Back to notes
What are higher-priced items supposed to induce according to key beliefs in selling?
Press to flip
Higher-priced items should induce gasp reactions, indicating their premium value and the necessity for prospects to seriously consider the investment.
How does the speaker view the nature of power?
Power is neutral and it amplifies who we are; it can make us significantly good or bad.
How can the objection related to 'authority' be effectively handled?
Authority objections can be managed by focusing on gaining the support of the decision-maker rather than seeking permission, and emphasizing the ownership of decisions.
Why is it suggested to record all sales for improvement?
Recording sales helps in reviewing and analyzing performance to identify areas for improvement and refine selling techniques.
Why is it important to prioritize the prospect over the sale during the selling process?
Prioritizing the prospect ensures that the selling process is centered around helping and understanding the prospect, leading to higher trust and eventual success.
According to the notes, what is an important lesson regarding personal education and skill-building?
Investing in personal education and skill-building is crucial because skills and experience can never be taken away.
What does the speaker mean by 'closing is a dance, not a fight'?
This means that closing should be a smooth, cooperative process rather than a confrontational or aggressive one.
What does the speaker mean by 'selling is a transference of belief over a bridge of trust'?
This means that selling effectively involves convincing the prospect through a genuine transfer of belief, facilitated by building trust.
What are the main types of objections encountered during the selling process?
The main types of objections are related to Time, Money, Fit, Authority, and Avoidance.
According to the speaker, what happens after the selling process?
Closing happens after the selling process, which implies that selling is about initial persuasion and closing is about finalizing the decision.
In overcoming objections, what does the 'When-then fallacy' refer to?
The 'When-then fallacy' refers to the belief that a future time will be more suitable for making a decision, often used as an excuse to postpone action.
What is the significance of logical selling in the decision-making process?
Logical selling helps in creating a rational foundation for decisions, thereby making it easier for prospects to justify their choices.
How should money-related objections be handled according to the selling process?
Money-related objections should be handled by highlighting the high price as motivation, demonstrating relative value, and emphasizing that spending money is inevitable.
Which key belief encapsulates the early challenges in the selling process?
Key belief number 4: Expect 'no' - it's part of the process.
What was one of the purposes of the presentation on decision-making and power?
The presentation aimed to empower the audience to make powerful decisions.
Previous
Next