Solar At Scale - Solar Setter Mastery
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2. Sales Philosophy

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What is Sales?

Section 1: The Fundamentals of Sales

Good vs. Great Salespeople:
The subtle, but crucial differences between good and great sales practitioners
How great salespeople instigate the desire to buy rather than merely selling
Good salespeople sell.
Great salespeople make people WANT to buy.

Section 2: Sales = Change

Defining Change in Sales:
Exploring sales as a transformative process for both the salesperson and the prospect
Techniques to gracefully navigate and instigate change with prospects
The Movement in Sales:
How sales is about advancing prospects from one point to another on their buying journey
Strategies to facilitate this movement effectively and efficiently

Section 3: Mastering the Art of Questioning

Skilled Questioning Techniques:
Developing the ability to ask insightful and probing questions that reveal prospects' internal motivations
Practising active listening to understand and respond to the prospects’ needs accurately
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Section 4: Sales as a Helping Profession

Redefining Sales:
Shifting perspective from convincing to helping
Understanding how this shift in mindset can boost your sales performance
Helping Prospects Decide:
Recognising that prospects often already desire the product or service
Techniques for assisting prospects in making informed and beneficial decisions

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