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How to study your flashcards.

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6 Cards in this Set

  • Front
  • Back
  • 3rd side (hint)
Step 1 - Greet

What is the purpose of the greeting?
The purpose of the greeting is to get your prospect willing to talk freely and openly to you.
Does the prospect feel comfortable speaking to you?
Step 2 - Qualify

What is the purpose of qualifying?
The purpose of qualifying is to find out what the prospect needs, wants and doesn't want as it pertains to your business.
Does the prospect have an idea what they are looking for and why?
Step 3 - Invite

What is the purpose of inviting?
The purpose of inviting is to ask your prospect to review infomration that can help them achieve what they've stated they need, want, or don't want from the qualify section.
Is the prospect motivated to view your presentation?
Step 4 - Handle Questions And/Or Objections

What is the purpose of handling questions and or objections?
The purpose of handling questions and or objections is to get the prospect beyond the questions and/or objections which are apparently stopping them from attaining what they've stated they need, want or don't want.
Observe the bug on the windshield that your prospect is looking at and talk about it together (help them get out of being short sited) and then guide their eyes back on the road.
Step 5 - Close To Action

What is the purpose of close to action?
The purpose of close to action step is to conclude or complete what is currently being said or done and then start putting your prospect's needs/wants/don't wants into existence.
Does your prospect clearly see their benefits if they join you?
Step 6 - Follow Up or Follow Through

What is the purpose of Follow Up?

What is the purpose of Follow Through?
The purpose of the follow up is to re-contact what they've stated they need, want or don't want. The purpose of the follow through is when your prospect indicates readiness to act(join, enroll, sign-up), then you follow-through by delivering all they need to get what they've stated they need, want or don't want.
Are you prepared to enroll your prospect at this point?