Questions and Answers
What's the correct order for the RBO framework?
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?
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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?
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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?
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What is the gatekeeper's most important job?
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What's the secret to get past gatekeepers?
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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
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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.
