Anatomy of a Sales Call
What are the stages of Anatomy of a Sales Call?
Intro/Rapport, Questioning/Needs Recognition, Presentation, Close, Delivery/Follow Up.
True or False: You should never compromise in a negotiation.
True
If you have done this for a customer, they will naturally buy.
Served
What are the 5 components of an Up Front Contract?
1. Time/Duration/Location
2. Purpose of Meeting
3. Clients Agenda
4. Salesperson's Agenda
5. Potential Outcomes of Meeting
What does KLRIPA stand for?
Keep Calm, Listen, Repeat, Indicate Understanding, Pause, Ask a question
What topline stage takes the longest time?
Questioning/Needs Recognition
What word starts a negotiation?
No
You should _____ your product and competition.
Know
What are the 7 stages of Sandler's Submarine?
Bonding/Rapport
Up Front Contract
Pain
Budget
Decision
Fulfillment
Post-Sell
When do you use an EAB?
When you've isolated their true objection.
Where does the Up Front Contract typically fall in Anatomy of a Sales Call?
Between Intro/Rapport and Questioning/Needs Recognition
What is a calibrated question?
A carefully worded question meant to guide the customer down a specific path and give them the illusion of control. This way to speak in length and divulge important information. Will typically start with What or How.
What should you do after asking an assumptive question for an assumptive close?
Shut Up
What are the 3 types of Scripts or Ego States discussed in chapter 2?
Parent
Adult
Child
How do we know we have the real objection?
They say "Exactly" or "That's right"
In the close, what are the 4 types of Yes and which one do we want?
Counterfeit, Confirmation, Compliant, Commitment. We want Commitment.
What is it called to list the worst possible outcome before diving into a conversation to disarm your counterpart?
Accusation Audit
What are the 4 things a qualified prospect has?
Money, Time, Need/Want, Power to make the decision
What are the 3 levels of Pain?
Surface Level
Business Level
Personal Level
What are the 4 types of repeating?
Parrot, Paraphrase, Probe, Feeling Reflection
What are 3 of the 4 types of Closes?
Feel, Felt, Found
Assumptive Close
Alternative Close
Calendar Close
What is a Black Swan?
Events or knowledge that sit outside of our regular expectations and cannot be predicted, but these things can drastically change the course of a negotiation.
What do you need to find in the first minute of the conversation?
Common Ground
When talking about Pain, what does FUDWACA stand for?
Frustrated
Upset
Disappointed
Worried
Anxious
Concerned
Angry
Give an EAB for a timing objection.
Answers may vary