What button must we push to develop deeper connection? It's not who, what, when, where or how many...
Behind every corporate is a ___________ objective. Hint: Meet the objectives of the person in front of you; that will make it _______.
Mark stated that nothing turns off the prospect more than phoniness. He suggested that Producers ________ the enthusiasm. p.14
We chose to use a picture of a common, backyard ___________ to illustrate how sales work from cradle to grave... Hint: You grow stuff here...
You cannot sow good _______ into bad soil. It's the birthplace of a plant...
Sales are a deliberate and thoughtful expression of your need meeting "this..." It's my ____________. p.2
What did Mark identify as your #1 weakness in the sales presentation? Hint: It's called the "art of the ___________."
The "lack of learning" stage is quickly followed by "this" stage? Hint: Only dead-beats allow this stage to overtake their sales mojo. p.21
There is a huge danger for Producers and it's waiting for "this" moment? p.10
What is the ability to identify with and understand another person's feelings or difficulties. (Hint, it's not sympathy, but...) p.31
What happens to salespeople who stop learning? They stop ____________. p.20 (Hint: They cease to be good salespeople, so they are professionally DEAD!
Down
How many hours of research is required for a typical fifteen-minute sales presentation? p.4
Surveys can produce models of "this" type of growth. It gives the impression of true growth and is dangerous future growth.
Great salespeople are always focused on the _________, not the product. p.15
What did Mark identify as his #1 weakness in the sales presentation? Hint: It's another word for going too fast...
To treat others as you would hope to be treated in sales is called the ________ of Reciprocity. p.30 (Hint: It is based on the Golden Rule of life...)
Who does the prospect care more about than anyone in the world? p.14
Making a mistake in front of a prospect can produce "this" type moment. Or, it may _________ you. p.10 Hint: It makes you appear more normal...
A customers perception is your _________. This is "real" good teaching...
Customers want you to get it _______, not make it _______. p.28
Most salespeople are ________. This just means we will adjust any environment to meet our sales need. p.19
What kind of thinking can kill any sales Producer? The idea behind it is blaming others, etc. p.11
To elicit the anticipated response from the prospect, sometimes we need to do "this" to them... Hint: Not "evoke," but __________.
If a salesperson doesn't connect early, they will probably not connect _______. p.19
Please, complete this sales mantra. "Some will, some will not, so what, _________. p.21 It is the most important word on our sales office.
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