May 20, 2021
Agree and close.
Step #1: Agree with prospects that they have a problem.
Step #2: Ask them about their current plans to fix their problem.
Step #3: Watch them squirm and make excuses and realize they have no solution.
Step #4: Ask the prospects if they would like us to share a solution with them.
Step #5. Watch our business grow fast.
Notice that we didn't show them a PowerPoint presentation or a company video. Instead, we got our prospects to make a "yes" decision to solve their problem. That is where the real decision is made.
Our presentations come after our prospects make a decision to fix their problems. Closing comes before the presentation.
I know this is hard to believe, but it is how the human mind works.
We can either work with the human mind, or against it.
Which color personality do others see when they talk to us? If we understand how others see us, we will understand why they react the way they do. Take this one-minute test. It is only 5 quick questions. See what others think of us. https://bigalbooks.com/color-quiz https://shophbn.com/annekpinney
Let’s ask ourselves, "Is this as good as I will ever be in my business? Or will I learn more and get better?"
How to work around a difference in opinions.
Start with what we agree on. Once we have a common goal, then our disagreement simply looks like optional paths to the goal. There will be less resistance and a friendlier conversation.
A reward for reading this far.
If you promise to share this with one other networking friend, here is a free 7-lesson course that will change how we close. (And remember, don’t be a jerk. Share the link with a friend.)
http://www.BigAlBooks.com/closing
Enjoy the upcoming weekend!
- Keith & Tom "Big Al" Schreiter
P.S. Don’t keep our business a secret. At least give prospects an option to say "yes."
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