SYSTEM
Name the 7 Steps in the Sandler System
Bonding & Rapport
UFC
Pain
Budget
Decision
Fulfillment
Post Sell
What three things must you review before you begin the fulfillment step?
The prospect's Pains, their Budget, and Decision making process to be sure that you clearly understand exactly what their needs and parameters are.
Name the 5-elements of an Up-front Contract
1) Purpose
2) Prospect's Agenda
3) Your Agenda
4) Time (logistics)
5) Outcome
Name the 4 Buying Emotions
Pain in the present
Pain in the future
Pleasure in the present
Pleasure in the future
Reversing - Explain the Rule of 3
It takes 3 or more reverses to blow away the smoke
Generally, the first 2 answers are intellectual in nature
The 3rd Answer is usually an emotional response that reflects the prospect true intent.
When reversed, a prospect will always redefine the question.
Name 2 of the 4 steps in the 'traditional' prospects system?
1.Withhold Information LIE
2.Gather Information STEAL
3.Commit to Nothing LIE
4.Disappear HIDE
Complete the phrase, "Qualify hard...
"Close Easy"
However, the opposite is also true. If you qualify "Easy" your close will be "Hard."
What are three positive outcomes of a good up-front contract?
•Get a yes.
•Get a no. (Learn a lesson. Save time).
•Get a referral.
•Get a clear, well-understood future.
Reasons for buying. Complete the phrase, "Buyers buy for their reasons, not..."
"the salesperson's reasons."
In the Budget Step -
Complete - Prospects must be ____________ and _____________ to invest.
Willing & Able
This Sandler Rule is rooted in the ethics doctors utilize to avoid misdiagnosis of their patient's condition.
Prescription before Diagnosis is Malpractice
Before agreeing/booking a Demo, what is the most important question to ask?
If we do a Demo, you get all your questions answered and you approve our solution, what happens next?
Name 2 things that may happen if you do not make an up-front contract before a meeting or presentation?
During a Discovery Meeting: Name 3 things we want to know the answer to before we leave the Pain Step
Surface Pains
Reasons for the Problems
Business Impact
Personal Impact
Commitment to Fix /10.
What are the Key Elements of the Post Sell Step.
Buyers Remorse
UFC for Next Steps
Set Up Referrals.
What are the benefits of having a system?
Name 2 of 6 possible answers.
•Maintain Control
•Save Time
•Stay on Track
•Duplicate Positive Results
•Debrief Calls
•Recognize Problems
What is the Thermometer Close?
On a scale of 0-10 - "O" being absolutely no interest, "10" being let's sign you up now, where do you think you are?
When should you make an Up-front contract?
(list 2 of 6 possible)
On the phone with a prospect
Anytime you're starting a meeting
At the beginning of each compartment of the submarine
At the conclusion of the sale
At the conclusion of any meeting
Anytime you get off track in a conversation
Finish the sentence
The problem the prospect brings you....
"is never the real problem."
During a Discovery Meeting - Name the 3 key things we want to learn about the prospects Decision Making Process.
Name 2 of the 4 problems that occur when the prospect is in control.
•There is no real understanding of needs.
•Solutions are presented to undefined problems.
•Closing efforts not helpful, nor at the right time.
•Chasing wastes time and energy.
Name one of the three primary causes of
losing a sale in the fulfillment stage according to Sandler.
(if you've completed all of the steps correctly).
You were given inaccurate information
Circumstances have changed
The prospect has been less than honest with you
In addition to the 5-elements of a UFC. NAME 1 other potential obstacle you can address using the up-front contract?
Deal with biggest fears up front. (i.e. Talking about money, price, asking hard questions, getting off track "visiting," if they're only meeting with you to be polite because of a friend's referral, etc.).
Assuring there won't be interruptions
That a decision will be made at the conclusion of the conversation
Name 5 of the questions in the Pain Funnel
Tell me more about that
Can you Give me an Example
Can you be more specific
How long has this been a problem
What have you tried to do about it
Did that work
How much do you think it has cost you
How do you feel about that
Have you given up trying to fix the problem.
Open Question
How does I/R theory have an Impact on Performance?