howard olsen

Howard Olsen

Trust

Rapport

Relevance

75%of the OUTCOME of any selling opportunity is created in the initial stages.

You Can’t Close Before You Open Truth # 1

5 Critical Decisions

Every buyer makes

in precise psychological order

Truth # 2

5 Critical Decisions:

2

About YOU?

About Your COMPANY?

About Your PRODUCT?

About Your PRICE?

About TIME?

Truth # 2

1

3

4

5

You Have To Ask For The Logical Next Step

62%Sales People Don’t Ask For The Next Step Even Once

Most Buyers Give 2 Objections or Stalls

o f t h e t i m e

Truth # 3

Exploration

Introduction

Position The Company

Position The Price

Lock It Up

Lock It Down

Position The Product

SALESPERSON

COMPANY

PRODUCT

PRICETIME 7

6

5

4

3

2

1

8

DE

CI

SI

ON

SThe High Output Sales System™

75%Confirmation Of Need

People Buy Outcomes Not Products

Do You Want: A Drill or A Hole . . . . ?

Salespeople [You] Have The Questions: Stimulate Thinking Create Clarity Discover Value

Customers Have Answers:

Memories & Perceptions Needs, Wants & Desires Problems & Ideas Fears & Hopes Past Experiences

Answers Are In Your Customers’ Head

Desire For Gain

Fear of Loss

Comfort & Convenience

Security & Protection

Satisfaction of Emotion

6 ValueTriggers

Different people will buy the same thing for different reasons

People Buy For Their Reasons Not Ours

You Gotta Ditch The Pitch!

Begin With A Question

“So, what have you got?”“Tell me a bit about what you do.“Can we skip the small talk?” “What can you do for us?”“What makes you different?”“What your price or how much?”Silence …..

Play Catch & Release!

The Power In Selling ain’t in telling!

The Power In Selling Comes From:

Making A Solid First ImpressionAsking Thought Provoking QuestionsListening IntentlyConfirming You Understand

That’s the foundation of deep and lasting trust.

/\Professional, Ethical & Effective

You Can’t Make Any Assumptions

There’s Only One SafeAssumption:

You Know Nothing Until The Customer Tells You What They Think

Thank You!

Visit: www.high-output.com

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Sell More With Truth & Trust