COURSE OUTLINE
"ONE ON ONE"
"Creating New Clients"
Agenda Highlights and Overall Outline
PROSPECTING:
6 major methods.
Your own method, and setting achievable goals.
Getting their attention.
Telephone Techniques, the 3 stages to a sale.
Study your market.
Timing is everything.
Power of assumption.
CREATING, NOT LOOKING FOR CLIENTS:
Building relationships,
The 4 stages of creating a client.
What's important to them?
Building trust.
Asking the right questions.
Timing.
The power of acknowledgement.
Maintaining interaction.
It's about them not you.
Referrals.
MAKING A PRESENTATION:
Information is power.
Making your case.
Becoming memorable.
Getting better at telling your story.
Know the deal makers and the deal breakers.
Why list with me, know your value.
Price and marketing concerns.
Summarize needs and wants.
HANDLING OBJECTIONS:
Welcoming objections.
Getting it all on the table.
Finding the answers.
Bridging phrases.
NEGOTIATING:
Establishing parameters.
Values and point of view.
Everyone gets something.
Matchmaking is seldom a straight line.
Know the deal makers and the deal breakers.
Information is power.
CLOSING THE DEAL:
Fear of closing.
How to move to the close.
The golden moment of silence.
Risk vs. reward.
Closing phrases that work.
People buy emotionally and practicality comes second.
Getting to yes.
GETTING ORGANIZED:
Values and priorities.
One thing at a time.
Gradients.
One step at a time.
Goals strategy tactics.
PERSISTENCE:
Staying steady.
Learning to take yes for an answer.
The telephone is your best friend.
Being persistent without being a pest.
BUYERS AND SELLERS:
The 3 things they really want to know.
Finding their concerns and needs.
Compelling reasons to list with you.
Qualify, so you don't waist your time.
Commissions and how to keep them.
Byers want to fall in love.
COMMUNICATION:
The three AAA of communication. Listening.
When a light goes on.
CALL US AT 1-877-401-6952 AND SPEAK TO MR. KAUFMAN PERSONALLY ABOUT HOW THIS COURSE CAN MOST EFFECTIVELY SERVE YOUR TEAM. OR EMAIL US AT train@EducateSupply.com
