Mike explores the importance of mastering the structured sales cycle.

Key takeaways of the cycle:
Opening
-Introduce yourself
-Introduce your company
-give them a reason to listen - with an impact (no script)

  Questioning & Listening (Discovery) without interrogating
-Listen to understand! 
-Starter questions - prepared in advance
-Create need or find need
-Stay in ask mode vs. tell mode
- use bumper questions with anecdotes

Summarize your discussion before you present

Sales Presentation

-present ideas for solutions

Trial Close
-What do you think?
-Does that seem to fit?

Objections Leads back to quesitons
-understand the objection
-Overcome it
“in your opinion” will this work? 

Trial close again

Close

Mike's new book Breakaway Sales, which will be available by Pre Order next week, is a comprehensive text book that walks you through each step that we discuss on this podcast.

mikekerrison.com