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Mike : Yeah. Okay. We'll get your identity information at the end of the tape. Bill: Okay, great. Mike : Because certainly, anybody writing copy and anybody selling, which one or the other ought to enpass everybody that's listening to the tape, ought to have this thing. Take through, now, your whole sales process. Bill: In terms of the Impt System or how we teh it? Mike : Yeah, the Impt System. Bill: Okay, the Impt System is based on principles. And because it's based on principles, Mike , and I've never even I think told you this, we've worked in close to 400 different industries with 2 Womens Dan Skuta Jersey ,000 different panies. And because it's based on principles, it will hold up in any industry. And it's based on 54 basic fundantal principles and there are six steps to the process. There's tually a picture. As I ntioned at the outset, I used to be a college football coh. So consequently, I learn with pictures. We're old cohes. We make Xs and Os and things. One of the things I realized is that no one ever gave anyone an X and O picture of what a sale looks like. So the Impt System follows a picture. It's a six-step process and there are three rules. The first step is investigate. Now what we've been talking about here is the traditional prospecting, but then positioning and permission-based prospecting that goes with it. Mike : Yeah. Bill: Then you et sobody. In the et step, we teh them to issue a primary bonding statent. Very, very different from what anyone else really does. Probe clearly is qualifying of the buyer. But the better job you do of investigate tells you what questions to ask on the probe anyway. The next step is very different, because we don't teh demonstration. We teh application. Do you see the difference? Mike : Yeah, I do. Bill: It's the apply step. Mike : Right. Bill: So I apply my solution. In current parlance, what we basically say, Mike , is I configure my presentation. I configure my presentation into the apply step. Then I have to convince the buyer through social proof, etc. The final step is tie it up. I-M-P-A-C-T. If you want to read more info on penis stretchers years review our own webpage. Three rules. Rule number one, don't skip a step. Example. I'm in the et step, Mike Dan Skuta Jerseys , and you say to , "How much is that?" Well, you're trying to take to the apply step. Mike : Yep. Bill: So I have to know what to say. And I say, "Well, we've got a full range of prices based upon what you're trying to pli. What I'd like to do is to ask you a few questions, make sure it's the right thing for you, then I'll make the rendation that's for you right to the penny. Does that make sense?" So there are strategies and ttics that you have to be able to tk onto this. Second rule is don't go to a step until you've exhausted a previous step. And the third is to make sure you and you prospect are in the sa step. One of the most interesting things that we've added, Mike , I think you know this, we've tually added a simulator which simulates 138 role-plays that our in the Impt System. Anything that could ever happen to you, you put it on a puter, you talk to the puter, the puter talks to you, has video-based t
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| Beitrag vom 01.11.2014 - 08:04 |
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| shoptexansus |
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