Groups of Threes
Pain, budget, decision are the 3 steps of this system
What is the Sandler System?
The DISC letter of a high task, low detail person is a…
What is a D?
These 4 emotions - pain, fear, pleasure now, pleasure in the future are called ____________emotions
What are the buying emotions?
Purpose, Time, Agendas and Outcomes are all parts of this.
What is Up Front Contract?
These are the steps of the Sandler Submarine, in order.
B&R, UFC, Pain, Budget, Decision, Fulfillment, Post-Sell
Manage expectations, future business, and referrals all are parts of this Sandler Stage.
What is Post Sell?
The DISC letter of a people oriented, low detail person is a…
What is an I?
These are the 5 words that start the Sandler Pain Funnel.
What is "Tell Me More About That"
This is the number of steps in the Sandler Selling System.
What is 7?
This statement is a reverse for "Give me a price."
What is "Appreciate you asking that. May I ask you a few questions"
Problem, reason for the problem, impact are all parts of this step
What is Pain?
An I person is associated with this bird.
What is a parrot?
80% get to problem, 17% get to reason for the problemc, 3% get to impact of the problem
What are the % of sales people that get to these topics?
In a sales engagement you should develop at least this many pain funnels?
What is 3?
This is a technique you can use when the customer is adamant about getting a price, but you have not yet qualified pain.
What is Bracketing?
Behavior, Attitude and Technique are the corners of this triangle.
What is the Success Triangle?
The DISC letter of a high detail, people-oriented person is a…
What is an S?
The ________ of pain shows up in hours, emotions, relationships, and/or dollars
What is impact?
On a phone call you want to develop this many pain funnel(s)
What is ONE?
These two words complete the following statement: People buy ______________. justify it ____________.
What is People buy emotionally and justify it intellectually.
Words, tone, body language are all elements of the ____________ pie chart…
What is communication?
This animal is associated with high task, high detail in the DISC system
What is an owl?
Name 2 of the emotions associated with this acronym - FUDWACA
What is Frustrated/Fear, Upset, Disappointed, Worried, Angry, Concerned, Anxious
This ratio represents the goal of the Dummy Curve.
What is 70% customer speaking, 30% salesperson speaking.
These are the 2 ego states that often represent the buyer and seller when there is inequality in the relationship, the buyer is controlling the sale.
What is critical parent and child.