RISE
Need for Process
Steps for Success
Situational Flexibility
Audience Size
Passive vs Active
Support Material
Preparing For Success
Customer Buying Triggers
Relationship Development
Common Ground
Understanding & Leveraging Personalities
Generational Distinctions
Geographical Nuances
Professional Credibility
The SAW Process
Seek
Prep Work
Client Areas of Concern/Needs/Desires
Effective Uncovering Techniques
Subtle Inquiry
Advise
The “Smell” Test
Prescriptive Solutions
Features and Benefits
RSAV Formula
Remind Solution Advantages Verification
Work!
Timing
Objections and Rebuttals
CARE – Clarify, Adjust, Resolve, Expand
Next Steps
Action Plan
Referrals
RISE Sales Training
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