Know Your Numbers
This is the desired goal for an account manager's MSF for the year
What is your TARGET
The 1st step in the framework is to get the person's ____
What is ATTENTION
Protect this at all costs
What is the GOLDEN HOUR
Traveling to visit a customer
What is TRIVIAL
This is the rational or thinking part of the brain
What is the NEOCORTEX
The number of calls you have to make per day to reach 2,000 calls per year.
What is 8
The 2nd Step in the 5 Step framework
What is IDENTIFY YOURSELF
Keep voicemails below this timeframe
What is 25 seconds or less
Time spent fueling the body in the middle of the day aka 'Lunch'
What is TRIVIAL
This is the emotional or feeling part of the brain
What is the LIMBIC BRAIN
The document given to a potential or existing customer to communicate your value and earn or keep their business?
What is a PROPOSAL
Giving this order to keep the prospect listening
What is the REASON for your call
DAILY DOUBLE!!! This phrase describes buyers using rhyming words!
What is Buyers are liars
What is IMPORTANT
This is the instinctual or dinosaur part of the brain
What is the REPTILIAN BRAIN
This phrase describes a conversation used to gather information about a prospect
What is a DISCOVERY CALL
This concrete structure connects the 3rd and 5th steps of the framework
What is the BRIDGE
Thinking about this prevents verbal diarrhea aka WAIT
What is WHY AM I TALKING
Returning customer calls and emails
What is IMPORTANT
We must understand fear in order to ____ fear
What is OVERCOME
What is GETTING AN APPOINTMENT
What is ASK
This is the key to effective prospecting
What is CONSISTENCY
Prospecting
What is IMPACTFUL
The main reason why people do not prospect
What is FEAR OF REJECTION