Course Content
Introduction
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01-Personal Introduction
02-Introduction- Embracing The Power Of Principled Selling
03-STOP Read this first
04-Book – How To Sell The Way People Buy
05-Natural Selling Dialogue Framework
03-How_To_Sell_The_Way_People_Buy
PHASE 1 – The Natural Selling Intention Of Empathic Selling With Integrity
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01- Step 1 – Meet Them Where They Are – Let them Steer You To Where You Want Them To Go
02- STEP 2 – Pressing The Reset Button
03- 8 Ways to Reframe and Reprogram Your Subconscious and Conscious Intention
04- Test Your Listening Habits
05- Test_Your_Listening_Habits
06- How To Listen So Buyers Want To Buy
07- 2. The Magic and Power Of Asking Questions
08- 3. Understanding Problems And Needs
09- 4. Implied and Explicit Needs
10– 5. Your 3 Primary Qualifying Objectives
11- 6. Starting With The End In Mind
12- Definitions
PHASE 2 – Crafting Your Own Ultimate Personalized Scripting Blueprint
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01–Crafting Your Own Ultimate Personalized Scripting Blueprint
01-Natural_Selling_Dialogue_Framework
02- STEP 1 – 1. THE CONNECTING STAGE
03- 2. Your Elevated Elevator Speech – You Had Me At Hello
03- 8_More_Ways_To_Adapt_Your_Elevated_Elevator_Speech_For_Other_Situations
04- 8 Adapting Your Elevated Elevator Speech For Other Situations
05- 7 Ways… Cont. – 3. Starting a Cold Call
06- STEP 2- 2. THE DISCOVERING STAGE
07- Its A State of Flow
08- Fact-Finding and Feeling Finding Questions
09- What To Ask So Buyers Want To Listen
10-1. Background Questions
11- 2. Needs Awareness Questions – NAQ
11-Needs_Awareness_Questions
12- 2. Needs Awareness Questions – NAQ
13- 3. Needs Development Questions – NDQ
13- Needs_Development_Questions
14- 3. Needs Development Questions – NDQ
15- Peppering Your Dialogue With Probing, Clarifying And Tag-On Questions
16- Personal_Responsibility_Questions
17-4. Personal Responsibility Questions – RQ
18- 5. Solution Questions – SQ
18-Solution_Questions
19–5. Solution Questions – SQ
20- Consequence_Questions
20- 6. Consequence Questions – CQ
21–6. Consequence Questions – CQ
22–7. Qualifying Questions – QQ
22-Qualifying_Questions
23- 7 Qualifying Questions – QQ
24- 3. THE TRANSITIONING STAGE
25- 4. THE PRESENTING and SUPPORTING STAGE
26- 5 THE COMMITTING STAGE
27-Buying_Blueprint_Examples
27–Step 3 – Natural Selling Conversational Dialogue Examples
28–Buying Blueprint Example
29–A B2C Dialogue Example Of Using The Emotional Buying Blueprint
30–An Example Of A Part Of A Conversational Dialogue
31–A B2B Networking Meeting Example
PHASE 3 – Turning Questions, Comments Of Concern Or Last Minute Resistance Into Opportunities
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01-Step 1
02-Step 2
03-Step 3
04-Embracing Your Journey Of Influencing With Integrity
05-Coaching and Mentoring One-On-One With Me
06-Staying In Touch
Michael Oliver – The Art & Science Of Selling With Integrity
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