Sales Call Preparation - Live Training Session

Key Takeaways

okay let me know once you've got your message out yeah i'm finishing up and then once you once you're done let me know if you've got anything else in the pipeline let's let's review a couple other leads you got as well and i can give you some tips if you want oh yes uh yeah i think that'd be very loud so i have another qc sunday yeah that's with adam as well yep um he's also i'll send you a link to sure popping in the zoom chat or on yeah i'll do it in a zoom chair so he is he has an ecommerce site um he does automotive parts yep um and he's been doing it for quite some time in new zealand okay uh he's been through the photos of dan yeah he's really familiar with dan yeah ooh he likes cars man hold on one second here what do we got here oh snap this guy is into drifting and modding this guy is into rice rockets yep yep he has uh he his own his own racing team uh he kind of yeah i mean like well in australia new zealand i mean using holden parts and everything else like this uh torque you know lowering leaves okay yeah this guy is very very much interesting yeah he's got he's got the tien yes you know what he was saying so i got on a call with him already uh what he was saying was he definitely does not have systems in place for him uh for his business so that's something he's missing uh because with the old cove it actually went good for him his sales uh went up yup uh but there's so much going on that he was he was having a hard time uh handling you know the amount of influx and sales and orders and things like that very similar to like bicycle stores anything that's hobby related um you know like bicycle stores all these all these businesses saw a huge uptick in um in sales because people had time on their hands um you know and if he had uh of course people want to do you know lifestyle outdoor stuff kind of thing um you know or you'll be the perfect time right a busy a busy dude or gal who loves to fix up cars right i mean we got lindsay behind the camera there she is one heck of a monkey grease monkey she knows how to she she can she can blow out your engine and you know build uh nine second quarter mile cars so wow yeah and you know trick it out and stuff like that so people like that would love to be spending time on stuff like this right check it out look at that they're nice it's like the vin diesel and the uh you know fast and furious of uh of new zealand so when you when you talk shop with this guy when you get on okay um what kind of profile him for me already what kind of a personality do you think he is uh already he's i think from what i saw uh process elimination sapphire pro delete yes no ruby there weren't much sapphire pearl in there right it was more ruby emerald bingo guys who built cars like this especially when you want to do the engines and you want and you want to dyno it you want to do all stuff the guys who own the shops they got a lot of emerald in them yeah right um you know yeah the ruby obviously the racing yeah you might get some sapphire sometimes you know the sapphires love the racing as well too but then they'll have the they'll have the pit crew they'll have their their tech they'll have someone unassisted they'll have a right-handed partner who's more of the with the specs and the engine and everything else like that the attention to detail so guys who build this will definitely have like a ruby emerald side to them that blend so okay now that you know that um what motivated him like he probably likes the racing himself he probably did it himself then he started getting parts and then he started probably supplying people around um you know sourcing the stuff how big is this store how many how many employees does he have he has less than ten um he has one shop one store located where in christchurch uh rotorua where in uh i think it was like aucklander auckland okay yeah right so and look at that he's got um it's interesting because he's got you know that's his thing he's got a whole bunch of other countries yeah how big is his is does he have franchise or does he just do this no it's just him it's just that uh that e-commerce store and then his shop he does where's he sourcing all this stuff like new zealand yeah he's supplying all the stuff here right so he's buying hosts from the wholesalers and he's selling it um i can see he has definitely more of the he's got kudos these are nice this is the eg civic right here um i don't see him carrying any volk if he's carrying some volks uh you know that's all from japan for the japanese cars a lot like this okay so this one here so this rota is uh it's a it's a kind of a copy of the the volk t37s right with um for especially for all the the s2000s the miatas uh these guys they all use those kind of mags they look really cool they're super light uh small yeah for four cylinder engines yeah my friend has a miata yeah right so all the miata club guys they'll use that the all the you know mr2 guys they'll use slightly different trd stuff but the mr2s will also use yeah it's got a couple these are all showmags these megs are not good for like they're just good for driving low profile but the heaviest right these these are like you can tell these these are serious stuff here like these are for racing interesting okay so when you talk to him then how do you you know what how do you plan to to get the call going you know how much is the business doing i would say i would assume a business like this is probably doing about half a million yeah um so his business i mean i think it's on it's doing grossing half a million how much is he keeping yeah that's why i don't know how much he's keeping right he's probably he's got probably got inventory out his wazoo um that's nice he's got he's not a you know even he might have an emerald side to him but he may not spend as much time on the computers and stuff like that he probably who built his website who's building all this stuff for him see these are the questions i would ask who's built it for him um supply chain tell me about your supply chain right you know uh where are you ordering from yeah he's doing a million in in daniel there you go right so he's doing a million but what's his that's his gross what's his what's his net yeah i don't know okay so it's important because that'll be a pain point that's like you sticking the knife into him right you know when he says oh yeah you know i'm doing a million but really i'm like making my net as a business owner it's like 50 000. i'm like you must go back and get a job right i know you like this as a passion but how do we make your business more profitable how you know so he's working in the business not on the business yes right he did say that there you go so you want to use that if he uses that specific term then use it back with him you'd be like you know so you're working in the business not on the business um you know does he know does he know who michael gerber is e-myth the book e-myth uh no i don't think i don't know and add that to your notes that's another card you can play don't you don't have to play it i'm giving you different cards you can play right depending on the situation so if he knows who michael gerber is it helps because if we talk about hti with him on the call then hts right one second here you can still see my screen right yep okay so if you do talk about hdi eventually you know when they myself or someone gets on a call with them then well michael gerber was a kind of a former mentor of mine right i learned a lot from him but even an event like when i when i explained about there you guys see michael gerber's right there so now this video is going to cycle through quite a bit but hti was a documentary right you know um people wanted to know how dan lok blew up leveraging social media leveraging right you know online funnels leveraging um you know youtube videos really really targeted webinars and funnels to scale well past 40 million in under two years well past 40 million in under two years it caught the attention of even people like michael gerber you know who if you know who he is the author of the book you know right the email series well yes you know if you take a look at that video with his wife i already explained she like basically said oh yeah michael he never goes to conferences that's right bingo so if you have that you send that to you send that to aiden right um you can see because that's how you're leveraging because then you can see like that's that's authority right your social proof and it's authority so you'll see like i'll say that's me there that's michael gerber you know and even he comes to listen to dan right so there's obviously something that he wants to learn even from dan now do you think there might be something that you might learn from dan so you see how i bridge the gap yeah right the relevancy so that's how you know uh for someone who may not be a fit for dragon 100 then i would say you need to get yourself stably over a hundred thousand you know and this is not a course right i don't care if you have the money for this it's a matter of whether you're going to implement so hti stands for high tech influencer but i also like to call it high ticket implementer so you know then this is why i challenge the ruby in them right are you gonna implement if we give you access to this first of all it's secret information we don't want this getting leaking out right we don't want our competitors to get access to this because this is the blueprint this is the the documentary this is not one of those like how-to courses it is a how-to but it's you know it's not a course we didn't do it to make money from it we did it to document the journey to document exactly precisely what we did now you may not want to replicate everything we did but what if you just maybe found one or two components that you can implement your business can you see yourself i don't know you're making what 80 000 now you know or you're doing a million but you're keeping what 50 80 000 can you see yourself maybe you have being more profitable maybe going to 2 million keeping 100 000 maybe going to 2 million keeping 150 000 right you know i don't know what do you think do the math for me and this is where you know as a closer what we do is i'm i'm doing the formula with them it's an exercise it's an engagement exercise you know uh you'll hear i think gael myself adam we talk about it in uhcc we do the equation with them but then let them press the equal button then they'll say the guy will say yeah and i'm probably about 150 000. why is that because now i'm hanging him by his tongue right so hung by the tongue if the guy says 150 000 i'll be like great well how much you willing to invest to make 150 000. the guy you know now you know now he knows he's kind of in my trap the guy says i don't know you know conservatively maybe 15 10 10 let's say 10 so that's 15 000. the guy says yeah well you know well hdi was fifteen thousand good news is now twelve thousand and you can do it in three payments of four thousand or if you'd like to even get more savings one time payment is 10 000. how do you feel about that silence mute right so you'll see do you see how i'm bridging bridging bridging bridging all the way to the close yes yeah okay so you can do that you can do that also with someone like him um someone like aiden you can definitely use that kind of stuff like hdi you know build work in the business it all started with me asking a question are you working on the business in the business that kind of thing he goes yes i'm like well that term is coined by michael gerber you know michael gerber michael gerber over hdi hdi do you see the benefit explain how much you're making right now can you see yourself making this you know that's gap selling right can you see the value here it's not about the price it's always the value then if and if the value is is significantly bigger than the price they'll have no problem coming up with it the value and the pain if it's big enough the price really means nothing yeah does that make sense