Sales Dialogue 1 takes you through the entire process with sam-
ple dialogue and commentary so you learn the steps. We use this to
offer our “Win the Sales Game” and “Win the Money Game” Train-
ing sessions.
In this example, we assume we are calling people who would
most likely want our services, such as entrepreneurs or sales repre-
sentatives. You can use this same process with cold calling. With
cold calls, you’ll probably discover that many people you reach do
not acknowledge a need or desire. This means you will only get to
Step #2 unless you have prequalified your prospects thoroughly.
Move on to the next prospect as shown on the map. Remember that
you are sorting, not selling. Sorting is looking for people who ac-
knowledge an interest. Do not waste time persuading people who
are not interested.
Because you do not control what the prospect says, we include
three possible scenarios.
Sales Dialogue 1
Andy:Hi, may I speak with John Smith, please? (Wait for response.)
Hi, my name is Andy Fuehl from Phoenix, Arizona, and the rea-
son I’m calling you today specifically is to show and tell you
about a program we offer to improve your sales results by at
least 20 percent. Some of our clients have doubled and tripled
their income using our highly effective Sales Map to help them
increase their sales results. Are you interested in increasing
your sales?
Step 1: Establish Connection with the Prospect (build rapport). Initially
qualify your prospect.
This opener gains attention and determines if there is any interest. Include
anything you know about the prospect to establish a connection.
Mentioning your location also aids in establishing a connection, because
it will be something familiar. Here it is critical to match the person’s rate of
speech and pitch from their first response. Pay close attention, and adjust
your rate and pitch to match theirs. Continue to monitor and make
adjustments as necessary to maintain the connection.
1.John:Yes, I’d like to hearmore about what you have to say.
(Prospect says this is at a medium pace, articulates the words, and his
pitch is low. With a positive response such as this, go to step 2.)
Using the Five-Step Sales Map to Sell a Service 231