How to CLOSE high-ticket clients (KernCall.com)

Key Takeaways

okay that was another way of trying to see if we're actually live what's happening you know what was a very very glorious very nicely appointed apartment office I rent this little apartment out of here - right take it out and this little video of what we're gonna do there's very reason which ones Facebook by the way it sounds Facebook bounty - okay turn it on camera we're going to be talking about actually close high-tech clients how'd he get the money and cool and friendly way coming into our newly renovated redneck studio center right here I just got this thing this thing's gonna Google Chambord it just came in the mail so much fun man love this thing a big whiteboard that you can erase real easy but it's just way more expensive and it's heat and so that's pretty much the main benefits of this thing but what I want to walk you through is a simple process or get all these beautiful notes how to actually close the clients write how to get the money so this is specifically for people who sell higher ticket stuff like advisory services financial advisors attorney use consultants whatever how do you I should close the sale right so if by the way you like what you're hearing and you want to scheme on some ways to get more conversations with more qualified prospects and close more of them into clients go to Kern call calm weird for me to say they for some reason curtain call calm if someone would type that in the comments that would be very very helpful curtain call calm okay so rule number one of this all right has already said the people who like you that's the Georgia way to spell so what I mean with that well it's pretty hard to get a total stranger who's never heard of you it doesn't necessarily you want what you're selling in the first place to give you money unless you are one or both of these two things number one an unbelievably good salesperson number two super high pressure I'm neither right so rule number one is to create a situation where you're only talking to people who actually know who we are like you trust you know what you're selling and know how much it is you don't know how much it is to buy the stuff that we're selling at curtain call comm you can get started for a whopping 18 hundred bucks okay so always disclose it that way you don't have to have this weird conversation with people where they're just waiting sighs step number one all right step number two only talk to people them actually contain you right you're selling stuff you run through a series of phone calls or people have requested consultations with you or whatever and you get to the point you like hey you want to do something they like I do but I just don't have the money you're like man I just spent you know whatever an hour or whatever it was I wish haven't done that to begin with well you can know that to begin with right so one of the things we do or our business we advise all of our clients to do this is to put up a filtration system and income one of two ways with this you can try to be really subtle about it you know and like imagine that they don't know that you're trying to filter out people with no money by saying things like your business and things like that you know beat around the bush or before they work watch the consult with you they could fill out like before a phone number and all that stuff you can say something like hey here's how much I charge is that something you're able to do in the event you want to work together I think the latter works pretty good what's good new is you're gonna have way fewer calls right you're not gonna have nearly as many people to talk to but you also then include and improve your clothes right there so which would you rather do we're gonna close ten people this week would you rather have 12 close those 10 people or 100 probably the club you know what I mean so and so the third thing is to follow an effective closing process almost like we're going to get on to a sales script here but it's not really a sales script instead it's just like super friendly Juvenal beneficial and helpful conversation so before you ever talk to the person you know you have to have a clear understanding of exactly what it is you can do for your market generally speaking and exactly what it is you're selling you know and so I know that's obvious but I just want to state the obvious just in case I need to all right so let's take that as a self-evident truth so now let's imagine that someone has requested a conversation with you all right and they already know yet they already liked it because they see content or whatever they trust you because you used the oldest trick in the book which is a demonstrate you can tell by actually telling them and they like qualified themselves like yeah maybe interested in working with you and if I choose to work with you I can afford it that's what you're trying to beget that's some kind of hardcore commitment or anything so now you're on the horn with them who the pressures on okay you ready for the high-pressure sales call secret stop biz what if it's a real nobody make if it's a real domain name that's awesome all right so here you go this works pretty well for us start out you find that there's I heard how come all right now hear ye hear ye so say it El Gordo which is my legal name now I have changed that this is some psychological trick where you're trying to like find them you know by motivation or whatever you're literally trying to find out here what they're hoping to accomplish by working with you in the event they become your client so there's like a real suave notic NLP way to say this obviously they're Google something like this hey you were my client or something what kind of outcome would you want to achieve pretty obvious right really basic I mean to manipulate it or whatever and what you're trying to say here is whether or not you know there's no balls chance of actually helping them you know so the example I like the person says well I want to get to a billion dollars in sales this year you don't know if you know them yet right because what if they're 999 million dollars a year already you've gotta help them in that extra minute you never know so step number two is it's a fancy way of saying if I know what they're doing right now they get their current results you know so let's say I talk to the person and I say you know we decided to work together typically you know folks work with me over a 12-month period at the end of the 12 months what would need to happen for you to be really happy with with our progress together what are you looking to accomplish super simple right they say well we don't want to take the business to five million dollars or what does making someone you know I'm hoping to get an extra four clients a month I say great so the second way into this is that later okay how many crazy get now they say - great what are you get those two this that and the other a bi article taking notes and all that kind of stuff I'm not tell me what to do now tell me no great are you telling me that there's like what's going on the whole purpose of this is so you won't know whether or not you can do that whether or not you actually can get them the outcome pretty important don't you think like wouldn't you want to know though if you help somebody before we ever took them on as a kind of like that what's up so sorry I actually can't help you at all and but I took your money anyway like no that's awful right so you want to know these things which now let's assume we find out what they're doing they're not doing like you know sure you can tell them now when we go into the pre-close all right this is where it gets super high pressure sales secret system got busy all right this is where we really manipulate them are you ready okay this is assuming that you're confident and you're willing to help them you say to taste you won't write it out high pressure pinch it's so high pressure you say based on what you just told me I'm a hundred percent certain I could help you and would be delighted to have you as a client what questions can I answer for you that's it there you go that was your high pressure sales pitch part one okay and so right I don't say anything okay stop talking and they're gonna start doing stuff and one of the things that they're gonna do is they could potentially say you know I think I want to be a client so what do you think you should do that well I see whose I say okay cool anything else I can help you with and they say no all right see you later pretty rare that that would happen but it's basically possible no point trying to twist their arm lose a billion of them there's one of you I got bass new people every single day seen the half of myself right so there's no point in trying to twist their arm and all that kind of crap the more likely thing if they're going to start asking you buy-in questions like okay well how does it work what you know what kind of results can I expect and blah blah blah and here's what we're gonna try a brand new breakthrough concept called total transparent honesty in the results of their questions so when clients work with us here's what they can expect right at first they can expect to be a little bit over there's a lot of stuff that I gotta do and because we work with them and we have consulting with them in very small groups and sometimes even one-on-one we sort of alleviate that feeling and then we help them start implementing and doing stuff which is immediately nine times out of 10 followed by a little bit of frustration and disappointment know why because nothing works the first time you tried right so of course that's a natural feeling and then we pick mopping we keep help determine we're pushing them along and hold them and answer the questions and making sure everything's cool and then they start seeing a little bit of results which creates a sense of relief and then they experience inconsistency and now they're happy and that is exactly a perfect example of totally transparent honesty so that's what you tell your client like whatever they can reasonably expect to experience good bad and ugly you tell them right and so they ask questions you answer question you keep on answering until they're done with asking when there's a little bit of a lull in the conversation assuming you're still thinking you can definitely get this big result that you want right here now you say the following okay this is even higher pressure okay this is a super high pressure look alright this is where we're taking like hey I don't know nothing I mean with compression all right this is what we're putting so much pressure on them probably illegal in some states you probably need to do this in Tennessee alright so this doesn't apply to Tennessee risk you say well based on everything we've been talking about I still feel 100% confident that I can help you get the results that you would like me to help you get and you say what you say what would you like to do I'd be quiet what would you like to do now they're gonna do one of three things at this stage oh by the way at that point you did stop talking together alright so I'll say it for you they just have seven million questions you answered them transparently and honestly you asked thing you want to do is given the consulting or coaching arrangement of the client who later expected a and got B it melts awkward and it sucks right so you might as well tell them all the good bad and the ugly so questions and now we're entering the stage when there's a lull in conversation they've questioned they're done with the questions and you say you know I'm still 100% confident I can help you I would love to have you as a client what would you like to do and then stop okay so that was the scripting very high pressure it smells they're not in Tennessee okay so now you're one of these three things we have number one it's possible they're not on and at that point you use the magic objection the Curnutt objection handling sequence 3.0 you go like this so I don't want it okay that's it that's your whole objection handling seals the best word in the English language one of them is next right there's plenty of people out there that need your help you ain't gotta try this stupid though it was entertaining keep Natalie forget about that all right so the second thing that might happen then unrealistic to expect it happens right as they say this sounds great let's get started that place you're like okay you take the credit card number or whatever you do to make the sale and you've done sold yourself somebody most common thing all right it's the dreaded the dreaded word is that so many salespeople fear anything about it I don't know why people are so scared about this you know what that translates to let me think about it here's what it translates to it translates to well I'm very interested in this and I'm what is commonly known as a rational and intelligent human being therefore it takes me a little while to make important life decisions I'm going to take the required amount of time to give this the required amount of thought so I can do the unthinkable what just to make intelligent decision about what is going to be best for me in my future that's what that translates to it doesn't mean you do a good job and sell them for God's sake they're normal people so here's the way you answer that question you say actually you pretended to be the person who's got to think about that so I'm gonna do this I'm gonna do the hardcore sales pitch all right I'm gonna say the markets so hardcore it might freak you out so just know this is role-playing this isn't real okay all right thanks a lot of everything you just said you know totally confident I can help you get the results you want what do you want to do I'd love to have this car um let me think about it okay what do you want me to do boom and then stop talking here's what they're gonna tell you they're gonna tell you when the bottle what with them right they're gonna say something on the lines oh well why don't you give me a call back in a couple days at which point you say okay Friday and I'll see ya okay Friday's pretty good it's okay what time you'll be going off right how about 11:00 cool okay I'm gonna call you Friday uniweb sounds good great all right man well I enjoy talking with you there's anything else you need you got my number you got my email reach it out other than that I'll talk to you Friday at 11:00 see you later now here's what's gonna happen come Friday at 11:00 couple of options one option they're gonna toast you they just flaked out you know they didn't have the cojones to tell you now happens whatever you're gonna be okay that's option number one if you can't get them to call them a couple times if they keep those two you two quit messing with a mattress that's a secret code bro I don't really want it I'm just a coward and don't want to tell me all right totally fine you do anything wrong option number two is you call them and they have some more questions and you answer them and they either buy or don't option number three is you call them they say no in which case you say All Right see you later option number four is you call them I said yeah sounds great let's go and typically you know you're gonna close on them half of the eye think about folks and I'm really explore that number out of my butt you know what I mean so there's no like science to it but I wouldn't expect to close all of them by any means the big key takeaway here was two things number one sales goal needs to be all about them what they want how they're gonna get it your confidence and the ability to get get it that's it right and then you just convey that confidence tell me you love to help them answer their questions let them come to a decision that's the number one no pressure no weirdest thing number two don't be these conversations with this everybody right otherwise of course you can be talking to people with no money your people who have no idea what the heck they're freaking talking about in the first place and have no use or want or desire or your services so if you deliberately attract people who can afford you and you've a good relationship with it by using the oldest written book which is the demonstrate you can help them by actually helping them then you let them come to you and ask to talk to you and you filter out the folks who clearly have no business talking to you and you useful framework idea you do so pretty good you're gonna have a pretty good time you're gonna get pretty good amount of clients everybody you want and some how many you feed into your system yeah so if you'd like to brainstorm some ideas on how to build a system that consistently independently generates these types of conversations for yourself go to curtain call comm real hard one to say today Kern call Katie that's my last name see a relatively easy to spell there hope you found today's video couple y'all have a good time over and out nobody you know Google Jam word that only admits roughly seven thousand repeat when we stand in front of them or just the right amount of time okay go