Sales and Phone Calls

Your greeting sets the tone for the entire phone call

Wants and Needs are the same thing

How many times do we price deflect?

What is a benefit

Vision Selling is also known as feature-benefit selling

The key to confidence is

Bonus: What do you say if someone asks if only students live at Douglas?

What should you say when someones asks about safety?

Benefit + Feature = Illustration

What is the definition of Rapport

What percentage of phone calls are interested in our community?

We deflect because we don't want them to know the price

After you get their needs and wants you

Bonus: What is Gottasay #3?

Urgency Close is

When building rapport you ask close-ended questions

What percentage of a second do people begin to determine traits about you?

People will go for their needs before their wants

Summary Close is

Personal Close is

What is the goal of every phone call?

When someone gives you an objection it means they...

What is our phone greeting?

Benefit + Features = Rapport

Objections are positive

What pieces of information should you gather on the initial phone call?

What does SUP help you remember

What is one of the four steps to active listening

Which comes first, the urgency close or the personal close?

Sales can be summed up into two principles. First, listening to the prospects needs and second, getting them to sign.

How many seconds does it take to make a first impression?

Define a feature

Bonus: Where can you find all things related to Douglas?

It's important to know you community strengths and weaknesses

Vision selling is just telling them the features of our community

What does everyone have to bring when they come in for a tour?

Gootasay #1 is

What is gottasay #2

Finding common ground with a prospect makes them feel safe