Fanatical Prospecting Chapters 14-17 Flashcards

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Questions and Answers

What's the correct order for the RBO framework?

  • Disrupt-Anchor-Ask
  • Anchor-Disrupt-Ask (correct)
  • Ask-Anchor-Disrupt
  • Anchor-Ask-Disrupt

What do people getting called by a salesperson dislike the most?

Salesperson being vague and difficult to understand their intentions.

What is a value proposition?

A clear statement of the tangible results a customer gets from using your products or services.

What's the main difference between a targeted bridge and a strategic bridge?

<p>Strategic bridges use information custom to each prospect.</p> Signup and view all the answers

If you could only choose one prospecting method, which would be best?

<p>Phone (A)</p> Signup and view all the answers

What's the correct order for the cold-calling framework?

<p>Attention-Identify-What you want-Bridge-Ask</p> Signup and view all the answers

What shouldn't you say on a cold call?

<p>How are you doing?</p> Signup and view all the answers

Should you time your calls based on the best answer rate of your prospects?

<p>False (B)</p> Signup and view all the answers

What is the gatekeeper's most important job?

<p>Protect their people's time</p> Signup and view all the answers

What's the secret to get past gatekeepers?

<p>There is no secret technique.</p> Signup and view all the answers

What's the correct order for the voice-mail framework?

<p>Identify-Phone number twice-Reason for call-Reason to call back-Phone number twice.</p> Signup and view all the answers

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Study Notes

RBO Framework

  • The sequence of the RBO framework is Anchor-Disrupt-Ask.

Dislikes in Sales Calls

  • Call recipients dislike when salespeople are vague and unclear about their intentions.

Value Proposition

  • A value proposition is a clear statement outlining the tangible benefits a customer receives from a product or service.

Targeted vs. Strategic Bridges

  • Strategic bridges leverage customized information tailored to each specific prospect, unlike targeted bridges.

Best Prospecting Method

  • The most effective prospecting method, if limited to one, is using the phone.

Cold-Calling Framework

  • The structured order for cold calling is Attention-Identify-What you want-Bridge-Ask.

Cold Call Pitfall

  • Avoid asking "How are you doing?" during cold calls as it can be seen as unoriginal and intrusive.

Timing Calls

  • It is not advisable to base call timing strictly on the best answer rates of prospects.

Gatekeeper Role

  • The primary responsibility of a gatekeeper is to safeguard the time of their colleagues and prevent unnecessary interruptions.

Getting Past Gatekeepers

  • There is no foolproof technique to bypass gatekeepers; persistence and strategy are key.

Voice-Mail Framework

  • The structured sequence for leaving a voice message includes: Identify-Phone number stated twice-Reason for the call-Reason for a return call-Phone number stated twice again.

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