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Pitch Me Podcast
Hand Over the Solution
00:24:29
In this fifth installment of Kayvon Kay's powerful 7-part sales methodology, he tackles the most intimidating moment in any sales conversation: the presentation itself. Kayvon reveals why most salespeople create tension during this crucial phase and...
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Kayvon K
Welcome to Pitch the Podcast, where real salespeople, entrepreneurs and business owners step into the spotlight to pitch their product or service and get unfiltered real time feedback from the 38 million dollar high ticket sales titan himself, Kayvon K. No fluff, no sugar coating, just brutal honesty, actionable insights and next level sales strategies to help you close bigger deals faster. If you want to pitch like a pro, dominate every sales conversation and take your business to the next level, you're in the right place. This is Pitch Me. Let's get started. Have you ever got to the end of a sales call and suddenly feels like the room changes? Like you just shifted from the human to a salesperson? Yeah, that's the problem. In this episode of Pitch Me, we're breaking down the most misunderstood part of the sales conversation, the pitch. You're going to learn how to hand over the solution without sounding salesy. Why? I believe in giving price before the offer and the exact three part formula that makes any high tick presentation feel inevitable. This isn't about pressure. It's about positioning. And when you get it right, the offer doesn't feel like a pitch. It feels like clarity. Let's dive into the series of Pitch Me. Hey, what's going on everybody? Welcome back to the Pitch Me podcast. This is episode five in our seven part framework series. And if you made it this far, you already know this isn't your typical sales podcast where we're not about pressure tactics, we're not about pitch decks, we're about transformation. And today, today is a big one because it's the part most people fear and most prospects dread. The presentation, also known as handing over the solution. But here's a twist. When you do this right, the presentation doesn't feel like a pitch. It doesn't feel like a switch. It doesn't feel like now it's time to sell moment. When this is done right, your offer feels like the next logical step. So let's start breaking this down. First, I want to clear up something right now. Closing doesn't happen at the end of the call. It happens the moment the call begins. It's in the energy that you bring. The energy you bring to the call, the energy you bring to the conversation, the energy you have to your products, the energy you have to the sales process, the energy you are bringing to them and that will create their energy. The energy you bring to the rapport, the way you dig into their pain, the questions you ask, why you ask them, when you ask them, the way you stretch their vision. Every question you Ask every insight, they begin to realize those all become micro yeses. What you're doing is you're stacking belief. Belief in you, belief in your product, belief in your offer. Belief that you are the ones who can solve their problems. Belief in the fact that you're their saviors. Belief in the fact that coming with you is the only logical and emotional decision they need to make. But most importantly, above all, when going deep and doing this properly, it's about belief in themselves. And that's why by time you present your offer, there should be no gear shifting, no tonality switch, no awkward. Okay, so let me tell you what I do moment. It should feel like a continuation of everything you've been talking about and working towards. That's the first clean transition. I call it the flow. Now, let's talk about one of the biggest questions I always get, Kayvon. When should I talk about price? Before or after the pitch? And I'm going to tell you what I've tested and I've tried both. And I've coached teams and I've tried both with them. And my personal take is I like the price before. Now here's what I tell my sales guys and sales teams that I've trained. If you don't believe that the price before works, it won't work. Go with what you know. Go with what you are comfortable with. But what I can tell you through time and through trial and error, price before is always better. Why? Because when you wait till the end of the call, you box yourself in, you build, you build, you build. And now you're in a corner with nowhere to go. And worse, if you drop the price after, you just pitch, it creates some tension. You risk deflation when you do it before. So what does that mean? Hey, Mr. Prospect, here's what you can expect. You're going to get X and Y and Z. We're going to do X, Y and Z and this and that and blah, blah, blah, blah, all the stuff that they don't actually care about. Because at this point, if you've done the job properly, you shouldn't even have to pitch like that. But let's say you're doing that and then you got in all this for $10,000. Okay, well, what, what happens? Like you're straight to objections at that point versus when you do it in the beginning. You give them some time. Remember, if you mention price too early, you lose the sale. If you mention price too late, you lose the sale. So for me, the perfect timing is right before the pitch, right after I gotten the commitment. Their commitment. Remember in the episode before this, we talked about commitment? The commitment not to the product, not to the offer, but the commitment to change. So, Mr. Prospect, how committed are you to actually making this happen? How committed are you to changing the person you are today, the business that's going today so that you can become the person you know yourself to be? Let me ask you this. How committed are you installing a system so your sales teams can do X? How committed are you to installing this new KPI tractor so you can actually start seeing your da da, da da, whatever it might be? They say, I'm committed, I'm committed, I'm committed to cave on. Okay. As I pre framed at the beginning of the call, remember I said, and if this is the right solution, I'll go a little deeper on what we got going on over here. We're at that point, we're going a little deeper on what we got going on over here. So we got that commitment. Yes. Awesome. Now we say, okay, well, first off, the investment is only. Always use the word only. I go, the investment's only $10,000 and here's what you can expect. And then I go, we're going to do this, we're going to do this, we're going to do this. You're going to have access to this. Here's what you're going to do, here's what you're going to achieve. Most of all, here's what you can expect. And when you, when you do this, this is what happens. You start giving back now the solutions they need, right? You start getting the autonomy back in your life. You got more freedom in your life. While they're thinking about price and you're now saying the desired outcomes, they're justifying the outcomes to the price. You just said. When you say the outcomes and they don't know the price, it's hard for them to justify it all at the end. So what I'll say is, right, so before I walk you through details, I'm going to tell you, or in some other cases, before I would walk you through details, there is an investment and the investment is only, whatever, $10,000. And then I use silence. It's going to be $10,000 quiet. And now what you can expect is. And then I go, so I let them sit in with it. It's boom. What happens is it's clean, it's honest, it's confident. It gives them space to process. It's the number. The number. If the number shocks them, they will actually Tell you if the number makes sense, you've already cleared the air. When you wait to drop the price at the end, they can't even hear the pitch. Their brain is just waiting to evaluate the cost. So make price early. Then you present the value, not the features and benefits, the value. So once I've done that, we go into. What I was saying is now you're going strictly into the pitch. This is where you're pitching your services. Now for me, what I've seen is to keep it simple because you'll see people go, you'll get X and you'll get X and you'll get X and you'll get X and Y and Y and Y. You'll get Z and Z and it's just like it's too much. You got to figure out what's the most important. As a result, right? The sale starts at the beginning. You got to figure out what's the most important, top three things to them and then you pitch back that to them. So it's hard. And I tell people like, cave on, what's the formula to a pitch? I don't know the formula to your pitch because I don't know what you are, A, offering them and B, I don't know what their problem is. But the formula, or let's just say the framework that I use is always remember there's like three major parts. So an example, imagine you're a coach. You're offering transformation, whatever it is, business, life, all it is what you, what I would do is I would figure out what are the three key pillars of the product. So an example that I always use with coaches is, okay, I call it the three A's of high ticket selling. Right? Is first off the product or the service or first off to join our membership, to join our private community. Join this, to become a member of, to be part of this present, to be part of this, whatever mastermind, whatever it might be, is only $10,000. Pause, wait. And here's what you can expect. First, access. You're going to get access to me. You're going to get access to my team. You're going to get access to our tools. You're going to get access to our community. You're not just going to get modules and calls. You're going to get real access to the support and systems we built over years. And we're not doing this alone. You'll have direct access to me for strategy. You'll have group calls every single week and a full resource of vault with scripts, with Templates and tools that our actual private clients pay $25,000 for a loan. Second, you're going to get accountability. You're going to hold on. We're going to get you to hold on to a standard. We don't let you fall behind. Whether it's hitting the sales targets while it's content, consistency or even building habits. We track progress and we course correct in real time. You are going to get accountability like you've never had before. Most reason you're probably failing over the reason. Things are not coming for you. You just don't have the accountability. You're alone. You're no more alone in this group. We're going to be in your corner. We're going to check in weekly. You're going to submit your calls to us. You're going to your wins, your goals and we'll be there to call you forward, not to call you out. This is a team, group environment. We all rise with a tide. And three, which is what most people want, but they don't actually know they need is ascension. Now, before I begin, do you see how I did? Three A's, we're going to get you access, we're going to get you accountability, we're going to get you ascension. It doesn't need to be three A's, but in just three parts that are very important for the prospect. So when we talk about ascension, this is the one most people miss. It's not just about solving a surface level problem. It's about the identity shift. It's about that transformation, the new version of them that gets unlocked. You see, when you surround yourself with high level people, when you finally get clear, consistent and courageous, you start ascending in every part of your life. Confidence grows, energy shifts. People start asking what's change these three create? These three A's create an ecosystem. Can you see how they kind of create a system where it's like, okay, 1, 2, 3, and guess what? When you deliver it like this, calm, clear, certain, it hits completely differently. Now let's talk about the moment, the moment where so many people freeze the actual close when you actually ask for the sale. When most sales are lost because the prosp because the salesperson didn't ask for the sale. Now here's the thing in Pitch Me and everything I teach, if you have to ask for the sale, AKA you have to sell them AKA hey, let's get this done. Hey, let's move you forward. Let me send you the documents. I believe you didn't do your job. They should be salivating. For this offer. So when you ask them the close, what most people do that pitch for fit. When you pitch for 15 minutes and then you awkwardly fumble into. So, like, what do you think? No, absolutely not. Here's what the pros do. They make it casual. They make it confident. They make it easy. Here's one of my go to lines. This is one of my favorite lines and the only lines I ever use. There's two lines I use. This one I use 90% of the time. So let me ask you, Mr. Prospect, let me ask you, where should we go from here? Now, if I know their leaders of their lives and they make decisions and they're not afraid to make decisions, I'll always ask, well, where do we go from here? And they will tell you. They will say, I want to move forward. Let's move forward. Well, let's get this done. Now, here's the key. When you say something, it means something. When they say something, it means everything. This is what I'm talking about. You've heard me say this throughout the series. When they. When I say something means something. Hey, do you want to get this done? Do you want to move forward? That means something. But when they say something, I want to move forward. Let's move forward. It means everything. And that's why I always say, most importantly, never ask for the sale. Ask them, where should we go from here? It's open, it's calm, it puts the ball in their court, but it doesn't feel like a sales close. And the other one I use, like I said, if I have to use it. And these are the people that I know that are maybe scared still. Maybe they're stuck on the edge. Maybe they need a little push. They don't need me to come out straight out and say, let's get this done. But they need an invitation. And I'll use this in a friendly way. So you up for doing this? See, very clear. Hey. Hey, John. Are you. Are you up for doing this with a smile? It's not, are you up for doing this? It's are you up for doing this? And I smile. It's exciting. Yes. Yes, I'm up for doing this. It's soft, it's friendly, but it's still decisive. Now, here's the truth. If you're not getting engagement here, if you're getting hesitation, if you're getting the. I need to think about it. I need to speak with my wife. Oh, this is the right time. Then somewhere along the way, you lost a sale way before the close. Because when your pitch is on point, they're not resisting you, they're salivating, they're leaning in. You don't need to overcome objections, you just need to create the. Create and eliminate them in the first place. What does that mean? Well, if you do this right all the way through, I'm talking from chapter one, right, part one of the series, all the way to here, asking the right questions, painting the problem, going deep in their pain, asking consequence questions, the most important, getting their commitment, then there shouldn't be any resistance or objections. The only objection, which I understand, it happens, I'm not, I'm not one of those trainers that are going to tell you it never happens. You got to always object is the price. And sometimes the price is just too much for people. Doesn't mean you can't be solution oriented, doesn't mean you can't do financing. But really the price is the only thing that should be stopping people. If you've gotten to the pitch, if it isn't, it's Your tell sign, 100%, without a doubt, you did something wrong. Period, period, period, period, period. You did something wrong. Because the only objection handler, if we're going to go there, that's next week. But let's do a little pre frame here that you ever have is, hey, John, what happened? But five minutes ago, earlier you just said to me you were committed to change. You knew that the current situation wasn't going to work for you. Now all of a sudden you're having a second thought here. It's the price, isn't it? Because usually when people say, I need to think about it, oh, I need to talk to my partner, it really comes down to two things. Either they don't see the value, meaning, Kayvon, I don't see the value in it, and or it's money, I can't afford it. Which one is it for you? And if you've done your job correctly, they'll always say money. If they say value, we'll learn what, how to respond to that in the next episode. But today, if they say things like, yeah, it's the money, okay, great, that's all right, we can work with that. We have options, we have solutions for that. There's no excuse, it's just a barrier which we can address. But it's not resistance, it's not objections. It's not that they don't want to move forward, it's sometimes they actually financially can't move forward. So another thing you can do, depending on the product and who you're Speaking to. If I'm speaking to more of A B to B2C customer, a lower, sophisticated customer, maybe the first time in doing a business opportunity, maybe the first time in coaching, maybe it's the first time they've ever kind of invested themselves. What I will do is I'll tie down and I'll use this and I'll say, okay, well, Mr. Prospect, just so you know, and this is after I've now said, you're going to get extension. You're going to get accountability. You're going to get all the access to the tools. What. What I've seen with our most successful students is, number one, that they are resourceful. Number two, they're decisive. And number three, they are coachable. When I say resourceful, meaning they'll do whatever it takes to make things happen. They will be creative. Two, decisive. They know it is vital in their entrepreneurial journey, in their leadership journey, in their journey of life to make effective and fast decisions. Because sitting on the fence, humpty dump, these fell on the floor for a reason. Number three, this is the most important one that I look for that I know. The influencer. If you say you're the sales rep or you are the influencer, you would say that I look for. If it's. If I'm a sales rep that, you know, Mr. Jones looks for is the coachability. In fact, it's why we have these calls, to see how coachable are you. Are you open to the fact that you're going to have to give up some past habits in order to create new ones so you can actually become the version of the person you want to be? Resourcefulness, decisive, coachability. Is there anything I need to know why these things won't describe you? What am I doing there? Do you want me to break this down? Well, when I say resourcefulness, I've eliminated what I don't have, the money. It's not the right time. Hey, man, you just told me you're resourceful. Resourceful people figure it out. Decisive eliminates what I need to think about it. Whoa, you need you. I just. You just told me that you're a decisive thinker. You know, you need to make quick and effective decisions. And number three, are you coachable? I've eliminated every objection. So then what I'll do is, is then I ask them, is there any reason I need to know why these won't describe you? You think anyone raising their hand be like, you know what? Cave on? Actually, yeah, like, I'm not coachable. Okay, good. If they Actually admit that they're not coachable. You don't want to sell them. They're going to destroy your community. They're going to be, they're going to be a headache for your people. No problem. No one will ever say I'm not coachable. They'll never say I'm not decisive. They'll not say I'm resourceful. They'll always say that because they want the pro the solution. They want to move forward, Plain and simple. Do you see how that is? So then you go, okay, well imagine, imagine you're working with us and you've got the accountability and you're using those that resourcefulness and you're going through the kind of to. Through the, to the access of all the scripts, the tools and you're starting to ascend because you become coachable. What does your life look like? And then they tell you again, oh, it's this, it's that, it's this, it's that. And then boom, that's when you ask the final question. The close where should we go from here? Or are you up for doing that? And it's over. They have told you they want to move forward. Bingo, bango, bongo, done. So let's bring this home. If you've done the setup right, if you've been present, if you've been intentional and you've been connected, the offer becomes a mirror of what they already want. You're not dragging them forward. You're just standing at the doorway saying, hey, it's open. You're ready to walk through it. Let me remind you of what we've covered now up until this point. Start closing early. It begins the moment the conversation starts. Price first, value after. Don't be scared to name it early. Use some sort of three step process. What I call is like the three A's. As much as I usually can, I always go with access, accountability, ascension. But that might not work for your product. Ask for the sale with softness, not pressure, and make your pitch about them, not you. And above all, please, please, please remember this. Just be human. People don't buy from perfect presenters. They buy from people who make them feel safe, seen and certain. Okay, now in the next episode, we go deep into objection handling. We're going to break down the myth that objections are walls. I'm going to show you how you how to see them as windows into fear, doubt and unprocessed emotions and how to guide someone through it without pressure. Because objections are not the enemy. They are the path forward. This is pitch me you're not just learning how to sell, you're learning how to lead. Let's go onto the next episode. We'll see you soon. And you've just listened to Pitch Me with Kayvon K, the podcast where sales are redefined, objections are destroyed, and high ticket closers are born. Want to take your pitch to the next level? Subscribe now, leave a review and join the Pitch Me community. And if you're brave enough to pitch live on this show, head over to ww PitchMePodcast.com and apply today. Until next time, keep pitching, keep closing, and keep connecting.