The Obstacles in the P.O.G.O. Profile
What to Do After P.O.G.O.?
A Sales Call Using the P.O.G.O. Profile
Motivational Message: The Fourth Step in Taking PRIDE in Your Profession
Chapter 6: Open a Dialogue to Uncover Needs
Questions Are the Answer — Questioning Skills
What Are You Trying to Uncover?
C.O.R.D. Questions
Closed-Ended Questions
Examples of Closed-Ended Questions
Open-Ended Questions
Examples of Open-Ended Questions
Reflective Questions
Examples of Reflective Questions
Direct Agreement Questions
Examples of Direct Agreement Questions
Replacement Selling Questions
Practice Specific Questions
Ache Versus Pain
Homeostatic Balance
Illuminating Two Light Bulbs
Light Bulb 1 - Salesperson Awareness
Light Bulb 2 - Prospect Awareness
How Do You Recognize the Prospect’s Need?
Answer These Questions
Assisting Your Prospect in Recognizing a Need
Questions to Create Prospect Awareness
Confirm the Prospect Has a Recognized Need
Motivational Message: The Fifth Step in Taking PRIDE in Your Profession
Chapter 8: Explain Your Recommendation
Practice Your B IC
Motivational Message: The Sixth Step in Taking PRIDE in Your Profession
Where Are You in the P.R.O.C.E.S.S.?
Features – Functions – Bridge – Benefits
Definitions
Examples of Features
Examples of Functions
An Everyday Example
Creating Bridge Statements
An Example of Communicating Benefits
Putting the Components Together
Communicating Your Value
Success Hint: There Are Some Guarantees in Life!
Chapter 10: Simply Ask for the Objective
Your Closing Attitude Versus Your Closing Skills
The Purposes of the Simply Ask for the Objective Step
Why Do You Ask the Prospect to Buy from You?
What Happens When the Answer is No?
Separate Rejection from Refusal – Revisited
Closing Strategies
‘Does it Fit?’ Close
The Comfortable Close
Sense of Urgency Close
The Simple Close
If-there-are-no-more-questions Close
The Summary Close
Success Hint: Don’t Quote Price Until You’ve Established Value176
Chapter 11: Managing Customer Resistance and Objections
Points to Ponder About Objections
When to Answer Objections
Managing Objections Using L.C.E.T.A.A
Listen … and Listen
Clarify by Asking Questions
Empathize
Test the Objection
Answer the Objection
Ask for Agreement
Providing Evidence
Practice Providing Evidence
Examples of L.C.E.T.A.A. in Action
Success Hint: Your Competition is Getting Keener all the Time… Are You?
Chapter 12: The Beginning . . . of Your Career
Sales Slumps
Hope for Success Versus Expect Success
Two Success Elements
Fear Versus Faith — Choose Faith
Sales Script to Illustrate the Steps within the Sales P.R.O.C.E.S.S
Every sales professional risks hearing “no” at each point of contact with prospects. These men and women are