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10 Cards in this Set
- Front
- Back
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Attention |
From the moment you begin to talk quickly capture and maintain the prospects attention |
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Interest |
To try and catch the customers interest for your product by finding out what they like. If this link is completed, prospects usually express a desire for the product. |
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Desire |
Desire is created when prospects express a wish or wanting for a product like yours. |
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Action |
Once the prospect is convinced plan the most appropriate method of asking the prospect to make a purchase or take some action. |
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Feature |
Any physical characteristic of a product |
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Advantage |
The performance characteristic of a product that describes how it can be used or will help the buyer. |
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Benefit |
A favorable re |
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Product |
It is a bundle of tangible and intangible attributes, that has packaging,color,and brand |
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Situation questions |
Ask about the prospects general situation as it relates to your product. For example a real estate salesperson to prospect: how many people do you have in your family. |
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Problem questions |
Ask about specific problems, dissatisfactions, or difficulties the prospect perceives relative to your situation question. For example real estate salesperson to prospect: Has your family grown so that you need more space? |
