Investigate
This person is at the top of the Buyer Pyramid
Owner/CEO/President
Your purpose in the Meet Step develops these two things with the client
Rapport and Trust
This statement clarifies and sums up what your client has told you is important and transitions you from the probe step to the apply step.
Summary Statement
This percentage of time will be spent in the IMP stages.
70%
Clients must have this in both you and your organization
Trust
This second step of the Investigate Step includes determining whether your buyer is truly qualified
Prospecting
This percentage of a first impression is based on tone during a telephone conversation
87%
This type of question identifies qualified opportunities and eliminates common objections.
Qualifying Question
You shouldn't progress to the Meet Step without this in place.
Pre-Call Plan
Talking to a closed door gets you nowhere. Qualified clients must be willing to do this.
Listen
This third step of the Investigate Step is about completing the research and due diligence prior to contacting the buyer.
Pre-Call Planning
When a potential client tends to use concise, clear, and confident language and voice during sales conversations, it indicates this type of behavior style
Dominance (Driver)
This type of question engages in high-level conversations to achieve long-term solutions.
Strategic Question
As the opposite of needs, these are personal, below the surface, and perception-based.
Wants
Clients should have a sense of this about their decision.
Urgency
This first step of the Investigate Step requires you to evaluate how you are perceived in the marketplace and adjust as needed.
Positioning
Without trust you can only sell based on ___, with trust you can sell ___
Price, Value
This probing strategy follows a question with more questions to delve deeper and uncover additional information – to get at the ‘why.’
Three-deep strategy
Create value for your clients by positioning yourself as this type of resource.
Strategic
Clients with a qualified opportunity are aware of this.
Need
This person at a company provides intelligence, guidance, and advocacy on your behalf.
Internal Advocate
This percentage of a first impression is based on word-choice during a face-to-face conversation
2%
This type of question establishes rapport and credibility.
Universal Question
This acronym represents the four behavioral styles
DISC
Clients with a qualified opportunity have both authority and this to buy or commit.
Ability