What if at the end of call#2 they say they need more time to think about it?
THE DECISION should be INSTANTANEOUS and VISCERAL.
You do not give them "time to decide" ... but instead IF they decide on the call - YES ... you can give them time to transfer money, let their bank know or put money on their credit card, etc.
They are NOT going to get more clear after they get off the Call #2 with you ... they will only get MORE CONFUSED as they become surrounded by the circumstances, people, places, situations that have them in the problem in the first place.
They will be most clear ON your call. In fact, every hour after their call with you they become LESS CLEAR.
If they have questions, the time to ask is ON the call with you. That is why we keep asking "What other questions do they have?"
If you look at the script for Call #2 ... at the end it goes into what to do if people say they "have to think about it" ... basically you take it away from them.
If it is not a CLEAR YES for them ... then it is a CLEAR NO for you.
DO NOT let them into the program if they have to "think about it" ... there is NOTHING to think about.
If they have the problem (which they should otherwise don't offer your program) ...
If they want it fixed (which they should otherwise don't offer your program) ...
If they don't have a better idea to fix it (which they should not ... otherwise don't offer your program) ...
SO THIS is all that needs to be clarified which should be clarified by the end of call #2.
.... so in this case, what could there possibly be to think about?? 🤷♀️
If they say "no" ... which they really say it like that - they usually say "I have to think about it" as a placeholder for "no".
If they say no it is because of one of these reasons:
1. They don't have the problem
2. They don't want it fixed right now
3. They don't think you can fix it (value of testimonials, your story, clarity, etc. )
4. They don't think THEIRS can be fixed (which is the toughest one when they have such a lack of belief and at some point they get to keep the problem they are so firmly attached to unfortunately until they are willing to turn in the direction of the solution)... but this is why timing is everything and just stay connected so that when the problem gets worse and they REALLY need it fixed they will know they can come back to you.
Notice how money is not any of these reasons. The money objection just means THIS problem is not that bad yet that it is worth x$ to fix it at this time. More time is not helpful.
Great question. I have not taught this for awhile although it is on the script but easy to miss at the end and it is a common misconception that the money is why they would say no. It is not.