Sandler

Question 1

What are the basic elements of bonding and rapport

Answer 1

Active Listening

Match DISC style

Question 2

What are all of the elements of an up front contract in order?

Answer 2

T - Thanks
T - Time
Q - prospects agenda or Questions
Q - your agenda or Questions
N - ok for them to say No Thanks
N - ok for you to say No Thanks
Y - (yes) if inspired we can discuss next steps
Y - agreement (yes) does that sound fair? Or ok?

Question 3

What are the basic questions for the pain funnel?

Answer 3

P - Problem
E - give me an Example
S - can you be more specific?
T - (Time) How long has it been like that?
W - What have you tried?
A - And how did that Work?
C - What is the Cost or impact of that?
K - I Know that cant feel good
S - So how were you hoping I could help

Question 4

What is your opening budget discussion question?

Answer 4

Review pain thats been around for awhile, tried and impact.

So have you thought about what you would be willing to invest to make this go away?

Question 5

There are 3 possible responses to your opening budget question, yes, no or maybe.

What would you say to yes?

Answer 5

Would you mind ‘sharing’ that with me?

In round numbers

Question 6

What do you do if they are hesitant to share their budget?

Answer 6

Make them feel ok with something like;

in round numbers or off the record

Question 7

There are 3 possible responses to your opening budget question, yes, no or maybe.

What would you say to no?

Answer 7

Soften and then reverse then…

Bracketing or

Third party stories or

Metaphors or

Historical precident

Question 8

There are 3 possible responses to your opening budget question, yes, no or maybe.

What would you say to maybe?

Answer 8

Soften such as thats not unusual

We can work with clients in different ways

Sometimes they provide a budget or max they cant or dont want to exceed in which case we offer solutions that are appropriate or if we cant address at that cost i hope your ok with me telling you so. If we can come in under that we will certainly try

We often discuss potential solutions and provide a high level range of what it might cost followed by a brief discovery to determine a more accurate estimate

Quality, speed cost triangle?

Question 9

What are the 3 strategies you can use to get budget number?

Answer 9

Bracketing, third party stories and historical precident

Question 10

Give an example of bracketing.

Answer 10

Give 3 ranges one low, one you think is likely or desired and one particularly high

Question 11

Give an example of a third party story for budgeting

Answer 11

In the past…

Question 12

Give an example of historical precidence.

Answer 12

What has this cost in the past or we have seen clients solve this same type of problem for around x dollars and other ones for y dollars.

Question 13

What questioning strategy could you use to find out about their decision process?

Answer 13

W5H

Who
What
When
Where
Why
How

Question 14

What are the requirements for presenting for fulfillment?

Answer 14

Tbd

Question 15

Name the basic steps in the Sandler System

Answer 15

Bonding and Rapport
Up front contract
Pain funnel
Budget
Decision
Fulfillment
Post Sell

Question 16

In the budget step, what is one of the best responses when complain about price or over focus on price?

Answer 16

Were likely not the least expensive but why do you think that is?

Agree with whatever they say and ask why else?
If they give a wise ass remark, like because you think your better than everyone else. Be vulnerable, ok fair enough. Lets say we cant get to your price, is it only about price?

What part of the process would you leave out…

Or is it really only about price, what else?

Question 17

Give 3 examples or more of when lowest price is not the best deal.

Answer 17

Would you find a baby sitter on craigs list?
The least expensive heart surgeon? 50% of doctors were in the bottom half of their class.
Eye surgeon
Off shore team for mission critical software or security

Question 18

If a prospect lies about income or profitability early, what might happen?

Answer 18

They may disengage to avoid telling the truth

Question 19

When do you come out of the pain step?

Answer 19

Only after they are emotionally involved, otherwise it will greatly reduce your chances.

Question 20

What are 5 things to avoid when talking about money?

Answer 20

• fidget
• avoid eye contact
• look up or down
• look nervous
• let your own feelings about money in

Question 21

What are 5 things to do when discussing budget/money?

Answer 21

• relax
• exhibit good posture
• appropriate eye contact
• keep prospect ok
• be sensitive

Question 22

What is RAW stand for in the budget step?

Answer 22

R- review, summarize the pain and set the UFC
A - availability, determine if the budget is available to fix the pain
W - will, quantify the amount that will be available and willingness to use it

Question 23

What is difference between bracketing and budgeting?

Answer 23

Bracketing provides a range like 50-10k, where did you see yourself?

Bucketing gives 3 levels of cost low, med (your desired outcome) and really high

Ex: 10k, 50-100k, 1M

Question 24

Best ways to handle trust issues?

Answer 24

It seldom about money because if the roi is there?

If its trust directly confront the problem:

Ask for the reason for lack of trust be historical- i get the feeling youve been burned in the past by revealing your budget before, is that fair?