Joel Goh a.k.a Rich Asian Guest Post

7 Powerful Steps to Break Down a Closing Call

December 02, 2018

INTRODUCTION

Hi, I’m Joel Goh a.k.a Rich Asian™.

I always look forward to scheduled High Ticket Closing Calls because:

  1. I get to help people move their lives forward and make life-transforming decisions.

  2. I get to work from the comfort of my home, or from anywhere in the world as long as I have a laptop, an internet connection, and a cell phone.

  3. I get to make money, which is always nice.


Let’s back up a little bit, by definition, a High Ticket Closing Call is when a Closer gets on a phone and closes a product or service that’s priced at $3,000 and up.

Would you like to know how to become an expert at closing these High Ticket Offers?

Would you like to know how to break down an entire Closing Call into 7 easy yet powerful steps to follow?

Fantastic, read on to find out!

STEP 1 - BUILD RAPPORT

The first component to a Closing Call is building rapport. Without trust and credibility, a close will never happen.

It doesn’t matter what your industry is or what you do, if you are not relating to the people you deal with, talk to, manage, or lead, your sales career will be a long, hard slog.

That’s why building rapport is essential, especially when you’re forging a relationship and selling over the phone.

Rapport is the first step to earning confidence and trust, and it lets the prospect know you're not running the typical conversation between a pushy salesperson and browbeaten prospect.

So how would you build rapport during a Closing Call?

  • Research prospects’ Social Media beforehand to locate things that you can find a shared mutual connection with.

    • For example, find similar hobbies, pets etc.

  • Get them to laugh and open up during the conversation.

  • Ask them the right opening questions

    • For example, "What is it like to work in X industry?"

STEP 2 - SET THE AGENDA (FRAMING)

Now I was taught by my mentor Sifu Dan Lok that framing is one of the most important keys to success in a closing call.

There can only be one frame that “wins” and controls the conversation. It’s either your frame as a Closer or the prospect’s frame.

In order to control the conversation and lead the prospect willingly to a close, the Closer’s frame has to be strongest throughout the conversation.

How can you have the bigger frame during the conversation?

By setting the agenda.

This is how I set my agenda for most of my Closing Calls

“Great, before we deep-dive in, I just wanted to let you know that this is essentially a discovery call. I want to figure out whether this will be a beneficial business relationship for all parties involved. I will start by asking you some questions, and if we find that this is not a good fit for your situation, I’ll tell you right away.

But, if I think you are a great fit for our services, I’ll tell you how everything works, answer any questions you have, and offer you a good reason to get started today.”

So, are we missing anyone who might have questions about things like this or is it just you?”

In my Agenda step I do a few things here:

  • This is a “discovery call.”

    • No pressure to buy.

  • Figure out whether this will be a good fit for all parties involved.

    • Fair request right?

  • If it’s not a good fit, let’s not waste each others time.

  • If it is, then here’s how you can get started.

  • Next, pre-qualify for a decision maker because this handles this objection at the end of the call: “I have to speak to my business partner or spouse.”

    • If there is another decision maker, do not take the call but reschedule.

STEP 3 - DISCOVER LEVEL 3 PAIN

This part is extremely crucial. There are mainly three levels of pain.

  • Level 1: Surface level pain - “I’m not making enough money.”

  • Level 2: Moderate pain - “I need money to prevent my business from going under.”

  • Level 3: DEEP pain - “If my business goes under my wife will leave me because this is the 3rd time this has happened.”

If you can’t get to Level 3 pain, it will be VERY HARD to get the Close.

So how do you get to Level 3 pain?

By asking the right questions.

  • “Why aren’t you making enough money?”

  • “What’s going to happen if you don’t make X amount by the end of December?”

  • “What’s going to happen if your business goes under?”

This is a very simple example, but you get the point.

STEP 4 - DISCOVER GOALS

This is as important as discovering pain.
Why?

Because if you’ve brought your prospect down to level 3 pain, you run the risk of STAYING in that pain, and not leading the pain towards the close.

In order to move towards the close and not just get stuck in the pain, it’s time to talk about your prospect’s Promise Lands, his or her goals.

So how do you get to the goals from the pain?

Again, by asking the right questions.

  • “What are you currently making per month right now?”

  • “You’re making X per month, what’s wrong with that?”“So in 6 - 12 months, what would you like to be at monthly?”

  • Why do you want to be at Y per month?”

  • “What would you do if you made Y per month?”

  • “What would making Y per month do for your family and business?”

  • At this stage, the prospect will start listing his or her goals. Just expand on that until the prospect is really clear on where he or she would like to be at.

STEP 5 - UNCOVER URGENCY

Look, the fact is, if your prospect doesn’t see WHY he or she needs your High Ticket Offer TODAY, you will not get the close.

What’s stopping them from wanting to do this 2 weeks from now, a month from now, 6 months from now?

So during the call, you have to either uncover the prospect’s urgency or help them build urgency.

How do you uncover urgency?

  • “How important is this for you right now?”

  • “When are you thinking of fixing this?”

  • “What happens if you don’t do this now?”

You could even BUILD urgency with reverse psychology:

  • “You wouldn’t want to take action TODAY, would you?”

  • “You’re not planning to invest in your business TODAY, are you?”

  • “Your spouse probably isn’t going to support your decision if you made one TODAY, would she?”

STEP 6 - DISCOVER COMMITMENT

Commitment is also important because without commitment, what’s going to stop your prospect from coming back and asking for a refund and choosing to quit after a week or two?

Without commitment, your prospect also probably won’t feel full confidence that he or she is making the RIGHT DECISION TODAY.

You want to help them discover commitment!

How?

  • “Would you be willing to commit 6 months to this program to invest in your business?”

  • “Now just out of curiosity, if we were to get started today, could you see yourself putting in 2 hours a day to get to X monthly?

  • “You’re not going to call me back in a week and ask for a refund, will you? Because if you are, let’s handle any final concerns that you may have.”

STEP 7 - CLOSE!

Ah, the beautiful Close.

So now, how do we tie everything up and lead the prospect to the Close at the end of the call?

Hopefully, by this stage, you’ve handled all premature objections before coming to the Close.

To tie everything up to the Close:

  • “Let’s pretend if my program helped you make Y a month, and in turn, saving your business, what would that do for your relationship?”

  • “Suppose if this program allowed you to travel freely with your kids while making money on that resort you always wanted to be at, how would that make you feel?”

  • “If this weight loss program gave you the confidence to wear T-shirts again in public, what would that do for you?”

BOOM!

I hope you enjoyed reading this article, and that it provided some value to what you do.

Remember, closing is about helping people move their lives forward and make life-transforming decisions.

The money provided is just a by-product.

If you ever have any questions about Closing Inbound High Ticket Offers, send me an email to joel@richasian.com.

Until Next Time and To Your Success,

Joel Goh

Rich Asian™

If you would like to learn more about what we do and how we do it, then book a call with us today.

https://clientasset.as.me/Rich-Asian-Consult