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.

Key Learning Points:

1. Mental Preparation – Get your mind right to get your results right
2. Approach & Introduction – How you start means everything
3. Exploration – Conversation and connection lead to relaxation and trust
• Aligning ourselves with customer to prove intent
• Fact finding
• Learning the customer’s buying process
• Price conditioning
4. Set Mutual Expectations – Gain commitment to the process
5. Get to work – Customer, home and system analysis
• Discovering the scope of possibilities
• Finding a customer’s emotional currency
• Separating from competition
• Proving competence
6. Develop Findings & Options – Recipe for the “Best Possible Outcome”
• Getting creative with differentiated solutions
7. Share Findings & Options – Exceed expectation and competition
• Expanding the scope of consideration
• Getting the customer to say ‘No’ to get them to say ‘Yes’
• Teach a customer how to buy and what value is
• Leveraging convenient and flexible payment programs
• Removing and reversing risk
8. Gain Commitment to Next Step – Stay relevant to the customer’s process
9. Follow-Up as Appropriate – Success does not end with a sale

Expectations:

• Increased connection ratios, average sale, revenue per lead, overall sales
• More jobs financed for more money
• Shift the mix of products to higher-end solutions with more add-ons
• Happier customers, better and more reviews, more referrals