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