4 levels of selling explained by Joe Ingram
The four levels of sales
\n1. Regulations
\n2. Rules of Engagement
\n3. Strategy
\n4. Engagement
\nRegulations: These are the governing rules for engagement
\nExamples
\nCompany Ethics
\nCompany Culture
\nCustomer Service Beliefs
\nRules of engagement: Defined mission and objective
\n\u2022What is the goal?
\n\u2022What is the overall objective?
\n\u2022What is the sales process?
\n\u2022What is a \u201csuccess\u201d?
\n\u2022What is a qualified lead?
\n\u2022What is the follow-up process?
\nStrategy: Game plan for accomplishing a sale
\nPreparing your:
\nResearch
\nApproach
\nAccusation Audit
\nEngagement:
\nSales presentation
Objection handling
\nPoints of pain
\nSolutions
\nDefined end state
\nCall to action
\nNext Steps
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