The T.R.U.S.T. ProcessThe T.R.U.S.T. Process
The The ONE-WORD MEANING of SALES isWORK!
The TWO-WORD MEANING ofEFFECTIVE SALES is
HARD WORK!Next, you have to ENGAGE!
The Four Selling Principles1. Selling is not an event; it is a process. 2. You make more money solving problems
than you do by selling products.3. Your prospects buy for their reasons, not yours.4. Prospects don’t buy your products and services,
they buy what the products or services will do for them.
YourYour CUSTOMERS do not want TO BE SOLD TO.
They want to be led TO MAKE THEIR DECISION
TO BUY!
A A CONSULTANT wins over a SALESMAN wins over
every time… all the time!
Seasoned Seasoned salespeopsalespeoplele KNOW the value of
ASKING QUESTIONS.
1.1. What makes your What makes your product/service product/service valuablevaluable to to your prospect?your prospect?
2.2. Why should the prospect buy Why should the prospect buy from us instead of the from us instead of the competitioncompetition??
There is There is NO
BUSINESS until A SALE IS MADE!
Overview of the T.R.U.S.T. ProcessSTEP PURPOSE HOW
ThinkEstablish call objective Gather information,
analyze the situation, prepare for sales opportunities
RelateBuild trust and rapport Focus on the prospect
Uncover the Needs
Identify needs, reasons, benefits and criteria.
Ask appropriate questions
Sell the Solution Present your recommendation
Use feature, function, benefit statements.
Take Action Manage objections and close the sale
Ask for the order
Step One:
THINKTHINK
The Importance The Importance of Planningof Planning
Step Two:
RELATERELATEEstablishing RapportEstablishing Rapport
Step Three:
UNCOVER UNCOVER the NEEDSthe NEEDS
Identifying and IsolatingIdentifying and Isolating
The Natural Law of Homeostasisstates that an organism
stays in perfect balance until and unless acted upon by an outside
force.
disrupts the status quo and pushes the organism out
of balance.
Step Four:
SELL the SOLUTIONSELL the SOLUTIONFeatures, Functions, and BenefitsFeatures, Functions, and Benefits
Step Five:
TAKE ACTIONTAKE ACTION
Managing Objections Managing Objections and Trial Closesand Trial Closes
Keys to Prospecting1. Always be prospecting. 2. Develop a genuine interest in and
concern for other people.3. Communicate with people constantly.4. Observe with an “eagle-eye”.
PROSPECTS ARE PERISHABLE
– handle with care.
A truly QUALIFIED PROSPECT is anyone who meets all of these qualifications:
• The authority to buy• The ability to pay• An unmet need• A sense of urgency
Step Two:
RELATERELATEEstablishing RapportEstablishing Rapport
Remember POGO:POGO:PersonOrganization Goals Obstacles
POGO First Call PyramidPOGO First Call Pyramid
Step Three:
UNCOVER UNCOVER the NEEDSthe NEEDS
Identifying and IsolatingIdentifying and Isolating
Your prospect Your prospect WON’T
BE WILLING TO CHANGE until they until they REALIZE
that that they havethey have AN UNMET NEED.
You become aware of the prospect’s needs by ASKING QUESTIONS to gain: • Product Knowledge
• Industry Knowledge • Competitors Knowledge • Application Knowledge • Pricing Knowledge• POGO Knowledge• Prospect Knowledge• Buying Criteria
You need to use You need to use HOMEOSTASIS to to
your your ADVANTAGE.
ZIG says: “Be “Be careful. If you rush careful. If you rush
to the to the presentation presentation
before you have before you have built value and built value and
gotten to know the gotten to know the prospect, you will prospect, you will come across as a come across as a
pushy salesmanpushy salesman.”.”
FOUR COMMON MISTAKES SALESPEOPLE MAKE:
Mistake No. 1: Introducing features and products that are not relevant to the prospect’s needs.
FOUR COMMON MISTAKES SALESPEOPLE MAKE:
Mistake No. 2: Emphasizing the features and functions of products instead of presenting benefits that are important to the prospect.
FOUR COMMON MISTAKES SALESPEOPLE MAKE:
Mistake No. 3: Leading with products, instead of leading with need.
FOUR COMMON MISTAKES SALESPEOPLE MAKE:
Mistake No. 4: Not paying attention to and responding to the prospect’s non-verbal and verbal messages.
Step Five:
TAKE ACTIONTAKE ACTION
Managing Objections Managing Objections and Trial Closesand Trial Closes
The CETAACETAA Formula involves:
ClarifyEmpathize Test Answer Ask
ZIG ZIGLAR says: “Remember, you can’t “Remember, you can’t
make anyone change his make anyone change his or her mind. You can only or her mind. You can only give them new information give them new information to make a new decision.”to make a new decision.”
INCONVENIENCING one’s self for the CONVENIENCE of
another.
ResProDep batch 2ResProDep batch 2
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