The Belief Ladder; Psychological Resistance to Money; How to Handle Over-Talking

In this masterclass, we broke down the belief ladder, psychological resistance to money, along with how to handle over-talking.

The Belief Ladder
1) PAIN – if there is no problem, there is no sale. If the prospects have no idea what their problem is, we
need to find out what their goal is and what is stopping them from achieving that goal

2) DOUBT – They can’t do it on their own or would be far more efficient with you. They don’t believe that it is possible, using relating stories to create belief

3) COST – you need to make them realize that doing nothing is more painful. How is your life going to be if nothing changes?

4) DESIRE – Deeper sense of purpose of achieving their goal. Get specific:
• Why? – We need to get deeper and ask why, we need to ask them to give us specifics
• What does this new reality enable you to o differently?

5) MONEY – Condition or objection – Do they actually have funds or have not?

6) SUPPORT – Ask if their spouse will support them

7) TRUST – What did they do in the past and why your way is unique and different to their past experience?
This requires knowing their past.

• Sell them on the method being the only way to do this properly, ensure that you are the only way to do that method.
• Every objection is traced back to this ladder
• Ask the right questions and the prospect closes themselves.

Coach often have blocks towards sales:
1) Health vs. Money – they see helping someone is on one side whilst having money on the other, there is a false disconnect between them

2) General belief – “I don’t like sales”, “I am not good at sales”

3) SBV around money (stories, believes, values)
➔ Money does not limit the results or ethical impact you make in the world
➔ We need money as a vehicle to create more impact.

As for clients blocks:
1) “Tried it before”

2) They don’t believe in you as a coach

3) They don’t believe in product.

4) They don’t believe in themselves.

Tips for sales calls:
• When you say something, it means 1 thing, when your prospects say something, it means everything.
• Slow down, never speed up
• Don’t ask for the sale, let the prospect ask how they pay
• Try to understand the personality type of the prospect and try to sale to their personality type
• To improve your sales, record your calls - observe 3 things – watch the recording without audio, then without video and then transcribe it and pay attention to only the words
• Incentivised purchase option can stop the “I’ll think about it” people (examples range from; extra month, function health consultation for their partner, limited quantity, the prices will increase in x amount of time, etc.)