Coach To Close Flashcards
It’s too expensive
I understand where you’re coming from.
Other than the money is there any other reason you wouldn’t get started today?

Confirm isolate
Great, so you believe this will work for you?
You can commit to showing up and doing the work?
And there’s no one else you need to run this by?
Truth bomb #1 Can you afford not to
I understand this may be more than you were expecting, but can you afford not to do this and keep suffering with your fear of public speaking?
Why not?
I understand. This is not a tiny investment. But it is tiny compared to the cost of continuing to suffer with your fear of public speaking. 
Truth bomb #2. Cheap things aren’t good 
So let me ask you – why do you think this is priced the way it is?
And wouldn’t you agree that you get what you pay for in life?
Exactly. We both know that good things are not cheap and cheap. Things are not good.
So the reason this is priced the way it is because you are worth it.
Cheap things are not good part two
You see I had a decision to make.
I could’ve been the cheapest option and put out a mediocre solution that would likely not really help people in your situation or
I could create an incredible solution that would provide my client with everything they actually needed to succeed. This is what I chose.
Cheap things not good Part 3
I know for a fact that working with me is not the cheapest option. But it is the best option and it works. And that’s why it’s ultimately the least expensive. Because the truth is, the most expensive Option is the one that does not work. 
Does that make sense?
Cheap things not good Part 4
If this were cheaper, (or even free), neither one of us would be 100% committed and it would be easy to fall off the wagon because there’d be no skin in the game.
But I know this money means a lot to you, so what are the chances that you would say yes to working together and then just doing nothing and throwing your money down the drain?
Exactly
So you can certainly save your money, but you’ll keep your Your fear of public speaking.
And I don’t think that’s what you want because you seem like the type of person who wants the best value, not the lowest price.
Am I right?
Great, so shall we do this?
Level three: worst and best case scenario
OK, so let me ask you.
What’s the worst thing that could happen if you did this?
I would totally agree if I were asking you to simply read a book or try to figure this out all by yourself, but
Considering that I’ll be by your side, every step of the way what do you think the Probability of all that happening really is?
And what’s the upside? What specific benefits do you think you would get from doing this?
Sounds to me like working together could make a pretty meaningful impact on your life.
So unless you have any other questions or concerns, I think we’re ready to get started.
Future pace 
How would you feel if you were still dealing with the same problem in (time) from today?
How would you feel if in (time) this were no longer an issue and you were finally free of the fear of public speaking? 
Go deeper if needed with other payoff questions.
Just imagine how things will be in (time) once you’ve implemented this.
Insert future pace of what life will look like. Feel like for your client wants to work with you.
(Imagine you speaking with confidence and clarity. Etc.)
Isn’t that what you want?
Amazing. And if you decide to do this, then I promise you, this will be the best decision you will ever make for your career.
So you would like my help?
Level five: Perceived pain & gain
Can I share an analogy with you?
Right now you’re standing at the edge of a cliff. And across the gorge on the other side, is everything you told me you wanted. Now, in order to get there all you need to do is cross the bridge that is in front of you. The past that I’ve laid out for you.
But right now, you’re hesitating. You’re probably worried at the bridge might not hold. After all, you’ve never crossed before. You might be thinking what if this Doesn’t work? What if I fall? What if I fail? What if the bridge collapses?
And don’t worry. It’s totally OK to have those thoughts. But can I tell you what the differences between those who continue to stay stuck where they are in those who actually succeed?
It’s simple: those who succeed muster the courage to walk across the bridge. That’s it.
They still feel the fear, but they do it anyway. They understand that when we do this together, the likelihood of success is so much greater than if they tried it alone. After all, I’ve walked this bridge with many people just like you many times before.
I know it will hold. I know you’ll be OK. All I need is for you to walk with me one step at a time.
Can you do that?
Great, so shall we do this? 
If It’s not a must
OK, let me add a tiny tweak to the scenario I just mentioned. What would happen if the most important people in your life we’re on the other side of the bridge. And they were suffering. They were in pain, and they desperately needed your help? Would you cross the bridge to help them?
Why?
So why is this any different? Aren’t you worth it? 
(Yes, but it’s more than I can spend)
 Yeah for sure. And just to be clear is it that you don’t have the money or that you don’t want to spend it on this?
Don’t have the money
OK thanks for being honest. If this were free, would you do it?
Yes
Awesome so are you open to figuring out a suitable payment plan to make this work for you?

Yes
Answer to don’t want to spend the money.
OK thanks for letting me know. When I hear that what it usually means is “I don’t believe this is going to work work. If we’re not going to invest in it, we’re done I’m not really one hundred percent committed to the results I said I want
Which one is it for you?
Not that important, and call.
I don’t think this will work.
And what makes you think this wouldn’t work for you?
I want this and I believe it can work I just (and they give you an excuse).
That’s great. So shall we do this anyways? Because, let’s be honest, when somethings a must we can always find a way. So how can we make this work for you.
DigThe knife
And what happens if you don’t do this and things stay the way they are now?
Are you OK with that?
So if you don’t do this what else are you going to do to solve the problem?
And do you think that will increase or decrease your chance of achieving confidence in speaking?
And does continuing to stay stuck where you are right now align with Orr directly opposes all of the things you told me you want to do?
So what’s the logical decision to make here?
