2022 Tip of the Week BONUS Videos
In 2021, an international development team created an online, on-demand version of the Track Selling System Core Skills curriculum.
Below are several brief excerpts from the MAX KNOWS series, as well as RON KNOWS Track Selling transition statements and philosophy.
The excerpts are listed below in chronological order with the most recent one at the top. Enjoy!
Our Latest BONUS Video
Note: Our videos now include Closed Captions
Tip of the Week #17:
Use Track Selling in your PERSONAL life too!
The Track Selling Process is a Universal Communication Model that can be used in any interpersonal situation.
Great selling is simply effective communication, whether you're selling products, services, or ideas. Most of what you learn in Track Selling that helps you sell a product or service also helps you in non-sales situations at home, at school, in your place of worship, or in the community.
Click here to learn more about the Track Selling System, now online and on-demand.
Previous Tip of the Week BONUS Videos
Tip of the Week #16:
Customer Testimonials: Customers will say great things about you. Just ask them.
After new customers have a chance to experience the benefits of working with you, make it a habit - part of your process - to ask them to provide a written, audio, or video testimonial. Gather and publish several testimonials on your website and collateral. Testimonials increase confidence among customers to buy from you.
Tip of the Week #15:
RON KNOWS: Transition to Step 7 - Cement the Sale
It's time to thank, assure, and schedule next steps.
Sales professionals know that closing one sale opens the door to the next. Here in Step 7 - Cement the Sale, thank your new customer, assure them they made a wise business decision, discuss next steps, and make sure you follow-up with any of their questions or concerns.
Tip of the Week #14:
RON KNOWS: Transition to Step 6 - Act of Commitment
It's time to close and overcome objections.
After you complete Step 5, you have addressed your prospect's first four buying decisions. In the psychology of a sale, NOW is the best time to ask them to buy.
Of all the track selling transition statements, this is the one we strongly encourage you to memorize word-for-word.
Tip of the Week #13:
RON KNOWS: Transition to Step 5 - Fill the Need
Smoothly transition from Step 4 to Step 5
The transition statement to Step 5: Fill the Need is short and direct. "There are several important features of or product (service) that I'd like to tell you about." After this statement, show and tell the three (3) most appealing features and benefits for your prospect.
Tip of the Week #12:
RON KNOWS: Transition to Step 4 - Sell the Company
Smoothly transition from Step 3 to Step 4
Step 4 - Sell the Company should be a short, visual presentation that suggests ways that your company can be of service to the prospect. The phrases suggested in this video will help you accomplish this transition.
Tip of the Week #11:
RON KNOWS: Transition to Step 3 - Agreement on Need
Smoothly transition from Step 2 to Step 3
From your notes, identify and verbalize their three most compelling needs. If they agree, move to the next step. If not, you'll have a chance to ask more questions or clarify your understanding as you come to an agreement on need.
Tip of the Week #10:
RON KNOWS: Track Selling Transition Statements
Why learn and use transition statements?
Track Selling transition statements bridge the sales training gap between knowing WHAT to do and HOW to do it.
As you learn, use, and master transition statements for your sales calls, you will grow as a sales professional.
Tip of the Week # 9:
MAX KNOWS: Mastery and Certification
A sales professional deserves certification
The final course in the Track Selling System Core Skills curriculum is a set of 20 questions about all seven steps.
Pass this assessment and receive your Track Selling Certificate. Congratulations!
Tip of the Week # 8:
MAX KNOWS: Step 7 - Cement the Sale
Remember to thank your customer for their business!
This week MAX answers the question, "What can sales people do immediately after a sale is made?"
Thank your prospect, assure them that buying from you is a good business decision, and schedule follow-up.
Tip of the Week # 7:
MAX KNOWS: Step 6 - Act of Commitment
Don't hesitate to close.
This week MAX answers the question, "What do salespeople fear most about asking the prospect to buy?"
Dartnell Corp conducted a large study to discover how often sales people don't even attempt to close and why not. Their findings were eye-opening.
Tip of the Week # 6:
MAX KNOWS: Step 5 - Fill the Need
TELL the tangible features, SELL the intangible benefits.
Since people buy emotionally, you’ll enjoy more selling success if you build prospects to an emotional peak by using vivid word pictures to emphasize the benefits of buying from you.
Tip of the Week # 5:
MAX KNOWS: Step 4 - Sell the Company
Visual communication is the best way to tell your company story.
This week MAX answers the question, "What does your prospect want to know about your company, and why use visuals to reinforce your corporate message?"
Tip of the Week # 4:
MAX KNOWS: Step 3 - Agreement on Need
Confirm that you & your prospect agree on their needs.
After qualification — pause — then verbalize a capsule summary of their most important needs. Why? Because now your prospect knows that you know what they need.
Tip of the Week # 3:
MAX KNOWS: Step 2 - Qualification
After trust and rapport, it’s discovery time.
MAX describes a skill used by top sales professionals during qualification. Ask open-ended, feeling-finding questions. Why? Because people buy emotionally. Asking the right questions in the right way enables you to discover the emotional reasons why prospects will buy from you. MAX KNOWS the best questions to qualify your prospects.
Tip of the Week # 2:
MAX KNOWS: Step 1 - Approach
We're all in the people business
MAX describes seven ways to improve your people skills. Why is this important to you? Because first impressions may not be fair, but they are lasting, and you only get one chance to create a positive first impression.
Psychologists know that during the first few minutes of meeting someone, we decide if we like and trust them.
Tip of the Week # 1: Introduction to the Track Selling System - Five Buying decisions
MAX, our intrepid sales guru and education facilitator, describes the psychological order of the Five Buying Decisions that most prospects make before buying.
This clip is an excerpt from the Introduction to the Track Selling System on-demand courseware.
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