Same Side Selling Flashcards
Selling is a ____, not a ____.
puzzle
game
Be a _______ to a ________.
well crafted solution
well defined need
______, not selling.
Solving
Focus on the ______, rather than the ________.
client’s problem
things I am selling
Think of benefits not in generalities, but as __________.
Specific results that solve a clients problem.
When you _____, buyers will almost always ___ or simply _____.
push
push back
pull away
Prospects either see me as _______, or someone that is __________.
someone that is trying to sell them something
trying to help them solve a problem
The three questions needed for a prospect to make an informed decision are:
What problem needs to be solved?
What are the likely results if we buy this service?
Why should we buy it from this company?
The main focus is finding the ____.
FIT
FIT: ____ _____ _____
FIT: Finding Impact Together
To get or stay on the same side, build on the understanding that I’m ______, nor is every ________.
not the best fit for every potential client
prospect a good fit for you.
Don’t force the _____. Don’t try to force a _______ that a prospect doesn’t have or perceive.
fit
solution to a problem
The buyer should have as much _____ to solve the problem as the seller.
urgency
The _______ is how the client describes the problem.
Elevator Rant
The 3 Contours are ______, _______, and _______.
Demographic
Situational
Attitudinal
