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Sales can be complicated and complex. There are several steps to make it nice and easy when selling. If we are going to break it down, here are the four main ingredients or steps to help you sell. Ensure that you reflect on these 4 steps before every sale.

• Distraction - Too many times I am either distracted or distracting in the sales process. Insure that you have practiced before presenting. This will help you eliminate and mitigate distractions.
• Reaction - Use the science of sales to create the intended reaction of the prospect/client. There will be several tips or words that will be stated in the sales process that signal that you are on the right track. While you might be new in this process, a manager or an experienced rep will be able to point these out.
• Satisfaction - This is the focus of the whole sales process. Is the client satisfied? The client should always be satisfied. Understanding the client's needs is key in every sales connection. Keep sales simple and always ensure that the client is satisfied. Don't hold back information from the person you are selling to.
• Traction - Help your prospect/clients with traction for what they are trying to accomplish. It is this traction that will help create organic referrals. When the people you are selling to are feeling completed, then they will want to include others in their success.

Don't be distracted or be the distraction. This comes through practice. Then you will want to listen for the right reaction or sales triggers. These will lead towards client satisfaction. From there, you will want to encourage the account to speak to others because they are benefit from what you have sold.

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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