Brief Summary
This video presents eight powerful analogies used to close deals and overcome objections in sales. These analogies are designed to help prospects visualize the benefits of making a change and the consequences of staying the same. The techniques range from storytelling to reframing objections, all aimed at persuading potential clients to invest in the offered product or service.
- Inception Technique: Uses storytelling to allow prospects to see themselves in a success story.
- Usain Bolt Analogy: Helps prospects visualize the rewards and recognition of achieving their goals.
- Fat Kid in the Ice Cream Truck Analogy: Highlights the pain of inaction versus the pleasure of potential gains.
- Deer and the Bear Analogy: Emphasizes the consequences of not taking action.
- Magic Mirror: Reframes objections by reflecting the prospect's own behavior.
- Cheating Wife Analogy: Addresses the fear of being burned again by reframing past failures.
- Death by a Thousand Cuts Analogy: Illustrates the importance of making big decisions for significant change.
- Uno Reverse: Uses a slight of mouth pattern interrupt to challenge a prospect's lack of commitment.
Inception Technique
The Inception technique involves telling a story to persuade someone by allowing them to put themselves in the protagonist's shoes. For example, when a prospect says the product is too expensive, instead of arguing about the value, share a personal story of a similar situation where you overcame the same objection. By sharing how you decided to take a leap of faith and change your mindset, you encourage the prospect to see themselves succeeding and making the decision to move forward.
Usain Bolt Analogy
To encourage a purchase, prospects need to envision the positive outcomes of solving their problem with your product. The Usain Bolt analogy illustrates this by comparing running in a high school stadium to running in the Olympics with a gold medal on the line. The key is not just the medal, but the glory and recognition that come with achieving the goal. By prompting the prospect to consider what that "gold medal" represents for them, you create a more emotional connection to the sale.
Fat Kid in the Ice Cream Truck Analogy
People are more motivated to avoid pain than to gain pleasure. This analogy involves presenting the consequences of inaction. Comparing a fat kid running for ice cream to a fat kid escaping a burning building, the urgency to avoid pain (burning building) far outweighs the desire for pleasure (ice cream). By asking the prospect what will happen if they don't achieve their dreams, you highlight the potential pain of staying in their current situation.
Deer and the Bear Analogy
This analogy emphasizes the consequences of not taking action. Comparing a deer being chased by a bear, the deer runs not for pleasure, but for survival. By asking the prospect what will happen if they continue on their current path for the next few years, you encourage them to visualize and feel the consequences of inaction, motivating them to make a change.
Magic Mirror
When handling objections, the "magic mirror" technique involves reflecting the prospect's behavior back to them. If someone says the sales training is too expensive, you can ask if they've heard of the law of the mirror, which suggests that how we perceive ourselves influences how others react to us. By pointing out the congruency between their objection and their sales conversations, you can flip the objection into a reason why they need to invest in themselves.
Cheating Wife Analogy
This analogy addresses the common objection of having been burned before. When a prospect says they don't want to get burned again, reframe their thinking by comparing it to relationships. Just because someone had a bad experience with a partner doesn't mean they should stop looking for the right one. Similarly, one bad experience with a program shouldn't stop them from finding the one that will help them succeed.
Death by a Thousand Cuts
When prospects hesitate to invest, it's important to emphasize the significance of the decision. The "death by a thousand cuts" analogy involves painting the situation as a major turning point. Using the metaphor of skydiving, hesitating at the edge of the plane leads to regret. By highlighting that taking a bet on themselves is crucial for change, you encourage them to commit and avoid the regret of missed opportunities.
Uno Reverse
The "Uno reverse" technique uses a slight of mouth pattern interrupt to challenge a prospect's lack of commitment. If someone says they're not sure if they can commit, you can respond by saying that their lack of commitment is evident because they haven't taken action in the past. By questioning their definition of commitment and highlighting the success of others who were once in their position, you can prompt them to reconsider their stance and take a bet on themselves.
