This ChatGPT hack will make you so much more money

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Grow your health business online → https://go.healthpreneurtraining.com/hba?el=yt-may24

99% of people have no idea you can use AI to practice sales calls and objection handling on demand. 

If you are losing clients to "I need to think about it" or "let me talk to my spouse," there is a specific reason that keeps happening and a repeatable way to fix it fast.

This episode shows you how to use ChatGPT as a live AI sales coach to practice objection handling, enrollment conversations, and patient upsells whenever you want, with no practice partner needed. 

I also walk through two live role play demos, one for a high-ticket coaching offer and one for a dental practice upsell scenario, so you can see exactly how to set this up for your specific business. 

And if you stay until the end, I share the exact acknowledge-isolate-tie-down framework for handling the single most common sales stall of all time.

🕰️CHAPTERS:

0:00 Why Most Practitioners Keep Losing Sales to the Same Objections 
1:30 Why Selling Is a Skill Game, Not a Numbers Game 
2:30 How to Use ChatGPT as an AI Sales Coach for Role Play Practice 
4:00 Live Demo: Objection Handling for a High-Ticket Coaching Offer 
8:00 Live Demo: Patient Upsell Role Play for a Dental Practice 
12:30 The Framework for Handling "I Need to Think About It" 
14:00 Acknowledge, Isolate, and the Double Tie-Down Explained 
16:00 The Three Real Reasons People Do Not Buy 
17:30 How to Get to the Truth When Prospects Will Not Tell You 
19:00 Why Uncertainty Is the Only Objection That Actually Matters


🔔 Subscribe for weekly strategies on growing your health coaching or practice-based business: https://youtube.com/@Healthpreneur

🔗RESOURCES AND LINKS 
Website: https://healthpreneurgroup.com 
Podcast: The Healthpreneur Show with Yuri Elkaim Healthpreneur 
Website: https://healthpreneurgroup.com

❓COMMONLY ASKED QUESTIONS

How can coaches and practitioners use AI to improve their sales calls? 

You can use ChatGPT in voice mode as a live role play partner by giving it a detailed avatar description and instructing it to throw specific objections at you during a simulated enrollment call. This lets you practice objection handling, test your responses, and build conversational skill on demand without needing a real prospect or a practice partner.

How do you handle the "I need to think about it" objection in a sales call? 

Start by acknowledging without pushing back, then isolate the objection by asking whether, aside from needing time, they believe this is exactly the right solution for their situation. If they hesitate, surface the uncertainty directly. If they say yes, use a double tie-down to confirm they are moving forward, which forces the real objection to the surface so you can actually address it.

What are the three real reasons people do not buy on a sales call? 

The three core reasons are that they do not actually want to improve their situation, they do not believe the solution will work for them specifically, or they do not have the money. Everything else, including needing to think about it, talking to a spouse, or bad timing, is typically a polite way of avoiding the truth, and the goal of every enrollment conversation is to surface which of these three is actually in the way.

ABOUT 

I am Yuri Elkaim, founder of HealthPreneur. For over 20 years I have helped health coaches, practitioners, and wellness experts build seven and eight figure businesses online. 

This Podcast shares the exact strategies, funnels, and frameworks we use with our clients every day. 

New episodes drop weekly.

#SalesTraining #ObjectionHandling #AIForBusiness #HealthCoaching #EnrollmentCalls

Transcript

SPEAKER_01 0:00

99% of people have no idea they can do this with AI. What I'm about to share with you in this video is gonna make you so much more money than if you didn't watch this. Hey, welcome to the Healthpreneur Show. I'm Yuri Alfame, CEO and founder of Healthpreneur. You are listening to this because you are a health professional or coach who is committed and driven to growing a successful virtual practice or coaching business online. In these episodes, I'm gonna give you the best of the best when it comes to marketing, sales, mindset, business growth in general to help you achieve those goals. So without any further ado, let's dive right in. This is gonna have two specific use cases, which I'm gonna get into as we go through this video. But right now, I'm gonna venture to say that if you're in any type of business that is coaching, or if you have a practice like a health practice where people are coming in and you're having to sell a service or some type of solution, not 100% of people say yes to working with you. What I'm about to share with you here is gonna start to close that gap. So more people say yes, you're better able to handle objections and uncertainty. And whether it's you or someone on your team who's having these conversations, your enrollment rates will go up, which means you make money and help more people. So here's what we're gonna do is I'm actually gonna walk you through a live demo on my phone and I'm gonna use chat GPT, the old chatty G, as I say. Before I get into this, I'm gonna share why this is important. You might be doing enrollment calls, discovery calls, or initial consults at your practice. And there are situations you're gonna run into that you're not sure how to handle, which is fine the first time. But once you've identified that someone says it's too expensive, I need to think about it, talk to my spouse, I'm not sure this is the right solution for me. If you don't have a way to practice how to have that conversation, you are gonna continually lose business every single time that situation presents itself. Now listen, I've been coaching health practitioners for the past 20 years. And the largest percentage of my time in my coaching program with my clients is helping them have these conversations. Because the thing I want you to remember here is that selling is not a numbers game, it's a skill game. The challenge though is how do you practice selling if you don't have people to practice with? Well, enter good old Chatty G. So let's look at how we're gonna do this. I'm gonna give you two use cases. This first one is I'm gonna pretend that I'm selling a coaching service, uh, telehealth or like, you know, virtual coaching, if you will. I'm gonna pretend that I'm actually selling my service. So this is our YouTube40 engine. I'm gonna use this as the example here. I'm gonna position this as we've already got into the price, and now we're gonna deal with the objections for context. I'm gonna show you the second use case after we do this example. So let's start here. So if you have a coaching offer, this is gonna be very, very nice for you. So, what I'm gonna do is I'm gonna open up ChatGPT. And what you're gonna do is you're gonna go to the voice memo version. Hey, what's going on?

SPEAKER_00 2:48

All good. I'm ready. What are we tackling?

SPEAKER_01 2:50

Okay, so step one is I'm gonna give them the avatar to focus on. So here's what I want you to do. We're gonna role play the objections only of an enrollment call for our YouTube Authority engine. Now, you are gonna play the avatar, and you're essentially gonna be a doctor who runs a multiple million dollar clinic. You're considering building out your presence on YouTube, and I've given you the whole rundown of how this service works. I've presented the price, and now we're gonna take it from there. I want you to give me a tough time. I don't want you to lay down. I want you to throw some objections at me and let's role play this. So again, you'll be the avatar. I will be the uh the coach or the the service provider here that is trying to get you into this service. Does that make sense?

SPEAKER_00 3:34

I've got it. I'll be the skeptical doctor, you handle the pitch. Let's start right at the price. Hit me with your clothes and I'll push back.

SPEAKER_01 3:40

Okay, so we've talked about the investment. Which of those two options would work best for you today?

SPEAKER_00 3:45

Honestly, I'm not convinced yet. Why wouldn't I just hire someone in-house or let my existing team tackle YouTube rather than paying you?

SPEAKER_01 3:51

Yeah, no, that's a great question. And earlier you mentioned you had an in-house team, but they were really focused on the short form content on Instagram and not too well versed with long form on YouTube, as you had mentioned. Is that is that correct?

SPEAKER_00 4:05

Fair enough, but my team can learn. Why is your approach going to outperform them? I need to know there's actual leverage here.

SPEAKER_01 4:12

Yeah, 100%. Let me ask you this. Does your team on the short form side, do they bring 20 years of experience understanding YouTube?

SPEAKER_00 4:20

They don't have that level of experience, but they know our brand and audience. So how do I trust that you can deliver better results than someone inside who already gets our voice?

SPEAKER_01 4:28

Yeah, 100%. And we actually have a whole process when we first start working with you called the expertise download that's going to capture that voice. But the reason I ask you this question is because if they don't have a proven track record on YouTube, then what would make more sense to you? Working with a team that's actually proven results on the platform, like I've built two of my own channels to very high levels. We've helped tons of practitioners in your shoes do the same. Or do you want to spend the next couple of years trying to figure this out on your own time and your own dollar?

SPEAKER_00 4:56

You've made your point. Proven results matter. If we can ensure the content stays on brand and you deliver that growth predictably, then I'm ready to move forward.

SPEAKER_01 5:04

Yeah, 100%. And that's obviously why this is a partnership. There's going to be a back and forth, and we want to make sure you're happy with everything that we produce because it's going to be yours and you own it forever. And our only objective is to help you look as awesome as you really are with your expertise. Shall we move forward?

SPEAKER_00 5:19

All right. That was good. You steered it back on value. I'm clear on the leverage. Let's move on.

SPEAKER_01 5:24

Okay. So what I just did there is again a sample objection conversation after the pitch. So was it perfect? Maybe, maybe not. But what was nice about this is that now I'm having a live conversation and I'm having to think on my feet about how to roll with the punches. Now, if I'm doing this, I might have my actual script in front of me on my computer. Or as I get more well-versed, then I'm just really just ad-living it and understanding where I need to take the conversation. Um, you'll notice what I started with was I actually gave the avatar to Chatty G. And I said, you are this person, and I want you to hit me with whatever you can so that I have to practice having that conversation. Now, if I wanted to be more clear and more specific, what I also could have done is said, I want you to tell me you just need to think about it. And I want you to keep coming back to that over and over again. I want you to keep giving me that stall. If I notice that in my calls, I'm losing to, you know, I need to talk to my spouse. Well, okay, let's let's rehearse that a million times until we know how to handle it. So the two things here are one, it really helps if you know how to handle those situations, which I'll actually give you as a bonus in just a couple moments. I'm gonna help you deal with the most annoying stall of all time, which is I need to think about it. So keep watching, we'll get there in a moment. So once we know what to say, we just have to practice and train. And so this training gives you the ability to do this whenever you want. Is it perfect? No. But is it good enough? Man, it's so good to get in the reps. So the second use case is I'm gonna pretend that we're in a dental practice. And I was talking with a new client a couple of weeks ago who had said, like, listen, our practice is doing about three million a year, but I'm really busy. I'm the one in the chair, I'm the one like selling the new consults into the longer term packages. And it's really frustrating because I have some really amazing associates in the practice, but they're just not great at selling. And I use selling loosely because as a dentist, you're not hard selling anyone, but you still have to know how to have the conversation for the patient in the chair to want to take the next step with you. Okay. So I'm not a dentist, nor am I a specialist in dental procedures. But what I'm going to envision here is me a couple months ago at my dentist's office, and I was the one in the chair. And the dental assistant was trying to pitch me on why I shouldn't do a bunch of other services. So that's the situation that I'm gonna set up. But I'm gonna be the dental assistant, but I'm gonna pretend I was the avatar in the chair in terms of what I'm gonna give to Chat GPT. So let me start off by getting the avatar. So who I want Chat EG to be, and then I'm gonna give a context for who I am, and then we'll roleplay. All right, ready to rock and roll with another role play?

unknown 8:04

I'm ready.

SPEAKER_00 8:05

Just lay out the scenario and let's go straight into it.

SPEAKER_01 8:08

Amazing. So this time we're in a dental practice, and you are the patient in the chair who's just had your first cleaning in the office. I am the dentist who is servicing you, and I am going to try to quote unquote sell you on some x-rays and some higher level packages to kind of clean some cavities and do some other stuff. I want you to be the patient in the chair who has given me a little bit of a runaround. Yeah, like I'll think about it, I'll get back to you. I'm not quite sure if this is, you know, the direction I want to take. And so that is going to be the scenario that we're gonna play out. So um, I'm gonna start off with the price and the pitch, and we're gonna get right into the next steps and the objection from there. So to clarify, you are the avatar, the patient in the chair. I'm the dentist trying to upsell you on more services. Clear?

SPEAKER_00 8:56

Crystal clear. I'll be that patient and I'll push back a bit. Let's jump right in.

SPEAKER_01 9:00

Perfect. So now that we've done this cleaning, we've had a look at your teeth. Um, and and based on what I'm looking at, there's a few things that I'd recommend. So I'd recommend we get some x-rays done. Uh, we maybe look at, you know, doing some stuff with some of the the plaque and the cavities in the back. Um so you know, just to give you a rough range, we're looking in the neighborhood of maybe $2,500. Should we move ahead and and and make that appointment?

SPEAKER_00 9:20

I'm not ready to decide on that today. I think I need to sit on it, maybe discuss it with my spouse, and then I can get back to you later.

SPEAKER_01 9:27

Yeah, that that's that's totally fair. So, other than needing to talk about this with your spouse, do you believe that what I just suggested is the right next step to help you have a cleaner, healthier mouth?

SPEAKER_00 9:39

It's probably the right direction, but I still want to think about the timing.

SPEAKER_01 9:42

Let me probably totally. Sorry to cut you off. So, timing aside and talking about this with your spouse, if your spouse is supportive of you doing this and obviously having a cleaner mouth, are we a hundred percent in and moving forward?

SPEAKER_00 9:54

We're getting closer. I think I'm about 80% there. Once I have the full 100% confidence, I'll call you to book.

SPEAKER_01 10:01

That sounds great. I love that 80%. So just so that I'm on the same page with you, what would make it so we're at 80%? What's keeping it from being 100%?

SPEAKER_00 10:09

It's really just the timing. I want to figure out when it fits into my schedule. Once I've got that aligned, I'll be fully on board.

SPEAKER_01 10:16

Awesome. So you listen, I understand you're totally you're you know, you're super busy. The good part about this whole thing is it takes about an hour. So is it is it does it sound unrealistic or unreasonable to find an hour over the next week or two for us to schedule something in?

SPEAKER_00 10:28

I think it's reasonable. Let me check my calendar after this and I'll call the office to lock it in if I can line it up.

SPEAKER_01 10:34

Perfect. So what I'll do is I'm actually gonna direct you. We can we'll take care of today's appointments. Uh at the front desk, what I'll have Sally at the front do is she'll coordinate your calendar with ours, and then we can get you on the books uh when's convenient for you over the next week or two. Does that sound appropriate?

SPEAKER_00 10:51

That works. I'll speak with her on the way out. Thanks.

SPEAKER_01 10:54

Okay, so I don't know if that's actually how it would play out in a dental office, but the goal here is if you're a dentist and you're watching this and you're thinking to yourself, man, my dental assistant or my associate should start doing this. This is the easiest way for them to practice. Quick little break in the show for you. Are you in our Healthpreneur Hub Facebook group? If not, I want to hook you up. I share some amazing resources in there, including free reports, videos, trainings, obviously, more connection to me. And we have thousands of other health professionals and coaches who are in that group actively seeking to grow their business online. If you'd like to join us, let me hook you up with a link. It's healthpreneurgroup.com forward slash hub. That's forward slash H U B. Once again, that's healthpreneur group.com forward slash hub. Go there now, join the group. And when you're in there, just drop me a little note to welcome yourself, let us know what you're up to, and I look forward to seeing you inside, connecting with you a little bit more personally. And once again, that's healthpreneur group.com forward slash hub. Now let's get back to the show. So I love this because remember, the goal with conversations is it's a skill, very much like playing sports is a skill. I played pro soccer back in the day, and to get better at any aspect of that game, it was just a matter of knowing what to do and then doing it over and over and over again, and then again, some feedback to make it even better. So, what this AI tool allows us to do is to have live back and forth in this voice memo type of setup so that we can actually have the repetitions. Hopefully, this makes sense. And I like doing it on my phone because I can have my AirPods on, I can be, you know, walking around and having a conversation. I don't have to be at my computer if I don't want to be. So that's kind of the second phase to this. Now, the first thing that I alluded to a couple minutes ago, which I wanted to give you, was okay, it's one thing to practice what to say, but step one is we have to know what to say, right? So you can see in these two examples that the conversations were a little bit different, right? In terms of the actual words that were coming out of my mouth. But what I hope you pick up on is there's a theme or a framework for how we approach this. And I want to give that to you right now. So when we're talking about this prospect or selling anything, there's always going to be a level of uncertainty. And people will tell you that, you know, they want to think about it, run it by their spouse. And those are typically not the middle reasons. There's three main reasons why people will not work with you. One is they actually don't really want to improve their situation, right? Like in this latter case, I maybe didn't really care about getting my teeth cleaned, like it wasn't that big of a deal. Two is maybe I don't think that it's possible for me to get that type of results, which in that case is maybe not as applicable. Or third, I don't actually think that this solution is the right one for me. And those are the three core objections in pretty much all conversations. If someone's not verbally telling you that, it's important you get to the truth. The I need to talk about it with my spouse, think about it, you know, timing, like those are all just like polite ways of getting out of the conversation. So I want to give you a very simple framework to get to the truth. So you may want to write this down because no matter what conversations you're having, this is where it would start. So let's say that we get to the end of the conversation, no matter what you're selling a coaching service or a concierge medical thing or dental services, person says, I need to think about it. The first thing we're gonna do is always acknowledge. Okay, we don't necessarily have to agree with them, but we're not gonna say, like, what do you have to think about? You crazy? Like, I could say that. We're always going to acknowledge and we're always on their side. The visual metaphor I want you to think about here is that you're sitting beside the prospect, arm around their shoulder, and you're on the same team. You're not like me against you, it's us together. Okay. So, hey, I totally get you. I totally understand you want some time to think about it. So I acknowledge that. I'm like, that's totally cool. Okay, so acknowledge. Then we want to isolate. Other than needing some time to think about it, do you believe that this service or this thing, whatever we're selling, is exactly what you're looking for to achieve whatever the outcome is? Can't. So that's known as an isolation or a tie down. And the prospect's gonna say, Oh, yeah, I think so. If they don't give you a hundred percent certain answer, then you want to double click on that. Hey, I'm sensing a little bit of hesitation there. What's coming up for you? And hopefully they'll be like, Well, like I, you know, it's just like it's the money, or they're gonna give you something and then we're gonna double click on that real objection. But if they say, Well, you know, I just need some time to think about it. I don't make decisions on the spot. Hey, I totally get where you're coming from. It's an important decision. It's important, definitely, you know, I I get that. So taking some time aside, right? You know, you wake up tomorrow morning and you are you've thought about it, you're more clear. Are we a hundred percent moving forward in processing payment or getting started tomorrow? Now, two things I've done there. I'm assuming we're talking tomorrow. And I'm assuming we're in and we're moving forward. And the reason I'm being very direct about this is because I'm not asking for the person to say yes, or I'm not looking for them to say yes. I'm actually looking for them to tell me the real reason. So by saying, So when you wake up tomorrow, assuming you know you're still feeling good about this, we're moving 100% moving forward and getting you started. And they're gonna say, well, I mean, like, you know, I gotta like look at my funds and move some money around. Okay, cool. Now we're getting a little bit closer. Okay, cool. Thanks for letting me know. So just so I'm on the same page with you, is it the money? Is it the investment here, or is it just something else kind of sticking out, you know, in the way for you? What I'm trying to get at is I'm trying to get to the core of what's really going on that they're not really telling me. But let's say they don't give you the truth. They're like, no, no, like I just need, you know, I'm not, I don't make decisions on the spot, I'm not like that type of person. Um, I'm like, okay, fair enough. Like, did something in the past happen that made that a new policy of yours? I'm just, I'm just curious. Because they'll usually tell you something like something in the past, like, yeah, I've made some bad decisions in the past, and you know, like now I want some time to think about it. Hey, that's totally fair. Usually when people say they have a rule or a policy where they don't make a decision on the spot, it's usually a bit of a smoke string. But we're not gonna like call bullshit. We're just saying, hey, listen, I understand that. Was there anything in the past that you know led to that type of process for you? Yeah, like that, that, that, that, that, that, that, that. Okay, so we have context. Maybe we can kind of dig into that a little bit and see how this is a little bit different. But if we don't, that's totally fine. Next layer. So the first thing we've done is what's called a double tie down. So we said, acknowledge, isolate, right? So, hey, I totally get where you're coming from. You want some time to think about it. Other than that, is this exactly what you're looking for? Yes. Or uncertainty, deal with that. Second tie down is got it. So, this thing aside, we're 100% moving forward tomorrow and processing payments, we're getting you started. Well, and they're still giving you the runarounds. Okay, cool. So then we just kind of cut to the chase. This for me, this is how I'd handle it. Hey, can I can I be frank with you? Like, yeah, totally. So listen, I've been in this a long time. And typically, when someone says they want to think about it, it usually means one of three things. One is they actually don't want to do this. Like they actually don't want to get better, they don't want to improve their situation, whatever, whatever the context of your service is, right? That's the first thing. Second is they want to you, but they actually don't think that our solution is gonna work for them. Or three, they just don't have the money for this. So which one is it for you? And that's a great question because now it gets to the core. Instead of dancing around forever, we're saying one, two, or three, which one is it for you? And they'll they'll typically tell you something and then we're honest at this point. Well, yeah, I mean, like if there was some kind of like guarantee that this is gonna work out, perfect. Okay, awesome. Let's talk about that. What were you hoping for in terms of a guarantee or certainty? And then you just, you know, go down that rabbit hole. So I'm gonna just kind of like leave it there as a starting point because this initial framework is very, very important because most sales are lost in maybe uncertainty land, but not the truth. The goal in any conversation is to get to the truth. If someone says, Well, listen, like I just need to know that this is gonna work for me, because that that dot that like if they tell you the truth, be like, hey, can I just like I want to thank you? I want to acknowledge you for just being super honest with me because that's the only thing I ever ask for. But if you're in a conversation where they're like, no, like I just don't make decisions on the spot, they're not telling you the truth. So this initial framework is about hopefully identifying like what, like trying to like bring the shit to the surface so that we can deal with it. Because then if they tell you it's the money thing or a certainty thing or anything else, then we can handle that. But what we always have to solve for in any conversation is the number one thing that holds every sale back, which is what I alluded to, which is uncertainty. If someone is not sold on your process, it doesn't matter what your price is. If you don't deal with uncertainty, then none of these other objections are even gonna matter. And that's why we use those two initial questions, which is other than this, are like you 100% believe that this is what you need to X, Y, or Z. And if they don't say yes, then there's uncertainty there, which means that we have to bring that to the surface. Don't just bypass it. If they say, well, kind of, and then you're like, okay, cool. So, like, what else is going on? No, no, like they're telling you something's missing, something's not quite right. I'm sensing a little bit of hesitation. Like, what's what's coming up for you? I'm here for you. Let's just talk about talk it out. You want to help them feel safe. You don't want this to feel pushy. You want that again, like, I'm with you, man. Let's talk about this, right? You booked this call and you took this time out of your day. We've been talking for an hour. At some level, this is making sense, but you know, there's maybe a bit of hesitation or some nerves. I'm here to help you with that. You want them to feel safe with you before they work with you. And so this initial framework can be very, very helpful. So you stop wasting time spinning in circles or being diluted into the idea that, oh, this is such a great conversation and we have a follow-up and then they ghost you. Because if you're getting ghosted, they're essentially not telling you something on the call that they know in the back of their head, they're like, I'm never talking to this person again, but they just don't have the cojones to be honest with you. So this is how I love to use AI from a conversational skill development perspective. Once we know what to say or how to handle the situation, then we have to practice and repeat it over and over and over again. And the more you practice this, the more this becomes a second language. If this has been valuable for you, amazing, remember to hit that subscribe button below. And I've got tons of other videos on this channel to help you grow your coaching business, grow your practice, and ultimately help more people. So for now, thanks for hanging out, and I'll see you in the next video. Hey, thanks for hanging out with me in today's episode. Hope you enjoyed it. If you have, here's what I'd love for you to do next is if you're not already subscribed to the Health Prinner Show, go ahead and hit that button wherever you're listening to this to make sure you do not miss a single episode coming your way. And while you're at it, why not leave a rating or review? It would mean a lot to me. And here's why. Because I lay in bed awake at night wondering, are you enjoying this show? Do you get a lot of value out of this? And I never really know until I hear from you. All kidding aside, I would really appreciate a rating review because, as you know, the more people know about this show, the more people we can help. And your ratings and reviews make a huge difference. So thanks for hanging out with me once again. And I look forward to seeing you in the next episode.