Rahaf (00:44)
Good morning. I'm here with you again on Tuesday, the day that this podcast episode comes out because honestly, I really, really love filming it on Tuesday. And it's not because I'm procrastinating, I promise. It's because I really need that full week to integrate everything that I want to talk to you about, especially, especially because
Last night I had my masterclass. If you were there, it was a flipping amazing, the feminine sales method. It's a free masterclass and I host these live a few times a year and I spend the entire next day. So it would be today putting it in a deadline funnel and making it an asset. And it's funny because one of my clients also hosted her masterclass.
And she is also going to be putting in a deadline funnel with me. So we scheduled our appointment or our session to be today so that we're both putting it in a deadline funnel together because I figured what best way to do a by step than to do it right there on the zoom call. So I'm really, really excited for that call that we have together. And I'm so excited to be here with you.
It's been such a week. It's been such a week. So before I talk more with you about what's been going on, I want to kind of tell you what this episode is going to be about today. So I want to share with you a nugget from last night's masterclass and you can grab it in the show notes. Give me today to edit it. So it'll hit your inbox sometime later today, but go ahead and sign up for it because you
Literally do not want to miss this one. And if you are in your business and you are feeling this resistance with sales, you don't want to come off as salesy. You're finding this struggle in your DM conversations. You think you don't have leads, but you actually have so many leads that you don't even know because they're in your followers list. We just need to reach out to them.
So that's one of the components of the masterclass is We share with you our literal messages. We show you a real live DM convo that we had from someone who was ice cold, who came right into a discovery call. And we show you step by step. This is the juiciest, most tangible master class I've ever done for you. And this is my 13th one. I can't believe it. I can't believe it. And...
Yeah. So this one, it really is going to take you step by step into a process that we've been taught such a masculine approach to sales. So it's going to give you a more layered approach. So what I'm going to talk to you about today is how to reframe objections using NLP and NLP, you might already know this, but is neuro linguistic programming. And we can bring in this element during objection reframing.
It makes your potential client feel seen and heard. You're holding up the mirror. You're letting them have a breakthrough around something that they otherwise wouldn't have with a masculine approach because the masculine approach during objection time is an inch deep. It's very surface level. It doesn't reframe. It doesn't go like I go five, six, seven layers deep sometimes.
And it's done in a way where it's, like I said, holding the mirror. So it's not pushy. It's not salesy. So I want to share with you the basic NLP belief formula today, which is A plus B equals C. So I want to preface this by saying, it doesn't matter how far you are in your business. One of the biggest myths, biggest stories that I had when I first started my coaching business is I thought I needed to be a certain level.
before I started learning about objections. And I wish I started earlier. I wish I learned about it earlier because these are clients. These are soul clients that are coming into your world that you have the talent, you have the skills to serve, but there's just a gap in your skillset in selling. And that's a whole different skillset than talent. So we need to learn these skills and how to lead a call. This is feminine leadership.
Otherwise we're booking followups for people who don't show up or we just, don't feel that confidence. We still feel that fight or flight. We still swallow our price whenever we say at the end of the call. And we're, not doing that anymore. We're going to show up in that leadership. So I'm going to guide you through this formula. This is so juicy. I'm so excited for you to really start implementing this in your calls. So this is a chunk from the masterclass.
The full class is in the show notes and I want to give you a little teaser so you know what you're in for. So as I mentioned on the masterclass, this is the sexy part. Reframing is the sexy part. And the first thing I want you to know is objections are not real. Okay. Let, let that, let that sit for a minute. They feel real to the prospect and they might feel real to you when you are the prospect, but they're limiting beliefs.
masked in smoke screens and stories. What do I mean by that? Well, let's talk about smoke screens for a second. What is a smoke screen? "I need to think about it" is a smoke screen and it's very surface level. So somebody who doesn't have elite sales skills will take that as an objection. When really you can ask one simple question to uncover what's underneath the smoke screen.
And it could also be a double smoke screen. So let's go one layer at a time. So somebody says, "yeah, your program sounds amazing. Let me think about it." Do not book a follow-up call here and let them leave with that smoke screen without you holding the mirror to what the actual objection is. Okay. So there's a question here to ask to really uncover it. And it is.
"Sure," so we want to normalize, "totally get that," validate it. "Just so I can know what resources to send you while you're thinking about it, what is it that you're going to run through your mind?" That question right there will uncover what's underneath. "Well, I need to check my bank account," or "well, I need to see if I have time," or "well, I need to ask my partner." Okay, so those are the three main ones that will come up. Spoiler alert.
These are also not real. So we need to see what's underneath these. So for the money one, well, I need to see if I have money. Okay. Now we reframe the money and let them see that it is not about the resources. It is about the resourcefulness. And we're not going to get into like the super depth of each one of these, but let's look at the money objection for just a moment before we walk into the NLP formula.
When someone says they don't have money, they are just looking at the resources. They are just seeing money as the external thing. And I get it. The amount of times I have been in this position when I've been wanting to invest, but there's resourcefulness and there's resources. And the client that you want, you want to get them in a place of resourcefulness. Because when you can shift their mindset to look beyond the resources,
then you have a resourceful client in your container. The one who shows up, the one who does not take no for an answer, the one who does not say, I don't have money. They say, how can I find money? So we want to get them to a place of resourcefulness. And when we are doing the reframing, when we are doing the formula for this particular objection, this is where a personal story can come in. Think about in your life where you've looked beyond resources.
And you got resourceful and you still made it happen. Like for example, for me, I share a personal story of when I had literally $50 in my account and I invested in a $10,000 program. And within two weeks, I tripled my ROI and had a $25 K two weeks in two weeks. So that is my evidence that I will share with myself and share with anyone to show them that it is not about the resources you have.
I scrounged together credit that I had, PayPal credit, And then I used the skills that I learned in the program to make more money. Because why doesn't your person have money in the first place? Well, because they are lacking the skills to make more money. So when you teach someone the skills to make more money, they make more money.
It's not that complicated, but the complicated part is the stories around money that are rooted in survival and trauma. And this is why this type of conversation cannot be had with a masculine lens. It can't because it needs that feminine flow. needs that intuition. It really needs that connection aspect. And feminine sales doesn't mean soft. It means layered because it is wildly profitable.
to let someone trust you during this point of the conversation. So I want you to know the difference between objections and smoke screens so that you can keep going layer deeper, layer deeper. So coming back to this example of walking through the belief formula. So the basic NLP belief formula is A plus B equals C. A equals the event. "I invested before." That's A.
B is the interpretation "It didn't work." C is the meaning that they made out of it. "So I shouldn't trust another coach." That is the belief that they have. "I invested before. It didn't work. So I shouldn't trust another coach." That's the story that we're going to reframe here in this example.
So you're not handling this objection. This is why I don't use this phrase, handling, because you're reframing. You really are reframing that this story has another side. Similar to the resources and resourcefulness story, there's another side. So I want you to clasp your hands together. If you can see me on Spotify or YouTube, I'm showing you what I mean. Just clasp your hands together.
and then notice which thumb is on top. Okay? Now I want you to put the other thumb on top. How does that feel? It feels weird, right? So if that little change with your thumb feels weird, how do you think it would feel rewiring your whole belief system?
So it's going to feel uncomfortable and weird for your prospect to see it another way. But there is a way to do it. And in the masterclass, when you watch it, I did a mock with Mike so that you can see it in real time. So let's walk through this, right? Prospect says, "I invested before, it didn't work, so I shouldn't trust another coach." You say, "can I offer a different angle on that?"
They say, "sure," because we want to ask for permission. We need to invite them into us reframing their story. We need to ask for permission. Can I offer a different angle? Can I make an observation? Can I share a different perspective? Anything in that flavor needs to set the tone for the conversation. You get their permission. Then you say,
"What if that belief wasn't what you thought it was?" To which they say, "what do you mean?" This is what we call a pattern interrupt. So we shift the conversation to get them into a different frame of thinking. And then you say, "have you ever heard the saying, when you change the way you look at things, the things you look at change?" And this isn't copy and paste by the way, I'm just giving you one variation of the formula.
Just giving you an example here, don't like use this every call and be a robot. Like the whole point of this is to use different things that you can swap for all these different phases of the NLP.
"Have you heard the saying, when you change the way you look at things, that things do look at change?" "Yeah" or "no" whatever they say there. Now, we set the new frame with the analogy. "Well, I mean, it's kind of like saying, my first boyfriend sucked, so I should never try to find another boyfriend again. Or, my first trainer didn't give me what I needed, so I should stop working out. You'd never say that to one of your clients, would you?"
"No, I'd never say that to one of my clients." "Why not though?" "Well, because that makes no sense. Why are you going to give up when you have a bad experience and you shouldn't keep looking for more?" So see how we got their buy-in. We could have stopped there with a reframe, but we got their buy-in by saying, why not though? You got them to double down on why they agree with your reframe because your reframe is putting the red pill lens on.
Not the blue pill. Objections are blue pill. You're putting on red pill goggles for them to see the world with this new belief system where anything is possible and they believe in themselves. That's essentially what you're doing through these layers. Then we need to present the other side of the coin after you got that buy-in.
"Yeah, I mean, what happens if you keep believing the story? Where does that way of thinking actually take you six to 12 months from now?" "Well, I mean, I keep repeating the same pattern. I'd be stuck. I'd be stuck in thinking that I can't move on from my first bad experience." "Yeah. And is that way of thinking worth keeping?" "No, definitely not." Then we get their commitment. "So are you willing to let that go so you can actually get the thing that you told me you need?"
"Yeah." And sometimes I'll say here, "cause you don't have to," you know, be very detached here. You don't have to let go of this way of thinking. And then "what are we going to do?" "Let's do it." That's the formula. So we're normalizing. We're validating their experience. We're isolating the objection because it might be, I need to think about it. Well, what's underneath it. In this case, it was, I've been burned in the past or I failed in the past, whatever it is in this example.
And then we reframe with an analogy. And the reason we use an analogy or a personal story, like I said before, we want to paint a picture of something where they can visualize the new story. Why do we love movies so much? Because we can see ourselves in the character. So using an analogy is a very powerful way to reframe because you're getting them into visualization mode.
You're taking them somewhere else. So after we reframe, we get the buy-in.
And the buy-in is essentially getting them to double down on the new reframe, the new belief.
And then we present the other side of the coin because I'm a firm believer of presenting the other side of the coin, which is the consequence. And then after the consequence, we invite them into the new belief and we get commitment.
This is the structure. This is the NLP formula. You can use this with any objection. And in the masterclass, actually, I give you my reframe guide. You may or may not have it. And there's 10 more in there. 10 more NLP belief reframes for 10 different types of objections.
So when you sign up for the masterclass, you'll see how you can also get that workbook. But that's it. Take this with you on your next call of just being able to break it down into those phases. And remember that you're not handling the objection. You're reframing a blue pill perspective, which is valid. What is blue pill? If you've heard me talk about blue pill, talked about it in last week's episode, actually. Blue pill is system thinking. is.
a way of thinking, a belief system that has a ceiling, it has a cap. And we grew up in that. It's the nine to five structure where we
Someone else pays our paycheck. Someone else holds our safety net. But the red pill is betting on ourself, believing in ourself no matter what, when you don't even know the how. This is the entrepreneur lens. So you're getting them to think like an entrepreneur. You're getting them to think beyond the ceiling, beyond the cap of what their life is, and believing that anything is possible for them. Because that's the way of thinking that you need to be an entrepreneur, to be a business owner that keeps breaking through ceilings.
So this is why feminine sales is feminine leadership. Being able to take someone through these layers is really building a high intent empowered prospect that gets to be your client. And this is also why my clients are massively successful because I qualify and I go layers deep on this call. I don't take surface level answers because I want the person coming into my container to get results. And this is why they get results.
because I truly, truly believe in qualifying and going layers deep instead of just taking everyone and taking surface level answers. That just doesn't make sense for me. So that's what I wanted to talk to you about today. And please, please, please grab the masterclass. It is completely free. I promise you, it is gonna change the way that you sell forever. You're gonna make so much money, so much impact, so...
Many clients are going to start coming into your world when you start radiating what I teach you in this masterclass because it's aligning with your business. You know, a big reason why the masculine sales structure doesn't work for you and it's being taught everywhere. And that's fine. It works for some businesses, but it doesn't work for you. Reason being you're a wellness coach, you're a holistic coach, a healer, a practitioner, an educator that teaches a feminine approach in your container.
Nervous system regulation, slowing down to receive, you value intuition. All of that needs a feminine lens. So it starts by you embodying it. And that's why it feels weird when you're on your calls, your discovery calls, and you're going through objection reframing. The masculine way, objection handling, it doesn't vibe with you. So no wonder it feels salesy and pushy, because it is.
So there's another way. And I really want you to expand your horizon and start feeling good on your calls because you deserve that. You deserve that so hard. And I will also say, this is the last week that you can join the beta launch of my brand new group program, Revenue Room. Revenue Room is where we dive into all of these concepts with
five weekly group calls that give you an all-encompassing approach where you can learn about DM setting, how to take someone through being ice cold to being your client from the DMs, being able to outreach who you already have because you have so many leads and you don't even know it. We have that call a week. We have a sales and energetics call where you can literally come in and ask questions about, I want to raise my prices or how do I navigate NLP with this type of objection?
You name it. We have two guided mock calls a week so that you can practice, practice what it's like to go through an objection, practice what it's like to run through the top of the call. So it's no longer theory. There is a data and tracking call so that you bring in your spreadsheets that we give you. So nothing is left to chance anymore. You have a predictable business now.
And we look at the data with you and we look at where are the bottlenecks so that you know what to shift. know what variables to change. You know what levers to pull. So that's what we spend that call doing. And those are the five calls, DM setting, sales and energetics, data, and two guided mock. You also have an A to Z course that I am building for you. And remember you're on the ground floor for beta. So not only are you getting 25 % off, but you're also getting one on one support with me every week.
No one else will ever get this. And it's honestly insane how much of a no-brainer offer I made this for you. So if you're feeling called to this work, to this level of leadership, to this level of impact, and you are craving learning these advanced skills of sales in a way that
It doesn't feel pushy. It doesn't feel salesy and you want to make a massive impact and align with your mission even deeper. That's what we're doing in here. So I'll drop the link to be a part of my beta launch where you can fill out the application, get on a discovery call with me. We can see if it's aligned. You can ask all your questions. That's what this call is for. And I'm just, I'm so excited to see where you take your sales journey,
Whether it's with me or not with me, want you to learn it through the masterclass first and foremost. And then if you feel called to go deeper with me, the invitation is there. But even if you just watch the masterclass, you will walk away with so much knowledge, I promise you. Anyways, I think this was such a beautiful episode. Thank you for being here. Thank you for being on this journey with me. So much gratitude when I think about.
this podcast and being with you here every Tuesday. Send me a DM if you have ideas for podcast episodes that you want me to talk about. Send me a DM if you have any questions about anything we just talked about. I'm here, I'm already in your corner. I love you so much and I will see you next week. Bye babe.
