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Let's Get Real

This class was created by Brainscape user Amanda Hawkins. Visit their profile to learn more about the creator.

By: Amanda Hawkins
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Decks in this class (8)

Redirection Questions: Redirection is answering a question with a question. Remember, the intent of redirection is to: 1) Understand and answer the real question 2) Avoid answering the wrong question 3) Allow clients to keep talking if that is what they really want to do (Pages 141 - 143)
Tell me about your company tell u...,
If we hire you to do our technolo...,
Cant we do this without consultants
23  cards
Yellow Lights: Yellow lights are doubts, stalls, concerns, fears, objections or tough questions. The rule with yellow lights is: If you see it, hear it, or feel it, find a way to say it – tactfully. (37 – 41; 147- 151, 158)
Situation the client insists on m...,
Situation the client mentions to ...,
Situation you feel you are being ...
15  cards
Gatekeeper Objections: The gatekeeper controls information flow and access. (101, 107, 110 - 111, 210 - 211)
Statement you can t talk to them ...,
Statement they never talk to cons...,
Statement they re too busy
11  cards
Gaining Permission – Sole Source
Client question we are definitely...,
Client question assuming i let yo...,
Client question as soon as you ge...
14  cards
Price Negotiation: (160 - 165)
Client statement bottom line your...,
Client statement wow you guys may...,
Client statement you know i m on ...
11  cards
Move Off the Solution
Client statement the pace of deal...,
Client statement our utility comp...,
Client statement our managers are...
28  cards
Budget
Client statement 1 yes 2 we were ...,
Client statement 1 we have thrown...,
Client statement 1 yes we ve set ...
10  cards
Move Off the Solution - No Guessing
Client statement we d like to dev...,
Client statement we d like to dev...,
Client statement we re interested...
28  cards

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Let's Get Real

  • Class purpose General learning

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