Chapter 1: The Evaluation "The evaluation is the diagnosis stage where we pre-qualify and find the goal behind the goal. It's important to ask open-ended questions to understand their intention and excitement for this conversation."
Chapter 2: Getting Inside Their World "In this chapter, we focus on getting a clear understanding of their current situation, desired situation, and challenges. By asking powerful questions and being present with them, we can tailor our approach to serve them better."
Chapter 3: Qualifying for Magic "Qualifying for magic means finding the deep goals that drive them. We slow down, build rapport through storytelling, offer insights based on what they share with us. Once qualified for magic by uncovering their true desires and challenges in detail without rushing or pitching anything yet.
Effective Note-taking and Preparation - Take high-level notes to ensure you don't forget important details during conversations. - Use general notes to capture random ideas that may improve your trainings or templates. - Only pitch someone once you have found the goal behind their goal and qualified them as ready.
Personalizing the Script for Your Niche - Customize the script by adding set questions specific to your niche program. - Include reminders or insights from training sessions in your personalized script. - Delete irrelevant sections after personalization is complete.
Understanding and Serving Your Client - Deepen rapport by mirroring back what clients share with you. - Get crystal clear on their current situation, challenges, desires, and goals behind those goals. - Drill down with specific questions to understand their pain points and pleasure triggers. n - Find hot buttons that will help them make a decision to invest in your services.
Qualifying for Magic - To determine if you want to work with a client, ask yourself if their goals excite you and if you feel a strong desire to help them. - Assess the client's readiness by observing their presence, excitement, passion, and willingness to do the work. - Be fully present during conversations with clients and focus on listening attentively. This will lead to asking powerful questions that can uncover valuable insights.
Building Rapport - Mirror and provide feedback when communicating with clients as an effective rapport technique. - Normalize the challenges or problems mentioned by clients so they feel understood and supported. - Offer praise and acknowledgment for their progress towards their goals in order to boost confidence.
Effective Sales Techniques - Avoid role reversal where the client takes control of the conversation or jumps straight into discussing price. Maintain your position as an authority figure - Keep conversations focused on relevant topics without allowing distractions or tangents - Do not solve all of your potential client's problems during this call; let them experience discomfort which will motivate them further