Podcast
Questions and Answers
What is the primary goal of building internal pressure in prospects?
What is the primary goal of building internal pressure in prospects?
- To create tension based on their own reasons and outcomes (correct)
- To offer them discounts and incentives
- To force them to make a quick decision
- To make them feel guilty about their current situation
External pressure is always beneficial in sales because it motivates prospects to make faster decisions.
External pressure is always beneficial in sales because it motivates prospects to make faster decisions.
False (B)
What is the potential outcome of using too much external pressure in sales?
What is the potential outcome of using too much external pressure in sales?
unhappy clients
Healthy tension in prospects, which is built internally we call ______.
Healthy tension in prospects, which is built internally we call ______.
Match the following types of pressure with their descriptions:
Match the following types of pressure with their descriptions:
What is an example of external pressure?
What is an example of external pressure?
It is possible to have too much internal pressure in sales.
It is possible to have too much internal pressure in sales.
What should be balanced with external pressure to ensure ethical sales practices?
What should be balanced with external pressure to ensure ethical sales practices?
Pushing prospects when it's not in their best interest can lead to ______'s remorse.
Pushing prospects when it's not in their best interest can lead to ______'s remorse.
Match the effects with the type of pressure that causes it:
Match the effects with the type of pressure that causes it:
What is the key to building internal pressure?
What is the key to building internal pressure?
The smaller the gap between the current state and the desired state, the more tension is created.
The smaller the gap between the current state and the desired state, the more tension is created.
Besides money, what is another example of a gap that creates tension?
Besides money, what is another example of a gap that creates tension?
Painting a crystal clear picture of ______ versus ______ helps build internal tension.
Painting a crystal clear picture of ______ versus ______ helps build internal tension.
Match the scenarios with the level of internal pressure it creates:
Match the scenarios with the level of internal pressure it creates:
Why is it important to elicit specific details when defining hell versus paradise?
Why is it important to elicit specific details when defining hell versus paradise?
Data and tangible numbers are not necessary when defining hell versus paradise.
Data and tangible numbers are not necessary when defining hell versus paradise.
When defining hell versus paradise if you don't have numbers, what should you elicit?
When defining hell versus paradise if you don't have numbers, what should you elicit?
Defining hell versus paradise with ______ makes it more tangible.
Defining hell versus paradise with ______ makes it more tangible.
Match the questions to the senses they target when eliciting specific details:
Match the questions to the senses they target when eliciting specific details:
What is the ultimate goal in the sales process, according to the content?
What is the ultimate goal in the sales process, according to the content?
A prospect wanting to take action automatically means they will choose to work with you.
A prospect wanting to take action automatically means they will choose to work with you.
What are the two main jobs on a sales call according to the content?
What are the two main jobs on a sales call according to the content?
To become the only option, you need to build the bridge that becomes the path of least ______.
To become the only option, you need to build the bridge that becomes the path of least ______.
Match the task to the sales call job it aligns with:
Match the task to the sales call job it aligns with:
Besides competitors, what else can be a competing option for a prospect's attention and money?
Besides competitors, what else can be a competing option for a prospect's attention and money?
Once you have clearly defined the prospect's hell and paradise, the sales process is essentially complete.
Once you have clearly defined the prospect's hell and paradise, the sales process is essentially complete.
What should you show the prospect about your bridge to paradise?
What should you show the prospect about your bridge to paradise?
To prevent losing a prospect's attention, it's important to eliminate objections to proceeding with you ______.
To prevent losing a prospect's attention, it's important to eliminate objections to proceeding with you ______.
Match the correct description to why you should eliminate all objections to proceed now:
Match the correct description to why you should eliminate all objections to proceed now:
According to the video, what is internal pressure?
According to the video, what is internal pressure?
Offering incentive-based pricing is an example of internal pressure.
Offering incentive-based pricing is an example of internal pressure.
What happens when a client becomes resentful of the sales process?
What happens when a client becomes resentful of the sales process?
When extracting information from a client, you need to understand ______.
When extracting information from a client, you need to understand ______.
Match the types of profit with the definition:
Match the types of profit with the definition:
What is the best question you can ask someone to get to explain the pain that they're in?
What is the best question you can ask someone to get to explain the pain that they're in?
Once you elicit hell and paradise, you can make other options disappear
Once you elicit hell and paradise, you can make other options disappear
What can you eliminate to allow prospects the ability to close?
What can you eliminate to allow prospects the ability to close?
You want to paint ______ and paradise really clearly.
You want to paint ______ and paradise really clearly.
Match the following scenarios to the types of pressure you can experience:.
Match the following scenarios to the types of pressure you can experience:.
Flashcards
Internal Pressure
Internal Pressure
Building healthy tension in prospects by focusing on their reasons and desired outcomes, not external pressures.
External Pressure
External Pressure
Pushing a prospect for your own benefit, leading to unhappy clients and brand damage.
Building Internal Pressure
Building Internal Pressure
Clearly define a prospect's current state versus their desired destination to highlight the gap and build tension.
Define Hell vs. Paradise
Define Hell vs. Paradise
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Key Areas to Define
Key Areas to Define
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Eliciting Specific Details
Eliciting Specific Details
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Become the Only Option
Become the Only Option
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First Sales Job
First Sales Job
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Second Sales Job
Second Sales Job
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Destroying Other Possibilities
Destroying Other Possibilities
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Showcase Your Bridge
Showcase Your Bridge
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Study Notes
- Building internal pressure in prospects is crucial for guiding them to their desired outcomes in sales.
Internal Pressure
- Pressure originating from the prospect's personal reasons and goals.
- Example: Holding a prospect accountable for a pattern of quitting they have acknowledged.
- Addressing the pattern and its costs allows for a targeted approach.
External Pressure
- Pressure arising from the salesperson's or someone else's interests and outcomes.
- Example: Pushing a prospect to buy when it primarily benefits the salesperson.
- Can lead to unhappy clients, brand damage, and resentment.
- Offering a fast action discount is an example of incentive-based pricing, which provides an external reason to buy.
- Maintaining a balance is key, with more emphasis on internal pressure.
Building Internal Pressure
- Clearly defining the prospect's current state versus their desired destination to highlight the gap.
- The larger the gap, the greater the tension.
- Paint a crystal clear picture of what "hell" looks like versus "paradise".
- Clearer pictures create a stronger sense of the space between them.
- Prospects are more likely to resolve internal tension by buying from you if the conversation is managed well.
Defining "Hell" versus "Paradise"
- Use data to make it tangible.
- Examples: current vs. desired work hours, relationship with partner/kids, profit, and level of freedom.
- Elicit specific details if numbers aren't available.
- Engage the prospect's senses to create a vivid portrait of "hell" versus "paradise."
- Use open-ended questions to get them to describe their pain and future aspirations.
- Combine specific details with emotional hooks for deeper engagement.
Becoming the Only Option to Paradise
- After eliciting "hell" and "paradise," prospects will want to resolve the tension.
- Build a bridge that becomes the path of least resistance and eliminate other potential pathways.
- Two main jobs on a sales call:
- Determine if and how you can help the prospect by understanding their current versus desired situation.
- Eliminate objections before the close by destroying other possibilities for them to reach their goals.
- Other possibilities include: Competitors, social media, business, family, holidays etc.
- Regularly review and embed these concepts to naturally apply them in sales conversations.
Recap
- Clearly paint "hell" and "paradise".
- Destroy all other potential options, including competitors and the idea of doing it themselves.
- Eliminate objections to proceeding, ideally immediately while their attention is focused.
- Show that your solution is the safest, strongest, and fastest pathway to "paradise".
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