This complete online course of the new model of selling walks you through step-by-step how to have…
File Size: 198.4 MB.
This complete online course of the new model of selling walks you through step-by-step how to have your potential buyers want to willingly lean in, and persuade themselves to listen to and buy from you, without any tension, friction or resistance.
Personal Introduction
Introduction: Embracing The Power Of Principled Selling With Integrity
STOP! Read this first.
Book – How To ‘Sell’ The Way People Buy!
The Natural Selling 5 Steps Dialogue Framework
STEP 1 – Meet Them Where They Are – Steer You To Where You Want Them To Go!
STEP 2 – Pressing The Mindset Reset Button!
8 Ways to Reframe & Reprogram Your Subconscious & Conscious Intention
STEP 3 – 6 Essential Natural Selling Skills
Test Your Listening Habits
How To Listen So Buyers Want To Buy!
2. The Magic & Power Of Asking The Right Questions At The Right Time
3. Understanding Problems And Needs
4. Implied & Explicit Needs
5. Your 3 Primary Qualifying Objectives
6. Starting With The End In Mind
How To Turn Features Into Advantages & Benefits
Definitions
Crafting Your Own Ultimate Personalized Scripting Blueprint
STEP 1 – 1. THE CONNECTING STAGE
2. Your Elevated Elevator Speech – You Had Me At Hello!
8 Ways To Adapting Your Elevated Elevator Speech For Other Situations
7 Ways… Cont. – 3. Starting a Cold Call
STEP 2- 2. THE DISCOVERING STAGE
It’s A State of Flow
Fact-Finding & Feeling Finding Questions
What To Ask So Buyers Want To Listen
1. Background Questions
2. Needs Awareness Questions – NAQ
2. Needs Awareness Questions – NAQ
3. Needs Development Questions – NDQ
3. Needs Development Questions – NDQ
Peppering Your Dialogue With Probing, Clarifying And Tag-On Questions
4. Personal Responsibility Questions – PRQ
4. Personal Responsibility Questions – RQ
5. Solution Questions – SQ
5. Solution Questions – SQ
6. Consequence Questions – CQ
6. Consequence Questions – CQ
7. Qualifying Questions – QQ
7. Qualifying Questions – QQ
3. THE TRANSITIONING STAGE
4. THE PRESENTING & SUPPORTING STAGE
5. THE COMMITTING STAGE
Step 3 – Natural Selling Conversational Dialogue Examples
Buying Blueprint Example
A B2C Dialogue Example Of Using The Emotional Buying Blueprint
An Example Of A Part Of A Conversational Dialogue
A B2B Networking Meeting Example
STEP 1 – Concerns – Prepare for everything – Expect Nothing!
STEP 2 – 3 Important Natural Selling Mindset Shifts
STEP 3 – 26 Examples Of How To Respond To Comments, Questions of Concern Or Last Minute Resistance!
Embracing Your Journey Of Influencing With Integrity
Coaching & Mentoring One-On-One With Me!
Staying In Touch
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