No Pain, No Gain
The three levels of the pain funnel
Problems (surface level), reason for the pain, and the impact of the pain (true pain)
The three steps of the "ARC" objection handling technique
Acknowledge, respond, and check for agreement
The fulfillment step is meant to create a sense of _______ to get the prospect moving forward
Urgency
A gustomer can create and store templates for these and use them when they hire a new employee
Offer letters
A questioning technique that widens our discussion and allows the prospect to participate in the call by picking the pain point(s) that speak directly to them
Menu question
The generally negative thoughts, feelings, and emotions we have and the assumptions we make about them
Head trash
It sounds like "On a scale of 1-10, where do you fall in terms of moving forward?"
The thermometer close (also known as a "temperature check")
This allows Gustomers to stay on top of all of the tasks that need to be completed when a new hire starts at their company
Onboarding checklist
A selling technique that sounds something like “I’m not even sure if this would make sense for you, but..."
Negative reverse selling
The three steps of the "parking" technique (or APP)
It might sound like "Earlier I mentioned that by the end of this conversation we will determine if Gusto is a fit......"
Revisiting the upfront contract
This allows Gustomers to send out monthly surveys to their employees to gather feedback
Employee insights
FUDWACA represents these emotional pain words.
Frustrated, upset, disappointed, worried, angry, concerned, anxious
A selling technique that might sound like "I recently spoke to a customer who had a similar situation last week...."
Third-party stories
The three parts of the "Gusto solution (the what)" framework in the fulfillment step
Common ground, be the advisor, and real benefits
Software setup (also referred to as software provisioning)