Jiu Jitsu Selling

Editora:

FREDERICK H SATTES III

Código:

491_9781735377124

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The Purple Belt level in Jiu Jitsu is when you start working on your offense. In sales, this means presenting and client retention.Your presentation training most likely consisted of receiving a presentation book or a bunch of fliers and a rate card. Your manager told you, Point, read it out loud, then ask for the close. By the way, here are a couple answers to the objections youre going to get. Good luck. Then you go out, try it a few times, and start cutting the parts your Prospects dont seem to care about. Pretty soon, youre left with a rate card you dont adhere to anyway.Well, buddy, that aint gonna cut it. First, you need to understand how people buy. A Prospect is always capable of resisting sales techniques when motivated, but they cannot resist their own buyers path. To them, saying yes is the same thing as making a good decision.Well show you how to leverage your prospecting into the presentation, so your Prospect is motivated. Then well order the information in the presentation according to Maslows Hierarchy of Needs with our Bridge Theory, and well show you how to use your rate card as a tool, which it is.What am I missing? The close?Nope. To be clear, our presentation guides the Prospects buying behavior, and there is no need for Closing Techniques. Why? Because the natural result of a proper presentation is that the Buyer asks for the sale. Remember, we are pulling, not pushing the Prospect.I know this is a relief to many of you, and some of you arent quite ready to believe it, but yes, its true: there is no need for closing techniques in my system.

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