Course - How to ‘Sell’ The Way People Buy!
This course is no longer available for purchase
Introduction
Overview
Nobody Likes Being Sold
7 Success Tips
9 Essential Basic Sales Skills!
Skill #1: Your 3 Primary Objectives
Is There A Problem?
What They Want And Why They Want It
Establishing Their Level Of Desire And Commitment To Change
Skill #2: 4 Ways A Conversational Dialogue Can Start
Skill #3: Where Your Questions Come From
Skill #4: Turn What You Know Into Asking Questions
Skill #5: Problems and Needs - What You’re Discovering and Listening For
Understanding Problems and Needs
Skill #6: How To Correctly Present Your Solution
Definition Of A Feature
Definition Of An Advantage
Definition Of A Benefit
Skill #7. Fact Finding & Feeling Finding Questions
Fact Finding Questions
Feeling Finding Questions
Skill #8. Implied Needs And Explicit Needs
Skill #9: Using Tag-On Questions
Your Natural Selling Conversational Dialogue Framework
Addressing The Possible Elephant In The Room!
It’s About Them - Not About You!
THE CONNECTING STAGE
SMART Pre-Planning
10 Ways to Start Conversational Dialogues Without Tension
1. You Had Me At Hello!
Creating Your Own Personal Value Impact Statement
Outline a Problem
Outline Your Solution
Ask a Question
Stop! Do It Now!
2. Describing Your Product or Service With Impact
3. Your FeedBack Value Impact Statement
4. Continuing An Earlier Conversation
5. Starting a Cold Call
6. Talking with Personal Assistants
7. Calling Leads From a Leads List
8. Replying To A Request For Information
9. Following Up To a Request For Information
10. Making Appointments
THE DISCOVERING STAGE
This Is Not A Linear Approach!
The Approach Never Differs.
Using Closed And Open-Ended Questions
Discovering Stage Questions
1. Background Questions - BQ
2: Needs Awareness Questions - NAQ
A Financial Advisor Example
3. Needs Development Questions - NDQ
3 Values Centered Needs Development Questions
3 More Financial Advisor’s Values Centered Questions
With Just 4 Questions…
Revealing Two Truths
Listen for Contradictions
Probing and Clarifying
Checking for Agreement
4. Responsibility Questions - RQ
5. Solution Questions - SQ
What Have They Done If Anything?
What Would They Do If They Could?
The Upside Results of Needs-Payoff Solution Questions
Conversational Dialogue Example
6. Consequence Questions - CQ
Digging Deeper by Layering Your Questions
Examples Of Using Consequence Questions
7. Qualifying Questions - QQ
When Do You Qualify?
Qualify Throughout Your Conversational Dialogue
Qualify Before You Present And Support
Qualify As You Summarize
Qualify After You Present!
A Qualifying Question Designed To Get a “No” Answer!
Our Financial Advisor’s 5th Values Centered Question
A Networking Meeting Example