Prospecting

Question 1

Sandler Prospect Qualification (PBD)

Answer 1

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

Question 2

Prospecting Mini Sub
R UF P I UF PS

Answer 2

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

Question 3

Sandler Prospecting Rule #1
Relax

Answer 3

Tells:
-Be yourself, relaxed
-No Script
-Smell of fear - kicks conditioning in
-Don’t look for validation in the sales process