Encore episode – Prospect Process – Must Schedule Right Now: Available or Desperate?
What You'll Learn In Today's Episode:
– What to do when a prospect wants an appointment immediately.
– The importance of remaining calm and sticking to the process that works.
– Why it’s key to think less like a victim and more like an expert.
– Why making exceptions for clients tends not to work out in anyone’s favor.
– How to explain your process in a way that shows its value.
– The issues that come up when you schedule your own meetings.
– How you can prep your prospects to better understand your role.
What happens when a prospect says, “I have time tomorrow at 2 pm”? In today’s episode, Matthew and Micah compare this situation to being put into a Jiu-Jitsu chokehold and discuss how to navigate this situation in a calm way. You will hear tips on how to lay a solid foundation for your process of success and how to explain it to your clients in a way that demonstrates its value to them.
Listen in as the guys break down how making exceptions for a client is actually going to take away from the value you provide. They also discuss the importance of setting very clear expectations (and how to be firm with them), how not to waver when it comes to your process, and more.
