Mini-Steps™ 1-Day Zoom Bootcamp with Greg
AM Session -- Build the MINI-STEPS™ Playbook
AM Session -- Build the MINI-STEPS™ Playbook
AM Session -- Build the MINI-STEPS™ Playbook
With Greg's assistance, work as a group to develop an effective MINI-STEPS™ Process
✅ Map your sales process – From early, low-risk steps, through more substantial commitment stages, to post-buy maximization steps
✅ Create steps that add value for the buyer – List mini-steps that can help the buyer see the flow, assess an ROI, & maximize their investment
✅ Name steps for internal & external use– Steps for internal processes, as well as buyer-facing steps that inform while subtly persuading
✅ Assess past deals and assign an estimated % of close for each step– This is important to enable buyers to show us where they are in the process
✅Determine how to add steps to your CRM & collateral– Adjust your sales projections to include steps & add steps to your sales marketing
PM Session - How to Close Using MINI-STEPS™
AM Session -- Build the MINI-STEPS™ Playbook
AM Session -- Build the MINI-STEPS™ Playbook
Join Greg live on Zoom to learn how to use MINI-STEPS™ (MS's) across every stage of the process—from qualify to close to post-sale
✅ Sales Psychology drives the need for MINI-STEPS™ – How the buyer and seller roles operate and why getting a YES or NO is essential
✅ Closing language for small, medium, and large steps– Psychologically-based strategies for how to question & listen at much deeper levels
✅ Early presentation of MS's & qualifying prospects – How to present MS's as value-adds for buyers, and then how to close on early stage MS's
✅ Latter-stage MS closing stages & dealing with objections and stalls -- MS's not only help with closing, they're also useful with challenges
✅ Make MINI-STEPS™ the focus of activity planning and pipeline reviews - Moving ahead, list MS's in your daily plan as well as sales projections
Explaning MINI-STEPS™
🐸 First of All....What Are MINI-STEPS™?
MINI-STEPS™, developed by Greg Bennett, are designed to bring clarity and structure to the sales process. They accomplish critical objectives: adding value for the buyer, reducing pressure in the interaction, and creating a clear, forward-moving path to the close. These are small, specific actions you ask the buyer to take—real behaviors that reveal real intent. Unlike vague promises like “I’ll get back to you,” MINI-STEPS™ are visible, trackable movements that show exactly where your deal stands—no guesswork, no gimmicks.
How they help your sales team:
- 🔍 Wipe out MAYBE or the false "Let me think about it" — no more guessing where buyers are, no more weeks of waiting, and no more hours wasted redoing proposals
- 🧠 Lower buyer resistance & provide clarity — when buyers see the process for before AND after the sale, they feel reassured, and are more comfortable
- 📊 Qualify opportunities as real or not real very quickly — when a buyer won’t take a small, no-risk step early, you can flush out issues and either address them, or move on
- 🎯 Creates a guided, logical path for seller and buyer — each step sets up the next, like rungs on a ladder, and this gets buyers engaged with your process and away from others
- 🧭 Managers can see where opportunities are and how to help — when you have no visibility, it's hard to do much more than buy the seller's spin (which is often wrong)
If your deals die in “maybe,” mini-steps are how you bring them back to life—or call them out with confidence.