FS Sales

16 cards·by CL0088

FS Sales Process

Building Rapport, Cintro, Clost, Presentation, Close, Handling Objections, CLose

Building Rapport - 1st Step

1) Set the Agenda

Building Rapport - 2nd Step

Validate the Business Objectives (1-2) and Buying Motives (2-3)

Building Rapport - 3rd Step

Validate the decision making process & +/- bias

Building Rapport - 4th Step

MEET

What does MEET stand for?

Magnify, Educate, Explain, Trail Close

Cintro - 1st Step

Use the small/large company 30 sec. elevator speech.

Close - 1st Step

Ask for the business

Close - 2nd Step

Ask for referrals

Presentation - 1st Step

Solution Selling

Presentation - 2nd Step

FS Shoulder Bag

Handling Objections - 1st Step

Empathize

Handling Objections - 2nd Step

Clarify

Handling Objections - 3rd Step

Isolate

Handling Objections - 4th Step

Respond

What is an example of solution selling?

clean restroom, safe floor, & clean kitchen