1. Six Steps of Sales v. 12-5-2011

2. Learning Objectives  Understand the six step sales process  Apply the six steps to any selling situation  Apply the six steps to TAB  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 and lose some sales. Learn from the mistakes and in the end you will be a star. Always be digging deeper with your questions!

6. Six Steps of Sales  Upfront Agreement  Rapport/Bonding  Clarity on your product or service  Prospect Discovery  Fulfillment  Desired Results

7. Step One: Upfront Agreement  Present yourself  Where/When/How long is meeting  Who should be at the meeting  What you intend to do  What you would like the prospect to do  What results should the meeting produce

8. Step Two: Rapport/Bonding Common interests  Business  Where you live or lived  Hobbies, sports, beliefs, life style  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” Be yourself

9. Step Three: Clarity of Your Product and/or Service Overt benefits Why should the prospect believe?  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 Trial close  Do you see how this may help you? –

10. Step Four: Prospect Discovery Business history Ownership/Partners  Who is the decision maker? Critical Success Factors  What does the prospect want the product or service to accomplish? Prospect budget Prospect expectations Prospect objections

11. Quantification  How long has it been a problem?  What have you tried to do to fix it?  What is it costing you in round numbers?  Is that a little or a lot?  Who else besides you cares?  What happens if you don’t fix it?  What if you could fix it? What happens then?

12. Step Five: Fulfillment  Focus on the needs—especially their CSFs  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. Questions?

15. Quiz  What is the importance of prospect discovery?  What is fulfillment based on?  How do you quantify?