Schema

Multiple Choice

A Schema is

• A set of negative beliefs that makes people tune out your message

• A technique that uses verbal and emotional triggers to get a desired response

• A set of thoughts and behaviors that works like an autopilot

• An arms length relationship between buyer and seller

Multiple Choice

According to the quick take, why do buyers jump to conclusions about salespeople?

• Buyers don't like salespeople

• buyers don't trust salespeople

• Every salesperson sounds the same

• Buyers are trying to manage their time

Multiple Choice

Which of the following statements is more likely to help you get your message across?

• How are you?

• Are you feeling well today?

Multiple Choice

According to one study of customer behavior, the first thing busy buyers do when they're approached by a salesperson is to?

• Come up with an excuse not to buy

• Punch and/or kick the salesperson

• Try to match the salesperson to a category

• Exclude themselves from the category of likely buyers

Multiple Choice

What is the key element of a schema buster?

• It's different for every situation

• It's Brief

• It's unexpected

• It's focused on the customer's needs