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Table Of Contents

Introduction...xv
CLOSING SALES MODEL
PRODUCT/SERVICE PUSHING THROUGH PERSONALITY, PERSISTENCE AND PRICE
RELATIONSHIP SALES MODEL
PARTNERING
TEAM SELLING MODEL
COMPLEX SALES MODEL
Sean’s Education
The Internet Has Changed the Way We Buy
How did you choose sales as a career?
Where did you get your training?
What did you learn?
Is the sales staff meeting quota?
How did sales management solve this problem?
Did it work?
What do we look for when we hire salespeople?
What do salespeople do?
Which Sales Model Works the Best?
What standards and procedures are followed?
Do we use sound sales strategies?
Do we learn from the best?
Time for a change
Connecting the DOTSthat Make up Sales Mapping
Learning how to maximize productivity
Connecting theBest Practices DOT:
Learning how people get exceptional results
Connecting theHow People Communicate DOT:
R1 Rapport
R3 Release
R4 Replace
R5 Remember
Connecting theEffective Communications DOT:
Strategy and Tactics
Connecting theStrategy and Tactics DOT:
Having an action plan
Connecting theProject Management DOT:
Connecting thePresentation DOT:
Common Sense Language
VISUAL(seeing)
AUDITORY(hearing)
KINESTHETIC(feeling)
What Language Do You Use?
Lost in Translation
Body Talk
Follow My Voice
Why Don’t We Listen?
What are the Rules for Listening?
Are You A Good Listener?
Are you missing (the) communication?
Getting into listening mode
R2 Record
Why am I here?
Rapport
Take Notes
My rules for me/ your rules for you
Push Record
Why Do People Buy?
1 “Want” to buy
2“Way” to buy
3“Will” to make it work
■ Client retention and acquisition
■ Profitability
Personal
Troubleshooting
Just the facts - Developing a Problem Statement
Creating the problem statement
Results Statement
Past, Present and Future
Meet me at the “Gap”
What will the competition do?
How Do I get my client to think of me first?
A. The Tactic is “Big Bad and Bold”
B. The Tactic is “Change the Game”
C. The Tactic is “Let’s Team up…Partner”
D. The Tactic is “Wait”
Putting tactics to work
USP (no, not what comes in a brown truck)
What makes a project a project?
The Core Activities of Sales Project Management
Win or Lose
The Top Five Mistakes Salespeople Make
Mistake #3:Little or No Preparation
Mistake #5:Disconnected from Audience
What do you want me to do?
What I need (WIN)
Why are you in business?
Why you are here
Do you understand the problem?
How will you solve the problem?
How will they know you solved the problem?
What makes you different?
A Call to Action
call to action
What language are they speaking?
Which ones do you use?
Rehearse and Record
Meeting Your Client
The Interview
PROBLEM STATEMENT
RESULTS
PROCESS
DECISION
SOLUTION
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Consultative Selling

Consultative Selling

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Published by anjaanaadmi

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Categories:Types, Business/Law
Published by: anjaanaadmi on Jul 30, 2012
Copyright:Attribution Non-commercial

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01/23/2013

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