Toxic belief circulating around the high ticket sales bubble

There’s a toxic belief circulating around the high ticket sales bubble right now…

It’s that you have to make the prospect feel dumb and like they can’t do it…

Or like if they don’t change their life is going to be completely miserable…

...in order for them to buy.

I see even GOOD closers making this mistake…

And while having this type of intention CAN work on broke, unsophisticated prospects…

 

It will send sophisticated buyers (who have money) running for the hills…

 

After all, would you enjoy buying from someone who’s intentions were to try to corner you into admitting your inferior, can’t do it, and screwed if you don’t pay them money?

 

Lemme give ya an example - I was reviewing a call from a pretty good closer last week…

He was approaching the call with an energy of “I’m going to make this guy admit that he can’t do it”...

Yet, the more he asked questions with the intent of corning the prospect into admitting defeat…

The more the prospect stuck his foot in the ground and defended his position of why he COULD do it on his own…

 

And by the end of the call, the prospect talked himself into why he IS in fact confident and wants to DIY.

 

Now, don’t get me wrong…

 

Getting the prospect associated with doubt and cost on some level IS important…

 

But just as Neil Rackham puts it in “Spin Selling”, implications & consequences should only be 10-15% of the call… tops.

 

So with that being said...

 

How DO you spend the majority of the call?

 

[+] Gaining a true depth of understanding on the prospect

[+] Helping them paint a clearer vision than they could on their own

[+] Inspiring them

[+] Providing insight

 

Why?

 

Because at the end of the day…

People buy when they feel LED.

(Not sold)

Inspire your prospects today, peoples 

-CG 

There’s a toxic belief circulating around the high ticket sales bubble right now…

It’s that you have to make the prospect feel dumb and like they can’t do it…

Or like if they don’t change their life is going to be completely miserable…

...in order for them to buy.

I see even GOOD closers making this mistake…

And while having this type of intention CAN work on broke, unsophisticated prospects…

 

It will send sophisticated buyers (who have money) running for the hills…

 

After all, would you enjoy buying from someone who’s intentions were to try to corner you into admitting your inferior, can’t do it, and screwed if you don’t pay them money?

 

Lemme give ya an example - I was reviewing a call from a pretty good closer last week…

He was approaching the call with an energy of “I’m going to make this guy admit that he can’t do it”...

Yet, the more he asked questions with the intent of corning the prospect into admitting defeat…

The more the prospect stuck his foot in the ground and defended his position of why he COULD do it on his own…

 

And by the end of the call, the prospect talked himself into why he IS in fact confident and wants to DIY.

 

Now, don’t get me wrong…

 

Getting the prospect associated with doubt and cost on some level IS important…

 

But just as Neil Rackham puts it in “Spin Selling”, implications & consequences should only be 10-15% of the call… tops.

 

So with that being said...

 

How DO you spend the majority of the call?

 

[+] Gaining a true depth of understanding on the prospect

[+] Helping them paint a clearer vision than they could on their own

[+] Inspiring them

[+] Providing insight

 

Why?

 

Because at the end of the day…

People buy when they feel LED.

(Not sold)

Inspire your prospects today, peoples 

-CG 

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