Ideas into Action Overcoming Objections
Transcript of Ideas into Action Overcoming Objections
Ideas into Action Overcoming Objections
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The Big LEAP
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Getting Right With Your Offer = Getting Rich With Your Offer
• Zone of Incompetence
• Zone of Competence
• Zone of Excellence
• Zone of Genius
Let’s Reset Your Thermostat
What is the ONE problem YOU solve?
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Importance of Believing
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“If you want to be successful, it’s just this simple.
Know what you are doing. Love what you are doing
And believe in what you are doing.”
(Will Rogers)
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The Structure Does the Selling for You
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HIGH TICKET OFFER CREATION - ACCOUNTABILITY
ONE-TO-ONE IMPLEMENTATION WORKSHOPCrossover: Enhanced Opportunity
Crossover: Enhanced Opportunity & Community
Crossover: Enhanced Opportunity
Crossover: Enhanced Opportunity & Community
Crossover: Enhanced Opportunity & CommunityONE-TO-MANY MASTERMIND MEETING
CHECK-IN CALLS / MILESTONES
ACCOUNTABILITY BUDDIES
OTHER?
STRATEGY FIRST ALL ROADS LEAD TO HTO
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Content
Connection
Community
Pain
Solution
Invitation
Decision
Commitment
Celebration
What is the ONE problem YOU solve?
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MACRO VIEWDAY 1
MEAL (30-60M) MEAL (30-60M) WELCOME CELEBRATION (60M)
OPENINGKEYNOTE
HEART CLOSE
MEAL (60M)
DAY 2 DAY 3
CLOSING SESSIONPANEL / INVITATION
LASER COACHINGAND Q&A
MEAL/ENROLLMENTBREAK (60M)
THE SAGETHREE DAY WAY
Deliverable With GA
Deliverable With GA
Deliverable With GA
Deliverable With GA
Last Deliverable Or Bonus
Final GA: If you
don’t have a plan for Mon…
Offer = TriFectaContent Seeds Deliverables
ALL ROADS LEAD TO OFFER
Close Gap
Show me the $$$ Gap Map
Overcome Objections
Keynote
Fun Night (Lighter Content) Show Genius
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HTO Design What is the ONE
problem YOU solve? Purpose Driven Pay Day
•Offer Design / Delivery•PAG•Fill the event•Tech•Connection for trouble-shooting•Like-minded community
Marketing Copy •Impact and Income•Speaker, Author, Influencer•Influencer can be 3rd party, non profit…•5, 50, 500, 5000+•Does not require big list, big budget, big studio, big production•Want #eventlife (platform for life)
#eventlife •More impact, more income•Zone of genius•One to one coaching (volume)•Fewer in-person events•More work life balance
What’s Your Paris? Purpose Driven Pay Day, Paris, Beach, Blue
Community •Magic wand•Like being unclear•Not willing to do the work•Not willing to have beginner’s eye•Unkind
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HealthDeep Dive
Week2
Wealth HappinessHealth
ProblemSolutionMindset
ProblemSolutionMindset
WealthDeep Dive
Week 4
HappinessDeep Dive
Week 6
Happiness Deep Dive
Week7
ProblemSolutionMindset
ProblemSolutionMindset
HealthPart I
Health Event Wealth Event Happiness EventProblemSolutionMindset
ProblemSolutionMindset
ProblemSolutionMindset
ProblemSolutionMindset
ProblemSolutionMindset
HealthHigh Level 1
WealthPart I
Happiness Part I
Foundations: Facebook, Q and A, Deep Dive Calls
WealthHigh level 2
HappinessHigh Level 3 Ignite
5 day Challe
nge
Deep Dive
Course
Mastery
HTO
ProblemSolutionMindset
Immersion
3 day Event
HealthDeep Dive
Week 3
WealthDeep Dive
Week 5
WelcomeWeek 1
GraduationWeek 8
Each layer is a deeper dive into the same topic
ProblemSolutionMindset
ProblemSolutionMindset
HealthPart II
WealthPart II
Happiness Part II
Gap
GapGap Gap
Gap Gap
CONTENT-AT-A-GLANCE
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Gap Analysis IS
Objection Handling
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GAP ANALYSIS
DIAGNOSE...
PRESCRIBE...
WHERE AM I STUCK/NOW
WHERE AM I STUCK/NOW
CURRENT STATE
ENHANCEDOPPORTUNITY
PAIN, SOLUTION, INVITATION
DAY 3
DAY 2
DAY 1
— Macro —
WHERE I WANT TO BE
GAP MAP —> PSI
DECIDE, COMMIT, CELEBRATE
CONTENT, CONNECTION, COMMUNITY
PRESCRIBING A NEW VISION TO BE MORE, DO MORE, HAVE MORE, MAKE MORE
FUTURE STATE
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MACRO VIEWDAY 1
MEAL (30-60M) MEAL (30-60M) WELCOME CELEBRATION (60M)
OPENINGKEYNOTE
HEART CLOSE
MEAL (60M)
DAY 2 DAY 3
CLOSING SESSIONPANEL / INVITATION
LASER COACHINGAND Q&A
MEAL/ENROLLMENTBREAK (60M)
THE SAGETHREE DAY WAY
Gap Map is a Current State —> Future State
Analysis
Micro “Gap Analysis” in Sessions
Macro “Gap Map” in the Session Before the Offer
CASE STUDY: Gap Map in Motion
SOLUTION
OVERCOMING OBJECTIONS
GA
GA
GA
GA
GAP MAP Final GA
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The Triad is the Offer
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MACRO VIEWDAY 1
MEAL (30-60M) MEAL (30-60M) WELCOME CELEBRATION (60M)
OPENINGKEYNOTE
HEART CLOSE
MEAL (60M)
DAY 2 DAY 3
CLOSING SESSIONPANEL / INVITATION
LASER COACHINGAND Q&A
MEAL/ENROLLMENTBREAK (60M)
THE SAGETHREE DAY WAY
If you don’t have plan for Monday,
you don’t have planEvent PAG mirrors challenge/product and HTO
Event is the bridge between the Product and the HTOAll roads lead to the HTO
ExampleDesign Your Content Around Your Offer (Your Big Why is at the Heart of Your Offer!)
What is the ONE problem YOU solve?
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Scripting
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“You have to Enroll Yourself Before You Can Enroll Others.
Enrolling them begins with enrolling YOU.”
(Bari Baumgardner)
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PI: Panel / Invitation (Offer)
PII: Laser Coaching/Q and A (Social proof)
PIII: Heart Close (Re-offer)
Structure of the “Triad” These Three Sessions Make Up “The Offer”
PAG : HTO Throughline
Day 2 Pain Solution Invitation
Day 3 Decision Commitment Celebration
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1.Set-up Inspiration Panel (5 min)
2. Inspiration Panel (45 min)
3. Pivot from Panel (5 min)
4. Detail deliverables (20 min)
5. Investment: (10 min)
6. CTA (10 min)
Triad Part 1: “Invitation” (Offer) is in 6 parts
Evergreen Macro Theme: (Day 2) “Pain Solution Invitation” Evergreen Micro Theme: Only you can do the work, but you don’t have to do it alone.
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Pro Tips: Stick the landing!
Never take questions from stage during offer (breaks rhythm, opens up wild cards)
All questions directed to Team “ Talk to a Program Expert!”
Triad Part 1: “Invitation” Scripting
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1. Welcome New Members / Warm-Up (5-10 min)
2. Laser Coaching (45 min)
3. Q and A (30 min)
4. Soft CTA (5 min)
HTO Strategy is PAG Strategy Triad Part II: “Laser Coaching” (Proof) is in 4 parts
Evergreen Macro Theme: (Day 2) “Pain Solution Invitation” Evergreen Micro Theme: Only you can do the work, but you don’t have to do it alone.
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Triad Part II: “Laser Coaching” Scripting
PRO TIPS Don’t let laser coaching go long.
If you are getting the result, give homework and end the coaching session.
Remind the audience to see themselves in the coaching. (Problems are universal and solutions are available, ie. the fact that your problems are not unique is a gift — it means they can easily be solved!)
Soft CTA is short and simple, heartfelt (not overpitched).
Sample slide for end of night in our Housekeeping Deck (Member’s Hub).
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1. Welcome (10 min)
2. Warm-Up (15 min)
3. “My team tells me we have some questions …” (15 min)
4. Content: Overcome Objections/ Enrollment Theory (30 min)
5. Pivot to Heart Close (5 min)
6. Heart Close (10 min)
7. CTA (5 min)
HTO Strategy is PAG Strategy Triad Part III: “Heart Close” (Re-offer) is in 7 parts
Evergreen Macro Theme: (Day 3) “Decision Commitment Celebration” Evergreen Micro Theme: If not you, who? If not now, when?
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Triad Part III: “Heart Close” Scripting
PRO TIPS Don’t let “My team tells me…” go long.
Don’t over-pitch when answering questions (should feel like you are addressing logistics, not pitching the program).
Remind the audience your team is on standby to help, have team available during this session.
Same (most common) program questions and sample slides are in our Housekeeping Deck (Member’s Hub): do not take their questions live, these are scripted questions and answers.
Signature story: our video is all heart to get you AND them into their heart state (see next slides).
Soft CTA is short and simple, heartfelt (not over-pitched): Stick the landing, do not take questions, end strong. (Do not perform; this is enrollment not Broadway. ; ) )
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Objection Handling
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All Roads Lead to Offer…. But Offers Lead to Objections….
And, Objections Trigger My Thermostat…
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HIERARCHY OF OBJECTIONS
GETTING TO THE REAL OBJECTION... “TELL ME MORE.”EASIEST
TO SHARE
HARDEST TOUNCOVER
Don’t let a day become a week, a week becomea month.
Not about resources,about being resourceful.
Ask for support, not permission.
You are meant for more. You do have what it takes.
No one wins every time.Failure is not fatal.
Make Your Reason Not to, Your Reason to…What’s holding you back, is what you most need to solve
Time
Money
Spouse
Fear
Shame/Self-Doubt
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HIERARCHY OF ENROLLMENT
IF YOU AREN’T ENROLLED IN YOU, NO ONE ELSE WILL BE EITHER.EASIEST
TO ENROLL
HARDEST TOENROLL
I can help you do this
We need to do this.
I need to do this.
Support, not permission
You are meant for more.
The person with the most certainty wins the debate.
Your Tribe
Your Team
Your Inner Circle
Your Family
You
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Conversion ConversationsEngage and connect (Meet them where they are)
•What question do YOU most need to know to serve them?
Diagnose (Gap Analysis)
•Where is their biggest opportunity? (What are they most excited about?)
•Where is their biggest challenge in getting there? (What values and emotions previously held them back?)
Prescribe (Pain, Solution, Invitation)
•What if the values and emotions that have been driving your life up until this point could be changed and you could (create a new destiny) based on your new vision?
Three Most Powerful Words: Tell Me More2021 SAGE Event Management, Inc. All Rights Reserved.
Biggest Opportunity to ConvertHow enrolled are they in their bigger vision of themselves?…Get to the question behind the questionSpeak directly to the objectionsInvite others to listen and learn from other’s questionsCost of inaction (expense vs investment, opportunity cost)All else fails, secure the deposit
Biggest ObstaclesAvoid pat answersNo references to special deals that make them question if there’s a better offerDo not suggest opportunities to delay making a decision
Obstacles & Opportunities
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What a Diagnosis Sounds like… (gap analysis)
“So what I am hearing is….you are excited about embracing… but you are challenged with (or have struggled with in the past)….”
“We see that a lot with our attendees prior to entering our programs…”
“The good news is — this is not uncommon for someone letting go of values and emotions driving your life/business. In fact, it’s normal and predictable, it’s a right of passage at this stage in your life…”
“You need a new strategy going forward…”
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“Based on what you have told me, learning more about you (and your business), now that we have uncovered this challenge, I feel confident you’d be a good fit for (insert program)…”
“Many of our members see results around (insert challenge) in the first XX days”
“You remind me of… (insert testimonial).”
Subtext: “What would it mean to you to create XXX based on your new vision with the support of a like-minded community?”
What a Prescription sounds like…. (invitation)
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Objection Matrix
Objection Sounds like… Obstacle Opportunity Continuum Right Fit Client
Time
Money
Spouse
Fear
Shame
Self-Doubt
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“Not everything that can be counted counts,
And not everything that counts can be counted..”
(Albert Einstein)
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IF NOT YOU, WHO? IF NOT NOW, WHEN?
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