The 6-Step Sell the Feeling System evokes the feelings that drive people to do business with you. The System is structured process for moving through the sale—from start to closing—in a way that systematically creates rapport, uncovers needs, builds excitement, and lets you know where you are with your buyer every step of the way.
A Quick Summary
Step 1 - Prepare. This goes way beyond researching your prospect or his company. First, know your precise outcome for each meeting and contact. Next, be in the state of mind you need to create your outcome. Finally, in your meeting create the three feelings that every buyer needs to decide to do business with you.
Step 2 - Create rapport and trust rapidly on both the conscious and unconscious levels.
Step 3 - Ask three types of questions to discover your buyer's needs and expectations, including questions that establish her emotional needs with respect to your product or service.
Step 4 - Magically, link your product, service, or idea to the prospect's specific needs.
Step 5 - Masterfully close and handle the only four possible objections.
Step 6 - Trigger how your client reassures himself about the purchase, so he won't have second thoughts or "buyer's remorse."
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