4s/5s/8s
This factor makes customers want what others have and feel the need to keep up.
Jones effect
This acronym is a go-to method for overcoming objections by relating to the customer’s concern.
FFF
A customer keeps asking, “What happens if I switch and it doesn’t work?” According to BOLT, what are they driven by?
Owl (fear of loss)
This country has won the most FIFA World Cups in history.
brazil
I’m tall when I’m young, and short when I’m old. What am I?
What is a candle?
A customer says, “I’ll just stick with what I have, it works fine.” This shows a lack of which impulse factor?
What’s indifference
This acronym is used to handle distractions without losing control of the conversation.
AIR
This theory pushes reps to avoid being one-dimensional by mastering multiple products and adapting to all customer types.
Bumble bee theory
This NBA player is known as “The King” and has played for 3 different teams
LEBRON JAMES
This animal can hold a grudge for years… basically your ex in animal form.
What is an elephant?
You tell a customer, “This promo ends today, I’d hate for you to miss it.” What are you building?
SOU
In FORDS, the “D” helps uncover what the customer truly wants.
DESIRES
A rep adjusts their pitch to match every single customer type instead of applying consistent fundamentals. What theory are they misunderstanding?
QVC theory
In baseball, getting three outs ends this part of the game.
What is an inning (half-inning)?
This animal can’t jump… which honestly sounds like a personal problem.
What is an elephant?
A rep jumps straight into pricing without asking questions first. Which step did they skip?
What is the Short Story (Discovery)
A rep has strong energy, builds rapport, and handles objections well—but still struggles to guide the conversation smoothly without getting thrown off. What acronym are they most likely NOT mastering?
AIR
A rep panics when they don’t know an answer and starts stumbling. What theory are they violating?
SWAN THEORY
This NBA violation occurs when a player takes more than two steps without dribbling.
What is traveling?
This is the only letter that does not appear in any U.S. state name.
What is the letter “Q”?
A rep explains features but never connects them to the customer’s problem. What step is missing?
What is the Presentation?
A rep builds great rapport using FORDS, keeps strong BEAST energy, and smoothly handles objections with FFF…
The customer even agrees everything sounds good.But when it’s time to move forward, the rep hesitates, doesn’t clearly guide next steps, and the deal stalls out.What acronym did the rep fail to fully execute that would have bridged agreement into action?
TTT
A rep tries to sell only what they’re comfortable with instead of everything available. What limitation does this violate?
What is Bumble Bee Theory?
This athlete has won the most Olympic gold medals in history.
Who is Michael Phelps?
The Eiffel Tower can grow taller in the summer due to this scientific reason.
What is thermal expansion?