Professional Documents
Culture Documents
Calculating Steady
• Few Facial Expressions • Intermittent Eye Contact
• Controlled Gestures • Wears Subdued Colors
• Faultless Grooming • Gentle Gestures
• Non-emotional • Exhibits Patience
• Formal, Conservative • Polite and Non-Confrontational
Vocal Tones
Direct Interactive
• Talks more than listens • Dramatic
• Blunt and to the point • Tells stories, anecdotes
• High volume, fast speech • Much inflection
• Makes strong statements • Shares personal feelings
• Uses forceful tones • High volume, fast speech
Calculating Steady
• Fact oriented • Prefers Listening
• Asks pertinent questions • Lower volume, slower rate
• Monotone • Last one to speak
• Uses “thinking” words • Stops quickly if interrupted
• Likes speech to be precise • Warm, conversational tones
Classification Exercise:
You and Your Customer
Direct Interactive
IBO IBO
CUSTOMER CUSTOMER
Calculating Steady
IBO IBO
CUSTOMER CUSTOMER
Course Topics
Professionals Amateurs
• Benefits • Features
• Solutions • Quality
• Results • Title
The Client’s Perspective
• I sell • We have
• I install • Fast Service
• I own • Office supplies
Sponsoring
• “I work with people who are struggling to meet
their monthly bills.”
Product
• “I help realtors in a down market create ongoing
referrals.”
Benefits-centered Approach
Sponsoring
• “I help people set-up secondary incomes.”
Product
• “I help people who want better health, cut
through the nutritional maze.”
Question-centered Approach
Sponsoring
• “If I could show you a way to increase your
annual income on a part time basis, would that
be worth 15 minutes of your time?”
Product
• “Would it be worth 45 minutes of your time to
show you how to recapture a more youthful
appearance?”
Course Topics
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Lead Generation Cycle
Lead Generation Cycle
Lead Generation Cycle