It shows twenty four types of closing.

And what we will do today is in this session we will work basically on objects one wishes start from Page ninety five. Page one ninety and one line and one.

So.

If you don't have if you need to if you want to by just walk walk just sign up if you don't absorb what you can follow in that fashion so if I go to page ninety seven.


It says I don't know your company.

So once a client says I don't know your company.

Which is here. What does it mean.

So somebody can search arms and.

So the client means Who are you.

OK.

And our client have found that purely emotional objection like one quickly uncovers the insecurity of average said person so if somebody would say I don't know your company people would feel like they are not known. Saw as action.

From an average says a man and he would think no you don't why does no one like me. And the action he was Dick it would become defensive Waffen and ultimate been out of the court.

The idea is that.

If you flip the page if you have the book if the page. The flip the page will say

Fantastic that's exactly why I have called you we are. And you give open a statement or unique selling point.

That's about to start the superstar salesman will sink you well in a minute or so the mindset of a superstar salesman when I tell you oh shit mean I don't know you.

So you don't say how it comes. Your mind set will be.

You would know me in a minute. And understand that speak with the former are motivated from the inside out only after service men are affected by this kind of comment why is this particular.

Opening would work fantastic That's exactly that's exactly why I have called you we are this won't work because it reframes a client expectation of how salespeople behave.

It is both Steve and I'm using it was never any objections anyway.

So when somebody will say oh Marianna we don't know you what you are saying

fantastic That's exactly why I have called you

I am doing this and this.

OK.

The exams and you come and. You have a space and the music speech if you have the orc walk to be able to write your comment so your comment here should be we are the we are the ones.

PREMIER What you have to you should write here oh about your order about your own business.

I don't know a business.

So what what you write most of.

All Why.

You're.

So you know how come you're you know.

If you remember the discussion we have around our workers. Premier few members are scheduled but I'm aware of what we're premier will be one which will which can be as we are separate mare courts or I am award winning.

Business coach or I am the. Only was to kind of Western Canada certified.

OK So Premier I was only one is very.

Important.

If you want to go also as other ones so we did one.

Is that any other one you want to run this test you want to read swords and see how we can. Be taught from ninety seven of two one ninety one.

You like to become another one.

Week of one Q Which one's on the other eleven Q.

Which one of these.

Which one do you Mark.

You know which one.

OK so this bridge one zero nine.

So I am happy it was my concept liar Thank you.

So what the client means.

I get these calls all the time so the meaning of I am happy with my current suppliers means it is a club when you talk about the right objection it means it is a client mindsets I get these calls all the time.

OK clients have found that small salespeople have no useful answer to this objection they often use it without any consideration as was are they really happy or not.

An average salesman says Person everything has a sub already why do I bother with this job.

The action bill out of the call or the challenge for the weakness in the client existing relationship. This usually dissolved into confrontation should we confront our client.

OK Now how do you map this so maybe for Marianna u...

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