Dr. of Pain
Customers rely on _____ when deciding to buy, and _____ when going through the buying process.
Emotion, logic/rationale/intellect
Name an easy way to reinforce that your customer has a one on one relationship with you.
Use their name
What percentage of the call should the sales rep speak?
30%
It's important to keep your ___ separate from your _____.
Role, Identity
Small talk is for the lunch room; actively listening to your prospects is one of the most effective methods of ______ & _______
Bonding, Rapport
When people make buying decisions they either move toward ___, or away from ____.
Pleasure, pain.
Which garbage do you need to take out before every call?
Head trash
"Can you explain to me what you mean by that?" is an example of which questioning strategy.
The Dummy Curve aka Dummying Up
What's the maximum number of upfront contracts you can use in a sales call?
(There is no max!)
Never forget: Prospects ___.
Lie.
If you start pitching in the middle of the pain section, this is called...
Spilling your candy in the lobby.
This is a type of story that makes it easier to introduce new concepts to the customer so they don't feel alone.
Third Party Stories
Name the most common underutilized two letter question in the English language.
Oh?
Limiting Beliefs are most closely aligned with this corner of the success triangle.
Attitude
Asking "did I miss anything?" is a way to avoid ____ ____.
DAILY DOUBLE!
Mutual mystification
These 5 words are the first question of the pain funnel. Sometimes they are referred to as the 5 most important words that a salesperson can have.
"Tell Me More About That."
Having the confidence to treat your prospect as a peer, and not above you is known as...
Equal Business Stature
Please reverse the following:
"Tell me about your product."
"Well, what are you looking for in a product?"
Average salespeople love to be comfortable. Top performers find comfort in ______.
Uncertainty
A prospect who is influenced by how he or she feels about their reality has which preferred sense?
Kinesthetic
Before Budget, Decision, and Fulfillment, we want to remind the prospect of the Pain they are experiencing. Name the four-step process, in order, that we can apply to every conversation when recapping Pain.
SVIC: Summarize Pain(s); Validate; Importance; Commitment.
Name three reasons why an Upfront Contract is so important.
Gives you the opportunity to deal with your biggest fears up front.
Guarantees no interruptions during your sales calls.
Requires that a decision be made at each intermediate meeting.
Avoid misunderstandings, as well as the rhetoric and posturing that often occurs during the selling dance.
Gives the prospect and the salesperson the opportunity to say no if there isn’t a fit.
Please make this into a Stroke, Repeat, Reverse:
"Tell me about your product."
"Great question, there are lots of ways I can answer that question. Would it be ok if I ask you a few things so we can focus on what is important to you?"
What does FUDWACA stand for?
DAILY DOUBLE! Explain when this is relevant within the Sandler selling system.
Fear, uncertainty, doubt, worry, anxious, concern, anger
There are 7 Key Active Listening Skills; name 5 of them.
Be attentive; Ask open-ended questions; Ask probing questions; Request clarification; Paraphrase; Be attuned to and reflect feelings; Summarize.