1	Information from Greg Bennett’s Training Program Slides will advance automatically after 10 seconds
2	Trial Closing Through the Sales Process
3	Trial Closing Through the Sales Process: Trial closing through the presentation As you mention solutions tied to their challenges, desires and pain we need to test to see if the client can see how our features and benefits are tied to their problems Process for tying pain to feature ? Asking the client to comment on our solution Don’t’ assume positive if the client is negative Talk “post sale” and get client thinking about life after they own the product State the problem or situation Confirm the problem (Is that correct?) Suggest a solution Ask if the client can see how the solution addresses the problem Ask “WHY specifically”
4	Closing Removed Decision Maker…Asking About the Next Level Seller needs to Close YOU…at first say, “I’d look at it…” but down deep you’re sold…they then need to test you with an action step… Then they need to ask about the next level… Mention that money is going to be the issue… You’ve open to ideas on how to sell the next level, including taking some additional action steps
5	Going to NO Continued Clients get conditioned by other sellers to give out positive but neutral B.S….so they deal it out like it’s candy… When you don’t want it and drag them to NO, they may even get defensive because you’re hitting so close to reality and that steals a great deal of control (teenager with an adult) Then you need to start the process of re-phrasing.. “Sounds like the reality is…if you don’t like it you won’t do it…correct?” “However…if you DID like it, you would do it…right?”
6	Deceptive Signs “Well…” “To be honest with you…” “Like I said…” Taking action on their end…”What I will do is…this or that…” (fake action designed to fool you…) Deal with it by sensing something is up and suggesting NO…
7	Let’s assume…or let’s say Let’s assume.. Let’s say… Let’s pretend Get them something in theory…
8	Going to NO Discount the level of interest by 3 degrees…positive is maybe…maybe is close to no…no is really no… Back off the pressure…encourage to talk about what they don’t like…prime the pump by suggesting some negatives yourself…
9	GOING TO NO AND COMING BACK… Must signal that you’re at NO… Must know why you’re at NO…surface and beneath… Where did they get their information Are they open to changing IF they discovered that it worked… Videos…
10	Going to NO and Coming Back Go to NO…show it’s a no with a physical action Tell them it will HELP you if they’re honest … I think you’re at a no because of….something… Go to NO…play video of them at NO… Suggest another video with them having success…’what would happen?” Rephrase…if it doesn’t work you wouldn’t do it… if it does you would… Let’s do this…acknowledge fear…apply risk reducers…