THE EXACT CLOSE I’VE USED TO PUT OVER 500K$ (In what would have been lost sales), in my pocket, and allowed me to assist clients in moving past the Objection of “I CAN’T AFFORD IT”.
I’ve asked many of you over the past couple weeks, what your most common objection is and “CAN’T AFFORD IT”, was the winner by far.
BTW….I learned this reframe from this guy named Tony Robbins. He is pretty good at the whole influence thing.
Client: I can’t afford it
EW: I completely understand (or agree). It is a significant investment in yourself. (rarely argue with a client) *Agreement frame*
But, If you don’t handle your __________ (lack of systems, Mindset, confidence, limiting beliefs, skillset etc.) now….won’t it cost you a lot more______ in the future? *consequence frame from NLP.
EW: So the real question is….
(Here I am about to change the clients focus and therefore feeling by directing them with a question to something they weren’t thinking about: >many ways to do this)
How do we find the money to get you the ___________ (pleasure), so you can avoid the _________ (pain) of the last year or decade?
Because (because frame), you do want ___________ (logical and emotional results, ex. more time or money), so you can have the freedom to live life on your terms. Don’t you? *Tie down Question to get more agreement*
Client: Yes I do.
EW: So how can we get resourceful now to get ________ (emotional result).
<As a side note…In my trainings, the consistent themes are personal responsibility, powerful choices, and resourcefulness. At the end of the conversation we discuss different options…these vary from new credit cards, to family loans to selling items. I’ve had clients sell cars to buy what I was selling. And on the flip side – I’ve sold everything to buy what someone else was selling.
Another key distinction that I never take for granted is this …I am completely sold on my product and by the time we come to the close the client feels that I genuinely care. (before every sales call i re-sell myself, and i think about what I love about this person or group of people).
This allows me to be firm yet sincere. They feel that I’m like a personal trainer pushing them to dig deep, become more resourceful and expand their capacity as opposed to get them to “buy my shit”. Language helps here….It’s not, me vs you. Its we, our, us, together, etc.
An opening Question often I make in discovery calls is this…. Is it ok if I ask you some questions to see if *we can maximize *our time *together. >>There you have 3 times I bond us with subtle language.
For the last 12 years I’ve wondered how Tony was able to get such great results with his clients. I have hundreds of pages of transcribed audios from 1 on 1 conversations, small private trainings, and events with Tony.
I’ve wondered not only what to say (as in the words)…but rather, what was his frame work? How was he so consistent? How can I implement this to create win wins for me and my clients, and create more breakthroughs?
If you have wondered some of the same stuff…. then i might have something for you.
I’ve been working on something for about 2 months now. A group coaching program for entrepreneurs, coaches, consultants. People who make a living basically selling personal services, events, and programs.
I’ve repeatedly been asked why my results are usually 2-4 times higher than folks with the same product, selling the same service, and how it is that I became the top producer, for the top self development company in the world, closing over 10,000 high ticket sales and studying with masters.
Obviously the answer is more than I can put forth in a FB post.
But if you are interested in making more money, having more freedom, more certainly in your process, more tools to actually help your clients, and have a lot more fun….then like or comment on this post.
I’m about to launch a group coaching program to help folks like you.
I know a lot of you out there struggle not only in your lack of systems and processes, but you also lack skills in your energy management, success habits, implementation mindset, cashflow model, closing process, and your quite honestly you know your unshakable confidence and certainly aren’t were you would like them to be.
If you want to up your game…Let me know and Let’s* make your life and business a master piece together*, right now.
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