Engaging
This behavioral model is a concept that defines four sets of behavioral characteristics that are used to describe how poeple process infromation and emotion and preference on how they interact with others
What is DISC?
This is often used to ask questions that get the prospect's surface problems, reasons for the pain indicators and the impact of the pain
What is the pain funnel?
The two categories found in the closing stage
What is fulfilment and post-sell?
Salespeople should only talk this percentage of time during the qualification meeting with a prospect
What is 30% or less?
"I love no's, although I love yes's more, but I hate_____" -Brad Blair
What is maybe's?
These five components make up an Up Front Contract
What is Purpose, Time, Prospects Role, Salespersons Role, Outcome?
A framing method often used when prospects are hesitant to share their budget
What is bracketing?
This should be reviewed before jumping into the presentation
What is pain?
A tactic used to push back a client and get them going in the opposite direction
What is negative reverse?
This statement defines being on the same playing field as the prospect and one of the main reasons why we have a sales system
What is equal business stature?
This acronym is used to ensure all elements of an up front contract are used
The seven questions to ask (newspaper reporter approach) when discussing decision
What is who, what, when, where, how, and why?
This feeling of regret happens after making a decision and must be discussed as soon as the buyer signs in your favor
What is buyers remorse?
These questions shouldn't be used as they limit the prospects response
What are yes/no questions?
This tactic is used to throw the prospect off the typical sales cycle by saying something suprising, catching them off guard
What is pattern interupt?
These three ego states define Transactional Analysis; a psychoanalytic theory that analyzes social interactions to understand behavior
What is parent, adult, child?
This sales tactic helps you create credibility by helping the prospect understand how you or your company have handeled similar situations
What is a third party story?
What is the thermometer technique?
"I'm confused. Can you clear that up for me?..." is an example of this
What is the dummy curve?
"There is no such thing as bad prospects, only______"
What is bad salespeople?
The answer to being asked if your group will role play so you can earn 500 points
What is yes?
The answer to being asked if your group will role play so you can earn 500 points
What is yes?
A ______ to not make a ________ is a ________
What is decision?
This phrase is used to eplain how you should not answer unasked questions
What is "don't paint seagulls in the picture"?
A phrase we frequently use at to describe an interpersonal encounter where each party walks away with a different understanding of what just happened and what is going to happen next
What is mutual mystification?