Marco is ready for his seminar
Here’s a little quiz to get you started…but don’t scroll down until you’ve gone through the steps!
Think of a number
1. Think of a number from 1 to 10
2. Multiply that number by 9
3. If the number is a 2-digit number, add the digits together
4. Now subtract 5
5. Determine which letter in the alphabet corresponds to the number you ended up with (example: 1=a, 2=b, 3=c, etc.)
6. Think of a country that starts with that letter
7. Remember the last letter of the name of that country
8. Think of the name of an animal that starts with that letter
9. Remember the last letter in the name of that animal
10. Think of the name of a fruit that starts with that letter
Are you thinking of a Kangaroo in Denmark eating an Orange?
So what just happened here? If you are like the 98% of people that tried this, you thought of a Kangaroo in Denmark with an Orange.
1. Acknowledge the Objection
To have any chance of overcoming your prospects’ objections, you must first have put the effort into building a strong rapport throughout your presentation. In responding to any objection, always acknowledge your prospect’s concerns with an affirmation so they feel acknowledged for their objections.
Your primary focus in selling must be to make it absolutely clear that what you are offering is of value for your prospect. You must explain how your prospect will benefit from ownership. The most effective way to do this is with FAB statements.