Rules Of Engagement
House Of PAIN
Inside The Octagon
Potpourri
S-Words
100
If you spill you candy in the lobby, you are really revealing ________ to your prospect
What is information?
100
The three types of PAIN
What are Surface, Business, and Personal
100
A good Up Front Contract has this many basic steps:
What is 5
100
Scooby Doo's annoying nephew
Who was Scrappy Doo?
100
The brand of our sales, management and success training programs
What is Sandler
200
A professional does what he did as a dummy, but he does it THIS way
What is on purpose?
200
Sandler uses fictional police detective Lt. Columbo to illustrate this concept:
What is the Dummy Curve?
200
A good Up Front Contract gives the salesperson ________ throughout the interaction, and insures that there will be no ________ _______ at the end
What is Control, Mutual Mystification
200
$1092 per year
What is the amount of money spent on beef jerky for Modern Sales Training classes?
200
Lemhi Shoshone woman who helped the Lewis and Clark Expedition
Who was Sacagawea?
300
You don't have to like _______, you just have to do it.
What is prospecing?
300
Sandler uses this common kitchen implement to illustrate the format for PAIN questions, going from general to specific.
What is the PAIN Funnel?
300
A good Up Front Contract, in addition to the basic components, allows you to deal with your biggest ______ up front.
What is Fear?
300
Only continent with no native spiders
What is Antarctica?
300
Russian dictator from the mid-1920's until he died in 1953
Who was Joseph Stalin?
400
If your prospect is doing this, then they're no prospect at all
What is listening?
400
When asked a question you don't wish to answer, use THIS technique:
What Reversing?
400
The acronym for the 4 most basic parts of the UFC is _____, and each letter stands for the following: _______ __________ ________ ________
What is ANOT, and Appreciate their time, Naturally they'll have questions, Obviously we'll have questions, Typically at the end we get a decision
400
According to the CDC, number of pounds of pesticide used annually in the United States
What is 1.1 billion pounds?
400
United States' first space station, orbiting Earth from 1973 to 1979
What was Skylab
500
Despite the common belief to the contrary, money does, in fact, grow on trees. It grows specifically on this particular type of tree...
What are Referral trees?
500
Whether your prospect or client is positive, negative or neutral, use this technique to make something happen
What go Negative, or use Negative Reverse Selling?
500
A UFC is used at the beginning of every interaction, at the end of every interaction to set up the next meeting, and also at the very end of the Decision step, just before presenting solutions to the prospect. This last UFC is called the ________ _________
What is the Ultimate Contract
500
This man batted third, and drove in 102 runs for the 1986 American League Champion Boston Red Sox
Who is Bill Buckner?
500
This Mexican President was also a General, and commanded his army at the Battle of the Alamo in 1836
General Antonio López de Santa Anna
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