As you’ll recall, Stephanie’s prospect said, “I just don’t have the discipline for something like that.” Now that we’ve gone through the six steps, let’s take a final look at what Stephanie said, and without any annotation. First, here is the shorter version. “I have good news. People actually enjoy the program’s meals because they taste More...

Now we’ll complete the mind massage producing an additional selling point that works to overwhelm the objection with the value of the product. It eliminates the core of the objection by juxtaposing it with the external force, and follows up with strong verification for the value of the product. 5) Provide the mind massage by combining More...

Here are the steps I used to create the Mind Massage set up. This phase gets you to a selling point that helps to soften the resistance without directly confronting it. You know it is working if the prospect begins to look less defensive. If not, keep practicing. You will become intuitive with it. 1) Find More...

Let’s say Stephanie simply said that to “disprove” her prospect’s objection. It would sound something like this: “I have good news. You don’t have to have any discipline to do the program, because the meals taste so good and we plan out the meals so you get to actually eat more without getting too many calories.” More...

Look at the basic purpose of the preceding quote. You can see it pretty well from the bold print. The basic message of the mind massage is that the prospect needn’t worry about not having discipline. And why? Because the program creates freedom from discipline. How does it do that? By planning out the meals More...

This is one of those sales techniques that takes a little practice, because it involves six steps, and a couple of them involve a bit of a mind stretch to do, because you’ll need to match your sales points up with the prospects objection in a creative way. I’ll give very specific guidance on how More...

This time, we’ll look at Tipping the Balance wording straight through. I’ll add some ideas about it at the end. “You have mentioned how you are dissatisfied with your work, and really need to have more pride and fulfillment from what you do. I know this is really a shadow over your life right now. Your More...

Finally, let’s have a look at that closing language when it’s plugged into each step, and with some comments. And I’d like you to take these steps, and plug in “ your own language, based on typical transactions that you conduct. Would you do that for me? This will really get your mind fully wrapped around More...

Let’s look at that language one more time. Now we’re really putting this under the microscope! We’re about to explore an exploded diagram of the closing language, from within the exploded diagram of the objection handling process, which, in turn, is from my sales process. Think how smooth you’re going to be as you go More...

“Now, based on your needs, do you think you should look at my offering that includes this book and audio programs to really boost your abilities, or just start off with one copy of this book?” Hey, did you catch that little integration thing? I added some contrast to help goose the sale. Just before More...