Transcript Slide 1

Your presentation
FAQs from customers
Overcoming objections
Closing the sale
Your Presentation
• Trust is Key to Your success
• No Trust = No Sale
• Don’t Rush into selling your product or
service
• Spend time establishing a relationship and
building a rapport with the prospect
• Be Confident not arrogant
• Know the product you are selling inside out
• Customer makes mind up in 2-4 minutes as
to whether they will TRUST you based on the
following factors
Trust Factors
Non verbal – 55% of the decision process
• Eye Contact
• Body movements
• Body Language
• Your appearance
How you speak - 38% of the decision process
• Tempo
• Loudness
• Pitch
• Tone
What you are saying – Verbal – 7% of the decision
process
• What they hear?
• Tone of voice
Your Presentation 35-40 Minutes
5 Steps:
1. Building the trust
2. The success of your company
3. The product / service you are offering including benefits and features
4. Why other people have bought their and success to-date
(testimonials – show the results of your work, their return on
investment, their conversion rate, their increase in sales, take
handwritten testimonials with you)
5. The positioning of the business – research the company before hand
and find out where they rank – where are their competitors – how
much traffic are they losing out on?
– Show where the most traffic – which keywords have highest number of
searches
– Show them where their competitors are – positions 1 to 5 on Google
– Show they where they rank
– Show they what traffic they would get from using your service! How
many more customers?
FAQs From Customer
FAQs arise for 2 reasons:
1. If you haven't presented your pitch in a clear and concise manner
2. Or the customer has genuine questions and are looking to buy from
you (or close)
Examples:
How will it benefit my business?
What return on my business will I see?
How do I get to number one on Google?
How long will it take?
Do you guarantee results?
How much extra business will we get from it?
How will you track my sales?
What are my competitors doing?
How do I maintain my results?
Overcoming Objections
2 types of objections from customers:
1. Fear Objection
• I want to think about it….
Ask what it is they want to think about? – See if you can work out their fear and
then overcome the problem. Maybe you didn’t explain something well
enough?
• Its too expensive….
Ask if they would consider a payment plan? Would it help if we spread the cost
over X number of months? Maybe a trial version? Add an incentive? Did you
talk about the guarantee?
• I want to get some other prices…
• Means you have not given them enough reasons to buy or establish that
level of trust that they are willing to buy from you. Key here is to show how
competitive your prices are? Take a list of your competitors prices with you!
2. Questioning Objection – they want more info (not an objection but an
opportunity to close)
• Can I pay for it monthly?
• Do I get discount paying upfront?
• How long will it take?
• How will I maintain my position?
Closing The Sale
Ask questions to gauge where the customer is currently in their buying
process. Maybe they need more information? Maybe they are ready
to sign?
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How do you want to pay the deposit
Do you want to take advantage of…(the promotion)
Do you want us to start this week or next week?
Will you be available next week for the first draft?
Will you be paying monthly instalments?
Is there anything else I need to show you?
What type of Online growth are you looking for?
What time period have you set aside for this?
When would you like us to start promotion?
Are we in a position to go ahead?
Just sign here…