Sep 15, 2020
Hi Rhinos, Dr. FJ Schofield here, in this episode I'll be going over the 2nd part of the ROF, the Financial Presentation. This is by the far the most messed up part in the Communication Process; right there with the consultation, it’s so important. If you do a bad consultation you’re screwed, but if you mess this part up, even if you have an awesome consultation and great ROF you shoot yourself in the foot with the Financial Presentation
The Consultation your building rapport, building the trust, building your authority and positioning yourself as the expert so they know you can deliver, they trust you and now you’re going to clearly lay out the plan so they know: what you’re going to do, when you’re going to do, how they’re going to benefit and how much it’s going to cost them.
Everything is clearly laid out and you want to remove all the pressure from the situation, as I mentioned in the last Rhino University video on the R.O.F., letting people know it’s okay to say No. It’s so important to alleviate the pressure. You can relax; it can be a nice friendly conversation. You don’t need to use any fear or any manipulative tactic to build value – But you do have to cover some important & necessary things.