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ESCRS 2014 Delivering World Class Consultations 4x3
- 1. Delivering World-Class Medical Consultations
- 2. Rod Solar
- 3. Rod Solar • 20 years experience in business to consumer sales
- 4. Rod Solar • 20 years experience in business to consumer sales • Education in Psychology, Instruction and Coaching
- 5. Rod Solar • 20 years experience in business to consumer sales • Education in Psychology, Instruction and Coaching • Over 10 years experience in health care sales
- 6. Rod Solar • 20 years experience in business to consumer sales • Education in Psychology, Instruction and Coaching • Over 10 years experience in health care sales • Sales consultant, trainer and coach in cosmetic dentistry, plastic surgery, and laser eye surgery
- 8. • Results since 1997
- 9. • Results since 1997 • Healthcare specialists, focussed on private ophthalmology
- 10. • Results since 1997 • Healthcare specialists, focussed on private ophthalmology • UK base
- 11. • Results since 1997 • Healthcare specialists, focussed on private ophthalmology • UK base • International experience (Canada, US, Europe, UAE)
- 12. • Results since 1997 • Healthcare specialists, focussed on private ophthalmology • UK base • International experience (Canada, US, Europe, UAE) • Our clients see real business results within 3 months
- 14. The LiveseySolar Patient Acquisition Model Word Of Mouth Organic Paid Your Website & Content Development The Phone The Consultation The Surgery The After Care Website Design Telephone Sales Training Consultation Skills Training Customer Service Training ADAPT EXPERIMENT ANALYZE REPORT Search Engine Marketing Offline Referral Stimulation Social Media Happy Patient (that refers more patients) www.liveseysolar.com +44 (0)207 407 4452 People Searching For Your Service People That Know You
- 15. Your Website & Content Development The Phone The Consultation The Surgery The After Care Website Design Telephone Sales Training Consultation Skills Training Customer Service Training ADAPT EXPERIMENT ANALYZE REPORT Offline Referral Stimulation Social Media Happy Patient
- 16. The LiveseySolar Patient Acquisition Model Word Of Mouth Organic Paid Your Website & Content Development The Phone The Consultation The Surgery The After Care Website Design Telephone Sales Training Consultation Skills Training Customer Service Training ADAPT EXPERIMENT ANALYZE REPORT Search Engine Marketing Offline Referral Stimulation Social Media Happy Patient (that refers more patients) www.liveseysolar.com +44 (0)207 407 4452 People Searching For Your Service People That Know You
- 17. Case Studies Average ROI = 21:1
- 18. The LiveseySolar Consultation Process
- 19. ! ! ! ! ! 1. The LiveseySolar Consultation Greetings Process
- 20. ! ! ! ! ! 1. The LiveseySolar Consultation Greetings Process
- 21. The LiveseySolar Consultation ! ! ! ! ! 2. Opening ! ! ! ! ! 1. Greetings Process
- 22. The LiveseySolar Consultation ! ! ! ! ! 2. Opening ! ! ! ! ! 1. Greetings Process
- 23. The LiveseySolar Consultation ! ! ! ! ! 3. Closing ! ! ! ! ! 2. Opening ! ! ! ! ! 1. Greetings Process
- 24. ! 3. Closing ! 2. Opening ! 1. Greetings Greeting
- 25. ! 3. Closing ! 2. Opening ! 1. Greetings Warm Up
- 26. ! 3. Closing ! 2. Opening ! 1. Greetings Intent Statements
- 27. ! 3. Closing ! 2. Opening ! 1. Greetings Discovery
- 28. ! 3. Closing ! 2. Opening ! 1. Greetings Information confirmation
- 29. ! 3. Closing ! 2. Opening ! 1. Greetings Examination
- 30. ! 3. Closing ! 2. Opening ! 1. Greetings Recommendations
- 31. ! 3. Closing ! 2. Opening ! 1. Greetings Reverse Handover
- 32. ! 3. Closing ! 2. Opening ! 1. Greetings Options
- 33. ! 3. Closing ! Money 2. Opening ! 1. Greetings
- 34. ! 3. Closing ! 2. Opening ! 1. Greetings
- 38. Defence Midfield Surgeons, Optometrists Ophthalmic Technicians
- 39. Defence Midfield Forwards Surgeons, Optometrists Ophthalmic Technicians Patient Liaisons
- 40. Defence Midfield Surgeons, Optometrists Ophthalmic Technicians Patient Liaisons
- 41. Defence Surgeons, Optometrists Ophthalmic Technicians Patient Liaisons
- 42. Surgeons, Optometrists Ophthalmic Technicians Patient Liaisons
- 43. Act Icon Scene Defence Midfield Forward s 1. Greeting Greeting X X X Warm up X X X 2. Opening Intent statement X X X Discovery X Information confirmation (IC) X X Examination X X 3. Closing Recommendations X X Reverse Hand-over (RH) X X X Options X Handling Objections X X X Money X Encore Ask for referrals X
- 44. Scene Defence Midfield Forwards Ideal Time Greeting X 0:00 Warm up X Intent statement X Discovery X Information confirmation (IC) X 0:15 Greeting X Warm up X Intent statement X Examination (Testing) X 0:30 Handover X X Greeting X Warm up X Intent statement X Examination (Ophthalmic) X Recommendations X Handling Objections (Clinical) X 0:70 Hand-overs (Reverse IC) X X Options X Handling Objections X Money X 0:90 Clinic 4+
- 45. Scene Defence Midfield Forwards Ideal Time Greeting X 0:00 Warm up X Intent statement X Discovery X Information confirmation (IC) X 0:15 Greeting X Warm up X Intent statement X Examination (Testing) X 0:30 Handover X X Greeting X Warm up X Intent statement X Examination (Ophthalmic) X Recommendations X Handling Objections (Clinical) X 0:70 Hand-overs (Reverse IC) X X Options X Handling Objections X Money X 0:90 Clinic 4+
- 46. Scene Defence Midfield/Forward Ideal Time Greeting X 0:00 Warm up X Intent statement X Discovery X Information confirmation (IC) X 0:15 Greeting X Warm up X Intent statement X Examination (Testing) X 0:30 Handover X X Greeting X Warm up X Intent statement X Examination (Ophthalmic) X Recommendations X Handling Objections (Clinical) X 0:70 Hand-overs (Reverse IC) X X Options X Handling Objections (Administrative) X Money X 0:90 Clinic 3
- 47. Scene Defence Midfield/Forward Ideal Time Greeting X 0:00 Warm up X Intent statement X Discovery X Information confirmation (IC) X 0:15 Greeting X Warm up X Intent statement X Examination (Testing) X 0:30 Handover X X Greeting X Warm up X Intent statement X Examination (Ophthalmic) X Recommendations X Handling Objections (Clinical) X 0:70 Hand-overs (Reverse IC) X X Options X Handling Objections (Administrative) X Money X 0:90 Clinic 3
- 48. Scene One-Person-Team Ideal Time Greeting X 0:00 Warm up X Intent statement X Discovery X Information confirmation (IC) X 0:15 Examination (Testing) X 0:30 Examination (Ophthalmic) X Recommendations X Handling Objections (Clinical) X 0:70 Options X Handling Objections (Administrative) X Money X 0:90 Clinic 1-2
- 49. Scene One-Person-Team Ideal Time Greeting X 0:00 Warm up X Intent statement X Discovery X Information confirmation (IC) X 0:15 Examination (Testing) X 0:30 Examination (Ophthalmic) X Recommendations X Handling Objections (Clinical) X 0:70 Options X Handling Objections (Administrative) X Money X 0:90 Clinic 1-2
- 50. 10 minute break
- 51. ! 3. Closing ! 2. Opening ! 1. Greetings Greeting
- 52. What do prospects feel?
- 53. What do prospects feel? • Anxiety
- 54. What do prospects feel? • Anxiety • Concern
- 55. What do prospects feel? • Anxiety • Concern • Guilt
- 56. What do prospects feel? • Anxiety • Concern • Guilt • Hostility
- 57. What do prospects feel? • Anxiety • Concern • Guilt • Hostility • Fear
- 58. What do prospects feel? • Anxiety • Concern • Guilt • Hostility • Fear • Excitement
- 59. What do prospects feel? • Anxiety • Concern • Guilt • Hostility • Fear • Excitement • Anticipation
- 60. 4 important tasks in the greeting
- 61. 4 important tasks in the greeting • DEMO!
- 62. 4 important tasks in the greeting • DEMO! • Shake hands
- 63. 4 important tasks in the greeting • DEMO! • Shake hands • Make eye contact
- 64. 4 important tasks in the greeting • DEMO! • Shake hands • Make eye contact •Walk with your guest
- 65. 4 important tasks in the greeting • DEMO! • Shake hands • Make eye contact •Walk with your guest • Proper seating
- 66. 4 important tasks in the greeting • DEMO! • Shake hands • Make eye contact •Walk with your guest • Proper seating Doctor
- 67. 4 important tasks in the greeting • DEMO! • Shake hands • Make eye contact •Walk with your guest • Proper seating Patient Doctor
- 68. ! 3. Closing ! 2. Opening ! 1. Greetings Warm Up
- 69. 4 important tasks in the warm-up
- 70. 4 important tasks in the warm-up • DEMO!
- 71. 4 important tasks in the warm-up • DEMO! • Let the prospect talk about themselves (not about eyes!)
- 72. 4 important tasks in the warm-up • DEMO! • Let the prospect talk about themselves (not about eyes!) • Find something to like about them
- 73. 4 important tasks in the warm-up • DEMO! • Let the prospect talk about themselves (not about eyes!) • Find something to like about them • Find a commonality that is important to them
- 74. 4 important tasks in the warm-up • DEMO! • Let the prospect talk about themselves (not about eyes!) • Find something to like about them • Find a commonality that is important to them • Talk about FORL, family, occupation, recreation, location, etc…
- 75. The bridge between warm-up and intent
- 76. The bridge between warm-up and intent • Keep a bridging question in mind...
- 77. The bridge between warm-up and intent • Keep a bridging question in mind... • “shall we get started?”
- 78. The bridge between warm-up and intent • Keep a bridging question in mind... • “shall we get started?” • “we’ve got a lot to cover so let’s get started.”
- 79. The bridge between warm-up and intent • Keep a bridging question in mind... • “shall we get started?” • “we’ve got a lot to cover so let’s get started.” • “well, thank you very much for coming - do you have any idea what we’re going to do today?”
- 80. The bridge between warm-up and intent • Keep a bridging question in mind... • “shall we get started?” • “we’ve got a lot to cover so let’s get started.” • “well, thank you very much for coming - do you have any idea what we’re going to do today?” • “so tell me, what were your expectations of our time together today?”
- 81. Exercise! Hello I’m Fiona!
- 82. Reminder: Book a Discovery Call Hello I’m Laura!
- 83. ! 3. Closing ! 2. Opening ! 1. Greetings Intent Statements
- 84. The goal of the intent statement
- 85. The goal of the intent statement • is to reduce the prospect’s fears and tensions so that they will open up in the discovery and supply us with the information to make a commitment
- 86. 6 distinctions of intent statements
- 87. 6 distinctions of intent statements • Agenda
- 88. 6 distinctions of intent statements • Agenda • Empathy statement
- 89. 6 distinctions of intent statements • Agenda • Empathy statement • Set up discovery
- 90. 6 distinctions of intent statements • Agenda • Empathy statement • Set up discovery • Takeaway
- 91. 6 distinctions of intent statements • Agenda • Empathy statement • Set up discovery • Takeaway • Set expectations
- 92. 6 distinctions of intent statements • Agenda • Empathy statement • Set up discovery • Takeaway • Set expectations • End with a soft trial close
- 93. Agenda
- 94. Agenda • “Well, first we’re going to have a little chat, I’m going to ask you questions about you, your motivations, and any concerns you might have. Then, I’ll introduce you to the practitioner who will conduct your examination. After that, we’ll get together again for another little chat...”
- 96. Empathy statement • Now, it’s completely normal to have lots of questions and to even feel a little bit apprehensive about the process. If you have a question, feel free to ask anyone one of us at any time, that’s what we’re here for.”
- 97. Set up discovery
- 98. Set up discovery • “Well, first we’re going to have a little chat, I’m going to ask you questions about you, your motivations, and any concerns you might have. Then, I’ll introduce you to the practitioner who will conduct your examination. After that, we’ll get together again for another little chat...”
- 99. Take away...
- 100. Take away... • “Now, you may not even be suitable for this procedure, but after the examination we’ll be certain, and if you are suitable we’ll recommend the best treatment for you.”
- 101. ...and give it back
- 102. ...and give it back • “Now, you may not even be suitable for this procedure, but after the examination we’ll be certain, and if you are suitable we’ll recommend the best treatment for you.”
- 103. Set expectations...
- 104. Set expectations... • “At the end, if we do recommend a procedure, we can discuss finances and scheduling, if you want to be a patient, is that all right?”
- 105. ...end with a soft trial close
- 106. ...end with a soft trial close • “At the end, if we do recommend a procedure, we can discuss finances and scheduling, if you want to be a patient, is that all right?”
- 107. Learn your intent statement
- 108. Learn your intent statement • Listen to examples
- 109. Learn your intent statement • Listen to examples • Detect the distinctions
- 110. Learn your intent statement • Listen to examples • Detect the distinctions • Write your own
- 111. Learn your intent statement • Listen to examples • Detect the distinctions • Write your own • Role-play
- 112. Learn your intent statement • Listen to examples • Detect the distinctions • Write your own • Role-play • Practice
- 113. Learn your intent statement • Listen to examples • Detect the distinctions • Write your own • Role-play • Practice • DEMO!
- 114. Exercise! Hello I’m Fiona!
- 115. Reminder: Book a Discovery Call Hello I’m Laura!
- 116. 30 minute break
- 117. ! 3. Closing ! 2. Opening ! 1. Greetings Discovery
- 119. Opening Concepts
- 120. Opening Concepts • The do-something line
- 121. Opening Concepts • The do-something line • Daily hassles
- 122. Opening Concepts • The do-something line • Daily hassles • The Past Motivating Incident
- 123. Opening Concepts • The do-something line • Daily hassles • The Past Motivating Incident • The Deadline
- 124. Opening Concepts • The do-something line • Daily hassles • The Past Motivating Incident • The Deadline • The Future Motivating Event
- 125. Opening
- 126. Opening • Why do we ask questions???
- 127. Opening • Why do we ask questions??? • 10 questions
- 128. Opening • Why do we ask questions??? • 10 questions • The Motivation Tree
- 129. Opening • Why do we ask questions??? • 10 questions • The Motivation Tree • DEMO!
- 130. Where did these question clusters come from?
- 131. Where did these question clusters come from? •We have been continuously developing these questions since 2003 by
- 132. Where did these question clusters come from? •We have been continuously developing these questions since 2003 by • Adding questions and removing questions
- 133. Where did these question clusters come from? •We have been continuously developing these questions since 2003 by • Adding questions and removing questions • Refining the order of questions to enhance natural flow - primacy and recency
- 134. Where did these question clusters come from? •We have been continuously developing these questions since 2003 by • Adding questions and removing questions • Refining the order of questions to enhance natural flow - primacy and recency • Considering every word and emphasis
- 135. Where did these question clusters come from? •We have been continuously developing these questions since 2003 by • Adding questions and removing questions • Refining the order of questions to enhance natural flow - primacy and recency • Considering every word and emphasis • Aiming to make them easier to ask and answer
- 136. Where did these question clusters come from? •We have been continuously developing these questions since 2003 by • Adding questions and removing questions • Refining the order of questions to enhance natural flow - primacy and recency • Considering every word and emphasis • Aiming to make them easier to ask and answer • Verifying our improvements with experience, results and mystery calls
- 137. People buy with EMOTION
- 138. and justify with LOGIC
- 139. The LiveseySolar Patient Acquisition Model Offline Referral Stimulation Word Of Mouth Phone Call Qualifying Criteria Concerns Happy Patient 1 3 5 (that refers more patients) www.liveseysolar.com +44 (0)207 407 4452 People Searching For Your Service People That Know You Problem Solution Priorities Decision Maker Deadline Timing 6 7 8 9 10 FUTURE FME Gain 4 PAST 2 Pain PMI DBM Conversion
- 140. The LiveseySolar Patient Acquisition Model Word Of Mouth People Searching For Your Service People That Know You Phone Call Problem Solution 1 3 FUTURE FME Gain 4 PAST 2 Pain PMI DBM
- 141. Offline Referral Stimulation People Searching For Your Service People That Know You Phone Call Problem Solution Qualifying Priorities 1 3 5 6 7 FUTURE FME Gain 4 PAST 2 Pain PMI DBM Criteria
- 142. Offline Referral Stimulation Qualifying Criteria Concerns Happy Patient 5 (that refers more patients) www.liveseysolar.com +44 (0)207 407 4452 Priorities Decision Maker Deadline Timing 6 7 8 9 10 Conversion
- 143. The LiveseySolar Patient Acquisition Model Offline Referral Stimulation Word Of Mouth Phone Call Qualifying Criteria Concerns Happy Patient 1 3 5 (that refers more patients) www.liveseysolar.com +44 (0)207 407 4452 People Searching For Your Service People That Know You Problem Solution Priorities Decision Maker Deadline Timing 6 7 8 9 10 FUTURE FME Gain 4 PAST 2 Pain PMI DBM Conversion
- 145. Dominant Buying Motives • Dominant Buying Motives are the EMOTIONS that you REVEAL by getting the Prospect to share their PAST MOTIVATING INCIDENT AND FUTURE MOTIVATING EVENT with you
- 146. Dominant Buying Motives • Dominant Buying Motives are the EMOTIONS that you REVEAL by getting the Prospect to share their PAST MOTIVATING INCIDENT AND FUTURE MOTIVATING EVENT with you • DBM = PMI + FME
- 147. Dominant Buying Motives • Dominant Buying Motives are the EMOTIONS that you REVEAL by getting the Prospect to share their PAST MOTIVATING INCIDENT AND FUTURE MOTIVATING EVENT with you • DBM = PMI + FME • Their PMI will likely reveal their PAIN
- 148. Dominant Buying Motives • Dominant Buying Motives are the EMOTIONS that you REVEAL by getting the Prospect to share their PAST MOTIVATING INCIDENT AND FUTURE MOTIVATING EVENT with you • DBM = PMI + FME • Their PMI will likely reveal their PAIN • Their FME will likely reveal their GAIN
- 150. Priorities and Criteria • The Priorities are the Prospect’s MUST HAVES in order to proceed with an appointment
- 151. Priorities and Criteria • The Priorities are the Prospect’s MUST HAVES in order to proceed with an appointment • The Criteria are the Prospect’s NICE TO HAVES in order to proceed with an appointment
- 152. Priorities and Criteria • The Priorities are the Prospect’s MUST HAVES in order to proceed with an appointment • The Criteria are the Prospect’s NICE TO HAVES in order to proceed with an appointment • DBM/P+C
- 153. Exercise! Hello I’m Fiona!
- 154. Reminder: Book a Discovery Call Hello I’m Laura!
- 155. 10 minute break
- 156. ! 3. Closing ! 2. Opening ! 1. Greetings Information confirmation
- 157. Commitment Greeting “Yes” “Yes” What we typically expect…
- 158. Commitment Greeting “Yes” to Reverse Handover “Yes” to Handover “Yes” to confirmation “Yes” to the Intent statement “Yes” The Staircase of Agreement
- 159. Commitment Greeting “Yes” to Reverse Handover “Yes” to Handover “Yes” to confirmation “Yes” to the Intent statement “Yes” The Staircase of Agreement
- 160. Commitment Greeting “Yes” to Reverse Handover “Yes” to Handover “Yes” to confirmation “Yes” to the Intent statement “Yes” The Staircase of Agreement
- 161. Commitment Greeting “Yes” to Reverse Handover “Yes” to Handover “Yes” to confirmation “Yes” to the Intent statement “Yes” The Staircase of Agreement
- 162. Commitment Greeting “Yes” to Reverse Handover “Yes” to Handover “Yes” to confirmation “Yes” to the Intent statement “Yes” The Staircase of Agreement
- 163. Handover Forward to Defence Handovers Examination Reverse Handover Defence to Forward Problem Recommendation Solution DBM (PMI or FME) Handling Objections DBM (PMI or FME) Concerns Concerns Addressed Timing Timing Trial Close Trial Close
- 164. ! 3. Closing ! 2. Opening ! 1. Greetings Examination
- 165. Diagnostic Tests
- 166. Diagnostic Tests • What is it called?
- 167. Diagnostic Tests • What is it called? • What does it do?
- 168. Diagnostic Tests • What is it called? • What does it do? • How does it benefit?
- 169. Diagnostic Tests • What is it called? • What does it do? • How does it benefit? • How does it feel?
- 170. Diagnostic Tests • What is it called? • What does it do? • How does it benefit? • How does it feel? • Is it unique or special?
- 171. 6 components of credibility statements
- 172. 6 components of credibility statements • Create a reason to share your story
- 173. 6 components of credibility statements • Create a reason to share your story • Explain how you found out about the practice (or why you started it)
- 174. 6 components of credibility statements • Create a reason to share your story • Explain how you found out about the practice (or why you started it) • Share your background
- 175. 6 components of credibility statements • Create a reason to share your story • Explain how you found out about the practice (or why you started it) • Share your background • Share the unique points of difference
- 176. 6 components of credibility statements • Create a reason to share your story • Explain how you found out about the practice (or why you started it) • Share your background • Share the unique points of difference • Share what you’re getting out of the job
- 177. 6 components of credibility statements • Create a reason to share your story • Explain how you found out about the practice (or why you started it) • Share your background • Share the unique points of difference • Share what you’re getting out of the job • Ask for questions about yourself
- 178. Exercise! Hello I’m Fiona!
- 179. ! 3. Closing ! 2. Opening ! 1. Greetings Recommendations
- 180. Principles of making recommendations
- 181. Principles of making recommendations • Make it an event, not just a message
- 182. Principles of making recommendations • Make it an event, not just a message • You’re suitable, it’s really exciting!
- 183. Principles of making recommendations • Make it an event, not just a message • You’re suitable, it’s really exciting! • Be clear on what procedure you are recommending
- 184. Principles of making recommendations • Make it an event, not just a message • You’re suitable, it’s really exciting! • Be clear on what procedure you are recommending • Only discuss alternatives and risks after making a specific recommendation
- 185. Principles of making recommendations • Make it an event, not just a message • You’re suitable, it’s really exciting! • Be clear on what procedure you are recommending • Only discuss alternatives and risks after making a specific recommendation • Create realistic expectations
- 186. Principles of making recommendations • Make it an event, not just a message • You’re suitable, it’s really exciting! • Be clear on what procedure you are recommending • Only discuss alternatives and risks after making a specific recommendation • Create realistic expectations • Get agreement
- 187. Principles of discussing risks and side effects
- 188. Principles of discussing risks and side effects • Limit to relevant risks.. we
- 189. Principles of discussing risks and side effects • Limit to relevant risks.. we • Know who is more at risk (experience)
- 190. Principles of discussing risks and side effects • Limit to relevant risks.. we • Know who is more at risk (experience) • Know how to avoid risks (tests, techniques, technology)
- 191. Principles of discussing risks and side effects • Limit to relevant risks.. we • Know who is more at risk (experience) • Know how to avoid risks (tests, techniques, technology) • Are looking for them in aftercare appointments
- 192. Principles of discussing risks and side effects • Limit to relevant risks.. we • Know who is more at risk (experience) • Know how to avoid risks (tests, techniques, technology) • Are looking for them in aftercare appointments • Know that risks are often minor and temporary
- 193. Principles of discussing risks and side effects • Limit to relevant risks.. we • Know who is more at risk (experience) • Know how to avoid risks (tests, techniques, technology) • Are looking for them in aftercare appointments • Know that risks are often minor and temporary • Know that if they aren’t, we can fix them
- 194. The worst case scenario
- 195. The worst case scenario • What’s the worst that can happen?
- 196. The worst case scenario • What’s the worst that can happen? • Speak in percentages, but don’t expect them to allay fears
- 197. The worst case scenario • What’s the worst that can happen? • Speak in percentages, but don’t expect them to allay fears • Talk in terms of guaranteed side effects
- 198. The worst case scenario • What’s the worst that can happen? • Speak in percentages, but don’t expect them to allay fears • Talk in terms of guaranteed side effects • Use numbers (3 main risks, 3 main side effects)
- 199. Reminder: Book a Discovery Call Hello I’m Laura!
- 200. 10 minute break
- 201. ! 3. Closing ! 2. Opening ! 1. Greetings Reverse Handover
- 202. Handovers (DEMO!) Handover Examination Reverse Handover Forward to Defence Defence to Forward Problem Recommendation Solution DBM (PMI or FME) Handling Objections DBM (PMI or FME) Concerns Concerns Addressed Timing Timing Trial Close Trial Close
- 203. ! 3. Closing ! 2. Opening ! 1. Greetings Options
- 204. ! 3. Closing ! Money 2. Opening ! 1. Greetings
- 205. The LiveseySolar Consultation Process
- 206. ! ! ! ! ! 1. The LiveseySolar Consultation Greetings Process
- 207. ! ! ! ! ! 1. The LiveseySolar Consultation Greetings Process
- 208. The LiveseySolar Consultation ! ! ! ! ! 2. Opening ! ! ! ! ! 1. Greetings Process
- 209. The LiveseySolar Consultation ! ! ! ! ! 2. Opening ! ! ! ! ! 1. Greetings Process
- 210. The LiveseySolar Consultation ! ! ! ! ! 3. Closing ! ! ! ! ! 2. Opening ! ! ! ! ! 1. Greetings Process
- 211. Act Icon Scene Defence Midfield Forward s 1. Greeting Greeting X X X Warm up X X X 2. Opening Intent statement X X X Discovery X Information confirmation (IC) X X Examination X X 3. Closing Recommendations X X Reverse Hand-over (RH) X X X Options X Handling Objections X X X Money X Encore Ask for referrals X
- 212. Last Chance: Book a Discovery Call Hello I’m Laura!