Understand Flashcards
1
Q
What are the world class selling behaviors associated with the understand step?
A
Ask open ended questions
.
2
Q
Why is it important we understand our customers needs?
A
.
3
Q
Why is it important that we summarize?
A
.
4
Q
What are the components of the permission question?
A
What
Why
Benefit
Ask
5
Q
Why is it important that we use a crw?
A
.
6
Q
Who is the crw for?
A
The customer!
7
Q
Name 2 benefits the CRW presents to you and 2 benefits it presents to the customer.
A
.
8
Q
What is MPL and why is it important?
A
Match pace lead
9
Q
What is WMD and why is it important?
A
Words
Music
Dance
10
Q
What are the percentages of WMD?
A
7%
35%
58%
11
Q
What are the required says and dos of the understand step?
A
Ask questions to understand
Utilize tools
Summarize and gain agreement
