Re-Cap

Quick reference

• 00:04 In this video, we're gonna move on to step number seven,
• 00:08 solidify the relationship, okay?
• 00:10 So now that you finished your presentation, now you go into the recap.
• 00:15 This is so crucial.
• 00:17 So many sales people skip this step, they go through this great presentation, and
• 00:21 a lot of times there's a lot of information, right?
• 00:24 So what happens with your prospect?
• 00:26 They forget a lot of it, right?
• 00:28 They'll retain 20% of whatever it is that you told them and forget 80%.
• 00:32 So you have to do a recap, you wanna bring them back and re-associate them with
• 00:37 the information and the emotions that you went through in your presentation, okay?
• 00:41 So the first thing you wanna do is get them re-associated to the pain,
• 00:45 to their challenge, to their problem.
• 00:47 Because if they're not associated with that,
• 00:49 they've got no reason to buy anything from it, okay?
• 00:52 Re-associate them with that pain, the challenge or the problem.
• 00:55 Re-associate them with your solution, okay?
• 00:59 Going from pain to pleasure, okay?
• 01:01 And that's your features and your benefits, these are my features,
• 01:04 this is a benefit, features, benefits.
• 01:05 Remind them even if you just told them, you have to remind them,
• 01:10 you wanna get it into their head, into their nervous system, okay?
• 01:14 Next, you gonna do something called future pace.
• 01:16 Future pace, what is that mean?
• 01:19 You want to take their focus and get them focused on, using your product or
• 01:24 service and the enjoyment they're gonna get out of it, okay?
• 01:28 So if you're selling cars, for example, all right,
• 01:31 when you sell them a minivan, ask them a question like,
• 01:34 where's the first vacation you're gonna take your minivan as a family?
• 01:38 Gosh, we're gonna go to Sequoia, and we're gonna bring my mother-in-law and
• 01:42 we're gonna go up there, we're gonna have a great time.
• 01:44 Or maybe they're not gonna bring their mother-in-law, right?
• 01:46 But they're gonna bring the family, they're gonna have fun, okay?
• 01:50 And you want them thinking about that.
• 01:51 You want them looking into the future using your product or service, okay?
• 01:57 If it's a service, okay, well, hey, when you get this home loan,
• 02:01 are you gonna throw a housewarming party?
• 02:04 Get them thinking about throwing a housewarming party, right?
• 02:08 Future pace them with your product or service, okay?
• 02:12 Now, this next one is very important.
• 02:15 It's called scarcity.
• 02:17 What does scarcity mean?
• 02:19 I get so many sales people that tell me, David, how do I close this deal?
• 02:22 I've done the presentation, I've done my research, I'm an expert,
• 02:26 I've done all these things.
• 02:27 And they told me, have you ever heard this before?
• 02:29 I'm gonna think about it.
• 02:31 Have you heard of that?
• 02:32 I'm gonna think about it.
• 02:34 What that means is, they don't have enough information, or
• 02:38 enough motivation to pull the trigger right now, okay?
• 02:42 Now sometimes what's gonna happen is they have to go through a committee or
• 02:45 they have to ask somebody else to make that buying decision.
• 02:49 But if you know that you're with the decision maker and they tell you,
• 02:52 I've got to think about it.
• 02:53 That means there's not enough push for them to make that decision right now.
• 02:57 So what do you do?
• 02:58 The best things, they've been proven to work, and you see them all the time on TV.
• 03:03 What happens when you want to buy something and
• 03:05 you're shopping on television, they've got something called scarcity, right?
• 03:09 That you can watch the number of things that they're selling disappear.
• 03:13 So you know that those things are going away.
• 03:15 Or, they've got a little clicker, right?
• 03:17 The little timer that's going down, that's going down.
• 03:19 Now, some people who buy, and say, I hate those things, right?
• 03:22 There's so much pressure.
• 03:24 But they buy anyway, don't they?
• 03:27 Yes.
• 03:28 Because people buy on emotion.
• 03:31 If they're emotionally connected to whatever it is you're selling them,
• 03:34 they buy on emotion and they use logic to back it up, okay?
• 03:37 So, if somebody emotionally really wants to buy your product, but
• 03:42 they're like I don't know, I don't know.
• 03:44 But then logically they know that hey, time is running out to get this price or
• 03:49 to get this product, then they'll make that decision.
• 03:52 That will be the logic they need to make the decision,
• 03:54 they can justify that to themselves.
• 03:56 And if you've done a good job, you know it's a good fit and
• 03:58 it's gonna help them overcome their challenges, okay?
• 04:01 So you wanna keep everything very ethical, very on top, very transparent, okay?
• 04:07 But I highly encourage you to have a limited time offer, okay?
• 04:12 So it doesn't have to be that they have to make the decision right then, but
• 04:14 maybe they got a week to think about it.
• 04:16 Or two days to think about it, three days to think about it, okay?
• 04:19 And during that time, you're following up with them.
• 04:22 Answering any questions they have, if they're unsure about anything.
• 04:25 If it's a big purchase, sometimes people just don't want to make a decision because
• 04:28 it's such a big purchase, right?
• 04:30 If somebody's buying a home or something, okay?
• 04:32 So limited time offer.
• 04:34 Next thing is a bonus.
• 04:35 Bonuses are great.
• 04:37 Hey, if you buy today, you're going to get this bonus worth this much money, or
• 04:42 worth this much time, effort, whatever it is.
• 04:45 But they get some sort of free bonus, okay?
• 04:48 Or the oldest one in the book, right?
• 04:50 Is the discount.
• 04:52 Hey yeah, the discount because if you help get this sale by the end of the month,
• 04:57 now that helps your numbers at the end of the month, helps your company,
• 04:59 helps cash flow, helps everything else.
• 05:01 So you know what, we'll give you a 20% discount if you buy it by Friday.
• 05:05 Or if you sign the documents today, right?
• 05:09 So scarcity, you use it to push somebody over the edge that may be wavering for
• 05:14 some sort of reason.
• 05:16 You want to give them a logical reason to buy on that emotion, okay?
• 05:20 And make sure that you've done all your homework.
• 05:22 By the time you get to this stage, you'll know if your product or
• 05:26 service is a fit for them, okay?
• 05:28 So align it with your core values and put in the scarcity to help push them over
• 05:31 the edge into something that you know is going to help them.
• 05:35 Does that make sense?
• 05:36 Okay, good.
• 05:37 And next, here you gonna add another social proof, okay?
• 05:42 Another testimonial,
• 05:43 another story of about somebody else who was like them or in a similar situation.
• 05:49 And you help them get over that hump, get over that challenge and
• 05:52 now they are happy, okay?
• 05:53 You took them from here where they are to over here where the other clients are,
• 05:58 or your company's clients, okay?
• 06:01 So far that's three at least, okay?
• 06:04 So have three to five stories that you can use, minimum, all right?
• 06:07 If you have a big library of stories, now you're gonna cover all types of different
• 06:11 people that are gonna be coming into your office, okay?
• 06:14 So different situations, okay?
• 06:16 So let's recap the recap.
• 06:18 Step seven, solidify the relationship.
• 06:21 You have to recap, get them re-associated with their pain, with their challenge,
• 06:25 with their problem, okay?
• 06:27 Get them re-associated with your solution, with your features, with your benefits.
• 06:32 And then you wanna future pace them.
• 06:33 Get them thinking about what it's gonna be like once they've got your product or
• 06:37 service, and then scarcity.
• 06:39 A limited time offer, a bonus, a discount, okay?
• 06:43 And then here, add more social proof.
• 06:45 Another testimonial, another story, that can also logically help them get
• 06:50 them over the edge, to emotionally buy from you, okay?
• 06:54 All right, you guys are doing great, I'll see you in the next video.

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