Pitch & Admin Principles

Close it down

Let’s say you got all the way through your pitch to the family about whatever program is right for them, you get through the investment and then you ask the closing questions, whatever that is and they respond in the way you’d like, the next thing you need to do is close it down. Time is the killer of all deals and it would be a shame if it kills the deal at the last minute. When we train new Eval Pro’s and they take over the pitching part, they get all the way through, ask their question, the family responds and then they just wait until the family talks next. The idea here is to ask your closing question, get the response you want and then move onto the next question.

Example:

Closing Question: “Do you have any questions about any of that we just went over?”

Family: “No. I think you pretty much answered everything.”

You: **With no hesitation** “Great. Well let’s pull up the calendar and schedule some training!”

Why This is Important: What happens sometimes in between their response and you saying your next line is they look at each other and say “Well do you want to think about it or talk about it?” and if one party says yes, you just got a pending deal instead of a deal won.

Tribe Sign up

When we’re signing people up for the program, part of this is getting people signed up for the Tribe. Most people want it and some people don’t want it. Everyone needs it though because that is how they get access to the videos, guides, invites to the games, etc.

When you are going through the checkout process for them, make sure to reiterate the first day the Tribe Membership will bill them and make sure they know the date!! Also let them know how to cancel through the portal and let them know that if they do cancel what they will lose out on.

If you’re working for an older person or one less tech savvy, go above and beyond to help and make this an easy thing for them to do.

Pitching upsells

If you think someone would really benefit from an accelerated program or bootcamp add on to their program, tell them about it before pitching them and say it would be a good fit. Pitch the program and after your pitch, tell them once again about what you recommend for them.

For most people though, the above will not be the case. So, in between the time of them saying yes to the program and you scheduling them and the timing and scheduling allows, show them the upsell sheet and see if they would like to add either of the upsells onto their program.