Hurts So Good

Quick reference

• 00:04 In this video, we're gonna continue with step five,
• 00:07 the Horatio effect, asking intelligent questions.
• 00:11 I call this next section, hurts so good.
• 00:14 Hurt so good.
• 00:15 Kinda like that John Mellencamp song, right?
• 00:17 It hurts so good.
• 00:19 Why do I call it, hurts so good?
• 00:22 Because we are in the business of providing solutions for
• 00:26 our clients, correct?
• 00:28 Absolutely, so in order to provide a solution,
• 00:31 there has to be some sort of challenge.
• 00:35 Some sort of difficulty.
• 00:37 Some sort of void that we need to fill with our product or service.
• 00:41 If not, there's no reason to be on that sales call, okay?
• 00:45 We wanna make sure that there's a need, that there's a challenge.
• 00:48 So, what we need to do is make sure that our client,
• 00:51 that our prospect, is associated with whatever that challenge is.
• 00:56 Because challenges typically, equals some sort of pain, right?
• 01:00 You may hear people talk about pain points, pain points.
• 01:03 It doesn't sound so positive.
• 01:05 But what we really wanna know is that, hey, maybe we don't call it pain point,
• 01:09 maybe we call it a challenge.
• 01:10 What kind of challenge are we going to assist our clients, or
• 01:13 potential clients, in overcoming, okay?
• 01:16 So you might ask a prospect,
• 01:17 what are the biggest challenges you're facing in your business right now?
• 01:22 Or in your industry?
• 01:24 Or in a particular product or service that you're offering?
• 01:28 Okay, so for us, we're a training company.
• 01:30 So I might ask the prospect,
• 01:31 what are the biggest challenges you're facing in your training right now?
• 01:36 Boom, okay?
• 01:38 So, and then, I'll do a follow up question.
• 01:40 How does that affect, blank?
• 01:42 Right, so I might say, how does that affect your bottom line?
• 01:47 And they'll tell me, and I'll tell them, tell me more, right?
• 01:52 Again, I'm like a detective, right?
• 01:54 I'm just trying to get that story.
• 01:57 I wanna get as much information as I can, so I can make my case.
• 02:02 Okay, you have to do this on the front end.
• 02:04 I see so many sales people that gloss over these steps.
• 02:08 They either don't know or they think there's not enough time, right?
• 02:12 But you have to go step-by-step if you wanna get the result on a more
• 02:17 consistent basis.
• 02:18 If you wanna explode your sales, you have to do these step-by-step.
• 02:22 You lay the foundation, and then you do step-by-step.
• 02:26 You don't cut corners.
• 02:27 When you start cutting corners, you're starting to cut corners off your paycheck.
• 02:31 You're starting to cut corners off the quality of service that you're gonna
• 02:34 deliver, okay?
• 02:36 Got this. So, hurts so good.
• 02:38 Ask the prospect,
• 02:39 what are the biggest challenges you're facing in your business right now?
• 02:41 How does that affect your bottom line, tell me more, okay?
• 02:45 Next, what do we do next?
• 02:47 We've already learned.
• 02:48 You wanna repeat back the challenges and
• 02:52 how it affects their business to the prospect, okay?
• 02:56 So in my example, in training, I'm gonna ask him,
• 02:58 what are the biggest challenges that you're facing in training right now?
• 03:02 How does that affect your bottom line?
• 03:04 Tell me more, and then I'll repeat back the challenges in how it affects
• 03:09 the training in the bottom line to the prospect, okay?
• 03:13 And again, now they're open, they can change anything they wanna change,
• 03:16 they can add anything they wanna add.
• 03:18 I'm confirming.
• 03:19 And by the way, do I look pretty professional when I'm asking questions and
• 03:23 I'm repeating it back to them exactly how they had it?
• 03:27 Absolutely.
• 03:28 If you're doing that, you're going to be the professional.
• 03:31 That's another way that you can stand out with your service
• 03:34 to show them that you are professional.
• 03:37 Good job.
• 03:38 Okay, next.
• 03:39 Ask if I could show you how our product or service,
• 03:43 could help you overcome whatever challenge,
• 03:47 would this be something you're willing to invest in today?
• 03:52 Boom.
• 03:54 Now, I've asked you all these questions, right?
• 03:57 There's something called the law of consistency.
• 04:00 In the law of consistency, when I tell you something,
• 04:03 now my brain wants to stay consistent to what I told you, okay?
• 04:08 It's a social phenomenon, they've done tons of research on it, it's awesome.
• 04:12 So, if you can get your prospect to tell you what the challenge is,
• 04:16 what they're expecting from your product or service.
• 04:20 Now, when you ask them the question, hey, if I could show you how our product or
• 04:25 service can help you overcome this challenge, or achieve this goal.
• 04:29 Will this be something you're willing to invest in today?
• 04:31 And if it is, they'll say yes, if not, they'll say no.
• 04:35 And that's a narrow question, cuz we need to understand if they might say no like,
• 04:39 hey, we have to go through a committee.
• 04:41 I can't make a decision with that.
• 04:43 Boom, now you know there's a committee involved.
• 04:46 So how can you get in front of the committee?
• 04:48 Okay, so now you're gathering this information.
• 04:51 If they say yes, then boom, that means you've got to show
• 04:55 how your presentation can help them overcome this particular challenge, or
• 04:58 whatever the things are that they wrote for you, okay?
• 05:01 Make sense?
• 05:02 Good, let's do a quick recap.
• 05:04 Hurt so good, you have to connect your prospect to their pain or
• 05:09 to their challenges, or to their void that you're gonna fill, whatever it is.
• 05:13 So, ask the prospect, what are the biggest challenges you're facing in your
• 05:18 business right now, or in your industry right now?
• 05:21 How does that affect the bottom line?
• 05:23 How does that affect team morale?
• 05:25 Tell me more.
• 05:26 Repeat back the challenges and how it affects the business, right?
• 05:30 Or whatever it is to the prospect.
• 05:33 And ask, if I could show you how our product or
• 05:36 service could help you with whatever challenge it is,
• 05:39 would this be something you're willing to invest in today?
• 05:43 These are intelligent questions.
• 05:45 They're gonna get you the information you know to make that sale.
• 05:49 That make sense?
• 05:50 Okay, good.
• 05:51 Take these, practice them.
• 05:53 Practice them in the mirror.
• 05:54 Practice them with your boss.
• 05:55 Practice them with your colleagues, your kids, your significant other.
• 06:00 Okay, get it in your bones, get it in your blood, get it in your system,
• 06:04 get it in your head.
• 06:05 Okay, and this gonna start flowing.
• 06:06 And you're gonna find that when you do this, don't take my word for it,
• 06:10 get out there, try it and you're gonna be astonished at the results.
• 06:14 It makes your life so much easier, okay?
• 06:17 And were gonna continue with the steps and it's gonna get better and better,
• 06:20 I promise.
• 06:21 I'll see you in the next video.

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