Key Element 3 Response Modes

Question 1

According to new strat selling when do people buy?

Answer 1

When they perceive a discrepancy between reality and their desired results

Question 2

Define Growth Mode response

Answer 2

See a discrepancy between need results and today’s reality. This person is ready to yes (even to your comp) and they are easiest to sell to

Question 3

Define Trouble response mode

Answer 3

Discrepancy between results needed and today’s performance. Begging for an immediate change

Question 4

Define even keel

Answer 4

Results and reality are even. Why rock the boat now? Low chance of taking action.

Question 5

Define overconfident

Answer 5

“Who needs your proposal? Things have never been so good”

Question 6

What are the steps in the response mode workshop?

Answer 6

1) identify each individual’s response mode
2) rate your buyers
3) test these ratings
4) analyze your information
5) revisit your alternate positions list