The GOLD selling model was created to make the selling process simple, very simple. It is a flow that makes sure the sales person knows where they are in the process of a sales meeting and how to move forward. This process works on cold calls with no previous relationship or all calls where you have had a customer for many years.

The GOLD Selling method is:

Greeting - This is how are you going to start off the sales meeting? It is your intro, first impression, statement of meeting objectives. It needs to be clear, concise statement that sets the tone. For first time introductions, you have 15-20 seconds to get your name, company, and point across. Do it well, and the call moves forward. If done poorly, the buck stops here.

Overcome obstacles - These obstacles might be lack of interest, poor timing, or even a flat our rejection. If you customer has something that is standing in the way, you need to overcome that obstacle before you can move the process forward. In order to get past this stage, you must present value to the customer. Sound difficult, well it isn't. In most cases, you will have no more than 5 objectives that occur over 80% of time. Write down 2 replies to each, say them out load, and connect with the one that fits your sales style the best.

Lead the conversation - This involves asking the right questions to allow the customer to acknowledge they have a business need and that you have the solution that best fits that need. This stage involves a keen sense of active listening and engagement. You need to know what the most common business are and how you will want to provide value to those needs.

Definitive action item - Know what needs to happen and when. This defines the steps to move the process forward. Make them clear and agreed upon from the customer so you have buy in and support.

Since this is a brief overview of the GOLD selling model, please feel free to ask for a personal consulting session to review in more detail by going to http://www.BecomeYourVeryBest.com

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