Sales Module 1: WHY THE OLD SALES TECHNIQUES DON'T WORK ANYMORE
- What ARE the old techniques
- How most people show up, throw up and split
- The problems with this type of sales approach
- How to know if you're still doing this type of approach
- Understanding the "Sales Drama" and our roles
- Starting the "Sales Clock", (just like the cartoon about the wolf and the sheep-dog)
- Dealing the deceptive nature of prospects
- The role of the sales person in the drama
- The role of the prospect in the drama
- All about avoiding conflict
Sales Module 2: SELLING LIKE A DOCTOR VS A PHARMACISTS
- The difference between the two
- Pharmacists are the old type of sales, doctors are the new type of sales
- Why it's easier to be a pharmacist
- Bennett's introduction to "PSYCH SELLING"
- Why we need to model a Psychiatrist in a sales call
- The mindset of the Psychiatrist
- The "Secrets of the Couch"—How to control any sales call
Sales Module 3: OVERVIEW OF BENNETT'S "GOING TO THE BANK" SELLING SYSTEM
- Selling WANTS vs NEEDS
- TALKING vs LISTENING
- The "Going to the Bank Selling System"
- A Step-by-Step Process for Controlling the
- Sales Call from Start to Finish
- It's all about YES or NO
Sales Module 4: BENNETT'S FOCUS ON "YES" OR "NO"
- We must understand that there are only two outcomes
- Why most sellers accept and invite "maybe" Why NO is a good thing to get Understanding the "Sales Pipeline" and how it works
Sales Module 5: STARTING THE SALES CALL
- Building Rapport
- Verbal and non-verbal control strategies to effectively run the meeting "WHY AM I HERE" How to establish control and not become intimidated
Sales Module 6: SETTING THE AGENDA: THE FIRST CRITICAL STEP
- What IS the agenda, and why do we need to set one up
- The critical ingredients of a good agenda
- How to use the agenda to control the sales call
Sales Module 7: "THE LOBBY CHAMBER" - DISCOVERING NEEDS AND WANTS
- Goals of the "Lobby"
- Introducing the "Client Needs Analysis"
- Where is the client now—where do they want to be
- What are the main challenges and problems they see to
- getting what they want
- Developing pains and making them worse
- Questioning strategies for getting clients talking
- Reflecting pains and problems with verbal and non-verbal skills
Sales Module 9: "THE MONEY CHAMBER" — UNDERSTANDING THE BUDGET
- Why we need to understand their money situation
- When we spend money we envision some sort of RETURN
- We must expand the client's view to see MONEY OUT —and MONEY BACK
- What are the critical questions to ask about money going out
- What to do if they aren't budgeting enough to solve their problems
- How to "CREATE" money for the client
- Why we need to understand their expectations on return
- The critical questions to ask about expected return on investment
- What to do if their expected return is not in line with reality
Sales Module 10: "THE DECISION-MAKING CHAMBER"
- Why this is the most important chamber in the system
- Mistakes sellers make in NOT knowing the
- decision-making process
- How client's use this information to kill or stall sales calls
- Why this information should be gathered early—perhaps before you even arrive
- What are the "3-P's Within the Decision-making process
- How to effectively question the client to get the critical information
- Determining what we can close on BEFORE we present
- Now that we know the process—what can we close on today?
- How to share this with the client BEFORE going into presentation
Sales Module 11: BENNETT'S "DEATH VALLEY OF SALES"
- Overview of the "Death Valley of Sales"
- If we leave clients alone what happens within the valley "NEUTRAL ZONE"
- How and why we get stuck in this "Neutral Zone"
- Coming back to Visit the Death Valley later on
Sales Module 12: BENNETT'S CONCEPT OF "NEGATIVE OR OPPOSITE SALE"
- Why Negative Sell Works Some Specific Examples of Negative Sell
- Understanding The Neutral Zone and Why
- Clients Go There
- Dealing With the Neutral "Play-It-Safe" Words
Sales Module 13: THE PRESENTATION CHAMBER: SHOWING OUR STUFF
- Mistakes people make in presenting to clients
- Overall tips for making better, more powerful presentations
- Stage one of Presentation "Our benefits as they relate to their challenges"
- Why we need to tie our strengths to their needs
- How to do this effectively without boring the client or making them feel stupid
- How to keep the client awake and engaged during the presentation
- Stage two of Presentation "Our Solution"
- How to make your "recommendation"
- Making your recommendation LARGE, but based on sound reasons
- Why reasons FIRST, price or offer LAST, and not the other way around
- Negotiation strategies
- Anticipating the "flinch" and how to use it—and watch for it
Sales Module 14: THE VAULT CHAMBER: CLOSING THE DEAL
- Mistakes people make when trying to close
- Effective closing statements
- Using silence to add pressure
Sales Module 15: CLOSING WITH THE "ZERO TO TEN" FLUSH
- How to flush the client out of the Neutral Zone with "0-10"
- Step by step through this flushing process
- What to do with the number answers you'll get
- Throwing up hoops to jump through
Sales Module 16: CLOSING REMOVED DECISION-MAKERS
- Why and how clients use removed decision makers to stall sales
- How to isolate the one you're selling to
- If you can't close the one you want—close the one you're with
- The reality is that most mid-level people aren't as sold as we think they are
- Selling the middle decision maker on a "min-step"
- How to create mini-steps in your process
- Highlighting your "after sale" steps as mini-steps
Sales Module 17: TAKING PEOPLE TO "NO" AT THE CLOSE
- Why NO isn't a bad answer
- How to take people to NO, without offending anyone
- Why people will fight you and want to stay neutral
- Hopping in the "Ugly Pond"
- What is the "Ugly Pond"
- Why we need to be the first in the ugly pond
- How to isolate the one you're selling to
- If you can't close the one you want, close the one you're with
Sales Module 18: BRINGING PEOPLE BACK FROM NO: PLAYING VIDEO
- Going all the way into NO
- Playing and watching the "Ugly video" they're playing in their head
- Introducing the "Good video" they DON'T own
Sales Module 19: STRONG-ASSUMPTIVE CLOSING: MAKE THEM STOP YOU
- When to use a strong, assumptive, "let's do this" close
- How to ease fears and move strongly toward the close at the same time
- Handling stalls at the close
- What are stalls telling us?
- Using "Let's pretend" and "Let's assume" to fast forward the client
Sales Module 20: HANDLING OBJECTIONS WITHIN THE SALES PROCESS
- Why Handling Objections Creates Conflict
- Some Interesting Unknowns About Handling Objections
- Steps to Effective Objection Handling
- Introducing Feel, Felt, Found
- Why Introducing a 3rd Party Is Essential to Handling Objections Effectively
