Prospecting & Preapproach
Approach & Needs Identification
Presentation & Handling Objections
Closing & Follow Up
Gartner Role Play
Final Jeopardy:
All-time Greatest Salespeople
All-time Greatest Salespeople
100
Sales experts say this is the most common social media website for identifying leads.
What is LinkedIn?
100
Despite the fact that most customers promptly throw them away, these are still commonly used by salespeople in order introduce themselves in a professional manner.
What are business cards?
100
Rhyming with memo, this can be a great way to introduce a product to customers -- but it is harder to do this with a service than a good.
What is demo?
100
When asked before the customer has agreed to the purchase, "When can I deliver this product to you?" can be viewed as this type of close (that starts with the letter "A").
What is an assumptive close?
100
Gartner salespeople often meet with CIO's, which stands for this.
What is Chief Information Officer?
100
Who is Mary Kay Ash?
200
An alliterative two-word phrase that means to show up to a prospect without an appointment.
What is cold calling?
200
The dictionary definition of this important part of the sales process is: "a close and harmonious relationship in which the people or groups concerned understand each other's feelings or ideas and communicate well."
What is rapport?
200
During the presentation, salespeople commonly make the mistake of merely listing these -- wrongly assuming that prospects understand the resulting benefits.
What are features?
200
“This is the last one at this price” is a phrase used in SRO closes -- with SRO standing for this.
What is standing room only?
200
This recent BGSU has a sales job with Gartner.
Who is Dagmar Chapin?
300
Salespeople might join a group called BNI in order to do this, which not coincidentally is what the "N" stands for.
What is to network?
300
On the NCSC evaluation form, the first criterion under Needs Identification assesses the extent to which the competitor uncovers this.
What is the decision process?
300
The third and final step of handling objections is about confirming that you've answered the customer's concern. The first step is about this other "c" word.
What is clarifying the objection?
300
Follow up is especially important given that it is much more expensive to acquire these than it is to retain existing ones.
What are new customers?
300
Gartner is headquartered in Stamford, which is a city in this state.
What is Connecticut?
400
Sales experts say you should keep this full
What is a sales pipeline or sales funnel?
400
This extremely important communication skill for salespeople happens to rhyme with the word that involves a ceremony of breaking a bottle of champagne against the bow of a ship.
What is listening?
400
"I have to talk it over with my boss" is this type of objection, which both (1) can be frustrating and (2) rhymes with frustrating.
What is a procrastinating objection?
400
This type of common close might involve promising a discount -- and happens to be an anagram of "space for life."
What is special-offer close?
400
Gartner is this sponsor of the NCSC sales competition, which is held in this university.
What is Kennesaw State University?
500
When they have a genuine need for the product, can afford to buy it, and are receptive to being called on, then leads are said to be this.
What is qualified?
(i.e., qualified leads)
500
These types of SPIN questions are designed to make buyers aware of what happens to their company when established problems continue.
What are implication questions?
500
This two-word phrase, which references a later sales process step, involves asking for the prospect's opinion -- such as, "How does that sound so far?"
What is a trial close?
500
This phrase is used to refer to the amount of time between first identifying a prospect and the closing the sale -- one recent study found that its average length was 102 days.
What is the sales cycle?
500
This is what Gartner calls its visualization tool that shows the relative strengths of technology vendors.
What is the magic quadrant?