Supporting
Advocating
Relating
Pot Pourri
Pot Luck
100
Details, Wants, Haves & Gap.
What is Discovery Agreement?
100
Done at the end of presentation.
What is Ask for the Sale?
100
Plumber wearing a tuxedo illustrates this expectation of credibility.
What is Propriety?
100
__________ is not Selling.
What is Telling?
100
4 stages of skill learning were illustrated by these characters.
What/Who are Cavemen?
200
Discovery process attempts to uncover this objection.
What is No Need?
200
People don't buy our product, they buy its . . .
What are its benefits?
200
Ben Duffy showed that salespeople need to understand this.
What is Buyer's Behaviors? Preparation
200
The Power Motive slide displayed this super hero group.
What are the Power Rangers?
200
Name 2 of the 5 CURRENT musicians used to illustrate selling in this unit.
Who are Lady Gaga, Robin Thicke, Jay-Z, Beyonce, +/orTaylor Swift?
300
Two ways prospects can behave defensively.
is Flight or Fight?
300
You should begin your Sales Presentation by . . .
What is restating the Discovery Agreement?
300
Purpose, Process and Payoff help show this Positive Behavior.
What is Intent?
300
Solution + Advantage + Benefits / Price
What is the Value Formula?
300
To overcome No Help, we use the power of words to discover, ____ & intensify prospects needs.
What is clarify?
400
LSCPA
What is Listen, Share, Clarify, Present, Ask for Action?
400
3 Key ingredients in your Sales Presentation.
What are Solutions, Advantages & Benefits?
400
Open statement of our purpose/sales goal
What is Self Disclosure?
400
Making person aware that they are missing a skill.
What is Conscious Incompetency?
400
Item that you were to visualize?
What is house?
500
The 2nd step in the Effective Listening Pyramid.
What is paraphrasing?
500
Task agenda revolves are 2 key issues
What are operationally & financially?
500
If a salesperson meets the expectations of propriety, competency, commonality & intent; they will have this with prospect.
What is Credibility?
500
Series of questions concerning forces surrounding problem and decision-making process.
What are Questioning Strategies?
500
A Physiological Personal Need
What are food, drink, rest, sex, shelter, safety?
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ESC
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