Sales is both
an art and a science
ADSC
Attention
Discovery
Solution
Commitment
Purpose of Attention Step
get the buyers mind
... [Show More] off of what it's on and focused on you
Principle of Persuasion
before telling anyone anything, always tell them why they should listen. We need to pique someone's curiosity
Purpose of Discovery Step
Looking for problems that we can provide solutions to
Most overlooked step in Norms opinion
Discovery step
In Discovery Step
encourage your prospects to talk about the problems that they have or that they anticipate have to get them emotionally involved in the conversation
Solution Step Purpose
Providing solutions to problems in discovery
Presentation Step
is the Solution step
Biggest mistake sales people make during the presentation step
they get prematurely drawn into the presentation
After telling a buyer anything..
always tell them why they care
- benefit to the buyer
Psychologists tell us that _____ of our thoughts are negative
70%
If positive is going to be included in the conversation, responsibility of the sales person to be included
Commitment purpose
step in which the buyer is committing to the sales person and the salesperson is committing to the buyer to go forward with the implementation of the solution that has been agreed upon on
In the commitment step, end all statements/answers with
a question to confirm that the buyer cares and to maintain control of the conversation
John Madden quote
"I didn't want a big play once in a while I wanted solid play every time."
Idea to remember in the Attention Step
What the sales person sells and the buyer buys are not the same thing
Example: selling cosmetics, customers buying beauty
Always begin the phone conversation by
stating the purpose of the call in words that the buyer wants to hear
What to avoid in the Attention Step
promising too much too quickly. Looks like every other salesperson
The Buyer's First Business Questions
1. What is this all about?
2. How can I get rid of this person so that I can get back to what I was doing?
Make money in sales by
COW (Choice of Words)
Choice of Words
1. We may be able to...
2. We might be able to..
3. It's possible we can..
Verbs to add on COW
Increase
Decrease
Eliminate
Improve
Enhance
Generate
Reduce
Alleviate
Help
Provide
Support
Prevent
Create
Assist
Words to avoid
1. Interested
2. "Appointment"
3. I'd like to
4. Deal
5. Honest
6. Hope
Try this instead of 'Interested'
- talking about
- hearing
- at least worth knowing about
Try this instead of 'Appointment'
- meet briefly
- get together briefly
Try this instead of 'I'd like to'
- may I
- can we
Try this instead of 'Honest'
- Candid
- Frank
Try this instead of 'Hope'
- I am Confident
Scot Adams quote
"Creativity is allowing yourself to make mistakes. Art is knowing which ones to keep."
Benefit Statement
A statement made to focus a person's attention on you and to help them to see the benefit of spending time with you
Examples of Benefit Statements
1. We may be able to...
2. We might be able to..
3. It's possible we can...
Basic Buying Motives
1. Buyers buy something because they want to gain something [Show Less]