The Magic Question

Earlier this year I shared with our coaching members and our latest "LAUNCH Workshop" attendees a magic question to start every one of your Consultative Sales 1st meeting with.

And your fellow local marketing consultants using this magic question (and the 3 follow-up questions) have been blown away how amazingly effective (and super-simple) it makes the sales process.

It gets your prospect, within minutes, sharing with you all of the emotional reasons of what they want to achieve and what's holding them back from getting there.

Creating this "emotional gap" is critical to successfully closing the sales… and a big mistake a lot of local consultants make… if you are getting "price objections" most likely you didn't effectively create this gap.

Once they have that "emotional gap" created in their mind… then you just show how your service makes it possible.

The "cost" of that gap staying the same, to them, is astronomical… so the cost of your service that solves it and makes their life and business significantly better is an easy decision for them to say yes to.

I recorded this short (about 10 minute) audio to give you the Magic Question (and the 3 followup questions) and walk you through the process.

DOWNLOAD The Magic Question Audio MP3

Also, if you are a Local Business Money Machine member, the Consultative Sales Module in Week 3 has been updated with live demonstrations of how to use these magic questions. Be sure to check it out in the LBMM member site.

You can also pick up the book called "The Dan Sullivan Question" to learn more… this sales framework was taught to me by Dan Sullivan (I'm a 4 year member of his Strategic Coach program) and the book is a quick and fun read.

-Kevin

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