X-Ray Selling: How to Enroll $3k - $10k Clients At Ease (even if you have zero prior Sales experience)

How would it feel to know that every month, you are able to close 3, 5 or 10 high-value clients at $3,000 - $10,000 (or more) EASIER than selling a $27 product?

How would it feel if you had a system that allowed you to turn any lead or prospect into paying client in less than 72 hours?

Well, this is all possible through something known as "Neural Selling" (aka The New Way of Selling)

You might think that you need fancy tactics, word-by-word scripts, or the best objection-handling phrases.

You might think that Sales is about being pushy, aggressive, or sleazy.

However, that is further from the truth.

In fact, you can have ZERO sales experience, and still be able to close $3k+ deals with the right system.

How?

Because Sales is 90% mental, 10 % tactical.

It's not about what you say on the call that gets people to buy.

It's about you being able to change the way your prospect THINKS that gets them to buy.

And today, I am going to teach you Part 1 of my "Neural Selling System". This system has helped me close nearly $1M in sales over the past few years and has helped our clients close deals for $3k, $5k, and even $12k as brand-new business owners.

Let's begin!

Part 1: The Philosophy

The Old Way of Selling

The old style of Sales was built on manipulation, pushiness, and sleazy tactics.

It was very much a numbers game. And sales guys would prey on your fears and insecurities just to hit their sales quotas for the month.

Sadly, a lot of style of selling still exists today. This is why sales and the idea of sales often has a bad reputation.

But that's not the only way to make sales. In fact, what if I told you there is a better way. One that is built on leadership, understanding, and service?

Lucky for us, there is another way. In fact I learned this from Tony Robbin's #1 Sales Trainer (he closed over $10M in sales for Tony).

I've taken this method, modified it to best fit me like in My Story, and have since taught it inside The CoachLab Mastermind – where our clients used to have get to their first $10k, $20k, even $50k+/months.

The New Way of Selling

PRE-REQUISITE: In order to prescribe to the new way of selling, you must be willing to put OTHER people's needs first ahead of your own.

In today's day and age, Sales is built on leadership.

It is about helping people make the best decision for them.

And in order to do that, you must have an accurate diagnosis of:

• Where they currently are at
• Where do they want to go
• And what they need to get there

I only enroll clients who are a perfect fit for my program and whom I know with 100% confidence I can help.

I will always have their best interest at heart, and as a leader, you must do the same for your prospects and potential clients.

Your goal as a leader of sales isn't to "convince" people, but to lead them into a new way of thinking, being, and making decisions

You are seen as a trusted advisor.

And as a trusted advisor, you must not be afraid...

• To challenge their process and thinking.
• To help others raise the standards they hold for themselves.
• To lead them to become the next-level version of themselves

It is this leadership that allows you to build rapid trust with your prospects and treats down all walls of defense an d objections prior to the close.

Sales and leadership ultimately start with you. It starts with your energy and your way of being.

It has nothing to do with the script you have or how many years of experience you have.

It has everything to do with your attitude, state of being, and willingness to SERVE & be a leader.

And the best way to do that is to shift your philosophy of sales.

To help you do that, I want to share with you 3 Rules of Leadership-Based Selling that has helped me close almost $1m in sales to date.

3 Rules of Leadership-Based Selling

#1) Your Job is To Help People Make The Best Decision For Them

There are always two versions of every person.

Version 1 (stuck) is who they are right now (who has what they currently have, who speaks like they currently speak, who thinks like they currently think)

Version 2 (free) is the person they are becoming (who has what they want to have, who speaks like they need to speak, who thinks like they need to think)

Nobody wants to stay stagnant in life.

We all have an innate desire to do more, be more, and have more.

So when a prospect hops on a call with you, it is important to identify what their Version 1 and Version 2 look like for them.

This way, you can accurately diagnose what is the #1 problem that is holding them back from making this transition

Winning or losing doesn’t come from the sale; it comes from having an ACCURATE DIAGNOSIS of the problem.

And like a good doctor, the only way to be able to accurately diagnose is if you have NOTHING TO GAIN besides the HEALTH AND WELLNESS of your client.

This may take some time to build, but it is essential if you wish to enroll and close top-tier clients.

Having an accurate diagnosis allows you to figure out what is the best decision and solution for your prospect.

#2) What’s Best for Them Will Almost ALWAYS Be Outside of Their Comfort Zone.

Your mind is designed to help you survive, not help you thrive.

There is a reason why you are in the same place now as you were in the last 1-5 years.

It is because your mind is trying to keep you safe. It wants to keep you comfortable.

So when you hear a prospect come up with reasons as to why they cannot do something, it is because their brain is trying to keep them safe and stagnant.

Fear is the #1 emotion that prevents you from action.

It is not designed to serve you ... it is actually designed to cage you

And if you have what it takes to truly help people succeed.

if you have something that will help people get them from where they want to be to where they need to be...

You have an obligation to help them see that and help them achieve it

That is your job as a leader.

You must identify the fears that are keeping your clients stuck in their comfort zone, eliminate them, and lead them to make the best decision for them.

And most often than not, the best decision for them will always be outside their comfort zone.

Which leads us to the last rule of sales"

#3) People Will Fight Like H*ll to Stay Inside Their Comfort Zone

This is where the dichotomy of sales happens.

On one side of the equation, you have the Current Version of your prospect (stuck, sad, has a receding hairline)

And on the other side, you have the Next-Level Version of them (powerful, happy, luscious gold locks )

Chances are, the next version of them is doing things that their current version of them is not.

And those actions, behaviors, and thoughts are all outside of their current version comfort zone.

This causes them to have internal pressure on themselves to change.

Think about it:

If you know that your friends, family, and the people you love are all depending on you...

If you feel that they all deserve the Next-Level version of you to show up...

Wouldn't you feel a sense of “pressure” to attain that?

If you’re like me, then the answer is YES.

This is known as “internal pressure,” and it’s the main ingredient that compels people to ACTION even when it’s uncomfortable to do so.

This is the pressure that a person inflicts upon themselves in order to GROW.

It is here where you must Get people to meet a higher level standard of themselves

Your job is to help them change the lens they have of themselves so that you can lead and pull people to a higher self.

And it's not going to be easy.

People will fight like hell to stay comfortable and stuck where they are.

But if you are to run a business of service and impact, you must be willing to lead people through short-term discomforts in order to achieve long-term results.

Remember: You Are the Protector, Advisor, and Leader (P.A.L.) of Your Business

Protector:

When you do all of this right, you go from being a sales guy to being the Protector,

You are The Protector of the people.

You are the Protector of their vision, their dreams, and most importantly, the protector of allowing them to get scammed by someone else.

There are a lot of people other there that will use these tactics and ideologies to scam people for their own benefit.

The good news, you are not one of them.

So in order to protect them, you must be willing to sell them on your services (granted that you feel they are a good fit and that you can actually help them).

And when you are protecting someone, you must help them do the right thing no matter what.

You are The Protector of Your Business

You are protecting your community by only allowing GOOD FITS into your business. People talk, and if you allow bad fits into your program and business, they become a rotten apple that ruins the bunch.

You are protecting YOUR energy from serving bad clients. Bad clients aren't just a time sink, but an energy sink. Bad clients will suck the life out of you and cause you to second-guess everything that you do. Protect yourself from that by quickly vetting them out and leading them away from your business.

You are protecting your REPUTATION of service. The reason why you only want people that you know you can help is that that is how you build a reputation for results. It is how you start building up a library of testimonials, referrals, and goodwill in the market that compounds overtime with your brand and name.

Advisor:

Your job is always to help people make the best decision for them

And in order to know what is best for them, you must have an accurate diagnosis of the problem and whether or not your solution is the best fit for them

And like a good doctor, the only way to be able to accurately diagnose is if you have NOTHING TO GAIN besides the HEALTH AND WELLNESS of your client.

Always have your client's best interest at heart and that will lead to more sales and goodwill in the long run.

Leader:

While everyone else is choosing to sell their product or service through fancy scripts and pushy tactics...

You are choosing to serve your clients and sell a new way of thinking, being, acting, and making decisions.

Your goal is to Get People To Think differently about themselves, the universe, and how they make decisions.

You want to identify what is keeping them in their comfort zone, challenge them, and get them into alignment with their next-level Identity of what they want.

And when you prescribe to The New Way of Selling in the Creator Economy

It allows you to build a reputation of service, leadership, and value.

Which will bring you more clients in the long-run.

Status-Delta

Part 2: The Neural Selling Script

How do you Sell a $3,0o0 - $10,000 Service?

Simple.

Use the same system that Tony Robbin's #1 Sale Trainer used to close $100M in sales.

I learned this system from a $50,000/year mastermind that I was apart of and modified to fit specifically for coaching and consulting offers and services.

Enjoy!

Rules:

These are general rules to have for yourself before entering a call. They are meant to help you dial in and get into a state of service.

• Record the call.
• Have a pen and notepad in front of you.
• Turn all devices on “Do Not Disturb” and close all browsers.
• Only ‘go for the sale’ when you have successfully diagnosed the Problem.
• Dial the very minute the clock hits.

Opening

Start by making small talk and building rapport with your prospect. People are more likely to from people who are just like them.

• Hey, is this [Name]?
• How’s it going?
• How’s your day going so far?
• Awesome! So are you ready to dive in?

Set the Scene:

Lay out the expectations of your call. Give people an overview of what to expect so that they can follow along during the call.

• So just to give you a high-level view of how this call will go…
• It generally lasts 45 min-1 hour, but we can go over a bit if needed...
• And the whole purpose of the call is to give you more clarity and direction in what you are doing.

My goal is to better understand…

• Where you are right now…
• Where do you want to go…
• What you need help with...
• What’s slowing you down or getting in the way...

And if I feel that I can help you, I'll let you know and we can decide what it would look like to move forward.

• If I can't help, no problem! I can always give you some training or connect you or refer you to someone who would be a better fit for your situation.
• Sound good?

Release Tension

Here is when you give an opportunity to breathe and relax. The goal isn't to sell, it is to serve. And the best way to serve is to help your prospect make the best decision for them.

• Cool. Also... this is a loose framework...
• Meaning this call is all about you... not about me.
• So if there is anything you want to talk about... you stop me and let me know.
• Because I want to make sure that this call is as valuable and useful to you as possible.
• Sound good?

Diagnostic

In order to help your prospect make the best decision, you first need to figure out what they are struggling with and why they are here on the call in the first place.

WHY

• Great. So before we Get Started…I just have a couple of quick questions:
• What made you decide to book the call? What is it that you are looking to get help with?
• What do you mean by that exactly?
• Can you tell me a bit more about that in particular?

BACKGROUND

• What do you do for people?
• What are you selling?
• How is it priced?
• What’s your current monthly revenue?
• What are you looking to accomplish over the next 6-12 months?

MOTIVATION

• Why do you want that?
• What’s motivating you to reach that?
• Would accomplishing that have any impact on any other areas of your life? … Tell me about that
• You’re currently doing X…. why not just stay where you are? What’s the point?

PROBLEM/PAIN

Okay so you are currently (Point A) and you’d like to get to (Point B)

• What’s getting in the way? What would you say is the biggest challenge you’re facing right now?
• Tell me more about that.
• How long have you been dealing with that?
• What happens if that doesn’t get fixed?

The Pocket

For someone to invest in your services, they need to have a reason as to why they don't want to do it alone. The best clients are ones that have AT LEAST 2/3 of the following:

What’s stopping you from getting there on your own? Is it…

1) Inability to do it on their own

• You tried everything... you did everything… but you still just can't figure it out)

2) Speed... Wanting to do it faster

• Maybe you’ll eventually figure it out, but you are struggling with the timeline
• You want to speed that up and get there faster

3) Risk... Wanting a somewhat Guaranteed/ Proven method to follow

• You can go out there and try to figure it out by yourself and try to reinvent the wheel...
• But wouldn’t you want a guarantee method that will get you from A-Z?

Temperature Check

Here is when you want to make sure that your prospect is looking to solve this problem ASAP. You can only help someone if it's an urgent manner vs a "when it's convenient" one.

• When are you looking to get this fixed?
• Is this like a now thing or a “maybe in 6 months” thing?

Anything Else?

Give your prospect an opportunity to say anything else that they feel you should know. You'd be surprised to see the amount of goal people drop here when you give people an opportunity to vent.

• I definitely think I have something that might help.
• But before I tell you about it… is there anything else you’d liked me to know before we continue on?

3 Question Loop

The key to getting someone to say "Yes" on your offer is getting to say "Micro-Yes" throughout the call. This is where you can get those Micro-Yes

• Before I tell you about what I do… does everything make sense so far?
• Do you feel like you’ve gotten some value or clarity here?
• Are you comfortable with everything we’ve talked about so far?

The Transition: The Perspectiption Phase

Now that you know your prospect is interested in about serve, you now transition from the Diagnostic Phase to the Prescription Phase

• Great! So I have something that I think will definitely help you with [PROBLEM] and help you get [GOAL]
• Let me know if you’d like me to tell you about it
• Great! Get a pen and paper ready. You’re going to want to take some notes

The Draw

People are more likely to buy something if they can make sense of it. Have your prospect takeout a pen and paper and literally draw out your offer. See the example below for reference.

• I want you to draw a [SHAPE] (Triangle for 3, Square for 4, Star for 5)
• In the bottom left hand corner, I want you to write [Pillar 1]
• (Continue clockwise until all Pillars are on)
• These are the X Pillars/Phase of the program...

THE PILLARS

• This program is called [Name of Program]. It is designed to help you go from [Point A] to [Point B] in X days.
• In the bottom left-hand corner, I want you to write [Pillar 1]
• (Continue clockwise until all Pillars are on)
• These are the X Pillars/Phase of the program...

TIEDOWN

[Explain Pillar]

• This Pillar helps you go from A to B.
• Mistake + Emotion
• Explain the How… which allows you to get [Desire]

How does that sound? Do you think that would work for you?

• Do you see how by the end of this Pillar, you will be able [remove a pain] and/or [achieve a want]
• (Repeat for each Pillar)

Deliverables

Here is where you explain to the prospect exactly what they will get when they sign up. Don't go too deep on these, just give them a general overveiw.

In terms of deliverables, you will get...

• A
• B
• C
  

Example: In terms of deliverables, you will get

• one 1 hour coaching call with me every week.
• You will also get 24/7 hour support from me via Slack.
• And you will get a core training curriculum, which are training videos that will walk you through HOW to do each of the Pillars I just mentioned step by step.

Gut Check

Check-in with your prospect to see how they feel. Once you do, STAY SILENCE. Give them space to think about everything.

Make sense? Awesome… [SILENCE]

• Yup! I’m still here. Just letting you take some notes.
• So where would you like to go from here?

Future Pace

Paint a picture for what it will look like when your prospect signs up to work with you.

Cool. So when you sign up, you will get instant access to X, which you will help you with [Benefit], so you don’t have to deal with [Pain]

• Ex: You’ll get instant access to the Private Slack Channel, which will allow you to start getting immediate personalized help on your situation, so you don’t have to go another day with lingering doubt, fear, or worries.

I’ll also give you a kickstarter homework right away, so that you can [Benefit] and not have to [Pain]

Then, I'll set you up with an onboarding call this week, so you can get the full logistics of everything and not have to deal with any confusion or uncertainties.

Investment

Once they agree this is what they want, let them know the investment. Once you drop the investment price, STAY SILENT. Give them space again to think about it.

It is here that you can get creative with payment options and ways to get your prospect the help they need.

• And to get started with all that, it is a one time investment of [Price]
• [Silence. Wait for them to reply]
• Great you ready to get started?
• Cool! How would you like to pay? (Stripe, Zelle, PayPal)

Deposit

Sometimes a prospect might not be ready to buy on the phone. In this case, we can offer to take a deposit to lock in commitment,

• I get what you are saying and most of our customers said the exact same thing.
• Here’s what we can do:
• Now of course, we back up our [services/products] with a guarantee. We are in it for the long term and need to align with what is best for our customers.
• If we can get a deposit/commitment today, we can lock in the incentive-based pricing and the terms and we will set a cool-off-period for [insert time frame - example: 7 days].
• If for any reason you change your mind within this 7 day period, you can get a full refund on your deposit and we can part ways - no harm no foul.
• If you would like to move forward after the cool-off period, all we need to do is execute the contract and get you started.
• This way you can make sure everyone on your team is on board and feeling comfortable working with us.
• So what do you say, do you want to give it a shot? There is no risk since you get to experience results before you commit to anything. It’s just a matter of collecting some simple information and walking you through the onboarding process. What do you say?
  

Objections

Follow Up Protocol

Send Post-Call Email

• If the prospect doesn’t close or submit a deposit on the phone or there are other decision-makers involved and the prospect needs to circle back with the team, then you will need to write a recap email that summarizes your conversion, offer, thesis, case studies, and deadline and book another call.

Send Loom Video Follow-Up + Bottom of Funnel content every 2-3 days

• Every 2-3 days send check-in/follow up emails to help the prospect along the decision-making process. Include personalized videos using Vidyard. The name of the game here is to turn the deposit into a full blown sale and collect the cash and signature.
• Collecting the cash is an art in of itself.
• Even if the prospect has agreed to meet with you for a follow up call in the future, it’s important to keep checking in with them and sending over useful content. You want to stay top of mind. The more useful touchpoints the better.
• Use your top of funnel content to continue to nurture the relationship. Remember the 7 hour rule.

Send to Nurture Campaign after 5 Follow-Ups

• If the prospect has received 5 personal video follow-ups without response, they have likely gone cold.
• Thank them for their time and then add them to a Nurture Campaign
• continue to send them weekly blog videos and content to keep yourself top of mind.
• Some prospects will come “back from the dead” months down the road, so it’s important to continue to nurture them.
• Work to produce weekly content to help facilitate the nurture campaign.