What is the prospect/customer?
Person who needs to solve the problem
What are task and relationship?
Two types of problems faced in win-win selling.
What is unconscious incompetence
Individual does not understand how and does not understand deficit.
People love to ______, they hate being________.
buy and sold
The 4 obstacles a win-win sales person needs to overcome?
No trust, no need, no help, no satisfaction.
70's duo recently broken up after 40 years?
The Captain and Tennille
The percent of IMPACT received through our presentation?
7 %
Complete the phrase "win as____
Much as you can
Who is Aretha Franklin?
the artist earns our RESPECT
What is a personal need?
Approval
Webster's definition of selling are?
Cheat, haggle, and steal
Reacting helps solve which win-win problem?
No Trust
What is relationship tension?
The tension that we hopes drops over time
What is considered the back tires of the bike?
competency or product knowledge
2 ways to communicate empathy?
listening and asking questions
I have never met you before" is an example of?
No trust
What is GAP?
Discovery Agreement Component or retail clothing store.
Task agenda revolves around two key issues, what are they?
operationally and financially
What are 3 types of listening in the discovery process?
Selectively, Responsively, and Empathetically
Two types of questions in the win-win discovery?
fact-finding and feeling-finding
When advocating a solution, you are trying to overcome what?
No Help
When you refer to a person who has had a similar problem, it is considered?
A third party story
What do you like best about ___ and what do you like least about ___ are examples of?
Testing the extremes
your right" is an example of what?
Responsive Listening
What is Discovery Agreement?
Details, Wants, Haves, and Gap
What is the discovery process that attempts to uncover this objection?
No Need
Two ways that prospects can behave defensively?
Fight or Flight
Objections are less threatening when we turn them into..?
Questions
Define examples of Clarifying
Suggesting another viewpoint or converting a question
What is done at the end of a presentation?
Ask for the sale
People don't buy our products they buy our ___?
Benefits
How should you start your sales presentation?
Restate the discovery agreement
what are 3 key elements in advocating to the prospect?
Solutions advantages and benefits
What are examples of assertive closes?
Min-Max, Balance Sheets, and cost analysis
What is propriety?
The Plumber wearing a tuxedo example
Ben Duffy showed that salespeople need to understand what?
buyers behaviors and preparation
Define Intent?
Positive behavior that helps display Purpose, process, and payoff
What is self disclosure?
open statement of our purpose/sale goal
how to gain credibility?
Meet expectations of propriety, competency, commonality, and intent.
____ is not selling?
Telling
The power motive slides displayed what super hero group?
Power Rangers
What did Kevin's ditch conversation with his daughter display?
The 5 y's
What is conscious incompetency?
Making person aware that they are missing a skill
What are questioning strategies?
Series of questions concerning forces surrounding problem and decision making process
4 stage of skill learning were illustrated by what characters?
Cavemen
What is task tension?
Tension that we want to increase
How do we overcome "No Help"?
We use the power of words to discover, clarify, and intensify prospects needs
Item that you were to visualize in class?
House