Michael Oliver – The Art & 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 & 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