Rules Test Flashcards
1
Q
have the client walk away with
A
something physical to refer to
2
Q
always dress
A
successful
3
Q
always have a
A
firm handshake
4
Q
always act
A
as if
5
Q
be
A
busy
6
Q
never ask __________ on a first meeting
A
“how are you”
7
Q
pronounce their
A
last name correctly
8
Q
be the
A
expert
9
Q
__________ theory
A
K.I.S.S
10
Q
let people talk
A
about themselves
11
Q
be the person
A
they want you to be
12
Q
compare
A
apples to apples
13
Q
time
A
is against you
14
Q
quote facts
A
not opinion
15
Q
people with money
A
lie about it
16
Q
be busy but
A
accessible
17
Q
never take the
A
first “no”
18
Q
know your
A
stereotypes
19
Q
confirm the
A
decision maker
20
Q
always have
A
bullets in reserve
21
Q
use first
A
name sparingly
22
Q
give realistic
A
examples
23
Q
never address someone as
A
Mr. or Mrs (except for a Dr.)
24
Q
do not ask permission
A
for information
25
be upset when
appropriate
26
do not undermine the clients
intelligence
27
do not minimize a
clients complaint
28
have a
common enemy
29
lower your speed when
discussing numbers or math
30
lower your tone when
asking a question
31
speak from your
gut not your throat
32
speak faster rather than
slower
33
end sentences
with a question
34
silence
is golden
35
talk similar to
the client
36
stand up when
you pitch
37
restate/isolate/
overcome/ask for action
38
win the war
not the battle
39
the first person who
speak looses
40
use tie-
downs
41
do not be an
objective overcomer
42
do not be taken back
by an objection
43
understand their
point of view
44
always
be selling
45
smile -
be happy even if you're not
46
over talking means
insecurity
47
bond with client in
any way possible
48
limit personal talk/
too friendly (except on an interview)
49
be the doctor to
fix their ailment
50
push the greed
button
51
push
urgency
52
make them act while
under the ether
53
tell them what to
do and what to expect
54
eliminate fears before
they are told to you
