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Zoom notes
“So, do you want to join?”
(What could possibly go wrong?)
- We get rejected.
- We waste our time.
- Our prospect feels guilty.
- Why doesn’t my business work?
“So, do you want to join?”
- Win/Lose
- Live/Die
Too risky, so what do we do?
- Keep talking.
- Hope our prospect will volunteer to join.
- Add more benefits.
- Time is running out on a special offer.
New Plan.
- Prospects are pre-sold.
- They want what we have to offer.
But …
- They don’t want to feel pressured.
- They are afraid of change.
- They want to put off decisions.
- They feel safer by saying, “I want to think it over.”
Our plan.
Step #1: Stop scaring our prospects with our agenda.
Step #2: Use the “option” word.
- They like extra options.
- They feel in control.
- We gift options vs. selling.
Step #3: Limit their options to two.
- Fewer options are easier on the human mind.
Step #4: They have to choose which option they will do.
- No “thinking it over.”
Step #5: We remind them that one of the options is to keep their problem, and continue to suffer.
Strong:
“You can commit to starting your business tonight, so you can have that extra income you need …”
Or …
“You can commit to keep your problem, and continue to get by on one paycheck.”
“So what is going to be easier for you?”
- Our wonderful offer, or …
- Keeping your “miserable” problem.
Can use this one early in our presentation to prep our prospects.
“There are two types of people in the world.”
- Those that take action to fix their problems.
- And those that don’t.
“Does it make sense to … take action now on our wonderful offer?”
What if they say “no” to this closing question?
“Does it make sense to (our wonderful offer), INSTEAD OF (keeping the problem).