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Selling is both an art and a science. Get the science right, and you, the artist, will flourish.

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The Secret to Selling
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Sales Language
  • Lessons

    • Module 1 – Sales Process and Discovery
      • The Secret to Selling
      • Art and Science of Sales
      • Sales Language
      • Sales Process
      • Discovery
      • Open-Ended Questions
      • Putting Open-Ended Questions into Action
      • Prioritizing Requirements and Hot Buttons
      • Discovery for Your Business
      • Summing up Discovery
    • Module 2 – Build Value and Needs Resolution
      • Transition from Discovery to Build Value
      • Needs Resolution and Creating Value
      • Unique Selling Points
      • Features Advantages & Benefits
      • Features
      • Advantages
      • Benefits
      • Putting FABs together
      • Value Propositions
      • Putting USPs, FAB s and VPs into Practice
      • Summing up Needs Resolution
    • Module 3 – Gain Commitment and Close
      • Transition from Needs Resolution to Closing
      • Objective of Closing
      • Close-ended Questions and the Closing Staircase
      • The Final Close
      • The Shave Shop, a Closing Staircase Example
      • Dealing with Objections
      • Using an Objection to Close the Deal
      • Successfully Turning an Objection Around
      • Summary of Closing
    • Module 4 – Affirm the Sale
      • Affirming the Sale
      • Summing up the SMS Formula
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