The Game with Alex Hormozi - Get Them to Say Yes Before You Start Talking... | Ep 149

Episode Date: September 11, 2019

"The more of this stuff you have, the more you cannot be on a good day. You cannot have a lot of energy.” Today, Alex (@AlexHormozi) discusses the importance of setting up a sales environment that positions prospects to be more likely to buy. He emphasizes the need for a systematic process and pre-sale questionnaire to agitate and identify pain points, as well as the significance of consistent results in scaling sales.Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.Timestamps:(1:05) Clarify objectives of this part of the sale(3:00) Identify and agitate prospect's pain points(4:27) Take prospect through sale before selling again(6:50) Set up pre-selling process and consistent sales approachFollow Alex Hormozi’s Socials:LinkedIn | Instagram | Facebook | YouTube | Twitter | Acquisition

Hey, everyone, happy Tuesday. Hope you have had an amazing start to your week. So due to the response that I got from last sales-oriented podcast slash video that I made, I wanted to follow up with that since you guys were like, hey, we want more of that. So I'm like, cool. I love talking about sales. And so what I want to do is basically break down the first thing that I see is a mistake when people are trying to sell fitness, really when they're trying to sell anything. And just to take a quick back step, when our sales major Cole, who turned around 13, 24 our fitnesses, so all he did was turnaround fitness sales teams.

All right, that's literally all he did. And so before he started working with us, and when he goes in to give feedback to salespeople, all he does is follow the closer framework that we have in the book. And he says, let me see where you clarified why they came in. Let me see where you labeled the pain. Let me see where you overviewed past experiences. And so, like, there is no rocket science. The only thing that you do when you scale is do more of the things that you did when you were one-on-one, right?

And you just do them on a larger scale, right? And you have systems in place to make sure that you're doing that. So clarification, right? What are the objectives of this part of the sale? And so when someone walks in the door, they are coming in, taking all of the stuff that they have from their husband and their texts and they're, you know, on their way here in traffic and the person in the parking lot, whatever it is, right? They're bringing that into the door. And so our goal, everything before the sale, and then up to that first point,

is to get them in the right state of mind to be likely to buy. And so the way that we do that in the pre-sale, maybe I should probably just do a separate video on the pre-sale. You know what, screw it. I'll just make this video about the pre-sale. So when that person walks in the door,

the selling environment that you have set up is incredibly important because it's a position of the prospect to be more likely to buy, right? And so when they walk in, the first thing they should see are tons of testimonials, floor to ceiling.

They should see tons of framed five-star reviews from your Yelp, your Google, your Facebook reviews, take screenshots of them, print them out, put them on the wall. If you walked in and just saw walls of five-star reviews and then walls of before and afters, you'd probably be like immediately, before anyone said anything, wow, these guys really care about results. They really know what they're doing, right? That's before any words have been spoken because the sale started in the parking lot. The sale started when you set the appointment, right? And so we're just walking through this process. So now when they walk in the door, they need to be greeted within 10 seconds. And that means,

And what's really great about this is that if someone's far away from the door and they sprint over to say hello and greet them, it's even better. Because they're like, wow, these people really care. And you're automatically setting that impression, setting that bar of how excellent you are at providing service. One, that person greets them. If they are not the person who's going to be selling them, they should all know that I need to sit you down and give you this pre-sell questionnaire for it. Why do we do a pre-sell questionnaire? Because we're going to remind them of the things of the reasons that they came in, of the reasons of why it's important, and the reasons that they said, like, that they even walked in that day, right?

And so the whole point is to agitate, is to identify the pain and then agitate that pain. And what we're doing is we're extending the amount of time that they're sitting in the pain and the reason that they walked in that day, right? And so, and if you're like the details around what make this powerful is that if you're especially, like, whether you're the person is doing the sale or you're not doing the person doing the sale, you should, if you can, walk them through the sheet. Read the questions to them, clarify it to them. And if you can, squat down to eye level,

if you've ever had a waiter do this or a waitress, when you squat down to eye level, people feel like you're leveling with them and you're inconveniencing yourself to service them. And so they're like, wow, these people really care. So imagine this person who walks in the door, sees all the testimonials, see all the five-star reviews. Someone walks over and says,

hi, you're like, hey, I see that you're, like, if they know, if the schedule is visible, they can be like, oh, are you sharing, or whatever it's like, or hey, what's your name? Are you here for what, like, How can I help you? Whatever it is. And so they greet them within 10 seconds.

They say, hey, I think I'm supposed to meet with Sean. And you're like, yes, he'll be right with you. Or you know what? Sean's super busy. I can take you and I promise I'm twice as good as Sean, right? Ha, ha, ha, whatever. And then you can transition the process. You sit them down with the pre-sell questionnaire form.

You make some comments about the testimonials. If you have a testimonial book, you can also give that to them while they wait if that person is not the person who's doing the sale. And then you walk them through the pre-sell questionnaire, right? which is going to be like, why did you come in today? What is your primary goal? Like, what have you done in the past? What do you think has been missing? All we're doing is taking them through the sale before we actually sell them again.

And the reason you do that is that when you have a systematic process, you are more likely you have a consistent result, which means when you have consistent results, you have a scalable solution. It also means that you're stacking the chips or so the deck in the favor of poorer salespeople, people who are not as good as you are. You were the proprietor. You will always be better or you should always be better

at selling your own stuff than anyone else is, right? Because you should be more convicted about it. You also have the most to gain, right? Hey guys, real quick, if you're new to the podcast, I have a book on Amazon called $100 million offers

that over $8,000 five-star reviews and it has almost a perfect score. You can get it for 99 cents on Kindle. The reason I bring it up is that I put over 1,000 hours into writing that book. And it's my biggest gift to our community. So it's my very shameless way

of trying to get you to like me more. and ultimately make more dollars to that later on in your business career, I can potentially partner with you. So that's my give. Go check it out, Amazon, and back to the show. So you probably don't want to sell for the rest of your life. Maybe, maybe you do. I get it because sales is awesome.

But like on some level, you probably don't want to sell for the rest of your life. And so what you have to do is how can I make it as easy as possible for someone who is not as good as me to sell? And these are the steps that you put in the process. Like when Layla and I used to sell, we would sell out of a warehouse with a card table. we're really good at sales. We've done this a long time, right? And so we'd have people come in.

There's no equipment. It's literally an empty warehouse with a car table. And we're like, yeah, it's $600. And they're like, you guys don't even have a gym. I'm like, yeah, you don't need a gym of your results. Like, it'll be great in three weeks. Don't even worry about it. Like, we've done this a million times.

And they're like, okay. So like, if you are good enough, you don't need any of this stuff. But the point is that the more of this stuff you have, the more you can not be on a good day. you cannot have a lot of energy, the more you can not have built rapport, the faster you can close the sale, because you have all these things that have already carried the ball halfway down the field, three quarters the way down the field, and then all you're trying to do is just push it over in the end zone. And so that's the idea.

If you have, you know, if you've got, what is it? Reggie Bush, I'm trying to think of a good halfback. Anyways, point is, if you have a stud, you know, who can just run down the field no matter what, it doesn't matter. But the more you can do that, then the more consistent the process will be. like the art of close the sale and at a higher price. So if you don't have a pre-selling process that is set up at your gym and your trainers do not understand what is supposed to happen when someone walks in the door, right?

And your salesperson doesn't consistently go out, greet them within 10 seconds, like give them the pre-sell questionnaire, walk them through it if possible unless they're with a prospect, right? And if they are with a prospect, see if someone else can do it. If they can't, then they're going to have to go through it themselves. Then when you have that, you also have the pre-sell questionnaire so that you can have some ammunition that's already been taken care of. What bad habits do you have? How much do you spend per week on those bad habits?

Right? And now all of a sudden, they're like, well, they said they can't afford it. It's like, dude, they already said they got $600 a month in bad, and bad shit that you're going to be able to cut out. All these little things, they just, if you close an extra 10%, 20% of people walk in the door, it's a massive increase in the amount of sales that your gym is going to be able to make. and it takes an afternoon or two of training and one afternoon of putting up all the pictures and going to Kinkos to set this up at your gym. I talk about this in endless detail on the book.

If you want, you can grab it, Alex'sbook.com. I make my $9 on the book. It costs me more to send you the book. But if you want, there's details on how to set all that stuff out. But I hope that just gives you an Ovar, like, big picture, how to clarify,

how to increase the likelihood that someone is going to buy when they walk in your facility so that you can extract the most value, deliver the most value, give it an amazing experience, and even if for some reason that person does not buy,

they have nothing but nice things to say about how professional your service was. All right, so have an amazing day, guys. Happy Tuesday, terrific Tuesday, turn down Tuesday, tactical Tuesday, and I'll catch you guys on the website. All right, bye.