Expert-Secrets full book

back of the room to buy. If anyone isn’t nodding, something in my presentation
didn’t convince them the Big Domino was true.
When you sell in person, you have the ability to ask follow-up questions
and figure out their specific false beliefs. Then you can address those concerns
and close them. You don’t have that luxury in group sales like webinars. So you
have to include as many objections and false beliefs in the presentation as
possible.
That first transition question will help you gauge whether they are sold.
And it will help them convince themselves that they are sold, as well.
26. The Question
Now it’s time to start the actual sales section of the webinar. You’ve taught the 3
Secrets. You’ve broken false beliefs. It’s time to reveal what you have to offer.
The hardest part of selling on a webinar for most people is transitioning into the
close. They get nervous and shaky—the hesitation and lack of confidence shows
in their voice and body language. I used to get nervous too, until I learned a
magic question from one of my mentors, Armand Morin. He taught me that the
best way to make that transition is to simply say:
Let me ask you a question…
That’s the secret. It takes off all pressure and lets you make a seamless
transition.
I then ask them a few things.