Success Mindset S3: EP 102

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Three Steps of Service

1. Add-ons
2. Rebooking
3. Retail

These are the standard that we must hold ourselves accountable to complete

Mindset around rejection

Client says no to a treatment:

• Why should they get treatment?
• Why should they get one today?
• What are the objections that would stop you from getting one?

1. No Time
2. No Money
3. No Value
4. No Urgency

Client says no to rebooking:

• Why should they rebook?
• Why should they rebook today?
• What are the objections that would stop you from rebooking today?

1. No Time- their schedule is too busy. Unknown calendar
2. No Urgency- they have a wide open schedule and they think you do too
3. Fear of commitment
4. Uncertain of results- will they like how they look and feel a few days from now.  Maybe they aren't sure if they were satisfied with your service

Client says no to take home care

• Why should they take any aftercare  home?
• Why should they take any aftercare  home today?
• Will this really help them?

What are the objections

1. No money- im on a budget
2. No need - i already have stuff at home
3. No urgency- ill get it next time
4. Uncertainty- Ill think about it

Goal:

Not to think about their response but our responsibility as a professional to ask, recommend, and control how we want to operate our business while building strong relationships

OVERCOME REJECTION

Dig deep to find where this fear began

Remember it isn't a rejection of YOU personally but the role you play, or the service or product you sell.

Homework:

Write out the bricks in your life: the obstacles you face, fears that stop you, challenges that hold you back.

Now Write out the mindset, attitude, education, tools, and people that are on your success train that help create the momentum you need to run over all those bricks in your life!