Page 87 - RW205.01.0819 WW-Seminar-The Perfect Presentation

Option 2 | Small groups (1-10 participants): In pairs

Divide the cards into decks and give a small deck to each participant. Make sure you give a
mixture of cards with different kinds of objections (getting in, sales, recruitment).
Put participants in pairs.
Tell participants to take turns reading the objections and responding to them, as in the example
in Option 1. They keep doing this until the go through their cards.
If there is time, pairs can trade decks and continue playing.

Encourage participants to write down any good response they hear that is not among the suggested
responses.
At the end, debrief: ask participants to share any good response the heard. If everybody agrees
that a response works, consider adding it to the list of suggested responses.

For option 1 and 2:

Ask a friend or family member to play the role of the prospect and read the objections to
you.

Cover the response cards. Read the objections and respond. Challenge yourself and see
how many objections you can manage in 1 minute.

Cut.

Fold.

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