::The first 5 minutes of this episode can and should be applied to every person, beginning a sales presentation.
However, the remainder of the training pertains specifically to those selling their Coaching Business.::
The first and most important step to prequalifying a prospect is to establish what your pre-qualifications are.
What are 1-3 pre-qualifications your customer must have for them to qualify for your product?
Once you are clear on what those prequalifying factors are, incorporate those questions into the first 3-5 minutes of your prospect interaction.
Never Present Price without first establishing a foundation of value because the price is relative.
If you’re selling a coaching business, the quickest way to establish a value foundation before presenting price is by asking these 2 questions.
1. What are your prospect's goals, and what have been her biggest obstacles?
2. If she had a sure-fire path to reach those goals, within your allotted time frame, How Much Would That Be Worth To Her?
“Quick Value Adding Script” before presenting price during pre-qualification
“Okay Sandra, I don’t want to waste your time or mine, I’ll tell your briefly what my services will provide for you, and then we’ll talk pricing, and I can go into more detail about everything after, if we both feel like this would be a good partnership. Sound good?”
Then present price and when presenting the price you can do this two ways.
1. Break down pricing and what highest value of the service would be if all components were separate
2. Tell her the price, right out
Both price presentations are effective – if you’re confident and she is a good candidate for your service.
Remember: “You Have The Cookie!”
Now, this may sound like a lengthy pre-qualification process, but you can do it in as quickly as 15/ 20 minutes.
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