Track Selling System™
Three Days
One-year reinforcement program

"Once selling becomes a procedure, it ceases to be a problem.
Until it becomes a procedure, it will always be a problem."
-Roy Chitwood
-President, Max Sacks International

Objectives

• Learn a proven, scientific sales procedure that leaves nothing to chance
• Make presentations customer centered not product centered
• Reduce prospect resistance
• Learn to fully and accurately qualify prospects
• Learn to uncover ‘real’ customer needs
• Turn features into client benefits, motivating the client to buy
• Anticipate and capitalize on the 5 Buying
• Decisions every prospect makes
• Recognize and appeal to a prospect’s dominant Buying Motives
• Learn to close up without high pressure or trickery
• Make a customer not just a sale

Agenda

Examining the sales cycle and how it works
The importance of rapport and how to develop it
Uncovering client needs
Exploring why and how people buy
Recognizing, understanding and appealing to the
client’s 6 Buying Motives
Understanding the client’s 5 Buying Decisions and tailoring presentation accordingly
The Guaranteed Close™: learning an easy way to
close without high-pressure or trickery
Overcoming objections, especially price
Managing time and territory more effectively
Role playing for success

* Track Selling was developed by, and is a registered trademark of, Max Sacks International.