Nancy Matthews Trish Carr

The Anatomy of the Sales Process

The Prosperity Accelerator Sales Systemwith Nancy Matthews & Trish Carr

The Proven, Guided & Predictable Path to Prosperity

➢Lock in the dates➢Lock in the Zoom Number➢Be active in Facebook Group➢Save the Resource Page➢Come Prepared – Block 30 Minutes BEFORE Each

Session

3

ANATOMY OF SALES PROCESS

01 02 03 04

08 07 06 05

09 10 11 12

Initial Follow Up

Connect-Build Rapport

Ask Questions - Be a

GREAT Interviewer

Magic Phrase Transition

to Specifics

Questions to Uncover

Specific Challenges

BE QUIET Ask for Sale – Share

Options & Pricing

Magic Phrase

Transition to Sale

Give Value – Pinpoint

Root of Their Challenge

Handle Concerns or

Objections

Ask for Sale Handle Concerns or

Objections

Happily Collect Payment

and Begin Serving

4

01 02 03 04

INITIALFOLLW-UP

BE A GREATINTERVIEWER

MAGIC PHRASETRANSITION

QUESTIONSTO UNCOVERCHALLENGES

✓ Connect & Build

Rapport

✓ Remind where/how

you met

✓ Be Interested in THEM

Ask Questions about THEIR

lives in the areas you know

your clients typically have

challenges or unmet

desires

Once they’ve self-identified

areas where you can add

value – transition phrase –

“I might be able to give you

some ideas about that,

would it be okay if I asked a

couple of questions?”

These are more specific

questions to dial in to their

level of pain or desire.

Find out what it’s costing

them to not have a solution

What they’ve tried before

(that did or didn’t work)

This will also reveal

concerns and objections

even before ever asking for

the sale!

INITIAL SALES PROCESS

5

05 06 07 08

GIVE VALUE MAGIC PHRASETRANSITION

ASK FOR SALEOPTIONS

& PRICINGBE QUIET

Offer 1 or 2 tips or

suggestions focused on

identifying the root of their

issue. Don’t give too much

advice here or they will not

feel they need you and

instead want to go

implement what you

shared first. The key here is

identifying the problem

area you will solve.

Pre-Requisite: You have a

high level of rapport, they

have said, “Yes” several

times and/or been in

agreement with you and

have indicated they want a

solution. Transition Phrase

– “Would it be okay if I now

share how we can continue

working together?

If possible, offer 2 product

options (one higher priced

than the other). This gives

the buyer the feeling of

making a choice between

(A) and (B) rather than a

choice between Yes or No.

Silently count to yourself (6

seconds is a good rule of

thumb.)

If they do not say anything,

ask … “Wouldn’t you love

to be able to say this time

next month that this was

the best decision you made

because you finally got

what you wanted?”

Building Relationship – Asking for the Sale

6

09 10 11 12HANDLECONCERNS &OBJECTIONS

ASK FORSALE

HANDLECONCERNS &OBJECTIONS

HAPPILY COLLECTPAYMENTWIN-WIN-WIN

Be Prepared – You Know

What People Say Most

Often.

Remember “Feel, Felt,

Found” and have personal

stories or client stories that

demonstrate how that

concern was eliminated

and the success they had.

“So now that you’ve

realized that this is easier

and simpler than you think,

let’s go ahead and get

started. Which credit card

would you like to use?”

You may experience a

second round of concerns if

all of theirs were not

uncovered in the first

round. Repeat … “Feel, Felt,

Found” and ask for the sale

again.

Collect the Payment and

AFFIRM THEIR GREAT

DECISION using their words

of how they will feel when

the finally have what they

want (these were conveyed

to you in Steps 2 & 4).

Handling Concerns & Collecting Payment

Your Objections (Challenges)I don’t know what to say

It feels awkward to call strangers

I don’t want to be salesy

I don’t like being SOLD to

People don’t pick up the phone

They don’t call back (after leaving message)

I get down when they say NO

Don’t know how to transition to sale

I’m shy (and/or introvert)

Find the right words to use

Their ObjectionsI don’t have time

I don’t have the money

It’s not for me

Let me think about it

I have to ask my spouse

I’ve already got what I need

I’m not ready

It sounds to good to be true

I don’t have any extra money

I’m already working with someone

Fear of changing what they’re already doing

Have not at the selling point

I could be better at sales if only…➢ I’d know how to find them or get them when they’re in pain and seeking relief➢ I knew what to say and believe what I’m saying➢ I had the courage to actually call people!➢ I would make the calls and be consistent➢ I was consistent in trying➢ If I’d just do it➢ I focus and stick to a plan and format➢ I made more calls➢ I felt more confident in the conversation and knew best what to say for the various

products and services➢ I had an actual product➢ Stay focused➢ I could reach the right people

I could be better at sales if only…

➢I could describe what I’m selling and knew the right questions to ask to determine the person’s challenges before offering my solution➢I had proper training and a mind shift➢I could embody the passion I feel with this work➢I could learn how to be better at speaking from a place of

authenticity and not feel salesy

11

01 02 03 04

INITIALFOLLW-UP

BE A GREATINTERVIEWER

MAGIC PHRASETRANSITION

QUESTIONSTO UNCOVERCHALLENGES

✓ Connect & Build

Rapport

✓ Remind where/how

you met

✓ Be Interested in THEM

Ask Questions about THEIR

lives in the areas you know

your clients typically have

challenges or unmet

desires

Once they’ve self-identified

areas where you can add

value – transition phrase –

“I might be able to give you

some ideas about that,

would it be okay if I asked a

couple of questions?”

These are more specific

questions to dial in to their

level of pain or desire.

Find out what it’s costing

them to not have a solution

What they’ve tried before

(that did or didn’t work)

This will also reveal

concerns and objections

even before ever asking for

the sale!

INITIAL SALES PROCESS

Picking Up the Phone ☺

Picking Up the Phone ☺

Picking Up the Phone ☺

Let’s

Practice

16

ANATOMY OF HEART-CENTERED SALES PROCESS

01 02 03 04

08 07 06 05

09 10 11 12

Initial Follow Up

Connect-Build Rapport

Ask Questions - Be a

GREAT Interviewer

Magic Phrase Transition

to Specifics

Questions to Uncover

Specific Challenges

BE QUIET Ask for Sale – Share

Options & Pricing

Magic Phrase

Transition to Sale

Give Value – Pinpoint

Root of Their Challenge

Handle Concerns or

Objections

Ask for Sale Handle Concerns or

Objections

Happily Collect Payment

and Begin Serving

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for 1GB of MP3’s?

19

02

INITIAL SALES PROCESS

Perfecting the Art of Listening and

Asking the Right Questions

Asking the Right Questions

➢My product or service is➢The solution it provides is➢What words does my customer use to describe the problem?➢How is not having a solution impacting their day to day life?➢What are others saying to them about it?➢What else are they saying about the problem to themselves

(in their mind) that they don’t easily share with others?FROM THAT … come up with questions you can ask

IN A CASUAL, NON-INVASIVE WAY that will have them reveal if they have a problem in an area that you solve.

The Power of Mastermind

What’s Next…

➢Friday, 5 pm (Eastern) Happy Hour in FB Group

➢Self Assessment for Sales Mastery

➢Ideal Client Demographic Worksheet

➢Serve & Sell Tracker

➢Pricing & Funnelology

Next Session:

➢Asking the Right Questions

➢MAGIC PHRASE TRANSITION

➢Asking for the Sale

What Is Your Desired Goal?

_____ Number of New (or Returning) Clients

_____ $ in Revenue

_____ Hit My Goal Number of Calls Each Week

_____ Be Clear & Confident on Every Call / Presentation

_____ More / Move People in my Pipeline