No Broke Months For Salespeople - How to Turn Buyer Panic into Loyalty Before the Deal Falls Apart

Episode Date: April 26, 2025

In this episode, Dan Rochon walks you through the “Get Hired” phase of the Teach to Sell journey—showing you exactly how to position yourself as the obvious solution before your prospect even sits down with you. You’ll learn how to set clear expectations, anticipate emotional highs and lows, and become the trusted guide by calling out the hidden fears no one else is talking about. Dan also shares a powerful framework for how to frame your client’s internal and external pain—and how to bridge them to internal and external pleasure, ethically and authentically.What you’ll learn on this episodeSet expectations in the consultation to build immediate trustTeach your prospect about predictable emotional reactions to reduce anxietyYou’re the bridge between pain and pleasure: internal and externalNever leave your client wondering what’s next (or what might go wrong)If they trust you when things go sideways, they’ll hire you when things go rightResources mentioned in this episodeTeach to Sell Training: Free access to the Teach to Sell systemCPI Community: Join agents building Consistent and Predictable IncomeTeach to Sell Scripts: NLP-driven persuasion playbook for agentsNo Broke Months Podcast Archive: Catch up on top episodes To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

The strength of your connection plays a big role. And the bigger that your prospect's pain points are, the more they need your help. So your job is to show them how you're the bridge between where they are, the pain points, and where they want to go. So whenever possible, begin Teach to Sell before you meet with the prospect.

This is gonna set you apart. It's gonna create trust before you even sit down. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, business people, and entrepreneurs. As you immerse yourself in this show, you'll discover the secrets to unlocking consistent and predictable income. We reveal the new way to persuade human behavior by mastering

the art of the teach to sell method. Get ready to transform your approach and achieve unparalleled success. When you pull a successful teach to sell journey to get hired, you're gonna get hired more often. To be able to do this, you're gonna want to make sure that you set expectations to consult. And during the setting expectations consulting phase, that's when you're gonna set clear expectations for what your prospect can expect on the journey after they purchase your product or service. You're gonna want to include things that may go wrong. You're gonna want to things that may go wrong. You're gonna wanna include things that are predictable.

You know, like for example, for me, when I'm a real estate agent, and I consult with a buyer and I tell that buyer, Mr. Buyer, the day that you go home after writing that offer gets accepted, that night you're going to freaking toss and turn. You're gonna have doubts. You're gonna have buyer's remorse. You're gonna have anxiety. You're gonna have buyer's remorse.

You're gonna have anxiety. The next morning you're gonna wake up and your sister's gonna text you and be like you're a freaking idiot for you know for buying when interest rates are where they are. I share that with them upfront by setting the expectations. I did this and just last week I had a client the day after we go under contract give him a call the next day I say hey what are you feeling his name is Eric and Eric says man you were freaking right dude I was terrified I'm terrified I really appreciate that you set me up so that I can understand you set my expectations so I can understand I was gonna be experiencing this and man I am anxious right now and so imagine when I set the expectations when you set the expectations, when you set the expectations,

instead of Eric going through all that emotional journey, you gain trust. Eric, trust me, right? Because I was able to go through and talk to him about the potential challenges that might arise. So you want to share with them what highs they might encounter what lows they might may encounter. So for example I once upon a time I bought a car from an auction and I did this using an auto broker. When I got home I ran into two minor but you know frustrating issues. Number one is the battery died the next day and number two the AC didn't work. So these are predictable issues that many car owners face, you know, when buying something from an auction because the car is sitting forever

and it's not running. So that's why that happened. And so, you know, it was idle and the AC is free on, you know, which would cause the battery to not work and then the AC is free on also leaked. So while these were easy fixes, I was caught off guard. I felt frustrated because I was not prepared. If the auto broker had practiced teach-to-sell with me and explained these common issues up front,

whether they occurred or not, and it happened, imagine what my experience would have been. I'd be like, all right, yeah, this was to be expected. And I wouldn't have been as frustrated or annoyed. So in your field and if you're experienced anticipate and discuss the potential problems with your clients early on if something goes wrong, you'll be seen as a solution just like Eric saw me as a solution as I could have seen the auto broker

as a solution and you won't be seen as the problem if you're still gaining experience. You're not as experienced, then seek mentorship, learn from a seasoned pro, ask he or she for their insights into your consultations. What are the predictable problems? And then after you set the expectations, the second step, all you need to do is get hired. So if you've done everything right up front,

to this point, getting hired should just be natural because you've used Teach to Sell, you've you went through and you consulted them, you set their expectations and now boom as long as they want your service, your service that you provide, you should be able to get hired. Now there are things that influence how often you do get hired which include your skill, the better that you are at solving problems the more likely you're gonna get hired, the prospects motivation and pain points, the more you understand their needs and frustrations the better you can

position yourself as a solution, your relationship with the prospect, did they come to you through a trusted referral that That's the best. Or was it a cold outreach? The strength of your connection plays a big role. And the bigger that your prospects pain points are, the more they need your help. So your job is to show them how you're the bridge between where they are, the pain points, and where they want to go the pleasure points you are the bridge in between them so whenever possible begin teach to sell before you meet with the prospect this is gonna set you apart it's gonna create trust

before you even sit down imagine that you're sitting across from your prospect. You're leaning in with a warm smile. You start light and engage it and you say to them, hey you got a bit of a situation on your hands. And you continue to, you know, allow for the conversation to develop. You can even pause for a chuckle to break the ice. But hey, who doesn't? You wanna keep it light and relatable, then shift the conversation with confidence. Here's the deal.

You, Mr. Prospect, you need a solution that fits your, like your favorite pair of shoes. Comfortable and seamless and perfect. And now this is where Teach to Sell truly shines. This is where you're going to share valuable tips. You're going to demonstrate your expertise. You're going to show them how your product or your service can solve their problems. You're going to be honest and transparent and clear about both the benefits and the potential challenges. You explain how your products are gonna take them from where they are to where they're meant to be.

You're gonna share with them, hey, here's what you should expect from my service or my product. We've helped countless people achieve results by following this process, by buying from us. And then you're gonna paint the picture. Mr. Prospect, imagine this, you, problem free, cruising towards your goals with the knowledge

and the tools that you need to succeed. Then you can just lean in a little bit more with a gentle tone and take control. Let's Mr. Prospect, let's take the reins and let's navigate this together. You, you're in good hands. You build that sense of trust and you show them that you're ready to help.

Mr. Prospect, we're gonna tweak a few knobs and sprinkle some magic dust. Okay, maybe just a pinch of expertise and voila, your problem is solved. High fives all around. You want to keep it purposeful, lighthearted and confident. So when can we make this happen? Let's go ahead and carve out some time and dive into the nitty gritty and get you back on track. Sound good? And this is the way that you're going to be able to have a conversation

with them by focusing on their needs, making the process relatable, and guiding them through the conversation with confidence and humor. Now maybe you like my humor I did there, maybe it seemed inauthentic, and that's fine. I don't want you to manufacture humor. I want you to use your confidence, use your humor. I want you to create a smooth path to be able to get hired using your own voice, using your own skills and being authentic. So when I was going through that script,

if it seemed inauthentic, don't use it. Use your own dialogue. I was just using that just to be able to demonstrate to you the way that you can teach to sell. So let's go get hired more often. Hey hey salesperson, are you struggling to close deals? Or struggling to gain trust? Or are you struggling to create consistent and predictable income?

I'm Dan Rochein and I've seen it all. Salespeople stuck in uncertainty, guessing their way through the business. And that's why I created the Consistent Predictable Income CPI Inner Circle. To give you the tools to master, teach yourself, and finally eliminate the struggle. Learn how to influence, close, and turn doubt into trust on repeat. No more trial and error, just results. Ready to take control? Visit www.nobrokemonths.com. That's nobrokemonths.com. Click login and get started today. All right. Okay. About a few things

here. We talked about the, about teach the style. We talked a little bit, something I've been emphasizing most recently is about the, the pain point that a prospect has or a buyer or seller has and the goal that they have and you being the bridge. Who recalls, if you could say, what are the two types of pain and what are the two types of pleasure? If you could describe two different versions in a general fashion, who recalls what they may be or what they are? Like internal, external?

Boom. All right. Fantastic. I wasn't sure if I was going to be able to ask the question in a way to help you. I was struggling to ask the question because it was a hard question for me to ask. That's what I was looking for though. So, internal and external pain. Internal, external pleasure. You are the bridge.

So, if you can imagine, I'll draw it out here on this piece of paper. Then you have pain, pleasure, internal, external, internal, external. So it's going to look something like this if you want to visualize it. Okay. So you got the pain here, internal, external, the pleasure here, external, internal, external, and you are the bridge.

Right. And so what's an example of an internal pain of a buyer or a seller? Chase has a lot of those. What'd you got Chase? What's an example of an internal or external pain that a buyer or a seller may have? For example, one is what I often deal with is especially financial situations, and that

often leads to both internal and external pains. I had a buyer recently and he's very limited in terms of his price. I think I relieved everything I could on my end. We centered on that because he got like 4% subsidy and everything. The monthly payment was $150 higher than what he wanted. And so he walked on the deal. And one of the big things that I'm about is setting expectations. And, you know, I think that was an example of like a pain that I attempted to exhaust all options, but that was something that couldn't overcome.

Yeah. Chase, it's a great example. And here's what I want everybody to understand. We all have examples like Chase, just to explain. Can we all agree to that? All right. My guess is it's a more of an internal pain that caused that to fall apart than an external pain. So the external pain was the actual $150. That is an external pain. That's a real pain. But

particularly, I mean, you can't go to the grocery store for less than 300 bucks, right? I got two guys working on my house today. It's going to be 350 bucks for one day's of work. The internal aspect was absolutely identified. He was worried about, will I have emergency funds if I need it? His wife and his daughter's epileptic and he's worried about that. Though I think it posed the question though, is, is that $150, you know, should we even be doing this in the first place? You know, if that's the case, you know, because I mean, my main goal is to set him up for

success, you know, I don't want him to, you know, but, you know, I was able to identify that. It's just, I think it begs a lot of soul searching questions too, in terms of, you know, was able to identify that. It's just, I think it begs a lot of soul-searching questions too, in terms of, you know, lifestyle and everything. Yeah, I think, but let's talk about internal, what really an internal pain is, right? Because in that situation, and I'm gonna circle back to all this here in a second, but in that situation, the internal pain is a need for security and safety. All right. And the fear that he's not, it's about the fear.

It's not about the tangible 150 bucks. That's a nothing. That is external. Okay. But it's that internal pain. I want to thank everybody for being here today. Have the best day of your life. Be grateful.

Make good choices. go help somebody. God bless you. See ya. Hey there, No Broke Months listener. I've got some exciting news. We just passed 375,000 downloads for the no broke months podcast and I could not have done it without you I am beyond grateful for every single listener who tunes in daily takes action and shares this journey with me now with

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