© Copyright 2010 Cortney Jones and Keith Young Module 1: 4 Step-Sales Process.

© Copyright 2010 Cortney Jones and Keith Young

Module 1: 4 Step-Sales Process


Module 1: 4 Step Sales Process

Module 1: Objectives

• Learn the sales cycle •Learn the 4-Step Sales Process that guarantees success• Understanding the entire sales process to get more contracts accepted• Get better results with sellers, buyers, contractors, agents, etc.• Building credibility with your sellers and buyers• Learning how to close to make more money



Is This Manipulative?Definitions:

Persuasion: It is the process of guiding oneself or another toward the adoption of an idea, attitude , or action by rational and symbolic means.

Influence: To affect the way that someone thinks or behaves or to affect the way something happens

Negotiation: is a dialogue to produce an agreement upon courses of action or craft outcomes to satisfy various interests. A conferring, discussing or bargaining to reach an agreement.



Understand the Sales Cycle


Module 1: 4 Step Sales ProcessThe 4-Step Sales Process

Understanding the Sales Process



The ApproachWhen does approach start: marketing initial phone call continues in home

Mindset: Problem solver mindset—not going there to buy a house Know you are their best solution

Preparation: Be well prepared(comps, offers, paperwork, etc) Be fearless

Build Rapport: Starts on phone Get to know them—spend 1st 10-15 minutes talking to them in the home—develop rapport as you go along. Find out as much about their situation as possible in that time Start to collect hot buttons



The PresentationCreate value in your presentation: It is about them—benefits to them—value in your service Why would they do business with you Create & memorize a Direct Value Statement (DVS)

Rehearse: Practice off the field—know your script—make it your own Know what each slide means

Deliver: How are you coming across--mirroring Enthusiastic—body language—ask questions to keep them engaged

Checklist: Do you smile—are you well rehearsed—looking them in eye Are you paying attention to them and listening—what color are their eyes Are you using hot buttons—are you raising buying temperature by asking yes or positive questions



The CloseThe AWS Close or Assumptive Close: Assume—write--submit Expectations before you get there

Objections: Script the basics—practice off field Take at least 5 no’s No doesn’t mean no

PAS(problem-agitate-solve): Identify the problem—agitate the problem—solve the problem Pain--Pleasure Use hot buttons

Checklist: Are you taking 5 no’s—are you handling objections Are you practicing your objections—are you using hot buttons Are you using AWS and PAS



The Follow-up

Follow-up System: 40% of deals come on follow-up Do you have a follow-up system

Positioning your business: Are you keeping your name in front of them

Checklist: Do I have a system Am I positioning my business Do I have a special list for follow ups



10 Success Factors1. Positive Attitude2. Action Oriented3. Well Prepared4. Ability to Stand Out From the Crowd5. Ability to Build Relationships6. Effective Communication7. Empathy8. Integrity and Work Ethic9. Know Your Product or Service10.Continuing Training

© Copyright 2010 Cortney Jones and Keith Young Module 1: 4 Step-Sales Process.

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Transcript of © Copyright 2010 Cortney Jones and Keith Young Module 1: 4 Step-Sales Process.