Welcome to Sales Module 10 in

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Sales Module 10
Welcome to Sales Module 10 in The Web-Based
Sales Improvement Program from Greg Bennett
and SalesTrainingTV
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Sales Module 10
Sales Module 10 The DECISION Chamber
Understanding the Process
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Sales Module 10

• Why DECISION is the Other
• HIDDEN HAMMER
• We make too many ASSUMPTIONS about the process
• People will make up others to keep the pressure
  off of themselves
• Decision-making processes can be very
  complicatedand they can kill your sale
• If we wait till the end of the call to find out
  about thisthe pressure will be onand the client
  will LIE

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Sales Module 10

• Going to the Bank Selling System -- Chamber Three
• Decision (Another Hidden Hammer)
• Theyll make up people, steps that arent real,
  offices that dont exist and criteria that is
  completely bogus
• We want to ask about this area though PRIOR to
  presenting
• Line of Questioning
• 1- Can you share with me the DECISION-MAKING
  PROCESS?
• 2- Who are the other players?
• 3- What is the path the decision must take?

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Sales Module 10

• Decision, Continued 2
• For REMOVED DECISION-MAKERS
• Do you pass everything on to the next level?
  (Tip Client will say YESthen follow withEven
  things you dont like? Theyll say NOso in
  essence they DONT pass everything on)
• How often out of 10 times does (this next person)
  go with your recommendation?

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Sales Module 10

• Decision, Continued 3
• So what then can you close on today? Maybe
• Whether this person will recommend me to the next
  level
• Whether this person will write it up and try to
  get approval
• Go for the highest level of commitment you can
  get
• Well cover much more on dealing with and closing
  Removed Decision Makers in later modules

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Sales Module 10
Before Moving Into Presentation, We Must
Re-State YESOR NO QUESTION WITH TWO POSSIBLE
OUTCOMES Ive got a good understanding of your
challenges and your budgetIm going to now
present who we are and what we do before doing
thatId like to ask you at the end of that for
_______________________________ (use their
situation)