1. The Sales Process Based on Emotions
PCBN
Pacific Coast Business Networking
April 8, 2015

2. The Sales Process 2.-Build Rapport / Gain Favorable Attention
1.-Preparation- Attitude, Skills, Research, Prospecting
2.-Build Rapport / Gain Favorable Attention
3.-Ask Questions - Identify Pain / Discomfort
4.-Confirm what the problem is & why it must be solved 5.-Generate Desire Ask what will happen if nothing is done? How will that make them feel?
6.-Offer a Solution & ask for a commitment to try it.
7.- Follow-up Service the Account

3. The First Step Preparation
Proper Attitude
Right Skills
Research
Prospecting
Qualifying

4. Develop the Proper Attitude
Act Positively
Use Affirmations
Expect to Succeed
Visualize Success
Seek Positive Friends
Keep Your Perspective

5. Develop Selling Skills
Observation
Listening
Flexibility
Focus on Benefits
Time Management
Communication
Creativity

6. Prospecting Profile target customers Contact potential targets
Use gatekeepers
Get referrals
Layering -free information
Conduct research
Networking

7. To Prospect – Develop Relationships & Network
Board of Advisors
Social Media
Leads Groups
Chambers of Commerce
Trade Groups
Assisting Others

8. The Second Step Build Rapport
Gain Favorable Attention
Bonding with your prospect
Seek areas of mutual interest
Projecting the right image
Developing rapport-smile
Build trust
Evidence awareness
Be patient

9. The Third Step Identify Interests / Needs / Pain
Ask Questions
Open ended
Listen *80% of time
Identify their problems, pain, discomfort
Avoid scripts- be flexible
Surface objections & concerns

10. Asking Questions Solution Selling by Michael T. Bosworth

11. Identifying Problems SPIN Selling by Neil Rackham
Situation
Problem Identification
Implications
Need/ Payback

12. Search for Problems that your Service / Product can Resolve

13. The Fourth Step Confirm what the problem is & why it must be solved
Connect the problem to Health
Safety
Comfortable Home Financial implications Business Success Emotional satisfaction

14. The Fifth Step Generate Desire
How serious is it?
What will happen if nothing is done”
How will that make you feel?

15. The Sixth Step Offer a Solution & Ask for a Commitment to try it
Use Visualization
If you could have (Present a practical solution ), how would that make you feel?

16. Ask for a commitment to try it
Obviously you have a problem, are you willing to try the solution?

17. Trial Close Ask for the order
Validate needs & interest
Summarize the benefits
Create a sense of urgency
Compare alternatives
Acknowledge objections
Facilitate financing

18. Follow Up Service the Account
The Seventh Step
Follow Up Service the Account
Excellent service bolsters loyalty
Follow up to check satisfaction
Product
Installation
Training
Maintenance
Billing
Satisfied customers = Repeat customers