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

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

What you can Learn from Michael Oliver – The Art & Science Of Selling With Integrity?

This complete online course of the new model of selling walks you through step-by-step how to have your potential buyers want to willingly lean in, and persuade themselves to listen to and buy from you, without any tension, friction or resistance.

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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