Sales

AAFTO – Always Ask For The Order

Persuade the prospect to take action

Build a reputation around the experience you provide. Explain the benefits of the experience.

Need Analysis -> Need Awareness -> Need Solution -> Need Satisfaction

Need Analysis focuses on asking probing questions about POGO

POGO – Person, Organization, Goals, Obstacles (order of topics to discuss with new prospect with 75% them, 25% you talking)

Why would achieving this goal benefit you? What would achieving this goal mean to you?

QUIET – Question, Understand, Identify, Empathize, Test (Close)

On a scale of 1-10, with 10 being you are ready to place your order, where would you stand right now?

[Any answer other than 10] Great! What would it take to move you to a 10?