“
Susie, most people like the fact that they get a one-on-one coach; others like the fact they get to follow an online step-by-step course. What do you like best about the program?” Do you see what I did there? I laid out two positive answers for the prospect to choose from. This kind of questions allows me to get a positive response back about what they liked about the program. Ninety-five percent of the time your prospect will say one of the two things you list to start. We need to keep energy high here and make sure people are thinking positively about the offer. Next, once you have asked the choice of two positives, the next part of the process is to then ask a “tiedown.” A tiedown is to solidify the response of what they liked best about the offer. For example, if they responded, “Chad, I loved the coaching.” Instead of moving on and saying something like “Great, it’s super helpful” or some BS like that, let’s actually take the time to ask why they like the coaching so much or ask why the coaching program stands out to them. This allows them to tell you exactly why they like your product, but instead of hearing from you as the rep about why it’s so great, it’s important for them to tell themselves. We talked about this earlier in the book, but people believe 50 percent of what a salesperson says and 100 percent of what they say, so make sure to get them talking about the product in a positive way. So once we complete the tie-down, the next step is to then validate that they would be a great fit for the offer you are selling. Everyone needs validation to make a leap of faith to go after their goals, so tell them, “Gosh, Susie! I think you would be a great fit for our program no doubt.
”
”
Chad Aleo (The Book on High Ticket Sales: The Ultimate Guide to Making Millions Through Remote Selling)