CS-Overview
Pot Pourri
CS-Relating
CS-Discovery
CS-Advocating
100
Person who solves problem
What is prospect/customer?
100
70's duo recently broke up after nearly 40 years.
Who are the Captain & Tennille?
100
Webster's definition of selling includes . . .
What are cheat, haggle or steal?
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
Two kinds of problems faced in Win-Win Selling.
What is Task & Relationship?
200
Relating helps solve which Win-Win problem.
What is No Trust?
200
Percent of IMPACT received through our presentation.
What is 7%?
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
In counselor relationship the purpose of one person is . . .
What is solve the problem for the other?
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
Primary cause of problem in Kevin's mole example.
What is garden drainage?
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
2nd to product knowledge as most critical competency.
What is listening?
500
Two challenges that a counselor salesperson must deal with.
What are understanding people & the problem?
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
Types of questions in CS-Discovery.
What are fact-finding & feeling finding questions?
500
"You're right!" is a form of this type of listening.
What is Responsive Listening?
M
e
n
u