SERVICE Calls

You’re not trying to make a sale, you are trying to get them to make a decision.

SERVICE Calls S How can I SERVE you? “We’ve got 15 minutes to talk, do you mind if we jump in?” “What is the number one thing you need from me before we get off the phone?” WHY is this important to you? (Money is never a good enough reason) If they don’t give a specific “why”, ask them “what is your selfish reason?” “I’m asking because I really want to help you and need honesty.” Just Listen.. E What your next Step? Why are you Stuck? Or What is Stopping you? Just Listen, Let them talk. The ‘real’ reason they are stuck might be mindset issues, not what they say R R eplay it back to them with your R ecommendations Lay out their plan; be opinionated; tell them what they need (DON’T SERVE THEM INFORMATION THEY DIDN’T ASK FOR). Here’s what I recommend you do… I’ve got the perfect program for you… It’s _____________, it costs ______________, and this is what it is going to do for you.” V Connect (you and your program) to their V ision People buy on emotion, and not on facts. They use Facts to support emotional needs/decisions Lay in benefits with your bullet points (and tie at least two of them to their Inspiration, their “why”, and what’s stopping them). If particular benefits are not relevant, you don’t have to tell them about it right now. I I dentify how your program solves their problem Discuss Benefits and Features, tied to their vision and next steps C Address their C oncerns Concerns are rarely what they say they are Concerns are usually their fears of moving forward, which manifests themselves in various forms of resistance Concerns can also mean that you haven’t fully connected your offer to their Vision E E xcellent! Excellent, how would you like to move forward?...what card would you like to put this on? Let’s discuss next steps Move the discussion to how to get started working together.

Your sales page has to 1.Explain the valueI don’t have the money 2.Explain the featuresI don’t understand what you do 3.Why they can trust youI don’t know if you can help me 4.How they can do it I don’t know if I can do this 5.Why they want it nowI don’t know if this is the right time for me 6.Why they have time for thisI don’t know if I have time in my schedule