Jered Skousen's Reviews > Secrets of the Millionaire Mind: Mastering the Inner Game of Wealth

Secrets of the Millionaire Mind by T. Harv Eker
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M 50x66
's review
Sep 20, 2008

it was amazing
Read in June, 2007 , read count: 2

SPIN Selling—Clint Biggs Presentation 5/15/06

Selling is Selling—a good person can sell anything. FALSE
Large vs. small sells. Warm vs. cold markets. Technical vs. close sales

Opening:
State the agenda
State your value to the customer
Set limits
Check for acceptance

Probing:
Reveal customer wants, desires and needs
MUST probe to properly set up demo

Supporting

Closing
Action items for both people (make sure they are still engaged)

Planning may be the most important time utilized

Situation
--Data gathering questions about facts and background
Problem
--Questions that explore the issues, problems
Implication
--Explore what the negative impacts of inaction would be
Need-Payoff
--Questions that have the customer telling you what solutions your company solves for them

Examples:
Situation: (Tell me about your situation?)
--How does this product/project relate to the bigger picture your company does?
--How is your financial health?
--How long have you worked here? Who’s your boss?
--How much do you love your current job?
--What is your priority for getting out of debt or financially free?
--What other solutions for this have you explored? How did that go?

Problem: (Tell me about your problem(s)?)
--Could your team be exposed to trouble if we fail to implement this?
--Are you worried about providing for your retirement?
--What is your have a plan to move up or out?
--How will things be in 5 years?
--What are you financially not satisfied with right now?

Implication: (How will this problem affect you?)
--What are the risks if you fail to provide a decent retirement?
--Without change, would finding you in the same position 5 years from now be frustrating?

Need-Payoff: (Why would this solution help you?)
--What improvements would be come by implementing this solution?

Closing:
• Assumptive: Making a statement that assumes the close (‘When do you want that delivered?’)
• Alternative: Making a statement of choice (‘Do you want those delivered Mon or Tues?’)
• Standing Room: Creating a sense of urgency by offering it to the next guy (‘If you don’t buy right now, I’ll give this deal to the guy that is waiting’)
• Last Chance: Creating a sense of urgency by giving a time limit (‘Buy it now or this deal goes away’)
• Order Blank: Assuming the close by filling out the order form for the customer even though the buyer has not expressed a willingness to close.
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