Prospecting
A set of daily/weekly/monthly outreach activities agreed to be performed consistently
What is a cookbook?
The element of an Up-Front Contract that confirms the reason for meeting.
What is purpose?
The buying emotion most likely to drive immediate action.
What is present pain?
The art of answering a question with a question.
What is reversing?
What are beliefs?
A concise description of what you do that is focused on probing for pain indicators.
What is a 30-second commercial?
An acronym to remember the elements of an Up-Front Contract.
The topic covered in the bottom third of the pain funnel.
What is personal/business impact?
What a salesperson should never paint in their prospect's picture.
What is a seagull?
The Sandler principle reminding us that how we perform is independent of our value as a person.
What is I/R theory?
The very first phrase in a no-pressure conversation that begins to break the buyer's system.
What is a pattern interrupt?
The go/no-go agreement between buyer & seller that governs a Fulfillment meeting.
What is the Ultimate Up-Front Contract?
The process of understanding the financial aspects of a buyer's problem.
What is quantification?
The positive phrase preceding a question that protects the prospect's OK-ness.
What is a softening statement?
The NEW Sandler rule #1 says sales is a conversation between adults with this as the goal.
What is the truth?
Sandler says you don't have to like prospecting, you just have to _______
What is "do it"?
What you should do if an Up-Front Contract is broken.
Question #4 in the pain funnel.
What is "what have you tried to do about that?"?
The philosophy behind the idea of going negative.
What is pendulum theory?
The most important of all 13 of the Sandler success triangles.
What is the You triangle?
The general term for prospecting outcomes tracked that are NOT in your control.
What is a lagging indicator?
The crucial final piece of outcomes on a discovery call.
What is "yes" or "yes means"?
Bonus question 3a that can be asked after "how long has that been a problem?"
What is "why now?"?
A question designed to clarify direction using the "two camps" approach.
What is a split reverse? (Also acceptable, what is Chinese menu?)
Sandler rule #11 (formerly #48) says a life without this is a life without growth.
What is risk?