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www.growupsales.com 1
Joe Micallef – Sales Strategist & Coach6 February 2020 – Nebraska Mortgage Association
Sales Excellence WorkshopThe Sales (Meeting) Process
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Sales Process: 9 Steps to Sales Success
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Sales Process: 3 Key Phases
PREPARE
PROPOSE
PROCEED
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2
3
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Sales Process: Outcome Focus
Ø Have a SPECIFIC FocusØ Consider outcomes before
action
TASKConsider Outcomes for a FIRST or PROGRESS
Meeting
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Sales Process: Have a Credible Reason
Ø Have a COMPELLING Reason to Engage
Ø Use Weapons of Influence:1. Liking2. Reciprocity3. Authority4. Social Proof5. Scarcity6. Proximity
TASKConsider 1 – 2
Compelling Stories to Engage Customers
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Sales Process: Build Rapport & Credibility
Ø Deliberately show GENUINE interest
Ø Become an AuthorityØ Understand Zone of Trust
TASKConsider what you can do to improve Zone of Trust with Customers or Prospects
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ZONE OF TRUST
HIGH
HIGHLOW
CREDIBILITY
RAPPORT
Zone of Trust Model
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ZONE OF TRUST
HIGH
HIGHLOW
CREDIBILITY
RAPPORT
Zone of Trust Model
Rational Deficit(Low Credibility)
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ZONE OF
TRUST
HIGH
HIGHLOW
CREDIBILITY
RAPPORT
Zone of Trust Model
Emotional Deficit(Low
Rapport)
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Sales Process: Explore & Listen
Ø Pre-Determine Broader Needs and Questions
Ø Gain Permission to AskØ Listen for CuesØ Be Patient - Don’t Be Quick To
Sell
TASKConsider
Customer’s Broader Needs and Identify
Key Exploration Questions
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Sales Process: Gain Permission
Ø Confirm Customer’s NeedsØ Gain Permission to HelpØ Be a Trusted Adviser
TASKScript how you would Gain Permission to
Offer a Solution
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Sales Process: Offer Solution
ü Get First 5 Steps Right!!Ø Predetermine Solution For
Every NeedØ PRACTICE your Valuable
SolutionØ Create Quality Proposals
TASKConsider
Customer’s Broader Needs and Script (Document) your Compelling Solutions
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Sales Process: Ask For The Outcome
Ø Seek Decision & ActionØ Assume Interest &
Willingness to ProceedØ BE BRAVE - Overcome
Limiting Beliefs
TASKScript how you would
specifically Ask for an Outcome
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Sales Process: Handle Objections
Ø Predetermine ObjectionsØ Prepare ResponsesØ Practice Responses
TASKConsider Common
Objections.Script 2-3 preferred
Objection Handling strategies
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Sales Process: Secure Next Steps
Ø Consider NEXT STEPS & Always Propose
Ø MAKE IT EASYØ Diligently FOLLOW UP
TASKIdentify Next Steps.
Script How you Secure andFollow Up.
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Contact Joe [email protected] 329 0066
Sales Excellence WorkshopThe Sales (Meeting) Process
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