Describe who the buyer is, then, give me your ‘Explode the bomb’, The prospect says, “Before we get started, what companies like mine have you worked with?”, You get an incoming call. The customer asks you to send in some information., Do your Post-Sell Step after getting a new client signed up., You are speaking to a prospect who seems mildly interested. Demo how you dig for pain., Make a call to a strategic alliance candidate you want to start working with., It's the first meeting with a prospect and he says, “We are happy with our current supplier.", Review a prospect's pain. Review your solution. Then use the thermometer close., You get a call an hour before a scheduled meeting and the prospect wants to reschedule., You meet a high D-style. He says, "we are getting three bids, what's different about your company?", You speak to a prospect but realise it's not a good fit. How do you end the call?, You receive an incoming call and the prospect wants to buy but wants you to email a proposal., You did a clear UFC and the prospect agreed. At the end of the meeting they ask you to call back in a month., You get a compliment from a client, demonstrate you referral talk track., The prospects tells you they are the sole decision maker. How do you test that response?, The prospect says they want to start "in 90 days" as they're busy. How do you handle that?, Do an ultimate UFC before the fulfilment step., The prospect says 'no' on a cold call. How do you ask for a referral?, You have a meeting with two prospects but only one shows up. How do you respond?, You meet with a high C-style who wants details on everything. How do you prevent the meeting getting bogged down?, Your prospect is super-enthusiastic and asks for a quote within 15 minutes. What do you say?, You have a meeting with a very high I-style who does not stop talking. Demonstrate how you keep control., 3rd party story about a customer ‘Pain’., Segue between B&R, and UFC., Asking for a referral from an established client., Respond to ‘price’ pushback., 30-second commercial to a high ‘D’., Prospect says “We always get three quotes – it’s our policy.”, Post-sell the set appointment., Segue between Pain and Budget steps., Ask about the Decision-Making Process – starting with ‘when?’., TRUST – say something not in your own interest – BUT not “…we are expensive.".

Sofia's Roleplay Roulette

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