The document discusses a sales system called the T.I.G.E.R. approach, emphasizing the importance of understanding the prospect's mindset and emotional states throughout the sales process. It highlights the significance of subconscious influences on perception and decision-making in sales interactions. Key phases include engaging tools, setting agendas, identifying pain points, offering solutions, and closing the deal while being aware of both conscious and subconscious aspects of communication.

2. I am the wisest man alive,
for I know one thing,
and that is that I know
nothing.
-Socrates

5. TIGER QUEST SALES SYSTEM
Prospect’s Salesperson’s Prospect’s
Initial State Action Goal State
Resistant 1. T.I.G.E.R. Tools Engaged
Unsure 2. Set Agenda Relaxed
Content 3. Find Pain Afraid
Anxious 4. Offer Solution Excited
Undecided 5. TrialClose Convinced
Stalled 6. Close Sold

6. “I can’t hear
anything you
are saying”

7. Conscious Mind: = 5%-10%
Subconscious Mind: = 90%-95%

8. Reticular Activating System
“THE CONSCIOUS
BRAIN IS A FILTER”

9. DISTRAC
TION

10. “We see the world as
we are conditioned
to see it.”
-Pavlov

14. Company Logo
Prospect Name
& Title