WEEKLY CHALLENGE-SECURE COMMITMENT
COMPLETE BY FRIDAY
Complete at least one task from the options below and report back your results through the survey link provided in your weekly email.
Option 1 (Easy) - No = Maybe
Choose a non-work product, place or service that you like. Next, pick someone you know, personally or professionally, to secure a commitment of your choosing related to your product, place or service. If they say no, find a smaller or more agreeable pre-step.
Ex. Come see the movie “It” with me. No, too scared? Let’s watch the preview together.
Option 2 (Medium) - If So, Then What
Create a running list of Active Asks you can have in your back-pocket for universal scenarios related to your products. Map with “yes/no” answers to the appropriate next ask/step. Ex. If yes, what would the next micro-commitment be. If no, how could you validate and pivot to another smaller micro-commitment to get them on a “yes” line.
Option 3 (Hard) - Charity Sell Competition
Gather 3 colleagues to do the same task and an audience of 5 other colleagues to vote. Create a 60-second pitch for a charity you love. The pitch should include a concrete active ask at the close. Have the audience vote on who’s pitch was MOST actionable at the close. Log the winner and your closing ask in your survey.
Option 4 (Expert) - Micro-Commitment
Plan your client interactions for one day by focusing on a specific micro-commitment for each client interaction. Capture the results in the survey: what were the micro-commitments and which ones worked?
WEEKLY TIPS TO HELP YOU ALONG THE WAY
Who is doing who a favor? The answer to THAT question will make the difference in securing every closing ask you craft!
Let’s nail what is often the most challenging moment in any client interaction - the closing.
You’ve already started to embrace the shift in mindset necessary to secure a closing commitment (Who is doing who a favor?). Keep up the good work by converting no’s into maybe’s and working out the micro-commitments you can suggest when a client says “no” to your original ask!
Think of micro-commitments like baby steps that you can get your client to commit to on the spot.
- When someone commits to something, no matter how small, a bond is forged.
- It's about finding the right micro-commitment for that client in that moment.
What prevents us from making the closing ask?
- Maybe over-familiarity with the client or maybe you are just taking a social call to keep the relationship warm.
- aybe feeling like you don’t need to based on previous conversations - it’s assumed.
- Usually we’re just plain afraid to ask. We don’t want to tell people what to do. We are afraid of being perceived as rude or pushy and we are afraid of the rejection.
The more you can embrace your expert offering and knowledge, the easier it becomes to let go of the perceptions and fear. You’re boosting your self-concept - the bundle of beliefs that you have about yourself.
- Think of it as your subconscious computer. Self-concept is like an operating system that determines everything you say, think, feel, and do.
- There is a direct relationship between your self-concept and your performance or effectiveness.
- The way you interact with the external world is influenced by your subconscious computer.
ACTIVE VS PASSIVE ASK
The human brain is wired that if someone asks me a question directly and confidently, I have to say "yes" unless there is an overriding reason for me to say "no".
Anytime you ask for something, personal or professional, do so not apologetically but with the confidence that the request is most certainly deserving of participation. Make the ask simple and specific.
It’s not your job to make them say "yes" - it’s your job to ensure they can’t possibly say "no"!
HOW DOES SOMEONE GET TO THE TOP OF THE MOUNTAIN?
To climb means to stumble, to reach, to stretch, to feel out of breath. If you’re worried about new techniques feeling awkward and uncomfortable the first time you use them, we can magically remove that worry and GUARANTEE they’ll feel a little awkward the first time. Then what happens? It means you’re climbing the mountain!