Prospecting Flashcards
1
Q
Sandler Prospect Qualification (PBD)
A
Pain - where they are and want to be
Budget - Able to commit time, resources, energy, money, people
Decision - who from both sides needs to be involve in the decision making, where they are, when they need to be made, and why it has to be that way
2
Q
Prospecting Mini Sub
R UF P I UF PS
A
Rapport
Up-front contracts about call
Pain
Investment of time-next meeting
Up-front contract for next discussion
Post sell upfront contract so prospect doesn’t cancel call
3
Q
Sandler Prospecting Rule #1
Relax
A
Tells:
-Be yourself, relaxed
-No Script
-Smell of fear - kicks conditioning in
-Don’t look for validation in the sales process
