Sales Techniques
This acronym-based method involves Metrics, Economic Buyer, Decision Criteria, Decision Process, Identifying Pain, Champion, and Competition.
What is MEDDIC?
According to the Trust Equation, credibility + reliability + intimacy divided by ______ equals trust.
What is self-orientation?
Ziglar recommends asking “What is preventing you from being where you want to be?” to explore this type of barrier.
What is an obstacle?
According to the course, what is one essential reason to write your job search plan?
What is to make your goals concrete and actionable?
According to Zig Ziglar’s “Selling 101,” the best way to get what you want is to help others get what they want.
What is “You can have everything in life you want, if you will just help enough other people get what they want”?
One persuasion tactic is giving something small to trigger a sense of obligation. What is this called in Cialdini's principles?
What is reciprocity?
According to the Client-Champion Inspiration Equation, people buy when they feel _________.
What is inspired?
What Japanese concept, taught in the course, refers to the intersection of what you love, what you’re good at, what the world needs, and what you can be paid for?
What is Ikigai?
This technique uses storytelling to guide prospects to a buying decision by making the emotional value of the product vivid.
What is Solution Selling?
According to neuroscience insights, what hormone is released when a client feels safe and connected during a sale?
What is oxytocin?
In SPIN Selling, “I’m concerned about delays” is an example of which type of question?
What is an implication question?
This strategic tool helps companies assess their internal strengths and weaknesses, as well as external opportunities and threats.
What is a SWOT analysis?