No Pressure Selling® Tune-Up
“The fool tells me his reasons, the wisest man persuades me with my own.” – Aristotle
In 1985, Steve Howard took Aristotle’s advice and started developing a sales process for HVAC Contractors who hated to sell using scripts, manipulation, and pressure. Today, tens of thousands of sales professionals use No Pressure Selling® to comfortably sell ideal solutions to delighted buyers. As you review the key ingredients in the No Pressure Selling® formula place a check mark next to any opportunity for improvement you may find.
Ask Comfort Concerns List® Questions
Asking the right questions is like turning on a bright light in a dark room
Do you consistently use the Comfort Concerns List® to:
☐ Discover desires?
☐ Document desires?
☐ Prioritize desires?
☐ Design Ideal Comfort Solution®?
☐ Make buying your customer’s idea?
Design Ideal Comfort Solution®
“We don’t resist our own ideas.” – Aristotle
The Ideal Comfort Solution® is a customized package of features and benefits that best satisfies each buyer’s deepest wants, needs, and desires. When buyers desire their Ideal Comfort Solution®, you will close more sales and sell more premium benefits.
☐ Do you always use the information from your buyer’s Comfort Concerns List® to help you design their Ideal Comfort Solution®?
Present Your Wheel of Value®
To add more value, document more benefits
When you use your Wheel of Value® to make your presentation, you’ll never get lost and forget what to say. Buyers love seeing what you’re saying because it helps them learn quicker and buy faster.
Do you consistently use your Wheel of Value® to:
☐ Document the highest value?
☐ Present Ideal Comfort Solution®?
☐ Provide the Greatest Peace of Mind®?
☐ Allow buyers to sell themselves?
Provide the Greatest Peace of Mind®
Peace of mind is usually our strongest buying motive
The lowest risk provides the Greatest Peace of Mind®.
Do you comfortably discover and reduce the five risks buyers fear:?
☐ Physical risk
☐ Psychological risk
☐ Functional risk
☐ Financial risk
☐ Social risk
Ask 2 Magic Questions®
Eliminate objections before they are raised
Asking these two questions can eliminate over 50% of all objections. Before you give the price for their Ideal Comfort Solution®, ask if it is exactly what they want. If there is something they’d like to change, now is the time to do it. This keeps you from giving a price on something they don’t want and allows for you to review the benefits they do want one more time.
☐ Do you ask the 2 Magic Questions® on every sales call?
Invite Buyers to Own
“You always miss 100% of the shots you don’t take.” – Wayne Gretzky
The best place to allow buyers to close the sale is at the end of the No Pressure Selling® process when you are going over their proposal benefit-by-benefit. Every time you mention something they really want, the value gets bigger, and the price seems a bit less important.
One of the easiest ways to close the sale is to imagine your buyer saying, “We’ll take it.” Just tell them what to do next. “All I need is your okay and we’ll get started.”
☐ Do you always invite buyers to become delighted customers?
☐ Is it time to attend No Pressure Selling® again?
For information about No Pressure Selling® classes, please send your contact information to 602-678-4889 or email Register@nopressureselling.com or call Kaylee at 1-800-515-0034 today!
