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Answer: The main objective of discovery is to keep the flow of information generally coming your way during the conversations you have with people; so that you get more reveals for business, and therefore make more money.
Answer: Promotion—verbally vending an opportunity of some form—enables you to better gauge a person’s level of interest. Examination—verbally posing a test in some way—helps you to learn more of what is (or isn’t) possible with someone.
Answer: The process of Triangulation worked to break down the caller’s initial resistance to discussing lot values, and it helped to eventually discover his bottom-line price for the property.
Answer: Individual use of the Vending Opportunity technique—done by asking an opportunity-specific evaluation question—llows you to gauge a person’s general level of interest. Repeated use the technique enables you to pin down that person’s interest level.
Answer: Look at instances of “No” as chances to keep moving forward in what would have been dead-end conversations, and therefore to identify new actionable directions to do new business that otherwise would have been missed.

Answer: MoneyMakers, typically short and often pithy for effect, aren’t meant to be rotely memorized and dutifully recited (like most fully canned Scripts & Dialogues), but rather are meant to be delivered pontaneously,
improvisationally, and casually.

Someday Lead (5 points)</span

Lead Date:

Score Interaction?

Yes
No

Score Talk-To?

Yes
No

Score Attempt?

Yes
No