Sandler Concepts 101
Two different elements of communication.
What are Verbal and Non-verbal
Element when you give permission to say "this isn't a good fit".
What is the outcome of an up-front contract?
Helps onboard modules like branded mobile app, digital ordering, marketing, tables, C&E, and OPT
What is the guest consult sku?
Salesforce object where you schedule a Payments call.
What is the Opportunity?
Introduction, Pain Statement, Benefits, Hook
What are the elements of a 30-second commercial?
Instead of responding, pose a question to help further uncover the motive.
What is reversing?
Time received when selling the branded mobile app consultation SKU
What is one hour?
Provides support when navigating complex customer requirements or in-depth module reviews.
Who is Solutions Engineering?
Is the rapport-building strategy of mimicking specific behavioral characteristics of potential customers to foster a feeling of trust.
What is Mirroring?
Pacing, Pitch, Volume, and Articulation are forms of verbal communication and fall within this grouping.
What is Tonality?
45% of these are scheduled same-day in Q3 2024 according to the latest trends report.
What are reservations?
Primary trigger for Sales Leadership quote approvals.
What are CSD extensions?
Is a a series of open ended questions designed to dig deep and emphasize a customer’s pain point including Surface-Level, Reasons, and Impact.
What is the pain funnel?
These can include financial decision makers, end users, technical stakeholders, and others.
What are influencers?
Toast Delivery Services partners include these two driver pools.
DoorDash and UberEats
Toast will automatically churn deals without a charged deposit on this day of the following month.
15th
Ok, I love that, but let’s slow down a little bit. What about the Toast product has you so excited?
What is negative reversing?
Decisive, Tough, Competitive, Independent
What is D-Style?
While Saturdays are still the busiest, reservations for these two days increased by 11%.
Responsible for post-live administrative tasks including Change of Ownerships or unchurn requests.
What is the TACO team?