The Process

1. The Process Suspect Prospect Qualified Prospect Client Active Client Taking off

2. A WIN-WIN SITUATION THE SYSTEM

3. Knowing where you are is half the battle in achieving your objectives.

4. What is a SYSTEM?

6. The answer lies in the difference between the two – in the existence, or lack of, a system for success .

7. W hy P eople R espond T o T he S ales S ystem?

8. STAGES OF THE SALES PROCESS GATHER NAMES & QUALIFY THEM CONTACT THEM SALES INTERVIEW I Because you are known to the prospect in a favorable light. Because you approach the prospect with an idea that fits his/her needs and establish the value of your service. Because you are diligent in determining the facts about the prospect and the prospect’s motives.

9. STAGES OF THE SALES PROCESS PREPARE RECOMMENDATIONS SALES INTERVIEW II Because you can pinpoint needs and solutions and concentrate on basic needs. Because you can translate features into benefits, appeal to buying motives and make specific recommendations based on recognized needs/wants.

10. STAGES OF THE SALES PROCESS CLOSE THE SALE SEAL THE SALE Because you provide constructive information and tie benefits to buying motives. Because you reinforce the sale and remind the buyer why he or she purchased the product, you then give a future commitment to continuous service.

11. If what you say is what you think, that’s honesty ; If what you say is what you feel, that’s sincerity ; If what you say is what you do, that’s integrity .