Part of a series of Lunch and Earn Webinars

1. Presented by: Paul Kearley, Cs Dale Carnegie Business Group www.dalecarnegie.ca

4. Cycle of Development Attitude Knowledge Practice Skill www.dalecarnegie.ca

5. Sales Model Planning Rapport Interest Solution Customer Relationship Commitment Motive Follow-Through www.dalecarnegie.ca

8. Alignment Buyer Sales Element We Sell Preoccupation Indifference Doubt Procrastination Reluctance Rapport Interest Solution Motive Commitment Ourselves Needs Value Urgency Decisions Buyer Consultant Partnership www.dalecarnegie.ca

9. Buyer’s Point of View What I sell What people buy

16. Listening Levels Proactive Selective Attentive Pretend Ignore Listening www.dalecarnegie.ca

18. Questioning Model Barriers Payout Should Be As-is Implications www.dalecarnegie.ca

20. Solution Elements Capability Statement Communication Fact Bridge Benefit Application Evidence Trial Close www.dalecarnegie.ca

21. What Buyers Want to Know What is it? How does it work? Why is it important? Who says so besides you? Can you prove it?

22. Evidence DEFEATS Doubt Demonstrations Examples Facts Analogies Testimonials D E F E T Exhibits A S Statistics

24. Motive & Commitment Overview Commitment Motive Value Summary Customer Evaluation Positive Neutral Negative Close Trial Close Sales Process 1 2 3 www.dalecarnegie.ca

27. Commitment Elements Trial Close Positive Response Neutral Response Negative Response Customer Evaluation Direct Alternate Minor Point Next Step Opportunity Weighing Trial Close Trial Close Trial Close Rapport Interest Solution Motive www.dalecarnegie.ca