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

2. © Copyright 2010 Cortney Jones and Keith Young 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

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

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

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

6. © Copyright 2010 Cortney Jones and Keith Young Module 1: 4 Step Sales Process The Approach When 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 1 st 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

7. © Copyright 2010 Cortney Jones and Keith Young Module 1: 4 Step Sales Process The Presentation Create 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

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

9. © Copyright 2010 Cortney Jones and Keith Young Module 1: 4 Step Sales Process 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. © Copyright 2010 Cortney Jones and Keith Young Module 1: 4 Step Sales Process 10 Success Factors 1.Positive Attitude 2.Action Oriented 3.Well Prepared 4.Ability to Stand Out From the Crowd 5.Ability to Build Relationships 6.Effective Communication 7.Empathy 8.Integrity and Work Ethic 9.Know Your Product or Service 10.Continuing Training