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You got all my details. Do you see how powerful that is? It is wild what it can do before anybody even books into the and that was all AI, no human involved. And it is always happy, doesn't take vacations and never will complain. Plus it can then also ask other questions like qualify me a little harder like what's my marketing spend? Or how big is my team? And, and the best part, everything on the back end is recorded, transcribed and added to the CRM so there's no note taking and it's easy to review my customer profiles. I can use that information later to have somebody else take over the sales conversation or for onboarding if they become a new customer. That's a great start to getting 10 times as many customers spending time only where it counts. Thanks for listening to the Martell method before we get back to the episode. If you're like a real AI founder and you have a product and customers who are paying you and you want to scale fast, here's the deal. I want to work with you at Martell Ventures. You don't need another investor. What you need is a partner with distribution, proven playbooks, most importantly, connections. We'll focus on adding customers instead of you wasting all your time fundraising. So if you want to work with me, just go to danmartel.com ventures. So now that you filtered out all the junk and you filled your calendar with real buyers, now we can move on to using AI in the next phase. Presenting your offer. When it comes to selling, we have to present. Some people call it a pitch, some people call it an offer. But at the end of the day, we have to explain to the potential buyer how their problems get solved with your service or solution. And the more specific personalized, the more information you have to present it, it's going to make you a weapon when it comes to getting customers to buy. Problem is, is buyers don't buy features, they buy solutions. They buy best benefits. And too often people are stuck just presenting a bunch of crap that doesn't tell them how it's going to impact their life. So what's cool is AI uses the record you've built so far. Think about it. The Manus research and the CRM. The your atlas transcript of pre qualifying, any other data it could find on the Internet and it can generate a tailored proposal for you to use on that call. And to me, it goes way beyond a simple template with a name swap. This is about a custom proposal. This strategy is so powerful that my buddy Simon, who has this software called hello Frank. It's an AI for financial services, used it, the exact prompts. I'm going to teach you to present an offer in seven minutes that generated over $100,000 in sales. Because it agitated the pain, it had a clear value proposition. It was so easy to understand. It was literally like the person goes, ouch. Yes, thank you, thank you, credit card. When you can describe your customer's pain better than they can explain it to you, you instantly become the expert and they're going to want to buy. So here's how you do it for yourself. Create a new project in ChatGPT and call it Sales Offer. Then what you want to do is you want to upload the current offer template, your product and service overview and all the information you have on that potential buyer. So you can use that to customize it. So what I do is I create a separate chat for each potential buyer and I use this system prompt to generate the offer specifically for that buyer. And essentially I say combine the prospect, CRM info, the transcripts and every other note that I have and use the template offer and output a personalized proposal addressing the pain points and priorities they express. For example, for Simon, we did this exact same strategy and then all I added is a little extra which I said present it using a VSL video sales letter that really agitating the pain. That was it. The cool part is not only does it give you the offer, it'll then give you the language in the script to use on the call with your potential buyer that really gets them connected to the pain and excited to buy from you. And as I mentioned, for each new prospect, you just start a new chat and you just upload the new information from your CRM and just ask it to do that same thing with the prompt. That way you'll have a customized personal proposal for each each new sales call you've got booked in your calendar. Now here's a pro tip. A lot of new people starting in sales, the person goes, just send me a proposal. And they're like, okay, here you go. Attachment. Are you interested? No, they're not. So the trick is never send a proposal. Always schedule the call to review the proposal. The reason that call works better is because there's a human to human conversation and you can hear in their voice if they've got concerns. You can ask them about some of the objections they brought up. And you can also get a commitment on the call, which you're not going to get over email if you just send up a proposal. That's why we want to highlight your humanity where it counts and use AI to do all the stuff that you don't need to be involved in. Essentially, ChatGPT outputs a personalized offer. You deliver it human to human. But here's the deal, even with a strong offer, prospects will still have doubts. Here's how we use AI so we can prepare to handle any objection they come up without losing the human touch. Objection handling equals human work. It requires empathy, it requires courage. To tell the truth to me, the sale doesn't even start until somebody brings up an objection. If you do it right and you bring it up yourself, then it's an obstacle that you can overcome. If you wait till they bring it up, then it's actually an objection. Sales is not about convincing people to do stuff they don't want to do. It's about giving Someone the courage to take a leap they already want to make in the first place. For me, AI in this context and role is about practice and feedback. So the other day, my buddy Jake, top sales guy, he was dealing with selling a new product, a new offer, and he was getting objections. And he was getting nervous because when they came up, he didn't have the script, he didn't have a process, so it was clunky. And I said, okay bro, why don't we just open up ChatGPT, ask it the questions and say, hey, here are the objections I'm getting. This is the offer. Can you give me questions to help the person see what why the product or the service is valuable to them? And we hit enter and it just went. It gave him five objections and five questions and talk tracks to respond to each objection. He said, Whoa, number three is really cool. Said, Check this out, give me 10 more. Enter 10 more objections, questions asked, talk tracks to guide the person to make the decision themselves. To me, Jake is the human. AI is there to give Jake new information to help the human. That is how sales is completely changed. To me, I'm always trying to help somebody understand the pain they're currently in the potential future that they want. And then I'm walking them across that bridge them hand in hand because they want to make the decision, but they're scared to do it. So here's how you can use AI every day to get better at objection handling. The first thing is let's make sure you have transcriptions of all your calls. Or if you're doing sell by chat that you somehow collect that information. You want to store either the calls or the transcript in a Google Doc. Now after you got at least five or more, plug those into ChatGPT. You can upload audio files, it'll transcribe it, or you can copy and paste from a document and ask it to give you insights that you might have missed. The third is you want to ask it how you can improve in the future based on those insights. See, it has full context of the best sales trainers, the best information ever created in the history of mankind. And it can give you insights into your sales process. Here's how you really make it specific to you. You ask it to act like a world class salesperson specializing in your industry. For example, a coach oversell by chat, a doctor that does plastic surgery doing consults, an H Vac person going door to door. When you give it the specific context, the answers and feedback it gives you to help deal with objections is next level. And lastly, you want to use it to role play. I'm a big fan of saying, hey, I want to role play with you. Act as a potential buyer. Here's your scenario. Here's me as a salesperson. Respond and interact with me so that I can get better at practicing my objective handling. And at the very end, give me a score or grade. I coach thousands of entrepreneurs on how to increase their brand in the media side and also get better at growing their business. So marketing and sales. The sales part's fascinating to me because anybody that's having a hard time with sales knowing that AI can solve their problem, it's no longer a problem if you don't think you're good at sales. That may be a fact, but it doesn't have to be true anymore because AI will do the selling for you if you just talk to it, give it the information, ask it to give you the questions, the talk tracks, save that in a Google document as you're doing the sales call. Just follow the process. The difference between an amateur salesperson and a professional salesperson is the pro always follows the process 100% of the time. The cool part is you're still letting your human touch shine having those conversations, being in the chats. But AI just helps you shine brighter. Now, once you've earned their trust and overcame their objection, it's time to close and start the relationship on the right foot. Before we get back to the episode. If you want to jumpstart your week with my top stories and tactics, be sure to subscribe to the Martel Method newsletter. It's where you'll elevate your mindset, fitness and business in less than five minutes a week. Find it@martell method.com the Next Step is closing and delivery. So closing. I don't even like that word. I like to call it enrollment. I like to have them join your thing, get inside your group, serve them. Because to me it sets the tone for long term partnership. Right? I love asking people, are you joining my team? You wanna become a partner? Like all those things are sales and then delivery is about. Once you got a payment, how do you onboard that customer as fast as possible? One of the things that I love to do is to celebrate other people. So in my agreements, when I start working with somebody, I say it in the agreement that once they achieve a win that they have to tell me. I literally make them initial it. That way when they get a win and they share it with me, I then ask them permission to share their story with somebody else. It's not for marketing, it's for them. See, I believe that if somebody's working with me and they get a win and they agree to share that win with the world, then it's going to hold them accountable to build momentum. And having AI do all the busy work, onboarding, creating accounts and even monitoring for those wins allows me to do the thing that I love to do, which is celebrate with my clients. Everything you want in life is on the back end of a conversation, the back end of a relationship, the back end of someone trusting you with something valuable. Now, once you close the deal, you need to do two things immediately. First, once they buy, I want you to make them feel pumped. Ask them this question, how do you feel like after they buy? The reason why is you want to get rid of buyer's remorse. They might feel like nervous, excited, whatever. Just celebrate that. Just let them know this was the right decision and you're excited to be working with them. The second thing is I need you to get them a win as fast as possible. What I do is I send them three videos on my YouTube that I know will set them up for success right away. You might have internal documents, you might have another process. My coach Alan has this 16 day cleanse. Get some results very fast. That starts the momentum. That's human, that's not AI. The more you can design this where you're involved to celebrate with the human and not get involved in all the backend stuff, but the better you are for your business. With all that, you're now on your way to getting 10 times as many customers. But remember, here is one thing that AI will never replace and that's your humanity. You know, AI can only analyze everything that's ever been created by humans, but it hasn't done a good job for creating new things. Right. When I think of taste, being able to decipher what's a great song, what's a great meal, what's a great piece of copy, that part is very, very human. And it requires repetition and experience and life that to really get good at this. When I think of vision, having a vision for a life that doesn't exist yet, that should, that's hard. I'm excited because AI is taking care of 90% of the doing that I used to have to do. So I can be in the driver's seat being a director, talking to people. Buyers don't want to buy from a bot, they want to buy from people. AI will shift your time so that you can double down on what matters. The future isn't man or machine, and it's man with machine. And sales is a very human process, and I know there's a lot of people out there talking about how it can automate the sales process. Trust me, the thing that's going to differentiate you from everybody else is your humanity. You showing up being you use AI to do all the other stuff. Now if you want to learn how to get ahead of 99% of the people with AI, click here and I'll see you on the other side. Thanks for listening to Martel Method. If you like this episode, could you do me a huge favor and go leave a review? This helps us get the podcast more ears and helps more people get unstuck, reclaim their freedom, and build their empire.
