Acronyms
What does SOLVE stand for?
Solidify The Relationship
Open The Mind
Logically Justify
Validate The Value
Effect Closure
What are the 2 major purposes for using a Chain of Conviction?
Removes the guesswork and Validate the value
When is the right time to close?
When the prospect is ready to buy
What are most objections?
Excuses
People love to do business with salespeople who do what?
Have Fun
What are 4 things we must know about each customer in order to be informed and indicate we care?
POAC
Present Situation, Outcome they are seeking, Who has authority, and Do they have the capitol.
What are the 3 bridges to a Chain of Conviction?
Because…..
The Advantage to you is……
The real value to you is…….
What is the most effective technique for determining when a prospect is ready to buy?
Trial Close
What should we say in order to verify the true concern?
If you were not concerned about….. Then in your opinion do you feel……
What do top performing salespeople think like?
The Customer
What does the acronym DEFEATS mean?
Demonstration, Example, Facts, Exhibits, Analogy, Testimonial, Statistics
What are the four distinct parts to the chain of conviction?
Promise
Fact
Buyers Benefit
Personal Value
What does a trial close call for?
An Opinion
What should our response be anytime a customer says “NO” or has an objection?
Apparently you must have some reason for feeling that way. May I ask what it is?
What are 2 questions we should ask ourselves after each sales call or tour?
What could I have said? What could I have done?
What is the most effective part of MAGIC?
Indicate you care - be informed
How many verbal benefits do top performing salespeople give to every 1 in the lower 20% of the organization?
Ten
What 2 things are required to sell successfully?
An intense belief in our product and how it will benefit the customer.
The ability to transfer or communicate that belief
What are the 4 distinct times in which objections are answered?
When, before, after they come up and never.
What must we have in order to be successful at selling homes?
An intense belief in what we are selling.
What is the rule for creating relationships?
MMFI - Make Me Feel Important
Make people feel important
A Chain of Conviction removes what from selling?
The Guesswork
Which of the 6 formal ways to close is most commonly used at LGI?
Instruction Close
When a customer has a price objection, what should we do?
Increase the value
What is the rule for arousing curiosity?
Make a promise of what you can do for the prospect, provided you can prove it later.