05/09 SALES LAB TAKEAWAYS: ENERGY, EMOTION & MOVEMENT!!

- A payment being made is an exchange of energy.

- Considering boxing: when someone is just starting out, they don’t see themselves as a boxer. We need to:

- Take someone from a state of sitting with a problem and shift their identity.

- People can ignore problems for a long time before taking action e.g someone who always smoked cigars and suddenly stopped entirely - what got them to have that wake up call and stop smoking entirely?

- The buying state is the level at which we can get someone to overcome their usual laziness

- Our job in closing and sales is to make someone so frustrated and restless that they are driven to act.

- This can be achieved through both positive and negative motivations, depending on the person.

- Usually, pain drives people more than goals do. People often spend more time talking about goals than actually implementing them.

- Build the energy during the discovery part of the call

- Closers typically gather information like their prospect's financial state, but not the energy.

- Our goal is to move people from sitting with a problem to pulling out their card

- We need their current emotional energy to be greater than the investment required; otherwise, they are unlikely to invest.

- When we touch on the emotional part: don’t just skim over it—stay there. Ask questions, challenge them, and do whatever you can to build more emotions.

- ALWAYS avoid reaching the end of the call with a lot of information but no energy to push them to make a payment.

- Everything you're doing should be from the perspective that you are there FOR them.

- ALWAYS watch the prospect - the stutter, the silence - look for A SHIFT - that's the sign you've got something powerful you can move with!

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