Expert-Secrets full book

How many of you are excited about what we just talked about?!
How many of you are feeling a little overwhelmed because we’ve
covered so much?
Then I try to get them to laugh by showing them a picture of someone with
a fire hose in their mouth. That usually gets a laugh, and it allows me to explain
how it’s impossible to show them everything they need to get results in a 60-
minute presentation, but that I tried to cover as much as possible. I tell them that
I created a special package for those who are ready to move forward and want to
implement this new opportunity.
Then I ASK PERMISSION to share it with them.
Is it okay with you if I spend 10 minutes going over a very special
offer I created to help you implement __________?
Then I wait until they say yes or I see heads nodding. I want them to say
yes first. Once you get permission, all the awkward feelings about selling
disappear.
In the rare times when no one speaks or there is an awkward silence, I say
something like:
All right, it’s totally fine if you guys don’t want to know this stuff. I
already know it. This isn’t about me; this is for you. Are you okay if I
spend 10 minutes and show you how it can change your life?
If you’ve followed the script up to this point, they’re going to say yes and
you can introduce your offer. This transition helps you recap everything you’ve
said in the webinar up to that point, and once again sets those new belief patterns
in place. Once you transition into your sales pitch, you’re going to use one of my
favorite techniques—the stack.