Success Finesse
Which is NOT one of the four traits:
A. High Achievement Drive B. Excellent Social Skills C. Superb Problem Solving Skills D. Strong Goal Clarity E. Healthy Emotional Intelligence
C. Superb Problem Solving Skills
To gain trust & build rapport you should do all except the following ... A. Put people at ease & make them feel important. B. Find common ground over shared interests. C. Hold eye contact & listen how they feel. D. Get them talking about themselves. E. Tune the world out & people in.
B. Find common ground over shared interests.
People buy things for ______ reasons & justify them logically.
Emotional
The human collagen in TheraSkin is not cross-linked and enables vascularization within 72 hours.
Feature or Benefit?
Feature
Provide a Benefit
Common objections from this Behavioral Style are:
"We've never used anything other than a scalpel to debride before."
"We've used Versajet for 15 years now and I don't see a reason to change now."
Supporters
It's the hope of _______ or the fear of ________ that drives you to strive for higher goals
Gain
Pain
When beginning your approach, the worst thing you can do is....
A. Talk about yourself B. Disregard social distancing C. Not make eye contact D. Start to talk about TheraSkin or SOOR
D. Start to talk about TheraSkin or SOOR.
I am the gap between the current situation & desired situation
Consequences of staying where they are & not taking action
These are the two basic reasons why people make purchase:
A. Economic advantages B. What TheraSkin/SOOR will do for them C. How easy it is to implement into current practice D. How it will make them look to others
B. What TheraSkin/SOOR will do for them
D. How it will make them look to others
These are common objections from this Behavioral Style:
"You haven't provided me with compelling studies."
"I'm not convinced that your Reimbursement team can ensure coverage."
Controllers
Goal achievement is largely an emotional or self-esteem issue.
True or False
True
What is The Law of Psychological Reciprocity?
People are unconsciously compelled to return to us the same attitudes & feelings that we give them.
The major objective of any interview is for you to understand their....
A. Amount of risk B. Behavioral Style C. Astrological sign D. Sense of urgency
Sense of urgency
This Behavioral Style needs to be shown that you're a friend who cares about them
Talkers
You need to take as many details off the shoulders of this Behavioral Style for them to make a decision.Your confidence will influence them.
Doers
After "I think" what are the next two dimensions of human behavior (in order)?
I feel
I am
This Behavioral Style wants to talk about security and removing obstacles.
Supporters
We miscommunicate by not understanding people's ____________.
A. Behavioral style B. Level of need C. Relationship with other salespeople
Level of need
Which is NOT a dominant buying motive:
A. Pride B. Purpose C. Profit D. Pleasure E. Peace
B. Purpose
Rather than any strategies or techniques, your __________ defines what you believe you are capable of achieving
A. I THINK B. I FEEL C. I AM
C. I AM
Customers motivations are largely colored by their________
A. Childhood experiences B. Behavioral style C. Mood D. Financial circumstances
B. Behavioral styles
"How do you manage to get so much done?" & "What are some things that have helped you to get to where you are today?" are good questions to ask this Behavioral Style
Doer
What are the TWO types of information you should get in an interview?
A. The benefits they will see with TheraSkin/SOOR B. What their budget is C. What their Behavioral Style is D. What risks they fear
A. The benefits they will see with TheraSkin/SOOR
D. What risks they fear
The ______ ______ philosophy will guarantee your long-term success.
A. win win B. extra mile C. social distance D. positive outlook
extra mile
The closer you get to a decision point, this is the inner tension that is aroused that can cause people to resort to strange behaviors.
Cognitive dissonance