Sell Like Crazy

This overview should be no more than two minutes long. Don’t waffle
on and on, and work yourself into a frenzy where you are just rattling off
every bell and whistle your service includes.
Be prepared and get used to delivering this overview and applying it
specifically to each prospect’s pains, fears, hopes, dreams, and desires to
make the prospect feel your offering is exactly the answer they’ve been
looking for. Use the same words they use to describe their problems and
goals.
Provide the features and then finish with how these translate into benefits
for them. Do not harp on about all the technical bells and whistles of your
offering. Instead, focus on how it will help them solve the issue or problem
they’re looking to solve. Focus on the end result, not the process.
EXAMPLE: You’ll have predictability in your business, more time, more
money, less stress, greater freedom, increased security.
EXAMPLE: You’ll have more energy, feel great, and be able to fit into that
old pair of jeans you love.
The Close
Based on the prospect’s tone and involvement in the call, you should have a
good read if they’re ‘cold’, ‘warm’, or ‘hot’. However, we still want to do a
temperature check and test close by asking the following:
‘Mike, I want you to understand this is not for everybody. It does
take time and commitment from yourself, and requires that you
actually do the work and take action. With that said, why are you
serious about solving/achieving___________right now?’
‘Before I move forward, Mike, to the financial investment, I’d like

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to first know something from you. After hearing about what is
available, the benefits you’ll receive, and how this is going to get
you closer to achieving your goals, and getting you the help that
you’re looking for, do you have any other questions or concerns that
I haven’t covered?’
‘Okay, you’re clear and comfortable with everything thus far, and
you know how everything works? Okay, great’.
‘Other than money, is there any other reason that it wouldn’t make
sense to go ahead and get started today?’
‘Okay, if the money makes sense, then we can get you set up and
reaching your goals immediately!’
‘Ok Mike, based on what we’ve discussed, why do you feel you
would be a good candidate for this program?’
This question is powerful. It turns the tables and gets the prospect to start
selling themselves on why they would be a good fit for you and why they
feel they would be successful.
State your price and what your services cost. Say it with pride and
conviction. Do not hesitate for a second and do not pause to get a
confirmation once you state your price. This is a run-on sentence, and you
want to go on to further explain the pricing.