TIE-DOWNS
the recommended maximum number of tie-downs to use per hour of presentation
WHAT IS TWO?
Money Study
What is acquiring new knowledge quickly & thoroughly?
What is a Tagalong Question?
What is the art of asking the right questions to get minor yeses?
A Tie-down question is
What is a question that turns a statement into an agreement opportunity?
Repeat anything often enough and it will start to become you.
What is repetition?
Suggest two answers, both of which confirm that your prospect is going ahead.
What is an alternative of choice?
Successful Questioning
What is taking command of the sales process?
NOT one of the four main types of tie-downs
What is a circular tie-down?
Use it or Lose it
What is the basic law of possession? or Utilization?
Positive questions about the benefits that buyers ask themselves after they own it
What is an involvement question?
The opening in your face called a mouth
What is your primary tool?
Alternate Advance" tie-down
What is A question that suggests two answers, both of which confirm the prospect is moving ahead?
What is impact?
What is a discovery question?
First motivator of the great salesperson
What is money?
The Porcupine Technique
What is Answering a prospect's question with a question of your own?
You've exploited impact
What is Internalization?
Identify and explore the challenges, problems, frustrations, or difficulties that a prospect is experiencing
What is a Pain-Point Question?
A motivator and demotivator
What is security?