Sales Processes

Marketing and sales are the activities that help you get customers, which is the core function of any profitable business

These skills directly relate to customer acquisition, which is identified as the fundamental business activity that gene

Professional selling has gotten a bad reputation due to misconceptions about coercion and manipulation, but real selling is about helping people

Most people associate selling with 'shady used-car salesmen wearing tacky polyester suits' or 'high-pressure sales tacti

Many entrepreneurs make the mistake of thinking good selling is just being friendly and answering questions, which is not professional selling

Eben specifically identifies this as a common mistake where people think selling is just 'being friendly with people and

Use live phone and video conferencing to create conversion presentations that work, then automate them with technology

Eben advocates using the flexibility of virtual business to jump on phone and video calls with prospective customers thr

Script the customer journey timeline by mapping out exactly when customers will need each subsequent product after their initial purchase

Example given of $37 golf starter product with 14-day improvement timeline, followed by 30-60 day progression to next le

Create specific timeframes for customer progression rather than leaving advancement to chance - predict when they'll be ready for the next level

Specific example: 'within 14 days you're going to have dramatic improvements in your golf game... by day 30 you're going

People avoid direct response marketing because they avoid learning sales, which requires self-esteem, confidence, and ability to accept rejection

Eben shares his personal story of being so afraid to cold call real estate prospects that he went home and went to bed i

Launch periods with dedicated live coaching windows create urgency while providing maximum value and support for implementation

Eben launches programs 1-2 times per year with 10 weeks of live coaching, currently priced at $1,497 full pay or six pay

Risk reversal through comprehensive guarantees demonstrates confidence in your system and removes purchase barriers

Virtual Coach offers 14-day try it all guarantee plus 90-day action taker guarantee, with additional 1-on-1 coaching if

Most prospects feel insecure when buying because they don't know what they're purchasing or whether they're making a good decision

Pagan explains that prospects 'don't know what they're buying. They don't know whether they're making a good decision or

How do I convert prospects into paying clients at premium prices?

Focuses on transformational coaching processes that naturally command premium pricing.