Every successful business ultimately sells what it has to offer. Having millions of prospects isn’t enough if no one ultimately pulls out their wallet and says, “I’ll take one.” The Sales process begins with a prospect and ends with a paying customer.

No sale, no business.

The best businesses in the world earn the trust of their prospects and help them understand why the offer is worth paying for. No one wants to make a bad decision or be taken advantage of, so Sales mostly consists of helping the prospect understand what’s important and convincing them you’re capable of actually delivering on what you promise.

The end of the Sales process is an excited new customer and more cash in the bank.

Key Ideas which we will work through are:

    Transaction
    Trust
    Common Ground
    Pricing Uncertainty Principle
    Four Pricing Methods
    Price Transition Shock
    Value-Based Selling
    Education-Based Selling
    Next Best Alternative
    Exclusivity
    Three Universal Currencies
    Three Dimensions of Negotiation
    Buffer
    Persuasion Resistance
    Reciprocation
    Damaging Admission
    Barriers to Purchase
    Risk Reversal
    Reactivation

    “People don’t like to be sold, but they love to buy.”
    Jeffrey Gitomer, author of The Sales Bible and The Little Red Book of Selling