Prospecting
What is a pre-correspondence letter?
SA
What is Set Appointment?
SPIN stands for this
What is Situation, Problem, Implication, Need Payoff (Questions)?
What we use to qualify accounts
What is Potential & Probability?
What kind of running shoes do you currently own?
What is a Situation Question?
Use this if potential referral source won't answer phone
What is an assumptive approach (letter)?
ISA
What is Initial Set Appointment?
Type of questions used to show the effects and consequences of the customer's problems
What are Implication Questions?
The accounts you should be spending the least amount of time at
What is L/L (Low Potential / Low Probability)?
How does that affect your budget - having to buy a new pair of running shoes every other month?
What is an Implication Question?
The measure of success for a prospecting call?
NE
What is Networking Event?
Type of questions used to get facts, information, and background data
What are Situation Questions?
The accounts you should be spending the most amount of time at
What is H/L (High Potential / Low Probability)?
Would it help your budgeting if you only had to buy running shoes twice a year instead of six times a year?
What is a Need-Payoff Question?
Creative way to get in the door
CCDB
What is Cold Call Drop-By?
Trying to get the customer to express these type of needs when SPIN Selling
What are explicit needs?
The part of account qualification you can change
What is Probability?
How often do you have to replace your running shoes?
What is a Problem Question?
How often you should call back via phone
BLHH
What is Breakfast Lunch Happy Hour?
4 stages of a sales call?
What are Preliminaries, Investigating, Demonstrating Capability, Obtaining Commitment?
Type of account you should be at every week
What is H/H (High Potential, High Probability)?
Would you like to trial out these running shoes for the next 30 days?
What is Asking for the Business?