Session 4: Offer Solution

Initial State:Anxious

Goal State:Excited

TIGER QUEST SALES SYSTEMProspect’s Initial State

Salesperson’s Action

Prospect’s 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. Trial Close Convinced

Stalled 6. Close Sold

Your solution MUST be tied to the prospect’s PAIN!

We have to present the Solution 2 ways

EMOTIONAL

First prospects make the emotional buying decision . . .

Mirroring & Matching

What if?

Buyers can argue about your facts, but no one can dispute

your experience

. . . then they must have the logical justification

PROOF IN

WRITING

Challenge: Emotion First, Then Logic

EMOTION