Area 3: The Sale : Level 1: Ask Key Questions

So . . . how are you doing? A little overwhelmed? Anything new takes time and through hard work and disciple we will become skillful in sales. :-)

This video will provide a great summary, overview and reminders of key things for us to take our next steps. To get great at the 30 minute Strategy Session we must JUST DO IT! That is the only way to really learn / master this.

Once we complete the above video it would be good to set a goal of doing "x" number of 30 Minute Strategy Sessions (30 MSS) every week or even better every day. Going through the " Case Studies " have helped others. WARNING: Do not overthink this! Just jump in and start doing them. It is the only way to learn.

Are you able to go up to a total stranger and ask them their biggest challenge? When we learn to Overcome our Fear Of Strangers, we become fearless in sales and that's great for helping us to learn to sell / earn more money faster.

Once we learn to do the 30 MSS sessions pretty well then we're ready to learn how to close the sale. The following will help you to see how to take the information from the 30 MSS and close a sale.

There are four levels of questions to close a sale. The Business X-Ray is a Level 3 and 4 questions and people will invest $285 for that assessment. This helps people to put skin in the game and over 65% of those who do Business X-Rays will move to the next step, which is often ActionVision coaching / BOS - Business Operating System design and engineering.

[Box 4] Ask Key Questions - 4 Levels of Questions

Total Minutes
30

Minutes
3

11

16

30

Level of Questions
Introduction

Level 1

Level 2

Level 3

Level 4

Overall Objective
Set up to questions and the sale

Get them interested in you

Determine if they qualify to work with you

Through questions build a bridge between their biggest challenge and your solution.

Usually applied with the amiable and analytical personality types to build relationships and trust through data/information and taking time.

Types of Questions

Standard B2B Questions

Customized questions to achieve very specific goals

Questions which help the prospect to best understand that your solution is the best one for them.

Questions and discussion which build connection/relationships (Amiable) and covers all the important data to build trust with the analytical.

Questions ANSWERS

What about personality types? How does that affect the questions / approach?
We can use the same questions in most situations, but will ask the question in a different way. Our voice - tone - pitch - speed - words we use would change depending on the personality type of individual we are selling to.

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