1. Building Trust, Comfort, and Confidence
It lets you get more detailed information from your clients. They need to feel emotionally involved. |
| DISC |
| ▪ | In order to communicate more effectively, you need to understand the client’s preferred method and style.
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| ▪ | Nearly every sales interaction with each client can be a success if you know how to make it happen. |
| NLP |
| ▪ | Neuro-Linguistic Programming can help you deal with all types of clients:
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| ▪ | - How to establish trust quickly.
- How to set goals.
- How to create a win/win meeting.
- How to handle objections.
- How to visualize the desire outcome. |
2. Setting Mutual Agreements
If you don’t have a desired and planned outcome for each and every meeting, you cannot move the sales process forward to closure. |
| Planning |
| ▪ | How to establish trust quickly.
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| ▪ | How to get approved outcomes. |
| Objectives |
| ▪ | Telling the client what your expectations are. |
| Mutually Agreed Outcomes |
| Follow-Up |
3. Identifying the Client’s Needs, Wants, and Desires
You need to dig deep to get to the real needs & wants of your clients. They won’t tell you the real reasons for buying unless they trust you and feel comfortable with you. |
| Questioning Skills |
| ▪ | Uncovering personal needs & wants.
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| ▪ | Socratic method to a solution. |
| Pushbacks |
| ▪ | Not taking for granted “yes” or “no” for an answer.
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| ▪ | Confirming buying intent. |
| 4. Closing the Deal |
| Unique selling point and proposal. |
| Asking for the business. |
| ▪ | Confirming the client’s needs & wants.
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| ▪ | Delivering the message.
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| ▪ | Negotiation skills.
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| ▪ | Did I get it? Why or why not?
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| ▪ | Lessons learned. |
