howard olsen. trust rapport relevance 75% of the outcome of any selling opportunity is created in...
TRANSCRIPT
Howard Olsen
Trust
Rapport
Relevance
75%of the OUTCOME of any selling opportunity is created in the initial stages.
You Can’t Close Before You Open
Truth # 1
5 Critical Decisions
Every buyer makes
in precise psychological order
Truth # 2
5 Critical Decisions:
2
About YOU?
About Your COMPANY?
About Your PRODUCT?
About Your PRICE?
About TIME?
Truth # 2
1
3
4
5
You Have To Ask For The Logical Next Step
62%Sales People Don’t Ask For The Next Step Even Once
Most Buyers Give 2 Objections or Stalls
o f t h e t i m e
Truth # 3
Exploration
Introduction
Position The Company
Position The Price
Lock It Up
Lock It Down
Position The Product
SALESPERSON
COMPANY
PRODUCT
PRICE
TIME 7
6
5
4
3
2
1
8
DE
CI
SI
ON
SThe High Output Sales System™
75%Confirmation Of Need
People Buy Outcomes Not Products
Do You Want: A Drill or A Hole . . . . ?
Salespeople [You] Have The Questions:
Stimulate Thinking Create Clarity Discover Value
Customers Have Answers:
Memories & Perceptions Needs, Wants & Desires Problems & Ideas Fears & Hopes Past Experiences
Answers Are In Your Customers’ Head
Desire For Gain
Fear of Loss
Comfort & Convenience
Security & Protection
Satisfaction of Emotion
6 ValueTriggers
Different people will buy the same thing for different reasons
People Buy For Their Reasons Not Ours
You Gotta Ditch The Pitch!
Begin With A Question
“So, what have you got?”
“Tell me a bit about what you do.
“Can we skip the small talk?”
“What can you do for us?”
“What makes you different?”
“What your price or how much?”
Silence …..
Play Catch & Release!
The Power In Selling ain’t in telling!
The Power In Selling Comes From:
Making A Solid First Impression
Asking Thought Provoking Questions
Listening Intently
Confirming You Understand
That’s the foundation of deep and lasting trust.
/\Professional, Ethical & Effective
You Can’t Make Any Assumptions
There’s Only One SafeAssumption:
You Know Nothing Until The Customer Tells You What They Think
Thank You!
Visit: www.high-output.com Visit: www.high-output.com
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Sell More With Truth & Trust