Miscelaneous Key Docs

Surge Must Haves

Resources:  Itinerary & Notes Sheet - Generic Handout

 

​Session 4 PDF Handout - 6 Per Page 

https://drive.google.com/file/d/1LOKpCvLMYnNbaP9c_1_ZJ7E7JRHc2Sfp/view?usp=sharing

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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)

Looking back at the "Only 3"

Using Commercial Opportunities to increase GCI

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Part 3 - Sales Techniques (25 Min)

• Single Isolation Close

• Double Isolation Close

• Triple Isolation Close

• Sharp Angle Close (or "IF Close")

• What's it going to take Close

• Instant Reverse Close

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Part 4 - Negotiation Techniques (25 Min)

• Framing

• Cherry Picking

• Log Rolling

• Mirroring

• Doomsday (or Fear Mongering)

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Part 5 - Objection Handling (25 Min)

• Instant Reverse Close as an Objection Handling Method

• Quick Review of Cushion--->Question--->Clarify

• Session Primary Focus: Step #4: Isolating

  • Three different ways​

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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)