Introduction

Question 1

What are the five buying decisions in order?

Answer 1

1. you the sales person
2. your company
3. your product or service
4. your price
5. The time to buy

Question 2

When will a prospect become a client?

Answer 2

Once they have moved through all five buying decisions they will make the purchase.

Question 3

People buy for ____ reasons not _____

Answer 3

their own, yours

Question 4

What are the three buying motive categories?

Answer 4

1. Financial
2. Immediate sense of well being
3. Long term sense of well being

Question 5

What are the 6 buying motives?

Answer 5

1. desire for gain
2. fear of loss
3. comfort and convience
4. secuirty and protection
5. pride of ownership
6. satisfaction of emotion

Question 6

What is pride of ownership?

Answer 6

They want the top of the line most expensive product.

Question 7

What is satisfaction of emotion?

Answer 7

They want to like and resonate with the product and brand.

Question 8

What are the 7 track selling steps in order?

Answer 8

1. Approach
2. qualification
3. agreement on the need
4. sell the company
5. fill the need
6. act of commitment
7. cement the sale

Question 9

What is approach?

Answer 9

establish rapport and trust

Question 10

what is qualification?

Answer 10

ask the bigger and better questions in the right way

Question 11

What is agreement on need?

Answer 11

confirm you understand and gain cnsensus with the prospect

Question 12

what is sell the company?

Answer 12

show and tell your corporate story.

Question 13

What is fill the need?

Answer 13

Tell and sell your three best features and benefit for the product

Question 14

what is act of commitment?

Answer 14

close the sale and overcome objections.

Question 15

What is cement the sale?

Answer 15

prevent buyers remorse.