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Michael Oliver – The Art & Science Of Selling With Integrity! Download

Michael Oliver – The Art & Science Of Selling With Integrity! Download

Michael Oliver – The Art & Science Of Selling With Integrity! Download
Michael Oliver – The Art & Science Of Selling With Integrity! Download

WHAT YOU GET?

INTRODUCTION:

  • Personal Introduction

  • Introduction: Embracing The Power Of Principled Selling

  • STOP! Read this first.

  • Book – How To Sell The Way People Buy!

  • Natural Selling Dialogue Framework

PHASE 1 – The Natural Selling Intention Of Empatic Selling With Integrity:

  • Step 1 – Meet Them Where They Are – Let them Steer You To Where You Want Them To Go!

  • STEP 2 – Pressing The Reset Button!

  • 8 Ways to Reframe & Reprogram Your Subconscious & Conscious Intention

  • Test Your Listening Habits

  • STEP 3 – Preparing The Way – 6 Essential Natural Selling Skills

  • How To Listen So Buyers Want To Buy!

  • 2. The Magic & Power Of Asking Questions

  • 3. Understanding Problems And Needs

  • 4. Implied & Explicit Needs

  • 5. Your 3 Primary Qualifying Objectives

  • 6. Starting With The End In Mind

  • Turning Features Into Advantages & Benefits

  • Definition

PHASE 2 – Crafting Your Own Ultimate Personalized Scripting Blueprint:

  • Crafting Your Own Ultimate Personalized Scripting Blueprint

  • STEP 1 – 1. THE CONNECTING STAGE

  • 2. Your Elevated Elevator Speech – You Had Me At Hello!

  • 8 Adapting Your Elevated Elevator Speech For Other Situations

  • 7 Ways… Cont. – 3. Starting a Cold Call

  • STEP 2- 2. THE DISCOVERING STAGE

  • It’s A State of Flow

  • Fact-Finding & Feeling Finding Questions

  • What To Ask So Buyers Want To Listen

  • 1. Background Questions

  • 2. Needs Awareness Questions – NAQ

  • 2. Needs Awareness Questions – NAQ

  • 3. Needs Development Questions – NDQ

  • 3. Needs Development Questions – NDQ

  • Peppering Your Dialogue With Probing, Clarifying And Tag-On Questions

  • 4. Personal Responsibility Questions – PRQ

  • 4. Personal Responsibility Questions – RQ

  • 5. Solution Questions – SQ

  • 5. Solution Questions – SQ

  • 6. Consequence Questions – CQ

  • 6. Consequence Questions – CQ

  • 7. Qualifying Questions – QQ

  • 7. Qualifying Questions – QQ

  • 3. THE TRANSITIONING STAGE

  • 4. THE PRESENTING & SUPPORTING STAGE

  • 5. THE COMMITTING STAGE

  • Step 3 – Natural Selling Conversational Dialogue Examples

  • Buying Blueprint Example

  • A B2C Dialogue Example Of Using The Emotional Buying Blueprint

  • An Example Of A Part Of A Conversational Dialogue

  • A B2B Networking Meeting Example

PHASE 3 – Turning Questions, Comments Of Concern Or Last Minute Resistance Into Opportunities:

  • Step 1

  • Step 2

  • Step 3

  • End Of The Beginning – Embracing Your Journey Of Influencing With Integrity

  • Coaching & Mentoring One-On-One With Me!

  • Staying In Touch

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