Terms And Theory Flashcards
(40 cards)
What is the basic selling model?
A.I.D.A
A-Attention
I-Interest
D-Desire
A-Action
According to Bryan Tracy, what are the three key tools of reciprocation?
1) do favors and kindnesses for your prospect
2) lunches and breakfasts
3) thank you cards
Why is getting an objection a win in a sales environment?
1) there are no sales without objections
2) objections mean the prospect might be interested
3) objections mean that you hit a nerve
Explain the law of six?
For any product or service there are six actual objections that you can break down all the objections into
What questions do you ask yourself to identify the six actual objections for your product or service?
1) “ we could sell all we wanted to if customers didn’t say this…”
2) “ why don’t they buy?”
According to Bryan Tracy, what are the four times to deal with objections in a sales presentation?
1) immediately: if the objection refers to integrity, reputation or quality of the company
2) later: politely ask the prospect if you can address their objection later
3) in the presentation: (this happens two ways) a) you introduced the objection before the prospect can with a preemptive strike. B) you respond to the objection when the prospect interjects.
4) never: if the prospect doesn’t bring it back up, there is no point in trying attention to it
Can you give an example of a way to use or word a preemptive strike in the sales environment?
Example: “ before I begin, Mr. prospect. I want you to know that our company rents robots that are changing. The way work is done, and it can be rather controversial right now. And you know what, we are proud of it. Because companies like yours rent, thousands of our robots all of the time, even though they know that it is a learning. experience and may add some additional upfront effort.
Would you like me to show you why? “
What are some examples of objections you would want to use the preemptive strike for?
1) pricing strategy: my products price is higher than competition
2) effort level: my product is changing the way something is being done currently. (robots, AI tools, AI agents, etc.)
What is the biggest benefit to using the preemptive strike method?
It takes the objection off the table for the prospect
What’s an example of this in action? How would the prospect respond? How do you respond?
Good example is let’s see you use the preemptive strike where we discuss with the client the changes that your product would require the operation.
The prospect leader says, “ that sounds great and all, but I don’t want to change the way. I’ve been operating right now because it’s work and your change means I have to do more.”
My response, “ yes, like I told you in the beginning it will require a simple and easy learning process, but as you can see, it’s worth every minute of training and implementing.”
According to Bryan Tracy, what are the steps to responding to an objection from a prospect?
1) complement the objection
2) ask how?
3) here the objection out
4) make it easy to object
What is a good compliment word path for an objection?
“ That is a very good question. I am glad you brought that up.”
How should you hear out an objection?
Listen closely, lean in, take notes, and overall show the prospect that you are paying attention with a smile.
Why is it your job to make it easy to object in a presentation?
Because if by the end of the presentation, you haven’t gotten all of the objections out of the prospect, the prospect will not buy
How do you answer objections?
The simple answer is always answer. Objections professionally.
-never argue
-never fight
-never get upset
What word paths did Brian Tracy suggest you use when answering an objection?
“ obviously you…”
“ do you mind if I ask what it is?”
Ex: obviously you have a good reason for saying that, do you mind if I ask what it is?
“ how do you mean?”
“ how do you mean, exactly?”
What is another method you can use to answer an objection besides the wordpaths “Obviously” & How do you mean?
You can use the:
Feel, Felt, Found, Method
What’s an example of the feel felt found method?
Prospect: “ it cost too much.”
Response : “ I understand exactly how you feel. Others felt the same way, when we first discussed the price with them, but when they began using it, this is what they found…(relevant story close)”
What is a relevant story close?
A relevant story close is a story that you tell about a person that had a relevant similar experience and found the outcome desirable.
Ex: tell a story about a person that paid extra for a product, but ended up getting far more value out of it then they would have if they had bought the cheaper option.
When selling to large businesses, what are the three benefits that large businesses care about?
1) products that improve productivity and performance
2) products that cut cost and expenses
3) products that boost cash flow and profits
What is the key difference between the top-performing rep and the narrator?
The top rep had structured, professional sales training and used a process, not just raw effort.
What lesson did Brian Tracy learn about success in sales?
That training and process, not charisma or effort alone, drive consistent success.
What’s a powerful mindset shift for underperforming reps?
It’s not about working harder. It’s about learning how to sell more effectively.
If a prospect says they’re just not interested, what would be an effective word path?
You know, a lot of our clients felt the same way at first. But once they saw how much time and hassle they could save, they realized it was worth taking a closer look. Would you be open to seeing how it might work in your case?
