Buyer/Seller Dance
This is the first step in the buyer's system.
What is mislead?
People buy this way as opposed to intellectually.
What is emotionally?
When Columbo scratches his head and looks confused, he is using this Pattern Interrupt
What is Dummy Curve?
These represent the three corners of the Sandler Success Triangle.
What is a Behavior, Attitude, and Technique?
People tend to buy from people whom they ________.
What is Trust?
Prospects want this. They just don't want to pay for it.
What is information or intellectual property?
This is what is put into the Pain Funnel.
What are Pain Indicators?
This is the technique of answering a question with a questions.
What is Reversing?
This is where Sandler enters the Success Triangle.
What is Technique?
The acronym D.I.S.C. labels these four behavioral styles.
What are Director, Interactor, Stabilizer, Calculater?
This causes traditional selling to become adversarial.
What are Trail Closes and Handling Objections?
This ego state or internal voice is ideal when executing the Pain Funnel technique
What is Nurturing Parent?
This fishing term describes the technique of taking a prospect towards "No."
What is Stripping Line?
The Limbic Brain is our emotional center which drives this part of the Success Triangle.
What is Behavior?
These are the three elements of communication.
What are Verbal, Body Language, and Tonality?
Efficiency in the sales process is measured by this.
What is Sales Cycle?
This question quantifies the pain for the prospect.
What is the "How Much" question?
The Pattern Interrupt is used to get a salesperson out of this.
What is Wimp Junction?
In order for Sandler to work, this is the mindset one must have
What is a "Meat Lover's Pizza in the Trunk," or "I am Financially Independent," or "I Don't Need the Business?"
A sales professional must protect this of the prospect if a productive conversation is to take place.
What is Dignity or Okayness?
These are the four outcomes of a sales call.
What are YES, NO, MAYBE, and CLEAR FUTURE?
These are four of the eight questions that make up the Sandler Pain Funnel
What are Tell Me More, How Long, What Have You Done, How Did That Work, How Much, How Do You Feel, If I Were to Fix, Are You Committed, questions?
Pattern interrupts are an effective way for salespeople to reveal this.
What is the Truth?
Attitude is comprised Marketplace, Company, and You. The "You" triangle is comprised of these three elements.
What is Mind, Body, Spirit?
These verbal trigger word examples win you free bonding & rapport points.
What are their name and/or buzzwords?