Some answers may repeat. Some answers might be two words, but do not leave a box empty to act as a space.
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Across
This first step of Open sets the context for the conversation while allowing you to move smoothly from rapport building to the sales conversation
Checking for __________ within Open will ensure you and your customer are moving forward together and give them the opportunity to ask additional agenda items.
Before every sales call you should identify a ________ beneficial commitment which will allow you to create an agenda that helps achieve that commitment
This Collaborative Technique is a statement that shows the customer you are listening, while also showing respect and empathy towards their situation
This step of Open outlines what you would like to cover or accomplish during the meeting
What level of listening are you doing when your attention is elsewhere?
"I get it, but your current vendor is known to have really slow shipping" is an example of an ___________ acknowledgment to a customer's indifference.
After Acknowledging a customer's indifference, you should ____ _________ to discover next.
What level listening is it when your attention varies from full to partial to none?
"I understand, it's important to ensure you are getting the best value" is an example of an _________ acknowledgment to a customer's indifference.
This part of Open allows you to respond to a customer's indifference with a statement that is neutral, shows you have heard and respect their position.
______ is the 1st (and arguably most important) of the 5 Collaborative Techniques
Down
"I think it's great you are using another vendor" is an example of an ___________ acknowledgment to a customer's indifference.
This Collaborative Technique allows you to provide context for something you are about to say or ask. By doing this you also ensure the customer understands where you are taking the conversation and why.
This step in Open will be after you state your agenda, and will let the customer know how they will benefit from the meeting.
An ___________ customer sees no need for what you are selling.
It's important to avoid using ______ _______ (but, although, however)in your statement attempting to gain agreement to Discover because it can negate your acknowledgment or make it seem insincere.
"It makes sense to research different options" is an example of an _________ acknowledgment to a customer's indifference.
What level of listening are you doing when you are carefully listening and giving your complete attention?
This Collaborative Technique ensures you understand what the customer is saying
This Collaborative Technique ensures the customer understands/accepts the information you're providing
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