I sold $8000 in funnels this past week using this 3 part sales conversation...

It's something that has worked for YEARS on long form sales pages and VSLs.

I was like "why haven't I really tried this yet for 1:1 sales conversations?"

And as soon as I did, I was 2 for 2 on sales calls this past week, and put $8,000 into my bank account.

I learned it years ago from Ryan Deiss inside of his Digital Marketer Lab..

(I'm not a copywriter, but I'm trying lol... it feels weird -> give me feedback and let me know how I did in the comments, I think I'll try posting like this more on FB, too, if it works well here)

Ok, back on track.. Here's the 3 part sales conversation that helped me close $8,000 this week (not only close... but have them pay within 24 hours)

The "Emotion -> Logic -> Fear" sales convo

Once I explain it, you'll have the lightbulb💡 moment and be like "Ohhhhhhhh... that makes sense"

Heck, you may even be able to look back at your sales conversations that closed vs ones that didn't, and see that the ones that closed followed this pattern closely...

Here's what you do, just like on a great landing page, you fire up an emotional response from your prospect, STARTING WITH an incredible offer.

Either showing something they NEED but DON'T have

Or something they are actively trying to AVOID, that may lower their status..

Basically: you have a key to help them either reach a new level, or avoid dropping down a level...

For my Loan Officer client: he was a top performer in his office, but then over the past couple of years, others started running FB ads, and he started falling down the leaderboard...

Others who were in the industry half the amount of time were doubling his production.

His old ways weren't working anymore, and even though he wasn't doing worse than before, his status was dropping based on everyone else's performance.

They knew something he didn't.

He did a quick google search "How to generate mortgage leads" and came across one of my old Youtube Videos from 2019 where I run through a full mortgage marketing campaign, showing (old) landing pages, surveys, Facebook ads and follow-up sequences...

He was hooked...

Emotion.

He found me on Facebook, sent me a message that I found in my message requests folder, and was shocked when I responded the next day.

Emotion.

He mentioned my YT video, and I let him know it was an old video.

He was disappointed.

Emotion.

I let him know that I've revamped my entire system and it works even BETTER, and recorded a 3 minute Loom, showing him what I have inside of my GHL account.

Emotion.

We talked a bit more, and since he was new to the online advertising/marketing world, he had a lot of questions.

Cue in the shift to the Logic phase.

He's in an industry that has a long sales cycle, a lot of paperwork...

He's never had automated follow-up. How would that work?

He's never run FB ads. How would that work?

His compliance department needs to approve the funnel. How would that work?

Do I have any proof of previous client work?

Can I show him the follow-ups again?

The key to the logic phase is PATIENCE and CONFIDENCE.

Do you know your stuff?

Then you have nothing to worry about.

Walk them through it.

Show the proof.

Answer their questions.

(The key to this is documentation... I just re-opened up my funnel agency this month, so I haven't had one of these sales calls in years... Now that I've gone through the logic phase on a couple of calls... I can send an FAQ doc to my prospects BEFORE our call... to get this section handled as thoroughly as possible before we even get on the call... it'll be more "Hey! I saw you checked out that FAQ document... is there anything else I didn't touch on that you have a question about?")

After the logic phase... the Loan Officer was excited! But just wanted some time to think about it...

This is when most prospects fall off.

They can say "yep! This makes perfect sense! Send me an invoice and I'll take care of it!"

JUST to ghost you 👻 and never reply again...

Instead... You can take either the Scarcity or Urgency route...

For this client, scarcity worked...

"I totally understand Mr. Loan Officer. Just remember we talked about earlier, I only work with one client per market. I do have another MLO interested in my service about 15 minutes from your office... if he decides on his call to lock in his spot... I'll have to call you back with some bad news..

BUT... if you decide to lock in your spot, you can rest easy knowing that I won't be taking the next sales call. The market is yours"

That's all it took. His logic was going to get the best of him, and cause him to think his way out of contention... but the little bit of scarcity, KNOWING that I would only exclusively be working with him in his region... that was all he needed to pull out his credit card and pay for the service on the spot.

Let's say we took the urgency route... it'd be something like "I understand you need some time to think about it! How about this... this service is $3500 for your funnel, but if you decide to lock in your spot on this call, I'll take $500 off and you'll only have to invest $3000 into your funnel. No extras. No deferred payments. Just a straight $500 in savings as a thank you for working with us today."

That's worked in the past, but in this scenario the scarcity was what won him over!