Sales Process The Ultimate Sales Process Steps 1. _______________ 1. _______________ 2. _______________ 3. _______________ 4. _______________ 5. _______________ 6. _______________ 7. _______________

Sales Process Old Style of Selling _____ ____________ __________

Sales Process New Style of Selling __________ ____________

The Boy Scouts Have It Right: Be Prepared! Sales Process The Boy Scouts Have It Right: Be Prepared! Preparation ____________________

Sales Process The Opening ____________________ _____________________

Sales Process The Opening (continued) ____________________ _____________________

Sales Process Four Personality Types

Sales Process Building the Relationship _________________________

Sales Process Building the Relationship (continued) The Five D’s ____________________ _________________________

Sales Process Building the Relationship (continued) _________________________ ____________________ ___________________

Sales Process Overcoming Objections ___________________ ____________________ __________________

Sales Process Overcoming Objections (continued) ____________________

Sales Process Closing the Sale ____________________ _____________________

Sales Process Follow-Up 4% of Salespeople Are Making 60% of All Sales! Follow-Up ____________________________ ____________________ ____________________________ ______________________________ _________________________________