outcome how will they feel what would they experience and then we position the solution the solution is this thing that you haven't tried and here's how it's different than everything else that you've tried and here's why it will show you the results and then you ask them you get that confirmation statement during this third step of the framework during the solution statement which is doesn't that doesn't that make sense that when you have the accountability you're tracking your goals

you have the support it's affordable and it's convenient because of all the time sessions that we have. Doesn't it make sense that you lose those 30 pounds and then you'll know how to keep them off? And they're going to go, yes. And then you move to the step four of this framework, which is the close. So then I might say, all right, then, Mrs. Jones, what you need to understand is to lose those 30 pounds, we have to lean into action. And that means we have to get you started on a program today. Now, we have two very different programs. And here's how they work. Program number one, you pay monthly $1.99 a month. Program number two, you can pay for the whole year and get a 10% discount and three months of

nutrition coaching included. Which of these two programs can we get you started on, right? The reason during the close you want to give them two options is because when you give someone an A or B option, if you've done the other three steps properly, they're going to pick either A or B. If you give someone a yes or no option, now they're going to pick either yes or no. So do I want a 50-50 chance of a yes or a no? Or do I want a 50-50 chance of picking option A or option B?

Either way, it's a win-win. You win because you get a new client or customer. They win because they get their results. And so using this like Fit Body Boot Camp example that I gave you here, if they want to pay $1.99 a month, cool. But if you could pay in full for the year, we'll give you 10% off. and three months of nutrition coaching included, that's a better offer. It's a more irresistible offer.

But they are going to have to pay a lump sum and have a 12-month commitment up front. And then we go, which of these two do you want? And then we zip it. We let them choose or we let them ask a clarifying question. If they make a choice, we go fantastic, great choice. Let's get you started. What is the form of payment?

Let's make sure we schedule your next whatever, right? Facial or in our case at Fit Body Boot Camp, schedule your workout for tomorrow or your nutrition coaching or whatever the thing is, right? Give you access to the course or the product. Let's go package up that iPhone. But if they want a clarifying question, then you go, hey, I'm sorry. I didn't speak clearly and wasn't able to clarify everything for you. So what are the questions that you have?

And they might say, listen, you know, I got knee pain. How does this work for someone with knee pain? You go, okay, well, all programs are designed specifically for you, even though you're working out in a group. Every single group workout is a crawl, walk, run. So someone that has knee pain, we're going to start you out crawling and not just doing box jumps. You might be doing step-ups, whereas someone who's, like, been a former athlete and they've

been with us for six months, and they've achieved their goals, and now they're maintaining their goals. They're doing box jumps, right? So we can go anywhere from, like, beginner to advance to obviously intermediate in between. And they go, ah, okay, got it. Got the clarification that I need. and therefore I can make the decision. And so you go, once you answer their question by giving them the clarification they need,

then you, my friend, have to go back to, so do you want to do the $1.99 per month or do you want to pay in full for a year, take the 10% discount and get three months of included nutritional coaching. You always have to go back to the close. So as long as you are willing to follow this framework of agitate outcome, solution, and close, you will make more money, have less friction and frustration during the selling process. Every single time. Every single time. I need you to agitate the problem.

I need you to clearly define to them. Let them see in their mind's eye the outcome that they want. Make sure your product or service is the exact solution. I explain to them how it's unique and different and better. And then when you're asking for the sale, when you're closing, you give them the A or B option and let them choose one. And if they have a clarifying question, see, it's not an objection. It's just a clarifying question. Even if they go, I need to go home and talk to my spouse about it.

Oh my gosh, I'm sorry I didn't do a good enough job to give you the clarity you need to make the decision right now. What is the question that you have that you're going to discuss with your husband? Well, we need to see if our finances can da-da-da-da-da-da, right? So again, it's just a question. If you could find a way to make that work for them. Maybe you say, hey, what if I give you the first month at half off? what if we sign this agreement and you have one week to discuss it with your spouse and then if your husband's not on board with it we just tear it up and part ways as friends but if i look at

everything as a question that needs clarification then go back to saying do you want option a or b whatever decision they make it's a win-win i make the money and they get the solution and results that they're after and that's what i want you to understand now i'm going to give you a little bonus here right remember i said i've used this whole sale strategy and made high hundreds and hundreds of millions of dollars across all my companies. This sales strategy works even better. This framework works even better if you have the ability to build rapport as in be likable, which I know you do.

You're a decent human being. Be likable. Be charming. Build rapport. Find something in common with them. Did you guys go to the same school? Do you do have the same belief systems? Oh my gosh.

You have a dog. I have a dog. Oh, geez. I noticed that you pulled up in that kind of a car. I used to drive that kind of a car. I have a friend who drives that kind of a car. Like, what point of connection can you find to build rapport? So number one, this is the bonus round for you.

If you can build rapport, if you can have high enthusiasm, because people want to be around others that have energy and enthusiasm and that vibrated a higher frequency. So if you're just like fucking Ior, the donkey from Winnie the Pooh, like no one wants to be around Eeyore, the donkey from Winnie the Pooh. They want to be around someone that's enthusiastic. and high energy, right, that increases their vibrational frequency. So in addition to rapport, you need enthusiasm.

And then the last two things are confidence and compassion. Like, are you confident in your product? Are you a user of your product? Do you look like you use your product? Do you walk with your head up, with your shoulders back? Do you have this air of confidence about you? If you yourself can't buy your product, wouldn't buy your product, can't afford your product, don't use your product.

You don't have the confidence to sell it, my friend. And finally, the compassion. They need to feel like you're the assistant buyer and not a closer. Compassion means putting yourself in their shoes and saying, man, I can imagine you've tried all these different things to lose weight or to buy real estate or to whatever, right, make more money and everything has failed you. Like, I could see how that would suck. I'm so sorry that that trainer failed you.

I'm so sorry that that real estate course failed you. You know, it really sucks that that thing you tried, you. I would feel this way about it and I would almost feel like the sense of hopelessness. But I want you to know that hundreds of our clients have gotten amazing results and they come from your exact background. Several of them have in fact tried those things that you have. And they felt just as hopeless. And I in the past have felt that way. See, that is compassion. And so if you can have have this like rapport, enthusiasm, confidence and compassion to put yourself in their shoes and feel what they're feeling? Bro, it's like fucking selling with a nuclear bomb, right? This framework,

plus those four things, is like sales with a nuclear bomb and you will never have a shortage of clients and customers. Better yet, if you can follow up on over exceeding the expectations, like promising a horse and delivering a unicorn instead of promising a unicorn like most people do and delivering a donkey, if you can exceed their expectations post-sale because the post-sale factor matters. If you could exceed those expectations,

they're like, fuck, man, I paid this, but I'm getting like 10 times worth the value. Now they're going to pay, stay, and refer. And that, my friend, is the name of the business. So I hope you got a lot of value out of this four-step framework for selling becoming the ultimate closer. If you did, please do me a favor and like, share and subscribe. 74% of you watching this are not subscribed to the show on YouTube. The rest of you on the podcast

platforms, leave me a comment, leave a five-star review. It would mean a lot if you would take a screenshot and share this across social media platform so we can influence and impact more people who are looking to sell and make more money. And beyond that, looking forward to seeing you at BK Live, May 31st and beautiful Anaheim, California. But until then, remember this, that average is the enemy, that success is your responsibility and change can take place in an instant if you are willing to flip the switch. I'll see you next time. What's the different back when Q was rolling with Lorenzo and a Benzo.

I was banging with a gang of instrumental.