What you "I" is not what you "R" refers to this theory.

This compartment finds out if the prospect has the money, time, and ability to successfully deploy.

You can't lose this.

The Chinese menu is also known as this.

People can't get mad at you for doing something they gave you permission to do describes this step.

The art of answering a question with a question.

This compartment seeks to reduce no-shows and back-outs.

People make buying decisions this way and justify them intellectually.

Pain is the emotional gap between these two things in FM terms.

We typically share these before fishing for pain, in FM terms.

I find out who you are, who you're with, and what your call is regarding.

Presentations, demos, and product info is given in this stage, AFTER decision.

You have to learn how to do this to win.

"I'm concerned with" or "I'm not happy about" are examples of these kinds of statements.

This causes people to pay attention and don't make you sound like a sales rep.

We both need to memorize scripts for them to work.

This step exists all through the process and its goal is building trust.

Selling occurs when the prospect is doing this.

"Can you give an example", "how long has that been a problem," and "what have you tried to do about it" are questions that are a part of this.

"Hi John, this is Ray from Updog. Did I catch you at a good time?" is an example of this NPAC step.

I said, "It's not what we don't know that hurts us. It's what we know for sure that just ain't so."

This key step removes mutual mystification and gains agreement.

Sales is not about getting your emotional needs met. It's about this.

A Sandler sales professional covers this step after finding and quantifying pain.

It smelled like this on "The Office" and frequently in Old Town.