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Increasing your Sales Competence, Confidence &

Cashflow

Sales Foundation Certificate Programme

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EMPOWERMENT

The real cause of our BAGGAGE

•We have the feeling•We label it (I’m scared, vulnerable, no good, loser, broke...)•We add meaning to it

What trips us up is not the sales activities themselves...It’s the meaning we attach to sales!

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EMPOWERMENT

4 Step Baggage Buster

•Stopping fighting it, stop making it wrong! •Accept it, go with it. Be with it. Feel the emotion•Stand back from it and park it to the side. •Replace the MEANING so it empowers you, AFFIRMATION

414

Needs & Wants are Surface level

The Emotional Iceberg

515

People Don’t Understand where their

Needs & Wants come from

616

You’ll Always meet

resistance until you help

your clients find what’s

driving their

Needs & Wants

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1. Explore

1.Open Questions2.Avoid Problems3.Avoid Solutions4.Play to your strengths5.Use exploring questions sparingly

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2. Find Problems

3 Types of Problem Qs

1.Identification

2.Exploration

3.Ownership

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3. Focus on Commitment

1.Test Understanding

2.Anything else?

3.Gain Commitment

4.Trial Close

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4. Empower

1. Articulate their needs in terms of wants

2. Elicit Objections

3. Gain Permission

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5. Certainty

F.A.B.E.C

1.Use their words

2.Provide certainty

3.Pre-frame important questions

4.Describe relevant benefits

5.Ask for the business twice

6.Have a Future-Paced

conversation

7.Alternative close

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6. Evaluate

1. Keep them thrilled and excited!

2. Tell them what they can expect

3. Reduce their anxiety, increase their excitement

4. Backend marketing systems

5. Keep your word

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Support and Accountability Strategies - part 1. The Buddy System. 1. A valuable buddy relationship for your

business. Why? And how to create one.

2. Assignment for this week:

• work out your System with your Buddy

• post details on FB Group

• report in next week’s class: what

worked / didn’t work & changes you’ll

make

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Assignments for next week

1. Probs your business solves - share on FB.

2. Script: continue working on your script,

roll-play with buddy

3. Sell: present your script to at least 5

prospects and record results for next

week

4. Empowerment: create your Buddy System

and post on FB. Use it, report back.

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Next Week

Sales Process

Tracking and measuring your sales stages

Reports & Metrics