How To ‘Sell’ The Way People Buy! – Michael Oliver

1. Introduction to the Product / Course

How To ‘Sell’ The Way People Buy! is a comprehensive online course created by Michael Oliver, designed to teach professionals a human-centered, integrity-based approach to selling. The course emphasizes aligning the sales process with how people naturally make buying decisions, focusing on authenticity, authority, and empathy rather than high-pressure tactics. The training is built on over 28 years of Oliver’s experience developing the New Model of Selling and has helped countless salespeople achieve six and seven-figure commissions by using Natural Selling Conversational Dialogue. The program includes Oliver’s eBook Why To ‘Sell’ The Way People Buy! which provides the psychological and neuroscience foundation for the course.

The course is designed to deliver rapid, life-changing results in both professional and personal contexts. It aims to help students double their sales in 90 days without creating tension, objections, or resistance, making it ideal for individuals who want to sell effectively while preserving integrity and trust with prospects.

2. Goals of the Product / Course

The primary objectives of the course are to:

• Double sales within 90 days by teaching methods that resonate with the natural decision-making process of buyers.
• Minimize sales resistance by eliminating tension, rejection, and objections through empathic and strategic dialogue.
• Build transferable skills that apply to any industry, product, or service, allowing students to scale their sales efforts sustainably.
• Develop the right mindset to approach sales with empathy, confidence, and integrity, incorporating both inner psychological preparation and outer practical skills.
• Empower buyers to make their own decisions through carefully crafted questions that uncover their unique buying motivations.
• Create long-term client relationships by focusing on trust, value, and honest communication rather than manipulation or pressure.

3. Content Overview / Modules Breakdown

The course is divided into three key phases, each building on the previous one to provide a complete framework for effective sales:

Phase 1: The Essential Mindset of Empathic Selling with Integrity

• Reframe and Reprogram Your Mindset: Learn seven techniques to shift internal beliefs to align with empathic selling principles.
• Elevated Elevator Speech: Craft a powerful impact statement to establish connection and authority from the very first interaction.
• Natural Selling Fundamentals: Explore five core principles of selling with integrity that most salespeople are unaware of.
• Primary Qualifying Objectives: Discover three critical objectives that help identify buyer readiness and needs.
• Active Listening Skills: Develop the ability to listen in a way that makes prospects feel understood and valued.
• Understanding Problems and Needs: Learn to distinguish between features, advantages, and benefits, and present them in a compelling way.
• Language Awareness: Avoid using words or phrases that trigger resistance, ensuring conversations flow smoothly.

Phase 2: Crafting Your Personalized Scripting Guideline

• Uncover the Unique Buying Blueprint: Use five key questions to reveal the logical and emotional drivers behind each prospect’s decisions.
• Connecting Conversations: Master six strategies to initiate dialogue that dissolves tension and fosters comfort.
• Discovery Questions Framework: Seven types of questions to guide prospects toward self-persuasion and readiness to buy.
• Strategic Question Timing: Learn when, why, and how to ask questions for maximum impact and clarity.
• Listening and Responding Skills: Identify critical cues and respond in a way that strengthens trust and engagement.
• Present Without Presenting: Employ questions to naturally introduce value without a formal sales pitch.

Phase 3: Responding to Concerns and Objections Naturally

• Mindset Shifts for Objection Handling: Transform how you perceive and address concerns to reduce resistance effectively.
• Three-Step Framework for Handling Questions: Respond strategically to objections while maintaining authenticity and rapport.
• Real-World Examples: Twenty-six practical examples demonstrating how to address common concerns while fostering trust.

4. Benefits of the Product / Course

The course offers numerous professional and personal advantages:

• Increase Sales Without Compromising Values: Achieve significant revenue growth while maintaining ethical standards.
• Reduce Stress and Anxiety: Minimize tension and fear associated with traditional sales methods.
• Develop a Scalable Skillset: Apply the techniques across industries and products for long-term success.
• Grounded in Behavioral Neuroscience: Leverage principles of psychology and brain science to understand buyer behavior deeply.
• Rapid Return on Investment: Many students recover the course cost in less than a month by implementing the techniques.
• Lifetime Access: Access all content indefinitely to revisit lessons and reinforce learning at any time.
• Action-Oriented Learning: Each lesson includes steps to immediately implement new strategies for hands-on growth.
• Build Stronger Relationships: Establish meaningful connections and trust with clients, leading to repeat business and referrals.
• Objection Handling That Feels Natural: Respond to concerns in a way that respects the prospect’s perspective and encourages openness.

5. Target Audience for the Product / Course

The course is ideal for a wide variety of professionals seeking a more human and effective approach to sales:

• Sales Professionals: Beginners and experienced salespeople looking to reduce friction and improve results.
• Coaches and Consultants: Those selling services who want to guide clients naturally without pressure tactics.
• Business Owners and Entrepreneurs: Individuals needing to communicate value effectively across products and services.
• Network Marketers: Professionals in multi-level marketing seeking ethical, relationship-based sales techniques.
• Anyone Resistant to Traditional Sales Methods: Ideal for those who dislike cold calling, scripted pitches, or aggressive objection handling.
• Professionals Seeking Sustainable Growth: Focused on long-term, scalable income growth and client satisfaction.
• Sales Trainers and Coaches: Provides a structured methodology that can be taught or integrated into existing training programs.

6. Conclusion

In conclusion, “How To ‘Sell’ The Way People Buy!” by Michael Oliver is a comprehensive and transformative sales course that equips professionals with the mindset, skills, and strategies needed to sell effectively and ethically. By combining empathy, strategic questioning, and a deep understanding of buyer psychology, students can double their sales in 90 days without resorting to pressure tactics or manipulative methods. The course’s three-phase structure — mindset development, personalized scripting, and natural objection handling — provides a complete blueprint for building lasting, trust-based client relationships. With practical exercises, real-world examples, and actionable steps at every stage, learners gain a skill set that is transferable across industries, products, and services. Whether a salesperson, entrepreneur, coach, or consultant, this program empowers individuals to influence authentically, foster engagement, and achieve measurable results while maintaining integrity and building a sustainable business. By implementing the principles taught in this course, students not only increase revenue but also create more meaningful interactions and satisfied clients, making it an indispensable resource for anyone seeking to master the art and science of selling in alignment with how people naturally buy.

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