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RFA Interview

RFA Interview. v. 12-5-2011. Learning Objectives. Types of Member Acquisition Appointments. What to Bring to an Interview. Six Steps of Sales Review. The Upfront Agreement. Rapport/Bonding. Clarification of TAB Features and Benefits. Prospect Discovery. Why Questions?. Why Questions?.

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RFA Interview

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  1. RFA Interview v. 12-5-2011

  2. Learning Objectives

  3. Types of Member Acquisition Appointments

  4. What to Bring to an Interview

  5. Six Steps of Sales Review

  6. The Upfront Agreement

  7. Rapport/Bonding

  8. Clarification of TAB Features and Benefits

  9. Prospect Discovery

  10. Why Questions?

  11. Why Questions?

  12. What You Do Not Do?

  13. What Are You Looking For? CEO • Challenges (personal and business) What is their Critical Success Factor? • Expectations • Objections The answers are used during the next step

  14. Prospect Discovery

  15. Note Taking During the Discovery

  16. ROLE PLAY

  17. Fulfillment

  18. The 10 Step Close

  19. 1. Name that Pain (Challenges)

  20. 2. TAB Business VantageAssessment

  21. 3. Personal Vision

  22. 4. Company Vision

  23. 5. Strategic Business Leadership

  24. SBL Planning Example

  25. 6. Quantification

  26. 7. Value of a Peer Board

  27. 8. Resources

  28. 9. Current TAB Board Members

  29. 10. Your Value as the Facilitator/Coach

  30. Desired Results: The Close

  31. Desired Results

  32. Investment and Guarantee

  33. Silence S/He who speaks first loses!

  34. Yes

  35. “Let’s Do It”

  36. “Let’s Do It”

  37. Yes to Board Meeting

  38. Yes to 2nd Meeting

  39. Overcoming Objections

  40. Objections

  41. “I have to think about it.”

  42. “I have to think about it.”

  43. “9” or Higher

  44. “8” or Less

  45. “8” or Less

  46. Pricing Challenge

  47. Objection: Time

  48. Objection: Partner or Spouse

  49. I’ll Be Ready in a Few Months

  50. I’m Selling My Business

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