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Mastering Sales: Unlocking Buyer Decisions and Building Trust for Success

In today's competitive sales environment, understanding buyer psychology is crucial. This insightful guide reveals key truths about the sales process, emphasizing that 75% of any selling opportunity's outcome is shaped in the initial stages. Discover the five critical decisions every buyer makes and the importance of asking for the logical next step. With practical strategies like the High Output Sales System, this resource provides tools to stimulate thinking, create clarity, and establish lasting trust with customers. Transform your approach and sell more effectively!

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Mastering Sales: Unlocking Buyer Decisions and Building Trust for Success

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Presentation Transcript

  1. Howard Olsen

  2. Truth # 1 You Can’t Close Before You Open 75% of the OUTCOME of any selling opportunity is created in the initial stages.

  3. Truth # 2 Every buyer makes 5Critical Decisions inprecisepsychological order

  4. Truth # 2 5Critical Decisions: 1 About YOU? 2 About Your COMPANY? 3 About Your PRODUCT? 4 About Your PRICE? 5 About TIME?

  5. Truth # 3 You Have To Ask For The Logical Next Step 62% of the time Sales People Don’t Ask For The Next Step Even OnceMost Buyers Give 2 Objections or Stalls

  6. The High Output Sales System™ 8 Lock It Down TIME 7 Lock It Up PRICE 6 Position The Price PRODUCT 5 Position The Product DECISIONS COMPANY 4 Position The Company Confirmation Of Need 3 SALESPERSON 75% 2 Exploration 1 Introduction

  7. People Buy Outcomes Not Products Do You Want: A Drill or A Hole . . . . ?

  8. Answers Are In Your Customers’ Head Salespeople [You] Have The Questions: • Stimulate Thinking • Create Clarity • Discover Value Customers Have Answers: • Memories & Perceptions • Needs, Wants & Desires • Problems & Ideas • Fears & Hopes • Past Experiences

  9. People Buy For Their Reasons Not Ours 6 ValueTriggers Different people will buy the same thing for different reasons

  10. You Gotta Ditch The Pitch!

  11. Begin With A Question Play Catch & Release! • “So, what have you got?” • “Tell me a bit about what you do. • “Can we skip the small talk?” • “What can you do for us?” • “What makes you different?” • “What your price or how much?” • Silence …..

  12. The Power In Selling ain’t in telling!

  13. The Power In Selling Comes From: Professional, Ethical & Effective \ / • Making A Solid First Impression • Asking Thought Provoking Questions • Listening Intently • Confirming You Understand That’s the foundation of deep and lasting trust.

  14. YouCan’tMakeAnyAssumptions There’s Only One SafeAssumption: • You Know Nothing • Until The Customer • Tells You What They Think

  15. Thank You! • Coaching & Consulting • Workshops & Seminars • Speaking Programs • Value Propostions Sell More With Truth & Trust Visit: www.high-output.com

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