Solar At Scale - Solar Closer Mastery

Solar At Scale - Solar Closer Mastery

3. Sales Philosophy

What is Sales?

Section 1: The Fundamentals of Sales

Good vs. Great Salespeople:

The subtle, but crucial differences between good and great sales practitioners

How great salespeople instigate the desire to buy rather than merely selling

Good salespeople sell.

Great salespeople make people WANT to buy.

Section 2: Sales = Change

Defining Change in Sales:

Exploring sales as a transformative process for both the salesperson and the prospect

Techniques to gracefully navigate and instigate change with prospects

The Movement in Sales:

How sales is about advancing prospects from one point to another on their buying journey

Strategies to facilitate this movement effectively and efficiently

Section 3: Mastering the Art of Questioning

Skilled Questioning Techniques:

Developing the ability to ask insightful and probing questions that reveal prospects' internal motivations

Practising active listening to understand and respond to the prospects’ needs accurately

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Section 4: Sales as a Helping Profession

Redefining Sales:

Shifting perspective from convincing to helping

Understanding how this shift in mindset can boost your sales performance

Helping Prospects Decide:

Recognising that prospects often already desire the product or service

Techniques for assisting prospects in making informed and beneficial decisions

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