A Powerful 6-Step Process Used to Increase Sales, Serve More People and Make a Bigger Impact
As an entrepreneur, consultant or coach, you most likely have enrollment conversations with MANY different people on any given day.
As the Enrollment Director of Brave Thinking Institute, I understand how frustrating it can be when both you, as the service provider, as well as the prospective client, know that your services would serve them extremely well; however, agreeing on the next step to invest seems just about impossible.
If this resonates with you, I think “The Bounce” technique, also called “The Heart-Centered Takeaway,” will be super helpful for you!
Before we get into what exactly The Bounce is and how to use it, I want to take this opportunity to say that this isn’t some sneaky sales technique or an underhanded way to get more deals.
The aim of sharing this technique with you is to help you get better at sales so you can serve your clients in the best possible way, knowing that your clients have a vision of the results they want.
The Heart-Centered Takeaway Closing Technique
If you can clearly see your prospects’ desired results, but they’re waffling back and forth, spinning their wheels or ping-ponging on their decision… And if you know you can help them get results and you’d love to lead them to say “YES” to what you have to offer them… Then keep reading!
Step 1. Get permission to treat your clients like family.
One of the very first things I recommend doing on a strategy session is asking for your client’s permission to treat them like family.
Personally, treating clients like family means two things: Big love and big truth.
By big love, I mean that you will love them enough to do everything you can to help them create newer, bigger and better results in their lives.
And by big truth, I mean that no matter what, you’ll tell them the truth, even if that means pointing out their paradigms.
So, for a minute, I suggest asking yourself what treating your clients like family means to you. Feel free to borrow the meaning I gave or create your own.
Step 2. Box the “YES.”
Let’s say that you’re having an enrollment conversation with a potential client.
You’ve talked about the benefits and features of your program, product or service, and you’ve explained the pricing.
You know that your prospect wants what you’re offering, however, they’re stuck in one of the four main common objections: money, time, needing spousal permission or doubting they’re going to get the results they want. At this crucial point, your responsibility is to isolate the objection.
Isolating the objection means finding out what they’d really love if none of the common objections were factors.
The reason that isolating the objection is so important is because you can’t sell someone who doesn’t really want what you’re offering. In other words, make sure that you’ve secured a “yes” from your prospective client.
Step 3. Ask for the sale.
At Brave Thinking Institute, we teach our students a process called the Infinity Close.
The Infinity Close is a simple, streamlined technique that was designed to help you successfully close a sale.
The Infinity Close uses a “pressure on, pressure off” approach in which you directly ask for the sale, and then deliberately change the subject to a topic that’s just as equally as powerful.
For example, say that your prospect has a paradigm about the price. Start by talking to them about their dream.
When you’re finished, say something like,
“Let’s get you started. Maybe we could put this on two credit cards.”
Your prospect may say,
“Yeah, I just don’t see any way to do this.”
So the next step could be to talk about their pain.
Ask them how long they’ve had the results they have, and what it has cost them. Repeat what they say back to them, for example:
“You said you’ve had this longing and discontent in you for 10 years and that it’s cost you your marriage.”
Then ask for the investment again by saying something along the lines of,
“Let’s do this. I’m so excited for what this is gonna do for you.”
They may say that they still can’t see a way to get the money. If so, use this opportunity to tell your own personal story of transformation.
Make sure you include the part about how you overcame your money paradigm.
Then ask for the sale again by saying,
“Let’s get you started. I know there’s a way to do this.”
If they STILL can’t see a way to get the money, then tell a story about someone you helped, ideally with the same or similar issue.
Then ask for the sale one more time. What this does is take the pressure off of the prospect for a while.
I recommend trying this technique at least four times before moving on.
You’ll want to use this technique at least four times because if you cut the conversation short too quickly, you may appear rude and it will feel premature to the prospect.
If you’re sure that your prospect is clear about what you offer, they know the value and there’s no doubt that they want the result, but something is still in the way and you can sense that you’re not making any progress, then it’s time to move to step four.
Step 4. Help your prospective client identify what they’re feeling.
It’s helpful at this point in the process to point out that your prospect is most likely pretty scared and uncertain, but that there’s also a part of them wants what you’re offering.
The point here is to help them see that they aren’t completely uncertain. There’s a part of them that knows they want your product or service.
This part of them knows they can do it and that it’s really going to help them.
Once you help them identify what they’re truly feeling, you can say something like,
“Let’s work together to come up with something you can do to take a step toward the results you know you really want.”
If you can see their objection still persists and they aren’t fully committed to purchasing, then you may continue to step five.
Step 5. Bring on “The Bounce.”
If you’ve gotten this far, and your prospect doesn’t seem any closer to making a decision, then it’s time to use “The Bounce.”
In other words, it’s time to let your prospect know that unless they make a decision, you’re saying goodbye and moving on.
Here’s how I suggest using this strategy: Let your prospect know that they might not be ready, and if so, that’s okay.
Once you let them know that you understand that they may not be ready to work with you, and that it may be time to end the call, then be quiet for a moment to allow your prospect to think.
Keep in mind that it may not be easy to shut up and say nothing, but this process is all about serving your clients, even if that means telling them the truth that maybe they’re not ready.
If they’ve made it clear that they’d love what you offer, but they can’t find a way to make it work, then they may not be ready, and that’s okay.
What’s important to remember here is to let your prospective client know that it’s okay to say “yes” or “no.”
However, if they’re stuck in one of the four common objections, then remind them that you promised to treat them like family, and the truth is that it sounds like they’re not ready.
Step 6. Give a deadline.
Remind your prospects that you’re a busy person, you have limited time and space, and there are other people waiting to speak with you.
And then I encourage you to offer a fast-action incentive for people who make the decision to invest within 48 hours.
Tell them the special offer will expire after 48 hours and if they’d like to sign up after that, great, but that they will be paying a higher price.
Giving your clients a deadline creates urgency and scarcity. Without urgency and scarcity, many people won’t take action.
So, if you know you can absolutely serve your clients, then feel confident when you say,
“Look, saying no is okay. I’m going to go talk to someone else who wants this.”
Let’s review the 6 steps used in “The Bounce Technique”
When your prospective client is going back and forth, trying to make a decision to invest or not, using the six steps in the heart-centered takeaway can serve them in the highest way possible:
- Get permission to treat your clients like family.
- Box the “YES.”
- Go for the “Infinity Close.”
- Help your prospective client identify what they’re feeling.
- Give a deadline.
In the words of Napoleon Hill, author of Think and Grow Rich,
“The great leaders of the world were men and women of quick decision.”
In my own experience, I’ve found this to be true. People who make quick decisions and who rarely change their minds are more successful.
So learning how to speak to your clients in a certain way will help them make faster decisions, support them in their ultimate goal to achieve success and ultimately help you get better at sales.
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