I was working with Mark, a VIP client, earlier today.
Mark has a very successful business that he created a couple of years ago when we first worked together.
He settled into his new lifestyle and enjoyed life to the fullest.
Then he decided that he wanted to make some changes. We reconnected and created a plan to take things to the next level.
This is a big change for Mark, and like all big changes, it requires a lot of energy to get things going. And hard work is not something he fears.
First up, he wrote and published a book in three months! As you know, a book is like a business card on steroids. It gives the author Authority, Credibility, and Expertise in the minds of his prospects.
With the book in hand, literally, he is now marketing his new business and has a sales presentation set with a potential client. This is not a drill, this is the real thing.
Today we talked about his next step to prepare for the meeting.
Let’s say you are in a similar situation where you are launching a new program at a new price point, say a multiple of what you charged before.
This is very doable for everyone reading this, because, statistically 10% of your people would buy a premium program from you if you had it.
Think about that for a second.
Now back to Mark’s challenge, to confidently make the sales presentation.
If what you are charging is a multiple of anything you have charged in the past, the obstacles you face are huge. And they are, for the most part, all internal.
Without getting all the elements of that internal challenge, let’s assume that your plan is sound and all you have to do is convey confidence and belief in your presentation.
For great examples, let’s look at the Navy Seals and Taylor Swift. What do they have in common?
Taylor Swift and the Navy Seals are renowned for their preparation and practice.
You can be, too!
Here’s what you need to do, and this will separate you from the competition.
Write out your presentation outline focusing on the part where you present your price.
Next, multiply your new rate times 5 and put that rate in your presentation. Stand in front of the mirror and give the presentation to the mirror at the new rate, 500 times.
It will be awkward at first, but it’s better to be awkward in front of the mirror than with a prospect. You will notice how much you improve every 100 practices.
You will be confident and believable in your real presentation quoting your real rate.
Want some more ideas on how to perfect your sales presentation? Get on my schedule for a free 30-minute conversation. Or, stay tuned for an upcoming webinar where I dive into this topic in great detail.
Remember, you only get results when you take immediate action on your ideas.
