Podcast
Questions and Answers
What's the correct order for the RBO framework?
What's the correct order for the RBO framework?
What do people getting called by a salesperson dislike the most?
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?
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?
What's the main difference between a targeted bridge and a strategic bridge?
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If you could only choose one prospecting method, which would be best?
If you could only choose one prospecting method, which would be best?
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What's the correct order for the cold-calling framework?
What's the correct order for the cold-calling framework?
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What shouldn't you say on a cold call?
What shouldn't you say on a cold call?
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Should you time your calls based on the best answer rate of your prospects?
Should you time your calls based on the best answer rate of your prospects?
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What is the gatekeeper's most important job?
What is the gatekeeper's most important job?
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What's the secret to get past gatekeepers?
What's the secret to get past gatekeepers?
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What's the correct order for the voice-mail framework?
What's the correct order for the voice-mail framework?
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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.
Studying That Suits You
Use AI to generate personalized quizzes and flashcards to suit your learning preferences.
Description
Test your knowledge on Fanatical Prospecting chapters 14 to 17 with these flashcards. This quiz covers key concepts such as the RBO framework, challenges faced by salespersons, and defining a value proposition. Perfect for reinforcing the material and preparing for discussions or exams.
