Video #53 - Getting Referrals - How's Business?
This video goes over getting referrals during the course of a call. This "How's Business?" technique can actually be used anytime and anyplace you are talking to people. Getting customers is a full time job. It's always a good time for referrals. . . .
keep reading
|
Video #54 - Getting Referrals - End Of The Call
This video goes over getting referrals at the end of each call. Once the call is finished is a great opportunity to learn what your customer thought about your ability to service them and give you some friends who might need your service. . . .
keep reading
|
Video #55 - Repair versus Replacement Strategy
This video goes over how to turn smaller jobs into bigger jobs. This strategy assures that you handle these opportunities with the ultimate care. Watch how to take smaller service opportunities and turn them into large profitable jobs. . . .
keep reading
|
Video #56 - If & When To Present Solutions
This video shows you how to present your solutions at the right time and to the right people. Watch and learn how to get all decision-makers agree to bring the opportunity to a conclusion after you make your presentation. . . .
keep reading
|
Video #58 - Knowing Your First Moves
This video shows you how to prepare both mentally and from a standpoint of being ready for buyer negativity and resistance. Joe goes over how to have "mind-like-water" when facing a customer in the red zone as they are making their choice. . . .
keep reading
|
Video #59 - Your Passion Moment
This video shows you how to handle the situations that can occur when your buyer can sometimes feel too much pressure to make a decision to purchase. This is where "Your Passion Moment" technique can come in handy to reduce pressure and allow the purchase to happen. . . .
keep reading
|
Video #60 - Question The Situation
This video shows you the technique of "Questioning The Situation." This communication style allows you to find the "real" truth when a buyer is telling you what they want. It can also be used when handling objections as well. . . .
keep reading
|
Video #61 - Taking Responsibility Technique
This video shows you the technique of "Taking Responsibility." You can use this when all options have been exhausted and the only reason you are not getting the sales is something you may have done. Remember, your ego is not your amigo. . . .
keep reading
|
Video #62 - Take It Away Technique
This video shows you the technique of "Taking It Away." You can use this to create scarcity when buyers are stalling at the end of a presentation. This technique is great for finding the absolute truth about how the buyer feels about your solutions. . . .
keep reading
|
Video #63 - The Object-O-Matic
This video shows you the "Object-O-Matic" segment of the Total Immersion Sales Summit. In this segment, any and all objections are handled including some pretty obscure situations. Watch and learn how to master the art of objection handling. . . .
keep reading
|
Video #64 - Home Example - Closing Funnel - 6 pack Objections
This is a great example of handling a six-pack of objections in a real homeowner and technician situation. One thing to note is that Joe just keeps moving forward as the objections keep piling up. Finally, the customer cannot think of any more objections and then just moves forward with getting the work. done. . . .
keep reading
|
|
VIDEOS: Total Immersion DVD Presentations - David
This is a video from the Total Immersion Sales Summit DVD set. David does a great job of not only making a great presentation but also of handling objections at the end. That is the challenge of attending Total Immersion. Real life objection handled in rapid fire fashion. . . .
keep reading
|
VIDEOS: Total Immersion DVD Presentations - Dustin
This is a video from the Total Immersion Sales Summit DVD set. Dustin does a great job of not only making a great presentation but also of handling objections at the end. That is the challenge of attending Total Immersion. Real life objection handled in rapid fire fashion. . . .
keep reading
|
VIDEOS: Total Immersion DVD Presentations - John
This is a video from the Total Immersion Sales Summit DVD set. John does a great job of not only making a great presentation but also of handling objections at the end. That is the challenge of attending Total Immersion. Real life objection handled in rapid fire fashion. . . .
keep reading
|
VIDEOS: Total Immersion DVD Presentations - Mauro
This is a video from the Total Immersion Sales Summit DVD set. Mauro does a great job of not only making a great presentation but also of handling objections at the end. That is the challenge of attending Total Immersion. Real life objection handled in rapid fire fashion. . . .
keep reading
|
VIDEOS: Total Immersion DVD Presentations - Mike
This is a video from the Total Immersion Sales Summit DVD set. Mike does a great job of not only making a great presentation but also of handling objections at the end. That is the challenge of attending Total Immersion. Real life objection handled in rapid fire fashion. . . .
keep reading
|
VIDEOS: Total Immersion DVD Presentations - Tom
This is a video from the Total Immersion Sales Summit DVD set. Tom does a great job of not only making a great presentation but also of handling objections at the end. That is the challenge of attending Total Immersion. Real life objection handled in rapid fire fashion. . . .
keep reading
|
|
