9 Stepsystemto Helpyouturnyourstr T Egysessionsintohighticketp Yingc Lients

A 9 - STEP SYSTEM T O H E L P Y O U T U R N Y O U R S T R A T
E G Y S E S S I O N S I N T O H I G H T I C K E T P AY I N G C
LIENTS
B Y D AN L O K & K AY V O N
2
CONFIDENTIAL AND
EXCLUSIVE
FOR YOUR EYES ONLY
NOT TO BE SHARED OR
TAUGHT
TO OUTSIDERS
3
STEP 1 - BUILDING
R A PPORT
Where are you calling from, how are you doing today, how’s the weather? Max 2-3
minutes
STEP 2 - PRE - FR A ME THE C A LL A ND T A KE

CH A RGE
“OK ‘NAME’ I need to ask you some questions about your business to see how we
can add value to what your doing. Is this ok?”
STEP 3 - UNDERST A ND THE MOTIV A TION

(THIS COULD BE PRESENT ALREADY OR IT MUST BE CREATED)
“So ‘NAME’, what was it that motivated you to invest your time to hop on a call
with me today?”
“Ok, tell me more about that?”
Your goal here is to get them to open up and let you know exactly why they are here,
so you know which pain points are really present.
4
STEP 4 – IDENTIFYING THEIR P A INS A ND THE # 1 PROBLEM THEY H A VE
• “Tell me a bit about your life and what you do.”
• “Describe to me what your life would look like.”
• “And how are you achieving this right now?
• “Ok, how are you currently getting your results?”
• “What’s the biggest problem right now for you?”
• “How long has this problem been going on?”
• “Why do you think this problem exists?”
Key Points to Remember: You must thoroughly understand and keep asking questions until you understand. Your prospect wouldn’t
be on the call with you unless there was some pain. The problem is always worse than they think. Gaining trust allows you to speak
hard truth... ***if a prospect is below a 5 use reverse psychology***
STEP 5 - LEARN WHERE YOUR PROSPECT DREAMS OF BEING

• “Ok, let’s put ourselves out 1 year from today. What would need to happen for you to
be truly satisfied and excited?”
• “What would this entail? Who is part of this journey with you?”
• “What would change in your life if you were living this type of dream?”
• “What would change in your family or personal life if this happens?”
• “I’m curious, what’s your motivation for wanting to reach this goal anyway?”
Key Points to Remember:

• Get them dreaming about what could be
• This takes the call to a place of emotion
• If done properly, you are no longer selling them a service, but you are providing them their dream life
5
STEP 6 - BRIDGE THE GAP

“Ok, and what are the biggest obstacles right now between you and that 12 month goal / dream?” “Why do
you think you haven’t reached that goal already? “
“What do you think is stopping you from doing this on your own?”
This stage is really powerful. You’ve gotten them to an emotional place of imagining their dream life, and
now you are widening the gap between them and that dream.
STEP 7 – MONEY STAGE

“‘NAME’ thanks for sharing this. I understand the position you are in and we can fix this. I think you’re a good fit for what we do.
Just out of curiosity let’s pretend we could do X for you. What do you think would be a reasonable investment to get this kind of
return?” (Wait)
This is very important because you are asking the prospect to tell you the price they are willing to pay. Never mention your price, have
them mention the price first.
“Ok ‘NAME’ well unfortunately we charge more than that. I am sure by working together I could get you from (PAINS) and help you get
(PROMSISE LAND), would you be comfortable spending $X more a month to make what you described (PROMISE LAND) a reality?”
5
STEP 8 – MOVING TO THE CLOSE

CONGRATULATIONS, YOU JUST
“Ok ‘NAME’ when do you want to fix this problem and get things moving in the right
direction? How committed would you say you are to make this happen?” CLOSED A NEW CLIENT...
Now imagine what your business
would look like knowing you had all
the tools, scripts, and role playing you
STEP 9 – SIGNED , SE A LED A ND DELIVERED need so that you can master the phones
and close your clients within 1 phone
call. What would your lifestyle look
“Ok, ‘NAME’ my assistant will send you an agreement. I need you to get that back to
like when you can close more clients
me TODAY. Can you do that for me? in less time?
Good, I look forward to working with you. When you stop chasing your prospects
like a “traditional” sales person and
learn how to position yourself as a
Key Points To Remember:
leader with authority?
• Anything but a YES is a NO The only question left for you to ask
• It’s typically more effort to follow up and close a “maybe” than it is just yourself is, “Can I Afford to go
to close a new client. another year without learning how
to close become a
• You must create a reason for people to buy now, and NEVER let a
HIGH TICKET CLOSER™
single call linger in the maybe zone.

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9 Stepsystemto Helpyouturnyourstr T Egysessionsintohighticketp Yingc Lients

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A 9 - STEP SYSTEM T O H E L P Y O U T U R N Y O U R S T R A T

STEP 2 - PRE - FR A ME THE C A LL A ND T A KE

STEP 3 - UNDERST A ND THE MOTIV A TION

“Ok, tell me more about that?”

STEP 5 - LEARN WHERE YOUR PROSPECT DREAMS OF BEING

Key Points to Remember:

STEP 6 - BRIDGE THE GAP

STEP 7 – MONEY STAGE

STEP 8 – MOVING TO THE CLOSE

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