This document discusses an individual who is a test manager and provides various training services including QA fundamentals courses, ISTQB certification courses, and corporate soft skills training. It also mentions their work in industries such as healthcare, retail, and infrastructure. The document then discusses objections that can come up during presentations and how to address objections by turning them into benefits or requests for more information. It emphasizes that objections are not rejections but buying signals and opportunities to provide additional details.

1. MISSION IMPOSSIBLE:
CHANGES IMPLEMENTATION

2. • TEST MANAGER AT INTELLIAS
• CENTER OF EXCELLENCE EXPERT AND PROFDEVELOPMENT TRAINER
• CUSTOMER PRE-SALES AND DEMO
• IT ACADEMY COURSES
• QA FUNDAMENTALS COURSES
• ISTQB CERTIFICATION COURSES
• CORPORATE SOFT SKILLS TRAINING SESSIONS
• CUSTOMER SUPPORT AND EDUCATION
• PROJECT TRANSFER
Healthcare, retail, infrastructure, virtualization, location-based

3. T.ME/MAKE_GREAT MAKE.IT.G.AGAIN @MAKE.IT.G.AGAIN

5. PROLOGUE:
WHY WE DON’T
LIKE ALL THAT
CHANGED
THINGS

7. ROUTING

17. Fairy Last Samurai
YOU need something
from someone

18. ALGORYTHM

20. Your TL

25. OBJECTIONS CAN BE IN:
• СOST
• CONFIDENCE
• VALUE
• QUALITY
• AUTHORITY
• ???

26. OBJECTION IS NOT
• A REJECTION OF THE PRODUCT/IDEA
• A REJECTION OF YOU
• A REJECTION OF THE PROCESS

27. OBJECTION IS
• A “BUYING” SIGNAL
• A REQUEST FOR MORE INFORMATION
• A REQUEST TO STOP TALKING
• A TIME TO ACTIVE LISTENING

28. OBJECTION
IS
UNANSWERED
QUESTION

29. • FEEL – FELT – FOUND
• IF – THEN
• TURN OBJECTION INTO BENEFIT

30. USE CASE 3

35. Be prepared
Present your Idea
Answer Questions
Work with objections
Lessons Learned
Create best practices

36. EPILOGUE:
AND IF YOU CAN’T
REACH THEM IN
PERSON

37. MAKE IT GREAT!