Secret 1 - Mastering The Structured Sales Cycle Artwork

Building Breakaway Performers

A no nonsense discussion between a father and a daughter about what it really takes to build a business, a sales force, and the life you want. Join Mike Kerrison and Chelsea Uhl as they explore the depth and breadth of the journey required to live an extraordinary life. You don’t want to miss this one. This podcast series is packed with wisdom and anecdotes that were earned over a forty-year career. Experience the raw truth about success and failure as Chelsea interviews her father (Mike Kerrison – a successful entrepreneur) searching for answers, ideas, methods, and plans that we can all use to Build Breakaway Performance. And stay tuned for the release of Mike’s new book – Breakaway Sales – A Proven Structure to Double Your Sales …Forever!

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Building Breakaway Performers

Secret 1 - Mastering The Structured Sales Cycle

December 01, 2022 • Mike Kerrison & Chelsea Uhl • Season 1 • Episode 4

Mike explores the importance of mastering the structured sales cycle.

Key takeaways of the cycle:
Opening
-Introduce yourself
-Introduce your company
-give them a reason to listen - with an impact (no script)

Questioning & Listening (Discovery) without interrogating
-Listen to understand!
-Starter questions - prepared in advance
-Create need or find need
-Stay in ask mode vs. tell mode
- use bumper questions with anecdotes

Summarize your discussion before you present

Sales Presentation

-present ideas for solutions

Trial Close
-What do you think?
-Does that seem to fit?

Objections Leads back to quesitons
-understand the objection
-Overcome it
“in your opinion” will this work?

Trial close again

Mike's new book Breakaway Sales, which will be available by Pre Order next week, is a comprehensive text book that walks you through each step that we discuss on this podcast.

mikekerrison.com