4. UNCOVERING PAIN
TRANSITIONING “SETTING EXPECTATIONS” TO “UNCOVERING PAIN”
Earn the right to ask a question
3. SETTING EXPECTATIONS
Story: Got random call on my cell phone
• Sales Person: Hey Patrick, my name’s John and I’m calling from Velocity Solutions
• Me: “are you trying to sell me something?”
• Sales Person: Of course not. I just want to tell you about our financial products…
• The whole time I’m thinking: what is he selling, when is this going to end, and is it rude if I just hang up?
• Failed because he did not set expectations with me about what will happen on the call and what will happen at the end of the call
2. BUILDING RAPPORT
INTRO TO BUILDING Compatibility
Common Business Mistakes:
• Focused too much on the technical aspects
• Not focused on build a connection
• Not focused on selling emotionally
• Come off as un-relatable
1. MINDSET
THE SUCCESS Remains
- Most sales people fail because they only focus on tactics
- Having the right mindset will determine how successful you
will be come
Sales Machine
Sales Machine Methodology
Mindset → Building Rapport → Setting Expectations → Uncovering Pain → Budget → Decision → Predestination and Close → Locking In
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