Back to Course The DNA Selling Method 0% Complete 0/0 Steps Spartan Sales 1 Topic Spartan Sales Introduction Questioning 3 Topics The DNA Selling Method Why Use a Question-Based Methodology? The Syntax of Selling: DNAS Structure & Sequence Discovery Questions 7 Topics Discovery Questions Get Permission! Developing Discovery Questions Qualification Questions When Should You Qualify Leads? Additional Qualifiers Role-Play Instructions Need-Problem Questions 4 Topics Identifying PBM's "Show Up, Throw Up" Sales Benefits of Asking Need-Problem Questions Need-Problem Questions Ascertain-Pain Questions 5 Topics Ascertain-Pain Questions Traditional "Show Up, Throw Up" Sales Interaction Size, Scope & Severity (S³) Ascertaining Pain Exercise Ascertain-Pain Questions Solution-Benefit Questions 4 Topics Solution-Benefit Questions Solution-Benefit Questions in Action Solution-Benefit Questions The DNA Selling Process Listening 3 Topics Your Listen-To-Talk Ratio How Do I Listen? Day 1 Review Spartan Sales Review 1 Topic Spartan Sales Review Lesson 9 of 8 In Progress Objection Management Patrick Henry Hansen May 24, 2021
