5 Step Sales Process Page 81
5 Step Sales Process 1. Establishing rapport 2. Ask questions 3. Find a need 4. Link the need or value to the product or service 5. Close Transform the World
Establishing Rapport People who are like each other, tend to like each other. The Theory of Communication 7% Words 38% Tonality 55% Physiology Transform the World
Match and Mirror Sit or stand like they do Exercise build rapport with each other. Match their tone of voice Match pitch, speed and volume Transform the World
Match and Mirror Representational system Visual: see, look, view, appear Auditory: hear, listen, sound(s), harmonize Kinesthetic: feel, touch, get a hold of Auditory Digital: sense, experience, understand, think Transform the World
Match and Mirror Breathing Mirror their breathing rate, depth and how. As somebody is talking they are breathing out. So you breathe out as well. Transform the World
Ask Questions For what purpose are you looking for coaching? What specifically do you want in a coach? What will you see, hear, feel when you have it? How will you know when you have the right coach? What will getting the right coach get for you or allow you to do? Where are you now (regarding having this)? Transform the World
Purpose of Asking Questions The purpose of asking questions is to establish a need. Once you have that need you will be able to fill it 80% of people already have bought the item in their mind. Transform the World
Find a Need Establish a need or opportunity Establish a value of a solution The greater the value the greater the dollar amount can be to solve it Transform the World
Link the Need to Value Link the need or value to the product The product will solve the problem Use strategies if you elicited them Repeat the client’s value & key words Transform the World
Link the Need to Value Link the need or value to the product The product will solve the problem Use strategies if you elicited them Repeat the client’s value & key words Transform the World
Close Ask for the order, assume the sale The order blank close Alternative choice question Handle objections Transform the World
Handle Objections Ignore them and go to Step Three, OR • Handle objections and go to Step Three • Transform the World
Answering Objections You may choose to answer the objections as there are only 4: I don’t have enough time • I don’t have enough money • It won’t work for me • I don’t believe you • Transform the World
Handling objections Listen fully to the client’s objection Act a little surprised Say “Oh I get it you mean that’s the only reason you're not buying? If I could show (tell, feel) you how you could afford it would you buy?” The last step is to answer the objection as above and go right back to establishing the value Transform the World
5 Step Sales Process 1. Establishing rapport 2. Ask questions 3. Find a need 4. Link the need or value to the product or service 5. Close Transform the World
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