Expert-Secrets full book

SECRET #18
THE 4-QUESTION CLOSE (FOR
HIGH-TICKET OFFERS)
The webinar process and the Perfect Webinar script you’ve just learned works
really well for offers between $297 and $2,997. But when you’re selling more
expensive offers, you need to add another step. Instead of just sending people to
an order form, send them to a page where they fill out an application. Then get
on the phone and interview them to see if they’d be a good fit for the program.
This works for two reasons.
• Reason #1: It’s much easier to sell a $2,997–$100,000 program
on the phone. That extra step helps people feel more comfortable
paying the higher dollar amounts.
• Reason #2: At the higher-level programs, you are typically
going to be working more closely with people. You can screen
them to make sure you’ll enjoy working with them. If they aren’t
a good fit, then don’t accept them into your programs.
In DotComSecrets, I shared a two-step phone script that works really well
when you have sales people working for you. For that script to work, you need
two people: a setter and a closer. It works amazingly well, but only when the
expert ISN’T the one on the phone. At least in the beginning, you will be doing
these sales calls yourself, and for that I recommend a completely different script.
THE 4-QUESTION CLOSE SCRIPT
I learned various parts of this strategy from a few different people. Dan Sullivan