1. Six Steps of Sales v. 9-10-12

2. Learning Objectives Understand the six step sales process Apply the six steps to any selling situation Quantify to show ROI

3. Assessing Your Skills Use a 1-5 rating Start with your strongest skill How did you rate yourself and why

4. Six Steps of Sales Selling results always improve when you have a strong process One Step at a Time If you skip any of the steps, you can jeopardize a sale You must always have a positive attitude Your product or service can be effective with every prospect

5. Six Steps of Sales Focus on one step at a time until it’s comfortable. There is a learning curve, so expect to make some mistakes. Learn from the mistakes. Always be digging deeper with your questions!

6. Six Steps of Sales 1.Upfront Agreement 2.Rapport/Bonding 3.Clarity on your product or service 4.Prospect Discovery 5.Fulfillment 6.Desired Results

7. Step One: Upfront Agreement Present yourselfWhere/When/How long is meetingWho should be at the meetingWhat you intend to doWhat you would like the prospect to doWhat results should the meeting produce

8. Step Two: Rapport/Bonding Common interests BusinessWhere you live or lived Hobbies, sports, lifestyle What photos or objects are in the office Show a serious interest in the prospect Paraphrasing, head nod after comments, saying “I understand” or “Yes” Match and mirror body language at all times Say “Yes” Be yourself

9. Step Three: Clarity of Your Product and/or Service Overt benefits Why should the prospect believe? Trial close Length of time in business Number of customers served Testimonials Outline of products or/and service Short history of person they will be working with Do you see how this may help you?

10. Step Four: Prospect Discovery Business historyOwnership/Partners Who is the decision maker? Critical Success Factors What does the prospect want the product or service to accomplish? Prospect budgetProspect expectationsProspect objections

11. Quantification Tell me more… What caused the issue? What have you tried to do to fix it? What is it costing you in round numbers? What happens if you don’t fix it? At what point does this become a crisis? What if you could fix it? What happens then? How does that make you feel?

12. Step Five: Fulfillment Focus on the needs—especially their main pain point Use stories from other satisfied customers Quantification of ROI Investment dollars required Address expectations Address objections

13. Step Six: Desired Results What is the next step?

14. Secrets of Top Performers Mindset of responsibilityBlame/credit themselvesAssume 100% responsibility for the outcome of the meeting. “If the prospective member didn’t buy, it was because they, as TAB Facilitator/Coach, did not demonstrate sufficient value to compel the prospect to move forward.”

15. Excuses of Lower Performers Mindset of blame How the prospect was qualified Length of the appointment (too short / too long) Business was too small, too big, didn’t make enough, or made too much Distance needed to travel to the prospect was excessive Mindset of luck When a meeting is successfully closed, lower performers credit luck or some other external force.

16. Questions?