| We continue our case study to illustrate the power of combining Artificial Intelligence and Track Selling. We call it DialogueTrack (Sales Intelligence Track).
Previous Tips provided guidelines for Steps 1-5. We learned what our prospect "Ken" values most in sales training content and outcomes.
We presented our three most appealing features and benefits that Ken is looking for, quoted the price, and now it's time to ask him to buy.
In Step 6, Act of Commitment, we ask Ken an action-oriented closing question to which the desired answer is "no".
Take notice in the graphic above of the precise wording that is used to ask Ken for the purchase. Psychologically, it's easier for the prospect to agree to buy by saying "no" to the salesperson. That's why our Act of Commitment is worded as it is.
The key principle in Act of Commitment is to have a logical conclusion to a well-given presentation. If the prospect objects, try the following:
- Neutralize the objectiion
- Review the features the prospect already agreed that they like
- Add a new Feature-Benefit-Reaction sequence
- Close again using the same closing question.
Next week's Tip provides SalesIntelTrack recommendations for the end of our case study. It's time for Step 7 - Cement the Sale. Yes, it keeps getting better.
SUMMARY
If you're integrating AI for your sales team and are familiar with the Track Selling process to advance from step to step, direct your chat bot to include Track Selling's language, transitions, step sequencing, objection-handling, etc. If you're not familiar with Track Selling constructs and desire more insights, you can request it from the info@ address below. Ask and you shall receive.
To learn more about Track Selling DialogueTrack, send your request to [email protected].
Good luck and good selling. |
