If it’s anything less than an eight, ask them what’s keeping them from being an eight, nine, or a ten. This uncovers their real objection. Yes, you may very well get a money objection later, when you get to price, but you’ll never be able to handle that unless you fix the uncertainty objection in front of you.
“Money is very easy to handle if they one hundred percent believe this is what they need to get where they’re trying to go,” Cole explains.
So isolate whatever it is. Overcome it. Check their temperature again. Now they should be bought in. Ask them what questions they have on the process, specifically. When there are no more questions, you ask them where they want to go from here.
Regardless of what they say, you always cover onboarding before you drop the price on them. Let them know exactly what will happen once they enroll.
After that, they’re ready for the big reveal: “So the investment is just ten K.” Then you shut up. You’re silent. Let them break the silence. Ask them how they feel. “You good? Excited? Ready to get started on some homework? Cool, what’s your billing address?” Ride that Yes Ladder all the way to credit card details.
Run it. Add them to the training and the Facebook group or whatever. Boom, onto the next one. Awesome stuff from sales savant Cole Gordon, who definitely does not skip leg day.