In this conversation, John and Miranda discuss the importance of getting commitments from clients throughout the sales process. They emphasize the need for micro commitments and engagement to keep clients interested and invested. They highlight four key areas where commitments should be obtained: during the role and purpose explanation, after fact finding, during the discussion of the client's why, and before showing options and prices. They also stress the significance of tonality and engagement on the phone to establish credibility and professionalism.

Takeaways

- Obtaining commitments from clients throughout the sales process is crucial for success.
- Micro commitments and engagement keep clients interested and invested.
- Tonality and professionalism on the phone establish credibility.
- Four key areas where commitments should be obtained: role and purpose, fact finding, client's why, and before showing options and prices.

Chapters

00:00 Introduction and Merchandise
02:27 Analogies: Driving and DUI Checkpoints
04:20 Micro Commitments in Booking Appointments
06:30 Engaging Clients with Tonality and Engagement
08:16 Four Key Areas for Obtaining Commitments
15:17 Getting a Yes Before Showing Prices