Theories

Question 1

Involves the use of all 4 impulses at once, based on an old TV program.

Answer 1

QVC Theory

Question 2

Stubborn, hard-headed, stern. We use Indifference with this kind of customer. (BOLT Theory)

Answer 2

Bull

Question 3

Asks a lot of questions, watching what you do. We use Fear of Loss with this kind of customer. (BOLT Theory)

Answer 3

Owl

Question 4

Travels in packs, wants someone else’s opinion. We use Jones Effect with this kind of customer. (BOLT Theory)

Answer 4

Lamb

Question 5

In a rush, easily distracted. We use Sense of Urgency with this kind of customer. (BOLT Theory)

Answer 5

Tiger

Question 6

Being composed and calm on the surface, even if you’re freaking out on the inside.

Answer 6

Swan Theory

Question 7

You have to put 100% into what you do to get what you want out of it. If you only put in 99% you won’t get what you want.

Answer 7

Coke Machine Theory

Question 8

If you want to get a certain result, you have to put all of your efforts into one method to get there. If you try putting it into multiple methods then you will not get measurable results. This is also why we do our LOAs.

Answer 8

Gumball Theory

Question 9

QTQP

Answer 9

Quality Time, Quality People

Question 10

S- (Scarf Theory)

Answer 10

Shopper (They are willing and able to buy.)

Question 11

C- (SCARF Theory)

Answer 11

COWS- Can’t Operate Without Spouse (They need to talk to someone else before making a decision. Can be spouse, family, friend, etc.)

Question 12

A- (SCARF Theory)

Answer 12

Adamant (They already have the best and won’t hear you out on anything otherwise.)

Question 13

R- (SCARF Theory)

Answer 13

Rocket Scientist (They will look for any excuse to tear what you say apart. They know everything about everything and are looking for an argument.)

Question 14

F- (SCARF Theory)

Answer 14

Friendly (They are nice to talk to, but don’t plan to buy anything.)

Question 15

FFF

Answer 15

Feel, Felt, Found

Question 16

TTTT

Answer 16

That’s a great question. That’s exactly why I’m here. That’s why you should talk to me. That’s why everybody’s switching.

Question 17

AIR

Answer 17

Acknowledge, Ignore, Resume. (Early)
Acknowledge, Impulse, Resume. (Late)

Question 18

CPR

Answer 18

Create Personal Relationships

Question 19

F- (FORDS)

Answer 19

Family/Friends

Question 20

O- (FORDS)

Answer 20

Occupation

Question 21

R- (FORDS)

Answer 21

Recreation

Question 22

D- (FORDS)

Answer 22

Dreams/Desires/Dogs

Question 23

S- (FORDS)

Answer 23

School/Sports