Here is one way I use this to help me sell more:

0) Get rapport right away
1) Calibrate “yes/no”
2) Find out what their situation is(problem/desire)– explore it as much as possible.
2) Elicit their criteria
3) Talk a bit about their business
4) Package and feedback their criteria loaded with a ton of presuppositions and hypnotic language
5) Handle their concerns and confirm the sale

Now, they may still have some “objections”– I don’t call them “objections”– they are just concerns and I use those concerns by:

1)Clarifying them and flushing out their real concerns
and
2)Bringing their criteria to bear on them and confirming the sale.

Most importantly, calibrating right away when you get together with a client allows you to find out how “real” their concerns are.

By the way, loved your latest salesletter and especially this comment about not making excuses for offering any discounts: “my dog broke his ankle and I had to take him to the vet”

Your thoughts?

Warmly,
Jack