For Coaches, Consultants, Professionals, Advisors and Solution Providers
Increase Revenue Using 'The PROFIT Experience' and Stop Using Awkward, Obvious 😬 Sales Tactics
Target the Exact Neural Networks that Must Be Activated to get a Positive Buying Decision, Using a Systematic Framework that Elevates Your Status and Creates Buyers instead of Merely Closing Sales
The 'Why'
After over two decades in business, I'd love to share what I've learned about selling high-ticket, high value offers, so you can:
1. Help more people at a higher level, higher revenue, and higher life satisfaction
2. Relieve yourself forever of awkward, unnecessary, pushy, manipulative sales experiences that leave you with the 'ick'.
Important: I am an entrepreneur, and I've had to 'do sales' as part of every business I've started from scratch, including the ones I've exited.
I've personally done multi-7-figures in sales revenue, and I get to 'Yes' on average, 30% of the time.
(Getting a higher 'conversion rate' than 30% is often a sign that you could be charging more.)
The 'What'
The sales process I use is called 'The Profit Experience' and it's based on the neuroscience of making high-value sales in the real world.
Many sales processes have good aspects, and yet they also have 'not so good' aspects ...
... and by this, I mean manipulative, self-serving, unethical, cringe-worthy, high-pressure tactics that leave the buyer and the seller 'knowing' that something's not right.
HINT: All it takes is for the Anterior Cingulate Cortex (ACC) of the brain to record that 'something's not quite right' and the person will mentally opt-out of the sales conversation.
So, we don't do that stuff around here, OK?
Closing the Sale
An important lesson I learned from one of my mentors, Dr Michael Hewitt-Gleeson, is that the salesperson does NOT close the sale ... the buyer does.
When we realise this, we relieve ourselves of the impossible pressure of 'closing the sale' ...
... because it is biologically impossible for the salesperson to close the sale.
Instead, we focus on what we can control, which is providing the best context for the person to make a buying decision.
The Neuroscience
Using brain science, we can see exactly which neural networks are active during a purchase decision ...
... instead of relying on psychologists or gurus to 'guess' at what's going on through behaviour or self-report.
I've mapped what happens in the brain of a person when they have a sales conversation that leads to a purchase, and there are:
- Certain neural networks that must be activated in sequence
- Certain neural networks that must be activated in parallel
- Certain neural networks that must not be activated at all ... otherwise the sale fails.
I call this successful pattern of electrochemical information flow, The PROFIT Experience.
The PROFIT Experience
Each letter in PROFIT stands for the next stage of the sales conversation, leading people to a purchase decision.
P
Pain
R
Results
O
Obstacles
F
Focus
I
Importance
T
Transition
In the workshop, we'll go into the details of each stage of PROFIT, why each stage makes this framework so effective, and how this links back to the essential neural networks in the brain.
I'll also cover the unique approach of 'diagnostic science' that's embedded in The PROFIT Experience, and how it elevates you to 'specialist' status.
Diagnostic Science
As well as lecturing in neuroscience for 10 years, I did my Ph.D. in diagnostic medicine.
Injecting diagnostic reasoning into The PROFIT Experience takes this sales experience to a completely new level.
Neural Networks
+
Diagnostic Reasoning
=
PROFIT
The Masterclass
Learn to Hold a Sales Conversation Following Each Step of the Framework and Create a PROFIT Experience
For You and Your Prospect
The PROFIT Experience Masterclass
Module 1: Foundation
Module 1: The PROFIT Training
The PROFIT Experience Coaching Encore
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The PROFIT Experience Normally $495.00
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Encore PROFIT Coaching Replay $299.00
Total Value $794
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A bit about me ...
After starting and selling a publishing company from scratch, with no venture funding, I turned all my attention to online business. I sold both of my health care practices in 2009, quit my university lecturing and research positions, and went 'all-in' on this new digital frontier.
It was a completely new way of doing life in the pre-zoom era when 'WFH' wasn't even a thing.
Based in Sydney, Australia, I didn't know anyone else on this journey and so I travelled extensively to the US to network and mastermind with other like-minded people.
I started an online education company with a colleague, and we served courses to people from just over 70 countries.
I wrote and self-published an Amazon Best Seller (Mental Health Category) and was behind a #1 Apple Podcast (Health / Alternative Health).
I started consulting and advising people and have been doing that as my main (1-day per week) business for 15 years.
In addition to that I've been in numerous other businesses in education and training, marketing, online medication, health tech, women's health, and data services.
At every step of the way, 'sales' has been at the core of what I do because without sales, or venture funding, there is no money with which to grow a business, pay staff, and take home a profit.
Because of my background in neuroscience and diagnostic medicine, I tend to see things through those lenses.
So, when it came to improving the sales process, it was natural for me to look at this through the lens of the brain and ask myself:
- "What neural networks must be activated in the brain for a sale to occur? "
- "What neural networks must NOT be activated in the brain for a sale to occur?"
From this knowledge I could decipher an optimal sales process to structure a sales conversation, which led me to The Profit Experience.
I've learned sales from various mentors, including the first person to do a PhD in sales, cognitive scientist Dr Michael Hewitt-Gleeson.
His work spurred me on to understand the brain as much as I could to improve how I did 'sales'.
The result?
Instead of 'making sales' I prefer to think about it as 'creating buyers'.
Dr Nichoas Lucas
BSc, MHSc, MPainMed, PhD, ACTL