Probing also known as needs assessment or simply state, asking questions. Probing is the third step of the sale of the 5 steps to the sales call....

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The introduction or step 2 of the sales call is designed to build a strong foundation for the entire sales presentation. It is not designed to sell your product or service but instead help create a relationship with the person you want to sell to. This is the time where they size you up and for you to establish your believability. Many salespeople are worried about being cut off and not being able to sell so they jump right into the pitch. The more likely a prospect believes a sales professional the less likely they are going to cut them off. There are four objective that a sales professional should accomplish to ensure a productive sale call. This whole process should only take minutes. The four elements to the introduction are:
• ICR
• Brief product or service overview.
• Credibility statement
• Validation statement.

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 The sales structure I use is 5 steps of the sales call. You may say why is this not in the “old technology” chapter. Well it’s does contain my new technology. But Sales structure has basically been the same for generations. Each step in the following outline will be explained in depth.

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I meet this girl at a party. We hit it off and I say:  A: Let’s have coffee tomorrow after work. B: I say lets go to Vegas and spend most of our time in the hot tube. Obviously ...

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ABC, always be closing, Neuro linguistic programming, four personality types, controlling the sales call, creating urgency, steps to the sales call these are just some of the technologies that will be covered and scrutinized. We will also go over some ...

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Welcome to our first podcast, where we will cover the sales game and how it applies to you. Not all people are suited to be sales people. It might be that sales is a good career for you - hopefully ...

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