Prospecting
An unexpected opening to a phone call, such as "Did I catch you at a bad time?"
What is a Pattern Interrupt?
The 5th element of an Up-Front Contract
What is Outcome?
What is present pain?
The Sandler tactic that positions a question in the opposite of what the seller hopes to hear
What is a negative reverse?
The theory that allows us to separate our self-worth from our performance in a given situation
What is I/R?
A daily, weekly, monthly activity plan of proactive outreach behaviors
What is a cookbook?
The 3 possible outcomes of a sales appointment covered in an initial UFC
What are "my no, your no, and yes"?
The 6th question in the Pain Funnel
What is "How much do you think that has cost you?"
The element of success embodied by the rule "success is the activity, not the result"
What is Behavior?
The basic structure of a 30-second commercial pain indicator statement is "______, pain, impact"
What is stroke?
Something that has derailed sales in the past and the seller wants to avoid, so they bring it up proactively in the UFC
What is "my biggest fear"?
The third level in the Pain Funnel that goes beyond real pain
What is business/personal impact?
The phrase at the beginning of a question that makes it easier to answer and more nurturing
What is a softening statement?
The most important of the Sandler success triangles
What is the "You" triangle?
(Also acceptable - "what is Mind, Body, Spirit?")
A channel of communication used for garnering interest and setting appointments, but NEVER for selling.
What is email?
The agreement between seller and prospect to make a go/no-go decision at the end of a Fulfillment meeting.
What is the Ultimate Up-Front Contract?
The acronym for the confirmation at the end of Pain to make sure we've understood and it's top priority for the buyer to solve.
What is SVIC?
A questioning strategy that forces the buyer to choose between two options
What is a split reverse?
(Also acceptable - what is Chinese menu?)
The reflective process many high-performing sales professionals use to identify and reframe negative beliefs
What is A/B journaling?
The term for something tracked in your prospecting activity that is NOT in your sole control
What is a lagging indicator?
The unhelpful version of an Up-Front Contract that takes places in traditional selling
What is "to me"?
Bonus question 3a that can be asked in the Pain Funnel after discussing the length of time
What is "why now?"
An example would be "when you tried [x] to fix that, what happened?"
What is a presumptive question?
The connective tissue between Attitude and Technique
What is Conviction?