Seven Steps To Selling Success

What are you planning to do in the next six months? Next Year? Next three years?

Everyone has plans.

But few people ever make their plans a reality.

Why is that?

It is because most people are conforming their behavior to someone else’s’ plan!

When you need money and someone else has money you do whatever it takes (from a business perspective) to deliver enough value and earn his or her money.

What of there was an abundance of money out there and all you needed to do was communicate your value to the world in order to get it?

Wouldn’t that be great?

Well that’s what sales and selling does. When you sell you are communicating the value you have to the world. In return you receive money for providing that money.

Problems occur when you do not work from your own selling system.   If you are not dictating the action, you are reacting to actions taken by others. This is not going to work for you for sales.

That’s the reason we have developed the Valtimax Selling System.

This episode of Four Minute Fixation is a brief introduction to the system we created to help you take control of the money you make.

Here are the steps we outline in the video:

Step One: Invitation – You must be invited in. This is how you eliminate cold call selling forever.

Step Two: Mutual Qualification: Every client is not ideal. Start the conversation and sort out your prospective clients.

Step Three: WNABE: Here is a link to the video highlighting this part of the system: WNABE

Step Four: Options Presentation: Options make all the difference in negotiation.

Step Five: Value Agreement: Make sure you agree on everything. They are not “buying. You are not “selling.” You are exchanging value. Agree on this concept up front.

Step Six: Verification of value: Give the client a chance to back out. Make sure he agrees to keep up his end of the deal.

Step Seven: Referral. You don’t get enough referrals. Ask right at the end of the first agreement.

Watch this video multiple times to absorb the full impact of the Valtimax Selling System.

Here is the transcript to this episode of Four Minute Fixation:

Seven Steps To Selling Success

Selling is not your thing. I’m going to teach you seven steps that will have you selling like a pro in no time. Come with me.

Today we are fixated on the Seven Step Selling System that will help you make a great living and live a great life. You heard me correctly. Even if you hate to sell, this system is as natural as falling out of a boat and hitting water. I’m going to teach you the seven steps right now right here, and then you can practice them and master them so that you can sell like a pro in no time at all.

This is our Whiteboard Workshop, and every Wednesday at Four Minute Fixation we focus on something that I can teach you visually.

Let’s have a look at the board and on the board, you will see the seven steps involved in the Valtimax Selling System. They are:

Step one: Invitation. You must be invited in.

Step two: Mutual qualification.

Step three: WNABE.

Step four: The options presentation.

Step five: The value agreement.

Step six: The verification of value.

Step seven: The referral.

These are the seven steps in the Valtimax Selling System, and we’re going to go through each of these steps right now, and my hope is that these steps resonate with you and that you can use them in your business right now today.

First, before we get into that, let me remind you to watch these videos all the way to the end. You never can tell what’s going to happen after the credits. Most of the time, we show you some bloopers but all of the time, there is extra value, and sometimes the extra value is in a call to action, which is a freebie of free object you get at the end of this Four Minute Fixation episode. You’ll be amazed at how many people miss the freebie at the end of the episode.

The second thing I want to remind you is if you like this video, click the “thumbs up” on YouTube. I really value the thumbs up on YouTube. That’s a way for people to know which videos are worth watching. If you like it, click the “thumbs up” on YouTube and while you’re there, be sure and subscribe. Subscribing is a way to make sure you don’t miss out on any of the great content we provide each and every single stinking day. That’s right, subscribe and you won’t miss out on anything. Finally, you can look for us on Facebook and become a member of our community on Facebook. At Facebook, we share very specific and exclusive content to our members, so make sure you find us on Facebook and click the “Like” button on Facebook as well.

Let’s get into the Valtimax Selling System. Take a look at the whiteboard, and you will see that step one in the Valtimax Selling System is the invitation. You must be invited in, in order to have a conversation with someone. The Valtimax Selling System is built around relationships. You have to have a great relationship with your client. You have to have a great relationship with your client, even before he or she becomes your client. Step one, the invitation you being invited in is critical. Nobody wants someone in their face when they haven’t been invited to be in their face. My grandmother used to say nobody wants someone in their kitchen who hasn’t been invited to be there, so you got to get invited in to be at the kitchen table. How do you get invited in? That’s simple.

You follow the process that we’ve outlined in our video series in the Four Minute Fixation video show where you can stop cold calling forever. We’ve put a link to that video right below this. You got to be invited in by using our two-step methodology. Step one is to deliver a speech, write an article, host an event. There are any number of ways to make yourself an expert, and once you make yourself an expert and get in front of people who are your ideal clients, then you become someone they want to hear more from. You’ll offer them something of value. In return, they invite you in to discuss it. You can find out more about this in the video titled “How To Eliminate Cold Calls Forever.” Link to that video will be down below this video.

Step number two, that’s mutual qualification. Step number two is mutual qualification. You have to interview the prospective client to determine whether he or she will be a good fit for doing business with you, and they’re going to want to interview you to make sure that you’re a good fit for doing business with them. People are qualified to work with you when they have, number one, money. They can afford to pay for your services or your products. Number two, they have a problem you can solve. Number three, they have the ability to make a decision on hiring you. Mutual qualification, that’s where you sit down. You interview the prospective client. He interviews you. You decide if you’re a good fit.

Number three, that’s WNABE. Now you may have heard me talk about WNABE before. We have a video on that as well. I will post a link to the WNABE video right below this. WNABE stands for wants, you have to determine what the client wants; needs, you have to determine what the client really needs because sometimes what they want isn’t what they need; avoid, what’s the client looking to avoid, what pain do they have; benefits, how do the benefits of your service help them avoid the pain that they’re feeling; and emotion, you have to wrap the whole thing in emotion, get them personally involved in finding a solution and that solution will involve you. WNABE, that is step number three.

Step number four, that’s the options presentation. You don’t close the deal. You simply present the client with options for doing business together. These options are mutually beneficial. They’re beneficial for you obviously. They’re beneficial for the client because the client gets what he’s looking for. You present him with at least three options. You give him choices of yes instead of a yes or no. The options presentation is the critical element in the closing process. Because you’ve already identified what the client wants, what he needs, what he’s trying to avoid, how your benefits will help him avoid it, and you got him all emotionally, you got him all worked up. He’s ready to do business with you. Now, you present him with options for doing exactly that.

Step five: The value agreement. This is where you put the document in front of him. He signs it. You determine what you’re going to provide. That’s the value he’s going to receive. You determine what value you’re going to receive. 99% of the time, that’s money. You determine the money. You agree on the options. You agree on the terms. You sign the deal.

Step number six: The verification of value. Verification of value is something that most people forget about when they sell. You have to sit back and you have to say to the client, “Mr. Client, we just went through a number of options. We’ve agreed on the value that I’m going to provide to you. We’ve agreed on the value that you want to receive for the money that you’re providing me. I want to give you the opportunity to think about this in great detail. Is there anything that could prevent you from fulfilling our agreement?” This is critically important.

You’re asking the client if there’s anything that could prevent him from living up to the terms of the agreement. What does this do? This gives him one last chance to back out, sure, but more likely the psychological principle here is that he will feel even better about his commitment. Because he’s already written it down, he’s signed on the dotted line. You’re giving him the chance to remember why he wants to do business with you. This prevents back outs. This prevents buyer’s remorse. This step is absolutely critical. The verification of value is a great step, and it’s one of the most important steps in the process.

Finally step number seven, that’s the referral. When you close the deal is the first time you’ll ask for a referral. You’ll ask for someone who’s just like the client in the same role as the client in another company, maybe even in a competitor. You’ll ask for someone just like the client who could benefit from the value that they are going to receive. When a client signs an agreement when they agree to buy something, they feel fantastic. They feel great about it. It’s a great time to ask for a referral. In reality, step seven never ends. It goes on and on, it last forever. You should be asking your best clients for referrals at least six times a year, at least every other month.

Those are the seven steps in the Valtimax Selling System. They’re the seven steps in your selling system. You need to put those into practice immediately, and you need to watch some of the other videos we have in the series on selling here at Four Minute Fixation. They will make you a master salesperson and a better business leader.

I’m Dave Lorenzo, and this has been Four Minute Fixation.

Today, I’m fixated on helping you make a great living and live a great life.®