The document outlines keys to successful selling, including conducting an interview to understand the customer's current situation, pain points, desired outcomes, barriers, and how the product or service could impact them. It stresses the importance of identifying customer needs by validating their experiences, understanding causes and desired changes, and determining how resolving issues could benefit them internally and externally. Successful salespeople help customers by sharing insights, providing inspiration, and solving problems rather than simply selling.

1. "KEYS TO SUCCESSFUL SELLING "
First step of many:
Interview Process
Current situation
Desired experience/result
Internal/External Barriers
Impact on the customer

2. Most important
"IDENTIFY CUSTOMER NEEDS "

3. Current Situation
What are the pain spots? Identify feeling
How is this effecting life? Internally & Externally
What is the cause? Internally & Externally

4. Desired experience/result
What changes would you like? Internally & externally
How will this impact you? Current situation
Why is that ?
Share more?
Validate & understand

5. Internal & External Barriers
What will happen if you don't move forward?
In what ways is this costing you?
What actions need to happen?
What support do you need?

6. Impact on the Customer
Why is this important to you? Result/benefit
How can this impact you? Internal / External
What is the greatest benefit? Internal/ External

7. Good sales people
They don't sell they:
Share
Inspire
Help
Solve