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- 10. Overview of the T.R.U.S.T. Process STEP PURPOSE HOW T hink Establish call objective Gather information, analyze the situation, prepare for sales opportunities R elate Build trust and rapport Focus on the prospect U ncover the Needs Identify needs, reasons, benefits and criteria. Ask appropriate questions S ell the Solution Present your recommendation Use feature, function, benefit statements. T ake Action Manage objections and close the sale Ask for the order
- 11. Step One: THINK The Importance of Planning
- 12. Step Two: RELATE Establishing Rapport
- 13. Step Three: UNCOVER the NEEDS Identifying and Isolating
- 16. Step Four: SELL the SOLUTION Features, Functions, and Benefits
- 17. Step Five: TAKE ACTION Managing Objections and Trial Closes
- 21. Step Two: RELATE Establishing Rapport
- 22. Remember POGO: P erson O rganization G oals O bstacles
- 23. POGO First Call Pyramid Rapport 5 Min. POGO Questions 10 Min Uncover Needs Questions about reasons, benefits & criteria 15 Min.
- 24. Step Three: UNCOVER the NEEDS Identifying and Isolating
- 33. Step Five: TAKE ACTION Managing Objections and Trial Closes
- 34. The CETAA Formula involves: C larify E mpathize T est A nswer A sk