Missy Elliot
We All Live in a Yellow
When Pharaoh Met Sandler
That Rules
Charlie Bit Me
Between the Ears
100
The definition of a reverse
What is answering a question with a question?
100
The 2 elements in budget to qualify in addition to $
What are time and effort?
100
3 points to the triangle
What are behavior, attitude, and technique?
100
Do this when under attack
What is fall back?
100
No pain, no this
What is no deal?
100
Sandler mentality that commands attraction and enables the sales pro to detach from the deal
Independently wealthy don't need the business
200
To avoid giving product info too early, don't do this. (phrase as the rule)
What is spill your candy in the lobby? Or coffee
200
Trial, demos, preso, or POCs are possible elements of this stage
What is fulfillment?
200
Regardless of what you feel, this one follows the other
What is attitude follows behavior?
200
You can't lose this
What is what you don't have?
200
Pain is the gap/space between these
What is negative impact and positive outcomes?
200
There are no bad prospects, only this
What is bad salespeople?
300
Never answer these
What are unasked questions?
300
The reason people buy
To move away from pain and towards pleasure
300
Cookbook lives here
What is behavior?
300
We don't have to love prospecting but we should love this
What is what it does for us?
300
The 3rd line in the pain funnel
What is how long has that been a problem?
300
Learn this to learn to win
What is learn to fail?
400
The question a prospects asks is never this
What is the real question?
400
Body language, tonality, and word choice are key considerations in this compartment
What is bonding & rapport?
400
I/R theory and going for the "no" lives here
What is attitude?
Bonus: what ego state?
400
The professional does this on purpose
What is what they did as a dummy?
400
How people buy / make decisions and the ego states attached to them
What is emotionally as a child with logical justification from the adult
400
Selling is what performed by whom
What is a broadway play performed by a psychiatrist?
500
The 3 elements of a full scale reverse
What is softener + paraphrase + question?
500
The 5 components of a proper upfront contract in the right order
What are purpose, seller + buyer agenda, logistics, and outcome?
500
The 2 primary ego states we should sell from and the 1 primary ego state we should sell to?
What are selling from adult and nurturing parent and selling to the child?
500
It's about going to the bank, not this
What is getting our emotional needs met?
500
The purpose of the pain funnel
What is to find the level of emotion and priority around the pain?
500
If we are only what others told us we could be, we are less than this
What is what we could be?
