1. Howard Olsen

3. 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

4. 5 Critical Decisions Every buyer makes in precise psychological order Truth # 2

5. 5 Critical Decisions: 2 About YOU? About Your COMPANY? About Your PRODUCT? About Your PRICE? About TIME? Truth # 2 1 3 4 5

6. 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 of the time Truth # 3

7. Exploration Introduction Position The Company Position The Price Lock It Up Lock It Down Position The Product SALES PERSON COMPANY PRODUCT PRICE TIME 7 6 5 4 3 2 1 8 DECISIONS The High Output Sales System™ 75% Confirmation Of Need

9. People Buy Outcomes Not Products Do You Want: A Drill or A Hole.... ?

10. 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

11. Desire For Gain Fear of Loss Comfort & Convenience Security & Protection Satisfaction of Emotion 6 Value Triggers Different people will buy the same thing for different reasons People Buy For Their Reasons Not Ours

12. You Gotta Ditch The Pitch!

13. 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 !

14. The Power In Selling ain’t in telling!

15. The Power In Selling Comes From: Making A Solid First Impression Asking Thought Provoking Questions Listening Intently Confirming You Understand That’s the foundation of deep and lasting trust. / \ Professional, Ethical & Effective

16. You Can’t Make Any Assumptions There’s Only One Safe Assumption:  You Know Nothing  Until The Customer  Tells You What They Think

17. Visit: www.high-output.com Coaching & Consulting Workshops & Seminars Speaking Programs Value Propostions Sell More With Truth & Trust