I'm sure you have heard that the easiest sale happens when you aren't even selling..
Essentially the same principle as putting things on a pedestal, and also putting them out of reach
So how do you effortlessly close $100k+ deals without forcing it?
THE MAZE FRAME
Think of yourself standing at the edge of a long maze
At the end?
Everything you desire awaits you
All you have to do is walk on your own free will and you will arrive at that destination
In sales, YOU are the Maze.. This is why
A good closer doesn't grab a prospect by the hand and drag them to the finish line
They guide them gently..
All while the prospect thinks they are doing their own thinking
This is what I am going to show you how to do
The first part of successfully becoming the "Maze" is too never force a prospect or make them feel like they are being pushed
If you learn to ask intelligent questions, you can guide a prospect into whatever you want..
All while they feel as if they are in control
So how do you ask intelligent questions?
Let's say during the call you learn that your prospect is struggling to make money, his business is not going anywhere fast, and that its a pretty tough situation
Rookie closers would agree with him and let him continue on
Not us
As soon as you have ammo you need to use it
(This example is about going for the close with questions, not being aggressive at the start of the call)
You: "So John, I think I understand your situation pretty well now, and I agree things look pretty bad"
You: "Can I ask you a question?"
Them: Yes of course
You: "Cool, John if you don't do something today that will change the direction you are headed, what do you think will happen in the coming weeks? Month? Year?"
You may not realize the power of what we just did...
By asking him a question that will GUIDE him into saying what WE want, we are guiding him towards the realization that he needs help
If you TELL a prospect they need help, they won't care
If you make a prospect say out-loud they need help, they will pull out their credit card
This simple frame of becoming the Maze instead of being forceful or pushy will help you close so many more deals
This frame applies to objections, digging, qualifying, and the close
Remember it like this:
What questions can I ask this prospect so that I am guiding them towards a buying decision?
What questions will make them say OUT-LOUD that they NEED what I have
Keep this in your back pocket and try it the next call you are on
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