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QBS Review #1
QBS Review #2
QBS Review #3
QBS Review #2
Miscellaneous
100
As many reasons as possible
What is the number of reasons we want a customer to buy from us?
100
Problems and Alternatives
What should come before Solution?
100
The first consideration in Conversational Layering.
What is Curiosity?
100
We build curiosity to secure these two things.
What are time and attention?
100
Sociology degree at York University
What did Tricia study?
200
These help build credibility
What are diagnostic questions?
200
Questions around these expand on customer issues and build credibility and trust.
What are Implications?
200
Get invited instead of using this
What is Brute Force?
200
We can build curiosity in these three forums.
What are voicemail, email and face-to-face?
200
French tutoring
A specialty of Laurence Nguyen?
300
When customers are motivated positively or negatively by the same benefit.
What are Gold Medals and German Shepherds?
300
Reward and Aversion
What are people motivated by?
300
“Guess what?” is this type of question
What is a provocative question?
300
Pain and Desire
Where do needs come from?
300
Flight attendant
Vimi spent a year as a?
400
These are the 4 levels of escalating conversations increasing emotion and analysis in the sales process
What are Status, Issues, Implications and Solutions?
400
We ask simple questions to start because this is important.
What is don’t ask for too much too soon?
400
Questions, Partial Information, Glimpses of Value.
What makes someone curious?
400
Active Needs only form a small percentage compared to ....?
What are Latent Needs?
400
worked only at Allstream
According to her LinkedIn profile, Valentina has?
500
Mindshare and Time
What are You competing for?
500
These are the 4 levels of escalating conversations increasing emotion and analysis in the sales process
What are Status, Issues, Implications and Solutions?
500
To be non-threatening, gather/verify valuable information, establish credibility, earn the right to get into more depth.
What are Four objectives for Diagnostic questions?
500
People dont want to talk about.
What is the Elephant in the Room?
500
Luxery Toronto Home group.
According to his LinkedIn profile Joe is a member of the?