Try to avoid questions that can be answered by a simple yes or no:

Sales is a transfer of emotion and energy

Through the pitch, you must remind them of their goals and link 3 benefits to them

Say less so the prospect asks for more. VAGUE,HIGH-ENERGY, CONCISE 2 MIN PITCH then
ask them WHAT they need to know to make a decision.

prospect asks a question: That’s a realy good question man, and I’m so glad you brought it up,
because it’s one of my favorite things, very straight-forward and simple, we …. blalbala, and we
give you all the information to to actually run it, we give you all the stuff, do it with you, you run it,
you’re gonna book probably x appointments a day and it’s gonna help you get to that x $ desire.
ex(10 grand a month) much faster

Don’t really answer their question, give them enough information, but link it their goals

With sales, being direct is the best, and zip it

Say things and shut up

Be honest, transparent and straightforward

Have conviction. Give people a good way and a strong case for reason and you'll be fine.
​
Sales is the ability to move people past their own hesitations, limitations, fears, insecurities of
moving forward.

Who sells the best get’s the paid best.

You need the skill to push people to make a decision. You are not entitled to nothing.

There needs to be a system to take people from A to Z. The prospects North Star is the current
state, current pain, current concerns, current discomforts and you want to take them to the
future pace, which is: where they want to be, why they want to go there, what they will feel and
have when they get there, see it, feel it, taste it, experience it, believe it (believe that they’re
gonna get there.

Then comes the inaction questions:

-Cost of inaction?
-Cost of staying in pain? > Understand the pain
-Will they settle for it?
-Will they be satisfied?
-Will they accept it?
-Whose responsibility is it to make the change?

Objection Handling
There is only 5 objections in sales
-Think about it > smokescreen
-Partner > smokescreen
-Money
-Fear
-Logistics

First thing you must do when you get a objection:

-Diffuse it
-Tackle their belief
-Overcome the person

Diffuse it straight away (push it away of the conversation) ( they expect the need to fights
because yours asking them something they don’t want to do): I can respect that, I can see that,
I’m listening, Yeah that’s not a problem | They are in a red state, you need to move them to the
green positive state again.

Can I ask in your own opinion before you go and think about it?
Do you feel what I have gone through can get you to where you want to go?
Why do you feel it can?
Tackle their belief: They believe that you are a sketchy marketer just trying to sell them
something, make them question their own beliefs. Make them question their initial belief

Okay so when you do go and think about it what do you feel is coming up for you or possibly
now that makes you feel you want to go and do that?

Their response will be logistics, feal, money or partner. LISTEN CLOSELY.

Beginning of sale, more loose. Start applying more pressure as the sale advances.
Sales are like tightrope

• Active listening
• breaking down every response
• giving value
• body language
• third party stories
• not complicating the process
• making it convenient for the client
• letting the client know he/she is heard and understood
• setting expectations and letting them know what you do

__

Oleg Komar:

1- You have to be fast:

Respond right away, send the agreement right away, don’t wait. Do it now.

2- Be reliable:
People need to feel that they are in good hands. They need to sense that you are going to do
what you promised them and be there for them. You need to be trustable and check their boxes
all the time. They need to feel SAFE. You can do that with words and actions. Talk about some
of their fears before they even ask. Think about bungee. If you are going to do some bungee,
you want the guy who sets you up to be reliable, or else you might fall to your death. But if he is
calm, reassuring and seems like he knows what he’s doing, you are going to feel safe. Same
thing with sales.

3- You have to be CONFIDENT:

Be confident with your knowledge, product, capability, etc. Feel confident around people and
that what you’re doing is great. Instill confidence from the start.

4- You have to be honest and sincere:

Being honest carries you a long way. Make them know if this is the right decision to take or not.
Don’t look for a quick cashgrab, build relationships.

5- Relationships over checks:

Follow ups. Relationships = referrals. People will come back. In sales you live in the future, think
ahead.

People want to do business with people that are available, hard working, 100% invested in what
they’re doing, reliable and trustworthy, they’re honest, care about the client, go the extra mile.
Be caring!

People like people who follow up.

Be human, be good with people, and be caring.

___________

Simple Mindset Shift To Close 10x MORE Clients

Acknowledging the prospect's emotional state and helping them overcome it builds trust and
facilitates objection handling.
Objection handling should be approached as a collective effort with the prospect, focusing on
overcoming obstacles together.
Creating a dynamic where you and the prospect work together to overcome objections leads to
successful outcomes.
Building enough confidence in the prospect is key to successful objection handling.
___

1 - Be authentic
2- Don’t overpromess, but overdeliver.
3 - Make the product exiting for everyone so people talk about you
4 - Sell a feeling, Sell the outcome!! Sell the steak, not the sizzle
5 - Use past sales as leverage
6 - Sell something you love

Ask deep questions

Discussion = conversations

Three types of conversations:

-​ Emotional
-​ Practical
-​ Social

To connect with the other person you need to have the same type of conversation at the same
time > matching

Example of a deep question:

How was high school?

Example of a shallow question:

Where did you go?

Instead of asking about facts about their life but how they feel about it

Deep questions allow people to be vulnerable and they like that

__

Reframe your beliefs about sales and sales call. The worst thing that can happen is they say no.
You lose nothing. Have no attachment to the outcome. Come in with conviction and belief. Your
emotions and how you carry yourself will transfer onto the prospect. Trust is the basis of sale.
Instead of trying to get a yes and overcome the person help them overcome themselves.

-
From Bill Walsh training with Charlie Morgan

1. Sales is Survival

●​ Sales = The ability to breathe for your business.​

●​ Marketing alone doesn’t win—it must be paired with solid sales skills.​

●​ Objections are inevitable, and your success hinges on how well you handle them.

Definition of sales

"Bridging the gap" between where a prospect is now (pain) and where they want to be
(desired future).​

●​ "Transferring emotions, energy, and belief."​

●​ "Solving problems by helping people move past their own fears, insecurities, and
hesitations."

2. The Four-Part Sales Call Structure:

1.​ Current State (North Star)​

Understand where the prospect is now (pain, struggles, frustration).​

2.​ Future Pacing​

Help them envision where they want to be (realistic, achievable goals).​

3.​ Cost of Inaction​

What happens if they don’t make a change? Who suffers? How long will they stay
stuck?​

4.​ Bridging the Gap​

Present your solution as the bridge. The clearer the gap, the more compelling your offer.

3. Top 5 Objections in Sales:

Every objection falls into one of these categories:

●​ Money​
 ●​ Fear​

●​ Logistics​

●​ Partner (usually a smokescreen)​

●​ "Think about it" (also often a smokescreen)​

Partner and Think About It are often not real objections—just hesitation cloaked in politeness
or avoidance.

4. How to Handle Objections:

Step-by-Step Framework:

●​ Diffuse – Stay calm, acknowledge without conflict ("I can respect that").​

●​ Reaffirm – Ask: “Do you feel what I’ve gone through can actually get you to where you
want to go?”​

●​ Dig Deeper – Ask what's truly coming up for them (money, fear, logistics).​

●​ Challenge Gently – Make them take personal responsibility by inserting certainty (use
can and will instead of “maybe” or “could”).​

Objections are just fancy ways of saying "no"—your job is to make it easy to say
yes by building belief and clarity.

Psychological Tactics & Language:

●​ Use certainty words: “can”, “will”​

●​ Avoid weak language: “maybe”, “should”, “could”​

●​ Mirror back objections without fighting​

●​ Shift ownership back to the prospect’s belief system and decisions​

●​ Lean on logic (e.g., “If your tire bursts on the highway, would you wait to fix it
tomorrow?”)​

Reframing Beliefs:
 ●​ You're not a sleazy salesperson—you're solving someone’s real problem.​

●​ Think of objection handling as polite confrontation rooted in truth and care.​

●​ Sometimes, the most ethical thing is to challenge a prospect who is self-sabotaging.

Practical Application:

●​ Track your objections – categorize them under the five types​

●​ Build objection-specific scripts​

●​ Get better at identifying smoke screens and uncovering the real issue​

●​ Aim to close on the first call when possible by addressing doubt in real-time​

“If you can overcome the five core objections, you win the game.”

—-------------------

If you describe their problems better than they can, they’ll subconsciously believe that you have
the solution.

People are motivated more by pain than pleasure and driven only by self-interest.

People like to follow trends.

The PCM method consists of speaking to the 6 different personalities there is to refine your
speach. People than do not use the PCM method in sales or any other endevaor where
speaking to someone to get a point across cannot convey their message properly with the
audience as they don't share the same personalities.
#### Personalities

1- Thinkers

2- Persisters

3- Harmonizers

4- Imaginers

5- Rebels

6- Promoters

##### Personality Perception

Each personality perceives the world in a different way.

- Thinkers perceive the world through thought.

- Persisters perceive the world through opinions.

- Harmonizers perceive the world through emotions.

- Imaginers perceive the world through inaction.

- Rebels perceive the world through reaction.

- Promoters perceive the world through actions.

##### Personality Currency

Each personality has its own currency in the world.

- Logic is the currency of Thinkers.

- Value is the currency of Persisters.

- Compassion is the currency of Harmonizers.

- Imagination is the currency of Imaginers.

- Humor is the currency of Rebels.

- Charm is the currency of Promoters.

##### Resume

- Thinkers perceive the world through thought and logic is their currency.

- Persisters perceive the world through opinions and value is their currency.

- Harmonizers perceive the world through emotions.and compassion is their currency.

- Imaginers perceive the world through inaction and imagination is their currency.

- Rebels perceive the world through reaction and humor is their currency.

- Promoters perceive the world through actions and charm is their currency.

#### Where can you apply PCM?

You can apply PCM to better get to know yourself **and your needs,** in the business to
manage your team, to become a seller who always gets “YES!” or to prevent conflicts and
stressful situation.

If you are **HR**, this methodology can help you to choose the right training for your employees
on personal and business preferences, as well as to consider becoming a trainer.

PCM will help you to improve relationships with family and friends, through acceptance and
understanding of diversity.

__

# This is to complete and organize

#### Prospect asks a question example

Your response: That’s a really good question man, and I’m so glad you brought it up, because
it’s one of my favourite things, very straight-forward and simple, we …. blalbala, and we give
you all the information to to actually run it, we give you all the stuff, do it with you, you run it,
you’re gonna book probably x appointments a day and it’s gonna help you get to that x $ desire.
ex(10 grand a month) much faster

#### Keypoints to remember:

- Don’t really answer their question, give them enough information, but link it their goals

- With sales, being direct is the best, and zip it

- Say things and shut up

- Be honest, transparent and straightforward

- Have conviction. Give people a good way and a strong case for reason and you'll be fine.

- Sales is the ability to move people past their own hesitations, limitations, fears, insecurities of
moving forward.

- Who sells the best get’s the paid best.

- You need the skill to push people to make a decision. You are not entitled to nothing.

- Sales is a transfer of emotion

- Through the pitch, you must remind them of their goals and link 3 benefits to them

- Say less so the prospect asks for more. VAGUE,HIGH-ENERGY, CONCISE 2 MIN PITCH
then ask them WHAT they need to know to make a decision.

- Try to avoid questions that can be answered by a simple yes or no

There needs to be a system to take people from A to Z. The prospects North Star is the current
state, current pain, current concerns, current discomforts and you want to take them to the
future pace, which is: where they want to be, why they want to go there, what they will feel and
have when they get there, see it, feel it, taste it, experience it, believe it (believe that they’re
gonna get there.

##### Then comes the inaction questions:

- Cost of inaction?

- Cost of staying in pain? > Understand the pain

- Will they settle for it?

- Will they be satisfied?

- Will they accept it?

- Whose responsibility is it to make the change?

#### Objection Handling

###### There is only 5 objections in sales:

- Think about it > smokescreen

- Partner > smokescreen

- Money

- Fear

- Logistics

Smokescreen: Hiding the real reason

![](https://lh7-rt.googleusercontent.com/docsz/AD_4nXelfveSnBOWpbVGz4OJx-AJbeVQiNYL8
MjFIYpez8MLJl1EnLtbWBwfLEWW8L2wnDLi506LR16BvI1nrT-0hibCgucC777HKItaoYKr45y4b
7hnO1e3DiwW9gcd66z-PAde3Osr0ECkDxqFWBB9O2vecaFY?key=ozwN4au7ObFY9BHOTf6k
cg)

#### First thing you must do when you get a objection:

1- Diffuse it

2- Tackle their belief

3- Overcome the person

Diffuse it straight away (push it away of the conversation) ( they expect the need to fights
because yours asking them something they don’t want to do): I can respect that, I can see that,
I’m listening, Yeah that’s not a problem | They are in a red state, you need to move them to the
green positive state again.

Exs:
1- Can I ask in your own opinion before you go and think about it?

2- Do you feel what I have gone through can get you to where you want to go?

3- Why do you feel it can?

Tackle their belief: They believe that you are a sketchy marketer just trying to sell them
something, make them question their own beliefs. Make them question their initial belief

Ex: Okay so when you do go and think about it what do you feel is coming up for you or possibly
now that makes you feel you want to go and do that?

Their response will be logistics, fear, money or partner. LISTEN CLOSELY.

![[Pasted image 20240726140220.png]]

Sales are like tightrope

## *Appointment Setting*

###### How to sound less scripted

- Don't rely so much on the script.

- Break the questions up, assume familiarity: Give validation, value, story, perspective.

- Repetition, volume.

- How you say it over what you say.

- Reformulate questions. Go with the flow.

###### Manifesto

Act 1- Appt Setting Opportunities

Inbound Methods

- Inbound DMs

- Lead Magnets

- Give away a valuable resource for free

- Get people to message you to claim it

- Use as a foot in the door to start a convo, use framework to book them in for a call

- NOTE: some just want the resource so if that’s the case just give it and don’t bother them
again (JK: follow up with them a few months down the line)

- CTAs and Polls (“If you’re tired of XYZ result, DM me the word ___”)
Outbound Methods

- Cold Outreach (especially if led with value e.g. giveaway a resource)

- Messaging your followers/likers/commenters on your profile and posts

- Joining niche-specific groups (Discord, FB, Telegram etc.) and reaching out to potential
prospects there (be careful to not break group rules though)

Act 2- Foundations

1. Keep it genuine, keep it organic

Treat it as if you were talking to a good friend.

You will massively increase your chances of getting them to actually open up and be open to
booking a call with this frame of mind rather than seeing them as a complete stranger.

This is why we’ll also focus more on guidelines/frameworks rather than a specific script. It’s fine
to use one in the beginning but start carving out your own sauce ASAP

It’s like dating… you wouldn’t bring a script to a date right? No. You’d look stupid and the other
person would likely get up and walk out.

2. Approach it with the right frame of mind

All appointment setting is: finding and qualifying people who need AND want help, even if they
themselves don’t know it yet.

It is NOT:
- a sleazy business activity

- Forcing the prospect to do something against their will

- An act of manipulation

3. VOLUME IS EVERYTHING: Never be attached to one prospect/conversation

Now granted, you’ll naturally get more detached as you start booking more calls, sign more
clients, get more results etc. but you need to be okay with them walking away at any time.

If they do, who cares? They’ll either continue to be nurtured by your profile and come back
around, you can follow up, or they never speak to you again. Who cares?

You feel this way because you’re not pushing enough volume. Low volume -> scarcity ->
desperation.

2x, 3x or even 10x what you’re doing and watch how 90% of your setting problems disappear.
4. Hold the frame but not in an asshole way

Frame = maintaining control and the direction of the conversation.

If you notice prospects start being ‘Curious George’ (drilling you with questions), throwing you
objections or giving you an overall hard time - it’s because you suck at holding frame.

Ways to control the frame:

- Be the one asking most, if not, all the questions

- You don’t need to answer all their questions

- Lean into the leader role, you’re there to see if you can help and you’re in charge

- If you notice the conversation getting off-track, gradually bring it back on track

- Never show desperation or neediness

Implement and you’ll have an easier time in the inbox.

5. Open-ended questions > Easy-to-answer questions > Close-ended questions

If there’s a way to ask a question open-endedly, almost always do it this way.

BONUS points if it’s easy to answer (prospect doesn’t require brainpower or write a lot to reply)
because most people are lazy, but at least they keep the conversation going.

Open-ended questions give the prospect room to answer however they want (makes them more
comfortable) and they end up revealing more information (which you can use as leverage later
on for the pitch).

“How many clients do you have so far” ❌ (prospect’s head: sales pitch incoming)
“How’s the journey been so far?” → “Oh, it’s been okay but I’ve been struggling with __” ✅
(prospect’s head: this guy/gal seems cool)

6. Already be providing insane value and have an optimised profile

Posting content goes a long way.

Having a profile that makes it clear exactly who you help and how you can help, being authentic
as well as polarising also goes a long way.

This opens up a lot of doors for appointment setting opportunities (inbound DMs, leads warming
up)

Look at all the top dogs in your niche… What do they all have in common? They have the two
foundations above in place.

7. Track your numbers

Key metrics to track are:

- New messages

- Reply rate

- Links sent

- Booked calls

- Clients closed

If you send 100 messages, you get 35 replies, the conversations advance… 6 are open to a call
so you send 6 links… and 5 end up booking… Now you know it takes roughly 100 messages to
book 5 calls.

If your closing rate is 20% for a $2.5k offer and your goal is $10k/month: all you need is 20
calls/month (close 4 clients @ $2.5k = $10k/month!)
So for argument’s sake: 100 DMs a day = $10k/month. Want to get to $30k/month? 300 DMs a
day.

Data based mindset. Allowing data to make decisions takes out the guesswork. It’s already easy
enough to get emotional and stressed just being in business but this is what will ruin your
success.

8. It’s no different to learning how to ride a bike

At the end of the day, appointment setting is a skill. The game is tons of volume over a long
enough timeframe, iterating to what works and doesn’t work, and most importantly the
conviction that you will become world-class at it.

Don’t beat yourself up if you’re not booking calls in the beginning, keep at it, track your numbers
and you’ll master it in no time.

Remember: VOLUME, CONSISTENCY and CONVICTION.

![](https://lh7-rt.googleusercontent.com/docsz/AD_4nXe-Va-UGWHzymtyv1Y2AkwdOuybKCuD
Urb-tuVz2W1LMZvaeOiKf2OfvAmtHyeYJgJN5RjElTrc_oLY3eRecbGmcdVgzGBhLcY7_yRHmU
_07OUCVdgv4mx7sukN4vLUbJEr3x2u2w?key=0pbfwkagJqZPp5Ae407-Jn5f)

Act 3- The Framework

- Opening

- Building rapport

- Finding leverage

- Pitching the meeting

- Objection handling (if necessary)

Opening

Find your way in

Can be almost anything: thanking them for liking/commenting on your post, a commonality, a
birthday, mutual friends etc.
Always end off with a question to elicit a response from them: “How’s everything going?” or “You
do sales too” etc

Example:

You: “Hey [name], just wanted to say thanks for liking my post”

You: “How’s everything going on your end?”

Building Rapport

- Be genuinely interested in the other prospect- actually give a shit in helping them out. Build a
connection first. This will help you stand out from 90% of other setters who just want a booked
meeting

- You should be in rapport for the whole conversation.

Almost always validate first (say: makes sense/awesome/that’s sick/niceee etc), then say your
part. Shows their being understood and listened to. People like being listened to, it gives them a
feeling of importance and validates their belief that you actually care about helping them fix their
problem.

Example:

Prospect: “Yeah, been great, wbu?”

You: “Been great as well thanks for asking”

You: “Assuming you’re in business as well? Curious bc that’s who my content mainly attracts”

Finding Leverage

Leverage = influence, reason, ammo (can be described in multiple ways)

You should be trying to dig for enough reasons for the prospect to hop on a call. This is what
gets them committed and saying yes. Most setters just ask basic questions that don’t give them
any leverage so by the time they pitch the meeting they get left on read.

There’s different types of leverage you can dig for:

1. Pain (do you not like your 9-5 at the moment? Oh why not? How far away are you from your
goal?)

2. Desires (what sort of goals would you like to achieve in the near future? How much do you
want make in the next few months? Where do you see your dating life being in 3 months?)

3. Time (how long has this been going on for? How long have you been struggling with this?
How long have you been working there for?)

4. People they know that you have helped and worked with in the past for the same issue.
1-2 points of leverage (maybe 3) of any of these categories is ALL YOU NEED to pitch a call

For example: if they told you they’re stuck at a 9-5 they hate (1), they’ve been working there for
2 years (2) and want a change because they owe it to their family (3) then that’s more than
enough ammo to pitch

It takes practice to know whether you’ve extracted enough or not enough before pitching the call
but rule of thumb is it’s better to pitch SOONER than LATER.You will get better over time.

Example:

Prospect: “Yes, I’m a mindset coach”

You: “Oh awesome, how long have you been doing that for?”

Prospect: “About 4 months now”

You: “Love it, still pretty new to the space 😃”

You: “How’s the journey been getting started for ya?”

Prospect: “It’s been hard tbh, a lot of ups and downs but I’m pushing through”

You: “Oh okay sorry to hear that”

You: “What’s been hard about it so far?”

Prospect: “Honestly, trying to find clients”

You: “Gotcha, and how many clients have you been able to work with so far?”

Prospect: “None”

You: “Right and how many are you looking to finish the month off with?”

Prospect: “Aiming for 1-2. That would be nice”

- You don’t need to ask too many questions, save that for the sales call

- You only need to find 1-2 leverage points before moving to the pitch

- You only need to find out where they are, where they’re trying to get to and why they haven’t
been able to get there by themselves

Pitch
Sell the MEETING, not the OFFER (don’t start talking about the course modules or God forbid
the price, unless it’s a rare exception)

Pitch once you: have found 1-4 leverage points, are in rapport and you can actually help the
prospect

Keep it casual but direct: “honestly hate to be forward but we can definitely help you out with
that” approach

You’re here to help- pitching should make you feel good

Present it as a BENEFIT to the prospect, not a burden (sending your calendar helps them lock
in a spot and save time)

Example:

You: “Honestly I get that a lot”

You: “Could genuinely help you get there- just helped one of my clients who’s also in the
mindset space sign his 6th client this month”

You: “Happy to offer some insight if you’re open to it. Just LMK”
Prospect: “Let’s do it”

You: “Sweet, what does your schedule look like this week?”

Prospect: “I’m pretty open on Thursday”

😂
You: “Honestly, cool if I just send over my calendar so you could just pop in at an exact time that
works instead of going back and forth? ”

Prospect: “Sure”

(You send your calendar link)

You: “Sweet, go ahead and pop in a time right now in the next few minutes so I can confirm that
the time works and doesn’t overlap with anything”

___

Some key things to be doing in sales

- Active listening

• Breaking down every response

• Giving value

• Using body language

• Using third party stories

• Not complicating the process

• Making it convenient for the client

• Letting the client know he/she is heard and understood

• Setting expectations and letting them know what you do

__

Oleg Komar's sales tips:

1- You have to be fast:

Respond right away, send the agreement right away, don’t wait. Do it now.

2- Be reliable:
People need to feel that they are in good hands. They need to sense that you are going to do
what you promised them and be there for them. You need to be trustable and check their boxes
all the time. They need to feel SAFE. You can do that with words and actions. Talk about some
of their fears before they even ask. Think about bungee. If you are going to do some bungee,
you want the guy who sets you up to be reliable, or else you might fall to your death. But if he is
calm, reassuring and seems like he knows what he’s doing, you are going to feel safe. Same
thing with sales.

3- You have to be CONFIDENT:

Be confident with your knowledge, product, capability, etc. Feel confident around people and
that what you’re doing is great. Instill confidence from the start.

4- You have to be honest and sincere:

Being honest carries you a long way. Make them know if this is the right decision to take or not.
Don’t look for a quick cashgrab, build relationships.

5- Relationships over checks:

Follow ups. Relationships = referrals. People will come back. In sales you live in the future, think
ahead. Real businesses are built upon a long time. There is no place for quick cash grabs.

People want to do business with people that are available, hard working, 100% invested in
what they’re doing, reliable and trustworthy, they’re honest, care about the client, go the extra
mile. Be caring!

People like people who follow up.

 Be human, be good with people, and be caring.

___________

[Simple Mindset Shift To Close 10x MORE

Clients](https://www.youtube.com/watch?v=_y1hs5iTKvA&list=PLCu80So1ZcWDiBgGu2X94_ul
UTuyqFv5V&index=54&ab_channel=CharlieMorgan)

Acknowledging the prospect's emotional state and helping them overcome it builds trust and
facilitates objection handling.

Objection handling should be approached as a collective effort with the prospect, focusing on
overcoming obstacles together. Objection handling is something you do for them, not against
them.

Creating a dynamic where you and the prospect work together to overcome objections leads to
successful outcomes.

Building enough confidence in the prospect is key to successful objection handling.

Be like a psychologist, you're trying to help the other person and make them feel better
---

https://www.youtube.com/watch?v=StVqS0jD7Ls&list=PLCu80So1ZcWDiBgGu2X94_ulUTuyqF
v5V&index=59&ab_channel=AlexHormozi

- Pre sales

- The sales start when they click or when you reach out

- Edify the closer

- B.A.N.T : Budget, Authority, Need, Timing.

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1 - Be authentic

2- Don’t over-promess, but overdeliver.

3 - Make the product exiting for everyone so people talk about you

4 - Sell a feeling, Sell the outcome!! Sell the steak, not the sizzle

5 - Use past sales as leverage

6 - Sell something you love