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)

12+ Ways to generate VALUE with LAND

GCI Powerpoint Handout

Leveraging the Land Specialty

• Also discuss Lots

• The Why, The What, The How

• The Challenges

 

Part 3 - Sales Techniques (25 Min)

Sales Handout for Session 6

• The Porcupine Close

• The Colombo Close

• The Door Knob Close

• The Hopkins Final Close

• The Summery Final Close

• The Scarcity Final Close

  • AKA Now or Never Close​

• The Takeaway Close

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Part 4 - Negotiation Techniques (25 Min)

• 6 Chris Voss Strategies & Tactics

• 20 Chris Voss Techniques

• 5 Tactics to Win a Negotiation - Chris Voss

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Part 5 - Objection Handling (25 Min)

• Focus 1: Quick Review of Cushion--->Question--->Clarify--->Isolating

• Focus 2: Primary Session Focus: The Transition

  • Transition from Step #4: Isolating

  • To Step #5: Solving

• Focus 3: Preview of Step 5: Solving

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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)