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Soft Selling In A Hard World > Soft Selling Examples > Flashcards

Soft Selling Examples Flashcards

1
Q

Mission Statement #1

A

ACME provides protection for medical groups that can increase annual revenues from 12K to 20K per physician.

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2
Q

Mission Statement #2

A

ACME protects doctors from losing as much as 79K a year in earnings

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3
Q

Status Quo Probes #1

A

How is managed care impacting your practice revenues?

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4
Q

Status Quo Probes #2

A

What opportunities have you seen that will save you money?

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5
Q

Standard Probe #1

A

How do your doctors relate to your current program?

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6
Q

Standard Probe #2

A

What are you currently doing to save money on your computer system?

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7
Q

Emergency Probe #1

A

Exactly what will it take to make you happy in this transaction?

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8
Q

Emergency Probe #2

A

I seem to have gotten off track. Help me get back to what is most important to you?

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9
Q

Best Of All Possible World Probe #1

A

How would you describe the perfect protection for your medical group?

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10
Q

Best Of All Possible World Probe #2

A

If you could design any transaction you’d like, how would you structure it?

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11
Q

Listening Technique #1

A

Pauses - Dynamic Silence

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12
Q

Listening Technique #2

A

Minimal Encouragers - Right, Got it, Sure, Of course, That makes sense, Yeah.

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13
Q

Listening Technique #3

A

Mirroring

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14
Q

Listening Technique #4

A

Labels - It seems like, It sounds like, It feels like. Label emotions. Negative Labels.

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15
Q

Listening Technique #5

A

Paraphrase - Summarize what someone says in my own words, not their words.

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16
Q

Listening Technique #6

A

Summary - Combine paraphrasing and labels.

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17
Q

NO Question Probe #1

A

Would it be out of the question to see if we’re a better option than your current vendor?

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18
Q

NO Question Probe #2

A

Is it ridiculous to hear what we have to offer?

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19
Q

NO Question Probe #3

A

Is it too much to hear what we have to offer?

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20
Q

Status Quo Statement #1

A

What makes you say that?

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21
Q

Status Quo Statement #2

A

That’s exactly why I called.

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22
Q

Status Quo Statement #3

A

That’s exactly why I reached out.

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23
Q

NO Question Probe #4

A

Is it a bad idea to keep your options open?

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24
Q

Status Quo Probe #3

A

How do you know you’re using the best vendor for your X (insert service or product) ?

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25
Q

Problem/Solution #1

A

Your highway supervisors are spending more of their budget keeping our roadsides clean (Buyers Problem). The ACME road vacuum sucks up roadside trash and automatically sorts it, saving you 22 percent in employee wages and management expense (Solution and Benefit)

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26
Q

Problem/Solution #2

A

Paying support staff to keep your personal computers online can triple your costs. (Buyers Problem)Pan Dowdy can reduce support by as much as 65 percent and save you 45K in employee costs (Solution and Benefit)

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27
Q

Supporting Statement #1

A

You’re right.

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28
Q

Supporting Statement #2

A

Totally agree.

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29
Q

Supporting Statement #3

A

You’re correct

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30
Q

Isolate #1

A

What causes you to say that?

31
Q

Isolate #2

A

Would you please clarify that for me?

32
Q

Isolate #3

A

Please expand on that for me.

33
Q

Isolate #4

A

Besides X, is there anything else stopping you from moving forward?

34
Q

Easy Objection

A

Can be answered by your product or service

35
Q

Inherent Objection

A

Something intrinsic to your product or service that can’t be separated from it.

36
Q

Formula For Handling Inherent Objection

A
  1. Isolate the objective. 2. Minimize the Objection. 3. Offset the Objection with Benefits.
37
Q

Isolate #5

A

Please tell me what you mean.

38
Q

Minimize The Objection #1

A

That may not be an important factor when you consider X

39
Q

Minimize The Objection #2

A

That may not be a serious concern when you hear that X

40
Q

Minimize The Objection #3

A

That’s not a problem

41
Q

Minimize The Objection #4

A

You’ll find that won’t happen again

42
Q

Minimize The Objection #5

A

That may not be a critical factor when you take into account that X

43
Q

Minimize The Objection #6

A

Our experience in your specific industry may not be important when you consider that X

44
Q

Technical Close #1

A

When would be the best time to install your new system?

45
Q

Technical Close #2

A

How would you like the computers configured?

46
Q

Technical Close #3

A

How many stations will you require?

47
Q

Technical Close #4

A

What coverage plan would best fit your needs?

48
Q

Technical Close #5

A

What start date would work best for your doctors?

49
Q

Technical Close #6

A

How much deductible makes you feel comfortable?

50
Q

Transactional Close #1

A

Let’s get the paperwork out of the way. What payment method would you like to use?

51
Q

Transactional Close #2

A

Let’s get payment out of the way. What type of card would you like to use?

52
Q

Transactional Close #3

A

Let’s handle the investment. How would you like to pay?

53
Q

Minimize The Objection #8

A

Price may not be your primary consideration when you look at the total picture.

54
Q

Not Interested

A

What makes you say that? Would it be out of the question to see if we’re a better option than your current vendor?

55
Q

We already have someone we use

A

That’s exactly why I called. Is it ridiculous to hear what we have to offer?

56
Q

Isolate #6

A

Tell me more about that

57
Q

Happy with our current vendor

A

That’s exactly why I reached out. Is it a bad idea to keep your options open?

58
Q

No Budget

A

That’s exactly why I called. Is it too much to hear what we have to offer?

59
Q

Call me next week

A

That’s exactly why I followed up. It seems like you want to tell me NO but you can’t (Pause) Am I out of line to ask you to get started today?

60
Q

I have to talk to my wife/husband

A

Fair enough. What do we do if your wife/husband says NO? What would your wife/husband say no to, the service/product? The price? The Terms? Besides X, is there anything else stopping you from working with us? Minimize, Offset with Benefits, Technical Close and then Transactional Close.

61
Q

It’s too expensive

A

What makes you say that? Besides price, is there anything else stopping you from moving forward? Minimize. Offset with Benefits. Technical Close. Transactional Close.

62
Q

Never heard of your company

A

Besides never hearing about my company, is there anything else stopping us from working with us? Minimize. Offset with Benefits. Technical Close. Transactional Close.

63
Q

I don’t see how this can help me

A

What makes you say that? Minimize. Offset with Benefits. Technical Close. Transactional Close.

64
Q

X (problem) isn’t important for me right now.

A

What makes you say that? Minimize. Offset with Benefits. Technical Close. Transactional Close.

65
Q

Status Quo Probe #4

A

How do you know you’re using the best vendor for your X (insert service or product) ?

66
Q

Trial Close #1

A

What’s the worst thing that can happen if you get started today? Minimize. Offset with Benefits. Technical Close. Transactional Close.

67
Q

Trail Close #2

A

How much of what I have shared with you, do you believe? Proof statement. (If negative response) Problem/Solution. Technical Close. Transactional Close.

68
Q

Never ask a question you don’t get an answer to

A

But if you did know…Imagine X, Pretend X, If you could wave a magic wand…

69
Q

Non Argumentative Statement #1

A

I understand

70
Q

Non Argumentative Statement #2

A

I hear you

71
Q

Non Argumentative Statement #3

A

Fair enough

72
Q

Non Argumentative Statement #4

A

I Get It.

73
Q

Screening Probe #1

A

Can I help you improve your operations?

74
Q

Screening Probe #2

A

Can I help you sell more X?

Soft Selling In A Hard World (3 decks)

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