When I ask someone for money in an influence situation, I don’t just ask for the money.
After I inform the client of the investment amount, I seamlessly detail all the logistics, bonuses, benefits, remind them of their goals, emotional reasons they got on the call with me in the first place etc.
When enrolling someone into your course… you could say for example.
Then sit there in the awkward silence as the person goes in their head, and gets all logical trying to justify the investment.
A lot of sales trainers teach people to say the price, and then “shut up”. And now, the friendly conversation has turned into a battle. 90% of the people I have sold to over the years are sales people or influencers themselves, and they know that game. Even your average buyer these days is pretty savvy, and no one likes to be put under unnecessary pressure.
And so, here you must know your outcome.
My outcome isn’ to win.
It’s not to close people.
Not to scare people.
I don’t even think about the money when i’m on the phone with people.
Some of that can help and getting money is nice..but its not what we need to be focused on in that moment.
HERE is where you focus….
Can i support this human and getting out of their own freaking way to invest in themselves, to believe in themselves , to bet on themselves. Great salespeople are great influencers.. and to be great at influence you must stand for a cause and want to serve people..its not enough to believe in your product or process.
You have to want to change the world through your process.
A 2% shift there that makes all the difference.
Motive does matter.
I didn’t want to be the top trainer/sales guy for Tony…I wanted to change the world my exposing people to that man.
The words may stay the same but there will be a tangible feeling alive in you and your potential client, connecting you to them, and them to the highest version of themselves.
So saying it will may end up sounding something like this….
The investment is 5K$ and with that you get the 1 year program, access to the mastermind to ensure you have a peer group to support you, the live event with the break through experience we spoke of, and also as a bonus, i know you said confidence was an issue for you, so because of that, i am throwing in and entire course on that for free.
So, you can do a lot of bonus stacks, but the key is to get the prospect to connect your product to their goals. You want them focused on the results, not the the money.
You can also add a discount in the form of thi ninja reciprocity inducing statement like this…”Because you’ve already taken advantage of a this clarity call you are entitled to a fast action discount.
PS, also NAME YOUR CALL, it’s not a consultation. its a clarity call, or if you are a relationship coach its a “Find the one call”, health coach “Dream body call”. You get the idea.
No one likes to feel like they take advantage, they will feel like giving right back- but only if you actually helped them on the call and they felt that.
Remember, what we focus on we feel.
With the right questions, you can control your clients feelings and therefor their actions.
And lastly to influence someone…you must know what already influences them…don’t assume everyone wants the same thing as you. Elicit their values, and goals, Their BEND WIMP (Beliefs, Evaluations, Needs, Desires, Wounds, Interest, Mentors, Proud).
More on that later. Let me know if you like this stuff.
Tell me your favorite tip and how you plan to use it)) EW
and PSS….let me know if you see grammatical errors…I’m really working to improve this.
And lastly, Im putting out a group program for entrepreneurs. I want to assist you guys in your breakthroughs. Let me know if you are interested.. and to those of you who have already reached out… i’ll send you the info this weekend.
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