I’ll never forget the day I watched a secre­tary outsell a team of sales veterans.

The company sold consulting services. That morning I’d met with some of their less successful reps. Most of them knew exactly why they weren’t selling. “Our prices are just too high,” they assured me repeatedly. I’d heard it before. As we all know, price is often the single biggest obstacle for acquiring new business. It’s also the number one excuse of unsuccessful marketing and salespeople.

Now, I was riding with Helen Daniels, secretary to the boss and the person who’d handled new business inquiries before the pros had been hired: handled them, I’d been told, with great success. I wanted to see just how she’d done it.

I would like share the Ninja Sales MASTER Strategy to all my reader.

MASTER is an acronym for:

M:eet People (preparation, prospecting, positioning)

A:sk Questions (probing/interviewing/ needs analysis/investigating)

S:ell Benefits (presentation and persuasion)

T:ackle Objections (objection handling and negotiation)

E:ncourage to Buy (closing)

R:elationship Building (follow-up and service)

There are two things to MASTER in S:elling benefits – design and delivery. Design is the structure of the presentation. Delivery is the skill to persuade the buyer to buy.