10 Steps of the Selling System Flashcards
1
Q
What are the 3 acts of the 10 step selling system?
A
Act 1: Set the Stage (steps 1 and 2)
Act 2: Solve the Problem (steps 3-7)
Act 3: Solidify the Sale (steps 8-10)
2
Q
Act 1 is?
A
Set the Stage (steps 1 and 2)
3
Q
Act 2 is?
A
Solve the Problem (steps 3-7)
4
Q
Act 3 is?
A
Solidify the Sale (steps 8-10)
5
Q
Act 1: Set the Stage (steps 1-2)
A
- Entry
- Warm up
6
Q
Act 2: Solve the Problem (steps 3-7)
A
- Inspection
- Testimonials
- Company Story
- Upgrade
- Product Demonstration
7
Q
Act 3: Solidify the Sale (steps 8-10)
A
- Pre-close
- Close
- Button up/ Paperwork
8
Q
Step 1.
A
Entry
9
Q
Step 2.
A
Warm-up
10
Q
Step 3
A
Inspection
11
Q
Step 4
A
Testimonials
12
Q
Step 5
A
Company Story
13
Q
Step 6
A
Upgrade
14
Q
Step 7
A
Product Demonstration
15
Q
Step 8
A
Pre-close
16
Q
Step 9
A
Clsoe
17
Q
Step 10
A
Button up/ Paperwork
18
Q
Step 1. Entry
A
- Get in the door!
- When applicable: Resell the need for the appointment if you are met with resistance
19
Q
Step 2. Warm-up
A
- Establish a blueprint/plan for the sale (by asking great questions)
- Build professional rapport
20
Q
Step 3. Inspection
A
- Build Urgency (problem and plan)
- Have them admit the job can’t wait (problem and plan)
- Be the consultant about industry options and loose price conditioning (possibilities/pricing)
- find out exactly the scope of work they are looking to have done (permanent product, proper procedure)
21
Q
Step 4. Testimonials
A
- build confidence in West Shore Home
- Make a company-issued appointment more like a referral
- Show why so many others have chosen our company (take risk out of buying decision)
22
Q
Step 5. Company Story
A
- Give the customer confidence to entrust their project to West Shore Home
- Discuss our company history, structure, and in-house installers
23
Q
Step 6. Upgrade
A
- eliminate all other options but west shore home
- price condition
- Explain why quotes can change dramatically based on what the customer chooses from a design perspective
24
Q
Step 7. Product Demonstration
A
- Design products that “affordability aside” the customer would be happy to have in their home
- Demonstrate how our design will solve the customer’s current problem with a permanent product
25
Q
Step 8. Pre-close
A
- Present the Price
- Set up the Sale
- Utilize postponement
- Complete the “9 steps” of the Pre-close
26
Q
Step 9. Close
A
- Assume the sale and earn the business (solving their problem with a permanent solution)
- Utilize 1st rebuttal when applicable
- Utilize 2nd rebuttal when applicable
- Utilize “raise” methodology when applicable
27
Q
Step 10. Button Up/Paperwork
A
- Set up for future business
- Complete contract and paperwork
- Solidfy the sale (ask button up questions)
