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Alina Majali


8. DECISION

8. DECISION

Author Avatar wrote on 17/05/2020

It's all about figuring out who is the decision maker

Here’s why the decision condition is important:

• Situation where prospect tells you to think it over 
• Find out the person who you’ve been talking to can’t even buy what you have EVEN IF HE WANTED TO!
• We’re going to figure out the decision making process for an individual or a company. No guessing, getting to the
truth as quickly as possible

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7. BUDGET

7. BUDGET

Author Avatar wrote on 17/05/2020

OVERCOMING FEAR OF MONEY

Why people are uncomfortable talking about money:
• Parents tell you not to talk about it because its rude
• People like they either have to little or too much
• Overall negative connotation (money is not important, etc)
• It is important because if you can’t pay for something..then what are you doing!
• You have to break away from the sigmas of money, it’s a cultural thing. find the courage to do it now and it will be easy later

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6. OKAY NOT OKAY

6. OKAY NOT OKAY

Author Avatar wrote on 17/05/2020

FEELING OKAY ABOUT YOURSELF

There’s only 2 ways you can generally feel:
• 1) Okay- feel good about yourself
• 2) Not Okay- not feeling good about yourself

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5. COUNTER & NEGATIVE COUNTER

5. COUNTER & NEGATIVE COUNTER

Author Avatar wrote on 17/05/2020

It is one of the most powerful techniques

Countering is when you answer a question with another question

It’s a human instinct to immediately answer a question when someone asks you one

The idea is to get the point why they are asking so you get to the pain they care about

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4. UNCOVERING PAIN

4. UNCOVERING PAIN

Author Avatar wrote on 16/05/2020

TRANSITIONING “SETTING EXPECTATIONS” TO “UNCOVERING PAIN”

Earn the right to ask a question

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Topics: Sales