What's in it for me?
Show, Explain, Lead to benefits, Let them talk
Always Be Closing.
The need to be continually moving the customer towards action and agreement within sales discussions
Attention, Interest, Desire, Action
This is the basis of all business-advertising.
Assessment, Discovery, Activation, Projection, Transition
Confusion, Humor and Request
Features, Attributes (or Advantages), Benefits
Listen, Acknowledge, Identify objection, Reverse it
Listen, Observe, Combine, Ask, Talk, Empathize
Say Only Nice Things To All People.
Situation, Problem, Implication, Need-Payoff
One of the most enduring selling acronyms.
Some Will, Some Won't, So What, Next..
Useful in the selling and cold-calling.
Used often during negotiations:
Best Alternative To a Negotiated Agreement
14. CHEF Method for reading body language
Cheeks/Chin: When they touch them it is a good sign.
Hands: If they massaging palm against palm, or palm against the back of the other hand it means they have assumed ownership and are ready to buy.
Eyes: The wider the eyes the better.
Friendly: Always a good sign.
People listen more intently to things said in a low voice.
A four-part objection-handling method.
Listen (Before you can act on the objection)
Accept (Once you have discovered the objection, the next stage is to acknowledge not only the objection but the person, too.)
Commit (you have an ideal opportunity for a trial close.)
Explicit action (Now it is time to address the objections, to take explicit action on the commitments made.)
Listen, Acknowledge, Assess, Respond, Confirm.
Listen, Acknowledge, Identify objection, Reverse it.
Budget, Authority, Need, Timeline
The four criteria sales sales reps use to qualify prospects.
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