SOME ISSUES TO DEAL WITH IN DESIGNING
LIFO® SALES WORKSHOPS

Salespeople's Concerns

Major Concerns

To feel their lives and efforts are understood and appreciated

B. How to establish more direct contact with the customer (attract their attention and interest in a positive way).

C. How to detect resistances and how to deal with them.

D. How to maintain relationships with customers and repeat sales.

For new salespeople

• How to find customers.
• What to say to them.
• What is successful..
• How to close the sale.
• How to handle my most difficult customer.

Concerns about Introductions

• How will I be received?
• Who will I be talking to?
• Will time be wasted?
• Do I want to push myself on people who may not want the product or me?
• How do I feel about the product (Can I honestly sell it?)?
• Will I justify the faith of the referral part?

Concerns about presentation

• How is it going?
• Am I making the impression I desire?
• Am I learning something new about the customer?
• Am I getting carried away by my own desire to talk?
• Am I sensitive to the customer and his/her questions?
• Will I be able to get the order?
• What will be the person's report to my referral?

Concerns about follow-up

• Will I be able to make good on my promises?
• Will I make sure that the customer was satisfied?
• Will the customer be interested in buying more from me or referring others to me?

Overall concerns

• Am I as successful as I would like to be?
• Am I able to make the best use of my time and my life?
• Do I know what I want?
• Will I get side-tracked by the salesperson?
• Will I get the best price - be cheated or tricked?
• Will I be treated well - get the right reception?
• Will the salesperson pay attention to my special requirements?
• Will I spend more than I intend to?
• Can I afford what I really want?
• Can I wait - do I really need this?
• Will I remain in control?
• How will significant other people regard my purchase?
• Will I have the opportunity to make compairsons?
• How can I get out of here and avoid lengthy or offensive presentations?
• How can I look around without involvement?

Selling Framework Considerations

Efforts to develop interest - making contact, getting attention. ("To reach buyer, determine the line of most insistence and least resistance")

The BOLD Outline (A Controlling Taking Approach)

B - Be Brief

O - Outline or sketch benefits

L - Leading to satisfaction of primary

D - Desires

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