Active Listening
1. Better conversations
2. Increased understanding
3. Improved customer relationships
4. Happier customers
5. Successful outcomes
Are close ended or open-ended questions more effective in Questioning?
Open-ended
Where does Commitment fall in the prospecting framework?
Last
Which technique/framework do we use to handle objections?
SEARCH
Is vale objective or subjective?
Subjective
Identify one active listening recommendation
1. Listen intently
2. Give verbal and nonverbal cues to show you're paying attention
3. Wait until the other person is finished speaking
4. Paraphrase key points
5. Ask questions to clarify your understanding
Name the framework we use for asking questions
Directional Questioning
What stage comes before commitment in the prospecting framework?
Identify one gatekeeper strategy
1. Befriend
2. Seek advice
3. Give direction
Tactical and Consequential
Identify one barrier to understanding
1. Filtering
2. Being distracted
3. Relating
4. Jumping ahead
5. Judging
6. Correcting
What is the difference between left questions and right questions?
Left = Negative impact (who else, what else)
Right = positive impact (who else, what else)
Agenda
Dial In Details
Attendees from both sides
In which stage of the sales cycle to prospects object?
All of them
Define tactical pain
Complete the following statement: "Seek first to __________, then __ __ __________"
Seek first to understand, then to be understood
Which personas are vision oriented (upward) questions typically geared toward?
Identify the three strategies we use for gaining committment
1. Temperature gauge
2. Given what we discussed...
3. Mutual expectations
Explain the importance of Ch in SEARCH
Ensure the prospect both understands and accepts your response
How do we uncover value?
By asking questions
Outline each step within SEARCH
Silent
Echo
Ask
Respond
CHeck
Provide examples of questions in each direction
1. UP = vision, goals, objections, what it gets you...
2. DOWN = facts, detail, tactical, operational and specifically..."
3. RIGHT = positive impact, who else, what else
4. LEFT = negative impact, who else, what else
What three points must you cover when setting mutual expectations?
1. Understand relevant stakeholders
2. Confirm appointment timing
3. Discuss relevant stakeholders
Use SEARCH to respond to the following objection: "I'm all set"
Echo
Ask
Respond
CHeck
What is the value messaging formula?