Feeling Preppy
A key part of preparation involves this social networking tool.
LinkedIn / SalesNavigator
The first of our 4Ps of call set-up is this.
Personalization
Pain Funnel
One of the 4 must-have skills for sales presentations is this.
Name any:
Verbal Communication
Delivery - Tone, Pace, Structure
Body Language
Using Visual Aids
The FAVORITE framework should be this long.
5-6 Minutes
The best place to learn about past usage of the platform would be here.
Experience Manager
The four-letter acronym we learned about to personalize a call is this.
EASE
GAP Selling informs us that the TYPE of pain determines this.
Features to show in the demo
Our Gong stats reveal that THIS important KPI for closers improves as you listen more.
Win Rate
The reason that the FAVORITE framework is so effective is because it reiterates and builds this multiple times.
Value
History of buying activity should be reviewed here.
HubSpot
The 30-second summary of what EventMobi does, who we help and the problems we solve is this.
The Elevator Pitch
GAP Selling shows us that the size of the pain informs this.
The value
The psychology of using LOSS language instead of GAINS language is based on this theory.
Prospect Theory / Loss Aversion Theory
The "I" in FAVORITE stands for this.
Implant Value
Before the meeting, you should always send this.
Meeting Confirmation
Inviting the prospect to download the app beforehand & follow along is an example of this EASE aspect.
Shared Experience
According to the Pain Funnel, there are 4 pain levels. This one is the deepest.
Personal Impact/Emotional Pain
A good tactic for setting the right pace, tone and level of energy is this.
Mirroring
Painting a picture using a real customer example falls under this part of FAVORITE.
T - Tell Story
Top performers take A+ ________ to help them prepare and keep track of their interactions.
Notes
The 5-steps to an Up Front Contract are these.
Rapport
Time
Purpose
My Agenda
Your Agenda
Uncovering business pain, or costs, is an indirect way to uncover this aspect of BANT.
Budget
The WAY you say and emphasize certain words is important, which was a key lesson in this topic.
Tone...Inflection
The temperature check is a question used at which point in FAVORITE?
The very end...Elicit Response