Troubleshooting the TPC Chart

Question 1

Intro

No thanks

Answer 1

No SEE factor [Smile and Enthusiasm]

Not matching energy level of person [Match and Mirror]

Question 2

Intro

I’m in a hurry

Answer 2

Lack of urgency [Walk faster Use more Urgent words]

Question 3

Intro
Not stopping
Not getting Product in Hand
Not getting the customers attention

Answer 3

Straight arm to the belly, lean in, “double tap” product
before extending Product in Hand
Wave, talk louder

Question 4

Intro
I already have . . .
No impulse being built

Answer 4

Enthusiasm in the Short Story

Question 5

Presentation
No thanks
Boring
No need found

Answer 5

Enthusiasm

Ask more qualifying questions

Question 6

Closing
No money
Stress the Deal is too fast

Answer 6

Slow down when going through the Stress the Deal

Question 7

Closing
Ask my spouse
No indifference

Answer 7

Step back to give the customer space

Turn around after the close to give them room to think

Question 8

Closing
Walk around and think about it
They don’t feel like they need to make a decision right
now

Answer 8

Add more urgency to the Stress the Deal

Question 9

Closing
Think about it
No need found

Answer 9

Enthusiasm

Ask more qualifying questions