Hi this is Rajat from Startup Frat today we are going to talk about the key question that if you’re a business owner or a salesperson you probably have seen many times in your sales interactions and if you’re a customer you probably ask this customer ask this question every single time during your purchase interactions and the higher the ticket size of the purchase
The interaction which means the more expensive the product or services the more chances that you’re going gonna ask this question at some point okay which is will this work for me okay uh I have this travel deal you know I can go to Manali can this really work for me can I really do this I have a road trip going to Leila should I really do this does this is this really for me okay will this work
Money mutual fund is going to make you money retirement fund stay share market trading whatever and you’re thinking is this for me okay now my answer to you is if you ever ask me this question as a consumer which means you ever met me in a consultation if you’ve ever met me on a webinar where there has been a chance for you to purchase any of our paid products or something and if you’ve ever asked me this question you will know
That I never answer this question if you’re a salesperson or a business owner or somebody my recommendation to you is there is no answer for this question okay so never answer this question and I’ll tell you exactly why in this video uh by the end of this video I’m gonna promise you a couple of solid places where you can get some uh very good training and everything but you’ll have to take some actions for that and I can totally
Guarantee you that’s going to be worth your while so just watch till the end okay this is a very important question nobody’s talking about it uh usually we talk about it in a high ticket sales formula in the academy program so if you’re an academy program member you exactly know where this fits in you know inside your inside academy program so this forms part of something which is called an express highway
An approach that we use in the high-ticket sales formula and what we teach is or what we recommend is that you should build an express highway which has you know free stretches of run going in one direction only and it has some toll plazas and then free stretches of the highway going in one direction only and some toll plazas and before the customer pays toll at every single point they have the option to exit okay that’s called the express highway approach
I have different videos inside this group that talk about how the express highway approach works in different scenarios so if you scroll up and down you’ll find them if you’re watching this video on YouTube you know you just google or just search express highway approach Startup Frat you’ll find the videos okay so how does the whole thing work and why do we not answer this question there are different stages of a customer
Interaction with your business okay there are different stages within the customer interaction with your business and usually, customers who have known you very less or who have seen you for the first time second time seeing your product for the first time grab their attention grab their interest they are less likely to ask this question the only customers who ask this question is who have already spent a lot of time thinking about your product who’ve
Already examined your product your pricing your services you know all the different items terms conditions everything in great detail and they’re at a point of signing okay they’re at a point of signing so if they’re at a point of signing why do I recommend you don’t answer this question because there is something called talking past the sale Sunday got talking past the sale no salesperson should ever do that there’s a point after which your job is done you
Know it’s like the express highway customer decides they want to pay a toll to go through or they want to exit those are the two choices nothing that you say can actually make or break the decision for them at that point in fact anything that you do or say shall and will be used against you in a court of law which means it could spoil your speed okay now let me just take my notes over here just to make sure I cover
All the points that I have written down okay now the easy answer for you as a salesperson or for me when I’m when I’m you know producing when I’m presenting my uh paid programs or whatever is to say yes this is over for you for one two three reasons this is the customer who it has already worked for they’re part of your industry exactly like you etc all of those things so why do I say you should never answer it there is something called top
Of the funnel and bottom of the funnel in sales okay top of the funnel and bottom of the funnel in sales and this particular objection happens in the bottom of the funnel okay now this particular objection has two basic routes okay there are many different routes of why people have different uh objections different concerns why do they don’t take action and things like that okay
At the bottom of the funnel, we call this type of objection this type of question will this work for me this is something called an internal barrier I want you to evaluate this as a customer which means you’re a buyer sometimes you ask yourself this question will this work for me and also as a salesperson or business owner which means you’re the business owner you’re
The salesperson your customers are gonna ask you this question okay okay internal barrier okay an internal barrier is formed exactly at which stage customers have actually you have grabbed their attention, okay they’ve gone through the product offerings they’ve asked about you here and there they’ve probably done enough of googling Youtubing cross-referencing with their friends and family and they come to a point
Where it’s time for them to decide this time for them to decide they know everything you showed them everything you’ve told them everything this is the price point this is when we start these are the terms let’s do it okay and that’s when this barrier comes up that’s why it’s called an internal barrier there are two major sources of this barrier the two sources are they might be asking for information
Will this work for me what information can you provide me that helps me to digest that it will work for me the second thing is assurance okay assurance which is I want just want another human being to hold my hand and tell me that yes this is gonna work for you is it gonna work for you my child let’s do this together and they’re with your information and assurance two things that they need there are different
Different types of internal barriers towards the end of this two or three-part training I will give you the resources where you can learn all about it master and become a ninja at your game if you’re a salesperson or business owner but for the right now let us assume there are just two things information and assurance now information is not the reason a customer usually asks this question and why is that because you already spent an entire cycle giving
Them the information so the key reason is not really information so what is the reason they’re asking this question the reason is assurance the reason assurance and the next reason you could say assurance or belief assurance or belief assurance or belief okay assurance is something you can probably give them you know to hold their
Hand say you know it’s gonna be okay my child come with me let us walk through these dark waters I’m there with you holding you I’m gonna be your shepherd whatever okay belief is something that they need to have on themselves because to get any type of result in anything they need to be able to take some actions even in the business building I’m a coach for business building marketing teaching your sales I can give you the best sales book on
The planet okay it’s called how to sell anything to anybody I’ll give you the best sales book on the planet and you will take it in your hand and there is no guarantee that you will succeed with it or not unless you have the belief system that helps you take all of the steps that are mentioned in that book consistently over a period of time for years together till you actually become the kind of person who attracts
All that success okay so clearing their belief won’t help if they have a belief problem giving them assurance won’t help because there are multiple steps involved in them achieving any particular result your product is just one of the little things that help them achieve that result there is no product in the market guarantee there is no product ever made in the market which can
No single product that can help a person achieve any possible result whatsoever unless it’s like weed killer for 200 rupees that you can buy on Amazon please put weed killer all over your house you won’t get cockroaches yeah that kind of product will probably give you the result but if you want any compounded complex result that you know that that’s kind of a little more evolved than you know simple
Commoditized you know uh can I buy some soap wash my hands will they make that clean yes the answer is yes no customer ever asked a question for that sort of product people ask this question where it’s a more evolved goal will they go to the gym and lose weight yes or no will they do this x y z thing and make money yes or no will they be able to go to this guitar class be able to learn how to how to play the guitar you know will they be able to go to this
Couple’s counseling and actually you know the husband-wife stop fighting will they really be able to go to anger management and become a better parent you know will they really be able to take that PUBG course and become a better pub g player will that that gaming chair of 15 000 rupees really help them get those extra points in PUBG etc these are complex results where your product probably provides one or the two of the
Big kind of inputs that will help them get down that road but if they have a belief problem or assurance problem they will not go there now quick tip for you assurance in a salesperson increases the less they bend over and try to convince the less you bend over and try to convince your customer the more the customer will have an assurance in you as the right party to go with
You as the right party to go with okay you look at all the different products on the planet the people who have fixed prices the products which are premium the products that don’t bend over backward for the customer you take an apple, for example, iPhone number one the most expensive but the number one highest selling why assurance comes from a product or a product seller being unbending because they know they have the right thing for
The right amount of people if you missed a customer or miss customer think it’s not for you you’re probably right because you’re not the right kind of person that will be able to utilize this product to its best possible advantage okay now the moment you hold that kind of stance okay you will see that the customer assurance actually increases they’re like wow this person has so much posture they must be right they must be right
They must have a reason for having that posture which is probably a lot of customers are seeing the value probably they don’t need my business and that is the reason that I want to do business with them and I want to do business with them okay so this is the one thing now if you are a business owner or a sales and marketing person who’s been watching all kinds of different
Information on the internet and the world has totally changed in the last one or two years uh you know digital was there for the last five or ten years changing the game etc and then you know 100 MBPS internet happened a small producer content producer like you or me could suddenly become as big as a big brand immediately because you know we can I’m putting this video out in front of you over 100 MBPS of upload speed right and the third
Thing was that the slowdown or the lockdown has made it imperative that people figure out ways you know to do business and to appear on top because everybody there’s not a market space for everybody to exist the market space is contracted right so you really need to reinvent in order to stay on the top if you were on the top and if you were in the middle if you’re in the bottom you really have to reinvent to survive otherwise you’re
Finished right so this is the kind of time when sales and marketing people and business owners which is you know people like you guys that I service if you have ever been faced with this question saying should I do this should I do that do I need to learn more sales do I need to hire more people do I need to go digital do I need Facebook ads do I need a website or whatever it is that you know a lot of people ask will this I’m a financial advisor will this work for my
Industry no financial advisor has had a personal website before for example no financial advisor actually uh you know done this does this kind of things in this space it’s only the big company that does it it’s only the solopreneurs they do it’s only the digital guys that do is only the techies that are doing it you know does this work for me in my industry etc if you’ve been faced with these changes in the last one or two years and you’ve ever asked yourself
This question I have two little secrets for you and then I have an action point and then I’m gonna see you tomorrow a day after okay the two little secrets are okay you go with something called first principles there’s something that Elon Musk coined the first principles because he built all of his companies from ground up recreating the wheel at every step and he said why do you recreate the wheel why don’t you just buy from the
The market he’s like because I want to go down to first principles which are the basics okay which is the basics so always go down to first principles for me I built my career I quit the world of medicine within my first two years of hospital job and being from a very prestigious college so I had all the options all the cards in my hand but the first principle said that the people who become rich and famous the people who are doing sales and marketing not the
Doctors in 20 years my mentor told me in 20 years the skills market will be replaced by the market of the results which means if you can do sales and marketing and get a product out in the market people do not care what skill you have and people with the skills will get paid lesser and lesser over time that seemed to me right because that had already happened in many other developed countries of the world right the second thing was the second first
Principle second first principle was if you’re into sales and marketing do everything possible to expand your reach because if the people don’t know you if they don’t have they’ve never seen you know then the expansion of reach is going to get you more results than getting better at convincing, for example, yeah if a thousand people know you could be horrible at convincing okay and you’ll still get two customers but if you have
Only five people to talk to you could be the best at convincing what are the chances you’re gonna do two customers not many chances okay so they were first principles uh so working with first principles I went into uh first went into sales learned how to do sales hand-to-hand sales in in-field sales then I learned how to do telemarketing sales because you could call 300 people in a day you started
With 70 or 100 and then we said okay let’s put an auto dealer nobody was using an autodialer for selling high ticket items like I t contracts yeah so we said okay let’s increase in the amount of reach those are the first principles and digital came I tried my best to learn all the Facebook ad you’ll see some of my ads in here and there all of this I’ve learned myself why because first principles are never wrong you build on top of first
Principles even though you know you may not be sure that it works for you okay so the first thing is the first question is that when the principle is strong enough the facts don’t count you may fail you may lose money how do I know whether it works for you or not but these are first principles if you don’t do it there is more to lose than doing it you could do it and still lose
Yeah but if you don’t do it you will lose a long-term guarantee the second thing is you can only accelerate from a running position you can’t accelerate from a sitting position which means if you’re not doing anything then you first need to do something to figure out if it’s going to work for you or not okay you can’t figure out from a sitting position you can’t figure out you can’t
Be sitting and then running at 10 kilometers an hour the next minute you can only accelerate to 10 kilometers an hour if you’re already jogging if you’re already at least walking or fast walking or something like that right you can only reach a speed where you see the truth okay uh from a running position or from a sprinting position not from a sitting position so people who sit around and say oh yeah this thing is never going to work because x y and z
That is never going to work they don’t know what are they talking about unless you know for sure can’t be sure and you cannot know for sure unless you’ve tried it and you cannot try it unless you have that perspective of the first principle saying if it matches the first basic principles and the principle is strong enough if it’s a fundamental principle the facts don’t count even if you do get failure
In your initial uh tries you know you’re still going to grow from the experience just like Elon Musk did building rockets up from scratch okay that’s the message I have for you now I have some very special training for you coming up tomorrow and day after and if you want those gifts if you want to see it what I want you to do is type your best possible comments in here what were your takeaways what is the scenario in
You have seen this happen to you where you have questioned yourself is this gonna work for me give me a scenario, okay and I’m more than happy if you write it in the comments I’ll be guaranteed to reply to them okay I’ll be guaranteed to reply to them why I’m asking you to put comments because there are twenty thousand plus people in this group only very few only about two thousand people will ever see this video so if you keep commenting Facebook will
Show you the next training if you stop commenting Facebook will stop showing you this training kay so I hope I get to see your comments do let me know what were your takeaways and I will see you tomorrow or maybe the day after seeing you bye.