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Exploring the Essential Features of “Michael Oliver – How to ‘Sell’ The Way People Buy!“
Course – How to ‘Sell’ The Way People Buy!
Course curriculum
- Introduction / Welcome
- Introduction
- Overview
- Nobody Likes Being Sold
- 7 Success Tips
Lesson 1 – 9 Essential Basic Sales Skills
- 9 Essential Basic Sales Skills!
- Skill #1: Your 3 Primary Objectives
- Is There A Problem?
- What They Want And Why They Want It
- Establishing Their Level Of Desire And Commitment To Change
- Skill #2: 4 Ways A Conversational Dialogue Can Start
- Skill #3: Where Your Questions Come From
- Skill #4: Turn What You Know Into Asking Questions
- Skill #5: Problems and Needs – What You’re Discovering and Listening For
- Understanding Problems and Needs
- Skill #6: How To Correctly Present Your Solution
- Definition Of A Feature
- Definition Of An Advantage
- Definition Of A Benefit
- Skill #7. Fact Finding & Feeling Finding Questions
- Fact Finding Questions
- Feeling Finding Questions
- Skill #8. Implied Needs And Explicit Needs
- Skill #9: Using Tag-On Questions
Lesson 2 – Your Natural Selling Conversational Dialogue Frameworkter
- Your Natural Selling Conversational Dialogue Framework
- Addressing The Possible Elephant In The Room!
- It’s About Them – Not About You!
Lesson 3 – The Connecting Stage
- THE CONNECTING STAGE
- SMART Pre-Planning
- 10 Ways to Start Conversational Dialogues Without Tension
- 1. You Had Me At Hello!
- Creating Your Own Personal Value Impact Statement
- Outline a Problem
- Outline Your Solution
- Ask a Question
- Stop! Do It Now!
- 2. Describing Your Product or Service With Impact
- 3. Your FeedBack Value Impact Statement
- 4. Continuing An Earlier Conversation
- 5. Starting a Cold Call
- 6. Talking with Personal Assistants
- 7. Calling Leads From a Leads List
- 8. Replying To A Request For Information
- 9. Following Up To a Request For Information
- 10. Making Appointments
Lesson 4 – The Discovering Stage
- THE DISCOVERING STAGE
- This Is Not A Linear Approach!
- The Approach Never Differs.
- Using Closed And Open-Ended Questions
Lesson 5 – The Discovering Stage Cont…
- Discovering Stage Questions
- 1. Background Questions – BQ
- 2: Needs Awareness Questions – NAQ
- A Financial Advisor Example
- 3. Needs Development Questions – NDQ
- 3 Values Centered Needs Development Questions
- 3 More Financial Advisor’s Values Centered Questions
- With Just 4 Questions…
- Revealing Two Truths
- Listen for Contradictions
- Probing and Clarifying
- Checking for Agreement
- 4. Responsibility Questions – RQ
- 5. Solution Questions – SQ
- What Have They Done If Anything?
- What Would They Do If They Could?
- The Upside Results of Needs-Payoff Solution Questions
- Conversational Dialogue Example
- 6. Consequence Questions – CQ
- Digging Deeper by Layering Your Questions
- Examples Of Using Consequence Questions
- 7. Qualifying Questions – QQ
- When Do You Qualify?
- Qualify Throughout Your Conversational Dialogue
- Qualify Before You Present And Support
- Qualify As You Summarize
- Qualify After You Present!
- A Qualifying Question Designed To Get a “No” Answer!
Our Financial Advisor’s 5th Values Centered Question
A Networking Meeting Example
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