7 STEPS OF SELLING – SALES BLUEPRINT

How to Sell More, Easier, and Faster Than You Ever Though Possible

LEARNING GOALS

  • Understand the Psychology of Selling

  • Master the 7 Steps of Sales Process – Sales BluePrint

  • Improve Conversion Rate

  • Master the Proven System of Sales Ideas, Methods, and Techniques Used By Top Salespeople in the World

LEARNING OUTLINES

I. The Psychology of Selling

  • Why People BUY

  • Selling is Helping People 

  • The 80/20 Rule in Selling

  • Success is MENTAL

  • Obstacles to Sales Success

  • Why Salespeople FAILED to Sell

  • How to Sell Without Selling

  • The Sales Formula = (P x O) + F > R

  • 10 Keys to Success in Selling

  • The Key Result Areas of Selling

II. 7 STEPS OF SELLING

PRE-MEET

  • Prepare Your Lifetime Value Mindset

  • Identify Your Niche Market

    • Who are they

    • Where do they hangout

    • What do they need and want

    • Why should they buy from you

    • How to approach and reach them

  • Work on Your Lists 

    • Top 100 Prospects

    • Top 20 Prospects

  • Qualify Mindset

    • Need, Time, Money and Decision Maker

  • The 4 Most Common Buyer Types And How to Sell to Them

 

MEET & GREET

  • Build Relationship

  • Relationship = Frequency x Quality of Contact

  • “FOR” Formula to get people LIKE you

  • Skills to Read Other People

  • Position your Company and Yourself As Experts

  • Sell Yourself First

  • Dress for Success

 

DISCOVER THE NEEDS – (P x O)

  • P – Present Situation, Problems and Pain Points

  • O – Outcomes and Objectives – Clients want to achieve

  • Asking the Right Questions and Listening Attentively

  • The Questioning Process

  • 5 Most Powerful SALES QUESTIONS Ever

  • Be A Doctor of Sales – Ask, Diagnosis, and Write a Recipe

 

PRESENT YOUR PACKAGE of SOLUTIONS

  • Give OWP – Overwhelming Proof and Reasons why your solution is the best solution for them

  • Always offer a Choice of Yes’s of Packages – Small Medium Big Packages

  • Show the VALUE in each of the packages

  • Unique Selling Proposition (USP)

  • List of Client Served

  • Testimonial of Happy Clients

  • Guarantee

 

NEGOTIATION – HANDLE OBJECTIONS AND CONCERNS

  • 5 Reasons Why People Don’t Buy

  • Win:Win Negotiation Principle

  • Mindset of getting Objected

  • Preparation – Keys to Success in Negotiation

  • Turn Objections into Buying Opportunities

  • How to handle the 5 most common objections

  • 6 Steps to Overcome PRICE Objections

  • “3F” Method to Handle Objections

 

CLOSE THE SALE

  • Psychology of closing a sale

  • Delay KILLS the Sale

  • 6 Ways to Recognise Buying Signals

  • 6 Practical Strategies to Close the Sale

  • Closing occurs in SILENCE

 

AFTER THE SALE

  • Follow up

  • Service and Delivery

  • Account Management

  • Chase for Wallet Share

  • Repeat Business – Up Sell, Cross Sell

  • Referrals

  • Testimonials

TESTIMONIAL OF VALUED CLIENTS

CLIENTS SERVED

ENQUIRY FOR IN-HOUSE TRAINING

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