4s/5s/8s
This factor drives buying behavior when customers compare themselves to others and don’t want to feel left behind.
Jones effect
This acronym reminds reps to spend meaningful time with the right customers to maximize results.
QTQP
This “animal” represents the type of customer who shows no emotional engagement and requires the rep to create energy in the interaction.
What is a bull
This position in basketball is typically responsible for running the offense and setting up plays.
Point guard
This animal’s heart is located in its head.
Shrimp
This is the silent killer in sales—when a customer feels no emotional push in either direction, resulting in no decision at all
What’s indifference
This 3-step objection handling method is used to move the conversation forward during a presentation
AIR
This theory pushes reps to avoid being one-dimensional by mastering multiple products and adapting to all customer types.
Bumble bee theory
This term refers to when a baseball player hits the ball out of the park, allowing them to circle all bases.
Home run
This country has more pyramids than Egypt.
Sudan
This step focuses on asking strategic questions to uncover pain points rather than jumping straight into a pitch.
Short story
This classic empathy technique used in sales to overcome late objections
FFF
This theory reinforces consistency by requiring reps to apply all key selling tools with every single customer interaction.
QVC theory
In soccer, this card results in immediate ejection from the game and forces the team to play short-handed.
Red card
This everyday object you use constantly is actually made up of more bacteria than people have ever existed.
Phone
This mindset habit allows reps to stay resilient and attractive to customers regardless of external circumstances.
Have and maintain a positive attitude
This acronym defines the non-verbal and tonal elements that often outweigh the actual words being said in a sales interaction.
BEAST FACTORS
Speaking negatively about competitors may feel natural, but this trigger reminds reps to stop and reposition instead.
Product Bashing
This term describes scoring three goals in a single game in sports like soccer or hockey.
Hat trick
This part of your body has no pain receptors, meaning it cannot physically feel pain.
The brain
This habit separates top performers from average reps by ensuring they lead the interaction instead of reacting to it.
Take control
This acronym represents transitional phrases that reposition the rep as a guide, not a seller, while subtly reinforcing value.
TTT
This forward-focused conversation technique can either secure the sale or expose uncertainty, depending on timing.
Future talk!
This team is the greatest dynasty in sports history based on sustained success over time
What is the New England Patriots? (or Bulls, Warriors, Yankees, etc.)
What goes up but never comes down?
Your age 🤣