4. Buying signal
usually a question asked based on your
information
if the prospect asks for the price at the end or
in the middle of the conversation it is usually a
good sign of interest
if the prospect asks in the beginning it is usually
a means of getting you off the phone
5. Objection handling
- the skill to deal with
any given objection and
to turn it from NO into a
YES
6. An objection can be either TRUE
or FALSE.
A false objection comes up any
time prior to you giving out the
price and asking for business. We
know this because it means the
prospect is objecting when in fact
they do not know enough about
the opportunity, details, features,
benefits, etc. That is why it is a
false objection.
7. Examples:
Prospect not listening
Speak to marketing
I am going into a meeting so
send me some information
What’s the price?
We have been contacted
before about this
8. A true objection comes up
after you have quoted the
price and asked for the
business after the full pitch.
True objections help us
understand the prospect’s
concerns and allow us to
address them in a confident
way
12. “I only speak at
conferences”
• Empathise: Massage the ego.
• Clarify – So to understand you, you
only get involved in speaking at
events. Is that correct? Is it a
corporate or a personal policy?
• Isolate/Validate – Putting that
issue aside, I take it you liked the
programme? What specifically
caught your interest?
13. • Overcome
• Branding and exclusivity:
• (Name), have you ever attended an
ME event? We limit these types of
event to 40 delegates, of which a
large majority are former speakers
and so the level & quality of the
audience is never an issue. We also
make a point of not inviting
vendors as delegates, to ensure
that you won’t be bombarded with
sales pitches at the event.
14. • Interactiviy:
• (Name), I want to picture the
auditorium. Now what we
encourage at the event is a forum-
like atmosphere. It’s not a group of
people lecturing on a stand; it’s
very interactive, almost like a
debate with microphones in the
audience. Most of the true value is
not in the program but in the
intense discussions that follow
each presentation.
15. • Speaking ops:
• (Name), all the speakers you see on
the program have attended as
delegates at previous events. Now
what I suggest is the following: If
you’re committed to speaking, why
not come down as a delegate to this
event and I will introduce you to the
producer, you can see how we
operate, we can see how you can add
value to our future programs because
we don’t want you to come to just this
event. We want (company name) to be
involved in a series of events.
• I really want your present at this event
considering all of your peers are there.
Why don’t we do that?
16. Important Notes
• the more you do it the better
you get, so don’t fear
objections! There is always,
always an objection – you
need to find out what it is.
• when you are practiced
enough in the art, you will
actually change your
perspective, instead of fearing
the objection and pitching in
such a way as to hopefully
avoid any coming up you will
welcome them and pitch in
such a way as to encourage
objections.
This template can be used as a starter file for presenting training materials in a group setting. Sections Sections can help to organize your slides or facilitate collaboration between multiple authors. On the Home tab under Slides , click Section , and then click Add Section . Notes Use the Notes pane for delivery notes or to provide additional details for the audience. You can see these notes in Presenter View during your presentation. Keep in mind the font size (important for accessibility, visibility, videotaping, and online production) Coordinated colors Pay particular attention to the graphs, charts, and text boxes. Consider that attendees will print in black and white or grayscale. Run a test print to make sure your colors work when printed in pure black and white and grayscale. Graphics, tables, and graphs Keep it simple: If possible, use consistent, non-distracting styles and colors. Label all graphs and tables.
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This is another option for an overview using transitions to advance through several slides.
This is another option for an overview slide.
This is another option for an overview slide.
Use a section header for each of the topics, so there is a clear transition to the audience.
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Add slides to each topic section as necessary, including slides with tables, graphs, and images. See next section for sample table, graph, image, and video layouts.
Add slides to each topic section as necessary, including slides with tables, graphs, and images. See next section for sample table, graph, image, and video layouts.
What will the audience be able to do after this training is complete? Briefly describe each objective and how the audience will benefit from this presentation.
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