19 STEPS TO SALE Flashcards by Unknown Unknown

Q

step 1

A

House Keeping Items

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Q

STEP 2

A

Set Expectations

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Q

STEP 3

A

Ask prospect to summarize their story

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Q

STEP 4

A

You summarize their story back to confirm

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Q

STEP 5

A

Determine the prospect’s goal

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Q

STEP 6

A

Discuss firm’s origin story

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Q

STEP 7

A

Review their options for moving forward

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Q

STEP 8

A

Ask for permission to discuss your services

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Q

STEP 9

A

3-5 Benefit Statements with YES Questions

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Q

STEP 10

A

Ask for permission to discuss the investment

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Q

STEP 11

A

Offer your guarantee statement

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Q

STEP 12

A

Provide your investment

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Q

STEP 13

A

Ask for the order “is there any reason we can’t get started today?”

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Q

STEP 14

A

Attempt the PIF (Paid-In-Full) first

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Q

STEP 15

A

Overcome objections

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Q

STEP 16

A

Create a payment plan if needed

Q

STEP 17

A

Harvest debit card/payment details

Q

STEP 18

A

Summarize your relationship

Q

STEP 19

A

Explain next steps