The Unicorn Close

Key Takeaways

I call this the Unicorn clothes when someone's not sure of whether or not they want to do a program I say okay so if this were a magical unicorn I was riding on a rainbow of a program that's completely perfect would you do it and they'll say yes now if they say no then why are we here right but of course they're going to say us and so if they say yes then you're like okay what's the difference between that perfect program in your mind and what we have in front of you and then you'll be able to attack whatever the differences are and if there are differences you can make the concessions and close the deal and if there aren't differences and you ask well then I think that the real issue probably is in the program but something else right and then you can confront the real deep cause and actually get them to be honest with you and tell you why they don't want to buy because the thing is they've actually told you a lot there it's like it has nothing to do with the stuff you're talking about they don't trust you and now we can talk about that it's a great question to frame like where are we and so then you get to flip it and say then what's different between Perfection and what we've got most of the time they'll be like I don't know like right well because it sounds like it's nothing to do with the program it's all about to do with you so let's talk about that right and all of a sudden boom one step closer to the truth and that's how you can close deals and that's how closers do it with big tickets