Session 1 Tiger Tools Slide Share
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The document discusses a sales system called the T.I.G.E.R. approach, emphasizing the importance of understanding the prospect's mindset and emotional states throughout the sales process. It highlights the significance of subconscious influences on perception and decision-making in sales interactions. Key phases include engaging tools, setting agendas, identifying pain points, offering solutions, and closing the deal while being aware of both conscious and subconscious aspects of communication.
Session 1 Tiger Tools Slide Share
- 2. I am the wisest man alive, for I know one thing, and that is that I know nothing. -Socrates
- 5. TIGER QUEST SALES SYSTEM Prospect’s Salesperson’s Prospect’s Initial State Action Goal State Resistant 1. T.I.G.E.R. Tools Engaged Unsure 2. Set Agenda Relaxed Content 3. Find Pain Afraid Anxious 4. Offer Solution Excited Undecided 5. TrialClose Convinced Stalled 6. Close Sold
- 6. “I can’t hear anything you are saying”
- 7. Conscious Mind: = 5%-10% Subconscious Mind: = 90%-95%
- 8. Reticular Activating System “THE CONSCIOUS BRAIN IS A FILTER”
- 9. DISTRAC TION
- 10. “We see the world as we are conditioned to see it.” -Pavlov
- 14. Company Logo Prospect Name & Title
Editor's Notes
- #8: ----- Meeting Notes (1/9/12 13:12) -----1. Travelling on the highway at 70 mph and seeing a cardboard sign on the side of the road that has their name written on it.