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In sales scripting, many miss a key point in the first five minutes:
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Key takeaways
- I'm in the financial planning business.
- >> Yeah, I mean, I teach everybody the script and I don't follow it, so.
- I can just prove that I can know more about someone's business than them and then say, do you want my help?
- >> I just need them to be able to assess the problem and then hand off to the person who's going to do the solution.
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Full transcript
Locally archived YouTube transcript with timecodes. Speakers are assigned heuristically and may be corrected editorially.
0:00I'm in the financial planning business. I used to close about 42% and my previous top advisor was at about 36%. >> Right. >> But since he left, none of the remaining advisors can get over 20%. >> Okay. So, who is managing the team? >> Great question. >> Yeah. >> [laughter] >> I'm like, fire the manager. He said, well, >> Well, >> I'm going to bet, could be wrong, that when you sell, you have a very authoritative frame, and that you know more than the prospect and you kind of like teach them a little bit of consultative frame. I'm going to guess that's how it is.
0:30>> Yeah, I mean, I teach everybody the script and I don't follow it, so. >> The point that I wanted to like zero in on cuz it's not just applicable to you, but to every other founder who sells in this room and can't get their team to sell, it's because they can't sell like you. They shouldn't sell like you. My team can't sell like Alex because if I get on the phone, I have complete frame. >> Mhm. >> Right? I know way more. I can just prove that I can know more about someone's business than them and then say, do you want my help? And they're like, yeah.
0:56They can't do that because they're 23 years old. Right? But what they can do is I can develop a script that doesn't require them to be the doctor. >> Mhm. >> I just need them to be able to assess the problem and then hand off to the person who's going to do the solution. And so I think what would be wiser for your business structure overall is that you have your hunters and then you have one nerd in the back who obsesses about investing. >> Mhm. >> And so you let the you let the hunters go manage the relationships, go get the money, and then have somebody else who manage the money.
1:26>> Right. >> And then I would use that as a USP if it were me. I'd be like, listen, you don't want every one of these Tom, Dick, and Harry's managing your money. Like, none of us are special snowflakes, right? Believe me, you don't want the nerds and the quant guys managing your conversations. I promise you that. All right? And so what we do is like, I'll manage to do this, they take care of the money. That's how I would set it up if I were you. >> Awesome. Thank you.