Ep. 9 | Here is the Q.U.I.C.K. Script #2 - a podcast by Ike Krieger - Communications and Sales Expert

from 2019-09-02T17:48:04

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In Episode 9 of Close the Deal Without Selling
Hosted by Communications & Sales Innovator, Ike Krieger

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The U section of Q.U.I.C.K Is where the diagnostic process of uncovering problems begins.
Resist the urge to begin problem solving prematurely.
Download the list of PS/DS Open-Ended Questions and participate in a powerful learning exercise. (Pg. 176)
Think like a doctor. Ask the diagnostic questions that will lead you towards a complete understanding of their needs and expectations. (Pgs. 30-41)
Make the prospect the focus of the communication.
Use “freeway terms.” They’re an invaluable addition to your communications toolbox.
As always, use the 80/20 rule for listening.
Listen for the use of “freeway terms” by your prospect.
(pg. 327)
Note-taking is a valuable tool. Remember to ask permission before you start taking notes. (Pg. 304)
Verify with your prospect that you have uncovered all the issues they’d like you to address.
You've completed the U. portion of Q.U.I.C.K. when the prospect confirms all of their problems are on the table and that you’ve heard them accurately. (Pg. 296)
The I in Q.U.I.C.K helps determine the investment of money and/or time that the prospect is willing to spend to solve their problem. Basically the I reminds us to find out... Is There Money? (Pg. 298)
Experience the first stage of the prospect based close.
A way to avoid discounting as a sales strategy.
Use your presentation as your close.

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