4 levels of selling explained by Joe Ingram

The four levels of sales

1. Regulations

2. Rules of Engagement

3. Strategy

4. Engagement

Regulations: These are the governing rules for engagement

Examples

Company Ethics

Company Culture

Customer Service Beliefs

Rules of engagement: Defined mission and objective

•What is the goal?

•What is the overall objective?

•What is the sales process?

•What is a “success”?

•What is a qualified lead?

•What is the follow-up process?

Strategy: Game plan for accomplishing a sale

Preparing your:

Research

Approach

Accusation Audit

Engagement:
Sales presentation

Objection handling

Points of pain

Solutions

Defined end state

Call to action

Next Steps

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