Principles

Question 1

When do you switch from problems-1st to goals-1st syntax (4 instances)?

Answer 1

1) “New opportunity” for the prospect
2) Prospect doesn’t know how to diagnose the problem
3) Prospect is confused (lack of clarity)
4) Prospect is using the ‘wrong’ method that doesn’t align with your solution

Question 2

What are the key elements of the ‘committing phase’? (list 5)

Answer 2

1) Create feedback / dialogue
2) Eliminate uncertainty-based objections before the price drop
3) Slow down & ease in to investment w/o raising sales resistance
4) Increase prospects certainty (what comes next etc.)
5) Drop price in a way that is simple

Question 3

Why do we ask clarifying questions (list 3)

Answer 3

1) To understand what the prospect really means by the question
2) to understand the intention behind prospect asking the question
3) Taking the question at face value and answering it directly often times will create objections that otherwise you wouldn’t had to deal with

Question 4

What are objections?

Answer 4

Limiting beliefs

… which is why we need to break down the 7 limiting beliefs that keep the prospect from buying BEFORE the close

Question 5

What are the reasons to divert to a 2-call close (list 2)

Answer 5

1) when you realize you have multiple decision makers (e.g. teenager / young adult wants to do the program, but parents are going to pay for it, middle eastern / Asian countries where female wants to do the coaching, but finances are managed by partner, business partner etc.)

2) you feel like TRUST isn’t there and the prospect needs warmed up (you would send assets in between the calls)