Sales Framework and Execution Flashcards

Vocabulary flashcards covering objection handling, discovery, qualification, closing, negotiation, tonality, cold calling, and sales call structure.

Objection

A concern, uncertainty, missing information, lack of trust, lack of urgency, or lack of perceived value.

Four-Step Objection Process

The structured sequence: Acknowledge → clarify → respond → confirm, while never arguing with the objection.

Condition

A requirement that must be satisfied to proceed, as distinguished from an objection which is a stated concern.

Isolation Question

An objection handling question used to confirm all barriers are identified, such as: "If we could resolve that, would there be anything else stopping you?"

Discovery

The phase of the call dedicated to understanding the current situation, desired outcome, problems, consequences, priorities, and decision process.

Current-State Question

A discovery question that uncovers what the prospect is doing now (e.g., "How are you currently handling that?").

Desired-Outcome Question

A discovery question that reveals what the prospect wants to improve or achieve (e.g., "If this were working exactly how you wanted, what would be different?").

Pain Question

A discovery question that uncovers a specific problem or friction in the current situation (e.g., "What’s the biggest issue with the way you’re doing it now?").

Consequence Question

A discovery question that explores what the problem costs the prospect if it continues in terms of time, money, or missed opportunities.

Priority Question

A discovery question that establishes how important solving the problem is compared with other priorities.

Trigger Question

A discovery question that identifies what changed to make the problem worth addressing now.

Summary Frame

A concise recap of the current state, problem, desired outcome, and impact before prescribing a solution.

Qualification

Determining whether the prospect, problem, timing, resources, and decision process make the opportunity viable.

BANT Framework

An acronym representing four core qualification elements: Budget, Authority, Need, and Timing.

Disqualifying Condition

A condition that makes the opportunity unsuitable or not commercially viable.

Assumptive Close

A closing technique that moves naturally toward implementation as though the decision is ready to be made (e.g., "Would you prefer we start Monday or Wednesday?").

Direct Close

A closing technique that asks clearly whether the prospect wants to proceed (e.g., "Based on everything we’ve discussed, are you comfortable moving forward?").

Alternative Close

A closing technique that offers two acceptable paths instead of asking an open-ended yes/no question.

Trial Close

A question that tests readiness without asking for the final commitment (e.g., "If we can solve that concern, would you feel comfortable moving ahead?").

Over-selling

Continuing to pitch after the prospect has already indicated readiness, which can create doubt or reopen settled issues.

Conditional Concession

A negotiation concession tied to a specific commitment or change in scope (e.g., "If we reduce the scope to X, we can bring the investment to Y.").

Scope Negotiation

Changing deliverables, timeline, support, or complexity rather than simply lowering the price.

Walk-Away Point

A clearly defined point where the deal no longer makes commercial sense.

Unilateral Concession

Giving away value in a negotiation without the buyer asking or committing anything in return.

Pattern Interrupt

Breaking the expected sales-call rhythm with unusual honesty, specificity, or structure.

Status Alignment

Treating the prospect as an equal decision-maker rather than trying to dominate or impress them.

Cold Call Opener Structure

The five components of an effective opener: identity, reason for calling, resistance reduction, brief value/context, and permission to continue.

Primary Goal of a Cold Call

To earn enough attention to begin a relevant conversation, not to close the sale.

Sales Call Framework

The complete call sequence: Connect → frame → discover → deepen → qualify → diagnose → prescribe → resolve objections → close → confirm.

Diagnosis vs. Prescription

Diagnosis turns discovery info into an explanation of the problem and desired outcome; prescription recommends a tailored solution based on that diagnosis.