Nov '23 • Wins
#PIFSTORIES HILA : Occasional 2 Call Close
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 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.
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#PIFSTORIES HILA : Occasional 2 Call Close
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