Refer to Wombat Selling p 21:
Below is a list of the principal acronyms used in this book:
cvs2bvs (CVS to BVS) - the x10 thinking switch
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CVS = Current View of the Situation
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BVS = Better View of the Situation
uncheck2check (UNCHECK to CHECK) - the x10 selling switch
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UNCHECK = when not in contact with a customer
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CHECK = when in contact with a customer
TCB = alternative to 'the close'
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TCB = Taking Care of Business
COI - an individual who influences ten other people
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COI = Centre Of Influence
WOMBAT - a satisfied customer who replicates another satisfied customer
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WOMBAT = Word Of Mouth Buy And Tell
TT Management System
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T = TODAY - total number of times you did move from Uncheck to Check in past 24 hours
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T = TOMORROW - total number of times you will move from Uncheck to Check in next 24 hours
DFQ NS001:
Read Page 22-25 Wombat Selling and answer the following question:
What vendors will survive better in the marketplace?