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Sales Success Vol. 1 (Section 3 (Transformative Customer Journey…
Sales Success Vol. 1
Section 3
Transformative Customer Journey
Have
Feel
Average day
Status
Woorksheet
each customer
each product
educated guess
Asking questions
knowing your customer
Prospect list
existing clients
new products\services
inrease volume
discounts
online groups
LinkedIn
Facebook
Google
key word searches
Competitors
other options
do it yourself
other companies
do nothing or wait
research field
price
service
delivery
customer service
education
cost of ownership
quality
materials
features
quality of service
Lack of believe
in you
product or service
company
themselves
List
why people won't buy
known objections
common
price
not ready for decision
talk to someone else
competition better fit
Introduction
Selling
Transfer of emotion
current state
short attention span
Myths
natural
ans
it's a skill
liking the salesman
ans
respecting him!
anyone can be persuated
focus on open clients
prospecting
potential clients
dishonets profession
ans
truth
honesty
client
guard up
requires talking skill
ans
listening skills
70-80% is listening
removing resistance
introversion
ans:
introversion + skills
results
listening
Section 2
Questions
What are you solving
what do prospects want to avoid
what do prospects want
revisit this list
#
Prospects
What do they wan't to buy?
list properties
"which means"
bridging
show the benefit
Using correct words
amateur
list features
intermediate
list benefits
pro
briding
strong words
emotional
strong visual imagery
Section 4
6-step Sales Success System
Open
starting conversation
grab attention
brief message
intro
clear
understanding your message
no fancy words
buzzwords
specific message
peek interest
relevancy
What is it for me?
analyse
problems
unique
sharpenning your openning
phone call
called calling
B2P
B2B
email
properties
brief
clear
relevancy
based on client
unique
generate curiosity
google alerts
changes in industry
Testing multiple versions
Prospecting
more important than selling skills
Discovery
Present
Close
Overcome Resistance
Follow-up
