A New Applicant For Black Belt…
I was on a Skype call with a gentleman who wanted to join Black Belt, my elite coaching program for people who want to go from stable to successful and then scale. And that was his situation. Already doing about ten thousand dollars a month and wanted to go to twenty and thirty as quickly as he could.
So in the consultation, I got him really, really clear about where he wanted to go and then to help me know what we had to work with, I just got super clear about where he was right now. And then in between, was if that’s where you are and that’s what you want, what’s holding you back and getting in the way and stopping you from being there right now.
So we did all that and I felt like I was really clear and he was really clear that he had a plan to work with.
Asking Where To Go
Once we’re clear about what needed to happen I asked him a really simple question I said, “Where do you think we should go from here?”
And here’s what he said word for word, please listen very carefully, I want to know if this has ever happened to you –
He said, “Well I’m a buyer, Taki” probably to you he wouldn’t have said my name but in your name, insert your name. He said, “I’m a buyer and I just want to know what are these that I’m about to buy from you?”
See here’s the thing.
He’s come to me for help, and we’ve mapped out a plan even before he got onto the consultation and definitely by this point in the conversation he knew that he wanted to buy whatever it was coming next.
You Don’t Have To Hard Sell
Here’s why he was pre-sold so I didn’t have to hard sell at all, in fact, I never do.
So here’s a lesson for you.
In your business, in your sales appointments – Are you pre-selling or are you hard selling?
Chances are that you have to overcome rejections maybe getting some price resistance or stalls or excuses or people having to almost kind of push them into it. If that’s the case you need to stop it right now. That’s a sign that if you’re having too hard sell that means you haven’t been preselling well enough at all.
Let me tell you a little about the presell that happened to get me to that place.
- He’d been on my email list.
- He’d been watching videos like this and got a sense of who I was.
- While watching the videos he’d seen off to the side a link to one of my webinars.
He did click it, attend the webinar. No pitching, he had just learned a whole bunch about what it was going to take to grow his coaching business. At the end of the webinar, he decided to reach out. So we got in touch and he scheduled an appointment and here he was talking to me.
Can you see how he’s getting great content by email, by video, click and registered for a webinar and got on that, learned more and said, “You know this guy can help me.”
He has presold already so I didn’t have to hard sell at all.
Your Sales Process
I want to know about your sales process. Let’s talk about you for a second. If you have to overcome objections, stalls, excuses or push. The real problem isn’t in the sales appointment, you’re having to compensate for it in the sales appointment but you can eliminate it up front by preselling beforehand.
Take it, apply it.
Stop hard selling, start preselling.
I’d love to hear your thoughts on this. Leave a comment below.
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