Your SlideShare is downloading. ×
M202 pt the_opening_summary_short
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×

Introducing the official SlideShare app

Stunning, full-screen experience for iPhone and Android

Text the download link to your phone

Standard text messaging rates apply

M202 pt the_opening_summary_short

190
views

Published on


0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
190
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
17
Comments
0
Likes
0
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. The Opening Make your first impression a lasting one
    • Peter Thomson
    Copyright 2010 | Ripple Effect Systems Ltd 1 M201
  • 2. AGENDA
    • SCHEDULE
    • 19:53 Housekeeping
    • 20:00 Lets get into it
    • 20:30 Q&A
    • 20:55 Announcements
    • 21:02 Bedtime
    Copyright 2010 | Ripple Effect Systems Ltd
  • 3. Copyright 2010 | Ripple Effect Systems Ltd
  • 4. The Opening Make your first impression a lasting one
    • Peter Thomson
    Copyright 2010 | Ripple Effect Systems Ltd 1 M201
  • 5. A great opening gives you:
    • Beginning on the best possible note
    • People will listen
    • You’ll write better letters
    • Have better presentations
    • Run better meetings
    Copyright 2010 | Ripple Effect Systems Ltd
  • 6. What makes it great
    • Breaking the customer’s preoccupation
    • Makes them want to listen
    • Engages and is exciting
    • Makes the customer feel at ease
    • Puts the customer at the centre
    • Sets the scene, provides context
    Copyright 2010 | Ripple Effect Systems Ltd
  • 7. What makes it great
    • Is pre-planned and practiced
    • Is personalised to the customer
    • Has firm reason for any further request
    • Includes the benefit to the customer
    • Includes smiles and enthusiasm
    • Has two ‘yes’s’
    Copyright 2010 | Ripple Effect Systems Ltd
  • 8. Examples of openings
    • Shiny object
    • Referral
    • Figures
    • Opening fact
    • Questions
    • Sample
    Copyright 2010 | Ripple Effect Systems Ltd
  • 9. Nine steps to create one
    • Establish unique selling benefit
    • Test various statements and questions
    • Dare to be different
    • Be creative
    • Create the yes mode
    • Plan not to do business on first call
    • Tune into the customer
    • Be a shareholder
    • Handshake empathy
    Copyright 2010 | Ripple Effect Systems Ltd
  • 10. Questions & Answers
    • Please post your questions:
      • Q&A box bottom-left.
      • Comment top-right. 
    Copyright 2010 | Ripple Effect Systems Ltd
  • 11. Points to take away
    • First impressions really do count
    • Experimentation and planning will ensure your opening feels natural and appropriate
    • Practice, refine and perfect your opening
    • Headlines make a huge difference
    Copyright 2010 | Ripple Effect Systems Ltd
  • 12. ANNOUNCEMENTS
    • Next Week: Craig Goldblatt: Selling with passion
    • Next Surgery 22nd June: Handling Objections
    • Advanced Sales Profile : Available next Friday
    • London networking event 25th June 5pm
    • Visit website to register (look in the left column on the home page)
    Copyright 2010 | Ripple Effect Systems Ltd
  • 13. Copyright 2010 | Ripple Effect Systems Ltd Thank you for joining us