The T.R.U.S.T. ProcessThe T.R.U.S.T. Process

The The ONE-WORD MEANING of SALES isWORK!

The TWO-WORD MEANING ofEFFECTIVE SALES is

HARD WORK!Next, you have to ENGAGE!

The Four Selling Principles1. Selling is not an event; it is a process. 2. You make more money solving problems

than you do by selling products.3. Your prospects buy for their reasons, not yours.4. Prospects don’t buy your products and services,

they buy what the products or services will do for them.

YourYour CUSTOMERS do not want TO BE SOLD TO.

They want to be led TO MAKE THEIR DECISION

TO BUY!

A A CONSULTANT wins over a SALESMAN wins over

every time… all the time!

Seasoned Seasoned salespeopsalespeoplele KNOW the value of

ASKING QUESTIONS.

1.1. What makes your What makes your product/service product/service valuablevaluable to to your prospect?your prospect?

2.2. Why should the prospect buy Why should the prospect buy from us instead of the from us instead of the competitioncompetition??

There is There is NO

BUSINESS until A SALE IS MADE!

Overview of the T.R.U.S.T. ProcessSTEP PURPOSE HOW

ThinkEstablish call objective Gather information,

analyze the situation, prepare for sales opportunities

RelateBuild trust and rapport Focus on the prospect

Uncover the Needs

Identify needs, reasons, benefits and criteria.

Ask appropriate questions

Sell the Solution Present your recommendation

Use feature, function, benefit statements.

Take Action Manage objections and close the sale

Ask for the order

Step One:

THINKTHINK

The Importance The Importance of Planningof Planning

Step Two:

RELATERELATEEstablishing RapportEstablishing Rapport

Step Three:

UNCOVER UNCOVER the NEEDSthe NEEDS

Identifying and IsolatingIdentifying and Isolating

The Natural Law of Homeostasisstates that an organism

stays in perfect balance until and unless acted upon by an outside

force.

disrupts the status quo and pushes the organism out

of balance.

Step Four:

SELL the SOLUTIONSELL the SOLUTIONFeatures, Functions, and BenefitsFeatures, Functions, and Benefits

Step Five:

TAKE ACTIONTAKE ACTION

Managing Objections Managing Objections and Trial Closesand Trial Closes

Keys to Prospecting1. Always be prospecting. 2. Develop a genuine interest in and

concern for other people.3. Communicate with people constantly.4. Observe with an “eagle-eye”.

PROSPECTS ARE PERISHABLE

– handle with care.

A truly QUALIFIED PROSPECT is anyone who meets all of these qualifications:

• The authority to buy• The ability to pay• An unmet need• A sense of urgency

Step Two:

RELATERELATEEstablishing RapportEstablishing Rapport

Remember POGO:POGO:PersonOrganization Goals Obstacles

POGO First Call PyramidPOGO First Call Pyramid

Step Three:

UNCOVER UNCOVER the NEEDSthe NEEDS

Identifying and IsolatingIdentifying and Isolating

Your prospect Your prospect WON’T

BE WILLING TO CHANGE until they until they REALIZE

that that they havethey have AN UNMET NEED.

You become aware of the prospect’s needs by ASKING QUESTIONS to gain: • Product Knowledge

• Industry Knowledge • Competitors Knowledge • Application Knowledge • Pricing Knowledge• POGO Knowledge• Prospect Knowledge• Buying Criteria

You need to use You need to use HOMEOSTASIS to to

your your ADVANTAGE.

ZIG says: “Be “Be careful. If you rush careful. If you rush

to the to the presentation presentation

before you have before you have built value and built value and

gotten to know the gotten to know the prospect, you will prospect, you will come across as a come across as a

pushy salesmanpushy salesman.”.”

FOUR COMMON MISTAKES SALESPEOPLE MAKE:

Mistake No. 1: Introducing features and products that are not relevant to the prospect’s needs.

FOUR COMMON MISTAKES SALESPEOPLE MAKE:

Mistake No. 2: Emphasizing the features and functions of products instead of presenting benefits that are important to the prospect.

FOUR COMMON MISTAKES SALESPEOPLE MAKE:

Mistake No. 3: Leading with products, instead of leading with need.

FOUR COMMON MISTAKES SALESPEOPLE MAKE:

Mistake No. 4: Not paying attention to and responding to the prospect’s non-verbal and verbal messages.

Step Five:

TAKE ACTIONTAKE ACTION

Managing Objections Managing Objections and Trial Closesand Trial Closes

The CETAACETAA Formula involves:

ClarifyEmpathize Test Answer Ask

ZIG ZIGLAR says: “Remember, you can’t “Remember, you can’t

make anyone change his make anyone change his or her mind. You can only or her mind. You can only give them new information give them new information to make a new decision.”to make a new decision.”

INCONVENIENCING one’s self for the CONVENIENCE of

another.

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