Sandler
How many steps are there?
What is 7 steps?
The "A" in the AIM model stands for?
What is Acknowledge?
What is describing your product or service generic features at length and hoping something resonates with your customer.
What is Feature Dumping?
The "R" in "AIR" stands for
Uncover the prospects pain points and challenges
What is Pain?
Who developed Sandler?
Who is David Sandler?
The "I" & "M" stands for?
What is Inform and Move on
An Integral characteristics of the product or services you offer.
What are Features?
Finish the statement... Feel, Felt, ....
What is found?
Presents solutions based on the pain points given
What is fulfillment?
What is bonding & rapport?
No one wants to be first or last.
What is Jones Effect?
Explain how the future advantages tie in to the customer's needs
What are benefits?
"I'm busy" is a
What is a Brush off?
Outlines expectations for the prospects in the completion of the sale
What is Post- sell?
What does ANOT stand for/
Expressing that the customer will miss our on something by not making a decision.
What is Fear of Loss?
Explains how feature work or what they do?
What are advantages?
What are the 3 R's.
What is Repeat, Reassure, and Resume?
Sets expectations for prospects to make a decision they can make by the completion of the interaction
What is Decision making?
____ lie all the time?
What are Prospects?
Letting the customer know it's a quiz process.
What is sense of Urgency?
How to avoid feature dumping
What is asking deeper questions, active listening and communciate solutions?
3 T's. Use them in a sentence
That's exactly why I am here.
That's the best part about my (account name/me)
That's why everyone uses us (account name)
What are all 7 steps of Sandlers?