- THE PRESENTATION – Observe Body Language

If a person likes you, there is a good chance they will like what comes with you.
There is no point in showing them the plan if they don’t like or trust you,
When you show only solutions without first uncovering a person's Primary Motivating Factor,
the prospect is likely to miss out on seeing the benefits of the Business Plan and it will not absorb the simplicity of it.

 

Questions Are the Answers


“What we would like to do Name is Help You Achieve Your Dreams, What Are They?.”

 

“Why is that important to you?”

“What would happen if you didn’t achieve it?”

“Would that worry you?”

After you ask a question, you must remain completely silent until the prospect completes an answer
 


Lean back,

Listen and shut up Everything your prospect says is true

 

Bridging

Lean forward, palm out (less threatening)

2. Stretch the last letter of the Bridge Mean-n-n-ing?

 

  

 

When showing the Plan, use your prospect’s own words in the plan. When you repeat your prospect’s words as you show the Business Plan, it becomes personal to them.
It becomes meaningful and motivational. It’s their words
not yours.

  
 

Eyes directing to presentation.

 Prospects will remember more when they see with their eyes as well as hear with their ears

  

 
 

Eyes are a compelling force.

Do not maintain eye contact without nodding head and J smiling. Positive feelings cause the head to nod – and the reverse is also true; nodding the head causes positive feelings. Head nodding is also contagious. If I nod my head at you,
you will usually nod too.

 

There is no point in making positive statements, unless you get agreements along the way. eg

Would you agree with that?  That’s true, isn’t it? That’s a bold statement to make, isn’t it? Wouldn’t it? Isn’t that true?

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