Emotional intelligence it basically means you read the person and their vibe, and now you’re trying to empathetically reply back to them. They have to know you understand them emotionally so that they can feel comfortable with you about the said product. You have to get down in their level. I use this with banking (my current job) and I understand the customer and empathize with them and make them feel secure with me. And that’s when I tell them how I’m going to fix their problem. Let them know you understand them and you’ll do what it takes to solve their problem.

Logistic Financial issue ➡️ The Close 🥇 So this value post will be for when the prospect only has a financial issue & that’s it so this is Pt3. A logistical financial issue would be - “Gotcha, so once you’ve uno figured out the finances, you’re 100% on board… Just so i understand? Again confirming their decision & they of course reply with - “Yes 100%, it’s just the money.” Proceed to say - “No problem man & uno for some of our clients, they pay the investment in full but for certain clients, they pay in blocks depending on their financial situation, so would you be open to having an honest conversation financially… getting everything out on the table so we can see if… uno this is the right fit for you or at the very least, put together a game plan to be able to work towards in the future…? They reply with a - “Yeah.” When having the conversation about finances ask questions along the lines of: “So what is your projected gross income for the next 30 days?” “What’s your cash on hand right now?” - Precisely “Is that checking or savings?” Now if there is any resistance in this conversation say - “Cool… No, just to be clear, uno i’m not asking like, what you can spend on your credit card right now, im just, just asking… what’s really in your bank account.” Now we have their cash on hand, savings & checkins proceed to say - “Okay gotcha, so what type of access do you have for credit? How many cards do you have now? & once they answer proceed to say - “What's the limit vs what is actually paid on cards.” & from there create a payment plan with all the resources acquired. Proceed to re-statement before the payment plan pitch - “You really wanna do this right?” & once they answer, the final thing to say would be - “I don’t think the best thing for you is put 10k on a credit card and pay in full, i also, based on what you told me about your business and where it’s going and things have been going downhill and you haven’t had a closing in 3 months, i also don’t think the best thing for you to do is nothing so what i can do you for is let you in for half.” & expand of course & finally ask - “If i’m willing to do that for you, is that something your willing to move forward with today?

Handling Objections - Scale from 1-10 📝 So this post will be a Pt2. to the helpful value (1) i did last night & this is the alternative pathway where the prospect doesn’t seem certain after you ask the “No problem, for a second let’s just pretend that money is completely out of the equation. How do you feel about the process specifically? Do you feel like ultimately, it’s what you need to reach (XYZ OUTCOME). So let’s say they word their response something along the lines of… “Yeah… i mean i guess so.” You would reply with - “I hear ya man, just to be totally clear… what’s really important to me is alignment - when you come in & work with us, we’re rolling up our sleeves and getting in the trenches with you in this thing. I mean our team is ALL in so it’s really important to us that you feel GOOD about the process, know what i mean? Prospect: Yeah man. So just to be 100% clear… On a scale from 1-10, 1 being “oh dude i hate this guy i wanna get off the phone” and 10 being “that sounds exactly what i need”, where do you feel like you fall exactly?” (If it’s a 9-10 + certain language/tonality = move on) (If it’s an 8 or below = ask the following: “Gotcha man, i appreciate you being honest about that… Just curious, what exactly do you think is keeping you from being an 8, 9 or 10?” Then you would get the actual objection!