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FS Sales
FS Sales Process
Building Rapport, Cintro, Clost, Presentation, Close, Handling Objections, CLose
Building Rapport - 1st Step
1) Set the Agenda
Building Rapport - 2nd Step
Validate the Business Objectives (1-2) and Buying Motives (2-3)
Building Rapport - 3rd Step
Validate the decision making process & +/- bias
Building Rapport - 4th Step
MEET
What does MEET stand for?
Magnify, Educate, Explain, Trail Close
Cintro - 1st Step
Use the small/large company 30 sec. elevator speech.
Close - 1st Step
Ask for the business
Close - 2nd Step
Ask for referrals
Presentation - 1st Step
Solution Selling
Presentation - 2nd Step
FS Shoulder Bag
Handling Objections - 1st Step
Empathize
Handling Objections - 2nd Step
Clarify
Handling Objections - 3rd Step
Isolate
Handling Objections - 4th Step
Respond
What is an example of solution selling?
clean restroom, safe floor, & clean kitchen