Selling in a Matrix is a tutorial on conceptual selling. --Cover page is not the first slide-click- and you will see the title page.

3. “No Sell” Selling

4. Three Types of Thinking

5. Three Phases of a Sales Call

6. Anatomy of a Sales Call:

7. Getting Information

8. Giving Information

10. Focusing On The Prospect’s Decision-Making Process Buying is Decision-Making Logical Steps Identified & Tracked Fit or No Fit If Decision-Making Process is Ignored The Result is Confusion, Resentment and—”No Sale”

11. Three Types of Thinking I Understand Cognition Generate Divergent Select Best Convergent

17. 5 Question Types Confirmation New Information Attitude Commitment Basic Issues

19. Set Yourself Apart

20. U.S.P (U.S.S.- Strength)

21. The Joint Venture Matrix

22. Understand Concept

24. Not a Close/Gradual Steps

25. Ask For It

26. End of Call

27. Best Action

29. Customer Thinks “I’m Losing!”

30. Objection Result of Basic Issue

31. Basic Issues Are:

32. Individual Experiences

33. Value System

34. Core Beliefs

36. Be Attentive/Alert

37. Signs Customer Is Ready To Make A Decision

38. Move From “Whether” to “How long will it take… “When can you get it started” or “I’d like to check out”

39. EXAMPLE: No Dogs – No Ponies Tell Story--

40. Resources Recommended Books The New Conceptual Selling by Robert B. Miller and Stephen E. Heiman with Tad Tuleja How To Sell Network Marketing by Michael Oliver

41. Resources, cont’d The Works Team Related Webinars: Library – Feb, 2010-4 Pt. Consultative Selling Series Archives- The Consultative Approach and The Prospect Process-13 videos