88% Sheets

Use the 88% sheet to list all of the clients___________, and how you are going to handle them in your presentation.

• needs
• wants
• potential objections
• marketing efforts

List all the prospect’s _________ on the 88% sheet, and which one of your __________ will address this issue.

• hot buttons, products or features
• challenges, products or features
• marketing efforts, products
• hot buttons, features

The objection is a normal part of the sales process, so __________.

• do not take it personal
• get ready to argue
• you should ALWAYS be ready
• all of the above

The 88% Closing Rate sheet is designed to ____________.

• teach you hot buttons
• give you the best shot at earning a prospect as a client
• make the client want to buy your solution
• all of the above

It can be difficult to ______________ while in the middle of a presentation.

• check the pulse
• to hit each hot button
• remember to breath
• slow down

The 88% will help you _____________ the information that is most relevant and useful in allowing your prospect make a mutually beneficial decision.

• organize and identify
• teach
• sell
• reveal

Your prospect’s____________ are the best opportunity for you to create pain and eventually a desire for your solution.

• hot buttons
• buying questions
• experiences
• issues

After you present each feature that provides a solution to a specific challenge, ask them __________.

• how much they would be willing to pay for this
• for the order.
• for the order. what their thoughts are on that feature
• why they are not already doing this

________ is a powerful tool that allows you to show your prospect just how cost effective your solutions are.

• Cost justification
• Your hot button
• The objection cycle
• Positive energy