TPM Code of Selling Day 2 (Tonal Archetypes (The Push-over (Perfect for…
TPM Code of Selling Day 2
That they need it
That they need it now
That it needs to be you
Not enough time
Team members wont be on board
I need a proposal
Reverse qualifiers just make money
Reverse qualifiers seem like magic... but they're not
Mention the objection. State the obvious.
Elephant in the room
Politely ask why that shouldn't be an objection
How can I help YOU?
What do you need most right now?
The less you say, the powerful you are.
The more you say, the more chance you
have to fuck it up.
Why am I saying what I'm saying?
My words are like little soldiers
Strategy around what I'm saying
Perfect for the objection piece of reverse qualifiers
The Fair player
The Action taker
The keeper of gold
The desperate pleader
You are always priming
In saying that...
With that being said...
Speak in outcomes
Not the process
Remind them of the cognitive dissonance (problem)
Give them two options for contrast
Here's option 1, what that's going to solve for you is XYZ
Here's option 2, what that's going to give you is XYZ
Make money common language
Bread, toast, toaster, Michael, Darcy, Peter, $3000, bread, car, bed, $4000
Top of mind awareness
Top of mind = tip of tongue
Ask powerful questions
You control the frame