“The 7 Steps to Relationship Selling and Overcoming Objections”

The 7 Steps to Relationship Selling
By: John Russell

1. Establish Rapport
2. Qualify Prospect
3. Create Value
4. Build Desire
5. Overcome Objections
6. Close Sale
7. Follow Up


1. Establish Rapport – you are lending an ear. The prospect must like you, trust you and respect you. Ask questions and let them talk, their answers are your AMMO. You are looking for hot buttons.


2. Qualify Prospect - professionals sort, amateurs sell. You are weeding out the people looking for a J.O.B. Are they really motivated? Do they have what it takes? Know about their income, time and desire level. Develop the right posture and mindset. Remember, your audience is 3% of the population. Questions to ask:

a. What do you do for a living? How do you like it? You mean it just pays the bills?

b. Are you looking for a job or a home based business and freedom? Always be looking to put them out the back door.

c. I’m looking for people that are serious in making a minimum of 10 thousand dollars a month from home, John Doe, can you see yourself making that type of money?

d. Other than money what are you looking for? John Doe, lets put the money answer aside. Two years down the road, you have all the money you need, what are some of your goals, how do you picture your ideal life, paint me a picture


3. Creating value - in product, services, and opportunity. Know your product/ know your opportunity.

a. Use the tools to give a powerful presentation.

b. Deliver with feeling, commit to 10

c. Believe that everyone should be hearing about this opportunity. If you don’t believe it, they won’t.


4. Creating Desire - motivate prospect. Use a combo of problem/solutions. Fear of loss/desire for gain.


5. Overcoming objections - There are seven steps and you must find out what the objection is

a. Hear them out - shut my mouth, give them time

b. Restate - “Wait a minute, you can’t do this because you don’t have the money?”

c. Expound on it – “Tell me about that” Get them talking, this gives you more angles to attack their objection from.

d. Isolate the objection - In addition to _____, is there anything else that would stop you from joining today?

e. Answer it – Go to prepared answers. You should have at least 3 prepared answers for each of the major objections to joining your company; I don’t have the time, I don’t have the money, I can’t do this. Always have prepared answers for these objections. They will come up!

f. Have them agree that you have answered the objection. This is crucial. Ask them, if they agree that this has answered their concerns. If not, go to another answer that you have prepared.

g. Transition to the next close


6. Close the Sale - Are you on board? Great let’s get started.


7. Follow up - send them a postcard, send an e-greeting, make a call, don’t let buyers remorse set in.


Stephan Bourget, Consultant
Do you wanna be an Architect of the Future?85
http://www.mynewsuccess.com