Week 2 - Negotiation & Building Your Power Team

1. How many features and benefits should you convey at a minimum to your client?

2. What are people most concerned about?

What’s in it for them

How much it will cost

How long it will take

If there is any hassles involved

3. When you listen to your clients you are listening for what?

Their story

Pain points

Their price

They are going to do with the money

4. What is an example of sense of urgency?

�It doesn’t take long”

�It’s very quick and easy”

�It’s hard but easy for me”

�Do you have time or do you have to go some where urgently?”

5. People naturally reject because of what?

Availability Bias

Because you are a stranger

You’re not aggressive enough

You’re too aggressive

6. What is another word for the first step when handling objections?

Sympathy

Friendship

Empathy

Acquaintances

7. When’s the best time to use impulses?

Everyday situations

Only when you are with a client

Only when there is money involved

During work hours

8. An alternative close is where you give your client the option of yes and ____

An alternative option

Yes

Thank you

9. If people ___ you, they will do business with you

Know

Hear

Sense

10. You’ve made an offer, which option would be the most effective and likely accepted?

$500,000

$550,000

$450,000

$498,500

11. If the client is unreasonable or working with numbers that don’t work what can you say?

How am I supposed to do that?

That won’t work for me can you work with my number?

Can you lower your number?

That’s not going to work, thanks anyway

12. When you listen you will always find ___

Leverage

The answer you’re looking for

The solution

Gold

13. What is the impulse called when people don’t like to do things first?

Second

The Jones Theory

Sheep

Last

14. Which of the following indicate the client is not ready to be closed yet?

Smiling

Body leaning towards you

Asking questions

Arms crossed

15. “Look at the end of the day the decision is up to you” is an example of what?

Indifference

Not caring

Fear of loss

Sense of urgency

Week 2 - Negotiation & Building Your Power Team

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