Ep. 9 | Here is the Q.U.I.C.K. Script #2

 

 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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