BET430 Lecture 10: Sales Presentation 201

- Slide 9:

o Notice distracted client

 Call it out (“Is there a better time”)

- Slide 15:

o Maybe they have a similar version of trust to you

 Similar experiences/values/etc.

 They’re similar to you

- Slide 18:

o *Applications in interviews

 Possible to research team before hand

- Slide 25:

o Depending on the situation, the other person can also be controlled into mirroring

yourself in order to control the situation.

 For example, if they are laid back, but you want to have a more engaging

body language, you can try asking questions or creating situations where

they will be forced to mirror you.

 For example, with the example with Dean Pacey, in a noisy room,

sitting down, if the opposition is laid back, but you require

engagement. Just move yourself forward, and state that you can’t

hear them. This forces them to move forward, lean in, and engage
 since theyre trying to accommodate you. You’ve just changed their

posture and body language to mirror yours. You’ve effectively

gained control of the conversation.

o What if they speak through their eyes?

 They want eye contact

 They value it highly

- Slide 26:

o Once you’ve mirrored them, begin getting them to mirror you, and lead the

conversation

- Slide 29:

o For Example 1:

 2 options: Either immediate no, or shuts down their referral ask

 Changes mindset to look for value

o For Example 2:

 Here we seed for objections by handling them as we make our proposition

 Immediately defuse objections, and ask if we can go ahead if we

move you through the objections

 Then ask if it’s okay

- Slide 31:

o So we’ve said we should always listen.

 Who’s in control?

 It may be okay to give up control, depending on what we’re trying to

control. (Check slide 33 and 34)

- Slide 32:

o Direction of conversation

 We want to either get to a yes, or a no

- Slide 35:

o If you get a maybe, should you give more facts, etc?

 It typically won’t do anything.

 Better to ask for what isn’t convincing them? Why aren’t they convinced?

 What’s the objection? Try to get to either a yes or no.

 Is there anything to clear up/clarify?

- Slide 38:

o Based on that exercise, were you able to think of anything negative?

 Difficult to do so if your physiology impacts your psychology

- Slide 39:

o Try to find out what influenced them into having that positive physiology

o Get them to do physical thing

o This is all to change their physical state and try to match it to the positive state

they had in a previous positive experience

- Slide 43:

o Show the cost in not taking your solution

o From a startup perspective, referrals are more valuable than selling at full price. It

allows for a more sustainable generation of revenue with an increase in

customers. You may want to give a discount in return for a referral.

- Slide 48:
 o Utilize during interviews

o Why is controlling the narrative important?

 You can’t prepare for everything, so if something unexpected happens, its

useful to be able to pivot back to what you want to say

 Also allows you to be consistent

 In terms of interviews, you controlling the narrative lets you also control

time

 Also helps you stay away from negative or bad questions

- Slide 51:

o Best way to control pace?

 Speak faster?

 Add more information?

 To move forward with pace, ask them.

 Do they understand everything, do we need to go back to clarify

something?

 So, confirm at every step of the way

- Slide 53:

o RTBN: Reason to buy now

o But make sure you reach your next step

 Next meeting

 Purchase

 Etc

- Slide 59:
 o Special isnt always price

 Could be better service

 A team vs B team

o Best team is available, but its only 20% more expensive

 Rather than give them a discount with the normal

team

 Additional features

 Houses:

o Get a pool

o Furniture

o Etc

 Personal service, 24h service, etc

- Slide 60:

o Competitor actions

 Basically, selling to their competitor instead