What are the five buying decisions in order?
- you the sales person
- your company
- your product or service
- your price
- The time to buy
When will a prospect become a client?
Once they have moved through all five buying decisions they will make the purchase.
People buy for ____ reasons not _____
their own, yours
What are the three buying motive categories?
- Financial
- Immediate sense of well being
- Long term sense of well being
What are the 6 buying motives?
- desire for gain
- fear of loss
- comfort and convience
- secuirty and protection
- pride of ownership
- satisfaction of emotion
What is pride of ownership?
They want the top of the line most expensive product.
What is satisfaction of emotion?
They want to like and resonate with the product and brand.
What are the 7 track selling steps in order?
- Approach
- qualification
- agreement on the need
- sell the company
- fill the need
- act of commitment
- cement the sale
What is approach?
establish rapport and trust
what is qualification?
ask the bigger and better questions in the right way
What is agreement on need?
confirm you understand and gain cnsensus with the prospect
what is sell the company?
show and tell your corporate story.
What is fill the need?
Tell and sell your three best features and benefit for the product
what is act of commitment?
close the sale and overcome objections.
What is cement the sale?
prevent buyers remorse.
