Podcast
Questions and Answers
The one call close is always feasible when it comes to closing ultra-high-ticket clients.
The one call close is always feasible when it comes to closing ultra-high-ticket clients.
Emotion is the primary force driving buying decisions.
Emotion is the primary force driving buying decisions.
The Intro Call should last no more than 1 hour.
The Intro Call should last no more than 1 hour.
The Demo Call provides a detailed view of service delivery.
The Demo Call provides a detailed view of service delivery.
The proposal should be sent days or weeks in advance of the Follow-Up 1 call.
The proposal should be sent days or weeks in advance of the Follow-Up 1 call.
The Follow-Up 1 call is used to close the deal.
The Follow-Up 1 call is used to close the deal.
The Follow-Up 2 call is not necessary if an agreement is reached in the Follow-Up 1 call.
The Follow-Up 2 call is not necessary if an agreement is reached in the Follow-Up 1 call.
It is recommended to follow up via email to schedule times for the next call.
It is recommended to follow up via email to schedule times for the next call.
The Consultative Sales Process Formula is a rigid structure that should be followed exactly.
The Consultative Sales Process Formula is a rigid structure that should be followed exactly.
Logic-based selling is less important than emotion when targeting high-ticket ICPs.
Logic-based selling is less important than emotion when targeting high-ticket ICPs.
Emotion-based selling is primarily used in B2B sales where the purchase decision impacts an entire organization.
Emotion-based selling is primarily used in B2B sales where the purchase decision impacts an entire organization.
The prefrontal cortex is responsible for emotions and gets activated in emotion-based selling.
The prefrontal cortex is responsible for emotions and gets activated in emotion-based selling.
Logic-based selling often leverages storytelling to evoke emotions in the prospect.
Logic-based selling often leverages storytelling to evoke emotions in the prospect.
The limbic system is responsible for rational decision-making.
The limbic system is responsible for rational decision-making.
Mirror neurons fire both when an individual acts and when they observe the same action performed by another in logic-based selling.
Mirror neurons fire both when an individual acts and when they observe the same action performed by another in logic-based selling.
High-ticket ICPs are often driven by emotional connections and impulses.
High-ticket ICPs are often driven by emotional connections and impulses.
Cognitive consistency is a key principle in emotion-based selling.
Cognitive consistency is a key principle in emotion-based selling.
Luxury items that signify status or a particular lifestyle are typically sold using logic-based selling.
Luxury items that signify status or a particular lifestyle are typically sold using logic-based selling.
Logic-based selling provides clear, rational reasons to justify emotional decisions.
Logic-based selling provides clear, rational reasons to justify emotional decisions.
Emotion-based selling is more effective in high-ticket deals where the investment is significant and the stakes are high.
Emotion-based selling is more effective in high-ticket deals where the investment is significant and the stakes are high.
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