Role, Words, and Trust

Learn to build trust using your role and words

• Select the right words to use
• Learn to speak the right way
• Learn to ask the right questions
• Learn to build business relationships

4 Stages of Closing a Sale

Learn the skills to gather information by asking questions

• Learn how to gather information.
• Learn how to respond to information.
• Learn how to deliver a solution.
• Learn how to close the sale.

Pointing out the Benefits

Learn to solve your prospect’s concerns with compelling benefit statements.

• Features tell, but Benefits sell
• Emphasize Benefit selling
• Sell Benefits not price
• Become a Problem Solver
• Sell a Solution
• Different types of benefits
• Tangible and Intangibles

Painting With Words

Create a picture using vivid words to engage the 5 senses and strike an emotional cord.

• Learn and perfect  your  ability to use words the way an artist uses the color, to reflects the prospect’s style.
• Learn to use vivid words that engage a prospect’s 5 sensory elements to strike an emotional chord for maximum impact.

Storytelling

Influence your prospect through expressive story telling (selling).

• Learn to connect with your prospect through engaging stories.
• Learn to share similar concerns, benefits and solutions in story form.
• Learn to tap into your prospects imagination and visualization.

Listening Skills

Master the art of listening and identifying a prospect’s true concerns.

• Learn why active Listening is the foundation of a successful selling.
• Learn how to differentiate yourself from the competition by becoming a good listener.
• Learn to ask thoughtful and comprehensive questions to demonstrate an understanding of your prospect’s fundamental concerns.
• The more you listen to your prospect, the more likely your prospect will listen to you.

Asking Questions

Master the art of gathering information

• Learn how to ask, what to ask, and how to formulate the questions to allow the prospect to talk.
• Learn to use sales questions to understand the needs of your prospect.
• Learn to use this information to express and  solve the problem to close the sale.

Overcoming Objections

Develop ways to avoid (or) overcome objections

• Learn to prevent objections in the first place.
• Learn to answer objections  effectively.

Transfering Self-Confidence

Build self-confidence, and transfer your positive energy.

• Learn to develop trust.
• Maintaining a positive attitude toward yourself before, during, and after the sale.
• Learn to convey excitement and passion toward your product or services.
• Believe in yourself. IMPOSSIBLE does not exist in your vocabulary.

5 Sensory Elements

Appeal to all 5 sensory elements in selling

• Metaphors are prevalent in our daily lives, and can be seen in many languages throughout the world.
• Successful salespeople will provoke all 5 sensory elements, sight, sound, smell, touch and taste in the prospect.

Closing Skills

• Refining closing techniques.
• Develop a systematic process for closing sales.

Assess Your Territories

• Weekly activities to achieve your weekly, monthly, and annual targets.
• Prioritize when and where you are going.
• Identify the Hierarchy to the Decision Maker.