A 9-STEP SYSTEM TO HELP YOU TURN YOUR STRATEGY

SESSIONS INTO HIGH TICKET PAYING CLIENTS

BY DAN LOK & KAYVON

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CONFIDENTIAL AND
EXCLUSIVE
FOR YOUR EYES ONLY
NOT TO BE SHARED OR
TAUGHT
TO OUTSIDERS
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STEP 1 - BUILDING RAPPORT

Where are you calling from, how are you doing today, how’s the weather?

Max 2-3 minutes

STEP 2 - PRE-FRAME THE CALL AND TAKE CHARGE

“OK ‘NAME’ I need to ask you some questions about your business to see
TURNING how we can add value to what your doing. Is this ok?”
STRATEGY
SESSIONS INTO
HIGH PAYING STEP 3 - UNDERSTAND THE MOTIVATION

CLIENTS (THIS COULD BE PRESENT ALREADY OR IT MUST BE CREATED)

“So ‘NAME’, what was it that motivated you to invest your time to hop on a
call with me today?”

“Ok, tell me more about that?”

Your goal here is to get them to open up and let you know exactly why they
are here, so you know which pain points are really present.
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STEP 4 – IDENTIFYING THEIR PAINS AND THE #1 PROBLEM THEY HAVE

• “Tell me a bit about your life and what you do.”

• “Describe to me what your life would look like.”
• “And how are you achieving this right now?
• “Ok, how are you currently getting your results?”
• “What’s the biggest problem right now for you?”
• “How long has this problem been going on?”
• “Why do you think this problem exists?”

Key Points to Remember: You must thoroughly understand and keep asking questions until you understand. Your
prospect wouldn’t be on the call with you unless there was some pain. The problem is always worse than they think.
Gaining trust allows you to speak hard truth... ***if a prospect is below a 5 use reverse psychology***

STEP 5 - LEARN WHERE YOUR PROSPECT DREAMS OF BEING

• “Ok, let’s put ourselves out 1 year from today. What would need to happen for
you to be truly satisfied and excited?”
• “What would this entail? Who is part of this journey with you?”
• “What would change in your life if you were living this type of dream?”
• “What would change in your family or personal life if this happens?”
• “I’m curious, what’s your motivation for wanting to reach this goal anyway?”

Key Points to Remember:

• Get them dreaming about what could be
• This takes the call to a place of emotion
• If done properly, you are no longer selling them a service, but you are providing them their dream life
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STEP 6 - BRIDGE THE GAP

“Ok, and what are the biggest obstacles right now between you and that 12 month goal / dream?”
“Why do you think you haven’t reached that goal already? “
“What do you think is stopping you from doing this on your own?”

This stage is really powerful. You’ve gotten them to an emotional place of imagining their dream
life, and now you are widening the gap between them and that dream.

STEP 7 – MONEY STAGE

“‘NAME’ thanks for sharing this. I understand the position you are in and we can fix this. I think you’re a good fit for what
we do. Just out of curiosity let’s pretend we could do X for you. What do you think would be a reasonable investment to
get this kind of return?” (Wait)

This is very important because you are asking the prospect to tell you the price they are willing to pay. Never
mention your price, have them mention the price first.

“Ok ‘NAME’ well unfortunately we charge more than that. I am sure by working together I could get you from (PAINS) and
help you get (PROMSISE LAND), would you be comfortable spending $X more a month to make what you described
(PROMISE LAND) a reality?”
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CONGRATULATIONS, YOU JUST

STEP 8 – MOVING TO THE CLOSE
CLOSED A NEW CLIENT...

“Ok ‘NAME’ when do you want to fix this problem and get things moving in the
Now imagine what your business
right direction? How committed would you say you are to make this happen?”
would look like knowing you had all
the tools, scripts, and role playing
you need so that you can master
the phones and close your clients
within 1 phone call. What would
STEP 9 – SIGNED, SEALED AND DELIVERED
your lifestyle look like when you
can close more clients in less
“Ok, ‘NAME’ my assistant will send you an agreement. I need you to get that time?
back to me TODAY. Can you do that for me?
When you stop chasing your
Good, I look forward to working with you. prospects like a “traditional” sales
person and learn how to position
yourself as a leader with authority?
Key Points To Remember:
The only question left for you to
• Anything but a YES is a NO ask yourself is, “Can I Afford to
• It’s typically more effort to follow up and close a “maybe” than it is go another year without learning
how to close become a
just to close a new client.
HIGH TICKET CLOSER™
• You must create a reason for people to buy now, and NEVER let
a single call linger in the maybe zone.