20 Steps Flashcards
1
Q
Step 1
A
Pre-Call Approach
2
Q
Step 2
A
Sell Yourself
3
Q
Step 3
A
The Introduction
4
Q
Step 4
A
Confirm the Appointment Time Constraint
5
Q
Step 5
A
Rapport Building
6
Q
Step 6
A
Attention Getter
7
Q
Step 7
A
The Approach Overview
8
Q
Step 8
A
The Diagnostic Agreement
9
Q
Step 9
A
The Buying Center Confirmation
10
Q
Step 10
A
Situation Questions
11
Q
Step 11
A
Problem/Disappointment Questions
12
Q
Step 12
A
Implication/Impact Question
13
Q
Step 13
A
Needs Payoff Question
14
Q
Step 14
A
Transition Bridge to Phase 3 (The Demonstration)
15
Q
Step 15
A
Interactive Demonstration
16
Q
Step 16
A
Units of Conviction
17
Q
Step 17
A
Delivering the Value Analysis
18
Q
Step 18
A
The Imagine Statement
19
Q
Step 19
A
Closing
20
Q
Step 20
A
Show Appreciation and Congratulate the Buyer
