Sandler Flashcards
What are the basic elements of bonding and rapport
Active Listening
Match DISC style
What are all of the elements of an up front contract in order?
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?
What are the basic questions for the pain funnel?
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
What is your opening budget discussion question?
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?
There are 3 possible responses to your opening budget question, yes, no or maybe.
What would you say to yes?
Would you mind ‘sharing’ that with me?
In round numbers
What do you do if they are hesitant to share their budget?
Make them feel ok with something like;
in round numbers or off the record
There are 3 possible responses to your opening budget question, yes, no or maybe.
What would you say to no?
Soften and then reverse then…
Bracketing or
Third party stories or
Metaphors or
Historical precident
There are 3 possible responses to your opening budget question, yes, no or maybe.
What would you say to maybe?
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?
What are the 3 strategies you can use to get budget number?
Bracketing, third party stories and historical precident
Give an example of bracketing.
Give 3 ranges one low, one you think is likely or desired and one particularly high
Give an example of a third party story for budgeting
In the past…
Give an example of historical precidence.
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.
What questioning strategy could you use to find out about their decision process?
W5H
Who What When Where Why How
What are the requirements for presenting for fulfillment?
Tbd
Name the basic steps in the Sandler System
Bonding and Rapport Up front contract Pain funnel Budget Decision Fulfillment Post Sell
In the budget step, what is one of the best responses when complain about price or over focus on price?
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?
Give 3 examples or more of when lowest price is not the best deal.
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
If a prospect lies about income or profitability early, what might happen?
They may disengage to avoid telling the truth
When do you come out of the pain step?
Only after they are emotionally involved, otherwise it will greatly reduce your chances.
What are 5 things to avoid when talking about money?
- fidget
- avoid eye contact
- look up or down
- look nervous
- let your own feelings about money in
What are 5 things to do when discussing budget/money?
- relax
- exhibit good posture
- appropriate eye contact
- keep prospect ok
- be sensitive
What is RAW stand for in the budget step?
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
What is difference between bracketing and budgeting?
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
Best ways to handle trust issues?
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?
