In Their Own Words

Quick reference

• 00:04 In this video, we're going to continue with step five, the Horatio effect, okay?
• 00:09 Cuz you're still asking intelligent questions.
• 00:12 I called this next session in their own words.
• 00:17 Why is that?
• 00:18 Because when you ask somebody a question and they give you an answer, okay?
• 00:22 And you're asking intelligent questions,
• 00:25 that's going to lead them down a particular path.
• 00:28 A particular path where you're going to be waiting with your product or
• 00:32 service, okay?
• 00:33 So let's take a look how this works.
• 00:35 So you might ask a prospect, what's most important to you when choosing a,
• 00:40 and put in your product or service?
• 00:43 What's most important to you when choosing a product or service, okay?
• 00:49 So what's great about that is now they're thinking, and
• 00:51 by the way is that an expansive question or a narrow question?
• 00:56 Expansive, because it's not a yes or no answer, right?
• 01:00 So you wanna get that information.
• 01:01 What's most important to you, okay?
• 01:03 Now, they might tell you a, b, and c, okay?
• 01:06 So you write down a first, the first thing they tell you.
• 01:10 Then you write down the b, then you write down the c.
• 01:14 Why is that?
• 01:15 Why would you write that down in the exact order that they give you that criteria?
• 01:21 Because that's how their brains are functioning.
• 01:24 So subconsciously or consciously to them, the first thing they tell you typically,
• 01:28 nine times out of ten, is the thing that's most important to them, or
• 01:33 at least top of mind, okay?
• 01:35 Then you write the second thing they told you.
• 01:38 Then you write down the third thing, the fourth thing, etc, okay?
• 01:41 Now this part is crucial, once you get it down,
• 01:45 you can't just move on to the next piece.
• 01:47 First of all, you have to repeat the exact criteria in the order,
• 01:52 that they gave it you back to the prospect.
• 01:55 Why is that important?
• 01:57 Because you wanna give them the opportunity to change any of this.
• 01:59 Maybe something was top of mind, but something else is most important, okay?
• 02:04 Or maybe they told you the wrong thing in the wrong way, right?
• 02:07 Sometimes your client will read it back to them, exactly what they said, and
• 02:10 the client will go, well, that's not exactly what I mean.
• 02:12 What I really mean is x, y, and z,
• 02:15 because you want absolute clarity before you go and do your presentation, okay?
• 02:20 So this is at the very front end of this presentation when you're asking all these
• 02:24 questions, okay?
• 02:26 So in their own words ask,
• 02:27 what's most important to you when choosing a training company in my example, right?
• 02:33 I'll write down exactly what they want, okay?
• 02:35 They wanna make sure that it's fun and engaging, right?
• 02:40 Clients tell me all the time,
• 02:42 I wanna make sure that I get the actual results, whatever that is.
• 02:47 Percent of increase, a dollar amount,
• 02:49 whatever it is I wanna make sure I get the results.
• 02:51 Number three, they always tell me I wanna make sure it's a lasting change.
• 02:55 It's something that's not just a flash in the pan.
• 02:58 Good, so now I know exactly what's important.
• 03:01 In my presentation, am I going to address all three of those things?
• 03:06 Absolutely, and I know that the first thing they told me is typically what's on
• 03:10 top of mind or the most important, okay?
• 03:12 And then I'm gonna repeat the exact criteria in that order,
• 03:16 back to the prospect.
• 03:18 Now I'm armed and ready to continue with my presentation.
• 03:21 Make sense?
• 03:23 Good, you got this.
• 03:25 I'll see you in the next video.

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