howard olsen
DESCRIPTION
Howard Olsen. Truth # 1. You Can’t Close Before You Open . 75%. of the OUTCOME of any selling opportunity is created in the initial stages. Truth # 2 . Every buyer makes . 5 Critical Decisions. in precise psychological order. Truth # 2 . 5 Critical Decisions:. 1. About YOU?. - PowerPoint PPT PresentationTRANSCRIPT
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
Coaching & ConsultingWorkshops & SeminarsSpeaking ProgramsValue Propostions
Sell More With Truth & Trust