In this insightful presentation, Adam Erhart introduces the powerful ‘Black Sand Method’ that enables clients to close themselves in sales conversations. He shares how understanding psychological principles can transform sales strategies, drawing from personal experiences where he successfully closed a $5,000 client in just 27 minutes.
Erhart emphasizes that most sales calls fail because they focus on chasing and convincing prospects, which often leads to missed opportunities. Instead, the key lies in revealing the urgency that already exists within the client. As they realize their time is running out, they transition from questions like ‘Can you send me a proposal?’ to ‘How fast can we start?’ 🕒
Throughout the course, Erhart discusses essential components including the psychology of momentum, commitment principles, and how to effectively frame urgency. He offers practical steps such as the ‘Diagnostic Open’ to assess pain levels, the ‘Investment Inquiry’ focusing on the cost of inaction, and the ‘Choice Architecture’ method to provide options that encourage commitment without pressure.
To explore the resources he mentions, check out the following links:
Free Course + 30-Day HighLevel Trial (with bonuses): https://adamerhart.co/3MtWEX2
Skip the training and go straight to the trial here: https://adamerhart.co/3MYeRMM
Erhart also explains the importance of understanding how choices are perceived by clients, revealing that presenting three options leads to better decision-making due to the Goldilocks Effect and default bias. This method shows that clarity about options can effectively drive the sales process.
Lastly, he introduces the ‘Black Sand Action Plan,’ a structured approach to help agents practice these concepts and maximize their closing ratios. This includes steps to create a visual hourglass as a metaphor for urgency and ways to tell compelling stories that resonate with clients.
By Adam Erhart