Virtual Coaching Module T – Greeting-Needs Determination Role Play

In this episode, Michael role plays the combined greeting-needs determination approach with a workshop participant.

Please take note how, in the first couple of minutes, Michael 1) warmly greets his prospect, 2) quickly gets their name, 3) proactively introduces the prospect’s fear of wasting time and getting taken advantage of, 4) finds out the prospects hot buttons, 6) defines the terms his prospect is using 6) gets the first minor commitment to the write up, and 7) does this all while sounding easy to do business with, sounding like he has the prospect’s best interests at heart, sounding competent, and sounding confident.

 

Click here to take the short quiz.