Hey there

I'm in a bit of a rush this morning so I'm going to make this quick.

Today's all about Level 4 and how to make recommendations and close deals.

In order to complete Level 4, you need to achieve these results:

• Your clients realizes that the easiest, fastest and ultimately the most inexpensive way to to get what they really want is through your products and services.

• Your clients feel supported. They may know that your product is right for them but still have some concerns, worries and reservations. You help them feel at ease about these so they can feel good about buying.

• They make the right decision. For them. This not about you. Your product is the bridge between their life today and the life they really want. It’s your obligation to help them own your product so that they can move forward.

• They commit and arrange payment.

In order to make this happen...

Here are a few things you can do...

1. Ask permission to make a recommendation.

Even though your prospect now trusts you and wants your advice, don’t launch into a product recommendation. Easy does it.

First ask permission:

May I share with you how my products can help you get X, Y and Z? (In place of X, Y and Z, reflect back what they most want in a concise sentence or two.)

It's likely that they're going to say “yes.”

If they don’t, then you haven’t really finished Level 3!

Go back!

2. Offer options.

But only a few. If you offer one option, their choice is “Take it or leave it.”

If you offer 2 or 3 options, the choice is those 2 or 3.

Rarely do you want to offer more than 2 or 3 options.

Research shows, and my own experience confirms, that once prospects have 4, 5 or more options...

Choosing becomes a problem.

When you are so close to the finish line, you don’t want to suddenly make it HARD for your prospect to buy, right?

Your job, from beginning to end, is to make it easier for your prospect to buy than to not buy.

Make the path to buying clearer than the path they are on today.

If you have two or three options, but you know from your experience that one is ideal for this prospect, say so.

A good idea at this point is to not mention the price for each option.

Simply explain the options, along with why you feel one is best for this person.

3. Get all questions, concerns and fears out on the table.

Let’s face it.

Buying may be a scary step.

They may have some legitimate hesitations and concerns.

And you’re here to help them do what’s best for them.

So help them work through their fears and concerns.

It’s an important part of your job.

Your job isn’t to “overcome objections.”

Your job is to help them be strong, clear and focused so they can do what’s right. For themselves.

You can ask:

“Now, as you hear about these options, what questions come to mind?”

Stop and listen.

Take notes if it makes sense.

But don’t yet respond. You’re not in a rush here.

They need to feel comfortable.

If you are relaxed and “with them” they’ll be more relaxed and “with you.”

Follow up with something along the lines:

“Now, before I answer those questions, is there anything about investing in this product that has you worried or concerned?

Let’s put it all out on the table, because only then will I understand your big picture. And only when I understand your big picture can I give you my best advice.”

Now, listen again. And take notes.

The final step here is to address their concerns.

Again, you’re not here to overcome their objections. You are here to help them feel heard and understood.

4. Get them to see and feel what it's like having the results of your product.

Ask a question like

“Now, as soon as this is up and running for you, how again will things be different?

What will that be like for you?”

Hehehehe...a bit cheesy right?

I know but trust me...it works.

You want to keep their mind focused on what they really want.

If they decides not to buy, it’s often their weaker self giving in to fears.

You are where you are to be the leader; to give them the ability to live a richer, more fulfilling life.

That’s why you sell your products and services.

You need to keep making it easier to buy through to the very, very end.

5. Tell them how to order and what to do next.

This is not the time to be timid.

You’re about to help someone buy something that will make a big difference in their life.

And by now you’ve earned the right to lead.

Tell them what to do next.

That's it for today.

Tomorrow I'll share with you the top 5 things that can flush all this effort down the toilet.

And till then..

Play a bigger game.

CTM

PS:

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