The Greeting Flashcards
1
Q
Step #1 for handling a Reactionary Defense Response
A
Put the buyer at ease
2
Q
Step #2 for handling a Reactionary Defense Response
A
Understand why they say these things
3
Q
Step #3 for handling a Reactionary Defense Response
A
Know what they need to feel at ease
4
Q
Step #4 for handling a Reactionary Defense Response
A
Create responses to each one
5
Q
Step #5 for handling a Reactionary Defense Response
A
Use “Quick Fix Solutions” to assist you
6
Q
Common Ground #1
A
Wanting Information
7
Q
Common Ground #2
A
Want to get in and out
8
Q
Common Ground #3
A
Want to be sure they don’t make a bad decision
9
Q
Common Ground #4
A
Don’t want to be pressured
10
Q
Common Ground #5
A
Interested in price, monthly payments, down payments, interest rates, trade in value
11
Q
Common Ground #6
A
Don’t want to waste time
