Objectives by Awareness Step
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Step 0Step 1Step 2Step 3Step 4Step 5Step 6(Awareness Steps)
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REACH THE PROSPECT WHERE THEY ARE& GET THEIR ATTENTION
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Identify who this applies to
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Emphasise problem (A)
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Acknowledge solutions exist (B)
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Reasons why / Root causes
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What is the unrealized possibility?
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Build prospect's self-belief ("You can...")
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Visualise the outcome in their life
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Discredit alternative solutions
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Set up need
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Introduce solution
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Reinforce the positives / benefits
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Evidence of why your proposition is ideal
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Gather objections
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Resolve the negatives / Handle objections
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Prove value>
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Yes/No/Good/Bad matrix
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Risk reversal>
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Scarcity & Urgency>
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Call to Action
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Reassure about purchase
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Follow-up offers
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Enrol further in tribe
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OUTREACH / TARGET / CAPTURE
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NURTURECLOSECONTINUITY
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