so professionals spend a huge amount of time winning appointments only to go on and lose them once they get them in the room the Zoom or wherever they might find themselves having the conversation where they're looking to be able to convert so today I thought I'd share five big mistakes five big mistakes that are happening repeatedly that are stopping people winning the moment once they get themselves in the appointment these are big ideas and this is my training room environment and if you haven't seen this style of video before note that I'm going to be bouncing out to my iPad sharing some precise insight structures and frameworks to help you not only avoid these mistakes but overcome them putting yourself more in control of your conversations in the moments that matter i got five big mistakes to bounce into today and let's not waste any of your time let's get straight into it and the first is really about like not understanding what value really really looks like to other people don't understand what value really looks like people will spend money when it's valuable right if you gave me a,000 bucks and I gave you 10,000 bucks back for it how often would you choose to be able to do it you do that on repeat on repeat on repeat so the only reason that people are not paying you the sum of money you're asking for for what you're providing is because they don't see it as valuable your ability to be able to win in an appointment is your ability to be able to articulate your value towards that person's unique circumstances in that unique moment in time what often people try to do when they're trying to demonstrate value is they come up with their value proposition their valuebased statements and that is great at amateur level yet if you're looking to get to professional level you're probably better to understand that there are only really four things that any human being finds valuable understanding the relationship between you your service and the person you're looking to influence around these four things is how you can articulate your value at a higher level the first is pretty obvious it's money right is if I give you money I would like that to have an appreciating valued return that provides me more money or saves me more money outside of money what we're looking at is is time so we are looking to give consideration to how them exchanging money with you makes or saves time and if it isn't money or time then it's the relationship to risk and if it isn't money time or risk the other relationship we're looking to give consider consideration to is status so when you're exploring how you might be valuable to somebody in a conversation take the time to be somewhere near certain that you know how them doing business with you is going to make or save them money is going to make or save them time is going to mitigate or prevent them from entering into risky scenarios and might help elevate their status what does that look like well it means not showing up and throwing up everything that you can be able to do with somebody it means that you are looking at unique people's circumstances and being able to position what it is that makes you valuable towards their unique situation i'll try to make this simple for you is would you like to purchase a pink inflatable glitter dingy it seats four people it is lightly used i'm not sure what it was used for but would you like to purchase it from me for $2,632 i'm guessing the answer to that question is probably not or at best you might have some questions for me what if by alternative though you are on a vessel in an ocean that happens to be sinking you have two to three people alongside you that you really care about and the same pink inflatable glitter sparkle dingy is being a being offered to you for the exact same price how much do you want it right now how much would you be prepared to pay for it right now see value is dependent upon its circumstances and then the positioning of that value is dependent upon those circumstances too so this isn't write a giant list of how you save people money this isn't write a giant list of how you make or save people time or gi write a giant list of all the reasons that you can mitigate risk or or appreciate somebody's status this is knowing who are you who are they who are you to them who are they to you so that what you can do is communicate your value to their unique circumstances that's going to win you more appointments because not everybody is the same as we enter into an environment that people are going to have information at their fingertips more than ever for decision making your ability to position this could be the game changer of winning appointments or losing appointments when you're in the room the second big mistake is um really quite embarrassing actually is that too many people in a sales environment they pitch as opposed to present they show up and throw up their wonderful pitch hoping it's going to be sticky and we have grown up with the importance of pitching we've seen TV shows like Shark Tank and Dragon's Den and we understand that people are putting their pitch deck together for investors for their startup or for other investment purposes yet if you're to pitch at somebody think of it literally there's a strong possibility that it might hurt by alternative let's look at this word here present you're going to make a presentation of how you might be able to help with somebody see another word for a present a present is a gift right is a gift how does somebody know a gift is a gift and not just a thing well they know a gift is a gift and not just a thing is because of the way that it is packaged the other person knows that what you're delivering to them is a gift and we all love to give gifts we all love to receive gifts so in your appointments you have to be able to package your advice your guidance your offer what it is you're provided in a way that it feels like a gift how do you do that well you learn to be able to master a presentation and every great presentation has these three things the first is a beginning the second is a middle and the third is an end and I know what you're thinking like where's the big idea here Phil this doesn't sound that useful that revolutionary well most presentations are all middle it's a ton of stuff without context if you're looking to win inside your appointment we need to put this all in a giant frame and that means that in each of these areas we're going to have a number of steps what are we going to put in the sk in the in the beginning of the presentation now this is as you're going to start to be able to share with them what you can provide for them what your solution looks like it's going to be like "Why are we here?" A reminder and that could be as simple as "So the reason we're here today is blank." If you're a real estate agent that could be the reason we're here today is to help show you how we can sell your home for the most money in the shortest period of time if you run a coaching business it's like the reason we're in this conversation today is so that we can help you to be able to uncover more of your human potential and find a clear path to how you focus more of your time on the right things goal is that you create a setup at the beginning is like "Yes that's why I'm here same page." What you then give them is some degree of an agenda and all an agenda is is telling people what you're going to tell them why is this important it keeps you in control a sales presentation done right is largely one-way traffic after a series of questions where a transfer of enthusiasm or momentum is going to carry you towards the finish line you want to stay in control you stay in control with an agenda and all an agenda is is telling them what you're going to tell them and then there is um a few things you want to put in the middle one is some degree of history and credibility the other is some degree of a range or a scope of offerings that you provide and then also the one thing value packed that you'd like them to be able to do business with you on today that sounds simple why do we need those three things well credibility needs to show them you've done this before you've done it recently you've done it for someone like them you want to bring some degree of gravitas that you are have a proven track record in helping this area have you ever had somebody say to you "I didn't know you did that from your suite of offerings." If you don't share with them that we deal with everything from here to here they might not understand how much utility you can bring to them as a provider of services or goods for their long-term future that might not be an age of things but it certainly needs to feature in your presentation and then the primary focus is the one thing you can do for them linked to the value that you understood earlier on because you know what value looks like in their world only once you've delivered all of that information we got to put a bow on it how do you put a bow on it well in this final part of a sales presentation what we're looking to be able to do is to give some degree of summary what is a summary a summary is telling them what you've told them and then what we're going to do is we're going to close with some form of invitation to take the next natural step that looks simple even with my ugly handwriting you still get to follow the steps but why is it that so many sales presentations and appointments are all middle it's all information but there's no leadership or structure to the way the information is being presented so people are left not knowing what to do next learn to present your information not to pitch it so it's received as the gift that it truly is so I shared two big mistakes and how to avoid them is this useful if so leave something in the comments that says this has been worth your time share with us an action that is going to change the way that you do business help me and my team realize that this style of of of information for you on YouTube is worth it for you i'm trying to give you high value training in an environment that feels like it's just you and I in a conversation developing your skills to make you better in the conversations that matter shared two big mistakes uh and wondering like what do you do with this information well if I was in your shoes right now is I'd be taking the time to look at these big mistakes and look at the customers I'm trying to serve and say "Do I really understand how I might go save people money do I really understand how I make and save people time do I really understand the risks I help people keep people away from?" And the same with how I elevate their status and for every user group that I work with I'd start to be able to document the ways in which I'm valuable towards those people and build myself a body of language that supports how I help specific groups of people overcome specific problems so that I can better articulate my value in unique scenarios i'd build myself a pitch that has a beginning middle and end that serves every type of client I'm looking to work with with every type of offering that I'm looking to have and I'd find a way of doing it in 2 minutes in 20 minutes in 2 hours and in between so I have utility out in the real world to be able to show up and tell my story about the services that I provide that support real people's real challenges in a way that makes me sound different to everybody else I'm looking to do business with and then I'd avoid the next three big mistakes adding up to five and um the third big mistake is hiding behind what I call sales prevention tools in your industry it's highly probable that you are provided with useful information to support your sales process that I'm here today to tell you might be useless information if the document you are referring to the slide deck the iPad the PowerPoint is more valuable than you being there you should have sent it in an email only bring tools into your conversation if they are some form of visual punctuation to what you're saying at that moment in time because otherwise you have to realize that people cannot read listen and watch at the same time so if you're showing them something over here it's it's out of screen they're not following what is happening here and they're not listening to what it is you're saying so they're getting lost not only that is you could be creating a plethora of objections in your world with one big one being can you leave it with me i need some time to think about it because the tool that you bought into the presentation is the leave behind that they are going to ask you for at the end of the presentation it doesn't mean don't use tools it's just ask yourself are they helping or are they hurting and be sure that it falls this side of the line because if it doesn't then what you have is a sales provincial tool as opposed to a sales aid other big mistakes is um to remember that a confused buyer cannot buy we want clarity big mistake here is is confusing offers i see people do this all the time and what they say is like you could do this or you could do that or you could do the other and you could pay this way or that way or we've got all these different options and we customize something that's unique for you and let me give you multiple different ways that you could be able to choose this so that you don't feel pressure for us and confusion offers creates chaos ever been to the cheesecake factory tried to order your food overwhelm i remember coming to the United States for the first time and being presented with like a real Mexican uh restaurant's menu and that that was overwhelming to me i was like these are too many choices how on earth do I get to decide it wasn't until I gained experience that most dishes were very similar more than different that I could navigate that but when people are looking to do business with you on things they haven't got a proven track record in your offers need to be clear and not clever there needs to be clear space that saysion these two are the wrong option so that they can make the decision effortlessly how many times have you been buying a package a service offering maybe from a from a SAS company online where you've got you can have your subscription at this level this level or this level but choose anyone you like but this one is the most popular this one here and the others are in place to be able to create decoys towards the one you want them to pick if you're giving people choice the choices that are not the one that you want them to pick are in place to be able to act as a decoy to demonstrate value towards the one that you want them to pick which is the offer that is crystal clear as the one that is right for them this helping stop these mistakes your appointments will close at a greater level and in that same thing with confusing offers is this also is about how you talk about what you charge for what you do when people say things like what we typically charge and you know like like what our standard rates are and like what we what we would look to be able to do it for is if you are not proud of your price there's a strong possibility that hesitation adds to confusion which stands in the way of you being able to convert at a higher level put simply if you're not convinced you cannot convince if you do not believe that you're worth every sum of money every single dollar every dime or nickel that you're asking for please don't expect somebody else to believe it they say the first thing you need to sell is yourself before that you need to sell yourself on yourself to be able to believe that you're worth what you're asking for cuz if you don't believe it nobody else will final mistake for you to give consideration to it's abdicating responsibility in the decision-m process the number of appointments I have seen people work hard to get deliver a beautiful presentation show huge insight care and love towards helping somebody else at the solve the problem presenting them some options and then the end of it creating what I call like a tadada moment what do I mean by a tadada moment i mean like tada you decide so what do you want to do which option would you like to choose which direction of travel would you like to go in when you abdicate responsibility from the decision-m process on the other person you put all of the risk and pressure back on them if you are an expert if you are there truly with the goal of being able to serve other others please please pretty please help lead people in the decision-m process towards the outcome that you would believe is right for them and secondary right for you if you can help people make decisions that put their interest ahead of yours that then support the bigger picture on what everybody's trying to achieve and you lead them towards that decision they'll say thank you long term they'll say thank you long term and it's that level of gratitude we should be looking for in decision-m and how do you do that well all you need is a what happens next statement so what happens next and then you ask them a question that they only know the answer to if they've decided to follow your what happens next advice so what happens next from here is we're going to do this this and this and you're going to do this this and this and in order for us to be able to do that who's the best person for us to speak to when it comes to invoicing or installation or access or whatever it might be and when they give you that name back then what that means is that they're in alignment to what it is that you're looking to do we're talking about an ethical assumptive close a series of statements followed by an easy to answer question that when the question is answered it means that they say yes to the whole thing that my friends is leadership in appointments helping people make a smarter decisions faster all from my training room just me and an iPad not a big stage ac cappella teaching you how to avoid some of the biggest mistakes when it comes to winning inside your appointments so get clear on how you're truly valuable to unique people in unique circumstances learn to present not pitch don't stand behind sales prevention tools if they help you then use them to amplify your presentation don't stand behind them remove any confusing offers if you've got multiple choice they should be decoys towards the obvious choice and never ever ever abdicate responsibility in the decision-making process to the other person see you in the next video bye for now [Music]