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Response Block Training Fitting the Puzzle Prepared by: Aditya Putta (26th October, 2015) www.isrotterdam.com [email protected]
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Response Block TrainingFitting the Puzzle
Prepared by: Aditya Putta (26th October, 2015)
www.isrotterdam.com [email protected]
Agenda
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1) Brief summary of 1st training.2) Response blocking- Why? How? What?3) Exercise.
4) Break.
5) Roleplay in pairs.6) Feedback in pairs.7) Demonstration.8) Switch partners (Skip pitching).9) Feedback in group.10) Feedback about the training.
Sales process
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Find potential Partners
Set up Meeting
Negotiate Deal
•Present ISR•Question & Listen•Negotiate•Close
Write Meeting summary
Sending invoice
1) Writing that perfect Email.
2) Pitching ISR using Sinek’s Golden circle.
3) Finding the FIT or the IN to make an offer- What kind of questions to ask?
4) Closing the deal- Securing the deal or asking for follow up when not sure.
What did we learned until now?
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Now let us take one step back and look at regular sales techniques..ABC techniques
1) Assumptive
2) Alternative
3) Scarcity
4) Last chance
5) Ben Franklin
#2 Reason - Low pressureSales reactance theory
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#3 Reason - Sales influence
3 Basic rules of influence
Rule of consistencyPublic statement = commitment.
OptionsOptionsSelective Perception
Why Response Blocking?
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#1 Reason - Read minds and anticipate rejections
#2 Reason - Low pressure
#3 Reason - Sales influence
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Raise the objectionOffer to resolve
Demonstrate
Tie-Down
How to Response Block?
Client’s objection
Objection statement
Resolve statement
Demonstrate Tie-Down
The price is too high.
How to Response Block?
Resistance Commitment
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Some of our current partners felt that the offer is a little pricey and that is understandable
But if I break down the offer. You’ll see why this price is extremely reasonable. How does that sound?
Show and tell So Mr/Ms _____. Based on what I showed you, do you now think that the price we are asking is reasonable?
What to question and What to block?
5 Questions 5 Blocks
Lets divide into pairs and take 10 minutes to come up with questions and blocks!
Now lets discuss what you have come up with.
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Negotiate Deal•Present ISR•Listen•Negotiate•Close
Negotiating dealBREAK!!
Questions Blocks
1) Who are your target customers?
2) What % are internationals?
3) Do you use online and/or offline promotion channels?
4) When are you peak sale hours or days?
5) Have you ever partnered with other student organizations?
1) The price is too high
2) I am not sure about the effectiveness
3) Not the right target group
4) New cafes & restaurants- Not tried paid promotion before.
5) We are doing enough already.
Examples and suggestions
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Questions Blocks
6) Current promotions/deals at the moment?
7) Do you have any special events or discounts coming up?
8) What is your priority right now?
9) How much are you spending on with your current promotion strategy?
10) Did you have a look at our website and the Facebook page? What do you think?
6) We are already partnered with another student organization.
7) I am afraid of the hidden fees.
8) I want to think about it some more.
9) I’ve got more business than I can handle.
10) I’ll do it later, down the road.
11) I can’t afford it right now.
Examples and suggestions
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Thank you!
Contact: Aditya Putta. Phone: +31 6 26 56 10 44. Email: [email protected]: [email protected]://in.linkedin.com/in/theadityaputta
