Ideas into Action Overcoming Objections

Ideas into Action Overcoming Objections

2021 SAGE Event Management, Inc. All Rights Reserved.

The Big LEAP


Getting Right With Your Offer = Getting Rich With Your Offer

• Zone of Incompetence

• Zone of Competence

• Zone of Excellence

• Zone of Genius

Let’s Reset Your Thermostat

What is the ONE problem YOU solve?


Importance of Believing


“If you want to be successful, it’s just this simple.

Know what you are doing. Love what you are doing

And believe in what you are doing.”

(Will Rogers)


The Structure Does the Selling for You


HIGH TICKET OFFER CREATION - ACCOUNTABILITY

ONE-TO-ONE IMPLEMENTATION WORKSHOPCrossover: Enhanced Opportunity

Crossover: Enhanced Opportunity & Community

Crossover: Enhanced Opportunity

Crossover: Enhanced Opportunity & Community

Crossover: Enhanced Opportunity & CommunityONE-TO-MANY MASTERMIND MEETING

CHECK-IN CALLS / MILESTONES

ACCOUNTABILITY BUDDIES

OTHER?

STRATEGY FIRST ALL ROADS LEAD TO HTO


Content

Connection

Community

Pain

Solution

Invitation

Decision

Commitment

Celebration



MACRO VIEWDAY 1

MEAL (30-60M) MEAL (30-60M) WELCOME CELEBRATION (60M)

OPENINGKEYNOTE

HEART CLOSE

MEAL (60M)

DAY 2 DAY 3

CLOSING SESSIONPANEL / INVITATION

LASER COACHINGAND Q&A

MEAL/ENROLLMENTBREAK (60M)

THE SAGETHREE DAY WAY

Deliverable With GA

Deliverable With GA

Deliverable With GA

Deliverable With GA

Last Deliverable Or Bonus

Final GA: If you

don’t have a plan for Mon…

Offer = TriFectaContent Seeds Deliverables

ALL ROADS LEAD TO OFFER

Close Gap

Show me the $$$ Gap Map

Overcome Objections

Keynote

Fun Night (Lighter Content) Show Genius


HTO Design What is the ONE

problem YOU solve? Purpose Driven Pay Day

•Offer Design / Delivery•PAG•Fill the event•Tech•Connection for trouble-shooting•Like-minded community

Marketing Copy •Impact and Income•Speaker, Author, Influencer•Influencer can be 3rd party, non profit…•5, 50, 500, 5000+•Does not require big list, big budget, big studio, big production•Want #eventlife (platform for life)

#eventlife •More impact, more income•Zone of genius•One to one coaching (volume)•Fewer in-person events•More work life balance

What’s Your Paris? Purpose Driven Pay Day, Paris, Beach, Blue

Community •Magic wand•Like being unclear•Not willing to do the work•Not willing to have beginner’s eye•Unkind


HealthDeep Dive

Week2

Wealth HappinessHealth

ProblemSolutionMindset


WealthDeep Dive

Week 4

HappinessDeep Dive

Week 6

Happiness Deep Dive

Week7



HealthPart I

Health Event Wealth Event Happiness EventProblemSolutionMindset





HealthHigh Level 1

WealthPart I

Happiness Part I

Foundations: Facebook, Q and A, Deep Dive Calls

WealthHigh level 2

HappinessHigh Level 3 Ignite

5 day Challe

nge

Deep Dive

Course

Mastery

HTO


Immersion

3 day Event

HealthDeep Dive

Week 3

WealthDeep Dive

Week 5

WelcomeWeek 1

GraduationWeek 8

Each layer is a deeper dive into the same topic



HealthPart II

WealthPart II

Happiness Part II

Gap

GapGap Gap

Gap Gap

CONTENT-AT-A-GLANCE


Gap Analysis IS

Objection Handling


GAP ANALYSIS

DIAGNOSE...

PRESCRIBE...

WHERE AM I STUCK/NOW

WHERE AM I STUCK/NOW

CURRENT STATE

ENHANCEDOPPORTUNITY

PAIN, SOLUTION, INVITATION

DAY 3

DAY 2

DAY 1

— Macro —

WHERE I WANT TO BE

GAP MAP —> PSI

DECIDE, COMMIT, CELEBRATE

CONTENT, CONNECTION, COMMUNITY

PRESCRIBING A NEW VISION TO BE MORE, DO MORE, HAVE MORE, MAKE MORE

FUTURE STATE


MACRO VIEWDAY 1


OPENINGKEYNOTE

HEART CLOSE

MEAL (60M)

DAY 2 DAY 3





Gap Map is a Current State —> Future State

Analysis

Micro “Gap Analysis” in Sessions

Macro “Gap Map” in the Session Before the Offer

CASE STUDY: Gap Map in Motion

SOLUTION

OVERCOMING OBJECTIONS

GA

GA

GA

GA

GAP MAP Final GA


The Triad is the Offer


MACRO VIEWDAY 1


OPENINGKEYNOTE

HEART CLOSE

MEAL (60M)

DAY 2 DAY 3





If you don’t have plan for Monday,

you don’t have planEvent PAG mirrors challenge/product and HTO

Event is the bridge between the Product and the HTOAll roads lead to the HTO

ExampleDesign Your Content Around Your Offer (Your Big Why is at the Heart of Your Offer!)



Scripting


“You have to Enroll Yourself Before You Can Enroll Others.

Enrolling them begins with enrolling YOU.”

(Bari Baumgardner)


PI: Panel / Invitation (Offer)

PII: Laser Coaching/Q and A (Social proof)

PIII: Heart Close (Re-offer)

Structure of the “Triad” These Three Sessions Make Up “The Offer”

PAG : HTO Throughline

Day 2 Pain Solution Invitation

Day 3 Decision Commitment Celebration


1.Set-up Inspiration Panel (5 min)

2. Inspiration Panel (45 min)

3. Pivot from Panel (5 min)

4. Detail deliverables (20 min)

5. Investment: (10 min)

6. CTA (10 min)

Triad Part 1: “Invitation” (Offer) is in 6 parts

Evergreen Macro Theme: (Day 2) “Pain Solution Invitation” Evergreen Micro Theme: Only you can do the work, but you don’t have to do it alone.


Pro Tips: Stick the landing!

Never take questions from stage during offer (breaks rhythm, opens up wild cards)

All questions directed to Team “ Talk to a Program Expert!”

Triad Part 1: “Invitation” Scripting


1. Welcome New Members / Warm-Up (5-10 min)

2. Laser Coaching (45 min)

3. Q and A (30 min)

4. Soft CTA (5 min)

HTO Strategy is PAG Strategy Triad Part II: “Laser Coaching” (Proof) is in 4 parts

Evergreen Macro Theme: (Day 2) “Pain Solution Invitation” Evergreen Micro Theme: Only you can do the work, but you don’t have to do it alone.


Triad Part II: “Laser Coaching” Scripting

PRO TIPS Don’t let laser coaching go long.

If you are getting the result, give homework and end the coaching session.

Remind the audience to see themselves in the coaching. (Problems are universal and solutions are available, ie. the fact that your problems are not unique is a gift — it means they can easily be solved!)

Soft CTA is short and simple, heartfelt (not overpitched).

Sample slide for end of night in our Housekeeping Deck (Member’s Hub).


1. Welcome (10 min)

2. Warm-Up (15 min)

3. “My team tells me we have some questions …” (15 min)

4. Content: Overcome Objections/ Enrollment Theory (30 min)

5. Pivot to Heart Close (5 min)

6. Heart Close (10 min)

7. CTA (5 min)

HTO Strategy is PAG Strategy Triad Part III: “Heart Close” (Re-offer) is in 7 parts

Evergreen Macro Theme: (Day 3) “Decision Commitment Celebration” Evergreen Micro Theme: If not you, who? If not now, when?


Triad Part III: “Heart Close” Scripting

PRO TIPS Don’t let “My team tells me…” go long.

Don’t over-pitch when answering questions (should feel like you are addressing logistics, not pitching the program).

Remind the audience your team is on standby to help, have team available during this session.

Same (most common) program questions and sample slides are in our Housekeeping Deck (Member’s Hub): do not take their questions live, these are scripted questions and answers.

Signature story: our video is all heart to get you AND them into their heart state (see next slides).

Soft CTA is short and simple, heartfelt (not over-pitched): Stick the landing, do not take questions, end strong. (Do not perform; this is enrollment not Broadway. ; ) )


Objection Handling


All Roads Lead to Offer…. But Offers Lead to Objections….

And, Objections Trigger My Thermostat…


HIERARCHY OF OBJECTIONS

GETTING TO THE REAL OBJECTION... “TELL ME MORE.”EASIEST

TO SHARE

HARDEST TOUNCOVER

Don’t let a day become a week, a week becomea month.

Not about resources,about being resourceful.

Ask for support, not permission.

You are meant for more. You do have what it takes.

No one wins every time.Failure is not fatal.

Make Your Reason Not to, Your Reason to…What’s holding you back, is what you most need to solve

Time

Money

Spouse

Fear

Shame/Self-Doubt


HIERARCHY OF ENROLLMENT

IF YOU AREN’T ENROLLED IN YOU, NO ONE ELSE WILL BE EITHER.EASIEST

TO ENROLL

HARDEST TOENROLL

I can help you do this

We need to do this.

I need to do this.

Support, not permission

You are meant for more.

The person with the most certainty wins the debate.

Your Tribe

Your Team

Your Inner Circle

Your Family

You


Conversion ConversationsEngage and connect (Meet them where they are)

•What question do YOU most need to know to serve them?

Diagnose (Gap Analysis)

•Where is their biggest opportunity? (What are they most excited about?)

•Where is their biggest challenge in getting there? (What values and emotions previously held them back?)

Prescribe (Pain, Solution, Invitation)

•What if the values and emotions that have been driving your life up until this point could be changed and you could (create a new destiny) based on your new vision?

Three Most Powerful Words: Tell Me More2021 SAGE Event Management, Inc. All Rights Reserved.

Biggest Opportunity to ConvertHow enrolled are they in their bigger vision of themselves?…Get to the question behind the questionSpeak directly to the objectionsInvite others to listen and learn from other’s questionsCost of inaction (expense vs investment, opportunity cost)All else fails, secure the deposit

Biggest ObstaclesAvoid pat answersNo references to special deals that make them question if there’s a better offerDo not suggest opportunities to delay making a decision

Obstacles & Opportunities


What a Diagnosis Sounds like… (gap analysis)

“So what I am hearing is….you are excited about embracing… but you are challenged with (or have struggled with in the past)….”

“We see that a lot with our attendees prior to entering our programs…”

“The good news is — this is not uncommon for someone letting go of values and emotions driving your life/business. In fact, it’s normal and predictable, it’s a right of passage at this stage in your life…”

“You need a new strategy going forward…”


“Based on what you have told me, learning more about you (and your business), now that we have uncovered this challenge, I feel confident you’d be a good fit for (insert program)…”

“Many of our members see results around (insert challenge) in the first XX days”

“You remind me of… (insert testimonial).”

Subtext: “What would it mean to you to create XXX based on your new vision with the support of a like-minded community?”

What a Prescription sounds like…. (invitation)


Objection Matrix

Objection Sounds like… Obstacle Opportunity Continuum Right Fit Client

Time

Money

Spouse

Fear

Shame

Self-Doubt


“Not everything that can be counted counts,

And not everything that counts can be counted..”

(Albert Einstein)


IF NOT YOU, WHO? IF NOT NOW, WHEN?


Ideas into Action Overcoming Objections

Documents

Transcript of Ideas into Action Overcoming Objections