Rules Test Flashcards
have the client walk away with
something physical to refer to
always dress
successful
always have a
firm handshake
always act
as if
be
busy
never ask __________ on a first meeting
“how are you”
pronounce their
last name correctly
be the
expert
__________ theory
K.I.S.S
let people talk
about themselves
be the person
they want you to be
compare
apples to apples
time
is against you
quote facts
not opinion
people with money
lie about it
be busy but
accessible
never take the
first “no”
know your
stereotypes
confirm the
decision maker
always have
bullets in reserve
use first
name sparingly
give realistic
examples
never address someone as
Mr. or Mrs (except for a Dr.)
do not ask permission
for information
be upset when
appropriate
do not undermine the clients
intelligence
do not minimize a
clients complaint
have a
common enemy
lower your speed when
discussing numbers or math
lower your tone when
asking a question
speak from your
gut not your throat
speak faster rather than
slower
end sentences
with a question
silence
is golden
talk similar to
the client
stand up when
you pitch
restate/isolate/
overcome/ask for action
win the war
not the battle
the first person who
speak looses
use tie-
downs
do not be an
objective overcomer
do not be taken back
by an objection
understand their
point of view
always
be selling
smile -
be happy even if you’re not
over talking means
insecurity
bond with client in
any way possible
limit personal talk/
too friendly (except on an interview)
be the doctor to
fix their ailment
push the greed
button
push
urgency
make them act while
under the ether
tell them what to
do and what to expect
eliminate fears before
they are told to you
