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Leadership Selling™
Level 1: Apex
The Apex level lays the foundation for a leadership mentality in selling, and then follows this leadership mentality through seven stages of the Leadership Selling™ Process:
1. Leading in the Initial Phone Conversation
2. Leading in the Trust Relationship
3. Leading to Ownership Acceptance
4. Leading the Community Tour
5. Leading the Plan and Site Selection
6. Leading the Decision and Celebration
7. Leading the Sale to a Successful Closing
Within the framework of these seven stages, Apex provides an overview of the attitudes and skills that make a salesperson successful. We teach at a conceptual level so that salespeople can learn the overall mentality for success, and also at a skills level so they can execute the selling process with greater impact. We teach how to create a position of leadership in relationships with customers, and how to maintain leadership throughout the relationship in order to get the most out of each stage of the sale. This leadership will make customers more comfortable in their relationships with your salespeople, and more confident that this is the company and the salesperson from whom they should buy.
A leadership mentality begins by developing the right attitudes, so we begin with a lesson on how to set the right goals and create the right self-definitions for achieving success. From there we continue to a lesson on how to establish your position of leadership by developing a relationship of trust with your customers more quickly. Then we delve into the specifics of each stage of the sale. We show how to lead the customer’s decision process throughout the sale. Finally, we explain how to maintain your buyers’ enthusiasm, loyalty and commitment from the contract to the settlement table.
By the end of Apex, salespeople will have developed a set of skills and attitudes for leading customers successfully through the sale, and they will be more effective than their competition in maximizing selling opportunities and increasing profits.
A person’s desire to improve their life has more influence over their buying decision than any other factor.
Learning how to tap into this emotional urgency is the key to making 2004 income in a 2008 market, and this book will give you the tools, wisdom and mindset to make it happen.
