Category: Objection Handling

Tiger WoodsI am sure by now you have heard about the car accident that Tiger Woods was involved in last week.  Let me begin by saying I am a Tiger Woods fan.  I have never been interested in golf but I have always been interested in Tiger.  On Sunday Tiger issued a statement on his website.  That statement is considered web copy.  Web copy is a script.  Today Tiger issued another statement.

What really surprised me about Tiger's script was he chose to continue to ask for privacy.

Here is his statement.

"I have let my family down and I regret those transgressions with all of my heart. I have not been true to my values and the behavior my family deserves. I am not without faults and I am far short of perfect. I am dealing with my behavior and personal failings behind closed doors with my family. Those feelings should be shared by us alone.

Although I am a well-known person and have made my career as a professional athlete, I have been dismayed to realize the full extent of what tabloid scrutiny really means. For the last week, my family and I have been hounded to expose intimate details of our personal lives. The stories in particular that physical violence played any role in the car accident were utterly false and malicious. Elin has always done more to support our family and shown more grace than anyone could possibly expect.

But no matter how intense curiosity about public figures can be, there is an important and deep principle at stake which is the right to some simple, human measure of privacy. I realize there are some who don't share my view on that. But for me, the virtue of privacy is one that must be protected in matters that are intimate and within one's own family. Personal sins should not require press releases and problems within a family shouldn't have to mean public confessions.

Whatever regrets I have about letting my family down have been shared with and felt by us alone. I have given this a lot of reflection and thought and I believe that there is a point at which I must stick to that principle even though it's difficult.

I will strive to be a better person and the husband and father that my family deserves. For all of those who have supported me over the years, I offer my profound apology."

Tiger Woods is not just a person he is an industry.  He built his empire with well crafted, persuasive scripts.

Corporations loved him because his image of success helped them sell products.  His endorsement of their products was a part of their script.

Tiger gets paid $100 Million per year to endorse products because having his name in those companies scripts produces billions in sales.

His image is no longer gold to those companies.  In other words using Tiger Woods name in the company script is no longer going to produce the same level of sales.

Tiger most certainly some of his endorsements.

Be watching Tiger’s scripts in the future.  Based on those scripts you will be able to predict if the endorsement deals will come back.  (Assuming he loses them as I am predicting)

Always remember everything is a script.  A script is simply words in sequence that have meaning.

Tiger WoodsI am sure by now you have heard about the car accident that Tiger Woods was involved in last week.  Let me begin by saying I am a Tiger Woods fan.  I have never been interested in golf but I have always been interested in Tiger.  On Sunday Tiger issued a statement on his website.  That statement is considered web copy.  Web copy is a script.

What really surprised me about Tiger’s script was how long it was.  This was probably Tiger’s most important statement he has made in his life up till  that moment.  Every word counts.  I have read the statement 4 times now.  To me the statement causes more questions than gives answers.

His statement is not a sales presentation like you or I would give to sell a product or service (it absolutely is a sales presentation though).  Always remember this for your sales presentations.  The confused mind doesn’t buy.

To read his statement go to www.tigerwoods.com.

Here are my thoughts on what we can learn from what Tiger said on his website.

Web copy is a script.  Web copy is the words on a website.  Tiger may have written the statement himself, hired a copywriter who wrote it, or worked with a copywriter and they wrote it together.

If I was coaching Tiger on the script I would have had him reverse engineer the statement.  Reverse engineer is a scripting term to begin by identifying the outcome he is trying to accomplish with the statement.  Reverse engineer is like saying the alphabet backwards.  *Tip for you:  Reverse engineer your presentation.

Then I would have had him make a list of all the benefits he wanted to convey.  Then I would have him make a list of the objections that might come up.  For example one of the objections is why didn’t you speak to the Florida Highway Patrol?  One way to handle an objection is to ignore it.  He may have decided to ignore that objection.  *Tip for you:  Make a list of benefits and objections for your presentation.

Next I would have him write his best statement.  Then I would have a script writing expert review it to persuasion engineer it.  Persuasion engineer is to take the script (or in this case statement) and review it line by line looking for ways to improve it.   Tip for you:  Have a script writing expert review your script and provide you high level feedback.

Success,

Eric Lofholm

Preframe Sale Closing TechniquesOne of the most powerful Closing Techniques you can use to close more sales is the preframe. And the best part is that it’s easy to use. It just requires some preparation.

Selling is a thinking man’s game. Selling is a thinking woman’s game. Selling is like mental chess.

Preframing is a way to shape someone’s listening. It is also a way to handle objections before they come up.

Reverse engineer the sales process. This means begin with the end in mind. What is the end result you are looking for? You can use preframing to assist you in getting that result.

A preframe is simply letting someone know in advance what is going to happen. The close is the natural conclusion to a well delivered sales presentation. By preframing the sale, you are letting someone know in advance what is going to happen.

Let your Prospect Know in Advance What Will Happen!

So, how do you actually preframe the close? Here’s the exact language I use, “I have 2 outcomes for our presentation. My first outcome is to share some great ideas with you. My second outcome is to share with you how my ongoing coaching program works. I will give you all the details at the end of our meeting.”

How do you normally deliver your presentation? What can you say early in your presentation to preframe the sale. State the outcomes up front. That way, your prospect will know what to expect. That's how to preframe the sale.

Eric Lofholm
Master Sales Trainer and Sales Script Writing Expert

If you want to bring the sales benefits of your product or service to life, there are two powerful techniques you can use. You want to get your prospects to remember the benefits of your products and services. And you want to help your prospects to re-live a positive experience. In this short video, I will explain this technique step by step and share several sales scripts you can use.

Watch this video:
Sell with Confidence,

John Kurth
Sales Script Writing Expert

handle-objection-need-more-timeIf you want to close more sales, you need to develop the skill of objection handling. One of the biggest challenges I see network marketer’s face is what to do when the prospect says I need to think about it, I don’t have the time, or I don’t have the money.

This is a challenge for the network marketer and it is also a challenge for most everyone on their team.

We know that at the end of a presentation the prospect is going to say one of four things.
1. I am ready to sign up.
2. I am not interested.
3. I have some questions.
4. I need to think about it, I don’t have the time, or I don’t have the money. (or raise some other concern)

Prediction is a form of power. Because we know what they are going to say we can then prepare a powerful, persuasive response to overcome their concern and move the prospect to action. Persuasion is about leading. It is about moving people to action. Great network marketing leaders are great at moving others to take action.

Handling an Objection is like Passing a Hot Potato Back and Forth!

After you have given the prospect your presentation you are going to ask them to take action. After you ask them to take action that is when they typically say I need to think about it, I don’t have the time, or I don’t have the money. I want you to imagine that when you ask the prospect to take action it is if you are giving them a hot potato. When they say to you I need to think about it, I don’t have the time, or I don’t have the money they are giving you the hot potato back. We now need to give it back to them.

In Part 2 of this post, I will share specific sales scripts on how to handle the objection of “I need to think about it.”

Success,

Eric Lofholm
Master Sales Trainer and Coach

Click here for Part 2 of this post

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