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Howard Olsen. Truth # 1. You Can’t Close Before You Open . 75%. of the OUTCOME of any selling opportunity is created in the initial stages. Truth # 2 . Every buyer makes . 5 Critical Decisions. in precise psychological order. Truth # 2 . 5 Critical Decisions:. 1. About YOU?.

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Presentation Transcript
slide3

Truth # 1

You Can’t Close Before You Open

75%

of the OUTCOME of any selling opportunity is created in the initial stages.

slide4

Truth # 2

Every buyer makes

5Critical Decisions

inprecisepsychological order

slide5

Truth # 2

5Critical Decisions:

1

About YOU?

2

About Your COMPANY?

3

About Your PRODUCT?

4

About Your PRICE?

5

About TIME?

slide6

Truth # 3

You Have To Ask For The Logical Next Step

62%

of the time

Sales People Don’t Ask For The Next Step Even OnceMost Buyers Give 2 Objections or Stalls

the high output sales system
The High Output Sales System™

8

Lock It Down

TIME

7

Lock It Up

PRICE

6

Position The Price

PRODUCT

5

Position The Product

DECISIONS

COMPANY

4

Position The Company

Confirmation Of Need

3

SALESPERSON

75%

2

Exploration

1

Introduction

slide9

People Buy Outcomes Not Products

Do You Want: A Drill or A Hole . . . . ?

slide10

Answers Are In Your Customers’ Head

Salespeople [You] Have The Questions:

  • Stimulate Thinking
  • Create Clarity
  • Discover Value

Customers Have Answers:

  • Memories & Perceptions
  • Needs, Wants & Desires
  • Problems & Ideas
  • Fears & Hopes
  • Past Experiences
slide11

People Buy For Their Reasons Not Ours

6 ValueTriggers

Different people will buy the same thing for different reasons

begin with a question
Begin With A Question

Play Catch & Release!

  • “So, what have you got?”
  • “Tell me a bit about what you do.
  • “Can we skip the small talk?”
  • “What can you do for us?”
  • “What makes you different?”
  • “What your price or how much?”
  • Silence …..
the power in selling comes from
The Power In Selling Comes From:

Professional, Ethical & Effective

\

/

  • Making A Solid First Impression
  • Asking Thought Provoking Questions
  • Listening Intently
  • Confirming You Understand

That’s the foundation of deep and lasting trust.

slide16

YouCan’tMakeAnyAssumptions

There’s Only One SafeAssumption:

  • You Know Nothing
  • Until The Customer
  • Tells You What They Think
slide17

Thank You!

  • Coaching & Consulting
  • Workshops & Seminars
  • Speaking Programs
  • Value Propostions

Sell More With Truth & Trust

Visit: www.high-output.com