The Invisible Close Speak-to-Sell Formula™ - Amazon S3Mod+2-SpeaktoSell... · The Invisible Close Speak-to-Sell Formula ... but you want them to listen as you ... do when you’re

www.LisaSasevich.com | [email protected] | 646-368-8210 © 2015 Extimata Inc All rights reserved.

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The Invisible Close Speak-to-Sell Formula™

Step into the Spotlight with a Signature Talk that you Love, Irresistible Offers that Sell and the Confidence that Comes with Being Ready!

I. Introduction/ Positioning

1. Position Yourself • Create Credibility and Vulnerability through your story.

• List 3 Points of Credibility:

What is the main Vulnerability you can share to help them connect and relate to

you?

*Seed with your personal story

2. Position Your Audience. • Show them they are in the right place.

• “This is for you if…..” (Tap into the pain)


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3. Position Your Topic / Transformation • What is possible from doing your work? Grab ‘em!

• What is the outcome/transformation you provide and they crave?

4. Position Your Talk

• What will they learn today?

• Give an outcome-laden overview of what points you’re going to cover. Get them

excited!

• “Today we’re going to cover…” (See Step 6 to establish points 1-3)

Point 1:

Point 2:

Point 3:

Transition Point (See Step 7. “How you can develop your own XYZ…”):

5. Position/Seed Your Offer • Create Partnership from the Start:

“I will teach you as much as I can in the limited time that we have together and

then I promise to show you how you can take it further / get more.”

• Ask them to hold questions until you’re finished so you can get on a roll and give

them as much as you possibly can.

*NOTE: Steps 1-5 can happen in any order


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II. Body Template 6. Develop 3 Main Points using Lisa’s Deep Dish and Sample Platter Model

• Deep Dish – Pick one step from your Unique Branded System to teach deeply for

the body of your talk. You will cover what it is, why it matters and then teach your

heart out on the one step.

• Sample Platter – After your Deep Dish teaching from one step of your Unique

Branded System, use a Transition Point to introduce the rest of your UBS and

Sample Platter through it. Outline the steps to solve the bigger problem they have

that your offer will solve.

• Develop social proof with case studies

• Create hunger and desire for your upcoming offer by seeding throughout


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BODY TEMPLATE Point 1:

What it is (Flesh it out so they know what you’re talking about.)

Point 2:

Why it matters (Position it. Show the problem. Develop the pain.)

Point 3: Teaching Points (This is where you go Deep Dish into one step of your Unique Branded System. Yes, teach them “How!”)

*In points 1-3, mention your clients and use case studies to seed

Transition Point (See Step 7 on next page)


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OPTION #1 – “On-the-Spot Sale” Close

III. Transition to On-the-Spot Offer 7. Segue into offer with a Transition Point (The Plan)

• Let them see up front that you’ll be showing them how to take it further

Examples: “How you can develop your own xyz”

“How to turn today’s immediately useful information into lasting transformation”

“Taking it further with training, tools and support”

8. Sample Platter through your Unique Branded System After you've transitioned, you tell them that in a few minutes you'll give them a

summary of the steps you're about to cover, but you want them to listen as you

walk them through it first. You can say that these are steps they will need to take

to get the results that are possible, whether they do it alone or with you. You'll tell

them how they can do it with you shortly. Walk them via Sample Platter through

the steps of your UBS so they see how they can take it further or develop their

own XYZ.

9. Distribute “Summary Sheet”

Then you ask if they'd like the Summary Sheet, and voila! Your audience is

begging for your order form! • Print in 2 or 3 part NCR (No carbon required)

• Make sure it’s super clear and uncluttered

• Pre-collate for quick distribution

Let them know after you pass it out that this sheet includes a summary of the

steps you just covered and is also the invitation to join you in your upcoming

program and that you are going to take a minute to show them how it works.


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10. Walk through Summary Sheet and make your offer clearly • Focus 90% on the outcome / transformation

List the outcome / transformation

• Focus 10% on the details of the Service Delivery

What are the details of how you deliver that outcome?

• State full price investment

“The investment for this training is $2,000.”

• State the bonuses and develop value for each (Reverse Seed)

Where can you relate your bonus(es) back to seeding you did, stories you told?

• State the “Today Only” investment (Event Special), payment plan option and

additional savings for Paid-in-Full

• Justify the Special “Today Only” Offer

Why is there a special offer (discount or bonus) today only?

- Fast Action Scholarship to acknowledge people who take decisive action

- To acknowledge the investment that the people in the room have already made

- Because they are a client of the host and you take special care of them

Example: “To acknowledge the investment you have already made in being here today, at

the upcoming break you can enroll in xyz for just $_____ and save $_____. To

make it a total no-brainer, I’m also offering an easy 3-pay option of just 3

payments of $_____ or you can save an additional $200 by paying in full during

this break.”


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• Help them Justify the Investment

What is the cost to them of not accepting your offer? How will this pay them back

in time, money, energy, peace of mind, fulfillment, etc…?

Examples:

- What would one new referral partner who sent you one new client a month be

worth to you?

- What is it costing you to be so tired that you’re missing time with your kids?

- How much money, energy, vitality and opportunity do you lose weekly by not

having your Signature Talk done?

• Be clear about the limiters (Time: This Break Only for pricing /

Quantity: First X# of people for Fast Action Bonus)* List your limiters

*Note: Live Talk vs. Teleseminar/Webinar Limiters

- For a live talk use both a Today Only time limiter and a First X# of people

quantity limiter.

- For a teleseminar or webinar use quantity only as many people will listen to a

playback. You also have a longer sales cycle with teleseminars and webinars

so if it’s your own launch call, you can include disappearing payment plans,

early bird pricing, etc (See Lisa’s “6 Figure Teleseminar & Webinar Sales

System” program for a step-by-step teleseminar/webinar launch plan.)


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11. Handle the Top 3 Objections/Barriers to Buying

This is where you address the top objections that you know will come up by

saying, “Let me answer the top 3 questions people ask before jumping in, and

then if you have further questions, I’ll stick around for a few minutes.”

Ask yourself, what are the top 3 reasons people don’t invest in your offer?

Finish the sentence, “But, [your name] what if…?”

Examples: It’s bad timing, I’m too busy, I don’t have the money, I don’t trust myself

to do the work, I’m just getting started, I’m not sure it will work for me.

Examples:

- But Lisa, what if the timing’s not good? I’m too busy?

“Great news! All the classes are recorded and transcribed so you can catch up at

your convenience, plus you can submit your questions online so if you miss a

class, you can still get them answered!”

- But Lisa, what if I’m just getting started and don’t have a big network?

“This is the perfect way to build your network. And that’s the first thing you want to

do when you’re just starting. So many people spin their wheels and waste tons of

time and money because they miss this critical step early on.” (Show one example

or tell a story of someone who was just getting started and had great results.)

- But Lisa, what if I don’t trust myself to do the work?

“If you can’t trust yourself to pick up the phone once a week and follow my

instructions as I show you exactly how to XYZ, it’s best if you don’t do this

program. But if you’re ready to have a breakthrough in this area and this is calling

to you, we welcome you.”


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12. Invite them to Step Up 1. Show them exactly where to take the order forms

2. Say something brief and inspiring from your heart

Your closing thought:

3. Invite them to meet you at your back table to get registered and be one of the first

to get the special bonus for the first X people.

“So stand up, come to the back table now, and fill in the form clearly so we can get

you started today. I will be here for a few minutes to answer any questions you

need answered so we can start working together right away.”

4. Repeat above three times.

*Note: Don’t tame the tension! No sharing, no questions, no exercises, no additional handouts during your

Speak-to-Sell Signature Talk. (Yes, there are always exceptions, but this applies

to 90% of you!)

The Herculean Challenge: Always end a few minutes early!

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©2015 Extimata Inc, Lisa Sasevich, The Invisible Close www.LisaSasevich.com [email protected]

Used with permission under license from Lisa Cherney © 2015 Conscious Marketing, Inc Page10

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OPTION #2 – “Juicy Offer Twist” Close

Juicy Offer Twist (noun): to offer a complimentary strategy session or in-office appointment, instead of a specific product or program, at the close of a Signature Talk. When To Use The Juicy Offer Twist Close: ! When you want to set an appointment by phone or in your office or practice. ! When you are told you can’t sell. Instead, you can give a strategy session or set a live appointment. ! When you have less than 45 minutes to speak and not enough time to make an on-the-spot offer. ! When your offer is “high-ticket” (more than $2,000) and you have less than 60 minutes to speak.

Not enough time to give a thorough offer, and a one-on-one strategy session conversation or live appointment will be more effective.

How To Seed The Juicy Offer Twist Close: When you are offering a specific product or program in your talk, you will reference the name of that product or program in your seeds and success stories. When you are doing a Speak-to-Sell talk with a Juicy Offer Twist Close offering a strategy session or in-office appointment you say something like:

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“When people work more closely with me…”

The following steps replace “III Transition to On-the-Spot Offer” from the

Speak-to-Sell Formula when you are giving a session or appointment instead of selling a product or program.

III. Transition to Juicy Offer Twist 7. Juicy Offer Twist Transition Point

• Transition from the body of your talk into revealing the Strategy Session offer. Be sure to include a reason for the offer.

Examples: “We covered a lot today and I know it’s not easy to make changes. So, I decided to offer something pretty cool just for this group.”

“I have a passion for supporting [insert group demographic like coaches, women, moms, entrepreneurs] like you. So, I talked with [insert name of host] about creating something special just for the people here today.”

Cont’d on next page

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“I’d like to honor you for taking action and being here today. So, I decided to create a unique opportunity just for this group.”

8. Give Strategy Session Offer, Value & Promised Outcome “It’s an opportunity to have a private one-on-one [insert name of strategy session] with me at no cost. This one-on-one session is a [insert value]. Even if we never talk again after this session, you will [insert outcome].”

• Name of your Strategy Session:

Examples:

- Business Breakthrough Session - Life-Balance Assessment - Discovery Session

*Do not call it a free coaching session or sample session

• Value of your Strategy Session: $________________

• Promised outcome they will get:

Examples:

“You will know why you have been struggling and how to begin to bring more X into your life right now.”

“You will understand the #1 thing standing in your way and what to do about it.”

“You will understand why what you have been doing isn’t working and be clear on the best next action to take.”

“We will assess your current situation and determine what you need most to get where you want to go.”

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9. Reveal “The Catch” “Now, there is one catch: you need to qualify.”

10. Create Value and Urgency

“The first _____ people who qualify will be contacted via email within 48 hours and given the opportunity to schedule your session.

Sessions are scheduled on a first come, first served basis. So, it’s in your best interest to schedule right away.

If we don’t hear from you within 3 days, your session will be given to the next person on the waiting list.”

11. Pass Out Your Strategy Session Offer order forms • Call them “Summary Sheets” or “Invitations”:

“How many of you are visual like me and like to see things all laid out?”

12. Walk Through Your Summary Sheet • Read your 5-7 qualifications word-for-word asking them to check all that apply.

“Let me tell you who these sessions are for and please check all that apply...”

13. Address Top Objection

The top objection in most cases when giving away free sessions is the fear that you will “try to sell them something.” They fear it will be a high-pressure situation. The goal here is to address that directly while also NOT promising an outcome that could only come with lots of coaching, consulting or advising. As long as you don’t make offers to people that clearly are not your Ideal Clients, no one will feel pressured and you will keep your promise of “not trying to sell them something.”

Example:

“I know this may not be a concern for you, but sometimes people worry that I’m going to try to sell them something. That’s not my style. Of course, if you want to learn what it would look like to work with me, we can certainly discuss that on the call. However, my main objective is to have you walk away with [Insert Promised Outcome from #8 above.]”

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14. Repeat Limiter - DO NOT SKIP THIS STEP! Examples:

“This is one of several speaking invitations I have in the next few months, so I had to limit the number of openings I can offer today. Remember, there are _____ available sessions for those that qualify from this group.”

“I like to make sure I have time to focus on each individual, so I have openings for _____ qualified people.”

15. Make Next Steps Clear

• Remind them to fill out the form in full and print clearly. • Remind them that if they qualify they will be emailed shortly and must schedule their session

within 3 days or it will go to someone on the waiting list. • Show them where to take the Summary Sheet (Strategy Session Offer order form) • Thank your audience and say a closing thought, for example: “Your work/your life is

important. People need you. Make sure to get the support you need.”

• Let them know you’re available, for example: “I will be around to answer any questions you have.”

NOTE: When using the Juicy Offer Twist close on a teleclass or webinar, make the offer after the 3rd teaching point but before the hook, NOT at the end. If the class is 60 minutes, that should be at about 40 minutes. After the strategy session offer, teach your hook point.

• Leave about 5 minutes at the end to revisit the strategy session offer • Repeat the URL, limiter, session outcome and dollar value • Suggest they take action now so they don’t miss out on the opportunity

Documents

The Invisible Close Speak-to-Sell Formula™ - Amazon S3Mod+2-SpeaktoSell... · The Invisible Close Speak-to-Sell Formula ... but you want them to listen as you ... do when you’re