Supporting
Advocating
Relating
Pot Pourri
Grab Bag
100
Details, Wants, Haves & Gap.
What is Discovery Agreement?
100
Done at the end of presentation.
What is Ask for the Sale?
100
A 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

Supporting attempts to uncover this objection

What is No Satisfaction?

200
'Prospect has a "better" solution' deals with this obstacle
What is No Help?
200

Ben Duffy showed that salespeople need to understand this.

What are Buyer's Behaviors or Preparation?

200

The Power Motive slide displayed this super hero group.

Who are the Power Rangers?

200

Item that you were to visualize in class.

What is House?

300
Two ways prospects can behave defensively
What 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

Questioning Process used by Kevin when his daughter was in a ditch?

What are the 5 Why's?

300
To overcome No Help, we use the power of words to discover, _____ & intensify prospects needs.
What is clarify?
400

Primary fear that prospects have during Win-Win

What is fear of being sold?

400

Path we want our prospect to take. (3)

What are Solutions, Advantages & Benefits?

400

"The floor-length, velvet dress is a deep shade of violet" uses this type words.  

What are concrete?

400
Making person aware that they are missing a skill.
What is Conscious Incompetency?
400

Area when the prospect is neither satisfied nor dissatisfied.

What is the Zone of Indifference?

500

Suggesting another viewpoint or converting to a question are examples of this method.

What is Clarifying?

500

People respond more actively & positively to picture-for-picture illustrations than they do word-for-word explanations, explains this concept.

What is Illustrating?

500
If a salesperson meets the expectations of propriety, competency, commonality & intent; they will have this with prospect.
What is Credibility?
500

Mini Max, Options and Next Step are examples of these.

What are Assumptive Closes?

500

DAILY DOUBLE

Arab Proverb

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