When You Use The Four Options To Close, Charge It Neutral
How have you been doing using the 4 options?
Here is a new distinction.
The next time you're with a client, anchor everything you want them to avoid with the word 'decide' and everything you want them to move towards with the word 'choose'.
Of course, charge every word neutral.
Mr./Mrs. Client, when we are complete with the consultation, you will notice that you have four different options.
Option #1 – You can decide to do nothing at all.
Option #2 – You can decide to do it all on your own.
Option #3 – You can decide to do it with a 'traditional' Broker.
Option #4 – You can choose me.
At the close when you say, "I'm curious, what's it going to be - 1, 2, 3, or me?" and the client says “We choose you."
You say, "So what I hear you saying is you want my to help you, is that correct?"
Charge Everything Neutral
What does charge neutral mean?
Charge neutral describes the tone of voice that has no edge or high or low energy to it. It's a useful communication style when you are asking for anything.
Charge neutral has an almost blase' feel, kind of like describing a boring weather day.
"Oh, it's nice today, isn't it?"
"Oh, your life's a mess, isn't it?"
One can be charge neutral and still be very passionate.
One becomes charge neutral (rather than charge neutral being a technique), when they are comfortable with themselves, aren't performing, see that the universe is perfect, and so on.
Charge up (loud, reactionary, edge in voice, hyper, concerned, problem-oriented) and charge down (patronizing, parenting, diminishing, downing, passive) are what a person shifts from to become charge neutral.
Your Super Servant,