Some time back, I helped a Mindset Coach acquire a client using a very effective technique called:
The 1 to 10 Technique 👇🏼
The main goal is to have prospect fully understand and weigh the advantages and disadvantages of getting the coaching service.
It works like this:
(At end of exploration phase) “So, Miss Prospect, I was wondering if you could say where we are at this point on a scale of 1 to 10, 1 being 'we need to end this conversation' and 10 being 'sign me up right now'?"
Their answer will determine what happens next...
If 6 or lower:
Something went wrong at an earlier phase of sales process. You need to go back and address any issues and solve all concerns.
If 7 or higher:
“Wow, let me say I’m surprised you selected a high number. Can you tell me why?”
Here, you are prompting prospect to expand on the advantages of hiring you.
This will help you develop a solid sales process.
After prospect is done answering, outline their concerns so you can resolve them.
You: “I agree, these are pretty strong advantages and good reasons to collaborate (don’t forget to repeat the advantages identified by the prospect once more). But right now, I think I’m getting even more puzzled. Based on the advantages you mentioned, why isn’t your number a 10?”
By saying this, you’re prompting the prospect to identify the issues encountered along the exploration or sales process.
As a result, you can now discuss and address them.
Your goal should always be to get them to a 7+ on the scale in order to close them with ease.
ALWAYS about getting you RESULTS,
Your Partner in Crime,
Crush it or #CRUSHIT💯