Step One: Relax – It’s Only Money

• Put yourself in a _relaxed_ state

• Get _you_ out of the way

• Find _common_ ground – job, where they’re from, hobbies, weather
   

Step Two: Ask Great Questions

• Sell, Don’t Tell - Sell in the form of _questions_

• _Open_-ended, not ‘yes’ or ‘no’

• Be very _curious_ – don’t assume you know the answers

Step Three: Deliver The Shoe That Fits!

• Pick 3 benefits/features/solutions that _fit_ the need, not 3 you think they need

• _Check in_– ‘Isn’t that great?’ ‘Won’t that be fun?’ ‘Do you see how this works?’

• Don’t be afraid to discuss _hesitations_
   

Step Four: It’s All In The Details

• Explain programs – _features/benefits_

• Be _assumptive_ – ‘Which one of those fits best for you?’

• _Lead_ them to final paperwork. ‘What we need now is…’
   

Step Five: Raise Their Consciousness

• _Congratulate/Thank_ them sincerely for taking the step

• _ Acknowledge _ what might get in the way – them, others

• _Remind_ them who is there for them, in their corner