On the other hand, if they say a number higher than six,
follow up with, I'm surprised you chose a number that high.
Why did you choose it?
By asking the prospect to explain their number,
you get them to elaborate on the benefits of working with you.
And after the prospect finishes listing the benefits,
get them to outline their concerns.
So you can address them by then saying, so you shared these three reasons, and
those sound like strong reasons to work together.
But now I'm even more confused.
I'm wondering why your number isn't a 10?
And now the prospect will share their objections and concerns.
This is when you should take the time to address them thoughtfully and carefully.
After all objections and concerns have been addressed,
ask, now that we've talked through your concerns, has your number changed at all?
Or if we were to address those concerns and
they weren't issues, would you be at a 10?
If the number is still not a 10, you might say something like, okay,
I understand you still have some hesitations.
Earlier you shared, insert the benefits of working with you.
Then you also shared, insert their objections.
In comparing the benefits and risks side by side,
do you think the benefits of working together ultimately outweigh the risks?
If they say, yes, proceed to final contract terms.
If they say, no, the deal is most likely lost.
Either way, you brought the process to a close.
This technique is effective because humans are resistant to what they hear, but
believe what they say.
Instead of telling them why they should work with you,
you get them to tell you why they should work with you.
Your role is to affirm those statements.
You get them to open up about hesitations, and you simply address their concerns.
[MUSIC]