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What You’ll Discover in Brett Kitchen and Ethan Kap – P2 Virtual Selling Accelerator
Brett Kitchen and Ethan Kap – P2 Virtual Selling Accelerator
MODULE 1:The Presuppositional Playbook Psychology
The most fundamental difference in face to face, vs virtual selling is the absolute need to have the prospect be pushing for the sale.
They must be the one driving for the solution.
They have to want it more than you do.
They have to be more engaged in the process than they are face to face.
When you sell virtually the more you talk, the worse your close rates will be.
When you are sitting with a prospect together, it’s easy to have the momentum of the meeting and the relationship you’ve developed together carry the sale to the finish line.
This does not happen virtually.
They must be the one driving for the solution.
They have to want it more than you do.
They have to be more engaged in the process than they are face to face.
When you sell virtually the more you talk, the worse your close rates will be.
When you are sitting with a prospect together, it’s easy to have the momentum of the meeting and the relationship you’ve developed together carry the sale to the finish line.
This does not happen virtually.
There is a distance, a void between you and the prospect that is easy for them to take your information and disappear, taking it to another advisor they know better.
Presuppositional Selling does two important things. First, it structures the sales interaction in such a way that the prospect discovers intrisically the problems, pains, gains, and desire for a solution.
One of the most powerful ways P2 selling works is helping the prospect see what they have not seen before. It changes context. It changes the frame.
Presuppositional Selling does two important things. First, it structures the sales interaction in such a way that the prospect discovers intrisically the problems, pains, gains, and desire for a solution.
One of the most powerful ways P2 selling works is helping the prospect see what they have not seen before. It changes context. It changes the frame.
MODULE 2:The Objection Exterminator
If you think you can just take what you do now face to face—and start doing that virtually—THINK AGAIN.
You don’t have the benefit of seeing your prospects faces, you can’t see the hesitation, the angst, or the disbelief in their body language.
This is a whole new ball game. And what you do face to face doesn’t come close to the same experience as virtually.
You must be able to read your prospects mind and predict what they are thinking, BEFORE THEY EVEN KNOW WHAT THEY ARE THINKING, and systematically eliminate the objections ahead of time.
Let the objections crop up on their own, and you are sunk before you ever get a chance to rebut them…because often you DON’T! Because you aren’t there.
That’s why learning the PRE-EMPTIVE STRIKE for objections is ESSENTIAL for selling virtually.
When we teach you the PRE-EMPTIVE STRIKE—you’ll see how to read your prospects’ mind, so you can predict what they are going to ask before they even verbalize it…
This is the best way to overcome all objections.
PLUS, in this module you’ll get our completely scripted objection eliminator to destroy every objection that will come your way.
You don’t have the benefit of seeing your prospects faces, you can’t see the hesitation, the angst, or the disbelief in their body language.
This is a whole new ball game. And what you do face to face doesn’t come close to the same experience as virtually.
You must be able to read your prospects mind and predict what they are thinking, BEFORE THEY EVEN KNOW WHAT THEY ARE THINKING, and systematically eliminate the objections ahead of time.
Let the objections crop up on their own, and you are sunk before you ever get a chance to rebut them…because often you DON’T! Because you aren’t there.
That’s why learning the PRE-EMPTIVE STRIKE for objections is ESSENTIAL for selling virtually.
When we teach you the PRE-EMPTIVE STRIKE—you’ll see how to read your prospects’ mind, so you can predict what they are going to ask before they even verbalize it…
This is the best way to overcome all objections.
PLUS, in this module you’ll get our completely scripted objection eliminator to destroy every objection that will come your way.
MODULE 3:Mastering “the Setup” and Your 2nd Appointment
We’ve seen it literally thousands of times. The agent has amazing first appointment. Everything seems perfect. Dreams of big commission checks are flowing…
And then—they make any one of the dozen possible mistakes before the second appointment—and everything falls apart.
It’s beyond devastating.
And then—they make any one of the dozen possible mistakes before the second appointment—and everything falls apart.
It’s beyond devastating.
MODULE 4:Getting Them to Sign on the (Virtual) Line that Is Dotted
As Alec Baldwin said in Glengarry Glen Ross, “Because only one thing counts in this life: get them to sign on the line which is dotted.”
You MUST know how to close effectively in order to master virtual sales.
You MUST know how to close effectively in order to master virtual sales.
MODULE 5:Virtual Technology Made Easy
The most daunting part of virtual selling for many producers is the technology.
The good news is that it doesn’t have to be. With some of our secrets you’ll find the technology is easier than ever before. For you and for your prospects.
The good news is that it doesn’t have to be. With some of our secrets you’ll find the technology is easier than ever before. For you and for your prospects.
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