In this series, I’ve been showing you how to close sales in 15-20 minutes. That’s how long it should take you to ask the four main questions of the discovery conversation, which I shared with you last time.
If you asked the fourth question, “How badly do you want your situation to change,” with a compassionate authority that encourages your prospects to be authentic, they’re likely to have an emotional reaction.
They may be in tears. They may be excited. Or somewhere in between. But however they respond, by that response, you will know whether or not they’re in.
Secure the Sale
Let’s say they are going to buy. That’s the outcome I’m fully expecting you to experience as you apply these five pillars.
With their authenticity, with their laughter or tears, they’re saying to you, “Yes! This is what I want. I’m committing to you emotionally. Give me a directive as to what to do.”
In a moment, I’ll demonstrate the wording to use, but what you need to do at this point is secure their commitment. Ask them for their credit card number.
Ideally, you can turn the call over to an assistant, who can get the number, give the person a contract, and get him or her on your calendar.
But whether or not you’re the one taking their details, it’s crucial that after you secure their commitment and before you get off the phone with them, you take the next step of creating momentum.
Create Momentum
Creating momentum means that you give them something to do that gives them an immediate taste of the transformation that’s to come.
If you don’t create momentum for your clients right away, if they have to wait weeks before your event or program begins, they’re very likely to go into buyer’s remorse and start wondering if they’ve made the right decision.
So give them a step of their solution immediately, perhaps an exercise to do, and at the end of the call, briefly describe the powerful outcome the client should expect.
Commitment + Momentum = Powerful Outcomes for All
For instance, I might say:
“That’s great, Helen. Give me a credit card, and let’s get this going. I’m so excited for you right now that you’ve made this decision. Your life is going to be so different over the next year that you’re not going to believe it.
“I’m going to pass you on to Liz, now, who is going to get every call for the year set up for you and give you the first exercise I want you to do. So we’ll be set up for our very first call, and I’ll talk to you in a couple of days. Sound great? Perfect.”
That’s it.
Don’t go fishing for doubt by asking them if they have any questions. Any questions they have can be dealt with after the call.
Leave them on that high note of feeling that they’ve gotten what they wanted.
Let them relish in their commitment and the beginning of the powerful momentum that will take them where they’ve been wanting to go for a very long time.
