Fisher Jeopardy Template

Active Listening	Vocabulary	Tactics 1	Tactics 2	Rules and resources
100 Active Listening Making a conscious effort to hear not only the words that another person is saying but, more importantly, the complete message being communicated.	100 Value Proposition A benefit of a product or company intended to make it more attractive to potential buyers and differentiates it from competitors	100 Trial Close Tactic sales professionals use to determine whether customers are ready to close a deal	100 Takeaway Close A type of closing technique where the salesperson brings up the potential for the buyer to not be able to pursue the product or service any longer	100 Goal Setting Tool This excel document on FIIRE allows you identify your dollars per dial
200 EQ or Emotional Intelligence Similar to IQ, this term is a measure of one's ability to recognize and relate to others on an emotional level	200 Decision-Maker The person or persons required to finalize a sale	200 Trial Close The following is an example of a ______: "How do you feel about the product and what we've discussed so far today?"	200 Assumptive Close A type of closing technique that presumes the prospect will take the meeting	200 (808)-7007 The number for the Mentor Hotline
300 Active Listening Making a conscious effort to hear not only the words that another person is saying but, more importantly, the complete message being communicated.	300 Feature A function of a product that can solve for a potential buyer's need or pain point; usually a distinguishing characteristic that helps boost appeal.	300 Micro-commitment Gaining customer or prospect agreement or engagement using small, low-risk requests	300 Agenda Close A type of closing technique where the salesperson lists discussion points and context for the next conversation in order to advance the sales process into an additional meeting	300 3-5-24-1-3-10 This Fisher business rule states the maximum number of times we can call a prospect in a week
400 Interview The component of the call plan dedicated to uncovering prospect needs	400 808-7007 The number for the Mentor Hotline	400 Herd Mentality / group-think The tendency of prospects to think and behave in ways that conform to what they believe others are doing	400 Takeaway Sale / Takeaway Close A type of closing technique where the salesperson brings up the potential for the buyer to not be able to pursue the product or service any longer	400 Iris The application that we use to search for dupes is called
500 Open ended questions A type of question that forces the prospect to provide elaborate answers; begins with why, how, or what	500 foot-in-the-door technique getting the prospect to agree to something small, and then asking for something bigger	500 Trail Close Tactic sales professionals use to determine whether customers are ready to close a deal	500 Goal Setting Tool This excel document on FIIRE allows you identify your dollars per dial	500 CRM (Customer Relationship Management) The software that a company uses to manage leads and work-notes

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