WorksheetsDay 2 Consultative Selling
Total questions: 15
Worksheet time: 8mins
The Law of Reciprocity means that
People feel it's a must to buy from you
People's nature is kind
People feel obligated to return a favour
People enjoy taking advantage of others
What is the main objective of "Needs-Identifaction" phrase
To identify the perceived issue by the client
To find out client's Tinder's profile
To find out the company's missions
To identify the underlying issue
In building "influence" as a consultant, the acronym "P-S-N" stands for
Please Sleep, Nitez
Profile, Social Media & Network
Play Station Network
Profile, Social Media, Netflix
"RIN" in RINESS stands for
Rapport, Info-finding, Needs Identifcation
Rapport, Info-pouring, Needs Identification
Rest Inside Nasi
Rapport, Interest, Needs Identification
"ISS" in RINESS Stands for
Impact, Slap, Surprise!
I Say "Soya"
Impact Identification, Summarize, Solution
Impact Identification, Supervise, Solution
"Will you be able to send the signed quotation by this Friday or next Monday?" is a hypnotic language of
Modal Operator
Cause and Effect
Mindreading
Double-bind
"You need a media platform that promotes engagement for client retention" is a type of Hypnotic Language Pattern for
Mind-reading
Modal Operator
Complex Equivalent
Generalized Statements
Favour close is a technique
That asks the client for a favour
That helps the client to do a favour
That helps the client to do a favour under certain condition
A favour to build closer relationship
Now or never close is suitable for
All types of sales
high-commitment product/services
low commitment product/services
Kiasu people
Is social media presence important for a consultant?
Yes, I love to show people my gains.
Yes, to build connection.
No, my life is private. Go away.
No. Later people stalk me how?
This criteria is important when it comes to professional profile photo
The same photo I use for Tinder.
I must be more beautiful than Michelle Yeoh.
I must be more handsome than Jackson Wang.
Background and outfit must have contrasting colour.
My target client's personality (Marketing Manager) would most likely be....
Guardian
Artisan
Rational
Idealist
A relational client.... (more than one answer)
Always want to pay the lowest
Fears making a bad decision
Most likely will repurchase from you
Enjoys shopping and doing alot of research
The value that I can provide through my "professional" social media account can be any of the following (more than one answer):
Entertainment
Education
Relatability
Eye-candy
My main goal for every interaction with the client is to...
Make them like me
Close the sale
Make them trust me
Get free drinks
