The first order of business in the process of selling to churches.
What is create curiosity.
100
An intangible but essential success factor in acquiring and keeping customers, this is an impression that people form about you.
What is credibility.
100
The number of reasons that you want customers to have to buy from you.
What is many.
100
When prospects work with you to define their problems and implications, it's easier to get them to buy into this.
What is your solutions.
100
An essential part of confirming a prospect's commitment is to match your proposed benefits to these.
What are the prospect's specific needs.
200
The amount of time a prospective customer will probably want to spend time with you if they are not curious about who you are or what you can do for them.
What is none.
200
All salespeople enter the sales process with this amount of credibility.
What is near zero.
200
By probing for these two buying motivations, you have an opportunity to uncover twice as many of your prospect's needs.
What are Gold Medals and German Shepherds.
200
A way to position value that demonstrates that a prospect's world is more important than a sales pitch is depicted by these three letters.
What are P, A. and S.
200
For a prospect to buy from you, the perceived value of your solution must exceed this.
What is the cost.
300
The two most important ingredients in creating curiosity.
What are specificity and relevance.
300
These intelligent and relevant closed-end questions pique prospects' curiosity and differentiate your competence, credibility, and value.
What are diagnostic questions.
300
Every time an issue is uncovered, asking "To what extent is that important?" helps reveal these, and creates a sense of urgency.
What are implications.
300
Turning this type of unrecognized need into an active need greatly increases the probability of your prospect attaching urgency to your solutions.
What is latent needs.
300
To successfully confirm commitment, you must know which person or group of people have this.