Rehearsal:
- Client Perspective
- Client Advantages
- Client Benefits
* Visualize Before Every $ALE!
Process:
- Sell the way I and the other person likes to buy. Invest time as a PERSON.
- Ask "have" and "want" questions.
- The difference is the problem.
- Listen and repeat back what I've heard.
- Honestly relate my service, product, or idea only to what the other person wants to feel.
- The other person closes the deal when he sees he gets the maximum benefits with minimum personal risk.
* Purpose, Process, Payoff
Relationship:
- Frequently follow up to make sure people are actually feeling good about owning what was bought.
- If there is a problem, help solve it- thus strengthening our relationship.
- When they are satisfied with the product, I ask for active referrals.
* Continue the business relationship.
