Action Selling-Ch 3/4/5/6

Act 3 is...

• Ask the best questions
• It's how you ask
• People Skills
• What you sell

What fraction of selling occurs in Act 3?

• 2/3
• 1/4
• 1/5
• 1/2

What is the first level in the questions funnel?

• Broad Needs
• Specific Needs
• Leverage Questions
• High Yield Needs

What is the second level in the questions funnel?

• Broad Needs
• Specific Needs
• Leverage Questions
• High Yield Needs

What is the third level in the questions funnel?

• Broad Needs
• Specific Needs
• Leverage Questions
• High Yield Needs

What is the fourth level in the questions funnel?

• Broad Needs
• Specific Needs
• Leverage Questions
• High Yield Needs

Identifying _________ helps you differentiate.

• High Yield Needs
• Personal Skills
• Specific Needs
• Broad Needs

How you phrase your questions doesn't matter.

• True
• False

Don't just be a solution.  Be the best solution.

• True
• False

Restating the need is referred to as?

• Agreeing on the need
• Asking a question
• Selling a solution
• Back-Tracking benefits