NS001 – NewSell Coaching – The First Ten Lessons

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

• CVS = Current View of the Situation

• BVS = Better View of the Situation

uncheck2check (UNCHECK to CHECK) - the x10 selling switch

• UNCHECK = when not in contact with a customer

• CHECK = when in contact with a customer

TCB = alternative to 'the close'

• TCB = Taking Care of Business

COI - an individual who influences ten other people

• COI = Centre Of Influence

WOMBAT - a satisfied customer who replicates another satisfied customer

• WOMBAT = Word Of Mouth Buy And Tell

TT Management System

• T = TODAY - total number of times you did move from Uncheck to Check in past 24 hours

• 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?

Record your answer below …