The T.R.U.S.T. Process
<ul><li>The  ONE-WORD MEANING of SALES   is </li></ul>WORK! The  TWO-WORD MEANING of EFFECTIVE SALES  is HARD WORK! Next, ...
The Four Selling Principles <ul><li>Selling is  not an event ;  it is a  process .  </li></ul><ul><li>You make more money ...
<ul><li>Your   CUSTOMERS   do not want  TO BE SOLD TO. </li></ul>They want to be led  TO MAKE THEIR DECISION TO BUY!
<ul><li>A  CONSULTANT   wins over a  SALESMAN  wins over every time…  </li></ul><ul><li>all the time! </li></ul>
<ul><li>Seasoned salespeople   KNOW   the value of  ASKING QUESTIONS.  </li></ul>
<ul><li>What makes your product/service  valuable  to your prospect? </li></ul><ul><li>Why should the prospect buy  from u...
<ul><li>There is  NO BUSINESS   until  A SALE IS MADE!  </li></ul>
Overview of the T.R.U.S.T. Process STEP PURPOSE HOW T hink Establish call objective Gather information, analyze the situat...
Step One:  THINK The Importance of Planning
Step Two:  RELATE Establishing Rapport
Step Three:  UNCOVER the NEEDS Identifying and Isolating
 
The Natural Law of Homeostasis <ul><li>states that an organism  stays in perfect balance  until and unless acted upon by a...
Step Four:  SELL the SOLUTION Features, Functions, and Benefits
Step Five:  TAKE ACTION Managing Objections and Trial Closes
Keys to Prospecting <ul><li>Always  be prospecting.  </li></ul><ul><li>Develop a  genuine interest  in and  concern  for o...
<ul><li>PROSPECTS ARE PERISHABLE –  handle with care. </li></ul>
A truly  QUALIFIED PROSPECT  is anyone who meets all of these qualifications: <ul><li>The  authority   to buy </li></ul><u...
Step Two:  RELATE Establishing Rapport
Remember   POGO: P erson O rganization  G oals  O bstacles
POGO First Call Pyramid Rapport 5 Min. POGO Questions 10 Min Uncover Needs Questions about reasons, benefits & criteria 15...
Step Three:  UNCOVER the NEEDS Identifying and Isolating
<ul><li>Your prospect  WON’T BE WILLING TO CHANGE   until they  REALIZE  that  they have   AN UNMET NEED.  </li></ul>
You become aware of the prospect’s needs by  ASKING QUESTIONS  to gain:  <ul><li>Product  Knowledge </li></ul><ul><li>Indu...
<ul><li>You need to use  HOMEOSTASIS   to your  ADVANTAGE.  </li></ul>
<ul><li>ZIG says:  “Be careful. If you rush to the presentation before you have built value and gotten to know the prospec...
FOUR COMMON  MISTAKES   SALESPEOPLE MAKE: <ul><li>Mistake No. 1:   Introducing  features and products  that are  not relev...
FOUR COMMON  MISTAKES   SALESPEOPLE MAKE: <ul><li>Mistake No. 2:   Emphasizing the  features and functions  of products in...
FOUR COMMON  MISTAKES   SALESPEOPLE MAKE: <ul><li>Mistake No. 3:   Leading with  products,  instead of leading with  need ...
FOUR COMMON  MISTAKES   SALESPEOPLE MAKE: <ul><li>Mistake No. 4:   Not paying attention to and responding to the prospect’...
Step Five:  TAKE ACTION Managing Objections and Trial Closes
The   CETAA   Formula involves: C larify E mpathize  T est  A nswer  A sk
<ul><li>ZIG ZIGLAR says:  “Remember, you can’t make anyone change his or her mind.  You can only give them new information...
<ul><li>INCONVENIENCING   one’s self for the  CONVENIENCE  of another. </li></ul>
ResProDep batch 2
 
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Sales

  1. 2. The T.R.U.S.T. Process
  2. 3. <ul><li>The ONE-WORD MEANING of SALES is </li></ul>WORK! The TWO-WORD MEANING of EFFECTIVE SALES is HARD WORK! Next, you have to ENGAGE!
  3. 4. The Four Selling Principles <ul><li>Selling is not an event ; it is a process . </li></ul><ul><li>You make more money solving problems than you do by selling products . </li></ul><ul><li>Your prospects buy for their reasons, not yours. </li></ul><ul><li>Prospects don’t buy your products and services, they buy what the products or services will do for them. </li></ul>
  4. 5. <ul><li>Your CUSTOMERS do not want TO BE SOLD TO. </li></ul>They want to be led TO MAKE THEIR DECISION TO BUY!
  5. 6. <ul><li>A CONSULTANT wins over a SALESMAN wins over every time… </li></ul><ul><li>all the time! </li></ul>
  6. 7. <ul><li>Seasoned salespeople KNOW the value of ASKING QUESTIONS. </li></ul>
  7. 8. <ul><li>What makes your product/service valuable to your prospect? </li></ul><ul><li>Why should the prospect buy from us instead of the competition ? </li></ul>
  8. 9. <ul><li>There is NO BUSINESS until A SALE IS MADE! </li></ul>
  9. 10. Overview of the T.R.U.S.T. Process STEP PURPOSE HOW T hink Establish call objective Gather information, analyze the situation, prepare for sales opportunities R elate Build trust and rapport Focus on the prospect U ncover the Needs Identify needs, reasons, benefits and criteria. Ask appropriate questions S ell the Solution Present your recommendation Use feature, function, benefit statements. T ake Action Manage objections and close the sale Ask for the order
  10. 11. Step One: THINK The Importance of Planning
  11. 12. Step Two: RELATE Establishing Rapport
  12. 13. Step Three: UNCOVER the NEEDS Identifying and Isolating
  13. 15. The Natural Law of Homeostasis <ul><li>states that an organism stays in perfect balance until and unless acted upon by an outside force . </li></ul>disrupts the status quo and pushes the organism out of balance .
  14. 16. Step Four: SELL the SOLUTION Features, Functions, and Benefits
  15. 17. Step Five: TAKE ACTION Managing Objections and Trial Closes
  16. 18. Keys to Prospecting <ul><li>Always be prospecting. </li></ul><ul><li>Develop a genuine interest in and concern for other people. </li></ul><ul><li>Communicate with people constantly. </li></ul><ul><li>Observe with an “eagle-eye” . </li></ul>
  17. 19. <ul><li>PROSPECTS ARE PERISHABLE – handle with care. </li></ul>
  18. 20. A truly QUALIFIED PROSPECT is anyone who meets all of these qualifications: <ul><li>The authority to buy </li></ul><ul><li>The ability to pay </li></ul><ul><li>An unmet need </li></ul><ul><li>A sense of urgency </li></ul>
  19. 21. Step Two: RELATE Establishing Rapport
  20. 22. Remember POGO: P erson O rganization G oals O bstacles
  21. 23. POGO First Call Pyramid Rapport 5 Min. POGO Questions 10 Min Uncover Needs Questions about reasons, benefits & criteria 15 Min.
  22. 24. Step Three: UNCOVER the NEEDS Identifying and Isolating
  23. 25. <ul><li>Your prospect WON’T BE WILLING TO CHANGE until they REALIZE that they have AN UNMET NEED. </li></ul>
  24. 26. You become aware of the prospect’s needs by ASKING QUESTIONS to gain: <ul><li>Product Knowledge </li></ul><ul><li>Industry Knowledge </li></ul><ul><li>Competitors Knowledge </li></ul><ul><li>Application Knowledge </li></ul><ul><li>Pricing Knowledge </li></ul><ul><li>POGO Knowledge </li></ul><ul><li>Prospect Knowledge </li></ul><ul><li>Buying Criteria </li></ul>
  25. 27. <ul><li>You need to use HOMEOSTASIS to your ADVANTAGE. </li></ul>
  26. 28. <ul><li>ZIG says: “Be careful. If you rush to the presentation before you have built value and gotten to know the prospect, you will come across as a pushy salesman .” </li></ul>
  27. 29. FOUR COMMON MISTAKES SALESPEOPLE MAKE: <ul><li>Mistake No. 1: Introducing features and products that are not relevant to the prospect’s needs . </li></ul>
  28. 30. FOUR COMMON MISTAKES SALESPEOPLE MAKE: <ul><li>Mistake No. 2: Emphasizing the features and functions of products instead of presenting benefits that are important to the prospect. </li></ul>
  29. 31. FOUR COMMON MISTAKES SALESPEOPLE MAKE: <ul><li>Mistake No. 3: Leading with products, instead of leading with need . </li></ul>
  30. 32. FOUR COMMON MISTAKES SALESPEOPLE MAKE: <ul><li>Mistake No. 4: Not paying attention to and responding to the prospect’s non-verbal and verbal messages. </li></ul>
  31. 33. Step Five: TAKE ACTION Managing Objections and Trial Closes
  32. 34. The CETAA Formula involves: C larify E mpathize T est A nswer A sk
  33. 35. <ul><li>ZIG ZIGLAR says: “Remember, you can’t make anyone change his or her mind. You can only give them new information to make a new decision.” </li></ul>
  34. 36. <ul><li>INCONVENIENCING one’s self for the CONVENIENCE of another. </li></ul>
  35. 37. ResProDep batch 2
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