2. You have been selected because you
are the best!

3. TOG Sales
Strategy

4. It’s made up of 5 action selling steps

5. Do I like the Salesperson?

6. Do I like the Company?

7. Do I like the Product?

8. Do I like the Price?

9. Do I want it Now?

10. SALE!

11. CONTRO
L
Is the key to success

12. Call control is communicating with our consumers while ensuring we maintain how and where
the conversation leads

13. How we “communicate” will determine the response we receive.

14. With understanding our Action Selling strategy and incorporating call control techniques we
have a recipe for sales success

15. ACTION 1Do I like the Salesperson? Sell Yourself!

16.  Always be focused and prepared – Never make the customer wait!
 Enthusiastically greet the customer – Be Excited!!
 Use an Ice-breaker to invite the consumer to engage – Invite conversation!
 Speak with confidence – Give them a reason to listen to you!

17. Step #1: Quick Hello, Identify Gender, Assume the Party!
H i , M r .
_ _ _ _ !
Step #2: Identify yourself, identify client
T h i s i s _ _ _ _
c a l l i n g f o r
_ _ _ _
Step #3: Invite a conversation
C a n y o u h e a r m e
o k a y ?
Step #4: Acknowledge the response
G r e a t t h a n k s f o r
t a k i n g m y c a l l ,
I ’l l b e b r i e f

18. ASSUMING
THE PARTY

19. TOG Sales
TechniquesIf the customer is direct, you should be direct

20. If the customer is easy going, you should be easy going

21. If the person speaks slowly, you should slow down

22. ACTION 2Do I like the Company? Sell the Company!

23.  Sound genuinely enthusiastic
 Make customer feel special – like a VIP!
 Talk slowly and deliberately – let the customer absorb what you are saying
 Expect and utilize early interrupts and Q&A

24. Approxim
ately
of the time

25. customers don’t really mean

26. lets us pass over that initial hesitation and

27. and get us right back into selling

28. ACTION 3Do I like the Product? Sell the Product!

29.  Pick up the pace – talk with a heightened sense of urgency
 Fully disclose terms and conditions as scripted
 Make the offer sound simple, easy and fair
 Close strong – Assume the Sale!
 Be ready for the objection!

30. C a n I ?
Wo u l d y o u ?
D o y o u ? H o w d o e s t h a t
s o u n d ?

31. ACTION 4Do I like the Price? Overcome the objections!

32. Approxim
ately
of your sales will come from overcoming objections

33. that will make a big difference in your paycheck!

34.  Listen and Address customer by name
 Empathize with customer by relating and responding
appropriately
 Resell the benefits
 Close!

35. Close early, often &
strongA close is simply a way to ask for something

36. A close is simply a way to ask for something
Wh i c h o n e c a n I
t e l l y o u m o r e
a b o u t ?
O f t h e m a g a z i n e s
y o u a l r e a d y
r e c e i v e w h i c h o n e
w o u l d y o u l i k e t o
r e n e w ?
Y o u ’r e s t i l l
t h e r e a t 1234 F i r s t
S t r e e t , r i g h t ?

37. When we don’t care what the response is, we
simply CLOSE by asking
D o y o u l i k e a n y o f
t h o s e _ _ _ _ ?
I w o u l d l i k e t o
t a k e j u s t a
m o m e n t o f y o u r
t i m e i f y o u d o n ’t
m i n d
H o w d o e s t h a t
s o u n d t o y o u ?

39. With the examples of weak closes, you can see that you
are putting the fate of your call in the hands of what the
customer says
Weak
Closing
Can I?, Do you?, and Is there?
all leave the customer to respond with either a yes or a no.
Logically, after the customer responds with a yes or no, you’re going to have to ask
ANOTHER question so why would you want to add yet another question and most likely
another objection to overcome?

41. ACTION 5Do I need this now? Secure the Sale!

42. A word for word
confirmationrecorded on tape is a quality must
Which assures that the terms of our offer have been accurately
communicated and the customer did, in fact, agree to those terms

43. The confirmation
 Confirm / Ask for all Customer
information as scripted
 Be prepared for questions and
objections by using only scripted
responses
 Absolute Verbatim - (know what’s
required!)
 Get a clear, positive response to
questions
 Always be polite and professional

44. Meeting of the Minds
 Are we speaking to the right party?
 Does the customer understand they are
making a commitment?
 Does the customer know exactly what it
is they have agreed to do and in fact
want to do it?

45. Are there any
questions?