Part 3: Prescribe and Close

OUR CURRICULUM

• Module #1: Meet, Greet, And Instant Rapport

• Module #2: Determine what your prospect truly desires

• Module #3: Prescribe and Close

• Module #4: Handling Objections With Grace

Today’s Agenda

• Transition from discovery to prescribe.

• The four main personality types and how to sell to them.

• Recognizing buying signals.

• Closing the sale.

Important Things To Remember

• Maintain rapport by active listening and matching and mirroring.

• When presenting your solution, talk in terms of only the benefits and outcomes the prospect has told you is important to them.

• Tie in your solution to their vision.

Transition From Discover To Prescribe

• “Okay, so what you’re looking for is (Repeat back what the client has told you in the discovery phase.)”

• “Based upon what you’re telling me, here’s my recommendation for {insert what they want.}”

The Four Personality Types

And how to sell to them

Ms. Boss

• Traits: Decisive, confident, and competitive. Wants to win, and crush the competition.

• How to identify: Impatient, wants to get to the point, can seem rushed.

• How to close: Show how investing in your service will quickly make her successful and gain a competitive edge. She is looking for a practical plan.

Mr. Analytical

• Traits: Methodical. wants facts, figures, and detailed information to make a decision. Concerned with quality and accuracy.

• How to identify: He asks a lot of questions. Will want to analyze the details of your offer. Will want to know the details of the what you’re offering. Socially awkward.

• How to close: Give details, facts, and figures. Give lots of information. Precisely answer questions. Do not rush.

Ms. Fun Loving

• Traits: Excited about new things and ideas. Spontaneous. Creative.

• How to identify: Extroverted. Social. Easy-going. Fun. Smile.

• How to close: Be enthusiastic and excited! Do NOT give details. Show them how working with you will be fun.

Mr. Caring

• Traits: Care deeply about others. Will put other’s needs ahead of their own. Want everyone around them to be happy.

• How to identify: Friendly, calm, nurturing. Will ask about you. Patient.

• How to close: Use lots of social proof. Show how much you’ve helped other people and how happy it’s made them. Talk in terms of feelings. Mention your friendly team. Downplay disruption to their lives, environment, and to that of others.

Action Step:

Create four index cards with the four main personality

types.

Transition From Prescribe To Close

• You are going to summarize your plan of action and tie it in with the outcome your prospect told you they want.

• “Okay, so the plan for us to {outcomes the prospect said they wanted} is for us to {Summarize the plan.}

• Ask this simple, no pressure question: How does that sound to you?

Answers You Could Get

1. It sounds great!

2. I’m not sure.

3. I have some more questions.

4. I need to think about it.

5. I’m not interested.

Buying SignalsThere are both verbal and non- verbal buying signals you need

to recognize them or you will miss the sale.

Buying Signals• Questions about timing. “How long will it take to get a settlement with the IRS?”

• Questions about money. “So, What is the maximum amount this is going to cost me, all-in, to achieve resolution?” “Do you take payments for your fees?”

• Asking to have a benefit reiterated. “Can you tell me again what happens when they accept my offer in compromise? (Installment Agreement, Penalty Abatement, etc.)

• Questions about procedures. “How do we go about protecting my paycheck and bank account form the IRS?”

• Asking for your vote of confidence. “So you really think that this is best way to go?”

The ClosesEasy, no pressure scripts for

making the sale.

Paperwork Close

• You assume the sale and start filling out the paperwork.

• Ex. “Let’s sit down and take care of the paperwork.”

• Tell your customer exactly what you want the prospect to do and direct him to do it.

Hot Potato Close

• Answer a question with a question to close the sale.

• Customer. “Can you protect me from the IRS freezing my bank account”

• You: “Would you like me to do everything in my power, starting today, to prevent the IRS from freezing your bank account and to protect your paycheck?”

• When they answer “yes,” move into the paperwork close.

Hot Potato Close 2

• Act like you might not be able to get it done and say,

• “If I could make certain that you’ll get to be able to use your current bank account and be protected from the IRS from future enforcement, would you want to…get started now?”

Walk A Mile In My Shoes Close

• Ask your customer to “become” you for a moment. This is a very non-threatening but powerful close.

• “Mr. Prospect, please imagine that you are me and just for a moment step inside my shoes. Imagine you knew you could help someone resolve their tax problem and give them the “peace of mind”, the emotional relief they desire, but your client just wouldn’t pull the trigger and…just get it done? Now, Mr. Prospect, let me ask you what would you do?{Insert prospect’s vision.}

Bridging The Gap Close

• When someone hesitates or after you try to close or rejects the close.

• Say, “Forgive me for moving too quickly.”

• Then ask a question the prospect has to reply “yes” to.

• Then ask, “I sense you are the type of person who takes action, so let me ask you what specifically is holding you back from now going for it?”

In truth, I rarely have to use any close other than the “paperwork close.”

This Week’s Action Steps

• Script your transition from the discovery phase to the prescribe phase.

• Study the personality types and start identifying personality types in your everyday life.

• Extra credit: Role play personality types.

• Listen for buying signals.

• Script your paperwork close and start using it!