Focal Point® Selling Program
Components

1. Organizing the sales process

• Trace system development
• Competitive analysis: What are you selling against?
• Self analysis: What are you really selling?
• Business philosophy: Beyond product selling
• Decisions: How and why people make decisions

2. Customer contact

• First impressions: Face-to-face or voice-to-voice
• Differential statement or question: Establishing uniqueness
• Incoming contacts: Ready, set, go!
• Outgoing contacts: Suspecting and prospecting
• Gatekeeper strategies: Human and machine
• Role-play

3. Questioning...a new approach

• Facts: Objective discovery of 5 imperative and 5 important details
• Feelings: Subjective discovery of buying motivation (pain or pleasure)
• Finale: Verbal agreement of customer's logical and emotional needs
• Focal Point Factor®: Creating customer specific influence anchor
• Role-play

4. The Match Game

• Selling what the customer wants to buy
• Your products optimal factors: Discover or re-discover
• Restate, Resolve and Re-anchor: Tying emotions to logical needs
• Focal Point Factor®: Feedback to customer
• Role-play

5. Points of Difference: Objections

• Attitude: Create mutually beneficial buyer/seller solutions
• Common P.O.D's
• Reframe: Helping the customer to see from a different point of view
• P.O.D format: The steps
• P.O.D dialogue development
• Role-play

6. Final close negotiations

• Types of negotiations: What works and what doesn't
• Negotiation attitudes: It's not what they get, it's how they get it that matters
• Leverage: What is it... and what does it look like
• Leverage: How to assess each side's position
• Leverage: How to use it when you have it or deal with it when you don't
• Negotiation game plan: Outcome goals, process, range of concessions, application
• Scenario development
• Role-play

7. Customer service

• Everyone knows about it, but few use it: The difference that makes a difference
• Before the sale is made: Being a contrarian
• During the process: Under the microscope
• After the sale is complete: In for the long haul

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