Sales Success Starter Guide by The Coaching Institute

WE WILL BUY WHATEVER WE BELIEVE WILL HELP US FEEL THE WAY WE WANT TO FEEL THE MOST Sharon Pearson

STEP 1: CONNECT Start here. The first step is to CONNECT with them. Feel certainty, and feel warm towards the people you connect with. Be the source of warmth and certainty that people miss in their lives. Make them laugh, make them cry, make them FEEL. Be the example most people don’t have in their own lives. People will feel they belong, and that they matter, when you do this. If you can do this for them, they can move towards you. Here is how you do it.

Purpose

Process

To begin building a relationship, them to be relaxed about chatting with you  Be relaxed  Assume rapport  Make them laugh, make them cry, make them feel  Passion. Warmth. Enthusiasm. Giggle.  Share something in common, like the weather  Match their tone  Match the speed of speech  Be quieter than them  Be a little more understated than them

STEP 2: BUILD The second step is to BUILD it up. Share a couple of insights about what you care about that aligned, through sentences such as: ‘What I love about…’ ‘I’m interested in…’ Don’t go for longer than twenty seconds, it’s not about you. Don’t disagree. Share insights about them that are not too personal, such as: ‘You seem to like to make things happen…’ ‘I agree. You seem to have clarity about that…’ ‘You strike me as someone who enjoys…’

Purpose

To discover what they care about and their value

Process

 Ask them what they care about  Ask them what they do, and if they’re good at it  Ask them what they value about what they do  Ask them where they’re heading in terms of goals

STEP 3: FLIP Step three is the Flip. Reflect back what you hear and use no more than ten words. Time to keep quiet and let them speak. Because it’s all about them right now. This is where you, as the sales person, get out of their way.

Purpose

To allow them to get clear on why this is important to them

Process

 ‘I’m curious about how this fits into this?’  Let them talk  Don’t interrupt  Let them tell you why joining this matters to them  Don’t convince them they’re right, just, seriously, shut up  Reflect back what they said, in no more than ten words, and be accurate, say what they said, not your version that you think sounds better  And listen, until you can truthfully say, ‘I get why we’re talking…’  Then, ‘So it’s a sense that…’  Or, ‘It seems to be more about…’  Don’t say, ‘So it seems you…’ Don’t use the word ‘you’, it’s too confrontational and there’s no room for them to think  You could also ask, ‘Did you get an opportunity, yet, to see our success stories and programs?’

STEP 4: MATCH Step four is the Match. This is when you ask them questions about your programs. Ask permission to ask a couple of questions because you want to get clear. Questions such as, “Do you mind if I ask you a couple questions?” or I think this is important… I want to get an understanding of what matters to you.”

Purpose

To see if we can serve them and how we would best do that

Process

 Open with softeners, such as, ‘Can I just learn a little more about what’s important to you…’ ‘I’m wanting to get clear, I guess, on what matters to you…’  Get clarity – get clears on what matters to them  Chunk up – give their reasons a higher purpose, which makes you more attractive  Conviction – process for them to convinced themselves that they want this. Now we are going to justify why they want this  Confirmation – reflect back what you’ve heard  Consistency – reflect back something cool about them  Conflict – add drama so it’s not all too easy. So they don’t look for the catch, you give them one  Compliment – you need them to confirm you’re on the right track, so they can’t say later that they have to think about it  Conquer – raising and overcoming objections  Checking in – they may ask you how you went, what’s your opinion  Close (Test) – now you need to lighten it up, get confirmation

STEP 5: RECOMMEND Step five is to Recommend. Your purpose here is to agree on a program choice, this is the first close. This is where you recommend a program, and come to an agreement, as if you’re closing them. Use sentences such as, “I think I am starting to get an idea… um… Do you have time to do this now?” “This is important; I really want to do it justice.” “This is a big decision, I don’t want to get it wrong.”

Purpose

Agree on program choice

Process

 Recommend program that will best suits them  Start to come to an agreement as if you were closing them  Asking questions that will generate a positive answer  You are looking for YES, YES and YES here

STEP 6: BACKTRACK Step six is to Backtrack. Here you go over all of the Match section to reassure them, to create a strong neural net about this decision; to realise everything they have said they wanted; to give them an opportunity to think of anything else; to give you a chance to be sure you’ve got it right for them; to show you care, to let them become familiar with their decisions; for you to fire off the established anchors with lots of YES’s!

Purpose

Process

Give them reassurance they’ve thought of everything and can now commit

 Here you go back over all of the Match section to reassure them  Create a strong neural net about this decision  To realise everything they have said they wanted  Give them an opportunity to think of anything else  To give you a chance to be sure you’ve got it right for them  To show you care, to let them become familiar with their decisions & for you to fire off the established anchors\  WITH LOTS OF YES YES YES!!!

STEP 7: CLOSE & FUTURE PACE Step seven is Close and Future Pace. Here you are certain, warm, and happy yet understated for them. Use sentences such as: “<NAME> I don’t think there’s a thing we’ve left out… can you think of anything we haven’t thought of?” “No, me neither. We so rock!” “We did great! I’m so pleased for you… “ “So let me be the first to say… Congratulations!”

Purpose

Process

Close them fully so they’re excited and to reassure them of their decision

 Here you are certain, & warm & happy yet understated for them.  Don’t be more enthusiastic than them – match them & be a little under that level – so you use a neutral tone yet use enthusiastic words.  You must distract them from the fear of commitment with easy commitments they can keep.

NOTES

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Sales Success Starter Guide

Edition 1 | Version 1 | July 2018 Published by Global Success Institute

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