Diese zwei Fragen muss jeder Vertriebler stellen

0:00Alex, what's going on, brother? Can you hear me okay? I can. What's up? What's happening? What's going on, man? I just want to say first before we start that you made me a lot of money, uh more than I ever thought I could make. And I want to thank you for everything you're doing, man. I really do appreciate it. Well, thank you for actually taking action. It makes my my fills my heart. So, what's cooking? Oh, yeah, man. Yeah, so I'm getting a little feedback, so I might mess up here. However, I run an uh marketing agency for B2B SaaS service, mostly professional services. We did about 1.2 million uh trailing 12 months. I want to do 10.

0:39Okay. Bottleneck right now is I'm totally key man risk in sales and ascension. Okay. I'm the only one that can reliably close and upsell clients. Thanks to Money Mouth book, though. So, our core offer is the front end, 16 weeks guaranteed 20 qualified calls for these folks. I close like 34%. Okay. The closer that I hired in the US closes 0%. That is worse than 34%.

1:06>> Yeah, quite bad. Yeah. The maths don't math. >> Problem is I'm in Spain. Yeah. Okay. He uh he's in US, so he has a full calendar. I have a half calendar. All right. Right? So, that's problem number one. Problem number two is on the back end, only about 10 to 15% of pilots ascend to our long term. We have a bolt-on. Yeah. Nobody's buying it. Okay. So, we have two separate problems. Let's do them one at a time. Yeah, go ahead.

1:32>> Right. Okay. We dramatically outperform the promise, though. Okay. So, we get about 59.8 calls for these folks over 16 weeks. Okay. Let's just separate the problems into one at a time, though. So, problem number one is that you're dealing with a closer issue, and problem number two is that you don't have you have a lack of ascension, right? Yes. Are you taking the Ascension calls?

1:59Um I will hop in when we've identified an opportunity for it. Well, who's taking the Ascension calls? >> I should because my calendar's full. So, who but who who's taking the Ascensions? I have a like a CS leader who's essentially taking those and making those offers and I will kind of check it up, but it's not really refined as a process, I guess. Got it. My team's also telling you to turn down the volume on me. That might help with the feedback.

2:28Okay. Um okay. So, let's let's deal with problem number one, which is which is that you haven't able to duplicate a salesperson. So, um number one is do you have a script? Yes. And this guy, is he following said script? He's very scripted here, but he's not asking the sort of What's behind that? How do you mean by this? Mhm. Specifically, like he's not he's okay with surface level answers.

2:56Right. And so, uh you have the sales handbook that I have, right? My sales handbook? Absolutely. Okay, so the issue that we're missing is you just have to train them on saying uh these two things. Literally. All right? And this is this is what you're going to And you're going to role play with this. Can you tell me more about that? Can you give me an example? And you're going to rotate back and forth. And so, he says, "Hey, you know, uh you know, what brought you in the call today?" "Uh you know, I saw this and that." "Okay, I'm guessing you're not doing this and that all day. What problem you're trying to solve?" "Uh you know, I'd like to get more calls."

3:28"Okay, got it. Tell me more about that." And then they tell you more about that. And then you say, "Can you give me an example?" And they're just like, "Well, XYZ." And you're like, "Huh, tell me more about that." You literally alternate back and forth. You can tell me more about that. Can you give me an example? Tell me more about that. Can you give me an example? Until you get something meaty. It's just way better than saying why why why, right? It's the equivalent of that pain cycle for someone. So, you have to role play with him on that part. And so, he's getting the first part of the script, but he's not learning how to dig for pain.

4:01And so, the first part of the >> could be true, but also >> Yeah. What I was just curious about is the offer not Obviously, we've been My idea on the ascension is that the people who do ascend >> Hold on. Hold on. We're talking one problem at a time. One problem at a time. One problem at a time. There's the front end sale and there's the ascension. We're not talking about ascension. We're talking about front end sale cuz that's what's [ __ ] up right now cuz you can't even work cuz on the ascension because you got to take the front end sales. Right?

4:27Yeah, and and he's talking to these middle market people and there is the multi-threading aspect, there's the sales cycle aspect. He's going to bring in people at the table, the director of marketing and the stuff like this. Well, who do you How do you close? How are you closing? Are you doing that? Absolutely. Yeah. Okay, then So, Okay, let me say this differently.

4:51You're doing something that he's not doing. You have to identify what you do that he's not doing and get him to do that. And he might also be doing things that you don't do or saying things that you don't do and you got to get him to stop doing those things. And the only way you're going to do that is through roleplaying. >> you. And the only way that you're going to do that is through roleplaying.

5:17How often are you roleplaying with him? >> Yeah, I hear you. Every day. How do you roleplay? Yeah. Um I we give an example of said person, the sales company I'm doing this, da da da, like whatever we get from the the marketing form that comes in. >> Uh-huh. And then we just start with the scripts and he goes through the scripts and >> perfect. You know what I mean? It seems like great.

5:44And then he gets on the call. I mean, this guy is a good sales person. He's done all types of sales, this and that. First time doing remote, though. Okay. >> the parameters from like a like a psychological perspective. I just I'm a marketing guy. I know like an ad works when an ad works. A landing page works when a landing page works. But when I think about sales, it's quite difficult for me to understand like what am I doing differently that he's not? It's hard for me to identify these things. You just have to like if he's saying the initial questions and he's not quote digging for pain, it's likely that you're trying to get him to sell like you.

6:16And this may sound in contrast to what I was saying before, but it's more that like when you create a truly good script, it doesn't require an expert to sell it. And so you if you have a purely authoritative consultative based selling style, which a lot of founder, you know, founders do, then it requires on you knowing more than the prospect and then them being impressed by you because you get really into the weeds and then they're like, "Wow." And then they buy, right? That is not how you can treat teach a team.

6:42>> right. Right. That is not how you can teach a team to sell. We have to dig into the pain, but offer absolutely no solution. Mhm. So all we do with >> That's absolutely right. >> Yeah. So the part that you're missing in your sales process and the part that you need to review and probably train with him is the discovery process. So if we break the if we break the script right now, so when you're doing your role playing, are you feigning the day?

7:09Say again, sorry. So if we if we're training if I'm training somebody on sales, I'm going to train them differently all 5 days of the week. So on Monday, we're going to work on the intro purely. How do we open the call? How do we set the frame? And just go back and forth on that part of the script. That's it. We're going to role play that 10 times for the day. That's it. >> Mhm. Tomorrow, we're going to go through disco. We're going to go through discovery. And we're going to we're going to basically practice, "Tell me more about that. Can you give me an example? Tell me more about that. Can you give me an example?" Now the second part of discovery,

7:39>> Mhm. as we transition into pitch, is going to be the recap, which is so it sounds like you match what they said the problem is to what you solve. So, it sounds like you've got You said this, this, and this. It sounds like you've got an ads issue, and it sounds like you've got a funnel issue. Does that sound about right? Great. Once we basically do a pain stack at the end of like that pain cycle, so we figured out problem one, problem two, problem three, and the subproblems, you say, "Okay, cuz you said X, Y, Z, it sounds like you've got that. Is that true?

8:07You know, Z, Y, W, it sounds like you've got this. Is that true?" Great. So, we get agreement on the problems. You say, "You know what? I think you'd be a perfect fit for what we've got. Can I tell you a little bit about it?" Great. Now, we're in pitch. So, on Wednesday, we practice the pitch. Now, the pitch should be short, man. Pitch is like 60 to 90 seconds top. It's three three things. We do X, we do Y, we do Z, and for each of X, Y, and Z, we have an unbelievable example of why it would be ridiculous not to believe what I'm saying.

8:33Mhm. So, you're doing, you know, $2 million a year. >> though. That's fine. Doesn't matter. I see setting for you. So, you just cut it off at O? You just cut it off at O, and then you move to review and cap, and then S when you go to the second call, or >> You still got to go see L O again. You still have to reset the frame. Mhm. Okay. Is he setting and closing for himself? >> own. Yeah, for himself. Do you have a VSL between?

8:58>> many calls. We have a super good VSL and a super good thank you video. I make like 300 calls, 200 live calls, um a month right now. Right. And so, all right, tell me what this offer is real quick. I love for you to know the offer. So, it's 16 weeks.

9:20Um 20 qualified calls. It is either they can split a split pay that for eight and eight. Eight now, eight at launch, or 13.4. My plan is like just increase that as we keep getting more results. >> Sure. And then we have a bolt-on there. What's the qualifier for them to get on the call? Say again? What's the qualifier to get on the call?

9:47Uh their ticket price has to be for their product their ACV has to be over 30k. What about the revenue? 500k. Okay. >> Minimum floor. Yeah, I mean that price point's fine. All that stuff works. So do they not believe you? I I mean the thing is too though is that like what I've noticed is that he's not opening the doors and closing them. Like he's not killing zombies proverbially.

10:15>> Uh-huh. And Yeah, he's [ __ ] up discovery. I don't know if that's going to work for me. >> He's [ __ ] up discovery. I mean I'm just say everything you're saying he's missing a disco. He's just got he need to role play more disco. That's the issue. I'm just saying like that's the real problem. So that's So right now if that's the core issue then you're probably going to disco more times and then once he gets unfucked on disco then every day of the week you go intro, you go train on disco, then you train on pitch, then you train on close which is objection handling, and then on Friday you train again on the thing that he's weakest at which probably for a while also still be discovery. That's the training cycle. And don't let him just say the script. Don't let him just say the script. He goes through the script and stop him the moment he [ __ ] up and then get him to do it the right way and try again.

10:54You have to stop him in real time. Otherwise if he just goes through it and then you try and give him feedback at the end it's not going to work. It's not how people learn. Mhm. Mhm. >> So you should tell him up front. $1,000 a month problem that he's Yeah. Yes, 100%. And so you have to set the set the stage up front. Hey listen man, I'm going to role play with you. I'm going to change how we're doing it. The moment I see you mess up or not do something wrong, I'm going to correct you. But here's the thing, when he's doing it right, I want you to have your thumb up and I want you to nod while he's talking. So one of that visual feedback Mhm. that he's doing a good job when he's doing it right. And then as soon as he gets it right say great, let's lock it in. Do it again. Great, do it again. So as soon as So if let's say you get something wrong, you say awesome, do it like this, he does it. If he does it correctly, then you have to do it three more times before he gets to move on.

11:41Rock and roll, man. Dude, [ __ ] yeah. That's the That's the thing that's missing right now. All right. I think if you solve that problem, you'll be able to have the bandwidth to go solve the Ascension issue. Cuz honestly, if you just need to take the Ascension calls for now, put a VSL there, and then you should be fine. You have a CS person doing sales, obviously, that's the issue. Yeah, I know. >> Yeah, absolutely. And I really do appreciate it. I mean, I just I'm glad to know that the offer looks good. It's fine, dude. Honestly, it's underpriced. It's actually a little underpriced right now, but like let's solve the sales problem. But I think to a degree, you're too cheap for some Like think about it.

12:13You're charging $13,000 for somebody who has a $30,000 per customer. So, it's like it's like it's You know what I'm saying? I think it might It actually might be below the point of point of marginal cheapness, which is PMC. You might be so cheap, they don't even believe you can deliver. Like you might sound small-time. >> like racking up the price cuz they're already finding an offer. I think you I think you sound small-time, dude.

12:38It sounds too cheap. If I have a 30K average, I mean, at least one or two clients' worth. Yeah, cuz I mean, we're signing folks that are like deals are like 500K, 800K, 1.5 >> is This is not believable, dude. It's not believable. It's not believable. Yeah. I would go 15K a month, man. If these are the people you're dealing with and they're signing like 500K deals, then like it's it's a rounding error. They just don't believe you can do it cuz you're too cheap.

13:06So, still break it into like per month, but the pre-pay or the split, do you like that kind of setup, or should it be monthly? Dude, it shouldn't even matter. If they're actually making that amount of money from customers, they shouldn't even need a payment plan. Like 13K, 8K, 8K, it's like doesn't It's irrelevant. Yeah, I hear you. Right? [ __ ] man. They just don't believe you. It's too cheap. And then take the ascension calls and just crush it.

13:31>> Drill disco with him, raise price, you take ascension calls. One, two, three. Rock and roll, man. Hell yeah. Appreciate you, man. Hell yeah, dude. Appreciate you. Take care. Thanks, brother. If you are a business owner and you are not growing as fast as you like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly, where they got stuck and how they got past it. And so, we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so, no matter what you're struggling with, someone else has already struggled with it and solved it. And so, I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstruct the business and you're trying to scale, we'd love to help you out. On the thank you page, you just book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.