Return to site

 

"The Connector" - Mini-Series: How to design a conversation for any selling situation and win even when they say NO!

Bonus: Warm-Up, Objections, and Retrospective

· Articles

In Part 4, we used Summaries, Transitions, Key Moves, Next Steps, and Endings

to wrap the conversation up like a total pro.

.

Today we will provide a few bonuses so that you are set up for success in your conversations.

.

Let’s get to it!

Warm-up: The Warm-up is all about getting your mind, body, and voice ready for the conversation.

.

In every athletic activity or competition I’ve ever done, from Mountain Biking to Basketball to Weightlifting, warming-up first always helps me perform better.

.

It prepares me to perform at my best.

.

Conversations and especially sales conversations are performances. You want to come ready and sharp. The Warm-up helps get you there.

.

It doesn’t have to be very long; a few minutes is enough.

.

Typically, what I’ll do is warm up my body first. I like to listen to music and dance a little. Just get the muscles warm and the blood flowing. The goal is to get your body open.

.

Next, I’ll warm-up my mind. I want to get my thoughts and feelings in a loving, clear, and confident place.

.

What works for me here is reading a page of truths, mantras, and affirmations that connect me to the truth of who I am and love.

.

Finally, I’ll warm-up my voice with either “numbers,” sirening, freestyle rapping, or some other wordplay.

.

Here is my actual Warm-up. Adapt for your own use 

.

Chris Filipiak — Warmup

Relax! Get in your body. Get in touch with your sexuality. Feel your heart. Feel your breath. Feel your bigness. Feel your instinct. Feel your nature. Feel God.

.

Get in love with yourself and totally self-accepting!

.

How do you want to feel? What do you want? Trust yourself and allow it to be easy.

.

Make a choice, a decision to have what you want and be who you are. Only allow the most trusting, loving, & supporting thoughts in! What you want is here now!

.

Know you are enough. Trust yourself. Love yourself. Show up relentlessly.

.

I’m Big, I’m Enough, and I easily Show up 100%. I trust myself. I don’t reject myself for you.

.

I’m the Expert; I belong & am here to help you. I’m a f*%&^! master at what I do!

.

I’m here to transform people’s business and lives. I will not take no for an answer. I have a gift, and I’m offering that gift.

.

Show up and say what is true. 

.

Be willing to stand in this energy during the conversation – Choose it!

.

It won’t always work out, but it means nothing. Take responsibility for showing up.

.

Know the truth about the universe. I make more happen. Give yourself permission to allow God & you to do this well. Bring the lit energy. And go!

.

I don’t need anything from you because God meets my needs. God Is.

.

Feel connection and love for the person you are calling. Send them love and financial abundance before the conversation!

.

Stomp around, yell, dance, rap!

.

Stop thinking. Stop waiting. You already know what to do. It’s Time. Let’s Go!

.

Do you feel ready? I sure do!

Objections: Here is the truth about Objections - Objections are just people lying.

.

Help them get to a Yes or No. If they want to do it, then help them solve the objection and problem. If they are a no, then move on.

.

Here is the objection response I use the majority of the time.

.

Totally and I get it. It’s no problem, and I just want to check-in and make sure you don’t have any questions lingering.

.

What questions do you still have?

.

And I also like to help people feel really clear. So, it’s either a yes or no. And, it’s only a yes if money exchanges hands now or I send you an invoice, and you pay today.

.

So, if it’s a Yes, are you ready to get started?

Retrospective: The Retrospective is just quickly taking a look at how the conversation went and relistening to the recording if you have one.

.

Here a few tips for a successful Retrospective.

.

Review the meeting & your notes as quickly as possible so as not to miss anything.

.

Make a checklist for the next meeting and update the Key Move document.

.

Figure out what went well and what needs to be different.

.

Did you make your Key Move?

.

Email a summary to the executive to check understanding and complete any follow-ups quickly.

.

Refuel, rehydrate, and rest.

.

Get ready for the next conversation.

.

And that is it!

. 

If you have enjoyed this mini-series, let me know in the comments below.

.

And if you want support with your conversations and the ability to create more of what you want on a daily basis, reach out to me.

All Posts
×

Almost done…

We just sent you an email. Please click the link in the email to confirm your subscription!

OK