Session: How to Get a Yes Presented by: Deborah Gardner CMP, Owner/Author/Speaker, DG International LLC Date and time: Tuesday, June 25, 3:00pm pcma.org/educon

1. HOW TO GET TOHOW TO GET TO
You Embracing SuccessYou Embracing Success ®®
Copyright 2013 (C) DG INTERNATIONAL,LLC

2. Copyright 2013 (C) DG INTERNATIONAL, LLC
Learning Outcomes
• Understand the one "WORD" that
will allow you to win in any
situation.
• Identify three achievable ways get
to "yes" more often.
• Enhance your confidence to
influence others immediately.

3. GAME RULESGAME RULES
Gamble & Have FUN!
Get Your Competition To Fold
Play With 3 New Game Changers
Ace “NEW” Ways To Influence Others
Become A Winning Professional Player!
Copyright 2013 (C) DG INTERNATIONAL,LLC

6. PREPARATIONPREPARATION

7. WHAT IS THE MOSTWHAT IS THE MOST
IMPORTANTIMPORTANT
COMMUNICATIONCOMMUNICATION
SKILL TODAY?SKILL TODAY?
Copyright 2013 (C) DG INTERNATIONAL, LLC

8. Copyright 2013 (C) DG INTERNATIONAL, LLC

9. WORDSMITHSWORDSMITHS
““My words will make me … RICH!”My words will make me … RICH!”
Copyright 2013 (C) DG INTERNATIONAL, LLC

10. PREDICATIONPREDICATION

11. PRESENTATIONPRESENTATION

12. HOW TO GET TOHOW TO GET TO
““Systematic Persuasion”Systematic Persuasion”
OPPORTUNITES
Face to Face
Conference Calls
Front of the Room
Social Media
E-Mail
Objections
Follow Up
Voicemail
Traditional Mail
COMPONENTS
Questions
Stories
Challenges
Benefits
Call to Action
Copyright 2013 (C) DG INTERNATIONAL, LLC

13. BENEFITSBENEFITS
Tangible
Intangible
Taking Action
Consequences of NOT Taking Action
Benefit of the Benefit
Copyright 2013 (C) DG INTERNATIONAL, LLC

14. HOW TO GET TOHOW TO GET TO
““Systematic Persuasion”Systematic Persuasion”
OPPORTUNITES
Face to Face
Conference Calls
Front of the Room
Social Media
E-Mail
Objections
Follow Up
Voicemail
Traditional Mail
COMPONENTS
Questions
Stories
Challenges
Benefits
Call to Action
Copyright 2013 (C) DG INTERNATIONAL, LLC

15. ME: “Hello, is this Person’s Name?”
Prospect: Yes, this is…. Person’s Name.
ME: “Hi, Person’s Name. This is Deborah Gardner with DG INTERNATIONAL.
Prospect: “What are you selling?”
ME: “That’s a good question. Are you looking to grow your company business by 30% or more this
year?”
Prospect: “Of course. What are you selling?”
ME: “I’m a business consultant and sales trainer. My company represents owners like you that
want to quickly grow their business by helping sales professionals overcome their common
challenges. Does your sales team have any headaches or challenges that they wish would
magically disappear?
Prospect: “We sure do!”
ME: “What is the biggest challenge that’s slowing them down and why is that a challenge?
Prospect: “Actually, the entire sales process!” It seems that they are challenged in many areas
from the introduction to closing a sale. We have many levels of experience but no true process.
ME: "Yeah, that’s a fairly common problem. We’ve helped a lot of sales people that are in your
same situation. Six months ago, _____ (competitor), hired me and was losing lots of sales due to
lack of training. Not only did they increase their sales 42% but had to hire 2 more CSR’s to keep
up with their orders. What do you think this challenge is costing you?"
Prospect: “Lot’s of aggravation and it’s keeping us from reaching our annual company goals.”
ME: “We’re offering a FREE 25-minute consulting session. Are you interested?”
Prospect: “Tell me more about it.”
ME: We’ll get together, clarify what you are wanting for your company, uncover any additional
challenges that can make it easier for your sales team to get what they want, and then we offer
some solutions. I’m available next week yet you are free to choose any day to further discuss?”
Prospect: “Sounds great. I’m available next Wednesday at 2:00pm.”
Copyright 2013 (C) DG INTERNATIONAL, LLC

16. ME: “Hello, is this Person’s Name?”
Prospect: Yes, this is…. Person’s Name.
ME: “Hi, Person’s Name. This is Deborah Gardner with DG INTERNATIONAL.
Prospect: “What are you selling?”
ME: “That’s a good question. Are you looking to grow your company business by 30% or more this
year?”
Prospect: “Of course. What are you selling?”
ME: “I’m a business consultant and sales trainer. My company represents owners like you that
want to quickly grow their business by helping sales professionals overcome their common
challenges. Does your sales team have any headaches or challenges that they wish would
magically disappear?
Prospect: “We sure do!”
ME: “What is the biggest challenge that’s slowing them down and why is that a challenge?
Prospect: “Actually, the entire sales process!” It seems that they are challenged in many areas
from the introduction to closing a sale. We have many levels of experience but no true process.
ME: "Yeah, that’s a fairly common problem. We’ve helped a lot of sales people that are in your
same situation. Six months ago, _____ (competitor), hired me and was losing lots of sales due to
lack of training. Not only did they increase their sales 42% but had to hire 2 more CSR’s to keep up
with their orders. What do you think this challenge is costing you?"
Prospect: “Lot’s of aggravation and it’s keeping us from reaching our annual company goals.”
ME: “We’re offering a FREE 25-minute consulting session. Are you interested?”
Prospect: “Tell me more about it.”
ME: We’ll get together, clarify what you are wanting for your company, uncover any additional
challenges that can make it easier for your sales team to get what they want, and then we offer
some solutions. I’m available next week yet you are free to choose any day to further discuss.
Prospect: “Sounds great. I’m available next Wednesday at 2:00pm.”
Copyright 2013 (C) DG INTERNATIONAL, LLC

17. HOW TO GET TOHOW TO GET TO
CHALLENGECHALLENGE
1. Dealer – Table Leader
2. Chose a Creative TEAM Name
3. Pick an Opportunity (appointment, referral, telephone,
face-to-face, flyers, brochures, e-mail, front of the
room, etc.)
4. Write with each Component …
Questions
Stories
Objections
Benefits
Offer
Copyright 2013 (C) DG INTERNATIONAL, LLC

19. HOW TO GET TOHOW TO GET TO
IDEASIDEAS
New Game – Prepare, Predict, Present
Baseline – Record/Transcript Presentations
Create Opportunity/Component Folders
Become a Professional “WORD” Expert
Copyright 2013 (C) DG INTERNATIONAL, LLC

21. YOU’RE ALLYOU’RE ALL
PROFESSIONAL WINNERS!PROFESSIONAL WINNERS!

22. THANK YOU!THANK YOU!