Show:
Cialdini's Principles
Discovery Questions
Our Objectives
Key Sales Behaviors
Sales Excellence with Vic
100
How many Principles of influence does Cialdini have?
What is 6
100
When do we start using discovery questions?
What is immediately after the meet and greet
100
Which of our objectives was aimed toward using discovery questions to help learn about your customers?
What is objective II
100
During an interaction it is important to give your customer what kind of attention?
What is undivided attention
100
Vic says that people want to do what?
What is buy
200
Which of Ciadini's principles has to do with aiming to return favors, paying back debts, and treating others as they treat us?
What is Reciprocity
200
What types of questions make for the best discovery questions?
What are open-ended questions
200
Which objective was about being able to adapt your personality to your customers to help you relate to them?
What is Objective I
200
If you struggle to overcome a customer’s objection what sales step should you focus on?
What is building value
200
Vic states that today’s consumer is a little more what?
What is Intelligent
300
Which principle relies on people's sense of "safety in numbers?"
What is Social Proof
300
What can you use with discovery questions to help the customer throughout the car buying process?
What is a script
300
Which objective was towards using Ciadini's six principles to help influence your customers?
What is Ojective III
300
Knowing that every customer is different, it is important to do what when getting to know your customer?
What is matching your customer's personality/emotion
300
What does Vic say is the most valuable information you can tell a customer when selling something to them?
What is new information
400
When applying the principles, which one can you use a sense of urgency to help support your ideas?
What is scarcity
400
**Daily Double** How many ounces are in a gallon?
What is 128 oz
400
*Daily Double* What is the capital of Madagascar?
What is Antananarivo
400
Customers tend to buy more from a sales rep who is what?
What is educated on their product/service
400
What are the two different ways Vic says you interact with a customer?
What is showing or selling
500
When applying the principles, which one would you get support from powerful and influential people to help get backing for your idea?
What is Authority
500
What is the number one reason we use discovery questions?
What is helps begin the closing process
500
Objective II has to do with evaluating what types of questions?
What are discovery questions
500
When working in sales it is important to not be afraid of?
What is being rejected
500
What does Vic claim is the most important part of selling?
What is be the expert of your products