Many people are effective marketers, and may even be good at sales, but come unstuck when they reach the close.
There are many ways to close a prospect. I coach extensively on this with my clients, and in Indiepreneur Academy Membership, since it's such a crucial skill. However, if you want a 'quick and dirty' way to do it, I've used this approach to convert high ticket.
A client of mine was a large and prestigious affiliate marketing company. They sold a product at the $1,997 level, and they needed a team of people to upsell their affiliates and prospects into that level.
I knew I could sell the product, as I'd been the top affiliate in the company before, but I listened as they told me the framework that had worked for them. I can't find where this came from initially, but it works. Fear, Dream, Quantify, Close. I used this to close up to 3 $1,997 sales a day.
BE ETHICAL WITH THIS.
People act as they do because they are either moving away from something (fear) or moving towards something (dream). As Beckwith puts it: Pain pushes you until the vision pulls you.
In this model, we're going to look at both the pain and the vision.
So, you first discover where the pain is. This is because we are hardwired to avoid pain more than we are to pursue pleasure or vision in most cases.
This can be misused. You're using pain and fear to discover where they need help, not to force them into something that's wrong for them. I cannot stress enough that just because you can make people buy whatever you want them to DOES NOT mean you should.
Have the discussion, make notes. Listen way more than you speak.
That's it. You're ready to get out there and get closing.
If you found this useful, please comment below so that I know what kinds of value to share with you in future. Also, share it on social media and help your online community level up too. A rising tide lifts all the boats.
Founder: Indiepreneur Academy
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