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Howard Olsen

Howard Olsen. Truth # 1. You Can’t Close Before You Open . 75%. of the OUTCOME of any selling opportunity is created in the initial stages. Truth # 2 . Every buyer makes . 5 Critical Decisions. in precise psychological order. Truth # 2 . 5 Critical Decisions:. 1. About YOU?.

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Howard Olsen

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  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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