Happily Engaged
What is:
A. cknowledge
D. rop the Rope
A. ddress the false Objection
P. ermission
T. hree Minute Discovery Meeting
This person was an apprentice at a butcher in San Francisco before joining the tech sales world?
Who is Michael McGee
True or False: It is best to send the contract right after payment has been made
What is False
What does "Take the trip" mean?
Understand their Point of View, before you share yours
In ZWS, A.D.A.P.T is first introduced in this "section" of the sales process
What is: Engage
This person was once the number 1 sales rep in the company, and is currently a GM
Who is Ed Oh
True or False: It is best to offer all three pricing packages at once so that the agent can make a more informed decision on which model works best for them
What is FALSE
What two main causes keep you from discovering the truth?
What is: High and Low Receptivity
"Alan, I understand it's a tough market right now, but the bottom line is transactions ARE still happening in your area". This is an example of what?
What is Disruptive Truth
This person dove off a 50 ft. cliff in Hawaii and fractured their tailbone?
Who is Sommer.
True or False:
This is an example of a strong Advance stage:
Rep: "So Alan, how do you feel about the $2200 for 3 connections. Ready to hop on board?"
Alan: "Ya, not sure, Let me think about it, call me back on Monday"!
Rep: "Okay, sounds good! I will give you a call on Monday."
Bonus: Why or Why not?
What is False
The objection is to gain commitment from the agent. There was no Isolation of objection, no strong next steps set.
True or False:
The acronym G.R.O.W stand for:
G. oals
R. esults
O. rganization
W. hen
FALSE
WHO IS: Vice President of PA Tim Stanislaus
Reticular Activating System
This person lives in the state where the chants of "Who dat" can be heard on football sunday
Who is Tania Camp
At what monetary threshold do we send agents to a GA vs BA?
What is 5k+
Which two types of questions illustrate an other-centered objective?
What are: Open Ended and Clarifying questions
OCP is comprised of what components?
Bonus: Give an exampe of each
What is:
Whiteboard
Disruptive Truth
Proprietary Benefit
Growing up, this individual was in an olympic devlopment program for soccer
Who is Matt McRae
Zillows Ad bonus Tiers are?
What is:
$200-$2499-=10%
$2500-$4999=15%
$5000-$19999= 20%
$20000 += 25%
How do you L.EA.D a conversation?
What is:
Listen
empathetically Acknowledge
Drop the rope