RAPID

Question 1

Will people answer the confrontational question?

Answer 1

Many people won’t.

Question 2

What does R in RAPID stand for?

Answer 2

Reconcile (the reality that they aren’t there to get information)

Question 3

What does A stand for?

Answer 3

Agenda (Setting the agenda)

Question 4

What does P stand for?

Answer 4

Pain. (Probe for the pain)

Question 5

What will happen right after you ask the confrontational question?

Answer 5

(Mostly) You’ll get the avoidance conversation.

They won’t want to confront the question.

Question 6

What is the avoidance conversation?

Answer 6

The avoidance they’ll do to avoid the confrontational question - to avoid confronting the pain - and avoid interacting with you.

Question 7

When people avoid the confrontation, what three options do you have?

Answer 7

1. Be nice to them. Acquiesce and settle in and be nice.
2. Confront / argue with them.
3. Let them clearly see where they are - let them stand in the confrontation - and let them see the gap between where they are and moving forward - and asking them whether this is really where they want to be.

Kevin doesn’t recommend the first two.

Question 8

What does D stand for?

Answer 8

Decision. (Get a decision).

Question 9

Right out of the gate, you need to establish that you’re going to have a conversation that they’ve not had before by…

Answer 9

Having them acknowledge the truth of what is.

Question 10

Someone’s work with you begins with what…?

Answer 10

The Strategy Session.

Question 11

In the Strategy Session, they need to confront the reality of where they are before they can what?

Answer 11

Make choices and thoughts and decisions about moving forward or not.

Question 12

Don’t be tempted to tell them about what?

Answer 12

Yourself, your cool program, your cool process.

Question 13

Prospects are not there to get what?

Answer 13

Information.

Question 14

If they say they don’t have the money, you have to have them confront what?

Answer 14

Whether they are serious about their business and their life.

Question 15

If you are in the business of helping people overcome their problems, you probably know what?

Answer 15

What the stereotypical problems are.

Question 16

People don’t want your cool training. They want what?

Answer 16

To have their problem solved.

Question 17

Don’t avoid their what history of what?

Answer 17

Failure.

Question 18

If people present an alternate remedy (e.g., a training course), you can ask them what?

Answer 18

How many times have you invested in something like that before? What have you done in the past? Has it been something that you’ve been successful with? (If they have, then chances are they’ll continue to be successful based on your feedback and advice, but if not then they should take that to heed and realise that if they don’t make some significant strategic change, then things are unlikely to show up vastly differently than they have in the past).

Question 19

We can have them be motivated and inspired to take the next step and move on, and work with us by what?

Answer 19

Not being motivated or pushy with our solution, but instead pulling it away and requiring they demonstrate their interest in finding out more.

“I’m not sure if it’s a fit or not but…

Question 20

Everybody is going to have a reason to do what?

Answer 20

Share their enthusiasm for the program, but want to come back to you and not commit on the spot.

You can resist and battle, but you shouldn’t.

Question 21

What’s Kevin’s recommendation for what ‘role’ we should take on?

Answer 21

Benevolent Alpha

Question 22

How does he recommend that we do that?

Answer 22

During R and A phases.

R: Start by asking them what it was that had them decide to invest an hour today to come onto a call to discuss their business? Why now? (i.e., reconcile that they aren’t there to simply get information)

And

A: Set the agenda

Question 23

Ask questions during the Pain process that illuminate what?

Answer 23

Their history of failure

Question 24

At the ‘D’ phase (of RAPID), that’s where you share what with them?

Answer 24

The scholarship opportunity.

(And expect people to want to not do it NOW - but why they need to do ‘x, y, z’ first)

Question 25

People who are willing to sign up quickly tend to be… what to work with?

Answer 25

Easy and fun

Question 26

It would be out of integrity to do what?

Answer 26

Let people extend the scholarship opportunity

Question 27

People are detached from what?

Answer 27

The reality of their situation, and their problems, including their dire financial situation. (Partially as a result of our world’s credit situation).

Question 28

As you get into the pain area, for a little while, they’re going to be possibly defensive and possibly detached. Your goal is to not making anything they’ve done what?

Answer 28

Wrong. And at the same time, you want to be focusing them on how to take an action to make things happen. It’s not about judgment. And you can’t ignore that and keep collecting information. Everything isn’t cool Everything isn’t okay.

Question 29

What are people are angling for at the commitment point?

Answer 29

Option to make a commitment without making a commitment.

Question 30

People are not excited to hear about what?

Answer 30

Your stuff - UNLESS they are detached and not committed - because they don’t have to face down where their problem is.

Question 31

We think that when people are excited and happy to hear about our stuff, we fail to acknowledge what?

Answer 31

That it’s just an excuse for them to not really focus on their pain and the reason they are where they are.

Question 32

We don’t want people to be excited about what?

Answer 32

Our stuff. (We want them to face down their problem in order to be able to make a decision at a high level).

Question 33

We want to make sure that through our actions and focus - in a kind way - we want to help to have them do what?

Answer 33

Focus on what needs to be done.

Question 34

When at the point of decision, when they need to commit, but are angling for the option to commit we need to have them realise what?

Answer 34

That that very detachment lack of commitment has been the cause behind their lack of success to date. We really want to help people to realise that so that they can invest in themselves at the highest level possible.

Question 35

How do we determine their commitment at each particular step? (They are going to be smiley and excited, that’s just what happens - this doesn’t mean they’re committed!)

Answer 35

Give them a hurdle. Especially at the pain point. Give them a hurdle at each point moving forward.

And so what we really want to create an opportunity or option for them to opt out.

Eg.. rather than being excited - say - “Hey I’ve got something that may or may not be a fit. I can share it with you if you’d like and if not, I’d totally understand.”

Then you can tell them a bit about your program.

“I don’t know if that’s a fit or not. But it’s a fit I can let you know a bit about how to enrol.”

Question 36

When putting hurdles in place, unless we get absolute affirmation and positive commitment (to move forwards), we shouldn’t do what?

Answer 36

Move to the next step. (Don’t just do it because they ask for the information).

Question 37

Everyone is angling to move forwards with as little commitment as possible until what?

Answer 37

You show them the price.

Question 38

Once you show them the price, they want to do what?

Answer 38

Take that price away - and have an option on it - and not be excited or move forward any more.

Question 39

If we take away the option of talking about the price until we know that they are committed to getting the results, and enjoy the way we talk about how we get them the results, and take away at each step, then they are going to much more likely to what?

Answer 39

Buy because we’ve taken away the information thing at each step.

Question 40

At each step, you want to get permission from them to…

Answer 40

Move on to the next step.

Question 41

They have to start indicating what?

Answer 41

Interest. (They can’t be detached any more)

Question 42

You want to have them literally state their what (before you move to the next level)?

Answer 42

Commitment.

Question 43

How to keep your ego in check?

Answer 43

Really defer talking about yourself for the first 75% of the call. Don’t talk about yourself, your process, your program. DON’T!

Pay conscious attention to how to keep all the conversation focused on THEM and what’s going on with them.

Question 44

If you’re tempted to really dial in the questions from people about why they’re upset about why they haven’t gotten results or why their marriage didn’t work, etc, if you want to focus on asking questions to determine that, then we should what?

Answer 44

Do that.

Question 45

We need to realise that a high end investment is not going to be because you have a cool program. It’s going to be because what?

Answer 45

They really truly felt like they had a problem and that working with you was the REMEDY to solving the problem.

Question 46

The greater their awareness of the problem the more what two things?

Answer 46

Money it’s worth and the more pain they realise they’ll keep if they don’t invest with you. And the more apt they’re going to be to invest in themselves through you to solve this.

Question 47

What does ‘I’ stand for?

Answer 47

Information (Solution) and Involvement - make sure they’re involved/committed at each step.