Sales/Selling is a myth. People choose to buy, or they choose not to buy. The choice is always theirs to make. Attempting to sell people typically yields a lot of hysterical hyperactivity with marginal and inconsistent results, company revenue and personal income, which in turn yields emotional ups and downs for salespeople and business owners.

People + Process = Performance: To eliminate erratic performance results, you will learn a value of executing a process in which you are no longer selling, closing, and overcoming objections. You will change your focus to guide the customer to choose how they want to proceed through a process of engaging, educating, investigating, exploring, sharing, empowering, consideration, discovery, and allowing the freedom of choice to yield a better customer experience and greater performance results.

We will do a deep dive on each step of the process so you can understand the importance of shifting from selling to the natural evolution of discovery. You will learn exactly what to do and begin to understand the psychology of how, why, and when to do everything, and what the customer takes away and what you expect to achieve from each stage of the process.

1. Mindflow – Get in flow state (personal/professional) for the best possible outcome
2. Approach and introduction – Project empathy, confidence, certainty
3. Exploration and connection – Conversation that leads to relaxation, trust, respect
4. Set mutual expectations – Gain commitment to the framework and objectives
5. Get to work – Customer, home, and system survey and evaluation
6. Develop findings and options – Evidence-based, story-connected protocol
7. Review and narrow – Get alignment on how to proceed
8. Share findings and options – Set standards and exceed expectations
9. Gain commitment to next step – Stay relevant to the customer’s process
10. Continued connection – Success can lead to greatness with consistency