Full Course: Michael Oliver – The Art & Science Of Selling With Integrity!

INTRODUCTION:

• Personal Introduction

• Introduction: Embracing The Power Of Principled Selling

• STOP! Read this first.

• Book – How To Sell The Way People Buy!

• Natural Selling Dialogue Framework

PHASE 1 – The Natural Selling Intention Of Empatic Selling With Integrity:

• Step 1 – Meet Them Where They Are – Let them Steer You To Where You Want Them To Go!

• STEP 2 – Pressing The Reset Button!

• 8 Ways to Reframe & Reprogram Your Subconscious & Conscious Intention

• Test Your Listening Habits

• STEP 3 – Preparing The Way – 6 Essential Natural Selling Skills

• How To Listen So Buyers Want To Buy!

• 2. The Magic & Power Of Asking Questions

• 3. Understanding Problems And Needs

• 4. Implied & Explicit Needs

• 5. Your 3 Primary Qualifying Objectives

• 6. Starting With The End In Mind

• Turning Features Into Advantages & Benefits

• Definition

PHASE 2 – Crafting Your Own Ultimate Personalized Scripting Blueprint:

• Crafting Your Own Ultimate Personalized Scripting Blueprint

• STEP 1 – 1. THE CONNECTING STAGE

• 2. Your Elevated Elevator Speech – You Had Me At Hello!

• 8 Adapting Your Elevated Elevator Speech For Other Situations

• 7 Ways… Cont. – 3. Starting a Cold Call

• STEP 2- 2. THE DISCOVERING STAGE

• It’s A State of Flow

• Fact-Finding & Feeling Finding Questions

• What To Ask So Buyers Want To Listen

• 1. Background Questions

• 2. Needs Awareness Questions – NAQ

• 2. Needs Awareness Questions – NAQ

• 3. Needs Development Questions – NDQ

• 3. Needs Development Questions – NDQ

• Peppering Your Dialogue With Probing, Clarifying And Tag-On Questions

• 4. Personal Responsibility Questions – PRQ

• 4. Personal Responsibility Questions – RQ

• 5. Solution Questions – SQ

• 5. Solution Questions – SQ

• 6. Consequence Questions – CQ

• 6. Consequence Questions – CQ

• 7. Qualifying Questions – QQ

• 7. Qualifying Questions – QQ

• 3. THE TRANSITIONING STAGE

• 4. THE PRESENTING & SUPPORTING STAGE

• 5. THE COMMITTING STAGE

• Step 3 – Natural Selling Conversational Dialogue Examples

• Buying Blueprint Example

• A B2C Dialogue Example Of Using The Emotional Buying Blueprint

• An Example Of A Part Of A Conversational Dialogue

• A B2B Networking Meeting Example

PHASE 3 – Turning Questions, Comments Of Concern Or Last Minute Resistance Into Opportunities:

• Step 1

• Step 2

• Step 3

• End Of The Beginning – Embracing Your Journey Of Influencing With Integrity

• Coaching & Mentoring One-On-One With Me!

• Staying In Touch

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