Show:
Platinum Rule
Pen and Paper
Catch Phrases
Benefit Selling
100
All personalities are based on how open and how ____ someone is.
What is direct?
100
Defined as how much money you make off selling an item.
What is unit profit.
100
WIIFT
What is What's In It For Them?
100
Physical attribute
What is a feature?
200
The personality type who is both direct and open.
What is socializer?
200
This tells you what percent profit you will make.
What is gross profit.
200
ABC
What is Always Be Closing
200
Your greatest tool in overcoming objections.
What is a testimonial?
300
This personality type is indirect and closed.
What is a thinker.
300
Dealers will push for the lowest percentage of this that their market can bear.
What is food cost.
300
The act of giving something positive (compliments, samples, etc.) to help get through the Gate Keeper.
What is Giver's Get?
300
The four parts of sale.
What are the Approach, Demonstrations, Overcoming Objections, and the Close?
400
This personality is most concerned about opinions and feelings.
What is a relater.
400
Suggested retail is found using these 2 numbers.
What is unit cost and food cost.
400
____ % Preparation; ____% Presentation
What is 90/10?
400
What's in it for them.
What is the Benefit?
500
When presenting to someone, you always must take into account these 2 factors to adjust to their personality.
What is pace and priority.
500
If your dessert costs $.48 and the desired food cost is 50%, what should you retail the dessert for?
What is $.96.
500
Double Platinum Rule
What is "Treat others the way they didn't even know they wanted to be treated."
500
The 3 types of decision makers.
Who are the Owner, Manager, and Buyer?