SYSTEM
Finish the Sandler Rule
In Sandlers Pendulum Theory - Never get between the prospect and....
where you want them to go
What three things must you review before you begin the fulfillment step?
The prospect's Pains, their Budget, and Decision making process to be sure that you clearly understand exactly what their needs and parameters are.
Name the 5-elements of an Up-front Contract
1) Purpose
2) Prospect's Agenda
3) Your Agenda
4) Time (logistics)
5) Outcome
The reasons for doing business
Pain in the present
Pain in the future
Pleasure in the present
Pleasure in the future
Explain a Monkey's Paw
A small sale made with the purpose of opening additional larger opportunities.
Name 2 of the 4 steps in the 'traditional' prospects system?
1.Withhold Information LIE
2.Gather Information STEAL
3.Commit to Nothing LIE
4.Disappear HIDE
Complete the phrase, "Qualify hard...
"Close Easy"
However, the opposite is also true. If you qualify "Easy" your close will be "Hard."
What are three positive outcomes of a good up-front contract?
•Get a yes.
•Get a no. (Learn a lesson. Save time).
•Get a referral.
•Get a clear, well-understood future.
Reasons for buying. Complete the phrase, "Buyers buy for their reasons, not..."
"the salesperson's reasons."
Complete - Prospects must be ____________ and _____________ to invest.
Willing & Able
This Sandler Rule is rooted in the ethics doctors utilize to avoid misdiagnosis of their patient's condition.
Prescription before Diagnosis is Malpractice
What is the Ultimate Up-Front Contract?
Ultimate Up-Front Contract
The Ultimate Up-Front Contract is the agreement made to make a final decision by the prospect at the end of your presentation or upon submission of your proposal.
What happens if you do not make an up-front contract before a meeting or presentation?
The three elements of pain.
Surface/Cause/Pain Indicators (What)
Reasons for the Problems (Why)
Personal Impact (How)
Three things a prospect must be willing to invest.
Time
Energy
Money
What are the benefits of having a system?
Name 2 of 6 possible answers.
•Maintain Control
•Save Time
•Stay on Track
•Duplicate Positive Results
•Debrief Calls
•Recognize Problems
What is the Thermometer Close?
On a scale of 0-10 - "O" being absolutely no interest, "10" being let's sign you up now, where do you think you are?
When should you make an Up-front contract?
(list 2 of 6 possible)
On the phone with a prospect
Anytime you're starting a meeting
At the beginning of each compartment of the submarine
At the conclusion of the sale
At the conclusion of any meeting
Anytime you get off track in a conversation
Complete the phrase, "The problem the prospect brings you..."
"is never the real problem."
The roadblocks to salespeople completing a thorough Budget step fall into two categories:
Name 2 of the 4 problems that occur when the prospect is in control.
•There is no real understanding of needs.
•Solutions are presented to undefined problems.
•Closing efforts not helpful, nor at the right time.
•Chasing wastes time and energy.
Name one of the three primary causes of
losing a sale in the fulfillment stage according to Sandler.
(if you've completed all of the steps correctly).
You were given inaccurate information
Circumstances have changed
The prospect has been less than honest with you
In addition to the 5-elements of a UFC,. what other potential obstacles can you address using the up-front contract? Share two.
Deal with biggest fears up front. (i.e. Talking about money, price, asking hard questions, getting off track "visiting," if they're only meeting with you to be polite because of a friend's referral, etc.).
Assuring there won't be interruptions
That a decision will be made at the conclusion of the conversation
Complete this principle. "You must qualify the opportunity by..."
"...trying to disqualify the prospect."
Effective techniques in helping you do determine how much money is available during the Budget step.
List 2 discovery techniques