I remember the great @Aaron Seaton once saying " I do not make an offer that I am not 100% sure my buyer will take" Today I enrolled someone who before I drop the price told me that they were not sure about this being the solution but less than 2 mins later told me "I'm a 10 out of 10" and paid in full and gladly gave me their credit card without needing to speak to their significant other about it. Why? 2 reasons 1.Questions control focus. So by doing what @Eli Sanchez calls a "Temp check" it allows your buyer to focus all they love about your offer not what's missing. 2. In this case, it also uncovered the exact gray area in their understanding of my offer. Which allow me to not just clarify the uniqueness of it but again tailor it in a unique way (I literally had never string those sentences together) to re explain why this was a perfect fit. With the right behavioral flexibility and sensory acuity I did not need a script...I just needed to know what outcome was needed. Objection Paid In Full Enrollment.

Hello! I went to go watch the recording from last week but that section is now locked, can I please receive some help with this?

Ok had to come back today since I enroll someone else 2 calls later. This person had multiple coaches promise support in the past but none actually delivered on any of the support. There are few things that led to them moving forward on the spot even after asking "Do I need to make the decision now?" The biggest thing here in my opinion was the fact as @Eli Wilde would say, I was able to "shrink the moon" What does that even mean? I was able to shrink her uncertainty by expanding my level of certainty instead of contracting with what people may have seen as "resistance" Because I didn't it wasn't something to fight against it was just leadership that was needed to lead them to the outcome they knew they wanted. Sales is Leadership.🤝

I enrolled someone today on a follow up call, but I really think that what actually made the difference and ultimately led them back to me happened on the first call. After the investment drop they were not sure which offer to choose from and outside of that they still had a little bit of fear. After using a fear reframe, I could tell we were more aligned and that they saw this as the option for themselves but they still needed the time. We ended the conversation and they paid in full 2 days later. Why? One of the first concept I have learned from @Eli Wilde is this idea of HILA, which is essentially being the opposite of what people would think a sales person would be. In that moment, after going thru the reframe I could tell that the buyer had all they needed to move forward but it was such a big realignment for them, taking that step in the moment was going to feel overwhelming. By allowing them the space to digest the transformation that took place during the call, they were able to not only feel comfortable with taking that step but fully grasp the meaning of the transformation that took place in that conversation. They were so happy and thankful afterwards. Why? It really felt like it was their idea. I was just a conduit to help them do it.

I enrolled someone the day of Thanksgiving right before almost as their guest were walking in the door and they actually said something before the investment drop that let me know that no matter what the price was going to be, they would continue to move forward. So obviously what did they say right? While doing the temp check that @Eli Sanchez teaches, they shared with me what they liked about th e offer and they starting listing different things off but in the end they said " and really to be all the way transparent, you just sound so certain about the outcome it makes me think that 'I can really get these results even though I have been failing for 6 years straight and nothing seems to work for me..." No why did that happen? There are a few things that took place prior in the call that created a favorable environment for them to feel safe enough to open up to me; but ultimately because Sales is leadership and because I did not buy their limitations and I was willing to go first and have the certainty they needed, they were able to borrow my certainty and my energy until they were certain enough themselves. Hope it helps someone today.