The Hidden Step
www.necouncil.org/the
hidden
step
Can you identify the difference between the frst and second salesperson?
The frst quickly satisfed the curiosity by providing the pricing. The sec-
ond salesperson answered the question, but asked for the appointment
while maintaining the curiosity prior to the appointment.
This technique is referred to as Option Based Appointment Setting
(O.B.A.S). Remember O.B.A.S. We will be using this strategy later in the
program during the Four Option process. Go back and read this Prepara-
tion Point prior to continuing so you fully understand this approach.
Raise the curiosity, not satisfy it