GOLD Selling model

The GOLD selling model was created to make the selling process simple, very simple. It is a flow that makes sure the sales person knows where they are in the process of a sales meeting and how to move forward. This process works on cold calls with no previous relationship or all calls where you have had a customer for many years.

The GOLD Selling method is:

GREETING

This is how are you going to start off the sales meeting? It is your intro, first impression, statement of meeting objectives. It needs to be clear, concise statement that sets the tone.

OVERCOME obstacles

These obstacles might be lack of interest, poor timing, or even a flat out rejection. If your customer has something that is standing in the way, you need to overcome that obstacle before you can move the process forward.

LEAD the conversation

This involves asking the right questions to allow the customer to acknowledge they have a business need and that you have the solution that best fits that need.

DEFINITIVE action item

Know what needs to happen, when it needs to happen, and with who it needs to happen with are critical to move the sales process forward. This last part part of the GOLD selling process defines what steps are needed to move forward. Make these action items clear and agreed upon by the customer so you have buy in and support.

Since this is a brief overview, for a more detailed review please feel free to ask for a personal consulting sessions.

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