The Psychology of Selling in the New Economy

The biggest problem in sales is __.

It's the problem that you don’t know you have

The year that consumer trust died in America was __.

2008-2009.

The three eras of selling include Era 1 (Assumptive Selling), Era 2 (Consultative Selling), and Era __.

3 (Dialogue or NEPQ).

In NEPQ, the process involves building a GAP from the *** state to the **** state.

Current state to Objective state.

The percentage of the sales process that occurs during the ‘Engagement’ Stage is ****

80%-85%.

NEPQ helps the salesperson become viewed as the __ authority by prospects.

Trusted

In the presentation we must do **** things

4 things

#1 We must **** the problem

Repeat

#2 What **** the problem is having on them

Effect

#3 Our **** solves the problem

Solution

#4 What does that mean to ****

Them

It is **** X more  persuasive for a prospect

to tell themselves that they have a problem then somebody else (salesperson)