The Courtship Sales System

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The Courtship Sales System

• Relationship Selling and
• Dynamic Marketing
• By Dan McKinnon

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Trying on your sales wings
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The Courtship Sales System

• Who Sells?
• When?, Why?
• What Sells?

• Everyone does it, all of the time.
• Its simply, persuasion personified.
• Sales are the life force of the organization, it
  sells, therefore it is.

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The Courtship Sales System

• A common sense approach to relationship selling

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The Courtship Sales System

• How is the sales process like a courtship?

• AT-------
• IN------
• DES---
• ACT---

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The Courtship Sales System

• ATTENTION
• Opening the Clients door to You, But How?

• Newness
• Urgency
• I know who you know
• Referrals are 1
• Stand up to be seen, Speak up to be heard
• And more?

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The Courtship Sales System

• INTEREST
• How do I show you Im interested in you?

• Another Attention...
• Loving to Listen
• Creating USPs
• Making POPs

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The Courtship Sales System

• DESIRE
• Making itBuilding it...its a quest using
  questions

• Joes A.L.E. and his A.D.E.
• Know and Show Coveys 4th
• Show you care with Factscan questioning
• Fact scan.
• Facts can.

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The Courtship Sales System

• MORE DESIRE
• We buy with our emotions, not our cognitions
• Joes Iceberg Theory

• Factscan results in identifying GAPS OR NEEDS
• Its up to you to fill the clients gaps and needs
  with??
• ?? YOUR BENEFITS
• Emotion Motion

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The Courtship Sales System

• ACTION PLEASE
• People will act from their perceptions

• Ya gotta ask em to Close em
• Restate the matched Needs/Benefits, AND
• Go Direct
• Be Either/Or
• Do Assumptive Move
• Try a Trial

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The Courtship Sales System

• EXERCISE I Using AIDA to unpack some real
  life sales scenarios. Its SHOWTIME - 3 video
  vignettes

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The Courtship Sales System

• The Stages of a Professional Sales Relationship
• Transforming Suspects into Confidants

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Know thyself, Know the other
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The Courtship Sales System

• A suspect is____________?
• A prospect is _____________?
• A customer is _______________?
• A client is_____________________?
• A confidant is____________________?

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The Courtship Sales System

• Ask yourself, ARE THEY.
• Awake, Asleep or Dead?
• Ask yourself, CAN THEY BE.
• Broadened and Deepened ?
• Ask yourself, SHOULD THEY BE.
• Let GogtTo Grow?

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The Courtship Sales System
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The Courtship Sales System

• EXERCISE II Marking your homework True or
  False, Why? Talk to us...

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The Courtship Sales System

• OBJECTIONS
• Nos or Knows?

• Whats a no really mean?
• Their No-ing leads to your Knowing

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The Courtship Sales System

• OBJECTIFYING THOSE OBJECTIONS
• An objection A secret problem
• THREE TYPICAL OBJECTIONS ARE NoTime/Too
  Busy, Your Price is too High, Im working with
  someone else.

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The Courtship Sales System

• EXERCISE III OBJECTIFYING OBJECTIONS
• Groups of 3 with a Seller (Sender), Buyer
  (Receiver) Observer. Try out each role with a
  common objection. 5 minutes each, 15 minutes
  total

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The Courtship Sales System

• SUMMING UP
• Heres an outline of today, add your notes to it.
  Heres a chartThe Sequential Model of
  Professional Selling

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The Courtship Sales SystemThe Attitude Latitude

• Reframe rejection, make nos into knows
• UCasUR
• Your Thoughts Become You

• Dare to Care
• Enthus----
• I -Am-Sold-Myself

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The Courtship Sales System

• IN CLOSING
• How was today? Heres your homework for
  4-Conflict. Please do your Stop-Continue-Start
  Journal. Thank you, see you next time.