7 Selling Moves

Question 1

Selling Move #1

Answer 1

Mission Statement

Question 2

Selling Move #2

Answer 2

Probes / Labels

Question 3

Selling Move #3

Answer 3

Listening

Question 4

Selling Move #4

Answer 4

Problem/Solution

Question 5

Selling Move #5

Answer 5

Supporting Statements

Question 6

Selling Move #6

Answer 6

Isolate

Question 7

Selling Move #7

Answer 7

Close

Question 8

Law Of Price #1

Answer 8

If you can’t explain in words why your product or service is worth your asking price, then it isn’t.

Question 9

Law Of Price #2

Answer 9

Sellers that live with Price, die with Price. Get your list of offsetting benefits together and when you hear the word Price, don’t argue about it, justify the price with the benefits of your product or service.

Question 10

Proof Statement #1

Answer 10

A proof statement is a statement containing facts, figures, testimonials, parallel circumstances and anything else that is tangible, quantifiable, or real.

Question 11

Proof Statement #2

Answer 11

It is good to use expert opinions from someone who does not have direct involvement in your transaction.

Question 12

Proof Statement #3

Answer 12

When the buyer expenses doubt about your product or service, use a proof statement.

Question 13

Proof Statement Components

Answer 13

1. State the benefit you are going to prove. 2. Prove the benefit for the buyer. 3. Apply the benefit to the buyer.

Question 14

Proof Statement Example

Answer 14

Mac computers can save you 65% of your computer support costs (State the Benefit) according to an Iris & Company survey of 62 user firms (Prove the Benefit). In your firm, that can mean a time savings of 1,160 man hours every year or about 45K. (Apply the Benefit to the Buyer)

Question 15

Minimizing

Answer 15

You may find that’s not a big deal when you realize X . That may not be a factor when you consider X.