Steps
Identify Unique Currency
Determine your prospect's unique currency - the thing they're trying to accomplish that functions like money in their value system
Calculate Hourly Value
Use yearly income divided by half with three zeros removed. Start with aspirational income numbers prospects want to achieve
Use Conservative Estimates
Back off from maximum promises and show value in worst-case scenarios to build credibility
Break Down Time Value
Calculate daily, monthly, and yearly dollar values to make the math concrete and compelling
Reference Live Training Prices
Position digital products as bargains compared to what you'd charge for live training
Offer Payment Plans
Provide monthly payment options to remove financial objections and increase accessibility