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Closing Sales
High Ticket Sales Closing Review
| Question | Answer |
|---|---|
| What is a personal basic strategy of sales? (3 steps) | Be - my standards & boundaries, how I carry myself & hold clients accountable. Do - reveal their fear in discovery. Ask good questions that lead them there. Have - have commitment. Get out of my comfort zone & challenge clients to get out of theirs. |
| What are examples of boundaries to hold a client to? | -being on time -watching the videos, make them watch on the call -say what others aren’t willing to say -demand respect from the beginning “I do what’s right, not what’s easy” -make then turn on their camera and call from an office, not the car or game. |
| What are questions to ask in discovery when uncovering their fear point? | -how long have you wanted to achieve this goal? -what has held you back from achieving it in the last 4yrs? -why aren’t you there yet? |
| What are the three primary types of reasons people give to hold themselves back? | Fear, excuses, limiting beliefs. Things like, ‘the golden handcuffs’ of not wanting to leave a hated job w a paycheck; family won’t support the goal; not believing ppl will pay more |
| Will people share their fears when “money is on the table”? | No, which is why it’s important to get these out in discovery, before the price reveal. |
| How will I know when I’ve found all the fear-points? | The prospect will tell me in body language and changes in vocal quality. |
| What are 4 general rules to live by? | 1, cool, calm, collected- use a pre-call ritual for grounding. 2, Respect the meeting. We should be at desks, in private, looking/acting professional 3, Challenge red flags - don't let myself be disrespected! 4, Get to the truth - keep asking Q's |
| What are 4 leadership principles? | 1, Strong frame 2, language is important 3, seek to understand 4, acknowledge what matters and ignore what doesn't |
| What is "framing"? | Framing sets the agenda for the call |
| What are some ways to set the call's frame? | -give outline of how the call is structured/order of topics -tell them we're going to "dive deep" to put them in discovery mindset -tell them I am "part of [coach's] team..." and maybe, "I don't usually take these calls, but..." |
| What is an "authority frame"? | placing my authority closer to influence by dropping my employer's name, ie, "I'm part of [coach's] team/I don't usually take discovery calls, but.../etc." |
| How do I change what someone sees? | By changing what I say. |
| T/F: When I change what I say, they change what they see. | True |
| What are words to eliminate from my vocabulary? | uncertainty words, such as: if, could, should, potentially, possibly, contract, lock you in, let's say we..., hypothetically speaking, what is your partner going to say? |
| T/F: When I speak with conviction they feel that conviction | True |
| What does it mean to 'seek to understand'? | Keep asking questions! Ask for specific details, make my favorite word "why?" |
| What is solid advice for getting to the root of the fear-point in discovery? | Play dumb, be curious, ask lots of questions |
| How do I know what matters and what doesn't? | What matters is anything that will move the needle to 'yes.' What doesn't matter is the crap ppl say to put distance between themselves & their decision/accountability. |
| Do I have any level of control of how a prospect shows up? | Yes, though my pre-call process |
| What is MY internal frame? | My time is expensive |
| What is my pre-call process for preparing a prospective? | 1, send sms to confirm the time & link their hwk 2, send personal email w hwk link, even if there's an automated company email 3, call prospects who have red flags indicating a misalignment to prequalify w clarity 4, if they don't confirm, call them |
| What are we doing when we don't confirm appt times? | We are setting ourselves up to be stood up and/or have weaker sales calls |
| What should I do when someone shows up having not done their hwk? | explain the importance, drop the video in chat & excuse self while they watch it. |
| What if someone tells me they don't want to watch the video? | "I hoped you'd have respect for my time and yours, so you can watch it now, or we can end this call. Which would you prefer?" |
| Is it okay to be savage with my time? | It is not just okay, it is necessary. |
| "I will not do a call with anyone who does not do the homework." | -when they don't do this, they disrespect both our time -if they refuse to watch it and chose to hangup, they weren't going to buy anyway |
| Am I here to qualify them, or are they here to qualify me? | I'm here to qualify them. |
| If they are disrespecting my attempts to fully qualify them, how can I respond? | "I need to know if you're going to be a good fit. Right now, you aren't respecting yourself, or our time. You are not showing the characteristics and qualities of someone who would do well with our program." |
| When they say they've watched the homework what are things I can ask them about? | -their biggest takeaway -what stood out? -what felt like a golden nugget? |
Created by:
emsagi