I’d say: “Awesome. If you were in a career that you are passionate about, how do you think that would impact your family life? How do you think that would impact your ability to show up in your career and produce at higher levels? How do you think that that would impact your relationships with your kids and your family?”
I’m probing how their most important thing would impact every single area of their life. I want to understand why it’s important and how it’s going to impact them holistically.
This information sets me up at an advantage to communicate to what’s most important to them when I present my blueprint at the end of the enrollment conversation.
When I make my offer, why is a client ever going to say no to something that’s most important to them?
If I don’t know what’s most important to them, I don’t have a leg to stand on when it comes to offering up my product and my program. If I know what’s most important, it’s all about them and what they want versus what I want.
Sales philosophy #2 is standing for a client’s transformation when they are not ready to stand for themselves yet.
If I know what’s most important to them, it’s very easy for me to stand for their transformation and hold them to the thing that they said is most important to them, which is why I ask this question.
Now if you were in the health business, or the financial business, or the relationship business, and the client starts talking about their most important goal being money, all you need to do is tie in their most important goal to your product.
If they say my most important goal is I want to make a million dollars in the next year and I’m teaching health, I’d say: “Great! If you had greater vitality and greater energy in your life, do you think it would serve you in being more productive and accomplishing your most important goal of making a million dollars?”
What’s most important is what’s most important. It’s not a goal or an ideal, but at least it’s an answer that feels like we’re both in the conversation, right?
Well, what if we’re already in the same conversation (even when it looks-feels awkward)? What if it only looks-feels as if we’re talking different languages, and in fact what we call discord or separation is something sacred we do not yet recognise for its sacredness? How would that work?
Although I am not invested in outcomes, I can talk about what is important. It’s just that what is important for me is surrender, which is not fixed. I cannot write a list of my surrender priorities. I can, however, point to the importance of now. And as each now is it’s own reality with it’s own information pathways, the priorities are in a constant state of change.
Ted’s “impact” scenario will work in the direct linear cause-and-effect world of those who believe we are separate energy fields ping-ponging across the universe influencing other energy fields. In oneness, there is one field. No layers, no levels, and no hierarchies of higher or lower value.
The concept of “influence” cannot be translated into the oneness experience, except to say that if you believe in influence then that is your truth and your truth is sacred.