9. PRESENTATION
The only goal of a presentation is to get the order and confirm the close
• Most sales people make the mistake that they have to do this amazing dog and pony show and that’s whats going to get people to buy
• That’s totally backwards
8. DECISION
It's all about figuring out who is the decision maker
Here’s why the decision condition is important:
• Situation where prospect tells you to think it over
• Find out the person who you’ve been talking to can’t even buy what you have EVEN IF HE WANTED TO!
• We’re going to figure out the decision making process for an individual or a company. No guessing, getting to the
truth as quickly as possible
7. BUDGET
OVERCOMING FEAR OF MONEY
Why people are uncomfortable talking about money:
• Parents tell you not to talk about it because its rude
• People like they either have to little or too much
• Overall negative connotation (money is not important, etc)
• It is important because if you can’t pay for something..then what are you doing!
• You have to break away from the sigmas of money, it’s a cultural thing. find the courage to do it now and it will be easy later
6. OKAY NOT OKAY
FEELING OKAY ABOUT YOURSELF
There’s only 2 ways you can generally feel:
• 1) Okay- feel good about yourself
• 2) Not Okay- not feeling good about yourself
5. COUNTER & NEGATIVE COUNTER
It is one of the most powerful techniques
Countering is when you answer a question with another question
It’s a human instinct to immediately answer a question when someone asks you one
The idea is to get the point why they are asking so you get to the pain they care about
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