Eras of Selling
Which era of selling involved traveling salesmen like Johnny Appleseed? Who were commonly welcomed overnight by the community they were visiting.
Pioneer Era
Making small talk with a potential customer would be done during this stage of the sales process.
The Approach
(Topics: How's your day? What brings you in here? Have you heard about some of our recent promotions?)
If we are selling to another business it's called _____ selling, and if we are selling to the end consumer or user it is called _______ selling.
B2B/B2C
Using this strategy, we agree with part of the customers' concern, but redirect that into a positive reason for buying.
Yes, But
Type of Close
When the salesperson directly asks the customer to make the purchase.
Direct Close
Which era of selling centered around the rise of manufacturing and the increased production of goods?
Production Era
During this step of the sales process, we learn about our potential prospects or prepare by learning more about our new offerings. It's also when we make that initial outreach.
Prospecting/Preapproach
A potential qualified customer who has the willingness, financial capacity, authority, and eligibility to buy.
Prospect
"You don't think the knife is sharp enough? Watch me cut up this watermelon to show you just how sharp our knives actually are." would be an example of this type of objection handling:
Show'em - Demonstration
Fill in the blanks: When customers buy from a salesperson they don't buy because of _____ but instead when they believe a product will _____ them.
Features
Benefit
Which era of selling saw the largest rise in salespeople and the increased use of canned sales messages?
Daily Double: What is a canned sales message?
Sales Era
Canned Sales Message - using the same script and lines for every potential customer
During this step of the sales process, the salesperson makes a sales presentation and "pitches" their potential solution for the customer based on their needs.
Presenting the Product
Once we have spoken to a prospect and uncovered they are interested in our product or service, this prospect would now be considered a ___________.
A lead
A _____ is used to refute potential issues that a prospect has with our good or service.
Rebuttal
Asking a new customer, after you have made a sale, about "Who else can I potentially help?" And they give you a name is an example of this?
Referral
In which era of selling did e-commerce become prominent?
Marketing Era (today)
During this step, the salesperson must address concerns and answer questions that the prospect has before making a purchase. This helps create assurance that you have a good solution for them.
Handling Customer Objections
The act of determining that a prospect is not a good fit for our good/service and moving on from them would be considered:
Disqualifying
Which objection strategy is being used here: "Actually, that is not correct. Our vehicles all come with a lifetime warranty, and you can bring it back, and we will repair it anytime it's needed."
Deny It/Direct Denial
What is the number one rule of suggestion selling?
If the customer says no, stop selling.
(Half points for - keep suggestion pricing appropriate)
In class, we watched a music video about a bad customer service experience. Highlighting the customer's power today to review and affect a company's reputation. What was the name of the video? Or the name of the company the singer was upset with?
"United Breaks Guitars"
United Airlines
Which step of the sales process is being described here:
You sell a customer a new baseball glove. You let them know that you are also running a special on baseballs and bats if they are interested in buying either of those.
Suggestion Selling (Bonus 100 if cross-selling was said!)
This type of sales is where marketing meets sales, because the customer is more familiar with our company and is usually coming to us.
Inbound Sales
Turning the customer's objection into a reason for them to buy is this method of handling objections.
Toss it back - Boomerang
Type of Close:
When a salesperson creates a sense of urgency by suggesting that the product or deal may not be available later.
Standing Room Only Close