Biography:

Mario Paguio is one of Australia’s Leading Sales Trainers specialising in helping businesses owners boost their sales by improving their sales funnel, structure and direct conversions by teaching them the latest proven strategies for crazy results. Mario has worked in multiple businesses helping them generate $500,000+ in a matter of months and in his own business, along with the help of his trained sales team was able to do upwards of those figures.

Topics of Conversation:

• Sales Process
• Achieving Financial Goals
• Marketing
• Reaching Out to Clients
• Building Trust and Rapport
• AIDA Model

Reach Out To Mario:

• Facebook
• Winning International Website

Transcription:

[00:15] Hey guys, it’s Stephen Esketzis here from Marketing on the Move with another episode. I’ve got Mario Paguio here.

I’ve got Mario Paguio here.

Say hello Mario.

[00:21] Mario: What’s up guys, how are you doing?

[00:24] Stephen: Alright. Mario is here and I’ve got him in the office today. He works across the hall from me and he works in coaching.

He coaches on how to make a business flourish and absolutely dominate, is that right?

[00:35] Mario: Yeah, totally- how to actually make a lot of money, help a lot of people, make massive impacts and get the income that you actually want.

[00:43] Stephen: Fantastic! Alright, so I wanted to bring him in today and give you guys a bit of an exposure to what he does and how he does it- how he works his magic. He’s from Winning International; their company is doing absolutely phenomenal things.

They’re helping people from all over the world and getting some really good results: in sales specifically; We will probably be talking a bit about it today. He’s absolutely been killing it.

So I really wanted to bring him on and get him to help you guys out if you have any sales issues as well. But we’ll cover a few pretty nifty things.

So first off Mario, tell us a bit about how the sales process works. How do you reach out to new clients?

And then how do you sort of introduce yourself?

How do you get them on board into Winning International?

[01:27] Mario: Yeah, totally. I’m not going to get into the marketing aspect of things because that’s what you’re really good at. But essentially, we utilize both online and offline; I think there are lots of coaches out there that forget offline is actually ridiculously powerful.

Go out there in networking and introducing yourself and really just be genuinely interested in a person and actually really wanting to help that person. People understand exactly what are your intentions are: whether or not you will make money from them or if you genuinely want to help them.

And if you do genuinely want to help them, you just keep that conversation flowing.

With the sales process, really guys, one of the things that I teach my guys is really to understand that there’s actually only a four step process in a sales meeting. Obviously, we can go a lot deeper on that if you want to have a chat.

But really it’s the AIDA model which is, you know, what’s used in marketing as well. So it’s getting their attention, and actually being an absolute boss, an absolute leader, and being the doctor of sales.

Someone who knows that you’ve got the plan to actually go and help them, and the second step from there is actually gaining their interest- understand so much about them that you know their problem more than who they are by asking the right questions. Once you’ve done that, that’s when you start prescribing one problem at a time, saying, “Hey dude, this what you’re doing wrong.

Once you’ve done that, that’s when you start prescribing one problem at a time, saying, “Hey dude, this what you’re doing wrong.

This is why you’re doing it wrong, and this is what you need to do, and this is why it’s important.”

And if you do that one at a time, make sure that you’re checking in and you’re having conversation with them and making sure that they understand.

Naturally, you’ll see the buying signals, and when you do see the buying signals, you then close or put them into the action phase and getting them to take action.

There are heaps of strategies that you can utilize for the closing, but really at the end of the day it’s really just showing them the value- Future pacing it so that they’re actually funded with the results that they’re going to have whether it be emotionally, spiritually, physically, or financially.

It doesn’t matter what it is as long as they see the return in their investment.

That’s when people go, “Great, let’s get started!” With objection handling, it’s not that difficult — Maybe another conversation for another day.

[03:40] Stephen: Yeah, fantastic! Mario is a killer salesman guys, just putting it out there. He’s been doing it crazy, where he’s been all over the place selling and actually providing value as well.

When I say selling, I don’t mean like a sleazy salesman. He’s not sleazy at all.

[03:54] Mario: Completely different, completely different from a sleazy salesman.

My goal is to provide so much value in a way where it’s just difficult for you not to actually get started; that’s really the new age sales: build trust and rapport and really gather their needs.

Provide the solutions for it and step up and actually you know, put your money where your moutth is and provide the solutions like you promised.

[04:16] Stephen: Yeah, 100%, and that’s in marketing as well guys. It’s not just in sales.

When you’re building your website or blog for example, you need to be putting so much value that it builds rapport with the person even if you’re not in the same room as them.

It could be across the country, wherever they are, but they will keep coming back for more and more.

That’s how your product launches or any product you’ve got, it might be, if you’re selling an SCR package-

If you have built so much trust and rapport with the person through a blog posting, and chatting with them, then they might want to do a consultation with you, and then after that they want might want to purchase 2 or 3 of your products.

So it’s definitely building trust, rapport, and then, yeah, going through that AIDA model is fantastic.

If you haven’t heard of that model before… The first time I heard of it, it blew my mind. Mario explained it really well.

If you want to have a chat with him about more of the AIDA model that’s fantastic.

One more thing that I want to speak to you about as well Mario is: what’s the funnel that you’ve got in place for your clients as well?

What happens?

Do you meet them in person or networking sometimes, and then do you put them straight into a mentorship or how does that sort of work?

[05:24] Mario: Let’s talk offline; offline I think is what a lot of people don’t really think about, but offline is essentially me going out there and going to a networking event and finding people to help.

From there I arrange a conversation with them and actually educate them and make them understand exactly what it is that we do in relation to their goal.

So we have a conversation about that. Then from there we book another time and say, “Hey, I’d love to help you out. I’m not sure if we’re going to be the right fit for each other.

So let’s figure out some time to see if and how I can help, and if I can help I’ll let you know exactly how, and if I can’t I’ll just show you politely exactly who it is that you need.” That way they understand that I’m genuinely there to help them.

The first part of the funnel is really an eight-week incubator where we teach you exactly the step-by-step and hold your hand along the way on how you can go from 0 to 10x of what you’re currently earning right now.

So hopefully you’re earning more than 0 because 10 x of 0 is 0.

[06:32] Stephen: My struggle to afford the program.

[06:35] Mario: Exactly! And then from there we actually have an application on the mentorship program where we figure out if you’re actually the right fit.

And if you qualify for the minimum of making $250K a year and want to take your business to the millions, that’s when we have a conversation and figure out exactly what the blueprint is.

Figure it and help you execute it along the way.

So it’s an eight-week program to teach you everything that you need to know, and if you’re qualified for the mentorship program we have the conversation there.

That’s really how it works. It needs to be simple, it needs to be fast, it needs to be valuable, and it will provide results. And that’s what we do.

[07:12] Stephen: Yeah, I like it, and the simplicity in keeping it simple and effective is what you do.

So you do really well and I think that’s why you’ve got so much success as well, but give the listeners a run-through of a typical day for Mario.

What do you do when you come into the office?

.What are your daily tasks?

What are the operations of your business?

[07:34] Mario: I’d say that my ideal day consists of these: first thing is wake up at around 5 o’clock in the morning.

[07:40] Stephen: That’s crazy by the way. (Laugh)

[07:42] Mario: No it’s not. Yeah, 5 am. Get to the office at around a quarter to six to six o’clock. I use twenty minutes to actually do my morning ritual, which is absolutely amazing and which is actually what we teach to our clients as well to get your mind set on the right level.

Once I’ve done that, I get straight into lead generation- whether it be joint future partnerships, whether it be creating campaigns or Facebook groups: whatever it is that needs to happen in terms of the plan for lead generation. That gets done until around 11 o’clock.

Then we have a quick break, me and my business partner, Ryan Magdziar. We go to the gym. After that, we grab some lunch and then get back and do sales calls until probably around 5 to 6 o’clock, and then from there we talk about how the day went and what else we can improve on.

The awesome thing is that we’ve completely preloaded our year and figured out exactly what needs to happen month by month, week by week, day by day that we literally just did within a week, and then all we need to do with 2015 is execute and achieve everything that we’ve achieved in 2014 within the first eight weeks of 2015 and make the three meal with our goal for next year.

[08:58] Stephen: Beautiful! So look, it’s a lot of simplicity: you wake up in the morning, lead gen in the afternoon, close sales and at the end of the day reflect. Reflecting, I reckon, is really important as well.

A lot of people take it for granted because if you don’t reflect you don’t know how productive you’ve been. You don’t know if you’ve been doing the right thing and you don’t know if you’re going to have leads tomorrow as well because you could just be going down a downhill, and you wouldn’t know about it because you’re not reflecting.

[09:18] Mario: Exactly!

[09:19] Stephen: So I think that’s really the point that you mentioned there, but that outlines it really well. I think what I will have to do is cut it short because I’m not a big fan of long podcast interviews.

But what we’ll do is that we’ll definitely have to have you for part two down the track, and we’ll leave it here. Anything else you want to leave our readers – listeners with?

If they’re on the website then readers. Any last piece of business that you’d give them regarding to a sales piece at all?

[09:43] Mario: Not so much a sales piece of advice, but this is a piece of advice that was taught to me by a good friend of mine, Taki Moore, and I want to share it with you guys, and this is I think fits perfectly for this type of podcast and the issue that we’re in. One of the things that we want to teach you is how to actually work on your genius because one hour on your genius pays for twenty hours of someone else’s competence.

So I’m going to leave you with that guys. I’d love to keep the conversation going. Hit me up on Facebook or check me out at winninginternational.com.

I’d love to find out exactly what it is that you do, who you help and how we can work with each other.

[10:22] Stephen: Absolutely killer! What we’ll do is we’ll make sure that we’ve got everything linked up on the website. If you need to find out where to reach him — stephenesketzis.com — it’ll be in the show notes on the transcription; you’ll be able to catch up with him there.

That’s it guys., We’ll speak to you soon. See you later!

[10:37] Mario: See you dude.

[10:38] Stephen: See you later. Bye.

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