SOAR: Overcoming Decision Maker Resistance

SOAR: Overcoming Decision Maker Resistance

8 Episodes

In the course we focus on OVERCOMING RESISTANCE and share our best practices when:

1. The call disconnects while you are in mid-sentence
2. They say "I'm not interested"
3. They say "I am happy with our current provider"
4. They say "Send Me Something" first (before agreeing to a meeting with you)

5. How to convert the "Send Me Something" into a Meeting
6. What could happen when you show up to their office

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SOAR: Overcoming Decision Maker Resistance

8 Episodes

  • COURSE INTRODUCTION
    01:46
    COURSE INTRODUCTION
    Episode 1

    COURSE INTRODUCTION

    Episode 1

  • WHEN THE CALL DISCONNECTS MID-SENTENCE
    03:45
    WHEN THE CALL DISCONNECTS MID-SENTENCE
    Episode 2

    WHEN THE CALL DISCONNECTS MID-SENTENCE

    Episode 2

    In this video, we talk about how to handle and best approach the Prospect when the call disconnects when you are in the middle of your conversation. Did they hang up on you or not?

  • WHEN THEY SAY "I'M NOT INTERESTED..."
    05:48
    WHEN THEY SAY "I'M NOT INTERESTED..."
    Episode 3

    WHEN THEY SAY "I'M NOT INTERESTED..."

    Episode 3

    In this video, we talk about how to handle and best approach the Prospect when they tell you that they are "NOT INTERESTED" after you've delivered your value statement to them.

  • WHEN THEY SAY "WE'RE HAPPY WITH OUR CURRENT PROVIDER..."
    06:13
    WHEN THEY SAY "WE'RE HAPPY WITH OUR CURRENT PROVIDER..."
    Episode 4

    WHEN THEY SAY "WE'RE HAPPY WITH OUR CURRENT PROVIDER..."

    Episode 4

    In this video, we talk about how to handle and best approach the Prospect when they tell you that they are "HAPPY WITH OUR CURRENT PROVIDER" after you've delivered your value statement to them.

  • WHEN THEY SAY "SEND ME AN EMAIL FIRST"
    07:56
    WHEN THEY SAY "SEND ME AN EMAIL FIRST"
    Episode 5

    WHEN THEY SAY "SEND ME AN EMAIL FIRST"

    Episode 5

    Ok, so you have delivered your value statement and instead of saying no or yes to your requested next step, the Decision Maker says "SEND ME SOME INFORMATION FIRST..." Is this a good thing or a bad thing? In this video, we share our thoughts on how to best qualify the request and ultimately kno...

  • CONVERTING THE EMAIL REQUEST INTO A MEETING
    08:35
    CONVERTING THE EMAIL REQUEST INTO A MEETING
    Episode 6

    CONVERTING THE EMAIL REQUEST INTO A MEETING

    Episode 6

    If an in-person meeting is preferred and option for you, in this video we focus on how to convert the 'send me some information first' request into a booked time for you to meet with them at their office instead.

  • WHAT COULD HAPPEN WHEN YOU DROP INFO OFF AT THEIR OFFICE
    03:39
    WHAT COULD HAPPEN WHEN YOU DROP INFO OFF AT THEIR OFFICE
    Episode 7

    WHAT COULD HAPPEN WHEN YOU DROP INFO OFF AT THEIR OFFICE

    Episode 7

    OK, so you have been able to "sell" them on meeting them at their office to drop some information off, as opposed to emailing it to them. Congratulations! Now in this video, we talk about what could happen when you show up to their location.

  • When They Say: "Can You Email Me Something First?"
    11:16
    When They Say: "Can You Email Me Something First?"
    Episode 8

    When They Say: "Can You Email Me Something First?"

    Episode 8

    You've made contact the POWER ZONE, delivered your value statement and instead of agreeing to your ideal next step (meeting, demo, closed deal etc.) they say "Send Me An Email..." In this SOAR live dial example, you'll see just how effectively qualify the requesting using the power of SOAR!

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