Make the Offer! Part 3
Step By Step Guide For A Successful Enrollment Conversation
Part 3
We are wrapping up a 3 part series on the BEYONDU sales conversation. If you haven’t read the first two parts, you can catch up here and here. So far we’ve gone over the BEY of the framework. Here’s a quick recap of the talking points during each part of the framework:
- Big Dream – What is your Big Dream?
- Effort – What Effort have you put into your dream?
- Yes, You Can – Tell a personal story to demonstrate you understand where they are coming from.
Now, the next part of the conversation is all about making the offer and inviting them to take action. Let’s go through each part one by one!
O – Make the Offer
We’ve reached the part of the conversation where it’s time to make your OFFER. I recommend you make the offer in the form of a recommendation and I’ll give you 2 wordings you can use:
Based on what you shared with me this is what I recommend…
I believe I can help you. Can I share with you what that will look like?
It’s as simple as that. If you feel like your package will truly serve them in their vision then you’re serving them by sharing your offer.
N – Nuts and Bolts
The nuts and bolts portion of the conversation is exactly how it sounds. After making the recommendation, you lay out the details of your package.
It’s helpful to have all of the details of your packages in writing in front of you for this section. Create a one sheet with the details of the offer broken down into 3 sections – overview, the deliverables, and the investment. In each section ask yourself:
… What’s in it for them?
… Why should they care?
Because this conversation isn’t about you or your package. It’s about them and their vision. For this reason, I also recommend that you take notes about what the person has shared with you throughout the call and refer back to them during the call.
After you complete sharing the nuts and bolts, you can say:
So as far as _____ how does this sound to you?
D – Don’t Push & Don’t Let Them off the Hook
This is the part of the conversation where you dive into helping them overcome objections. I like to treat the person I’m speaking with as I would treat a friend and help him/her brainstorm some ideas on how they could overcome the challenge at hand. A phrase that I like to use is:
Before you decide that you can’t do it, what if we brainstorm some ideas on HOW you could do it?
U – Seek to Understand
This is the part of the conversation where you dive into helping them overcome objections. I like to treat the person I’m speaking with as I would treat a friend and help him/her brainstorm some ideas on how they could overcome the challenge at hand. A phrase that I like to use is:
Before you decide that you can’t do it, what if we brainstorm some ideas on HOW you could do it?
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Hi, I am Amy Yamada.
a Business Coach, Entrepreneur and Author of my signature "Create, Connect, Offer" system
When you market yourself and your business in an authentic and loving way, you attract authentic and loving clients. When you have a sales conversation that is inspiring, heart-centered, and dedicated to making a difference, your BEST clients will be thrilled to work with you!
My team and I are dedicated to helping you build a deep connection with yourself, your vision, and your audience so you can make a big difference for your ideal clients and create the income you desire! Over the last six years, I have coached hundreds of entrepreneurs and spoken in front of thousands of them on how to create unique marketing messaging, write e-mail copy that personally connects and converts, and have heart-centered sales conversations with the RIGHT clients.
Once you learn these skills, you can build ANY level of business you’d like.
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