A closer pitches a $12,000 program to a skeptical prospect who says she can't afford it. A coach watches in real time, breaking down what works: staying calm, asking why to dig deeper, shifting from price to outcome. The prospect moves from "I can't afford this" to yes.
Chapters
You have spent US$12,000.
It's a lot of money. I actually know it's worth $12,000. That's two months worth of paychecks for me.
Letting the prospect spiral and just keep on telling you objection after objection without actually slowing them down. Not good.
So I don't ask you if everything was going over asking.
Very calm. This is very good.
Do you believe that? You're trying to get you.
So we need to go asking a question to shift his focus to the outcome rather than the price. Very good.
I believe that.
And why do you believe that?
Asking him why. So he justifies his beliefs. Very nice.
Have the experience to do it. I just want to be honest. I can't promise that I'll be able to afford that right now.
Because you're not. You're not pressure rushing anything.
Him saying you're not pressured. Not good. It's like asking somebody to not think about a pink elephant. They think about the pink elephant.
We don't have to do this right now. I'm here to help you.
Saying he's here to help. Good.
The most thing I care about is your commitment towards making a change.
Changing what we're focusing on from the price to the commitment to change. Very good.
Right now I see it as a big investment because I don't know the outcome of it.
And that's been like. You never want to know the outcome.
So you're shifting the meaning of I don't know the outcome to. You'll never know the outcome until you actually do it. Go good. Probably could have gotten a little bit more buy in. But overall still probably solid.
Scammed in the past. And that's also kind of make me skeptical.
And I'll tell you this, right? Because I've been scammed before many times in the past.
Going into just handling the objection without actually understanding what he means behind it or what he means by scammed. Not good. But trying to shift the belief that is good.
You have my permission to show you my perspective on that way of thinking.
Ask him permission to share his perspective. Really good. And normalizing the fear. Also really good.
Yeah.
So I know that you've been with Tatum for the past two years now and you're good looking guy, right? Like before you met Tatum. Like I presume that you've probably been
with other women using an analogy of his life. Really good. And making sure he gets buy in when he is going through his reframe. Really good.
Presume that you've been through multiple relationships and you've been through multiple women before meeting Tatum. Is that right?
Yeah.
Yeah. And with those past experiences like I presume that you probably had maybe heartbroken a couple times presume that you've been through some bad experiences with your career
asking would you agree to make sure he's getting buy in. Very nice.
And although you went through some bad experiences, why don't you let that stop you from and ultimately having her to be your wife.
Getting him to actually justify that in other areas of his life, he doesn't act the way that he's acting now. And that led to good outcomes. Very nice.
Based on everything you've gone through, do you believe that we are here to take from you or do you believe that we're here to help?
Getting him to buy in the fact that he's actually there to help. Very nice.
You are worth your success. Yes sir.
Yes, absolutely.
It's like do you believe that you're worthy and capable of overcoming your bad experiences?
Keeps on asking questions and doesn't get the person he's talking to to justify more. Asking a why question suboptimal.
And do you believe that your family deserves somebody who can provide this life for them and himself as well?
Talking about identity. Very nice.
Of course he's not a person to overcome. It's like he can't succeed for him
and his own giving a binary. Very good.
I'm the one to overcome it. Just do it.
In order for you to face off
your head on now, he didn't push back or get any type of consequences. So it does leave the frame a little bit open. So it is suboptimal.
Don't forget to ensure that you can become the best man that you can be set. You can provide the best future for you and your loved ones. What do you need to do right here, right now to ensure that?
Ask him for the sale. Good.
Whenever your head hits the bed tonight, you know that you made the best decision for uniform.
Don't be afraid. Just send it.
So overall pretty solid objection handling. There are a couple of things that you probably need to refine but overall really solid.
