In this brand new podcast I go over my “yes slide” in my script, and how we’re picking up a ton more sales the past few months with financing. If you enjoy it, give it a like and share!
Yo, what’s up, guys? It’s Mike Buontempo here and I just wanted to do this quick podcast on some of the biggest things that you need to do when you’re closing high ticket deals, and some of the things that I’ve learned after closing over high six figures worth of deals every year. First off, when you’re calling a prospect, your energy, and I see this with a lot of salespeople, is your energy has to be so high. It’s a Monday, and you’re calling on a prospect, he’s dreading the Monday, it’s not a great day, blah, blah. When you call them, your energy has to be high. Personally, I like to walk around. Right now I’m standing up, I’m walking around. Your voice projects better. Your voice projects better. You need to sound like an authority on the phone.
When I’m calling, I’m calling with authority, “Hey! It’s Mike Buontempo here, what’s going on?” compared to, “Hey, it’s Mike Buontempo.” When you call you need to project and you need to have authority when you speak. Let them know exactly who you are. First off, that’s going to help. Second thing that I like to do, especially when I’m closing, is I like them to, and I picked this up from Russell Bunsen, I like them to get commitments. I’ll actually walk you through the process that me and my salespeople run them down. What we say is, “Hey, listen, if you want to work with us, you need to make four commitments. These four commitments are the keys to your success. Does that sound good?”
Then you get the yes from the prospect. Then you say, “Hey, do you have a pen and a piece of paper?” Obviously they do. “Hey, so can you go grab that pen and a piece of paper? What I want you to do is I want you to write this down, number one is time.” You ask them if they wrote that down. Number two is decision making. Number three is resources or money that it takes to invest into your business or whatever it is you’re selling. Number four is the knowledge. The first commitment is time so, “Bob, time is money. If you don’t know what you’re doing with your time, you are losing money. Would you agree with me?”
You want to get them going down a yes chute. I like to call it like a yes slide. When I get to this point in the conversation, and obviously there’s an opening and all that stuff. You’re looking for their budget. When I get to this point in the conversation, it’s around a 90 to 95% close because they’re saying yes to all these questions. “Bob, do you have the thought, the time to follow my guidance in creating your own personal business and setting up your own sales [inaudible 00:03:30] and implementing the direction I give you?”
“Well, yeah, of course, Mike, great.” Go ahead and cross it off your list.
The second commitment is decision making so, “Bob, tell me why in business why you think it’s important to make decisions?” He’s going to tell you why he thinks it’s important to make good decisions. When you start hearing that, you need to write down why Bob thinks it’s important to make good decisions because if he comes back with the objection, you just go back to when you said, “Bob, you just told me it was important to make quick decisions, important to make decisions, and now you’re saying it’s not, so which one is it, Bob? Is it important to make good decisions or is it not important to make good decisions?”
That question right there, I don’t think I’ve ever had anybody say it’s not important to make good decisions, or quick decisions, or making decisions. Usually, they say indecision’s bad, blah, blah. I just go and say, “Can you see how indecision can be a waste of time?”
They’re going to say, “Yes.” All these questions are, I’m just looking for yeses.
I go, “All right, Bob, obviously we need good decision making, good decision makers so, so far do you see anything at all that is holding you back from making the decision to go from someone with average internet marketing skills to being someone who is great at it?”
Obviously, you want them to say, “No.” You want that psychological spark to go off that there’s nothing holding them back. They’re saying no, there’s not anything holding you back.
“Great, go ahead and cross decision making off your list, Bob.” The third commitment is resources so, “Bob, we all work hard for our money and sometimes without results. Would you say that’s correct?”
“Well, yeah, Mike, obviously.”
That’s the thing we both want to avoid. What we’re doing here is we’re looking to take away their risk so, “Bob, to work with me we need two things to happen. Number one, you need money to invest in advertising, and number two, we need for your investment in this coaching and mentoring to pay for itself in a short period of time. Does that make sense?”
Obviously they’re going to be like, “Yeah, of course, well [inaudible 00:06:11].
They’re saying it makes sense for the coaching to pay for itself in a short period of time so, “Bob, is making an investment today a strategy that you are willing to use as long as it pays for itself?” Now let me read that to you again. “Is making an investment today a strategy that you are willing to use as long as it pays for itself?” If Bob puts in the work and he invests in his business, then the investment is going to pay for itself. What you’re saying in this conversation is saying, “Hey, listen, is this an investment you want to make as long as it pays for itself?”
“Well, of course.” That’s the number one thing. They want it to pay for itself. They want it to [inaudible 00:07:00]. Then you go over the price so this license or mentoring is whatever, $3,500, it’s $8,000, whatever you agreed to. You explain that whatever, a $500 payment works today, or a $4000 payment, whatever it is.
Then, “Bob, the sooner we start, the sooner we can get you those one to two key first clients you need, right?”
“Yeah, of course, Mike, okay,”
Write down whatever. “Bob, write down $4,000. Once we’re done with this call and you see the structure, the system and the plan of action to get this ball rolling for you, are you ready to use your credit card to make this happen?”
“Oh, yeah, yeah, of course, Mike, great.” Cross off resources in the $4,000.
Then there’s one more part but that’s just going over what they get. That part right there is golden. It’s literally golden. They’re saying yes to you. You’re taking away all their objections without their need to bring it up. Is this investment going to pay for itself? They’re saying yes. As long as it pays for itself they’re willing to make an investment. They need money to invest in advertising. We’re telling them, “Hey, listen, we want smart decision makers and we don’t want people that are wasting time. Are you the type of person that wastes time?”
“No.” They’re saying no, they’re not the type of person who wastes time. They’re saying time is money. What I will say here in that little part of the script, if you want it from me, just send me an email or whatever. I’ll have to know what you’re doing first but send me an email [email protected] I could probably send it over to you. That part of the script is just golden. Maybe there’s been one or two deals I haven’t closed when I’ve gotten to that part, but when you get to that part it’s literally a slide. You’re literally sliding down yeses. You’re getting yeses. You’re taking away all of their objections. They going to, 95% of the time, 99% of the time, they are going to rip out their credit card and they’re going to pay whatever you agreed to.
Then the final thing that has really worked for me well in closing these deals, depending on the niche you’re working in. If you’re working in a more of a cash-strapped niche, you need to finance people. We’ve hooked up with a finance company and we finance some of these people. We’re able to finance over 12 months, 24 months and 36 months. What I like to do is I like to get at least a down payment of at least 250 to 500. Then if it’s a 3,500, 5,000, $8,000 package, whatever, you finance them over the 36 months or the 12 months, whatever you’re doing. That’s really helped increase my sales as well.
That’s just some of the thoughts I have on high ticket sales. If you need help with high ticket sales, let me know. Shoot me an email. Fill out an application. You could go to [Coldtrafficgoogle.com/presentation3 00:10:41]. We close a good six figures each year off applications, and off our leads, and off this script we’re using, so just some of the stuff that I’ve noticed. If you like this podcast let me know. Leave me a comment and I’ll do some more.
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