A lot of time the issue isn't knowing that you have mental blocks - that's easy. You can tell you have mental blocks when you know what you should be doing, and you may also be doing it, but something isn't working. You use the handlers, but they don't close. You know the script, but they don't close. Or you can't get yourself to say what you really need to say to close the deal. That's simple. But it's not always clear what is actually in the way. so I'm going to just make a list you can read, and you can see what resonate with you 1. Bad Karma: you have trouble freely and quickly inflowing what you want to inflow. Money, sales, etc come to you slower than you want. Maybe you inflow negative things, like tough prospects, objections, and other things you'd rather not inflow. That's how you know you have bad karma. 1. Fear of failure, success, more responsibility, losing a deal, going broke, making a lot then losing it all, ruining your reputation, getting fired, not hitting your big goals, etc 1. Self Sabotage you get in your own way. With sales, follow up, prospecting, managing money, solving the correct problems (so you keep the problem), etc. 1. Can't connect with the market - either you don't fully understand the market, or there's something about the market you don't like 1. uncertain about discovery or pitch - you don't fully understand why you're asking certain questions, or what you're looking for 1. you get uncomfortable with handling fear, doubt, sadness, anger, etc on calls. You have some kind of trouble with it. 1. Unsure of if what you're selling is the right thing for a prospect - you lack clarity somewhere, so can't advise clearly 1. get stuck when prospect gives an objection over and over again - not handling things, which means there's something you're not seeing 1. you're thinking about what to say, or if they object, you're not present on calls, you're in your head 1. you're tense and rigid, not fun and playful

Your average close rate was never about your scripts. You can't handle the "think about it" objection because you yourself overthink. You can't handle the fear objection because you have your own fear and anxiety. You can't handle giving me until tomorrow because you yourself procrastinate. That's why your close rate is average. How many more deals will you have to lose before you see that it's your bad karma and mental blocks that needs handling? How many more thousands will you spend on sales training before you fess up?

You can destroy most objections is the Solution portion of discovery. Here's exactly what to do: 1. Past Solutions - What have you tried (ask this over and over again until they have absolutely nothing else they've tried) Then for each past solution, you ask the following. If you got 5 solutions, you ask this list 5 times: - How much did it cost? - What did they do? What was the promise? - What did you like about it? - What didn’t work? What was missing? - Is there anything else you’d add / change? (ask over and over) Take note of what they like and want, and what they don't like. This will be how you customize your pitch. [If they feel burned, investigate] - How were they burned? - What was the promise that was made? - Did they break the promise? - How did they break the promise? - Were there other people that they worked with that were successful? 2. Current Solutions - What are you doing now? - How much did it cost? - Is that working as well as you'd like? - What do you like about it? - What isn’t working? What would you change? - Is there anything else you’d add / change? 3. Future Solutions - What are you considering / looking at? LIST THEM ALL OUT - What do they do? - What do you like about them? - What would you change about them? - How much are they? - Why haven’t you bought it yet? - Why did you hop on this call? Doubt - What’s keeping you from achieving [goal] on your own? [if they have a solution OR are heavily favoring another solution] (this example is for a DFY lead gen and business consulting offer) - Do they call the leads for you? - Do they qualify and ensure that they are a buyer, not a tire kicker? - Do they book them on your calendar as an estimate? - Do they train you on how to close them better and faster? - Do they help you with data tracking? - Do they help you organize your business? - Do they provide SOPs for your current and future team? - Do they help with hiring? - Do they consult with you on business strategy?

If you intend to do something, it will happen, if you intend to do it. So if you intend to close a deal, we can tell if your intention was there, based on if the deal closed or not. The deal is lost the moment you take your intention from 100% to 99% and many people say their intention is to help the person on the call but you're not going to coach them for free, or help them in their life, you're there to close them. so don't misunderstand your job. "Helping" them isn't in your job title, and it's also a lie. You're not going to do that. So setting the intention to help someone is setting the intention to lose. A loss is when you say you're going to do something, and you don't do it. A win is when you say you're going to do something, and you do it. Set yourself up to win, put full intention to close, and close. Keep it simple.

secretly resentful / frustrated at prospects = prospects being secretly or outwardly resentful, aggressive, frustrated pushy towards you you have resistance to (spending, investing, looking at, talking about) money = they have resistance to (spending, investing, talking about) money you are fearful about hitting kpis (doing your job) = they are fearful they won't get results OR you won't do your job you procrastinate = they procrastinate (think about it) you overthink = they overthink you worry = they worry you don't feel worthy or aren't worthy (you aren't congruent to your goals) = you get unworthy prospects (prospects that aren't worth shit and can't pay you) OR they aren't congruent to their goals so they don't buy you are uncomfortable talking to your market / handling them = they are uncomfortable being handled by you and then will resort to their own process (this is how I always do things) or objections don't handle smoothly because they don't want to be handled by you you have debt (money you should have paid but haven't paid others) = prospects / clients have debt with you (don't pay you, but owe you money OR owe you a sale) you don't have a clear goal in life, or a clear way to get there = you receive people who are unclear, dodgy, vague (about nearly anything). you get people without goals. you get all kinds of weird people lol you judge prospects (you're outflowing "I don't like you") = prospects don't like you and don't buy