Consequence
(Time expands consequence)
Could mean good or bad
Its simply the result of our actions - does not have to be negative
What did your parents say to you about not putting on your seat belt, or brushing your teeth?
If you don’t you will die, be true to your teeth or they will be false to you.
Identify the pain consequence associated with a continued behavior, habit, pattern, or belief.
Learning this is too time consuming.
Well you can just skip it, but that means you will have to work twice as long and hard on the backend to try and win folks to your way of thinking, instead of just leading them to think what you want. Do you think it might save you time if they were already bought in before you made your offer? Great. Are you beginning to understand how this will do that for you?
Well you might be comparing this to doing nothing….and while that is
always an option… doing nothing to differentiate yourself in the competitive market could actually cost you a lot of time and effort in the long run couldn’t it?
Yes you can just eat fast food and continue to skip workouts…but where will your health be 12 months from now if you do?
\We use TIME to expand the consequence.*
What is the consequence of the thought belief, action, pattern etc.
What is the consequence of not getting the problem solved.
What is going to happen if you don’t?
Where do you think you will be in the next 3,5, 6 months if you just stay where you are at? What is going to happen if you don’t learn these skills, do you think you will be in the same place or maybe worse off?
Model of the World Pattern
Comparing the beliefs vales and behavior of an already desired group, or individual. Often an aspirational figure who the prospect respects.
Is that how Warren buffet would choose?
Is that how Tony Robbins would think?
Can I share with you what top sales people, realtors, 8 fig entrepreneurs respond in that situation?
I can’t tell you how many billionaires say they’re biggest regret is that they didn’t start sooner and they didn’t play bigger.
The number 1 advice that Richard Branson has given my friends is …Start before you are ready. If you feel like you aren’t ready then that’s actually a good thing…It just means you are growing.
Here is how you can elicit the aspirational figure.
Who is someone you currently look up to? Ok well what do you think they would do in this situation? Is there an entrepreneur you look up to?
Can I share with you what our most successful clients do?
Can I share with you what all X do to get to (RESULT)?
A lot of entrepreneurs and marketers in the space have gotten their messaging completely wrong. They make it all about them and their results. Can I share with you what the top X do who sustain their success?
Creating an Agreement
One of the things I’ve noticed is that all successful entrepreneurs who have longevity is they …
Yeah, that’s completely normal, and just part of the process. When you go to the gym and want to get stronger…its uncomfortable…This is a lot like that.
You know what I notice that all successful X have in common…
You want to know what all of the healthiest people do who lost weight and kept it off on their health journey….? ( we are aligning them with an agreement. An agreed upon fact we can build on using the person or group they aspire to be like)
Here is what the people who have gotten results have done.
One of the things I’ve noticed about successful entrepreneurs is they are prolific with their communication.
Possibility Frame
Problem focus (these are questions inside of a problem focus)
What will it cost?
What is the risk?
What do I stand to lose?
What will my partner say?
If they associate more pain than pleasure to your solution ..they will stay in their problem
They need to associate more pain to not buying that to buying.
Change the problem focus to the Possibility focus below…
Change the above problem focus to that of Possibility Get them focused on the possibility
How will I gain? Or What will I gain?
What do I stand to win?
How will this set me apart?
How will my life change by…?
What will the ripple effect be in your…?
Yes I agree, there is always risk, but No risk no reward..so what is the reward you are shooting for?
Again, most folks only focus on what they stand to lose…we want them focused on the upside.
UNIVERSAL OBJECITONS
OFTEN COME UP AFTER THE OFFER HAS BEEN MADE.
External constraints
Time (obligations)
Money (monetary access)
Support (partner doesn’t support their vision, what do others think)
Readiness (being determined by something external)
It’s difficult to change someones external circumstances on a call. We can however get them to access an internal resource state to move them toward their outcome.
For example - you can’t just say..I’ll give you some money, I’ll free up time for you, I’ll convince your spouse. (You could but, its less effective)
“When you change the way you look at things ..the things you look at change.”- Dyer
We want them to change they way they look at things.
Internal constraints - what is going on inside of them
Belief in Self-“what if I can’t do it”
Belief in You- “I don’t trust you”
Belief in Process- “what if this doesn’t work?”
An internal constraint has to do with what is going on inside of the prospect related to what they believe about themselves. (I’m not good enough at…. This won’t work for me… etc). It has to do with what they believe about the externals.
\**You cannot always change someone’s externals … so instead we are changing what they believe about those externals.*
ALL OF THE PATTERNS APPLY TO THESE AS WELL.
MONEY
Remember ..it’s not so much the money…it’s about how they relate to money, or rather their relationship with money, credit, debt, risk, investment in general etc.
We all have a different relationship with money… and often what sales people do is they project their own limiting money beliefs onto the prospect.
To do this effectively you must have a great relationship with money. You must be more than willing to do what you are asking the prospect to do. (Law of the Mirror)
Remember broke does not mean Broken. Do not talk down to people. They just have not yet accessed the internal resource(belief) that will allow them to get what they want.
This is why selling is truly serving.
“It’s too expensive” (no matter the price someone will think its too expensive)
- They formed a COMPARISON- Here we challenge or change the comparison.
(Compared to what?) - you can’t say it’s “too” anything without comparing.
We can challenge the comparison- Compared to what? What are you comparing this to?
Change the comparison - Apples to Oranges comparison (compare to something more expensive) (college, going it alone, etc) Address the alternatives to your offer ( a book, other program etc)
Health Example
And when you think about what it really cost to lose weight and stay healthy.…There could be a monthly gym membership, personally trainer,
nutrition and supplements, not to mention weeks or months of trail and error…(average is 1300$ a month when you factor it all in)
- Thy do not see the Value.(most common) Is 10K a lot of money? It depends.
For a meal…yes. But people pay it everyday (for charities) However 10K for your dream car… is not a lot of money. So price is relative.
You need to show them that it is worth 10X what you are charging. The Value is up to the prospect. And it is up to you to communicate and demonstrate the True Value which exceeds the price inside of the mind of the prospect. (Value is in the eye of the beholder- so we must put it in their eye to help them see it)
(Make them feel like they are getting the better deal)
So how do we do it….
CREATE a WORLD OF VALUE (how to build value)(the marketing and copy will ideally do this in a perfect world- but you should know this to help the prospect focus on the value to demonstrate the Value)
- Show the benefit (what is in it for them…So that…their life will change) This will help you X so that you can benefit (that is relevant to them)
Ex. I’m going to give you at least 6 linguistic NLP based patters to help you create objection less closes.
Ex. Im going to walk you thru 8 ways to work out on the road so you can save time on your workouts.
2. Demonstrate what is at STAKE
If you got these skills to a level 10…how much more money do you think you would make each month? (That is what is at stake)
If you were to handle twice as many objections with ease…how much more money would you make? (That is what is at stake)
- Link to a real number. If you were to… what that be worth to you? (Or do you think that would do for you?) (Put it in real $$$)
If you had to do all this over time…how much do you think it would cost you in time, missed opportunity, doing it all yourself w out a system?
- Show the ripple effect
What else changes in their life after they have your solution in place? What do you think might be possible in your life if you had the health/ energy you want? How would that effect your relationship etc?
Confidence, love, respect etc
Identify and share the possible ripple effect (this creates more value)
Learning to speak this way doesn’t only make you more sales, you can shift the thoughts and beliefs of your family, friends and coaching clients as well. You can be more powerful and effective in all of your communication. What do you think that would do for you?
Show the benefit of the benefit or advantage.
What is the ripple effect of learning this material? You can not only close more folks with ease…You will also have less stress related to you sales… Where else would having less stress in your life help you? Where does this benefit you in your personal life…Where can you use these in your personal life?
- Speed ( saves time, energy, money) quicker faster easier. Your offer should show this. Templates, pre made spreadsheets, meal plans, resource list etc
6**. Show and discredit alternatives - this brings more relevancy to your way.
You might be thinking X, and of course you could do it that way…and to do that effectively it will cost you Y.
- Show COI (cost of inaction) cost of not solving problem, joining your program, in missed opportunity, time, money, stress etc
“I can’t afford it”
This is often FEAR. They might have fear around spending that much money.
It could mean they simply have never spent that much before.
You can respond…
How do you mean by that? (We need to get the meaning)
When you say you can’t afford it…Can you tell me more about that? Does that mean you literally don’t have the money and no access or…
______?Is it possibly something else?
They may think they are not worth it..
Possibility frame
I know you really want to make this work, and we can both agree going into debt or doing something financially irresponsible isn’t the answer, so let me ask you this…. How might you be able to find the money(so that you anent
in the same spot next year?)
(Here you can share a story about what someone did to come up w the funds) ( Suzzy was in the same spot, and she opened up a beta program over night, and she came up w the money)
Do you have access to credit or possibly card you could put this on….then
just pay it off with the profits you make?
\Show how they can easily find the money or relocate $ they are already spending.*
If you were to do this…How do you think you might have been able to create the money?
Also - you can do a pay plan (offer this after you exhaust resources- more on this later- do not offer a payplan up front though)
TIME
“I don’t have time.”
Objections about time are dependent on ones relationship with time.
Time is a relative concept according to Einstein.
Change your prospects relationship to time.
Change it form the reason they can’t to the reason they can.
DMV example
Train example
We need to change our own relationship to time.
Help them realize that their lack of time is a symptom of a bigger core problem-
Is it possible that the reason you don’t have time is because….(this should
link to a benefit of your solution).
Shift the Time/Money dynamic
Can I ask you a question…? If you make a million dollars are you rich? Depends. If it takes you 40 years to make a million..that’s 25K a year which is poverty level. But what if you do it in a year, or a month, or a week? It’s all about making the money you are currently making but figuring out a way
to do it faster. What we are talking about here is a system to help you get there faster.
Let me see if I can help you find some places you may be losing time. Can you open up your phone for me? (Ask them to see how much time they spend on screen time. Ask if it would be ok for them to reallocate some of their screen time - just 2-30 min a day so they can (benefit).
\Know and own the fact that your offer saves people time.*
Hierarchy of Criteria - will go into this a bit more detailed next week.
But for now…here is the language pattern.
Isn’t it more important…
Isn’t it more important that you create better systems so you can free up
more time in the future?
Or
Well I guess we all make time for the important stuff like eating, and basic needs…We seem to find the time. Isn’t it more important to find the time for this (X) so you can (benefit)?
Time Consequence
I understand time can be a bit of a challenge…that’s why we created this… If you don’t figure this out now, won’t it just cost you more time in the future? How much more time do you think it will take you if you just try to figure it out on your own?
Time saving tactics in your offer. (This is not a language pattern) Here you may bring up the fact that you have templates, scripts, processes or spreadsheets to show them how your offer saves time.
“Now is not the right time”
Eliciting The “perfect time” criteria
Well when do you think the time will be perfect?
What would make it the right time for you?
What would the right time look like?
How will you know when the time is right for you? What circumstances will cause that to happen?
When you have a child for example- you never feel ready…you just decide to make it work. If you wait for the perfect time, you may wait a long time or it might never happen..and I don’t think that’s what you want is it?
I need to wait until I’m more confident…How will you know when that is?
Patten Close
Well, what it sounds like, and correct me if im wrong…but it sounds like you have a pattern here of how you use time that doesn’t really serve you. There are patterns in life, biz, time etc that make a person successful, and there are patterns that leave people stuck. It sounds like you have some of those patterns here in you that are keeping you from moving forward…And I’d like to help you break them right now…If you let me. (Must be done w rapport and the proper posture)
Access a resource state/Counter example
Has there ever been a time in your life where you didn’t have time to do what you wanted, but you were able to make it happen anyway?
The key to being prepared to make sure you are selling what people want… and directly addressing the things that prevent them from having them from getting what they want.
You can’t sell them what they do not want. And you need to know there is something inside of them that is preventing them from getting what they want.
You can also think of direct objections like this…
Remember an Objection is an object and often an immovable one in the prospect’s mind. We can turn it into a question and redirect it. Here is how:
So I sounds like you are asking ..
Q…
Well, You are asking the right question.
And with that said…Here is how you can look at it… And you can use your favorite pattern or metaphor here.
Spouse/Partner
"I have to ask my spouse. My spouse won’t let me.”
"What can you anticipate will be your spouse’s biggest concerns about you
______(benefit)? Do you want to talk through how you can ease your spouse’s
concerns about this?”
I’ll detail all the frames for the big 3 objections next week although most all of the frames can be applied for this as well.
Spouse/partner should ideally be handled before the offer…but we will beat it up…
My favorite to do this is…
Does your spouse know this is a problem for you as well?
Does he/she know we are on the call…or are we on a secret mission?
Here is a list of all the basic pattern reframes - these will all be Dailed for you with my best examples
- Reality strategy - How do you know…
- Model of the world - Some people believe
- Counter example - show how the opposite of what they think is true - We all know people who waited themselves right out of opportunities
- Intention- redirect their intention or yours
- Redefine - its not this, its that, and that means..
- *Chunk up- help them to see what they are focusing on is a small part of the whole. They are focused on specifics. So when we look at the biz holistically… are you saying that the most important thing for you is the cost of the program?
- Chucking down- Looking at the parts you want them to focus on … and/or getting them to see the details not being taken into account. How specifically…?
- Metaphor-
- Another outcome-
The real questions isn’t ….the real question is…
- Consequence - what will happen if you continue to…If you don’t X how will you be able to (result)
- Hierarchy of Criteria - Isn’t it more important…
- Apply to self- you don’t think you can…? You sound pretty certain about that…imagine if you were just as certain you could. What is happening outside of you is always changing..so I can see how you may feel uncertain…You have no control over that…What do you feel you have control over?
- Change frame size- expand time or view…Well, when you look at the bigger picture over time.
- Meta frame (we will spend more time here) simply the belief behind the belief - the Belief OS.
Lots of people believe…
Is it possible that you just don’t 100% believe in yourself? Who taught you to think that way? Im just curious.
Here is a classic example of combining these
Let me ask you an honest question…What are the chances that you are going to be able to hit your goals…on your own…. knowing that you have
tried everything you know how to do, and in 3 years it has not worked out…
What are your chances 1-10?
2 out of 10….20%…
Check out my bio link for more useful resources - https://bio.link/adithgarg
Now what are the chances that you will be able to hit that goal w a proven guide, that has 1000 proven case studies.
Let’s say its 6 out of 10… professionals aren’t looking for a 0 % failure rate.
They are playing the odds.
So let me ask you…would you rather a 80% chance of Failure…or a 40% chance of failure? (Or 20 60% of winning)
People you look up to..they have the same risk as you.
But they are in comparative risk analysis and they are choosing the path, that has the least risk and the highest upside.
Direct pattern - Advanced - Fladlien
So it sounds like you can get access to the money and you are thinking about the money on your card or in your bank account and thinking…. “should I or shouldn’t I”…
Let me ask you this question…just keeping your money in your bank account …is it likely that you are going to have a lot more of it in the next 3 months? Probably not.
So why don’t you and I agree it isn’t the money you have on hand,… its
what you do with the money you have on hand that makes all the
difference.
Isn’t that right?
So your real question is…Eli, If you give my money to you…
Can you put it to work for me?
And the answer is of course.
That’s exactly how we designed the program
*ACTION ITEMS
WRITE OUT THE ONES YOU LIKE AND MAKE THEM YOUR OWN
WRITE OUT THE TOP OBJECTIONS YOU GET AND COME UP WITH A REFRAME USING EACH OF THE PATTERNS THAT RESONATED WITH YOU THE MOST.
Written by Adith Garg
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