Gong Show
Listen Up!
Who Are You?
Potpourri
100
What is the minimum percentage your customer should be talking during your a typical sales call?
50%
100
Paraphrasing the customer’s ideas to be sure you understood correctly is an example of what type of listening?
Active Listening
100
This person is very thorough and logical when making purchasing decisions
Analytical
100
This Videojet offering has Real-time notifications of printer needs, warning or fault conditions
VRS
200
When giving a prospect an overview of your company. You should try and have it under this amount of minutes?
2 minutes
200
It seems like you... It looks like you... It sounds like you… Are examples of this lableing technique
Emotional Labeling
200
This person may be great at seeing how we’re going to get to where we need to go, but they’re not always great at taking the interim steps needed to get there
Driver
200
"We’re Gonna need a bigger boat", is a famous line from this Oscar nominated Steven Spielberg film
Jaws
300
What was the average estimated listening time sales people gave of themselves before receiving the results?
70%
300
Video Challenge: 52 sec https://www.youtube.com/watch?v=Q9ivUfUj4mM
Not engaging in Active Listening (Feigning Understanding)
300
This person likes to be diplomatic, and is kind and calm but because of these traits they can be time wasters for salespeople by continually telling you what you want to hear without any real intention of buying
Amiable
300
This former 49er and legend of legends is a 12 time all-pro who holds virtually every significant career receiving record in the NFL
Jerry Rice aka the GOAT
400
When a customer mentions This early on in the conversation, your chances of the sale closing increases
Competitor
400
Although, this can be challenging and even awkward at times utilizing this technique can surprise you on just how often prospects “add on“ to the end of responses
The Socially Awkward Pause
400
Video Challenge: 1:46 min https://www.youtube.com/watch?v=WPc-VEqBPHI ic
Driver
400
I am a prospect who is looking into product expansion. Give an open-ended question to further understand the situation
Correct
500
This is a common mistake sales professionals make when trying to increase their customers talk time.
increasing amount of questions
500
Doing this with your customer’s problem will earn you the highest level of credibility and trust in your ability to solve it
Describing their problem better than they can themselves
500
This person may struggle with their customer listening ratio due to the potential weakness of talking too much along with Coming on too strong and being unrealistic
Expressive
500
This holiday created by the great Frank Costanza as an alternative to Christmas centers around an unadorned aluminum pole, an "airing of grievances", in which each person tells everyone else all the ways they have disappointed them over the past year, and finally the "test of strength"
Festivus (A holiday for the rest of us)
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