by-step process and helps you know where you are at any point
in the sales process. We spend almost two full days on this map,
giving you lots of practice along the way so you know how to ac-
complish each step. Does this feellike it may be something you
want to learn more about?We have started to establish the value related to the prospect’s needs,
desires, and hot buttons. Present the product or service in small chunks,
and ask an involvement question at the end. If you keep talking nonstop,
you may lose your prospect.
John:Yes, that soundsgreat so far. I am getting a good feelfor what
you are tellingme.
Notice the prospect is using auditory and kinesthetic words (sounds, feel,
telling). Now use both auditory and kinesthetic words to keep your
connection with him.
Andy:Great! This training program will give you an opportunity to
practice selling in a safeenvironment, and the instructors will
give you immediate feedbackso you will be able to tellwhere you
must improve. We have discovered that getting people involved
and practicing the skills dramatically liftstheir sales results. Oth-
ers have toldus how much they enjoyedtaking the class and how
safeit was to practice working with the tools. Would you like to
have a training where you could practice the skill right on the
spot and get a good feelfor the results you can produce?
Continue to build value of the program to serve this prospect using
auditory and kinesthetic language (safe, feedback, tell, lifts, told, enjoyed,
safe, feel) to keep connected with him. Also get him involved at the end.
John:That makes me tinglethinking about this training.
Notice the prospect is using a kinesthetic word now (tingle). To maintain
the connection, change over to kinesthetic.
Step 4: Show How Your Product or Service Fills the Need or Desire
Andy:Fantastic! By attending the Win the Sales Game Training, fol-
lowing the sales map and easy-to-use system, and by getting
hands-onpractice in a safe environment, you will stop feeling
burned and rejectedand thus improve your sales results. After you
have taken the Win the Sales Game Training and learned how
Using the Five-Step Sales Map to Sell a Service 235