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STEP 4 – GET THE RIGHT ATTITUDE
ü It’s ok to make an offer! ü Helping is ok!
ü Selling to serve
ü It’s ok to sell
ü Attitude of service
ü Genuine desire to help with a quality offer that you really believe in ü You have a confident, committed delivery
ü This is something you love to do?
ü Something you know can really help people?
STEP 5 – BE A LIKEABLE EXPERT
ü Connecting with your audience
ü Establishing credibility or you, your material, your products or services
ü Are you an expert who speaks rather than an expert speaker?
ü Do you really understand your niche?
ü Are you an inch wide and a mile deep .. or a mile wide and an inch deep? ü Are you using direct influence?
ü Are you using indirect influence through stories and examples?
ü Are you using testimonials, either directly or indirectly?
STEP 6 – SOWING CELLS OF RECOGNITION
ü Are you giving familiarity to key parts of your presentation?
ü Are giving real value in selected parts of a system?
ü Giving immediate value and then referencing where to get more? ü Are you giving credibility?
ü Establishing scarcity?
ü Are you giving social proof?
ü Peppering your talk with snippets of information?
ü Use seeding to establish yourself as a likeable expert
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