 All right, I want to come to you guys because I like helping you out. I love telling you what happens and what goes on so that you can learn from real-life scenarios and situations Because when you're a salesperson, you've got to be knowing what's going on. What's the prospect thinking? What's happening? And so I want to give you a real-life example. I was just down helping one of the agents in our call center and She's been following up with this guy and she won't mind telling me. She's an awesome person She's been following up this guy for a while and he's been using the I don't have time excuse and objection and just been putting her off constantly well So I went and listened to this call. I walked in on it. I didn't know it was gonna happen and The guy's name is Ken She's talking to Ken and they're discussing, you know the fact that They're small talking for 60 to 90 seconds and then she's you know Then she's saying hey, are you at your office yet? You know is today a good day to do this Well Everything happens because of the way we say stuff and the way that we word Sells questions because if you think about it, what's the one thing that what's what's this guy's objection? What's his excuse for not moving forward? It's time So by taking 60 to 90 to 120 seconds of small talk What are we doing? We're robbing him of the one thing that won't get him to move forward, which is time So number one we need to we need to punch the student in the mouth We need to get his attention and just sue me once move forward when to ask a question and we need to continue Well, if you don't do that If you rob him of his of his main excuse, which is time And then if you also jump into it and say hey and then ask questions that you know how the person is gonna respond because when you ask a sales question and you say, you know, hey Are you at your office yet or is and she knew he was in the office Or is today a good day to go ahead and handle this We know how the person's going to respond before we even ask the question So don't ask a question that doesn't get you the response that you want And so how should we word those questions number one? We shouldn't take 60 to 90 seconds of small talk and rob the gentleman of what he what is most precious to him And his main excuse whether it's legit or not It's the excuse that he's created to make himself believe he didn't have time to handle this Everyone has 10 minutes Everyone has 20 minutes if it's important enough to them. So rather than robbing him of 60 90 seconds of small talk Dive in get his attention. But then when you do get his attention, don't ask him questions. It's gonna make him You're creating the objection by by asking questions certain ways. So what do I mean? Don't ask him Don't don't say hey, you're probably too busy for this, you know You probably don't have time for this today Don't say stuff like that. So, you know what? Hey, Ken We've been working together for a while our office has a no-call-back policy. You're busy and Then what I like to ask is hey hypothetically Ken whether you do this What do you take a few minutes today or whether you do it or would you take a few minutes 14 days from now? You will be doing this at some point in the future. Am I right and the way I'm talking and speeding stuff up I'm creating urgency and this okay, Ken. Let's take time out of the equation Let's do it today because when you do it now whether you do it later, you're going to do it It's gonna take a couple minutes. I'll be quick. Ken. What's your full legal name? I'm asking questions properly, and I'm assuming I'm creating urgency. He's worried about time. So I'm gonna rush He's not been Asked correctly. He hasn't had someone assume what's gonna happen. So I'm gonna tell him what's gonna happen I'm gonna soon he's gonna move forward and I'm going to assume everything's gonna happen the way I want it to happen. I'm not gonna put stuff in the gentleman's head Cells people don't realize a lot of times we are creating the objections that we get One key thing that I want you to learn from this short video is we determine the outcome of Everything we ever ask if you ask correctly Fantastic if you don't ask correctly you won't get the response that you want and that you desperately need ask Assume and ask questions properly and don't put anything in anybody's head if you couldn't take one thing away from this The way we were at sales questions determines the response that we get