Ep 681 Daily Awakening – Presentations & Conversations

Have you ever heard a prospect utter – Let me think about it! Sounds good, I just need to check with my spouse and we will get back to you!

So, if you have hear that, then you have just encountered the “Reluctant Hero” per Joseph Campbell and his Hero’s Journey! If you want to hear the entire breakdown of the 22 exchanges you go through on the journey, you can CLICK HERE to listen to Ep 380 – The Hero’s Journey podcast. (you can also find on Spotify -search Finding Your Secret Sauce)

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So this is “buying back the sale” is a phrase we us in sales training when we have the “rookies” out in the field with us. They were all for the deal, your offer, but when it came right down to it, they got their cold feet. So how do you deal with that. It’s pretty simple when you know it’s coming. Here are some suggestions.

1. Get past the sale!
   1. What I mean by that is let the assumption of the sale be made by you and them. Start with the benefits of what happens AFTER the sale. My father would always, always say: “Nothing is OVER priced, it’s undervalued”. So when it comes time to complete the transaction, and the cost if front and center, they balk! The old story pops up and says,… remember the last time you thought you were buying something good, and it turned out be a piece of crap…remember? You left them on ‘this side’ of the sale.
2. Get them using the product!
   1. How can I get them to use something they haven’t even bought? Questions, ask more questions.!!! What would be the 1st thing you do with “X” product or $ income? Bring the VALUE to the product.

There are a dozen or more things you can do to get them past the purchase, the real key to understanding this process is that you ‘can’t teach from the RETURN’! This referers back to the Hero’s Journey conversation.

So as you start with your process… it’s important to remember where YOU are on your own Hero’s journey!

Here is the key- you can only ever be a guide on someone else’s journey, you can’t be the hero for them, they have to the hero for themselves!

To hear the podcast we did on Jan 1st on generating $1k residuel from your business, you can click here – Ep 678 – Getting to 1k this month.

Big hugs from Dallas
Sean