7 Selling Moves Flashcards
Selling Move #1
Mission Statement
Selling Move #2
Probes and Labels
Selling Move #3
Listening
Selling Move #4
Problem/Solution
Selling Move #5
Supporting Statements
Selling Move #6
Isolate
Selling Move #7
Close
Law Of Price #1
If you can’t explain in words why your product or service is worth your asking price, then it isn’t.
Law Of Price #2
Sellers that live with Price, die with Price. Get your list of offsetting benefits together and when you hear the word Price, don’t argue about it, justify the price with the benefits of your product or service.
Proof Statement #1
A proof statement is a statement containing facts, figures, testimonials, parallel circumstances and anything else that is tangible, quantifiable, or real.
Proof Statement #2
It is good to use expert opinions from someone who does not have direct involvement in your transaction.
Proof Statement #3
When the buyer expenses doubt about your product or service, use a proof statement.
Proof Statement Components
- State the benefit you are going to prove. 2. Prove the benefit for the buyer. 3. Apply the benefit to the buyer.
Proof Statement Example
Mac computers can save you 65% of your computer support costs (State the Benefit) according to an Iris & Company survey of 62 user firms (Prove the Benefit). In your firm, that can mean a time savings of 1,160 man hours every year or about 45K. (Apply the Benefit to the Buyer)
Minimizing
You may find that’s not a big deal when you realize X . That may not be a factor when you consider X.