Upfront Contracts
ANOT
What is the acronym to remember Appreciate, Naturally - prospect agenda, Obviously - sales agenda, Typical outcome?
Introduction, Pain Statement, Benefit Statement, Hook Question
What are the elements of a 30 Second Commercial?
A series of questions to help you find the pain a prospect is experiencing
What is the Sandler Pain Funnel?
The question the prospect brings you is never the real question.. We use _______ to find the real reason they are asking a question.
What is reversing?
Bonding & Rapport
What is the first section of the Sandler Submarine?
What the prospect wants to talk about.
What is their agenda?
You need 2-3 of these, but if those don't apply to the prospect, you should have another 2-3 as backup.
What are Pain Statements?
________ pain is the reason they are on the phone with you. _______ pain is what they may not even be aware of.
What is Present Pain & Future Pain
Why do you ask?
Why is that important to you?
What were you hoping I could do?
How would that information benefit you?
Why did you bring that up just now?
How would you see that affecting your results?
What are reversing questions?
Hello, my name is _______. Do you have 23 and a half seconds to talk?
What is a Pattern Interrupt?
Small mutual agreements
What is an Upfront Contract?
Hooking your prospect versus driving every call to an outcome
What is the difference between a 30 second commercial & Upfront contract?
Tell me more about that.
Can you be more specific? Give me an example?
How long has this been a problem?
What are top of the funnel questions?
What do we use to start a reversing question.
What is a softening statement?
No, isn’t a no! Get a _________
What is a Referral?
The ____ of this call
What is Purpose?
Does any of this resonate with you?
Do those challenges apply to your business?
How well would you say that describes you or your organization?
What are examples of Hook Questions?
True or False; Pain Funnel questions change based on product and persona?
What is False.
Good question
I’m glad you asked
Interesting question
I appreciate that question
A lot of people ask that
It sounds like that’s important to you
What are softening statement questions?
______, _____ & Technique. Hint: It’s all about you and your delivery!
What is Behaviour & Attitude?
And if it doesn’t seem like we’ll be a fit for your business, we can part ways as friends!
What is giving the customer an out?
Frustrated, Upset, Disappointed, Worried, Anxious, Concerned, Angry, Tired
What is FUDWACAT?
Frustrated when tools can't integrate with their systems of record
Concerned with using tools that allow them to keep enterprise data secure
Anxious that all data collected is meeting compliance standards
Worried employees are using unregulated services/growing shadow IT
What are Pain Points for IT?
I appreciate you asking and definitely understand your frustration. I want to ensure that the next call with the Account Executive is as valuable as possible. Is there a specific reason you are looking to speak with the Account Executive as soon as possible?
What is an example of using a softening statement and reversing question?
_ _____ helps bring in prospects into your funnel. _______ helps qualify those prospects!
What is J Barrows & Sandler?