Michael Oliver – The Art & Science Of Selling With Integrity | 197 MB
WHAT YOU GET?
INTRODUCTION:
– Personal Introduction
– Introduction: Embracing The Power Of Principled Selling
– STOP! Read this first.
– Book – How To Sell The Way People Buy!
– Natural Selling Dialogue Framework
PHASE 1 – The Natural Selling Intention Of Empatic Selling With Integrity:
– Step 1 – Meet Them Where They Are – Let them Steer You To Where You Want Them To Go!
– STEP 2 – Pressing The Reset Button!
– 8 Ways to Reframe & Reprogram Your Subconscious & Conscious Intention
– Test Your Listening Habits
– STEP 3 – Preparing The Way – 6 Essential Natural Selling Skills
– How To Listen So Buyers Want To Buy!
– 2. The Magic & Power Of Asking Questions
– 3. Understanding Problems And Needs
– 4. Implied & Explicit Needs
– 5. Your 3 Primary Qualifying Objectives
– 6. Starting With The End In Mind
– Turning Features Into Advantages & Benefits
– Definition
PHASE 2 – Crafting Your Own Ultimate Personalized Scripting Blueprint:
– Crafting Your Own Ultimate Personalized Scripting Blueprint
– STEP 1 – 1. THE CONNECTING STAGE
– 2. Your Elevated Elevator Speech – You Had Me At Hello!
– 8 Adapting Your Elevated Elevator Speech For Other Situations
– 7 Ways. Cont. – 3. Starting a Cold Call
– STEP 2- 2. THE DISCOVERING STAGE
– It’s A State of Flow
– Fact-Finding & Feeling Finding Questions
– What To Ask So Buyers Want To Listen
– 1. Background Questions
– 2. Needs Awareness Questions – NAQ
– 2. Needs Awareness Questions – NAQ
– 3. Needs Development Questions – NDQ
– 3. Needs Development Questions – NDQ
– Peppering Your Dialogue With Probing, Clarifying And Tag-On Questions
– 4. Personal Responsibility Questions – PRQ
– 4. Personal Responsibility Questions – RQ
– 5. Solution Questions – SQ
– 5. Solution Questions – SQ
– 6. Consequence Questions – CQ
– 6. Consequence Questions – CQ
– 7. Qualifying Questions – QQ
– 7. Qualifying Questions – QQ
– 3. THE TRANSITIONING STAGE
– 4. THE PRESENTING & SUPPORTING STAGE
– 5. THE COMMITTING STAGE
– Step 3 – Natural Selling Conversational Dialogue Examples
– Buying Blueprint Example
– A B2C Dialogue Example Of Using The Emotional Buying Blueprint
– An Example Of A Part Of A Conversational Dialogue
– A B2B Networking Meeting Example
PHASE 3 – Turning Questions, Comments Of Concern Or Last Minute Resistance Into Opportunities:
– Step 1
– Step 2
– Step 3
– End Of The Beginning – Embracing Your Journey Of Influencing With Integrity
– Coaching & Mentoring One-On-One With Me!
– Staying In Touch
