Sales Rule#9: The Steps

Question 1

Step 1: The Agenda (Control) Step

Answer 1

Me: John, I only have about 30 minutes, so what I need from you is a couple of things okay before we even get started. Here’s how today’s call will go, first thing I am going to ask you a couple of questions. I need to see if you will be a good fit for this okay? Now three things could come out of this short call. One, you could tell me that you are not interest in this and that is perfectly fine, okay? It’s okay to say no to me. Or, on the other hand you might be a good fit and I will also find that you are a good fit and we might work together, does that sounds good?

Now, the third thing that I absolutely need you to promise me you will not do is tell me some sort of maybe or I gotta think about it or I gotta talk to my wife… because if that’s the case just tell me right now. So I don’t waste my time and I don’t waste your time.

One last thing is try to open up to me as much as possible as I am here to help you out and I need to know all the details so I can determine if I can help you. If you hold anything back, you sugar coat anything then I cannot get to know the real reasons and then I obviously will not be able to help you.

Does that sound fair?

Okay let’s get started. Why don’t you tell me …………….

Question 2

Step 2: Qualify Step

Answer 2

• Needs
• Money
• Time
• Decision Maker

AND

Excel Presentation

Every call you MUST get all 4 questions answered.

Question 3

Step 3: Commitment Step (Verbal Handshake)

AND

Get agreement signed on the phone.

Answer 3

Me: So John, where should we go from here?
Prospect: Well.. I would like to work with you.
Me: Sorry… what? (Sorry my headset just cut out.. what?)
Prospect: I want to work with you.
Me: Okay
Me: Let’s pretend…I could do A, B, C for you. Do you have a budget side aside to pay someone to help you with these problems A, B, C ?

Question 4

After you’ve qualified the prospect a power next step is hypothetical questions. For example…

Answer 4

Let’s pretend…

Suppose…

What if…

Question 5

Get ride of smoking mirrors. get to the bottom line with no B.S.

Answer 5

• John, what would it take for you and I to do business today?
• What information do you need from me in order for us to move forward?
• Let’s bottom line this, what has to happen in order for us to do business?