<<< CONTINUED FROM COVER
consistently coming unprepared is a surefire way to get eyes rolling in the room. If you want your teams to be laser-focused on their objectives, you must empower them through effective gatherings.
so we can sit down and go through the verbal skills that will help you in this process. You can contact me at jim.stephens@sandler.com. Together, we can make sure your meetings always do more than an email. –Jim Stephens
5. OUTCOME
Every meeting should have a quantifiable outcome. If you don’t start with an endgame in mind, you set yourself up for failure. When it’s finished, clear and measurable results should be present. Perhaps nothing is more frustrating for someone than attending a meeting only to walk away wondering what the purpose was. We suggest starting off by explaining your intentions and then following up at the end to ensure everyone is on the same page.
6. FEAR
Meetings often include people who don’t participate but have valuable insights to contribute. Approaching the emotional blinders that plague you and your team is never an easy undertaking, but it’s extremely necessary. Without engagement from everyone, group conversations can’t serve everyone’s needs. The best way to tackle this problem is by acknowledging the elephant in the room.
Each one of these six steps comes with effective scripts that help you deploy each concept. I strongly encourage you to reach out to me
DO YOU HAVE A 30-SECOND COMMERCIAL? ONE WAY YOU CAN CONNECT WITH CLIENTS BETTER
FUDWACA
A significant part of Sandler Training is identifying our constituents’ pain and helping them overcome barriers. We teach many tactics that can help promote engaging dialogue, but there may be no better way of finding solutions to problems than what we call the “30-Second Commercial.” Our 30-Second Commercial centers around fleshing out four elements that get to the core of whether or not we can help a client. It presents who we are, what we do, and scenarios that demonstrate common pains and how we can help solve them. The fourth part is a hook question that transitions the focal point of the conversation back to who you’re speaking with. Over time and rehearsal, the commercial functions as a script of sorts, helping you better reach others.
of the issue and more effectively solve the problem.
Most problems don’t stem from facts but a complex web of emotions. Without an emotional appeal to your client, your 30-Second Commercial won’t have any engagement. That’s why we developed the acronym FUDWACA to function as a mnemonic device to focus on emotional trigger words. It stands for Frustrated, Uncertain, Disappointed, Worried, Angry, Concerned, Afraid.
HOOK QUESTION
Once you’ve included an emotional appeal to your commercial, it’s paramount to relate that back to your prospect. Questions of genuine interest such as “Have any of these problems
ever been issues for you?” or “Are any of these areas particularly painful for you to deal with?” can assist in jump-starting a meaningful relationship. Reach out to us today to find out the mechanics of how and when to develop your 30-Second Commercial.
When you can reach a client through any one of these
emotional responses, the common relation points help get to the heart
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