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All posts by Erik Aapkes

Stop Selling

Buyers want to buy, not to be sold upon


In my selling workshops, I always ask delegates: "If you are going to a shop, and the salesperson asks you if he or she could be of help, how many of you reply: Thanks but I am just looking?"


Generally they all reply in a similar way. Now explain this. These salespeople in my workshop, who are convinced they are doing a great job helping their customers, they themselves don't want the help of a fellow salesperson!?


The simple explanation is that no one wants to 'be sold upon'! We all want to believe that it was us, who bought, instead of being sold to.


It isn't different with our buyers, if you give them the feeling you're here to sell to them, they will put up that wall of defence, which will be very hard to tear down afterwards. Instead, give them the feeling they are still in charge of their own decision process and you may have a smoother journey to the closure of the deal.

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The Famous 5 E’s Selling Structure

The Blueprint Selling Model

Used daily by hundreds of successful sales people around the world, here is the famous Blueprint 5 E's Selling Structure:

  • Explore the Needs: Understand fully want your customer is looking for
  • Establish the interest: A check step to ensure that you have the correct needs
  • Explain the Deal: Showcase your offer
  • Emphasize the Key Benefits: By highlighting how the customers needs can be fulfilled
  • Execute the Next Steps: Go for the close.
  • Explore the Needs: Understand fully want your customer is looking for
  • Establish the interest: A check step to ensure that you have the correct needs
  • Explain the Deal: Showcase your offer
  • Emphasize the Key Benefits: By highlighting how the customers needs can be fulfilled
  • Execute the Next Steps: Go for the close.

A great many people have told us that once learned the 5 E's provide the best structure for success. For more information please contact us via the contacts tab on this website.

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