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OPEN: Your initial contact with your client, customer or
prospect.
"Opportunities come from knocking on doors until they open."
"All glory
comes from daring to begin."
"If you want to start a fire, you've got to
strike a match." - Stew Leonard
"80% of success in life is showing up." -
Woody Allen
PROBE: Determining the problem to be solved, need fulfilled or dream
realized.
"It often shows a fine command of language to say nothing."
"When you hold
a conversation, be sure to let go once in a while."
"Most people will agree
with you...if you'll just keep quiet."
"The answer is contained in the
question." - Ancient proverb
REVEAL: Presenting the ideas, products or services...that meet one's
needs.
"Always deliver more in perceived value, than you take in cash value." - Jeff
Blackman
"Nothing great was ever achieved without enthusiasm." - Ralph Waldo
Emerson
"The simpler solution may not be the right one, but it's usually the
one to consider first."
"The world moves largely by suggestion. Those who can
implant suggestion govern those who receive it."
TRANSLATE: The translation of features into benefits...not what an idea,
product or service "is"-but what it will do.
"People invest in your ability...to deliver to them...a more favorable
future." - Jeff Blackman
"I must do something, will always solve more
problems than...something must be done."
"You make a living by what you get,
but you make a life by what you give."
"Quality is never an accident; it is
always the result of intelligent effort." - John Ruskin
NEGOTIATE: Overcoming objections and solving problems in a win-win
environment.
"Never get angry. Never make a threat. Reason with people."
"In the middle
of difficulty, lies opportunity." - Albert Einstein
"The best way to destroy
an enemy, is to make him your friend." - Abe Lincoln
"You get people to do
what you want, not by bullying them or tricking them, but by understanding
them."
THE YES: Getting others to say "yes!"
"Selling has its real fascination in its ability to communicate, persuade and
move others to action...and that is an art!" - Jeff Blackman
"Every day, you
write your own paycheck."
"Don't be afraid to go out on a limb. That's where
the fruit is."
"On the Great Clock, there is but one word,
NOW!" |
