10 Steps of the Selling System

Question 1

What are the 3 acts of the 10 step selling system?

Answer 1

Act 1: Set the Stage (steps 1 and 2)
Act 2: Solve the Problem (steps 3-7)
Act 3: Solidify the Sale (steps 8-10)

Question 2

Act 1 is?

Answer 2

Set the Stage (steps 1 and 2)

Question 3

Act 2 is?

Answer 3

Solve the Problem (steps 3-7)

Question 4

Act 3 is?

Answer 4

Solidify the Sale (steps 8-10)

Question 5

Act 1: Set the Stage (steps 1-2)

Answer 5

1. Entry
2. Warm up

Question 6

Act 2: Solve the Problem (steps 3-7)

Answer 6

3. Inspection
4. Testimonials
5. Company Story
6. Upgrade
7. Product Demonstration

Question 7

Act 3: Solidify the Sale (steps 8-10)

Answer 7

8. Pre-close
9. Close
10. Button up/ Paperwork

Question 8

Step 1.

Answer 8

Entry

Question 9

Step 2.

Answer 9

Warm-up

Question 10

Step 3

Answer 10

Inspection

Question 11

Step 4

Answer 11

Testimonials

Question 12

Step 5

Answer 12

Company Story

Question 13

Step 6

Answer 13

Upgrade

Question 14

Step 7

Answer 14

Product Demonstration

Question 15

Step 8

Answer 15

Pre-close

Question 16

Step 9

Answer 16

Clsoe

Question 17

Step 10

Answer 17

Button up/ Paperwork

Question 18

Step 1. Entry

Answer 18

• Get in the door!
• When applicable: Resell the need for the appointment if you are met with resistance

Question 19

Step 2. Warm-up

Answer 19

• Establish a blueprint/plan for the sale (by asking great questions)
• Build professional rapport

Question 20

Step 3. Inspection

Answer 20

• Build Urgency (problem and plan)
• Have them admit the job can’t wait (problem and plan)
• Be the consultant about industry options and loose price conditioning (possibilities/pricing)
• find out exactly the scope of work they are looking to have done (permanent product, proper procedure)

Question 21

Step 4. Testimonials

Answer 21

• build confidence in West Shore Home
• Make a company-issued appointment more like a referral
• Show why so many others have chosen our company (take risk out of buying decision)

Question 22

Step 5. Company Story

Answer 22

• Give the customer confidence to entrust their project to West Shore Home
• Discuss our company history, structure, and in-house installers

Question 23

Step 6. Upgrade

Answer 23

• eliminate all other options but west shore home
• price condition
• Explain why quotes can change dramatically based on what the customer chooses from a design perspective

Question 24

Step 7. Product Demonstration

Answer 24

• Design products that “affordability aside” the customer would be happy to have in their home
• Demonstrate how our design will solve the customer’s current problem with a permanent product

Question 25

Step 8. Pre-close

Answer 25

- Present the Price - Set up the Sale - Utilize postponement - Complete the "9 steps" of the Pre-close

Question 26

Step 9. Close

Answer 26

- Assume the sale and earn the business (solving their problem with a permanent solution) - Utilize 1st rebuttal when applicable - Utilize 2nd rebuttal when applicable - Utilize "raise" methodology when applicable

Question 27

Step 10. Button Up/Paperwork

Answer 27

- Set up for future business - Complete contract and paperwork - Solidfy the sale (ask button up questions)