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)

• Niche Markets

• Trends

• Technologies

• Social Media

• Success Concepts Pt.2

 

Part 3 - Sales Techniques (25 Min)

• The Why Me Close

• The No/Low Authority Close

• The Higher Authority Close (aka Celeb Close)

• The Testamonials Close

• The Similar Situation Close

• The Opportunity Costs Close (an Urgency Close)

• Buyer Agency Dialogue/s

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Part 4 - Negotiation Techniques (25 Min)

• Buyer Agency Negotiation Items - Agent vs. Buyer Client

  • The Win-Win of a Buyer's Agency Agreement.

  • Presenting the Agency Agreement and Closing for the signature.​

  • Key Items up for negotiation. Tips on presenting.

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Part 5 - Objection Handling (25 Min)

• Quickly Review the First 6 Steps in the "7 Step Objection Handling Process"

• Primary Focus is Step 7: Close

• Review the first 6 Primary Objections

  • Discuss SLOVES for each

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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)