How I Handle Objections as a $50K/Month High Ticket Closer

Why Scripts Are Keeping You Broke as a High Ticket Closer

The Problem with Scripts

• If you're a high ticket closer relying on scripts, you may be stuck earning $5,000 to $10,000 monthly. The speaker argues that scripts are detrimental to financial growth.

• A script dictates what to say, while a process focuses on achieving specific outcomes. This distinction can significantly impact earnings potential.

Johnny Ma's Journey

• Johnny Ma shares his personal story of transformation from making $600 a month as a barback to earning over $270,000 monthly by utilizing the "preframe method."

• He emphasizes that this method has helped his students achieve substantial income increases in just 90 days.

Identifying Common Mistakes

• Many closers remain stagnant at around $10K per month due to ineffective strategies and lack of focus on skill development.

• Johnny highlights the importance of studying successful closers who earn significantly more; they employ different strategies rather than simply working harder.

Understanding Objections

• Average closers often play defense during calls by following scripts and handling objections reactively instead of proactively addressing concerns early in the conversation.

• Handling objections at the end indicates failure; these objections have been present in prospects' minds throughout the call and must be addressed earlier for success.

Patterns of Objection

• Every objection reflects past hesitations or reasons for not investing previously. Recognizing these patterns is crucial for effective sales conversations.

How to Handle Objections in Sales Calls

The Pre-Frame Method

• The speaker discusses a new approach to handling objections during sales calls, emphasizing the importance of addressing potential objections early rather than waiting until the end.

• By exploring the prospect's past attempts to solve their problems, the speaker uncovers underlying beliefs that may lead to future objections, such as financial constraints or lack of priority.

• The speaker reframes the conversation from focusing on money to discussing skills, helping prospects realize that their lack of funds is tied to their skill set rather than financial issues.

• This method shifts the narrative so that by the end of the call, prospects cannot claim they don't have money since they've already acknowledged that skills are the real barrier.

• The speaker attributes significant income growth (from $6,000 to over $270,000 monthly) to this proactive approach and outlines how it can help others achieve consistent earnings.

Understanding Objections

• Objections are defined as beliefs formed from experiences; thus, addressing them requires understanding their root causes instead of just surface-level responses.

• When a prospect states they haven't invested before due to lack of money, most closers treat it as a straightforward objection. However, the speaker advocates for immediate engagement with this belief.

• By asking how they view money and linking it back to skills needed for generating revenue, prospects begin recognizing their own thought patterns contributing to their current situation.

Reflecting on Past Decisions

• The speaker encourages prospects to reflect on whether prioritizing money over skill development has led them into stagnation and dissatisfaction with their current state.

• This reflection connects past decisions with present realities and helps prospects understand how changing their mindset could alter future outcomes significantly.

Consequences of Inaction

• Prospects are prompted to consider what would happen if they continue avoiding investment in skill development; this often leads them back into a cycle of stagnation or failure in business.

• By highlighting potential losses from not acting sooner or continuing ineffective thinking patterns, prospects become more aware of urgency and necessity for change.

Commitment to Change

• Ultimately, through these discussions and reflections, the speaker aims for securing a commitment from prospects towards investing in themselves and overcoming previous barriers.

Understanding the Pre-Frame Method in Sales

The Importance of Change and Commitment

• The speaker emphasizes the necessity for prospects to recognize the need for change, stating that without this realization, they risk financial failure.

• By addressing objections before they arise, the speaker achieves a high closing rate (60-80%) not through magic scripts but by pre-handling concerns.

Core Components of the Pre-Frame Method

1. Outcome-Based Selling

• This approach focuses on achieving specific outcomes rather than adhering strictly to a script, allowing flexibility in conversation.

• There are 19 key outcomes to address during calls, including understanding the prospect's current situation and their past attempts at solutions.

2. Identity-Based Closing

• The goal is to help prospects see themselves as capable of achieving their desired outcomes; belief in oneself is crucial for making a purchase.

• The speaker aims to instill two beliefs: confidence in their ability to succeed and trust in the salesperson as a guide.

3. Ascension Strategy

• Elite closers understand that selling should extend beyond one-time transactions; upsells and renewals are essential strategies.

• Upselling involves offering additional services after initial purchases, while renewals focus on maintaining ongoing relationships with clients.

Financial Impact of Effective Closing Strategies

• By dedicating just two hours daily to client calls, closers can realistically earn significant commissions through upsells or renewals.

• A potential earning scenario illustrates how effective strategies can lead to an additional $120,000 monthly income from just two hours of work each day.

Recap of Key Components

• The three components of the pre-frame method include:

• Outcome-based selling: Focus on results over scripts.

• Identity-based closing: Foster self-belief and trust in the salesperson.

• Ascension strategy: Utilize upsells and renewals for sustained revenue growth.

Real-Life Success Stories

• Examples like Sam demonstrate how individuals can transition from low earnings ($3,000/month as a setter) to substantial incomes ($20,000/month as a closer), showcasing the effectiveness of these methods.

Success Stories in Sales Training

Transformative Results from the Program

• A participant initially earning $3,000 a month improved to $30,000 within 90 days after joining the program, highlighting effective strategies.

• Another individual, Christian, who was stuck in his sales career, managed to increase his commissions sixfold within 60 days of training.

• Kelsey doubled her close rate and commissions in just 30 days by learning the pre-frame method, demonstrating immediate results from skill enhancement.

• Aerys transitioned from a corporate job to high-ticket sales and achieved $20,000 monthly earnings within two months after implementing learned techniques.

The Importance of Learning the Pre-Frame Method

• Participants shared a commonality: they shifted from playing defense to offense in their sales approach by mastering the pre-frame method.

• The speaker emphasizes that improving sales skills directly correlates with increased income; better handling of objections leads to immediate financial gains.

The Two Paths: Stagnation vs. Growth

Picture One: Stagnation

• If no changes are made—continuing with ineffective scripts and objection handling—participants risk remaining at their current income levels (5K - 10K).

• This path may lead to frustration as peers surpass them financially while they remain stagnant.

Picture Two: Embracing Change

• By adopting new strategies like pre-handling objections and focusing on outcomes rather than scripts, participants can potentially earn between $30K - $50K monthly within 90 days.

• Success involves working strategically rather than harder; top performers attract elite offers due to their confidence and effectiveness.

The Role of Coaching in Achieving Sales Goals

The Need for Guidance

• The speaker stresses that achieving significant income levels (30K - 50K per month) typically requires some form of coaching or mentorship.

• Self-learning is possible but often leads to prolonged struggles without guidance; learning from someone experienced can expedite success.

Conclusion on Commitment

• While the journey is challenging and requires dedication, those willing to put in the effort can achieve remarkable results through structured training.

How to Break Through Financial Barriers in 90 Days

Taking Action for Change

• The speaker emphasizes that significant life changes can occur within 90 days if individuals commit to taking action and breaking through their current financial limits.

• A call to action is presented, encouraging viewers who are serious about improving their financial situation to book a call with the team for personalized guidance.

• The focus is on transitioning from a defensive mindset (earning $5K-$10K) to an offensive approach aimed at higher earnings in high ticket sales.

Commitment and Readiness

• The speaker highlights the importance of working only with committed individuals who are ready to invest in themselves and take actionable steps towards success.

• A clear distinction is made regarding the type of clients sought: those who are serious, congruent, and willing to put in the necessary work without complaints.