Objection Handling
The Customer
Value Proposition
Our Sales Process
Everything Else
100

What does A.C.I.O.C. stand for?

Acknowledge, Clarify, Isolate, Overcome, Confirm

100

This customer persona doesn't sell online.

Offline Oscar

100

Name 3 revenue streams for florists who use BN

Website, MP, F2F, Yelp (get 3 of the 4 main)

100

What is the first question we should ask on a demo?

Do you mind if I ask you some questions about the business?


Get permission to ask more questions.

100

What is the deposit amount we collect on every sale?

$200

200

What are the 4 common objections most sales people get?

Too busy/time, Shopping Around, Talk to Someone, Price

200

Name two ways to demonstrate pain to a Service Fee Sam persona.

Kills conversion. Paying a higher % then they think.
200

What does FAB stand for?

Feature - Advantage - Benefit

200

Name the 6 steps of the sales process.

  1. Prospecting

  2. Identifying Needs/Pain

  3. Presenting/Demo

  4. Foster Objections

  5. Closing the Sale

  6. Asking for Referrals/Upgrades

200

What are the KPIs we are focus on this year?

Win Rate, Launch Rate, Account Size, Churn

300

Name a reason an FSN customer should switch to BN.

The $5.99 fee, bad sites, bad seo.

300

This buyer type is direct, impatient and concise.

The Driver Buyer

300
This feature as the advantage of expanding your delivery zones.

NLP

300

If a florist has a PVR of $15k, what is the lowest % you can charge?

20%

300

What is the equation we learned for Inside Sales "Math?"

Expertise + Trust = Value/Win

400

This is the type of objection we risk getting if we fail to Differentiate.

Price/Too Expensive

400

What is the % of decline in number of shops for the retail side of the industry?

3%

400

What are the 3 things that Google measures when it comes to a business's reviews.

Quality, Quantity, Dispersion

400

Name the steps of the customer journey we pitch on every demo.

Search, Compare/Contract, Reviews, Select Florist, Track Delivery, Feedback

400

What % of consumers abandon their shopping cart when a service fee is added at the end?

56%

500

Which part of the brain handles logic and reasoning?

The Neo Cortex

500

Name the 3 types of pain a business can have.

Productivity, Process, Financial

500

What are the 3 pillars of online revenue we should discuss on every demo?

Traffic, Conversion, AOV

500

Role play how to "normalize the close" and setting firm next steps.

This is what most florists tell me, they want a summary of today's meeting, some material to review, examples a few websites and a day or 2 to think about it.

500

How much traffic does the 1st organic result for a Google search get compared to the 3rd result?

5x

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