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UPB Role Play Recommendations

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To prepare and best present your services when meeting with a prospective client review the “Presentation Basics” section (UPB Module 2 Section XI) within the Universal Practice Builder program. Take notes and discuss them with your coach. Some highlights are as follows:

Strengths:

  • Great eye contact
  • Asking questions
  • Engaging owner in conversation
  • Tone of voice
  • Incorporating their business into presentation
  • Great explanation of diagrams
  • Great close / ask for sale
  • Confidence
  • Sound very knowledgeable

Suggestions:

  • Benefits vs. Services
  • Ask more questions / Too many questions
  • Do not just read from the book
  • More confident in asking for sale
  • Monotone voice
  • Engage owner more in conversation
  • Really listen to what they say
  • Avoid yes/no questions
  • Interested vs. Beneficial
  • Be bold / direct
  • Watch speed
  • Learn to watch body language: engaged, uninterested, etc.
  • Repeat what they have said

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