Module 8

How to Sell to a Wealthy Client

The first serious conversation is where professionals lose the most ground. This module covers selling without selling: creating desire, offering two or three options, and letting the decision arrive.

Start Lesson 1
Two leather club chairs in lamplight beneath a palm

Selling Without Selling

  1. 8.1 Be the Expert, Not the Salesperson Ask before you advise, and say no when the request will not serve the client. 8 minute read
  2. 8.2 Talk About the Experience, Not the Package Tell the client what the work will be like for them, then give the list. 7 minute read
  3. 8.3 Present Without It Sounding Like a Pitch Ask about the client's situation first, then give one idea in a sentence or two. 8 minute read

Reading the Client

  1. 8.4 The Signs a Client Has Already Decided When a client starts planning around you, stop selling and offer the next step. 7 minute read
  2. 8.5 The Signs a Client Is Holding Back When a few show together, stop presenting and find out what is in the way. 10 minute read
  3. 8.6 What Clients Say When They Are Ready Answer what they are picturing with a fact from their week, then say your price. 8 minute read
  4. 8.7 When a Client Is Tired of Deciding Say back what is settled, make the next choice smaller, or finish another day. 11 minute read
  5. 8.8 Move at the Speed the Client Decides Be brief with a quick decider, unhurried with a careful one, and copy neither. 11 minute read

The Close

  1. 8.9 Mention the Larger Version Once the Client Is Ready Use the client's own words, say it once, and keep their first choice safe. 9 minute read
  2. 8.10 Help the Client Picture the Work in Their Own Week Ask about an ordinary day once the work is done, and leave the decision open. 11 minute read
  3. 8.11 Show Two or Three Options and Say Which You Would Choose Narrow the choice first, and describe each option in the client's own words. 10 minute read
  4. 8.12 The Client Decides Once Four Conditions Are in Place Supply any condition that is missing, then let the client decide without interrupting. 10 minute read
  5. 8.13 Some Good Conversations End Without a Sale When a client has nothing to decide yet, leave the door open instead of pushing. 10 minute read

Concerns

  1. 8.14 Say Your Price Again When a Client Hesitates Name the size of the decision first, and leave the discount out. 9 minute read
  2. 8.15 When a Client Says Someone Else Charges Less Agree that the comparison is fair, say what is different, and keep your price. 10 minute read
  3. 8.16 "I Need to Think About It" Has Two Meanings Ask what the client will be weighing, and answer a delay and a worry differently. 10 minute read
  4. 8.17 How to Recover a Meeting That Is Going Wrong Stop presenting, ask what you missed, or end the meeting and come back later. 10 minute read

Pricing Mechanics

  1. 8.18 Why a Round Price Sounds Like a Decision Quote a round fee, not one a few dollars short and not one with cents. 8 minute read
  2. 8.19 Clients Measure Every Price Against the First One Lead with the price of the work you recommend, and show only real options. 10 minute read
  3. 8.20 Clients Hold You to the Price You Started At Quote your real price from the first client, and leave launch deals and sales out. 9 minute read
  4. 8.21 Combine Your Services Without a Discount Choose the parts the client needs, and offer them as one job at one fee. 9 minute read
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