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Genre: eLearning
WHAT YOU GET?
INTRODUCTION:
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Personal Introduction
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Introduction: Embracing The Power Of Principled Selling
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STOP! Read this first.
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Book – How To Sell The Way People Buy!
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Natural Selling Dialogue Framework
PHASE 1 – The Natural Selling Intention Of Empatic Selling With Integrity:
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Step 1 – Meet Them Where They Are – Let them Steer You To Where You Want Them To Go!
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STEP 2 – Pressing The Reset Button!
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8 Ways to Reframe & Reprogram Your Subconscious & Conscious Intention
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Test Your Listening Habits
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STEP 3 – Preparing The Way – 6 Essential Natural Selling Skills
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How To Listen So Buyers Want To Buy!
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2. The Magic & Power Of Asking Questions
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3. Understanding Problems And Needs
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4. Implied & Explicit Needs
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5. Your 3 Primary Qualifying Objectives
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6. Starting With The End In Mind
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Turning Features Into Advantages & Benefits
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Definition
PHASE 2 – Crafting Your Own Ultimate Personalized Scripting Blueprint:
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Crafting Your Own Ultimate Personalized Scripting Blueprint
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STEP 1 – 1. THE CONNECTING STAGE
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2. Your Elevated Elevator Speech – You Had Me At Hello!
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8 Adapting Your Elevated Elevator Speech For Other Situations
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7 Ways… Cont. – 3. Starting a Cold Call
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STEP 2- 2. THE DISCOVERING STAGE
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It’s A State of Flow
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Fact-Finding & Feeling Finding Questions
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What To Ask So Buyers Want To Listen
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1. Background Questions
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2. Needs Awareness Questions – NAQ
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2. Needs Awareness Questions – NAQ
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3. Needs Development Questions – NDQ
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3. Needs Development Questions – NDQ
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Peppering Your Dialogue With Probing, Clarifying And Tag-On Questions
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4. Personal Responsibility Questions – PRQ
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4. Personal Responsibility Questions – RQ
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5. Solution Questions – SQ
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5. Solution Questions – SQ
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6. Consequence Questions – CQ
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6. Consequence Questions – CQ
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7. Qualifying Questions – QQ
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7. Qualifying Questions – QQ
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3. THE TRANSITIONING STAGE
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4. THE PRESENTING & SUPPORTING STAGE
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5. THE COMMITTING STAGE
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Step 3 – Natural Selling Conversational Dialogue Examples
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Buying Blueprint Example
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A B2C Dialogue Example Of Using The Emotional Buying Blueprint
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An Example Of A Part Of A Conversational Dialogue
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A B2B Networking Meeting Example
PHASE 3 – Turning Questions, Comments Of Concern Or Last Minute Resistance Into Opportunities:
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Step 1
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Step 2
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Step 3
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End Of The Beginning – Embracing Your Journey Of Influencing With Integrity
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Coaching & Mentoring One-On-One With Me!
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Staying In Touch
https://trbbt.net/ms957ub7i714/MichaelOliver-TheArtScienceOfSellingWithIntegrity.rar.html
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