Transform Your Sponsoring

Here's a comprehensive list of all the principles, tips and strategies contained in Transform Your Sponsoring system:

PART I – The Sponsoring Conversation

 The Challenge Of Growing Your Team

 A Proven Approach 

The Most Essential Part In Making The Sale

•   A Key Rule In Sponsoring
•   What Is A Need?
•   Two Reasons Why You Must Assess Needs
•   The Niagara Falls Example
•   Our Job As Salespeople
•   A Key Principle In Sales

Four Key Principles Of The Needs Assessment

•   What’s In It For Me?
•   The Power Of Pain And Pleasure
•   What Motivates People To Take Immediate Action?
•   The Power Of Emotion And Logic
•   An Emotionally-Driven Decision Illustrated
•   Getting To The Heart Of The Matter
•   The Rule Of Three
•   Chaining And Theory-Guided Questions

Inviting Your Prospect To The Conversation

•   An Alternative To The “Information Approach”
•   Avoiding The “Embarrassment Factor”
•   A Lesser Commitment
•   What’s Your Prospect Afraid Of?
•   How To Disarm Your Prospect

   

The Structure Of The Sponsoring Conversation

•   Serving Your Prospect While Selling
•   The Art And Science Of The Needs Assessment
•   Outline Of The Conversation

The Ten Questions

• How To Start The Conversation

Question #1: The Goal

• Getting Them Clear On What They Want
• Goal-Setting Questions

Question #2: The Reason

•   How To Develop Rapport Quickly
•   How To Know What Your Prospect Really Wants
•   Getting To Your Prospect’s Hot-Button

Question #3:  The Challenge

•   Eliciting What Holds Them Back
•   The Skill Of Summarizing
•   A Revolutionary Approach
•   What Most People Do And Why It’s A Mistake
•   Solving The Problem Too Soon

Question #4:  The Impact

•   Helping Them Count The Cost
•   Envisioning The Future Cost

Question #5: The Conviction

•    Measuring Their Conviction
•    Avoid The Presentation
•    What If Their Conviction Is Lacking?

Question #6:  The Worst Part

•   Identifying Their Pain Hot-Button

Question #7:  The Motivation

•   Getting To The Bull’s-Eye
•   Typical Reactions To This Approach
•   Moving Outside Your Comfort Zone
•   Why This Approach Is Effective For The Prospect
•   Benefits You Realize
•   The Best Way To Serve Your Prospect
•   Avoid “Bailing Out”

Question #8:  The Desired Result

•   Eliciting A More Passionate Response
•   Painting A Complete Picture

Question #9:  The Best Part

•   Identifying Their Pleasure Hot-Button
•   Silence Is Your Friend

Question #10:  The Reward

Steps To An Effective Close

   Step 1:  Normalize And Give Them Hope 

   Step 2:  Let Them Know You’ve Seen It

•     The Anatomy Of A Killer One-Minute Anecdote
•     Preparation Is Critical
•     Align Your Story With Their Challenge/Result
•     Give Them A Reason To Believe 

 

  Step 3: Invite Them To Solve Their Problem 

  Step 4: Your Presentation

•     Keep It Brief
•     Mental Checklist
•     Don’t Hose Them Down!
•     An Example Of A Presentation 

  Step 5:  Be Quiet And Let Them Respond

•     Where Many People Blow It
•     Typical Responses

How To Make Sure This Program Works For You

•   Being, Knowing And Doing
•   Memorize The Questions
•   Take Yourself Through The Model
•   Listen To The Demonstrations
•   Practice, Practice, Practice (But Not Too Much)!
•   The Beauty Of Performing Imperfectly
•   Focus On 50 Invitations
•   “Power Up Your Business” Group Coaching Program

 

 PART II – The Sponsoring Demonstrations

Making It Realistic

Goal Of The Demonstrations

Demo #1: The Stay-At-Home Mom  

Observations Of Demo #1

  Objection Handling

  Socialize To Develop Rapport

  No Premature Presenting Or Closing

  Use Of Summarizing Statements

  Ratio Of Talking To Listening

 Demo #2: The Corporate Mom

Take Your Business To The Next Level