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August 20, 2019 17 min

Episode 7 of... 

Close the Deal Without Selling
Hosted by Communications & Sales Innovator, Ike Krieger

  • The Public Speaking Model helps you remember the system. (Pg. 233)
  • An appraisal of your progress as you continue to install the 
    ingredients of the Yes Formula™ into your unconscious.
  • Where are you in the Stages of Learning? (pg. 133)
  • How the Stages of Learning impact your existence.
  • How The Six Stages of Open-Ended Questions impacts your communication effectiveness. (pg. 182)

    When you ask the right question, you cause others to think more clearly.

    Good Selling!

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    Some notes from Episode 7:

    We begin by reviewing the Public Speaking Model and examining its effect on your use of the Yes Formula. You'll recall that the public speaking model consists of 3 steps...

  • Tell them what you're going to tell them.
  • Tell them.
  • Tell them what you told them.
  • Let's take a look at retention level of what you’ve been told through the first six episodes.

    It's time for a Readiness Appraisal...

    Pop Quiz!

    Are you ready to employ the Yes Formula™ into your daily business practices? Let's do an appraisal.

    Approach this appraisal as you might any other project. Give yourself a check mark for completing each one of the preparatory tasks you've been assigned since Episode 1.

    You'll know by the number of check marks if you are in the position to approach your next sales call armed with nothing but the Yes Formula and some note taking material.

    Give yourself a check mark if ….

  • You’re clear on Q stage of qualifying as covered in Episode 6.
  • You've memorized all the open ended, diagnostic questions you were assigned.
  • You've created your own business specific PS/DS (Present State/Desired State) OEQs.
  • You've memorized the Prelude.
  • You've decided which of the PS/DS questions are most vital to remember.
  • You've written those questions down on your note taking material so you don’t have to remember.
  • You’re ready to enter a sales interview with nothing but the Yes Formula™ and note taking material.
  • You’re thinking like a doctor before during and after your call.
  • You’re able to remain curious, authentic, and neutral in your communications.
  • You've become a powerful problem solver.
  • You're aware of whose problem you're trying to solve.
  • You're clear on your role as navigator.
  • You’re prepared to conduct a diagnostic Yes Formula™ sales interview.
  • Did you find a check mark in front of all these tasks? If so, congratulations!

    For those of you who still need to come up to speed on some of these assignments I'd like you to go back over Pam's Yes Formula™ sales call in episode 5 and identify each instance of her use of the above components of the list.

    The Four Stages of Learning

    Understanding the four stages of learning will help you become an even more effective communicator.

  • Unconscious incompetence
  • Conscious incompetence
  • Conscious competence
  • Unconscious competence
  • These stages pertain to almost every type of learning process you go through, especially with a system like the Yes Formula™.

    Six Steps to OEQ Success:

    Open-ended questions help organize the problem for all parties and offer an opportunity to find a solution. When you ask the right question, you cause others to think more clearly.

  • Know your outcome
  • Know your client
  • Formulate your question
  • Listen to the answer
  • Probe further if necessary
  • Take action, or respectfully withdraw
  • It’s better to know some of the questions than all of the answers. –James Thurber



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