Neural Selling System

Last updated on Apr 7, 2023

How do you Sell a $3,0o0 - $10,000 Service?

Simple.

Use the same system that Tony Robbin's #1 Sale Trainer used to close $100M in sales.

I learned this system from a $50,000/year mastermind that I was apart of and modified to fit specifically for coaching and consulting offers and services.

Enjoy!

Rules:

These are general rules to have for yourself before entering a call. They are meant to help you dial in and get into a state of service.

Record the call.
Have a pen and notepad in front of you.
Turn all devices on “Do Not Disturb” and close all browsers.
Only ‘go for the sale’ when you have successfully diagnosed the Problem.
Dial the very minute the clock hits.

Opening

Start by making small talk and building rapport with your prospect. People are more likely to from people who are just like them.

Hey, is this [Name]?
How’s it going?
How’s your day going so far?
Awesome! So are you ready to dive in?

Set the Scene:

Lay out the expectations of your call. Give people an overview of what to expect so that they can follow along during the call.

So just to give you a high-level view of how this call will go…
It generally lasts 45 min-1 hour, but we can go over a bit if needed...
And the whole purpose of the call is to give you more clarity and direction in what you are doing.

My goal is to better understand…

Where you are right now…
Where do you want to go…
What you need help with...
What’s slowing you down or getting in the way...

And if I feel that I can help you, I'll let you know and we can decide what it would look like to move forward.

If I can't help, no problem! I can always give you some training or connect you or refer you to someone who would be a better fit for your situation.
Sound good?

Release Tension

Here is when you give an opportunity to breathe and relax. The goal isn't to sell, it is to serve. And the best way to serve is to help your prospect make the best decision for them.

Cool. Also... this is a loose framework...
Meaning this call is all about you... not about me.
So if there is anything you want to talk about... you stop me and let me know.
Because I want to make sure that this call is as valuable and useful to you as possible.
Sound good?

Diagnostic

In order to help your prospect make the best decision, you first need to figure out what they are struggling with and why they are here on the call in the first place.

WHY

Great. So before we Get Started…I just have a couple of quick questions:
What made you decide to book the call? What is it that you are looking to get help with?
What do you mean by that exactly?
Can you tell me a bit more about that in particular?

BACKGROUND

What do you do for people?
What are you selling?
How is it priced?
What’s your current monthly revenue?
What are you looking to accomplish over the next 6-12 months?

MOTIVATION

Why do you want that?
What’s motivating you to reach that?
Would accomplishing that have any impact on any other areas of your life? … Tell me about that
You’re currently doing X…. why not just stay where you are? What’s the point?

PROBLEM/PAIN

Okay so you are currently (Point A) and you’d like to get to (Point B)

What’s getting in the way? What would you say is the biggest challenge you’re facing right now?
Tell me more about that.
How long have you been dealing with that?
What happens if that doesn’t get fixed?

The Pocket

For someone to invest in your services, they need to have a reason as to why they don't want to do it alone. The best clients are ones that have AT LEAST 2/3 of the following:

What’s stopping you from getting there on your own? Is it…

1) Inability to do it on their own

You tried everything... you did everything… but you still just can't figure it out)

2) Speed... Wanting to do it faster

Maybe you’ll eventually figure it out, but you are struggling with the timeline
You want to speed that up and get there faster

3) Risk... Wanting a somewhat Guaranteed/ Proven method to follow

You can go out there and try to figure it out by yourself and try to reinvent the wheel...
But wouldn’t you want a guarantee method that will get you from A-Z?

Temperature Check

Here is when you want to make sure that your prospect is looking to solve this problem ASAP. You can only help someone if it's an urgent manner vs a "when it's convenient" one.

When are you looking to get this fixed?
Is this like a now thing or a “maybe in 6 months” thing?

Anything Else?

Give your prospect an opportunity to say anything else that they feel you should know. You'd be surprised to see the amount of goal people drop here when you give people an opportunity to vent.

I definitely think I have something that might help.
But before I tell you about it… is there anything else you’d liked me to know before we continue on?

3 Question Loop

The key to getting someone to say "Yes" on your offer is getting to say "Micro-Yes" throughout the call. This is where you can get those Micro-Yes

Before I tell you about what I do… does everything make sense so far?
Do you feel like you’ve gotten some value or clarity here?
Are you comfortable with everything we’ve talked about so far?

The Transition: The Perspectiption Phase

Now that you know your prospect is interested in about serve, you now transition from the Diagnostic Phase to the Prescription Phase

Great! So I have something that I think will definitely help you with [PROBLEM] and help you get [GOAL]
Let me know if you’d like me to tell you about it
Great! Get a pen and paper ready. You’re going to want to take some notes

The Draw

People are more likely to buy something if they can make sense of it. Have your prospect takeout a pen and paper and literally draw out your offer. See the example below for reference.

I want you to draw a [SHAPE] (Triangle for 3, Square for 4, Star for 5)
In the bottom left hand corner, I want you to write [Pillar 1]
(Continue clockwise until all Pillars are on)
These are the X Pillars/Phase of the program...

THE PILLARS

This program is called [Name of Program]. It is designed to help you go from [Point A] to [Point B] in X days.
In the bottom left-hand corner, I want you to write [Pillar 1]
(Continue clockwise until all Pillars are on)
These are the X Pillars/Phase of the program...

TIEDOWN

[Explain Pillar]

This Pillar helps you go from A to B.
Mistake + Emotion
Explain the How… which allows you to get [Desire]

How does that sound? Do you think that would work for you?

Do you see how by the end of this Pillar, you will be able [remove a pain] and/or [achieve a want]
(Repeat for each Pillar)

Deliverables

Here is where you explain to the prospect exactly what they will get when they sign up. Don't go too deep on these, just give them a general overveiw.

In terms of deliverables, you will get...

Example: In terms of deliverables, you will get

one 1 hour coaching call with me every week.
You will also get 24/7 hour support from me via Slack.
And you will get a core training curriculum, which are training videos that will walk you through HOW to do each of the Pillars I just mentioned step by step.

Gut Check

Check-in with your prospect to see how they feel. Once you do, STAY SILENCE. Give them space to think about everything.

Make sense? Awesome… [SILENCE]

Yup! I’m still here. Just letting you take some notes.
So where would you like to go from here?

Future Pace

Paint a picture for what it will look like when your prospect signs up to work with you.

Cool. So when you sign up, you will get instant access to X, which you will help you with [Benefit], so you don’t have to deal with [Pain]

Ex: You’ll get instant access to the Private Slack Channel, which will allow you to start getting immediate personalized help on your situation, so you don’t have to go another day with lingering doubt, fear, or worries.

I’ll also give you a kickstarter homework right away, so that you can [Benefit] and not have to [Pain]

Then, I'll set you up with an onboarding call this week, so you can get the full logistics of everything and not have to deal with any confusion or uncertainties.

Investment

Once they agree this is what they want, let them know the investment. Once you drop the investment price, STAY SILENT. Give them space again to think about it.

It is here that you can get creative with payment options and ways to get your prospect the help they need.

And to get started with all that, it is a one time investment of [Price]
[Silence. Wait for them to reply]
Great you ready to get started?
Cool! How would you like to pay? (Stripe, Zelle, PayPal)