Sales Secrets for Small Business
with Dave Crenshaw
Three-Step Sales System: Overview
Explore
Spend the majority of your time in this
step.
The more decision makers, the better
the exploration.
Harmonize with the prospect’s
personality.
If you use questionnaires, keep them
brief.
Ask questions to get to know both
their wants and needs.
Ask follow-up questions.
Ask questions about their questions.
Listen carefully, and take notes when
appropriate.
Re-state when more clarification is
needed.
Return to Explore if neccesary
Sales Secrets for Small Business with Dave Crenshaw
Present
Focus on what the prospect wants.
Keep it brief and avoid consulting.
Get money out of the way early.
Engage the prospect with questions
and hands-on experiences.
Avoid introducing unnecessary
information.
Occasionally and carefully use
appropriate humor.
Pay attention to nonverbal cues.
When you finish, stop talking, and wait
for a response.
Act
Allow them to close the deal.
Mutually agree upon next actions.
Ask questions to discover obstacles.
Ask for a “no,” if they are not
committing.
Set a clear follow-up date for the
action, if necessary.
Express your honest desire to work
with them.
Emphasize any natural and
understandable urgency.
Follow up with the client on that date.
Deliver everything you say you will
deliver.
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