M202 pt the_opening_summary_short

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M202 pt the_opening_summary_short

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

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