How to get a prospect to say YES the Bruce Lee way
Hi, my name is Nicolas Lum and I am a High Ticket Closer from Dan Lok's Closing Team led by Joel Goh a.k.a Rich Asian™. In this article, I will show you how to be like Bruce Lee when handling objections and close the sale even if the prospect doesn’t want to make a decision today.
Prevention is better than cure
Have you ever had a consultation or discovery call with a prospect for one of your products, and it ended with the dreaded “Let me think about this”? Or maybe it’s another common objection like “This is too expensive” or “I need to speak to my business partner about this”.
Many objections that we face in closing calls can be dealt with before the prospect even has it in his/her mind! A good way of doing this would be to thoroughly qualify them in the first half of the call for things like decision maker, money and urgency.
I’ve written an in-depth article on this which shows you 5 actionable steps to quickly qualify your prospect over the phone.
Let’s say that you are now a master at qualifying and doing all you can to prevent objections from coming up. But you still get one or two objections that come up regularly. What now?
Chances are that you have somehow #triggered this objection in your prospect’s mind.
What I mean by this is maybe you presented your price with a tiny bit of hesitation, which makes the prospect subconsciously doubt the value you can provide.
Or maybe you go into too much detail when explaining what you do, and that brings up more questions than it answers.
Even sometimes, we can project our own values and think that it’s a good idea to consult with our spouse, which leads to the “let me speak to my cat and dog” objection.
My mentor Dan Lok once taught me that closing is 20% technique and 80% mindset.
It is very important to have your mind screwed on the right way for closing and some of the important points to have are:
Having an abundance mindset (ie not desperate for the sale)
No negative associations with selling your services
Truly believe that the value you provide is significantly more than the investment cost
Think like a doctor, not a typical salesperson
Have a clear mind so that you inspire clarity in your prospects
Having the right mindset is key to not triggering objections in your prospects and close at a higher percentage with less effort.
Bruce Lee in Enter The Dragon
Sometimes, even if we do all of the above, we still run into objections and it is an inevitable part of closing. This is because humans naturally don’t want to make decisions and commit into a big investment.
In the closing world, we call this smoke and mirrors. It’s like the famous Bruce Lee scene in Enter The Dragon, where he is in a room full of mirrors and he can’t tell where is enemy is. To beat the enemy, Bruce destroys all the mirrors, clears the smoke so that he can pinpoint exactly where is enemy is to kick his ass.
High Ticket Closers do the same, we ask powerful questions to break the smoke and mirrors to uncover the root of the problem.
It goes something like this.
Prospect: This sounds good, let me think about this and I’ll get back to you.
Closer: I appreciate that you want to think about this, but the purpose of these calls is to be able to give you clarity and answer an questions that you have. Is there anything that I can help you clarify right now?
Prospect: No, it’s OK. You have answered all of my questions already.
Closer: OK. May I ask, what would you like to think about?
Prospect: I just need to think about my finances to decide if this is worth it for me.
Closer: I totally understand. Is it a question of price or value here?
Prospect: Oh I totally get the value of what you offer, it’s just the price I need to think about.
Closer: Sure, let’s suppose you have $5000 in your bank account right now, would you move forward today?
Prospect: Certainly, I would.
By now you can see through the smokes and mirrors to uncover the reason why they want to think about it. Knowing that money might be an issue for this prospect, you could continue by asking how much he has set aside for this and go into OPM (other people’s money) if needed. Then build up their commitment again and close the sale.
I hope that this article has helped you handle objections with ease and close more sales. If you have any questions about High Ticket Closing or you want to discuss this further, send me an email at firstname.lastname@example.org.
Until next time, always be closing.