Google PROACTIVE SELLINGBuy/Sales Process: Stage 0 Rationalize Transfer of Ownership Initial Interest Educate/Discovery Lead Gen * Early focus on Stages 1 & 2 will pave the way for success in Stages 3,4&5 TIPS: @ Use the word decision on each step of the sales cycle: “Are we ok to make a decision today?” © Try to get to know buyer’s motivation on their Education stage: whether it’s PAIN or PLEASURE Always take CONTROL of the sales cycleThe Energy to Change : ‘ Two Motivators: Buyers Motivation Away Towards Pain Pleasure Away Words ---> comparative logic @ Minimise @ Reduce © Decrease © Avoid TIPS: e Away people like if we understand their issues > speak their language