MEDA Summer Conference

July 29, 2015

Logical Selling Process

Logical Selling Process

• Earn the Right

• Q&A

• Summarize

• Handle Objections

• Qualify

• Ask for the Order

• CLOSE

Do your homework

Listen

Listen

Building Relationships

Build Relationships

Initial Benefit Statement/Earn the Right

Earn the Right:Initial Benefit Statement

Q&A / Data gathering

Gather Data: Q&A

Summarize

Handle objections

Handle Objections

Qualify

Ask the order

Ask for the Order

ABC

Close!