Art and Science of Sales – Sales Made Simple

Sales Made Simple

Back to: Sales Made Simple

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

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