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MO DULE 2
The Qualify Step
SIFU DAN LOK:
Now, the agenda step, I want to give you some sample
agenda step where don’t use it word for word but I
want to give you some examples. So, say it with me
together. Okay, say it with me, I want you to practice
this, okay? Name, this is how the call will go. First, I’m
going to ask you some questions to find out if or how
I can help you. Then, I will tell you about what we’re
doing. Does that sound fair? Remember the tonality.
Does that sound fair? Just a question, does that sound
fair?
I want to make sure that we’re on the same page during
our conversation today. How much time did you set
aside for us? And here is a good one, and remind me
about the purpose of today’s meeting as you see it.
Or, remind me about the purpose of today’s meeting
again?
That’s a very powerful question. And there’s, “Well,
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yeah, because I booked the time or I watched the
webinar or I’ve gone through your website and that’s
how I booked the call.” Okay, boom, right there.
So what are you hoping to accomplish on this call
today? Or, well, what I want to do is I want to find out
about this, I want to explain about my problem or
whatever that is, right. So boom, right there, agenda
step. Now, sometimes, you will get a prospect on the
phone where right from the beginning, they’re asking
you a lot of questions. How does this work? So how
much do you charge? Very quickly, within the first few
minutes they say, “Well, how much do you charge? How
much is this thing?”
Do not answer questions. This is very, very key.
Okay? Very, very key. In high ticket closing whoever
asks the questions controls the conversation. So you
always answer question with a question. I’m going
to demonstrate for a while in just a bit. So, always
answer a question with a what? With a question. So if a
prospect is trying to take control of the conversation in
the beginning, they do it in a form of asking questions,
right?
We redirect. You redirect. Do it with me. So remember
this, do you know Tai Chi? Do a Tai Chi move with me
right now. Do a little circle, okay, a little Tai Chi move,
do it with me. Whenever this, there’s a question coming
in, you redirect. Tai Chi, redirect. One more time. Use
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your body, use your hand. Redirect. Okay? Redirect.
Just do that. Redirect. Now, if they’re asking a lot of
questions, here is a great line that you could use. Well,
why don’t we wait to the end to ask questions and at
the end, just let me know if it makes sense to you or
not, how does that sound?
That’s it, that’s very, very simple. So the qualifying step.
So after the agenda, you set the agenda. Now, you are
talking about some deeper things, you want to qualify
them. So qualifying is always a balancing act between
enough time to build rapport without waiting so long
that you waste everyone’s time. Now, here is the deal.
Most sales people, they are so afraid because they are
thinking about I want to get the sale. No, remember,
week three, last week. I taught you this. It is about
interviewing, sifting and sorting.
So we want to find out very quickly, is it yes or no? If it’s
a no, it is okay, you get off the phone. You don’t need
to waste time. You can reject the prospect. High ticket
closers, we can reject the prospects. It’s okay. And
the harder you qualify, the easier it is to close. Write it
down. Qualify hard, close easy. Qualify hard and close
easy.
So there are four things you want to find out.
Qualification comes in four parts. Number one, in terms
of needs, scale one to 10, right? How qualified are they?
How important are those things for them? Okay, needs.
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Needs, scale one to 10.
And then money. Does the prospect truly have the
money available to pay for the solution? Are they
resourceful enough to find the money? Right? Can they
find the money, do they have access to money? They
can afford your products and services? Okay?
Decision maker. Is the prospect actually the decision
maker? If you’re selling to a couple, well, is the wife
making the decision or is the husband making the
decision. You’re selling B2B, are you talking to the
manager, the executive C-suite or you’re talking to the
CEO? Are you talking to the ultimate decision maker?
Very important.
Time. Does the prospect want the solution now or
maybe a year from now? How urgent are those needs?
That’s very very critical, right. So four things. Needs,
money, decision maker, time.
Usually, usually, you would go in that order but not
always. But, usually, that’s usually the way I like to
do it is I want to bring up it’s below a five, reverse
psychology, when it’s above a five, I bring up the
needs. When I can feel that it’s nine or 10, then I would
transition into money. That’s usually how I do it. But you
can do it so many other ways. Again, don’t try to copy
what Sifu does because I’m at a point where I could
do more with less. Don’t try to do what I do quite yet
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where ... I’ll demonstrate in just a moment. But, don’t
try to copy exactly what I do, it will not work that well
for you. You need to kind of find your own way of doing
it.
So, I’ll explain. I’ll explain in just a moment. So, needs,
money, decision maker and then time. So I’m going
to have Desmond to do his agenda step. Now, this is
the way that Desmond does it. Then I’m going to have
Phong to do it his way. I want to do it kind of a little bit
differently.
DESMOND:
SIFU DAN LOK:
Yeah, you want me to do it, Sifu?
Yeah. So, I would have you do ... Say someone applies
for HTC, you close it by HTC. Danny, how about you
play prospect, just a little bit easier. So Danny, you’ll be
the prospect.
DANNY:
SIFU DAN LOK:
Okay.
And then Desmond you will be the closer and just
do the first agenda step and I want you to pay close
attention, comment comment and just pay close
attention to how Desmond sets the tone, establish
expectation and sets the agenda. Go, boy.
DESMOND:
DANNY:
Okay.
DANNY: What are we closing?
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SIFU DAN LOK:
So, yeah, Desmond will be the closer, Danny, you just
be the prospect. So you just apply, you have seen Sifu’s
video and you’re thinking of joining HTC. Okay?
DANNY:
DESMOND:
Okay. Ring, ring, ring.
Desmond speaking.
SIFU DAN LOK:
Hey, Desmond, this is Danny. How are you?
SIFU DAN LOK:
I’m sorry, Danny who?
SIFU DAN LOK:
Danny Lin.
DESMOND:
Oh, right, Danny Lin. Yes, okay. How can I help you,
Danny?
DANNY:
So, I saw Dan Lok’s webinar and then I’ve been
watching TV and I want to find out more information.
DESMOND:
DANNY:
DESMOND:
Okay.
Would you be able to help?
Well, Danny, you know, I’ve got about 30 minutes here.
So let’s get right into this, okay? So I’m going to ask you
a couple of questions. Now, some of these questions,
you don’t have to answer all of them. But if you answer
as many of them and you open up to me and you give
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me as much as I need, I’ll see what I can do to help you,
okay? There’s no promises here, is that okay with you?
DANNY:
DANNY: Sounds good.
DESMOND:
DESMOND: Okay good.
SIFU DAN LOK:
SIFU DAN LOK: Pause pause. So now, see right there,
that’s a very Sergeant Desmond authoritative kind
of agenda. You hear that? That’s like a very ... Now,
Desmond did a move which is a very powerful move.
You don’t have to do it all the time, right? A lot of these
are ... Now we’re talking about tactics where Desmond
purposely asks, “So, Danny who? Oh, it’s Danny Lin. Oh,
okay.”
SIFU DAN LOK:
SIFU DAN LOK: So from there it’s a question gaining
control, very, very quickly from there. Versus more sales
people. Oh hi Danny, how are you? So glad you’re
calling, we have an appointment, I’m so excited to be
talking to you. No. Desmond’s like, “Who? What?” See
how it turns the table around? But you got to do it with
finesse. Write it down. If you do it wrong, it will come
across very rude, you got to do it with finesse.
Phong, I want you to do your ... Set your agenda,
Danny, play the prospect one more time, okay? One
more time, same thing. And Phong, I want you to do a
different agenda. Different from Desmond and see how
you do. Okay, try that.
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DANNY:
Sure, ring, ring, ring.
PHONG:
Hello, Phong [inaudible] speaking.
DANNY:
Hey Phong, this is Danny Lin. I see Dan Lok’s webinar, I
want to know more information. Would you be able to
help.
PHONG:
Yes, how are you doing today?
DANNY:
I’m doing good.
PHONG:
Thanks for booking a call. Before we can move forward,
I’d like to know a bit more about you to see whether
or not you’re going to be a good fit for the program
because you see, we won’t just accept anyone. We’re
looking for serious and dedicated students who can
commit and produce results.
So if you don’t mind, I’m going to proceed with asking
you a few questions to get to know you better. Is that
okay?
DANNY:
SIFU DAN LOK:
Sure.
Okay, boom. You see, right there, different agenda. A
different agenda step. So now, Sergeant Desmond, he
could the authority, he could do it that way. Now, Des, I
want you to do one more. It’s not a Sergeant Desmond
because I wanted to demonstrate where you do a
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different ... Do a Pearl one for me.
DESMOND:
SIFU DAN LOK:
Okay, got it.
Do a totally Pearl one, just to see how it sounds. Danny,
one more time.
DANNY:
DESMOND:
DANNY:
DESMOND:
Okay. Ring, ring, ring.
Hello, Desmond speaking?
Hi Desmond, how are you doing? This is Danny Lin.
Hi Danny, how are you doing? It’s really good to hear
you. Danny, you know today, we’ve only got about 30
minutes and I know that you’ve set aside some time to
book this call so that we can see whether it’s going to
be a good fit or not. I’m going to ask you a couple of
questions. I hope you’re okay with that because if you
share as much with me as possible, I will do my very
best to support you and help you. Does that sound
good to you?
DANNY:
DESMOND:
Well, sure.
All right. So why don’t you start by first telling me about
how did you first meet Dan Lok? How did you discover
his stuff?
DANNY:
Well, I was searching online and I saw the webinar and
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watched your video so now I want to know how does
HTC work? What does the processing goes?
DESMOND:
That’s a great question, I’ll write that down. Now, before
we continue though, I just want to quickly let you know,
by the end of this call, we’re going to wrap this up and
there’s going to be basically about three ways we’re
going to wrap this up. Now, I need you to promise me,
though, number one, you can either say no and we
agree that this is not a good fit and that’s absolutely
fine. Or, this actually is a good fit for you and I’m going
to do my best, like I said, to support you and help you.
But the third one is something that I want you to say
and I don’t want you to say maybe or I need to think
about this. Does that sound fair to you?
DANNY:
DESMOND:
That sounds fair.
All right. So why don’t we get started again, you were
telling me about how you first met Dan and what
exactly did he say to you? What did you see in the
webinar that really struck a note with you?
Well, he was talking about this skill and it kind of
interested me, it’s called the high income skill of high
ticket closing skill, and how does it work? And do you
know how much this program costs?
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DESMOND:
Good questions. So you’re interested in the skill. Now,
let me go one step deeper. Why is the skill important to
you?
DANNY:
Well, I always a little struggle trying to get my business
to the next level. And I started searching the mentor or
some skill set. So I found Dan Lok has this program and
skill so I was interested, how the program works, what’s
the course about and how much is it.
DESMOND:
I totally know how you feel. I was in the same position.
At one point I hit a level in my business as well and you
know, I discovered that I also needed a mentor as well.
So let me ask you, you talked about your business level,
you want to get it to that next level. What is the level
right now?
DANNY:
Well, our current level is about seven to eight millions. I
want to jump up to multi-million. But we’re working on a
couple projects and then couldn’t get through it. I don’t
know what’s wrong with this. Do you think that this HTC
skill would help me?
DANNY:
Well, it really depends. I don’t know, Danny. But let me
ask you, seven to eight million, I mean, that doesn’t
sound very bad. A lot of people would be envious of
what you’ve got.
DANNY:
Well, right. But somehow I have to work 17 to 18 hours
per day. You know, I’m a single mom, I have to take care
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of kids, I have the running around, and you know, this
and that.
DESMOND:
Danny, hold on. Did I hear you correctly? You said
you’re a single mom, working 17 to 18 hours a day?
DANNY:
DESMOND:
Yeah.
How do you even find time to spend time with...
Is it a son or daughter that you have?
DANNY:
DESMOND:
DANNY:
DESMOND:
Oh, I have a daughter.
Oh wow, how old is your daughter?
12 years old.
Oh wow. So she must be making you very proud now.
What is she, grade seven?
DANNY:
Oh yeah, grade seven. And she’s doing pretty good.
DESMOND:
Wow, how much time do you spend with her if you’ve
got so much work going on?
DANNY:
I barely have the time to spend with her. I have a nanny
take care of her. So yeah, sometimes we go out for a
movie or to eat or have fun but not much.
DESMOND:
What’s the most important thing? When you spend that
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time with your daughter and you mentioned movies, is
it time that’s important for you? Is it conversations, is it
being able to spend money with her? What is it?
DANNY:
I’m looking for time can be with her. So during her
childhood life, you know, actually my life wasn’t that
easy. I grew up in a poor family, so my aim for is ... I’m
driven to be successful for providing a better life for my
next generation.
DESMOND:
DANNY:
DESMOND:
Yes. And you certainly started to do that already, right?
Yeah, pretty good. I own several businesses.
Okay. So what are you’re expecting to get out of Dan?
You mentioned that you want to get to that next level
and you mentioned that you want him to be a mentor
for you. What does that look like for you? Let’s just
say hypothetically I speak to Dan after this call and
he says, “Sure, Desmond, I trust your decision, Danny
sounds like she’s really genuinely interested in being
mentored.” What would that look like?
DANNY:
That sounds interesting. But, could you tell me how
much is it and how the program goes?
DESMOND:
DANNY:
It’s a lot.
How much is a lot?
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DESMOND:
DANNY:
DESMOND:
$2,500.
It is a lot.
It is, yeah, for the average person it is, right? How do
you feel about that?
DANNY:
Well, it depends. You know, I don’t know the course will
help me to jump next level, of building my next level
business if that will be fine. But I don’t know. What does
really that course teach me?
DESMOND:
Well, you know, if you’ve already seen the webinar, you
understand that Dan is going to be working with you on
live calls. I’ll just quickly go into some of the details here
but I’m sure you’ve already gotten most of it. If not, I’ll
encourage you to go back and re-watch that webinar.
He answers most of your questions there.
DESMOND:
You go through this, you learn the high ticket skills, you
get that high income skill and then you apply that to
your business. Now, let’s just say hypothetically Dan
does that, we go through the seven weeks, you apply
this, you take this seriously and you’re able to now
double or not even double, what if it’s just 50% increase
to your business.
Now, you have more money, but from what I’m hearing
here, Danny, it sounds like you’re struggling with time.
What would you do with that money to buy back some
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time so you can spend more time with your daughter?
DANNY:
Well, that’s good but you said seven weeks. So you
know, I work 17, 18 hours. Do you think I have that much
time?
DESMOND:
DANNY:
DESMOND:
I don’t know, Danny.
And apply.
You are working 17 to 18 hours and how long is that
going to continue? If not now, then when?
DANNY:
Oh my game plan would be like if I could jump on this
next level, so I’m already making a good millions, so I
might be about five to 10 years so I can basically retire
myself.
DESMOND:
You could. Your daughter would be 22 years old at that
point.
DANNY:
DESMOND:
Yeah, that’s sad.
I’m sure you would enjoy spending time with her but
what about all those years you’ve lost with her.
Yeah, I know, right? It’s sad. But I’m a single mom, I have
DANNY:
no choice.
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DESMOND:
Where do you want to go from here, Danny? How can
we help you?
DANNY:
If you can tell me, what can I get of the HTC course, that
would be helpful.
DESMOND:
I honestly don’t know, Danny. Are you asking for a
guarantee?
DANNY:
Some type. But you know, business women are always
looking for guarantee.
DESMOND:
Well, you know that there’s no guarantees out. I can’t
guarantee that you’re going to show up for seven
weeks. You already say you’re working 17, 18 hours. I
don’t know whether you’ll be that determined. You are
pretty determined with doing your work and taking care
of your daughter but I don’t know. And I don’t know
whether you’ll use that as an excuse and not show up to
class. I can’t guarantee that.
What I can guarantee, though, is that if you don’t go
through this, this may be that one chance that mentor
that you’ve been looking for was going to help you get
to that next level was possibly going to help you spend
more time with your daughter faster than if you were to
try to figure this out on your own. That I can guarantee.
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DANNY:
That makes sense. So what if I cannot commit the seven
weeks. Do you guys have like any recall or something
that can help me?
DESMOND:
You know, I totally know how you feel, Danny. We have
a couple other business owners, very similar situation. I
mentioned to you that even I was in a similar situation.
And so, you know, though attending the live classes is
the absolute best because you get to raise your hand,
you get to interact, Sifu Dan Lok, we call him Sifu Dan
Lok, right, very fondly.
He takes students on live on the class and he works
with them and actually does role plays with them
and actually guides them and coaches them. Okay?
However, if you absolutely cannot make that class that
night then what I would encourage you to do is, yes, we
do have replays, you can go back and listen to those
replays as many times as you can. But again, most
people, they come, thinking this is about learning high
ticket sales and high ticket closing. Why they stay is for
the community.
They stay because we support each other. Your brothers
and sisters in the community. We call each other a
family. And that’s really ... I can’t paint that picture for
you, you have to experience that for yourself.
DANNY:
I see.
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DESMOND:
DANNY:
DESMOND:
Let me ask you a question.
Sure.
Right, we’re coming up on the half an hour mark
here. I would love to stay on and answer more of your
questions. Where do you want to go from there? How
can we support you?
DANNY:
That’s a big question, right? So, do you really think that I
can benefit from the course?
DESMOND:
I 100% believe that anyone who puts their mind to
this, that treats this seriously, that actually applies what
they’re learning comes to this with an empty cup, I
1,000% believe that they will succeed. But that depends
on the person. So that depends on you, Danny, you
have to answer that question for yourself.
DESMOND:
Are you going to show up? Are you going to apply this?
Because if you do, you will definitely come out after
seven weeks a better person than you are right now.
DANNY:
DESMOND:
DANNY:
Does it get me time freedom after I learn?
I don’t know.
Okay. Do you guys have any testimonial so I can watch
or stuff like that?
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DESMOND:
We definitely do. We have lots of testimonials. What
else do you need? Let me write that down, you want
some testimonials. Do you want me to send out to you
by email? By messenger?
DANNY:
DESMOND:
DANNY:
Yeah, please.
Okay, anything else?
I mean, Desmond, I’m really interested in this course.
But I’m just afraid that I jump in and I didn’t benefit that
course and get what I want.
DESMOND:
So you said you jumped in on some free courses and
you did not benefit from it?
DANNY:
No, I actually have a bad experience when I signed up
some real estate courses, I didn’t get much from that.
That really bothers me.
DESMOND:
DANNY:
Why was that?
Well, you know, I pay for some courses that I have to
go to the seminar and I learned, those were three days.
And then I come back, nothing. Nothing new, not the
skill that I wanted. So it wasn’t helpful.
DESMOND:
So you did ask for testimonials and so I’m assuming
you have not seen the thousands of testimonials of
the students that have gone through Sifu Dan Lok’s
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program. But, let’s just say you have seen those
testimonials, can I ask you a question?
DANNY:
DESMOND:
Sure.
Why do you think we have so many positive
testimonials?
DANNY:
DESMOND:
So it means that this program works.
The program works. It just depends on the people. I
can tell you that there’s probably hundreds of other
people that also would say that this program didn’t
work. But I can tell you why again. You know, I’ve
answered this question for you before. It’s because
they didn’t apply. They joined it, expecting a magic
pill, they probably did not show up, they didn’t do the
assignments, they made excuses. They did the same
things that got them to where they are right now. And
if you keep doing the same things you’ve always done,
you’ll keep getting the same results you’ve always had.
So if you want a change in your life, it’s not that Dan
Lok’s program or Dan Lok himself is not willing to
mentor you. He’s willing to mentor the people who
are willing to put in the effort. The question is, are you
willing to put in that effort? Are you looking for that
change in your life right now, Danny? This may not be
the right time for you. But if you’re tired of working
the 17, 18 hours, if you want to get to that next level, if
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you want to spend more time with your daughter, what
other options are out there for you?
DANNY:
Yeah, there’s no other options, that’s why I searched this
course, right?
DESMOND:
Yeah, so what are you waiting for? The longer you wait,
the less spaces there’s left.
DANNY:
Sounds good. So where can I pay? Pay Pal or credit
card?
DESMOND:
Go ahead, read out the first four digits on your credit
card, I’ll help you to process this right now.
DANNY:
SIFU DAN LOK:
All right. Four three one eight.
Boom, good job. Round of applause. Good job. Danny,
very, very good job. Now notice Desmond did multiple,
multiple redirections and Danny played a very good
prospect, asking questions, weren’t you, to get control?
You want to get control.
But Desmond’s calm, cool, Pearl. You noticed the
approach, the tonality. From the first one, right, Ruby,
Sergeant Desmond-like to Pearl. Very, very different
tonality, very different ... I know how you feel, very
patient. Because sometimes, I know you, you Ruby
want to bulldoze people. Right, where, if Danny said,
“Yeah, I should have been trying some other real estate
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program, didn’t work for me.” And then you might want
to jump in, “Oh, what do you think the problem is?”
That doesn’t do them any good. Okay? That’s not how.
Because empathy, you got to connect at a deep level.
So from the beginning, you can notice Desmond also
uses a few techniques where it’s, “Danny, I know how
you feel, we’ve got a couple of students going through
the same thing.” That’s probably one of the very few
traditional sales techniques that we can still use. It’s
called feel, felt, found. Write it down. Feel, felt, found.
Feel, felt, found.
Meaning, I know how you feel, I used to feel the same
way, I felt the same way. And after bla bla bla bla, and
here is what I found. Feel, felt, found. I know what
you’re going through, I felt the same way. So feel, felt,
found. And here is what our clients found out after they
hire us to do the digital marketing. That’s one of those
few techniques that we like to use, that you could. It
doesn’t have to be feel, felt, found, it could be, “I know
what you’re going through, I understand what you’re
going through. I understand your concern. I don’t
blame you.”
Example, let’s say you’re selling a stock trading system
where you say, “Oh, yeah, I tried this other stock trading
software and I spent tens of thousands of dollars and it
didn’t work for me.” Well, I know exactly how you feel
and I felt the same way when I do stock trading and I
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tried many, many different systems. You know, a lot of
our clients, when they come to us, when we help them,
here is what they found that they found our system is
actually very, very easy to use compared to the other
so-called software.
You guys spend a lot of time looking at computer
screens all the time. That only takes you 30 minutes or
an hour a day just to manage a portfolio and looking
at your chart to manage your portfolio, how does that
sound for you? Feel, felt, found. It’s the same idea,
right? It doesn’t matter what it is. Okay?
So, very, very good. Good job, both of you, good,
good job. Okay. So, you will become a master at
helping clients clarify what they want and you will gain
revolutionary insights into the driving force behind
why clients buy. By asking them those questions,
by qualifying them. Now, the third step which is a
commitment step, a lot of sales trainers, they like to
teach many, many ways to close. You can hear, I’m
going to give you, let me teach 101 different ways to
close a prospect. That’s fine but that’s not my approach
because I personally, just like me martial art style, I
don’t like to have so many techniques because I believe
that when you are connecting with someone, less is
more.
So, I like to keep it very, very simple. And I always
question, if your closing technique is so good, why
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do you need 101 techniques to close a prospect? If
you’ve done your job to set the agenda, to qualify
them in terms of those four things and you’ve already
establishing a lot of rapport and you’ve connected on
a deep level, at the end, the closing should be very
natural, it should be very smooth. And it shouldn’t be
so forceful where you have to do a lot of gimmicks, you
know what I mean? I don’t quite believe in that.
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