best clients and we do amazing work together so for that reason I have something called incentive based pricing where if you make a decision on the call with me today I waive the $2,000 setup fee and it’s just $2,000 /month." Then shut up. This SILENCE here is the most crucial part of your entire call. You MUST not cave in and you MUST remain silent until the prospect speaks. Sometimes this silence is longer than 1-2 mins. Part twelve is continued on the next page… Continued from the previous page… We’re waiting for any words that mean let’s move forward with this: "What’s the next step?" "Ok well what’s next?" "Ok how do we get started?"] "Ok let’s do it!" When they are ready to move forward say: Awesome! Well we can get you started right now if you want. (OK well how do we do that… OK how do we do the payment… Words like this….) We can do credit card over the phone if you want. (OK cool…. Or words to this effect) So is that VISA or MASTERCARD, collect the details and BOOM! What we will not accept Any words that do not mean YES or NO. This decision is BINARY not a grey area. "OK well can you send me something via email?" "OK well how do i get back in touch with you if i decide to move forward?" "Ok I’m going to need to think about this" "Ok I’m going to have to ask my business partner, wife etc." Handling Objections Objection: How much time do I have to decide? "How much time do you need