20 Steps Flashcards Preview

Professional Selling > 20 Steps > Flashcards

Flashcards in 20 Steps Deck (20)
Loading flashcards...
1

Step 1

Pre-Call Approach

2

Step 2

Sell Yourself

3

Step 3

The Introduction

4

Step 4

Confirm the Appointment Time Constraint

5

Step 5

Rapport Building

6

Step 6

Attention Getter

7

Step 7

The Approach Overview

8

Step 8

The Diagnostic Agreement

9

Step 9

The Buying Center Confirmation

10

Step 10

Situation Questions

11

Step 11

Problem/Disappointment Questions

12

Step 12

Implication/Impact Question

13

Step 13

Needs Payoff Question

14

Step 14

Transition Bridge to Phase 3 (The Demonstration)

15

Step 15

Interactive Demonstration

16

Step 16

Units of Conviction

17

Step 17

Delivering the Value Analysis

18

Step 18

The Imagine Statement

19

Step 19

Closing

20

Step 20

Show Appreciation and Congratulate the Buyer