Sales, yes I Red-Seals training coaching consulting

Sales, Yes

Achievement

Power

Affiliate

Full Responsibility For Remembering Is In The Teaching - My Teaching

Performance Enhanced


0: Repeat

1: Understand

2: Behave

3: Knowledge


WorldView PerspectiveModel

Model

X

CloseOpen NW

Loop

Intelligence

Rapport

XOvercome Obstacles

Prosp

XXX X

Perspectives

System Manager

ClientAccount Manager

Ground Control

Line-Up

Sales, Yes

X

CloseOpen NW

Loop

Intelligence

Rapport

XOvercome Obstacles

Prosp

XXX X

Sales, Yes

RapportIntelligence

Stay On The Line

3 Credo’s

1: Open

Sales, Yes

X

CloseOpen NW

Loop

Intelligence

Rapport

XOvercome Obstacles

Prosp

XXX X

1: Open

1: Open

Up-TimePointyMaven

First Seconds Rule

Exercise: Anker

1: Open

Body LanguageTonality

Rapport

1: Open

Rapport: Body Language

mirror - matchHandshakeSitStand

1: Open

Exercise

SitStand

Exercise

Handshake

Exercise

mirror - match Pace - Pace - Lead

Rapport: Tonality

1: Open

Exercise

Rapport: Tonality

1: Open

Exercise

Exercise

Exercise

2: 7 Questions

Next Level Sales

X

CloseOpen NW

Loop

Intelligence

Rapport

XOvercome Obstacles

Prosp

XXX X

2: 7 Questions

Transition

2: 7 Questions

Transition

2: 7 Questions

CareTrustworthy

Best Interest At Heart

Exercise

1234567

7 Questions

Detail

Big Picture

2: 7 Questions

LISTEN!!!

3 Must Questions

2: 7 Questions

Worst Case?

Ideal Situation?

Your story: IV-Team?

Facial Expression

2: 7 Questions

Worst Case?

Ideal Situation?

Your story: IV-Team?

Exercise

What food do you hate?

What food do you like?

Transition To Presentation

2: 7 Questions

Exercise: Transition

3: Presentation

Next Level Sales

X

CloseOpen NW

Loop

Intelligence

Rapport

XOvercome Obstacles

Prosp

XXX X

3: Presentation

Challenger Sales

3: Presentation

Challenger Sales

3: Presentation

How Do We Make Decisions?How Can I Influence This?

3: Presentation

3: Presentation

Mercedes ModelBeliefsValues

Behavior

Mercedes ModelBeliefsValues

Behavior

Exercise: Get To Close

4

2135

Challenger Sales

3: Presentation

Decision Making Pattern

DecisionPoint

TestOperationTrigger

3: Presentation

Outcome/Success

3: Presentation

Decision Making Pattern

Emotional Pattern

3: Presentation

Emotional Pattern

3: Presentation

Emotional Pattern

3: Presentation

Emotional Pattern

3: Presentation

Emotional Pattern

3: Presentation

Action Pattern

3: Presentation

Action Pattern

3: Presentation

Exercise: Make PICC Presentation 4’-15’

4: First Close

Next Level Sales

X

CloseOpen NW

Loop

Intelligence

Rapport

XOvercome Obstacles

Prosp

XXX X

4: First Close

Ask For The Close

4: First Close

Answer

4: First Close

YesMaybe

No

Calibrate 1 To 10

Close

Calibrate

4: First Close

10987654321

Calibrate

4: First Close

Calibrate

4: First Close

Calibrate

4: First Close

Exercise

Calibrate

4: First Close

Exercise

Eye-movements?

5: First Loop

Next Level Sales

X

CloseOpen NW

Loop

Intelligence

Rapport

XOvercome Obstacles

Prosp

XXX X

5: First Loop

5: First Loop

Transition

5: First Loop

First Objection

5: First Loop

Deflection

Exercise: Deflecting

5: First Loop

Looping

5: First Loop

Looping

Exercise: Looping

5: First Loop

Closing

Exercise: Close

6: Second Loop

Next Level Sales

X

CloseOpen NW

Loop

Intelligence

Rapport

XOvercome Obstacles

Prosp

XXX X

6: Second Loop

Second Objection

6: Second Loop

Deflection

6: Second Loop

Tipping The Scale

6: Second Loop

Removing NegativesAdding Positives

Boxing In

6: Second Loop

Boxing In

6: Second Loop

EmotionsLogic

Limiting Buying Beliefs

Lowering Action Threshold

6: Second Loop

3 Tens:Product

MeVygon

LogicEmotions


Insight Selling

6: Second Loop

3 Tens:Product

MeVygon

Insight Selling: Product

6: Second Loop

Exercise: Product

Transition To Me

6: Second Loop

Insight Selling: Me

6: Second Loop

Exercise: Me

Transition To Vygon

6: Second Loop

Insight Selling: Vygon

6: Second Loop

Exercise: Vygon

Closing

6: Second Loop

7: Third Loop

Next Level Sales

X

CloseOpen NW

Loop

Intelligence

Rapport

XOvercome Obstacles

Prosp

XXX X

7: Third Loop

Boxing In

EmotionsLogic


7: Third Loop

Art Of Looping

EmotionsLogic


7: Third Loop

Excuse: I have to speak to...

7: Third Loop

Insight Selling

3 Tens:Product

MeVygon

7: Third Loop

Insight Selling: Product

7: Third Loop

Exercise: Product

Transition To Me

7: Third Loop

And I...

Insight Selling: Me

7: Third Loop

Exercise: Me

Transition To Vygon

7: Third Loop

And Vygon...

Insight Selling: Vygon

7: Third Loop

Exercise: Vygon

Excuse

7: Third Loop

Let him talk...

Closing

7: Third Loop

Close him on this argument and ask for the sale!

Exercise

8: Keep Looping

Next Level Sales

X

CloseOpen NW

Loop

Intelligence

Rapport

XOvercome Obstacles

Prosp

XXX X

8: Keep Looping

Language Patterns

8: Keep Looping

1: Power Words

8: Keep Looping

Exercise

2: Offsetting Language

8: Keep Looping

Exercise

3: Closing Patterns

8: Keep Looping

3: Closing Patterns

8: Keep Looping

3: Closing Patterns

8: Keep Looping

Exercise

4: Looping Patterns

8: Keep Looping

4: Looping Patterns

8: Keep Looping

4: Looping Patterns

8: Keep Looping

4: Looping Patterns

8: Keep Looping

Exercise

5: Common Excuses

8: Keep Looping

Exercise

6: Hobby

8: Keep Looping

Listen to the story...

“I would love to try it someday”“Once when I was a kid, but I don’t have time these days”

“I love to hear more about that. Maybe we can talk while in theater?”

Exercise

9: Masterminding

Next Level Sales

X

CloseOpen NW

Loop

Intelligence

Rapport

XOvercome Obstacles

Prosp

XXX X

9: Masterminding

9: Masterminding

Customer For Life

10: Prospecting

Next Level Sales

X

CloseOpen NW

Loop

Intelligence

Rapport

XOvercome Obstacles

Prosp

XXX X

10: Prospecting

10: Prospecting

Exercise

11: Process & Procedure

Next Level Sales

X

CloseOpen NW

Loop

Intelligence

Rapport

XOvercome Obstacles

Prosp

XXX X


XXXX


Exercise

Ground Control