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Related Flashcards
Cards In This Set
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What does ADAP stand for?
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Acknowledge Drop the rope
Answer Permission to move forward
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Describe what a "Consultant" level of selling means.
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Influences the decision-making process by understanding the stated and unstated needs, and communicating teh best solution for the agent.
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What is the foundation of Enancing the Relationship?
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Trust
Credibility
Rapport
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What is the purpose of Enhancing the Relationship?
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Ensures the agent embraces our recommendations.
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What are the 4 goals (steps) in the Other-centered Selling model?
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Engage
Discovery
Building Value
Advance
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What is the RAS Principle?
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Decision -makers will only respond to messages that relate to a percieved need or creates a gap in their understanding.
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