Expert-Secrets full book

Now that we’ve given them the big value price, we need to convince them that
this offer is actually worth that much and get them to admit it to themselves. We
do that by using something Dave Vanhoose calls “If / All” statements.
An If / All statement reads like this: “If all this package did was
__________ would it be worth $__________?”
I usually transition by saying something like: “Now obviously, I’m not
going to charge you $11,552. But If I DID charge you $11,552, and all it did was
__________, would it be worth it to you?”
Then do three If / All statements based on your three secrets.
Vehicle (Secret #1)
If all this system did / got you was __________ (related to Secret #1),
would it be worth $__________?
STOP and wait for them to indicate yes.
Internal (Secret #2)
And if all it did was __________ (related to Secret #2), would it be
worth $__________?
STOP and wait for them to indicate yes.
External (Secret #3)
And what if all it did was __________ (related to Secret #3), then
would it be worth it?