Todays GETT It Right Tip THE ABCs OF SALES Gap Analysis: A – PAIN C – PLEASURE B – GAP 8 Steps to Compelling Selling 1. People buy SOLUTIONS to their problems, not products and services. 2. The bigger the problem, the more potential to sell. How much is that problem costing you? What are the obvious, direct and indirect costs? 3. What does this problem mean to you? How does it affect your life? 4. GAP – increase / expand the gap! 5. Empower the ‘decision maker’ – what is the reward? 6. Self-esteem – what is the reward? 7. Link GREATER SATISFACTION to CHANGE. 8. Planning! GAP ANALYSIS QUESTIONS 1. MAGIC WAND TECHNIQUE - If you had ……, what would it look/feel like? 2. What if? questions. 3. GRAB ATTENTION & MOTIVATE! Imagine an ideal future state. 4. Share other clients’/customers’ experiences – testimonials, stories, anecdotes, metaphors, analogies, 3rd-party references.
Posted on: Sun, 17 Nov 2013 23:39:16 +0000
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