Springfield, MA. Christmas with the family.
Now don’t get me wrong—there’s nothing quite like spending the holidays with loved ones. But Springfield in December? Let’s just say I’m pretty sure Frosty the Snowman has taken up permanent residence here.
Kalia and I are counting down the hours until we’re back in Marco Island, basking in the sunshine. I’m telling you, the next time I feel tempted to complain about the heat, I’ll just flash back to the moment I couldn’t feel my toes walking to the car.
But here’s the thing about being in Springfield: it’s not all bad. The cold makes you appreciate the warmth even more. It’s all about contrast.
And that, my friend, is a powerful lesson for closing sales during consultations.
Let me explain.
When you’re in a consultation, your prospect is sitting in their version of Springfield. They’re stuck in the cold—frustrated by their challenges, overwhelmed by their problems, and unsure how to move forward.
Your job isn’t just to sell them on the warmth of Marco Island (aka your solution). It’s to make them feel the contrast.
Here’s how:
- Help them see the pain of staying where they are. Ask questions that uncover the costs of inaction.
- Paint a vivid picture of what their life could look like with your help. Bring the “warmth” to life.
- Show them how your solution is the bridge from their current misery to the outcome they desire.
Without that contrast, your offer won’t have the same impact. But when you help them feel the difference, saying yes becomes the obvious choice.
Kalia and I can’t wait to escape the frost and feel the warm sand beneath our feet again. And your prospects? They can’t wait to escape their current struggles and step into a better future.
So, in your next consultation, bring the contrast. Make them feel the shift.
And maybe keep a pair of gloves handy—you never know when you’ll need to battle the cold again.
Kick butt, make mucho DEEnero,
Dave “Our Blood Has Thinned” Dee
P.S. To learn more about how to get more meetings with high-quality leads, close more sales, and make more money without working harder, go here: www.davedee.com/vip.