N – Need-payoff
What benefit do you see in (eliminating current problem)?
Payoff questions
If you could easily solve (identified problem) how
would that help you achieve your current goals?
If you could save time on (current situation), how would that help you?
What could you do with the extra time you have
saved?
Would (eliminating current problem) save you money?
Why is (action that accomplishes goal) important to you?
Referrals
1. Increase your number of
buyers/clients/prospects
Break even upfront
Strategic Alliances
Acquiring qualified lists
combinations
3 ways to grow
your business (Jay Abraham)
2. Getting clients to ethically increase their
average purchase transaction value
Bundling products
and services together
increasing prices
changing your profile of your products and services
Offering greater or larger units of purchase
3. Increasing transaction frequency (Get more
utilization out of the relationship)
- % -
Develop a backend line of products and services
Lifetime client value