Most Burning Question:

Hi, We are giving an introductory workshop. We will do four processes to help people get rid of a compulsion for a single type of food (that has been causing them problems), and then we will do an NLP six step reframe to install something healthy. I hope it's not overkill

Anyway, the reason for this post is to ask you how we can incorporate sales into our presentation. We want to get people to sign up and book sessions on the spot! How do we do that?

There are a number of elements you need to include to make this happen.

First and foremost… what is your offer? Or actually a better way to put it is, what is your irrisistable offer? What do you have to offer, that when put in front of the correct audience, they will want to buy because it adds so much VALUE to their life?

As Stephen Covey says in the 7 Habits of Highly Effective People…

In the talk itself you must clearly demonstrate the benefits to them of what you are offering. Keep in mind there is a big difference between a feature and a benefit.

You must build rapport with your audience. There are a variety of techniques to do this, books on it, and NLP trainings on how to calibrate to a group to know you are building rapport (I highly recommend Jonathan Altfeld for this type of training).

You must use all the channels (VAK) repeatedly.

You must provide PROOF

You must address the nature of people in modern America to be cynical. After 40 years of events such as the Vietnam War, Watergate, the Lewinsky Scandal, Enron, Mortgage Meltdown, etc. Americans are very skeptical of anything put in front of us. Ignore this at your peril.

The most important element if you wish to make money from this event it…

You must build a strong close!

which must include the irresistible offer.

Your close should take at least 5 minutes and should have a sense of urgency built in.

There are strategies and methods for building a close, creating irresistable offers, the flow of the speech, and creating a sense of urgency, but each of these could take a chapter in a book on speaking and selling so I won't go into it in this article.

This should be enough get your wheels turning.

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