Why Change?
A customer falls into this when you fail to maintain interest throughout presentation
What is the hammock?
What are messages that map your differentiation to your client's business chalenges
What is a value wedge
This is the best strategy for price negotiation
What is the martini glass strategy
The VP we met over two separate meal
Who is Dan Hearl
Number play, words in common and props are all called these
What are grabbers
What are two types of objections
What is emotional and rational
Commonly used in retail, this gets the customer to buy more
What is price uncertainty
Lamont played for this football team
What are the Eagles
a technique used to make your messages more compelling and memorable
What is visual story telling
What are the three points on the "why you" pyramid
What is means, do, is
This often prevents a customer from making changes to their current set up
What is status quo
The restaurant so bad that we didn't stay for dessert
What is Pellicci's
What creates uncertainty about a solution's value
What are unconsidered needs
What technique do you use to make a connection with clients and their emotions
What is story telling
This anchors the conversation at the top, not the bottom of your price negotiation
What are first offers
This store caused Trisha to reconsider her wedding budget for donuts?
What is Mochi Nut Donuts?