Michael Oliver – The Art and Science Of Selling With Integrity!
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 and Reprogram Your Subconscious and 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 and Power Of Asking Questions
3. Understanding Problems And Needs
4. Implied and Explicit Needs
5. Your 3 Primary Qualifying Objectives
6. Starting With The End In Mind
Turning Features Into Advantages and 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 and 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 and 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 and Mentoring One-On-One With Me!
Staying In Touch
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 and Reprogram Your Subconscious and 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 and Power Of Asking Questions
3. Understanding Problems And Needs
4. Implied and Explicit Needs
5. Your 3 Primary Qualifying Objectives
6. Starting With The End In Mind
Turning Features Into Advantages and 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 and 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 and 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 and Mentoring One-On-One With Me!
Staying In Touch
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