Groups of Threes
Pain, budget, decision are the 3 steps of this system
What is the Sandler System?
The DISC letter of a high task, low detail person is a…
What is a D?
These 4 emotions - pain, fear, pleasure now, pleasure future are called ____________emotions
What are the buying emotions?
Appreciation, time, no, 2 forms of yes, avoid are all examples of…
What is Up Front Contract?
How many pokers chips to win a book?
What is 5?
Manage expectations, future business, and referrals all are parts of…
What is Post Sell?
The DISC letter of a people oriented, low detail person is a…
What is an I?
The number of questions in this “funnel”
What is 8?
This is the number of steps in the Sandler model
What is 7?
The number of coaches on the current Sandler Team
What is 7?
Problem, cause, impact are all parts of this step
What is Pain?
An I person is associated with this mammal…
What is a dolphin?
80% problem, 17% cause, 3% impact
What are the % of sales people that get to these topics?
In a sales call you should develop at least this many pain funnels?
What is 3?
This word describes the 10 basic parts of the Sandler system also used as home building term.
What is Foundations
Goals, tasks and tracking are the 3 corners of which triangle…
What is the behavior triangle?
The DISC letter of a high detail, people-oriented person is a…
What is an S?
The ________ of pain shows up in hours, emotions, relationships, and/or dollars
What is impact?
On a phone call you want to develop this many pain funnel(s)
What is ONE?
49 of these are what you should follow
What are Sandler Rules?
Words, tone, body language are all parts of the ____________ pie chart…
What is communication?
This animal is associated with high task, high detail in the DISC system
What is an owl?
Name 2 of the emotions associated with this acronym - FUDWAC
What is Frustrated/Fear, Uncertain, Doubt, Worried, Angry, Concerned
The rule of threes when asking questions about pain is used to get to this?
What is the real issue or impact
Chris been doing this for this many years?
What is 25 years