Miscelaneous Key Docs

Surge Must Haves

Resources:  Itinerary & Notes Sheet - Generic Handout

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Part 1 - Leaderboard Contest Update (20 Min)

• Success Stories

• Struggle Stories

https://www.connectaspire.com/productivity-contests

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Part 2 - GCI Boosters (25 Min)

• 1) Financial Goals Form

• 2) 1-3-5 Goals & Aspiration Form

• 3) Leveraging a Buyer List as a Competitive Advantage

• 4) Leveraging a Seller List as a Competitive Advantage

 

Part 3 - Sales Techniques (25 Min)

• ***The One Page Listing Presentation

• AKA the 10 Step Seller Consultation Process

• 7) Criteria Close

• 8) The Standards Close

• 9) The Opinion Close

• 10) The Expectations Close

• 11) Green Pen Close - A Final Close

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Part 4 - Negotiation Techniques (25 Min)

Robert Cialdini's 8 Persuasion Principles

• Reciprocity

• Consistency

• Social Proof

• Authority

• Liking

• Scarcity

• Unity

• Presuasion

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Part 5 - Objection Handling (25 Min)

• Focus 1: Instant/Easy Solve (Script) for "I want to think about it!"

• Focus 2: Introduce the Top 6 Objections - We must Question & SOLVE

• Focus 3: Phase 3 of the 7 Step Objection Handling Process - Clarify

  • Role Play all 3 steps for 2 or 3 Objections​

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Extremely Useful Objection Handling Tools

• OHT PDR Worksheet 1 (Most Common Seller Objections List)

• OHT PDR Worksheet 2  (Objection Handling Flow - 7 Phases)

• Seller's 7 Step Objection Handling Process (Process Summerized)