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The Opening Make your first impression a lasting one

Peter Thomson

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AGENDASCHEDULE 19:53 Housekeeping 20:00 Lets get into it20:30 Q&A20:55 Announcements21:02 Bedtime

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The Opening Make your first impression a lasting one

Peter Thomson

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A great opening gives you:Beginning on the best possible note

People will listen

You’ll write better letters

Have better presentations

Run better meetings

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What makes it great•Breaking the customer’s preoccupation•Makes them want to listen•Engages and is exciting•Makes the customer feel at ease•Puts the customer at the centre•Sets the scene, provides context

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What makes it great•Is pre-planned and practiced•Is personalised to the customer•Has firm reason for any further request•Includes the benefit to the customer•Includes smiles and enthusiasm•Has two ‘yes’s’

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Examples of openings•Shiny object •Referral•Figures•Opening fact•Questions•Sample

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Nine steps to create one1. Establish unique selling benefit2. Test various statements and questions3. Dare to be different4. Be creative5. Create the yes mode6. Plan not to do business on first call7. Tune into the customer8. Be a shareholder9. Handshake empathy

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Questions & Answers

Please post your questions:– Q&A box bottom-left. – Comment top-right. 

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Points to take away1. First impressions really do count

2. Experimentation and planning will ensure your opening feels natural and appropriate

3. Practice, refine and perfect your opening

4. Headlines make a huge difference

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ANNOUNCEMENTSNext Week: Craig Goldblatt: Selling with passion

Next Surgery 22nd June: Handling Objections

Advanced Sales Profile: Available next Friday

London networking event 25th June 5pm

Visit website to register (look in the left column on the home page)

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Thank you for joining us