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This complete online course of the new model of selling walks you through step-by-step how to have your potential buyers want to willingly lean in, and persuade themselves to listen to and buy from you, without any tension, friction or resistance.
File Size: 198.4 MB.
Michael Oliver – The Art and Science Of Selling With Integrity
Course curriculum
Introduction
Personal Introduction
Introduction: Embracing The Power Of Principled Selling With Integrity
STOP! Read this first.
Book – How To ‘Sell’ The Way People Buy!
The Natural Selling 5 Steps Dialogue Framework
PHASE 1 – The Natural Selling Intention Of Empathic Selling With Integrity
STEP 1 – Meet Them Where They Are – Steer You To Where You Want Them To Go!
STEP 2 – Pressing The Mindset Reset Button!
8 Ways to Reframe & Reprogram Your Subconscious & Conscious Intention
STEP 3 – 6 Essential Natural Selling Skills
Test Your Listening Habits
How To Listen So Buyers Want To Buy!
2. The Magic & Power Of Asking The Right Questions At The Right Time
3. Understanding Problems And Needs
4. Implied & Explicit Needs
5. Your 3 Primary Qualifying Objectives
6. Starting With The End In Mind
How To Turn Features Into Advantages & Benefits
Definitions
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 Ways To 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 – Concerns – Prepare for everything – Expect Nothing!
STEP 2 – 3 Important Natural Selling Mindset Shifts
STEP 3 – 26 Examples Of How To Respond To Comments, Questions of Concern Or Last Minute Resistance!
Embracing Your Journey Of Influencing With Integrity
Coaching & Mentoring One-On-One With Me!
Staying In Touch
Discover your potential, starting today
Course Features
- Lectures 0
- Quizzes 0
- Duration 10 weeks
- Skill level All levels
- Language English
- Students 89
- Assessments Yes
