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Blog 3 - How To Create Enrollment Conversations In A Casual Way That Converts Clients of All Types
Are you someone that has a product, service or package to sell?
Have you ever told someone what you did or what you had to sell and then heard that crazy uncomfortable silence that made you want to run for this hills?

I have... (lol)

We highly recommend that you learn and use this sales script to warm up your prospect or potential client before you even talk about what you do. It’s called The Reverse Elevator Pitch and it works every time. 

Here are three principles that make this script and method a guaranteed winner if you use it right! 

     1.) Every prospect loves talking about their problems
    
     2.) Every prospect will meet you with resistance if you pitch them first
    
     3.) Every prospect wants your service if you let them originate the need

Simple enough? 
Here’s how this three part script can be set up and used in almost every sales situation you’ll encounter. No matter what you sell, you will eventually come face to face or text to text or email to email with your prospect and you two will have a sales conversation. 

A sales conversation begins the moment you first say hello… at the introduction. Two things will happen. They will lead and guide the conversation or you will lead and guide the conversation…

If you lead the conversation and put them in the position of respondent… you will have a better outcome. You never want to say what you do until they have revealed their problem to you first. So, the goal of this three part script is to ask them the right questions up front so they tell you their biggest problem.

This is the main way to do this and I will outline it below:

Step 1: Asking the right question first
     
     a.) Ask the question that lets them read their suicide letter. Sound funny? Well, it works. Pretend that your prospect really needs you, your service and your prospect… Imagine that them not having your product or service is the equivalent of death to them and their company. (You must know that your solution will be their lifeline)


THE REVERSE ELEVATOR PITCH - Opening the conversation (Part 1 of 3)

So, by you asking them the right question, your elevator (sales) pitch could go like this:

   {You} “Hello thanks for meeting.”

   {Prospect} Absolutely, how are you?

   {You} “I’m better now, I was up all weekend researching a better online payroll solution for my employees.” (You must reveal a similar problem that you’ve been working on and searching for as a solution… Make it off the cuff and transfer a sence of relief and slight grief)

   {Prospect} “Really, wow… glad to hear.”

   {You Option 1 - Open Ended Test Scenario} “Yea, thanks… can you relate?”
   
   {You Option 2 - Directed Toward A Relatable Struggle} “Have you also experienced something lately in your business that’s felt like a struggle?”

   {You Option 3 - Direct Call Out To Their Obvious or Predetermined Problem} “Yea, thanks… You were working through something similar with generating more qualified leads for your business, right?}

EXPLANATION OF OPENING THE REVERSE ELEVATOR PITCH (Why this works well!)
If you are talking to the right prospect… Their answer should lead them into talking about their main problem (EX - They need better business leads for their company) of which you are the most logical solution to.

Modify this script sequence so it’s natural for you. Know your prospect and their problems so you can get them talking about it quickly. Remember not to pry too fast, but if you properly share about yours… they will likely relate to you and share about theirs. 

Option 3 will definitely get them talking about their low sales numbers and poor lead generation performance.

Option 2 may help them narrow it down more, but some peoples ego’s will not let them discuss this without some more “help” or coaxing.

Option 1 may get them talking, but may also send them on an entire different thread. Must guide back in with an option 3 answer if needed. 

THE TURN OF THE REVERSE ELEVATOR PITCH (Part 2 of 3)
The turn to this reverse elevator pitch can happen fast, but must come after they verbally reveal their main problem of which you are the solution to.

   {Prospect} “Discusses their problem EXAMPLE - We need better leads”

   {You} “Has this been an ongoing issue for you or is this somewhat of a new issue” (Inquire a little further to help them clarify their urgency or to help them get clear on what the real issue is.)

   {Prospect} “Why do you ask? Or they say more about their issue...

ATTENTION… Here is where the turn happens. The client gets a bit self conscious or a bit too deep into their struggles and decides to turn the focus to you… 

(Subconsciously, they know you are the solution but want to see how you offer them your solution before they ask you for help)

They may say something like:

   {Prospect} “Well enough about me, what is it that you do…?

   {You} “Well, like you were just saying about your struggle to find good leads and increase your sales without wasting your time on dead end leads?”

“…well, I help with that. Just last month, I helped a company very similar to yours…, you know PJL Consulting? … well I helped them generate an additional $30,000 this last month with a similar process that may help you too?

ATTENTION… Here is how you anchor in the turn and make them ask you for help.
   {You} Have you ever wished you could close your eyes and your problem would be solved?

   {Prospect} Yes

   {You} “Well our process for helping you generate more qualified leads and convert sales is sort of like that… lol, however, you’d still have to do some work.” Anyway, we could talk all day about that, but…”

EXPLANATION OF THE TURN IN THE REVERSE PITCH (Part 2 of 3)
The turn is created when let them create a vacuum in the conversation. This happens when they go into their problem and you help them articulate it further. The turn technically occurs when they get uncomfortable and ask you what you do or what you think about their situation.

The key to a good turn in a good reverse elevator pitch comes down to your response when they ask you what you do…

A general rule of thumb is if you answer what you do… you lose!

If you answer with a question or an example of what you’ve recently successfully done that relates to their problem… you win!

A good will be the sale. You’ll know as soon as you tell them, “Well, I help people with similar situations… it was just last month when we…”

They will perk up and become all ears as to how you helped someone just like them in the past. So, humbly sharing your past success is key.

Learn The Third Part (CLOSE) To This Method So You Close With Authority Here...
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