1-2-1 Mentoring Programme

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Clarity

Control Client

Construct Commit

Colossal Cash!

Collaborate

How To Sift Suspects To Prospects By Phone

Pre-Call Preparation

My Golden Rules

Ice Breaker Question

Power Of 10:10

Post Call – Next Steps

What Will You Learn Today?What Will You Learn Today?

Quiet Room – No DistractionsPen, Pencil, Highlighter

Notepad

CalculatorInternet

Laptop with Word / Excel Open

Pre-Call PreparationPre-Call Preparation

Recorder

10:10 Power Questions

Lan Vs. Mobile – Good Signal

Posture

Mood

The Perfect Phone Call 2 x Ears 1 x Mouth

Pre-Call PreparationPre-Call Preparation

Ask Open Questions

Fact Finding – Real Motivation/Financials

Build Rapport & Trust

Dump Vs. Smart

Watch Their Tonality

My Golden Rules My Golden Rules

Stay Present In The Conversation

Show Interest In What They Are Saying

Don’t Say Too Much

Never Tell Them They Are Wrong

Float Ideas

Stay In Control

My Golden Rules My Golden Rules

Would You Have Any Objection If I Ask You Some Questions That Allow The Two Of Us To

Come To A Solution That Gives You What You Want?

My “ICE BREAKER” QuestionMy “ICE BREAKER” Question

1. What Is The Reason For Your Move?

2. What Is Your Time Line?

3. What Have You Done So Far To Sell?

4. What Challenges Have You Faced?

5. What Do You Think is Reason For Not Selling?

The Power of 10:10The Power of 10:10

6. What Will You Do If You Can’t Sell?

7.What is Important To You – Price or Speed?

8.What Do You Need Today To Move On?

9. What Is The Minimum You Are Willing To Accept?

10.What Is Your Ideal Outcome?

The Power of 10:10The Power of 10:10

Due Diligence

Follow Up Call

Appointment

Post-Call - Next StepsPost-Call - Next Steps

Take Home MessageTake Home Message

• People Like To Do Business With Who They Like And Trust

• Don’t Feel Under Pressure To Answer Their Questions

• Don’t Be In A Rush To Offer A Solution

• Don’t Freeze Or Get Too Nervous

• Have A Conversation Not An Interrogation!

Pretend You Are Helping A Friend In Need

Take Home MessageTake Home Message

HomeworkHomework

Do A Video Describing….

What Actions You Have Taken?

What Challenges You Have Faced?

What Successes You Have Had?

Questions and Accountability Form To be

Completed And Returned On Weekly

Basis To Keep The Momentum Going

Form To Be Returned…..Form To Be Returned…..

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Any Questions…?Just Ask!