Kayvon K (0:00)

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. And you're listening to another episode of the Pitch Me podcast where real pitches get real feedback and shaky offers turn into sales machines. This is episode one of our seven part Pitch Me Framework series and we're kicking things off with one of the most powerful tools in sales. Framing the call and painting the problem. Because before you can sell the solution and they need to feel the pain. Let's get into it. All right, welcome to episode one of Pitch Me. I'm Kayvon K. And this isn't just another sales podcast. This is a training ground. Before the main event, before we bring on guests, before you hear me break down live pitches in real time, we're laying the foundation. Because if you don't understand the framework of how I think, how I sell, how I lead a buyer to the truth, the then watching me coach others just won't hit the same. So over the next seven episodes. That's right, seven episodes. I'm going to walk you through the seven steps of successful sale. The exact process I use on every high stake sales call. This is the DNA of every pitch I touch. So let's jump right on in. On every sales call, there are certain things that I believe must happen. And after taking over 200,000 book calls, here's what it comes down to. Number one, you need to welcome and frame the call. You are the authority. You set the tone, you lead. Number two, we got to go deep with the discovery. The deeper the questions, the deeper the pain. The deeper the pain, the bigger the transformation. I'm going to show you the three levels of pain. Then we get into the cost of inaction. If nothing changes, what's the cost? What do they lose by staying in the same spot? Then my favorite, which I call is the promised land. I. I've been to the mountaintop and I've seen the promised land. You help them imagine the future, the version of themselves they want to become, the outcome of what they're looking for, their desires. And once you do that, we get into stage Five, which is the commitment to change. Now, this is very important. I'm not talking about the commitment to buy your product or buy your service. I'm talking the commitment just to change who they are, to change their business. This is before you even pitch. They have to be emotionally bought in to changing, bought into the fact that they're going to have to do something different to get a different result. And once we do that, then we hand over the solution, AKA the pitch. This is where you actually do the pitch you offer, but it only works because of the work you did beforehand. People always want the sexiest pitch, but if you don't do the hard work before the pitch doesn't matter. And then we're going to end off with everyone's favorite is objection. Handling, but not the way you think. I don't show you how to handle objections. I'm going to show you how we eliminate them before they ever show up. And we do this properly, then what you have to understand is you don't get objections. So today what I want to do is, is we're going to kick it off with just simply step one. This is all about the frame control and discovery. This is where sales really begins. It's how you lead without being pushy. It's how you get someone to trust you before you ever make an offer. So if you're ready, let's get in, let's dive in right away. So every call needs a leader. Either you're leading the energy in the direction or the prospect is. And if the prospect is, you've already in trouble, you've lost already. So the first thing I do in every call, before anything else, is I'm the one that sets the frame. Not in a pushy way, not by flexing, but by grounding into who I am and what we're really doing here. So it might sound like something like this. Hey, John, this is Cave on here. I saw you booked a call, is that correct? Yeah. Awesome. Okay, great. Now, John, just before we get into it, I want to let you know what's going to happen. I'm going to ask you a few questions to see if this is even the right fit for us. And if we deem it is, what I'll do is I'll show you what we got going on the inside, and then from there we can make. We can see if we want to make that decision. How does that sound? Very simple, very easy. Well, what did I do? I set the frame. What did I do there? The one sentence shifts the entire power Dynamic. You've set the rules, you're leading the frame and you're disarming them. They're no longer thinking, oh, I'm about to be pitched. They're thinking, okay, this is going to be different. That's the goal. Because when they feel safe, they open up. And when they open up, you can actually start selling. So remember this, whoever controls the frame controls the call. But control isn't about dominance, it's about direction. So now that we've set the frame, it's all about going into the heart of sales. This is the deep, deep discovery. This is where most sales reps stay at the surface level. They ask few basic questions like, well, what is it you're looking for? Well, what's not working? Well, what do you hope to change? And then they jump right into the pitch. But here's what you need to know. The deeper you go, the bigger the pain. The bigger the pain, the bigger the transformation. And the bigger the transformation, the easier the sale becomes. You want them to feel their problem. You want them to make them feel it on the inside. And the way you do that is through what I call is understanding the three levels of pain. So let me walk you through this. These are three level pains that every prospect goes through, every human goes through. Every day you wake up, you go through this. Level one is what we call surface level pain. This is what everyone works at. This is where everybody sells at. And this is why the greats are the greats and the average are. The average is understanding surface level pain is when they say things like I need more leads or ads aren't. The ads aren't converting. This is logical. It's obviously obvious it's safe, but it doesn't close deals. Level 2, business or financial pain. This is where the stakes start to get real. This is where a, I'm losing $20,000 a month or our sales team is bleeding revenue. My sales team's not following up. I don't have the metrics. I can't see this or I don't have enough, whatever that might be. The, the whatever it is, it's costing them money. It's costing some financial pain. This starts to get the prospect's attention, but we're still not there yet. Now we get to my most favorite part, personal pain. This is where sales actually happens. This is where they start feeling like this. Well, I feel like I'm failing my team. If I don't fix this, I'm going to burn out. This business wasn't was supposed to give me the freedom instead, it's draining me. So let's back this up to make this easy for you. Think about a surface pain. Think about the business owner comes in and they say, kayvon, all my ads aren't working. Okay? Most people, like, say, okay, let me help you with your ads. Let's fix your ads. No, no, no. You're not going to be like most. You're going to be the best second layer business. All my ads aren't working, Kayvon, and as a result, I'm burning $20,000 and we're not making the revenues we need. Oh, you think we got something there? I think we do. But what happens when we get to level three? Cave on. The ads aren't working. We're burning $20,000 a month. I can't sleep at night. It's starting to affect my personal life. And to be honest, it's draining me. I never thought my business would get to this point. I don't even know who I am anymore. My wife, my kids don't even look at me the same because I don't even love myself right now. Ooh, do you hear that? That's the emotional truth. That's where people make buying decisions from. Your job in Discovery is to ask the kind of questions that lead them to say the things that they haven't even fully admitted to themselves. But you need to go there with empathy. You go there with leadership. You go there with presence. Here are a few of my go to Discovery questions. Number one, let me walk. Walk me through what's not working for you right now. What have you already tried in the past? Let me ask this. What happens if this doesn't get fixed? How long have you been feeling this way? And a key question. Key. Well, what's most important to you right now? Not what's important to you right now, because a lot of things are important to them, but what's most important to you right now. You never want to rush this part. This is the part that makes the close inevitable. Once I'm in the Discovery question and once you're in deep into the conversation, you can then bring in what I call as the Four Horsemen of Emotional Urgency. It's the Four Horsemen of Emotional Urgency. So let's go a little deeper here because this is where I want to introduce you to this concept. Number one, these are the four levers that pull people into action without ever needing to pitch. We talk about loss, talk about fear, regret, frustration. So what does loss look like when it comes to the Four Horsemen of Emotional Urgency? Loss. What are they losing by staying stuck? Are they losing time? Are they losing money? Are they losing energy? Are they losing momentum? You ask the questions like, well, if nothing changes, where are you 12 months from now? What have you already lost because of this? Then we bring in fear. Well, what are you afraid of happening? Are you afraid of, like, falling behind, going broke, maybe? Let's go deep. Are you feeling embarrassed? Maybe you're missing the boat? You can't tell them this, but you can ask them questions like, well, what's the worst case scenario here? Do you know people who didn't act fast enough in the situation? Then we go into regrets. How long have they been stuck in this pattern? Ask, if you had handled this a year ago, where would you be right now? How much time do you feel that has been wasted? Let's get into regret then. Finally, we want to get into what we call as frustration. What have they already tried that didn't work? What's been the most frustrating part of trying to fix this? Why do you think it didn't work? You see, when you activate all four of these, you don't just have a prospect. You have someone ready to change. So let's land this plane, let's figure this out, and let's make sure you fully understand what's happening here. Because today we've talked about the real beginning of sales. We didn't talk about your offer. We're not talking about your slides. We're talking about how you show up, how you set the frame, how you go deep, how you lead the buyer to their truth before you even talk about what you sell. Now, I'm going to tell you this. Your frame doesn't just start with the words that come out of your mouth. Your frame starts with your internal energy. How you show up on that call, how you feel on that call, what you feel about your products. You need to have that certainty. You need to have the clarification. You need to have that conviction. Because if you don't believe in your products, if you don't believe that you're the best person to solve their problems, you will not have the right energy to set the frame. What will happen is you will use my words and will come off as arrogant. It will come off disconnected. It will come off as if you don't really care about them and you only care about the commission. And remember, if you want to make more sales in your life and you want to help people, you always have to remember my golden rule. When you put yourself first, you'll end up on the bottom, when you put your prospect first, you will always end up on top. Then we talked about actually how to set the frame. How do you go deep, how you actually lead the buyer to their truth before you even talk again about what you're selling. This is the secret to high stakes sales, is how deep can you go. Are you willing to go to places most people won't go to? The reason why people don't go to the third level, which is that personal pain, it's because they will never go there themselves. They are too afraid to look in the mirror themselves to see their own personal pain, let alone be able to have the strength, the courage, the empathy, the honesty and the presence to go to level three with their prospect. Here we are. In the next episode, we're going to be diving in to the cost of inaction, how to take emotional awareness you we've uncovered today and turn it into something powerful, turn it into urgency. Because once they start to see the pain, which is your job when you frame the call, we want to go deep. And remember the deeper you go, the bigger the sale. Then you have to help them feel what happens if they don't change. That's what's coming next. And for now, want to say thanks for listening. If this episode lit something up in you, we want you to share it, I want you to review it and I want you to be ready because we're just getting started again. Welcome to the very first episode of Pitch Me where I'm going to break down people's pitches and show them the nuances, the little things that are holding them back, the things that they can't see themselves that's stopping them from getting the sales that they want, the sales that change their lives, the, the sales that can possibly change your lives. And before we do that, we're gonna go right into the fundamentals of exactly what happens in a perfect pitch, what happens in a perfect conversation. And again, after doing $375 million in phone sales, taking over 200,000 booked calls, I could tell you I've learned the hard way, I've learned the easy way. I brought the highest level of energy, I brought the lowest levels of energy. I, I've used every trick and tactic in the book. And Pitch Me is all about giving you my 30 years of experience all wrapped up in a 20 minute episodes. Stay tuned. Get excited. This is just the beginning. This is Pitch Me. 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 www.pitchmepodcast.com and apply today. Until next time, keep pitching, keep closing and keep connecting.