Sales, yes I Red-Seals training coaching consulting
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Transcript of Sales, yes I Red-Seals training coaching consulting
Sales, Yes
Achievement
Power
Affiliate
Full Responsibility For Remembering Is In The Teaching - My Teaching
Performance Enhanced
Performance Enhanced
0: Repeat
1: Understand
2: Behave
3: Knowledge
Performance Enhanced
WorldView PerspectiveModel
Model
X
CloseOpen NW
Loop
Intelligence
Rapport
XOvercome Obstacles
Prosp
XXX X
Perspectives
System Manager
ClientAccount Manager
Ground Control
Line-Up
Sales, Yes
X
CloseOpen NW
Loop
Intelligence
Rapport
XOvercome Obstacles
Prosp
XXX X
Sales, Yes
RapportIntelligence
Stay On The Line
3 Credo’s
1: Open
Sales, Yes
X
CloseOpen NW
Loop
Intelligence
Rapport
XOvercome Obstacles
Prosp
XXX X
1: Open
1: Open
Up-TimePointyMaven
First Seconds Rule
Exercise: Anker
1: Open
Body LanguageTonality
Rapport
1: Open
Rapport: Body Language
mirror - matchHandshakeSitStand
1: Open
Exercise
SitStand
Exercise
Handshake
Exercise
mirror - match Pace - Pace - Lead
Rapport: Tonality
1: Open
Exercise
Rapport: Tonality
1: Open
Exercise
Exercise
Exercise
2: 7 Questions
Next Level Sales
X
CloseOpen NW
Loop
Intelligence
Rapport
XOvercome Obstacles
Prosp
XXX X
2: 7 Questions
Transition
2: 7 Questions
Transition
2: 7 Questions
CareTrustworthy
Best Interest At Heart
Exercise
1234567
7 Questions
Detail
Big Picture
2: 7 Questions
LISTEN!!!
3 Must Questions
2: 7 Questions
Worst Case?
Ideal Situation?
Your story: IV-Team?
Facial Expression
2: 7 Questions
Worst Case?
Ideal Situation?
Your story: IV-Team?
Exercise
What food do you hate?
What food do you like?
Transition To Presentation
2: 7 Questions
Exercise: Transition
3: Presentation
Next Level Sales
X
CloseOpen NW
Loop
Intelligence
Rapport
XOvercome Obstacles
Prosp
XXX X
3: Presentation
Challenger Sales
3: Presentation
Challenger Sales
3: Presentation
How Do We Make Decisions?How Can I Influence This?
3: Presentation
3: Presentation
Mercedes ModelBeliefsValues
Behavior
Mercedes ModelBeliefsValues
Behavior
Exercise: Get To Close
4
2135
Challenger Sales
3: Presentation
Decision Making Pattern
DecisionPoint
TestOperationTrigger
3: Presentation
Outcome/Success
3: Presentation
Decision Making Pattern
Emotional Pattern
3: Presentation
Emotional Pattern
3: Presentation
Emotional Pattern
3: Presentation
Emotional Pattern
3: Presentation
Emotional Pattern
3: Presentation
Action Pattern
3: Presentation
Action Pattern
3: Presentation
Exercise: Make PICC Presentation 4’-15’
4: First Close
Next Level Sales
X
CloseOpen NW
Loop
Intelligence
Rapport
XOvercome Obstacles
Prosp
XXX X
4: First Close
Ask For The Close
4: First Close
Answer
4: First Close
YesMaybe
No
Calibrate 1 To 10
Close
Calibrate
4: First Close
10987654321
Calibrate
4: First Close
Calibrate
4: First Close
Calibrate
4: First Close
Exercise
Calibrate
4: First Close
Exercise
Eye-movements?
5: First Loop
Next Level Sales
X
CloseOpen NW
Loop
Intelligence
Rapport
XOvercome Obstacles
Prosp
XXX X
5: First Loop
5: First Loop
Transition
5: First Loop
First Objection
5: First Loop
Deflection
Exercise: Deflecting
5: First Loop
Looping
5: First Loop
Looping
Exercise: Looping
5: First Loop
Closing
Exercise: Close
6: Second Loop
Next Level Sales
X
CloseOpen NW
Loop
Intelligence
Rapport
XOvercome Obstacles
Prosp
XXX X
6: Second Loop
Second Objection
6: Second Loop
Deflection
6: Second Loop
Tipping The Scale
6: Second Loop
Removing NegativesAdding Positives
Boxing In
6: Second Loop
Boxing In
6: Second Loop
EmotionsLogic
Limiting Buying Beliefs
Lowering Action Threshold
6: Second Loop
3 Tens:Product
MeVygon
LogicEmotions
Limiting Buying Beliefs
Insight Selling
6: Second Loop
3 Tens:Product
MeVygon
Insight Selling: Product
6: Second Loop
Exercise: Product
Transition To Me
6: Second Loop
Insight Selling: Me
6: Second Loop
Exercise: Me
Transition To Vygon
6: Second Loop
Insight Selling: Vygon
6: Second Loop
Exercise: Vygon
Closing
6: Second Loop
7: Third Loop
Next Level Sales
X
CloseOpen NW
Loop
Intelligence
Rapport
XOvercome Obstacles
Prosp
XXX X
7: Third Loop
Boxing In
EmotionsLogic
Limiting Buying Beliefs
7: Third Loop
Art Of Looping
EmotionsLogic
Limiting Buying Beliefs
7: Third Loop
Excuse: I have to speak to...
7: Third Loop
Insight Selling
3 Tens:Product
MeVygon
7: Third Loop
Insight Selling: Product
7: Third Loop
Exercise: Product
Transition To Me
7: Third Loop
And I...
Insight Selling: Me
7: Third Loop
Exercise: Me
Transition To Vygon
7: Third Loop
And Vygon...
Insight Selling: Vygon
7: Third Loop
Exercise: Vygon
Excuse
7: Third Loop
Let him talk...
Closing
7: Third Loop
Close him on this argument and ask for the sale!
Exercise
8: Keep Looping
Next Level Sales
X
CloseOpen NW
Loop
Intelligence
Rapport
XOvercome Obstacles
Prosp
XXX X
8: Keep Looping
Language Patterns
8: Keep Looping
1: Power Words
8: Keep Looping
Exercise
2: Offsetting Language
8: Keep Looping
Exercise
3: Closing Patterns
8: Keep Looping
3: Closing Patterns
8: Keep Looping
3: Closing Patterns
8: Keep Looping
Exercise
4: Looping Patterns
8: Keep Looping
4: Looping Patterns
8: Keep Looping
4: Looping Patterns
8: Keep Looping
4: Looping Patterns
8: Keep Looping
Exercise
5: Common Excuses
8: Keep Looping
Exercise
6: Hobby
8: Keep Looping
Listen to the story...
“I would love to try it someday”“Once when I was a kid, but I don’t have time these days”
“I love to hear more about that. Maybe we can talk while in theater?”
Exercise
9: Masterminding
Next Level Sales
X
CloseOpen NW
Loop
Intelligence
Rapport
XOvercome Obstacles
Prosp
XXX X
9: Masterminding
9: Masterminding
Customer For Life
10: Prospecting
Next Level Sales
X
CloseOpen NW
Loop
Intelligence
Rapport
XOvercome Obstacles
Prosp
XXX X
10: Prospecting
10: Prospecting
Exercise
11: Process & Procedure
Next Level Sales
X
CloseOpen NW
Loop
Intelligence
Rapport
XOvercome Obstacles
Prosp
XXX X
11: Process & Procedure
XXXX
11: Process & Procedure
Exercise
Ground Control
