Selling In A MatrixThe New Conceptual Selling

Agenda: • Introduction: Two People Speaking• “No Sell” Selling• Three Types of Thinking• Three Phases of a Sales Call• Anatomy of a Sales Call:

• Getting Information• Giving Information • Getting Commitment

Introduction--

Two People Speaking

Focusing On The Prospect’s Decision-Making Process

Buying is Decision-MakingLogical StepsIdentified & TrackedFit or No FitIf Decision-Making Process is Ignored

The Result is Confusion, Resentment

and—”No Sale”

Three Types of Thinking

Generate

Select Best

Divergent

Convergent

What? How? Where

? When? Why?

What are they seein

g?

How About?

We Could? What If? Let’s

Consider

Select

Best

(Less

Time)

I UnderstandCognition

Traditional vs. Joint Venture Selling

Select Best

Generate

I Understand

Upside Down Selling

Objections/Defensive

Cave In/Buyer’s Remorse Win-Lose

Lose-Lose

Convergent

Divergent

Cognition

Nobody Buys a Product Per Se

Never Buy an “It”Buy What “It” will bringAll About “What Will It Do For Me”This Idea Is Called “Concept”

MindsetSolution Image

Three Phases Of A Sales Call1) Getting Information---- Find Customer’s Reasons for Buying

2) Giving Information----- Beyond Features & Benefits

3) Getting Commitment---- Joint Venture in Process

Anatomy Of A Sales CallGetting Information

Learning To Listen

1. 80% Syndrome

2. Why Do Salespeople Talk So Much

3. The Questioning Process

Getting Information, cont’d

Identifying Missing Information

1. Customer’s Concept

2. Accomplish, Fix, Avoid

Developing Questions: 3 Guidelines

1. Limit to 5 or 6 Things

2. Phrased Effectively with Clarity

3. Proper Sequence

5 Question Types

1. Confirmation

2. New Information

3. Attitude

4. Commitment

5. Basic Issues

A Sales Call: Giving Information

The Importance of Differentiating• Set Yourself Apart• U.S.P (U.S.S.- Strength)

The Joint Venture Matrix• Understand Concept• Connect Product/Service to Concept

Concept/Getting

Information

Product/Getting

Information

Concept/Giving

Information

Product/Giving

Information

Joint Ventur

e Selling

A Sales Call: Getting CommitmentCall to Action

• Not a Close/Gradual Steps• Ask For It• End of Call• Best Action• Minimum Acceptable Action

Don’t Call Them ObjectionsBasic Issues

• Customer Thinks “I’m Losing!”• Objection Result of Basic Issue• Basic Issues Are:

Individual Experiences Value SystemCore BeliefsSubjective, Intangible, Personal

Commitment SignalsReady To Move the Sale Forward

• Be Attentive/Alert• Signs Customer Is Ready To Make A Decision• Move From “Whether” to “How long will it take…

“When can you get it started” or “I’d like to check out”

EXAMPLE: No Dogs – No PoniesTell Story--

ResourcesRecommended Books

The New Conceptual Selling by Robert B. Miller and

Stephen E. Heiman with Tad Tuleja

How To Sell Network Marketing by Michael Oliver

Resources, cont’d

The Works Team Related Webinars:

Library – Feb, 2010-4 Pt. Consultative Selling Series

Archives- The Consultative Approach and

The Prospect Process-13 videos

BloggingCopywritin

g

Keyword Research

Team Building & Leadershi

p

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