Mindset
What you assume becomes what?
Your reality
Don’t be the _______ instead be the _______
Needy, needed
Opening up questions usually begin what 6 words
Who what when where why and how
Objections become bad when they lead to what?
Disruptive behavior
In a business situation between a salesman and prospect each bring something invisible to the interaction that clash what is it
Frames
Your outer world is a direct reflection of what?
your inner world
neediness triggers the croc brain to kick in and go into what type of mode
protection mode / fight or flight
Closed questions are usually answered with what?
A yes or no
When a rep gets hit with an objection this can lead to disruptive emotions which lead to disruptive behavior. What are the 3 types of disruptive behavior for a salesman
Fight flight freeze
Mental frames are structures that do what?
Shape the way we see the world
what is reality
a shadow of your past assumptions
What is the biggest beta trap in sales
Closing
Begin with a statement or basic question then move to opening up questions
A smoke screen is a knee jerk reaction for the customer that is typically what kind of response?
Emotional
What is the most common frame that customers bring into a sales conversation
Power frame
My job isn’t to worry about the how my only job is what??
to assume the feeling of the wish fulfilled
what does a strong pullback have in it?
a reason or why a customer won’t be able to do this
There are questions that shut down conversation and there are questions that open a conversation what is the difference
Questions that shut down conversation are answered by yes or no. Questions that open up a conversation are question that the other person has to elaborate on
Customers will try and sell you on leaving and overwhelm you by using what kind of tactic?
Objection bouncing
What frame subconsciously says to the prospect you are trying to win my attention
Prize frame
consciousness is the ____________ that all __________ are painted on
what is a beta trap
a trap that reps could fall into and lose the alpha position
Because they now need something from the customer
What are the two things I can use to start a conversation
either or moment or something in the moment that we are currently experiencing or compliments and positive reinforcement
This type of objection is more logical and often involves calculation. What kind of objection is this?
Concern
What are the 3 fundamental behaviors of want
We chase what moves away
We want what we can’t have
We place value on things that are difficult to obtain
what is the difference between idol fantasy and deliberate manifestation?
Intensity and consistency
What two things are the biggest Killer of sales?
validation seeking behavior and desperation
When I ask and open ended question what am I listening for so I can continue the conversation?
Free information
After you actively listen to the customer What are the 3 ways to acknowledge?
agree
Restate similar words
Validation statement
What concept drives people to want to take an appointment
This is a puzzle I want to figure out
just like listening to the radio you don’t create the music you just tune into it with your desires you don’t create them you tune into them how?
through the feeling of the wish fulfilled
counter acting validation seeking behavior involves what 4 things
want nothing
focus on the things I do well
announce intention to leave
The ability and willingness to withdraw (pullback)In order to gauge a person interest in a conversation I must read and respond to what?
Social cues
When overcoming objections I acknowledge so the customer ______ ________ I inform to _________ the __________ and I move on to _________ the __________
Feels heard
Overcome the objection
Control the conversation
What is one of the most influential social dynamics that influence most meetings
who is chasing who