WHAT YOU GET?
INTRODUCTION:
Personal Introduction
Introduction: Embracing The Power Of Principled Selling
STOP! Read this first.
Book – How To Sell The Way People Buy!
Natural Selling Dialogue Framework
PHASE 1 – The Natural Selling Intention Of Empatic Selling With Integrity:
Step 1 – Meet Them Where They Are – Let them Steer You To Where You Want Them To Go!
STEP 2 – Pressing The Reset Button!
8 Ways to Reframe & Reprogram Your Subconscious & Conscious Intention
Test Your Listening Habits
STEP 3 – Preparing The Way – 6 Essential Natural Selling Skills
How To Listen So Buyers Want To Buy!
2. The Magic & Power Of Asking Questions
3. Understanding Problems And Needs
4. Implied & Explicit Needs
5. Your 3 Primary Qualifying Objectives
6. Starting With The End In Mind
Turning Features Into Advantages & Benefits
Definition
PHASE 2 – Crafting Your Own Ultimate Personalized Scripting Blueprint:
Crafting Your Own Ultimate Personalized Scripting Blueprint
STEP 1 – 1. THE CONNECTING STAGE
2. Your Elevated Elevator Speech – You Had Me At Hello!
8 Adapting Your Elevated Elevator Speech For Other Situations
7 Ways… Cont. – 3. Starting a Cold Call
STEP 2- 2. THE DISCOVERING STAGE
It’s A State of Flow
Fact-Finding & Feeling Finding Questions
What To Ask So Buyers Want To Listen
1. Background Questions
2. Needs Awareness Questions – NAQ
2. Needs Awareness Questions – NAQ
3. Needs Development Questions – NDQ
3. Needs Development Questions – NDQ
Peppering Your Dialogue With Probing, Clarifying And Tag-On Questions
4. Personal Responsibility Questions – PRQ
4. Personal Responsibility Questions – RQ
5. Solution Questions – SQ
5. Solution Questions – SQ
6. Consequence Questions – CQ
6. Consequence Questions – CQ
7. Qualifying Questions – QQ
7. Qualifying Questions – QQ
3. THE TRANSITIONING STAGE
4. THE PRESENTING & SUPPORTING STAGE
5. THE COMMITTING STAGE
Step 3 – Natural Selling Conversational Dialogue Examples
Buying Blueprint Example
A B2C Dialogue Example Of Using The Emotional Buying Blueprint
An Example Of A Part Of A Conversational Dialogue
A B2B Networking Meeting Example
PHASE 3 – Turning Questions, Comments Of Concern Or Last Minute Resistance Into Opportunities:
Step 1
Step 2
Step 3
End Of The Beginning – Embracing Your Journey Of Influencing With Integrity
Coaching & Mentoring One-On-One With Me!
Staying In Touch
