Overview
Pot Pourri
Relating
Discovery
Advocating
100
Person who solves problem
What is prospect/customer?
100

The artist that earns our RESPECT.

Who is Aretha Franklin?

100

Webster's definition of selling includes . . .

What are cheat, haggle or betray?

100
'Never met you before' is an statement from a prospect experiencing . . .
What is No Trust?
100
When we are advocating a solution, we are trying to overcome this.
What is No Help?
200

Four letter word used for Illustrating example.

What is Bolt?

200
Relating helps solve which Win-Win problem.
What is No Trust?
200

Words that refer to ideas or concepts; they have no physical referents

What are Abstract Words?

200
Discovery Agreement component or retail clothing store.
What is GAP?
200
Referring to a person who has had a similar problem.
What is a third party story?
300
Individual does not understand how & does not recognize deficit.
What is Unconscious incompetence?
300

Complete the phrase, "Win as . . . 

What is Much as You Can?

300
The tension that rises over time.
What is task tension?
300
Task agenda revolves around which 2 key issues.
What are operationally & financially?
300
Testing the Extremes
What is 'What do you like best about X & what do you like least about x'?
400
People love to buy, they hate being . . .
What is Sold?
400

Face-painted Rock band that featured Buyer's Expectations -We've got great expectations.

Who is KISS?

400
A prospect talking freely is a sign of this.
What is low relationship tension?
400
3 types of listening in Discovery Process.
What are selectively, responsively & empathically?
400

DAILY  DOUBLE.

Advocating

500

Two problems the salesperson must deal with.

What are Task Problems and People (personal) Problems?

500
The singer Seal helps describe this type of Personal Need
What is Approval?
500
Two ways to communicate empathy
What are listening and asking questions?
500

Two Types of questions in Discovery.

What are fact-finding & feeling finding questions?

500

"You're right!" "Tell me more" are examples of this type of listening.

What is Responsive Listening?

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