Selling Process

Question 1

What does iPURE stand for

Answer 1

intent
probe
understand
reinforce
execute

Question 2

What are the 5 elements of credibility?

Answer 2

character
competence
composure
self-awareness
engagement

Question 3

Explain FBI

Answer 3

Feature: What is it, avoid feature dumping

Benefit: What value does the feature bring

Impact: Why does this ultimately matter for the customer? “So what this means for you…”