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September 2, 2019 21 min

 

 In Episode 9 of Close the Deal Without Selling
Hosted by Communications & Sales Innovator, Ike Krieger

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  • The U section of Q.U.I.C.K Is where the diagnostic process of uncovering problems begins.
  • Resist the urge to begin problem solving prematurely.
  • Download the list of PS/DS Open-Ended Questions and participate in a powerful learning exercise. (Pg. 176)
  • Think like a doctor. Ask the diagnostic questions that will lead you towards a complete understanding of their needs and expectations. (Pgs. 30-41)
  • Make the prospect the focus of the communication.
  • Use “freeway terms.” They’re an invaluable addition to your communications toolbox. 
  • As always, use the 80/20 rule for listening.
  • Listen for the use of “freeway terms” by your prospect.
    (pg. 327)
  • Note-taking is a valuable tool. Remember to ask permission before you start taking notes. (Pg. 304)
  • Verify with your prospect that you have uncovered all the issues they’d like you to address.
  • You've completed the U. portion of Q.U.I.C.K. when the prospect confirms all of their problems are on the table and that you’ve heard them accurately. (Pg. 296)
  • The I in Q.U.I.C.K helps determine the investment of money and/or time that the prospect is willing to spend to solve their problem. Basically the I reminds us to find out... Is There Money? (Pg. 298)
  • Experience the first stage of the prospect based close.
  • A way to avoid discounting as a sales strategy.
  • Use your presentation as your close.
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